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How to Use Your Solar Money to Become a Crypto Millionaire - Jason Newby
55 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
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Thanks to our sponsor Pi Syndicate for this episode!
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
00:00:42
Speaker
What's going on, solopreneurs?
00:00:44
Speaker
We're here with another great episode.
Guest Introduction: Jason Newby's Sales Journey
00:00:46
Speaker
We got the one and only Jason Newby.
00:00:48
Speaker
Been a long time coming.
00:00:49
Speaker
So Jason, thanks for finally joining us on the podcast today.
00:00:53
Speaker
My pleasure.
00:00:53
Speaker
What has it been?
00:00:54
Speaker
Like six months I've been trying to get you coming.
00:00:56
Speaker
Yeah, I've been a little busy.
00:00:59
Speaker
He's been busy growing the office here and closing all the deals and stuff.
00:01:03
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.
00:01:11
Speaker
So we're going to talk about what he's done to really just explode things down here in Southern California.
00:01:17
Speaker
And yeah, just getting your story and all that.
00:01:19
Speaker
But Jason, I guess just a little introduction.
00:01:22
Speaker
He's the man's making his riches off of crypto and NFTs and solar.
00:01:27
Speaker
So pretty perfect combination, I'd say.
00:01:29
Speaker
So we're going to ask you all about that stuff.
00:01:31
Speaker
Sound good?
00:01:32
Speaker
Sounds good.
00:01:33
Speaker
Cool.
00:01:33
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?
00:01:42
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?
00:01:55
Speaker
It was like, oh, this is professional looking.
00:01:57
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.
00:02:04
Speaker
Yeah.
00:02:05
Speaker
So I had to find a new job and I became a salesman at Singular Wireless and it switched to AT&T.
00:02:13
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.
00:02:19
Speaker
You're going to stay here.
00:02:20
Speaker
I'm like, no, no, I'm good.
00:02:22
Speaker
No, I'm going.
00:02:23
Speaker
So all my friends were going there.
00:02:26
Speaker
I said, no, we'll pay for your college, your books, and everything to stay and we'll give you a raise.
00:02:32
Speaker
And I was like...
00:02:33
Speaker
All right.
00:02:34
Speaker
So I stayed at Boise State.
00:02:36
Speaker
And I made $33,000 in my first year selling and managing a store.
00:02:42
Speaker
And I thought that was pretty good money.
00:02:43
Speaker
And I bought a house.
00:02:44
Speaker
And this is when the real estate market was booming.
00:02:47
Speaker
And so I was like, wow, I did pretty good.
00:02:50
Speaker
And then I had a cousin, my cousin's cousin, went and sold pest control.
00:02:56
Speaker
He made $90,000 in four months.
00:02:57
Speaker
And I'm like,
00:02:59
Speaker
Like if this guy made 90 grand, then I'm going to absolutely crush it.
00:03:03
Speaker
Because this was before this.
00:03:05
Speaker
He was young.
00:03:05
Speaker
He was like 18-year-old kid.
00:03:08
Speaker
And so I decided like, no, this seems like a better opportunity.
Transitioning to Solar Sales
00:03:13
Speaker
And then I signed up to do pest control originally.
00:03:18
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.
00:03:26
Speaker
Okay.
00:03:26
Speaker
And I was like, no, we're doing our pest control thing because of this.
00:03:31
Speaker
And then they said, listen, we'll pay you $1,500 to just fly and meet Todd Peterson and just talk to him.
00:03:40
Speaker
Wow.
00:03:40
Speaker
And I'm like, all right, I'll talk.
00:03:43
Speaker
I'll talk to Todd.
00:03:44
Speaker
And so I had 14 reps at the time.
00:03:47
Speaker
And when I sat with Todd at Wingers, he showed me the opportunity versus pass and how people made way more in alarms.
00:03:57
Speaker
And I was like, and he said, like, our managers are making $300,000.
00:03:59
Speaker
I'm like, I'm going to be a manager.
00:04:01
Speaker
And I'm like, sorry.
00:04:03
Speaker
So he convinced me.
00:04:04
Speaker
And then I went out my first year in sunny San Diego, which is where we're at right now.
00:04:08
Speaker
Full circle.
00:04:09
Speaker
Yeah.
00:04:09
Speaker
That's funny.
00:04:10
Speaker
I actually got married in the middle of my first summer, too.
00:04:14
Speaker
But my first summer was right here in our backyard in San Diego.
00:04:19
Speaker
We lived in Vista area, and it was an incredible summer.
00:04:25
Speaker
That's a good recruiting strategy.
00:04:27
Speaker
Should we tell all the listeners that you'll pay them $1,500 to come talk to them?
00:04:31
Speaker
Hey, it depends on who you are, but maybe.
00:04:34
Speaker
And that's what's crazy is just talking with him and seeing a bigger vision.
00:04:39
Speaker
Because sometimes we're so fixed on what we're going to do, but then, all right, I'll take a look.
00:04:46
Speaker
And sometimes we're so closed on what we're doing that sometimes it is better to open up and learn.
00:04:53
Speaker
Yeah, for sure.
00:04:53
Speaker
I know any good recruiter.
00:04:55
Speaker
I know Todd was super good at it, but I'm just creating the vision, seeing the potential.
00:04:59
Speaker
Because I'm trying to recruit pest control guys right now, but it should be super easy.
00:05:04
Speaker
I don't know why anyone's doing alarms or anything else besides solar right now.
00:05:08
Speaker
Oh, I know.
00:05:08
Speaker
The opportunity, like when you're in certain groups, you think differently.
00:05:13
Speaker
Like when I was at Vivint, I was like, okay, I'm going to go make half a million bucks.
00:05:19
Speaker
You know what I mean?
00:05:20
Speaker
I was pretty consistent making half a million dollars every single year.
00:05:23
Speaker
But now in solar, I'm like convincing and I'm communicating to
Mindset and Competition
00:05:27
Speaker
my reps.
00:05:27
Speaker
Like you don't even have to build a team and you're going to make seven figures.
00:05:31
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.
00:05:40
Speaker
Yeah.
00:05:42
Speaker
That's not out there in the normal market.
00:05:45
Speaker
And it's who you're surrounded with and what story you're communicating to yourself.
00:05:50
Speaker
Yeah, I know.
00:05:51
Speaker
Incredible opportunity.
00:05:52
Speaker
And so you did alarms for how many years were you doing alarms?
00:05:55
Speaker
I was at Vivint for 15 years.
00:05:57
Speaker
Holy cow.
00:05:57
Speaker
Yeah.
00:05:58
Speaker
Dinosaur of knocking here.
00:06:00
Speaker
Yeah, my first year I was a top rookie back in 2006.
00:06:04
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.
00:06:10
Speaker
His name was Vern Marshall.
00:06:12
Speaker
He was a good friend of mine and mentor.
00:06:15
Speaker
He actually passed away recently.
