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How To Achieve Massive Success In A Male-Dominated Industry - Zaira Lawson
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
What defines a Solarpreneur?
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
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.
00:00:43
Speaker
Okay, what's up, everybody?
Meet Zyra Lawson: A Top Leader in Solar
00:00:44
Speaker
I am super excited today because we have got, in my opinion, one of the top female leaders in solar.
00:00:50
Speaker
This lady is crushing it.
00:00:52
Speaker
We call her the queen of solar, Queen Z, Zyra Lawson.
00:00:56
Speaker
Thanks for coming on the podcast with us today, Zyra.
00:00:58
Speaker
Thank you for having me.
00:00:59
Speaker
I'm super honored.
00:01:00
Speaker
Yeah.
00:01:00
Speaker
Yeah, very honored.
00:01:01
Speaker
We've been talking about it for a little bit, but I'm glad we finally were able to get something in the calendar.
00:01:06
Speaker
And yeah, Zyra, she's one of the top leaders here at Legacy, and I would say in the whole industry, just incredible to see how she's been able to develop her team and throw down just massive volume herself during competitions.
00:01:19
Speaker
So we're going to be getting into all that, and she's super organized too.
00:01:23
Speaker
I've learned a ton just about backends, stuff, getting deals to actually go to install.
00:01:27
Speaker
So excited to jump into it.
00:01:29
Speaker
Yeah.
00:01:30
Speaker
But yeah, do you want to give us your background, just how you got into solar and your journey up to this point?
Transitioning from Telemarketing to Solar
00:01:36
Speaker
Yeah, of course.
00:01:38
Speaker
So yeah, first, thank you for having me on.
00:01:40
Speaker
I'm super honored to be here.
00:01:42
Speaker
I love being in this industry.
00:01:44
Speaker
I've actually been in sales for about 15, 17 years now.
00:01:48
Speaker
And then I was actually doing cold calling telemarketing.
00:01:52
Speaker
So I already had like that
00:01:54
Speaker
experience of just tons of getting the phone slammed on me.
00:01:58
Speaker
Like lots of rejection.
00:01:59
Speaker
I already got that.
00:02:00
Speaker
So I'm like, okay, like if I do in-person sales, it's the same thing, like hitting the doors.
00:02:04
Speaker
But essentially I was in sales for at another place for about 10 years.
00:02:07
Speaker
And then when they started like cutting my pay and just changing up structures that wasn't best for the rep, I started like keeping my eyes open for another industry.
00:02:17
Speaker
And I ended up meeting a lot of the guys here, like John Soriano, Jake Ransom, Christian Morgan at actually church.
00:02:23
Speaker
And,
00:02:24
Speaker
It was like that Wolf of Wall Street moment where they're like, I'm like, show me how much you're making.
00:02:28
Speaker
And like, if it's enough, like I'll quit my job right now.
00:02:31
Speaker
And they did.
00:02:32
Speaker
Like, I saw they're making like $400,000 a year.
00:02:34
Speaker
And I'm like, OK, I can do this.
00:02:36
Speaker
I'm like, I literally quit like that week.
00:02:40
Speaker
I've been in solar for like the last, like this is my fourth year going.
00:02:44
Speaker
I always say that like when I first came in, I didn't want to get into leadership.
00:02:47
Speaker
I just wanted to like kind of be that rep that gets by.
00:02:50
Speaker
And then so the first two years I was like, I was just doing my thing.
00:02:54
Speaker
And then I got into a lot of coaching.
00:02:57
Speaker
Like I was really getting into coaching development, personal development, therapy, all those things.
Impact of Personal Development on Earnings
00:03:03
Speaker
And that's when I really learned like the more you invest in yourself,
00:03:07
Speaker
the more that you want out of yourself will like level up and that's when i just like took off i went from like making like a hundred thousand like in my first two years to just shooting up to like half a million and then this year would be my fourth year and i'm already hitting like um almost a million so yeah yeah and and that really just came from yeah just um again the the passion and your self-worth that just completely changes when you start like working on what's up here
00:03:34
Speaker
Yeah.
00:03:35
Speaker
And then just applying everything like you're just putting your foot on the gas and keep going.
00:03:39
Speaker
Yeah.
00:03:39
Speaker
So that's so good.
00:03:41
Speaker
Well, yeah, it's funny.
00:03:41
Speaker
I saw a post the other day by another buddy of mine that's also interviewed a lot of like top people in solar and sales.
00:03:48
Speaker
And he said that's like the number one thing you've seen in these top guys.
00:03:51
Speaker
It's just the mindset shift.
00:03:53
Speaker
They don't like say that much different.
00:03:54
Speaker
They don't do.
00:03:56
Speaker
A lot of times that much different.
00:03:57
Speaker
Maybe work a little bit more.
00:03:58
Speaker
But yeah, mostly it's just the mindset, the stuff in the head.
00:04:01
Speaker
Exactly.
00:04:02
Speaker
The pitch stayed the same.
00:04:03
Speaker
The work hours.
00:04:04
Speaker
It's just like once you change up your hair,
00:04:06
Speaker
that energy just comes out completely different.
00:04:09
Speaker
Yeah.
00:04:09
Speaker
And then I'm like, okay, now I want to build a team and I want to like scale and I want to treat this like a business.
00:04:14
Speaker
So like my, my way of thinking of just what I wanted more for myself, my family, like everything changed.
00:04:20
Speaker
Yeah.
00:04:20
Speaker
That's so good.
00:04:21
Speaker
And it's funny.
00:04:22
Speaker
Um, I'd never seen a company that had had as many recruits from one church until I came to Legacy.
00:04:27
Speaker
It's like everyone's going to the same
How Church Interactions Aid Recruiting
00:04:29
Speaker
church.
00:04:29
Speaker
It's Awakened Church or San Diego.
00:04:32
Speaker
And I'm like, man, we need to learn some lessons from that.
00:04:35
Speaker
Be recruiting, go to church.
00:04:37
Speaker
Go recruiting, go to church.
00:04:38
Speaker
Yeah.
00:04:38
Speaker
Yeah.
00:04:38
Speaker
We just had one of our other leaders, Will, he's up there saying that he got recruited because he heard Chris, another guy at church in the prayer circle saying, like praying that he was going to make half a million or something this year.
00:04:50
Speaker
He's like, what?
00:04:51
Speaker
Where do you work?
00:04:51
Speaker
Yeah.
00:04:52
Speaker
Yeah.
00:04:52
Speaker
Exactly.
00:04:53
Speaker
So I'm like, man, maybe I switch up my strategy, start getting up on the pulpit of my church.
00:04:57
Speaker
Yep, yep, yep.
00:04:57
Speaker
Praying to make a half a million dollars.
00:04:59
Speaker
So true.
00:04:59
Speaker
People come asking.
00:05:00
Speaker
So
Balancing Feminine and Masculine Energies
00:05:01
Speaker
true.
00:05:01
Speaker
But no, that's awesome.
00:05:02
Speaker
And so, yeah, something that's been really cool to see is, I don't know if you've noticed this, Zara, but like being in solar for a while, all the ladies I work with, most of the girls, a lot of them are like this super like strong type A personality, like super aggressive ladies.
00:05:16
Speaker
And I'm like, okay, I can see why these people, really strong personalities, you can kind of see that they're meant for sales.
00:05:22
Speaker
But like with you, I never like, yeah, I mean, maybe you're like that on the doors.
00:05:26
Speaker
I'm sure you become, you tell them why you're there and all that.
00:05:28
Speaker
A little bit more aggressive, yeah.
00:05:29
Speaker
But that's something I noticed about you.
00:05:31
Speaker
You're not like that super like in your face personality.
00:05:33
Speaker
You're not up there screaming at people for meetings and things like that.
00:05:37
Speaker
So, yeah, like being a woman in the industry, it was that, well, first, like in your other sales jobs, was it mostly like also kind of male dominant and all that?
00:05:48
Speaker
Any sales industry I've ever been in has been male dominated.
00:05:51
Speaker
I was always like the only girl in all of them.
00:05:53
Speaker
Yeah.
00:05:54
Speaker
So you're just used to that.
00:05:55
Speaker
I'm just used to it.
00:05:56
Speaker
Yeah.
00:05:56
Speaker
I like, um, played rugby growing up.
00:05:59
Speaker
So I was just always, yeah, like involved in like very like aggressive sports.
00:06:03
Speaker
And yeah.
00:06:03
Speaker
So once I got into sales, I'm like, oh, this is my place.
00:06:05
Speaker
Yeah.
00:06:06
Speaker
I just felt like it.
00:06:06
Speaker
Yeah.
00:06:07
Speaker
But I like how you mentioned that.
00:06:08
Speaker
Yeah.
