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How to Use Comedy in Your Sales - Danny Pessy
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Transcript
Taylor's Journey and Mission
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 the year and cracking the code on why sales reps fell.
What is a Solarpreneur?
00:00:19
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.
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.
Introducing Danny Pessy
00:00:42
Speaker
Yo, yo, what's going on, sorepreneurs?
00:00:45
Speaker
We are here with another episode, and this time we got a returning guest.
00:00:49
Speaker
You probably know his name by now, but he's the big DP, the big Danny Pessy.
00:00:54
Speaker
Thanks for coming back on with us on the podcast here, Big Pess.
00:00:57
Speaker
Yeah, buddy, the one and only, Can't Clone Me.
00:00:59
Speaker
Got a lot of haters and a lot of homies, some friends and some phonies.
00:01:03
Speaker
Back then, they didn't want me.
00:01:05
Speaker
Now I'm hot, they all on me.
00:01:07
Speaker
Let's go dropping some lines already.
00:01:09
Speaker
That's what we like.
00:01:10
Speaker
That's right.
00:01:11
Speaker
Let's go.
00:01:12
Speaker
And so we are stoked to have you back on and not too many people have come on for a second time.
00:01:16
Speaker
So thanks for doing us the honor.
00:01:19
Speaker
That's right, man.
00:01:19
Speaker
Dude, the solar industry is just thirsty, bro.
00:01:22
Speaker
And we got to just continue to feed the beast.
00:01:24
Speaker
I know.
00:01:25
Speaker
I know.
00:01:25
Speaker
It's heating up.
00:01:26
Speaker
So we're here.
00:01:27
Speaker
We've got we both got our knock start hats on here.
Noxstar Program Success
00:01:30
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.
00:01:39
Speaker
And actually last time we had you on, Danny, that's I think about when I joined the United program.
00:01:44
Speaker
Yeah.
00:01:44
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.
00:01:53
Speaker
So are you ready to get jamming here?
00:01:55
Speaker
Dude, if you were bread, I am the jam, brother.
00:01:58
Speaker
Okay.
00:02:01
Speaker
All right.
00:02:01
Speaker
Love it.
00:02:01
Speaker
Love it.
00:02:02
Speaker
Okay.
00:02:02
Speaker
So let's jump in right away.
00:02:04
Speaker
If you don't know Danny, go listen to the first podcast.
00:02:06
Speaker
I think it was April of 2021.
00:02:07
Speaker
So we'll link to that here in the show notes if you want to go check that out.
00:02:11
Speaker
We had some great content, great feedback from that.
00:02:14
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.
00:02:20
Speaker
So what do you think, Danny?
00:02:21
Speaker
I think we can beat Taylor.
00:02:23
Speaker
That's a hard one to beat, man.
00:02:24
Speaker
Taylor throws down.
00:02:26
Speaker
Taylor throws down.
00:02:27
Speaker
Yeah, I know.
00:02:28
Speaker
Let's see, man.
00:02:29
Speaker
I got some tricks up my sleeve.
00:02:31
Speaker
We'll see if we can do it.
00:02:32
Speaker
Okay, we'll try.
00:02:33
Speaker
Many people have tried, many have failed, but we'll see what we do right here.
00:02:36
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.
00:02:43
Speaker
I don't know, any changes you've made that you can think of since we last talked in April last year.
00:02:48
Speaker
That's probably tough to remember, but...
00:02:50
Speaker
It's, yeah, it's been a little bit, man.
00:02:52
Speaker
Obviously, things have been fantastic.
00:02:53
Speaker
Noxstar has doubled, tripled in size.
00:02:55
Speaker
It's been amazing.
00:02:56
Speaker
And the thing is, is the business has grown substantially.
00:03:00
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.
00:03:06
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.
Noxstar's National Impact
00:03:17
Speaker
Yeah.
00:03:17
Speaker
I mean, just this last competition we had, we sold between our collective group over 1,200 solar systems.
00:03:27
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.
00:03:34
Speaker
Yeah.
00:03:35
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.
00:03:45
Speaker
It's just incredible to see these people, our community members coming together and applying the content, applying the training.
00:03:52
Speaker
and going out there and leading their companies.
00:03:55
Speaker
I mean, everyone in our program is the number one sales rep at their company.
00:03:58
Speaker
And if they're not, it's really uncomfortable for them to be participating when they see guys throwing in 30, 40 accounts.
00:04:04
Speaker
I mean, our top rep last month, Tanner Williams from Aptiv, sold in 47 deals.
The Three Cs for Sales Success
00:04:10
Speaker
It's the number one in the whole country.
00:04:11
Speaker
And so it's like, you know, before he joined Noxstar, his best month was 18.
00:04:15
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.
00:04:23
Speaker
And if you're running an organization and you're running a team, you want to write these three C's down.
00:04:28
Speaker
It's content, competition and community.
00:04:31
Speaker
Those three things are what's going to bring the most out of your people.
00:04:34
Speaker
And if you can have a healthy environment where those go down, then the sky's the limit.
00:04:39
Speaker
And you're seeing it firsthand here.
00:04:40
Speaker
And, you know, unfortunately, a lot of times we don't let everybody into the group.
00:04:44
Speaker
And that's not like a sales technique.
00:04:45
Speaker
You know, it's just like we're we're a premium platform.
00:04:49
Speaker
And it requires a premium rep to be a part of it because those are the guys that we see results for.
00:04:54
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.
00:05:00
Speaker
So we really tailor ourselves towards higher producing reps and business owners that are really looking to implement change in their business.
00:05:07
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.
00:05:19
Speaker
I mean, you know, Melissa, as you guys see, I post her quite a bit.
00:05:22
Speaker
She was before she joined Noxstar, her best month in four years was 22.
00:05:26
Speaker
She hasn't sold under 30 in six months.
00:05:29
Speaker
Yeah.
00:05:29
Speaker
So it's like, you know, the thing is, it's not about us.
00:05:32
Speaker
I mean, our training is great and everything, but, you know, how can you get good training and then make people perform better?
00:05:39
Speaker
Because there's a lot of guys who sell a lot.
00:05:41
Speaker
But how do you get your people to sell a lot?
00:05:42
Speaker
And that's why it's like, you know, there's a special formula to it.
00:05:45
Speaker
And that's what I've really been harvesting in on is how to get these guys going and doing
The Power of a High-Achieving Environment
00:05:49
Speaker
it.
00:05:49
Speaker
And that's with the three C's that I found is one of the most important, important aspects of it.
00:05:53
Speaker
Yeah, no question.
00:05:54
Speaker
And yeah, I think we talked a little bit about it in the last podcast we did.
00:05:57
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.
00:06:05
Speaker
It's only going to bring you up.
00:06:06
Speaker
And it goes back to that whole four minute mile thing.
00:06:09
Speaker
You know, they thought it was impossible to do the four minute mile.
00:06:12
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.
00:06:17
Speaker
And now there's multiple people every month throwing down 30.
00:06:19
Speaker
Tanner did over 40.
00:06:20
Speaker
Yeah.
00:06:20
Speaker
40 is the new 30.
00:06:23
Speaker
Like just to be top 10 in our program, you have to sell over 30 accounts a month.
00:06:28
Speaker
And we had three people last month sell over 40.
00:06:31
Speaker
I mean, Austin Stoker out of Pure Energy, he threw in 41 accounts.
00:06:35
Speaker
We had Colin from the Lumi Bros.
00:06:36
Speaker
Shout out to the Lumi Bros and Lumio.
00:06:38
Speaker
They're freaking blowing up right now.
00:06:40
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.
00:06:49
Speaker
And super impressive.
00:06:51
Speaker
And these guys just continue to go out and push the envelope.
00:06:54
Speaker
I mean, Colin, I think sold 40 himself.
00:06:57
Speaker
He's like a 22 year old kid, 23 year old kid.
00:07:00
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.
00:07:11
Speaker
So our goal is to give new information every single week.
00:07:14
Speaker
So you take that new information, you apply it and you get new, new results.
