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How To Clear 150+ Yearly Installs Without Setters - Jac Pastrana
117 Plays2 years ago
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Transcript
Introduction and Host's Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a 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.
Meet Jack Pastrana: A Top Solar Installer
00:00:41
Speaker
What's going on, everybody?
00:00:43
Speaker
We are back with another podcast.
00:00:44
Speaker
We got someone that has been in the works for a little bit, but he is a busy man.
00:00:49
Speaker
He is in high demand, just vacationing and closing tons of deals while he's at it.
00:00:55
Speaker
We're welcoming him, Mr. Jack Pastrana to the show today.
00:00:58
Speaker
Thanks for coming on, Jack.
00:00:59
Speaker
What's up?
00:00:59
Speaker
What's up?
00:01:00
Speaker
I appreciate you having me, man.
00:01:02
Speaker
It's been a long time coming.
00:01:04
Speaker
We've been trying to line this up.
00:01:06
Speaker
But now I'm excited to be on here.
00:01:07
Speaker
I've been listening to the podcast for forever.
00:01:09
Speaker
Thank you.
00:01:09
Speaker
Thank you.
00:01:11
Speaker
I'm here.
00:01:11
Speaker
It's an honor.
00:01:12
Speaker
I'm here.
00:01:12
Speaker
You've made it.
00:01:13
Speaker
Yeah, right?
00:01:14
Speaker
Exactly.
00:01:15
Speaker
But yeah, it's funny because we've been working together like, I think six months is about how long I've been over here at Legacy now.
00:01:23
Speaker
Yeah.
00:01:24
Speaker
Yes, we've always talked about it, but just never locked down a date and time.
00:01:28
Speaker
So glad to finally make it happen.
00:01:30
Speaker
Yes, sir.
00:01:31
Speaker
But Jack, he's been the number one installer at Legacy for how many years now?
00:01:35
Speaker
Two years.
00:01:36
Speaker
Two years.
00:01:37
Speaker
Okay.
00:01:37
Speaker
And you've been in solar, what, three years?
00:01:39
Speaker
It'll be three years in February.
00:01:41
Speaker
Three years, okay.
00:01:42
Speaker
So basically, since you started, top dog, number one installer at Legacy and definitely one of the top in the industry for sure.
00:01:50
Speaker
I can say that because I've had a lot of the top guys on the podcast.
00:01:53
Speaker
Yeah.
00:01:54
Speaker
But what's really cool is Jack and I were just talking before and most of the deals he does are self-generated.
00:02:02
Speaker
And I think that's unique because almost everyone I bring on the podcast, I was telling you, the guys that are doing volume, it's awesome.
00:02:09
Speaker
But a lot of these guys do have big teams of setters.
00:02:12
Speaker
They're not really even knocking anymore.
00:02:14
Speaker
So I'm super excited because today we're going to talk about what it takes to be not only a top closer, but also a top setter too.
00:02:21
Speaker
Yeah, yeah, yeah, exactly.
00:02:23
Speaker
Yeah.
00:02:24
Speaker
But yeah, so we're going to jam on a lot of awesome things here, but you want to give us your backstory, Jack, how you got into solar and I know you got kind of a cool backstory.
Jack's Background: Network Marketing and Solar
00:02:34
Speaker
Yeah, yeah, it's kind of funny actually.
00:02:39
Speaker
Like I did network marketing actually for a long time, right?
00:02:42
Speaker
So, you know, MLM, I was about that life, a lot of personal development, a lot of that.
00:02:48
Speaker
We were going in people's houses, you know, presentations, getting them to actually buy things.
00:02:53
Speaker
And then, you know, anyone that's done network marketing for a while, you know, you don't really make any money, but we just have the dream, right?
00:03:00
Speaker
Like I'm going to make it, I'm going to make it.
00:03:02
Speaker
So I was also a barber and there's a dude, a dude that was named Carlos, Carlos Morales, shout out Carlos.
00:03:08
Speaker
Yeah.
00:03:09
Speaker
Yeah, yeah, yeah.
00:03:12
Speaker
And he, I would cut his hair and he was always pull up in different cars and I'm like huge into cars.
00:03:16
Speaker
I love cars.
00:03:17
Speaker
And I'm just like, bro, what do you do?
00:03:19
Speaker
And I wasn't even interested to do what he did.
00:03:22
Speaker
He brought up solar and then I was like,
00:03:25
Speaker
oh man, like I have a condo.
00:03:26
Speaker
Can I go solar?
00:03:27
Speaker
Literally, that was me.
00:03:28
Speaker
I was like ultra lay down.
00:03:30
Speaker
He hit me.
00:03:31
Speaker
He looks at me.
00:03:31
Speaker
He's like, I mean, you have to qualify, but we'll see.
00:03:34
Speaker
Right?
00:03:35
Speaker
Comes to my house.
00:03:37
Speaker
Right?
00:03:37
Speaker
My wife's like on the couch.
00:03:38
Speaker
He wasn't even really part of it.
00:03:40
Speaker
And he tells me, shows me the deal.
00:03:41
Speaker
And I'm just like,
00:03:43
Speaker
I'm going to pay less money.
00:03:44
Speaker
I don't have to pay any money to do this.
00:03:45
Speaker
Obviously, I'm in San Diego.
00:03:47
Speaker
We're PPA.
00:03:48
Speaker
We do a lot of PPAs.
00:03:50
Speaker
And then I was literally like, babe, what's the last four of your social?
00:03:54
Speaker
Boom, that's it.
00:03:55
Speaker
Literally signed up.
00:03:57
Speaker
He hooked me up.
00:03:57
Speaker
He gave me a 17 cent.
00:03:58
Speaker
So it's not bad.
00:03:59
Speaker
Yeah, because he didn't know I was going to work with him yet.
00:04:02
Speaker
So he still hooked me up, which is cool because I was a barber.
00:04:04
Speaker
And you had to put it under your wife's name?
00:04:06
Speaker
Yeah, I did under my wife's name.
00:04:08
Speaker
Is that credit, man?
00:04:09
Speaker
No, I actually have pretty good credit, but she just puts everything under her name usually.
00:04:13
Speaker
So I'm just like, I know hers is impeccable.
Consistent Success in Solar Sales
00:04:16
Speaker
I don't want to get embarrassed.
00:04:18
Speaker
Be at a 640 or something.
00:04:19
Speaker
No, but COVID hit.
00:04:22
Speaker
It went from doing, you know, I was doing a barbershop in South Park, like 14 cuts a day.
00:04:28
Speaker
Went to about like 14 cuts a month.
00:04:30
Speaker
Wow.
00:04:30
Speaker
Right?
00:04:31
Speaker
Like everything stopped.
00:04:32
Speaker
The income stopped.
00:04:33
Speaker
All of that.
00:04:33
Speaker
I actually came here to our office here to give Carlos a haircut.
00:04:38
Speaker
And then Mr. Jake Ransom pulls up a chair.
00:04:41
Speaker
He's like, I'm next.
00:04:41
Speaker
And obviously Jake's bald.
00:04:43
Speaker
Yeah.
00:04:44
Speaker
And then Jake's like, bro, when are you going to come so solo with us, Jack?
00:04:47
Speaker
Literally never met this dude before.
00:04:49
Speaker
And I was like, I'm high key down.
00:04:51
Speaker
That's literally what I told him.
00:04:52
Speaker
Went to correlation the next Tuesday.
00:04:54
Speaker
First week, signed eight.
00:04:56
Speaker
And then, yeah, it was crazy.
00:04:57
Speaker
And then that was it.
00:04:59
Speaker
And then they just literally the next week come into correlation again.
00:05:02
Speaker
We have usually closer...
00:05:04
Speaker
closer meeting and the setter meeting.
00:05:06
Speaker
And my boy Jordan, it was when Vista was with us.
00:05:09
Speaker
We have two offices now, San Diego Vista.
00:05:11
Speaker
We were still one office and then I was walking to go to the back to the setter meeting.
00:05:16
Speaker
Setter training.
00:05:16
Speaker
And then Jordan's like, hey, Jack.
00:05:18
Speaker
He's like, you're not setter anymore.
00:05:19
Speaker
You're a closer.
00:05:20
Speaker
And that was it.
00:05:20
Speaker
Literally, I just became a closer.
00:05:21
Speaker
It was crazy.
00:05:22
Speaker
That's the history.
00:05:23
Speaker
That's awesome.
00:05:24
Speaker
Well, it's funny.
00:05:25
Speaker
So Carlos, he never tried to recruit you then?
00:05:27
Speaker
No.
00:05:27
Speaker
He's like, I'm going to keep you as my barber.
00:05:29
Speaker
Yeah, yeah, pretty much.
00:05:30
Speaker
And when Jake recruited, like, literally said that, Carlos was like, huh, I never thought about that.
00:05:35
Speaker
So weird.
00:05:36
Speaker
But then, yeah.
00:05:36
Speaker
So everyone thinks Carlos recruited me.
00:05:38
Speaker
But really, it was honestly Jake that recruited me.
00:05:40
Speaker
But Carlos was my mentor.
00:05:41
Speaker
Yeah.
00:05:42
Speaker
Yeah, yeah.
00:05:43
Speaker
That's funny.
00:05:44
Speaker
Well, one of my favorite stories that you've told lots of times is just, you know, you get eight deals right off the bat, but then you went, what was it, like a whole year where you didn't miss a week getting paid?
00:05:55
Speaker
Oh yeah, yeah, yeah.
00:05:56
Speaker
For like a year straight.
00:05:57
Speaker
So I didn't know, you know, how, how, how solar worked really.
00:06:01
Speaker
So once I got my first paycheck, which was, I don't know, let's say, you know, three, four weeks after we signed those eight deals.
00:06:10
Speaker
Yeah, I just kept getting paid.
00:06:12
Speaker
So I remember it was just over a year and I go in my back office, you know, in grid and I don't have a commissions report.
00:06:20
Speaker
So I reached out to John.
00:06:22
Speaker
I'm like, John, like, I think something's wrong.
00:06:24
Speaker
Something's going on.
00:06:25
Speaker
Like, I don't have a commission report.
00:06:27
Speaker
And he's like, what do you mean?
00:06:28
Speaker
I'm like, yeah, I don't have a commission report.
00:06:30
Speaker
And he goes in, he's like, well, two weeks ago, you didn't have any installs.
00:06:34
Speaker
And I'm like, oh, that's what it's based off of?
00:06:37
Speaker
Like, I knew I got paid off of installs, but I thought that they would just give you a commission report regardless.
00:06:42
Speaker
Like, even if...
00:06:44
Speaker
I don't know.
00:06:45
Speaker
And then John's like, wait, are you telling me you've got a paycheck every single week for like a little bit over a year?
00:06:52
Speaker
I'm like, yeah, isn't that how it works?
00:06:55
Speaker
And then he started telling everyone, he's like, dude, this guy got paid for 53 weeks in a row.
00:07:02
Speaker
And I, yeah, so it's kind of a funny story.
00:07:04
Speaker
So I mean, it's a good problem to have though.
00:07:06
Speaker
Yeah.
00:07:07
Speaker
I was like, something's wrong.
00:07:09
Speaker
I was like, where the heck's my paycheck?
