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00:00:01
Here’s What It Takes To Close 60+ Deals In A Month - Sam Manley
127 Plays1 day ago
This episode is a throwback to our episode with Sam Manley, one of the fastest growing sales rep in the last few years. Transitioning from real estate, he's found his home in solar by unlocking better lead generation, presentation skills, and team cooperation that he's developed over his first few months in the industry.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:01
Speaker
Are you wondering how you're going to get your Christmas gifts this year? Then how about you join us on the next Blitz we have coming up on November through the 22nd. Pay for all your Christmas gifts plus some and join the top performers in Solar, including myself, Golden Dollar Award winners, and people who have a thousand plus career installs in Solar.
00:00:23
Speaker
Flick the link below. Spots are very limited. 20 spots available. They are going to fill up fast. We hope to see you there. Apply now.
00:00:33
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level. My name is Taylor Armstrong and I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:50
Speaker
I teach you 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.
00:01:02
Speaker
What is a solopreneur, you might ask? 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
From Real Estate to Solar: Sam Manley's Journey
00:01:12
Speaker
one. Okay, what's going on? We are back with another episode. I'm super excited for this because we got someone that's doing some incredible incredible things out in the Florida market, and we' were talking before the show. He's definitely like top three um highest producing guys, at least for a month, that we've had on the podcast.
00:01:31
Speaker
So we're gonna be hearing from the one, the only Sam Manley. Thanks for coming on the show with us today, Sam. Dude, appreciate you having me. when i When I first got into solar about 11 months ago, was your podcast that I started listening to trying to figure out like how to do this.
00:01:46
Speaker
So it's kind of surreal to be on it now. Thank you. It's an honor. Yeah, no, I'm super excited. And, um you know, what mutual person calling them that's in our coaching program right now, he connected us and he was just talking about you. He's like, yeah, this guy did 62 in a month. Team did like 180. Was that in the month too? or yeah, 180 in the month team finished with 184. So just like. video game numbers. Um, you know, I'm like, all right, yeah. Connect me with this guy. Let's get him on the podcast.
00:02:16
Speaker
Not too many people doing numbers like that. And then as we were talking, you were, you're like, Oh, I didn't, I just thought that was like regular. i didn't know that was like a huge month. So that's what's really cool is guys that come from, and you Sam, he's doing real estate before this. So we'll hear about the transition and everything.
00:02:33
Speaker
But I think it's cool that guys come in and just make like 60 deals in a month. They're normal. It's like, yeah, I don't know any better. so Yeah, dude, I literally, first month I threw 30 and I called Alex Smith or the owner of Spire. And I was like is that good? He's like, yeah, it's pretty good, man.
00:02:50
Speaker
That's awesome. Yeah. So yeah, I'm excited to hear what it's been like transitioning over from real estate and yeah, really just what you've been able to do. So and then yeah, we're going to talk a little bit about team building. I know you guys are have built like, you know, a massive team in a very short amount of time too. So I'm jamming on high producing, building teams and a whole lot more. So buckle up.
00:03:12
Speaker
um But yeah, Sam, do you want to give us like your background, how you went from ah real estates into solar and how that transition and everything went? Yeah, man. So I'm from Tallahassee and moved over to St. Augustine, Florida.
00:03:25
Speaker
And you know had had some friends whose parents were in real estate, kind of saw the success. And was like, hey, this sounds cool. I'll give this a try. Moved over to St. Augustine and figured out it was a lot harder than I thought it was gonna be.
00:03:36
Speaker
I hit $800 my first year, but really tell me how to hustle, might get after it. um But over the course of time, you know I became ah a top producer in the market over here. And I loved it for a little bit, but I just wasn't super passionate about it.
00:03:50
Speaker
I made great money and and all the the stuff that comes with that. But I just didn't love it. like I got to a point where I was just little burnt out, didn't feel like getting up and doing anymore. And and it felt like a disservice to the clients I was serving because I wasn't truly in it.
00:04:03
Speaker
I decided to you know have my exit out of real estate and you know retired for a couple months and got really, really bored. And one of my buddies, his name's Mike, he called me and was like, Hey, I'm knocking doors for solar.
00:04:16
Speaker
And I was like, man, this sounds fun. like I don't know. This seems like a cool challenge. like Let's see how good at sales I actually am. And nice so I just started knocking doors, man, like really just winging it.
00:04:28
Speaker
My first month, i was my my door approach was, I'm doing solar. Have you ever looked into it? And then I quickly quickly learned that that wasn't their out. And, you know, worked for a couple of companies and just found like my home over here at Spartan. So that's kind of, you know, how the transition went.
00:04:44
Speaker
Yeah, that's awesome. So how long you been in solar total
Work Ethic and Strategies in Solar Sales
00:04:47
Speaker
now? i Around 11 months. So not even a year. And yeah, but's that's awesome. um Then how long you been with Spartan?
00:04:56
Speaker
this point now My fifth month with Spartan. and Okay, cool. Yeah, that's incredible, man. um And yeah, it's cool because I think just people from other industries, sounds like maybe it was a little bit of this too.
00:05:10
Speaker
um Like when you're hustling with real estates, I think maybe, mean, correct me if I'm wrong, but maybe it's like all that hustle you had to put into real estate. he just brought over here and worked at probably like his real estate just hustled and um you know probably put in full hours because i think the mistake i see a lot of guys making especially if they're coming into solar without any background like that Some of these people are just like, oh, I'm just going to treat it like a part-time job. um They see that they can go make five, 10 grand on a single commission.
00:05:44
Speaker
They're clocking out for the month when they see one big check roll around. You know what mean? Yeah. did it so It blows my mind. it Yeah. um only a certain amount of people can buy homes. Like, you know, we're we're buying leads online and they're expensive, but like you go into a city and there's endless amount of leads.
00:06:01
Speaker
Like it's still, i I have trouble fathoming that I can wake up and make 70 grand in a day. And so once I realized that, that I could just work like crazy and and sun up to sun down and make as much money as I wanted in a day, it really just clicked in me and I just kept pushing.
00:06:18
Speaker
That's awesome. And yeah, I think that's a key thing that I see with a lot of guys of the top producers I interview on the podcast. It's just like there it's a game to them. It's a sport, right? And it's it doesn't really matter if you made...
