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What Is Your Vision In Solar? - Ty Williams
96 Plays2 years ago
- Leveling up your solar sales game (Ty Williams VP VSLR)
- https://www.youtube.com/@solarpreneurs
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining a 'Solopreneur'
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:41
Speaker
All right, what's going on, everybody?
Catch-up with Ty Williams
00:00:43
Speaker
We are here in the studio in San Clemente, but it's not my studio.
00:00:47
Speaker
It is Ty Williams, who we have on the podcast here for the second time.
00:00:51
Speaker
Thanks for coming again on the podcast with us, Ty.
00:00:54
Speaker
Yeah, man.
00:00:55
Speaker
Small world, quick cycle.
00:00:57
Speaker
What has been like three years, four years?
00:00:59
Speaker
Yeah, I think almost four years since we last did the podcast.
00:01:02
Speaker
That's wild.
00:01:03
Speaker
Time flies.
00:01:05
Speaker
I still feel the same.
00:01:06
Speaker
What about you?
00:01:06
Speaker
That's pretty much the same.
00:01:08
Speaker
Still don't know how to surf.
00:01:09
Speaker
Still need to come up here and learn surfing with you.
00:01:11
Speaker
What have you been doing for the last four years?
Learning New Skills and Personal Growth
00:01:13
Speaker
If you don't know how to surf by now, seriously, what do you have to show for it?
00:01:16
Speaker
Yeah, I started doing some jujitsu.
00:01:17
Speaker
Oh, really?
00:01:19
Speaker
Yeah.
00:01:19
Speaker
At least I got that new hobby, but surfing.
00:01:21
Speaker
Do you do it a lot?
00:01:22
Speaker
Are you like?
00:01:24
Speaker
Yeah, I usually go like twice a week.
00:01:26
Speaker
That's good.
00:01:26
Speaker
How long have you been doing that?
00:01:28
Speaker
It's been about a year now.
00:01:30
Speaker
Or actually, you know what?
00:01:31
Speaker
Almost two years.
00:01:32
Speaker
Jiu-jitsu is a good thing, man.
00:01:34
Speaker
I've never done that.
00:01:35
Speaker
I've done different styles of fight training, but, um, yeah, it's good.
00:01:39
Speaker
It's, it's, it's good for like, I always say it's good for men, maybe women, I've whatever, but it's good for men to have hobbies like that, that like push back on you super hard.
00:01:47
Speaker
Yeah.
00:01:48
Speaker
Yeah, for sure.
00:01:49
Speaker
Yeah.
00:01:49
Speaker
I know.
00:01:50
Speaker
I was relisting the last podcast, which if you haven't listened to it, we will link to it.
00:01:53
Speaker
Go listen to part one or the first podcast we did.
00:01:57
Speaker
But I remember last time you were talking about just that's something that's important to you, learn new skills because, you know, you can as new reps come into it, something you can say, hey, I'm constantly learning new things.
00:02:07
Speaker
I know what it's like to be a beginner and be a newbie and learn things.
00:02:10
Speaker
So.
00:02:11
Speaker
I think it's important for leaders to be students in something.
00:02:15
Speaker
It like activates, it activates a certain part of your, not just your brain, but like, it's kind of like your whole way of being, you know what I mean?
00:02:24
Speaker
Like you're more empathetic to people that are going through stuff.
00:02:28
Speaker
You also learn things differently.
00:02:29
Speaker
Like you find so many new like connections and associations, like learning to surf for me has made me a much better sales leader.
00:02:38
Speaker
Yeah.
00:02:38
Speaker
It's just like, oh, I remember what it's like to be a novice.
00:02:40
Speaker
So now I'm in a better position to coach.
00:02:44
Speaker
My brain is making connections like, oh, this is, you know, you can't try too hard in surfing, for example.
00:02:49
Speaker
So, you know, I'll have certain things where it's like, okay, if you're the hardest working person in the lineup,
00:02:55
Speaker
it's probably, you're probably doing something wrong.
00:02:57
Speaker
Yeah.
00:02:57
Speaker
And that correlates directly to selling.
00:02:59
Speaker
Like there is a, like you have to put in the time and the reps to appear effortless.
00:03:04
Speaker
Cause if you're trying super hard, people resist you.
00:03:06
Speaker
Right.
00:03:07
Speaker
So it's like you learn things that you already knew in different ways.
00:03:10
Speaker
Yeah.
00:03:10
Speaker
And I also feel like it kind of like, it kind of like reignites the spark for whatever it is that you're doing.
00:03:17
Speaker
You know, it kind of adds flavor to life.
Family and Business Changes
00:03:20
Speaker
So I think last time we were talking, I was doing, for a while, I was doing a completely new thing every year.
00:03:25
Speaker
Like I'd take something that I was a complete novice at once a year.
00:03:30
Speaker
Yeah.
00:03:30
Speaker
The problem with that is,
00:03:32
Speaker
Like seven or eight years later is I kept most of the things.
00:03:36
Speaker
Yeah.
00:03:36
Speaker
Like I, I, you know, some things I've kind of dropped, but most of the things that I've learned I've stayed with.
00:03:42
Speaker
And so, yeah, now I have, now I have like, I have surfing goals and things like that, that I stay with, but I'm not actively bringing new things in because I think I've brought two new humans into my family since the last time.
00:03:53
Speaker
Holy cow.
00:03:55
Speaker
I can't remember.
00:03:55
Speaker
I mean, I have six now.
00:03:57
Speaker
So how many did I have?
00:03:58
Speaker
Yeah, I had a baby in 2019.
00:04:00
Speaker
Okay.
00:04:01
Speaker
So I think I have two more depending on the month.
00:04:03
Speaker
Wow.
00:04:04
Speaker
Yeah, I think I remember that.
00:04:06
Speaker
That's crazy.
00:04:06
Speaker
Yeah, well, I'm impressed because that's partly why I haven't picked up surfing.
00:04:09
Speaker
Just one because we live like, I don't know, 35 minutes from the ocean.
00:04:14
Speaker
So where do you live?
00:04:15
Speaker
Escondido.
00:04:16
Speaker
Oh, you know where that is.
00:04:17
Speaker
Yeah, I do.
00:04:18
Speaker
A little bit more inland.
00:04:19
Speaker
Yeah.
00:04:20
Speaker
Uh, so yeah, that's part of it.
00:04:21
Speaker
And then just cause like you said, when you add one thing to play, like, like, okay, I have time for jujitsu, but I can only add so many hobbies still kind of.
00:04:29
Speaker
Jiu-jitsu works though, because it makes you, it makes your brain figure things out in a different way.
00:04:34
Speaker
It's like, it's a bunch of counterintuitive
Vivint Solar and Sunrun Merger Insights
00:04:36
Speaker
things like selling and leading is so counterintuitive.
00:04:38
Speaker
Yeah.
00:04:39
Speaker
Right.
00:04:39
Speaker
It's like you have to be empathetic, but decisive and you have to be, you know, you have to have a plan, but you can't be too rigid.
00:04:46
Speaker
And that's like fighting in a completely, like if you go into fighting with a plan, you can get handled by other people really easily.
00:04:52
Speaker
Yeah.
00:04:53
Speaker
But if you're really well trained and skilled, then you can adapt to the situation.
00:04:56
Speaker
And if that's not selling and leading, it's the exact same thing.
00:04:59
Speaker
And so I feel like it just heightens your understanding of that kind of stuff.
00:05:03
Speaker
Good, good timing.
00:05:04
Speaker
And we're in almost December now getting ready to set goals in the new year, I guess.
00:05:08
Speaker
Yeah, man is good.
00:05:10
Speaker
Yeah, no, it's true.
00:05:10
Speaker
I feel like Jiu-Jitsu is kind of like human chess, you know, like one person does one move.
00:05:14
Speaker
You got to counter it.
00:05:16
Speaker
Got to be looking ahead.
00:05:17
Speaker
So I feel like it relates in a lot of ways.
00:05:19
Speaker
It's also really good for kids.
00:05:21
Speaker
Yeah.
00:05:21
Speaker
All right.
00:05:22
Speaker
That'll be my next thing.
00:05:23
Speaker
When I get time to do a new thing, it'll be that thing.
00:05:25
Speaker
Yeah.
00:05:26
Speaker
Let me, you still doing the fighting?
00:05:27
Speaker
I remember last time you're doing a little fighting too.
00:05:29
Speaker
Yeah.
00:05:29
Speaker
When I can, um, my trainer lives up in thousand Oaks.
00:05:32
Speaker
So when I'm up there, um, I try to, it's one of those things that kind of stays with you, but like you get rusty for sure.
00:05:38
Speaker
Like the, the, the basics really stay with you.
00:05:41
Speaker
Yeah.
00:05:41
Speaker
I like it, man.
00:05:42
Speaker
That, that learning to fight was very good for me.
00:05:45
Speaker
It was, uh, um, I don't know, like it,
00:05:49
Speaker
it like satiated my brain a little bit, you know, like it, it, it kept me so engaged and I'd like never done that before.
00:05:57
Speaker
You know, I'd never like stood in those positions before my, my muscles had never strained like that.
00:06:02
Speaker
I'd never like, I had to adopt a certain mentality and a certain like physical skillset.
00:06:08
Speaker
And so it was a very good way to be present, um, but detached from like the everyday of work.
00:06:13
Speaker
And then when I came back to work, I felt like I was better at it.
00:06:16
Speaker
You know, that's awesome.
00:06:17
Speaker
Yeah.
00:06:18
Speaker
Yeah, no good things.
00:06:19
Speaker
Well, I didn't mean to make this a hobby podcast.
00:06:24
Speaker
It's a life podcast.
00:06:25
Speaker
Yeah, but no, it's good to hear about the hobbies, but we didn't really introduce you, so you can go listen to the first podcast, and I know you gave your whole background and everything in that podcast.
00:06:37
Speaker
Yeah.
00:06:37
Speaker
But since we've last recorded, you guys are now Sunrun.
00:06:41
Speaker
It's not Vivint Solar anymore.
00:06:44
Speaker
And before we recorded, you said you're over the whole door-to-door channel, right?
00:06:48
Speaker
SVP over all the door-to-door guys.
00:06:51
Speaker
So, yeah, I'm curious to hear.
00:06:53
Speaker
I think this is really the first time we've talked since you guys have become Sunrun now.
00:06:58
Speaker
What's it been like?
00:06:59
Speaker
And maybe talk a little bit what that transition was like going from Vivint Solar, Sunrun now,
00:07:05
Speaker
Maybe some of the challenges you guys went through.
00:07:07
Speaker
How's everything been with that?
00:07:08
Speaker
Yeah.
00:07:09
Speaker
It's been it's been like the best business education I could have ever gotten.
00:07:13
Speaker
Yeah.
00:07:14
Speaker
Yeah.
00:07:14
Speaker
Like I don't think we could have.
00:07:16
Speaker
I remember when it's in Steve Jobs's book that Walter Isaacson wrote when they had the problem.
00:07:21
Speaker
I can't remember what iPhone it was, but do you remember?
00:07:23
Speaker
Was it like the four that had a problem with the antenna?
00:07:25
Speaker
Do you remember that?
00:07:26
Speaker
Like they released their new phone.
00:07:27
Speaker
It was a new design.
00:07:28
Speaker
It was like a more square design and maybe it was the five, but if you held it and you touched the side, you couldn't make phone calls.
00:07:34
Speaker
It was like this massive deal.
00:07:35
Speaker
Um, and they'd been working on releasing like the phone.
00:07:39
Speaker
And so by the time the phone was released, Steve jobs and his family were in Hawaii.
00:07:43
Speaker
And then he got the call being like, Hey, uh, this thing doesn't make phone calls if you hold it a certain way.
00:07:48
Speaker
Um,
00:07:49
Speaker
And so he grabbed his son and, you know, his wife was like, Hey, like maybe he should stay here.
00:07:54
Speaker
And he's, I remember like the quote in the book was something to the effect of he'll learn more in the next three days about how business is done than he will ever learn in any university.
00:08:03
Speaker
And so I think, um, the sun run merge has been, it's been awesome and it's been really hard and it's been humbling.
00:08:09
Speaker
And I think it's made people either, um,
00:08:12
Speaker
it kind of showed where you're at and then it made everybody better, everyone that like stayed with it.
00:08:18
Speaker
This is one of those things on paper where, you know, Sunrun didn't have a captive sales force.
00:08:22
Speaker
So the way that they did their business before is they had a PPA, right?
00:08:26
Speaker
They had a product.
00:08:27
Speaker
And then they would sell that product through dealers.
00:08:30
Speaker
So people would, they weren't interested in like running their own internal sales channel or program or whatever.
00:08:35
Speaker
They had more traditional channels.
00:08:37
Speaker
Like they had like a field and retail channel, you know, did kind of some like more traditional sales channel stuff, but no door-to-door stuff.
00:08:44
Speaker
And so other than through their like partners and affiliates.
00:08:49
Speaker
And then sometimes when the retail people were out selling, you know, they'd talk to referrals and stuff in the neighborhoods, but they didn't do like the job like we know it.
00:08:56
Speaker
Yeah, yeah.
00:08:57
Speaker
And so Bivit Solar kind of had some other channels, but it wasn't our main thing.
00:09:02
Speaker
Like we had an inside sales and we had some dealers that sold our product because we had a PPA as well.