00:07:10
Speaker
Yeah.
00:07:12
Speaker
No, it's good.
00:07:13
Speaker
Well, yeah.
00:07:14
Speaker
And so obviously, like you did something that not a lot of people can say where they just come out of the gate closing tons of deals.
00:07:20
Speaker
Yeah.
00:07:21
Speaker
And a lot of people really struggle starting out and have to go through, you know, go through the fire and flames and all that.
00:07:28
Speaker
Yeah, absolutely.
00:07:29
Speaker
Start getting deals.
00:07:30
Speaker
So you think it was just your background in network marketing that just, you felt like you already had the skills or what do you think?
00:07:37
Speaker
Yeah, honestly, honestly, I think that that's a huge, huge, huge part of it is that like in network marketing, I was built, we were building for five years and you don't make any money.
00:07:48
Speaker
I made more money my first month in legacy that I probably made like in two years there.
00:07:53
Speaker
Right.
00:07:53
Speaker
And, but we, you have, we have a high level of belief, a high level of belief.
00:07:57
Speaker
And I got to shout out my wife, shout out to Jenny, because she was there building with me, right?
00:08:03
Speaker
Network marketing.
00:08:03
Speaker
She didn't really build it, but she knew I was like doing presentations at night, all of that.
00:08:08
Speaker
And we weren't really making any money.
00:08:10
Speaker
So when solar started, she was just like, oh, well, it's going to be the same thing.
00:08:14
Speaker
Right.
00:08:15
Speaker
So she let me just put a lot of time into it.
00:08:17
Speaker
I would just, again, solar is all mindset, all personal development.
00:08:22
Speaker
It's all getting beat up and getting rejected and getting no's.
00:08:26
Speaker
I was actually sitting down with people doing presentations, right?
00:08:29
Speaker
Home presentations or whatever on a laptop.
00:08:31
Speaker
Same, similar to what we do
Balancing Work and Family in Solar Sales
00:08:32
Speaker
now.
00:08:33
Speaker
But actually getting people to pay money.
00:08:35
Speaker
Like, yeah, this travel membership's $250 or we have the $500 or we have the $1,000 a month.
00:08:38
Speaker
Yeah.
00:08:41
Speaker
People were doing it, right?
00:08:43
Speaker
So then I come into solar and I'm like, it doesn't cost them anything.
00:08:47
Speaker
Like, I don't, like, it was just like, how would people not do this?
00:08:51
Speaker
And because, and then they say too, because I had solar on my house,
00:08:57
Speaker
Like it was almost in the beginning.
00:08:59
Speaker
And I got this from Tony Robbins way back in the day.
00:09:02
Speaker
But Tony Robbins was like, if your friend needs a car and his favorite car in the world is like a Corvette, red, exactly the way he wants it.
00:09:12
Speaker
And you know, it's pristine.
00:09:14
Speaker
It's running perfectly.
00:09:15
Speaker
And you know, it costs $40,000, but someone's selling it for $500.
00:09:17
Speaker
He's like, you would not...
00:09:23
Speaker
not let, like you would not let your friend not buy that car.
00:09:27
Speaker
Like you would do anything.
00:09:28
Speaker
Cause you just know, like you, you know, it's such a great deal.
00:09:32
Speaker
You need it.
00:09:32
Speaker
It's everything you want.
00:09:34
Speaker
You would not let your friend not get it.
00:09:37
Speaker
And now that I knew that solo work and my bill went from like one 60, one 70 to like 93 bucks.
00:09:43
Speaker
I'm just like, like, why would people not do this?
00:09:46
Speaker
So I just had so much belief that when I sit in people's houses, I'm like,
00:09:50
Speaker
Like I just knew they were going to sign up.
00:09:52
Speaker
Right.
00:09:52
Speaker
And I did a training on this too that I didn't even know cancellations were really a thing because like I would say the first like 15, 20 of our deals, all of them went to install.
00:10:02
Speaker
Like zero cancellations.
00:10:04
Speaker
So then people were like, oh, like people are canceling.
00:10:06
Speaker
I was like, what do you mean?
00:10:09
Speaker
Like why would people cancel?
00:10:10
Speaker
And then obviously as time goes on, you get more deals.
00:10:12
Speaker
I start getting them.
00:10:13
Speaker
But I was like, cancels don't really happen.
00:10:17
Speaker
Like, that's just how I work.
00:10:18
Speaker
Like, like when someone signs up with me, like I'm, I don't soft close.
00:10:22
Speaker
I'm not like, Whoa, we're just going to sell this.
00:10:24
Speaker
I'm just like, look, this train is leaving the station.
00:10:27
Speaker
If you want to, if, if for some crazy reason, and I always make a joke with them.
00:10:31
Speaker
I'm like, the only time people end up canceling is like, they, they have a tragedy happening.
00:10:36
Speaker
They need to leave the house.
00:10:37
Speaker
And I don't want you being like, Oh, they're installing next week.
00:10:39
Speaker
Other than that,
00:10:41
Speaker
If you decide you want to pay more money for electricity and they literally just laugh, then this is happening.
00:10:47
Speaker
So that's just how I sell.
00:10:48
Speaker
So, um, so yeah, it's, it, it absolutely was like network marketing.
00:10:54
Speaker
It just built us up.
00:10:55
Speaker
We were building up for this.
00:10:56
Speaker
We were building up for this.
00:10:57
Speaker
And then I came in here, I come in solar and people are just thinking I'm some like freak of nature, but it's not like, like it's, it's just what I've been doing behind the scenes for so long.
00:11:07
Speaker
Like now it's, it's, it's like cheating.
00:11:09
Speaker
Yeah.
00:11:10
Speaker
Right.
00:11:10
Speaker
Like, honestly, it's like cheating.
00:11:12
Speaker
And my boy Kenny, he was my upline network marketing.
00:11:15
Speaker
We worked so much on our mindset that I make a joke.
00:11:18
Speaker
I'm like, when I go sit down with the homeowner, it's like, it's
Power of Referrals and Community Influence
00:11:21
Speaker
like not even fair.
00:11:22
Speaker
Right.
00:11:23
Speaker
Like, cause I'm, I'm working on myself constantly and like, are they probably not.
00:11:27
Speaker
Right.
00:11:27
Speaker
So I'm just like ready.
00:11:30
Speaker
I'm not better than them or anything, but it's just not really.
00:11:33
Speaker
And plus, what we have just makes absolute sense.
00:11:37
Speaker
So it's a no-brainer.
00:11:39
Speaker
It's literally a no-brainer.
00:11:40
Speaker
No, I love that.
00:11:41
Speaker
And it's so cool because I think some people, myself included, sometimes we're thinking like, oh, what is this guy saying?
00:11:48
Speaker
What's he doing?
00:11:49
Speaker
But you closed eight deals your first week.
00:11:51
Speaker
You probably knew very little still about solar.
00:11:53
Speaker
Yeah.
00:11:54
Speaker
But just the mindsets, the belief.
00:11:56
Speaker
And yeah, it's funny.
00:11:57
Speaker
I bring on new guys where they're like so baffled at how we can do this.
00:12:02
Speaker
No upfront costs and all that.
00:12:03
Speaker
Yeah.
00:12:04
Speaker
But like me being in the seven years, sometimes it's easy to overthink.
00:12:08
Speaker
Oh, maybe what if they wanted like a loan instead or what if this, what if that.
00:12:13
Speaker
But like you just kept it simple and had like extreme belief and sounds like that was pretty much it.
00:12:18
Speaker
I mean, it's funny because I literally probably was in this thing.
00:12:22
Speaker
like over a year, year and a half before I ever did one loan.
00:12:25
Speaker
Right, and shout out, I know there's a lot of people that do loans and I've done them now.
00:12:29
Speaker
But like, again, I just, since I had a PPA on my home,
00:12:37
Speaker
When you're with the homeowner, I'm like, hey, look, and I tell my people this, it's like, if you don't have the story, use someone else's story.
00:12:44
Speaker
Like, hey, our DM has a PPA on his house.
00:12:47
Speaker
And he does solar.
00:12:49
Speaker
But like Ashton, right?
00:12:51
Speaker
You probably, I don't know, he's probably been on the podcast, the Buzzwell, the GOAT.
00:12:55
Speaker
Exactly, he's a legend.
00:12:57
Speaker
Ashton has a PPA on his home.
00:12:59
Speaker
He's been doing solar for a long time.
00:13:02
Speaker
He knows everything and all the ins and outs.
00:13:04
Speaker
So to me, I was like,
00:13:06
Speaker
If Ashton put a PPA on his house, like, that's enough.
00:13:09
Speaker
That says everything to him.
00:13:11
Speaker
Right?
00:13:11
Speaker
It really does.
00:13:12
Speaker
So when I'm in a home and I'm, like, you know, boo-boo-boo doing my thing, and then I'm, like, hey, I need to be real.
00:13:18
Speaker
Like, I have, this is what I have on my house.
00:13:21
Speaker
Right.
00:13:21
Speaker
And then in their eyes, they're like, well, he's the solar guy.
00:13:24
Speaker
If the solar guy has a PPA on their house, that means something.
00:13:28
Speaker
And it just makes them trust it more.
00:13:30
Speaker
Right?
00:13:31
Speaker
I know it's funny.
00:13:31
Speaker
A deal I closed last week, she called me.
00:13:35
Speaker
She's like, hey, I want to cancel
Mindset and Goal Setting for Success
00:13:36
Speaker
this.
00:13:36
Speaker
Do you have negative reviews?
00:13:38
Speaker
It's a long story short.
00:13:39
Speaker
I convinced her to talk to some people that had PPAs on their house before canceling it.
00:13:45
Speaker
And so I was like, I found a couple people that were willing to talk, but she wanted at least three.
00:13:49
Speaker
And I was like striking out.
00:13:51
Speaker
So I hit up Ashton.
00:13:52
Speaker
I'm like, hey, can I give this customer your phone number so she can call you?
00:13:56
Speaker
And hit me up too.
00:13:57
Speaker
I mean, I have a BPA.
00:13:58
Speaker
I'm going to be a customer.
00:14:00
Speaker
So I might have to give her your number too.
00:14:03
Speaker
Yeah, for sure.
00:14:03
Speaker
For sure.
00:14:04
Speaker
But what was funny, she called him and he didn't answer the first time.
00:14:07
Speaker
And it went to voicemail and he's like, hey, this is Ashton, BPA, whatever.
00:14:11
Speaker
Oh, snap.
00:14:12
Speaker
That is hilarious.
00:14:13
Speaker
Yeah.
00:14:14
Speaker
and so she's like taylor you can't be giving me something number that like works with you you're like hey but he's a happy customer yeah he's a customer too he's happy about it so she kind of was a little frustrated about that yeah yeah but i sent you know i sent her some more people yeah they sent her me my sister has a ppa you know like i send people like yeah there's tons of people
00:14:34
Speaker
Yeah.
00:14:35
Speaker
But I think that's a huge point, though, is like I talked to a surprising amount of people that don't have solar on their house when they're selling it.
00:14:42
Speaker
Yeah.
00:14:43
Speaker
And it's like Grant Cardone talks about this, too.
