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How to Start Your Call Center in Solar -Erick Sanchez
61 Plays4 years ago
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Transcript
Taylor's Sales Journey and Solopreneurship
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.
Eric Sanchez's Immigration and Language Challenges
00:00:42
Speaker
Welcome back to another podcast.
00:00:44
Speaker
We are here live at the Noxstar event.
00:00:48
Speaker
That's right.
00:00:48
Speaker
And we've got just one of the coolest solopreneurs I've seen in this space, Mr. Eric Sanchez.
00:00:55
Speaker
Thanks for coming on the show with us, Eric.
00:00:57
Speaker
Absolutely, man.
00:00:57
Speaker
Thank you for having me.
00:00:59
Speaker
Actually, we tried a couple of times to do this, but it's all about timing and we're finally able to get here, man.
00:01:06
Speaker
I appreciate you a lot for having me here.
00:01:09
Speaker
For sure.
00:01:09
Speaker
It'll be fun.
00:01:10
Speaker
And just like the doors, timing is everything.
00:01:12
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So I always have to figure out timing with some of these guys.
00:01:15
Speaker
I know Eric's super busy running a team and closing virtually, running a call center.
00:01:21
Speaker
He does it all.
00:01:22
Speaker
And so, yeah, we're going to talk about his journey, how he, you know, set up a call center he's working with, you know, a lot of assistants, doing some cool stuff that I don't think many people are doing, especially in the solar space.
00:01:35
Speaker
So let's kick it off.
00:01:36
Speaker
Eric, do you want to tell us kind of how you got in the industry and how you stumbled upon solar?
00:01:41
Speaker
Well, I guess, first of all, you're from El Salvador, right?
00:01:44
Speaker
Yeah.
00:01:44
Speaker
Okay.
00:01:45
Speaker
I was born and raised in El Salvador and one day my mom decided to bring me out here.
00:01:52
Speaker
I was 15 years old.
00:01:54
Speaker
So that was the beginning of the journey.
00:01:57
Speaker
And what I'd like to talk today about, it's about the journey that each and one of us has to go through.
00:02:03
Speaker
I call it the solar journey.
00:02:05
Speaker
So I'm pretty excited to share my journey with you guys.
00:02:07
Speaker
I'm excited and I know you're starting a podcast that's going to be launching soon, talking about that as well.
00:02:13
Speaker
So we'll drop that at the end.
00:02:15
Speaker
But yeah, so what was it like?
00:02:16
Speaker
First of all, I mean, coming from a different country, we've had a few different immigrants coming on the show recently.
00:02:24
Speaker
Yeah.
00:02:25
Speaker
Christian Moroni from Brazil.
00:02:26
Speaker
Yeah.
00:02:27
Speaker
couple other people and you know you got the accent all I know you had to like learn English and everything absolutely people think I'm from Canada so I'm used to you know having an accent too but yeah what was it like like coming here was it tough yeah you know I just before we get into I want to give massive respect to all the immigrants that are actually watching this because it takes a lot of courage you know to leave your homeland and come to a new place for sure so
00:02:53
Speaker
One of the things that I'd like to talk about from that beginning of my journey is adapting, man.
00:02:57
Speaker
You know, you come to a new system, you barely know the language, you know.
00:03:02
Speaker
People dress differently too, you know, like everything is new.
00:03:05
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So when I came here, you know, I was 15 years old, about turning 16, and I went to high school, you know, I had to adapt very quickly.
00:03:14
Speaker
So one of the good things that I love about my personality is I don't like staying behind and I don't like being a fool.
00:03:21
Speaker
If I'm a fool, I'll be a fool once, but that's it.
00:03:25
Speaker
So I challenged myself.
00:03:27
Speaker
I put the work.
00:03:28
Speaker
I said, in six months, I'm going to master this language.
00:03:31
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I'll be somehow communicating with people.
00:03:34
Speaker
So during that time, my biggest friend was Google Translator.
00:03:38
Speaker
Nice.
00:03:38
Speaker
Yeah.
00:03:39
Speaker
So when I didn't know how to communicate to someone, what I'll do is I'll grab my
00:03:42
Speaker
iPad because I didn't even have a phone my mom for me those remember the iPad oh yeah yeah so she bought me one and I was going to Google Translator I didn't even have any cell phone service so I will have to connect to the optimum Wi-Fi or like any free Wi-Fi that you have and that's how I started getting you know the hang of it gotcha and then a few a few months later
00:04:07
Speaker
Putting the work still, you know, I got out of that whole thing called ESL, which is English as a second language.
00:04:13
Speaker
Yeah.
00:04:14
Speaker
So I feel a little proud about myself, you know, because I know a lot of people out here.
00:04:18
Speaker
They've been here for years and they barely know how to communicate.
00:04:21
Speaker
Yeah.
00:04:22
Speaker
You know, so that goes back to being persistent.
00:04:25
Speaker
Yeah, no, I know
Cultural Adaptation: Learning Languages
00:04:26
Speaker
how you feel.
00:04:26
Speaker
I mean, a lot of the listeners know I lived in Colombia for a couple years doing a church mission and learning Spanish, man.
00:04:33
Speaker
It was like hardest thing I've ever done probably.
00:04:36
Speaker
And I mean, for the first year, I was basically saying, hola, como estas?
00:04:40
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And that's like all I knew out there.
00:04:42
Speaker
Right.
00:04:42
Speaker
So I can't even imagine coming to another country and having to figure out the school, the work, and all that.
00:04:48
Speaker
So how old were you when you first came here then?
00:04:51
Speaker
15 years old.
00:04:53
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So I came here in May 2009.
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And it was like two months for me to turn 16.
00:04:56
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So I'm about to be 12 years in the States.
00:04:57
Speaker
Literally 12 years.
00:05:08
Speaker
You were at the door-to-door event, right?
00:05:11
Speaker
Yeah.
00:05:11
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So you heard ET, Eric Thomas?
00:05:14
Speaker
Yeah, yeah.
00:05:15
Speaker
He literally said that in the United States, we have it good.
00:05:18
Speaker
And I just want to tell everybody that's watching this and listening to this that we got it good.
00:05:22
Speaker
Yeah.
00:05:23
Speaker
Like, there's really no reason why we're not wealthy and rich here in the States because we literally have all the opportunity to do that.
Eric's Entrepreneurial Roots
00:05:31
Speaker
And me as an immigrant, I have that hustle because, you know, I don't come from...
00:05:36
Speaker
a really poor family.
00:05:38
Speaker
I would never consider myself poor, even when I didn't have much.
00:05:44
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You know, I think port is a mindset.
00:05:45
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It's not about money.
00:05:47
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And my family always had the main things that you need to live, to survive.
00:05:51
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I went to a really nice school.
00:05:52
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My mom would always take care of me and whatnot.
00:05:55
Speaker
Nice.
00:05:55
Speaker
I had the best video games, you know, like the Xbox and, like, computers.
00:06:00
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So a lot of that curiosity is what brought the entrepreneur in me.
00:06:04
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So when I was 11, I learned how to fix computers, you know.
00:06:07
Speaker
So that led me to start selling CDs back then.
00:06:11
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So I'll be making music.
00:06:12
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Right.
00:06:13
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personalized music for all my friends.
00:06:15
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And I believe that the hustle that I had back then was something that helped me when I found an opportunity that I truly love.
00:06:22
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So you're probably wondering how I got into it, right?
00:06:25
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Yeah, for sure.
00:06:26
Speaker
So yeah, I want to hear that.
00:06:27
Speaker
But no, just to your point, I mean, like I was saying, the people we've had on the podcast that are immigrants, I see you guys just grinding like crazy.
00:06:34
Speaker
And I think, you know, like I grew up here and a lot of people, I think, take advantage of it because we don't know what we didn't have.
00:06:42
Speaker
But you coming from a different country, you had to hustle 100% of the time, right?
00:06:46
Speaker
Yeah.
00:06:47
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And get into it.
00:06:48
Speaker
So I think it's cool how you guys just have that kind of immigrant mindset.
00:06:52
Speaker
And I've seen it from you, another guy we had on recently, Josue Phillips.
00:06:56
Speaker
Another, I think I told you about him, but similar thing.
00:06:59
Speaker
He came from Costa Rica and started a call center, has like five offices in his solar company and came here with nothing.
00:07:07
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So yeah, super cool.
00:07:08
Speaker
And yeah, I just want to you know, thank you guys and congratulate you guys for You know sharing that just immigrant mindset and hustling.
00:07:15
Speaker
But yeah, let's hear how you kind of got into the solar industry.
Transition to Solar Sales
00:07:18
Speaker
Yeah, I can how that like transition went absolutely man So before doing solar I was I was in the in the food industry right and I believe that a lot of the things that I learned being a server and
00:07:31
Speaker
helped me a lot when I got in the doors.
00:07:34
Speaker
The only thing that really changed was the stage that I was presenting.
00:07:38
Speaker
So when I used to be a server, I would have to go introduce myself, have that great attitude, speak to people with, you know, always telling them a story.
00:07:46
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You know, people love stories, right?
00:07:48
Speaker
So I believe I'm a very good storyteller.
00:07:50
Speaker
So back then my story was, I'm going to go to college.
00:07:53
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I'm going to make my mother proud.
00:07:55
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And because of that, I would get extra additional tips that most of the other servers wouldn't make.
00:08:01
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So I took everything from that.
00:08:03
Speaker
I became the best at that.