00:06:09
Speaker
I actually teach a lot in women in sales to know a balance of their feminine energy and their masculine energy and when to tap into either one, like depending on the sale or like the customer.
00:06:21
Speaker
And then just in your like general, like personal life, you know?
00:06:24
Speaker
So it is very important for we, us women or men just to become the best version of ourselves.
00:06:30
Speaker
And women, like we're,
00:06:32
Speaker
created to be feminine.
00:06:34
Speaker
But when we're in sales, we just have to learn when to tap into that masculine energy where you're being aggressive, being pushy or, you know, controlling the conversation that the way that you want to go.
00:06:43
Speaker
But that's a really good point because that's one thing that I learned in my personal development is like when to tap into that when I'm at work and the right situation.
00:06:53
Speaker
So like I don't want to be super aggressive and have like this masculine over dominating like personality with even my coworkers.
00:07:00
Speaker
And I definitely don't want to take that home.
00:07:02
Speaker
So just learning of when it's necessary in a home, being a girl that is feminine will help you actually gain more customers.
00:07:11
Speaker
Because feminine energy is more just like, you're more the cheerleader.
00:07:15
Speaker
You're more nurturing, and you're more soft-spoken.
00:07:19
Speaker
Yeah, you don't have to be what a lot of women think.
00:07:22
Speaker
It's like, I have to be super aggressive in order to do sales.
00:07:26
Speaker
Or I have to be totally tough skin.
00:07:28
Speaker
It's like, you can be all of the things that God has created you to be, but just knowing when to do it is what you need to hone down.
00:07:36
Speaker
Yeah, that's good.
00:07:37
Speaker
Yeah, because that's something for me too.
00:07:39
Speaker
I'm not like this super aggressive dude.
00:07:40
Speaker
And I see a lot of top guys.
00:07:44
Speaker
And I remember when I first started in sales and solar, I'd be like, okay, it's...
00:07:48
Speaker
Maybe I'll never be a top guy because I'm not this aggressive, shouting, super strong personality.
00:07:54
Speaker
Yeah.
00:07:55
Speaker
But, yeah, it's like you said, I think if we can channel some of that and just play on our strengths.
00:07:59
Speaker
Right.
00:08:00
Speaker
Like, I know I'm not going to be aggressive and so I'm going to be, like, the chill guy.
00:08:03
Speaker
I'm going to be persistent, but hopefully, like, chill and just, like.
00:08:07
Speaker
coming off of it.
00:08:07
Speaker
I don't care whether you do this or not.
00:08:10
Speaker
So I think everyone has to learn to be able to tap into the other personalities a little bit, but also play to your strengths.
00:08:16
Speaker
So yeah.
00:08:17
Speaker
Just be that best version of yourself in every single appointment and on the doors.
00:08:21
Speaker
And just, if you can just like, I always teach to, if you could just be you and all rounded in all areas of your life, when you go speak to your customers, you're just bringing that same person, you know?
00:08:33
Speaker
Because I think one thing that I see a lot of
00:08:35
Speaker
Even it's not even like women or it's both men and women in sales.
00:08:40
Speaker
They try to be something that they're not.
00:08:42
Speaker
And they try to like duplicate something that's just not them.
00:08:45
Speaker
And it's like the point is to gather all the gold nuggets that really allow you to.
00:08:51
Speaker
flourish into that person that you're supposed to be and then put it all together and then get those results.
00:08:56
Speaker
Yeah, so
Role of Coaching and Mindset in Sales Success
00:08:57
Speaker
good.
00:08:57
Speaker
And so I want to get into a lot of something I've always like respected and learned a lot from you is, yeah, just the organization.
00:09:04
Speaker
You have really good systems set up to involve your setters, get your deals to install.
00:09:10
Speaker
um so i want to talk about that but um before that you mentioned just you know the like the mindset shift that you had to be able to go from 100 grand to making like half a million now over a million so what is it just for our listeners what were some things that helped you like have that mindset shift and what i don't know what are some things that people can do to start to like think bigger and uh change their mindset that's good yeah like a low to higher producer
00:09:34
Speaker
Um, I would say like one, one big thing that I learned is just not having like a poverty mindset.
00:09:40
Speaker
So a lot of us just didn't grow up with money.
00:09:41
Speaker
I didn't grow up with money.
00:09:43
Speaker
I grew up, um, super middle class had to like, had almost like a scarcity mindset.
00:09:47
Speaker
Like I, once I had something, I was really afraid to let it go.
00:09:50
Speaker
So I think when a lot of people like come into this job, they make like their first six, 10 K and then just spend it right away.
00:09:57
Speaker
Or like
00:09:58
Speaker
Maybe they just hold on to it and they're like afraid to go get more because they're just not used to having so much money.
00:10:03
Speaker
I had this issue where I just wasn't, I was making a hundred thousand a year and I'm like, oh, like I almost, I knew deep down I was worth to have more because of my skillset.
00:10:14
Speaker
But there was something always self-sabotaging myself from like getting that more.
00:10:19
Speaker
So when I started going through therapy and coaching and I would say exactly like therapy is more so just like,
00:10:26
Speaker
letting out your feelings, but coaching is someone can actually tell you what to do and drive you in the direction of like seeing your blind spots, calling them out and then giving you direction on what you should do.
00:10:36
Speaker
When I really started having that combination of both, I started working on my childhood trauma and then learning how my parents and how my family dynamic taught me about money.
00:10:46
Speaker
And then what have I gone through where it gave me that scarcity mindset.
00:10:50
Speaker
So once I started getting out of that and really learning about
00:10:55
Speaker
myself and letting go of like my past traumas is when i started realizing oh i am worthy of being a millionaire and i am worthy of like you know making 80 to 100 000 like a month you know because before it's like oh six to 10k that's like good enough for me you know i was almost scared to make more it's like like i said a self-sabotaging so if you can work with a coach to to work with you on not to self-sabotage but to be like i
00:11:20
Speaker
I know my purpose.
00:11:21
Speaker
I'm destined to, to have like this in my life.
00:11:24
Speaker
And I was created to create like wealth, to not just help myself, but to help my family and my future family.
00:11:30
Speaker
Like you start tapping into like that, that portion of you and you believe in yourself so much that you just skyrocket.
00:11:36
Speaker
So that was the biggest thing is like just, um, coaching, working on trauma.
00:11:40
Speaker
And it's, it's funny how like we talk about this so much like mindset, but it's,
00:11:45
Speaker
like sales is a people industry, you know, and you're communicating with people all the time.
00:11:49
Speaker
So if you're not coming to your appointments with that, like I'm bringing my best version of who I truly am, like confident and like I'm sharp and I believe in myself, which means I believe in my product.
00:12:02
Speaker
I believe in my company.
00:12:03
Speaker
And if you are not the right client for me, I will actually let you go.
00:12:07
Speaker
You come in with a different kind of fire, you know, and if like,
00:12:11
Speaker
That's what people don't understand is like they gravitate just on the skill set, skill set.
00:12:15
Speaker
It's like, yeah, but if you don't have passion and hustle and a big why, you're not going to hit that.
00:12:20
Speaker
So that was a big thing for me.
00:12:21
Speaker
So I would I would tell people coaching is absolutely a must.
00:12:25
Speaker
Find a coach that can pour into you, see your blind spots, like not just business wise, but personally, and then definitely have a big why.
00:12:32
Speaker
Understand like, OK, why am I here?
00:12:35
Speaker
So I know my why of like my purpose.
00:12:37
Speaker
And then when you have that clear vision,
00:12:40
Speaker
um, you'll be able to attain those goals.
00:12:42
Speaker
Yeah.
00:12:43
Speaker
Okay.
00:12:43
Speaker
Yeah.
00:12:44
Speaker
That's so good.
00:12:44
Speaker
And I wanted to talk about that first, just cause all the stuff you do around, you know, selling and getting your deals, the install.
00:12:50
Speaker
It's like you said, none of that really matters unless you can get your mind to a place where you're actually producing and not coming across to your customers as needy.
00:13:00
Speaker
Like all this stuff comes in.
00:13:01
Speaker
Or desperate.
00:13:02
Speaker
Yeah, exactly.
00:13:03
Speaker
That's one thing I instill in all of my, um, my team is that I'm, I'm all about, Hey, like, um,
00:13:10
Speaker
making sure that you guys know financially how much you can make, but then giving you, I want to know your vision.
00:13:15
Speaker
I want to know how you think about money.
00:13:16
Speaker
I want to know how you think about yourself.
00:13:18
Speaker
So my team, I I'm really focused on not just coaching them in, in doors, but I coach them in life, you know, and they, they see the fruit in my life.