00:09:08
Speaker
But we had about 200,000 customers at the time that we owned.
00:09:12
Speaker
They had about 300,000.
00:09:13
Speaker
And so on paper, it was like a perfect merge where it's like,
00:09:19
Speaker
hey, they don't have a captive sales force, they would like one.
00:09:22
Speaker
They have 300,000 customers.
00:09:24
Speaker
You, you know, Sunrun also had some financial strategy stuff that was superior.
00:09:30
Speaker
At the time, we believe they had operational superiority.
00:09:33
Speaker
You know, we've had to just learn a lot as we came together.
00:09:36
Speaker
And so it's one of those things that it's like, okay, we had 200,000 customers, they had 300,000 customers, we do a different kind of sales.
00:09:42
Speaker
I often like equate it to like the Raiders going to Las Vegas.
00:09:46
Speaker
It's like on paper,
00:09:47
Speaker
There's not like, Hey, I'm the quarterback.
00:09:49
Speaker
Well, I'm the quarterback.
00:09:49
Speaker
Well, who's going to be, there was no team.
00:09:51
Speaker
And so they just moved their team there.
00:09:53
Speaker
Right.
00:09:54
Speaker
Got a new stadium, got like a new fan base and stuff like that.
00:09:58
Speaker
So on paper, it was like that.
00:09:59
Speaker
It was like, okay, cool.
00:10:00
Speaker
Like we're going to come together.
00:10:01
Speaker
The two biggest companies will come together and this will be, you know, a great opportunity.
00:10:05
Speaker
We'll take the good from both companies and we'll merge together to create a new one.
00:10:09
Speaker
Yeah.
00:10:10
Speaker
Once you start down the, like once you start down the road, it's a bit like a mixed family.
00:10:14
Speaker
Yeah.
00:10:14
Speaker
Right.
00:10:14
Speaker
Where it's like,
00:10:16
Speaker
okay, exciting.
00:10:17
Speaker
You're going to have a new brother and he's my age and he's into motorcycles.
00:10:21
Speaker
Awesome.
00:10:21
Speaker
And then you move in and it's like, whoa, like those are my drawers.
00:10:24
Speaker
Like where are you going to put your stuff?
00:10:26
Speaker
Right.
00:10:26
Speaker
And you get, it gets real.
00:10:27
Speaker
Right.
00:10:27
Speaker
Get your dirty socks out of here.
00:10:29
Speaker
That's right.
00:10:29
Speaker
And it's like, dude, do you always chew that loud?
00:10:31
Speaker
There's a lot of that.
00:10:32
Speaker
And so our cultures were really different.
00:10:35
Speaker
Right.
00:10:36
Speaker
And,
00:10:38
Speaker
I learned what to do and I learned what not to do.
00:10:40
Speaker
One of the things that I learned not to do is, well, I learned to be very curious, right?
00:10:44
Speaker
Because the people that were so certain in their method being the right way, most of them didn't make it through the transition.
00:10:52
Speaker
So I remember thinking like, you know, some people that we've had on our show that were like, this is how you do it.
00:10:56
Speaker
I've got experience.
00:10:57
Speaker
I know how to do it, but this is a new family and it's a new industry pretty much every year, right?
00:11:02
Speaker
Like it's so young and it's still developing.
00:11:04
Speaker
And so I,
00:11:06
Speaker
certainty was just, it was a kiss of death, right, for a lot of people.
00:11:09
Speaker
And so it really taught me to be like, okay, I think I know, but let me hear you out.
00:11:14
Speaker
And then when people, you know, Chance Allred, my former boss would always say best idea wins.
00:11:20
Speaker
And so I've learned to hear something and be like, okay, actually, you've changed my mind.
00:11:24
Speaker
I now agree with you.
00:11:25
Speaker
And the people that could do that,
00:11:27
Speaker
we've grown a lot and we've managed and now it's a whole new company, right?
00:11:31
Speaker
Like we have a, we had a founder that was the CEO.
00:11:34
Speaker
She's now like an executive chairperson or board member or whatever.
00:11:38
Speaker
She's not CEO anymore.
00:11:40
Speaker
We have a new CEO.
00:11:41
Speaker
We have a new CRO.
00:11:42
Speaker
We have a CXO that we didn't have before.
00:11:45
Speaker
We have a new legal team.
00:11:47
Speaker
I'm in a new position.
00:11:48
Speaker
And so it's not Sunrun as it was before.
00:11:52
Speaker
It's this completely new company.
00:11:54
Speaker
And I,
00:11:55
Speaker
I think after like, I mean, I think that merge happened in 2020.
00:11:59
Speaker
Now I've, it's the best company I've ever been a part of by far.
00:12:04
Speaker
Two or three years ago, there was a lot of like,
00:12:08
Speaker
we've got to make some serious changes in order for this to work in order for people to want to be a part of it.
00:12:12
Speaker
But that's what you do, right?
00:12:13
Speaker
Like you can't necessarily say, you know, Raiders can't do Oakland Raiders stuff in Las Vegas.
00:12:19
Speaker
It's a different market.
00:12:20
Speaker
They can still be the Raiders, but how do they work in this new environment?
00:12:24
Speaker
Right.
00:12:25
Speaker
And so for us, it was a lot of like, what kind of company do we want to be?
Importance of Company Values and Team Architecture
00:12:30
Speaker
You know, and, and what are our values?
00:12:33
Speaker
And, you know,
00:12:34
Speaker
you know, what do we believe in?
00:12:35
Speaker
And that's one thing that I really learned is it all starts there.
00:12:39
Speaker
Right.
00:12:40
Speaker
And so if you just come together and you start like working, there's frustration, there's misalignment, there's, there's misunderstanding, misunderstanding, there's, there's assumed intention and it gets really toxic.
00:12:51
Speaker
Yeah.
00:12:52
Speaker
But when you back up and you say, and I really believe in this in every part of life, but if you back up and say, Hey, what, what kind of organization are we?
00:13:00
Speaker
Yeah.
00:13:01
Speaker
You know, what, what, what do we believe in?
00:13:04
Speaker
And then once you get that right, then you go to your people and say, this is what we believe.
00:13:08
Speaker
Do you believe that too?
00:13:09
Speaker
And if they're like, yes, then it's like, all right, we should work together.
00:13:13
Speaker
But if it's like, no, I believe this, then it's like, okay, you might not be happy here.
00:13:18
Speaker
Yeah.
00:13:18
Speaker
Right.
00:13:18
Speaker
And I think we nailed that.
00:13:20
Speaker
It took us a while to get it right.
00:13:21
Speaker
Okay.
00:13:21
Speaker
Right.
00:13:22
Speaker
It took us a while to get it right.
00:13:23
Speaker
And we involved consultants and we involved, but we did the right, we did the work to figure out what do we believe?
00:13:27
Speaker
Right.
00:13:28
Speaker
What's going to be our like, what's going to be our flag that we carry?
00:13:31
Speaker
Yeah.
00:13:32
Speaker
And then we went to work on how to do it.
00:13:34
Speaker
And I think a lot of people do that backwards.
00:13:36
Speaker
Yeah.
00:13:36
Speaker
That's good.
00:13:37
Speaker
Yeah.
00:13:38
Speaker
It makes a lot of sense because yeah, I think like you said, there can be a lot of differences and everything, but people don't identify, Hey, what's your goal?
00:13:45
Speaker
Where are we trying to go?
00:13:46
Speaker
What's yeah.
00:13:47
Speaker
What's our flag we're carrying?
00:13:48
Speaker
And then probably a lot tougher to resolve differences and all that.
00:13:52
Speaker
You can take a step back all the same clear vision.
00:13:55
Speaker
I imagine a lot easier.
00:13:57
Speaker
It's number one and people always do it backwards.
00:13:59
Speaker
Yeah.
00:14:00
Speaker
I have a whole, like we can talk about it if you want, but there's a whole philosophy that we run our sales teams on, on that very concept.
00:14:08
Speaker
I've just seen so many teams for so many years.
00:14:10
Speaker
I've seen a lot get it right.
00:14:11
Speaker
And I've seen more get it wrong.
00:14:13
Speaker
And the ones that get it right, they all kind of do it.
00:14:15
Speaker
They do it differently, but they follow the same steps in the same template.
00:14:19
Speaker
Right.
00:14:20
Speaker
So again, back to football.
00:14:21
Speaker
I never watched football, by the way, I've watched like seven football games in my life and I've probably been to 30.
00:14:27
Speaker
There you go.
00:14:28
Speaker
Um, they all Raiders.
00:14:30
Speaker
I have been to one Raiders.
00:14:31
Speaker
Actually, I've been to two.
00:14:32
Speaker
Yeah.
00:14:33
Speaker
Um, and it was at, it was at a mile high stadium in Denver and I was there with Denver and there were some Raider fans in the crowd and it's like, man, you guys are different, you know?
00:14:41
Speaker
Um,
00:14:42
Speaker
But it's like, you look at like, you look at a team like the Raiders and you look at a team like the Green Bay Packers or like the Patriots.
00:14:49
Speaker
They're all playing the exact same game, but they play it very differently.
00:14:52
Speaker
But they agree that, okay, a football field is a hundred yards and, you know, a touchdown is going to be six points.
00:14:59
Speaker
And, you know, all in a first down is going to be every time.
00:15:01
Speaker
So they have these like basic agreements and they have a structure, right?
00:15:05
Speaker
We have, you know, like these different leagues and this is how it's going to work.
00:15:08
Speaker
Now the teams, it's like, here's your rules, here's your structure.
00:15:12
Speaker
Now it's on you right now.
00:15:13
Speaker
Now do whatever you want to bring your team together and to accomplish the goal of scoring more points than the other team.
00:15:18
Speaker
That's all playing by the same rules.
00:15:20
Speaker
And so if they do that, you know, it's very, it's very different to be a green Bay Packer than it is to be, you know, a new England Patriot.
00:15:30
Speaker
Yeah.
00:15:31
Speaker
And those teams aren't for everybody.
00:15:33
Speaker
Right.
00:15:34
Speaker
But I think the teams that can get right on that, a lot of times they're the ones that have the culture that's like pretty life-changing.
00:15:40
Speaker
versus the ones that just start with like, how are we going to win more games?
00:15:42
Speaker
You know what I mean?
00:15:43
Speaker
I don't know if I'm being very clear, but no, that's a good analogy.
00:15:46
Speaker
So you guys kind of run yourselves teams like that.
00:15:48
Speaker
You say, Hey, here's what we're trying to do.
00:15:50
Speaker
Here's the goals.
00:15:50
Speaker
And then like each team, you kind of let them run with how they want to achieve that, do their thing.
00:15:55
Speaker
Yeah, kind of.
00:15:56
Speaker
So I'm a, the one thing I've probably learned more than any other thing in my last 10 years as a leader in solar is that architecture is the great unlock.
00:16:07
Speaker
Early in my career, I thought you grow by really good training and really good salesmanship and really good culture and fun and activities and good feelings and high level recruits.
00:16:19
Speaker
Now, obviously you have to have all of those things to grow, but I've had those things and not grown and I've had those things and have grown.
00:16:26
Speaker
So I can't tell you that, hey, if you just recruit really hard and get really good at selling and have like a lot of fun and bring your team together, you're gonna grow.
00:16:33
Speaker
I can tell you that if you follow, if you architect things properly and the environment is right, you'll grow whether or not you're the best leader.
00:16:42
Speaker
I really believe that.
00:16:42
Speaker
And so especially my role now, because I oversee the whole channel.
00:16:46
Speaker
And so it's a lot more of what.
00:16:50
Speaker
So for example, think of like you're going to build a house.
00:16:52
Speaker
Okay.
00:16:52
Speaker
And you're like, Hey, I want to have a house that is inviting and people just want to come into.
00:16:57
Speaker
Okay.
00:16:59
Speaker
So if you don't look at the structure and you and your wife are just like, Hey, let's have people over and let's be this kind of couple.
00:17:06
Speaker
It may work or it may not.
00:17:07
Speaker
But if you back up and you say, okay,
00:17:09
Speaker
let's build a house that brings people in.
00:17:12
Speaker
You would think of everything.
00:17:13
Speaker
You'd be like, okay, well, what does the house have to look like?
00:17:15
Speaker
Well, it's gotta be very open.
00:17:17
Speaker
Well, it's gotta have a big space next to the kitchen because that's where people gather.
00:17:20
Speaker
It should have whatever you had figured out and you would architect it so that even if you're not feeling overly social that day, or even if you're not always having people over your, your, your home would be architected and set up and structured so that naturally people gather.
00:17:34
Speaker
And so you might have people saying, hey, can I do a 40th birthday party for my wife at your house?
00:17:42
Speaker
Or, hey, we're going to have the speaker come over.
00:17:44
Speaker
My house isn't really good for it.
00:17:45
Speaker
Can we use yours?
00:17:45
Speaker
So then even if you're not the very most skilled at those things,
00:17:50
Speaker
the architecture will encourage it.
00:17:52
Speaker
Right.
00:17:52
Speaker
So if you want to feel serene in your home, you can put on good music or you can architect a serene space and it kind of naturally happens.
00:18:00
Speaker
Right.
00:18:00
Speaker
And so the way that translates to teams is it's, we call it the electric triangle.
00:18:06
Speaker
That's what we call it.
00:18:07
Speaker
It's kind of a thing that my brother Jordan and I noticed with popular sales teams.
