Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
Speaker: I teach you 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.
Speaker: What is a Solarpreneur you might ask?
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.
Speaker: Yo, yo, what's going on, sorepreneurs?
Speaker: We are here with another episode, and this time we got a returning guest.
Speaker: You probably know his name by now, but he's the big DP, the big Danny Pessy.
Speaker: Thanks for coming back on with us on the podcast here, Big Pess.
Speaker: Yeah, buddy, the one and only, Can't Clone Me.
Speaker: Got a lot of haters and a lot of homies, some friends and some phonies.
Speaker: Back then, they didn't want me.
Speaker: Now I'm hot, they all on me.
Speaker: Let's go dropping some lines already.
Speaker: That's what we like.
Speaker: That's right.
Speaker: Let's go.
Speaker: And so we are stoked to have you back on and not too many people have come on for a second time.
Speaker: So thanks for doing us the honor.
Speaker: That's right, man.
Speaker: Dude, the solar industry is just thirsty, bro.
Speaker: And we got to just continue to feed the beast.
Speaker: I know.
Speaker: I know.
Speaker: It's heating up.
Speaker: So we're here.
Speaker: We've got we both got our knock start hats on here.
Speaker: If you can see the video and I am just excited because I've been in their program, Danny and Taylor McCarthy's program, Knox Star United, the past 12 months.
Speaker: And actually last time we had you on, Danny, that's I think about when I joined the United program.
Speaker: Yeah.
Speaker: So I'm excited to kind of jam on what results have been like for me and, you know, just hear kind of how things have evolved and what's next for you guys.
Speaker: So are you ready to get jamming here?
Speaker: Dude, if you were bread, I am the jam, brother.
Speaker: Okay.
Speaker: All right.
Speaker: Love it.
Speaker: Love it.
Speaker: Okay.
Speaker: So let's jump in right away.
Speaker: If you don't know Danny, go listen to the first podcast.
Speaker: I think it was April of 2021.
Speaker: So we'll link to that here in the show notes if you want to go check that out.
Speaker: We had some great content, great feedback from that.
Speaker: And our goal here, we need to beat Taylor McCarthy because he is the most listened to a solar printer podcast of all time.
Speaker: So what do you think, Danny?
Speaker: I think we can beat Taylor.
Speaker: That's a hard one to beat, man.
Speaker: Taylor throws down.
Speaker: Taylor throws down.
Speaker: Yeah, I know.
Speaker: Let's see, man.
Speaker: I got some tricks up my sleeve.
Speaker: We'll see if we can do it.
Speaker: Okay, we'll try.
Speaker: Many people have tried, many have failed, but we'll see what we do right here.
Speaker: And so, Danny, you want to tell us, I guess, I don't know, what's new in the past 12 months, how things are going with Noxstar.
Speaker: I don't know, any changes you've made that you can think of since we last talked in April last year.
Speaker: That's probably tough to remember, but...
Speaker: It's, yeah, it's been a little bit, man.
Speaker: Obviously, things have been fantastic.
Speaker: Noxstar has doubled, tripled in size.
Speaker: It's been amazing.
Speaker: And the thing is, is the business has grown substantially.
Speaker: But the way that you can really tell the company is doing well is the amount of people that we've helped double and triple their performances.
Speaker: Like, you know, the reason why it's called Noxstar and not like Danny Pesci is because our goal is the Noxstars, which is the client, to go out and perform and take where they're currently at and double and triple their performances.
Speaker: Yeah.
Speaker: I mean, just this last competition we had, we sold between our collective group over 1,200 solar systems.
Speaker: And if we were Noxstar to be its own solar company, we'd be one of the top five in the nation for most solar deals sold.
Speaker: Yeah.
Speaker: You know, out of a limited group of people having a fifth about between like our group, it was an average of 17, 18 per person in our group to sell that.
Speaker: It's just incredible to see these people, our community members coming together and applying the content, applying the training.
Speaker: and going out there and leading their companies.
Speaker: I mean, everyone in our program is the number one sales rep at their company.
Speaker: And if they're not, it's really uncomfortable for them to be participating when they see guys throwing in 30, 40 accounts.
Speaker: I mean, our top rep last month, Tanner Williams from Aptiv, sold in 47 deals.
Speaker: It's the number one in the whole country.
Speaker: And so it's like, you know, before he joined Noxstar, his best month was 18.
Speaker: And so, you know, what we do and why it's so powerful for these guys is, you know, we combine the three C's.
Speaker: And if you're running an organization and you're running a team, you want to write these three C's down.
Speaker: It's content, competition and community.
Speaker: Those three things are what's going to bring the most out of your people.
Speaker: And if you can have a healthy environment where those go down, then the sky's the limit.
Speaker: And you're seeing it firsthand here.
Speaker: And, you know, unfortunately, a lot of times we don't let everybody into the group.
Speaker: And that's not like a sales technique.
Speaker: You know, it's just like we're we're a premium platform.
Speaker: And it requires a premium rep to be a part of it because those are the guys that we see results for.
Speaker: So we've had it turned down quite a bit because if you've got guys going in there throwing in one or two a month and it just slows down the whole program.
Speaker: So we really tailor ourselves towards higher producing reps and business owners that are really looking to implement change in their business.
Speaker: And, you know, that's what's been really, really fun is, is having those little adjustments and bringing people together and, you know, adding these competitions and rewarding them on the state on, on, you know, social media, you really start seeing guys take their game to the next level.
Speaker: I mean, you know, Melissa, as you guys see, I post her quite a bit.
Speaker: She was before she joined Noxstar, her best month in four years was 22.
Speaker: She hasn't sold under 30 in six months.
Speaker: Yeah.
Speaker: So it's like, you know, the thing is, it's not about us.
Speaker: I mean, our training is great and everything, but, you know, how can you get good training and then make people perform better?
Speaker: Because there's a lot of guys who sell a lot.
Speaker: But how do you get your people to sell a lot?
Speaker: And that's why it's like, you know, there's a special formula to it.
Speaker: And that's what I've really been harvesting in on is how to get these guys going and doing it.
Speaker: And that's with the three C's that I found is one of the most important, important aspects of it.
Speaker: Yeah, no question.
Speaker: And yeah, I think we talked a little bit about it in the last podcast we did.
Speaker: But just for me, that's been one of the biggest things is just seeing all these high producers because it's like, you know how it is, is you surround yourself with such a high level.
Speaker: It's only going to bring you up.
Speaker: And it goes back to that whole four minute mile thing.
Speaker: You know, they thought it was impossible to do the four minute mile.
Speaker: I think before Noxstar, probably, I don't know, 90% of people thought it was impossible to do like 30 plus in a month.
Speaker: And now there's multiple people every month throwing down 30.
Speaker: Tanner did over 40.
Speaker: Yeah.
Speaker: 40 is the new 30.
Speaker: Like just to be top 10 in our program, you have to sell over 30 accounts a month.
Speaker: And we had three people last month sell over 40.
Speaker: I mean, Austin Stoker out of Pure Energy, he threw in 41 accounts.
Speaker: We had Colin from the Lumi Bros.
Speaker: Shout out to the Lumi Bros and Lumio.
Speaker: They're freaking blowing up right now.
Speaker: You know, what Oscar Luna has been able to do, you know, given all of the chatter behind it, it's been incredible to see that company continue to grow over and over and over again.
Speaker: And super impressive.
Speaker: And these guys just continue to go out and push the envelope.
Speaker: I mean, Colin, I think sold 40 himself.
Speaker: He's like a 22 year old kid, 23 year old kid.
Speaker: And, you know, it's just when you get on these guys and you start writing them and you put pressure on them like and you give them new information because without new information, you're going to get the same results.
Speaker: So our goal is to give new information every single week.
Speaker: So you take that new information, you apply it and you get new, new results.
Speaker: So a lot of guys listening to this, they get frustrated because they're getting the same results.
Speaker: It's like, well, dude, you're getting the same results because you have the same information.
Speaker: The only way you're going to get new information is you go and do the research.
Speaker: But half the time, if you don't pay for it, you don't pay attention to it.