00:06:17
Speaker
Vern Marshall.
00:06:18
Speaker
And we actually co-managed in Hawaii together too.
00:06:22
Speaker
But I called Vern because he was crushing it.
00:06:25
Speaker
And I was on, luckily I was in his region, so I knew on the calls what he was doing.
00:06:31
Speaker
And everything was a mindset for sure.
00:06:34
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.
00:06:44
Speaker
My first year, I would reward myself
00:06:47
Speaker
if I hit a certain number that was above my normal range.
00:06:50
Speaker
I'm like, hey, if I hit this, I'll buy myself some shoes.
00:06:52
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.
00:07:00
Speaker
And so Vern, one of the things on a call my second year, I remember him saying something that stuck with me.
00:07:07
Speaker
He said,
00:07:08
Speaker
Whenever I get one account, I'm not complacent.
00:07:12
Speaker
I act as if I don't have one.
00:07:14
Speaker
But he creates the energy that he had from that first account, like the seller's high that we all experience from selling.
00:07:20
Speaker
He brings that with him to continue to build momentum.
00:07:24
Speaker
But he acts as if he didn't have one.
00:07:26
Speaker
He doesn't look back and be like, oh, I got one, so I'm good.
00:07:28
Speaker
I can go home.
00:07:29
Speaker
He's like, no, I want more.
00:07:32
Speaker
So he keeps that momentum going.
00:07:34
Speaker
Yeah, that's genius.
00:07:36
Speaker
And that's a big problem.
00:07:37
Speaker
Well, alarms, but especially solar because we can go make 10 grand on a single deal.
00:07:43
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.
00:07:49
Speaker
We're trying to even put guardrails on and say, hey, if you don't close,
00:07:53
Speaker
a number, then you're going to go back to setting leads because they get too complacent because of how much they make.
00:07:59
Speaker
Yeah, for sure.
00:08:01
Speaker
And no, it's been super cool to see you bring a lot of the concepts from alarms and apply them to solar.
00:08:07
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.
00:08:13
Speaker
Yeah.
00:08:13
Speaker
And I mean, people who are in pest control work harder than the alarm guys too.
00:08:17
Speaker
I mean, the hours that they put in are different.
00:08:22
Speaker
It seems like it goes like pest control, unfortunately, grinds.
00:08:28
Speaker
They have the work ethic and just completely just dialed in and then
00:08:32
Speaker
Alarms, they start later, they have their meetings at 12.
00:08:38
Speaker
And then solar, it's like- Start even later.
00:08:42
Speaker
Keep getting lazier and lazier.
00:08:44
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.
00:08:52
Speaker
Because as good as it is, it will not be as good forever.
00:08:56
Speaker
For sure.
00:08:56
Speaker
I know.
00:08:57
Speaker
Yeah, it's funny.
00:08:58
Speaker
We were at Door-to-DoorCon just barely.
00:09:00
Speaker
There's like the solar panel.
00:09:02
Speaker
I don't know if you were there.
00:09:02
Speaker
Yeah.
00:09:03
Speaker
But someone asked like how can you recruit the best setters?
00:09:07
Speaker
And then someone on the stage is just like, oh, go recruit all the pest control guys.
00:09:11
Speaker
They're going to be the best setters.
00:09:14
Speaker
They're used to working like knocking 12 hours of doors a day.
00:09:17
Speaker
That's the thing is there's no substitute for work.
00:09:21
Speaker
And sometimes we just drive different vehicles and some are faster.
00:09:25
Speaker
You know what I mean?
00:09:26
Speaker
Some vehicles like can speed up way faster and accumulate wealth faster.
00:09:31
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.
00:09:37
Speaker
Yeah.
Overcoming Sales Challenges
00:09:38
Speaker
I love that.
00:09:39
Speaker
So I'm curious, Jason, were you always like right out of the gates, one of the top reps, just heavy producer?
00:09:44
Speaker
Or do you feel like you had to go through, I don't know, some challenges?
00:09:47
Speaker
Because I know a lot of people are like, Jason, I can't relate to that.
00:09:49
Speaker
I was never a top rep.
00:09:51
Speaker
What do you say to those people?
00:09:53
Speaker
So I mean, I've definitely had my fair share of failures.
00:09:56
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.
00:10:10
Speaker
You're like so focused on like the competition versus the money.
00:10:14
Speaker
And I remember...
00:10:16
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
00:10:38
Speaker
and try to have that balance.
00:10:40
Speaker
And then my opponent did like seven the next day.
00:10:44
Speaker
And I did like one or two.
00:10:48
Speaker
He was a good dude.
00:10:49
Speaker
He beat me fair and square, but he just crushed it the next day.
00:10:54
Speaker
He rose up.
00:10:55
Speaker
And that's what's so fun about this is seeing stories of people come back
00:11:00
Speaker
and win and compete is truly inspiring.
00:11:04
Speaker
And that's why what I've loved about this industry is the ability to create competition to improve.
00:11:12
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.
00:11:20
Speaker
But for me, competing and actually hitting new standards was actually really exciting.
00:11:25
Speaker
Yeah.
00:11:27
Speaker
at Vivint so that's one of the things I loved.
00:11:29
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
00:11:41
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.
00:11:47
Speaker
I don't know, just give an example.
00:11:48
Speaker
I'm like, holy cow.
00:11:50
Speaker
Well, that's the thing.
00:11:52
Speaker
I can definitely see that you raise the standards because it's true.
00:11:55
Speaker
People are going to rise to the level of whatever standard you put in.
00:12:00
Speaker
If it's low, it's tough to get guys to produce when you're doing it.
00:12:04
Speaker
I think that people...
00:12:06
Speaker
I mean, I think reps in solar should close at least 15 accounts a month, 10 to 15, like no matter what.
00:12:14
Speaker
It's not that hard to do.
00:12:15
Speaker
You know what I mean?
00:12:16
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.
00:12:22
Speaker
But when you're working, just be all in and focused at working.
00:12:25
Speaker
And when you're home, you've got to be all in and focused there.
00:12:29
Speaker
Yeah, sure, 100%.
00:12:30
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?
Vivint Termination and New Opportunities
00:12:40
Speaker
I guess, what did you see in Solorin that made you transition over?
00:12:43
Speaker
I started transitioning in February.
00:12:46
Speaker
I actually went to an event with my wife where I decided I'm leaving Vivint.
00:12:51
Speaker
I told him I was leaving.
00:12:52
Speaker
And then I actually was convinced not to leave because Vivint changed some comp plans for their LTIP and things.
00:13:01
Speaker
One, my brother started a solar company.
00:13:02
Speaker
Their lifestyle was better for a family man as you're growing older, too.
00:13:07
Speaker
Two,
00:13:09
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
00:13:34
Speaker
maybe stayed because they started doing solar.
00:13:37
Speaker
Who knows?