00:18:12
Speaker
Okay.
00:18:13
Speaker
So there's, you know, the triangle is obviously the strongest shape and electric basically means like I've been a part of electric teams, organizations, endeavors, and I've been a part of electric people.
00:18:25
Speaker
Yeah.
00:18:26
Speaker
I like electric things, dude.
00:18:27
Speaker
Seems like that's the theme.
00:18:30
Speaker
Yeah.
00:18:30
Speaker
But you've been a part of teams where you're like, yeah, this isn't it.
00:18:32
Speaker
Like, yeah, it feels like, or relationships that have been that way or hobbies where you're like, I'm just not, something's missing.
00:18:40
Speaker
And so,
00:18:42
Speaker
When you look at what makes something electric, I always tell people like, think back to a time where you've been on a team where it was just energy and you felt like you were doing your best work.
00:18:51
Speaker
And if you felt like you loved all the people that you worked with and you felt like your time, you were spending your time on the right things and it was important work, all that kind of stuff.
00:18:57
Speaker
Right.
00:18:58
Speaker
So I look back at those times and I'll say, um, you know, one of my first, I mean, I've had a lot of experiences with it.
00:19:05
Speaker
Thankfully, like I've been blessed to be in a really cool industry and like work with really cool people.
00:19:10
Speaker
And I felt electric teams a lot, but the one that I'll go back to is one of my first sales teams that we really figured this out in was in, um, Pittsburgh.
00:19:18
Speaker
It was in 2008.
00:19:19
Speaker
I realized a lot of people that are listening to this are like 2008.
00:19:22
Speaker
I was like in fourth grade.
00:19:23
Speaker
Yeah.
00:19:24
Speaker
I was, I was working last night with a group and they asked me when I started selling and I started selling in 2003.
00:19:28
Speaker
Yeah.
00:19:29
Speaker
And I said to the kid next to me, I was like, where were you?
00:19:32
Speaker
And he's like, I was in my mother's arms.
00:19:34
Speaker
I was two years old.
00:19:36
Speaker
Sure.
00:19:37
Speaker
Yeah.
00:19:37
Speaker
Crazy.
00:19:38
Speaker
Um,
00:19:40
Speaker
Anyway, so I was part of this team in Pittsburgh in 2008.
00:19:44
Speaker
It broke all kinds of records for how much volume the team had done up to that point.
00:19:47
Speaker
But really, I'm still on a text thread with the people from that group.
00:19:52
Speaker
Yeah, we still like send each other things that remind us of things that we used to do.
00:19:58
Speaker
You know, now...
00:19:59
Speaker
I've been to their weddings and, uh, you know, I've been when their kids are born and I've been to their kids' birthday parties and I've followed them through different career changes.
00:20:06
Speaker
And every now and then we get together on like these like reunion, it was like a really special team.
00:20:11
Speaker
So how do you have that?
00:20:12
Speaker
Also, and we were doing alarms in the summer, but we did like 4,200 installs that summer, which is a lot back then for an alarm team.
00:20:17
Speaker
Um, and so, um,
00:20:20
Speaker
I look at those and I'm like, okay, why?
00:20:21
Speaker
It felt like everything we did worked.
00:20:23
Speaker
Yeah.
00:20:23
Speaker
We picked area.
00:20:24
Speaker
Well, we did car groups.
00:20:25
Speaker
Well, we did training.
00:20:26
Speaker
Everything just worked.
00:20:27
Speaker
Yeah.
00:20:28
Speaker
And so what I find is most people, there's three steps to an electric triangle and most people do it backwards.
00:20:33
Speaker
They start with number three, which is programs.
00:20:35
Speaker
Mm-hmm.
00:20:36
Speaker
So programs would be stuff like, Hey, we need to improve our training or we need to switch area.
00:20:40
Speaker
We need to figure out a better area system or we need to run an incentive.
00:20:43
Speaker
Right.
00:20:44
Speaker
So that's generally, it's like you look and you say, Hey, our sales volume is down.
00:20:47
Speaker
So what do we need to do to bring it up?
00:20:50
Speaker
Especially men.
00:20:50
Speaker
Cause we're problem solvers like this, right?
00:20:52
Speaker
Like we just think to where is the problem?
00:20:53
Speaker
Let me fix the problem.
00:20:55
Speaker
Um,
00:20:55
Speaker
But it's almost like if you looked in your home and you're like, hey, there's a wet spot on the floor.
00:20:59
Speaker
I need to dry up that wet spot.
00:21:01
Speaker
And then you dry it up.
00:21:02
Speaker
And then two days later, you're like, that wet spot is back again.
00:21:04
Speaker
And you dry it up.
00:21:06
Speaker
You're not actually going to get very far because what you're doing is you're dealing with the symptoms of the problem, but you're not dealing with the root of it.
00:21:13
Speaker
There's a reason water is coming into your house.
00:21:15
Speaker
Right.
00:21:16
Speaker
And so if like your sales volume is down, yes, you can, you can, you can temporarily fix it with program type things.
00:21:22
Speaker
But if you try to just do programs, you eventually end up burning out.
00:21:27
Speaker
So I think about like stuff like physical fitness.
00:21:30
Speaker
If you say like, okay, Hey, I'm too skinny.
00:21:32
Speaker
I need to go to the gym and I need to put on muscle.
00:21:34
Speaker
The reason that eventually I will probably exhaust and stop going to the gym is because there's no like real substance behind that.
00:21:43
Speaker
It's just, I need to go solve this problem.
00:21:45
Speaker
Well, it could happen that five weeks or five months from now, I have another kid and I'm like, I don't need to be getting muscles right now.
00:21:51
Speaker
I need to be home with my baby.
00:21:52
Speaker
This is,
00:21:53
Speaker
this is not important.
00:21:54
Speaker
Or it may need to be like, this is too hard.
00:21:56
Speaker
Or maybe like I'm injured now, I'm not gonna do this again.
00:21:58
Speaker
For whatever reason, you have to willpower your way through it and willpower exhaust, like you run out, right?
00:22:04
Speaker
And so what I've found is if you do it in the right order, the first thing is what we were talking about before, which is vision.
Setting Personal and Professional Goals
00:22:11
Speaker
So the first thing is, okay, if I look at you and I'm like, hey, I'm gonna go to the gym every single day.
00:22:17
Speaker
Probably I'm a pretty determined person, so I'll probably do it for a couple of months.
00:22:21
Speaker
But I've done that before and I still look the same.
00:22:23
Speaker
I haven't had the change.
00:22:26
Speaker
But if you were consulting me and you were using electric triangle, you say, why?
00:22:30
Speaker
You just asked me why like three times.
00:22:31
Speaker
Why do you want to go to the gym?
00:22:33
Speaker
Well, I'm too skinny.
00:22:34
Speaker
Why do you think you're too skinny?
00:22:35
Speaker
Well, I don't like the way I look.
00:22:36
Speaker
Why don't you look like?
00:22:37
Speaker
Why does that matter?
00:22:38
Speaker
Well, if I don't like the way I look, I don't like the way I feel.
00:22:41
Speaker
And then I'm not very happy.
00:22:43
Speaker
Okay.
00:22:44
Speaker
So now we're getting to some sort of a purpose where it's like, okay, I want to
00:22:50
Speaker
exist in an optimum state.
00:22:52
Speaker
I want to be happy and I feel like being physically fit will get me there.
00:22:56
Speaker
It's a really good vision.
00:22:58
Speaker
Right.
00:23:00
Speaker
So the first is vision, right?
00:23:01
Speaker
It's like, it's like, okay, what, what is going to drive you to do this when you don't want to do it?
00:23:06
Speaker
Yeah.
00:23:07
Speaker
Right.
00:23:08
Speaker
The second thing is, and, and a lot of salespeople are pretty good at the vision part, like especially leaders.
00:23:13
Speaker
Like they're pretty good at like seeing further down the road than everybody else.
00:23:16
Speaker
That's why they're leaders.
00:23:17
Speaker
Yeah.
00:23:17
Speaker
Um, but people that are good dreamers or visionaries often have a hard time with the second piece of the triangle, which is victory, like putting a tangible goal to it.
00:23:26
Speaker
So I could say to you, I want to be physically fit because I like to be active and it makes me happy.
00:23:32
Speaker
And so if I'm not physically fit, I won't be happy.
00:23:35
Speaker
And I, I need, I need, I need to have that.
00:23:38
Speaker
Well,
00:23:39
Speaker
saying I'm going to get in shape is a really bad goal.
00:23:42
Speaker
So subjective.
00:23:43
Speaker
It doesn't, right.
00:23:43
Speaker
You have to have a hard number to it.
00:23:45
Speaker
And so maybe what I need to do is, okay, what equals a level of fitness that's going to help me achieve my vision of feeling like I'm in my optimal state?
00:23:55
Speaker
Do I have to be an Olympic bodybuilder or do I just have to be able to run a turkey trot with my family on Thanksgiving?
00:24:02
Speaker
And so you get clear on that.
00:24:04
Speaker
And maybe I say, you know what?
00:24:05
Speaker
I need to be like, I need to be like CrossFit,
00:24:10
Speaker
Upper middle class.
00:24:12
Speaker
That's where I feel like I should be in an order for me to enjoy all my hobbies.
00:24:15
Speaker
That's the level of fitness that's required.
00:24:17
Speaker
Okay.
00:24:17
Speaker
So how much do you need to weigh?
00:24:19
Speaker
How much body fat should you have?
00:24:21
Speaker
How much, you know, how many days a week are you going to the gym?
00:24:24
Speaker
What kind of improvement do you want to see?
00:24:26
Speaker
Right.
00:24:26
Speaker
Those are, those are tangible metrics.
00:24:28
Speaker
So I can say, okay, I want to be fit so that I can feel happy.
00:24:34
Speaker
fitness and happiness to me means I need to gain 10 pounds of muscle and I need to be at X percent body fat.
00:24:40
Speaker
I sound like I know a lot about that.
00:24:41
Speaker
I actually don't have fitness goals.
00:24:42
Speaker
I guess I should, but I don't.
00:24:44
Speaker
Um, so then I can measure it right after I go do the vision and then the victory, then the programs come third.
00:24:50
Speaker
Okay.
00:24:50
Speaker
So the programs are the easiest part when you have the vision and victory down.
00:24:56
Speaker
Okay.
00:24:56
Speaker
Because it's like, if I know, so go back to the house.
00:24:59
Speaker
Okay.
00:25:00
Speaker
If, if, if I want to build a house for my family, right.
00:25:03
Speaker
Why?
00:25:04
Speaker
Well, because I want to have a safe place to raise them.
00:25:07
Speaker
Why?
00:25:08
Speaker
Because these people are the most important people on the planet and they deserve the very best.
00:25:13
Speaker
What is the very best?
00:25:15
Speaker
All right.
00:25:15
Speaker
Now we're starting to define it.
00:25:16
Speaker
Okay.
00:25:17
Speaker
Well, are we the type of family that has people over?
00:25:19
Speaker
Are we the type of family that has a very small house?
00:25:21
Speaker
And then we spend all our money on vacations and stuff like that.
00:25:23
Speaker
So maybe we say, Hey, this is going to be a, like a refuge from the world.
00:25:28
Speaker
My kids are going to know that when they come into this home, they're,
00:25:30
Speaker
They're safe.
00:25:31
Speaker
They're going to see their mom and me a lot.
00:25:32
Speaker
We're going to interact.
00:25:33
Speaker
We're going to be social.
00:25:34
Speaker
And it's the type of place I want their friends to come to.
00:25:36
Speaker
This is my vision, right?
00:25:37
Speaker
Like I want to have a safe haven that draws people in.
00:25:40
Speaker
That's what we're building.
00:25:41
Speaker
Not just a house.
00:25:41
Speaker
Okay.
00:25:42
Speaker
So then you got to go to the victory metrics.
00:25:44
Speaker
Great.
00:25:44
Speaker
That's a great vision.
00:25:45
Speaker
It's beautiful.
00:25:45
Speaker
All right.
00:25:46
Speaker
So then.
00:25:47
Speaker
How big?
00:25:48
Speaker
What does it have?
00:25:49
Speaker
Does it have a pool table?
00:25:50
Speaker
Does it have a swimming pool?
00:25:51
Speaker
Does it have... What is going to draw people in?
00:25:54
Speaker
And then you come in and you say, okay, you know what?
00:25:57
Speaker
This thing is going to be not the most expensive, most amazing house.
00:26:01
Speaker
I want people to be able to
00:26:03
Speaker
ride their skateboard on the floor in my house.
00:26:05
Speaker
And I want them to spill juice on the, on the concrete floor and not have it be a big deal.
00:26:09
Speaker
Uh, right.
00:26:10
Speaker
Okay.
00:26:10
Speaker
So then we need a budget of maybe this house is going to cost $2 million.
00:26:14
Speaker
Maybe it's going to be 4,000 square feet.
00:26:17
Speaker
It's going to have social things like a pool table, a kid's room, like a, like a toy room, man cave type thing.
00:26:21
Speaker
It's going to have a swimming pool and it's going to have a study room because that kind of stuff is important to us.
00:26:25
Speaker
Right.
00:26:25
Speaker
So then those are the victory metrics.
00:26:27
Speaker
Okay.
00:26:28
Speaker
Then the programs, you go to an architect and say, hey, I want to create a social dwelling.