Speaker: There's podcasts, there's books, people read them all the time, but no one takes any action of it.
Speaker: The moment you write that check and it hurts, you listen like a ninja.
Speaker: Every word you gobble up.
Speaker: Yeah.
Speaker: and you take it, you implement it and apply it and you see results, it's incredible.
Speaker: I mean, you know, the guys that spend money and join our program, they get an instant.
Speaker: I mean, you can see the testimonies.
Speaker: I mean, I don't need to talk about it, but the investment they put in, it gets it tenfold.
Speaker: And it's not even just us.
Speaker: There's a lot of different programs at the moment.
Speaker: If you're listening to this and you really want to get better, spend money on getting better.
Speaker: It doesn't have to be with us.
Speaker: I mean, there's plenty of great programs and platforms out there.
Speaker: But the moment you start investing and getting new information, just watch what happens with your results.
Speaker: And
Speaker: The big characteristic is if you want to see what you value, you know, there's always the guys who talk all this chat, chatter, chatter.
Speaker: I'm the best.
Speaker: Say, show me your bank account.
Speaker: Show me how much you've spent on getting better.
Speaker: And I'll tell you what you truly value based on what you spend your money on.
Speaker: Yeah, I love that.
Speaker: It's one thing to talk the talk.
Speaker: But you got to spend the money.
Speaker: Yeah, that's true.
Speaker: I mean, we got we got, you know, thousands that listen to the podcast every month.
Speaker: But I think to be blunt, a lot of people listen to this podcast are still broke.
Speaker: And it's because I can give information all day long.
Speaker: But it's like you said, people that are actually invested in themselves.
Speaker: I mean, maybe I should start charging for the podcast.
Speaker: Because honestly, if people like paid me a thousand bucks a month for this podcast, they'd probably listen to the exact same stuff and make actual changes from it, you know.
Speaker: Yeah.
Speaker: I mean, it's chewing gum.
Speaker: It's chewing gum.
Speaker: It feels good, but it does nothing for you.
Speaker: So it's only if you actually take the information and apply it.
Speaker: It's like a couple nuggets right off the bat.
Speaker: Like if you're, if you're listening to this and you want to take a couple things away that you can go implement in your sales techniques right off the bat.
Speaker: Whenever you're selling a deal, you have to bring up one to three points of urgency.
Speaker: So those are stories you're going to tell the client to get them to do it today.
Speaker: And then you have to build three to five points of pain in the grid that's going to make them switch from renting their power to owning it with solar.
Speaker: So right off the bat, that's one, three to five points of urgency or two to one to three points of urgency.
Speaker: I talked about the tax credit, talking about net metering, talking about the embargo, all these different things that you can bring up to get the customer to do it today.
Speaker: And then talk about, hey, what's the pain point of you sticking with the utility company versus switching and getting solar?
Speaker: Yeah.
Speaker: I mean, literally the other day I closed, you know, I closed down this deal and all I talked about was, look, at the end of the day, it's not a matter of if you're going to get these on your roof, it's when.
Speaker: And the people that wait longer get less incentivized.
Speaker: So realistically, the only difference is time.
Speaker: And if we take time out of the equation, it's going to be a better opportunity for you now because most people don't know this, but there's enough power to power the entire planet for a full year with just one hour of the electricity that comes from the sun.
Speaker: So it's only a matter of time before we all start getting smart and utilizing stuff that's free.
Speaker: The sun's free.
Speaker: Why are we going to go dig and frack a bunch of stuff from the ground when we can just get it from the sun?
Speaker: Otherwise, we're just being ignorant and, you know, letting life happen to us instead of letting us happening to life.
Speaker: So the longer we procrastinate on putting these on your roof, the more money it's going to cost you.
Speaker: Yeah, love that.
Speaker: One of the lines you taught me.
Speaker: Yeah.
Speaker: Go ahead.
Speaker: Yeah.
Speaker: Cause the thing is, it's just like gasoline.
Speaker: How much is it going to go?
Speaker: How much does gas have to go up to per gallon before you go buy an electric car?
Speaker: Like what are you going to wait for?
Speaker: 15 bucks a gallon.
Speaker: And then you're going to go shop electric cars.
Speaker: You're going to waste all that extra money on paying seven, eight, nine, $10 a gallon.
Speaker: Cause guess what?
Speaker: It's already happening in Europe.
Speaker: They're already paying that much.
Speaker: My brother in Christ.
Speaker: It's only a matter of time before it happens here.
Speaker: So what are we going to do?
Speaker: We're going to wait until that happens.
Speaker: Let's just take time out of the equation, bite the bullet now.
Speaker: Let's get these things on your roof.
Speaker: Because there's one thing I can guarantee you, it's your prices on your utility bill is going to go up.
Speaker: But the second thing I can guarantee you is that everybody that thinks about it gets it.
Speaker: So that's why there might be a panel shortage coming forward.
Speaker: So that's why it's so important for you to get this thing going while we still have some in stock before it's too late and you're stuck, waiting another year till it all gets in.
Speaker: So at the end of the day, those are those are little points that you bring up to get your customer to get the decision done today.
Speaker: So when you bring up these different points and you build urgency that you feel the excitement with my words that transitions from my mouth into their ears, into their chest and their spirit, they can feel that urgency where they want to solve that problem to get it done.
Speaker: Right.
Speaker: And how it lands is, is I truly believe in what I do.
Speaker: And if you're listening to this, write this one down.
Speaker: The depth of your conviction is more powerful than the peak of your logic.
Speaker: The more you believe in what you're saying, the more they're going to buy what you're saying.
Speaker: Yeah.
Speaker: Because there's power in your words if you believe in what you're saying.
Speaker: Yeah.
Speaker: So that's why it's really, really important to get what you're selling.
Speaker: Believe in it.
Speaker: People buy that.
Speaker: We're dropping a video on my Instagram.
Speaker: I knocked behind this neighborhood where a Sunrun sales rep came through like three weeks earlier.
Speaker: And I just, I, everyone said they already talked to somebody, but after the first two or three minutes, they all started engaging with me.
Speaker: Why?
Speaker: Because I was more convicted than him.
Speaker: Yeah.
Speaker: So it's just you got that's that's the secret sauce that's going to separate you from the last five to ten guys that have knocked on your door.
Speaker: The belief in what you're doing.
Speaker: They can feel it.
Speaker: They hear your words, but they feel your conviction.
Speaker: Yeah.
Speaker: Super important.
Speaker: And yeah, I mean, it's funny you say that because I actually just had a buddy.
Speaker: the kid who originally trained me in pest control he is coming out and doing solar but he's in houston and so he's like he was originally thinking of just knocking in houston but he's like man i don't like how i'm not saving him money and he just had like zero belief i'm like all right we'll come out here he'll cut people's bills in half out here in san diego the rates are so high and he came out once he was a little on the fence he's still like i don't know about this solar and he wasn't fully bought in he got like
Speaker: one account in the two weeks but he came out a second time and he's like all right i'm fully bought in um i believe that i'm actually helping people he sold six accounts the next two weeks next little blitz he did yeah and like nothing changed he just like believe more it's like a couple grand and like 20 grand he made the second time so
Speaker: Yeah, because the thing is, if you're listening to this, guys, the sale you need to make is not to the customer.
Speaker: Solar sells itself.
Speaker: This shit's so easy.
Speaker: Selling security was 10 times harder.
Speaker: The solar sale starts with selling yourself.
Speaker: You getting so convinced that they're going to have to call the police to get you out of their house before they sign.
Speaker: need to have that level of conviction.
Speaker: You're so sold.
Speaker: You don't know what, you don't have to have the best presentation.
Speaker: You don't have to be super polished, but if they can feel that they need this, that's going to sell more than any logical statements or any amazing presentation that you can put together.
Speaker: Sell yourself on what you're doing.
Speaker: No doubt.
Speaker: Yeah, super important.
Speaker: And so besides that, though, Danny, like I know everyone that joins Noxstar, it's not like they're all selling 40 plus accounts in a month.
Speaker: And, you know, I still h ave a ways to go to hit that level myself.