00:06:31
Speaker
70 grand yesterday where you made zero dollars it's like you're putting in the hustle you're grinding every day and then you're not letting off the gas um so i'm i'm sure that's how it was when you had a huge month like when you hit the 62 deals were you ever i don't know did you ever look back you're like i've closed 40 this month maybe i can go take a break or were you just like all gas no breaks let's keep it rolling We, like Luz Spartan, we have a ton of people that throw pretty high volume.
00:06:59
Speaker
So like I came in and we had Alex Soriano, who runs the South Florida team. Absolute savage. And I'm really competitive. And he hit 50 the month prior. And I was like, dude, I've got blow it out of the water.
00:07:11
Speaker
like we just We go back and forth. We're good friends. But... I just kept my head down. But I mean, really, like I think on 14th of the month, I was only at 13 or 14 deals. There's no way I can do this. And a lot of the team got behind me and they're like, dude, you you've got this.
00:07:26
Speaker
like Just put your head down. And it was a big team effort. Everyone got behind me, which was super cool as a leader to see like your team actually get behind like me. and I threw days in a row of And just like kept the gas going the rest of the month. Jeez, insane.
00:07:43
Speaker
That's awesome. Yeah. yeah So I want to dig into that a little bit more. But before we do that, I think you've got a unique perspective being in real estate. And I know you mentioned a few things before this, but do you feel like there's anything you did in real estate like... Something I see a lot of guys is they treat it more referral based that I've talked to guys in real estate.
00:08:04
Speaker
um But is there any like, i don't know, tips or tricks you picked up from real estate that you feel like are really helping you in solar or anything that um you could apply from real estate that you can... recommend to people listening to the podcast? Yeah, really building like ah a relationship-based business. um That's huge on the real estate side. like There's an app called Handwritten that I like to use.
00:08:25
Speaker
And what I do is I'll put in you know all of the customer's information, their birthday, and then set it for like holidays, like New Year's, Christmas. And it sends them a handwritten note automatically.
00:08:37
Speaker
And it looks just like handwriting. this is nice This is automatic. So I don't really have to think about it. And it costs 97 cents a letter. So wow you're hitting people three, four times through the year and those referrals start flooding in. So that's definitely something that I've implemented that anyone really could do.
00:08:54
Speaker
And just like not being afraid to follow back up with people. I feel like, you know, sometimes people in solar are scared to call them and see how things are going. But I like to do that. Yeah. and that's something I'm trying to implement too because I didn't like really know this. I came from door-to-door pest control.
00:09:09
Speaker
and then just when I got into solar, I pretty much treated it the same thing as pest control. Just signed it and thought I never needed to talk to these people again. But probably took me three, four years to realize like, oh, the top guys and the guys that are getting tons of referrals, they're actually like talking to their customers after they sign them up.
00:09:26
Speaker
Maybe I should like try to actually build a relationship with these people. and and not just one and done so i missed out on it i think a huge opportunity in my first three four years in solar and even now i dropped the ball a lot of times so um but yeah that's good i use one called send out cards it's a similar thing but it sounds like this one is just automatic you just you set the birthday in there and it just can just send out cards to people you don't even have to think about it yep Yeah, and it handwrites them and and shoots it to their... And you just get an email saying that was shot over so you keep track of it. And I usually shoot them a text and say, hey, you know just send a card to your way.
00:10:00
Speaker
Just be on the lookout for it. Nice. That's cool. How do you see to get people's birthdays? Do you have a trick for... a like You just... I don't know. Write down their birthday when you sign the credit app... Fill out the credit application and keep track of it? or um One of our backend things, we have to upload a picture of the driver's license.
00:10:17
Speaker
So I'll snag it off there. okay that's smart that's good yeah another trick i've i've done the one where you just like you're filling out their credit application and um i don't know maybe some guys will argue that that's not like ethical writing it down at the same time you're doing their their credit application but i'm like hey i'm gonna you know screenshot that it's not like i'm keeping a hold of their social or anything but just hanging on in their date of birth send them a little card Yeah, that's good.
00:10:47
Speaker
That's good. um And so how much this the month you did 60, do you feel like, well, you've been in solar a short amount of time, too. So like um a lot of people I see crushing referral games are, you know, they've been in solar like...
00:11:02
Speaker
two, three, four years and they have to build up a pretty big customer base, which you do in 60 deals, you already have, I'm sure a pretty, pretty ah large customer base. So are you seeing the effects of that already? Do you see quite a bit of referrals
Building and Maintaining Customer Relationships
00:11:15
Speaker
come in as you've done some little things like that?
00:11:17
Speaker
Yeah, they're starting to build up. I would say like out of the volume last month, five or six of them were referrals. um But this month, I'm really starting to get blown up. you know Hey, I have a customer here.
00:11:29
Speaker
And then setting up a good referral program. That's what i've I've been good on. It's just like explaining like, hey, if you have anyone that wants to go solar, I'd be more happy to to benefit you for that. So just setting that up and and touching them. But the referrals really just started like flooding and flooding in.
00:11:44
Speaker
So you think, are you asking for, for all is it like the point of sale saying, Hey, who do you know? Trying to get them to give them then or yeah anything else you're doing? I'll do it once, like at the point of sale. And then i like coming over on install date when everything's smooth and I'll ask.
00:11:59
Speaker
And then a big thing is, you know, 60 days after make a time to go over there and knock, just see how things are going. And that's another point where I can, you know, feel around and see if anyone's talked about it.
00:12:09
Speaker
Yeah, that's good. I mean, if you're doing like 30, 40, 50, 60 deals in a month, I imagine that's got to be tough to like keep track of all these people. And I'm sure it's got to be tough even going to all these installs. You probably have like, don't know, at that point, I'm sure you got 10 installs going in a week sometimes. And so i'm like, yeah, does that get tough? How do you manage that? Like running around when you're doing volume like that?
00:12:34
Speaker
Yeah, it gets pretty rough. like Right now, I'm running it off a spreadsheet, which has kind of gotten a little overloaded. So I've really started to think... you know In real estate, we have CRM softwares to really automatically touch people, but also you know keep me accountable for going over there and reminding me.
00:12:50
Speaker
So I've really started thinking about... you know There's one called Follow-Up Boss that I use forever. That's really good. It's more real estate geared, but you can customize it to be solar. So I'm about to start implementing stuff like that.