00:26:31
Speaker
Here's my budget.
00:26:32
Speaker
Here's the size.
00:26:33
Speaker
He'll have all sorts of ideas on how to do that.
00:26:36
Speaker
Right.
00:26:36
Speaker
So back to sales teams.
00:26:38
Speaker
If you say, OK, why does your sales team exist?
00:26:41
Speaker
And if it's like because, man, to crush it, that's poor vision.
00:26:44
Speaker
Keep working on it.
00:26:44
Speaker
What is crushing it?
00:26:45
Speaker
Why do you really want to do this?
00:26:48
Speaker
I want it.
00:26:48
Speaker
And maybe you get to the point where it's like, I want everybody that comes and joins my sales team.
00:26:53
Speaker
I want them to level up in life.
00:26:55
Speaker
I want them to experience a higher quality of life because they worked here.
00:26:59
Speaker
Yeah.
00:27:00
Speaker
Okay.
00:27:01
Speaker
So then you go to the victory metrics and say, what is a higher quality of life?
00:27:04
Speaker
How much do they have to earn?
00:27:05
Speaker
What's the goal?
00:27:06
Speaker
Okay.
00:27:06
Speaker
Well, the goal is that everybody is quote wealthy by us tax standards.
00:27:12
Speaker
So, okay.
00:27:13
Speaker
250 grand.
00:27:14
Speaker
All right.
00:27:14
Speaker
So cool.
00:27:15
Speaker
Optimal is I want everyone that comes here to, to, to earn in the top 5% of Americans because you can, that's what this team is about.
00:27:21
Speaker
So first of all, that's not what, if you're about like, Hey, I'm kind of about doing one job a month and then chilling is not going to be, you're not going to be happy.
00:27:30
Speaker
I'm going to bug you.
00:27:31
Speaker
You're going to bug me.
00:27:32
Speaker
This is not going to work.
00:27:33
Speaker
We shouldn't, we shouldn't do this.
00:27:34
Speaker
But if you're the type of person that's like, you know what?
00:27:36
Speaker
Yeah.
00:27:37
Speaker
Like I, it's time for me to change my life.
00:27:39
Speaker
It's time for me to level up.
00:27:41
Speaker
I've never made two 50 before.
00:27:42
Speaker
I want to make two 50.
00:27:44
Speaker
So I'm in excellent.
00:27:47
Speaker
Okay.
00:27:47
Speaker
So now we go to work on the victory metrics.
00:27:49
Speaker
Two 50 means you have to install how many installs, right?
00:27:53
Speaker
So you look at it and you're like, okay, I,
00:27:55
Speaker
eight to 10 grand and install, just do the math.
00:27:58
Speaker
And okay, so you need to do what?
00:28:00
Speaker
20 installs a year or something like that.
00:28:02
Speaker
Okay, 25 installs a year.
00:28:04
Speaker
So how many does that mean a week?
00:28:05
Speaker
Okay, so in order to do that, how many meetings do you have to come to?
00:28:07
Speaker
What does your conversion rate have to be?
00:28:09
Speaker
Then you go in and you set those hard goals, knowing that if you hit those hard goals,
00:28:13
Speaker
you're going to level up your life and experience to higher, like whatever higher level existence.
00:28:17
Speaker
So then the programs are simple.
00:28:19
Speaker
Okay.
00:28:19
Speaker
What do I got to do to install one account a week?
00:28:22
Speaker
Yeah.
00:28:23
Speaker
And your brain will just come up with it.
00:28:24
Speaker
Okay.
00:28:24
Speaker
Well I can prospect for four hours a day.
00:28:27
Speaker
Excellent.
00:28:27
Speaker
What else?
00:28:28
Speaker
I can always make sure I have five permits pending at the city at all times.
00:28:32
Speaker
Excellent.
00:28:32
Speaker
What else?
00:28:33
Speaker
I can read a book a month, right?
00:28:34
Speaker
And you, you go through and you can create programs.
00:28:36
Speaker
That's awesome.
00:28:37
Speaker
Yeah.
00:28:37
Speaker
So anyway, that's kind of how our teams are run.
00:28:39
Speaker
So every team has a vision.
00:28:40
Speaker
And then every team has targets.
00:28:42
Speaker
We have some targets for them, but some of them have, some of them say, Hey, I want to kick five leaders out of here and have them grow their own markets.
00:28:47
Speaker
Okay.
00:28:48
Speaker
That's a victory metric.
00:28:48
Speaker
Great.
00:28:49
Speaker
And then programs, how do you do it?
00:28:51
Speaker
Yeah.
00:28:51
Speaker
Well, I'll just leave them to that.
00:28:52
Speaker
Cause they'll figure if you ask your brain, the right questions, right.
00:28:55
Speaker
It comes up with the right programs.
00:28:56
Speaker
So in that, that's how we plan everything, dude.
00:28:58
Speaker
That's how we plan everything from like motorcycles I've built to, or had built to vacations.
00:29:04
Speaker
We've gone on to remodel projects to a little,
00:29:09
Speaker
car project sitting outside to my own family.
00:29:12
Speaker
Like it all, it all runs off an electric trial.
00:29:15
Speaker
Yeah.
00:29:15
Speaker
I like that a lot.
00:29:16
Speaker
So it sounds like it's basically just thinking broad and then getting more specific.
00:29:20
Speaker
You're just kind of funneling ideas into this and figuring out first the why behind it and then exactly what you want with that.
00:29:27
Speaker
And then the specifics, how you're going to actually do it.
00:29:31
Speaker
It's human behavior.
00:29:32
Speaker
It's actually how our brains work.
00:29:33
Speaker
Right.
00:29:33
Speaker
So if you were to say, Hey, my goal is to make a half million dollars this year.
00:29:36
Speaker
Yeah.
00:29:37
Speaker
it's, it's, it's okay.
00:29:38
Speaker
It's better than nothing.
00:29:38
Speaker
Right?
00:29:39
Speaker
Like, and I operated that way for a really long time, but what happens if you get 480, your life's not that different for 80 versus 500.
00:29:47
Speaker
So then you're bummed out cause you missed your goal, but you're still living an incredible life.
00:29:53
Speaker
Right?
00:29:54
Speaker
And so I've found that if you just do the work of asking yourself why two or three more times, why do you want half a million?
00:29:59
Speaker
Why?
00:30:00
Speaker
Because I value security and I don't want to ever lose my house like I lost my house when I was a kid.
00:30:06
Speaker
Right.
00:30:06
Speaker
And so you're like, okay, so your vision is security.
00:30:12
Speaker
Your vision is optionality.
00:30:13
Speaker
Okay.
00:30:14
Speaker
The metric, the victory goal is 500,000 because you believe if you make 500,000, then you'll be safe.
00:30:21
Speaker
Excellent.
00:30:21
Speaker
How do you make 500,000?
00:30:23
Speaker
Right.
00:30:24
Speaker
But then if you have that target of like, no, 500 means safety, you won't let yourself, yourself stop at 480.
00:30:30
Speaker
It's important to you.
00:30:31
Speaker
So then you go through and then, then you become the type of person that earns that type of income.
00:30:36
Speaker
And then you end up generally surpassing your victory targets in the pursuit of the clear vision that's in your head.
00:30:42
Speaker
Yeah.
00:30:43
Speaker
Yeah.
00:30:43
Speaker
I like that.
00:30:44
Speaker
Yeah.
00:30:44
Speaker
I think it was, I don't know, some personal development guy was like, don't become a millionaire for the money, become a millionaire for the person you have to become along the way.
00:30:52
Speaker
Something like that.
00:30:53
Speaker
It's just, I would say why a million?
00:30:55
Speaker
Like I was watching the, um, funny, I was watching the Paris Hilton documentary on YouTube.
00:31:01
Speaker
Have you seen it?
00:31:01
Speaker
No, I haven't.
00:31:03
Speaker
You can admit it.
00:31:04
Speaker
I just admitted it.
00:31:05
Speaker
It's actually super good.
00:31:06
Speaker
But, um, the interviewer is talking to her and Paris Hilton has, I don't know how much money she has, but enough.
00:31:11
Speaker
Right.
00:31:12
Speaker
And she's like, I want a billion.
00:31:15
Speaker
And the person interviewing her is like, why do you want a billion?
00:31:18
Speaker
She's like, I just don't want to like have to worry about anything.
00:31:20
Speaker
Hmm.
00:31:21
Speaker
As if you need a billion dollars to not have to worry about anything.
00:31:24
Speaker
And then you're going to have to worry about stuff because your tax bill is insane.
00:31:27
Speaker
And the people that are wanting you to invest is a lot like, so it's like you have a good victory metric, but I don't see a vision in it.
00:31:33
Speaker
And so you're not going to be happy.
00:31:34
Speaker
You're going to hit a billion.
00:31:35
Speaker
And then what?
00:31:36
Speaker
Yeah.
00:31:36
Speaker
Then you're going to be like, well, I thought that this would fix my problems, but now I actually.
00:31:39
Speaker
Right.
00:31:40
Speaker
And so it was just funny because I was watching that.
00:31:42
Speaker
I was like, that's a victory.
00:31:43
Speaker
It's not a vision.
00:31:45
Speaker
But what if she, if she said, you know, my goal is ultimately like, I want to create a stress free life for myself.
00:31:50
Speaker
Yeah.
00:31:51
Speaker
Okay.
00:31:51
Speaker
Now you, now do it that way.
00:31:53
Speaker
Now do it, now do it, you know, now go to your victory and then, then go to your programs.
00:31:58
Speaker
But it's funny because I just see so many people that like,
00:32:01
Speaker
You know, I lived in South America for a couple of years and those people are really, really happy and they have nothing.
00:32:05
Speaker
Right.
00:32:06
Speaker
And then I've seen, you know, in arguably the most affluent existence that we've ever seen, like where we live and like this world that we're in now and people are super bummed out.
00:32:15
Speaker
Yeah.
00:32:16
Speaker
You know, anyway, so it's like it's a little thing that's kind of helped me figure out how do you project manage or how do you like create things?
00:32:25
Speaker
Predictable outcomes.
00:32:26
Speaker
That's awesome.
00:32:27
Speaker
I did watch the documentary where the kids like robbed Paris Hilton's house.
00:32:32
Speaker
Did you see that one?
00:32:32
Speaker
Yeah.
00:32:32
Speaker
The bling ring.
00:32:33
Speaker
Yeah.
00:32:33
Speaker
I always joke.
00:32:34
Speaker
I see everything, dude.
00:32:35
Speaker
I see like, I watch documentaries when I fly.
00:32:37
Speaker
Yeah.
00:32:37
Speaker
And so I, I see everything.
00:32:40
Speaker
Yeah, I actually saw the movie and then I saw the documentary on the movie.
00:32:43
Speaker
Yeah.
00:32:44
Speaker
Yeah.
00:32:45
Speaker
They're just robbing.
00:32:46
Speaker
She's just leaving like thousands of dollars in her purses and stuff.
00:32:49
Speaker
Didn't even notice for the first little bit.
00:32:51
Speaker
Like, well, what a crazy thing, right?
00:32:53
Speaker
Yeah.
00:32:54
Speaker
Wow.
00:32:54
Speaker
That's funny.
00:32:55
Speaker
But no, that's cool, man.
00:32:56
Speaker
Well, so yeah, I think that's good.
00:32:58
Speaker
And for anyone listening, most people I don't think are thinking is, I think it's good that you're talking about this around the new year.
00:33:04
Speaker
Like we're recording this almost December now, but whenever you're listening to this, I think that's probably, so every goal you set for yourself sounds like you're pretty much putting it through this process, through this electric triangle.
00:33:15
Speaker
And that's how you're forming your goals.
00:33:17
Speaker
Yeah.
00:33:18
Speaker
So the, it doesn't start with a goal.
00:33:20
Speaker
It starts with a vision.
00:33:21
Speaker
Okay.
00:33:22
Speaker
So for example, if you're like, I want to learn how to do jujitsu.
00:33:25
Speaker
Yeah.
00:33:26
Speaker
If you say that, then you'll probably quit after a while.
00:33:28
Speaker
But if you actually say, well, why?
00:33:30
Speaker
Well, because I feel like it's one of my sole responsibilities to be able to protect my family.
00:33:35
Speaker
And in order to protect my family, I have to know how to deal with physical danger.
00:33:39
Speaker
Okay.
00:33:39
Speaker
Well then if I'm like sick and don't want to go, I'm going to go because that vision is really compelling.
00:33:43
Speaker
That's how our brains work.
00:33:44
Speaker
But if I'm like, Oh, I thought I wanted to fight, but now the fighting's lame.
00:33:47
Speaker
It just goes away like anything that we try.
00:33:49
Speaker
So what I try to do for goal setting is I sit and I look and I'm like, okay, what, what is my goal?
00:33:55
Speaker
what is my vision like for, for what kind of like, what do I want to experience?
00:34:00
Speaker
Right.
00:34:01
Speaker
And so you may, you may feel like stagnant or something and you may be like, you know what?
00:34:04
Speaker
Like, I'm just a little bit like, I'm just a little bit like stuck.
00:34:09
Speaker
Like I'm just a little bit like existing.
00:34:11
Speaker
I'm just a little blah.
00:34:12
Speaker
Right.
00:34:12
Speaker
So you can say, okay, I want to feel excitement and I want to feel progress and I want to feel contribution.