Speaker: Yeah, I'm a little disappointed in you, brother.
Speaker: I'm a little disappointed, Mr. Solopreneur.
Speaker: I know, I know.
Speaker: But trust me, I have done.
Speaker: I mean, I've done some good numbers by my standards.
Speaker: Yeah, even a parrot can talk, Mr. Armstrong.
Speaker: Yeah.
Speaker: That's right.
Speaker: Calling you out, baby.
Speaker: I think you can do another 20 spot here.
Speaker: Yeah, I know.
Speaker: So there's my public call right there.
Speaker: But speaking of that, though, what would you say is the difference between like your top guys in Dockstar versus the guys that's, you know, still aren't hitting the super high level?
Speaker: What do you see in that's separating like these Melissa's, these Tanners, these really top reps from the guys that aren't, you know, breaking through as much?
Speaker: Yeah, I mean, there's obviously guys that come in and they spend the money and they think that because they spent the money, they get tools.
Speaker: The real work, it's not spending the money.
Speaker: That's the easy part.
Speaker: It's showing up on the calls and being convicted and bought in.
Speaker: There just has to be a switch that goes into your mind that says, hey, I'm going to go all in on this.
Speaker: I'm going to take what we're learning and I'm going to apply it and we're going to go.
Speaker: Like the coolest thing we did last month, we had a call where we had four people training and all four of them were training on their closes and they all closed 40 that month.
Speaker: There's nowhere you're going to be able to hear five, six people that are all closing at that level training on how to close more deals.
Speaker: So when you hear the phrase proximity is power, that's really, really important.
Speaker: And you have to pay to get in proximity of high quality people.
Speaker: That's why the groups are so important.
Speaker: Any mastermind, you're going to have to get around people.
Speaker: And the thing that people don't understand too is, is, you know, paying for these types of things is a tax write off.
Speaker: So if you're making $200,000 a year, you need to have a good amount of tax write-off or Uncle Sam's going to take that anyway.
Speaker: So keep spending on an education, keep spending on different content to get in new information so you can get new results.
Speaker: And then when you get that information, buy into it.
Speaker: Keep believing in what you're doing and showing up and doing it.
Speaker: That's the key.
Speaker: That's what separates the people.
Speaker: Because Melissa, Tanner, these guys never miss a call.
Speaker: They're always on.
Speaker: They're always punctual.
Speaker: And they go out.
Speaker: They take what they've heard and apply it.
Speaker: And they get the results.
Speaker: That's the big thing.
Speaker: Yeah.
Speaker: Well, I think that, and I've just noticed too, even more than showing up, it's like they're putting in more hours than everyone else.
Speaker: I heard Melissa, you know, she's just on the doors probably more than anyone else I've seen.
Speaker: Another one, Ty Segan, he's another guy that was in, I don't know if he's still in the group.
Speaker: He still is in the segment on baby.
Speaker: Ion Solar's top closer.
Speaker: Yeah.
Speaker: 240 deals last year.
Speaker: Insane.
Speaker: Yeah.
Speaker: But I mean, this, these guys eat, sleep and breathe cells.
Speaker: It's like, no wonder they're having success because Ty is out there seven days a week.
Speaker: I'm sure Melissa is doing it.
Speaker: It's like, yeah, you got to really figure out how much you're going to buy in, how much time you're going to put.
Speaker: Cause I think if that's the difference, they're just applying it to its maximum effect out there all day long and putting the reps in with it.
Speaker: So.
Speaker: That's 100% what it is.
Speaker: And it's just, you know, there's time for balance.
Speaker: And if you're watching this, understand there will be time for you to rest.
Speaker: There will be time for you to hang out.
Speaker: It is not this time.
Speaker: It is not now.
Speaker: If you're listening to this, this is going to run out and you're going to look back and wish you would have sacrificed the vacations, sacrificed the luxury spending on crap.
Speaker: This is not the time for that.
Speaker: If you're hanging out, going to the club, this is not it.
Speaker: Do not spend your time doing that crap.
Speaker: There is a time and place for it.
Speaker: It is not now.
Speaker: We need to double down and get to freaking work.
Speaker: I see you guys going to the club on Friday nights.
Speaker: I see, you know, I get tagged.
Speaker: Everybody tags me and stuff on it.
Speaker: I see what you guys are doing, man.
Speaker: Like I see the guy, I follow the hitters in the industry.
Speaker: And if you're at the club and you're doing that, you're an idiot.
Speaker: Like straight up.
Speaker: I'd look at that as you're disrespectful to this opportunity and you're disrespectful to the family and friends that are going to depend on you one day that are going to ask for help.
Speaker: And then you can't do it because you didn't maximize the opportunity.
Speaker: Yeah, that's that's that's really bugs me.
Speaker: I whenever I sold I went out for 14 summers living in a suitcase traveling around the country knocking doors.
Speaker: I never ever went out on a Friday night.
Speaker: I can put that on my life.
Speaker: I never went out and partied on a Friday night the night before I went out and did it.
Speaker: Knocked.
Speaker: I made that sacrifice.
Speaker: And this guy's not even Mormon, too.
Speaker: You know, you're just all these Mormon kids that like not going out.
Speaker: But, you know.
Speaker: Danny, he's got more sins than the next guy, and he's not going out to clubs.
Speaker: Yeah, I mean, I'm FLDS, so I'm a fundamentalist.
Speaker: So, you know, shout out.
Speaker: No, but yeah, no, I think it's to your point.
Speaker: Like so many people are posting like, oh, I'm out grinding, I'm out working, and then they're out like clubbing on Friday nights, and you see them doing things that aren't matching up with what they say.
Speaker: Yeah.
Speaker: It's another super important point.
Speaker: If you're going to talk the talk, you got to do the things that actually match up with that.
Speaker: Are you waking up early in the mornings?
Speaker: Are you following your routines?
Speaker: Are you getting out there on the doors?
Speaker: Are you putting in the level?
Speaker: Because that's the thing.
Speaker: You can spend all this money on trainings.
Speaker: You can listen to podcasts.
Speaker: But yeah, it's not going to do anything if you don't apply it.
Speaker: Chewing gum.
Speaker: Chewing gum.
Speaker: Yeah.
Speaker: I get very, very uneasy when I see people say they're going to do something and then they don't like it's just it's if you don't figure this out, life is going to be very, very hard.
Speaker: And that's what's so beautiful about this job is if you don't continually to improve and step up, this job will force you to step out.
Speaker: And I've seen it happen over and over and over again.
Speaker: After 15 years, you start seeing a pattern of people who can't cut it.
Speaker: Yeah.
Speaker: And that's why it's like there's a time and place.
Speaker: Summertime solar is not the time for you to go out.
Speaker: Family vacations, schedule them other time.
Speaker: Like right now, my finish line is Costa Rica.
Speaker: Noxstar gives back.
Speaker: We're going to Costa Rica this year.
Speaker: Shout out Quotiva and the Solar Academy for being sponsors for it.
Speaker: But we are we're going to Costa Rica this year.
Speaker: We went to Peru last year, which we need you going this year, Mr. Armstrong.
Speaker: I know, I
Speaker: to come.
Speaker: You stop popping out kids.
Speaker: My wife had a baby during this.
Speaker: Stop having children.
Speaker: I almost asked you to deliver my second child in Peru.
Speaker: Yeah, I was going to do it except for the whole restraining order.
Speaker: But, you know, that's the thing is being part of something big.
Speaker: Like for me, my finish line is something fun.
Speaker: Costa Rica, like I build my life around work hard, play hard, give back.
Speaker: So I want to work hard in Costa Rica and I'm going to play hard in Costa Rica and I'm going to give back.
Speaker: So I'm going down there for our humanitarian project
Speaker: And if you're watching this right now and you want to get back and, you know, you want to participate in something like that, hit me up.
Speaker: I'd love to have you join us.
Speaker: And basically, we're going to go rebuild a school for underprivileged part of Costa Rica.
Speaker: And then we're going to go do some whitewater rafting.
Speaker: We're going to go visit some volcanoes.
Speaker: It's a lot of fun stuff.