00:13:38
Speaker
But that was actually a blessing because it's a time that you can evaluate.
00:13:44
Speaker
You could see things differently and your back's against the wall.
00:13:48
Speaker
So you have to step up.
00:13:50
Speaker
You know what I mean?
00:13:50
Speaker
Like the safe route for me was because I was used to it.
00:13:54
Speaker
But then having to step up and do something new.
00:13:58
Speaker
And this time I was like, I'm just doing it on my own because I've wanted to do that.
00:14:02
Speaker
And so I lived and created that place.
00:14:06
Speaker
And that was actually extremely rewarding.
00:14:10
Speaker
And I was really grateful for that.
00:14:11
Speaker
Yeah, that's awesome.
00:14:12
Speaker
Blessing in disguise.
00:14:14
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.
00:14:20
Speaker
Yeah, so I actually had a conversation with a customer on a doorbell camera that was being recorded.
00:14:28
Speaker
I was in the state of Maryland, and there it shows your badge.
00:14:32
Speaker
It says licensed by the state of Maryland.
00:14:35
Speaker
And I confidently, as a
00:14:37
Speaker
assertive, aggressive person was like, here's my badge.
00:14:41
Speaker
I'm licensed by the police.
00:14:43
Speaker
You need to talk to me because it says on your badge, licensed by the police.
00:14:47
Speaker
And they were very like, just get lost.
00:14:50
Speaker
You're a scammer.
00:14:51
Speaker
And I was like, no, no, no.
00:14:52
Speaker
I'm legit.
00:14:52
Speaker
Like I was trying to be like, no, this gives me the right to be and talk to you because I'm legit.
00:14:57
Speaker
Trying to use that as like a way to create trust.
00:14:59
Speaker
But yeah.
00:15:01
Speaker
I definitely, it was not my finest moment.
00:15:05
Speaker
I said at the end, all right, fine, we'll turn it off.
00:15:09
Speaker
It's one of those things.
00:15:12
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.
00:15:20
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,
00:15:30
Speaker
ADT Solar Company to Apollo, which is a big bank.
00:15:32
Speaker
And so I used that to lose trust.
00:15:35
Speaker
And probably wasn't the best tactic when someone doesn't know and communicate.
00:15:40
Speaker
And it was something that where you can evaluate.
00:15:43
Speaker
You're like, wow, I should have been more careful with some of the things I said.
00:15:47
Speaker
So you never know who's recording these days on my doorbells.
00:15:50
Speaker
You don't.
00:15:50
Speaker
You've got to be careful.
00:15:52
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.
00:16:03
Speaker
Yeah.
00:16:04
Speaker
But I've definitely learned from it and I'm sad and I'm hopeful that it doesn't affect some ADT.
00:16:14
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.
00:16:24
Speaker
For them, you know what I mean?
00:16:26
Speaker
Yeah, I know a lot of stuff went down with Vivint and lawsuits and all that.
00:16:30
Speaker
Oh yeah.
00:16:31
Speaker
Everyone's always like, everyone has the stories of those shady Vivint reps and stuff like that.
00:16:37
Speaker
Vivint's a good place for competition.
00:16:40
Speaker
It's changed though.
00:16:41
Speaker
It's not the same company when I was there.
00:16:43
Speaker
Todd's not there anymore.
00:16:46
Speaker
Like most of the regionals that I looked up to and worked with are not there.
00:16:51
Speaker
And it's evolved.
00:16:52
Speaker
But back in the day, it was really like a unique place.
00:16:58
Speaker
The competition, the people, the caliber.
00:17:01
Speaker
And you look onto some of these existing legends back then and what they're doing, and they're doing big things.
00:17:07
Speaker
Yeah.
00:17:08
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
Honesty and Ethics in Sales
00:17:29
Speaker
Yeah, same thing.
00:17:29
Speaker
Luckily it wasn't getting terminated, but the company had to pay out, I think, a couple grand.
00:17:34
Speaker
Oh, yeah.
00:17:35
Speaker
Just kind of make the customer happy.
00:17:36
Speaker
There's certain things though that I, there's lines that like I don't think are appropriate ever.
00:17:42
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.
00:17:56
Speaker
Yeah, 100%.
00:17:58
Speaker
But no, we're glad that you did.
00:18:00
Speaker
I mean, I'm glad that happened because now you're in solar and maybe you'd still be over there.
00:18:04
Speaker
Who knows?
00:18:05
Speaker
Yeah.
00:18:05
Speaker
And when I first started solar too, I just went out and just grinded.
00:18:09
Speaker
Like I said, I didn't have setters.
00:18:11
Speaker
Man, the program we have built is crazy.
00:18:15
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,
00:18:21
Speaker
Like that's insane.
00:18:23
Speaker
Like I was like not too long ago last year I was grinding like closing, setting my own appointments.
00:18:29
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.
00:18:35
Speaker
We need a closer and I'll go.
00:18:37
Speaker
And I'm like,
00:18:39
Speaker
They invite me in their house, they're like, hey, would you like some water?
00:18:42
Speaker
I'm like, wait, what is this?
00:18:44
Speaker
This is too easy.
00:18:48
Speaker
It's pretty unique, but just the grind of knocking.
00:18:51
Speaker
I loved my time of my prime in knocking.
00:18:55
Speaker
There was nothing better, just the mental focus and clarity and effort that you put in.
00:19:02
Speaker
to just go and to get that seller's hive.
00:19:05
Speaker
When you sell and you're like, all right, I'm going, let's go.
00:19:09
Speaker
So I love that side of it.
00:19:11
Speaker
No, it's cool.
00:19:11
Speaker
And I mean, we're at Door to Door Con and yeah, you told me you had, what was it, five people?
00:19:16
Speaker
Yeah.
00:19:17
Speaker
You've either trained or coached or worked with us now.
Mentorship and Influence
00:19:20
Speaker
Worked in my office.
00:19:23
Speaker
We had five of the guys on the stage.
00:19:27
Speaker
Some really incredible people.
00:19:29
Speaker
My brother, Skather, is crushing it.
00:19:32
Speaker
He worked with me.
00:19:32
Speaker
We worked in Hawaii.
00:19:33
Speaker
We did solar.
00:19:34
Speaker
We were kind of like the pioneers of solar back in the day.
00:19:37
Speaker
We sold 25-cent PPAs with a 3.9 escalator.
00:19:41
Speaker
We thought it was a good deal.
00:19:42
Speaker
We didn't know any better.
00:19:43
Speaker
It wasn't like we were doing it because...
00:19:45
Speaker
Like these escalators, they weren't that good of a deal for the customer.
00:19:49
Speaker
But yeah, my brother, Logan Levev, was up on stage.
00:19:53
Speaker
Ricardo still was up on stage too, which is awesome.
00:19:58
Speaker
Yeah, a whole bunch of people.
00:19:59
Speaker
Yeah, it was pretty awesome.