00:14:45
Speaker
You got to have the belief to the point where like you should definitely buy whatever you're offering.
00:14:50
Speaker
Otherwise, you're probably not very convicted in your product.
00:14:53
Speaker
That's true.
00:14:54
Speaker
So, yeah, I think that's a huge key.
00:14:56
Speaker
Anyone listening to this, if you have a home, you should definitely get whatever you're
00:15:00
Speaker
You're selling.
00:15:01
Speaker
Yeah.
00:15:01
Speaker
If you're doing solar and you own a home and you don't have solar, like what are you doing?
00:15:06
Speaker
It's almost like, yeah, like you go, a salesperson's like, blah, blah, blah.
00:15:09
Speaker
Oh, this hair product's so amazing.
00:15:11
Speaker
This and that X, Y, Z. It's like, oh, how does it work for you?
00:15:13
Speaker
You're like, I don't use it.
00:15:15
Speaker
I'm just selling it to you.
00:15:15
Speaker
Like that makes zero sense.
00:15:17
Speaker
Makes zero sense.
00:15:18
Speaker
Yeah, for sure.
00:15:19
Speaker
But yeah, I want to shift gears a little bit, Jack, and talk about just some things that can help people.
00:15:25
Speaker
You're doing a lot of self-gen deals, and I know people are hearing this.
00:15:30
Speaker
And for a lot of people, I think, listen to this.
00:15:32
Speaker
They think they can't be a high producer unless they have a huge team of setters where they're buying leads or, I don't know, maybe single, have way more time than other people.
00:15:44
Speaker
So you're married, you've got a family, you've got...
00:15:49
Speaker
know less time than probably a lot of single dudes listening to this and everything so no excuses but he still he just hit 100 deals on the year we're in november what october yeah 100 100 installs in beginning october right so just still and this is an neem 3.0 in california where people thought solar was dead batteries all day baby yeah he's doing this with batteries battery life so
00:16:13
Speaker
um so yeah i want to hear all about how you're doing this how you're still keeping this train rolling so maybe we can get into like i don't know some just secrets that you found on being able to do self-chance being able to like manage this with your family and all that so i don't know do you have what what would you say i mean so so yeah so one thing is like just working like work ethic again i i worked a normal job
00:16:37
Speaker
And then I built network marketing behind on the side.
00:16:40
Speaker
And when I come and interview new people and they're like, yeah, I work a job.
00:16:43
Speaker
I'm super real with them.
00:16:44
Speaker
Like, it's going to be tough, tougher for you.
00:16:47
Speaker
The reason is you're going to go work 40 hours.
00:16:49
Speaker
You don't want to go knock doors after.
00:16:51
Speaker
Right.
00:16:51
Speaker
Like you have to you need to shift your mindset.
00:16:54
Speaker
For me, I was already doing that.
00:16:56
Speaker
So then when I got into solar, I just had one gig.
00:16:58
Speaker
Well, actually, I was still cutting hair in the beginning.
00:17:01
Speaker
But.
00:17:02
Speaker
I had one gig and it's just weird for me not to work.
00:17:05
Speaker
Like if it's a Wednesday and it's like 2 p.m., it's like, why am I not in the hood?
00:17:12
Speaker
Like obviously if something else is going on, I'm on vacation, that's different.
00:17:16
Speaker
But if you're just like, I don't, that just baffles me.
00:17:19
Speaker
Like you're just chilling at home.
00:17:21
Speaker
What are you doing?
00:17:22
Speaker
right so that's just how i've always been i've just always worked i just always go knock even as a dm like yesterday i was like all my people were with people and i was just like well let me just go knock like by myself let me go get some self gems and the big thing reason why i do so many self gens is i just like money right like it just blows my mind because i did so many
00:17:45
Speaker
Self-gens, like out of that 152 installs I did last year, like a lot were self-gen, like probably 100.
00:17:53
Speaker
So it just trips me out.
Building Trust and Customer Relationships
00:17:55
Speaker
Like when I, you know, I have setters, I have people I recruit and they want me to close deals for them.
00:18:00
Speaker
But like that income is just so much less, right?
00:18:04
Speaker
Like it's like 8,000, that's sick.
00:18:06
Speaker
Like four?
00:18:07
Speaker
Yeah.
00:18:08
Speaker
I mean, it's still great money, don't get me wrong, but I'm just saying it's so much less.
00:18:12
Speaker
So that was really the main secret.
00:18:14
Speaker
I just would work.
00:18:16
Speaker
I still just always work.
00:18:18
Speaker
Talking about the work-life balance,
00:18:20
Speaker
Like it's just one of those things that there's seasons in life.
00:18:24
Speaker
Right.
00:18:25
Speaker
And I, when I came into solar and I figured out what it was and I remember I added up my 50% commissions.
00:18:32
Speaker
And I was like, it was like a few, you know, it was a day we did a four spot.
00:18:37
Speaker
We did a four spot.
00:18:38
Speaker
Me and Carlos did a four spot.
00:18:39
Speaker
And I remember just going and adding up the commissions on my phone when I got home.
00:18:43
Speaker
And I told my wife, I was like,
00:18:45
Speaker
babe, if I would have did this by myself, I would have made $31,000 today.
00:18:50
Speaker
And she's like, what do you mean?
00:18:52
Speaker
And it was before I ever made any money in it.
00:18:54
Speaker
I was just like, no, because this is how we make it paid, X, Y, Z. And just my wife knew that it was like, this is just what I was going to do, right?
00:19:03
Speaker
And I was just committed to it.
00:19:05
Speaker
And in life, there's seasons, right?
00:19:07
Speaker
There's like, it's hot.
00:19:08
Speaker
It's not hot and cold at the same time, right?
00:19:10
Speaker
It's not winter and fall at the same time.
00:19:12
Speaker
It's not summer, right?
00:19:13
Speaker
Like, that's how God made the earth.
00:19:15
Speaker
And I feel like that's how it is for people in life.
00:19:18
Speaker
Like, there's a season.
00:19:19
Speaker
And I'm not saying three, four months.
00:19:20
Speaker
I'm saying a season could be a year, two years, six months, whatever season is.
00:19:25
Speaker
And this is just a season of me grinding.
00:19:27
Speaker
And I do take time away and I do spend time with my wife.
00:19:30
Speaker
But you're going to be unbalanced.
00:19:33
Speaker
Right?
00:19:33
Speaker
And you have to be, you know, like one of your wings could be in the water here.
00:19:37
Speaker
And then those people, whether it's the family quadrant, if you will, they...
00:19:43
Speaker
call you out and call you forward and say, hey, it's been a little, it's been a little weak on this side.
00:19:48
Speaker
So then you get it, you get it more even.
00:19:50
Speaker
And then next thing you find out you're doing too much.
00:19:52
Speaker
And I get, I don't know if there's a real word of too much family time, but you know what I mean?
00:19:56
Speaker
Like your income starts to suffer.
00:19:57
Speaker
So it's constantly a plane and it's constantly correcting itself, right?
00:20:02
Speaker
It has to always correct itself.
00:20:03
Speaker
And it's not always going to be perfectly on point.
00:20:06
Speaker
But so that's how I've been able to do that.
00:20:09
Speaker
is just really getting by it right if you're single and you're you know it's like single like no sticking in for another and you're young oh my gosh but then it comes the mindset like you start making some money and then you want to go do this and party and you start relaxing and just from where i come from i don't come from any money and i've i've come from a
00:20:30
Speaker
a very colored past that I'm just like, like, we just, I just had to get after it.
00:20:35
Speaker
I'm not supposed to be even be in this position.
00:20:37
Speaker
So since I am like, we just had to get after it.
00:20:40
Speaker
Like people go do like eight, get, get eight, eight sales in a, in a, in a month.
00:20:46
Speaker
And they're just like, Christian, I'm just like, if I'm, if I was the 13th of the month and I already, I'm already at eight.
00:20:51
Speaker
I'm like, man,
00:20:52
Speaker
Like I could do 16, let's go.
00:20:53
Speaker
Right?
00:20:55
Speaker
Where a lot of people would be like, oh, eight, I'm good.
00:20:56
Speaker
I can spend time.
00:20:57
Speaker
And there's nothing wrong with that.
00:20:59
Speaker
But you just choose the level you want to be at.
00:21:02
Speaker
And I just chose, I just want to be like the one.
00:21:06
Speaker
I never played sports, right?
00:21:08
Speaker
I never played sports, right?
00:21:10
Speaker
I make fun.
00:21:11
Speaker
They call me, I got on the team for football, but they called me Smalls.
00:21:17
Speaker
Like from the Little Giants, remember Smalls?
00:21:19
Speaker
Because you did all the plays wrong.
00:21:20
Speaker
They literally be like, you're killing me, Smalls.
00:21:22
Speaker
So I just wasn't that guy.
00:21:24
Speaker
But like I found my sport, like sales is my sport.
00:21:28
Speaker
And I'm just like, all right, I'm going to be the best at it.
00:21:30
Speaker
Right.
00:21:30
Speaker
And I don't like, I'm not like big into like, so like all the social media, like D to D con and that stuff.
00:21:37
Speaker
I didn't even know what any of that was stuff was.
00:21:39
Speaker
So it's funny.
00:21:40
Speaker
So I say, I'm like, I'm the best kept secret in solar.
00:21:42
Speaker
Like no one knows who I am, but I don't know now.
00:21:46
Speaker
I was like, yeah, yeah, exactly.
00:21:47
Speaker
Shout out.
00:21:48
Speaker
But yeah, I don't meet many people that are doing numbers like me.
00:21:51
Speaker
I know.
00:21:51
Speaker
Yeah.
00:21:52
Speaker
And I can tell you, cause you know, like I said, I've had a lot of these people on the podcast and for self-gen is super impressive what you're doing.
00:22:00
Speaker
But yeah, it's funny because you're saying too, you just decided that you're never going to have a month where we close less than 10 deals.
00:22:05
Speaker
Less than 10.
00:22:06
Speaker
You made that decision.
00:22:08
Speaker
And yeah, you've never dipped under 10.
00:22:10
Speaker
I have not.
00:22:11
Speaker
And it's crazy because it's today.
00:22:13
Speaker
Today is the 17th.
00:22:14
Speaker
I only have five.
00:22:15
Speaker
I need to get on it.
00:22:16
Speaker
I got it.
00:22:16
Speaker
I'm not worried about it.
00:22:17
Speaker
We got competition coming.
00:22:18
Speaker
Yeah, yeah, yeah.
00:22:19
Speaker
I'm not worried about it.
00:22:21
Speaker
But yeah, so it's like, it's crazy what you, what people can achieve when they just like align their vision with their goals.
00:22:27
Speaker
And I've talked about this with other high producers, but sometimes people say they want to close X amount of deals, but then you look at what, what it's actually going to take, what their, you know, hours are and what they plan on working and it doesn't align with what they actually want to achieve.
00:22:42
Speaker
Exactly.
00:22:42
Speaker
Exactly.
00:22:43
Speaker
So I like what you said just about having the conversation with the wife and making it a family goal.
00:22:49
Speaker
You know, we have Caesar in our office who just closed like 50 deals in a month, too.
