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How to Sell Solar AND Have Purpose - Mikey Lucas
88 Plays4 years ago
Tune in now and don't forget to sign up for www.solciety.co!
Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. online teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's up Solarpreneurs!
Speaker 2 (00:41):
We're back with another exciting episode and we have a special guest on today. Come on from the heat of Las Vegas, the summer heat. We got the man Mikey Lucas on Mikey. Thanks for coming on the show with us today.
Speaker 3 (00:56):
Yeah, dude. Thank you. Thank you for having me. Yeah,
Speaker 2 (00:58):
It's my pleasure. And we were lucky enough to have him out in San Diego, hanging out with us live in the studio. He had normally he's in Vegas, but yeah, I don't know how you survive that heat man is a feeling good. The San Diego weather, like it. It's unbelievable
Speaker 3 (01:11):
Dude, on the beach like two days ago. And I was like, I miss this.
Speaker 2 (01:15):
I know, right? Yeah. Tough to leave here. Um, yeah. I don't know how you guys do it knocking in Vegas, but
Speaker 3 (01:22):
Stay hydrated.
Speaker 2 (01:24):
Yeah. Yeah. But, uh, yeah, I got mad respect for you guys out there working in Vegas. I know you've been in this, uh, quite a long time. Mike, you're one of the vets for sure of the industry. Do you want to tell us a little bit how you got into solar and um, how you ended up in Vegas? All that good stuff. Yeah.
Speaker 3 (01:39):
Yeah. That's why I got recruited, um, by a, a alarm company, um, back in 2013, um, started out in Baltimore and then went to DC and then Fort Lauderdale, Miami, um, I wasn't really sold on the fact of like door to door. I didn't know it was this big of an industry. I had no really clue at that point. Um, they, the guys that recruited me originally and were like, yeah, like you can come out and make like, you know, 60, 70 grand, a hundred grand, whatever in a summer. And I was like, oh, well, the restaurant that I worked at was really slowed in the summer and school was out during the summer. So let me ask my restaurant to see if they'll let me go. And I did. And they were like, yeah, you can, you can leave and come back. And I was like done sweet.
Speaker 3 (02:21):
I was like, Hey, like, would it make sense for me to let them get more hours? I'm like the rookie at the restaurant, you know, 20 years old, 21 years old. And uh, they're like, yeah, that's totally fine. Like no big deal. Like you're going to go do your thing. And I was like, yeah, I'll come back for busy season for conventions at the restaurants in Vegas, on the strip. And, uh, yeah, went out. Um, absolutely got crushed my first, like three weeks, um, in, uh, in Baltimore walking those massive stairs, but uh, selling alarm systems and it was, you know, it was, there's some good crime out there. So like, you know, people were buying alarm systems, but then I knocked into, uh, two different ladies, uh, in DC at that time, which is just like just, you know, around the corner Baltimore. So, um, I saw, I saw a yard sign out and I was like, you know, our house is powered by the sun or installed for free or whate
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Transcript
Introduction and Taylor's Solar Journey
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.
Meet Mikey Lucas: From Alarms to Solar
00:00:41
Speaker
What's up, solopreneurs?
00:00:42
Speaker
We're back with another exciting episode, and we have a special guest on today coming from the heat of Las Vegas, the summer heat.
00:00:51
Speaker
We got the man, Mikey Lucas on.
00:00:53
Speaker
Mikey, thanks for coming on the show with us today.
00:00:56
Speaker
Yeah, dude, thank you.
00:00:57
Speaker
Thank you for having me.
00:00:58
Speaker
Yeah, it's my pleasure, and we're lucky enough to have him out in San Diego hanging out with us live in the studio.
00:01:04
Speaker
He normally is in Vegas, but yeah, I don't know how you survived that heat, man.
00:01:08
Speaker
Is it feeling good, the San Diego weather?
00:01:10
Speaker
You like it?
00:01:10
Speaker
It's unbelievable, dude.
00:01:12
Speaker
I was on the beach like two days ago, and I was like, I miss this.
00:01:15
Speaker
I know, right?
00:01:17
Speaker
Yeah, tough to leave here.
00:01:18
Speaker
Yeah, I don't know how you guys do it, knocking in Vegas, but... Stay hydrated.
00:01:23
Speaker
Yeah.
00:01:25
Speaker
Yeah, but yeah, I got mad respect for you guys out there working in Vegas.
00:01:29
Speaker
I know you've been in this quite a long time, Mikey.
00:01:31
Speaker
You're one of the vets for sure of the industry.
00:01:33
Speaker
Do you want to tell us a little how you got into solar and how you ended up in Vegas, all that good stuff?
00:01:39
Speaker
Yeah, I got recruited.
00:01:41
Speaker
um, by a alarm company, um, back in 2013, um, started out in Baltimore and then went to DC and then Fort Lauderdale, Miami.
00:01:51
Speaker
Um, I wasn't really sold on the fact of like door to door.
00:01:55
Speaker
I didn't know it was this big of an industry.
00:01:57
Speaker
I had no really clue at that point.
00:01:59
Speaker
Um, they, the guys that recruited me originally were like, yeah, like you can come out and make like, you know, 60, 70 grand, a hundred grand, whatever in a summer.
00:02:05
Speaker
And I was like,
00:02:06
Speaker
Huh, well, the restaurant that I worked at was really slow during the summer and school was out during the summer.
00:02:12
Speaker
So let me ask my restaurant to see if they'll let me go.
00:02:15
Speaker
And I did.
00:02:16
Speaker
And they're like, yeah, you can, you can leave and come back.
00:02:19
Speaker
And I was like, done.
00:02:20
Speaker
Sweet.
00:02:21
Speaker
I was like, hey, would it make sense for me to let them get more hours?
00:02:25
Speaker
I'm like the rookie at the restaurant, you know, 20 years old, 20 years old.
00:02:28
Speaker
And they're like, yeah, that's totally fine.
00:02:30
Speaker
Like, no big deal.
00:02:31
Speaker
Like, you're going to go do your thing?
00:02:32
Speaker
I was like, yeah, I'll come back for busy season for conventions at the restaurants in Vegas on the Strip.
00:02:36
Speaker
And, yeah, I went out.
00:02:38
Speaker
Absolutely got crushed my first, like, three weeks in Baltimore, walking those massive stairs.
00:02:46
Speaker
But selling alarm systems.
00:02:47
Speaker
And it was, you know, it was some good crime out there.
00:02:49
Speaker
So, like, you know, people were buying alarm systems.
00:02:52
Speaker
But then I knocked into two different ladies in D.C.
00:02:56
Speaker
at that time, which is just, like, just, you know, around the corner from Baltimore.
00:02:59
Speaker
So I saw a yard sign out.
00:03:02
Speaker
And I was like, you know, our house is powered by the sun or installed for free or whatever, zero down kind of concept.
00:03:07
Speaker
And I was like, oh, that's really cool.
00:03:09
Speaker
Like, I saw solar, like, once or twice back home in Vegas when I was growing up.
00:03:12
Speaker
And I was like, that's really cool, but it's really expensive.
00:03:16
Speaker
I asked, I was like, hey, like, can you tell me a little bit about your solar system?
00:03:20
Speaker
And the lady was like not having it.
00:03:21
Speaker
She had solar city and she was like not having it.
00:03:23
Speaker
Something like it.
00:03:24
Speaker
Yeah.
00:03:24
Speaker
And anyway, no, she liked the solar, but she was not having me asking her questions.
00:03:27
Speaker
Okay.
00:03:28
Speaker
No, she loved her solar, but she said, yeah, it's like we didn't pay any money for it and it's cheaper.
00:03:32
Speaker
And,
00:03:33
Speaker
I was like, okay, awesome, sweet, thanks so much.
00:03:36
Speaker
I was not having a good day selling alarms.
00:03:37
Speaker
I probably had one at the time, but I had to go get a second or third deal.
00:03:42
Speaker
So I just kept knocking.
00:03:43
Speaker
I was like, let me just talk to somebody.
00:03:44
Speaker
I haven't talked to somebody in a while.
00:03:44
Speaker
And then it was, I took over a Vivint alarm system that had Vivint Solar on it in D.C.
00:03:50
Speaker
And after I sold it,
00:03:53
Speaker
I was like, hey, like, can you tell me a little bit about this, like, solar system?
00:03:56
Speaker
And they were like, oh, yeah, it was this, this, this.
00:03:58
Speaker
Like, helped out.
00:03:59
Speaker
We didn't, you know, it was like either a lease or PPA.
00:04:01
Speaker
So, like, yeah, we didn't have to put any money in our pocket.
00:04:03
Speaker
And we're, you know, our rate's only going up 2.9%.
00:04:05
Speaker
And, you know, we got a lower rate.
00:04:08
Speaker
And, you know, the rates were higher out there.
00:04:10
Speaker
So, like, they dropped it significantly.
00:04:11
Speaker
It was, you know, big savings or whatever.
00:04:13
Speaker
And I was like, wow, that's awesome.
00:04:14
Speaker
And I asked my manager, George, and he was like, yeah, this is –
00:04:17
Speaker
not what we're doing.