Speaker: So the thing is, is the reason why that's exciting is because I'm going down there, not just for me, I'm going to do something worthwhile with my time and give back to somebody else while I have fun doing it.
Speaker: Yeah, that's awesome.
Speaker: Yeah, no, important to schedule those things for sure.
Speaker: And just to kind of segue here, Danny, I know you guys are, you know, got some exciting things rolling out for Noxstar, but I want to talk about with you, you've, you know, something I've learned a ton from you is just using comedy in your cells.
Speaker: and really lightening things up or light out whatever the word is, loosening things up, I guess, for the customers, making them laugh.
Speaker: So do you have any tips just doing that as you're selling or any good, I don't know, I guess you've got a comedy background, so you do want to tell people your comedy background and then, I don't know, maybe some comedy you use in situations, so-and-so.
Speaker: Yeah.
Speaker: You know, loosen things up.
Speaker: Dude, I loved it.
Speaker: I did improv comedy semi professionally for about eight, nine years down Hollywood.
Speaker: That's where I'm from.
Speaker: So I live like 20 minutes from the theater and that was really what I wanted to do.
Speaker: And so I found it was an easy transition from, you know, doing comedy routines.
Speaker: like doing improv and to door-to-door sales, because you're literally just feeling the customer and creating this magical experience.
Speaker: And you know, what ends up happening is so many sales reps can't tell that they're making the customer super uncomfortable with pressure.
Speaker: And there's a technique that if you push, push, push, and then loosen them up, you can let them go deeper.
Speaker: So if you're in that closed presentation, if you're pushing super hard, if you don't get them laughing and having fun, they're less likely to
Speaker: buy because if you make it a tense situation, they typically tend to overcomplicate things and tell you they need to think about it.
Speaker: But if you're having fun, but bringing good points up and really building rapport and like, you know, making jokes and having a good time, not where you're doing slapstick, but like, you know, when you're in there, like, you know, laughing about situations they did at work or, you know, commenting on their dog or stuff in their home and
Speaker: asking about it and making jokes about it, like it loosens them up.
Speaker: So they're more likely to perceive you as a real human rather than just someone trying to close them.
Speaker: And they're going to be more likely to go with somebody that can make them laugh and have a good time.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And I think it's cool because once you said that, well, I read this book called, uh, so like Sir Hunt, I don't know if you'd read that one.
Speaker: Thiff real estate guy.
Speaker: But he has always, sells people do like improv comedy classes.
Speaker: And then I heard that was your background.
Speaker: I'm like, man, I got to try and get funnier.
Speaker: So I went and took some improv comedy classes and I'm no comedy master, but just learning how to do it.
Speaker: I was actually going to ask if you were, because when I look at you, I just can't stop laughing.
Speaker: I know.
Speaker: I guess I'm getting there.
Speaker: Maybe I'm better than I thought.
Speaker: But maybe we should do some stand up.
Speaker: That's my go to if solar doesn't work out.
Speaker: But no, I think it's good to think on your feet and just loosen things up because you know how it is, especially when you're deep and closing, like things when you're asking to sign, things can get so tense, things can get so pressure, I guess, pressurized situations.
Speaker: So you got to know how to pull back.
Speaker: You got to use some lines to loosen things up.
Speaker: So I don't know.
Speaker: Do you got any lines you want to throw out to our solopreneurs?
Speaker: Danny, let's say you're in a close.
Speaker: I'm saying, Danny, you know, I don't want to sign.
Speaker: How would you use Combinator?
Speaker: You got any lines that's going to make me laugh?
Speaker: Yeah, so Taylor, I get it, man.
Speaker: I get it, man.
Speaker: And the good thing is this isn't a disease, Taylor.
Speaker: It's not going to kill you.
Speaker: I mean, all you're doing is you're already paying for it.
Speaker: Like, let's just cut out the middleman.
Speaker: At the end of the day, it's like, it's not a matter of if you get this done, it's when.
Speaker: So right there, it's not a disease.
Speaker: It's not going to kill you.
Speaker: It just makes it a little bit lighter of a situation.
Speaker: And, uh, you know, then commenting on certain situations around the house and it's like, you know, Hey Taylor, if you're not going to get solar for me, do it for Sparky, the dog.
Speaker: Come on, look at him.
Speaker: He's got, he loves solar written all over him.
Speaker: No, I'm just kidding.
Speaker: But like I was saying, boom, boom, boom, boom.
Speaker: So little things like that really, really help out because, you know, if you can lighten the mood, solar is not that hard of a sale.
Speaker: Like we overcomplicate all of this.
Speaker: It's really not like, dude, this stuff is easy.
Speaker: Imagine trying to sell burglar alarms.
Speaker: That was, that's, that's a tough one.
Speaker: Like, dude, when I transitioned, I'm like, dude, this is, bro, this is easy.
Speaker: So, you know, just having that, just knowing that you got to keep it light in the clothes, like don't make it a slapstick where you're running a whole freaking comedy routine.
Speaker: Yeah.
Speaker: And that's really good for breaking preoccupation.
Speaker: But at the close, you do have to use pressure in your advantage because pressure builds diamonds.
Speaker: And if you're listening to this and you're like, well, I don't want to manipulate somebody or anything like that.
Speaker: And, you know, I don't want to be pressury in the close.
Speaker: I don't want to pressure customers.
Speaker: It's not pressure.
Speaker: pressure if you have good intentions.
Speaker: If you're trying to manipulate somebody, then that's pressure.
Speaker: If you're being persistent, that's because you have conviction on what you're doing and you know it's better for that customer than their excuse.
Speaker: Yeah.
Speaker: So I look at it and this is how I justify my persistence and being on this customer.
Speaker: It's like, I know more than them.
Speaker: I know what's better for them.
Speaker: And they're going to thank me, although I'm going to push them to the point where they have to do it.
Speaker: They're going to thank me at the end.
Speaker: And the world's going to thank me in the end because there's no such thing as bad solar.
Speaker: Everything solar is good.
Speaker: Even if you pay, even if you charge 4.5 PBWs, it's super high systems.
Speaker: It doesn't matter.
Speaker: It's still better than what they're paying the utility company.
Speaker: Yeah, 100%.
Speaker: Yeah, and you don't have to be a comedy master, but yeah, like you're saying, just, you know, ease the situation.
Speaker: Yeah, just know, like, you want to keep it light.
Speaker: You know, you don't want them, if they're sitting there and it's super quiet and they're, like, sitting there grinding their teeth, like, loosen it up.
Speaker: If you feel there's tension, loosen it up.
Speaker: Yeah, yeah.
Speaker: I mean, that's different.
Speaker: That's different than like, hey, so here's the price per month.
Speaker: What do you think?
Speaker: And then there's that awkward, quiet silence.
Speaker: Let that play because that's needed for them to come to a decision.
Speaker: But if you're going through the whole process and you notice they're like, you know, nervous and stuff, loosen it up a little bit.
Speaker: Start joking around.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So Mr. Customer, this line right here, this just gives me rights to your, uh, your stock portfolio and your, your dogs and your dogs, future puppies.
Speaker: I don't know.
Speaker: Lines like that.
Speaker: Right.
Speaker: When they're saying something silly, like just to loosen it up.
Speaker: Yeah.
Speaker: It's like, you know, don't worry.
Speaker: This doesn't sign.
Speaker: It says this is not going to sign your life away.
Speaker: Just your next child.
Speaker: And then I do like an evil look on my face with like the Dr. Evil pinky.
Speaker: Exactly.
Speaker: Classic, classic.
Speaker: So yeah, no, love the comedy in the sales, especially in closing situations.
Speaker: And then Danny, I wanted to ask you, so you've got a lot of people, you guys I think are really focused on your Knockstar United program, but between now and the last time we've
Speaker: talked um i mean you guys got your uh slicks that you do you got your objection cards you got knockstar united um and then we last did a podcast in april last year would you say things have changed in knockstar you guys have any different focuses or i don't know different things you've realized since you've been doing knockstar now for what was it about two years now you've been doing
Speaker: Yeah, so it's coming up on two years.