00:22:54
Speaker
and he's pretty insane, but he
Overcoming Challenges in Solar Sales
00:22:56
Speaker
says a lot of the same stuff to you too.
00:22:57
Speaker
It's like, you're probably at the meeting where he's saying he just, every night he'd talk with his wife and kids about- Yeah, that was so sick.
00:23:03
Speaker
Like, hey, daddy, how many deals you get today?
00:23:06
Speaker
He's like, I only got two.
00:23:07
Speaker
And he's like, I got two deals.
00:23:08
Speaker
He's like, oh, that's not enough.
00:23:09
Speaker
Like, that's sick.
00:23:10
Speaker
And your son's like, bro, go harder.
00:23:13
Speaker
Yeah.
00:23:13
Speaker
Yeah, I think it's a lot of hype producers have that in common where it's like, you know, you're bought in with the family, you're making it like-
00:23:20
Speaker
a family goal not just your your goal and yeah getting their one bought in and then yeah i think we're treating as a season too it makes it easier that you can like actually put 100 probably in your family when you're taking time off yeah exactly yep because i've had times where i'm not really closing and i'll be on like a planned vacation and like i just don't have fun because i'm like man
00:23:42
Speaker
I like hit half the cells I want to do this month and I'm out of taking a break and I just got like, you know, all the thoughts running through my head.
00:23:49
Speaker
So, so yeah, that's, that is it.
00:23:52
Speaker
Yeah.
00:23:52
Speaker
It's, it's, it's crazy when, yeah, when you're in that, in that mindset where you want it, you want to hit it or you want to do something and you don't necessarily do what you just, you just decided to yourself.
00:24:02
Speaker
And that's what, there's a lot of people, they just in solar, obviously we're like, we're, you know, 1099, we're our own boss, all of that.
00:24:09
Speaker
Yeah.
00:24:10
Speaker
But,
00:24:11
Speaker
I always say, it's funny, I tell people, I was like, look, you're the best boss you've ever had and you're the worst boss you've ever had.
00:24:17
Speaker
Best boss because you get all the vacations, you get the three-day weekends, right?
00:24:21
Speaker
Saturday, Sunday, Monday, you get anything you want.
00:24:23
Speaker
But you're the worst boss because you don't hold yourself accountable, right?
00:24:26
Speaker
You don't do what you even said you were going to do.
00:24:29
Speaker
And, you know, so just making an agreement with yourself and actually holding yourself accountable, that's the first step of everything, you know?
00:24:36
Speaker
I love that.
00:24:37
Speaker
It's huge.
00:24:38
Speaker
And something else I've learned from you too, Jack, in the meetings, you talk about how you're just like always thinking about solar, like solar is your game.
00:24:46
Speaker
It's your competition.
00:24:47
Speaker
Like you said, it's your sport.
00:24:50
Speaker
So I remember one meeting you said that just like anytime you're driving around, you're constantly looking for like, you know, areas you want to hit and places that maybe don't have a ton of solar yet.
00:25:00
Speaker
So how much of a factor would you say that is like your success when you're self-changing deals?
00:25:06
Speaker
Are you like constantly looking for
00:25:08
Speaker
Better areas.
00:25:09
Speaker
Yeah, I'm always looking for hoods.
00:25:11
Speaker
There is fruit everywhere.
00:25:13
Speaker
It doesn't matter.
00:25:13
Speaker
You go to a hood that's super hit up and you find those couple people that don't have solar and you're just like, I'm just going to be real with you.
00:25:20
Speaker
Why don't you have solar yet?
00:25:21
Speaker
But...
00:25:24
Speaker
I mean, I like low-hanging fruit.
00:25:26
Speaker
You know what I mean?
00:25:27
Speaker
Like, I like to make as much as possible, as fast as possible.
00:25:31
Speaker
And I would like it to be easy.
00:25:32
Speaker
Why not?
00:25:33
Speaker
They say, like, oh, no, you should want to be hard.
00:25:34
Speaker
Eh, you'll get the hard.
00:25:37
Speaker
So, yeah, I'm always just looking for hood.
00:25:39
Speaker
Always looking for hood.
00:25:40
Speaker
And I'm looking at roofs.
00:25:43
Speaker
And I'll be on the way, you know, like I say, to dinner with my wife.
00:25:47
Speaker
And then, literally, I'll get off, like, oh, see something?
00:25:50
Speaker
I'll just get off, like, two exits before.
00:25:51
Speaker
She's like, where are you going?
00:25:52
Speaker
I'm like, hold on real quick, Alvin.
00:25:53
Speaker
Just take a quick detour.
00:25:54
Speaker
And we just drive through a hood.
00:25:55
Speaker
And I'm just like, she's like, what are you doing?
00:25:57
Speaker
And I'm like, we're not going to be late.
00:26:00
Speaker
But choosing hood is a big thing.
00:26:04
Speaker
I feel like it's the bane of my existence.
00:26:06
Speaker
Because I always want to be in a hood that someone hasn't necessarily been in that recently.
00:26:11
Speaker
And we have our app and all of that.
00:26:13
Speaker
But just because one of us haven't been there doesn't mean literally someone wasn't there yesterday.
00:26:20
Speaker
Yesterday, because we don't have access to that.
00:26:22
Speaker
Exactly.
00:26:23
Speaker
So it's just, I love choosing hoods that I don't think are that hit up or I don't see so much solar.
00:26:29
Speaker
I like lower income neighborhoods because they want to be helped.
00:26:33
Speaker
And this is things that everyone knows already.
00:26:35
Speaker
But $130 bill is a lot to them sometimes.
00:26:40
Speaker
Where you can go, we had this one dude that came, we recruited him.
00:26:44
Speaker
His name was Brandon.
00:26:45
Speaker
Not the branding we have right now, but another one.
00:26:47
Speaker
And we started calling him Beverly Hills.
00:26:49
Speaker
Because literally his first week, he never knocked a door before in his life.
00:26:52
Speaker
He came from a mattress firm, selling mattresses.
00:26:57
Speaker
La Jolla, Del Mar, knocking over there.
00:27:00
Speaker
And we called him Beverly Hills.
00:27:01
Speaker
We were like, bro, what are you?
00:27:02
Speaker
He's like, yeah, I got.
00:27:04
Speaker
It wasn't really an appointment, but he's like, I can get the bill.
00:27:06
Speaker
You want to come meet me?
00:27:07
Speaker
And dude, it was like the houses were nuts.
00:27:11
Speaker
Yeah.
00:27:12
Speaker
And over there, you meet people, yeah, my bill's only 700.
00:27:15
Speaker
What do you mean only 700?
00:27:19
Speaker
There's no pain.
00:27:20
Speaker
And that's obviously sales, you guys.
00:27:23
Speaker
Sales is just finding a solution for a pain point, right?
00:27:26
Speaker
You need a car, you're going to go buy a car.
00:27:28
Speaker
You need a home, you're tired of paying rent, you're going to go look for a house.
00:27:31
Speaker
If the bill isn't, if it doesn't hurt them, if it doesn't give them pain, if they're saying it's only 700,
00:27:38
Speaker
Oh, yeah, we got some months that are late.
00:27:40
Speaker
It's 1,100, but they don't care.
00:27:43
Speaker
And they're in a mindset and they're well off enough that until it becomes a problem enough that they're willing to take time out of their day.
00:27:53
Speaker
Even if it's like, look, we're going to sit down.
00:27:55
Speaker
It's going to be like for an hour, tops, and we handle everything.
00:27:59
Speaker
To them, they're just like, eh, I don't want to take... It's not worth it to them to take out that time.
00:28:06
Speaker
Then...
00:28:07
Speaker
You know, then it's just a rich people.
00:28:09
Speaker
And part of them, there's gotta be like, extreme amount of pain.
00:28:14
Speaker
So, so yeah, I mean, I'm just, and the thing is, and the thing I love about California market is that the utilities are constantly increasing.
00:28:23
Speaker
So it's funny, I just recently said this, but it's like, it's almost like a video game and there's areas that are locked, right?
00:28:31
Speaker
Like Mario's World or something, right?
00:28:32
Speaker
And there's areas that are locked.
00:28:34
Speaker
And then, cause those people, they're building like 60, $80.
00:28:36
Speaker
They're like, ah, it's not that much.
00:28:39
Speaker
And every time SDGene increases, it's like, right?
00:28:42
Speaker
Like that area is now available.
00:28:45
Speaker
right those same people that told you no six months ago that now their bill is 17 more and never mind don't come to california we don't want you here now but um it's just those areas are unlocked now yeah and now i can go to that same hood and these people are now at like 110 and to them that's a lot of money i was like hey like if we can lock you in or get you lower and stabilize your bill x y and z
00:29:09
Speaker
So that's the thing that I love about here.
00:29:11
Speaker
And I feel
Leveraging Technology and Resources
00:29:12
Speaker
like that's everywhere though.
00:29:13
Speaker
It doesn't matter.
00:29:13
Speaker
I heard Illinois, the utility's crazy right now.
00:29:17
Speaker
They're going crazy with solar in Florida right now, all over the US.
00:29:20
Speaker
So all the utilities, you guys, no matter what, I don't care where you're at.
00:29:25
Speaker
There's not gonna be a utility decrease.
00:29:28
Speaker
They're not gonna send out an article like, hey, we're decreasing.
00:29:30
Speaker
No, it's always an increase.
00:29:31
Speaker
2%, 12%, doesn't matter.
00:29:34
Speaker
So solar is only gonna continue to grow
00:29:37
Speaker
And there's going to be more opportunity.
00:29:40
Speaker
Because eventually, Arizona right now, I don't know, don't quote me on this, but it's low.
00:29:44
Speaker
Utilities like 12 cents or 15, I don't know what it is.
00:29:47
Speaker
Eventually, they're going to be at 40.
00:29:50
Speaker
And then the people that got in at 12 are going to be geniuses.
00:29:53
Speaker
But even when we go there and start selling there and blitzing there, and it's at 40, and if I could lock you in at 40 or get you just below.
00:30:00
Speaker
Yeah.
00:30:01
Speaker
Yeah.
00:30:01
Speaker
Well, yeah, and another thing with that, too, is like there's constantly people, you know, selling their homes, moving in.
00:30:08
Speaker
Like maybe you have a home.
00:30:10
Speaker
I know it's a little bit tougher now in Netmetering 3.0 in California, but like, you know, these add-on systems.
00:30:16
Speaker
Yeah.
00:30:16
Speaker
Maybe it's two people living in a home.
00:30:18
Speaker
Now they got a whole entire family moving in there.
00:30:20
Speaker
Yeah.
00:30:21
Speaker
And so there's just like things changing as time goes on, dude, these older systems are breaking down.
00:30:27
Speaker
Like I even had deals where they had panels from 10 years ago now that sometimes aren't working or whatever.
00:30:32
Speaker
Legit.
00:30:32
Speaker
So it's like,
00:30:33
Speaker
we're ripping panels off, putting up whole new ones.
00:30:35
Speaker
So that's why even in saturated markets like this, I like what you're saying about like video game levels.
00:30:40
Speaker
There's always going to be something new.
00:30:42
Speaker
And then something else is unlocked.