00:34:20
Speaker
Yeah.
00:34:21
Speaker
Okay, that's actually a pretty good vision.
00:34:23
Speaker
So then you could say, okay, well, in order to feel those things,
00:34:28
Speaker
Why do I wanna feel those things?
00:34:29
Speaker
And generally, honestly, it comes down to a feeling.
00:34:32
Speaker
Jesse Itzler says that.
00:34:33
Speaker
He's like, the one thing that everybody has in common is everybody wants to feel good.
00:34:37
Speaker
So if you ask yourself three times why, you'll generally end up in emotion.
00:34:41
Speaker
I wanna feel love.
00:34:42
Speaker
I wanna feel safety.
00:34:43
Speaker
I wanna feel valuable.
00:34:45
Speaker
I wanna feel alive.
00:34:48
Speaker
It's usually where it ends up, right?
00:34:50
Speaker
I wanna feel comfortable.
00:34:53
Speaker
But then if you go to it and say, okay,
00:34:55
Speaker
Maybe, uh, you know, I want to feel development.
00:34:59
Speaker
I want to feel fire.
00:34:59
Speaker
I want to learn new things.
00:35:00
Speaker
I want to feel like more alive.
00:35:03
Speaker
Okay.
00:35:03
Speaker
Well, maybe I could learn a new physical skill.
00:35:05
Speaker
Well, okay.
00:35:06
Speaker
There's a goal.
00:35:06
Speaker
Learn a new physical skill.
00:35:07
Speaker
What physical skill?
00:35:08
Speaker
Well, jujitsu is a useful one because, you know, part of feeling alive for me is being able to like preserve and protect my family.
00:35:15
Speaker
So I'm going to learn jujitsu because that's a thing that I can learn that's in line with my values.
00:35:21
Speaker
Okay.
00:35:21
Speaker
How do you learn jujitsu?
00:35:22
Speaker
Now we're into programs.
00:35:24
Speaker
Cool.
00:35:24
Speaker
I'm a higher private coach.
00:35:25
Speaker
I'm gonna work with them twice a week.
00:35:27
Speaker
And as long as I do that, I'll get better.
00:35:29
Speaker
Great goal.
00:35:30
Speaker
Right.
00:35:30
Speaker
And it's in line with your vision, but then you can have another one.
00:35:33
Speaker
That's like, I want to,
00:35:36
Speaker
whatever I want to buy a bigger house.
00:35:39
Speaker
Why?
00:35:39
Speaker
I don't know.
00:35:40
Speaker
Like, I don't know that that then fits in your vision.
00:35:43
Speaker
And so it's, there's nothing wrong with having a bigger house, but most goals that people set they don't end up doing.
00:35:49
Speaker
Yeah.
00:35:49
Speaker
You know, and I'm not perfect at this too.
00:35:51
Speaker
Like I said, a lot of goals that I don't end up doing, but the ones that I do end up doing are generally tied to some sort of vision.
00:35:58
Speaker
So like one of them is like, I want my kids to see a great example.
00:36:01
Speaker
That's just,
00:36:02
Speaker
So, you know, it's stuff like, okay, so maybe I want to do something physically hard.
00:36:07
Speaker
So we've been cold plunging at my house lately.
00:36:08
Speaker
Okay.
00:36:09
Speaker
So maybe we say, okay, I want my kids to see an example in their dad.
00:36:13
Speaker
And so if I say, okay, well, one way to do that is cold plunge because that also will be, I'll be an example of health because there's great health benefits from it.
00:36:20
Speaker
So this is a good goal.
00:36:22
Speaker
How, okay.
00:36:22
Speaker
Victory.
00:36:23
Speaker
How cold, how often?
00:36:24
Speaker
All right.
00:36:25
Speaker
45 degrees, three and a half minutes, six days a week.
00:36:28
Speaker
Perfect.
00:36:29
Speaker
Now when I'm sitting there and it's raining outside and it's cold and I don't want to do it,
00:36:34
Speaker
but my kids need to see a good example.
00:36:36
Speaker
So I'll do it.
00:36:37
Speaker
Not, Hey, you said you were going to do it five times.
00:36:39
Speaker
You've only done it four.
00:36:40
Speaker
It's like, yeah.
00:36:42
Speaker
But if it's like, Hey man, your kids are watching.
00:36:43
Speaker
Are you setting a good example?
00:36:44
Speaker
It's like, I'm getting in the water.
00:36:46
Speaker
Like it just, I don't know.
00:36:47
Speaker
I feel like it connects you deeper to whatever it is you're trying to do.
00:36:52
Speaker
Yeah.
00:36:53
Speaker
That's cool.
00:36:53
Speaker
And it seems like it'd be a good way to like kind of process elimination on figure out if you actually want that goal.
00:36:59
Speaker
it's actually like tied to your purpose or it's just something you're thinking of, you don't really care about and you're going to spend three months on it just to quit it anyways.
00:37:06
Speaker
Yeah.
00:37:06
Speaker
Probably helps you get all more.
00:37:08
Speaker
Yeah.
00:37:09
Speaker
There's a second part to the electric triangle that, that talks about that.
00:37:13
Speaker
Like, so that's kind of like the outline of it.
00:37:14
Speaker
And then there's another, there's another, like there's a visual diagram that kind of goes around it.
00:37:18
Speaker
But, um, the last piece of the, of part two is essentially relentlessly hack away at non-essentials.
00:37:25
Speaker
Right.
00:37:26
Speaker
So like,
00:37:27
Speaker
you shouldn't have 25 goals, right?
00:37:29
Speaker
You really should eliminate everything.
00:37:32
Speaker
That's not a hundred percent necessary.
00:37:33
Speaker
Right.
00:37:33
Speaker
So if you say, Hey, I want my kids to see a good example.
00:37:36
Speaker
And I'm like, here are the 91 things I'm going to do to be a good example.
00:37:39
Speaker
It's, it's pick the most impactful three, right.
00:37:43
Speaker
And just hack away.
00:37:44
Speaker
But yeah, then you come out of it with, with things that I feel like are pretty manageable and,
00:37:48
Speaker
Anyway, it works for me.
00:37:49
Speaker
I'm not saying it's like the secret to getting it done, but I have found that if my actions are connected to a vision that aligns with some sort of way that I want to feel, I'm pretty good at getting it done.
00:38:00
Speaker
If it's just something that I feel in the moment that's not connected to some deeper why that aligns with who I am.
00:38:06
Speaker
then either I don't do it or I do it and who cares?
00:38:08
Speaker
Yeah.
00:38:09
Speaker
You know?
00:38:10
Speaker
Yeah.
00:38:10
Speaker
Well, yeah, it seems like it's working great for you.
00:38:13
Speaker
So I don't think there's too many people to have.
00:38:15
Speaker
What do you have?
00:38:15
Speaker
Six kids now?
00:38:16
Speaker
I have six.
00:38:17
Speaker
Six kids, six kids, overall a whole door-to-door vision for...
00:38:22
Speaker
uh, what sun runs, are they the biggest solar company in the country?
00:38:25
Speaker
Okay.
00:38:26
Speaker
Yeah.
00:38:26
Speaker
The largest solar company.
00:38:27
Speaker
And then yeah.
00:38:29
Speaker
Crushing with the family.
00:38:30
Speaker
So if you are not crushing it in those areas, might be something worth trying from.
00:38:34
Speaker
You should ask my wife if I'm crushing it in those areas, but yeah, it's,
00:38:38
Speaker
It's a journey, right?
00:38:39
Speaker
It's a journey.
00:38:39
Speaker
And I think that's the cool thing about like our community, I think is everybody, you don't have to tell people like in this world that you and I are in this like personal development commission based leadership and sales like world.
00:38:52
Speaker
Mm hmm.
00:38:53
Speaker
there's never going to be a conversation where I'm like, Hey, I think you should work on yourself.
00:38:56
Speaker
You're like, well, yeah.
00:38:57
Speaker
Like we all just believe that already.
00:38:59
Speaker
Like where everybody's doing that.
00:39:00
Speaker
And so I've benefited a lot from that community at one, mainly like I just feel happy.
00:39:06
Speaker
Like when I'm, when I'm getting better, I believe that progress is happiness.
00:39:11
Speaker
And so when, when I feel very fortunate to have found a community like that, cause I think a lot of people go to work and they're
00:39:20
Speaker
they're, they're, they're working on a vision that they don't even care about or it's not theirs or they don't have one at all, but you got to work.
00:39:27
Speaker
Right.
00:39:28
Speaker
And then you have, um, a lot of people that are like, Hey, I'm trying to earn this money, but they're killing themselves doing it.
00:39:34
Speaker
And they don't even really know why other than they're just like pursuing it.
00:39:37
Speaker
Right.
00:39:37
Speaker
And so,
00:39:38
Speaker
I think our community here has, you don't have to like encourage someone to develop.
00:39:44
Speaker
And so you often like you experience these wins and you experience like, you know, you can feel actually like proud that you're like getting better and things like that.
00:39:54
Speaker
And it's a real part of our lives.
00:39:56
Speaker
Yeah.
00:39:56
Speaker
And in a lot of people's lives, that's just not part of it.
Innovations in the Solar Industry
00:39:59
Speaker
You know?
00:39:59
Speaker
Yeah.
00:40:00
Speaker
That's good.
00:40:01
Speaker
Well, that's, that's, uh, yeah, that's a cool formula here and definitely give it a shot in my life.
00:40:07
Speaker
That's cool.
00:40:08
Speaker
Cause yeah, I think there's, I think I make that mistake of setting a lot of goals and chasing after things.
00:40:12
Speaker
I don't know.
00:40:13
Speaker
I haven't even done that with jujitsu.
00:40:14
Speaker
So maybe I should do that with jujitsu.
00:40:16
Speaker
Like, why am I training that?
00:40:17
Speaker
The probably better question.
00:40:19
Speaker
And it's there.
00:40:20
Speaker
It's not, it's not like if you're doing it, like I wanted to learn to serve cause learning to serve is awesome.
00:40:26
Speaker
Right.
00:40:26
Speaker
Right.
00:40:27
Speaker
For me.
00:40:28
Speaker
I just, I like it.
00:40:29
Speaker
That said, I have a very specific reason that we do it because I'm telling you at what four o'clock or whatever on a, on a Wednesday that it's awesome.
00:40:38
Speaker
But at four 30 in the morning in a lineup, like in San Clemente where you have professional surfers out there where it's freezing cold and you feel stupid.
00:40:46
Speaker
Yeah.
00:40:47
Speaker
It's not enough to be like surfing is awesome.
00:40:49
Speaker
You have to have, you have to have some reason that you're out there.
00:40:53
Speaker
And so like take something like surfing, the, the vision behind that is I wanted to have something that I can do with my kids forever.
00:41:04
Speaker
I get surf till I'm 80.
00:41:05
Speaker
Right.
00:41:06
Speaker
And so, and I wanted to maximize the place where I live.
00:41:09
Speaker
So
00:41:11
Speaker
if it's four 30 in the morning and I've got a coach waiting for me on the beach and I have to get through this time of like being a beginner in order to ultimately have these experiences with my family, I just do it.
00:41:24
Speaker
I just do it.
00:41:24
Speaker
And so, but I did have to get clear on that because it's expensive and it's time consuming and it's really hard and it's super uncomfortable.
00:41:30
Speaker
Like it's, it's so hard.
00:41:32
Speaker
Right.
00:41:33
Speaker
And so you'd quit a long time ago if you didn't have a really clear why, but I just have this vision of like, no, I'm like,
00:41:39
Speaker
when my children come to visit me with their grandkids, one tradition that I have with my oldest son is we surf every Christmas Eve.
00:41:46
Speaker
It's like brought me so much happiness.
00:41:47
Speaker
Like it's one of those things where it's like, if it's Christmas Eve and we're in town, we're surfing.
00:41:53
Speaker
And,
00:41:55
Speaker
I can't put a price on those memories with him, you know?
00:42:00
Speaker
And I had a great, great dad, but we didn't surf together Christmas Eve.
00:42:03
Speaker
You know what I mean?
00:42:04
Speaker
And so for me, it's like, I want something that I can enjoy with my son to the, that you can't buy.
00:42:09
Speaker
Yeah.
00:42:10
Speaker
And so cool.
00:42:10
Speaker
Yeah.
00:42:10
Speaker
I'll get up at whatever time.
00:42:12
Speaker
And I'll endure whatever I have to endure in order to get there.
00:42:15
Speaker
And then once you get there, it feels amazing.
00:42:17
Speaker
Yeah.
00:42:17
Speaker
You know?
00:42:18
Speaker
Well, and we talked about this, I think, last podcast too.
00:42:20
Speaker
But once you do it for a long time and get good at it, it becomes a lot more fun too.
00:42:25
Speaker
I'm sure it's probably more fun waking up 4 a.m.
00:42:27
Speaker
than on day one when you started.
00:42:29
Speaker
Yeah.
00:42:30
Speaker
When you first start and there's good waves and you wake up early, you're like scared.
00:42:33
Speaker
You're like, oh, crap.
00:42:34
Speaker
The crowd's going to be rough.
00:42:36
Speaker
Yeah, it's going to be big.
00:42:37
Speaker
But now you look at it and you're like, oh, I'm going to get it.
00:42:40
Speaker
Like this is...