Speaker: And the big thing that we're focusing on and a big push for mine is, is there's a lot of smaller mom and pop solar companies that need automated training service.
Speaker: Yeah.
Speaker: So what really it is, is we focus on helping companies with an online training platform, because if you're listening to this, you get paid in three ways.
Speaker: You get paid for selling, you get paid for recruiting, and you get paid for training.
Speaker: Training pays the least, so subcontract it out to us and let us provide video platform for your reps.
Speaker: Because right now, if you're doing all the trainings for your company, you're losing money.
Speaker: You could pay us monthly to white label your training platform for your company, and then we would be able to provide all the trainings with consistent new information constantly being dumped on your guys so that you could focus on recruiting and then selling more deals.
Speaker: So if you're doing Zoom calls and every time you onboard people, you got to do all the training.
Speaker: We all know half these guys quit anyway.
Speaker: So you're wasting so much time on these new recruits when you could be automating it with a training platform where they could watch these videos.
Speaker: And we have the number if you're selling solar and you need an online training platform, no one covers from start to finish better than Noxstar.
Speaker: And so with us, we really, really focus on the mindset.
Speaker: We have a legal course in there, setter, closer.
Speaker: We have multiple other top performers on the platform that are showing what they're doing really, really well.
Speaker: And, you know, we have a 30 days to pro where within the 30 days, every day there's a new video that's being dropped where you're going to be able to get access to a new piece of content for 30 days.
Speaker: So every day you'll be able to get new information given to you that you can go out and form and make your money back within the first 30 days.
Speaker: And if you run a company like for you to go out and try to in-house this yourself, I challenge you to go out and do it because this will turn into a full-time job and it's a huge energy suck.
Speaker: I have a full-time staff that I pay 1500 bucks a week just to handle this and videos recording it.
Speaker: What ended up happening is, oh, I want to in-house this.
Speaker: And then you essentially go and record a full day.
Speaker: You get back.
Speaker: The footage sucks.
Speaker: You have to cancel it.
Speaker: It's not worth it.
Speaker: You could have gone out and sold one system and made more money than it would be to pay us for a full year of our training.
Speaker: And the other thing too, to look at is, you know, with a lot of these big solar companies, if you in-house your own training and you ever get in trouble with the attorney general, the attorney general, first thing he's going to ask for is let me see your training.
Speaker: And if there's one thing that they find in there, that's not up to code, they can sue you and go after your company.
Speaker: Yeah.
Speaker: It happened at Vivint countless times over and over and over again.
Speaker: So Vivint's former chief legal officer, Sean Ricks, he now works with us at Noxstar as legal counsel.
Speaker: He would tell me that that is your business right there because if you have a solar company and you have in-house training, if someone goes and sues you for deceptive sales techniques, they go through all of your training videos and find one thing, boom, case is gone.
Speaker: Half a million dollars in legal fees.
Speaker: So if you are in that situation, you could pay us literally nowhere near that.
Speaker: And you could say, hey, I don't have an in-house training.
Speaker: You sub it out to us.
Speaker: They come after us and there's no money in this.
Speaker: So good luck suing Knox about it.
Speaker: That's cool.
Speaker: Yeah, I didn't even think about that.
Speaker: But no, it's true.
Speaker: Especially in solar, we spend all this time.
Speaker: There's nothing more frustrating than spending, you know, five, 10 plus hours training a new rep and then boom, they leave.
Speaker: Like, oh, this sucks.
Speaker: I can't do it.
Speaker: It's too hot outside.
Speaker: Then they're gone.
Speaker: Like you can't get that 10 hours back that you spent training them.
Speaker: So why not invest in something else?
Speaker: Have it train, do the training for you.
Speaker: Then if they quit, I mean, they got the world's best training, but you have to invest all that time and you just put them through the video course.
Speaker: So...
Speaker: Yeah.
Speaker: And then you can see when they're using it and see, you know, how long they're logging in.
Speaker: And those are the guys that you want to spend your time on.
Speaker: If they're going on there and doing the videos, those are the people you're going to want to spend your time on.
Speaker: And if you have another platform and you don't have it white labeled, then you need to reach out to me immediately because there is nothing that compares to the content of, uh,
Speaker: Solar technology that we're dropping onto this platform right now.
Speaker: There's some other stuff out there that's really, really good, but there's nothing that's going to be able to compare to what we're able to put out there for your team that encompasses not just closing, but mindset, vision, technology, all of it on other levels.
Speaker: It's a lot of work.
Speaker: I spent a lot of time on this.
Speaker: So, and, and partially like it sucks the other day, I slapped in a couple of deals, got 50 grand, like three weeks later after they got installed in 10 days.
Speaker: And, uh, it's like, dude, if I, if I didn't love what I did so much, I would just go out and sell and do that on a consistent basis.
Speaker: And sometimes I get torn between dude, should I go sit in the studio for a full week or go out and slap a couple of solar deals?
Speaker: But I know long-term, you know, the more people I help make income, the bigger impact I'll have in the world.
Speaker: Yeah.
Speaker: And what's really cool too is you guys take a lot of the top people from United and your boot camps.
Speaker: I think you've put a lot of these top guys in the video training, right?
Speaker: Yeah.
Speaker: So it's like, you're not just learning from Big Pest, Taylor McCarthy, but you're learning from a lot of these guys that are doing 40 plus deals in a month and best of the best in the industry.
Speaker: It's exciting.
Speaker: Yeah.
Speaker: We get new applicable content, not stuff from like five, six years ago.
Speaker: That doesn't really work in today's market.
Speaker: It works on stuff that's happening.
Speaker: Hey, I tried this last month.
Speaker: This worked well.
Speaker: Let's go use it.
Speaker: Yeah, no, super cool.
Speaker: And then I wanted to ask you, Danny, so you've been doing this two years now training, getting people on Noxstar.
Speaker: Is there anything that you wish you would have done different or I don't know, any adjustments that you made in Noxstar where like, oh, I wish we would have done that from the beginning or I don't know, maybe it's like having someone else on staff, but anything you would have changed, you think if you could have gone back when you first started Noxstar?
Speaker: Yeah, gotten a third party CFO and gotten him to give me some more financial direction and getting everything a little bit more organized on the finances side of things.
Speaker: That's realistically what I wish I would have done sooner.
Speaker: And, uh, yeah, getting your money right in terms of like getting a proper P and L every month, having a team that's dedicated to that, putting together tax strategies, you know, we partner with a lot of companies, but they, you know, they, they're very, very busy.
Speaker: So sometimes you don't get that direct handholding experience, invest in something like that.
Speaker: And, uh, you know, that's what I'm looking into getting done right now.
Speaker: There's like one that works specifically with coaching groups and that's, that's my next big play.
Speaker: Nice.
Speaker: important well something that you've talked about quite a bit um especially for guys looking to throw in a ton of accounts is just learning how to like outsource things you do um i mean you don't have to be like creating a knock start company but even like top sales reps i know you've done trainings on this about like you know getting someone to clean your house do your laundry etc so can you talk about that and like because you're still out selling i know you're not selling as much but you still have gone sell so how do you like learn to manage all your time and still be able to go sell and what have you seen other top ships doing do you want to talk about that a little bit
Speaker: You got to keep in mind what's going to pay you the most amount of money.
Speaker: What ends up happening is reps get caught in the busyness of being busy.
Speaker: So they say, well, this feels real.
Speaker: Oh, I'm doing my dishes.
Speaker: I can't call that customer.
Speaker: Oh, I'm washing my car.
Speaker: I got to do all this stuff where you could literally pay someone to do all of that for you and go out and focus on generating new income.
Speaker: Yeah.
Speaker: And people call me lazy.
Speaker: They say I should be doing that.
Speaker: I refuse to wash my dishes.
Speaker: I refuse to cook my own meals.
Speaker: I refuse to clean my house.
Speaker: I refuse to wash my own cars.
Speaker: I delegate that and go get new income and pay somebody to do that because somebody can wash their car better than my car than I can.
Speaker: But no one can close solar deals better than me.
Speaker: And nothing pays more than that.