00:04:17
Speaker
Like we're doing an alarm system.
00:04:18
Speaker
So we're taking too long, blah, blah.
00:04:20
Speaker
And I was like, no, like George, this is what it is.
00:04:22
Speaker
Like we're having people pay $70 a month.
00:04:25
Speaker
They're saving $70 a month without paying anything.
00:04:28
Speaker
So we should do this.
00:04:28
Speaker
And he's like, no dude, we're not.
00:04:30
Speaker
It takes too long.
00:04:32
Speaker
This is, you know, going on 20, not 20 years ago, but this is almost 10 years ago now at that time, like solar was not a big thing.
00:04:38
Speaker
So after that summer, I came home, got back in the restaurant, uh, Gordon Ramsey steak.
00:04:44
Speaker
And, um,
00:04:47
Speaker
Wanted to sell, sell door to door.
00:04:48
Speaker
And at that point it was like, Hey, like, can I sell and sit, you know, alarms and soul in Vegas.
00:04:54
Speaker
And they were like, yeah, we actually have an alarm solar office in Vegas.
00:04:57
Speaker
I was like, perfect.
00:04:58
Speaker
So I got it in solar at that time.
00:04:59
Speaker
And I think I was 20, got, I got 2013 or 2014 started selling then.
Consulting and Coaching Passion
00:05:07
Speaker
And then moved in with solar city after I lost a bunch of deals to solar city.
00:05:10
Speaker
I was like, can't beat them.
00:05:10
Speaker
Join them.
00:05:11
Speaker
So I went and got paid solar minimum wage at solar city for like two and a half, three years.
00:05:15
Speaker
There you go.
00:05:15
Speaker
Yeah.
00:05:16
Speaker
That's been a long time.
00:05:17
Speaker
Well, now you are, I guess, off the mic.
00:05:20
Speaker
We were talking about this.
00:05:21
Speaker
We had like a 30-minute conversation on every single origin of solar history.
00:05:26
Speaker
So we'll keep it a little bit condensed version for the podcast, but you can go hit Mikey up for every last detail if you want.
00:05:34
Speaker
But, yeah, I guess to cut this long story short, basically now you're in Vegas.
00:05:38
Speaker
You have your own dealer with Titan.
00:05:40
Speaker
Is that right?
00:05:42
Speaker
Okay.
00:05:42
Speaker
What, 47 reps, you said, now?
00:05:43
Speaker
Yep.
00:05:46
Speaker
Yeah, so we actually just got acquired.
00:05:47
Speaker
So I sold the company.
00:05:50
Speaker
A couple companies actually split from it.
00:05:52
Speaker
So we sold a couple of them off.
00:05:54
Speaker
Got acquired by a larger company that's like 10 times larger than this.
00:05:58
Speaker
And now I'm consulting for the company.
00:06:00
Speaker
So I don't actually work for the company, but now I'm a consultant for that company.
00:06:04
Speaker
So there's not just me going out and just selling, but now I'm consulting because they don't just own one company.
00:06:10
Speaker
It's like Mark Cuban of the companies.
00:06:13
Speaker
They own all these smaller dealers like me.
00:06:16
Speaker
but I'm just, you know, peanuts, but they want, they thought that I was the best for, you know, how to teach and sell solar, you know, working for Sam Taggart for that little bit of time that I was doing that and got some experience there.
00:06:25
Speaker
I was like, oh, coaching is what I do is what I like.
00:06:27
Speaker
I'm not Michael Jordan, but I do Phil Jackson.
00:06:29
Speaker
Yeah.
00:06:29
Speaker
I cannot be the best at hitting the three point at, you know, on the buzzer beater, but I can teach the team on how to get to that point.
00:06:36
Speaker
Yeah.
00:06:36
Speaker
So I was like, okay, so that's what I'm doing now.
00:06:38
Speaker
Okay.
00:06:39
Speaker
So you can solve for the entire, like all their, you know, different areas and stuff.
00:06:43
Speaker
Yeah.
00:06:43
Speaker
And then I've got a couple of clients that I still work with on the side,
00:06:46
Speaker
Not on the side I'm with them, but you know aside from that I was within that contract, but Yeah, I'm going for going for a to be a the largest solar consultant.
00:06:56
Speaker
Yeah, two million dollars a year.
00:06:58
Speaker
Let's go.
00:06:59
Speaker
I'm actually like That's what I'm going for right now.
00:07:02
Speaker
Like nice there's certain metrics I have to hit and that's I'll be a consultant being paid two million dollars a year So I'm pretty excited about that.
00:07:08
Speaker
Let's do it.
00:07:09
Speaker
Yeah, that's awesome
00:07:10
Speaker
And yeah, what's really cool about Mikey, everyone needs to be following him on Instagram.
00:07:14
Speaker
You got, I get some great, you know, nuggets just from following you.
00:07:17
Speaker
So appreciate all the content you share on that.
00:07:20
Speaker
Thank you.
00:07:20
Speaker
But yeah, I know guys learned a ton from you and you've coached a lot of reps.
00:07:25
Speaker
Like you said, you've, we're consulting with door to door experts, Sam Taggart, own multiple businesses.
00:07:31
Speaker
You have, it seems like you got your hands in almost every business you can think of.
00:07:36
Speaker
He does it all.
00:07:37
Speaker
And we'll talk more about that here in a minute.
00:07:40
Speaker
But yeah, for solar reps, I guess, what is it that draws you to just the coaching side of it?
00:07:44
Speaker
What made you realize that you wanted to be more just a coach instead of necessarily like, you know, selling a ton?
00:07:49
Speaker
What draws you to more of the coaching and consulting, Mikey?
00:07:52
Speaker
So at SolarCity, I was never in the top 20%.
00:07:56
Speaker
And then top 20%, then you had to be selling, you know, 18 deals or more at that time.
00:08:01
Speaker
Like if you're not selling that many deals, you're not in the top 20% of the whole company.
00:08:04
Speaker
So I was still selling an average of like 11 or 12 deals a month, but I wasn't
00:08:09
Speaker
in the top 20%, but the top 20% guys always got more attention.
00:08:13
Speaker
And so it was kind of cool.
00:08:14
Speaker
Cause I was like the college kid in high college football, college baseball that had a fight for the, to get up, to get to pros.
00:08:20
Speaker
And to me that top 20% going into the trips of Hawaii and whatever.
00:08:24
Speaker
Right.
00:08:25
Speaker
Um, that was pros for me.
00:08:26
Speaker
I was like, Hey, I want to be around the John Framptons, the Taylor McCarthy's.
00:08:29
Speaker
I want to be around these top guys.
00:08:31
Speaker
I, um, you know, court Reynolds and guys like that.
00:08:33
Speaker
And Elon Musk, like I want to be around these guys.
00:08:35
Speaker
Yeah.
00:08:36
Speaker
Um,
00:08:39
Speaker
I really never was.
00:08:40
Speaker
So I had to figure out how to get to that point.
00:08:43
Speaker
So I have a soft spot in my heart for the guys that are the 21 to 40% of the company.
00:08:49
Speaker
So to get those guys, the ones that actually have the drive,
00:08:53
Speaker
Those are the ones that actually stay a lot longer in the industry because they still have to fight to make it.
00:08:57
Speaker
And they don't, you know, you can't just rely on, you know, their good looks.
00:09:01
Speaker
They have to actually get better at it.
00:09:03
Speaker
Like I wasn't a natural born salesman.
00:09:05
Speaker
I wasn't naturally, like I'm an introverted extrovert.
00:09:08
Speaker
I'm not really.
00:09:09
Speaker
it's not my favorite thing to do is go speak on stage, even though I do.
00:09:12
Speaker
It's not my favorite thing to do to speak in front of a office of 120 people.
00:09:16
Speaker
I don't, I'm not like this is, I'm so excited.
00:09:18
Speaker
I'm like freaking out sweating, you know, like I'm sweating doing that.
00:09:22
Speaker
But yeah, just, just to help the, the 40 to 21%, which then helps all companies and all offices and all owners out.
00:09:28
Speaker
Because if you can get those guys there, they'll stick around and they'll be loyal.
00:09:32
Speaker
So yeah, the goal was really to,
00:09:34
Speaker
help the 40 to 21 and that was the guys that actually wanted it to be there the other guys you like for instance like yourself probably even like you're not a lone ranger but like you know a lone wolf but like you you almost you don't want to put bumpers on guys like that you gotta let them run right and then helping them find out like three-person development i've been sober now from synthetic heroin for
00:09:58
Speaker
It's like going on nine years.
00:09:59
Speaker
I didn't know that.
00:10:01
Speaker
I've had to, through personal development, find out how to get better, and then that rolls over into the personal development side of getting better at not just going out and making money, but being a person of value.
00:10:14
Speaker
So figuring out how to do that and helping guys find what their why is, what their passion is, and how we're going to actually change the world.
00:10:21
Speaker
I'm that weird kid that thinks I'm going to change the world, and I actually like...
00:10:24
Speaker
Got it.
00:10:25
Speaker
Ones that are crazy enough to think that usually are the ones that change it.
00:10:29
Speaker
I read that the other day.
00:10:29
Speaker
I was like, dude, that's me.