00:07:18
Speaker
So a lot of guys listening to this, they get frustrated because they're getting the same
Investing in Learning
00:07:21
Speaker
results.
00:07:21
Speaker
It's like, well, dude, you're getting the same results because you have the same information.
00:07:24
Speaker
The only way you're going to get new information is you go and do the research.
00:07:27
Speaker
But half the time, if you don't pay for it, you don't pay attention to it.
00:07:29
Speaker
There's podcasts, there's books, people read them all the time, but no one takes any action of it.
00:07:33
Speaker
The moment you write that check and it hurts, you listen like a ninja.
00:07:38
Speaker
Every word you gobble up.
00:07:39
Speaker
Yeah.
00:07:40
Speaker
and you take it, you implement it and apply it and you see results, it's incredible.
00:07:44
Speaker
I mean, you know, the guys that spend money and join our program, they get an instant.
00:07:47
Speaker
I mean, you can see the testimonies.
00:07:49
Speaker
I mean, I don't need to talk about it, but the investment they put in, it gets it tenfold.
00:07:52
Speaker
And it's not even just us.
00:07:53
Speaker
There's a lot of different programs at the moment.
00:07:55
Speaker
If you're listening to this and you really want to get better, spend money on getting better.
00:07:59
Speaker
It doesn't have to be with us.
00:08:00
Speaker
I mean, there's plenty of great programs and platforms out there.
00:08:03
Speaker
But the moment you start investing and getting new information, just watch what happens with your results.
00:08:07
Speaker
And
00:08:08
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.
00:08:15
Speaker
I'm the best.
00:08:15
Speaker
Say,
Urgency in Sales Tactics
00:08:16
Speaker
show me your bank account.
00:08:17
Speaker
Show me how much you've spent on getting better.
00:08:20
Speaker
And I'll tell you what you truly value based on what you spend your money on.
00:08:23
Speaker
Yeah, I love that.
00:08:24
Speaker
It's one thing to talk the talk.
00:08:25
Speaker
But you got to spend the money.
00:08:27
Speaker
Yeah, that's true.
00:08:28
Speaker
I mean, we got we got, you know, thousands that listen to the podcast every month.
00:08:31
Speaker
But I think to be blunt, a lot of people listen to this podcast are still broke.
00:08:35
Speaker
And it's because I can give information all day long.
00:08:38
Speaker
But it's like you said, people that are actually invested in themselves.
00:08:42
Speaker
I mean, maybe I should start charging for the podcast.
00:08:44
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.
00:08:53
Speaker
Yeah.
00:08:54
Speaker
I mean, it's chewing gum.
00:08:55
Speaker
It's chewing gum.
00:08:55
Speaker
It feels good, but it does nothing for you.
00:08:58
Speaker
So it's only if you actually take the information and apply it.
00:09:01
Speaker
It's like a couple nuggets right off the bat.
00:09:03
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.
00:09:09
Speaker
Whenever you're selling a deal, you have to bring up one to three points of urgency.
00:09:14
Speaker
So those are stories you're going to tell the client to get them to do it today.
00:09:18
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.
00:09:27
Speaker
So right off the bat, that's one, three to five points of urgency or two to one to three points of urgency.
00:09:33
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.
00:09:42
Speaker
And then talk about, hey, what's the pain point of you sticking with the utility company versus switching and getting solar?
00:09:48
Speaker
Yeah.
00:09:48
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.
00:09:58
Speaker
And the people that wait longer get less incentivized.
00:10:01
Speaker
So realistically, the only difference is time.
00:10:04
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.
00:10:18
Speaker
So it's only a matter of time before we all start getting smart and utilizing stuff that's
Conviction in Sales
00:10:23
Speaker
free.
00:10:23
Speaker
The sun's free.
00:10:24
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?
00:10:28
Speaker
Otherwise, we're just being ignorant and, you know, letting life happen to us instead of letting us happening to life.
00:10:35
Speaker
So the longer we procrastinate on putting these on your roof, the more money it's going to cost you.
00:10:38
Speaker
Yeah, love that.
00:10:39
Speaker
One of the lines you taught me.
00:10:40
Speaker
Yeah.
00:10:41
Speaker
Go ahead.
00:10:41
Speaker
Yeah.
00:10:41
Speaker
Cause the thing is, it's just like gasoline.
00:10:44
Speaker
How much is it going to go?
00:10:45
Speaker
How much does gas have to go up to per gallon before you go buy an electric car?
00:10:49
Speaker
Like what are you going to wait for?
00:10:50
Speaker
15 bucks a gallon.
00:10:51
Speaker
And then you're going to go shop electric cars.
00:10:53
Speaker
You're going to waste all that extra money on paying seven, eight, nine, $10 a gallon.
00:10:58
Speaker
Cause guess what?
00:10:58
Speaker
It's already happening in Europe.
00:11:00
Speaker
They're already paying that much.
00:11:01
Speaker
My brother in Christ.
00:11:01
Speaker
It's only a matter of time before it happens here.
00:11:04
Speaker
So what are we going to do?
00:11:05
Speaker
We're going to wait until that happens.
00:11:06
Speaker
Let's just take time out of the equation, bite the bullet now.
00:11:09
Speaker
Let's get these things on your roof.
00:11:10
Speaker
Because there's one thing I can guarantee you, it's your prices on your utility bill is going to go up.
00:11:14
Speaker
But the second thing I can guarantee you is that everybody that thinks about it gets it.
00:11:19
Speaker
So that's why there might be a panel shortage coming forward.
00:11:22
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.
00:11:28
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.
00:11:34
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.
00:11:47
Speaker
Right.
00:11:48
Speaker
And how it lands is, is I truly believe in what I do.
00:11:52
Speaker
And if you're listening to this, write this one down.
00:11:53
Speaker
The depth of your conviction is more powerful than the peak of your logic.
00:11:57
Speaker
The more you believe in what you're saying, the more they're going to buy what you're saying.
00:12:01
Speaker
Yeah.
00:12:02
Speaker
Because there's power in your words if you believe in what you're saying.
00:12:06
Speaker
Yeah.
00:12:06
Speaker
So that's why it's really, really important to get what you're selling.
00:12:09
Speaker
Believe in it.
00:12:10
Speaker
People buy that.
00:12:11
Speaker
We're dropping a video on my Instagram.
00:12:13
Speaker
I knocked behind this neighborhood where a Sunrun sales rep came through like three weeks earlier.
00:12:18
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.
00:12:24
Speaker
Why?
00:12:24
Speaker
Because I was more convicted than him.
00:12:26
Speaker
Yeah.
00:12:26
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.
00:12:32
Speaker
The belief in what you're doing.
00:12:34
Speaker
They can feel it.
00:12:34
Speaker
They hear your words, but they feel your conviction.
00:12:37
Speaker
Yeah.
00:12:37
Speaker
Super important.
00:12:38
Speaker
And yeah, I mean, it's funny you say that because I actually just had a buddy.
00:12:42
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
00:13:08
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
00:13:25
Speaker
Yeah, because the thing is, if you're listening to this, guys, the sale you need to make is not to the customer.
00:13:31
Speaker
Solar sells itself.
00:13:32
Speaker
This shit's so easy.
00:13:34
Speaker
Selling security was 10 times harder.
00:13:36
Speaker
The solar sale starts with selling yourself.
00:13:40
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.
00:13:47
Speaker
need to have that level of conviction.
00:13:49
Speaker
You're so sold.
00:13:50
Speaker
You don't know what, you don't have to have the best presentation.
00:13:52
Speaker
You don't have to be super polished, but if they can feel that they need this, that's going to
Why is Solar Easier to Sell?
00:13:57
Speaker
sell more than any logical statements or any amazing presentation that you can put together.
00:14:01
Speaker
Sell yourself on what you're doing.
00:14:03
Speaker
No doubt.
00:14:04
Speaker
Yeah, super important.
00:14:05
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.
00:14:12
Speaker
And, you know, I still have a ways to go to hit that level myself.