Speaker: Yeah.
Speaker: That's why your mom was calling, man.
Speaker: She said your room is dirty.
Speaker: Yeah.
Speaker: She's like, Hey Danny, give me a hundred bucks.
Speaker: It's like, here mom, do my dishes.
Speaker: Here's a hundred dollars.
Speaker: I have no concept of money.
Speaker: I just know that I just got to keep making more and keep pushing myself and focus on what I can do that no one else can do.
Speaker: And that's generate more income.
Speaker: Yeah.
Speaker: And so if you're watching this and you're like handling stips for a customer, you need to pay somebody hourly to get those fixed for you and go get more accounts.
Speaker: Yeah.
Speaker: If you're like, oh, this is a project day and you're trying to fix all your holds, like, bro, pay somebody to do that for you.
Speaker: Even the reps in the office and other great sources is there's you could go teach a rep in the office that doesn't sell as much volume, 10, 20 percent on the deal.
Speaker: You'll go clean all that stuff up for you.
Speaker: Yeah.
Speaker: Start with that.
Speaker: Find someone in the office that just cleans up all the mess.
Speaker: Go get more deals.
Speaker: You're going to get messed.
Speaker: That's not an excuse for you to slow down.
Speaker: You don't get, when things get hard, you don't slow down.
Speaker: You step up and you delegate.
Speaker: You delegate, you delegate, you delegate.
Speaker: I'm trying to delegate everything so that all I do is I focus on only doing what Danny Pesci can do.
Speaker: Yeah.
Speaker: No, nobody can do a podcast.
Speaker: No one can do Danny Pesce's podcast.
Speaker: Nobody can go do Danny Pesce's closes.
Speaker: Nobody can go sell people Danny Pesce's courses, which there are guys who can, which I'm working on delegating right now.
Speaker: Yeah.
Speaker: I'm selling that, but that's the big thing.
Speaker: I have a full-time assistant.
Speaker: I pay her $90,000 a year.
Speaker: Wow.
Speaker: She handles everything for me.
Speaker: Nice.
Speaker: Yeah.
Speaker: Yeah.
Speaker: No, I mean, and people need to start with it.
Speaker: Like, and you don't have to start paying 90,000 a year.
Speaker: I mean, I've talked about it in the podcast, but I pay someone in the Philippines like 300 bucks a month.
Speaker: She's going to edit this podcast.
Speaker: Until they start charging you.
Speaker: They want to raise every couple months like our last one.
Speaker: Yeah, Taylor sent me a virtual assistant.
Speaker: Every month she wants a raise.
Speaker: I'm like, dude, she ends up halfway up.
Speaker: Like three months later, she's at 80 bucks an hour.
Speaker: I'm like, what the hell?
Speaker: You were three bucks an hour.
Speaker: Goddamn, dog.
Speaker: That's why I sent you to her.
Speaker: I couldn't afford her anymore.
Speaker: So yeah, just get creative.
Speaker: You don't have to pay 90,000.
Speaker: She does.
Speaker: She does everything for me, but start off just, you know, being smart.
Speaker: And if you really want to make like people say they want to make half a million dollars a year, people who make half a million dollars a year have two, three assistants.
Speaker: yeah like start acting like a boss how are you going to be a boss making all this money in solar and you're still having to like wash your car and do your dishes like unless that's fun to you then dude what are you doing yeah waste of time start thinking like a millionaire yeah and it's easy to fall in the trap i mean actually just before this i was putting together a shelf that i thought would be quick we ordered these like
Speaker: little shill's for a garage on amazon thought it was gonna be 10 minutes but i ended up spending an hour on it this morning um when i could have that could have been like i don't know maybe i could have found a deal that would have closed in that hour that i spent putting the shelf together when i could have paid some you know kid that goes to church with me or i don't know a million other people that could do this little projects yeah i got a handyman i went on that i need a handyman this handyman has been at my house non-stop doing stuff
Speaker: Yeah.
Speaker: Like nonstop.
Speaker: All the little things that I don't have time to do, I put them on a list here.
Speaker: Do this, this, this, this.
Speaker: Get it done.
Speaker: Yeah.
Speaker: I'm telling you, bro, it leaves you so much energy because there's only so much you can handle.
Speaker: So much decision fatigue.
Speaker: You building a shelf, there's so much decision fatigue in doing that.
Speaker: You can't go out and then have to put the same energy that you have to think about assembling a shelf can be the same energy that you assemble a customer in getting solar.
Speaker: True.
Speaker: True.
Speaker: Probably more because this shelf I've never done in my life, but clothes, that's where I do it every day.
Speaker: Exactly.
Speaker: So guys, stop assembling shelves and start assembling deals.
Speaker: Yeah.
Speaker: I love it.
Speaker: Delegate.
Speaker: Yeah.
Speaker: And I think that's something that, well, cause I've heard some of these top guys, I know Melissa asked you this same question, like Danny, how do I get, I think when she was first kind of blown up, she was asking you, how do I get to 20 to 30 in a month or something like that?
Speaker: And you told her all the same stuff.
Speaker: So, um, she's like, she stopped.
Speaker: So the big thing is she stopped cleaning stips.
Speaker: She has someone else do it.
Speaker: Um, she stopped doing her laundry.
Speaker: She stopped doing all the chores, all her errands.
Speaker: She delegates to somebody else.
Speaker: Yeah.
Speaker: She made, she invested 20,000 with me.
Speaker: She made 150,000 in her first month applying the stuff that I did.
Speaker: That 150,000 net is one 30.
Speaker: She paid this.
Speaker: She probably is going to pay her assistant 30,000 for the year.
Speaker: She net profited off of my implementation about a hundred thousand dollars month one.
Speaker: And she's got 11 more months to go.
Speaker: So do the math.
Speaker: Yeah.
Speaker: Like, well, I've done, I know what it takes.
Speaker: Like I've done it.
Speaker: So it's like, you know, that's why you pay for mentors.
Speaker: That's why you pay to be in proximity of people.
Speaker: Instead of you trying to figure it out on your own, bro, just be a part of a group.
Speaker: That's just going to give you the answer.
Speaker: So you have, you cut down the learning curve.
Speaker: I have a personal trainer.
Speaker: I show up.
Speaker: He tells me what to do.
Speaker: I don't want to think about anything besides making money and how to provide more value.
Speaker: I show up to the gym.
Speaker: All right, bro.
Speaker: What do I do?
Speaker: Tell me what to do.
Speaker: Yeah.
Speaker: And some other people are watching hours of YouTube videos, like how to get ripped, how to get six pack abs, how to get huge biceps, like all those hours.
Speaker: I saved, I saved money.
Speaker: It's like, well, yeah, bro, you still don't have the result.
Speaker: I spent 5,000 bucks.
Speaker: I paid in full for like a hundred coaching packages.
Speaker: And now every time I don't show up, I waste 50 bucks or whatever per session.
Speaker: So it pushes me to get in there because I spend so much.
Speaker: I pay attention to it.
Speaker: It's like, I got to get my monies out of this.
Speaker: Yeah.
Speaker: If you're YouTube and stuff and trying to be cheap, it's going to cost you in the long run.
Speaker: Get rid of your money.
Speaker: You spend all your money.
Speaker: You're going to be forced to get creative and go find it.
Speaker: Yeah.
Speaker: True.
Speaker: No.
Speaker: So I think that's a huge secret.
Speaker: And anyone that's still spending time doing all this stuff, like, I don't know, make a list of all the things you do in a day.
Speaker: I think that's something that helped me because a lot of times we don't even realize with the time we're wasting.
Speaker: But if we go make a list, so I just did, did the dishes, spend an hour on laundry, keep track of your time.
Speaker: Like maybe you could outsource half that stuff.
Speaker: So I think it takes some creativity and just listen to what you're doing, you know?
Speaker: Yeah.
Speaker: Like, dude, I'm doing all sorts of stuff right now while I'm on this call.
Speaker: Yeah.
Speaker: I got solar deals being closed.
Speaker: I've got stiffs being fixed.
Speaker: I've got invoices being sent out, but I'm sitting here talking to you.