00:08:05
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And then one day I had the opportunity to get into entrepreneurship.
00:08:09
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For the first five years of being in the United States, I wasn't able to just get any regular job.
00:08:14
Speaker
I would have to just get whatever was there.
00:08:17
Speaker
And thankfully and luckily I became a green card, as I mentioned to you.
00:08:22
Speaker
And right now I'm celebrating, you know, I'm actually a citizen now.
00:08:25
Speaker
So I'm going back to New York and do this whole inauguration.
00:08:28
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And then the next day is my mother's birthday.
00:08:30
Speaker
So it's like everything lining up, you know.
00:08:33
Speaker
So going back to that, one day I was sitting down in front of my computer and I was asking God, the Creator, please provide me a job that doesn't feel like work, that I can make a lot of money and I can have a lot of fun.
00:08:48
Speaker
And I went on Craigslist, I saw this ad from a very known solar company, I won't say names, but they hired me immediately.
00:08:57
Speaker
I got on a call with this guy, his name is Scott.
00:09:01
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He's like, hey man, you're going to make $20,000 your first month.
00:09:04
Speaker
This is going to be the best opportunity of your life.
00:09:06
Speaker
And that was in 2015.
00:09:07
Speaker
I literally was so broke.
00:09:10
Speaker
I only had $20 in my pocket.
00:09:11
Speaker
I only had nothing else but $20 in my pocket, a Blackberry,
00:09:15
Speaker
a broken iPad that my mother gave me.
00:09:17
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I'm like, you know what, man, I'll take it.
00:09:19
Speaker
I don't know what else can I do, you know?
00:09:21
Speaker
But I'm the type of guy that I always like to have a second plan.
00:09:25
Speaker
So I was like, you know what?
00:09:26
Speaker
If this is not meant to be, like if this is not the opportunity that is really going to change my life forever, I'm going to go back and be a server and I'm going to go back to school.
00:09:36
Speaker
Because that's what really my mom wanted.
00:09:38
Speaker
You know, my mom wanted for me to go back to college because I'm a college dropout too.
00:09:43
Speaker
I pay college on my own, you know, but God had a different plan for me.
00:09:47
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So I went to the office.
00:09:49
Speaker
I saw a crazy, crazy culture, man.
00:09:52
Speaker
Like, you know, these people were giving away $5,000 because that guy closed seven deals the week before.
00:09:58
Speaker
And I'm just like, what is this?
00:09:59
Speaker
Like, tell me more.
00:10:01
Speaker
So that's how I got in.
00:10:02
Speaker
Wow, crazy.
00:10:03
Speaker
And so did you make 20 grand your first month?
00:10:05
Speaker
Yeah, I did.
Early Success in Solar and Key Lessons
00:10:06
Speaker
Really?
00:10:06
Speaker
I did, yeah.
00:10:07
Speaker
I made 20 grand my first month.
00:10:09
Speaker
That's awesome.
00:10:10
Speaker
I sold 13 accounts my first month.
00:10:12
Speaker
I sold over 105 kilowatts.
00:10:15
Speaker
And I literally made the 20 grand that they said I was going to.
00:10:18
Speaker
I became the top rep of the office month after month.
00:10:23
Speaker
Within the first six months of being in the industry, I made it into the top 20 of Legacy Nation, basically.
00:10:31
Speaker
So I was all into Legacy.
00:10:32
Speaker
I said the name.
00:10:34
Speaker
But I love what they had going back then.
00:10:36
Speaker
The culture was amazing.
00:10:38
Speaker
I was bought into it.
00:10:39
Speaker
and you know they used to call me a speedy you know because I was just too quick like they just didn't know where I came from like like it's not normal to see somebody close 104 kilowatt your first month in solar when you barely know anything when you have broken English because back then my English wasn't as good as it is now so we're talking about six years ago yeah you know and I literally was grinding every single day Wow
00:11:05
Speaker
And I want to give a special shout out to my friend, Vince Serrano, because he's the one that actually took the time, take me to the field.
00:11:13
Speaker
And that guy is so really good at this that the first two doors that we knocked, he grabbed the bill.
00:11:18
Speaker
So I was like, bro, is that easy?
00:11:20
Speaker
I'm like, man, sign me up.
00:11:22
Speaker
What I was doing before that is even worse than this.
00:11:25
Speaker
I was selling makeup in the street for like literally six months and I only made four grand.
00:11:30
Speaker
That's why I was so broke because I was going after something that I didn't feel passionate about.
00:11:36
Speaker
But here's one thing that I learned from the whole journey of that is the word stickativity.
00:11:40
Speaker
You stick through the shit.
00:11:42
Speaker
That was my education so that when I got in solar, it was a very smooth transition for me to use, apply everything that I learned.
00:11:50
Speaker
And what I learned is something that you can obtain through books.
00:11:53
Speaker
You only obtain it through experience and actually doing the work.
00:11:57
Speaker
I learned how to have a good attitude.
00:11:59
Speaker
I learned how to have a great work ethic.
00:12:01
Speaker
And I learned how to have a very simple presentation.
00:12:03
Speaker
So that's what really helped me, you know.
00:12:04
Speaker
That's incredible.
00:12:05
Speaker
And yeah, you're one of, that's cool to hear that you actually made what the guy promised.
00:12:10
Speaker
Because usually it's the opposite.
00:12:12
Speaker
Usually they're like, oh, you're going to make, you know, 20 grand.
00:12:15
Speaker
And then people come in and don't do near as good.
00:12:18
Speaker
Or unfortunately, especially in solar, a lot of people come in and don't do as good as they think and, you know, quit after that.
00:12:23
Speaker
And they get a little bit of discouraged, right?
00:12:25
Speaker
Yeah.
00:12:26
Speaker
So, I mean, it definitely can be done.
00:12:28
Speaker
I mean, Eric, he had no excuses.
00:12:30
Speaker
Like you said, broken English.
00:12:31
Speaker
There's a million reasons you could have come in and said, oh, this isn't going to work for me.
00:12:34
Speaker
Broken iPad.
00:12:36
Speaker
Yeah.
00:12:36
Speaker
No money to pay for my ticket.
00:12:38
Speaker
20 bucks to his name.
00:12:38
Speaker
20 bucks to my name.
00:12:39
Speaker
Yeah.
00:12:40
Speaker
But Vince gave me $200, right?
00:12:42
Speaker
And with those $200, I was able to buy a ticket.
00:12:45
Speaker
to commute in the train, somehow the universe rewards people that are action takers.
00:12:51
Speaker
So for the entire week, nobody asked me for my ticket for the train.
00:12:55
Speaker
Literally.
00:12:56
Speaker
So I have the ticket always ready to show the person.
00:13:01
Speaker
Nobody asked me, bro.
00:13:02
Speaker
Wow.
00:13:02
Speaker
Nobody.
00:13:03
Speaker
So that $200 you could buy your food or something?
00:13:05
Speaker
So the ticket was like $100, so I still had another $100 left.
00:13:09
Speaker
And it took me two weeks to get my first commission.
00:13:12
Speaker
So my first commission was $3,000.
00:13:14
Speaker
Wow.
00:13:14
Speaker
Because the first week of doing this, we closed two deals.
00:13:17
Speaker
So my guy, Vince, helped me how to close those two deals.
00:13:20
Speaker
That's all I needed to do is to see him closing those two deals.
00:13:23
Speaker
So then the next week, I went back at it.
00:13:25
Speaker
And then on Saturday, I had literally lined up a perfect day.
00:13:29
Speaker
I had three appointments to go and close.
00:13:30
Speaker
First appointment, pass credit, guy didn't want to sign.
00:13:33
Speaker
Second appointment, the guy did not want to do anything.
00:13:37
Speaker
And instead of getting discouraged, you know, I'm like, you know what?
00:13:40
Speaker
I'm just going to keep knocking.
00:13:41
Speaker
And I found a 17 kilowatt.
00:13:43
Speaker
Wow.
00:13:44
Speaker
And I closed the next day.
00:13:45
Speaker
Daddy.
00:13:46
Speaker
His name is Adam.
00:13:47
Speaker
Adam.
00:13:47
Speaker
I thanked that guy.
00:13:48
Speaker
Because then later on, he took me to the beach because I didn't have a car.
00:13:51
Speaker
So I'm like, hey, I'm going to go see some friends.
00:13:53
Speaker
So he said, you need me to take you?
00:13:55
Speaker
I'm like, sure.
00:13:56
Speaker
So he even drove all the way to like 30, 45 minutes away from where he lived to actually take me and I can go see my friends and hang out with them at the beach.
00:14:06
Speaker
That's awesome.
00:14:07
Speaker
17 kilowatts and a free ride out of it.
00:14:09
Speaker
Yeah.
00:14:09
Speaker
Well, remember that we used to make 150 kilowatts back then.
00:14:12
Speaker
Yeah.
00:14:12
Speaker
So 150, 200.
00:14:12
Speaker
Compared to what we're making now,
00:14:18
Speaker
it's totally different I know but that's good things that I did now let's talk about the bad thing that I did yeah I want people to know so they don't make the same mistakes that I may yeah so after making a 20 grand I thought I was rich I think we'll be in there especially when you never made that much money in your life so I went back to El Salvador I took
00:14:38
Speaker
literally one week completely off and I took about five thousand dollars and I was giving the money away to everybody to my family to my cousin to my uncle to my grandmother you know I will give them socks with a hundred dollars in it I will go and get a haircut and I will give the guy instead he normally will make three dollars for the haircut I'm giving him twenty bucks I was feeling so much gratitude and all I want to do is give it away yeah
00:15:00
Speaker
So I went, gave it away, then I took almost two weeks off and I got complacent and I got lazy.