00:10:31
Speaker
No way.
00:10:32
Speaker
Steve Jobs or something.
00:10:33
Speaker
Yeah.
00:10:33
Speaker
I had no idea.
00:10:34
Speaker
I'm like, I'm like the guy that I really think I can change the world.
00:10:37
Speaker
Yeah.
00:10:39
Speaker
That's awesome.
00:10:40
Speaker
But no, I love that because I can relate a ton because I've never been like, you know, the top.
00:10:44
Speaker
I've always been.
00:10:46
Speaker
you know, one of the top, but I know for sure there's guys slinging more deals than I am.
00:10:50
Speaker
And that was like, basically the reason I started the podcast is just to be around that.
00:10:54
Speaker
Like you said, a lot of times, if you're not the top guy, then it's tough to get around those guys.
00:10:58
Speaker
So that's what I'm trying to change in the industry.
00:11:00
Speaker
Like, how can we get around these top producers and learn from them and help the guys that aren't like the natural born salesmen?
00:11:06
Speaker
Like, I know for sure I'm not.
00:11:08
Speaker
That's cool to hear.
00:11:09
Speaker
We can relate on that.
00:11:10
Speaker
But yeah, another big thing you mentioned that I love is just like there's so many guys struggling with external factors in this industry that's holding them back.
00:11:18
Speaker
You talked about overcoming like addiction, heroin, all that.
00:11:21
Speaker
I see it so many times where that's like guys are addicted to different things in the industry.
00:11:25
Speaker
There's guys, you know, drugs.
00:11:27
Speaker
pornography all types of different things that guys are just saying that holds them back from having success in sales in different things in our industry and i love hearing guys that have overcome those things because it's a huge problem any guy i think um i mean i'm sure you've seen a lot of guys have like add in the industry adhd we all want to like change stuff we're all you know in different business ventures and stuff i know you're in 20 different things
00:11:51
Speaker
So it's like, how can we help those guys get better, maintain the focus and really get rid of these distractions and things that are holding them back.
00:12:00
Speaker
So, yeah, I really respect that you're trying to help guys out.
00:12:04
Speaker
And so.
00:12:06
Speaker
I know you're consulting training right now, and I want to talk about kind of shift gears.
00:12:11
Speaker
You're in quite a few different masterminds yourself.
00:12:14
Speaker
We were talking about that off the mic here or off the recording.
00:12:17
Speaker
So right now, how many different masterminds are you in, Mikey?
Masterminds and Personal Development
00:12:23
Speaker
Four.
00:12:24
Speaker
Okay.
00:12:25
Speaker
Or five.
00:12:26
Speaker
Five.
00:12:27
Speaker
Five different ones.
00:12:30
Speaker
Okay.
00:12:31
Speaker
Plus I'm being coached by two different people right now too.
00:12:33
Speaker
Holy cow.
00:12:34
Speaker
Yeah, high-performance coaches.
00:12:35
Speaker
Okay.
00:12:36
Speaker
So yeah, yeah, that's about as many masterminds and coaches you can have at one time.
00:12:41
Speaker
So how have you, I guess, how have you benefited from all these masterminds?
00:12:45
Speaker
And I guess what, what's the importance of those in your life as you've gone through them?
00:12:49
Speaker
The main thing, the main, like the main, main thing that I needed was I'm not the type of person where I'm like, Hey, I want to, I, I get value.
00:13:01
Speaker
This is not me.
00:13:02
Speaker
I, I don't get value from being the smartest, best looking, most, uh, you know, wealthy person in the room and have the nicest.
00:13:10
Speaker
I don't get value from people saying, wow, Mikey Lucas is here.
00:13:15
Speaker
Oh my God.
00:13:15
Speaker
Like, I'm like, no, like I'm just a normal person, dude.
00:13:18
Speaker
Like I grew up in normal Las Vegas.
00:13:20
Speaker
Like,
00:13:21
Speaker
My dad still, my family still has our 91 RV.
00:13:23
Speaker
Like, we're not special.
00:13:24
Speaker
Like, we just, like, I don't get value from people being like, wow, Mikey.
00:13:27
Speaker
I mean, that happens, but, like, I don't, that's not my thing.
00:13:30
Speaker
I'm not like, oh, wow, that's all I get.
00:13:33
Speaker
You know, if I didn't have that, I'd think less of myself, right?
00:13:37
Speaker
I wanted to be, but I was continuing to be in that position where I was always the largest fish in the room, the biggest fish in the pond.
00:13:43
Speaker
And I'm like, I got to be uncomfortable and get into bigger ponds, bigger rivers, bigger oceans.
00:13:50
Speaker
And the only way to do that was to be in a mastermind.
00:13:52
Speaker
So I got invited into Thrive with Cole Hatter, passed through the interview process.
00:13:58
Speaker
And it was the most uncomfortable thing in the world because I was like, these people are so much more.
00:14:03
Speaker
richer than I am and they're way better.
00:14:07
Speaker
And then come to find out, sure.
00:14:08
Speaker
A lot of them had more money, but they're just like me and you.
00:14:10
Speaker
They're just like me and you.
00:14:12
Speaker
So it was, I needed, I needed personally for myself to be in a, an ocean that I wasn't the biggest fish anymore.
00:14:20
Speaker
Cause I,
00:14:22
Speaker
I wouldn't you know show me your five best friends.
00:14:24
Speaker
I'll show you we're gonna be in five years concept in all aspects of life Yeah, but I've yeah, I've learned I've learned a ton being coached by high-performance coaches Mike says next high-performance coach of mine I've been coached by Mike Michael Burr just got in his program recently.
00:14:37
Speaker
Yeah cool like those those types of like Accountability like nobody everybody says they want to be held accountable.
00:14:43
Speaker
They don't really want to be held accountable for me
00:14:47
Speaker
I get, I flourish when I'm actually being told, Hey, you're doing this really well.
00:14:51
Speaker
But if you did this and this and this slightly different or somewhat better, you would get to the next level where you're going to be able to help more people.
00:14:57
Speaker
And I'm like, okay, like, that's what I need.
00:14:59
Speaker
I want to be, I don't want to be, I don't want to yet.
00:15:01
Speaker
I don't want to be yes, man.
00:15:02
Speaker
Like, don't tell me, Oh, you're so great at what you do.
00:15:04
Speaker
Like, that's fine.
00:15:06
Speaker
I know that I'm not for self-sabotage.
00:15:09
Speaker
I don't want you to, I actually have to train my guys out of that.
00:15:13
Speaker
Most of them are like, oh, that door sucked.
00:15:15
Speaker
I was terrible there.
00:15:16
Speaker
I'm like, I have to convince them to not do that.
00:15:18
Speaker
I have to say, hey, look, like, what are the three things you do right first?
00:15:20
Speaker
And then we go to one thing you did you think you messed up on.
00:15:23
Speaker
Not the opposite round because we're so pushing.
00:15:27
Speaker
Like, I sucked here.
00:15:28
Speaker
I didn't do well there.
00:15:29
Speaker
My transition sucked.
00:15:30
Speaker
My tonality was terrible.
00:15:31
Speaker
It's like, relax, buddy.
00:15:32
Speaker
But yeah, no masterminds.
00:15:34
Speaker
Yeah, I just I know that I don't know.
00:15:36
Speaker
I know that I don't know everything.
00:15:37
Speaker
And, you know, I want to be around people like, you know, Henry Ford's quote of like, I don't have to know everything.
00:15:43
Speaker
I've got a I think he said like a petroleum button, like a plastic button.
00:15:48
Speaker
And, you know, six plastic buttons in front of me with I can call anybody with any of the answers that I need.
00:15:53
Speaker
So just masterminds have helped me grow and see that there's so much more out there that people that actually have money that are in those type of masterminds.
00:16:03
Speaker
are actually trying to give back a lot more than I thought because most people think, oh, you've got money, you're a, you know, you're a POS or, you know, you're just selfish.
00:16:11
Speaker
Like, you drive a Ferrari.
00:16:13
Speaker
It's like, no, dude, these dudes that have, like, nicer cars are, like, giving away hundreds of thousands, if not millions of dollars a year.
00:16:19
Speaker
Yeah.
00:16:20
Speaker
That's awesome.
00:16:21
Speaker
In philanthropy, so it's, yeah.
00:16:23
Speaker
Yeah, that's cool.
00:16:24
Speaker
Yeah, and you can only grow if you're around people like that.
00:16:27
Speaker
And, yeah, like, you know, off the recording, you're just saying how, like,
00:16:30
Speaker
Guys know in the mastermind, if they screw over one person, then they're getting booted out of the group and they can't come back in.
00:16:36
Speaker
That's awesome to have that level of trust and that level, you know, accountability and all that.
00:16:40
Speaker
It's like, you know, you're going to improve and take guys to the top with you.
00:16:45
Speaker
But yeah, my other question was like being in so many masterminds, hearing so much information from all different people.
00:16:51
Speaker
Um, like how do you, how do you actually like decide what you're going to implement and how do you actually like, you know, get value from all of these and take it into one?