00:20:01
Speaker
Great dudes.
00:20:02
Speaker
How come we don't have your brother working over here, man?
00:20:04
Speaker
You won't come work with that future home.
00:20:06
Speaker
Well, what happened is I actually...
00:20:09
Speaker
We were going to all work together again, and then Vivint convinced me to stay again.
00:20:15
Speaker
And so then he started working with another company.
00:20:18
Speaker
So it's always, it's been like this hit and miss.
00:20:20
Speaker
Timing.
00:20:20
Speaker
Timing workout.
00:20:21
Speaker
But I mean, I'm always trying to get them in their ear like, hey, time to work together.
00:20:26
Speaker
For sure.
00:20:28
Speaker
But no, so that's, yeah, you've grown this office here in San Diego a ton.
00:20:31
Speaker
And yeah, I mean, when we started working together in summer, we had, what, 60, 70 guys out here?
00:20:36
Speaker
Yeah.
00:20:36
Speaker
Can you get that?
00:20:38
Speaker
And we absolutely crushed it.
00:20:41
Speaker
And actually, we have some incredible reps that are just really good at closing.
00:20:47
Speaker
They're hardworking.
00:20:48
Speaker
They're ambitious.
00:20:49
Speaker
What's really cool is the best reps.
00:20:53
Speaker
was fortunate enough to like, they watched me.
00:20:55
Speaker
They're like, hey, come watch me, shadow me.
00:20:58
Speaker
And then they did what we did.
00:20:59
Speaker
They went and knocked the doors.
00:21:01
Speaker
They set the appointments.
00:21:02
Speaker
And then I would close them with them or knock with them first for all of it.
00:21:06
Speaker
And then they just did it themselves.
00:21:08
Speaker
And it's pretty neat to see that transformation of the next level of leadership.
00:21:14
Speaker
Because I do miss the doors.
00:21:16
Speaker
And actually, I'm trying to clear.
00:21:17
Speaker
I'm almost like, man, let's hire a CEO, and I'll just go knock doors again.
00:21:22
Speaker
I'll make more money, except for the equity side.
00:21:25
Speaker
But you know what I mean?
00:21:26
Speaker
But that is pretty, yeah.
Balancing Family and Career
00:21:30
Speaker
I know.
00:21:30
Speaker
It's like not too many opportunities where the sales, you may make them way more than.
00:21:35
Speaker
Yeah.
00:21:36
Speaker
I just, I do value my evenings now more and more with like my family's like changing.
00:21:42
Speaker
So it's like the strain and the work and the grind for doing this and leaving every summer.
00:21:48
Speaker
Like we literally lived in D.C.
00:21:51
Speaker
the year that that video happened, which was like two years, like was it three years ago now?
00:21:56
Speaker
We were in Washington, D.C.
00:21:57
Speaker
in a two bedroom apartment.
00:21:59
Speaker
Wow.
00:22:00
Speaker
for a family of six.
00:22:01
Speaker
Oh, wow.
00:22:02
Speaker
So four kids in the room?
00:22:03
Speaker
Yeah, and a two-bed.
00:22:06
Speaker
Yeah, we had our daughter in the closet, which is luckily enough a big one, and we put bunk beds in upstairs.
00:22:12
Speaker
So for years, we've grinded.
00:22:15
Speaker
And then all I would do is with those back-end checks, I would just stack them away and invest.
00:22:21
Speaker
I would not spend my money.
00:22:24
Speaker
Yeah, that's what I like about solar because, well, yeah, you know, I got two kids now and everything.
00:22:28
Speaker
I feel like it's so much more sustainable to be out and
00:22:32
Speaker
Yeah, I mean, you still should grind and all that, but it's nice to just be in one location.
00:22:36
Speaker
You do it year-round.
00:22:37
Speaker
For sure.
00:22:38
Speaker
You know, a lot more sustainable.
00:22:39
Speaker
But, yeah, no, what's been super cool is just seeing how much the team is growing.
00:22:44
Speaker
Yeah, the summer there's guys just slinging insane amounts of deals.
00:22:48
Speaker
Yeah.
00:22:48
Speaker
So how did it go, like, first starting the office?
00:22:52
Speaker
How do you feel like you were able to kind of grow it and grow it?
00:22:55
Speaker
Well, I think.
00:22:55
Speaker
Guys that are doing big numbers and all that.
00:22:57
Speaker
I think that, well, we had some really good reps from Pest Control that were top performers.
00:23:02
Speaker
They worked with me at Vivint.
00:23:05
Speaker
We trained them, and then they worked at Pest Control one season.
00:23:10
Speaker
And then when they came over, it was just like they knew how to work.
00:23:15
Speaker
And so that was like we had really, really great people.
00:23:20
Speaker
And then some guys like that worked with me at Vivint, too, that like
00:23:25
Speaker
Vivint didn't contact them at all after I was terminated.
00:23:29
Speaker
And I think it was a mutual, like, respectful thing.
00:23:31
Speaker
Like, hey, we're not going to call your people, which is cool.
Investing in Assets
00:23:35
Speaker
And some of these guys just treated it like it was an alarm.
00:23:38
Speaker
You know what I mean?
00:23:39
Speaker
Like, hey, we sell every day.
00:23:42
Speaker
And so we just had that mindset, like this is what we do every single day.
00:23:46
Speaker
And we just got paid five to 10 times more money.
00:23:51
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
00:24:00
Speaker
We're like, hey, we find ways to invest our money.
00:24:03
Speaker
Like, hey, we're buying Bitcoin.
00:24:04
Speaker
We're putting into NFTs.
00:24:06
Speaker
We're buying some real estate.
00:24:08
Speaker
I'm closing on a property tomorrow.
00:24:09
Speaker
You know what I mean?
00:24:11
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.
00:24:16
Speaker
I want to do this too.
00:24:17
Speaker
and they started doing it.
00:24:19
Speaker
And it took a while for some of them, but now they're like, hey, can I get this?
00:24:23
Speaker
Because I want to put money.
00:24:24
Speaker
It's not so I could go spend it.
00:24:26
Speaker
Our guys don't have flashy cards.
00:24:28
Speaker
Well, I mean, some do, yes.
00:24:30
Speaker
But it's after they buy the assets, then they could buy the liabilities.
00:24:34
Speaker
Yes, I love that.
00:24:36
Speaker
I mean, obviously, you're a big investor.
00:24:37
Speaker
You got a lot of investments, NFT, crypto.
00:24:40
Speaker
We'll talk more about that here in a minute.
00:24:42
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
00:24:58
Speaker
Yeah.
00:24:58
Speaker
You know, sell on ownership, those types of things.
00:25:01
Speaker
And that's what's really incredible is the reason guys are making so much money.
00:25:05
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.
00:25:13
Speaker
Yeah.
00:25:14
Speaker
And especially in San Diego, Southern California, I mean, you can sell super high out here, still cut people's bills in half.