00:13:01
Speaker
Good. And yeah, we can, I got some good CRMs I can recommend, recommend you after the podcast if you want, yeah but it's for another show. um But cool, man. So yeah, let's talk about your big months.
00:13:15
Speaker
So leading up to this month where you did 60, what was the most you'd done before that, up to that point? So my biggest month was 30 28, I believe 14 and then 62. Yeah. i believe fourteen and then sixty two Okay.
00:13:27
Speaker
So like a lot of people, my, myself included, sometimes I struggle with just like believing that it's possible for me to, especially where it's, you go from 30 to 60, that's literally like doubling.
00:13:40
Speaker
Um, so for me, mean, my biggest month up to the point, I think is like 27, which is good. It's no 60 in a month, but like something that I bat all my head is I'm like, uh, 27 in a month. I was like working a ton. Um,
00:13:54
Speaker
And I had a big team of setters and so that helps. um So like for you, did you encounter these like limiting beliefs or like did you ever get excuses in your head like, oh, there's no way to be able to literally double what I did.
00:14:07
Speaker
um And because because it happens, I think, to the best of us. So I'm sure you did have those. But um tell me about that. Like, what was it like just with on the mental side of things, really like believing that you could actually hit a big number like that?
00:14:21
Speaker
Dude, it was tough. I'd be lying if I said that I didn't doubt myself couple times through the month. are like and and I'm big on making goals public. so I was in our group chat like, hey, I'm going hit 50. I'm going to beat 50.
00:14:33
Speaker
and Then I was pacing for more and I pushed it to 70. I was more mad that I didn't hit 70 than I hit 60. but But just saying like, i really can't can't take all the credit because my team really stayed on top of me here. it Like anytime I was doubting myself, I could kind of vent that to a couple of people on the team and they could hype me back up.
00:14:53
Speaker
But really having like this, I have this like delusional confidence that I talk about a lot where like, you know, I was running a training the other day and and asked the kid, you know, how many deals do you think you can throw in a day?
00:15:04
Speaker
And he said three. And I was like, well, then you can't compete with me because in my mind, I truly believe I can throw 10 a day. Now, if I throw 10 a day, like that's cool. I haven't done it yet. I think my most is seven or eight.
00:15:17
Speaker
um But I really do wake up and I'm like, man, I could throw 10 a day today. And that's really the mindset every day. i do believe that 100 a month is very attainable, especially for for guys like you and Sori and killers in the industry.
00:15:31
Speaker
And really like taking the initiative to set the bar for your team. Like I wanted really wanted to go back to the team and say, hey guys, like you can really push yourself to these these heights. And I'm just a normal guy. You guys watch me every day. i wake up, I work out and I just grind all day. And like you can do it too.
00:15:48
Speaker
But like just really instilling the belief into the team of like, hey, these lids, you can keep pushing them up and it becomes your new normal. That's huge. Yeah. And I think like to some people, i see some of these guys like yourself and other dudes that are doing like insane amounts of deals.
00:16:04
Speaker
And the one thing I noticed is they just have like this confidence that's almost sometimes can seem like ridiculous, like unbelievable, but it's it's like you guys believe that you can do it. And like, like you said, manifest it. And then it just happens.
00:16:18
Speaker
So um I think that's been a big learning lesson for me as I've had top producers on the podcast it's just like you got to believe it in your head first manifest it like you're saying and then just put in the actual work to do it because it's one thing to say it there's guys that say i'm gonna go hit 50 deals in a month and then you get out there they're on the doors for like three four hours it's like no if you want to actually like hit a big number then you need to align your actions with actual goal and not just like say you're going hit it but then you're working this like a part-time job yeah i mean because i've seen that side of it too where people are all talk and then they don't they don't work like they actually want to hit that number and i always laugh i'm like you know everything you're telling me sounds cool but like just go do it like you don't really have to admit to me you have these big goals just go make them happen yeah but like i feel like the confidence just comes from you know repetition but like i said just being delusional and spartan really does a good job you know alex and anthony four and teen
00:17:15
Speaker
of building this culture like competitiveness and yeah like our group chat is wild. Like it's a, it's a wild place to be and you get exposed or you get the accolades very quickly. So, you know, making that goal public, even on Instagram and and having Alex share it to everyone really put me in a place of like, I either hit this or I get embarrassed and I don't want to get embarrassed.
00:17:38
Speaker
So it was really working out of a lot of fear, like and a fear of being exposed. Yeah. Yeah, that's good. ah It's good to have multiple motivations because, yeah, I mean, the more the more motivation you have to hit more likely you're going get it.
00:17:51
Speaker
So I like that post on social media. But yeah, for guys that do want to hit big numbers like this, can you talk about like what was your schedule,
Daily Routines and Company Culture at Spartan
00:17:59
Speaker
Sam? Like you said you went to the gym, just went out and worked all day.
00:18:03
Speaker
So what was like a daily schedule for you to actually hit big numbers like that? Yeah, man. So um I got really big in it with fitness again with Spartan. It's something that they're really big on. So working out at 6 a.m.
00:18:17
Speaker
and then you know coming home, having family time because that's big, especially in this industry. I feel like it's very easy to kind of let the family side go. Then meeting with like the leaders on the team, kind of aligning in the morning,
00:18:30
Speaker
and then run the meeting from about 10 to 11, 11.30, and then it's right out to turf. But the big thing was having a calculated plan of attack. So it wasn't like driving out there and then just saying like, oh, this neighborhood's good.
00:18:42
Speaker
ah had our center manager over here like putting people in pockets, so we're being calculated. And truly working a ah turf, I feel like what I've noticed is a lot of people will hit a turf for a little bit and just say, oh, this turf is shot and move to the next.
00:18:57
Speaker
And, you know, we fall to that too, but we really sort of adapt the mindset of like, let's let's absolutely, you know, drain everything out of this neighborhood. We had one neighborhood in the turf we were working in that I think we threw like 15 or 16 deals in and it was seven streets.
00:19:12
Speaker
So. Holy cow. Just not jumping around and having a plan of attack, but also like, I mean, there were a lot of nights I would, I would leave the house at six and I wasn't getting back till midnight one in the morning. So it was, uh, it was just hours, dude. I tell everyone, you know, if you, if you knock enough, you're bound to trip and fall into something like this is, this is a numbers game at the end of the day.