00:42:41
Speaker
I can actually like, I'm going at this for the right reasons, you know?
00:42:44
Speaker
Yeah.
00:42:44
Speaker
Yeah.
00:42:45
Speaker
That's awesome.
00:42:46
Speaker
Well, Ty, before we run out of time here, I wanted to ask you one question that I thought all that stuff wasn't planned, but I'm glad we jumped into that.
00:42:53
Speaker
Sure.
00:42:53
Speaker
But the question, um, I was thinking of going back to kind of the transition Vivint Solar to Sunrun.
00:43:01
Speaker
Um, at the time we're recording this, we had another big, I guess you could say transition this year with net metering three rolling out in California and
00:43:08
Speaker
And like you said, there's changes happening every year is still a new industry.
00:43:13
Speaker
Times change all the time.
00:43:15
Speaker
So what do you what's something you do to like keep your reps just bought in?
00:43:22
Speaker
Because like as there's changes, I see it all the time.
00:43:26
Speaker
We a lot of reps that we have starting with us.
00:43:29
Speaker
They had been in solar before any M3 came out, but they're like, oh, I didn't think solar was still even good.
00:43:34
Speaker
So I quit and started selling something different.
00:43:37
Speaker
And they're seeing that we're still getting sales.
00:43:40
Speaker
And then they come back.
00:43:40
Speaker
But for you, like, how do you when like when Vivid Solar became Sunrun, when any M2 became any M3?
00:43:48
Speaker
How do you kind of, I don't know, maybe spin it in a good way and like keep these reps motivated, keep them hiding when the changes that sometimes maybe at the time could seem super negative to some people.
00:43:58
Speaker
Like, I don't know, is there any secret that you've seen or anything that helps as people, maybe people listening are going through changes in their markets, changes in their company.
00:44:06
Speaker
Maybe you have to pay a little bit less, whatever it is.
00:44:09
Speaker
What are some things that have helped you guys just like keep reps bought in and go through some of the tough things like that?
00:44:16
Speaker
That's a great question.
00:44:17
Speaker
Um, did we talk about the prestige last time?
00:44:19
Speaker
Do you remember that movie?
00:44:20
Speaker
The prestige?
00:44:20
Speaker
Have you seen it?
00:44:21
Speaker
Yeah, I've seen that.
00:44:22
Speaker
So, um, there's this line in the prestige when they're talking about magic and there's basically saying like, you know, uh, how do you do it?
00:44:31
Speaker
Like, what's the secret?
00:44:33
Speaker
And, and the, there's this dialogue back and forth and he's like, um,
00:44:39
Speaker
you know, he's like, these tricks are always super disappointing or whatever, because once you see how they work, right, there's disappointing.
00:44:45
Speaker
And he's like, so how do you do this one?
00:44:46
Speaker
And he's like, well, this, this trick is the most disappointing of all.
00:44:49
Speaker
There's no trick.
00:44:51
Speaker
Right.
00:44:51
Speaker
And then you realize in the movie, there's actually two people, like there's no magic to it.
00:44:54
Speaker
Like it's a very practical way of doing the illusion that they're doing.
00:44:58
Speaker
So when I think of that, uh,
00:45:00
Speaker
how do I get reps bought in or how do I get them to see the bright side?
00:45:05
Speaker
I don't, I don't, if it's not good, I can't convince them it's good.
00:45:11
Speaker
And if it's not,
00:45:13
Speaker
favorable for the customer.
00:45:15
Speaker
I can't convince that I don't have that power.
00:45:17
Speaker
Right.
00:45:18
Speaker
The thing that we've relied on is I actually do think it's good.
00:45:22
Speaker
And I actually do think there's a lot of positives to the change.
00:45:26
Speaker
And so it has, I just tell them what I see.
00:45:30
Speaker
Right.
00:45:30
Speaker
I was with a group last night.
00:45:32
Speaker
And one of the things that I always tell people when, when we're working on bringing groups over, they say, I actually don't
00:45:37
Speaker
feel like I recruit people.
00:45:38
Speaker
I don't feel like I'm a recruiter.
00:45:39
Speaker
I feel like I expose you to the business and I'll just show it to you.
00:45:42
Speaker
And if you think it's good, you'll do it.
00:45:44
Speaker
And if you see what I see, you'll probably do it.
00:45:47
Speaker
But I don't have like slick wording and things that like, Oh, this gets them every time I have a move, right?
00:45:53
Speaker
It's more like,
00:45:55
Speaker
Let me show you why I'm here and let me show you what I see and let me show you where I think this is going.
00:46:01
Speaker
Right.
00:46:01
Speaker
And so for those that don't know what NEM3 is, in solar, especially in the state of California, we had a net metering agreement with utility company where basically you put solar panels on a house, sun hits the roof.
00:46:15
Speaker
And during the day, we make a lot more power than you need, right?
00:46:19
Speaker
Because then the night comes and you have to be able to power the house through the night.
00:46:22
Speaker
So before this year, we didn't really do much storage.
00:46:25
Speaker
And so the way it would work is the sun would hit the panels,
00:46:28
Speaker
and you would get credits in a meter.
00:46:30
Speaker
So I'd look at that like a bank account.
00:46:31
Speaker
Like I can take cash and put it in a bank account.
00:46:33
Speaker
And then when I need to pull out the cash later, I can pull the cash out.
00:46:37
Speaker
So that's what you basically do is you put power into the grid.
00:46:40
Speaker
And then when you need it, you can pull it out.
00:46:41
Speaker
It was a one-to-one credit pretty much, right?
00:46:43
Speaker
Pretty much.
00:46:45
Speaker
It was a one-to-one credit with the first NEM.
00:46:47
Speaker
With NEM 2, it was a little bit different.
00:46:48
Speaker
Yeah.
00:46:50
Speaker
But for the sake of simplicity, we'll say it was a one-to-one credit.
00:46:52
Speaker
So I could put 30 kilowatt hours of power into the day or into the grid in the day.
00:46:56
Speaker
And then at night, if I use 30 kilowatt hours, then I'm even, right?
00:47:01
Speaker
So what NEM3 did is it basically gives you 20 cents on the dollar.
00:47:05
Speaker
So if I put a hundred kilowatts into the grid during the day, I can only pull out 20.
00:47:11
Speaker
It's a terrible deal, right?
00:47:13
Speaker
So it's like,
00:47:15
Speaker
I always say like, imagine if you went to the bank and the bank's like, sure, yeah, we'll store your money.
00:47:19
Speaker
We'll give you 20 cents on the dollar.
00:47:20
Speaker
So you give me a thousand dollars and you can have 200 back.
00:47:22
Speaker
You'd be like, well, I'm not going to give you, that's terrible.
00:47:25
Speaker
So the thing is this, before this year, we should have, we, the collective solar industry should have innovated and been putting batteries on every house.
00:47:38
Speaker
We should have, because it's better for, we have this problem with the grid where, you know, the grid's over a hundred years old.
00:47:44
Speaker
Right.
00:47:44
Speaker
So you go back a hundred years ago.
00:47:47
Speaker
How many people were living in this place that you and I are sitting in now a hundred years ago?
00:47:52
Speaker
Right.
00:47:52
Speaker
Like it would have been 1923.
00:47:54
Speaker
Yeah.
00:47:55
Speaker
Like you see the pictures from then.
00:47:56
Speaker
It's like a field out here.
00:47:57
Speaker
Right.
00:47:58
Speaker
So the, you know, when you look at the, the, when the grid was built, the technology that it was built with the increase in population and the increase in personal demand, like not only are there more people here, but we use exponentially more power per person now.
00:48:13
Speaker
from the computers to the electric bikes, to electric cars, to electric appliances, to electric heaters, everybody has air conditioning, like climate control and all that, like internal climate control and all that stuff has really changed the way we use electricity.
00:48:25
Speaker
So we use exponentially more power.
00:48:27
Speaker
So we're using a grid and an infrastructure that eventually won't work.
00:48:32
Speaker
You know, experts give us like 80 years of burnable coal, gas and oil until we're out at our current consumption rate, yeah.
00:48:38
Speaker
So if we don't change like the way we fuel our lives and we just continue to burn coal, gas and oil, not only does it have profound, pretty inarguable environmental effects, but we just flat out run out.
00:48:51
Speaker
So every time anyone wants to talk to me about climate change, I'm like, it doesn't actually matter.
00:48:54
Speaker
If you don't change, you run out.
00:48:56
Speaker
So you got to change.
00:48:57
Speaker
Right.
00:48:57
Speaker
Right.
00:48:58
Speaker
Side note, it's very compelling evidence that the carbon dioxide that's or the carbon that's in the air is changing the climate.
00:49:05
Speaker
But as as we look at that, so I look at, OK, we should have done batteries a long time ago.
00:49:12
Speaker
Why didn't we do batteries?
00:49:15
Speaker
Why do you think?
00:49:15
Speaker
Because we didn't, we wanted to save people more money.
00:49:17
Speaker
Yeah.
00:49:18
Speaker
We didn't have to like, it's the same reason that the U S post office should have gotten more efficient a long time ago, but they didn't have to until UPS and FedEx and DHL came along and then they're like, Oh crap, we got some real point.
00:49:31
Speaker
Yeah.
00:49:31
Speaker
We got some real like threat now.
00:49:32
Speaker
So we have to innovate.
00:49:34
Speaker
So we never really pushed batteries before because you know, they were expensive for the customers and the process was hard.
00:49:42
Speaker
And, you know, technology was pretty early and, you know, it didn't necessarily make more money for selling it.
00:49:49
Speaker
The supply was low.
00:49:50
Speaker
There's a million reasons not to do it, but it was better for the progress of the industry is better for the customer.
00:49:55
Speaker
But reps were making so much money and customers were saving so much money that, excuse me, we just didn't do it.
00:50:01
Speaker
So the good thing with NEM3 is when something comes out and they say, hey, now you got to do something that if that if that power hits the grid, you're getting 20 cents on the dollar, depending on when you put it into the grid.
00:50:11
Speaker
Right.
00:50:12
Speaker
So now we say, OK, well, if that happens, that actually kills solar in the state of California.
00:50:18
Speaker
So side note is really like it was a really.
00:50:21
Speaker
terrible thing that got passed.
00:50:22
Speaker
Like it's not good for the state.
00:50:23
Speaker
It's not good for solar adoption.
00:50:24
Speaker
We made it work.
00:50:25
Speaker
And I actually think we're in a much better place because we did make it work.
00:50:28
Speaker
But the state shouldn't have done that, right?
00:50:29
Speaker
Like we're one of the most solar friendly states.
00:50:31
Speaker
We're one of the most highly populated states and we have the highest energy costs and the most restriction around extracting coal gas and oil.
00:50:37
Speaker
Like it was a stupid thing.
00:50:39
Speaker
But we did it.
00:50:39
Speaker
So anyway, the now immediately kind of like from one quarter to the next, we were faced with, hey, if their power hits the grid, the exchange rate's really bad.
00:50:52
Speaker
It's not a good deal anymore.
00:50:53
Speaker
So we had to figure out batteries because if you put a battery on the side of the house and the extra kilowatt hours don't touch the grid, they go into the battery.
00:51:02
Speaker
Well, then you're a little bit more self-sufficient.
00:51:04
Speaker
You get a better deal.
00:51:05
Speaker
Right.
00:51:06
Speaker
And on top of that, you get power at night or in the event of an emergency.
00:51:11
Speaker
And in California, we have a lot of emergencies and a lot of threats of emergency, not just like from fires and things like that.
00:51:16
Speaker
When there's fires, they shut off the electricity.
00:51:18
Speaker
When there's extreme wind and high risk of a wildfire starting, they shut off the electricity.
00:51:23
Speaker
When the grid is overstrained, which is happening increasingly more, they shut off the electricity.
00:51:28
Speaker
When there's earthquakes and things like that, they shut off the gas and the electricity.
00:51:34
Speaker
And so the benefits of a forced storage product kind of by way of the law that they passed or the legislation that they passed is it's actually better for customers.
00:51:46
Speaker
we just had to figure it out immediately.
00:51:48
Speaker
Like we were in like a have to situation.
00:51:51
Speaker
So we went from adopting like in at least our channel, we were doing like 5% batteries for the most part.
00:51:57
Speaker
Now we're over 90%.
00:51:58
Speaker
That happened in six months, right?
00:52:00
Speaker
So we figured out how to price it.
00:52:02
Speaker
We figured out how to install it.
00:52:03
Speaker
We figured out how to maximize it.
00:52:04
Speaker
We figured out how to minimize main panel upgrades.
00:52:08
Speaker
We figured out how to move things through.
00:52:10
Speaker
I saw a thing just yesterday that our timelines are 7% faster now with batteries on almost 100% of our accounts.
00:52:16
Speaker
than they were before, which is insane.
00:52:18
Speaker
It's impressive.
00:52:19
Speaker
Yeah.
00:52:19
Speaker
But anything that you work really hard on, you're going to probably figure out if you have the right team and the right resources.
00:52:24
Speaker
And the one thing about Sunrun is we've got pretty much endless resources.
00:52:27
Speaker
It's a real blessing.
00:52:29
Speaker
So back to the original question, how did we get people...
00:52:34
Speaker
How did, how did we still do?
00:52:35
Speaker
I mean, California is still one of, it's the biggest state.
00:52:38
Speaker
We do more volume in the state of California than any other state.