00:25:20
Speaker
So what would you say to that?
00:25:21
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?
00:25:29
Speaker
For sure.
00:25:30
Speaker
I think we try to educate our customers on the market.
00:25:35
Speaker
And we've been talking about inflation before.
00:25:37
Speaker
It's like now every headline is inflation.
00:25:40
Speaker
We've been like, hey, what do you think is going to go up?
00:25:42
Speaker
Everything goes up.
00:25:44
Speaker
And how our dollars are worth less in the future.
00:25:47
Speaker
And just being wise investors.
00:25:50
Speaker
Like when we pitch, it's kind of like this is who we are.
00:25:53
Speaker
This is what we teach.
00:25:54
Speaker
It's like if you're going to invest your money,
00:25:58
Speaker
It's better to own something than to rent, right?
00:26:02
Speaker
For sure.
00:26:02
Speaker
So we don't do PPAs that much at all in our company at all.
00:26:07
Speaker
Probably because ownership is a better deal.
00:26:11
Speaker
Most reps are being pitched on, most customers in our market are being pitched on a purchase power agreement or a lease.
00:26:17
Speaker
Yeah.
00:26:17
Speaker
And a lot of customers don't want that.
00:26:20
Speaker
So we simply like, hey, what's the reason you haven't gotten solar yet is a great question that we ask.
00:26:27
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.
00:26:33
Speaker
Like, oh, everybody's trying to give me some lease.
00:26:34
Speaker
I'm like, oh, yeah, exactly.
00:26:36
Speaker
I wouldn't do that either.
00:26:36
Speaker
I wouldn't touch that either.
00:26:38
Speaker
And then we tell them like with what's going on and we educate them that we actually are
00:26:44
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
00:27:10
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.
00:27:19
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.
00:27:32
Speaker
And we typically build our systems bigger.
00:27:34
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.
00:27:42
Speaker
I love that.
00:27:42
Speaker
And yeah, especially, I mean, future home power.
00:27:45
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.
00:27:51
Speaker
The little hands and stuff.
00:27:53
Speaker
Yeah.
00:27:54
Speaker
Like people use.
00:27:55
Speaker
Yeah.
00:27:56
Speaker
So yeah, one of our pitches, it's so simple.
00:27:58
Speaker
It's like,
00:27:59
Speaker
A solar system produces what it's going to produce.
00:28:01
Speaker
And most people we're experiencing have a Truett build, which means they use more power than what their solar system produce.
Designing for Future Needs
00:28:08
Speaker
So our goal is to design it once the right way.
00:28:11
Speaker
So our goal is to figure out what you want to use in the future and figure out based on that.
00:28:15
Speaker
And so we're going to give you a system bigger
00:28:18
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.
00:28:28
Speaker
We're not going to use less power with everything going electric.
00:28:32
Speaker
We're going to use more and more.
00:28:33
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.
00:28:42
Speaker
Would that make sense to you?
00:28:43
Speaker
Yeah, let's do it.
00:28:44
Speaker
Yeah.
00:28:45
Speaker
So let me just show you in writing so you can see and judge for yourself.
00:28:48
Speaker
You're going to love it.
00:28:49
Speaker
Fire.
00:28:49
Speaker
So those that are listening, go rewind that 10 times because that line's made me a lot of money.
00:28:56
Speaker
It's so funny.
00:28:56
Speaker
I use it so much, even alarms.
00:28:58
Speaker
And that's what, selling is selling.
00:29:00
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.
00:29:08
Speaker
I sold cell phones.
00:29:09
Speaker
I sold alarms.
00:29:11
Speaker
I've sold lots of things, right?
00:29:14
Speaker
And then solar too, so.
00:29:16
Speaker
Yeah, well, and if you can sell something, solar should be probably the easiest product you've ever sold, right?
00:29:21
Speaker
Honestly, it's so easy.
00:29:25
Speaker
You're saving people money.
00:29:26
Speaker
Yeah.
00:29:27
Speaker
Like, it's like a no-brainer.
00:29:29
Speaker
And that's the mindset that people have to have.
00:29:32
Speaker
And the certainty that they have to portray is like, this is the biggest no-brainer.
00:29:37
Speaker
Like, if I were to show you this, you'd absolutely do it.
00:29:40
Speaker
I just got to show you what it is so you can see and judge for yourself.
00:29:43
Speaker
Like, I'm taking the tension off and not saying, like, you need to do this.
00:29:47
Speaker
But it's like, hey, once you see it, you're going to love it.
00:29:50
Speaker
Trust me, check this out.
00:29:52
Speaker
It's worth taking a look.
00:29:53
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.
00:30:01
Speaker
Yeah.
00:30:02
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.
00:30:11
Speaker
For sure.
00:30:12
Speaker
So you're almost like you know tackling their concern and addressing that.
00:30:16
Speaker
Yeah.
00:30:16
Speaker
Why they haven't probably gone slower too.
00:30:18
Speaker
And a big thing I think in sales in general is contrasting.
00:30:22
Speaker
It's like, hey, this is how a lot of people live before solar and this is how they are living after.
00:30:28
Speaker
You know what I mean?
00:30:29
Speaker
Like contrasting.
00:30:29
Speaker
And it's in everything.
00:30:31
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.
00:30:37
Speaker
And saying something strong and confidently
00:30:40
Speaker
like that's an emotional state that they'll experience is powerful, especially if you believe that.
Confidence and Emotional Impact in Selling
00:30:47
Speaker
You know what I mean?
00:30:47
Speaker
Because I did believe that people would sleep better knowing that their family is protected.
00:30:53
Speaker
Yeah.
00:30:54
Speaker
You don't have to worry.
00:30:59
Speaker
They're coming.
00:31:03
Speaker
They're coming.
00:31:04
Speaker
They're coming.
00:31:10
Speaker
We got a new Presidente, Elijah.
00:31:15
Speaker
Maybe I should have you.
00:31:16
Speaker
I know.
00:31:17
Speaker
In some cases, I was like, dang.
00:31:20
Speaker
Just let me do this thing, dude.
00:31:22
Speaker
I'll go in and freaking Nazi this up and get these paid.
00:31:31
Speaker
I said, last thing I said was,
00:31:35
Speaker
Peace of mind.
00:31:36
Speaker
You'll sleep better at night.
00:31:37
Speaker
Okay, we're good.
00:31:52
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.
00:31:58
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
Mentorship in Investing
00:32:05
Speaker
success is.
00:32:05
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.
00:32:13
Speaker
So how important would you say, I don't know, what do you tell the guys that we work with here?
00:32:18
Speaker
How do you help guys get started in investing typically?
00:32:21
Speaker
Well, I always recommend, I mean, I'm big in crypto, as you know.
00:32:25
Speaker
I think if I could go back in time a little bit more, too, I was buying a property every year.
00:32:31
Speaker
Like my first summer, I already had a property.