00:13:27
Speaker
And I make sure that the mentors that are also working with them are personally working on their personal development and,
00:13:33
Speaker
and getting the fruit.
00:13:34
Speaker
I think it's extremely important that you don't just follow people that make a lot of money, but they really are successful in all areas of their life, you know?
00:13:42
Speaker
And that's why I love valor of like family fitness, you know, faith, family fitness, and finances.
00:13:47
Speaker
If you're working on everything in your life and you see them being successful, it's like, okay, that's who I want to follow.
00:13:52
Speaker
Yeah.
00:13:52
Speaker
You know?
00:13:53
Speaker
Yeah, no doubt.
How to Evaluate Effective Coaches
00:13:54
Speaker
Yep.
00:13:54
Speaker
And I was asked, I had another, recently I interviewed this like Superbowl champ.
00:13:59
Speaker
He came on the podcast, but he does like coaching, consulting and all that now.
00:14:03
Speaker
And so, yeah, I was asking him because there's so many coaches out there, too, online, social media, and kind of make yourself look great when maybe you're not as good as it seems on social media.
00:14:13
Speaker
And so, yeah, I think the way you know if you should follow the coach, it's the same way Jesus was teaching, like, by their fruits and all that.
00:14:22
Speaker
Yeah.
00:14:22
Speaker
Buy their fruits.
00:14:23
Speaker
Yeah.
00:14:24
Speaker
So it's probably a good thing to look at.
00:14:26
Speaker
Like, are they, like, if you're getting coaching from a guy that's, uh, has a terrible family life, you know, maybe you should like look at more than just one thing.
00:14:34
Speaker
So, yeah.
00:14:36
Speaker
But, uh, no, I think that's super important because one thing is that like being in sales for such a long time, like I said, like over a decade, like almost two decades now, um, I have followed a lot of leaders where I saw them making great money, but they weren't like
00:14:52
Speaker
humble they had a huge ego or they weren't loyal to their wives and like I just didn't like when you're becoming that best version of yourself you're getting really closer to your faith yeah and then that's when you're like I don't want to just make money like the fruit of me being successful will be money but if I can get close to people that are like you know having a great family life like that's really what gravitated to me to the guys here as I saw them being
00:15:17
Speaker
excellent husbands or excellent like men that were full of integrity and seeing how they did that in their personal lives.
00:15:25
Speaker
I'm like, they're they're going to run their business the same, you know.
00:15:28
Speaker
So I make sure to like be very transparent and like my squad is like, hey, like we're super transparent of like what we're doing here and what we're doing for you.
00:15:35
Speaker
And if you want to be on that same path, like we can get you there.
00:15:37
Speaker
Yeah.
00:15:38
Speaker
Love it.
00:15:38
Speaker
A hundred percent.
00:15:39
Speaker
Yep.
00:15:40
Speaker
So yeah, go get a coach, work on that mindset for sure.
00:15:43
Speaker
Super important.
00:15:44
Speaker
So yeah, let's shift gears a little bit.
00:15:46
Speaker
I want to talk about Zyra is super organized with the backend stuff.
00:15:50
Speaker
So can you give our listeners some tips on, cause I know it's a huge issue.
00:15:53
Speaker
I talk to companies all the time where like, okay, sign to install.
00:15:57
Speaker
It's like, well, you know, 50%, 40% that sometimes even worse.
00:16:02
Speaker
So it's like, I think it's a huge issue we have is signing up all these people.
00:16:05
Speaker
And then they're just falling off.
00:16:07
Speaker
They're not going to install.
00:16:08
Speaker
Absolutely.
00:16:08
Speaker
Guys forget.
00:16:09
Speaker
I just did a podcast the other day.
00:16:11
Speaker
We're just talking about how guys will leave holds on their accounts.
00:16:14
Speaker
We'll just be like, oh, go get these missing documents later.
00:16:17
Speaker
And then they'll forget about it for like a month.
00:16:20
Speaker
I think part of it is just because like in sales, we all have ADD.
00:16:23
Speaker
We're just like on to the next thing.
00:16:24
Speaker
Yeah.
00:16:24
Speaker
Like, okay, we'll do this later and procrastination.
00:16:28
Speaker
So yeah, what are some, can you give us some tips on like the systems you have in place to help get these signed deals to install?
Organizing Sales Processes for Success
00:16:35
Speaker
And then another thing that I really like is you also work with your setters.
00:16:39
Speaker
It's not just you doing the work, but you're also involving them.
00:16:42
Speaker
So yeah, tell us about some of the systems you have in place.
00:16:45
Speaker
And I'll start off too, because you just brought up a really good point.
00:16:47
Speaker
Like a lot of people in sales do have ADD or like OCD.
00:16:49
Speaker
Yeah.
00:16:51
Speaker
Let those things work for you.
00:16:53
Speaker
Because the thing about like ADD, that just means that you can actually multitask, you know, and if you have OCD, you can be a perfectionist in this job.
00:17:01
Speaker
So when I created my systems and my structure, I allowed those things to like, exactly, I have like a whole system of place that
00:17:11
Speaker
I have my, all my mentors also follow and then have them teach my setters or their setters like the same thing.
00:17:18
Speaker
So for one, like the, our whole squad is like following the same system.
00:17:22
Speaker
Um, so our biggest thing is when we recruit, we're not just hiring like a warm body.
00:17:27
Speaker
Like it's like, okay, like they need to just like earn their way to be on the squad.
00:17:31
Speaker
Okay.
00:17:33
Speaker
So when we have like that first initial, uh,
00:17:36
Speaker
conversation of like, they want to come work with us or they come to correlation.
00:17:39
Speaker
I'm like, go shadow for a day and let me know that you even like what we do because they come here and they see the hype and they see the money and the glory, but then they get out there and they're like, they're all scared and then they don't want to work.
00:17:49
Speaker
Right.
00:17:50
Speaker
So my biggest thing is I don't just recruit from the first conversation.
00:17:53
Speaker
So I'm like, go out to the hood.
00:17:55
Speaker
You're going to stay out there for four to six hours.
00:17:57
Speaker
You're going to really feel it in your body, what it's like to knock this long.
00:18:00
Speaker
And then if you like it,
00:18:02
Speaker
I'm going to get some feedback from your mentor.
00:18:04
Speaker
Like, how were you there?
00:18:05
Speaker
Did you just kind of like straggle?
00:18:07
Speaker
Did you take notes?
00:18:08
Speaker
Were you asking a bunch of questions?
00:18:10
Speaker
Were you kind of engaging with like the homeowner?
00:18:12
Speaker
I want to hear if they're shy, timid or like they're outgoing, you know, based off of that.
00:18:18
Speaker
Then I'll send them like an onboarding email where I actually tell them like, hey, for the first 30 days, you're on probation.
00:18:24
Speaker
So that just means that you have to follow this complete structure of showing up to our correlations, which are twice a week.
00:18:33
Speaker
We have a weekly Zoom call for our whole squad.
00:18:37
Speaker
We have boot camps, which are teaching here at Legacy.
00:18:41
Speaker
So you just have to show up to all these things, basically, for your first month.
00:18:46
Speaker
And you also have to do your door knocking numbers or you're hitting your amount of appointments.
00:18:51
Speaker
If they follow that, great.
00:18:53
Speaker
Like I can work with people that show, always show up and work hard.
00:18:58
Speaker
But if they, if they don't, then I have that email to show like, Hey, like we should just part friends, you know, like let's shake hands.
00:19:06
Speaker
Yeah.
00:19:07
Speaker
So my biggest thing is like the, the, the people on your team, if you have some weak links, don't be afraid to let them go.
00:19:15
Speaker
Like a lot of people make too much friends, like have like these friendships with like their, their teammates, which is great.
00:19:21
Speaker
But if you can't separate business from friendship, you're going to have a lot of people that just are not going to respect you because you're not putting down your foot of this is a business and we need to run it like a sales floor.
00:19:33
Speaker
So that's my baseline is our setters.
00:19:37
Speaker
And then from there, it's just building a culture that from the time that you get hired, you are learning to be a closer and you're treating this like a business.
00:19:45
Speaker
So I'm constantly like, yeah, setters go to
00:19:49
Speaker
all your appointments, you know, with your closers.
00:19:52
Speaker
So you're like learning the lingo, the body language, like the objections, all that kind of stuff.
00:19:56
Speaker
I also have setters go to all of our site surveys to make sure that they're continuing to build that relationship because closers are usually like busy, you know, and to bring a gift.
00:20:04
Speaker
So you're more so building that relationship, putting us in a group thread.
00:20:08
Speaker
So then that way, keeping up the conversation.
00:20:11
Speaker
So if another person comes and knocks that door, we have a strong foundation and relationship with our clients.