00:14:15
Speaker
Yeah, I'm a little disappointed in you, brother.
00:14:17
Speaker
I'm a little disappointed, Mr. Solopreneur.
00:14:20
Speaker
I know, I know.
00:14:20
Speaker
But trust me, I have done.
00:14:22
Speaker
I mean, I've done some good numbers by my standards.
00:14:24
Speaker
Yeah, even a parrot can talk, Mr. Armstrong.
00:14:27
Speaker
Yeah.
00:14:28
Speaker
That's right.
00:14:29
Speaker
Calling you out, baby.
00:14:30
Speaker
I think you can do another 20 spot here.
00:14:32
Speaker
Yeah, I know.
00:14:33
Speaker
So there's my public call right there.
00:14:36
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?
00:14:44
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?
00:14:51
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.
00:14:58
Speaker
The real work, it's not spending the money.
00:14:59
Speaker
That's the easy part.
00:15:00
Speaker
It's showing up on the calls and being convicted and bought in.
00:15:03
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.
00:15:08
Speaker
I'm going to take what we're learning and I'm going to apply it and we're going to go.
00:15:11
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.
00:15:21
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.
00:15:28
Speaker
So when you hear the phrase proximity is power, that's really, really important.
00:15:33
Speaker
And you have to pay to get in proximity of high quality people.
00:15:37
Speaker
That's why the groups are so important.
00:15:38
Speaker
Any mastermind, you're going to have to get around people.
00:15:41
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.
00:15:46
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.
00:15:52
Speaker
So keep spending on an education, keep spending on different content to get in new information so you can get new results.
00:15:58
Speaker
And then when you get that information, buy into it.
00:16:01
Speaker
Keep believing in what you're doing and showing up and doing it.
00:16:05
Speaker
That's the key.
00:16:05
Speaker
That's what separates the people.
00:16:07
Speaker
Because Melissa, Tanner, these guys never miss a call.
00:16:09
Speaker
They're always on.
00:16:10
Speaker
They're always punctual.
00:16:11
Speaker
And they go out.
00:16:12
Speaker
They take what they've heard and apply it.
00:16:14
Speaker
And they get the results.
00:16:16
Speaker
That's the big thing.
00:16:17
Speaker
Yeah.
00:16:17
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.
00:16:23
Speaker
I heard Melissa, you know, she's just on the doors probably more than anyone else I've seen.
00:16:28
Speaker
Another one, Ty Segan, he's another guy that was in, I don't know if he's still in the group.
00:16:32
Speaker
He still is in the segment on
Commitment to Sales Excellence
00:16:34
Speaker
baby.
00:16:34
Speaker
Ion Solar's top closer.
00:16:37
Speaker
Yeah.
00:16:37
Speaker
240 deals last year.
00:16:37
Speaker
Insane.
00:16:38
Speaker
Yeah.
00:16:41
Speaker
But I mean, this, these guys eat, sleep and breathe cells.
00:16:44
Speaker
It's like, no wonder they're having success because Ty is out there seven days a week.
00:16:47
Speaker
I'm sure Melissa is doing it.
00:16:49
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.
00:16:54
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.
00:17:00
Speaker
So.
00:17:00
Speaker
That's 100% what it is.
00:17:01
Speaker
And it's just, you know, there's time for balance.
00:17:03
Speaker
And if you're watching this, understand there will be time for you to rest.
00:17:07
Speaker
There will be time for you to hang out.
00:17:08
Speaker
It is not this time.
00:17:10
Speaker
It is not now.
00:17:11
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.
00:17:20
Speaker
This is not the time for that.
00:17:21
Speaker
If you're hanging out, going to the club, this is not it.
00:17:24
Speaker
Do not spend your time doing that crap.
00:17:26
Speaker
There is a time and place for it.
00:17:28
Speaker
It is not now.
00:17:28
Speaker
We need to double down and get to freaking work.
00:17:30
Speaker
I see you guys going to the club on Friday nights.
00:17:33
Speaker
I see, you know, I get tagged.
00:17:34
Speaker
Everybody tags me and stuff on it.
00:17:35
Speaker
I see what you guys are doing, man.
00:17:37
Speaker
Like I see the guy, I follow the hitters in the industry.
00:17:39
Speaker
And if you're at the club and you're doing that, you're an idiot.
00:17:42
Speaker
Like straight up.
00:17:43
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
Balancing Work and Leisure
00:17:50
Speaker
for help.
00:17:50
Speaker
And then you can't do it because you didn't maximize the opportunity.
00:17:53
Speaker
Yeah, that's that's that's really bugs me.
00:17:56
Speaker
I whenever I sold I went out for 14 summers living in a suitcase traveling around the country knocking doors.
00:18:02
Speaker
I never ever went out on a Friday night.
00:18:05
Speaker
I can put that on my life.
00:18:06
Speaker
I never went out and partied on a Friday night the night before I went out and did it.
00:18:10
Speaker
Knocked.
00:18:10
Speaker
I made that sacrifice.
00:18:11
Speaker
And this guy's not even Mormon, too.
00:18:13
Speaker
You know, you're just all these Mormon kids that like not going out.
00:18:16
Speaker
But, you know.
00:18:17
Speaker
Danny, he's got more sins than the next guy, and he's not going out to clubs.
00:18:22
Speaker
Yeah, I mean, I'm FLDS, so I'm a fundamentalist.
00:18:26
Speaker
So, you know, shout out.
00:18:31
Speaker
No, but yeah, no, I think it's to your point.
00:18:33
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.
00:18:41
Speaker
Yeah.
00:18:42
Speaker
It's another super important point.
00:18:43
Speaker
If you're going to talk the talk, you got to do the things that actually match up with that.
00:18:46
Speaker
Are you waking up early in the mornings?
00:18:48
Speaker
Are you following your routines?
00:18:49
Speaker
Are you getting out there on the doors?
The Role of Humor in Sales
00:18:51
Speaker
Are you putting in the level?
00:18:52
Speaker
Because that's the thing.
00:18:53
Speaker
You can spend all this money on trainings.
00:18:54
Speaker
You can listen to podcasts.
00:18:56
Speaker
But yeah, it's not going to do anything if you don't apply it.
00:18:58
Speaker
Chewing gum.
00:18:59
Speaker
Chewing gum.
00:18:59
Speaker
Yeah.
00:19:01
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.
00:19:11
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.
00:19:18
Speaker
And I've seen it happen over and over and over again.
00:19:20
Speaker
After 15 years, you start seeing a pattern of people who can't cut it.
00:19:23
Speaker
Yeah.
00:19:24
Speaker
And that's why it's like there's a time and place.
00:19:26
Speaker
Summertime solar is not the time for you to go out.
00:19:29
Speaker
Family vacations, schedule them other time.
00:19:31
Speaker
Like right now, my finish line is Costa Rica.
00:19:34
Speaker
Noxstar gives back.
00:19:35
Speaker
We're going to Costa Rica this year.
00:19:37
Speaker
Shout out Quotiva and the Solar Academy for being sponsors for it.
00:19:41
Speaker
But we are we're going to Costa Rica this year.
00:19:43
Speaker
We went to Peru last year, which we need you going this year, Mr. Armstrong.
00:19:47
Speaker
I know, I
00:19:47
Speaker
to come.
00:19:48
Speaker
You stop popping out kids.
00:19:49
Speaker
My wife had a baby during this.
00:19:51
Speaker
Stop having children.
00:19:53
Speaker
I almost asked you to deliver my second child in Peru.
00:19:56
Speaker
Yeah, I was going to do it except for the whole restraining order.
00:20:00
Speaker
But, you know, that's the thing is being part of something big.
00:20:04
Speaker
Like for me, my finish line is something fun.
00:20:06
Speaker
Costa Rica, like I build my life around work hard, play hard, give back.
00:20:10
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.
00:20:15
Speaker
So I'm going down there for our humanitarian project
00:20:17
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.
00:20:23
Speaker
I'd love to have you join us.