00:32:34
Speaker
And then in the middle of summer, I bought a second property.
00:32:36
Speaker
And then I came back and bought another property.
00:32:38
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.
00:32:45
Speaker
It's like, this is great.
00:32:46
Speaker
I'm making great money.
00:32:47
Speaker
on that.
00:32:48
Speaker
But then what I would say is like I was lucky enough to find out about Bitcoin in 2015 when Bitcoin was $222.
00:32:55
Speaker
And I bought Ethereum when it was $11.
00:33:01
Speaker
And I invested pretty heavily in 2017.
00:33:05
Speaker
Saw a nice run up.
00:33:08
Speaker
And then when it dropped, I kept investing.
00:33:11
Speaker
And people thought I was crazy.
00:33:13
Speaker
And like I remember
00:33:15
Speaker
This is before anybody talked about crypto.
00:33:18
Speaker
I was like, you should sell it.
00:33:19
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?
00:33:25
Speaker
And honestly, there's a crash going on in the market right now.
00:33:29
Speaker
And I'm like, this is awesome.
00:33:31
Speaker
This is such a unique and great opportunity for me to get some more crypto.
00:33:36
Speaker
I've been hoping.
00:33:37
Speaker
I've been so scared.
00:33:38
Speaker
I'm like, dang it.
00:33:39
Speaker
I didn't even invest as much as I probably could have, but I believe in it.
00:33:44
Speaker
I believe what it represents and the culture of crypto, of the decentralization and the control to the freedom versus government.
00:33:54
Speaker
The benefits of a hedge against inflation, of the printing and the fixed supply and the contracts.
00:34:01
Speaker
And that is something that I'm like really like I believe in this.
00:34:06
Speaker
And so for me, I'm like please go down because I'm not selling.
00:34:11
Speaker
Like when my account like hit, you know, like I've like –
00:34:16
Speaker
made really great money and I still am up really, really big even though like the accounts dipped in half.
00:34:22
Speaker
I've experienced this before.
00:34:24
Speaker
And the first time you go through these, it's hard.
00:34:27
Speaker
I remember, well, one, the euphoria of when Bitcoin was hitting the first time.
00:34:31
Speaker
I was like in the middle of the night checking my account.
00:34:34
Speaker
But I've had days where I've been down two to three million dollars in a day.
00:34:39
Speaker
Like where it's just like, oh, wow.
00:34:42
Speaker
But then I don't let it.
00:34:44
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
00:35:08
Speaker
I was in
Cryptocurrency Ventures
00:35:09
Speaker
Hawaii.
00:35:09
Speaker
Well, one, I read The Economist magazine about people mining Bitcoin.
00:35:13
Speaker
I'm like, oh, this is interesting.
00:35:14
Speaker
I wonder how you could buy it.
00:35:15
Speaker
And then one night, I was just talking about it after watching Prison Break.
00:35:19
Speaker
We had a late night in the summer, and my family was home, and I was knocking late, and we watched Prison Break.
00:35:25
Speaker
And I remember I was with a good friend, Jordan Child and James, and we were just sitting, and James was like,
00:35:32
Speaker
Yeah, you can buy it on this app called Coinbase.
00:35:34
Speaker
I'm like, really?
00:35:36
Speaker
He's like, I'll buy $1,000.
00:35:37
Speaker
And so I only bought $1,000, which was 4.44 Bitcoin.
00:35:43
Speaker
And then when Ethereum came out, I started researching it a lot more.
00:35:46
Speaker
I'm like, wait, this Ethereum alliance was JP Morgan and Microsoft and all these big enterprise corporations were investing in it.
00:35:54
Speaker
And I'm like, this is a big play.
00:35:56
Speaker
Wow.
00:35:56
Speaker
Like, so I was like, all right, I'm investing.
00:35:59
Speaker
Like, I'm putting my money in this.
00:36:02
Speaker
And that was 11 bucks.
00:36:03
Speaker
One of my favorite coins, my largest position right now is called Chainlink.
00:36:07
Speaker
I bought it at 50 cents originally.
00:36:08
Speaker
And I still acquire it.
00:36:10
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.
00:36:19
Speaker
And in this down run, I believe that Chainlink will probably have one of the biggest upside because last year,
00:36:25
Speaker
bear market, Chainlink did well in this last bull run and didn't.
00:36:29
Speaker
So there's these cycles that things go through.
00:36:32
Speaker
One of the things I would recommend is checking out Wall Street Cheat Sheet.
00:36:36
Speaker
It shows these cycles of the emotions of what we experience.
00:36:40
Speaker
And I've definitely experienced all the emotions.
00:36:43
Speaker
But for now, because I've gone through the cycles,
00:36:46
Speaker
I'm very bullish in the long term and luckily I'm not over leveraging.
00:36:52
Speaker
I did over leverage one time and that was not a good call.
00:36:56
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.
00:37:03
Speaker
And so I took out a $200,000 loan and I kept buying the dip of Bitcoin.
00:37:07
Speaker
It was dropping and it dropped and it dropped and it dropped.
00:37:10
Speaker
And I was so busy that the interest rate was really high.
00:37:13
Speaker
And I obviously paid it off.
00:37:16
Speaker
It was like a 20% interest rate loan because it was fast.
00:37:18
Speaker
I wanted it fast.
00:37:19
Speaker
I wanted to buy it because I thought I was just going to keep going to the moon.
00:37:22
Speaker
But it was a little longer period of time.
00:37:24
Speaker
So don't over-leverage yourself.
00:37:26
Speaker
Put all your money on red and take off.
00:37:29
Speaker
Yeah, I don't gamble.
00:37:30
Speaker
But I guess crypto is my...
00:37:33
Speaker
Smart gambling.
00:37:34
Speaker
My gambling, I guess.
00:37:35
Speaker
No, I don't know.
00:37:36
Speaker
I feel like I invest.
00:37:39
Speaker
And I hold.
00:37:40
Speaker
I don't risk more than I can afford to lose.
00:37:43
Speaker
But I would say all of us, a lot of the people in this industry, take bigger risk.
00:37:50
Speaker
Don't be afraid to just invest more.
00:37:54
Speaker
And I think that you'll be...
00:37:57
Speaker
I'm grateful for doing that.
00:37:59
Speaker
As long as there's smart risks too.
00:38:01
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.
00:38:08
Speaker
Make wise choices with your investing, but take big risks.
00:38:12
Speaker
Invest early.
00:38:14
Speaker
Some calculated risks, like I was on a call right before this, right?
00:38:17
Speaker
I was in a group, and I'm like, this is a home run for sure.
00:38:21
Speaker
I'm going to get in this market cap of like four to five million
00:38:25
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
00:38:42
Speaker
this is not gonna pay off or?
00:38:44
Speaker
Good question.
00:38:45
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.
00:38:54
Speaker
I unfortunately have not been a meme player as much and when I get into those, I don't tend to do well.