00:30:43
Speaker
And then, yeah.
00:30:44
Speaker
And then, Hey, shout out, come to legacy.
00:30:48
Speaker
Come join Mr. Armstrong's team.
00:30:50
Speaker
We're now we can do add-ons in California.
00:30:52
Speaker
I don't know any other, any other company that's doing add-ons right now in California.
00:30:57
Speaker
So we can do add-ons now.
00:30:58
Speaker
which is going to be incredible.
00:30:59
Speaker
It's going to be amazing.
00:31:01
Speaker
Right.
00:31:01
Speaker
So because, yeah, people still want.
00:31:03
Speaker
So I've met several homeowners that are like, I let them know about NetMain 3.
00:31:06
Speaker
I'm like, you'd be switched over, but we will give you the battery X, Y and Z. And they're like, let's do it.
00:31:11
Speaker
I want to do it.
00:31:12
Speaker
We just couldn't do it.
00:31:13
Speaker
And it's just something new as of just a week ago that we're now doing add ons.
00:31:16
Speaker
So, yeah.
00:31:18
Speaker
That's true though.
00:31:19
Speaker
There's always something new.
00:31:20
Speaker
I was just telling you before this, I found like a, like a mobile community where they just put in their meters.
00:31:27
Speaker
They couldn't have solar resources, one shared meter.
00:31:29
Speaker
So there's stuff like that going on too, where there's like entire communities where for whatever reason they couldn't have solar, now they're, now they can.
00:31:37
Speaker
Yeah.
00:31:37
Speaker
So, yeah, I mean, stay out of those areas because me and Jack, I mean, yeah, we got those all day.
00:31:43
Speaker
No, and just for people, like, you've got to be, you've got to be, I think of the word for it, but you've got to be, like, scrappy, right?
00:31:51
Speaker
You have to think, find ways to make this thing work.
00:31:53
Speaker
If you're just, like, going to your little trainings,
00:31:57
Speaker
and listening for an hour a day and then going to the hood and you think you're gonna get good, like you're not.
00:32:02
Speaker
You need to constantly be learning about this thing.
00:32:05
Speaker
YouTube, YouTube is crazy, right?
00:32:07
Speaker
YouTube is literally like all the world's information, right?
00:32:11
Speaker
Like this morning I was like, how do I connect my car to my freaking garage door opener?
00:32:15
Speaker
Boom, easy.
00:32:16
Speaker
So like you need to be working on yourself.
00:32:19
Speaker
And like you said, like that mobile home community and now they're putting in meters, you need to find ways
00:32:26
Speaker
to get more deals.
00:32:28
Speaker
And that's what I've always done.
00:32:29
Speaker
I'm just like finding ways to get more deals.
00:32:31
Speaker
I've never paid for ads or like leads or anything.
00:32:34
Speaker
I've never done any of that, but like, I literally have HOA presidents that like work for me, like legit.
00:32:41
Speaker
Like, and they're like, Hey, can I get a legacy shirt?
00:32:44
Speaker
Like, yeah, I'm like, for sure.
00:32:45
Speaker
Bet saying here.
00:32:46
Speaker
Yeah, yeah, exactly.
00:32:47
Speaker
And then, so just referral game is huge.
00:32:51
Speaker
Yeah.
00:32:51
Speaker
Now my referral game is pretty, pretty crazy.
00:32:53
Speaker
Cause it's just so many accounts now.
00:32:55
Speaker
Um,
00:32:56
Speaker
but you just have to find different things.
00:32:57
Speaker
There's always things like that happening.
00:32:59
Speaker
There's always new communities that are opening up.
00:33:01
Speaker
There's always new homeowners, right?
00:33:02
Speaker
Like you were saying, and new homeowners maybe haven't been hit as much.
00:33:07
Speaker
They're building new houses.
00:33:08
Speaker
California is different.
00:33:09
Speaker
All of them have solar, but we're on the add-ons now.
00:33:12
Speaker
There's these massive 5,000 square foot houses and they put a little eight panels.
00:33:16
Speaker
That's not gonna do anything.
00:33:18
Speaker
So we can go there now and give them add-ons, which they literally haven't been able to get it for this whole year, almost.
00:33:25
Speaker
I know.
00:33:26
Speaker
And I just like said that to myself right now.
00:33:27
Speaker
I'm like, I know where I'm going.
00:33:29
Speaker
Find some area right after this.
00:33:31
Speaker
Yeah.
00:33:31
Speaker
Yeah.
00:33:32
Speaker
Boy, it's, let's talk about that referrals.
00:33:34
Speaker
So how many of your install 150 last year, how many do you share from referrals?
00:33:39
Speaker
What's that been like?
00:33:40
Speaker
So I don't have like the best, like, I'm not like, like, what is it?
00:33:46
Speaker
Like spreadsheet guy or anything like that.
00:33:48
Speaker
Not the best on that.
00:33:49
Speaker
I have like a VA and all of that.
00:33:51
Speaker
And my wife takes care of it.
00:33:52
Speaker
But out of the 152,
00:33:54
Speaker
Like, I feel like I'm getting a lot of referrals now.
00:33:56
Speaker
So
Personal Branding and Innovation in Solar
00:33:57
Speaker
out of the 152, I'd probably say, like, 30 were probably referrals.
00:34:01
Speaker
But now this year, like, significantly more, significantly more.
00:34:05
Speaker
Like, a lot of the deals I'm signing are referrals.
00:34:07
Speaker
I'm telling you, these HOA presidents, dudes, like, they're, like, my best setters.
00:34:11
Speaker
They don't even work for us.
00:34:12
Speaker
They're like, can I get that $1,000 referral bonus?
00:34:15
Speaker
I'm like, let's go.
00:34:16
Speaker
So, like, I have a guy that probably gives me, like, at least one a week, sometimes two a week.
00:34:22
Speaker
And this is the HOA president.
00:34:25
Speaker
So it's like, I'm a shoe in there.
00:34:26
Speaker
It's like, yeah, this guy's great.
00:34:28
Speaker
So out of the hundred, I think I have 104 right now this year.
00:34:31
Speaker
I'd probably say a good already good, like 40 of them are referrals.
00:34:35
Speaker
Yeah.
00:34:36
Speaker
That's huge.
00:34:37
Speaker
So you think it's just that just finding a good referral partner, finding a high influence person like that has been the biggest.
00:34:43
Speaker
Yeah.
00:34:45
Speaker
Someone, someone that has high influence.
00:34:47
Speaker
I talked to another dude that tried to recruit me into, it was funny.
00:34:50
Speaker
It's like an MLM solar company.
00:34:53
Speaker
I don't know, probably.
00:34:54
Speaker
I don't know.
00:34:55
Speaker
It was really weird.
00:34:56
Speaker
I knew him from back in, like when I did network marketing.
00:34:59
Speaker
So then he was just like, Jack is perfect for us.
00:35:01
Speaker
And I was like, I'm not trying to build that anymore.
00:35:04
Speaker
But one thing I heard from him and I was like, dang, that's fire.
00:35:07
Speaker
He's like, literally, and I don't go this far, but he's like, literally everyone is my, everyone's my setter.
00:35:13
Speaker
He's like, my dentist.
00:35:14
Speaker
He's like, I tell my dentist, I'm like, hey, you give me a referral.
00:35:17
Speaker
He's like, I'll give you 50%.
00:35:19
Speaker
which is gnarly to me, but he's like, I'll give you 50%.
00:35:22
Speaker
He's like, because I would have never even had that if they wouldn't have given it to me.
00:35:26
Speaker
So it's worth it to give them 50%.
00:35:29
Speaker
He's like, so I got my dentist.
00:35:30
Speaker
I got my fitness trainer.
00:35:33
Speaker
He's like, everyone's giving me referrals.
00:35:35
Speaker
And anyone working a normal job, and then you just get, like, imagine, like, even a dentist, I don't care.
00:35:41
Speaker
They make good money, but you get an extra four grand for referring.
00:35:45
Speaker
You're like, what the heck?
00:35:46
Speaker
And then guess what?
00:35:48
Speaker
Now they're yours.
00:35:49
Speaker
Now they're like, what the heck?
00:35:50
Speaker
Well, if I get four grand in this, what if I referred them three and make 12,000 this month?
00:35:55
Speaker
Right?
00:35:55
Speaker
So he said that to me and that kind of blew my mind.
00:35:57
Speaker
I was like, dude, that's nuts.
00:35:58
Speaker
So that's why I'm not afraid.
00:36:00
Speaker
Like masters coming up, I already told these dudes, I'm like, yeah, we have a promotion going on.
00:36:04
Speaker
You actually get 2,500 per, right?
00:36:05
Speaker
And yeah, I'm gonna be giving out money, but I'm making a lot more.
00:36:11
Speaker
And they're like, they're probably making that in a month right now or maybe a little bit more.
00:36:14
Speaker
So yeah.
00:36:15
Speaker
Yeah.
00:36:15
Speaker
Yeah, that's huge.
00:36:17
Speaker
Yeah, it's funny.
00:36:18
Speaker
I just had, I brought a guy from my jujitsu gym last week.
00:36:21
Speaker
Yeah.
00:36:21
Speaker
I think I introduced you to him.
00:36:22
Speaker
Yeah, yeah, yeah.
00:36:23
Speaker
But he texted me over the weekends.
00:36:24
Speaker
He's like, hey, I don't want to knock on doors.
00:36:26
Speaker
I'm quitting, but can I still send you all my family and friends?
00:36:30
Speaker
Absolutely.
00:36:31
Speaker
Even better, right?
00:36:32
Speaker
I'm like, okay, well, that sucks you're quitting, but yeah, still send me all your family and friends.
00:36:37
Speaker
Yeah, yeah.
00:36:38
Speaker
And yeah, so if you get people bought in like that, it's, yeah, it's insane.
00:36:43
Speaker
You don't have to be knocking door.
00:36:44
Speaker
Like these are warm leads too.
00:36:45
Speaker
So you show up and I'm sure a lot of them are just lay downs, right?
00:36:48
Speaker
Yeah, yeah, exactly.
00:36:49
Speaker
Trust is already there.
00:36:50
Speaker
Oh, the trust is already there.
00:36:51
Speaker
I just go on like, Hey, yeah, this is what they did.
00:36:53
Speaker
So we're just going to get you right.
00:36:55
Speaker
Hit them with the same rate.
00:36:56
Speaker
Hopefully you didn't sell them too low.
00:36:58
Speaker
So then I've done that before too.
00:36:59
Speaker
I'm just like, Oh my God.
00:37:01
Speaker
But yeah, absolutely.
00:37:03
Speaker
Referrals are huge.
00:37:05
Speaker
Right.
00:37:05
Speaker
Because those are the best.
00:37:06
Speaker
Those are the warm leads.
00:37:07
Speaker
The trust is already built.
00:37:09
Speaker
They trust you.
00:37:10
Speaker
They like you.
00:37:10
Speaker
They respect you.
00:37:11
Speaker
And just really getting out there, though, getting out there and just set whatever goal you want.
00:37:17
Speaker
You're like, I'm going to get two leads today.
00:37:19
Speaker
Two appointments, sticky appointments.
00:37:22
Speaker
And then.