00:20:17
Speaker
And then my thing is that like hey,
00:20:19
Speaker
Um, Mr. Homeowner, you're going to hear from me every like week on update on your account, whether I know something or not.
00:20:24
Speaker
So I'm, as I'm doing that, I'm literally contacting the dealer like every three days maybe, or for sure twice a week.
00:20:33
Speaker
And I'm figuring out where my sales at.
00:20:35
Speaker
Is it in still design?
00:20:35
Speaker
Because a lot of like, um, things can go wrong within a sale, right?
00:20:41
Speaker
Like they're always like fumbling the ball somehow.
00:20:44
Speaker
And I have learned to, instead of getting upset, it's just to take self like responsibility.
00:20:48
Speaker
I'm like, Hey, I can call.
00:20:49
Speaker
and figure out what it is.
00:20:50
Speaker
So know your back end.
00:20:52
Speaker
So as you're working your back end, you're speaking with your homeowner and then you keep yourself organized of like all your sales, like when it got signed, like the account number, who it signed with, what EPC and system size.
00:21:04
Speaker
So if anything changes by the time it gets installed, you know, like you're still getting paid what you're supposed to.
00:21:09
Speaker
So it's just having everything written, keeping good phone communication with all parties in and then your deal will install, you know?
00:21:17
Speaker
Well, a lot of people where they fail or they not fail, but they don't do well in this job is like there's zero communication with your clients.
00:21:25
Speaker
You're not coming back to have them see your face again.
00:21:28
Speaker
So if you're not showing up to the site, you're not coming with a gift.
00:21:31
Speaker
You're more just a sales rep.
00:21:32
Speaker
You want to be friends with your customers.
00:21:34
Speaker
And then if they see you as a friend, people don't cancel on their friends, you know?
00:21:38
Speaker
And then just being a professional, if you're constantly contacting the dealer, you will learn more about like the solar process.
00:21:45
Speaker
And then you're on top of it of like, okay, I'm going to get this deal to install in like three weeks from the time I signed it.
00:21:51
Speaker
So my thing is like, if I'm in an area that installs in a week, I will push for that week.
00:21:55
Speaker
If I can get it in two or three, perfect.
00:21:57
Speaker
And I don't get anything past like a three week install.
00:22:00
Speaker
Yeah.
00:22:00
Speaker
Unless there's like an issue or something, you know?
00:22:03
Speaker
So point is just to be on top of it.
00:22:04
Speaker
Right.
00:22:05
Speaker
Again, this is where your OCD can come in really well.
00:22:08
Speaker
It's like I'm a perfectionist.
00:22:09
Speaker
I have everything written.
00:22:10
Speaker
I have my structure.
00:22:11
Speaker
And especially with all like my setters and closers, I have us all in a spreadsheet.
00:22:16
Speaker
I know their numbers.
00:22:17
Speaker
We go their numbers every single week.
00:22:19
Speaker
and then all their closes, making sure that everything's approved.
00:22:21
Speaker
So as long as you're managing your system and then you're motivating, you're not like cracking the whip on your people, but you're inspiring and motivating them, like they will continue to stay faithful and keep moving forward and getting you sales.
00:22:33
Speaker
Yeah.
Caring More Than Competitors in Sales
00:22:34
Speaker
Yeah.
00:22:34
Speaker
That's so good.
00:22:35
Speaker
Yeah.
00:22:35
Speaker
Yeah.
00:22:35
Speaker
It's like.
00:22:36
Speaker
Because, yeah, a lot of people are like, oh, I'm too busy to go to all my installs and, like, show up to site surveys.
00:22:42
Speaker
But what's so cool is you're also involving the setter, too.
00:22:45
Speaker
Yeah.
00:22:46
Speaker
It's like, hey, you go back.
00:22:47
Speaker
You can take them all gifts.
00:22:48
Speaker
Yeah.
00:22:49
Speaker
And we're in this together.
00:22:50
Speaker
Yeah.
00:22:51
Speaker
Because it's like, yeah, setters.
00:22:52
Speaker
You both have that client together.
00:22:53
Speaker
Yeah, especially if you're paying them good.
00:22:55
Speaker
A lot of times it's like, you know, 50%, whatever the split is on the deal.
00:22:59
Speaker
Like, hey, let's work on this together.
00:23:01
Speaker
Yeah.
00:23:02
Speaker
Absolutely.
00:23:02
Speaker
Because some of these setters are like, oh, my closer is leaving stuff not done on the back end and all that.
00:23:08
Speaker
Yeah.
00:23:09
Speaker
But if you teach them from the beginning to be a part of that process.
00:23:12
Speaker
Yeah.
00:23:12
Speaker
One, it keeps them like it keeps the setter involved to like caring about that sale.
00:23:16
Speaker
But it also teaches them.
00:23:17
Speaker
So once they get to be a closer, it's like they're not just being bombarded with information.
00:23:21
Speaker
It's like I've been learning all these steps since I got hired.
00:23:23
Speaker
You know, so that's my biggest thing.
00:23:25
Speaker
yeah but it's just like what you said like how much do you really want that deal to go to install and so that's the that's where it comes into like the discipline and again the self-worth it's like okay i need to get paid i'm trying to make a million dollars this year so how much effort and um am i precision am i putting in every single sale that i close how fast am i working on it how much am i carrying
00:23:49
Speaker
I love how Andy Elliott says, you just gotta out care everybody.
00:23:52
Speaker
And that really stuck with me.
00:23:54
Speaker
I'm like, as a closer, you gotta out care every person that has talked to this person and how they've dealt with salespeople in the past.
00:24:00
Speaker
In setters, you gotta out care every person knocking that door.
00:24:04
Speaker
Yeah.
00:24:05
Speaker
No one cares.
00:24:06
Speaker
The installer, whoever you're calling in the office, like they don't, they're getting paid minimum wage.
00:24:10
Speaker
They don't care.
00:24:11
Speaker
Don't care about your sale.
00:24:12
Speaker
Yeah.
00:24:13
Speaker
You got to care more about everyone else.
00:24:14
Speaker
Yeah.
00:24:15
Speaker
Yeah.
00:24:15
Speaker
So yeah, it's like, you got to take that initiative.
00:24:18
Speaker
But yeah.
00:24:18
Speaker
And then for the setters, what type of gifts are you, you're having them just go, I know you've trained us on it.
00:24:23
Speaker
Yeah.
00:24:23
Speaker
What do you have them bring?
00:24:24
Speaker
Just something small.
00:24:25
Speaker
So like, since I do have my setters come to every close, I have them pay attention.
00:24:31
Speaker
Like some families are,
00:24:34
Speaker
I think food is a really good thing to build commodity.
00:24:39
Speaker
I mean, the Bible talks about it, like gathering with food with your family or friends.
00:24:46
Speaker
I always say like I go to Whole Foods and I get like these really cute cupcakes.
00:24:50
Speaker
They're super cute.
00:24:51
Speaker
They're like three dollars each, but they're so different and they're delicious.
00:24:55
Speaker
And we actually had them at our wedding.
00:24:57
Speaker
So I actually bring those cupcakes.
00:25:00
Speaker
Yeah, I get something super cute.
00:25:02
Speaker
Or let's say like you're in your clothes and they're like, hey, like we travel a lot and they have like a whole bunch of like cookies.
00:25:08
Speaker
like fridge magnets or something.
00:25:10
Speaker
I'll go get something from like from Amazon or San Diego's fridge magnet or something like that.
00:25:15
Speaker
Just something cool.
00:25:16
Speaker
We've had setters that like she was a painter, so she painted her client like a small little painting.
00:25:21
Speaker
Just like super cool things, you know, so just like pay attention to your clothes care, make conversation, build that relationship.
00:25:28
Speaker
And like they'll tell you like
00:25:30
Speaker
what they like and then you just bring it something that's like 10 20 worth it doesn't have to be expensive it's like just the thought that counts yeah i love that yeah and um so when you're bringing your setters to the deals um because i know there's different opinions on that in your industry like some people are like oh i'll never come to a deal get out knock more doors
00:25:50
Speaker
So what's your thinking behind that?
00:25:51
Speaker
For you, why do you have them come to deals versus just going out and knocking more doors?
00:25:55
Speaker
Because my goal, well, I have, okay, I have like a few goals.
00:26:00
Speaker
One, I want to build more closers, right?
00:26:03
Speaker
So for me, it's like, again, I don't want them to be like a setter for like three months and then just start getting like nuggets poured into them about closing.
00:26:11
Speaker
It's going to take them a lot longer to get to that point then.
00:26:14
Speaker
But if they're trained from day one to like,
00:26:17
Speaker
know what's happening inside of clothes and how documents work and all that kind of stuff.