00:52:41
Speaker
Yeah.
00:52:42
Speaker
So how do we maintain that?
00:52:43
Speaker
Well, we just helped people see that.
00:52:44
Speaker
We just basically said, and if it was bad, they would have seen that it was bad.
00:52:47
Speaker
I can't convince someone a good deal or a bad deal is good.
00:52:51
Speaker
So, um,
00:52:52
Speaker
What we said to him is we're like, listen, this is going to be hard for us.
00:52:56
Speaker
It's going to kill everybody else.
00:52:57
Speaker
So I look at it like chemotherapy.
00:52:59
Speaker
No one wants to have cancer.
00:53:00
Speaker
Right.
00:53:01
Speaker
But basically what chemotherapy does is it takes you pretty much.
00:53:05
Speaker
It gives you the maximum allowable dosage of pretty much poison into your body to kill the cancer and keep you alive.
00:53:12
Speaker
So it's kind of what happened in the industry, honestly, like it.
00:53:14
Speaker
pretty much killed everybody else that didn't have resources, that didn't have a plan, that was only in it for low interest rates, that really was just in this to take advantage of a moment in time.
00:53:24
Speaker
And it flushed them out.
00:53:27
Speaker
Because you don't have the funds and you don't have the innovation and you don't have the resources and you don't have the headcount and you don't have the connections and the technology to actually solve this problem.
00:53:36
Speaker
And so what it did for us,
00:53:37
Speaker
is now you look at what this will be in a year or two.
00:53:41
Speaker
We've already installed more batteries than anybody else.
00:53:44
Speaker
You go a year or two later, we're now starting to do stuff where we sell power back to utility companies that are stored in our batteries.
00:53:50
Speaker
So there was a, you know, there was an article that came out the other day that in, uh,
00:53:54
Speaker
uh, in last August and I think part of September, we were selling 30 megawatts of power a night to PG and E 30 megawatts a night because our power is cheaper than the power that they source.
00:54:07
Speaker
Uh, you know, when there's heat waves and things like that.
00:54:08
Speaker
So when you go out a couple of years and you need to partner with utility companies because you know, the, the, the grid is wildly outdated and the source of their power is becoming more and more expensive.
00:54:20
Speaker
Yeah.
00:54:21
Speaker
it's a bit like an outliers thing, right?
00:54:23
Speaker
Where it's like, oh, it just so happens that when this problem reached its max tipping point, there was Sunrun with years of experience and hundreds of thousands of dollars of installed batteries.
00:54:32
Speaker
And of course we get the contract and we get the jobs and our business becomes more valuable.
00:54:36
Speaker
And so that's actually what we're doing.
00:54:37
Speaker
Like we sell solar and we acquire solar customers, but really we're building an alternative grid.
00:54:42
Speaker
That's where a lot of the value of the company is going to come from.
00:54:44
Speaker
So we now have 1.1 megawatts of, or gigawatts of solar.
00:54:51
Speaker
stored in batteries in the state of California.
00:54:52
Speaker
We've only been doing this really for six months.
00:54:54
Speaker
So in the event of a fire up north, we can send them power in the event of a heat wave in San Diego, like happened a couple of years ago, rather than buying expensive power from out of state, we can deploy it from our batteries to the utility company.
00:55:07
Speaker
So really it's getting to the point where I believe it's the answer.
00:55:10
Speaker
to the grid problem of what are you gonna do with a grid that's old and with a power source that's depleting?
00:55:17
Speaker
Well, you need supplement through renewable energies and that you can either build nuclear power plants, which take years and cost billions of dollars and require tons of regulation, or we can just put a bunch of batteries on sides of houses and tap it.
00:55:30
Speaker
So I look at like, you look at something like,
00:55:34
Speaker
say like a big event's coming to the Super Bowl or something like that is coming.
00:55:38
Speaker
You could buy a bunch of taxi cabs to service it, or you can incentivize the people with Uber and you can basically mobilize them.
00:55:44
Speaker
That's kind of what we've done is we've basically said, well, let's just incentivize customers, put batteries on the side of their house.
00:55:50
Speaker
Let's, let's sell the power to the utility company when the customers aren't using it.
00:55:54
Speaker
The customer is going to benefit from that.
00:55:55
Speaker
The customer makes money doing that.
00:55:57
Speaker
And so do we.
00:55:58
Speaker
So it's, it's probably the best bad thing that's ever happened to us.
00:56:03
Speaker
Like pandemic followed by an M3 followed.
00:56:06
Speaker
I mean, it's just been one thing after another.
00:56:08
Speaker
But what happens is you come out of it with like this crazy technology and really good processes because you had to figure them out.
00:56:16
Speaker
And so now we're getting to the point where we're innovating so much and we're investing so much in like,
00:56:22
Speaker
differentiated products that we don't do the same thing as other companies.
00:56:25
Speaker
We don't like, it's not working for Sunrun and working for like a different company or like a dealer.
00:56:30
Speaker
It's just, it's not the same business.
00:56:32
Speaker
Right.
00:56:33
Speaker
So I think what's, what worked is Sunrun is really fast at acting.
00:56:39
Speaker
Like when they see stuff six months ahead, they start working on it.
00:56:43
Speaker
Then they don't, you know, a lot of our competitors are kind of like waiting to see what we do.
00:56:49
Speaker
but we're working on things right now that a lot of competitors don't even know that is coming by way of like regulation.
00:56:53
Speaker
P.S.
00:56:55
Speaker
What happens in California from like a, like a process and policy standpoint usually happens everywhere else.
00:57:00
Speaker
Yeah.
00:57:00
Speaker
So you can't just run to Arkansas or you can't just like go to Oklahoma.
00:57:04
Speaker
Right.
00:57:05
Speaker
Like,
00:57:06
Speaker
NEM3 will likely be a reality of everybody else.
00:57:08
Speaker
And actually, frankly, I think it's an equitable deal.
00:57:12
Speaker
The power company can't just keep giving one-to-one credits.
00:57:15
Speaker
They'll go out of business.
00:57:16
Speaker
We need the power company because we don't want to build a new distribution-like infrastructure, right?
00:57:22
Speaker
So what happens then is...
00:57:26
Speaker
we now have, since I've been in solar, we've been worried about tax credits going away.
00:57:31
Speaker
And we've been worried about this like oncoming war with the utility company.
00:57:34
Speaker
What's going to happen when there's a war and we pick who's, who's going to, is it going to be solar?
00:57:38
Speaker
Is it going to be conventional fossil fuels?
00:57:40
Speaker
Now I don't think there's going to be a war.
00:57:41
Speaker
I think there's going to be a partnership and we're kind of already doing it to where they're going to get to a point where it's like, Hey, it's really expensive for us to buy coal, gas, and oil.
00:57:48
Speaker
And it's really damaging.
00:57:50
Speaker
And we're like, well,
00:57:51
Speaker
we can build the equivalent to two nuclear power plants a year.
00:57:54
Speaker
That's what we're doing with our batteries.
00:57:56
Speaker
So why don't you just buy it from us?
00:57:58
Speaker
And they're like, yeah, that's a good idea.
00:57:59
Speaker
We're like, cool.
00:58:00
Speaker
We sell power now to the utility company.
00:58:01
Speaker
We sell power to customers.
00:58:02
Speaker
It's a good business, right?
00:58:04
Speaker
And so the NEM3 forced that.
00:58:07
Speaker
We probably never would have had the incentive to do it because things were so good before.
00:58:12
Speaker
But it's like an obstacle is the way type thing, right?
00:58:15
Speaker
You get forced with something like that and it's like, well,
00:58:18
Speaker
Any innovation that's happened in history is generally brought on by some sort of struggle.
00:58:22
Speaker
It's like, oh, well, yeah, we learned how to do this because this happened.
00:58:25
Speaker
Yeah.
00:58:25
Speaker
You know?
00:58:26
Speaker
Yeah.
00:58:26
Speaker
That's a good point.
00:58:28
Speaker
So, yeah, for leaders listening to this, because I know that's something that I struggle with it.
00:58:32
Speaker
Smaller companies will, number one, probably good, especially when there's massive changes.
00:58:36
Speaker
It's definitely an advantage to be with a company that plans ahead, has resources, has
00:58:40
Speaker
Cause I think that's where we've seen a lot of these smaller companies in California.
00:58:44
Speaker
They all disappeared.
00:58:45
Speaker
Cause they, I don't see, I don't know where they are anymore.
00:58:48
Speaker
They used to be such a, they used to be such a part of our lives and now they're just not like they're just from one moment to the next.
00:58:53
Speaker
But it does also like back to the conversation of like electric triangle.
00:58:57
Speaker
Like again, my career is based off that.
00:58:58
Speaker
So it's like people ask me all the time.
00:59:00
Speaker
Why wouldn't you go start your own company?
00:59:02
Speaker
Yeah.
00:59:03
Speaker
Well, you gotta go back to the vision that I see, right?
00:59:06
Speaker
I believe Sunrun is going to be the largest power company in North America.
00:59:10
Speaker
I ultimately value options and security.
00:59:12
Speaker
So I want to have the option to live my life however kind of
Sunrun's Vision and Personal Career Goals
00:59:17
Speaker
I choose.
00:59:17
Speaker
And there's more to it than that, but suffice it to say, that's what I value.
00:59:20
Speaker
So what path is most likely to give me the most options?
00:59:23
Speaker
I could take a wild, wild, unlikely risk
00:59:27
Speaker
on starting a company that can somehow differentiate or do something better than the monster that Sunrun is.
00:59:35
Speaker
Unlikely, right?
00:59:36
Speaker
So my path to freedom and options, now I'm actually on the risk-taking path, which I don't value, right?
00:59:42
Speaker
I'm a security and options person at my heart, right?
00:59:45
Speaker
So when I look at that, it's okay, I think they're most likely to get there, right?
00:59:51
Speaker
And so then when I look at what do I have to do to participate in it,
00:59:54
Speaker
Well, then I get in and I set some victory metrics.
00:59:56
Speaker
I want to create this level of growth.
00:59:58
Speaker
And I think if I do this, we'll be on the cutting edge.
01:00:00
Speaker
And I think we'll, you know, aid in the growth of the company by contributing X percent of growth every single year.
01:00:06
Speaker
And then we go to programs and say, OK, in order to grow X percent a year, what do we got to do?
01:00:10
Speaker
And we just figure it out.
01:00:11
Speaker
Right.
01:00:11
Speaker
So, again, the gap between
01:00:15
Speaker
what Sunrun does.
01:00:16
Speaker
I always say like, if you're a real estate investor, like a mogul, like say you have like tons and tons and tons of, of real estate, um, you know, in your portfolio that you own.
01:00:27
Speaker
And then I just got a job as a realtor.
01:00:29
Speaker
I could say that we're both in real estate, but we do very different things.
01:00:33
Speaker
Right.
01:00:33
Speaker
And so Sunrun is a power company, right?
01:00:35
Speaker
We, we, we finance, we,
01:00:37
Speaker
we design, we install, we market, and we service solar customers in 25-year increments.
01:00:45
Speaker
Other companies sell contracts.
01:00:47
Speaker
So they're realtors, real estate investors.
01:00:49
Speaker
One's not bad, but you have to know why you're doing it.
01:00:52
Speaker
So if you're going to like a small, risky company to make an impact in the solar company, you're in the wrong spot.
01:00:57
Speaker
They're not going to make an impact.
01:00:58
Speaker
If you're saying, I am in this to get the most per kilowatt for the next six months, okay, maybe.
01:01:04
Speaker
Maybe, right?
01:01:05
Speaker
Maybe.
01:01:06
Speaker
But...
01:01:07
Speaker
For the most part, again, you have to know why you're there.
01:01:11
Speaker
Right.
01:01:11
Speaker
And then it then it guides your decision making.
01:01:13
Speaker
If you say, OK, this is really what I want.
01:01:16
Speaker
Then, you know, the path at Sunrun in some ways has been harder.
01:01:18
Speaker
Right.
01:01:19
Speaker
We had to figure out batteries, which is really hard to do.
01:01:22
Speaker
Most people just tuck tail and went to a market that was easier.
01:01:24
Speaker
Right.
01:01:25
Speaker
But 10 years from now, I think I'm gonna be really glad we did that work.
01:01:28
Speaker
And the other people that just kind of tucked tail and went to a different market, I mean, you can have your hard time now or you can have your hard time later.
01:01:33
Speaker
I choose to have my hard time now.
01:01:35
Speaker
And that's the same way with everything.
01:01:36
Speaker
I could save my money and have a hard time now and an easy time later, or I could spend all my money now, have a great time now and a hard time later.
01:01:42
Speaker
I just tend to be the type that says, no, I just...
01:01:46
Speaker
Might as well do the hard thing now because I don't know what's going to happen in the future.
01:01:49
Speaker
That's that safety and security side of me again.
01:01:51
Speaker
Yeah.
01:01:52
Speaker
You know what I mean?
01:01:53
Speaker
Well, it's funny that like with batteries here, there's more savings than I think almost any other market still.
01:01:59
Speaker
And it's funny because people in California are like, oh, there's like no savings.
01:02:03
Speaker
And everywhere else in the country is like, we don't have savings ever.
01:02:05
Speaker
We're doing full backup, no cost to the customer, still saving people money.
01:02:09
Speaker
Yeah.
01:02:09
Speaker
And utility prices are going to continue to increase.