00:15:07
Speaker
So then the two weeks later, my manager called me out and this is why important, this is why it's so important to have accountability partners or somebody that holds you accountable.
00:15:18
Speaker
It's because once you have a certain amount in the bank, the desire to keep going sometimes is not there.
00:15:24
Speaker
Right.
00:15:24
Speaker
But it's only because you're focusing on money rather than what you truly want out of life.
00:15:29
Speaker
You know, so this guy called me out and he said, oh, Eric Sanchez, he made 20 grand last month and now he's not doing anything.
00:15:35
Speaker
So sometimes it's okay to be called out.
00:15:37
Speaker
I love when people call me out and put me on my spot.
00:15:40
Speaker
So what I did is I went and show him who I am.
00:15:43
Speaker
I'm like, oh, yeah, you say that about me.
00:15:45
Speaker
Next week I went, I closed seven deals.
00:15:47
Speaker
Nice.
00:15:48
Speaker
So I came back at it again.
00:15:50
Speaker
That's awesome.
00:15:51
Speaker
Yeah, man.
00:15:51
Speaker
Well, let me ask you this, Eric.
00:15:53
Speaker
I asked this to the other guy that I was telling you about.
00:15:57
Speaker
He's from Costa Rica, but you could have had a ton of excuses coming out, like you said, didn't know English, a million reasons why you couldn't have succeeded.
00:16:05
Speaker
So what would you say to all the people that maybe they're out working?
00:16:09
Speaker
Maybe there are different ethnicities.
00:16:10
Speaker
Maybe they're trying to learn English too.
00:16:13
Speaker
maybe they're overweight, whatever excuses they have.
00:16:16
Speaker
What would you say to those people and how did you overcome those thoughts that probably came
Mindset and Overcoming Challenges
00:16:21
Speaker
up?
00:16:21
Speaker
Because when you first started, I'm sure that crossed your mind, right?
00:16:24
Speaker
Oh, I don't speak good enough English or negative thoughts.
00:16:27
Speaker
So is there anything you did to kind of overcome that?
00:16:30
Speaker
Yeah, yeah, absolutely.
00:16:31
Speaker
So the one thing I would say is affirmations on the daily.
00:16:36
Speaker
You need to write down your affirmations.
00:16:38
Speaker
You need to be very certain about who you are.
00:16:41
Speaker
And no matter how far you go in life, those thoughts are always going to be there.
00:16:45
Speaker
But it's your job to control your mind and to allow...
00:16:48
Speaker
Only the thoughts that are creating the life that you want.
00:16:51
Speaker
So there's many times where I feel insecure.
00:16:53
Speaker
There's many times where I feel like, oh, who am I to be doing this?
00:16:56
Speaker
But that's the imposter self syndrome, you know?
00:17:01
Speaker
And this happens every single time you're about to level up.
00:17:04
Speaker
Every single time you're about to get to that new height, the imposter syndrome comes in.
00:17:09
Speaker
And it's like, oh, but who are you?
00:17:10
Speaker
But look at where you come from.
00:17:12
Speaker
You know, you're not perfect.
00:17:14
Speaker
And you're not this.
00:17:14
Speaker
And you're not that.
00:17:16
Speaker
But I think instead of looking at it negatively, look at it as a positive thing.
00:17:20
Speaker
Because I have an accent.
00:17:21
Speaker
People have to pay attention more to the things that I say.
00:17:25
Speaker
Because sometimes, you know, it might not be as clear as I want the things that I'm saying.
00:17:30
Speaker
But I'm very eloquent.
00:17:31
Speaker
I know what I'm talking about.
00:17:32
Speaker
I know how to use this language now.
00:17:34
Speaker
Right?
00:17:35
Speaker
And I'm bilingual, which many people are not.
00:17:37
Speaker
So if you feel like this is a disadvantage, it will be.
00:17:41
Speaker
If you feel like this is an advantage, it will be.
00:17:43
Speaker
Whatever you feel...
00:17:44
Speaker
That whatever it is that you're dealing with in life, that's what it's going to be, you know?
00:17:49
Speaker
And I get that mindset from Think and Grow Rich.
00:17:53
Speaker
It's the best book ever.
00:17:54
Speaker
It's literally like the Bible of success.
00:17:57
Speaker
And I owe a lot to the books that I read and to the people I surround myself.
00:18:02
Speaker
At the age of 19, I read the book Outwitting the Devil.
00:18:05
Speaker
And that book changed my life completely.
00:18:07
Speaker
I just couldn't be the guy that I was before.
00:18:09
Speaker
So I started understanding that this negative voice...
00:18:13
Speaker
It's something that we can control.
00:18:15
Speaker
And that's when really everything started to change.
00:18:18
Speaker
And doing imperfect action is better than no action.
00:18:22
Speaker
So just to tell you, man, my pitch at the beginning was completely something that didn't make any sense.
00:18:28
Speaker
And I'm not ashamed to say this.
00:18:30
Speaker
I'm actually...
00:18:31
Speaker
like it is fun you know like you got a laugh for yourself man like we're so sometimes we're too serious about everything that we do you know we want things to be a certain way when things and life has a certain way for things to be for you know yeah I love that and I think it's so important for solopreneur listeners because there's so many people they just want to hear oh what's that secret closing line what's that sales technique why do you say this what tonality but none of that stuff even matters if you can't get you know this stuff in your head right
00:19:00
Speaker
Because yeah, I went through it too, starting out, I mean, similar background.
00:19:04
Speaker
I mean, I didn't come from a different country, but I had 50 bucks in my bank account when I started.
00:19:08
Speaker
Same thing, I was like, oh, I'm never going to get paid.
00:19:11
Speaker
All these thoughts that go through your head.
00:19:13
Speaker
So super important for our listeners, just remember to read those books, get your mindset right, and then go learn the sales techniques, then go learn the closing lines.
Founding Initiate Solar and Leadership
00:19:22
Speaker
And so Eric, I want to ask, now you've started your own company.
00:19:26
Speaker
What's your company called?
00:19:28
Speaker
Yeah, so my company is Initiate Solar.
00:19:31
Speaker
Initiate Solar, okay.
00:19:33
Speaker
Okay, so your company is Initiate Solar and you knocked, how long did you knock doors for Legacy then?
00:19:39
Speaker
Yeah, so I knocked doors for Legacy until 2016, the first quarter.
00:19:44
Speaker
Okay.
00:19:45
Speaker
So it was about nine months.
00:19:47
Speaker
Gotcha.
00:19:47
Speaker
Yeah, and then after that I transitioned to another company that actually gave me the opportunity to be the district manager at the age of 21.
00:19:55
Speaker
Nice.
00:19:56
Speaker
You know, so I just, when I do something, I'm not satisfied if I'm not going to the next level of that opportunity.
00:20:06
Speaker
Yeah.
00:20:06
Speaker
So I'll give you an example.
00:20:07
Speaker
When I used to be in the food industry, I was a busboy for like maybe three months.
00:20:13
Speaker
I learned everything how to bus tables and now I'm like, okay, now I want to be a server.
00:20:18
Speaker
And so I'm always shooting for that next level.
00:20:21
Speaker
So when I got into the industry with Legacy, I qualified to be a district manager every single time.
00:20:31
Speaker
I did over 27 sales every quarter.
00:20:34
Speaker
So that qualified me to be a manager.
00:20:37
Speaker
For whatever reason, you know, it didn't work out.
00:20:39
Speaker
And, um, another company saw the potential that I had.
00:20:42
Speaker
And I look at us like NFL players, all these companies, they want you to work, man.
00:20:47
Speaker
Like for them, especially when they know you're good or you're great, you know, cause great is the, uh, good is the enemy of great.
00:20:54
Speaker
So I'd rather be great, you know?
00:20:57
Speaker
Um, but anyway, so this company hired me, I went to work with them and, um,
00:21:02
Speaker
Sometimes it's okay and it's good to be stubborn.
00:21:05
Speaker
It's okay to be very determined in something that when you make a decision, you're going to dive with that decision.
00:21:12
Speaker
But sometimes it's not.
00:21:14
Speaker
And because I have that personality, when I transitioned to work with this company, nothing was going good.
00:21:20
Speaker
We were not getting installs on time.
00:21:22
Speaker
You know, it took over a year to get an install.
00:21:25
Speaker
And because I didn't want to give up on the fact that I made a wrong decision and I wanted to believe that it was going to work out, it didn't work out.
00:21:33
Speaker
So we started living just up from money instead of making money on the back end because there were no back end.
00:21:40
Speaker
So that really put me and like my team and I in a very, very difficult financial situation that
00:21:47
Speaker
One of my closest friends was literally almost like kicked out of his apartment.
00:21:51
Speaker
Right.
00:21:52
Speaker
You know, like we had to go through things like that.
00:21:54
Speaker
And I also got me a nice car when I was not ready for it.
00:21:59
Speaker
And the payment of that car was almost $800 a month.
00:22:02
Speaker
on top of the insurance another 500 that's not night now it's like about 1300 in my rent is another 800 now we're talking about 2100 when I'm barely making three to four thousand dollars a month you can't live of that that's tough so I got into a lot of debt I made a lot of different you know mistakes but I'm thankful for that because he taught me
00:22:22
Speaker
what not to do.