00:26:20
Speaker
Like just being a fly on the wall that it's just, it's a classroom every single time that they're inside of clothes.
00:26:25
Speaker
They'll learn so much faster.
00:26:27
Speaker
Two, it's like it will make their job as a setter a lot better if they are in a clothes and they see the dynamic of why we say the things at the door of like with the homeowner, right?
00:26:38
Speaker
Um, they also learn all the objections, you know, they, they, they learn how the communication, the tonality, remember like a lot of these times we're just sending, we're training our setters for a few days and then sending them out to the wolves, you know?
00:26:49
Speaker
So if they can be more inside of clothes where they're spending like two hours with you and the homeowner, they see the dynamic and all those things that have to do with solar, they're gonna just be filled with so much more information.
00:26:59
Speaker
It's the exact same reason why I actually do a closer training for all my closers once a week.
00:27:05
Speaker
And I keep it open for my setters to show up.
00:27:07
Speaker
I'm like, hey, you're like, you guys aren't involved in this.
00:27:09
Speaker
But you can come in and just learn everything that we're learning.
00:27:12
Speaker
Because again, it's just going to make their job so much better.
00:27:14
Speaker
Yeah.
00:27:15
Speaker
So I'm not really like about like, just go get me another sale.
00:27:18
Speaker
If we're in competition, you're not coming to the close.
00:27:20
Speaker
Just go set more.
00:27:21
Speaker
But if you're like, yeah, if you're if you're have like three appointments, like maybe come to two, you know, or like come to one, but definitely come as often as you can.
00:27:30
Speaker
And I
00:27:31
Speaker
honestly when i was a setter i came to all of mine because i was hungry i wanted to learn i wanted to get to that next level so if i closer told me you're not coming to close i'm like heck to the heck to the yeah i am like what do you mean i'm not clubbing it's my business too you know so i i do leave it open to it's like if you want to come you're going to be a closer but if you're like you want to be a setter for like a year then don't come
00:27:52
Speaker
Okay, so you're not, like, for it.
00:27:53
Speaker
You're, like, how you decide what you want to do, but it's kind of what I recommend.
00:27:57
Speaker
Yeah, and that's the thing, though.
00:27:58
Speaker
The mentality of, like, I would say half my guys, it's, like, they want to scale up.
00:28:02
Speaker
They want to, like, eventually, like, get promoted, and most people want that feeling, so, like, I allow them to come.
00:28:07
Speaker
Plus, they...
00:28:07
Speaker
can be in the close and build that relationship, continue to talk while you're like doing all your numbers and stuff.
00:28:11
Speaker
So I think it helps.
00:28:13
Speaker
Yeah, for sure.
00:28:14
Speaker
Yeah.
00:28:14
Speaker
And then because like I know there's different kind of metrics when people should step into closing.
00:28:20
Speaker
And I'm sure you've seen it too.
00:28:21
Speaker
You guys have maybe started closing before they're ready and then they don't have money and then, you know, just crash and burn.
00:28:27
Speaker
All that stuff can happen too.
00:28:29
Speaker
Yep.
00:28:29
Speaker
So what do you do with that?
00:28:30
Speaker
Like, when do you know people are ready?
00:28:32
Speaker
I don't know if you have metrics in place.
00:28:33
Speaker
I do.
00:28:34
Speaker
You need this many deals.
00:28:35
Speaker
You need this much money.
00:28:36
Speaker
Yeah.
00:28:38
Speaker
So to be a setter to go to closer, you need to at least set 10 appointments in your first quarter.
00:28:44
Speaker
Okay.
00:28:45
Speaker
Yeah.
00:28:45
Speaker
10 sales should be.
00:28:47
Speaker
10 sales.
00:28:47
Speaker
10 sales should be.
00:28:48
Speaker
And my biggest thing is because we do have like a metric with our division of four sets a month, but
00:28:56
Speaker
For me, it's like I want to see 10 sales closed within
Benchmarks for Setters to Become Closers
00:29:00
Speaker
that quarter.
00:29:00
Speaker
That's three months, you know?
00:29:02
Speaker
So if like that's 10, that's like how if you've set like 16 or let's say, yeah, in a quarter and 10 of those went to install, like you should be getting good numbers like that.
00:29:12
Speaker
From there, to be a closer, you should have at least 10K in your bank account.
00:29:17
Speaker
Because my biggest thing is just like when I hire people, I will not hire you if you're dead broke.
00:29:22
Speaker
Because it's like you're going to have commission breath.
00:29:25
Speaker
and like all the stuff at the doors, it's not going to be good energy.
00:29:28
Speaker
So the same thing, I don't want people becoming closers and having like that scarcity of just like desperation of like, oh my gosh, like I need to get a sale and I need to hit my metrics.
00:29:39
Speaker
So I want them to transition into being closers.
00:29:42
Speaker
So once they hit their 10 sales, I start having them do half the close.
00:29:48
Speaker
Like they do the beginning, like the discovery questions, maybe breaking down the bill.
00:29:53
Speaker
They're already starting to be involved.
00:29:55
Speaker
So once they graduate, they have money and they've already been practicing a lot.
00:30:00
Speaker
Yeah.
00:30:01
Speaker
And again, that's why it's so good that they're in every single close because they've, they've seen everything.
00:30:05
Speaker
Yeah.
00:30:05
Speaker
Okay.
00:30:06
Speaker
No, I think that's good.
00:30:07
Speaker
Cause yeah, most companies that I talk to, they don't, they wait till they hit the metrics, then they start closing them.
00:30:12
Speaker
And yeah, to your point, I think that's part of the reason why they probably take forever to get good at closing.
00:30:17
Speaker
Cause it's like, they've never even seen a close for the first six months.
00:30:21
Speaker
And it's scary.
00:30:22
Speaker
Yeah.
00:30:23
Speaker
I mean, I just can imagine like when me already having like a decade worth of sales experience when I came to do solar,
00:30:31
Speaker
And it was scary for me, even like going into like my first close and doing everything myself, even knowing all my basics of like selling.
00:30:39
Speaker
So I can't just imagine most people who don't have a sales background and they're setting and then suddenly become a closer.
00:30:44
Speaker
It's like I want to make sure that they're.
00:30:47
Speaker
being poured into and trained all along the way, you know?
00:30:50
Speaker
So once they get to closing, I need to have confidence that they can close.
00:30:54
Speaker
Yeah.
00:30:54
Speaker
Cause I don't, same thing.
00:30:55
Speaker
I don't want to just send someone out to the wolves.
00:30:56
Speaker
It's like, look, like I have my numbers and my quota to hit too.
00:31:00
Speaker
So unless like you're dedicated to your numbers too, like I'm just not going to just throw you in and take a chance, you know?
00:31:06
Speaker
Yeah.
00:31:06
Speaker
I want to make sure that they feel
00:31:09
Speaker
comfortable doing it and they're happy and excited, but like they can do it, you know?
00:31:13
Speaker
Yeah.
00:31:14
Speaker
Yeah.
00:31:14
Speaker
It's so good.
00:31:15
Speaker
So yeah, I think for the listeners, yeah, just make sure to set up systems.
00:31:19
Speaker
Um, not, not too many people have that attention to detail where they like, you know, have the whole spreadsheets and all that.
00:31:25
Speaker
And I mean, you got spreadsheets for pretty much everything, you know, customers.
00:31:30
Speaker
I have spreadsheets for all my team and then our clients.
00:31:34
Speaker
And then I have I use something as easy as like iPhone notes for like on your iPhone.
00:31:40
Speaker
You have the notes.
00:31:41
Speaker
I have two of them for all the training.
00:31:43
Speaker
So everything I've ever learned in solar, like objections, pitch.
00:31:47
Speaker
everything like just your progression from every single position and like your expectations so i can like constantly update them and it's all clean and structured and then every time i hire someone they get that link and their homework is to memorize all that stuff nice yeah that's good yeah that makes it easy and then yeah it's like as you're getting busier and busier you already have it in place so it makes it easy just send them the link send this that send them the link the onboarding you already have what they're going to get sent for onboarding
00:32:15
Speaker
Because that's part of an issue I struggle with and probably a lot of people.
00:32:18
Speaker
It's like a difference.
00:32:20
Speaker
You know, you do an interview, like what happens next?
00:32:23
Speaker
What are the metrics going to be with this person?
00:32:24
Speaker
Exactly.
00:32:25
Speaker
And if you got to like repeat yourself and you're hiring like one after the other, like constantly, it could get really draining for you as a leader.
00:32:32
Speaker
So that's where it's like if you have something like already created and you're like, hey, read this, you're hired.
00:32:38
Speaker
And then next day you discuss it and any kind of questions like it just saves you time.