00:16:59
Speaker
Because I mean, I'm in one mastermind right now and I feel like there's a lot to like implement and improve on, but I can't imagine being in four and then having like two separate coaches and stuff like that.
00:17:10
Speaker
So how do you decide, okay, this is worth my time, money, I'm going to spend it.
00:17:15
Speaker
How have you decided to be in that many different groups and not get overwhelmed?
00:17:18
Speaker
And I guess pick and choose which one you know can benefit you.
00:17:22
Speaker
So remember I was telling you earlier, I was like, there was one mastermind that I said I wasn't, I wanted to be in, had the money to be in it, could have got into it, but didn't remember.
00:17:30
Speaker
So I turned that one down, even though I wanted to be in that one.
00:17:33
Speaker
I'm still able to say no to certain of them, a certain masterminds.
00:17:37
Speaker
Luckily, I haven't been in a mastermind that I didn't really appreciate and like and learn from and grow from and also add value to.
00:17:44
Speaker
But yeah,
00:17:44
Speaker
um the things that i don't learn a lot about but i'll listen and i'm like trying to like hey like i should probably know about this is like marketing yeah like you know marketing and things like that or it's like you know for instance like what you're doing now it's like you're building your personal brand up and you know i i when i was two years ago i was like i don't
00:18:07
Speaker
know why I want to build a personal brand, but I'm just a doorknocker that sells solar panels and teaches people how to develop and make money and invest money.
00:18:17
Speaker
But things like that, I just archive them.
00:18:20
Speaker
I'll take notes on them, and I have tons of notes.
00:18:22
Speaker
And then four times a year,
00:18:25
Speaker
I'll go back through and I have this ideas list.
00:18:27
Speaker
So assistants of mine, if I'm ever like, hey, like that's an idea.
00:18:31
Speaker
They have a list of ideas that Mikey says this is an idea.
00:18:34
Speaker
And it's usually just something that pops up or I heard somebody saying something.
00:18:37
Speaker
I'm like, hey, that's an idea.
00:18:38
Speaker
Let's try to figure out how to do that.
00:18:39
Speaker
They have a whole list of that.
00:18:41
Speaker
So I'm just archiving those.
00:18:42
Speaker
You can come back to stuff like that.
00:18:44
Speaker
Exactly.
00:18:45
Speaker
Exactly.
00:18:45
Speaker
Or if it's like, hey, like.
00:18:46
Speaker
you know, I was with Dom, uh, Dom Carney this weekend.
00:18:49
Speaker
He's, he's like a drop shipping gangster.
00:18:52
Speaker
And like, I'm like, I don't know how to do that.
00:18:55
Speaker
And I don't really think that has any applications to solar, but if I ever need to figure out, you know, supply and demand or something like that, I can, I can go to him and ask him a question and stuff like that.
00:19:03
Speaker
So, um, yeah, that's awesome.
00:19:06
Speaker
I just, I'll archive them.
00:19:08
Speaker
And then
00:19:10
Speaker
okay, so there's like if you go to an event, I always teach guys this no matter what.
00:19:14
Speaker
If I ever see them at an event, I'm like, hey, dude, if you're going to be at an event like this, you know, 10X Growth Con, there's going to be like three things.
00:19:20
Speaker
I learned this from Dave already.
00:19:21
Speaker
There's going to be like three things that you're going to be able to tell me about what 2019 DoorDoreCon was about, right?
00:19:28
Speaker
You're going to remember like three things, and that's it.
00:19:30
Speaker
So look for those three things, write everything else down, and then focus on those for the next six months, and that's it.
00:19:35
Speaker
That's a good idea.
00:19:36
Speaker
Just overwhelm ourselves.
00:19:37
Speaker
It's the same thing in a book.
00:19:38
Speaker
Like if you told me, you know,
00:19:41
Speaker
three things you learn about pitch anything.
00:19:42
Speaker
And, you know, what's, wait, what's, what do you remember most about pitch anything?
00:19:48
Speaker
You're going to tell me two to four things.
00:19:49
Speaker
Yeah.
00:19:50
Speaker
Right?
00:19:50
Speaker
And that's it.
00:19:51
Speaker
So it's the same thing.
00:19:52
Speaker
Whenever I go into a book, we try to retain everything because we're told we're ADD, like, and we're not going to be able to.
00:19:57
Speaker
Then it's like reverse psychology.
00:19:58
Speaker
It's like, you're not going to be able to remember everything.
00:20:00
Speaker
So now I've got to try to remember everything.
00:20:01
Speaker
Yeah.
00:20:01
Speaker
but you're not going to.
00:20:02
Speaker
So you might as well go into it with the proper expectation of like, Hey, we're about to walk into a storm.
00:20:06
Speaker
Let's not have every, you know, let's not have the couches and the, and the, and the, you know, everything out.
00:20:10
Speaker
Let's, let's batten down the hatches, go into the storm correctly and, and, and know how to navigate through this.
00:20:14
Speaker
So it's really just about being able to navigate, um, and just archiving and knowing that, yes, it's exciting.
00:20:20
Speaker
Yes, it was awesome content, but you cannot apply it right now.
00:20:22
Speaker
Cause if you do that, it's,
00:20:26
Speaker
Not going to help your team.
00:20:29
Speaker
I was going to say it's selfish, but I'm learning more.
00:20:31
Speaker
You have to be more selfish to help your team out kind of thing, but it's selfish in a bad way.
00:20:37
Speaker
It's like using money for the wrong thing.
00:20:39
Speaker
It's selfish in a bad way because you end up going on this tangent that doesn't help your team out at all or the people that you're around, so you just archive it.
00:20:46
Speaker
Yeah, I love that.
00:20:47
Speaker
I agree 100% just because I've heard I've spent a lot of money in like
00:20:54
Speaker
personal development, the courses, the programs, the events.
00:20:58
Speaker
But that's one of my biggest issues is I go to these things.
00:21:00
Speaker
And yeah, you asked me two months later what I even got from that thing.
00:21:04
Speaker
And there's been times where I'm like, yeah, I don't know.
00:21:06
Speaker
I can't remember anything from that.
00:21:08
Speaker
Just spent two grand to go to that event.
00:21:09
Speaker
But I don't know what I took away, like why I went to it.
00:21:13
Speaker
So I think there's people out there like, you know, like me that go to these things that don't get stuff out of it, that don't apply it.
00:21:20
Speaker
That's a big issue.
00:21:21
Speaker
So yeah, I appreciate that.
00:21:22
Speaker
That's something I'm going to start doing.
00:21:23
Speaker
Write down the three things.
00:21:25
Speaker
I will add one thing to that.
00:21:27
Speaker
I learned it from Tony Robbins, and you know how he has people jump up, whatever.
00:21:31
Speaker
So he talks about your state.
00:21:33
Speaker
If you're not super excited, like I'm here, I'm alive, I'm alert, I'm well, I'm in that type of a state.
00:21:40
Speaker
If you're not in an emotional state, it's not going to stick.
00:21:43
Speaker
So if you're kind of slumping back, whatever, I don't know what I'm going to get out of this, but I'm going to try to get something out of it.
00:21:49
Speaker
You know, if you don't set the proper expectation and then continue, not just setting proper expectation, you can set all the, oh, I've got great intentions to go make a million dollars and buy a Ferrari.
00:21:58
Speaker
You're not going to go on the door selling solar panels in Southern California.
00:22:00
Speaker
But, you know, the road of good intentions leads to hell or whatever.
00:22:05
Speaker
You know, it's like you don't just have to have good intentions.
00:22:07
Speaker
You don't set that right.
00:22:08
Speaker
You need to set the right expectation.
00:22:10
Speaker
But if you're not continuing to stay at a high energy level of like, I'm here, like something that you have,
00:22:17
Speaker
I need for the very next level of chess like the very next move I need that and I have to and I've it's almost like an adventure like a treasure hunt history and treasure hunts back in the day used to excite me so like I'm always like there's one thing I'm like was that the one thing was that the one thing and then just try to emotionally with your teams after sit down and be like how can we apply this and what did we learn
00:22:40
Speaker
and why and just like dig dig dig yeah help your teams help you it'll help your teams get more out of it as well okay and then just train on that for two three four months after that not every single time but train on those so that they so that you don't go spend a bunch of money on your team to go to a problems event or grand card on a van or you know knock store door door event and then all of a sudden it's like you know we have no idea why we did yeah sales went up we could we but we can't duplicate it because we don't know why
00:23:07
Speaker
That's awesome.
00:23:08
Speaker
I love that nugget right there.
00:23:10
Speaker
Yeah, you were saying before this that what I thought was really cool is you have your reps, you're creating that culture of learning in your offices right now.
00:23:17
Speaker
And you're actually paying reps to, you know, read books, you give them like basically incentives to read a book, and then train on the material they learn.
00:23:26
Speaker
Because, yeah, how many times we just take it in, we have no idea what we remember.
00:23:29
Speaker
I think that's a big thing that will change that is go out and train someone.
00:23:32
Speaker
Go out and teach someone what you learned.
00:23:34
Speaker
Because Grant Cardone says that, too.
00:23:36
Speaker
You don't truly know something until you can teach it to another person.
00:23:40
Speaker
That's some money advice right there, too.
