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D2D Con Recap 🔥
38 Plays4 years ago
Thanks to our friends at Pi Syndicate for sponsoring this episode!
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Transcript
Taylor Armstrong's Journey to Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a 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.
Upcoming Solar Events Overview
00:00:41
Speaker
What's up, Solarpreneurs?
00:00:43
Speaker
Taylor Armstrong here.
00:00:44
Speaker
Today we're going to be talking about the good, the bad, the ugly, everything you missed at DoorDorCon and also the Noxstar event.
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Speaker
These are the two flagship events of solar, I would say, right now.
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Speaker
And hopefully we'll do a Solarpreneur event here soon that is in the works.
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Speaker
But for right now,
00:01:07
Speaker
DoorDorkon and Noxstar are some of the best events that I believe you can get great training at.
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Speaker
We're going to be going over a recap of those today and also just talking about some of the drama, some of the things that happened because there was some stuff that went down as well.
00:01:27
Speaker
Let's jump into it.
00:01:28
Speaker
Before, I just want to preface the episode by saying I did knock out probably seven or eight podcasts at these events.
00:01:39
Speaker
I did not see a lot of the speakers this year, unfortunately, but...
00:01:43
Speaker
That's because I'm bringing the speakers to you guys.
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Speaker
I got a lot of great content, a lot of great speakers that jumped on the show.
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Speaker
We did live podcasts at the event.
00:01:54
Speaker
So you're going to be hearing those trickle in over the coming weeks and months.
Effective Note-Taking with Notability
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Speaker
And I did miss a few of the speakers, but I did see all the ones that I thought were the best.
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Speaker
And I did go to all the ones that were solar related.
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Speaker
At least I think I did.
00:02:13
Speaker
Okay, so let's jump right into it.
00:02:16
Speaker
And also, I want to say if you are not taking notes, you should be taking notes at events like this.
00:02:22
Speaker
I have brought this up before, but the best app for taking notes at events, at sales trainings, at even your correlations, it's called Notability.
00:02:33
Speaker
It's an app I've been using for a little while now, and if you haven't checked this out, you are missing out.
00:02:39
Speaker
It is the dopest app for note-taking, and here's why you can record the speakers at the same time you're taking the notes, and it will sync the note to the speaker.
00:02:50
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So what I mean by that is you can be taking a note, say you're listening to Michael O'Donnell or...
00:02:57
Speaker
Someone that's crushing it in solar and you hear a specific line they use, well, what it's going to do is the note you take at that exact moment that they're dropping their line or their...
00:03:09
Speaker
you know, expounding on whatever the point was.
00:03:11
Speaker
It's going to sync it up to that.
00:03:13
Speaker
You can go back later and you can hit play at that exact moment and you can hear what, you know, was said.
00:03:21
Speaker
So really cool, really useful, especially when there's specific one-liners that people are throwing down and, you know, stuff you want to go back and listen to.
00:03:32
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So that's what I took my notes with at the event.
00:03:37
Speaker
Okay, and so we're going to jump into a few of the speakers here.
Key Highlights from Door-to-DoorCon
00:03:41
Speaker
We had on Friday, Door-to-DoorCon was Friday and Saturday.
00:03:47
Speaker
A few of the speakers I got here, we heard from Mo Fala, which has been on the show.
00:03:51
Speaker
You can go listen to his episode.
00:03:54
Speaker
And then there was a solar panel.
00:03:57
Speaker
So that had a few of the all-stars in solar, like Michael O'Donnell, Oscar Luna,
00:04:05
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Matt Crowther, a couple of those guys have been on the podcast.
00:04:09
Speaker
And then on Saturday, one of the main speakers we had in solar was Jory Sullivan.
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So I'm going to be giving you a little highlight on those.
00:04:21
Speaker
And if you didn't see him live, if you weren't at the event, we missed you.
00:04:25
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And also I want to say thank you to all those that came and said, what's up to me at the event really means a lot.
00:04:31
Speaker
Love meeting our listeners and just love hearing the words of appreciation from you guys.