00:20:24
Speaker
And basically, we're going to go rebuild a school for underprivileged part of Costa Rica.
00:20:29
Speaker
And then we're going to go do some whitewater rafting.
00:20:32
Speaker
We're going to go visit some volcanoes.
00:20:33
Speaker
It's a lot of fun stuff.
00:20:34
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.
00:20:45
Speaker
Yeah, that's awesome.
00:20:46
Speaker
Yeah, no, important to schedule those things for sure.
00:20:48
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.
00:21:01
Speaker
and really lightening things up or light out whatever the word is, loosening things up, I guess, for the customers, making them laugh.
00:21:09
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.
00:21:21
Speaker
Yeah.
00:21:22
Speaker
You know, loosen things up.
00:21:23
Speaker
Dude, I loved it.
00:21:23
Speaker
I did improv comedy semi professionally for about eight, nine years down Hollywood.
00:21:28
Speaker
That's where I'm from.
00:21:29
Speaker
So I live like 20 minutes from the theater and that was really what I wanted to do.
00:21:33
Speaker
And so I found it was an easy transition from, you know, doing comedy routines.
00:21:38
Speaker
like doing improv and to door-to-door sales, because you're literally just feeling the customer and creating this magical experience.
00:21:45
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.
00:21:51
Speaker
And there's a technique that if you push, push, push, and then loosen them up, you can let them go deeper.
00:21:57
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
00:22:04
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.
00:22:10
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
00:22:26
Speaker
asking about it and making jokes about it, like it loosens them up.
00:22:29
Speaker
So they're more likely to perceive you as a real human rather than just someone trying to close them.
00:22:34
Speaker
And they're going to be more likely to go with somebody that can make them laugh and have a good time.
00:22:38
Speaker
Yeah.
00:22:38
Speaker
Yeah.
00:22:38
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.
00:22:45
Speaker
Thiff real estate guy.
00:22:46
Speaker
But he has always, sells people do like improv comedy classes.
00:22:51
Speaker
And then I heard that was your background.
00:22:52
Speaker
I'm like, man, I got to try and get funnier.
00:22:54
Speaker
So I went and took some improv comedy classes and I'm no comedy master, but just learning how to do it.
00:22:59
Speaker
I was actually going to ask if you were, because when I look at you, I just can't stop laughing.
00:23:04
Speaker
I know.
00:23:04
Speaker
I guess I'm getting there.
00:23:05
Speaker
Maybe I'm better than I thought.
00:23:06
Speaker
But maybe we should do some stand up.
00:23:08
Speaker
That's my go to if solar doesn't work out.
00:23:10
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.
00:23:23
Speaker
So you got to know how to pull back.
00:23:24
Speaker
You got to use some lines to loosen things up.
00:23:27
Speaker
So I don't know.
00:23:27
Speaker
Do you got any lines you want to throw out to our solopreneurs?
00:23:30
Speaker
Danny, let's say you're in a close.
00:23:33
Speaker
I'm saying, Danny, you know, I don't want to sign.
00:23:35
Speaker
How would you use Combinator?
00:23:36
Speaker
You got any lines that's going to make me laugh?
00:23:38
Speaker
Yeah, so Taylor, I get it, man.
00:23:39
Speaker
I get it, man.
00:23:40
Speaker
And the good thing is this isn't a disease, Taylor.
00:23:43
Speaker
It's not going to kill you.
00:23:44
Speaker
I mean, all you're doing is you're already paying for it.
00:23:46
Speaker
Like, let's just cut out the middleman.
00:23:47
Speaker
At the end of the day, it's like, it's not a matter of if you get this done, it's when.
00:23:51
Speaker
So right there, it's not a disease.
00:23:52
Speaker
It's not going to kill you.
00:23:53
Speaker
It just makes it a little bit lighter of a situation.
00:23:56
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.
00:24:03
Speaker
Come on, look at him.
00:24:03
Speaker
He's got, he loves solar written all over him.
00:24:05
Speaker
No, I'm just kidding.
00:24:06
Speaker
But like I was saying, boom, boom, boom, boom.
00:24:08
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.
00:24:14
Speaker
Like we overcomplicate all of this.
00:24:16
Speaker
It's really not like, dude, this stuff is easy.
00:24:18
Speaker
Imagine trying to sell burglar alarms.
00:24:20
Speaker
That was, that's, that's a tough one.
00:24:22
Speaker
Like, dude, when I transitioned, I'm like, dude, this is, bro, this is easy.
00:24:25
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.
00:24:34
Speaker
Yeah.
00:24:35
Speaker
And that's really good for breaking preoccupation.
00:24:37
Speaker
But at the close, you do have to use pressure in your advantage because pressure builds diamonds.
00:24:43
Speaker
And if you're listening to this and you're like, well, I don't want to manipulate somebody or anything like that.
00:24:48
Speaker
And, you know, I don't want to be pressury in the close.
00:24:51
Speaker
I don't want to pressure customers.
00:24:52
Speaker
It's not pressure.
00:24:53
Speaker
pressure if you have good intentions.
00:24:55
Speaker
If you're trying to manipulate somebody, then that's pressure.
00:24:58
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.
00:25:05
Speaker
Yeah.
00:25:06
Speaker
So I look at it and this is how I justify my persistence and being on this customer.
00:25:11
Speaker
It's like, I know more than them.
00:25:12
Speaker
I know what's better for them.
00:25:14
Speaker
And they're going to thank me, although I'm going to push them to the point where they have to do it.
00:25:17
Speaker
They're going to thank me at the end.
00:25:19
Speaker
And the world's going to thank me in the end because there's no such thing as bad
Applying Pressure in Sales
00:25:23
Speaker
solar.
00:25:23
Speaker
Everything solar is good.
00:25:24
Speaker
Even if you pay, even if you charge 4.5 PBWs, it's super high systems.
00:25:29
Speaker
It doesn't matter.
00:25:30
Speaker
It's still better than what they're paying the utility company.
00:25:33
Speaker
Yeah, 100%.
00:25:34
Speaker
Yeah, and you don't have to be a comedy master, but yeah, like you're saying, just, you know, ease the situation.
00:25:40
Speaker
Yeah, just know, like, you want to keep it light.
00:25:41
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.
00:25:47
Speaker
If you feel there's tension, loosen it up.
00:25:49
Speaker
Yeah, yeah.
00:25:49
Speaker
I mean, that's different.
00:25:50
Speaker
That's different than like, hey, so here's the price per month.
00:25:53
Speaker
What do you think?
00:25:54
Speaker
And then there's that awkward, quiet silence.
00:25:56
Speaker
Let that play because that's needed for them to come to a decision.
00:25:59
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.
00:26:04
Speaker
Start joking around.
00:26:05
Speaker
Yeah.
00:26:05
Speaker
Yeah.
00:26:05
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.
00:26:14
Speaker
I don't know.
00:26:14
Speaker
Lines like that.
00:26:15
Speaker
Right.
00:26:15
Speaker
When they're saying something silly, like just to loosen it up.
00:26:18
Speaker
Yeah.
00:26:18
Speaker
It's like, you know, don't worry.
00:26:19
Speaker
This doesn't sign.
00:26:20
Speaker
It says this is not going to sign your life away.
00:26:22
Speaker
Just your next child.
00:26:23
Speaker
And then I do like an evil look on my face with like the Dr. Evil pinky.
00:26:28
Speaker
Exactly.
00:26:29
Speaker
Classic, classic.
00:26:30
Speaker
So yeah, no, love the comedy in the sales, especially in closing situations.
00:26:34
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
00:26:43
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
00:27:04
Speaker
Yeah, so it's coming up on two years.
00:27:06
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.
00:27:16
Speaker
Yeah.
00:27:16
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.
00:27:25
Speaker
You get paid for selling, you get paid for recruiting, and you get paid for training.
00:27:31
Speaker
Training pays the least, so subcontract it out to us and let us provide video platform for your reps.
00:27:37
Speaker
Because right now, if you're doing all the trainings for your company, you're losing money.