00:23:43
Speaker
But yeah, my second question with that, Mikey, is like with all your masterminds and coaches, all that you've joined, how do you decide like not being in the mastermind?
00:23:51
Speaker
How do you decide, OK, this is going to be worth my time and money and my investments?
00:23:56
Speaker
How do you decide that?
00:23:57
Speaker
Because I know some people out there are thinking of maybe getting a coach, maybe think of joining the Knockstar or I mean, we're launching coaching.
00:24:05
Speaker
There's all these coaches out there, all these programs you can go join, but how do you decide, okay, this is going to really move the needle in the direction that I need.
00:24:12
Speaker
This is going to get me the help.
00:24:14
Speaker
What's helped you to, I guess, make that decision when you've tried to join these groups?
00:24:19
Speaker
What I trade places with where they're at right now.
00:24:24
Speaker
If I wouldn't trade places with Cole Hatter two years ago, I wouldn't have joined his mastermind.
00:24:28
Speaker
Okay.
00:24:29
Speaker
If I wouldn't trade places with Ed Milet or Andy Farcella, I wouldn't have joined the mastermind.
00:24:35
Speaker
I wouldn't.
00:24:35
Speaker
I wouldn't have done it.
00:24:37
Speaker
Okay.
00:24:37
Speaker
So if I'm not going to trade places with you right now where you're at currently, not where you're going to be, I won't join your mastermind.
00:24:44
Speaker
Okay.
00:24:44
Speaker
Because I'm trying to get better.
00:24:46
Speaker
And I, you know, you're not going to have to be perfect.
00:24:49
Speaker
You don't have to be perfect.
00:24:50
Speaker
And there are certain things that I don't know about with where you're personally at.
00:24:54
Speaker
Cole Hatter, Andy Fursell, Ed Milner.
00:24:56
Speaker
But...
00:24:58
Speaker
If the majority of it seems as if I would trade places with you, then I can, one, I can add value to you because I'm a lot younger than Ed Milet.
00:25:08
Speaker
I can give him that spark again that he felt at 29 years old where I'm at and encourage him.
00:25:13
Speaker
So that's my main, that's like the main filter.
00:25:18
Speaker
If that doesn't pass that, then it's definitely not.
00:25:19
Speaker
But there's a significant of process after that.
00:25:22
Speaker
But that's the main thing if I won't trade places with them.
00:25:25
Speaker
And like whole life success, not just money.
00:25:28
Speaker
If Ed Milat was a total, you know, not a nice person, I wouldn't like any of his content.
00:25:35
Speaker
He's one of my like, you know, idols.
00:25:38
Speaker
He's an all-star to me, dude.
00:25:40
Speaker
Love him.
00:25:41
Speaker
Nice.
00:25:42
Speaker
I love that.
00:25:43
Speaker
Yeah, that's good advice right there.
00:25:44
Speaker
Yeah, go see what they're doing.
00:25:47
Speaker
Because, yeah, a lot of talk for sure on social media.
00:25:50
Speaker
Guys saying they're making money, he's driving Lamborghinis.
00:25:53
Speaker
would you actually want to trade places with them?
00:25:55
Speaker
And a lot of guys, they're super successful in business, but maybe they're going through their third divorce, you know?
00:26:00
Speaker
It's like, if you don't want that, if you want all the money, go learn from them.
00:26:03
Speaker
But if you want to be successful in, you know, marriage and other stuff, don't go learn from them.
00:26:07
Speaker
Like Elon Musk, he's what?
00:26:09
Speaker
Launching all these coming Tesla, taking rockets to Mars and all that stuff.
00:26:13
Speaker
But on his, I don't know, third, gone through divorce and all that, working 80 hour weeks, like maybe, maybe if you don't want to work 80 hour weeks and,
00:26:23
Speaker
launch rockets, then go, go find a mentor that you do want to learn from.
00:26:27
Speaker
So yeah, that's a love that.
00:26:29
Speaker
That's for sure.
00:26:29
Speaker
And nugget right there.
00:26:30
Speaker
Um, and yeah, I want to shift gears, Mikey, you've had obviously a ton of success in the solar industry, coaching reps, helping train.
Culture of Learning and Self-Sufficiency
00:26:38
Speaker
And I love what you're saying about training reps, just creating that culture of them to learn and them to really critique themselves.
00:26:44
Speaker
and make their own adjustments because that's another thing is like you need a good coach but also you need to train yourselves to um to really recognize things you can improve on so can you talk about a few of the things i know we're talking off the recording here can you talk about a few things that you've implemented in your training of reps and in your offices that you've done to help create that culture just of learning and helping them make their own improvements yeah so the main the main thing is to create a self-sufficient golden door award-winning rep okay
00:27:14
Speaker
The main thing is to create a self sustainable golden door award winning rep, which, you know, rep leader, manager, regional manager, like,
00:27:25
Speaker
Create the self-sustainable.
00:27:26
Speaker
So how do you get to that point?
00:27:29
Speaker
One, it's they can, they don't, they don't need, they need, they can, they have a capability to make decisions, critical, just critical thinking on their own.
00:27:37
Speaker
Most people that are in their twenties and even in their thirties were not taught that.
00:27:42
Speaker
I don't care how many books you've read.
00:27:43
Speaker
You weren't taught that.
00:27:44
Speaker
And if you, the one thing I really like about door to door is that,
00:27:48
Speaker
we are being challenged every single day to think critically, you know, police show up and you're like, I don't have a permit to knock your, what do I do?
00:27:56
Speaker
How do I get out of this?
00:27:57
Speaker
You know?
00:27:57
Speaker
So like you have to think critically.
00:27:59
Speaker
Right.
00:28:00
Speaker
Um, so yeah, the main thing is to create the self, a self-sustainable going door work winner.
00:28:04
Speaker
I'm in any industry that is, how do you do that?
00:28:07
Speaker
There's a few ways that we do that, that I've, I've tried lots of things like, Oh, it's not like a book club or like a mastermind style.
00:28:12
Speaker
But like, if you don't,
00:28:15
Speaker
if you don't take into consideration this one thing, it's likely going to fail, which is people only do what they're incentivized to do.
00:28:21
Speaker
So if we know that, you know, if you, if you're only going to do what you're incentivized to do, then you have to figure out what with you personally, Taylor, how you can reward yourself, right?
00:28:33
Speaker
How you can have a specific amount of your finances put away to go and swipe a card and be like, Oh, I just bought some $60 pair of Lulu shorts or whatever, right?
00:28:41
Speaker
Or a hundred dollars.
00:28:42
Speaker
I don't even know anything or a hundred dollars or whatever, but yeah,
00:28:44
Speaker
Um, I'm at the, I'm at the Nordstrom's rack or whatever.
00:28:46
Speaker
It's like, you know, the Lulu rack or whatever, get them on sale.
00:28:49
Speaker
But, um, you know, uh, you know, find out what, what, what you do, what to do to incentivize you to get to where you want to be.
00:28:56
Speaker
In that, we have two different things that we do that we were talking about earlier.
00:29:00
Speaker
The first one is that we pay for, so we call ourselves a personal development company that just so happens to sell smart home products.
00:29:06
Speaker
So that's like when we're recruiting, that's a little recruiting nugget right there.
00:29:10
Speaker
Like, hey, like, you know, oh, yeah, come make a bunch of money.
00:29:13
Speaker
No, like, hey, come and learn how to personally develop, make a bunch of money, and then invest it.
00:29:18
Speaker
So there's three parts to ours, not just making much money.
00:29:21
Speaker
Everyone's like, yeah, I make a bunch of money.
00:29:22
Speaker
Look, I've got my model three or whatever.
00:29:24
Speaker
It's like, okay, cool.
00:29:25
Speaker
Like you, where are you going to charge a car out here in San Diego?
00:29:27
Speaker
Right.
00:29:28
Speaker
You're not gonna, right.
00:29:28
Speaker
Anyways.
00:29:29
Speaker
Um, so the money parts there, but the personal development and then also investing it is very important.
00:29:33
Speaker
So, um,
00:29:35
Speaker
What we do is we have a book club.
00:29:36
Speaker
We incentivize our guys.
00:29:39
Speaker
Everybody gets this, whether they're in operations or whatever.
00:29:42
Speaker
And everybody has a book list.
00:29:43
Speaker
Everybody's virtually required to do this.
00:29:47
Speaker
But they're incentivized to do it so that it's not like, oh, I
00:29:51
Speaker
So when I initially say test, book report, people go and start getting anxiety or freaking out.
00:29:59
Speaker
A lot of my guys, you know, they're like straight A students and they're like, oh, God, this is no big deal.
00:30:02
Speaker
But they're 24, 23, 29, 34 years old now.
00:30:06
Speaker
And they're like, you know, they don't want to take tests anymore.
00:30:09
Speaker
But if I can incentivize them and show them how they're going to become a better person.
00:30:14
Speaker
when they do this, and it's gonna lead into better habits, which then gets them to what they want and the freedom that they want within their life.
00:30:20
Speaker
I can help them by paying them $50 for the book, for them to read the book or listen to the book.