00:22:24
Speaker
And he gave me the thing that I think most entrepreneurs and most 1099 people are missing out is financial literacy.
00:22:31
Speaker
So we're so hooked into making the money and then spending the money and we start living in that rat cycle, you know, where you keep going and going and going.
00:22:40
Speaker
Yeah.
00:22:41
Speaker
No.
00:22:41
Speaker
So it's like that's why they call it the human race, because it's a race and you're running all the time, you know, to try to get that new thing.
00:22:48
Speaker
And I just decided to stop doing that.
00:22:51
Speaker
And I became very disciplined with my habits.
00:22:54
Speaker
And moving forward after after that opportunity, I told you about I got hired by the big boys, you know, the the orange guys.
00:23:02
Speaker
Yeah.
00:23:03
Speaker
and it didn't work out either.
00:23:04
Speaker
It's like when you fly first class the first time, you don't want to go back.
00:23:11
Speaker
Your mind is going to do anything that it can to put you back into first class.
00:23:15
Speaker
So if you were a manager already and they put you as a sales rep, it just don't work anymore because you have more skills, more capabilities that you can actually do better.
00:23:27
Speaker
And it's more exciting when you're helping somebody else than when you're just helping yourself.
00:23:32
Speaker
It got to the point where I was not excited about making money for me because it's just that.
00:23:37
Speaker
And then it got more exciting when I started helping people to make more money.
00:23:41
Speaker
That's where really the fulfillment started coming for me.
00:23:44
Speaker
Yeah.
00:23:44
Speaker
You know?
00:23:45
Speaker
Yeah, that's awesome.
00:23:46
Speaker
And so that's, I guess, why you started your own company, right?
00:23:48
Speaker
So that's why I started my own company.
00:23:50
Speaker
Okay.
00:23:50
Speaker
You know, because I also went and worked for a small dealer that didn't work out either.
00:23:56
Speaker
And many, many times people are going to self-project their own limitations on you.
00:24:02
Speaker
And it's your responsibility to not allow the limitations of others to put a limit on you.
00:24:10
Speaker
So I had to make a very, very deep decision.
00:24:13
Speaker
Like it was hard at that time, but it worked out.
00:24:16
Speaker
And the reason why I named my company Initiate Solar is because if you look up in the dictionary, the word initiate, it means a process.
00:24:25
Speaker
And all I did is start a process that I was lacking the initiative for many years because I was waiting for somebody else to come and say, Eric, you're ready to do this.
00:24:34
Speaker
You can do it now.
00:24:36
Speaker
You know,
00:24:36
Speaker
And until that day, I had like an epiphany, like an aha moment where it's like, I can do this.
00:24:42
Speaker
I've been doing it.
00:24:44
Speaker
I just haven't been doing it for me.
00:24:46
Speaker
So that's when I started making those moves.
00:24:48
Speaker
I started reaching out to local installers.
00:24:50
Speaker
I started calling with them.
00:24:52
Speaker
I thank all the previous companies that I worked with because of what they showed me, the things that they were good and the things that were bad and all combined.
00:25:02
Speaker
made me who I am today.
00:25:04
Speaker
And my purpose with my company is to create something different where people feel that we really care.
00:25:11
Speaker
Like, it's like, like, like, like somebody, I believe they said today, people start caring until they know that you truly care.
00:25:18
Speaker
Yeah, Zig Ziglar.
00:25:19
Speaker
And that's the reason why I have people working with us for over two years plus.
00:25:24
Speaker
Yeah.
00:25:24
Speaker
And they haven't left.
00:25:25
Speaker
And any other company can come and say, hey, I'll give you a bonus.
00:25:28
Speaker
I'll give you this.
00:25:29
Speaker
At the end of the day, they know the way we do things is different.
00:25:33
Speaker
And I'm only attracting the people that really, truly resonate with my intentions.
00:25:38
Speaker
Yeah.
00:25:38
Speaker
And from what I'm going after in my heart.
00:25:40
Speaker
Yeah.
00:25:41
Speaker
I'm a true visionary from my heart.
00:25:43
Speaker
I got big dreams that sometimes might sound very irrational for people.
00:25:47
Speaker
Mm-hmm.
00:25:48
Speaker
Because when I say I'm the solar king, I mean it.
00:25:51
Speaker
Like I'm the solar king.
00:25:52
Speaker
But the reason why I'm a solar king is because I'm creating all the kings.
00:25:56
Speaker
So you're a solar king too, like all of us.
00:25:59
Speaker
So one thing that I'm working on right now that I'm very excited is an NFT project.
Innovative Ventures: Solar King NFT
00:26:05
Speaker
And it will be the solar king project.
00:26:07
Speaker
There you go.
00:26:08
Speaker
I'll tell you more about that later.
00:26:10
Speaker
I'm super excited about that.
00:26:11
Speaker
That's awesome.
00:26:12
Speaker
Yeah, and so, no, I know a lot of people are out there maybe considering starting their own company, starting their own dealer.
00:26:18
Speaker
But at the same time, I think maybe there's people that try to jump ship and just go start their own things and they're constantly looking for, you know, greener pastures where they're not really reaching their full potential, maybe where they're at.
00:26:30
Speaker
And they just think, oh, it's going to be better if I start my own company.
00:26:33
Speaker
Oh, it's going to be better if I go with this dealer.
00:26:35
Speaker
It's going to be better if I switch.
00:26:37
Speaker
So do you have any tips?
00:26:38
Speaker
I'm sure, like you said, it's a tough decision.
00:26:40
Speaker
And I know it's tough to know sometimes when you should maybe start your own company or switch to a dealer or whatever.
00:26:47
Speaker
But I don't know.
00:26:48
Speaker
Did you have anything that helped you kind of make that decision or any tips you'd give people?
00:26:52
Speaker
Maybe they're on the fence or maybe they're considering switching or starting their own company or a dealer.
00:26:57
Speaker
Yeah.
00:26:58
Speaker
Well, if we go back to the beginning of my solar journey,
00:27:02
Speaker
The company that I was working at the beginning was amazing.
00:27:05
Speaker
It was working out.
00:27:06
Speaker
Everything was going extremely fine.
00:27:08
Speaker
That's why I always say the grass is not always greener on the other side.
00:27:12
Speaker
If you want to start a company, do it because you have to.
00:27:15
Speaker
It's because you have no other choice.
00:27:17
Speaker
It gets to a point where you really have to go that route because it's not going to work.
00:27:21
Speaker
You're not going to find fulfillment unless you do that.
00:27:24
Speaker
But don't try to come in the industry and sell a few deals in one or two or three months and then later on you want to be a dealer because you don't have the experience to provide people with leadership.
00:27:36
Speaker
You need the leadership in you.
00:27:38
Speaker
You need the experience.
00:27:39
Speaker
So I started my company four years later, and I've been in the industry for six now.
00:27:44
Speaker
So it's like we've been in business for two years now, and it wasn't something overnight.
00:27:50
Speaker
It took time for me.
00:27:52
Speaker
to decide I'm going to do this.
00:27:54
Speaker
And for people that are out there, I would say look for mentors.
00:27:58
Speaker
You know, there's a lot of companies out there that would love to help you start your dealership, but they give you the infrastructure on how to do things.
00:28:05
Speaker
So instead of you trying to figure out how to create your own system, which takes a lot of time, I don't know about SOPs until like a year later.
00:28:14
Speaker
I wish I knew when I started my business, putting everything together the right way.
00:28:18
Speaker
So I had all these processes in place so that we can scale.
00:28:22
Speaker
Because one thing is starting something.
00:28:23
Speaker
Another thing is scaling.
00:28:24
Speaker
Scaling takes a lot more work than what most people think.
00:28:30
Speaker
And it's not always more money.
00:28:31
Speaker
Sometimes it's a lot more headaches, a lot more stress.
00:28:34
Speaker
But if you're going after something amazing, you know that prosperity follows problems.
00:28:39
Speaker
And your job as the visionary is...
00:28:42
Speaker
to fix those problems or to delegate those tasks to people that will help you fix those problems.
00:28:49
Speaker
And that's going to help you elevate.
00:28:51
Speaker
So that's like delegate to elevate.
00:28:53
Speaker
Yeah.
00:28:53
Speaker
You know, it's the only way that you grow.
00:28:55
Speaker
But.
00:28:56
Speaker
You know, just going back to your topic here, you know, just don't try to accelerate
Mentorship and Business Scaling
00:29:01
Speaker
the process.
00:29:01
Speaker
Just know exactly where you are, you know, and take everything one day at a time.
00:29:06
Speaker
Yeah, I love that.
00:29:07
Speaker
And, you know, I think we're fortunate now to have a podcast like this to listen to guys who have gone through it.
00:29:13
Speaker
Because like you said, I mean, you jumped into it and it probably would have been way more acceleration if you knew, oh, I need to set up my SLPs.
00:29:20
Speaker
I need to have my team in place versus people that are jumping into it.
00:29:24
Speaker
You can know those things beforehand.
00:29:26
Speaker
Go talk to guys like Eric and guys who have been through it.
00:29:29
Speaker
But no, that's good advice.
00:29:30
Speaker
So definitely, you know.