00:19:33
Speaker
And just really like adapting the mindset of like knowing that the whole team could do it. Yeah, that's huge. And yeah, i know you guys have, um, you know, teams of setters and all that.
00:19:45
Speaker
So, um, when you did your 60 plus deals, were you, uh, I guess what's like some advice you have working with your setters? It sounds like you're getting them bought in and everything. And, um, they were like rooting for you to hit this big goal.
00:20:00
Speaker
Um, but how many, do you know how many of those came from setters, the deal of of the 60 you did, the 60? A lot of them. I would say there were about eight self-gens in there.
00:20:13
Speaker
The rest came from self. They did a really good job of you know working hard. That was what was cool is to have them buy in. like They all decided since you know I set this goal, they were going to set really big goals and make pushes for them.
00:20:26
Speaker
And yeah they did a great job of keeping me in you know five plus appointments a day. Yeah. Yeah, that's awesome. Yeah. And that's, yeah, it's like really at that point, because I know you couldn't can do more self-gens, but it's like a lot of guys that are doing volumes, if you if you just have your schedule stacked like that and your setter's cranking, then the idea is that you're just in appointments all day long. And yeah, I think that's how huge numbers get hit. I try to knock. when I get a chance. I think it's important as a leader to like still lead from the front. I feel like, especially in solar, just from what I've seen, a lot of leaders expect, like in the position I am where I have a great team of setters, kind of sit back and wait for the appointment. But every time I could knock, I was knocking and like taking selfies on the doors, really showing them that like I was grinding too with them.
00:21:15
Speaker
Yeah. Yeah, it's huge. Yeah, because I've seen to your point, I've seen offices where the people just wait for deals and they're just treating their setters like they're lesser than. But really, we got to realize that setters are the lifeblood of all this. And so something I hate when I go into offices sometimes is where the setters are treated like a much lower position and that they shouldn't, they should be like almost ashamed that they're setting for more than like four or five, six months.
00:21:43
Speaker
It's like some people are just meant to set deals and that's where they're going to make more money. Um, not to like hold them back or anything. I think if guys want to close and put in the work, then they should close too. But, um,
00:21:55
Speaker
Yeah, it's like, I think we need to change that um thinking around the industry that setters are, I don't know, somehow lower than closers. I would argue that sometimes they're more important than the closers, right? like we got no deals to close. 100%. They're not in line as leads. And that's another thing, like, you know, we split all the commission with the setters. Like, i don't i don't view them as like, you know, my appointment setter. I view them as like, we're in the trenches together. It's just as much their deal as it is my deal.
00:22:22
Speaker
And I've got a ton of people that just want to set because now they can have four or five closes going on at once where I can only be in one spot at one time. Yeah. so um yeah Yeah. That's big.
00:22:33
Speaker
Yeah. So do you, do you have any advice for like getting your setters bought in? Um, I, I know you said you guys have like a setter manager, but, uh, yeah. How did you get your setters to buy into this, a big goal that you had and how do you like, I don't know, work more synergistically with them? Would you say?
00:22:50
Speaker
Yeah, I feel like it comes from a place of like they they truly trust that like, you know, me and there's a guy named Ali who runs the team, like we have their best interests in mind. Like we truly want to see them be super successful. And we've we've worked really hard to relay that message and and help them get there. You know, I tell everyone on the team that like, hey, if you if you buy into us and you know and trust us, you'll be a millionaire. Like I promise, we'll do whatever it takes to get you there.
00:23:18
Speaker
And I feel like it was a lot of give, give, give. And then when I asked for this big goal, they really had no problem with it because we had given so much and tried to provide so much value that when it was time to ask for something, you know they were all bought in, but also getting them to tie it to their own goals. So like Amory and Josiah, they're they're two of you know my top setters and Anthony, they had these huge goals of all hitting 30. And I'm like, well, if you all hit 30, I'll hit 90.
00:23:44
Speaker
So like, let's do it. Let's all do it together. and you know really push their ceilings and and push the lid up yeah i love that yeah it's great um getting them bought in and um you guys got some real competitive people i mean i've had alex on the show too and um yeah alex is a beast i know he's a super competitive guy and um that you know i guess not everyone has he does not stop I just got back from a trip in Arizona with him and Anthony Florentine's like at the same caliber.
00:24:15
Speaker
And I never thought I could be so sore in my life. Like working out two, three times a day, eating nothing but salmon and rice. was like, this is... this is
00:24:26
Speaker
Yeah, you guys are going to the, I mean, you're working like Anthony Elliott and, or sorry, Andy Elliott and those guys, right? Yeah, yeah. yeah He's getting it for me to work. Yeah, we did a partnership with Andy and it's been it's been really cool to be surrounded by such high caliber people all the time because it makes you realize that you just have so much more in the tank and that you just don't know as much as you thought you did.
00:24:49
Speaker
So it's really started to push the mindset, at least from what I can see over here at Spartan. where everyone's like, Hey, this is like half of what we could actually do. Yeah. Yeah. I love that. And so not everyone has to have a six pack to work with Spartan or is that a requirement and part of the job application? Not yet. Not yet. All we, all we ask is that you buy in and at least try to work out, you know, I don't know by any means.
00:25:13
Speaker
Yeah. Yeah. Yeah. I'm like, man, if we all have to look like Alex to work for Spartan, then then I'm doomed, man. I'm never going to be to work for Spartan. I told him, man. told him for a couple months. I'm going beat him.
00:25:27
Speaker
Yeah. That's good. But I like it. And there's something to be said about like the fitness side of things. um I mean, I think it should just be common knowledge. Like if you're Uh, yeah, if you can get yourself to the gym, then it's going to make you that much more mentally tough. And, um, like, like all the physical benefits aside, and think it takes a mentally tough person to like be able to go to the gym consistent and, you know, eat good stuff consistently and not feed yourself garbage.
00:25:57
Speaker
And then just being able to be out there too. Like I go to the gym and all that and I feel like I'm in decent shape. But sometimes, I mean, I'll go like four hours on the door sometimes and be exhausted.