00:04:36
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That's what keeps me going in this podcast.
00:04:39
Speaker
That's what keeps us cranking out great content.
00:04:42
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Because I'll be blunt, I'm not a millionaire from this podcast.
00:04:46
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Just like all you, the main source of income is from me going out and closing deals.
00:04:53
Speaker
So if people think I'm becoming rich from this, that ain't true.
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I'm out there hustling just like you guys.
00:05:00
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And I'm doing this primarily to add value.
00:05:02
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And just really appreciate all the support that all the listeners have shown.
Mo Fala's Leadership Insights
00:05:09
Speaker
So let's jump into Mo Folle.
00:05:11
Speaker
He talked about just kind of leadership in solar and really a lot of lessons he's learned as he started his own company.
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Speaker
And again, go listen to his episode if you haven't, but just a couple highlights from his presentation.
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He said a focus should be on income producing activities.
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Some people focus on things that aren't really making them money.
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In a business, 80% of the focus or almost all your focus should be on the stuff that makes you money.
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So when you are out there closing deals, when you're out there knocking, how much time are you spending on the income producing activities?
00:05:50
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Great point he had with that one.
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Another few highlights.
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He said, get good at one thing and make one million on that rather than trying to diversify.
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What he meant by that is so many people, they think to become a millionaire, you have to be going, you know, you have to be doing a lot of different things and making a little bit of money from all of them.
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He says, no, double down on one thing, make money on that.
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and then diversify.
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A lot of people try to do the opposite.
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Another piece of advice, only take advice from someone you would want to trade places with.
00:06:24
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So this is a good one for people that maybe aren't reaching the levels of success they've desired, right?
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How much good advice, how much good material are you getting from your leaders?
00:06:38
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Would you want to trade places with them?
00:06:41
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Something to consider.
00:06:42
Speaker
Another really cool thing he talked about, you must be sold on yourself before anything else.
00:06:48
Speaker
And he also talked about just how important it's been for him to give up drugs and alcohol.
00:06:55
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I know in this industry, a lot of partiers, I've seen it, I've seen a lot of people getting wild on things, but it comes with a price.
00:07:04
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Everyone that's successful, two guys that come to mind is Mo Fala and Alex Smith, both guys that have been on the podcast, both guys that were big partiers in their heyday.
00:07:17
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In order to reach the level of success that has, you know, just catapulted their success, they had to give up drugs and alcohol.
00:07:25
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Okay, so, you know, consider that.
00:07:31
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So yeah, I think that's the main highlights of that.
00:07:33
Speaker
Don't want to get too deep into this because really we could be here all day, but just want to give you guys a brief recap of some of the most important points.
00:07:42
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Another thing he said just to end on his presentation is you should have company minimums.
00:07:50
Speaker
Even if your company doesn't have minimums right now, set a minimum number for yourself.
00:07:55
Speaker
Okay, what's the standard?
00:07:58
Speaker
What's the number of deals that you need to close no matter what?
00:08:01
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Okay, so his deal, his standards in his company is starting out.
00:08:07
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He expects everyone to have two deals closed their first month, three deals closed their second month, then month four.
00:08:15
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And just after that always is four deals.
00:08:19
Speaker
Okay, and if people dip below that, then he sits down, has a talk with them, puts them on basically a probation basis.
00:08:26
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So he's not tolerating mediocrity.
00:08:29
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Because all of us were capable of doing a lot more than we think.
00:08:33
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Okay.
00:08:36
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And the next little recap
Solar Panel Discussion Highlights
00:08:38
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we have here was about the solar panel.
00:08:40
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It was really cool.
00:08:41
Speaker
They brought up, like I said, Michael Donnell.
00:08:44
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Matt Crowther, Oscar Luna, a few other guys up there, and just kind of a Q&A, a panel up there.
00:08:50
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And there was some drama that happened, and you're going to hear about that actually on a podcast we did with Michael O'Donnell.
00:08:58
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He is going to be on probably an episode here in a couple weeks.