00:39:00
Speaker
That is more like gambling.
00:39:02
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.
00:39:12
Speaker
Or the projects that are connected to other enterprise companies.
00:39:15
Speaker
You know what I mean?
00:39:16
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...
00:39:27
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
00:39:51
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.
00:39:58
Speaker
So it's going to go up.
00:40:00
Speaker
You know what I mean?
00:40:01
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.
00:40:07
Speaker
Yeah, okay.
00:40:08
Speaker
That's good advice.
00:40:09
Speaker
I know something.
00:40:10
Speaker
Well, yeah, you were doing this, right?
00:40:11
Speaker
Before we started the podcast, I was here setting up the stuff and Jason's on the call talking to all these people.
00:40:17
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
00:40:40
Speaker
Quick question.
00:40:40
Speaker
So after Vivint, I was seeking for like, hey, like Vivint had incredible structure of planned events.
00:40:46
Speaker
And it's kind of like your whole like life.
00:40:48
Speaker
You're like, oh, they brought the guest speaker.
00:40:51
Speaker
So now I know who this guest speaker is.
00:40:52
Speaker
And now I'm like a fan of him.
00:40:54
Speaker
You know what I mean?
00:40:55
Speaker
So I wanted to seek out for myself people.
00:40:59
Speaker
And I started just seeing groups and people that I'm like,
00:41:03
Speaker
These are people I want to learn from and have leveled up or think bigger.
00:41:07
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.
00:41:16
Speaker
So for me, I just wanted to be around and I invested in
Surrounding with Success
00:41:20
Speaker
myself.
00:41:20
Speaker
I'm like, one of my masterminds costs 100 grand to be a part of.
00:41:25
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.
00:41:35
Speaker
So I just try to put myself in circumstances where I'm around incredible people and where I can provide value,
00:41:42
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
00:42:03
Speaker
And became an expert in something.
00:42:05
Speaker
So become an expert in something that you can create value back to the people.
00:42:10
Speaker
Yeah, that's a great tip right there.
00:42:13
Speaker
Or be a host like you, right?
00:42:16
Speaker
Being a host, you're connecting and you're creating value and you're helping people's message be sent.
00:42:21
Speaker
And so more people should try to do some of these type of things as well.
00:42:26
Speaker
And no, until it's paying dividends for you because, yeah, you're connected with so many people.
00:42:30
Speaker
Before the podcast, you're like, Taylor, I can connect you with this guy, with this guy.
00:42:33
Speaker
You've got such a good network now.
00:42:35
Speaker
So for those that are listening, I think that's a good question to ask yourself.
00:42:38
Speaker
Like how much have you invested in yourself and then what people are you surrounded by?
00:42:42
Speaker
Because I know a lot of guys, probably yourself included, it's not as much.
00:42:47
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.
00:42:56
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?
00:43:02
Speaker
Yeah, and it's kind of a vetting process.
00:43:04
Speaker
Like, oh, these guys hopefully, you know, know what they're doing.
00:43:08
Speaker
Yeah, so, you know, it's huge.
00:43:09
Speaker
And yet something that I've seen you help our guys with, too, is, yeah, you've taken us to the event.
00:43:14
Speaker
You got me connected with Andy Frisella, who's going to come on the podcast soon.
00:43:18
Speaker
So, got to thank you for that.
00:43:21
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
00:43:46
Speaker
Lincoln, you got to go get it, man.
Being Bold and Learning from Success
00:43:49
Speaker
Go and tell her.
00:43:50
Speaker
Because I just remember people need more of that direct communication sometimes.
00:43:58
Speaker
Like, hey, I find you attractive or whatever.
00:44:01
Speaker
I don't know if that's the best pick up.
00:44:03
Speaker
I'm out of the game on that.
00:44:04
Speaker
But people just need to go after things that they want.
00:44:09
Speaker
I delayed what I wanted to do.
00:44:11
Speaker
for a long time.
00:44:13
Speaker
And I wish I'd started sooner.
00:44:16
Speaker
I was waiting for these golden handcuffs to be unlocked, but they never get unlocked.
00:44:20
Speaker
Yeah.
00:44:20
Speaker
You know?
00:44:21
Speaker
So, yeah.
00:44:22
Speaker
So true.
00:44:24
Speaker
Great point with that.
00:44:25
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.
00:44:31
Speaker
I think you guys, you know, we have an awesome structure with setters, closers, a lot of the setters here they're making.
00:44:37
Speaker
Yeah, we have one of our setters that's going to make like over $300,000.
00:44:41
Speaker
And most likely this next year, he's like, I'm going to make, we have, oh, Austin and Robbie.
00:44:47
Speaker
Like Austin, we were talking about goals.
00:44:48
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.
00:44:54
Speaker
Like you can do that.
00:44:55
Speaker
And what did Robbie, what is his goal is to make like, I don't know.
00:45:01
Speaker
700 grand as a setter, closer, manager.
00:45:04
Speaker
You know what I mean?
00:45:07
Speaker
The opportunity is there, but you have to be around an environment where that is a possibility.
00:45:13
Speaker
Because there's so many people talking about, oh, I'm going to make this, but are you doing it?
00:45:18
Speaker
And so being around people that are doing it is just as important.
00:45:22
Speaker
Yeah, it's massive.
00:45:23
Speaker
And yeah, it's really cool that these guys, they want to stay set in deals.
00:45:27
Speaker
In most companies there, it's like, oh, setters kind of look down upon...
00:45:31
Speaker
and they're making a lot less.
00:45:33
Speaker
And guys, I always want to try to be closer.
00:45:35
Speaker
But I'm hearing these people are like, oh, I don't want to close my own deals.
00:45:38
Speaker
I'm going to send Ricardo to it.
00:45:40
Speaker
I'm sending other guys to it.
00:45:41
Speaker
I had a good lead.
00:45:42
Speaker
I'm like, man, who should I send this to versus me?
00:45:46
Speaker
Because I'm so busy to follow up.
00:45:48
Speaker
I'm like, I'll just set an appointment for my guys, too.
00:45:52
Speaker
Yeah.
00:45:52
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?
00:45:59
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.
00:46:14
Speaker
But, yeah.
00:46:15
Speaker
our setters make such good money and they like, this is like easy.
00:46:19
Speaker
And we have such incredible closures that are really good that they're like, I don't know.
00:46:24
Speaker
It's like trying to motivate some of these setters.
00:46:28
Speaker
Like you, it's time for you now to do this as well.
00:46:30
Speaker
But I don't know.
00:46:32
Speaker
It's just, um, the whole model is like, it's interesting.
00:46:36
Speaker
Like, I don't know how, um, I was just thinking about this.
00:46:40
Speaker
Like if you had,
00:46:42
Speaker
If I at Vivint had a bunch of guys knocking for me, that would be actually pretty incredible and smart.