00:37:24
Speaker
Just go do it.
00:37:25
Speaker
Just go do it.
00:37:26
Speaker
And this is just the way we've all experienced this.
00:37:29
Speaker
It's literally those last doors.
00:37:31
Speaker
Like when you're just like, you get one lead and you're knocking on, you're just like, dude, I know I said two, but obviously it's not going to happen.
00:37:37
Speaker
I'm like, all right, let me just finish this block or something like that.
00:37:41
Speaker
And you either, that last house on that block, you get another one.
00:37:45
Speaker
Or even where in my mindset, I'm like, I finished it.
00:37:48
Speaker
I'm like, oh God, I didn't.
00:37:50
Speaker
Let me just knock one more door.
00:37:51
Speaker
Yeah.
00:37:52
Speaker
And then it's always, it's just so crazy.
00:37:54
Speaker
It happened to me recently, like in the past, like three weeks.
00:37:58
Speaker
Like it's like that last one or two doors.
00:38:00
Speaker
I'm like, this is just weird.
00:38:02
Speaker
But the universe is gonna, or God or whatever you believe in.
00:38:06
Speaker
Like you say you want something, it's gonna make sure you really want that.
00:38:09
Speaker
Yeah, power one more.
00:38:11
Speaker
No, I agree 100%.
00:38:13
Speaker
And it's gonna, like you have to push through.
00:38:15
Speaker
You're like, oh, I wanna be a millionaire.
00:38:17
Speaker
Like, okay, then you have to go do something.
00:38:19
Speaker
what the millionaires do, right?
00:38:21
Speaker
Everyone wants to be a beast, social media world, right?
00:38:24
Speaker
everyone's posting lions on the, on, on their page, right?
00:38:27
Speaker
This and that.
00:38:28
Speaker
Everyone wants to be a beast until it comes time to do what beasts do.
00:38:31
Speaker
Yeah.
00:38:31
Speaker
Right.
00:38:32
Speaker
And it's not easy and it's a lot of work.
00:38:34
Speaker
Right.
00:38:35
Speaker
And there's no shortcut.
00:38:36
Speaker
I just decided at an event last weekend with Bradley and he's like, look, all you guys are here.
00:38:41
Speaker
That too.
00:38:41
Speaker
Obviously I'm doing a lot of training.
00:38:43
Speaker
I'm doing a lot of things with these high level people that says something, but, um, he's like, every one of you guys bought this ticket.
00:38:50
Speaker
It was at Andy Elliott and Bradley and Wes Watson
Maintaining Focus and Commitment
00:38:53
Speaker
was there.
00:38:54
Speaker
And he's like, you guys are here because you want a secret.
00:38:58
Speaker
You want that one word, that one trick, that one tip that's going to like catapult you.
00:39:04
Speaker
And Bradley was like, it doesn't exist.
00:39:06
Speaker
He's like, I do really well and I've never found the easy way.
00:39:11
Speaker
And then he said that and it was just like, dang, he called everyone out.
00:39:14
Speaker
Cause yeah, that's why you go, you're just like, oh, if I just hear this one thing.
00:39:16
Speaker
And he's like, we all know what we have to do.
00:39:19
Speaker
We all know it's not a secret, right?
00:39:22
Speaker
It's not like being fit, right?
00:39:24
Speaker
In life, it's not a secret.
00:39:26
Speaker
It's not like only the rich elite people have the gym routines.
00:39:30
Speaker
We all know what we need to do.
00:39:32
Speaker
but we just either choose to do it or not.
00:39:34
Speaker
We choose to eat right or not.
00:39:36
Speaker
And that's in everything.
00:39:37
Speaker
There's no secret in solar.
00:39:38
Speaker
You just go out and bang enough doors and get better at communicating.
00:39:43
Speaker
And you just get better and better and better and better and better.
00:39:45
Speaker
And there's even days that also go out and it's so funny.
00:39:47
Speaker
People in the office are like, Jack, can I knock with you?
00:39:50
Speaker
Everyone wants to knock with me.
00:39:51
Speaker
And then I made a joke the other day.
00:39:53
Speaker
You go out and you're just like, he's actually not that good.
00:39:56
Speaker
Like legit.
00:39:57
Speaker
You're just like, damn, Jack's trying to trash.
00:39:59
Speaker
But I'm just, I'm just a dog.
00:40:01
Speaker
Like I'm just going to keep going.
00:40:03
Speaker
And people are like, actually, like, it's so funny.
00:40:05
Speaker
It brings them back to like, they're just like, like, wait, they thought everything I knocked like, oh, here's my bill.
00:40:11
Speaker
Here's my bill.
00:40:12
Speaker
No, there's people in our offices.
00:40:13
Speaker
They're getting way more bills than me.
00:40:15
Speaker
The difference is when I set an appointment, they're going to sign up.
00:40:19
Speaker
Like I, and that's the way, and obviously I'm like, I'm a closer.
00:40:22
Speaker
So I will tell people the price I'm going to give them on the door.
00:40:25
Speaker
Wow.
00:40:26
Speaker
Oh, yeah.
00:40:26
Speaker
I'm just like, yeah, so, and I'll break down the bill, right?
00:40:28
Speaker
We know how to kill the bill.
00:40:29
Speaker
Like, yeah, you're paying about 45 cents right now.
00:40:33
Speaker
It's kind of average in this area.
00:40:35
Speaker
Generally in this area, you know, obviously if that was qualifies, kind of get ahead of myself.
00:40:38
Speaker
But if you did qualify, usually you save about anywhere between like 30 to 35%.
00:40:42
Speaker
And I say that, and I'll literally show them.
00:40:45
Speaker
I'll do like on my calculator, 45 cents minus 35%.
00:40:49
Speaker
And I'll show them it's like 27 cents or whatever.
00:40:51
Speaker
And then I kind of read them.
00:40:53
Speaker
I read them and they're just like, oh man, that'd be awesome.
00:40:56
Speaker
Like, oh my God, game over.
00:40:58
Speaker
Same thing.
00:40:58
Speaker
People were like, oh yeah, that's cool.
00:41:01
Speaker
Awesome.
00:41:01
Speaker
Set that appointment.
00:41:02
Speaker
I just make sure it's super sticky.
00:41:04
Speaker
I'll call people out.
00:41:04
Speaker
I'll be like, all right, cool.
00:41:06
Speaker
Yeah.
00:41:06
Speaker
So I'll be here tomorrow at six, what time?
00:41:08
Speaker
Six o'clock.
00:41:09
Speaker
Cool.
00:41:09
Speaker
And I'll be like, Taylor,
00:41:12
Speaker
bro, you're not gonna forget about me, are you?
00:41:14
Speaker
Like I'll say I'll call them out, because they're gonna try to ghost me.
00:41:16
Speaker
I'll be like, dude, you're not gonna ghost me, are you?
00:41:18
Speaker
So then that next day when they're thinking about ghosting you, like damn dude, Jack literally asked me if I was gonna ghost him.
00:41:24
Speaker
So, and some people still will.
00:41:26
Speaker
But the people that were all about that 35%, boom, give them what you said, they're in.
00:41:31
Speaker
But the people that, like, I'm really big on, like, reading people, if I saw that, like, eh, they weren't that impressed, I'll come in with, like, 40% less.
00:41:39
Speaker
And so, like, if they agree to that appointment and I told them 35%, even though they weren't that excited and they think they're going to get a 27.5 cent, and then I come in and it's a 24 cent, they're just like, it's even better than what they expected.
00:41:53
Speaker
Right?
00:41:54
Speaker
Yeah.
00:41:55
Speaker
And that's the thing.
00:41:55
Speaker
I'm not afraid to sell low.
00:41:58
Speaker
You get all these people out here that are like, if I'm making under 1,000 Achilles or under 500 Achilles, I'm like, you guys are tripping.
00:42:06
Speaker
I will make $200.
00:42:07
Speaker
You get 10 referrals from it.
00:42:10
Speaker
Yeah, exactly.
00:42:11
Speaker
I'll break even as long as I'm not even going to pay.
00:42:13
Speaker
And I've actually paid one time.
00:42:15
Speaker
This old lady, she had an MPU and I was going to make like $2,700 and the MPU was $3,000.
00:42:20
Speaker
And I'm like,
00:42:22
Speaker
whatever, dude, like it's going to help her.
00:42:24
Speaker
Whatever.
00:42:24
Speaker
I'm going to owe 300.
00:42:25
Speaker
Like, it's not a big deal.
00:42:27
Speaker
But then she sees, and I got this from another dude that it's funny.
00:42:31
Speaker
I get all a lot of things from people try to recruit me.
00:42:33
Speaker
He was just like, he's like, you let them know like, Hey, my company, we're actually not making any money on this deal, but we see it's going to be good for you and your family.
00:42:41
Speaker
But we do a lot of work off referral.
00:42:43
Speaker
Obviously, if you can give us some referrals, that's all, that would be our payment.
00:42:46
Speaker
And then, so I'll do that.
00:42:47
Speaker
She gave me a lot of referrals.
00:42:48
Speaker
She gave me three referrals and I made like an additional like 18,000 on it.
00:42:52
Speaker
So like, it was worth, it's worth, it was worth me taking the hit of 300 because then I made $17,700.
00:42:57
Speaker
And that's what people, people are getting the wrong mindset.
00:43:02
Speaker
that you can't forget where you came from, right?
00:43:04
Speaker
Like we start crushing in this thing.
00:43:07
Speaker
You start making all this money.
00:43:08
Speaker
You're like, I won't sit for under a thousand Achilles.
00:43:10
Speaker
Like, what are you talking about?
00:43:11
Speaker
Because in the beginning, you're just like, yeah, on this three Achilles, you can make 1500, 500 Achilles.
00:43:16
Speaker
Oh my God.
00:43:18
Speaker
That'd be awesome.
00:43:19
Speaker
For two hours of my life, I can make $1,500.
00:43:20
Speaker
Where are you getting paid $740 an hour right now?
00:43:24
Speaker
You're not.
00:43:25
Speaker
So, but people were like, they get confused in this thing.
00:43:28
Speaker
And I just don't forget where I came from.
00:43:29
Speaker
Like, bro, I'll,
00:43:31
Speaker
I'll do it for any amount of money.
00:43:33
Speaker
Yeah.
00:43:33
Speaker
Right?
00:43:33
Speaker
Well, especially during competitions, you said.
00:43:36
Speaker
Oh, yeah.
00:43:36
Speaker
If you want a good deal, hit this guy up during competitions.
00:43:39
Speaker
Hit me up.
00:43:39
Speaker
Fire sale.
00:43:41
Speaker
Fire sale.
00:43:41
Speaker
Like, we're doing it.
00:43:44
Speaker
You're going to get a good price.
00:43:46
Speaker
Straight up.
00:43:46
Speaker
Like, if you're paying a big 60% off, hey, maybe.
00:43:49
Speaker
Maybe.
00:43:49
Speaker
Yeah.
00:43:52
Speaker
Let's go.
00:43:53
Speaker
Yeah.
00:43:53
Speaker
So no, I love that.
00:43:55
Speaker
Ton of good points there.
00:43:56
Speaker
And with the referrals, I want to ask you too.