00:32:42
Speaker
The best thing to do as a leader
00:32:44
Speaker
is to delegate, create a system so you're not constantly repeating yourself.
00:32:47
Speaker
But you're saving yourself time.
00:32:49
Speaker
Yeah.
00:32:50
Speaker
Yeah.
00:32:50
Speaker
That's fire.
00:32:51
Speaker
Yeah.
00:32:51
Speaker
So
Accountability and Teamwork in Sales Competitions
00:32:52
Speaker
cool.
00:32:52
Speaker
So yeah, the two other things I wanted to get into before we ran out of time here is something I've seen you do is just turn it on for competitions.
00:33:01
Speaker
I mean, you had, what did you do?
00:33:03
Speaker
Like 20 in a week, 16 in a week, or some crazy number?
00:33:06
Speaker
Yeah, we did our last master's competition.
00:33:11
Speaker
I personally did 27 and then our whole squad got 76 sales.
00:33:15
Speaker
Yeah.
00:33:16
Speaker
Yeah.
00:33:16
Speaker
In three weeks.
00:33:17
Speaker
Yeah.
00:33:17
Speaker
Just like insanity.
00:33:18
Speaker
And I know there's other people here in the legacy offices that can turn it on too.
00:33:23
Speaker
Yeah.
00:33:24
Speaker
But yeah, it's just like a different level.
00:33:26
Speaker
I see a lot of the leaders, especially you guys just turn it on and hit these huge numbers.
00:33:31
Speaker
So I'm sure you're going to say like a lot of it is mindset too, but like what is accountability is big on that.
00:33:37
Speaker
So when it comes to like competitions or even we had for our squad, we had a goal of hitting 50 installs in like last quarter.
00:33:46
Speaker
And so every time we have like, I have like a big number of like, we have to hit this number.
00:33:51
Speaker
it comes down to accountability, right?
00:33:53
Speaker
It's really hard to keep people disciplined.
00:33:55
Speaker
So for example, for both things, I did blitzes.
00:33:57
Speaker
So I did do like one straight week.
00:33:59
Speaker
I get the Airbnb.
00:34:00
Speaker
I pay for everything.
00:34:01
Speaker
I'm like, we get up together at 10 a.m.
00:34:05
Speaker
We have a little powwow.
00:34:05
Speaker
We have breakfast.
00:34:06
Speaker
And then we go out and knock and I'm going to lock the doors.
00:34:09
Speaker
You're not back until 8 p.m.
00:34:11
Speaker
Yeah.
00:34:11
Speaker
At least like once.
00:34:13
Speaker
And I kept that up like once a quarter, we're going to be doing blitzes.
00:34:17
Speaker
And it's like one, it builds the commodity, it keeps accountability.
00:34:19
Speaker
You're working there the whole time.
00:34:21
Speaker
And it's crazy, like just even doing local blitzes, like how much business you can get just from one week, you know, because you're just out there working constantly.
00:34:29
Speaker
So one that that was one thing is like giving them the opportunity to like you're in a group.
00:34:34
Speaker
We're all out there knocking.
00:34:36
Speaker
I would say second is.
00:34:38
Speaker
giving them some kind of incentive.
00:34:40
Speaker
We all knew with like the master's competition that the huge incentive was like the trip.
00:34:44
Speaker
But I would say like, even when we were trying to hit 50 and a quarter, I'm like, I'm going to take you guys on a cruise if like we hit that.
00:34:50
Speaker
And we did.
00:34:50
Speaker
So, and then we went on our cruise.
00:34:51
Speaker
Yeah.
00:34:52
Speaker
So like giving them like a vision, like something like a carrot to be like, Hey, like you guys hit this.
00:34:56
Speaker
Do you want to go on a cruise?
00:34:57
Speaker
Like I know if someone told me I'm going to take you on a free cruise, heck to the app, you know?
00:35:00
Speaker
And so I give them like a metric and same thing.
00:35:03
Speaker
And then from there,
00:35:04
Speaker
I would say just give them like a lot of like motivation.
00:35:07
Speaker
So it's just like, no one wants to be the last person behind, you know, I think during competitions, like no one wants to be that person that like ruined it for everybody.
00:35:15
Speaker
So it's just, uh, constantly just reminding them like, Hey, like we're a team unit.
00:35:20
Speaker
So our, our squad is called the A team, like the eighties group, you know, the A team.
00:35:25
Speaker
And, um,
00:35:26
Speaker
What I have done with them, I'm like, hey, like we're a family unit.
00:35:29
Speaker
No one gets left behind.
00:35:30
Speaker
So if we're going on a blitz or we're on in a competition or like we're trying to hit like a goal, call someone that you don't see out in the hood.
00:35:37
Speaker
Like I have them all take pictures like when we're knocking in the hood and to do groups.
00:35:42
Speaker
If they're not like they know to reach out to their other comrade and be like, let's get out there.
00:35:47
Speaker
You're not being left behind.
00:35:48
Speaker
Like, where are you?
00:35:49
Speaker
And that's my biggest thing is like I check like whose photos are in there and then they know that, too.
00:35:54
Speaker
Like they know to like they're leading themselves, but they're also helping to be a leader and like pulling people out with them.
00:35:59
Speaker
Yeah.
00:35:59
Speaker
Cause yeah.
00:36:00
Speaker
Didn't you guys just rent like you're, we're in San Diego and you just got like Airbnb down the street.
00:36:05
Speaker
We're still working the same area.
00:36:06
Speaker
We literally just got like an Airbnb, like 15 minutes away from here.
00:36:09
Speaker
Yeah.
00:36:10
Speaker
And then, yeah, we, we got all of our, we didn't go out of town and we got those 76 sales in those three weeks.
00:36:15
Speaker
Yeah.
00:36:15
Speaker
It's crazy.
00:36:16
Speaker
So, and that's the biggest thing is just like, yeah, having everyone go out together and love on each other.
00:36:21
Speaker
I think the, the one thing I've seen from other
00:36:24
Speaker
offices um or teams just across the nation that like aren't as successful is there's a lot of clicks in their office or clicks in the in their own little huddle and if you can build your team where like you're doing weekly things already so by the time you get to like big competitions they know how to work together and they like each other yeah you know so yeah we we built our team to like
00:36:50
Speaker
You guys are a family, you know, your success is like your brother and sister success, you know, so we all we're all going to help each other, like keep up our why, keep up our passion.
00:36:59
Speaker
Like, why are we doing this job and get ourselves out there?
00:37:01
Speaker
It's really about just having that love and accountability.
00:37:04
Speaker
You can't just have accountability.
00:37:05
Speaker
You need love.
00:37:06
Speaker
You need someone to care about you.
00:37:08
Speaker
That's cool.
00:37:08
Speaker
And I can tell because I remember talking to people on your squad.
00:37:11
Speaker
They're like, okay, here's what we do during competitions.
00:37:13
Speaker
We're out at this time.
00:37:14
Speaker
Like they already know what the expectations are for competitions and what they're going to do different and all that.
00:37:19
Speaker
So I'm like, man, these people know what to do.
00:37:22
Speaker
They know how to win.
00:37:24
Speaker
And then, yeah, like for you personally, so you think you're – because you turn it on, you close an insane amount of deals.
00:37:31
Speaker
So do you think that's just kind of like a byproduct of getting the team bought in and getting your setters –
00:37:36
Speaker
bought in or is there anything that you personally do different to like throw down big numbers during these competitions um no i mean with mine with my personal numbers um i mean it's the same thing i just like i i probably give like my setters like a different incentive like hey like 200 for every sit you know like i throw out something i have like my own squad stuff like um
00:37:58
Speaker
We have our team prizes for the month.
00:38:02
Speaker
So it's like, hey, for this many M1s, so like milestone one, after they've got the design.
00:38:09
Speaker
So I know that deal's probably not going to cancel.
00:38:12
Speaker
It's already passed the site survey it's going to design.
00:38:15
Speaker
Yeah.
00:38:38
Speaker
So I'll always get feedback from them.
00:38:40
Speaker
Like, what do you guys want?
00:38:41
Speaker
You know, and I'll get like, I want an iPad or like something like that.
00:38:43
Speaker
So like, I'll make sure that it's things that are attainable, like the easy things to like the medium to the high.
00:38:48
Speaker
I like incentives.
00:38:50
Speaker
So like when I was closing or as a setter, it would push me.
00:38:52
Speaker
You freaking say a pen is like a bird to get, I'll get that pen, you know?
00:38:57
Speaker
when I have these big competitions and I want like my personal sales to go up, I will just make sure like to throw out things spiffs to my setters.
00:39:04
Speaker
And I'm like, Hey, like I'm giving you something a little on top of what I'm giving the A team, you know, because I want you guys to be like more motivated.