00:26:08
Speaker
I'm like, man, if I was like in terrible shape, I literally don't know how someone gen can do this job, or can we go knock doors? I was super overweight. like We did an event with Andy Elliott. It was right after I'd had the month of 30, and we did a workout with him in the parking lot. I'm like puking and dry heaving on the on the pavement.
00:26:28
Speaker
And I'm like, it was a really good like thing to expose me. And I think that's what it was there for because I had people that like looked up to me on the team, like trying to pick me up and it really bothered me. yeah So I was weighing like 264 ish when we did that event and I've lost like almost 40 pounds now. So what's cool about scoring is like, we we say like positive peer pressure. Hey, like if we can hold you accountable, then we're going to push you as much positive peer pressure as it possible. And we really really do that in the gym. Like,
00:26:57
Speaker
I'm sure a lot of people get annoyed by how many gym posts I have on Instagram, but it's just showing how everyone's buying into to being successful in other avenues besides you know knocking doors. Yeah, and that's so cool.
00:27:09
Speaker
Yeah, I love that. Not only you changing your financial outlook, you're changing your body. And that's what I think the solar cell space should be. It's like we have so many more different things we can improve improve than just like our financial outlook. It's like we should be working on mental. We should be working on family.
00:27:26
Speaker
should be working on a spiritual and physical. And I think the best companies and most successful guys, they're not just successful in solar, but they're also really successful in these other areas of life as well.
Sales Techniques and Handling Challenges
00:27:38
Speaker
So yeah, I love that huge thing.
00:27:40
Speaker
um Well, yeah. So Sam, I want to transition a bit and talk. I'm sure we have people listening to this that are like, man, I want to hear some secret sauce. What is this guy saying to close 62 deals?
00:27:51
Speaker
And I'm sure you get asked that all the time. Like, what's the magic bullet? What are you saying? you just get everybody to sign. There's got to be some secret close or so something like that. So I'm sure you're going to say the same thing as the rest of the high producers I've had on. There's not like some magic secret line, but ah and know there's stuff you can do that helps.
00:28:13
Speaker
So what was like your closing ratio? ah do you Do you know about how many appointments you had to sit in to get the 62 close? I don't know exactly. I had one of the guys that helps you on the back end calculate it. And for last month, it was 87% close ratio.
00:28:28
Speaker
So that's to count all of it. That's great one. I don't know like about secret sauce. I think you know it comes from... My personality very blunt and convicted. like When I really believe something, it's pretty much impossible, whether it's good or bad, to sway me from that.
00:28:43
Speaker
um And especially like the company that I work for, I'm completely bought in. like I know I'm going to get paid. i know the installers are good. i know the backend team's solid. I know that the client's going to get a good service. And so I seek a lot of conviction.
00:28:58
Speaker
like My opening line is like, Hey, I sit about 10 of these a day. Everyone I sit with wants to do this. Everybody. It just makes sense. Hardest part of my job on the front end is credit.
00:29:10
Speaker
Do you roughly know where the credit score sitting? That way, you know if you're running this many appointments, you have to be efficient with your time. So now I'm pulling out any you know credit fails or any discrepancies on the front end before I even started diving.
00:29:23
Speaker
um I think something I like to do too is I feel like when people sit with ah solar reps, they just hear about how solar is so great. And it's this magic pill that you swallow and you never get a bill again.
00:29:36
Speaker
i like to to build credibility with telling them things that are bad about solar. Like, hey, you know, there's an appeal you swallow and never get a bill again. Like if your consumption stays the same, sure. But if you have family over in town for Christmas or get a Tesla, like obviously, if you're using more than the panels produced, you would get a bill.
00:29:53
Speaker
um I like to bring up double bill. And like we have a process on the back end Spartan where they actually double check us to make sure that we're selling ethically. So I know that if they give me a passing grade, that that family's in a good position. So I think, you know, making yourself sound different by just not talking about how great this is.
00:30:11
Speaker
Like, this isn't just like God's gift to earth. Like this is there's problems with this, but we have a way to solve them. Yeah, yeah. Yeah. And I love that because that builds when you do that, that like shows, OK, this guy's willing to tell me the bad and the good, not just all the good.
00:30:27
Speaker
So I'm sure that builds more trust with the people you're sitting with. They're like, well, this guy's actually giving me the full story here, not just all the positive things about it. And then, ah yeah, I like what you're saying, too, about that line is money right there. I'm going to to listen to that on repeat.
00:30:42
Speaker
But you're like, you're saying you sit in 10 these a day. And it's cool because that just creates the frame that it's like, hey, if you guys don't want to do this, that's fine. I'm literally going to be in nine other of these.
00:30:53
Speaker
And so what's your credit at? I think that's such a powerful way to approach it. Because again, it's like, you're not begging them for the sale. You're letting them know that this train is leaving the station, whether you want to get on or not.
00:31:05
Speaker
yeah It's like, if you want to be part of it, what's the credit score? And then like, I'm, I'm doing you a privilege by being here and giving you the opportunity for it. Yeah. yeah some way A place of like, I guess, conviction and like being needed, not needy.
00:31:19
Speaker
I feel like when I hear a lot of people in their closes, they sound really needy. like they're hoping for it, I kind of go in with the attitude of like, hey, you're going to want to do this like either way.
00:31:30
Speaker
It's just if I can qualify you and if like, you know, our engineers say this is a good fit for you. Yeah. um I guess i yeah one little nugget that I like to do that I know some guys have gotten some value from is I actually like to get a no to get a yes. So when I go for the close, like one I'm not going to ask for the close until all objections have been been handled because I feel like a lot of people do that.
00:31:53
Speaker
But another thing is, you know my mentor told me when I first started in sales that people want to say no to you. like they They're looking for a reason to say no. So let's give them a no that benefits us.
00:32:03
Speaker
So like I like to use the car analogy like, Hey, Taylor, you know you've got a nice F-250 in the driveway. Let's just say you went to the finance manager's office and you said, hey, everything looks great. Your payment's going to be $300 a month, but I just want to let you know you're never going to pay this truck off and I can raise your payment whenever I want to.
00:32:21
Speaker
Would you ever sign that agreement? The answer is no. No way. I think you and I can agree that if an agreement's in place and there to protect your family, that it's a good thing. My question is, when did the utility company come and knock on your door and get you to sign that agreement?