00:29:32
Speaker
or read books like rocket fuel okay or eos entrepreneur operating system those books will definitely help you a lot that's good tips good advice so no on you've been uh two years in the business you said and what's cool about what you're doing eric is i know you set up a call center i know you're working with a team you got multiple assistants in different roles so it's really cool to see you do this and i know now you guys are knocking a ton of doors but you're getting your leads through different sources online call center
00:30:01
Speaker
Can you talk about, I don't know, I guess what that experience was like setting up a call center and why you decided to do that maybe instead of knocking doors?
00:30:10
Speaker
Yeah.
00:30:11
Speaker
Yeah.
00:30:12
Speaker
So in 2018, I wasn't able to knock doors because first of all, I lost my car.
00:30:19
Speaker
And it's really funny that when I started, I only had 20 bucks in my pocket and I did everything in my power to make money and I will commute and take the train.
00:30:27
Speaker
Mm-hmm.
00:30:28
Speaker
But sometimes life hits you, man, and it hits you hard.
00:30:32
Speaker
And it's really hard to get out of that mental, you know, challenge that you're going through, all those adversities, the energy, the frequency, like you're so low that you don't believe in yourself anymore.
00:30:42
Speaker
So in 2018, I wasn't able to get out of my house.
00:30:46
Speaker
Like I literally used to stay at my home all the time.
00:30:49
Speaker
I lost my license for driving reckless, not DUI or anything like that.
00:30:55
Speaker
Because I had a nice car so I used to drive super fast.
00:30:58
Speaker
So what did I do?
00:31:00
Speaker
Since I didn't want to knock doors.
00:31:01
Speaker
I became the best at getting referrals.
00:31:04
Speaker
So somehow God always blessed me and I managed to close every deal at least five deals for the entire year.
00:31:12
Speaker
So I did about 60 in 2018 on my own.
00:31:14
Speaker
You know every month I would close at least five accounts and I didn't have to knock a single door.
00:31:20
Speaker
But what I did was keeping up with all my previous pipeline.
00:31:23
Speaker
So here's the best tip I'm going to give you if you're starting this journey is to look at the network that you're building.
00:31:31
Speaker
Your network is your network, right?
00:31:35
Speaker
Treat these people the right way, build relationship with them, cultivate that where you can go back, show up at the house without trying to take because there's two different type of people, takers and givers.
00:31:48
Speaker
I'm a giver.
00:31:49
Speaker
And because I'm a giver, therefore I receive.
00:31:51
Speaker
you know so my clients know how how I do business and that's what kept me alive so that was the first step to get out of the doors was to to master referrals so every presentation that you have look at it like you have the opportunity to get three to ten new contacts so if you're getting three to ten new people that you can reach out you'll never run out of business you make it a part of your presentation every time that you speaking with the homeowner you let them know
00:32:19
Speaker
that they're going to give you some referrals at the end.
00:32:21
Speaker
Don't make the mistake to let the customer dictate how you're going to run your business because sometimes they're going to tell you, I'm not giving you any referral because I don't know how solar works, but you do because you're the expert.
00:32:32
Speaker
So that was the first step.
00:32:33
Speaker
Second step, I started a digital marketing company where I was providing leads to reps and they'll pay me $1,500 a month.
00:32:42
Speaker
When you don't have money,
00:32:43
Speaker
You got to find other people's money to do things.
00:32:47
Speaker
So four years in the industry and I was still a little, you know, broke because I made all those decisions that I told you about.
00:32:54
Speaker
So I'm like, man, I want to figure out how to run Facebook ads.
00:32:57
Speaker
And I didn't have the money to do it.
00:32:59
Speaker
But I knew that maybe someone did.
00:33:01
Speaker
So I started offering my service to do digital marketing.
00:33:05
Speaker
And that's how I got one of our best sales executive partners working with us now.
00:33:11
Speaker
by doing that service for him.
00:33:13
Speaker
And then one day I had an epiphany like an aha moment and he said, hey, why are you buying this service from me when you can join my team and I'll provide appointments to you?
00:33:23
Speaker
And that's how the whole thing started, right?
00:33:26
Speaker
So the whole call center started from out of necessity.
00:33:30
Speaker
It got to the point where I'm driving, the leads are coming, I'm accepting the calls, I'm literally going to an appointment, I'm texting my rep, and I'm doing so many things that at that point I just couldn't do everything by myself.
00:33:44
Speaker
And I started looking for people to handle my calls.
00:33:47
Speaker
So obviously, if you don't have funds where you're going to be able to pay somebody $2,000, $3,000 a month, you got to think outside the box.
00:33:55
Speaker
So what I did is I started searching for people outside the U.S.,
00:33:59
Speaker
And that's how I actually met my partner now in Colombia.
00:34:04
Speaker
So at that time, I hired my partner, Beto.
00:34:07
Speaker
Shout out to Beto, Bliss Companies.
00:34:09
Speaker
This guy is a workaholic, just like me.
00:34:12
Speaker
And I saw potential in him.
00:34:15
Speaker
Mm-hmm.
00:34:16
Speaker
So one of the things that we have here in the States is that we have some catch and we have leverage.
00:34:20
Speaker
So there's a lot of people out there that want a job and all they need is somebody to believe in them.
00:34:25
Speaker
So at the beginning, he was making about three to $500 a month just to manage my calls.
00:34:29
Speaker
And then I told him, you know what, let's start a call center together and I'm going to give you a little more.
00:34:34
Speaker
So that's when I made the decision while I was in El Salvador with my dad to go to Colombia.
00:34:40
Speaker
We took a flight with my dad.
00:34:41
Speaker
My dad had almost 18 employees.
00:34:44
Speaker
Not even, like 20, my age at that time, which I think it was, I was 26.
00:34:51
Speaker
26 years of not taking a flight.
00:34:53
Speaker
So I made my dad take a flight with me to Colombia from El Salvador.
00:34:57
Speaker
We go to Colombia, meet this random dude that I don't even know who he is.
00:35:02
Speaker
We stay at his house, and that's how we started the call center in his mom's backyard.
00:35:07
Speaker
Whoa, that's crazy, man.
00:35:09
Speaker
Yeah.
00:35:09
Speaker
Were you nervous, like hopping on a flight, not really knowing?
00:35:12
Speaker
No, no, you know, I was excited.
00:35:14
Speaker
I was excited.
00:35:14
Speaker
I think we had a lot of similarities.
00:35:17
Speaker
You know, he was born in the same month as me.
00:35:19
Speaker
He's July, I'm July.
00:35:21
Speaker
So we're both cancerous.
00:35:22
Speaker
So we get very emotional people.
00:35:24
Speaker
I'm July 2.
00:35:25
Speaker
Yeah.
00:35:26
Speaker
So we're cancerous.
00:35:27
Speaker
So we're water signs.
00:35:28
Speaker
So we get along very well, but we're very emotional.
00:35:32
Speaker
And we're like covering our chill.
00:35:35
Speaker
But some crazy stuff happened while I was there.
00:35:37
Speaker
We actually had to extend the time that I was there for.
00:35:41
Speaker
And I actually...
00:35:42
Speaker
Like, this is something key.
00:35:44
Speaker
Success requires sacrifice.
00:35:46
Speaker
So I had to sacrifice spending Christmas with my grandmother and my dad was there, thankfully.
00:35:52
Speaker
So we spent Christmas in Colombia.
00:35:54
Speaker
In Colombia, wow.
00:35:55
Speaker
So it wasn't the greatest experience because everybody else is giving gifts to each other and we're there like the outsiders, kind of like, you know.
00:36:04
Speaker
But I was so thankful and grateful that we had that opportunity to do that.
00:36:07
Speaker
So when I started my cult center, it was literally in December of 2019.
00:36:10
Speaker
Okay.
00:36:12
Speaker
And we sold nine deals for Christmas week.
00:36:17
Speaker
Nine deals over the phone.
00:36:18
Speaker
It was the first time ever in my life, in my career, in my journey, where I didn't have to go to a homeowner house and close them.
00:36:27
Speaker
It was the first time ever that I didn't do anything besides setting up the structure and have the leads and everything flowing where my team closed nine deals.
00:36:36
Speaker
And that's when I knew we were onto something.
00:36:38
Speaker
That's awesome.
00:36:38
Speaker
Yeah, incredible.
00:36:39
Speaker
I know that's everyone's dream, just be a sipping hot chocolate or whatever.
00:36:43
Speaker
Right.
00:36:43
Speaker
Closing deals.
Remote Sales Techniques
00:36:44
Speaker
So how do you guys close your days?
00:36:45
Speaker
I wish it was just like that.
00:36:48
Speaker
So at that time, we had… Zoom or just purely on the phone?
00:36:53
Speaker
Yeah.
00:36:53
Speaker
So remember 2019, the world was fine.
00:36:56
Speaker
We were not going through COVID or anything.
00:36:58
Speaker
Like it was like the beginning of COVID.
00:37:00
Speaker
Yeah.
00:37:01
Speaker
So in January, we closed another like 14 deals.
00:37:04
Speaker
And then March, COVID comes.
00:37:06
Speaker
Yeah.
00:37:07
Speaker
That's when we were like, oh my God, what do we do?
00:37:08
Speaker
People don't want to receive our sales rep anymore.
00:37:12
Speaker
What do we do?
00:37:12
Speaker
What do we do?
00:37:13
Speaker
And that's when we started closing over the phone.
00:37:15
Speaker
Okay.
00:37:16
Speaker
Wow.
00:37:16
Speaker
So you just close them on the phone.
00:37:18
Speaker
You're not seeing them.
00:37:19
Speaker
No.