00:44:00
Speaker
One of the things I struggle with sometimes is just so you get a referral, but actually getting in touch with these people when they give you a referral.
00:44:06
Speaker
So do you have any tips on that?
00:44:08
Speaker
Is it like you got the customer doing three-way text?
00:44:10
Speaker
Yeah, I'll have them getting a three-way text.
00:44:12
Speaker
Usually I make sure that again, they always, I get the information.
00:44:16
Speaker
People say, Hey, I gave my brother your number.
00:44:20
Speaker
I let them know, hey, give me their number.
00:44:21
Speaker
First off, that's the main thing.
00:44:23
Speaker
Because I was like, they're honestly never going to call me.
00:44:26
Speaker
I tell them, I have people say, hey, my mom's going to call you, my dad, my brother, my cousin.
00:44:30
Speaker
I was like, you know how many times my phone rings?
00:44:33
Speaker
Never.
00:44:33
Speaker
No one wants to call the solar sales guy.
00:44:35
Speaker
Right.
00:44:36
Speaker
I'm telling you this is a homeowner.
00:44:36
Speaker
Like, right.
00:44:37
Speaker
Like, obviously, like if I wouldn't have knocked your door, introduced, you wouldn't want to call me.
00:44:42
Speaker
Same thing for them.
00:44:42
Speaker
They don't want to call me.
00:44:44
Speaker
So put me in a three way text.
00:44:45
Speaker
Let me get their phone number.
00:44:46
Speaker
Three way text.
00:44:47
Speaker
You already have their phone number.
00:44:48
Speaker
It's perfect.
00:44:48
Speaker
And then I'll call.
00:44:50
Speaker
And I got this from network marketing.
00:44:52
Speaker
I'll always be like, like, like Taylor, right.
00:44:56
Speaker
Get your phone number.
00:44:57
Speaker
The first thing I'm going to do
00:44:59
Speaker
is I'm gonna text and I learned this in network marketing is perfect.
00:45:01
Speaker
You do not say in network marketing, we're trying to invite someone to a meeting.
00:45:05
Speaker
You're like, hey Taylor, hope you're doing good.
00:45:08
Speaker
This is Jack.
00:45:09
Speaker
I have a meeting tonight at 8 p.m.
00:45:11
Speaker
Even if we're super good friends.
00:45:12
Speaker
Yo Taylor, bro, let's hang out.
00:45:14
Speaker
I have a meeting tonight at tonight, 8 p.m.
00:45:16
Speaker
I wanna share something with you.
00:45:17
Speaker
It's gonna be super exciting.
00:45:19
Speaker
You're like...
00:45:22
Speaker
Like you told everything right there.
00:45:24
Speaker
Yeah.
00:45:24
Speaker
Right.
00:45:25
Speaker
Showed the cards.
00:45:26
Speaker
Yeah.
00:45:26
Speaker
So you showed your cards.
00:45:28
Speaker
Now we know for a fact, we know that we know that we know that no one leaves without this thing.
00:45:34
Speaker
Like I will get on the freeway and be like, oh, I left my phone.
00:45:37
Speaker
Legit exit.
00:45:38
Speaker
Go back home.
00:45:39
Speaker
Right.
00:45:39
Speaker
Everyone does that.
00:45:41
Speaker
So someone not answering your text message, maybe they're super busy, but they just saw that.
00:45:47
Speaker
Right?
00:45:48
Speaker
And they're just like, ah.
00:45:49
Speaker
And maybe they just don't want to disappoint you.
00:45:50
Speaker
Like, hey, bro, you want to go watch some movies?
00:45:52
Speaker
And you're just like, ah, dude, I'm hanging out with my wife and my kid.
00:45:55
Speaker
So they're just like, because they don't want to disappoint.
00:45:57
Speaker
We live in a world where people don't want to disappoint.
00:45:59
Speaker
So same thing.
00:46:00
Speaker
You don't say like, hey, this is Jack.
00:46:02
Speaker
I got your contact.
00:46:03
Speaker
We're going to go from Legacy Power.
00:46:04
Speaker
They said you were interested in solar.
00:46:06
Speaker
No.
00:46:07
Speaker
Literally, depending on how old the people are, like if I know the person's like around my age, I'm like, yo, Taylor, son.
00:46:14
Speaker
That's it.
00:46:15
Speaker
That's literally how I reach out to people.
00:46:16
Speaker
Wow.
00:46:17
Speaker
Hey, Taylor.
00:46:18
Speaker
Like waving hand or like a piece.
00:46:21
Speaker
And they're going to be like, immediately, they're going to reach back out to you.
00:46:25
Speaker
Sorry, who is this?
00:46:27
Speaker
I got you.
00:46:27
Speaker
Nice.
00:46:28
Speaker
Right?
00:46:28
Speaker
Because like now you just responded.
00:46:31
Speaker
Now it's super weird.
00:46:32
Speaker
I know you're near your phone.
00:46:33
Speaker
Now if you all of a sudden start ghosting me, it's just super weird.
00:46:36
Speaker
And again, people don't want to be awkward.
00:46:38
Speaker
So, yo, Taylor, you're like, hey, what's up?
00:46:42
Speaker
I don't have this number saved.
00:46:43
Speaker
Who's this?
00:46:44
Speaker
Now I go, hey, this is Jack.
00:46:45
Speaker
I got you an information from Ivan.
00:46:47
Speaker
Just helped him with the solar, X, Y, Z. So we learned that in network marketing.
00:46:50
Speaker
Like, you get someone to respond right away.
00:46:53
Speaker
And then it just lowers the likely of them just, like, ghosting you completely.
00:46:58
Speaker
Because now, again, that's just weird.
00:47:00
Speaker
Like, bro, you literally just responded in three seconds.
00:47:02
Speaker
And now I send something else and you don't?
00:47:04
Speaker
I know you're by your phone.
00:47:05
Speaker
Wow, okay.
00:47:06
Speaker
Yeah, so that's money.
00:47:06
Speaker
So I just say like, hey, Natalie, send.
00:47:10
Speaker
Because that's like a friend thing.
00:47:11
Speaker
They think like, oh, my friend got a new phone number.
00:47:14
Speaker
Hey, Maya, hey, Steven, send.
00:47:16
Speaker
That's it.
00:47:17
Speaker
That's it.
00:47:18
Speaker
That's literally all I do.
00:47:19
Speaker
And then I'll...
00:47:20
Speaker
I'll do it with my wife.
00:47:21
Speaker
I'm like, hey, babe.
00:47:23
Speaker
And she'll respond.
00:47:24
Speaker
She's like, dude, don't do that on me.
00:47:26
Speaker
Like, what do you want?
00:47:27
Speaker
I'm like, dude, I just need you to respond first.
00:47:28
Speaker
I know.
00:47:30
Speaker
I always hate when people do that.
00:47:31
Speaker
Like the lead gen guys.
00:47:33
Speaker
Just say, hey, Taylor, on Facebook.
00:47:35
Speaker
Yeah, yeah.
00:47:36
Speaker
I'm like, do what you want.
00:47:37
Speaker
There's a method.
00:47:38
Speaker
Yeah, yeah.
00:47:38
Speaker
There's a method to it.
00:47:39
Speaker
Exactly.
00:47:40
Speaker
That makes sense, though.
00:47:41
Speaker
That's how I mostly get them to at least respond.
00:47:44
Speaker
And then you go into it.
00:47:45
Speaker
And whether we sit with them or not, I mean, it is what it is.
00:47:47
Speaker
Yeah.
00:47:48
Speaker
But yeah.
00:47:49
Speaker
Okay.
00:47:49
Speaker
So that's if they didn't do like a group three-way text or whatever.
00:47:52
Speaker
He just got a number.
00:47:53
Speaker
You'll just text him like that.
00:47:54
Speaker
Yeah.
00:47:54
Speaker
Cause even, even in a three-way text, sometimes like you'll put me in a three-way text with someone, but then they'll never respond in that text.
00:48:00
Speaker
Like they're ghosting their own friend.
00:48:02
Speaker
Cause I'm like, Oh, this dude's putting me in with the sales person.
00:48:04
Speaker
So then most likely they don't like remember your number in there.
00:48:08
Speaker
So then I just text them separately.
00:48:10
Speaker
Like the next day, I won't do it the same day.
00:48:12
Speaker
I won't do it.
00:48:13
Speaker
close in time 15 minutes no because they know it's me yeah i'll wait a day or two and be like hey because yeah now it's down their thread they're not looking at it and i'll say hey and then they respond okay that's smart okay yeah never tried that before never had anyone say that it's good trust me it's really good i'll try that today
00:48:31
Speaker
Well, so last couple things before we wrap up here, Jack.
00:48:35
Speaker
I know you're a closing machine, closing tons of deals.
00:48:38
Speaker
And I've learned a lot about how you close, just start meetings and all that.
00:48:41
Speaker
But do you have any, like, maybe from network marketing, what would you say are, like, the biggest things that help you in the close?
00:48:49
Speaker
Maybe it's, like, building urgency or the way you structure the presentation.
00:48:52
Speaker
Just any, like, pro tips.
00:48:54
Speaker
Yeah, so the way I structure my presentation, I...
00:49:01
Speaker
I show them what they're going to be paying.
00:49:04
Speaker
I show them what they're going to be paying with the utility before I ever show them a price with solar.
00:49:10
Speaker
I break down what a PPA is.
00:49:11
Speaker
I'm like, yeah, you probably heard a lot about solar.
00:49:12
Speaker
I break down what a PPA is.
00:49:14
Speaker
I say, but forget solar.
00:49:16
Speaker
I'm like, I'm not even hearing about solar.
00:49:18
Speaker
Let's just talk about your situation right now with the utility.
00:49:21
Speaker
And I show them what they're paying right now per cost per kilowatt hour.
00:49:24
Speaker
I pull up our utilities website and I show them what they've done over the past 14 years.
00:49:30
Speaker
Because SDG&E right there, it shows their rates from 2009.
00:49:34
Speaker
And I show them that.
00:49:36
Speaker
Numbers don't lie.
00:49:37
Speaker
It's black and white.
00:49:38
Speaker
I'm not making this up.
00:49:39
Speaker
I literally pull my, like, look, this is SDG&E.com.
00:49:44
Speaker
And I do the numbers.
00:49:45
Speaker
Like, yeah, they're going up X amounts per year average.
00:49:48
Speaker
Yes.
00:49:49
Speaker
So this is like, right?
00:49:51
Speaker
This is what it is.
00:49:51
Speaker
It is.
00:49:52
Speaker
This is what you're going to be paying.
00:49:54
Speaker
There's no, we can't.
00:49:56
Speaker
There's no denying it.
00:49:57
Speaker
Right?
00:49:58
Speaker
So I show them what they're going to be paying over just the next few years.
00:50:02
Speaker
I do three, six, nine.
00:50:04
Speaker
I used to do five, 10, 15, 20 until I sat with this older dude.
00:50:07
Speaker
And he was like super sharp real estate agent.
00:50:10
Speaker
He was like 83 still working.
00:50:12
Speaker
And he's like, you know what, Jack?
00:50:13
Speaker
I like this.