00:27:41
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.
00:27:54
Speaker
So if you're doing Zoom calls and every time you onboard people, you got to do all the training.
00:27:58
Speaker
We all know half these guys quit anyway.
00:27:59
Speaker
So you're wasting so much time
Noxstar's Training Offerings
00:28:02
Speaker
on these new recruits when you could be automating it with a training platform where they could watch these videos.
00:28:07
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.
00:28:14
Speaker
And so with us, we really, really focus on the mindset.
00:28:17
Speaker
We have a legal course in there, setter, closer.
00:28:20
Speaker
We have multiple other top performers on the platform that are showing what they're doing really, really well.
00:28:25
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.
00:28:35
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.
00:28:41
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.
00:28:52
Speaker
I have a full-time staff that I pay 1500 bucks a week just to handle this and videos recording it.
00:28:58
Speaker
What ended up happening is, oh, I want to in-house this.
00:29:00
Speaker
And then you essentially go and record a full day.
00:29:03
Speaker
You get back.
00:29:04
Speaker
The footage sucks.
00:29:04
Speaker
You have to cancel it.
00:29:05
Speaker
It's not worth it.
00:29:06
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.
00:29:11
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.
00:29:22
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.
00:29:28
Speaker
Yeah.
00:29:28
Speaker
It happened at Vivint countless times over and over and over again.
00:29:32
Speaker
So Vivint's former chief legal officer, Sean Ricks, he now works with us at Noxstar as legal counsel.
00:29:41
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.
00:29:53
Speaker
Half a million dollars in legal fees.
00:29:54
Speaker
So if you are in that situation, you could pay us literally nowhere near that.
00:30:00
Speaker
And you could say, hey, I don't have an in-house training.
00:30:02
Speaker
You sub it out to us.
00:30:03
Speaker
They come after us and there's no money in this.
00:30:06
Speaker
So good luck suing Knox about it.
00:30:08
Speaker
That's cool.
00:30:09
Speaker
Yeah, I didn't even think about that.
00:30:10
Speaker
But no, it's true.
00:30:11
Speaker
Especially in solar, we spend all this time.
00:30:13
Speaker
There's nothing more frustrating than spending, you know, five, 10 plus hours training a new rep and then boom, they leave.
00:30:19
Speaker
Like, oh, this sucks.
00:30:20
Speaker
I can't do it.
00:30:21
Speaker
It's too hot outside.
00:30:22
Speaker
Then they're gone.
00:30:23
Speaker
Like you can't get that 10 hours back that you spent training them.
00:30:26
Speaker
So why not invest in something else?
00:30:28
Speaker
Have it train, do the training for you.
00:30:29
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.
00:30:36
Speaker
So...
00:30:36
Speaker
Yeah.
00:30:37
Speaker
And then you can see when they're using it and see, you know, how long they're logging in.
00:30:41
Speaker
And those are the guys that you want to spend your time on.
00:30:43
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.
00:30:47
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,
00:30:55
Speaker
Solar technology that we're dropping onto this platform right now.
00:30:58
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.
00:31:10
Speaker
It's a lot of work.
00:31:11
Speaker
I spent a lot of time on this.
00:31:13
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.
00:31:20
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.
00:31:27
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?
00:31:32
Speaker
But I know long-term, you know, the more people I help make income, the bigger impact I'll have in the world.
00:31:37
Speaker
Yeah.
00:31:38
Speaker
And what's really cool too is you guys take a lot of the top people from United and your boot camps.
00:31:43
Speaker
I think you've put a lot of these top guys in the video training, right?
00:31:46
Speaker
Yeah.
00:31:46
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.
00:31:55
Speaker
It's exciting.
00:31:56
Speaker
Yeah.
00:31:56
Speaker
We get new applicable content, not stuff from like five, six years ago.
00:32:01
Speaker
That doesn't really work in today's market.
00:32:03
Speaker
It works on stuff that's happening.
00:32:04
Speaker
Hey, I tried this last month.
00:32:06
Speaker
This worked well.
00:32:07
Speaker
Let's go use it.
00:32:08
Speaker
Yeah, no, super cool.
00:32:09
Speaker
And then I wanted to ask you, Danny, so you've been doing this two years now training, getting people on Noxstar.
00:32:14
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?
The Importance of Outsourcing
00:32:29
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.
00:32:40
Speaker
That's realistically what I wish I would have done sooner.
00:32:44
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.
00:32:56
Speaker
So sometimes you don't get that direct handholding experience, invest in something like that.
00:33:01
Speaker
And, uh, you know, that's what I'm looking into getting done right now.
00:33:03
Speaker
There's like one that works specifically with coaching groups and that's, that's my next big play.
00:33:08
Speaker
Nice.
00:33:08
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
00:33:38
Speaker
You got to keep in mind what's going to pay you the most amount of money.
00:33:42
Speaker
What ends up happening is reps get caught in the busyness of being busy.
00:33:46
Speaker
So they say, well, this feels real.
00:33:48
Speaker
Oh, I'm doing my dishes.
00:33:50
Speaker
I can't call that customer.
00:33:51
Speaker
Oh, I'm washing my car.
00:33:52
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.
00:33:59
Speaker
Yeah.
00:34:00
Speaker
And people call me lazy.
00:34:02
Speaker
They say I should be doing that.
00:34:04
Speaker
I refuse to wash my dishes.
00:34:05
Speaker
I refuse to cook my own meals.
00:34:07
Speaker
I refuse to clean my house.
00:34:09
Speaker
I refuse to wash my own cars.
00:34:11
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.
00:34:17
Speaker
But no one can close solar deals better than me.
00:34:20
Speaker
And nothing pays more than that.
00:34:21
Speaker
Yeah.
00:34:22
Speaker
That's why your mom was calling, man.
00:34:23
Speaker
She said your room is dirty.
00:34:24
Speaker
Yeah.
00:34:25
Speaker
She's like, Hey Danny, give me a hundred bucks.
00:34:27
Speaker
It's like, here mom, do my dishes.
00:34:30
Speaker
Here's a hundred dollars.
00:34:30
Speaker
I have no concept of money.
00:34:32
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.
00:34:39
Speaker
And that's generate more income.
00:34:42
Speaker
Yeah.
00:34:43
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.
00:34:50
Speaker
Yeah.
00:34:51
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.
00:34:57
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.
00:35:06
Speaker
You'll go clean all that stuff up for you.
00:35:07
Speaker
Yeah.
00:35:08
Speaker
Start with that.
00:35:09
Speaker
Find someone in the office that just cleans up all the mess.
00:35:11
Speaker
Go get more deals.
00:35:12
Speaker
You're going to get messed.
00:35:13
Speaker
That's not an excuse for you to slow down.
00:35:14
Speaker
You don't get, when things get hard, you don't slow down.
00:35:18
Speaker
You step up and you delegate.
00:35:19
Speaker
You delegate, you delegate, you delegate.
00:35:22
Speaker
I'm trying to delegate everything so that all I do is I focus on only doing what Danny Pesci can do.
00:35:28
Speaker
Yeah.
00:35:29
Speaker
No, nobody can do a podcast.
00:35:31
Speaker
No one can do Danny Pesce's podcast.
00:35:33
Speaker
Nobody can go do Danny Pesce's closes.
00:35:35
Speaker
Nobody can go sell people Danny Pesce's courses, which there are guys who can, which I'm working on delegating right now.
00:35:41
Speaker
Yeah.
00:35:41
Speaker
I'm selling that, but that's the big thing.
00:35:44
Speaker
I have a full-time assistant.
00:35:45
Speaker
I pay her $90,000 a year.
00:35:47
Speaker
Wow.
00:35:47
Speaker
She handles everything for me.
00:35:48
Speaker
Nice.
00:35:49
Speaker
Yeah.
00:35:49
Speaker
Yeah.
00:35:50
Speaker
No, I mean, and people need to start with it.
00:35:52
Speaker
Like, and you don't have to start paying 90,000 a year.