00:30:27
Speaker
They write a two-page front and back
00:30:31
Speaker
report on it and I tell him like look dude cheat I don't care go online you know rich dad poor dad quotes and write down all the quotes you see there obviously you know we can we're gonna tell but yeah I do like if you're if you can only do one page of like notes for yourself I'm not asking for an essay but if you can't write down all these you know two pages I don't care writing 25 50 font it doesn't matter just write it out and then they present it to a manager and
00:30:56
Speaker
And they present it to a manager.
00:30:57
Speaker
It's like it's a minimum of three minutes to the manager explaining what they got from the book.
00:31:01
Speaker
So the three things, two or three things they got from the book.
00:31:03
Speaker
Nice.
00:31:04
Speaker
And then explain some of their through some of their notes.
00:31:06
Speaker
So you, you know, you retain roughly 10 percent of what you read or listen to, you know, 20 to 30 percent of what you read, listen to and write down.
00:31:14
Speaker
And then.
00:31:15
Speaker
60 to 80 percent of what you read listen to and then go and teach so we've we've kind of hacked it where we're getting people to actually teach us back the books or really helping them reprogram their minds to understand and think and it's obviously you know they're not going to go and read you know i don't know pilgrim's progress you know in our in our solar office it's you know they're going to read specific books closure survival guide
00:31:36
Speaker
pitch anything, how to win friends and influence people, rich dad, poor dad, you know, compound effect, you know, many habits, way of the wolf that books like this month, Tony Robbins, money master, they're gonna read books like that and they're going to come back and present it to us.
00:31:48
Speaker
Now my managers are being taught it by somebody that just read it that they might not have got that one nugget from that they just got that.
00:31:54
Speaker
So they're being now taught by everybody else.
00:31:55
Speaker
It's a culture of now we're masterminding, coaching and teaching everybody.
00:31:59
Speaker
So it's awesome.
00:32:00
Speaker
Then we buy the book back from them.
00:32:02
Speaker
So they, so we take a picture of their notes, we put it into a Google drive,
00:32:05
Speaker
They've got all their notes that they've ever written on all these books, and they have access to it too.
00:32:09
Speaker
And then, yeah, we're buying them back the book.
00:32:12
Speaker
So if they bought on Audible, you know, $14.99 or whatever the book would cost, we give them back that, and we give them $50 for the report.
00:32:19
Speaker
So the second one we do, that works out really well.
00:32:22
Speaker
We get a lot of – it's less like, oh, I've got to read a book.
00:32:26
Speaker
And I got to write a report.
00:32:27
Speaker
Like it's people really, really want to do that.
00:32:29
Speaker
And then it also helps with the guys that are not in the top 20% of the company.
00:32:32
Speaker
They want to do that more so they can get more time with the manager.
00:32:35
Speaker
So that's another way to help guys fight to get up to the top.
00:32:38
Speaker
So they want to prove themselves by, Hey, I'm going to be reading all these books on my off time.
00:32:42
Speaker
Instead of partying or going to the gym a bunch of times, I'm actually doing personal development or while I'm at the gym, I'm listening to books or whatever.
00:32:48
Speaker
The second thing that we do is that,
00:32:51
Speaker
That's very important in the beginning of someone coming onto a door-to-door company that they get money right away.
00:32:56
Speaker
That's one of the best ways we pay them.
00:32:57
Speaker
So we pay them off of merit, meritocracy.
00:32:59
Speaker
We believe in meritocracy like Ray Dalio talks about.
00:33:02
Speaker
When you pay them to personally develop, then you're making a monster at that point.
00:33:07
Speaker
That's awesome.
00:33:08
Speaker
I want to make people that are like...
00:33:10
Speaker
cold killers that are like i can do anything you know if i don't mind to it i can do it right yeah the second thing we do is we do that um a door knocking critiquing sheet so i've got a template that we we go through like body language verbal uh non-verbal um tonality for uh you have your pullbacks and takeaways your objections and they're writing it out on paper i just scripted it out i'm like hey like
00:33:34
Speaker
I was told, I think 2015, that this is what one of the top reps did.
00:33:37
Speaker
I was like, well, if the top reps doing that, I gotta do that.
00:33:39
Speaker
Yeah, I would write out, you know, what the common objection I would get, and then write out three ways to overcome it.
00:33:45
Speaker
And he showed me this like long book of like all these objections that he's come up with.
00:33:50
Speaker
And a lot of them were just the same over and over again, but he's just like learning and learning and learning.
00:33:54
Speaker
And then eventually,
00:33:55
Speaker
you know, through the mysterious brain that you have, you come up with something that works.
00:34:00
Speaker
Yeah.
00:34:00
Speaker
And then boom, and you just, you know, you're beating on the craft.
00:34:03
Speaker
So we did that.
00:34:05
Speaker
We got them in like a little spiral on notebook so they can, they're not like Lucif anymore, a spiral by notebook where it's like that template.
00:34:10
Speaker
We just print them out like Office Depot or whatever.
00:34:12
Speaker
And then now they're being coached and taught through that.
00:34:16
Speaker
So then we pay them $50 as well, $50 if they record the door approach.
00:34:23
Speaker
If they write out the critique on it and the door closes.
00:34:27
Speaker
So if it closes on the spot, they're getting incentive right in the beginning.
00:34:30
Speaker
And then that creates a culture of someone that's self-sustainable where they don't have to ask you for help in the future.
00:34:34
Speaker
They will ask you for help on bigger things, but they don't have to ask you for help for the little things.
00:34:38
Speaker
And that takes a lot of your time up as an owner, as a manager of multiple offices.
00:34:43
Speaker
You don't have that much time like that.
00:34:45
Speaker
And also your managers won't have enough time like that.
00:34:46
Speaker
So we're helping them become and help them find the answer instead of being like,
00:34:51
Speaker
oh where did i put my keys yeah you know it's like no like you you hung your keys on the door every single day because that's your routine yeah your routine is you come home and you work on your script nice so yeah we pay that we pay and do that too so it's awesome that's sweet i love that culture because yeah i'm sure you've seen in the best reps are the ones that go to the managers get the help there's so many people that just like wait to be helped and they're not the ones making the massive improvements the guys who are going out there chasing it taking the initiative
00:35:16
Speaker
Yeah, that's a powerful idea.
00:35:19
Speaker
What about like
Maintaining Morale in Tough Conditions
00:35:20
Speaker
for knocking?
00:35:20
Speaker
I'm just curious because like Vegas, man, it's like 120 degrees out there.
00:35:24
Speaker
Like how are you getting guys to create that culture of knocking and like getting out there?
00:35:29
Speaker
Because I mean, I got lazy reps in San Diego and we got like 75 degree weather out here.
00:35:34
Speaker
So if you can get guys to go out and knock 120 degree weather.
00:35:39
Speaker
I want to hear what's working for that.
00:35:40
Speaker
So anything you do to create that culture of knocking in that brutal heat?
00:35:44
Speaker
What's, what's helped, um, is going in spurts.
00:35:48
Speaker
Okay.
00:35:48
Speaker
Going in sprints, um, having people around as well.
00:35:51
Speaker
So like team knocking, we do a lot of team knocking, um, where, you know, there'll be,
00:35:58
Speaker
car groups of like five or 10 people going out to one specific part of the town and they're all spread out and they know that they're all out together.
00:36:06
Speaker
And then the car leaders, like the managers, their assistant area sales managers there are like very in charge of making sure that the, the aura, the mindset is high.
00:36:15
Speaker
We're not listening to, you know, you know, I don't know what's that post Malone used to have friends that I've got in and it's like, we're not listening to that stuff going out the hood.
00:36:24
Speaker
You know, we're listening to positive stuff going out the hood.
00:36:26
Speaker
Like,
00:36:27
Speaker
Like the solar printer podcast.
00:36:29
Speaker
Exactly.
00:36:30
Speaker
Right.
00:36:30
Speaker
No joke.
00:36:31
Speaker
Dude.
00:36:32
Speaker
Seriously.
00:36:32
Speaker
That's, that's that type of stuff is what actually works.
00:36:35
Speaker
That's why it's, it's freaking door to door.
00:36:39
Speaker
I need to know that I can make it.
00:36:40
Speaker
That's all people want to know is that they can actually, they're going to make it through this.
00:36:43
Speaker
Yeah.
00:36:44
Speaker
And by hearing it from you, right.
00:36:46
Speaker
Oh yeah.
00:36:46
Speaker
Or, you know, they're going to listen to this podcast going out to it.
00:36:49
Speaker
And I'm like, Oh,
00:36:51
Speaker
it was a, it was a, you know, it was a crap show out there and, you know, I can still make it.
00:36:56
Speaker
So, um, yeah, so, uh, car groups works really well.
00:36:59
Speaker
Uh, keeps accountability there.
00:37:01
Speaker
Um, incentivizing first door, last door, uh, first door appointments, last door appointments, making that really, really hype.
00:37:07
Speaker
Um, incentivizing, you know, paying for, you know, like gas cars, you know, little, you know, if they like to go to Dutch Bros or Starbucks, whatever little gift cards here and there for like the person that's, you know, finishing the race, staying out there longer.
00:37:18
Speaker
Um, what else has worked?