00:32:35
Speaker
Well, they didn't. never did. They didn't. It's the only option. Taylor, solar in the simplest form is taking a bill you're never going to cancel, locking it a rate and giving you and your family the peace of mind.
00:32:46
Speaker
knowing that you're protected. Now, my question to you, Taylor, is do you see any reason why paying $350 that keeps going up versus $280 that's locked in wouldn't benefit you and your family? No.
00:32:57
Speaker
Looks good to me. And then you just assume where do i consume the clothes. That's like just my, I guess, sauce that I like to use at the end. Nice. That's so good. That's awesome. Yeah. So, guys, anyone listening to this podcast right now, um if you if you don't have a closing ratio where you want it to be,
00:33:15
Speaker
I would go listen that on repeat 10 times and just literally copy that because Sam just gave you one of the secrets to closing 60 plus in a month. I know there's a lot of other things you do. Okay.
00:33:26
Speaker
And some people are like, think it's oh it's all about what he's saying at the end, but really like the top guys I see, It's the stuff they're doing in the deal. Because really, closing should be really easy and natural, right? If you have to fight them at the end of the close, then you know it's probably like you didn't overcome this objection.
00:33:43
Speaker
There were unspoken ah you know concerns or whatever they didn't bring up. So yeah, do you find that like at at that point when you get in that closing line, it's usually pretty smooth? They're usually pretty pretty sold?
00:33:56
Speaker
do you have like stuff that comes up a lot of times as you're going through that? Yeah, I think, you know, I'm not going to use that. That's kind of like my last bullet in the clip. I'm not going to really use it unless I know that like, hey, they've they've kind of submitted to this idea of solar. They've told me a couple times, this makes sense.
00:34:11
Speaker
If there's like still some apprehension or I can feel like sales tension going on or that there's objections that haven't been addressed, I'm going to keep digging. Mm-hmm. I think a ah big thing is a lot of people are machine guns. So they hear an objection and they just spray back and handle the objection.
00:34:28
Speaker
I like to dig a little deeper on the objection. So like if someone says, hey, I don't want holes in my roof. Well, that is an objection, but it's like, hey, Taylor, so I understand your roof's probably your baby, right? You paid a lot of money for it.
00:34:42
Speaker
And i assume that really the whole concern is that you want peace of mind knowing that if there was ever a problem with this you and your baby, your roof would be protected, right? So if I could show you a way, like really digging in because the objection isn't holes in the roof. The objection actually is the peace of mind if something happens.
00:35:01
Speaker
yeah that's Yeah, that's really good. And then it's like after that, way if I can show you a way where it would be covered, where that wouldn't have to be an issue for you, then do you see any other reason why you wouldn't do it?
00:35:13
Speaker
Something like that? Yeah, yeah. get there Just going along with it. i like I like to really dig on the objection because the the customer one feels heard and sympathized with. But now I'm handling the real objection, which is peace of mind.
00:35:25
Speaker
Yeah. Yeah. I like that. Let's fire right there. um well Awesome. So yeah. um And then before we talk about, I want to talk about some of the team building stuff before we run out of time. because I know you guys have built some massive teams. Before i ask you about that, do you have any like, um I don't know, stories of like,
00:35:45
Speaker
some insane deals or like, I don't know, maybe the toughest deal you've ever had to close took like three, four hours or any ah crazy stories that my entertainer audience listened to the show today?
00:35:59
Speaker
Nothing like super crazy. To be honest, I say but the toughest guy ever closed was a nuclear physicist. And I actually like couldn't close him the first time. it was the second time I had to go around, but I had...
00:36:11
Speaker
amory with me who's my center manager she was sitting with me on the deal and there was just so much tension like you could tell this guy thought i was an idiot i didn't know what i was talking about i look over she's like sweating so i've been in a couple where you have those standoffs of like awkward silence um yeah but like i um don't have any like real crazy stories to honest with you Yeah, that's good.
00:36:35
Speaker
Well, I am sure we do another podcast in a couple of years. I'm sure you'll have some ah crazy ones, but you're still pretty new to solar.
00:36:44
Speaker
You'll get there. But now that's that's good. And yeah, those scientists physicists can be tough for sure. and Super analytical people. It's like... Yeah, we have down here in San Diego where I'm at, we have a ton of like Indian engineers that are working for, you know, Qualcomm and stuff like that.
00:37:01
Speaker
And anytime I go into one of those, I know it's just going to be like a battle. Yeah, you're just like mentally preparing in the car. Yeah, it's like cut yeah cut through there, cut through the tension in there. and They're just like, yeah, they want to like see every spreadsheet and crunch every number. It's like, come on.
00:37:19
Speaker
I feel that. But got to learn to close them all. um Well, cool, man. So yeah, talk to me about ah you guys have built a big team now. You did 180 plus um as a team for the month.
00:37:31
Speaker
And so you're over like three teams. and I think you said before we started one in a couple in Florida and then one in Texas. Is that Yeah, I've got a team in in St. Augustine area where I'm at. And then I've got a team in Tampa, Bradenton and then team out in Texas.
00:37:47
Speaker
and Okay, that's awesome. And then you said you were able to build these teams. So what was the timeline like? What did you guys start at? And then what is it? What have you helped build those teams to? Yeah. So the first month, ah there were four of us.
00:38:00
Speaker
It was Josiah, Amory, me and Ali. And we did, I think, 42-ish deals. And then we scaled it to about 15. We did 56, scaled it to about 25, did around And then this is when we made the big push last month. We got up to around 67-ish reps and then we did 184. Yeah.
00:38:22
Speaker
wow yeah And that's like building extremely fast. Most people would be happy to build that over like multiple years and you guys did it in like months essentially. So that's pretty incredible.
00:38:35
Speaker
um But yeah, how how did you like build it that fast? And the other thing I want to ask you about is just like maintaining the culture because that's what I've noticed. I've been running teams for a while, but um and I've kind of dropped the ball sometimes to where we didn't have leadership set in place really good. And I'm running around trying to like run with once the team gets over 20 and then you get guys that drop off that get some laziness set in. so it can be tough to like maintain the culture and all that. But yeah, so I guess two questions. How did you guys build it up any secrets you have on that? And then just like
Team Expansion and Competitive Culture
00:39:08
Speaker
what the culture as you're growing that fast to.