00:37:20
Speaker
So the first deal that I closed over the phone was in 2019, actually.
00:37:25
Speaker
But we didn't do it to the level where we are now.
00:37:28
Speaker
So we use Zoom.
00:37:30
Speaker
And like literally if the homeowner can connect the Zoom, you know, sometimes it's very difficult for them to connect all the technicality and whatnot.
00:37:38
Speaker
We just call them.
00:37:39
Speaker
Here's what I want everybody to know.
00:37:41
Speaker
The way that you connect to the client does not matter.
00:37:44
Speaker
If they tell you connect with me through FaceTime, through WhatsApp, through Skype, however you do it, it doesn't matter.
00:37:51
Speaker
What you're trying to do is to connect with them.
00:37:54
Speaker
So we have different techniques.
00:37:56
Speaker
And at the end of the day, the main thing is believe.
00:37:59
Speaker
If you believe you can do it, you will.
00:38:02
Speaker
I close deals literally.
00:38:04
Speaker
One day I was recruiting a guy.
00:38:06
Speaker
We went out to eat.
00:38:08
Speaker
I love Pad Thai.
00:38:10
Speaker
So I took him out to one of my favorite place in Long Island to eat Pad Thai and I had an appointment at 4 p.m.
00:38:15
Speaker
So I said, hey, I got to go to the car because I have an appointment.
00:38:18
Speaker
And he's like, what do you mean?
00:38:20
Speaker
Yeah, I'm closing an appointment in my car.
00:38:22
Speaker
He's like, no way.
00:38:23
Speaker
You want to see it?
00:38:23
Speaker
I'm like, yeah.
00:38:24
Speaker
All right, let's go.
00:38:25
Speaker
So he hopped in the car.
00:38:27
Speaker
I'm literally pulling out my computer.
00:38:28
Speaker
I call the client.
00:38:30
Speaker
I'm using this extension that Chrome has.
00:38:32
Speaker
It's called Crankwheel.
00:38:35
Speaker
C-R-A-N-K-W-H-E-E-L, Crankwheel.
00:38:39
Speaker
I send the client a link.
00:38:40
Speaker
The client see the proposal.
00:38:42
Speaker
I start doing my thing.
00:38:43
Speaker
Within 45 minutes, he passed credit, approved.
00:38:46
Speaker
sign everything close the deal in front of the guy that's how I was able to recruit him because he saw that I was able to do that wow no so there's many different techniques my guys they do like I told you whether if it's whatsapp facetime it don't really matter the goal is that you find a way now
00:39:03
Speaker
I'm going to give a secret here because I believe in abundance.
00:39:06
Speaker
But people will say, why do you do these things?
00:39:08
Speaker
It's because I'm always getting better.
00:39:09
Speaker
What I'm giving you today is not what I'm going to be doing in 30, 40, 60, 90 days.
00:39:14
Speaker
So another way of closing deals, hybridly.
00:39:17
Speaker
Like I call it hybrid method.
00:39:19
Speaker
The hybrid method, basically you send somebody that's local.
00:39:23
Speaker
You stay at your home.
00:39:25
Speaker
You're the expert.
00:39:26
Speaker
You send the guy to make that connection with the client.
00:39:29
Speaker
They show up.
00:39:30
Speaker
They have an iPad or a laptop, and you do the presentation.
00:39:34
Speaker
Now what you're doing there is you're presenting, but this guy is going to watch you present, and all they need to do is watch you at least three to five times, and that's part of your training.
00:39:45
Speaker
So now you can go out there and hire and recruit people that don't know anything about solar,
00:39:49
Speaker
And you can stay at home with your wife, with your kids, getting the leads from Facebook or cold calling or whatever, however you get them.
00:39:56
Speaker
Nice.
00:39:57
Speaker
And you have somebody else doing all the drive.
00:39:59
Speaker
I call those people the...
00:40:02
Speaker
In Spanish, los corredores, which is the runners.
00:40:05
Speaker
Yeah, okay.
00:40:06
Speaker
Gotcha.
00:40:07
Speaker
So they're basically running out to these appointments, just kind of like sitting there and then open up their computer and say, okay, Eric's going to explain this.
00:40:13
Speaker
Yeah, and just making... And just making sure they... Report.
00:40:16
Speaker
Building report.
00:40:17
Speaker
Okay, I like that.
00:40:18
Speaker
Taking pictures of the NPU.
00:40:20
Speaker
Okay.
00:40:21
Speaker
Taking pictures of the meter.
00:40:22
Speaker
Take pictures of the house, make it like you like if it's a whole process, like, you know, people want to know that you're professional.
00:40:29
Speaker
So when they see you doing all these things and you're taking, you know, pictures of this and that, they feel like they're going through a process.
00:40:37
Speaker
That's why we're helping them initiate their solar journey, because I told you at the beginning.
00:40:41
Speaker
The word initiate is a process and all we're doing is creating a process that every single time that we do this is getting better and we're optimizing.
00:40:49
Speaker
That's awesome.
00:40:50
Speaker
Yeah, I like that because, I mean, as you know, it's tough to like replicate that whole face-to-face thing.
00:40:56
Speaker
You know, obviously, closing ratios, you know, maybe not as good on the phone.
00:41:02
Speaker
Yeah, but I think that's a good way to train people and then have the combination.
00:41:05
Speaker
And then have them go in there.
00:41:06
Speaker
This is the best way on how to open a market when you don't know anything about the market.
00:41:11
Speaker
That's how we open Massachusetts and Rhode Island.
00:41:15
Speaker
That's how we went from Massachusetts to Rhode Island.
00:41:17
Speaker
Now we have teams in New Jersey, Florida, Texas, and California.
00:41:21
Speaker
Those are the markets that I'm putting all my focus right now and my target.
00:41:26
Speaker
The one thing about virtual selling is that it requires a lot of follow up.
00:41:30
Speaker
Yeah.
00:41:31
Speaker
So if you don't have your follow up game on, it's going to be tough.
00:41:35
Speaker
Like sometimes it takes six months to close somebody.
00:41:38
Speaker
Yeah.
00:41:39
Speaker
Last week I was going through my Go High level.
00:41:42
Speaker
I'm a high level wizard like I love setting up high level you have to help me with that yeah I'll be happy to help you man I know how to use Zapier webhook systems all of that I'm all into that I went through a campaign that I set up and this client said yes call me you know I call him and my whole campaign was following up with him for like weeks like like I'm not mistaken I believe it was like almost 20 weeks of follow-up wow when I call him
00:42:10
Speaker
He said, I'm going to give you the chance because you've been so persistent.
00:42:13
Speaker
You've been helping me this whole time by sending me messages.
00:42:17
Speaker
And I was like, that's right.
00:42:19
Speaker
It wasn't me.
00:42:20
Speaker
It was the technology that I have working for us.
00:42:23
Speaker
So there's a little techniques that people can do.
00:42:27
Speaker
Yeah, 100%.
00:42:28
Speaker
And for those listeners that don't know, High Level is a CRM that you can start campaigns in.
00:42:33
Speaker
You can have to do automatic follow-ups, automatic texts, automatic emails.
Optimizing Sales Processes
00:42:38
Speaker
And I think guys that have mastered the follow-up, because you're not going to sit and send out an email every couple of days.
00:42:44
Speaker
you're going to set it up templates and have it follow up for you.
00:42:47
Speaker
But do you have any tips on like, like how did you start setting up all these systems?
00:42:51
Speaker
Did you create them yourself or how can people that want to go create their high level and get all into this?
00:42:57
Speaker
Did you, was it just trial and error or how did you figure out the best way to like follow up with people?
00:43:02
Speaker
Yeah.
00:43:03
Speaker
Well, you, you need to take this one day at a time.
00:43:07
Speaker
So,
00:43:08
Speaker
High level is very complicated.
00:43:09
Speaker
Yeah.
00:43:10
Speaker
But most people, when they start using high level, the one mistake they make is they try to run their business based on how high level is run.
00:43:20
Speaker
And that's the first mistake you make.
00:43:22
Speaker
You can't make high level.
00:43:24
Speaker
You can't switch your entire business to accommodate high level.
00:43:28
Speaker
You got to do your business so that high level accommodates your business.
00:43:31
Speaker
Does that make sense?
00:43:32
Speaker
Yeah.
00:43:33
Speaker
You know, so...
00:43:34
Speaker
A very simple thing, like very simple, right?
00:43:36
Speaker
What does High Level do?
00:43:37
Speaker
Text message, email, funnels, conversations, opportunity management.
00:43:45
Speaker
And then the advanced stuff will be like web hooks, the work, you know, workflows.
00:43:51
Speaker
So one day at a time, take the time, go through the trainings.
00:43:56
Speaker
Or if not, you can basically sign up through my link or something.
00:43:59
Speaker
I don't know.
00:44:00
Speaker
Like I help the people that actually joins my Go High Level.
00:44:04
Speaker
Okay.
00:44:04
Speaker
or you can reach out to my buddy Michael Copland who owns Automation AI Pros.
00:44:10
Speaker
I also have a white label version of Go High Level called Flow Spot Solutions, which somebody who wants me to build their Go High Level instead of signing up through Go High Level directly, they sign up through me.
00:44:21
Speaker
Either way, there's so many people in the Go High Level community that you can go and ask for help.
00:44:26
Speaker
And that would be the best thing that I can say.