00:09:03
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You're going to hear kind of what went down if you weren't at the event, but...
00:09:07
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We had a little debate on stage, which was cool.
00:09:11
Speaker
The other piece of drama we have, well, this wasn't drama, but they didn't have a mic at the Q&A at the panel.
00:09:21
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So guys were just like trying to yell, and that was, I guess, you know, the bad of the event.
00:09:28
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Hopefully they'll improve that piece, but...
00:09:31
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I was like, come on, get a microphone for these guys.
00:09:33
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We can't hear the questions.
00:09:36
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So that was not so good on that piece.
00:09:39
Speaker
But besides that, it was good.
00:09:40
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Good questions.
00:09:42
Speaker
And just a couple highlights of the solar panel.
00:09:46
Speaker
Matt Crowther, he is one of the best of the best in the industry at getting referrals.
00:09:52
Speaker
So he talked about just the importance of that and becoming the mayor of where you're selling solar.
00:09:59
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Something that he does, he gets to know the HOA president, if possible.
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He gets to know influential people in the neighborhood.
00:10:06
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Maybe there's cops in the neighborhood, teachers, doctors, whatever people that the neighborhood would recognize.
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And if he can get to know them, even if they already have solar from another company, or maybe they're not interested, if you can get to the point where you can drop their name and they're okay with that, that is something that has been a secret to his success.
00:10:28
Speaker
And I know he's selling right now like 80% of his accounts off referrals.
00:10:34
Speaker
So really cool to hear some of the ideas behind that.
00:10:39
Speaker
And then another point they had, I didn't write out exactly who said what.
00:10:45
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So don't expect me to remember exactly who.
00:10:49
Speaker
There was one out of five chance that it was Michael O'Donnell or Oscar Luna.
00:10:53
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I think there's two other people.
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I'm forgetting who they were.
00:10:57
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But someone said, don't cheat the grind.
00:11:00
Speaker
Do the basics over and over and the numbers will follow.
00:11:05
Speaker
Are you cheating the grind?
00:11:06
Speaker
Are you out there hustling?
00:11:07
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Are you expecting to close deals just from people calling you up?
00:11:11
Speaker
Or maybe you're just focusing on following up.
00:11:13
Speaker
Okay, everyone up there is still knocking doors.
00:11:17
Speaker
They're not cheating the grind.
00:11:19
Speaker
Even if you are Matt Crowther, even if you're getting tons of referrals, he is still out there knocking every day.
00:11:27
Speaker
Even if he's getting referrals.
00:11:28
Speaker
Okay.
00:11:32
Speaker
Something else.
00:11:33
Speaker
I think it was Michael O'Donnell.
00:11:34
Speaker
He said, take one or two guys with you.
00:11:37
Speaker
That's how you teach.
00:11:38
Speaker
You have to sacrifice your own selves to grow your team.
00:11:41
Speaker
Maybe that was Oscar Luna, actually.
00:11:43
Speaker
But someone just asked, how do you train good setters?
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Speaker
And that's the way you do it.
00:11:50
Speaker
Just pretty much always have someone shadowing you, especially if you're a manager.
00:11:54
Speaker
And especially if you're struggling to motivate yourself to go out there and knock, just always take someone with you.
00:12:01
Speaker
That's actually one of the best ways to get yourself out.
00:12:04
Speaker
on the doors is by training someone say hey meet me at this Starbucks we're gonna go hit some doors and no Michael O'Donnell do that does that a lot as well hey someone asked how do you minimize the learning curve and the panel responded treat solar like real estate you have to be the person that becomes a confidant with your solar deals
00:12:28
Speaker
And that's really the secret.
00:12:30
Speaker
I've done previous episodes on that, but solar really should be treated like real estate,
Jory Sullivan on Team Management
00:12:35
Speaker
right?
00:12:35
Speaker
We're not a summer program that's just going out getting quick sales.
00:12:40
Speaker
It should be about treating the industry like real estate long-term thing.