00:37:21
Speaker
Yeah, the spurts.
00:37:22
Speaker
So having, we have somebody that drives around to each of our, each of our, like, sections of where our guys are knocking at.
00:37:29
Speaker
We're going to drop off snacks.
00:37:30
Speaker
We've got coolers, cold drinks.
00:37:32
Speaker
Like a care package dropping in type thing.
00:37:34
Speaker
Care package is awesome.
00:37:36
Speaker
Cold stuff, so it's pretty cool.
00:37:38
Speaker
Sweet.
00:37:39
Speaker
I'm just imagining Call of Duty, like, care package dropping in the battlefield.
00:37:43
Speaker
What do you think we got the idea from?
00:37:46
Speaker
Yes.
00:37:46
Speaker
That's sweet.
00:37:47
Speaker
Yeah, that's, yeah, other than that, I mean,
00:37:49
Speaker
Staying, yeah, staying super hydrated.
00:37:51
Speaker
Nice.
00:37:52
Speaker
One of the other things is I would mandatory make them stop in the middle of the day between 1 and like 2 p.m.
00:37:59
Speaker
And they would get their lunch.
00:38:01
Speaker
They'd go do crowd therapy, Norma Tech, and red light therapy.
00:38:03
Speaker
So they would be going to do it.
00:38:05
Speaker
Yeah, so the guys that were selling were being paid to go there.
00:38:09
Speaker
Oh, that's cool.
00:38:11
Speaker
They'd be paid to go do cryotherapy, Norma Tech, and go do an arrest and recovery.
00:38:15
Speaker
It's like being in an ice bath and then going back out to work.
00:38:17
Speaker
So they would eat together or in their car groups, eat together, and then wherever the cryotherapy places were at, they'd go and do that.
00:38:23
Speaker
Yeah.
00:38:24
Speaker
Wow, that's cool.
00:38:25
Speaker
I've never tried that.
00:38:26
Speaker
I have to try cryotherapy.
00:38:28
Speaker
It's almost like an athlete recovering before the next game or something.
00:38:33
Speaker
Ice bath before the game.
00:38:34
Speaker
That's awesome.
00:38:36
Speaker
Well, awesome, Mike.
00:38:36
Speaker
You know, I love hearing the high-level stuff you're doing.
00:38:39
Speaker
And, again, go follow them.
00:38:41
Speaker
And last thing I wanted to kind of learn from you is just maybe some specific stuff we can go out and implement out there for those that are knocking, for those that are
Sales Techniques: Alleviating Pressure
00:38:51
Speaker
closing.
00:38:51
Speaker
I know one of your big things is doing takeaways, and you've talked about that on Instagram.
00:38:56
Speaker
Um, so just to, I guess, I guess give some people some specific things they can do, um, takeaways, pun intended right there, some specific takeaways they can go and implement today.
00:39:06
Speaker
Um, do you mind sharing just, I don't know, some takeaways you guys use maybe in the doors and closes things that are helping you guys, you know, book appointments and close deals out there in Vegas.
00:39:14
Speaker
Sure.
00:39:15
Speaker
Yeah.
00:39:15
Speaker
Um, something that can be implemented right away.
00:39:17
Speaker
One is record yourself.
00:39:19
Speaker
Okay.
00:39:19
Speaker
For one, they're not recording themselves.
00:39:21
Speaker
I can almost guarantee you they're not recording themselves.
00:39:23
Speaker
If you're not recording yourself to take it from me, bro.
00:39:26
Speaker
I don't have to work anymore.
00:39:27
Speaker
I've got enough passive income that I don't have to work ever again in my entire life.
00:39:30
Speaker
But I continue to do because I want to make a bigger impact with, like, global issue stuff.
00:39:35
Speaker
And that's from me getting better and because I was recording myself on the door.
00:39:39
Speaker
And then I would go back, and I did.
00:39:40
Speaker
I gave it up for free, like, I don't know, like, six months ago.
00:39:43
Speaker
They can DM me, or they can DM you.
00:39:44
Speaker
You'll have it as well.
00:39:45
Speaker
It's that critiquing tool.
00:39:47
Speaker
If you record yourself,
00:39:50
Speaker
And then you go back and you use the tool, you will get better.
00:39:53
Speaker
So that alone will make somebody more money than me giving you one pullback.
00:39:58
Speaker
It's wonderful.
00:39:59
Speaker
One pullback that I do or one takeaway that I do.
00:40:02
Speaker
So the difference between a pullback and a takeaway, a pullback is like a time constraint.
00:40:09
Speaker
The main thing that people are not realizing that on doors, especially if you're in like a Vegas, Arizona, or San Diego, or Southern California area where we get knocked a lot, our doors get knocked a lot,
00:40:19
Speaker
um is you have to relieve the pressure you have to really relieve the pressure so if you're not throwing in one-liners um like hey you know sorry to bug you i i actually just wanted to drop off my business card and i'm not sure if you guys saw the trucks and i just wanted to invite you over to an open house um did you guys kind of hear about that or no see us on next door facebook or anything like that or seeing the flyers in the mail
00:40:41
Speaker
Cool.
00:40:42
Speaker
No worries.
00:40:42
Speaker
Yeah.
00:40:42
Speaker
Like I said, I actually got to get going here in a second.
00:40:44
Speaker
So I don't, I don't have much time.
00:40:45
Speaker
There's one of the last house houses here before I get the clock out and go home.
00:40:49
Speaker
So I'll, I'll do my very best to really alleviate pressure that they have to buy something right now.
00:40:57
Speaker
I'm not leaving until you sign up for solar panels right now, same day or die.
00:41:03
Speaker
So, you know, and, and that, that also goes back to, you know,
00:41:06
Speaker
burning doors, right?
00:41:07
Speaker
You burn a door, you burn a whole neighborhood concept.
00:41:11
Speaker
But yeah, as far as like takeaways goes, yeah, so I don't, you know, there's, so for me, I tell my guys, hey, look, you've got 15 permits per month you can do.
00:41:24
Speaker
There's guys that are selling over 15 deals a month, but, you know, on average,
00:41:28
Speaker
you know, they're going to hit 15 deals.
00:41:31
Speaker
I go, look, you only have 15 deals.
00:41:33
Speaker
So if you're at 12, you have three permits left in this neighborhood.
00:41:39
Speaker
Cause why?
00:41:39
Speaker
That's how many deals in this month.
00:41:40
Speaker
So this month I've only got three more permits.
00:41:42
Speaker
Um, I don't know if this is going to be a good fit or not.
00:41:44
Speaker
Um, but if, if it works out, um, you're going to love it.
00:41:48
Speaker
But the catch is that I don't know if they're going to select this house because of certain things, or I don't know if this is really going to be a good fit for you or not.
00:41:56
Speaker
Um, you've probably looked into this before, um,
00:41:58
Speaker
Um, so there's, there's like one there.
00:42:00
Speaker
I'm sure that was a good one there, but it's good.
00:42:02
Speaker
Um, another one, um, is, and I put this on Instagram the other day cause I was like, yeah, I use this one all the time.
00:42:09
Speaker
Um, and I was like, I didn't realize I did it, but I listened to a video and I was like, wait, that's a one liner.
00:42:13
Speaker
That's a great pullback.
00:42:15
Speaker
It was, uh, it was, yeah.
00:42:16
Speaker
So basically really quick, what I'm going to do is I'm going to go check to make sure you guys have the right meter.
00:42:20
Speaker
Okay.
00:42:20
Speaker
So this was like a little secret that we do.
00:42:22
Speaker
All right, here it is.
00:42:26
Speaker
I made this up.
00:42:27
Speaker
Most meters that I've seen have the symbol or the number sequence 30 TA or it's TA 30.
00:42:36
Speaker
And apartment buildings have like 25 or like 15 TA.
00:42:39
Speaker
Houses have 30 or 50 TA.
00:42:43
Speaker
So if they have a 15 TA, it means they're an apartment.
00:42:46
Speaker
Can we put solar in an apartment?
00:42:47
Speaker
Okay, yes, we can, but no, we can't, right?
00:42:49
Speaker
You're not going to be knocking an apartment where they don't own the house.
00:42:51
Speaker
Right.
00:42:52
Speaker
Right.
00:42:52
Speaker
They don't own the roof.
00:42:52
Speaker
They don't own it.
00:42:53
Speaker
So if they have a 15 TA, it's not going to work.
00:42:56
Speaker
So I'm like, yeah.
00:42:56
Speaker
So if you have a 15 TA meter,
00:42:58
Speaker
Look, I'm not even going to waste your time.
00:42:59
Speaker
You're not going to be a good fit for this program.
00:43:01
Speaker
You have to pay like five, 10 grand or whatever to get the new meters in.
00:43:03
Speaker
It's just not going to make sense for you.
00:43:05
Speaker
Let me just go make sure you have the right meter.
00:43:06
Speaker
Go ahead and grab your utility bill.
00:43:07
Speaker
The utility usage looks just like this.
00:43:09
Speaker
If you're not using enough usage, again, I don't want to waste your time.
00:43:13
Speaker
They're really picky with who they allow into the program.