01:02:11
Speaker
So all it is is a reset, right?
01:02:13
Speaker
It's just when I first started selling solar, the base rate for electricity and SCE where I was selling was 13 cents.
01:02:19
Speaker
That was tier one electric rates.
01:02:22
Speaker
We were selling a PPA for 15 cents.
01:02:24
Speaker
So I'm used to saving people three to $9 a month, you know?
01:02:28
Speaker
And then it went up to where people were saving 40%.
01:02:29
Speaker
It's like, it's a pretty easy sale.
01:02:33
Speaker
It's better.
01:02:34
Speaker
It's way cheaper.
01:02:34
Speaker
And then this kind of reset it.
01:02:37
Speaker
So now people are saving 10 to 15% again.
01:02:40
Speaker
And, but the product's much better.
01:02:42
Speaker
Right now, you now you can have full home backup.
01:02:44
Speaker
Now you've got some independence and stuff.
01:02:47
Speaker
But as the prices continue to increase, I believe we'll get back to that same savings level that we saw before and we'll run up.
01:02:53
Speaker
Now, when we do that again, we'll be so far ahead.
01:02:58
Speaker
Anybody else that that's where the opportunity is like.
01:03:00
Speaker
So again, back to like outliers.
01:03:02
Speaker
Weird that when the computer revolution happened, Bill Gates already had however many hours of programming.
01:03:06
Speaker
He was one of like a couple people in the world.
01:03:08
Speaker
So he wrote that up, right?
01:03:11
Speaker
We have not yet seen the big shift from fossil fuel-based power to electric.
01:03:17
Speaker
We're working on it, and it's much better than it used to be, but it hasn't become, we haven't seen mass adoption yet.
Aligning Personal Goals with Career Visions
01:03:24
Speaker
but we've seen it in a lot of things.
01:03:25
Speaker
We've seen it in computers, we've seen it in cell phones, seen it in social media.
01:03:29
Speaker
We'll see it in transportation and we will definitely see it in electricity.
01:03:35
Speaker
So if I know my long-term goal and what I'm good at and where, what I want to be a part of this choice to me seems really obvious, right?
01:03:41
Speaker
But if you don't know what you want, then you make all kinds of crazy decisions.
01:03:44
Speaker
You know what I mean?
01:03:45
Speaker
Yeah.
01:03:45
Speaker
That's awesome.
01:03:46
Speaker
Yeah.
01:03:47
Speaker
So I think that's the theme of the podcast today.
01:03:49
Speaker
Make sure you know what you want and go through that electric triangle.
01:03:52
Speaker
Like Ty was talking about, figure out if your goals align with your vision and you know, you're doing things that you actually want and need in your life.
About the 'Electric People' Podcast
01:04:01
Speaker
Um, and before I forget, I, um, I'm sure you probably mentioned this last time, but you have your podcast, electric people.
01:04:09
Speaker
You still are coming out with episodes.
01:04:11
Speaker
What is that weekly?
01:04:12
Speaker
Um, yeah, I try to do weekly.
01:04:13
Speaker
It's, uh, it's actually a sun run sponsored podcast.
01:04:16
Speaker
So, um, it mostly features our sales leaders, but lately we've had a lot of like, uh, um, just other people that are electric, like in their, their field.
01:04:24
Speaker
So I just did Mikey Taylor's, Mikey Taylor's pro skateboarder that, um, has turned into a big real estate investor guy.
01:04:29
Speaker
Yeah.
01:04:30
Speaker
who I actually randomly knocked his door when I was selling full time.
01:04:33
Speaker
That's actually how I know Mikey Taylor is like a knocked into him.
01:04:37
Speaker
Yeah.
01:04:37
Speaker
We do a lot of authors.
01:04:38
Speaker
We do a lot of like athletes.
01:04:39
Speaker
And anyway, the point of that show is that the things that make you successful in one field are exactly the same as what would make you successful in another.
01:04:46
Speaker
So it's been a good project.
01:04:48
Speaker
We've been a little less consistent on the releases.
01:04:50
Speaker
We have a hundred and I don't know, 40 episodes maybe now that, so it's like,
01:04:53
Speaker
we try to do it every week, but it ends up being probably more like two a month that we ended up putting out.
01:04:57
Speaker
Okay.
01:04:58
Speaker
Yeah.
01:04:58
Speaker
But it's a fun project.
01:04:59
Speaker
Yeah.
01:04:59
Speaker
No, it's super cool.
01:05:00
Speaker
Still one of my favorite podcasts.
01:05:01
Speaker
So go check that out.
01:05:02
Speaker
Yeah.
01:05:03
Speaker
Um, solarpreneur approved, um, electric people podcast.
01:05:08
Speaker
And, um, then if people want to reach out to you more, um, you want to drop you on social media, Ty, what's the best, uh, best way to reach out to you.
01:05:16
Speaker
Yeah.
01:05:17
Speaker
So yeah, social media is probably the best.
01:05:18
Speaker
It's just at Tyler L Williams on Instagram.
01:05:21
Speaker
That's pretty much the only one I use.
01:05:22
Speaker
I don't,
01:05:23
Speaker
I mean, I have the other ones, but that's pretty much the only one I use.
01:05:25
Speaker
And actually I get a lot, like that's where a lot of, um, a lot of our growth is kind of like, I don't know how much you get it, but like through the podcast, a lot of people will reach out and say, man, this sounds really interesting.
01:05:35
Speaker
Or I really enjoyed this one.
01:05:36
Speaker
There's not many, you know, there's kind of chance.
01:05:38
Speaker
All right.
Evaluating Opportunities and Overcoming Slumps
01:05:39
Speaker
Always says this.
01:05:39
Speaker
He was, he was my boss for years.
01:05:41
Speaker
There's kind of four things that make an opportunity, right?
01:05:43
Speaker
Like the four, like, like peaks of the mountain that make an opportunity good.
01:05:48
Speaker
So first is the opportunity to earn.
01:05:49
Speaker
That's why most people like start working is you got to make money.
01:05:52
Speaker
Right.
01:05:53
Speaker
So if you can make good money, cool.
01:05:54
Speaker
That's awesome.
01:05:55
Speaker
Number two is, do you like the company?
01:05:58
Speaker
Like, is the cause good?
01:05:59
Speaker
Like, are you, some people are like, oh, I make good money, but this is like this crappy company or like, I have to like do things that I don't love, but whatever the money's good.
01:06:07
Speaker
If you can say, Hey, I actually earned pretty well.
01:06:09
Speaker
And I really like, I like this company.
01:06:12
Speaker
I like the mission.
01:06:13
Speaker
It's cool.
01:06:13
Speaker
I feel like it's important and that's a blessing.
01:06:16
Speaker
Uh, third thing is the opportunity to develop.
01:06:19
Speaker
Like, do you have the opportunity to do, to like grow and to get better at the things that you're doing?
01:06:25
Speaker
Right.
01:06:27
Speaker
Uh, and then the, the fourth and final is the people.
01:06:30
Speaker
And if you hit all four of those things, it's pretty rare.
01:06:34
Speaker
Yeah.
01:06:35
Speaker
And so I feel like, like looking at this for me, it's like, okay, well, earnings are great, better than I deserve.
01:06:41
Speaker
Uh, company is cool.
01:06:42
Speaker
It's really important.
01:06:43
Speaker
I actually think the work we're doing is probably the most important work I could be doing from a professional standpoint.
01:06:47
Speaker
So that's pretty awesome.
01:06:48
Speaker
Yeah.
01:06:48
Speaker
Then when I look at leadership opportunity, like so much, so much opportunity to grow and do things and try my hand at things.
01:06:55
Speaker
And then the people that I work with are like literally the people that I'd spend my time with if I didn't have to, you know, so that's kind of how I evaluate it.
01:07:01
Speaker
Yeah, that's good.
01:07:03
Speaker
Yep.
01:07:03
Speaker
So if you were looking for a home, especially, you know, in markets where there is change, definitely good to have a company with resources.
01:07:10
Speaker
And what's cool is as Sunrun does something, I think everyone else follows because I know you guys are kind of pioneering a lot of
01:07:16
Speaker
you know, stuff with batteries and things that are going on in the solar industry.
01:07:21
Speaker
Um, but Ty, it's been awesome having you on today.
01:07:23
Speaker
I know you gotta know you're busy guy, got a lot of, a lot of people you're helping and you're an electric person yourself.
01:07:29
Speaker
Um, so we appreciate you, appreciate you having, uh, coming on for the second time.
01:07:33
Speaker
Um, and last question, if someone is struggling, maybe some advice to like a struggling rep or someone that's, uh, maybe getting back in, maybe they thought solar wasn't good anymore.
01:07:43
Speaker
They're coming back in.
01:07:44
Speaker
What would you say as a final thought here for our listeners?
01:07:48
Speaker
Predictably get really clear on why you're doing it.
01:07:50
Speaker
Okay.
01:07:51
Speaker
Right.
01:07:51
Speaker
You've got to know why you're doing it.
01:07:53
Speaker
But I do have a couple of questions that I'll ask people that help kind of pull them out of ruts, myself included.
01:07:59
Speaker
Generally, you kind of get into slumps when you stop.
01:08:05
Speaker
When your action is lower, right?
01:08:07
Speaker
When you get weird, when you, when you, when you, you can't like worry and work at the same time.
01:08:11
Speaker
So if worry has increased, it's likely that work has decreased, right?
01:08:14
Speaker
You're too busy working to worry.
01:08:16
Speaker
And when you're working, things are getting better.
01:08:17
Speaker
So you don't worry, right?
01:08:18
Speaker
For the most part.
01:08:19
Speaker
So first question I always ask people is, are you doing your best work?
01:08:23
Speaker
Do you feel like you are doing your, your, your life's best work right now?
01:08:26
Speaker
That's a hard question to always answer in the affirmative.
01:08:28
Speaker
But it's something where if I'm like, I don't know, like I'm kind of like I'm in a slump.
01:08:33
Speaker
Are you doing your best work?
01:08:36
Speaker
No.
01:08:37
Speaker
When were you doing your best work?
01:08:41
Speaker
Whatever year, 2019.
01:08:42
Speaker
Okay.
01:08:43
Speaker
What were you doing at the point where you felt like you were doing your best work?
01:08:46
Speaker
You know what?
01:08:48
Speaker
I was up every morning.
01:08:49
Speaker
I was following up with my accounts.
01:08:50
Speaker
I was putting in four hours of prospecting, two hours of closing.
01:08:53
Speaker
Okay.
01:08:55
Speaker
What do you need to do to get back to that spot?
01:08:57
Speaker
But that simple question for me is, are you doing your best work right now?
01:09:01
Speaker
Think of a time when you were doing your best work.
01:09:03
Speaker
What was different?
01:09:04
Speaker
If you got back to doing those things, would you then be doing your best work again?
01:09:07
Speaker
Usually it's just that.
01:09:08
Speaker
It's usually like you start doing your best work out of necessity and then you start to enjoy the perks of it.
01:09:13
Speaker
And so the work slows and then over time,
01:09:16
Speaker
Your situation changes and you notice it then.
01:09:18
Speaker
Right.
01:09:19
Speaker
So for me, that's just that simple question.
01:09:21
Speaker
Are you doing the best work of your life right now?
01:09:23
Speaker
Sure.
01:09:24
Speaker
And if you say yes, those people are usually pretty happy, even if it's hard.
01:09:28
Speaker
If you're saying no, then there's usually some heavy emotion attached with that.
Reflecting on Success and Closing Remarks
01:09:33
Speaker
Yeah, love that.
01:09:34
Speaker
Yeah.
01:09:34
Speaker
Great advice right there.
01:09:36
Speaker
So for our solopreneurs, make sure you figure out your vision.
01:09:40
Speaker
Make sure you go back to when you're working your hardest.
01:09:43
Speaker
And I think that's great advice.
01:09:45
Speaker
I remember many times where I was in a slump.
01:09:47
Speaker
Then I look at the hours I'm working, look at what I'm doing.
01:09:50
Speaker
It's not consistent with the results I wanted.
01:09:53
Speaker
So I think that's a great closing point right there.
01:09:56
Speaker
So Ty, thanks again for coming on the show.
01:09:58
Speaker
Guys, go hit him up.
01:09:59
Speaker
Let him know you appreciate it.
01:10:00
Speaker
Him coming on the podcast.
01:10:02
Speaker
Go subscribe to Electric People.
01:10:03
Speaker
It's awesome.
01:10:04
Speaker
And we appreciate you.
01:10:05
Speaker
Thanks again for coming on the show, Ty.
01:10:06
Speaker
Thank you.
01:10:08
Speaker
What's up, solopreneurs?
01:10:09
Speaker
Hope you enjoyed the episode.
01:10:11
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.
01:10:22
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
01:10:29
Speaker
What episodes should I listen to in the podcast?
01:10:32
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
01:10:37
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 Solopreneur.
01:10:50
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
01:10:59
Speaker
So go download it right now.
01:11:00
Speaker
It's going to be at top10.solarpreneurs.com.
01:11:04
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
01:11:09
Speaker
Don't forget the S on solarpreneurs.
01:11:12
Speaker
We will have that in the show notes.
01:11:13
Speaker
Go download it right now.
01:11:15
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
01:11:21
Speaker
That's going to show you how.
01:11:22
Speaker
So go download it and we'll see you on the other side.