00:12:46
Speaker
You're following up with your customers.
00:12:47
Speaker
You're updating them.
00:12:49
Speaker
You're making sure they don't cancel, right?
00:12:51
Speaker
You're keeping a CRM.
00:12:52
Speaker
You're collecting referrals at a later date.
00:12:57
Speaker
That's why solar should be treated like real estate.
00:13:00
Speaker
Okay, and then the last speaker that I'll give a little highlight of at Door-to-DoorCon.
00:13:07
Speaker
is Jory Sullivan.
00:13:09
Speaker
Before we jumped into those highlights, another piece of drama we had at the event is, I'm not going to drop names here, but people just fighting.
00:13:20
Speaker
Unfortunately, there was some disagreements over, I guess, past business practices.
00:13:26
Speaker
So we saw one guy that came in the event.
00:13:30
Speaker
Maybe it was three different times, got kicked out twice.
00:13:34
Speaker
The third time he came back in and I guess they didn't kick him out after that.
00:13:39
Speaker
But just kind of funny.
00:13:40
Speaker
You see a drama in this industry.
00:13:44
Speaker
Someone called it like a bunch of millionaires to act like middle schoolers.
00:13:49
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I thought that was funny.
00:13:51
Speaker
But it's funny.
00:13:52
Speaker
If you were in solar, you don't need to bring the drama.
00:13:54
Speaker
It's funny sometimes to see the drama that happens in this, but...
00:13:58
Speaker
You know, pointing fingers and guys saying that someone that came was doing bad business practices, trying to kick them out of the events.
00:14:09
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Pretty funny.
00:14:10
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But anyways, let's jump into Jory Sullivan.
00:14:14
Speaker
Just want to keep it real, right?
00:14:16
Speaker
Want to give you the good and the bad.
00:14:18
Speaker
So Jory Sullivan, he talked also kind of about leadership and what he's learned.
00:14:23
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If you haven't listened to that episode, go check it out.
00:14:26
Speaker
But he says business is a 24-7 sport and we can't, okay, I'll skip that part.
00:14:36
Speaker
But something I really liked that he talked about was just really how to divide your attention on your teams.
00:14:44
Speaker
Maybe you're running a team or maybe you're trying to step up into management at your company wherever you're at.
00:14:52
Speaker
He goes by something called a 10-80-10 rule.
00:14:56
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What he says is 10% of your reps don't need attention and will work by themselves.
00:15:01
Speaker
These are like your all-star reps, right?
00:15:05
Speaker
80% need your attention and you give it to them.
00:15:08
Speaker
Okay, so that's like the majority of the team.
00:15:10
Speaker
They need to be given a lot of attention and helped a lot.
00:15:15
Speaker
But 10%, the last 10% of your team are attention suckers.
00:15:20
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that aren't really going to work that you should cut.
00:15:23
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You should be looking for those people just to cut from your team.
00:15:26
Speaker
And that's kind of the splits that get divided on a typical sales team.
00:15:32
Speaker
So if you're in leadership at your company, if you're running a team, if you're trying to get into leadership, take a look at that.
00:15:39
Speaker
Okay, 10% of your reps just don't give any attention.
00:15:42
Speaker
They're going to go out and work.
00:15:45
Speaker
80%, you got to give the attention, help them out, motivate them, cheer them up.
00:15:49
Speaker
And then the last 10%, you got to look for those people that just should be cut.
00:15:53
Speaker
They're not working.
00:15:55
Speaker
And what do a lot of us do?
00:15:56
Speaker
We give, we try to give all our attention to the 10% that should be cut because we're trying to go, you know, get them to work and all that.
00:16:04
Speaker
But something that I thought was super valuable that he shared with us.
00:16:08
Speaker
Okay.
00:16:11
Speaker
And then another cool thing he talked about was doing hell week in solar.
00:16:16
Speaker
Okay, that's like any of the football players, you know they have like a hell week typically as you're getting ready for your big games.
00:16:23
Speaker
So what that is, it's 9 a.m.