00:39:10
Speaker
Yeah, I think the the big thing as far as scaling that quickly was was really setting the pace. Personally, like when I came into Spartan, I knew that I was competitive and could throw down, but didn't really trust you know the other vehicles I was in. So once I could kind of plug in and have the peace of mind, it was kind of like a dog off the leash.
00:39:30
Speaker
So my whole mindset was like, hey, let's throw as much volume as possible, make as much noise within the company. And then people naturally want to gravitate towards that. So like the first month, throwing 30, then 28, I was starting to make a lot of noise. And then um people just naturally wanted to kind of join the movement, see what it was about.
00:39:48
Speaker
um And then once we started having the big months, now a lot of people are starting to to talk about coming you know underneath our division. And it's really about just like setting the pace.
00:39:59
Speaker
I would say you know people want to work for somebody that they want to emulate. So if you can become that person and then also build those people within the team, there's no stop to the scaling. you know i I tell everyone on the team, my biggest goal is to give as much value and build as many people into 60 plus a month deal throwers.
00:40:17
Speaker
Because from there, you can scale, you can build teams within you. So personally, I'm taking back from volume and just going to throw 20, 30 a month, which can be pretty consistent and really start to pour into the team and build up these leaders that I can build underneath.
00:40:35
Speaker
As far as culture, we have a really big competitive environment. So we go at it within the team, we go at it within the company. But also, we've we've created a culture where it's frowned upon not to do the things that we're supposed to do.
00:40:48
Speaker
So if you're not working out, you're probably getting called out. If you're not on the doors, you're getting called out. like There's just this competitive you know type A personality environment that a lot of salespeople are.
00:41:00
Speaker
And if you're not doing what you're supposed to do, other people are calling you out. It's not me. It's people in the group saying, hey, where are you at? Why aren't you out here? So really building a culture where would that positive peer pressure, where we're positively peer pressuring everyone to raise the standard.
00:41:18
Speaker
yeah yeah that's that's so important especially as you're growing and starting new offices because one of the toughest things i've seen companies that are growing if they don't have that culture set in place and then if they don't have leaders fully bought in that are starting up other markets starting up different territories um it's it's tough because yeah i mean think about it you guys are in florida you got an office in texas So if you don't have those people really bought in, I'm sure it's tough. Texas, they could be running around doing their own thing. Has that been tough at all? Having like a team in Texas, like just being able to manage that from afar. And don't know if that's been challenging at all or it's any obstacle with that. It's been challenging, like how it talks about this, this, you know, being omnipresent or people can feel you even if you're not there.
00:42:05
Speaker
And I've struggled with that a little bit in Texas. But DJ, the guy that that's running that office is is on top of it. you know He's a top producer himself. So I have a lot of trust in like just kind of letting go and letting him run it the way he feels fit and just being there when needed.
00:42:19
Speaker
um That's only way it works is because I can really lean on him. Yeah. Yeah, that's good. Yeah, everyone needs a guy like that for sure. But yeah, like to your first point, though, um just success. I know success breeds success. And that's honestly, I think you guys remind me a lot of you might. and I've had him on the podcast a few times, Ricardo, Richie and these guys over at Momentous Solar here in California.
00:42:46
Speaker
But they say a lot of the same things you guys are saying. They've been able to recruit a massive team really quick just because people see the momentum they're creating. Like Ricardo, he did, I think, don't know, 70 to 75 deals.
00:42:59
Speaker
he's He's the one person that's beat you by a couple, but I'm sure you'll beat him eventually. well There's the challenge. You got to call Ricardo out and then beat him. Someone needs to beat him. yeah um But yeah, so like him doing that, though, like he got so many eyeballs, so many people seeing.
00:43:17
Speaker
And then naturally, he just gets tons of people that want to go work for him. And they're like, hey, I want to go set for you, Ricardo, because I know you're going to close almost every deal that I send you. And it's just like momentum just explodes from there.
00:43:30
Speaker
So it sounds like for you guys, there's a lot of the same stuff. You just produce at a super high level and then you get eyeballs balllls on that. You make other people a ton of money. They bring their friends and then it's just, you know, multiplication multiplication at that point. do you agree? Yeah. Yeah, would agree. And what's cool is like the culture that we're we're building over here at Spartan. We're really attracting people that that we want to be a part of this.
00:43:53
Speaker
like it's ah It can be a pretty intimidating environment if you're not competitive or you know kind of lazy because it gets exposed. But it's kind of cool to see the the whole culture shift and how we're really starting attract these kids and and people that are hungry and and want more.
00:44:09
Speaker
and want to be held to like the standard. So I got to tell everyone, like hey, if if I have your permission, like I'm going to hold you to the standard that I see you at, and I'm going to make you more comfortable because that's what's best for you. And and if that's not not something that you're comfortable with, you can say stop at any time. And you know there there are other companies that'll that'll get you here. but I want to build you up and Ali wants to build you up into the person that that you should be and that we see in you.
00:44:35
Speaker
And we've really adapted that culture. And I think people have have latched on or they've they've kind of weeded themselves out. Yeah, that's good. Yeah. Well, i know you've got a really strong culture because it's funny. i'm A buddy that sells with me out here.
00:44:49
Speaker
He actually has this sister-in-law that lives in San Diego, but we've tried to come get her to work with us in San Diego. But she, i don't even know her name. So, but she she goes and works with Spartan just because she loves the culture so much. And she loves like blitzing with you guys.
00:45:07
Speaker
And she won't even like, she won't even come talk to us or work with us in San Diego. so I'm like, wow, you know, they're doing something right. Yeah. If she's like living out here and she doesn't even want to work with us, she just wants to be all Spartan. So yeah got to hand it to you guys. I think it's get people bought in. It's cool, man. Alex is really, and Anthony has like really built this culture of, they like say, hey, like we want to build people that unrecruitable because like you know there's so much company culture that like the volume just comes with it.
00:45:37
Speaker
And you can tell that like they genuinely care about your success and all the leaders here really want to see everyone succeed. So, yeah like me personally, yeah i don't I don't have a company I would ever go to for any amount of money. And I think that's when you've really built a good culture is when like there's no red line or or money that you could offer me to really get me to move. like I just wouldn't.