00:46:48
Speaker
I never did that.
00:46:50
Speaker
But that would be like, wow, these guys are setting an appointment.
00:46:52
Speaker
All I do is just go to appointment.
00:46:54
Speaker
You could sell 15 accounts in a day.
00:46:56
Speaker
You know what I mean?
00:46:58
Speaker
If you're like, I have an appointment that these guys are warming them up, I never would have done that.
00:47:02
Speaker
But our company, we're like...
00:47:05
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.
00:47:13
Speaker
And now it's just like, man, why didn't I think work smarter ever?
00:47:17
Speaker
Like, you know what I mean?
00:47:18
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.
00:47:29
Speaker
It'd be incredible.
00:47:30
Speaker
Yeah.
00:47:30
Speaker
Yeah.
00:47:31
Speaker
Well, yeah, I mean, whatever you're doing, it's working.
00:47:34
Speaker
Guys want to stay setting.
00:47:36
Speaker
I mean, yeah, I guess, yeah, you do want them to progress and keep learning all that.
00:47:39
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.
00:47:45
Speaker
I remember my first company, guys were, like, quitting because they're like, oh, I'm not progressing to closer fast enough.
00:47:50
Speaker
Yeah.
00:47:51
Speaker
So it's cool to see you.
00:47:51
Speaker
Well, we pay our centers really, really good.
00:47:54
Speaker
And like you had one of your recruits, Anthony.
00:47:58
Speaker
Here's what's really cool too is Anthony is a great guy.
00:48:02
Speaker
He was a closer with someone else.
00:48:04
Speaker
He came out and honestly, maybe you should set some appointments.
00:48:07
Speaker
He didn't have the ego to say, I should set my own appointments.
00:48:11
Speaker
No, I have to go do it myself.
00:48:13
Speaker
He is like, yeah, I'll go set some appointments and watch and learn.
00:48:17
Speaker
And now his numbers have gone up through the roof.
00:48:20
Speaker
And I think he's probably getting close to closing on his own where he can close really well.
00:48:25
Speaker
So you just have to be surrounded by really incredible closers and good people.
00:48:29
Speaker
And also know when it's time to learn and take a step back so you can take two steps forward.
00:48:34
Speaker
Sometimes you take a step back so you can really move two steps forward.
00:48:37
Speaker
Yeah.
00:48:38
Speaker
Well, yeah, and I think some people, maybe they're just better at setting appointments, like pest control guys, for example.
00:48:45
Speaker
I'm sure some of them can be really good closers.
00:48:47
Speaker
There are good closers out there, too.
00:48:49
Speaker
So, yeah, I think it's super important for those that are listening, just recognize.
00:48:53
Speaker
Kind of that structure, pay your setters good too, because that's another key.
00:48:57
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.
00:49:04
Speaker
Like, oh, you guys, like, don't tell the setters what you guys make on a closed deal.
00:49:09
Speaker
Yeah.
00:49:10
Speaker
But here it's all transparent.
00:49:11
Speaker
Guys know that they're getting a huge chunk of the commission and all that.
00:49:15
Speaker
For sure.
00:49:15
Speaker
I think it's working.
00:49:17
Speaker
Well, Jason, yeah, we appreciated you coming on the show today.
00:49:20
Speaker
Like I said, been a long time coming.
00:49:22
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?
00:49:28
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.
00:49:35
Speaker
I just post stuff on my thing.
00:49:36
Speaker
So if someone DMs you and says, hey, Jason, like, I want to – that's not real stuff at all.
00:49:42
Speaker
But Jason A. Newby at Gmail or Jason A. Newby at good old –
00:49:49
Speaker
Instagram.
00:49:50
Speaker
That's my Instagram too.
00:49:51
Speaker
You can find me there.
00:49:52
Speaker
Okay.
00:49:53
Speaker
Gotcha.
00:49:54
Speaker
So yeah, definitely go connect with Jason.
00:49:55
Speaker
Let him know you appreciated him coming on the show today.
00:49:58
Speaker
Start getting into crypto.
00:49:59
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.
00:50:08
Speaker
What would you say is like the number one thing that they could do to turn it around?
00:50:12
Speaker
Or maybe they haven't really seen success yet.
00:50:14
Speaker
Anything you've noticed, any trends that could potentially help someone like that out?
Perseverance and Conclusion
00:50:18
Speaker
So I think we are definitely people that always get in our heads a little bit.
00:50:24
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?
00:50:29
Speaker
And I like second guess myself.
00:50:32
Speaker
And even on the doors I'm like sometimes like did I pick a good area or
00:50:36
Speaker
Wherever you are, you gotta be there and you just gotta go.
00:50:39
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.
00:50:52
Speaker
So I speed up and I move faster.
00:50:55
Speaker
I don't slow down and I get through it.
00:50:58
Speaker
And as a result, finally something clicks.
00:51:00
Speaker
And some of my proudest moments were the days that I worked till 10.30.
00:51:05
Speaker
There's a few days in my entire career at Vivint where I didn't sell a single account.
00:51:10
Speaker
And one of them I remember, like my third year managing, no, second year, I didn't sell.
00:51:16
Speaker
It was my birthday.
00:51:17
Speaker
But I knocked till 10.30.
00:51:19
Speaker
And there's a surprise birthday party.
00:51:21
Speaker
waiting for me.
00:51:22
Speaker
I came home and I was exhausted and I was not happy.
00:51:27
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.
00:51:38
Speaker
You know what I mean?
00:51:39
Speaker
Just giving your best.
00:51:41
Speaker
And so don't act desperate because I was so needy.
00:51:45
Speaker
Needy is creepy.
00:51:47
Speaker
Don't be that desperate guy that has that cell's breath that's like, ah, I need a cell.
00:51:51
Speaker
But just go out there confidently and be confident in your work ethic.
00:51:55
Speaker
The more confident you're in your work and your ability to communicate and talk and connect,
00:52:01
Speaker
you will find somebody that will make your day an incredible day.
00:52:04
Speaker
Yeah, that's awesome.
00:52:07
Speaker
So 100%, guys, when others are zigging, you go out and do the zag.
00:52:11
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.
00:52:20
Speaker
So Jason, thanks again for coming on the show today.
00:52:22
Speaker
Guys, go reach out to them.
00:52:24
Speaker
And with that, I think that's a wrap.
00:52:25
Speaker
Thanks, man.
00:52:26
Speaker
All right.
00:52:28
Speaker
Hey Solarpreneurs, quick question.
00:52:30
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:52:39
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
Solciety Learning Community Announcement
00:52:52
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:53:02
Speaker
And it's called Solciety.
00:53:04
Speaker
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00:53:22
Speaker
Currently, SolCity is open, launched, and ready to be enrolled.
00:53:30
Speaker
So go to SolCity.co to learn more.
00:53:34
Speaker
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00:53:38
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
00:53:45
Speaker
We'll see you on the inside.