00:44:29
Speaker
Just be curious, take time,
00:44:31
Speaker
But if you're not the technical guy that has the patient to go through the computer and figure this out, just hire somebody.
00:44:37
Speaker
You're going to save time, which is the most important thing.
00:44:41
Speaker
Yeah, I think that's important.
00:44:42
Speaker
And I mean, at the end of the day, not everyone's like Eric.
00:44:46
Speaker
Not everyone's going to want to go in and set up all these systems and processes.
00:44:49
Speaker
But like you're saying, you can go hire out people.
00:44:51
Speaker
You can join Eric's white label version and get help like that.
00:44:56
Speaker
But super important that you do some type of follow-up because that's where it's at.
00:44:59
Speaker
And even if you're just knocking doors, if you can combine all this, then I think that's where people become unstoppable is where they're knocking doors.
00:45:06
Speaker
Maybe they're setting up call centers.
00:45:08
Speaker
They're doing all of it because we shouldn't just do one or the other.
00:45:11
Speaker
I think it's important to do all of them.
00:45:13
Speaker
Would you agree?
00:45:14
Speaker
I agree 100%.
00:45:15
Speaker
I think most people are very linear.
00:45:18
Speaker
Yeah.
00:45:19
Speaker
So they say, if it's this way, it got to be this way.
00:45:22
Speaker
Yeah.
00:45:23
Speaker
I think it can be multiple different ways.
00:45:26
Speaker
The way I look at it is sales marketing channels, right?
00:45:29
Speaker
We still have teams that actually knock doors.
00:45:32
Speaker
Yeah.
00:45:32
Speaker
We still have teams that actually set appointments over the phone.
00:45:35
Speaker
Okay.
00:45:36
Speaker
We're now testing email marketing.
00:45:38
Speaker
We're about to test something new right now.
00:45:41
Speaker
Sending postcards to the houses.
00:45:42
Speaker
Yeah, cool.
00:45:43
Speaker
You know, leaving like a text message saying, hey, you know, and then let's see how that works.
00:45:48
Speaker
Yeah.
00:45:48
Speaker
We get inbound calls.
00:45:50
Speaker
The way that leads work is when you get inbound calls, you have almost 100, well, you have 100% rate, contact rate, because they're calling you.
00:45:59
Speaker
So you're making that connection no matter what.
00:46:02
Speaker
For sure.
00:46:02
Speaker
Light transfers, which we also do as well with my other company, Bliss Companies, is about 40% to 70% connection.
00:46:12
Speaker
Facebook, YouTube, any digital leads, it's almost about 30% to 40% contact rate.
00:46:19
Speaker
And as long as you're closing at least 10%, 15%, you'll be all right.
00:46:24
Speaker
My cost per acquisition, I'm willing to pay up to $2,000 per acquisition.
00:46:29
Speaker
Now, not everybody...
00:46:30
Speaker
can pay $2,000 to get one house.
00:46:33
Speaker
Yeah.
00:46:34
Speaker
But I'm willing to pay $2,000 because I do other things that will make sense for us to acquire that client.
00:46:40
Speaker
Yeah.
00:46:41
Speaker
You know, things like having my team go and knock the area and get other people around there.
00:46:46
Speaker
Yeah.
00:46:47
Speaker
Or getting referrals.
00:46:48
Speaker
So putting more money on the back end.
00:46:50
Speaker
So I've taken losses from running ads.
00:46:53
Speaker
Yeah.
00:46:54
Speaker
I have had
00:46:55
Speaker
really bad campaigns where I spent over 20,000 and I only closed four deals and literally each deal cost me five grand.
00:47:02
Speaker
And it's because I didn't have the right systems in place or somebody checking the cost per lead or if this campaign is actually generating the results that we want.
00:47:12
Speaker
It's not all rainbow.
00:47:13
Speaker
I can make it sound like it's so cool and everything, but there's been a lot of mistakes that I have made.
00:47:20
Speaker
And if I can just give an advice to someone is don't be afraid to make those mistakes.
00:47:26
Speaker
They're going to be part of your journey and they're going to make you be who you are today.
00:47:30
Speaker
Yeah, love that 100%.
00:47:32
Speaker
And so, Eric, I know we're short on time here.
00:47:34
Speaker
We got an event downstairs going on.
00:47:36
Speaker
Yeah.
00:47:36
Speaker
So you might hear some people cheering.
00:47:38
Speaker
But last couple questions before we wrap up here.
Building a Team for Growth
00:47:41
Speaker
Thank you, man.
00:47:41
Speaker
What's really cool is you also have a whole team of people.
00:47:44
Speaker
You've hired out assistants.
00:47:46
Speaker
You're working with lots of people.
00:47:48
Speaker
So can you give us some advice on maybe how you hire assistants, what you have them do, kind of what roles you put them in, and I guess maybe the first roles you would hire as you're building out your call center or trying to –
00:48:00
Speaker
Yeah.
00:48:00
Speaker
Get help with all those things.
00:48:01
Speaker
Yeah, I'll make it quick since we are very short with time.
00:48:05
Speaker
So when you're hiring someone, you need to write down exactly how this person is.
00:48:10
Speaker
Like, you know, this person is hungry.
00:48:13
Speaker
This person is a student.
00:48:15
Speaker
This person loves taking action.
00:48:16
Speaker
This person follows direction.
00:48:19
Speaker
So in my onboarding process, when I'm hiring a new assistant, the first thing I ask them at the beginning is to send a video.
00:48:25
Speaker
Send me a 30 to 60 second video telling me why we should work with you.
00:48:30
Speaker
And what are some of the things that you love doing as part of your hobbies?
00:48:33
Speaker
And, you know, we'll see what happens after that.
00:48:36
Speaker
If you can't follow that simple instruction, you're not going to make it through our ecosystem.
00:48:43
Speaker
So my first assistant that I hired, which is the best out of
00:48:47
Speaker
all the people I have working with us right now when it comes to operation I asked her to send me a video through Facebook and she wasn't able to send the video through Facebook because the file was too big so she reached out to me and she said hey Eric you know I can't send you the video because of this but how about you give me your what's up and I'll send you the video yeah that little thing right there meant everything for me why because I saw that she's in she's a problem solver yeah she went and fixed the problem
00:49:17
Speaker
And now she runs literally our entire operation when it comes to account management.
00:49:21
Speaker
She's been with us for two years now.
00:49:23
Speaker
Wow.
00:49:24
Speaker
So core values, very important to have.
00:49:29
Speaker
Put them before you start hiring people.
00:49:32
Speaker
If you don't put core values and principles in place, you're just going to hire a bunch of people.
00:49:37
Speaker
And sometimes a year later, once you start putting together the core values of your company and the way you do business and the way you do life,
00:49:46
Speaker
The people that you hire will no longer match these core values you have.
00:49:50
Speaker
So you're going to start losing people.
00:49:52
Speaker
It's something I didn't do.
00:49:54
Speaker
So one of our core values is action, connection, to serve, and stay a student.
00:49:59
Speaker
So it's ACTS.
00:50:01
Speaker
It's an acronym.
00:50:02
Speaker
I love acronyms.
00:50:03
Speaker
Because to make things simple, I'm not very a structured guy.
00:50:06
Speaker
So in order for me to have structure, I need to keep structure in place.
00:50:10
Speaker
That's why I do a lot of little things.
00:50:12
Speaker
So yeah, super important to be able to recognize the values because otherwise you're just hiring people and waste of time, waste of money.
00:50:19
Speaker
If you don't even know why you need that person or what the purpose of them is, then I think you're just spinning wheels and wasting time with them.
00:50:27
Speaker
So what's like the first rule if someone says, okay, I need help, I need to hire.
00:50:30
Speaker
What's like the first rule that you would hire out or that you maybe got for your company when you hired out help?
00:50:36
Speaker
Elaborate in the question.
00:50:37
Speaker
Like what do you mean by the first rule?
00:50:40
Speaker
Like, was it just like a general assistant for everything or was it a project manager?
00:50:45
Speaker
Okay, I see where you're going.
00:50:46
Speaker
So that's a great question.
00:50:48
Speaker
So actually, one of the mistakes that I made is to have the people doing the same things.
00:50:54
Speaker
So I hired a bunch of people to learn how to do everything.
00:50:56
Speaker
But that's not a mistake.
00:50:58
Speaker
That's a necessity.
00:50:59
Speaker
Because if you have one, you have zero.
00:51:01
Speaker
If you have two, you have one.
00:51:02
Speaker
If you have two, you know, if you have three, you have two.
00:51:05
Speaker
So the point of this is what happened if my main Operator tomorrow gets sick and nobody else know how to do her job.
00:51:12
Speaker
Yeah, then I'm out of I'm out of I'm out of one person and I need to go take time and train a new person again That's why I make all the departments in my company Even if they're not doing that a specific department at some point in time if we need them they know how to do that specifically yeah, so
00:51:29
Speaker
One thing I learned at one of the conferences that I go, which I go to a lot of them, is the main reason why I feel my success has been growing and growing and growing, is you hire not for where you are, you hire for where you're going.
00:51:45
Speaker
So that's one thing I'm doing now.
00:51:46
Speaker
I'm hiring more people.
00:51:48
Speaker
because I'm thinking of where we're going as a company.
00:51:51
Speaker
The infrastructure that we have today will not be able to sustain a thousand accounts a month.
00:51:56
Speaker
So what do I need to do?
00:51:57
Speaker
I need to start thinking of how many people I'm going to need in order to do that.