00:43:15
Speaker
I'm going to make sure you have the right meter.
00:43:17
Speaker
And if you do have the right meter, I'll kind of show your options, and then we'll see whether or not it's going to be a good fit for us to talk.
00:43:22
Speaker
Otherwise, I'll just tell you, hey, look, I'm not going to waste your time.
00:43:24
Speaker
I'll just kind of take you off my list.
00:43:25
Speaker
It's not fair.
00:43:25
Speaker
Cool.
00:43:26
Speaker
Grab your usage really quick.
00:43:27
Speaker
I'm going to grab your meter, and I walk away.
00:43:29
Speaker
Boom.
00:43:30
Speaker
Love that.
00:43:31
Speaker
And then when I get to the meter, if they come with me, and there's another one, like I'll pull them out of the house, and I get them to come look at the meter with me, and I'm like, look, obviously I know what I'm looking at.
00:43:39
Speaker
Yeah.
00:43:40
Speaker
I know what I'm looking at, right?
00:43:42
Speaker
But I look as if I'm puzzled.
00:43:46
Speaker
You know, I'm kind of like just pointing at the meter.
00:43:47
Speaker
I'm like, all right, so...
00:43:51
Speaker
And I kind of like wipe my head, sweat off my head.
00:43:54
Speaker
And I point right back at the meter and I go, um...
00:44:03
Speaker
Okay, it looks like you did the right meter.
00:44:04
Speaker
And I pause specifically.
00:44:05
Speaker
I'm not joking.
00:44:06
Speaker
Dramatic pauses or everything.
00:44:07
Speaker
Because they're like, oh my God, am I going to qualify?
00:44:09
Speaker
Because my clients, not every time, but a lot of times, a lot more times than I have seen and didn't even realize, people that shouted at me, they're like, they literally said, what's the next step?
00:44:18
Speaker
How do we get qualified?
00:44:19
Speaker
Where do we go from here?
00:44:21
Speaker
How do we do the credit check?
00:44:22
Speaker
Is there enough spots on the street left?
00:44:25
Speaker
Yeah.
00:44:26
Speaker
And I'm like, when you get to clients to do that, it's because they're making the decision.
00:44:31
Speaker
You're not like, so, yeah, if I lower the price $3 a month and lose $3,000 in commission, are you going to sign up today?
00:44:40
Speaker
Or whatever it looks like, you know.
00:44:41
Speaker
So, yeah, doing pullbacks and doing dramatic pauses like that works a lot.
00:44:47
Speaker
So it's like, you know, they want to get them to qualify.
00:44:48
Speaker
So I will pause dramatically and be like, okay.
00:44:52
Speaker
Okay, at least I have the right meter.
00:44:53
Speaker
Good, just in case some of them got them, some of them didn't.
00:44:57
Speaker
That's awesome.
00:44:58
Speaker
That gets me stressed, you pausing like that, man.
00:45:00
Speaker
I'm going to have to try that.
00:45:03
Speaker
I need like a drum roll going in that exec to, you know, pause.
00:45:06
Speaker
But no, I think that, yeah, I can see that helping a ton.
00:45:09
Speaker
And yeah, I think any successful rep is doing that.
00:45:12
Speaker
You know, pullbacks, takeaways.
00:45:13
Speaker
Because yeah, it's taking the pressure off of a yes or no decision.
00:45:16
Speaker
Like that's not the decision, right?
00:45:18
Speaker
It's just am I qualified or not?
00:45:20
Speaker
That's the question at that point.
00:45:23
Speaker
I think that's a huge key, especially in saturated areas.
00:45:25
Speaker
That's basically, you know, I think the only way to sell in super saturated areas, just taking the pressure off of that decision.
00:45:33
Speaker
Well, cool, Mikey.
00:45:34
Speaker
I appreciate all the stuff you've shared with us today.
00:45:36
Speaker
Some golden nuggets you've dropped on us.
00:45:38
Speaker
A ton of takeaways we've gotten from the content you've shared.
00:45:43
Speaker
And I know you're in a ton of different businesses.
00:45:45
Speaker
So guys, go give Mikey a follow if you're not already.
00:45:47
Speaker
He's dropping some fire, some heat on Instagram every day.
00:45:51
Speaker
So Mikey, where can people find you on Instagram and all that and connect with you?
00:45:55
Speaker
I've got my Instagram, my Facebook, and then YouTube.
00:46:00
Speaker
So it's Mikey Lucas on all three platforms.
00:46:05
Speaker
Twitter, I just got kind of back on, and LinkedIn, I kind of just got back on too.
00:46:08
Speaker
And then I've got a book that I'm writing that's going to be being released here in just under 30 days now.
00:46:14
Speaker
So I've been writing for the last two years.
00:46:16
Speaker
It's on entrepreneurship.
00:46:18
Speaker
Oh, awesome.
00:46:18
Speaker
The struggles of an entrepreneur, of a millennial entrepreneur.
00:46:21
Speaker
on how to just encourage, you know, how to get you to stay in the fight instead of, you know, getting your Ferrari and checking out and clocking out and going home and being depressed.
00:46:31
Speaker
Yeah.
00:46:31
Speaker
So, yeah, I've got a book coming out, and then all three of my platforms, Facebook, Instagram, and YouTube, Mikey Lucas, M-I-K-U-Y-L-U-C-A-S.
00:46:38
Speaker
Sweet.
00:46:39
Speaker
All right, guys, go give him a follow.
00:46:41
Speaker
Go buy his book when it comes out.
00:46:42
Speaker
Let's show our appreciation for Mikey giving us some secrets today.
00:46:46
Speaker
And so, yeah, I appreciate you again, Mikey.
00:46:48
Speaker
Thanks for everything you're doing to coach reps, to change the industry, and give us more success as we're out there knocking and closing deals.
00:46:56
Speaker
So anything, any last, I don't know, tips or words of wisdom that you would share with any other solar reps or any of our solopreneurs before we say goodbye here, Mikey?
00:47:05
Speaker
Yeah, it's not about how much money you make.
00:47:06
Speaker
It's about how much money you keep and invest.
00:47:09
Speaker
You know, the goal shouldn't be to have to knock forever.
00:47:11
Speaker
You know, I can't sit here and tell you I love knocking on doors.
00:47:15
Speaker
I love knocking on doors because of what it gets me.
00:47:17
Speaker
Yeah.
00:47:18
Speaker
So it's not about how much money you make.
00:47:20
Speaker
It's about how much money you keep and then go and invest.
00:47:22
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That's why I'm in so many businesses.
00:47:24
Speaker
And I don't run all of them.
00:47:25
Speaker
You know, the franchises, the Everbulls, the real estate, the Turo business, the Airbnb business, the
00:47:33
Speaker
I don't run those.
00:47:34
Speaker
You know, the crypto, obviously I run crypto, but I'm getting coached on crypto too.
00:47:37
Speaker
So it's like, make money to go and make money matter and then have passive income coming in to then pay for your lifestyle.
00:47:46
Speaker
Just, yes, make money, but it doesn't matter if you're making 50 grand a year, 20 grand a year, or 500 grand a year, a million dollars a year.
00:47:55
Speaker
I don't care how much money you make in one year.
00:47:57
Speaker
It's about long-term sustainability.
00:47:59
Speaker
I heard Pitbull say it years ago.
00:48:01
Speaker
Nice.
00:48:02
Speaker
Yep.
00:48:02
Speaker
Powerful, powerful.
00:48:03
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Remember guys, invest in yourself.
00:48:06
Speaker
Mikey's doing that.
00:48:07
Speaker
I think probably more than anything with all the masterminds and everything.
00:48:10
Speaker
And they're teaching him how to invest in other things where he's getting passive income.
00:48:14
Speaker
So that's in a whole nother episode for another day.
00:48:16
Speaker
But again, go follow Mikey.
00:48:17
Speaker
He's doing multiple businesses, you know, the tour of the.
00:48:21
Speaker
the Everbowl, the real estate he's in at all.
00:48:23
Speaker
So follow him and he's going to share stuff on that.
00:48:26
Speaker
So Mikey, thanks again
Closing Thoughts on Investment and Passive Income
00:48:27
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for coming on.
00:48:27
Speaker
Thanks for sharing with our audience today and we'll go give you a follow and a like.
00:48:32
Speaker
We're going to go buy your book when it comes out.
00:48:34
Speaker
And so thanks for coming on today and we'll talk to you soon.
00:48:36
Speaker
Thanks Taylor.
00:48:37
Speaker
Appreciate it.
00:48:38
Speaker
Hey SolarPrinters, quick question.
00:48:40
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?
00:48:49
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite solar professionals
00:48:55
Speaker
and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:49:01
Speaker
That's why I want to make a truly special announcement about the new solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
00:49:13
Speaker
And it's called Sol Society.
00:49:15
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it?
00:49:30
Speaker
Less than $3.45 a day.
00:49:33
Speaker
Currently Sol Society is closed to the public and membership is by invitation only, but solopreneurs can go to solciety.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
00:49:47
Speaker
Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
00:49:59
Speaker
Thanks again for listening.
00:50:00
Speaker
We'll catch you again in the next episode.