00:35:54
Speaker
I mean, I've talked about it in the podcast, but I pay someone in the Philippines like 300 bucks a month.
00:35:59
Speaker
She's going to edit this podcast.
00:36:01
Speaker
Until they start charging you.
00:36:03
Speaker
They want to raise every couple months like our last one.
00:36:08
Speaker
Yeah, Taylor sent me a virtual assistant.
00:36:12
Speaker
Every month she wants a raise.
00:36:14
Speaker
I'm like, dude, she ends up halfway up.
00:36:16
Speaker
Like three months later, she's at 80 bucks an hour.
00:36:18
Speaker
I'm like, what the hell?
00:36:19
Speaker
You were three bucks an hour.
00:36:20
Speaker
Goddamn, dog.
00:36:23
Speaker
That's why I sent you to her.
00:36:25
Speaker
I couldn't afford her anymore.
00:36:27
Speaker
So yeah, just get creative.
00:36:29
Speaker
You don't have to pay 90,000.
00:36:30
Speaker
She does.
00:36:30
Speaker
She does everything for me, but start off just, you know, being smart.
00:36:34
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.
00:36:41
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
00:37:02
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
00:37:29
Speaker
Yeah.
00:37:29
Speaker
Like nonstop.
00:37:30
Speaker
All the little things that I don't have time to do, I put them on a list here.
00:37:32
Speaker
Do this, this, this, this.
00:37:34
Speaker
Get it done.
00:37:35
Speaker
Yeah.
00:37:35
Speaker
I'm telling you, bro, it leaves you so much energy because there's only so much you can handle.
00:37:41
Speaker
So much decision fatigue.
00:37:42
Speaker
You building a shelf, there's so much decision fatigue in doing that.
00:37:47
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.
00:37:57
Speaker
True.
00:37:58
Speaker
True.
00:37:58
Speaker
Probably more because this shelf I've never done in my life, but clothes, that's where I do it every day.
00:38:03
Speaker
Exactly.
00:38:04
Speaker
So guys, stop assembling shelves and start assembling deals.
00:38:07
Speaker
Yeah.
00:38:08
Speaker
I love it.
00:38:08
Speaker
Delegate.
00:38:09
Speaker
Yeah.
00:38:09
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?
00:38:20
Speaker
And you told her all the same stuff.
00:38:24
Speaker
So, um, she's like, she stopped.
00:38:27
Speaker
So the big thing is she stopped cleaning stips.
00:38:29
Speaker
She has someone else do it.
00:38:30
Speaker
Um, she stopped doing her laundry.
00:38:31
Speaker
She stopped doing all the chores, all her errands.
00:38:33
Speaker
She delegates to somebody else.
00:38:35
Speaker
Yeah.
00:38:36
Speaker
She made, she invested 20,000 with me.
00:38:38
Speaker
She made 150,000 in her first month applying the stuff that I did.
00:38:42
Speaker
That 150,000 net is one 30.
00:38:45
Speaker
She paid this.
00:38:45
Speaker
She probably is going to pay her assistant 30,000 for the year.
00:38:49
Speaker
She net profited off of my implementation about a hundred thousand dollars month one.
00:38:54
Speaker
And she's got 11 more months to go.
00:38:56
Speaker
So do the math.
00:38:58
Speaker
Yeah.
00:38:59
Speaker
Like, well, I've done, I know what it takes.
00:39:01
Speaker
Like I've done it.
00:39:02
Speaker
So it's like, you know, that's why you pay for mentors.
00:39:04
Speaker
That's why you pay to be in proximity of people.
00:39:06
Speaker
Instead of you trying to figure it out on your own, bro, just be a part of a group.
00:39:11
Speaker
That's just going to give you the answer.
00:39:13
Speaker
So you have, you cut down the learning curve.
00:39:15
Speaker
I have a personal trainer.
00:39:16
Speaker
I show up.
00:39:17
Speaker
He tells me what to do.
00:39:18
Speaker
I don't want to think about anything besides making money and how to provide more value.
00:39:23
Speaker
I show up to the gym.
00:39:24
Speaker
All right, bro.
00:39:25
Speaker
What do I do?
00:39:25
Speaker
Tell me what to do.
00:39:27
Speaker
Yeah.
00:39:29
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.
00:39:38
Speaker
I saved, I saved money.
00:39:39
Speaker
It's like, well, yeah, bro, you still don't have the result.
Financial Motivation Strategies
00:39:42
Speaker
I spent 5,000 bucks.
00:39:43
Speaker
I paid in full for like a hundred coaching packages.
00:39:46
Speaker
And now every time I don't show up, I waste 50 bucks or whatever per session.
00:39:50
Speaker
So it pushes me to get in there because I spend so much.
00:39:53
Speaker
I pay attention to it.
00:39:54
Speaker
It's like, I got to get my monies out of this.
00:39:57
Speaker
Yeah.
00:39:59
Speaker
If you're YouTube and stuff and trying to be cheap, it's going to cost you in the long run.
00:40:02
Speaker
Get rid of your money.
00:40:04
Speaker
You spend all your money.
00:40:04
Speaker
You're going to be forced to get creative and go find it.
00:40:07
Speaker
Yeah.
00:40:09
Speaker
True.
00:40:10
Speaker
No.
00:40:10
Speaker
So I think that's a huge secret.
00:40:12
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.
00:40:18
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.
00:40:22
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.
00:40:28
Speaker
Like maybe you could outsource half that stuff.
00:40:30
Speaker
So I think it takes some creativity and just listen to what you're doing, you know?
00:40:34
Speaker
Yeah.
00:40:34
Speaker
Like, dude, I'm doing all sorts of stuff right now while I'm on this call.
00:40:37
Speaker
Yeah.
00:40:38
Speaker
I got solar deals being closed.
00:40:40
Speaker
I've got stiffs being fixed.
00:40:41
Speaker
I've got invoices being sent out, but I'm sitting here talking to you.
00:40:44
Speaker
Yeah.
00:40:45
Speaker
I get more time out of this day because I have people working for me.
00:40:48
Speaker
That's how you have to think.
00:40:49
Speaker
I know.
00:40:49
Speaker
And if you're wondering why you're not making enough money, it's like, oh, I can't afford that.
00:40:52
Speaker
You can.
00:40:53
Speaker
It's not you can't afford it.
00:40:54
Speaker
It's how can you afford it?
00:40:55
Speaker
Put on your credit card.
00:40:56
Speaker
Yeah.
00:40:57
Speaker
You know damn well you can go out and make 5k this week.
00:40:59
Speaker
Stop being a biznatch and make it freaking happen.
00:41:01
Speaker
Yeah.
00:41:01
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.
00:41:14
Speaker
But some people are just waiting, oh, I got to make this money first and I'm going to do those things.
00:41:18
Speaker
I think there's a lot of power in doing it first and then going out and finding the money.
00:41:22
Speaker
Yeah, people, and this is a challenge that I'm getting pushed by my coach.
00:41:26
Speaker
The problem is people want to first get the money and then they spend it.
00:41:30
Speaker
It doesn't work that way.
00:41:31
Speaker
You spend it and then you go get the money.
00:41:33
Speaker
Full transparency, I get a thousand bucks a week from Noxstar.
00:41:36
Speaker
I made about 700 grand the year before selling solar, went full time into Noxstar.
00:41:40
Speaker
And this year I committed to a $55,000 coaching package.
00:41:44
Speaker
My rent alone is 5,000 a month.
00:41:45
Speaker
I bring home 4,000 with Noxstar a month.
00:41:48
Speaker
I had no idea where I was going to get this extra money.
00:41:51
Speaker
I said, screw it, put on a credit card, making payments.
00:41:54
Speaker
And then I'm like, all right, well, how am I going to pay this after I already paid it?
00:41:58
Speaker
And then I go out in a week, knock doors.
00:42:00
Speaker
I mean, I closed 50 grand last month just selling solar.
00:42:03
Speaker
So it's like, dude, you go out and find ways to get it done.