00:52:01
Speaker
And I start putting all those things in place.
00:52:04
Speaker
But always keep it simple.
00:52:06
Speaker
Your first hire is going to be the one that you're going to be the most afraid because it's the first time that you're paying someone the money that you will be paying.
00:52:15
Speaker
But
00:52:16
Speaker
Once you see that they do so much for you and they give you so much more time back, I'm all about time, man.
00:52:23
Speaker
And I'm so thankful that you're giving me your non-refundable minutes because to me that means a lot.
00:52:30
Speaker
Time is something that we cannot get back.
00:52:32
Speaker
Money, I can go and make money.
00:52:34
Speaker
I can go and make a million dollars this year.
00:52:36
Speaker
I will go and help people make a million dollars.
00:52:39
Speaker
I'm more excited about helping people become millionaires
00:52:42
Speaker
because I know that's the way for me to become a multimillionaire and more.
00:52:47
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But there's a purpose behind this.
00:52:49
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You know, what I'm going after is big and I want to bless all my people, all my assistants, all my operators.
00:52:55
Speaker
I want them to live a life that they didn't see until I got there.
00:53:01
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And the type of money that I want my people to be making is the type of money that a doctor will be making back in my country, as an example, or back in Colombia.
00:53:11
Speaker
I'm going to change the economy of these countries, South America and Central America, so that these people don't have to go through what Eric had to go through.
00:53:19
Speaker
I had to immigrate at a very young age to get to the United States.
00:53:23
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I had to go through a lot of things that...
00:53:26
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I don't want a kid to have to go through that.
00:53:28
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I was a kid, 15 years old.
00:53:31
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Life had this path for me, but I don't want another Eric and another Mabel, which is my mother, you know, have to go through what my family had to go through.
00:53:41
Speaker
Because my mom had to leave me behind to come to the States when I was 12th.
00:53:46
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So I didn't have my mother for the most important years of my life.
00:53:49
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You know, those three years is when I went crazy.
00:53:52
Speaker
I went reckless.
00:53:53
Speaker
Because sometimes the issue with creative people like us is that if we don't use our creativity for the good things, we're going to use it for all the bad things that life is giving you at that
Community and Personal Development
00:54:04
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moment.
00:54:04
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And this is why it's so important.
00:54:06
Speaker
I'm going to leave you guys with this, is the group.
00:54:09
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that you surround yourself with is the most important thing in life.
00:54:13
Speaker
You know, you got to start hanging out with people that don't believe in you, people that require for you to go the extra mile and they still don't believe in what you say.
00:54:23
Speaker
Those people, you got to cut them out of your life.
00:54:25
Speaker
You know, you got to only surround yourself with people that are positive, people that are uplifting your spirit, people that believe in you as much as you believe in them because those people are the people that are going to be your tribe and
00:54:36
Speaker
Those people are the ones that you're going to elevate together.
00:54:39
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And obviously my model, because I'm part of my apex, is that we are what winning looks like at all times.
00:54:46
Speaker
And we believe in going after being the best version of ourself.
00:54:51
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And you don't do that when you're not hanging out with people that have that same amount of belief and accountability.
00:54:57
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So my friends inspire me to write books.
00:55:00
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I'm in the process of writing my book.
00:55:01
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The journey is everything.
00:55:02
Speaker
Trust the process.
00:55:03
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Nice.
00:55:04
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I'm also in the process that I told you about launching the podcast, which I would love to have you there.
00:55:10
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And so much more.
00:55:12
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So that's all I have for you, man.
00:55:14
Speaker
Awesome.
00:55:14
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Appreciate it.
00:55:15
Speaker
Know your inspiration and appreciate all the jobs you've created.
00:55:18
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Because think of how many lives you've changed by what you're doing in Colombia.
00:55:21
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And love Colombia.
00:55:23
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We have over 50 families right now helping, man.
00:55:25
Speaker
That's awesome.
00:55:26
Speaker
And our goal is to get to 500.
00:55:27
Speaker
You know, but...
00:55:30
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Follow me on Solar King, my Instagram, Solar King without the I because there's no ego in my shit.
00:55:36
Speaker
And I'm here to help you guys with everything that I can.
00:55:39
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Appreciate it.
00:55:39
Speaker
Well, yeah, go shoot Eric a follow.
00:55:41
Speaker
Let him know you appreciated him being on the show today.
00:55:44
Speaker
And just to reiterate one point with that, you don't have to have your own company to hire out help.
00:55:49
Speaker
I've talked about it in the podcast before, but you can go hire a virtual assistant.
00:55:53
Speaker
You can get your own assistant.
00:55:54
Speaker
I think anyone in the solar industry, you should be looking for ways you can outsource.
00:55:59
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So hit me up.
00:55:59
Speaker
Hit Eric up.
00:56:00
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We can help with that.
00:56:01
Speaker
And then again, I guess one more thing.
00:56:04
Speaker
I see you at all these events and I see yourself surrounding with the best of the best.
00:56:09
Speaker
I mean, how much would you say, how much money would you say you drop on like events and masterminds and stuff like that?
00:56:14
Speaker
Yeah.
00:56:15
Speaker
If you had to guess.
00:56:16
Speaker
Yeah.
00:56:19
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You don't hear this.
00:56:21
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So last year alone, I did over a hundred thousand.
00:56:24
Speaker
Wow.
00:56:25
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And, but it pays off, you know?
00:56:28
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My biggest one was one week at Driven, which I'm going next month.
00:56:32
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It was $20,000 that week.
00:56:34
Speaker
Wow.
00:56:34
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I paid like almost $8,000 for the ticket.
00:56:37
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I hired a videographer, which was another $5,000, and the Airbnb, which is another $5,000.
00:56:41
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I look at them like, damn, $20,000 in a week.
00:56:42
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But I love being in the position of being able to do that.
00:56:44
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Now I'm more about bringing my team to this.
00:56:54
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You know, if I'm going to drop 20K, it's going to be with my team.
00:56:57
Speaker
I'm not doing it on my own anymore.
00:56:59
Speaker
That's why my team was here at door to door because
00:57:03
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I wanted them to experience what I have been experiencing.
00:57:06
Speaker
And Ryan Stumann, you know, hardcore closer.
00:57:09
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He is my mentor.
00:57:11
Speaker
I've been able to get close to this guy and he has helped me elevate my game in multiple areas of my life.
00:57:18
Speaker
I will be a sponsor of Apex Live next month.
00:57:21
Speaker
It's February 3rd.
00:57:22
Speaker
If anybody wants to come and see what we got going through Apex, you know, it will be in Dallas.
00:57:27
Speaker
Reach out to me and I'll get you some tickets.
00:57:29
Speaker
So I think they're probably already sold out, you know, onto the next one.
00:57:33
Speaker
That really is the main thing of what helped me elevate in only two years.
00:57:38
Speaker
That's awesome.
00:57:39
Speaker
Because in 2019, I was still broke, man.
00:57:41
Speaker
I had, like, not that much money.
00:57:44
Speaker
Yeah.
00:57:44
Speaker
You know, but it goes back to being resourceful, and it goes back to believing in yourself.
00:57:49
Speaker
And I believe that after five years of doing something, you start seeing the results of everything that you've been putting in the world.
00:57:56
Speaker
Because the energy that you put out is the energy that you get back.
00:58:00
Speaker
Love it.
00:58:00
Speaker
So guys, invest in yourselves.
00:58:02
Speaker
We're going to put some of those links to the masterminds and all that Eric mentioned in the show notes.
00:58:08
Speaker
So go check it out.
00:58:09
Speaker
Hit them up if you want to hear more about those things.
00:58:11
Speaker
But yeah, that's one of the best ways that I think you can accelerate your growth.
00:58:16
Speaker
And really just avoid some of the mistakes that I've made that Eric has made and achieved success at a much faster rate.
00:58:22
Speaker
So Eric, thanks again for coming on the show today.
00:58:25
Speaker
Hit them up.
00:58:25
Speaker
Let them know you appreciated them.
00:58:27
Speaker
And hopefully we can do a follow-up podcast, but I appreciate it.
00:58:30
Speaker
And then when is your podcast launching, Eric?
00:58:32
Speaker
By the end of the quarter.
00:58:33
Speaker
End of the quarter, okay.
00:58:35
Speaker
So what's your podcast going to be called?
00:58:36
Speaker
The Solar Journey.
00:58:38
Speaker
Okay, Solar Journey.
00:58:39
Speaker
So go check that out when it launches, probably in March or April.
00:58:44
Speaker
So thanks again, Eric, and we'll have you on hopefully in the future.
00:58:47
Speaker
Thanks for coming on.
00:58:48
Speaker
Thank you, bro.
00:58:48
Speaker
Appreciate it.
00:58:50
Speaker
What's up, solarpreneurs?
00:58:51
Speaker
Hope you enjoyed the episode.
00:58:53
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:59:04
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:59:11
Speaker
What episodes should I listen to in the podcast?
00:59:14
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:59:18
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
00:59:31
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
00:59:40
Speaker
So go download it right now.
00:59:42
Speaker
It's going to be at top10.solarpreneurs.com.
00:59:46
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:59:51
Speaker
Don't forget the S on solarpreneurs.
00:59:53
Speaker
We will have that in the show notes.
00:59:55
Speaker
Go download it right now.
00:59:57
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
01:00:02
Speaker
That's going to show you how.
01:00:04
Speaker
So go download it and we'll see you on the other side.