00:45:58
Speaker
I tell Alex and Anthony all the time that I'm here till I die. And once you've built that, you've kind of like created the hack. Yeah. Yeah. No doubt. Yeah. And I know Andy Elliott talks about that a lot too. So yeah.
00:46:10
Speaker
Yeah. I mean, you guys have a really strong culture and crushing it out there. Well, last thing I wanted to ask you about, Sam, before we start wrapping up here, um just talking to Colin that's in our coaching group. He tells me that you guys have some really good blitzes going on too. um So I don't know how...
00:46:29
Speaker
I don't know how big that is in your production and everything. do you guys do lot of blitzes out there? Yeah, we do. The market that we're in right now isn't the best for solar. Timeframes are long and and the utility here is not very solar friendly.
00:46:43
Speaker
So we found that out pretty quickly and realize that you know Alex always says the person that can can pivot and recorrect the quickest has the most success. We've adapted that because it's like, hey, it's not working here and we could throw a pity party and just say it is what it is.
00:46:59
Speaker
Or we could completely change our strategy and start going to these towns and blitzing. So... We've been driving you know between an hour, hour and a half away back and forth and just making it happen. But what's cool about that is when you've driven an hour and a half both ways, now once you're out there, like you have to get as much out of it as possible. like You just you drive three hours out of a day. So it's it's kind of cool how that mentality is ingripped by the
Engagement and Motivation in Solar Sales
00:47:23
Speaker
team.
00:47:23
Speaker
um But yeah, we're we're mostly blitzing right now. And then we'll work home turf when we're we're taking breaks. Yeah. and Okay. So yeah. Any like advice you have around blitzes? you guys just like commute? You're just driving every day or do you get like the Airbnbs and do like really organized plan blitzes or what does that look like for you and your team? We've just been driving for now. We have so much turf around us where we, we haven't felt the need to go out of state, but we have been talking about it.
00:47:49
Speaker
There are some markets that have kind of been licking my lips at. um So we are going to implement that something cool that, that we're going to do in November. It's me and Alex Soriano, the other guy that throws a lot of volume. We're going to pick one market and have our top 10 people there and just go head to head in one market.
00:48:06
Speaker
So we're going to start implementing stuff like that when it gets slower, like slow season comes, people take their foot off the gas. let's Let's figure out ways to move out of the hometown and make this fun and competitive.
00:48:18
Speaker
Yeah, and that's awesome. Love it. Well, cool, man. um So before I forget where if people want to like connect with you more, Sam, or hit you up on social media or possibly come work with you guys, what's the best way to get in touch with you?
00:48:32
Speaker
Probably Instagram. You can follow me at Sam, the man zero two one one. Um, and my DMs are always open. Uh, I'll respond when I, when I can, but, uh, that'd probably be the best route. Yeah.
00:48:43
Speaker
Yeah. Okay. So anyone, uh, especially if you have a six pack, just send Sam a picture, six pack, and you're instantly hired at Spartan. Everyone else, you got to go through the application process. yeah there's There's a, there's an initiation workout. Sorry about it.
00:48:58
Speaker
yeah Yeah. So start your workouts now if you want to work with these guys. but But no. um Yeah. In all seriousness, definitely hit Sam up. Let him know you appreciate him coming on the show today. We heard a ton of value, ton of killer closing lines and ah things that can blow an organization up. So We appreciate appreciate you coming on the show, Sam. Before we wrap up, is there any, I don't know, maybe words of advice you'd have for maybe like a struggling rep or someone that's questioning if they can like be in solar?
00:49:30
Speaker
Yeah, man. i think I think something big is, is you know, i was talking to one of our teams about this the other day is if you're struggling or or haven't really made it yet, Stop thinking like, hey, I'm broke, I'm not making you money, this is hard, and start thinking like, hey, I'm just sharpening my tools.
00:49:47
Speaker
Because like I told this guy, if I gave you a million dollars today, you would blow it all because you didn't earn it. The only thing that separates you know someone that's just starting out and and people that you know perform at a high caliber is they've sharpened the tool enough and they're continuing to sharpening it.
00:50:03
Speaker
So I tell everyone, like, pay your dues. And even if you've you've been a high performer and you're starting to decline, like, it just means you you need to pay more dues. Like, we're just sharp in tool. We're getting the tools under our belt to where we can be confident.
00:50:17
Speaker
And then another thing I like to preach is like, i don't I don't believe in goals. I believe in standards. So like a goal is something I wish I could hit. But a standard is something that I don't view myself below. So like 20 deals in a month is my standard.
00:50:31
Speaker
And I refuse to go below the standard. I feel like a lot of people count their commissions and stuff where I just have a unit goal. And I know if I hit that that that unit standard, then I'm going to make a lot of money on the back end.
00:50:44
Speaker
But that's what I guess would be two good takeaways. Nice. That's so powerful. Love it. Yeah. Really good book, Atomic Habits. I'm sure you've read it, but yeah, he says something about the lever.
00:50:57
Speaker
I think it's your goals fall to the level of your system, something like that. so it's just like, you got to have these systems in place and then, you know, if you just do these daily things, then like the goals are going to happen. It's not, not a question of that.
00:51:11
Speaker
Just about doing the small things consistently, having a good system in place. So, yeah. ah Appreciate that. Super powerful episode right here. Guys, please share it.
00:51:22
Speaker
And um Sam, we appreciate you coming on and we'll probably do a follow up episode here. um You know, maybe 11 months, you'll hit 70, 80, 100 deals. So look forward to hearing what's next. And um yeah, thanks again for coming on the show with us. yeah I appreciate it. We'll be in touch.
00:51:39
Speaker
So some of you already know that I run my own door-to- door to door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:51:50
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout, but it's not door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:52:04
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood. It's been working for a lot of teams across the country, and now I'm on board too.
00:52:18
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need give my listeners a great deal. And they did.
00:52:29
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up That's solarscout.app forward slash Taylor.
00:52:41
Speaker
Okay, back to the show. um What's up, solopreneurs? Hope you enjoyed the episode. 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.
00:52:57
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:53:12
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 Solrepreneur.
00:53:25
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be a top 10.solarpreneurs.com. Again, that's top 10, the number 10.solarpreneurs.com. Don't forget the S on solarpreneurs. We will have that in the show notes. Go download it right now.
00:53:50
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.