Speaker: Yeah.
Speaker: I get more time out of this day because I have people working for me.
Speaker: That's how you have to think.
Speaker: I know.
Speaker: And if you're wondering why you're not making enough money, it's like, oh, I can't afford that.
Speaker: You can.
Speaker: It's not you can't afford it.
Speaker: It's how can you afford it?
Speaker: Put on your credit card.
Speaker: Yeah.
Speaker: You know damn well you can go out and make 5k this week.
Speaker: Stop being a biznatch and make it freaking happen.
Speaker: Yeah.
Speaker: And I think what a lot of people don't realize is when you start acting like that, when you start acting like you are the person that makes that kind of money, you are the person that has two assistants, whatever, then a lot of times you will start actually achieving that potential.
Speaker: But some people are just waiting, oh, I got to make this money first and I'm going to do those things.
Speaker: I think there's a lot of power in doing it first and then going out and finding the money.
Speaker: Yeah, people, and this is a challenge that I'm getting pushed by my coach.
Speaker: The problem is people want to first get the money and then they spend it.
Speaker: It doesn't work that way.
Speaker: You spend it and then you go get the money.
Speaker: Full transparency, I get a thousand bucks a week from Noxstar.
Speaker: I made about 700 grand the year before selling solar, went full time into Noxstar.
Speaker: And this year I committed to a $55,000 coaching package.
Speaker: My rent alone is 5,000 a month.
Speaker: I bring home 4,000 with Noxstar a month.
Speaker: I had no idea where I was going to get this extra money.
Speaker: I said, screw it, put on a credit card, making payments.
Speaker: And then I'm like, all right, well, how am I going to pay this after I already paid it?
Speaker: And then I go out in a week, knock doors.
Speaker: I mean, I closed 50 grand last month just selling solar.
Speaker: So it's like, dude, you go out and find ways to get it done.
Speaker: You become more persuasive.
Speaker: If I hadn't have spent that on my credit card, I wouldn't have gone out there and made that money.
Speaker: I wouldn't have been that convicted to get out there and get those deals done.
Speaker: Yeah.
Speaker: Yeah.
Speaker: And I think some people get so scared of like, oh, what if I can't?
Speaker: What if it doesn't happen?
Speaker: What if, what if, what if?
Speaker: But I think just being okay with the worst case scenario, it's like worst case scenario.
Speaker: You didn't make that money back.
Speaker: What happens?
Speaker: You have to file bankruptcy and no, you get off your ass and knock more doors.
Speaker: Like O'Donnell says, go-ya, get off your ass, get to work.
Speaker: If you're listening to this and you're selling solar and you can't come up with 50K, then you're being disrespectful to the space.
Speaker: This is an art form and you're disrespecting our art.
Speaker: Yeah, true, true.
Speaker: It's embarrassing and you need to start stepping it up because the worse you do, the more people suffer.
Speaker: The planet, your family, everything.
Speaker: There is nothing...
Speaker: bad about solar.
Speaker: It's good for you.
Speaker: It's good for the customer and it's good for the world.
Speaker: Those three things is your job and your duty and your obligation.
Speaker: It's your ethical duty to get out there and put this on people's roofs at a substantial amount of time.
Speaker: There's never been a bigger transfer of wealth that's going on right now in the solar industry.
Speaker: And this is your chance to get generational wealth right now.
Speaker: Like I went from solar security.
Speaker: I was making decent money, but I never have been able to see the kind of money that solar has been able to do for me.
Speaker: It's life changing.
Speaker: Like I'm putting plays right now that are going to set me up for the rest of my life.
Speaker: If you're not thinking that way, then you don't really grasp the opportunity that's taken place.
Speaker: And you're going to look back and you'd be like, damn, I really blew it.
Speaker: I should have listened to Pessy.
Speaker: Yeah, that's right. 100%.
Speaker: So for our listeners, guys, go outsource things.
Speaker: Take advantage of the opportunity.
Speaker: Don't sell yourself short.
Speaker: Stop making excuses.
Speaker: I think that's how you can begin to take it to another level.
Speaker: Yeah, start with your wife.
Speaker: Start with your family.
Speaker: Just someone that can help you out doing stuff.
Speaker: My brother works part-time for... My brother works full-time working at the Staples Center doing contracts and stuff.
Speaker: And then part-time does solar for me.
Speaker: Him cleaning up my stips in solar is going to make more money for him.
Speaker: than he is working at a full-time job.
Speaker: Yeah.
Speaker: Find a family member.
Speaker: Stop making excuses.
Speaker: Yeah, that's good.
Speaker: And how much time did you have to spend training them to do all this, Danny?
Speaker: I mean, a lot.
Speaker: I mean, I spend, you know, two or three hours every time a project, I over-explain.
Speaker: When you're teaching people, you have to over-explain everything.
Speaker: I made a big mistake as I just expected people to learn things because I'm obviously very, very sharp.
Speaker: Yeah, because I stay polished because of improv and I'm consistently on the grind with customers.
Speaker: So you have to stay sharp.
Speaker: And so the thing is, is you can't expect other people that are in your circle to be like you.
Speaker: So you have to overcome over communicate with them.
Speaker: My mistake I learned, and this is a great lesson is I expected them just to pick it up.
Speaker: And it's like, no, if they would pick it up and be that sharp, they would go do it themselves.
Speaker: But no, you have to over explain and teach them how things work.
Speaker: And then you can't get mad at them if they don't understand it.
Speaker: And I was getting mad when they didn't understand it.
Speaker: But that was me being a bad leader.
Speaker: That was me being a good sales rep, but not a bad leader, but being a bad leader.
Speaker: So over explain what you need done.
Speaker: Yeah.
Speaker: Love that.
Speaker: And then another secret I learned is just like recording.
Speaker: It's all the time that Danny spends training his brother.
Speaker: He can record.
Speaker: Then his brother can refer back to that stuff.
Speaker: And then if things don't ever work out with his brother, you got a full training library.
Speaker: Say, hey, go watch this.
Speaker: I already trained the brother on it.
Speaker: Have it all done.
Speaker: So, yeah.
Speaker: And then it's like there's only so many things you're going to run into.
Speaker: So eventually, once you exhaust all those things, he's not going to come to me for answers anymore.
Speaker: He's already going to have it.
Speaker: He comes to me, I give him the answer.
Speaker: Comes to me, give him the answer.
Speaker: Eventually, everything's done.
Speaker: Yeah, that's huge.
Speaker: Well, Danny, to start wrapping up here, I think guys that hopefully everyone listening to this has checked out Noxstar at this point.
Speaker: I mean, I talk about you guys all the time, but do you want to tell us a little bit about, like, I don't know what the vision is for Noxstar in the future, if guys want to join up, where and how they can do that.
Speaker: I don't know, just plug away a little bit on maybe some future events or whatever you got going on over at Noxstar, why people should join it.
Speaker: I mean, here's the thing we talked about, man, is proximity is power.
Speaker: And if you don't pay for it, you're not going to pay attention to it.
Speaker: There's a lot of great programs out there, but there's nothing more solar specific than what we do.
Speaker: And so, you know, there's no one that's going to give you more closes.
Speaker: There's no mindset just towards this.
Speaker: I mean, we get a lot of people from Grant Cardone coming over.
Speaker: Grant's awesome, but, you know, they don't focus on solar.
Speaker: And so it's like I learned a lot of stuff from them and from all over the place, but I've applied it directly towards solar.
Speaker: So they're going to get the best information you can get.
Speaker: So if you can't afford it, put on a credit card.
Speaker: Like if you can't afford going to events, put it on a credit card.
Speaker: And so, you know, if you're watching this right now and you don't have a couple thousand bucks, go get a credit card, reach out, start buying some product and see what happens to your reality.
Speaker: Things start.
Speaker: Life doesn't give you what you want.
Speaker: Life gives you what you demand.
Speaker: Right.
Speaker: And I demanded that program for 55,000 bucks when I made 44,000 bucks a week.
Speaker: I demanded that that was going to be part of my life.
Speaker: And then all of a sudden life starts rewarding me.