00:16:25
Speaker
to 9 p.m.
00:16:26
Speaker
just working straight.
00:16:28
Speaker
And I'll be honest, I have never actually done that in solar.
00:16:36
Speaker
But I have done like many hell weeks.
00:16:39
Speaker
It's really cool to see just what you're capable of.
00:16:43
Speaker
His point was just we don't really know what we're capable of until we push extremely hard.
00:16:47
Speaker
That's the point of doing hell weeks is just pushing yourself as hard as you can.
00:16:52
Speaker
Then you really see what's possible.
00:16:55
Speaker
He suggested starting with a three-day hell mini week, right?
00:17:00
Speaker
Three days, nine to nine.
00:17:01
Speaker
and then ramp it up, do like a full week.
00:17:04
Speaker
I've seen companies go out and have a ton of success just by doing like blitzes, turning your hell week into a blitz and just really, you know, getting your guys in an Airbnb, pushing in separate areas.
00:17:18
Speaker
And it's really cool to see what guys can go out and hit just pushing extremely hard.
00:17:27
Speaker
And he just talked about having abundance mindset and just really impactful for leadership.
00:17:39
Speaker
Every three to four months, go spend money on your people.
00:17:42
Speaker
Right.
00:17:43
Speaker
Talked about how his region at Legacy is giving away a car, a Tesla.
00:17:49
Speaker
And I think he said the managers, most of the managers are the ones coming out of their pocket to spend extra on this.
00:17:56
Speaker
It's not necessarily just the company.
00:17:59
Speaker
So spend money on your reps.
00:18:01
Speaker
Take care of them.
00:18:03
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And don't be afraid to treat them like kings.
00:18:08
Speaker
Treat them good.
00:18:09
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That's how they're going to stay.
00:18:11
Speaker
So those were a few of the highlights from a door-to-door con.
00:18:15
Speaker
Hey, obviously there are the big speakers.
00:18:18
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You had Jim Quick.
00:18:20
Speaker
You had Jesse Itzler.
00:18:21
Speaker
You had Eric Thomas.
00:18:25
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A few bigger guys, which were awesome too.
00:18:27
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But just to keep it brief, we're not going to go into all of those things.
00:18:31
Speaker
I'm just going to talk just kind of about the solar specific guys.
00:18:34
Speaker
Okay, and then just to wrap up here, I'll give just a quick highlight of the Noxstar event, which by the way, Noxstar is doing another event, I think in March.
Recap of Noxstar Event
00:18:47
Speaker
And then, of course, you got SolarCon in April.
00:18:49
Speaker
So if you didn't come to these events, guess what?
00:18:52
Speaker
There's more to come to.
00:18:54
Speaker
So you can come to those ones if you did miss out on DoorToDoorCon.
00:18:59
Speaker
But just to briefly recap, Noxstar, that was a two-day event.
00:19:04
Speaker
And that one was more like a retreat, I would call it.
00:19:08
Speaker
You know, a lot more close knit guys got to hang out sleeping in the house, all that good stuff.
00:19:15
Speaker
So just a couple highlights.
00:19:17
Speaker
You had guys like Ty Segan came, Jeff Mendez, the guy who basically built Vivint Alarms, right?
00:19:28
Speaker
And just a lot of like guys in solar that are, you know, maybe not as well known, but they're in solar and they've had success in the NOX star programs.
00:19:40
Speaker
That's the cool thing.
00:19:41
Speaker
You kind of got to hear success stories from Danny and Taylor specific teachings.
00:19:47
Speaker
So the biggest recap, I would say, and like I said, I was doing a lot of podcasts at this event, so I did miss a few of the speakers.
00:19:55
Speaker
But I just want to recap.
00:19:59
Speaker
Actually, Ty Segan, if you don't know him, I don't think he's even on social media, so you might not even know who this guy is.
00:20:05
Speaker
But he closed 250 deals last year, and he just barely became a setter, or sorry, a closer at his company, I think seven, eight months ago.
00:20:16
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Before that, he was purely setting deals.