00:39:10
Speaker
Yeah.
00:39:11
Speaker
Um, but it's, it's not really anything different.
00:39:14
Speaker
I feel like I'm just implementing like my, my same stuff.
00:39:16
Speaker
If they see, if your team sees you passionate and like I said, leading from the front, you're going out there and knocking with them.
00:39:23
Speaker
You're in the trenches with them.
00:39:25
Speaker
They see you getting the objections.
00:39:26
Speaker
Like it's, it's so much more, it impacts them more than you just telling them what to do.
00:39:31
Speaker
Yeah.
00:39:32
Speaker
Absolutely.
00:39:33
Speaker
Yeah.
00:39:33
Speaker
You better make sure they have solar on their place before you're paying their electric bill.
00:39:37
Speaker
Yeah.
00:39:37
Speaker
Yeah.
00:39:38
Speaker
Exactly.
00:39:39
Speaker
Yeah.
00:39:39
Speaker
Yeah.
00:39:39
Speaker
Yeah.
00:39:39
Speaker
Like, Oh shoot.
00:39:40
Speaker
I just gave this incentive to the guy that has a house.
00:39:43
Speaker
Yeah.
00:39:45
Speaker
Yeah.
00:39:46
Speaker
No, but incentives work and then just, yeah, just keeping them accountable.
00:39:50
Speaker
Yeah.
00:39:50
Speaker
Yeah.
00:39:51
Speaker
Love that.
00:39:52
Speaker
Well, so good, Zyra.
00:39:53
Speaker
It's been awesome having you on.
00:39:54
Speaker
And then, I mean, the last thing I kind of wanted to get into before we wrap up here is, like, you know, I hear from a lot of ladies that it's a male-dominated industry.
00:40:06
Speaker
Sometimes I know tough for, like, the ladies to come in and feel part of the group and maybe have as much success.
00:40:13
Speaker
Yeah.
00:40:14
Speaker
Like, it was funny.
00:40:15
Speaker
Yeah.
00:40:16
Speaker
One of the, I think the first year I was doing this podcast is I got like a kind of negative comment or like review and it was by some girl and she's like, Hey, you need to like be more inclusive.
00:40:27
Speaker
She's always like, Hey, here's what you guys should do.
00:40:29
Speaker
I'm like, yeah, that's true.
00:40:32
Speaker
I need to like,
00:40:33
Speaker
include the ladies too so I try to think about that too just because I know for me if I was going to like an industry where it's all women then I'd probably be like oh wow this is like yeah you know how do I get the dudes in here yeah get into all this yeah so I know you're like used to it and everything by now but like what what advice do you have for maybe the ladies that are listening to this how do you
00:40:53
Speaker
How have you like been able to get into leadership?
Advice for Women in Solar
00:40:55
Speaker
What's like your advice for the ladies listening to this that want to just, you know, have the same level of success?
00:41:01
Speaker
Yeah, great question.
00:41:04
Speaker
Yeah, I would say women work on yourselves, work on yourselves.
00:41:09
Speaker
Like the biggest thing that like.
00:41:11
Speaker
I mean, feelings are a good thing, no matter you're a guy or a girl, but women do tend to wear their emotions more on their sleeve, especially when they come to work.
00:41:20
Speaker
So my biggest thing that I have seen and experienced is women create a lot of drama or
00:41:28
Speaker
um gossiping a lot and so when you kind of like start tainting the place that you work at you lose a lot of that respect from your co-workers and like when you're hitting trying to hit these levels of like maturity and growth and leadership um you have to let those old things go so i think like the the biggest thing i always tell women is work on you work on you like get into it get a really good coach that you work with monthly that can see blind spots in
00:41:55
Speaker
It's not just business.
00:41:56
Speaker
I would say personal.
00:41:57
Speaker
Like my coach is all personal.
00:41:58
Speaker
I don't have a business coach.
00:41:59
Speaker
She like literally just works with me constantly.
00:42:01
Speaker
Like I don't go gossiping or like complaining to my friends anymore or my husband.
00:42:05
Speaker
Like I have a coach to dump all my emotions on.
00:42:08
Speaker
And because I'm able to do that, I can come to work as that best version of myself and focus on work.
00:42:14
Speaker
So I would say, yeah, like coaching is like the number one thing.
00:42:17
Speaker
And then obviously like be yourself, like don't try to duplicate the guys.
00:42:21
Speaker
Like I said, there's a great thing about being a woman that you can tap into the feminine and tap into the masculine.
00:42:26
Speaker
And I think the more that you can hone in on that and knowing when to use that dynamic and then just being, leveling up as a person that's mature and is growing, coachable, those things will work.
00:42:42
Speaker
With a lot of women, they tend to, I've seen, like get offended very easily or like, yeah,
00:42:49
Speaker
they have to have tough skin.
00:42:50
Speaker
Sales is about having a tough skin.
00:42:52
Speaker
I talked about how I used to be in the music industry.
00:42:54
Speaker
You have to have a tough skin in that industry, you know?
00:42:58
Speaker
And so like I learned when I came to sales, it's the exact same thing.
00:43:01
Speaker
I have to be able to take it in.
00:43:02
Speaker
I have to like internalize it and then not go gossip to all my coworkers about it, but have an outsource that I can pour it out and get some revelation or wisdom on so I can take that feedback and get better at my job and then keep that communication with my boundaries at work.
00:43:18
Speaker
And so I think that, I mean, men can get really good at that too.
00:43:22
Speaker
But the great thing about guys is it's like if they have an issue, they usually just keep it, you know?
00:43:26
Speaker
And then they'll just, they can compartmentalize, like, I'm just going to throw myself into work.
00:43:30
Speaker
I think women, like, they just tend to spew it out.
00:43:33
Speaker
So, and that's where I feel like they get a bad reputation of being in sales.
00:43:36
Speaker
Yeah, yeah.
00:43:37
Speaker
So the women that I've seen do really well at this job, like, they've learned that dynamic, you know?
00:43:44
Speaker
So I would say that.
00:43:45
Speaker
Yeah, that's good.
00:43:47
Speaker
Yeah, and well, I've had other women on the podcast at times too, and just a lot of stuff that, like, for me, I didn't really think about, just how we should, like, you know, kind of be more inclusive.
00:43:57
Speaker
Like an example I've had with other ladies on the podcast is, like, having gear for girls too.
00:44:01
Speaker
Oh, yeah.
00:44:02
Speaker
I remember, like, my first solar companies, it was just, like, all the guy polos and all that.
00:44:07
Speaker
So simple things like that.
00:44:09
Speaker
And I don't know.
00:44:10
Speaker
I know I think Legacy, they do.
00:44:12
Speaker
Aren't they doing kind of like a women's sales group or something now?
00:44:15
Speaker
Yeah.
00:44:15
Speaker
Oh, I don't know.
00:44:16
Speaker
Yeah.
00:44:17
Speaker
But I do.
00:44:18
Speaker
I when I speak on that to speak on that point.
00:44:21
Speaker
Yeah.
00:44:21
Speaker
Women still have to kind of fight a little bit for to be recognized.
00:44:25
Speaker
You know, the one thing that I would always tell the guys, because when I got hired, I was just like it was I think a lot of the girls were leaving and I pretty much grew up with all like the leaders that are like in valor right now.
00:44:35
Speaker
Yeah.
00:44:35
Speaker
And I told him at one point, like, I don't want you guys to look at me as like the best female sales rep.
00:44:41
Speaker
Like I want to be the top sales rep just recognized amongst you.
00:44:45
Speaker
Right.
00:44:46
Speaker
So a lot of it is just like fighting for that.
00:44:48
Speaker
Like, don't separate me as a girl.
00:44:50
Speaker
Like I'm like your equal, you know?
00:44:53
Speaker
Unfortunately, that's just something that girls just will have to like push through.
00:44:56
Speaker
And like, you can't let it get to your head or your ego or your feelings.
00:44:59
Speaker
It's like, whatever, like,
00:45:01
Speaker
Yeah, fight for the gear.
00:45:02
Speaker
Like, hey, get more girl gear.
00:45:04
Speaker
You know, just fight for it.
00:45:05
Speaker
And then just, like, always put yourself out there.
00:45:08
Speaker
It's like, I'm the best rep.
00:45:09
Speaker
I'm your equal.
00:45:10
Speaker
That's it.
00:45:11
Speaker
And I think, like, the only way that girls get, like, offended by it is if you make an issue out of it.
00:45:16
Speaker
You know?
00:45:16
Speaker
But if you don't, if you just, like, include yourself, you're like, you know, like, this is...
00:45:20
Speaker
amongst my peers and that's it, like, you'll think like that.
00:45:22
Speaker
It's all, it's all in your head.