Speaker: That's how it works.
Speaker: Once you start demanding things, things come back to you tenfold.
Speaker: So basically, Noxstar is a group we meet every Tuesday morning, 9 a.m.
Speaker: Pacific, and we bring you content that's going to help you close more deals or build a better team or be a better person.
Speaker: Do good, be good, do better good.
Speaker: I don't know.
Speaker: Something like that.
Speaker: Okay.
Speaker: Yeah.
Speaker: But yeah, man.
Speaker: And that's, that's really what it is.
Speaker: And then you get access to the community.
Speaker: Like we, we enjoy, I enjoy seeing these people's lives changed before my eyes, like seeing the stories of these guys coming in and investing in themselves and just seeing what happens when they buy into it.
Speaker: It's that, that is more, that worth more than any money I make closing solar deals.
Speaker: Like seeing guys come in here and seeing their lives change because, you know, we gave them a new bit of information and they go use it and they see the results that happen.
Speaker: It's just, it's incredible.
Speaker: And that's, that's at the end of the day, really why I do this is, you know, there's not much money in this, but it's, it's, there's a lot of fulfillment.
Speaker: And I know in 50 years from now, if someone's listening to this and I can help change their life or they make money because of the information I give them, I know I have done my ethical duty to give back to the space that's given to me so much.
Speaker: Yeah, no, I love it.
Speaker: And yeah, you guys are changing lives.
Speaker: And I mean, same thing for me with the podcast.
Speaker: I mean, I don't make much money at all doing this podcast, but I do make money from applying what I'm learning from you guys and going out and closing more deals.
Speaker: Amen.
Speaker: And I think what's cool is as you share it more, I know this is another thing you've talked about, as you share the content, as you spread it, you're digesting it more yourself.
Speaker: So you're actually intaking more of the content, intaking more of the material.
Speaker: Yeah.
Speaker: those that you have to go start your own podcast, but share it with your teams, you know, share it with your coworkers.
Speaker: That's going to help you digest some more.
Speaker: Yeah.
Speaker: Cause then once you start doing this stuff, that's why I'm so polished is because when you learn it and then you teach it, you learn it a second time.
Speaker: So if you're watching this, you need to take my information and then you need to teach it to your people so that you can truly conceptualize it and then teach it to someone.
Speaker: And so that's why it's nice when people join our program.
Speaker: Yeah, if you're already talented, cool.
Speaker: But you know, who's pouring into you?
Speaker: You're pouring into all your reps.
Speaker: You're giving them all your information.
Speaker: Who's pouring into you new content?
Speaker: You're you going out closing deals and recruiting people.
Speaker: You're not training new sales techniques to get someone to say yes.
Speaker: You're not working on personal development information tools and then applying it.
Speaker: So that's why it's so nice to have this community where, hey, you've got access to a group of people, new information every week, group text message access to the most elite club in the entire solar industry.
Speaker: And then top of that, these competitions, you come and push yourself.
Speaker: You go from nobody to somebody in a matter of 30, like, you know, six months.
Speaker: Melissa's been in the solar industry for four years.
Speaker: No one's ever heard of her.
Speaker: Now she's all over the place because she's continually dominating.
Speaker: She's outselling everybody.
Speaker: So that's what I'd say, man.
Speaker: If you're listening to this right now, reach out.
Speaker: Let's figure out a way to get you involved because guess what?
Speaker: When this is gone, it's gone.
Speaker: Yeah.
Speaker: And you're going to kick yourself in the butt.
Speaker: If you can't afford it, that's why you should do it because you'll find a way.
Speaker: Yeah.
Speaker: It's your income cap.
Speaker: Once you spend more than your income cap, you're going to go into hyper production mode and you're going to find ways to pay everything.
Speaker: That alone is one of the other secrets we don't talk about.
Speaker: Once you push yourself out of your comfort zone, my average, my comfort zone on coaching before I started Noxstar was $17,000 a year.
Speaker: I've been part of the same group.
Speaker: I upgraded to 55,000 and then I spent 30,000 on a psychiatrist.
Speaker: And then I spent a little bit more than that on some other stuff.
Speaker: But I'm over 100 grand right now just on freaking personal development.
Speaker: And guess what?
Speaker: I have it all paid off.
Speaker: Yeah.
Speaker: Well, it's huge.
Speaker: I mean, I don't know if you've read Ed Milet's new book, but Power One More is talking a little bit on the podcast and he calls it your internal thermostat.
Speaker: That's what it is.
Speaker: Yeah.
Speaker: And most of us keep our thermostat at like six or seven.
Speaker: And then every time we try and raise it, we just automatically go back down to that level.
Speaker: But the way to get past that is by surrounding yourself, by investing in yourself, surrounding yourself with people that are doing a lot more.
Speaker: And then it's way easier to raise that internal temperature instead of just trying to do it yourself.
Speaker: So 100%.
Speaker: That's how you do it.
Speaker: That's that, man.
Speaker: I mean, if you're listening to this, you want to get involved, reach out to my Instagram at Danny Pesce.
Speaker: We'd love to get you going.
Speaker: And here's the thing, man.
Speaker: I'll just be brutally honest with you.
Speaker: If you're making good money in solar, either you're going to pay us or you're going to pay Uncle Sam.
Speaker: Either way, you're going to pay for it.
Speaker: This way, at least you get to be around cool people and hang out.
Speaker: I mean, me, I'm kind of weird, but Taylor's pretty cool.
Speaker: I've seen him in person.
Speaker: Yeah, anyone with the name Taylor is, you know, crushing it, doing well.
Speaker: Amen.
Speaker: Yeah.
Speaker: And so, Danny, appreciate you coming on the show today.
Speaker: And then we've got a special offer for our listeners.
Speaker: I'm going to throw it out right here.
Speaker: But if you want to take advantage and get in Danny's program, Danny and Taylor's Knockstar United program.
Speaker: Our program, baby.
Speaker: You part of it too, baby.
Speaker: Come on.
Speaker: Yeah, that's true.
Speaker: That's true.
Speaker: I'll be there.
Speaker: I'll be there hanging out.
Speaker: I've got an extreme 10x value from it.
Speaker: So I know you guys will too, if you're listening to this podcast today.
Speaker: And anyone that wants to take advantage, we're going to put a link of how you can go ahead and do a call with Danny or Taylor and get some more info.
Speaker: But anyone that takes advantage, we're also going to give them access to our Soul Society program.
Speaker: And that's...
Speaker: You know, obviously not as in-depth as Noxstar, but we do have some pretty awesome stuff happening in there.
Speaker: I think it's a great compliment to that as you're closing deals, getting into more kind of, you know, follow up things and also getting live feedback on your presentations from some of our coaches in there.
Speaker: So anyone, that's our offer with that.
Speaker: Go take advantage.
Speaker: Do a call with these guys.
Speaker: Get in their program.
Speaker: If anything, you know, see where you're at.
Speaker: They can give you some greats.
Speaker: Just their free stuff is changing the game.
Speaker: So, Danny, thanks again for coming on the show.
Speaker: And any other final words or final tips you want to give to our listeners before we say goodbye here?
Speaker: Yeah.
Speaker: Anything in life that's worthwhile is uphill.
Speaker: And words and actions can either inspire you or defeat you.
Speaker: And hopefully today, my words have inspired you to take action and be great.
Speaker: Much love, Taylor.
Speaker: Great job today.
Speaker: Appreciate you taking your time to jam with me and looking forward for that 20 spot out of you next month.
Speaker: Let's go.
Speaker: Appreciate it.
Speaker: Next time we'll get your mom on the show.
Speaker: Sounds like she's pretty good.
Speaker: I'm going to get your mom on the show, dude.
Speaker: What the hell?
Speaker: Mrs. Pessy coming on next time.
Speaker: Yeah, buddy.
Speaker: All right.
Speaker: Thanks again, Danny.
Speaker: We'll chat soon and keep crushing it.
Speaker: Later.
Speaker: Okay.
Speaker: What's up, solarpreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: And
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
Speaker: We put them together all in one sheet.
Speaker: So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