00:20:19
Speaker
So really cool, really sweet what he's been able to accomplish.
00:20:22
Speaker
Yeah.
00:20:23
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And biggest takeaway we got from him is just be a workhorse.
00:20:28
Speaker
This guy is working 12 hour days, almost every day, seven days a week.
00:20:33
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And I'm not going to go out and do that.
00:20:35
Speaker
I'm not working near that much, but it's no secret why he's having success.
00:20:40
Speaker
This guy is just an absolute workhorse.
00:20:43
Speaker
We actually had him on the podcast, so his episode is going to drop here in probably three weeks or so.
00:20:50
Speaker
So you'll get to hear that.
00:20:51
Speaker
But he talked about a lot about area management, which we'll save that for the podcast coming up with him.
00:20:58
Speaker
And then just really treating the job like a professional.
00:21:02
Speaker
A lot of us expect to go out and make doctor money selling solar, which is super possible.
00:21:08
Speaker
OK, we should be making doctor money selling solar.
00:21:11
Speaker
But his point was, why aren't we training like professionals?
00:21:14
Speaker
Doctors, you know, get their degrees, go to years and years of school, and we expect to just come out tomorrow and go make doctor money without training?
00:21:24
Speaker
Come on.
00:21:25
Speaker
So have some respect.
00:21:27
Speaker
Go out and train like a pro.
00:21:29
Speaker
Become an expert.
00:21:31
Speaker
And he just talked about the 10,000 hour rule.
00:21:34
Speaker
Have you got your reps in?
00:21:35
Speaker
Have you put in 10,000 hours to learn the art of selling solar?
00:21:40
Speaker
So ask yourself that question.
00:21:42
Speaker
And I think it's something that we should all should think about.
00:21:45
Speaker
Are we really treating this job as a professional, not an amateur?
00:21:49
Speaker
So that's just a little recap.
00:21:51
Speaker
Wanted to keep it brief.
00:21:53
Speaker
Wanted to give you guys just a little taste of what you missed out on.
00:21:58
Speaker
I hope to see you at these next events.
00:22:01
Speaker
I go to pretty much any solar cells event, almost all of them.
00:22:08
Speaker
Sometimes you've got to tone it down too.
00:22:11
Speaker
If you feel like you're going to too many events, maybe take a step back and really think, am I applying this stuff?
00:22:18
Speaker
Because sometimes you can get event overload.
00:22:20
Speaker
You don't want to be an event junkie either.
00:22:24
Speaker
Okay, so maybe going to every single one of these events is too much, but pick one a quarter, right?
00:22:29
Speaker
Pick a couple a year that you can go to, sharpen your saw, get a coach, get in Soul Society, our program, okay?
00:22:37
Speaker
Or you can apply for our coaching program as well.
00:22:40
Speaker
All things you can do to really just, you know, shorten the learning curve in Soul Society.
00:22:49
Speaker
So hope that episode was valuable to you.
00:22:51
Speaker
Hope to see you at the next events.
Introduction to Solcite Community
00:22:54
Speaker
Let me know what you thought of this.
00:22:56
Speaker
And lastly, thanks for all the support.
00:22:58
Speaker
Thanks for coming and saying what's up at the events if you were present.
00:23:03
Speaker
I can't wait to listen to the next episodes we have coming up.
00:23:07
Speaker
We knocked out seven or eight podcasts during the events.
00:23:11
Speaker
So can't wait for you guys to hear them.
00:23:13
Speaker
So that being said, we'll see you on the next one.
00:23:15
Speaker
Thanks for your support and go close some deals this week.
00:23:20
Speaker
Hey Solarpreneurs, quick question.
00:23:22
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:23:32
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:23:44
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:23:55
Speaker
And it's called Solcite.
00:23:57
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
00:24:04
Speaker
who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:24:16
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:24:22
Speaker
So go to soulcide.co to learn more and join the learning experience now.
00:24:30
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcide.co and join.
00:24:37
Speaker
We'll see you on the inside.