00:45:23
Speaker
Yeah.
00:45:24
Speaker
Okay.
00:45:24
Speaker
Yeah.
00:45:25
Speaker
Yeah.
00:45:26
Speaker
Cause sometimes I'm like, maybe I don't understand.
00:45:28
Speaker
Like, you know, I brought my sister-in-law.
00:45:30
Speaker
She actually came out and did sales and stuff.
00:45:32
Speaker
She didn't really have a good experience, but I like, didn't know, you know, just super emotional and probably didn't have the thickest skin and all that.
00:45:40
Speaker
And I'm like, I don't even know how to handle this.
00:45:42
Speaker
So I would say that like, that's the thing.
00:45:44
Speaker
Like when I do, um, recruit women, um, I,
00:45:48
Speaker
and this is just not even recruit women, but like a lot of my reps now I do ask them, Hey, like, what's your personal life?
00:45:53
Speaker
Like, what's your hobbies?
00:45:54
Speaker
You know, like, what's your, are you, what's your personal development?
00:45:57
Speaker
Like life, like look like, do you read books?
00:45:58
Speaker
Do you, all that stuff just to kind of get like a gathering of what they're like, not saying that that stops them from getting the job, but I want to know, like, are they open to that growth?
00:46:06
Speaker
You know?
00:46:07
Speaker
So like when, when women want to get into this job, I would just like, keep it real.
00:46:11
Speaker
Like, Hey, like,
00:46:12
Speaker
how are you with rejection at the doors like um and i can tell right away just how they communicate are they outgoing are they timid are they shy because shy girls will not do well here you know and not being timid as well and a lot of girls are also just used to things given to them so it's like if you can hustle and you can grind and you're like you can be aggressive and you can also be just yourself and you're like coachable you'll do well yeah yeah
00:46:36
Speaker
I love that.
00:46:37
Speaker
So yeah.
00:46:38
Speaker
So good.
00:46:38
Speaker
So ladies and guys, you can reach out to Zyra.
00:46:41
Speaker
She's dropping.
00:46:42
Speaker
He always, and speaking of that, Zyra, if people want to reach out to you, maybe learn more, I don't know, join your team, hear more about what you're doing, what's the best way to get in touch with you?
00:46:52
Speaker
Yeah.
00:46:52
Speaker
If you guys actually want to reach me, you can go on my Instagram, you know, so I, it's Zyra, so Z-A-I-R-A underscore Lawson.
00:47:01
Speaker
So it's L-A-W-S-O-N.
00:47:03
Speaker
Okay.
00:47:04
Speaker
And that's my, what's it called?
00:47:06
Speaker
Your handle?
00:47:07
Speaker
Instagram handle.
00:47:08
Speaker
Yeah.
00:47:08
Speaker
So you can reach me on there.
00:47:09
Speaker
I don't know if I should give up my phone number.
00:47:13
Speaker
So can I?
00:47:14
Speaker
If you want to, whatever.
00:47:16
Speaker
Sure.
00:47:16
Speaker
Yeah.
00:47:17
Speaker
Hopefully people don't blow you up too much, but.
00:47:18
Speaker
Yeah, hopefully people don't blame me.
00:47:20
Speaker
Actually, just stick to my Instagram for right now.
00:47:21
Speaker
Yeah, so stick to my Instagram.
00:47:22
Speaker
Hit me up.
00:47:23
Speaker
See what it's all about if you're really interested.
00:47:25
Speaker
Or you can contact Taylor, and then he can reach out to me.
00:47:27
Speaker
So how about that?
00:47:28
Speaker
We'll hook you up.
00:47:29
Speaker
Yeah, that's it.
00:47:30
Speaker
Yeah, so guys, remember all the stuff we've talked about.
00:47:34
Speaker
Make sure you build your systems in solar.
00:47:38
Speaker
Like, know how to turn it on for competitions.
00:47:41
Speaker
And yeah, just get organized.
00:47:42
Speaker
Make sure you're not leaving things undone in your deals.
00:47:45
Speaker
Get these bad boys to actually install.
00:47:47
Speaker
Yep.
00:47:48
Speaker
And so, yeah, last question, Zaira, before we say goodbye here.
00:47:51
Speaker
If you were to give one piece of advice, maybe a struggling rep or, you know, maybe a female in the industry that's like not not having success.
00:48:01
Speaker
I don't know if there's any other time, any times in your solar career where like you had a super rough going or anything that like helped get you out of that.
00:48:10
Speaker
But yeah, what advice would you get for maybe a rep that's struggling or someone that's like, man, I don't know if I can handle solar anymore.
00:48:15
Speaker
Maybe I should give up.
00:48:16
Speaker
Yeah, that's a good
Improving as a Struggling Sales Rep
00:48:18
Speaker
question.
00:48:18
Speaker
I would look at three things.
00:48:20
Speaker
It's like, one, are you working the hours, right?
00:48:23
Speaker
A lot of people I see, they're like, oh, I'm not doing well.
00:48:26
Speaker
I think I'm going to quit.
00:48:27
Speaker
And then I look at their numbers and they haven't been knocking.
00:48:29
Speaker
So it's like, one, are you actually putting in the hours?
00:48:32
Speaker
Because by default, the more that you're out there, you'll talk to someone that's a complete lay down and will speak to you and sign up, you know?
00:48:37
Speaker
Yeah.
00:48:39
Speaker
Two, how's your mindset?
00:48:41
Speaker
Are you out there saying like, maybe I'll get a bill.
00:48:44
Speaker
I don't know if I can do this.
00:48:45
Speaker
Like, you're just kind of like a negative Betty.
00:48:48
Speaker
And if you're out there with that kind of energy and you're like monotone, you don't really care about your job, you're not going to do well.
00:48:54
Speaker
You know, sales is all about energy and positive.
00:48:58
Speaker
And like, if you're bringing that to the doors, like I said, you got to stand, make yourself stand out from every other rep that's knocked that door, you know?
00:49:05
Speaker
So I would say, check yourself, like, you know,
00:49:08
Speaker
And then thirdly, sometimes I wouldn't blame ever a mentor, but sometimes I do hear about mentors that are just never available.
00:49:17
Speaker
And then again, that's when I would be like to the rep,
00:49:20
Speaker
You are a 1099, it is your business.
00:49:22
Speaker
So if that is the case, have a talk with your mentor.
00:49:25
Speaker
Don't be shy, don't be timid of like, well, they're not giving me the attention, why didn't you speak up?
00:49:30
Speaker
Why don't you say something, right?
00:49:31
Speaker
So I would say like, hey, like if it were me, I would be like, I need your help.
00:49:36
Speaker
You know, I'm struggling, I don't know my objections, I maybe need like some advice to my hood, like where I'm working.
00:49:43
Speaker
I need you, you know?
00:49:44
Speaker
But again, like I do believe that those reps that are like that hungry, like we pour into those, we see those and like we naturally gravitate to giving them more help.
00:49:53
Speaker
But the reps that don't say anything, stay behind, don't work, kind of disappear, don't show up to all the meetings, we probably just, you get lost in the sauce, you know?
00:50:02
Speaker
So I would say too, like what my, one of my old bosses used to say is that people don't get fired, people fire themselves, you know?
00:50:10
Speaker
So you got to be proactive in this job.
00:50:12
Speaker
If you want to succeed, you can, but you just have to like all these things that we discussed, mindset, skillset, putting in the hours, like those things together, you will do well or talk to someone that can help you to make sure that you're getting that.
00:50:24
Speaker
Yeah.
00:50:24
Speaker
A hundred percent.
00:50:25
Speaker
Love it.
00:50:26
Speaker
And that is a nugget.
00:50:26
Speaker
So yeah, make sure take the initiative, be proactive on your ends.
00:50:31
Speaker
Um, most of the time it's, you know,
00:50:33
Speaker
It's stuff you can do better.
00:50:35
Speaker
So look in the mirror before you blame other people.
00:50:37
Speaker
So important.
00:50:38
Speaker
So again, Zyra, thanks again for coming on the show.
00:50:40
Speaker
It was awesome.
00:50:41
Speaker
And hopefully we'll have you on again in the future.
00:50:46
Speaker
You're welcome back anytime.
00:50:47
Speaker
And yeah, with that, we will say goodbye and go crush some bills this week.
00:50:53
Speaker
Let's go.
00:50:54
Speaker
Bye.
00:50:56
Speaker
Hey, solopreneurs.
00:50:57
Speaker
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00:51:05
Speaker
it until I figured out what was going wrong.
00:51:07
Speaker
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00:51:12
Speaker
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00:51:19
Speaker
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00:51:24
Speaker
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00:51:32
Speaker
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00:51:34
Speaker
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00:51:36
Speaker
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