00:42:06
Speaker
You become more persuasive.
00:42:07
Speaker
If I hadn't have spent that on my credit card, I wouldn't have gone out there and made that money.
00:42:10
Speaker
I wouldn't have been that convicted to get out there and get those deals done.
00:42:13
Speaker
Yeah.
00:42:13
Speaker
Yeah.
00:42:14
Speaker
And I think some people get so scared of like, oh, what if I can't?
00:42:17
Speaker
What if it doesn't happen?
00:42:18
Speaker
What if, what if, what if?
00:42:19
Speaker
But I think just being okay with the worst case scenario, it's like worst case scenario.
00:42:23
Speaker
You didn't make that money back.
00:42:24
Speaker
What happens?
00:42:25
Speaker
You have to file bankruptcy and no, you get off your ass and knock more doors.
00:42:29
Speaker
Like O'Donnell says, go-ya, get off your ass, get to work.
00:42:33
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.
00:42:38
Speaker
This is an art form and you're disrespecting our art.
00:42:41
Speaker
Yeah, true, true.
00:42:43
Speaker
It's embarrassing and you need to start stepping it up because the worse you do, the more people suffer.
00:42:49
Speaker
The planet, your family, everything.
00:42:54
Speaker
There is nothing...
00:42:56
Speaker
bad about solar.
00:42:57
Speaker
It's good for you.
00:42:59
Speaker
It's good for the customer and it's good for the world.
00:43:01
Speaker
Those three things is your job and your duty and your obligation.
00:43:05
Speaker
It's your ethical duty to get out there and put this on people's roofs at a substantial
Engaging with Solar Opportunities
00:43:12
Speaker
amount of time.
00:43:12
Speaker
There's never been a bigger transfer of wealth that's going on right now in the solar industry.
00:43:16
Speaker
And this is your chance to get generational wealth right now.
00:43:19
Speaker
Like I went from solar security.
00:43:21
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.
00:43:28
Speaker
It's life changing.
00:43:29
Speaker
Like I'm putting plays right now that are going to set me up for the rest of my life.
00:43:33
Speaker
If you're not thinking that way, then you don't really grasp the opportunity that's taken place.
00:43:37
Speaker
And you're going to look back and you'd be like, damn, I really blew it.
00:43:41
Speaker
I should have listened to Pessy.
00:43:43
Speaker
Yeah, that's right. 100%.
00:43:45
Speaker
So for our listeners, guys, go outsource things.
00:43:49
Speaker
Take advantage of the opportunity.
00:43:51
Speaker
Don't sell yourself short.
00:43:52
Speaker
Stop making excuses.
00:43:53
Speaker
I think that's how you can begin to take it to another level.
00:43:57
Speaker
Yeah, start with your wife.
00:43:59
Speaker
Start with your family.
00:44:00
Speaker
Just someone that can help you out doing stuff.
00:44:02
Speaker
My brother works part-time for... My brother works full-time working at the Staples Center doing contracts and stuff.
00:44:08
Speaker
And then part-time does solar for me.
00:44:10
Speaker
Him cleaning up my stips in solar is going to make more money for him.
00:44:15
Speaker
than he is working at a full-time job.
00:44:17
Speaker
Yeah.
00:44:18
Speaker
Find a family member.
00:44:19
Speaker
Stop making excuses.
00:44:21
Speaker
Yeah, that's good.
00:44:23
Speaker
And how much time did you have to spend training them to do all this, Danny?
00:44:26
Speaker
I mean, a lot.
00:44:27
Speaker
I mean, I spend, you know, two or three hours every time a project, I over-explain.
00:44:32
Speaker
When you're teaching people, you have to over-explain everything.
00:44:35
Speaker
I made a big mistake as I just expected people to learn things because I'm obviously very, very sharp.
00:44:40
Speaker
Yeah, because I stay polished because of improv and I'm consistently on the grind with customers.
00:44:47
Speaker
So you have to stay sharp.
00:44:49
Speaker
And so the thing is, is you can't expect other people that are in your circle to be like you.
00:44:55
Speaker
So you have to overcome over communicate with them.
00:44:58
Speaker
My mistake I learned, and this is a great lesson is I expected them just to pick it up.
00:45:02
Speaker
And it's like, no, if they would pick it up and be that sharp, they would go do it themselves.
00:45:07
Speaker
But no, you have to over explain and teach them how things work.
00:45:10
Speaker
And then you can't get mad at them if they don't understand it.
00:45:13
Speaker
And I was getting mad when they didn't understand it.
00:45:14
Speaker
But that was me being a bad leader.
00:45:16
Speaker
That was me being a good sales rep, but not a bad leader, but being a bad leader.
00:45:20
Speaker
So over explain what you need done.
00:45:23
Speaker
Yeah.
00:45:23
Speaker
Love that.
00:45:24
Speaker
And then another secret I learned is just like recording.
00:45:26
Speaker
It's all the time that Danny spends training his brother.
00:45:29
Speaker
He can record.
00:45:31
Speaker
Then his brother can refer back to that stuff.
00:45:33
Speaker
And then if things don't ever work out with his brother, you got a full training library.
00:45:36
Speaker
Say, hey, go watch this.
00:45:38
Speaker
I already trained the brother on it.
00:45:39
Speaker
Have it all done.
00:45:41
Speaker
So, yeah.
00:45:41
Speaker
And then it's like there's only so many things you're going to run into.
00:45:44
Speaker
So eventually, once you exhaust all those things, he's not going to come to me for answers anymore.
00:45:48
Speaker
He's already going to have it.
00:45:50
Speaker
He comes to me, I give him the answer.
00:45:51
Speaker
Comes to me, give him the answer.
00:45:52
Speaker
Eventually, everything's done.
00:45:53
Speaker
Yeah, that's huge.
00:45:58
Speaker
Well, Danny, to start wrapping up here, I think guys that hopefully everyone listening to this has checked out Noxstar at this point.
00:46:04
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.
00:46:16
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.
00:46:23
Speaker
I mean, here's the thing we talked about, man, is proximity is power.
00:46:27
Speaker
And if you don't pay for it, you're not going to pay attention to it.
00:46:30
Speaker
There's a lot of great programs out there, but there's nothing more solar specific than what we do.
00:46:35
Speaker
And so, you know, there's no one that's going to give you more closes.
00:46:38
Speaker
There's no mindset just towards this.
00:46:41
Speaker
I mean, we get a lot of people from Grant Cardone coming over.
00:46:43
Speaker
Grant's awesome, but, you know, they don't focus on solar.
00:46:47
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.
00:46:53
Speaker
So they're going to get the best information you can get.
00:46:56
Speaker
So if you can't afford it, put on a credit card.
00:46:58
Speaker
Like if you can't afford going to events, put it on a credit card.
00:47:02
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.
00:47:12
Speaker
Things start.
00:47:13
Speaker
Life doesn't give you what you want.
00:47:15
Speaker
Life gives you what you demand.
00:47:17
Speaker
Right.
00:47:18
Speaker
And I demanded that program for 55,000 bucks when I made 44,000 bucks a week.
00:47:23
Speaker
I demanded that that was going to be part of my life.
00:47:25
Speaker
And then all of a sudden life starts rewarding me.
00:47:27
Speaker
That's how it works.
00:47:28
Speaker
Once you start demanding things, things come back to you tenfold.
00:47:31
Speaker
So basically, Noxstar is a group we meet every Tuesday morning, 9 a.m.
00:47:35
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.
00:47:43
Speaker
Do good, be good, do better good.
00:47:45
Speaker
I don't know.
00:47:45
Speaker
Something like that.
00:47:46
Speaker
Okay.
00:47:47
Speaker
Yeah.
00:47:47
Speaker
But yeah, man.
00:47:49
Speaker
And that's, that's really what it is.
00:47:50
Speaker
And then you get access to the community.
00:47:52
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.
00:48:03
Speaker
It's that, that is more, that worth more than any money I make closing solar deals.
00:48:09
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.
00:48:17
Speaker
It's just, it's incredible.
00:48:18
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.
00:48:26
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.
00:48:38
Speaker
Yeah, no, I love it.
00:48:39
Speaker
And yeah, you guys are changing lives.
00:48:41
Speaker
And I mean, same thing for me with the podcast.
00:48:44
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.
00:48:53
Speaker
Amen.
00:48:54
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.
00:49:02
Speaker
So you're actually intaking more of the content, intaking more of the material.
00:49:05
Speaker
Yeah.
00:49:05
Speaker
those that you have to go start your own podcast, but share it with your teams, you know, share it with your coworkers.
00:49:10
Speaker
That's going to help you digest some more.
00:49:12
Speaker
Yeah.
00:49:12
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.
00:49:18
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.
00:49:25
Speaker
And so that's why it's nice when people join our program.
00:49:28
Speaker
Yeah, if you're already talented, cool.
00:49:29
Speaker
But you know, who's pouring into you?
00:49:31
Speaker
You're pouring into all your reps.
00:49:33
Speaker
You're giving them all your information.
00:49:34
Speaker
Who's pouring into you new content?
00:49:36
Speaker
You're you going out closing deals and recruiting people.
00:49:38
Speaker
You're not training new sales techniques to get someone to say yes.
00:49:41
Speaker
You're not working on personal development information tools and then applying it.
00:49:45
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.
00:49:55
Speaker
And then top of that, these competitions, you come and push yourself.
00:49:59
Speaker
You go from nobody to somebody in a matter of 30, like, you know, six months.
00:50:03
Speaker
Melissa's been in the solar industry for four years.
00:50:05
Speaker
No one's ever heard of her.
00:50:06
Speaker
Now she's all over the place because she's continually dominating.
00:50:09
Speaker
She's outselling everybody.
00:50:12
Speaker
So that's what I'd say, man.
00:50:13
Speaker
If you're listening to this right now, reach out.
00:50:16
Speaker
Let's figure out a way to get you involved because guess what?
00:50:18
Speaker
When this is gone, it's gone.
00:50:20
Speaker
Yeah.
00:50:20
Speaker
And you're going to kick yourself in the butt.
00:50:21
Speaker
If you can't afford it, that's why you should do it because you'll find a way.
00:50:24
Speaker
Yeah.
00:50:25
Speaker
It's your income cap.
00:50:26
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.
00:50:31
Speaker
That alone is one of the other secrets we don't talk about.
00:50:33
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.
00:50:41
Speaker
I've been part of the same group.
00:50:42
Speaker
I upgraded to 55,000 and then I spent 30,000 on a psychiatrist.
00:50:47
Speaker
And then I spent a little bit more than that on some other stuff.
00:50:51
Speaker
But I'm over 100 grand right now just on freaking personal development.
00:50:55
Speaker
And guess what?
00:50:56
Speaker
I have it all paid off.
00:50:57
Speaker
Yeah.
00:50:57
Speaker
Well, it's huge.
00:50:58
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.
00:51:05
Speaker
That's what it is.
00:51:06
Speaker
Yeah.
00:51:06
Speaker
And most of us keep our thermostat at like six or seven.
00:51:09
Speaker
And then every time we try and raise it, we just automatically go back down to that level.
00:51:13
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.
00:51:19
Speaker
And then it's way easier to raise that internal temperature instead of just trying to do it yourself.
00:51:23
Speaker
So 100%.
00:51:24
Speaker
That's how you do it.
00:51:25
Speaker
That's that, man.
00:51:26
Speaker
I mean, if you're listening to this, you want to get involved, reach out to my Instagram at Danny Pesce.
00:51:29
Speaker
We'd love to get you going.
00:51:30
Speaker
And here's the thing, man.
00:51:31
Speaker
I'll just be brutally honest with you.
00:51:32
Speaker
If you're making good money in solar, either you're going to pay us or you're going to pay Uncle Sam.
00:51:36
Speaker
Either way, you're going to pay for it.
00:51:37
Speaker
This way, at least you get to be around cool people and hang out.
00:51:40
Speaker
I mean, me, I'm kind of weird, but Taylor's pretty cool.
00:51:42
Speaker
I've seen him in person.
00:51:44
Speaker
Yeah, anyone with the name Taylor is, you know, crushing it, doing well.
00:51:48
Speaker
Amen.
00:51:48
Speaker
Yeah.
00:51:49
Speaker
And so, Danny, appreciate you coming on the show today.
00:51:51
Speaker
And then we've got a special offer for our listeners.
00:51:54
Speaker
I'm going to throw it out right here.
00:51:56
Speaker
But if you want to take advantage and get in Danny's program, Danny and Taylor's Knockstar United program.
00:52:00
Speaker
Our program, baby.
00:52:01
Speaker
You part of it too, baby.
00:52:02
Speaker
Come on.
00:52:02
Speaker
Yeah, that's true.
00:52:03
Speaker
That's true.
00:52:03
Speaker
I'll be there.
00:52:04
Speaker
I'll be there hanging out.
00:52:05
Speaker
I've got an extreme 10x value from it.
00:52:07
Speaker
So I know you guys will too, if you're listening to this podcast today.
00:52:10
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.
00:52:18
Speaker
But anyone that takes advantage, we're also going to give them access to our Soul Society program.
00:52:23
Speaker
And that's...
00:52:24
Speaker
You know, obviously not as in-depth as Noxstar, but we do have some pretty awesome stuff happening in there.
00:52:30
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.
00:52:41
Speaker
So anyone, that's our offer with that.
00:52:43
Speaker
Go take advantage.
00:52:44
Speaker
Do a call with these guys.
00:52:45
Speaker
Get in their program.
00:52:46
Speaker
If anything, you know, see where you're at.
00:52:48
Speaker
They can give you some greats.
00:52:50
Speaker
Just their free stuff is changing the game.
00:52:52
Speaker
So, Danny, thanks again for coming on the show.
00:52:54
Speaker
And any other final words or final tips you want to give to our listeners before we say goodbye here?
00:52:59
Speaker
Yeah.
00:53:00
Speaker
Anything in life that's worthwhile is uphill.
00:53:03
Speaker
And words and actions can either inspire you or defeat you.
00:53:08
Speaker
And hopefully today, my words have inspired you to take action and be great.
00:53:12
Speaker
Much love, Taylor.
00:53:13
Speaker
Great job today.
00:53:14
Speaker
Appreciate you taking your time to jam with me and looking forward for that 20 spot out of you next month.
00:53:19
Speaker
Let's go.
00:53:19
Speaker
Appreciate it.
00:53:20
Speaker
Next time we'll get your mom on the show.
00:53:21
Speaker
Sounds like she's pretty good.
00:53:23
Speaker
I'm going to get your mom on the show, dude.
00:53:24
Speaker
What the hell?
00:53:26
Speaker
Mrs. Pessy coming on next time.
00:53:28
Speaker
Yeah, buddy.
00:53:30
Speaker
All right.
00:53:30
Speaker
Thanks again, Danny.
00:53:31
Speaker
We'll chat soon and keep crushing it.
00:53:33
Speaker
Later.
00:53:34
Speaker
Okay.
00:53:36
Speaker
What's up, solarpreneurs?
00:53:37
Speaker
Hope you enjoyed the episode.
00:53:38
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.
00:53:49
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:53:56
Speaker
What episodes should I listen to in the podcast?
00:53:58
Speaker
And
00:53:59
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:54:04
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
00:54:17
Speaker
We put them together all in one sheet.
00:54:19
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.
00:54:26
Speaker
So go download it right now.
00:54:27
Speaker
It's going to be at top10.solarpreneurs.com.
00:54:31
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:54:36
Speaker
Don't forget the S on solarpreneurs.
00:54:39
Speaker
We will have that in the show notes.
00:54:40
Speaker
Go download it right now.
00:54:42
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:54:48
Speaker
That's going to show you how.
00:54:49
Speaker
So go download it and we'll see you on the other side.