00:50:13
Speaker
He's like, and I'm going to do it.
00:50:15
Speaker
So I have a tip for you though.
00:50:17
Speaker
He's like, you're talking about 15 years to me.
00:50:20
Speaker
And he's like, if I get another five, I'm happy.
00:50:23
Speaker
And I was like, damn.
00:50:24
Speaker
So then I changed it three years.
00:50:25
Speaker
And he actually said, he's like, you should do like three years.
00:50:28
Speaker
Year one, year three, year six.
00:50:30
Speaker
He's like, because everyone could think of their life in three years from now.
00:50:33
Speaker
And six years is pretty much five years, right?
00:50:35
Speaker
So I got that from him.
00:50:37
Speaker
Yeah, that's good.
00:50:38
Speaker
I've been doing that.
00:50:38
Speaker
Bruce, he's taught me that.
00:50:39
Speaker
Yeah, so it's so good.
00:50:41
Speaker
So I build that out.
00:50:43
Speaker
And then I show them, I'm like, this is why people go solar.
00:50:46
Speaker
And I just show them the solar price.
00:50:47
Speaker
And again, I'm going to make sure it looks good.
00:50:49
Speaker
Yeah.
00:50:50
Speaker
I got that from Carlos is that let's say the price is gonna be, nothing crazy.
00:50:55
Speaker
Let's say it's, you get them down, their average bill is like 180 and we do the numbers.
00:50:59
Speaker
Like, all right, I wanna charge them 24 cents a Kili.
00:51:02
Speaker
And it gets them to 121.
00:51:04
Speaker
He's like, nope, it needs to be in the teens, right?
00:51:08
Speaker
And he's like, we're gonna change it to 23 and a half cents or whatever.
00:51:12
Speaker
He's like, it has to look good to them, right?
00:51:15
Speaker
Even though 121 to 119 are literally $3 difference.
00:51:20
Speaker
To the homeowner that you're in the one teens instead of the one twenties.
00:51:25
Speaker
Right.
00:51:26
Speaker
So I always, always will, even if I'm already hooking them up and it's like one 60, I'm like, I gotta give me one 59, one 58.
00:51:34
Speaker
I always will change it.
00:51:36
Speaker
Always.
00:51:37
Speaker
Okay.
00:51:37
Speaker
Because we, yeah, they say like, Oh, well don't sell on price.
00:51:40
Speaker
Yeah.
00:51:41
Speaker
People want to save money.
00:51:42
Speaker
Yeah.
00:51:43
Speaker
Fact.
00:51:43
Speaker
Yeah.
00:51:44
Speaker
I sell odd on value.
00:51:45
Speaker
I show them what it's going to do for them.
00:51:47
Speaker
But later on, and it takes two weeks, three weeks, four weeks to install, whatever, all that stuff you were saying is kind of out the window.
00:51:55
Speaker
What are they going to do?
00:51:56
Speaker
They're going to look back at that paper.
00:51:59
Speaker
And if that paper says 102 or if it says 98,
00:52:06
Speaker
That is literally everything.
00:52:08
Speaker
That's a huge difference, even though in our commission, what's a $3 difference?
00:52:11
Speaker
It's nothing.
00:52:12
Speaker
We're gonna make a little, so take the hit, take the hit,
00:52:16
Speaker
it needs to look sexy.
00:52:19
Speaker
It needs to look sexy.
00:52:20
Speaker
And that's the main thing with me.
00:52:21
Speaker
Like I'm going to make money on the deal.
00:52:24
Speaker
I'm not willing.
00:52:25
Speaker
I mean, I'm not, I'm willing to drop the price because I want it to look sexy because like, yeah, build value, do that.
00:52:32
Speaker
I do all of that.
00:52:33
Speaker
But at the end of the day, when they start getting a little antsy, they're going to look back at that paper.
00:52:39
Speaker
And if it doesn't look sexy to them, like, yeah, it's actually not even that good of a deal.
00:52:42
Speaker
Yeah.
00:52:42
Speaker
Yeah.
00:52:43
Speaker
And if a $2 or $3 change in the price can make them think it's that good of a deal or not that good of a deal, why wouldn't you do that?
00:52:51
Speaker
And I do that every single time, always.
00:52:53
Speaker
So I'm just going to tweak the numbers.
00:52:55
Speaker
And it gets kind of weird when you're like at the $164.
00:52:57
Speaker
I was like, oh, am I going to do that much, right?
00:53:00
Speaker
$167.
00:53:01
Speaker
But they're like, hey, it's under $170.
00:53:02
Speaker
But if it's close, I do that.
00:53:05
Speaker
So I build a lot off of the value and what they're going to pay in the utility.
00:53:09
Speaker
And I make sure it looks sexy.
00:53:11
Speaker
I make sure they're excited.
00:53:13
Speaker
We all know the homeowners where you leave and you're just like, ah.
00:53:16
Speaker
Yeah, yeah, exactly.
00:53:19
Speaker
They still sign up.
00:53:20
Speaker
They're not really sure if it's worth it.
00:53:23
Speaker
And we know the ones that are like, oh yeah, they're going.
00:53:24
Speaker
They're going to install.
00:53:26
Speaker
Missed site survey.
00:53:26
Speaker
Ah, they're still good.
00:53:28
Speaker
They got me.
00:53:30
Speaker
Where, especially in California, everyone is used to
00:53:35
Speaker
Like, oh, yeah, my friend had, the bill was $300.
00:53:37
Speaker
Now they're paying $150.
00:53:39
Speaker
Everyone has a friend like that.
00:53:40
Speaker
And now we're like, yeah, you're paying $300.
00:53:42
Speaker
You're going to pay $250.
00:53:45
Speaker
Right?
00:53:45
Speaker
Like they think that we're trying to screw them over.
00:53:47
Speaker
We're not.
00:53:48
Speaker
There's battery costs.
00:53:48
Speaker
This stuff is expensive.
00:53:50
Speaker
Right?
00:53:50
Speaker
We got so used to selling so high, making $3,000, $4,000 a kilo.
00:53:55
Speaker
It's insane.
00:53:56
Speaker
Right?
00:53:56
Speaker
We got used to that.
00:53:58
Speaker
So then it's like, I'm used to making nine racks on a three kilo.
00:54:01
Speaker
Right?
00:54:02
Speaker
We got used to that.
00:54:03
Speaker
So then you're like, wait, I'm going to make $2,700 on a three kilo.
00:54:06
Speaker
No, no, no.
00:54:07
Speaker
So then we try to price higher to make up for that.
00:54:11
Speaker
But then that person cancels.
00:54:13
Speaker
So then it's better to make some money than no money.
00:54:16
Speaker
That's why I'm always willing to go down on price.
00:54:19
Speaker
And I never go down the price in the house.
00:54:21
Speaker
It's not up to me.
00:54:23
Speaker
You know what I mean?
00:54:26
Speaker
But I always have it prepared beforehand that I'm always willing.
00:54:30
Speaker
And if in a rare instance that I will go down in the house, you might get a text from me.
00:54:35
Speaker
Hey, Taylor, I'm sitting here with the Lopez family.
00:54:38
Speaker
Yeah, I got to check with my manager.
00:54:40
Speaker
Sitting here with the Lopez family.
00:54:41
Speaker
They want to see, they like everything.
00:54:43
Speaker
They want to see if they can get them down another set.
00:54:46
Speaker
Right?
00:54:47
Speaker
And I'll literally show them the text.
00:54:49
Speaker
Like, wish us luck.
00:54:51
Speaker
And then you respond, you're like, hold on, give me a second.
00:54:54
Speaker
Right?
00:54:55
Speaker
And then you respond like, all right, yes, but they have to give us two referrals.
00:54:57
Speaker
I'm like, woo!
00:54:59
Speaker
Right?
00:55:00
Speaker
Like, it's sales.
00:55:02
Speaker
Communication is an art.
00:55:04
Speaker
It's a song.
00:55:05
Speaker
It's a dance.
00:55:06
Speaker
Yeah.
00:55:06
Speaker
That's fire.
00:55:07
Speaker
What about if they, do you ever ask them, like, how much they expect to save?
00:55:10
Speaker
Because the worst is when you pull up the numbers and they're, like, not that excited about it.
00:55:14
Speaker
Yeah, yeah, yeah.
00:55:15
Speaker
So how do you gauge if they're going to be, like, excited?
00:55:17
Speaker
So I frame them in the beginning.
00:55:19
Speaker
Like, I tell them, like, hey, if you're paying this rate, like, what we do,
00:55:23
Speaker
is we generally give people anywhere like say 35 to 40 discount in this area right i i just i kind of let them know what they should expect okay right i let them know because if i especially now in m2 and m3 they're gonna be like oh we're supposed to cut my bill in half right like i just i let them know sure that doesn't exist anymore yeah that's out but
00:55:44
Speaker
If in 2010, I locked you in at $2, at that moment, you'd be like, Jack, why would I pay $2?
00:55:50
Speaker
I'm paying $2 right now.
00:55:51
Speaker
But right now, when everyone's paying $6, you look like a genius.
00:55:55
Speaker
We would have all did that.
00:55:56
Speaker
But obviously, that didn't exist.
00:55:58
Speaker
What I'm telling you right now is I have a program for your electricity, where I'm not going to get you at the same.
00:56:02
Speaker
I'm going to get you in a little bit lower.
00:56:04
Speaker
But as the utility continues to go up, you're going to look like a genius.
00:56:07
Speaker
Yeah.
00:56:07
Speaker
Right.
00:56:08
Speaker
So I kind of just tell them what they're going to expect.
00:56:11
Speaker
Someone who has a discount already on care, I let them know, hey, you already have 30%.
00:56:16
Speaker
I'm able, my system allows me to give you an additional 25% on top of that.
00:56:22
Speaker
Right.
00:56:23
Speaker
And I let them know.
00:56:23
Speaker
And they're just like, oh, well, but I'm not really saving that much.
00:56:26
Speaker
Like, well, you're actually at 55% off.
00:56:28
Speaker
Yeah.
00:56:29
Speaker
Yeah.
00:56:30
Speaker
But it's just, right.
00:56:31
Speaker
So I, I kind of frame them and let them know like, this is what it is.
00:56:34
Speaker
Nice.
00:56:35
Speaker
Right.
00:56:37
Speaker
Yeah.
00:56:37
Speaker
That's just how I do it.
00:56:38
Speaker
I let them know this is what to expect.
00:56:40
Speaker
Yeah.
00:56:41
Speaker
And then I just kind of read them and if they're kind of excited, kind of not, you know, I'll, I'll, I'll kind of be like, well, you know, X, Y, and Z, this is why.
00:56:48
Speaker
And then I just build more on the value.
00:56:49
Speaker
Yeah.
00:56:50
Speaker
Right.
00:56:51
Speaker
Cause when you do that three, six, nine thing, the rates are, are outrageous.
00:56:55
Speaker
Yeah.
00:56:56
Speaker
Exactly.
00:56:57
Speaker
And they're saving a ton of money regardless.
00:57:00
Speaker
Yeah.
00:57:00
Speaker
And so for those listening, three, six, nine, in case you're not following, you just do like the comparison, right?
00:57:05
Speaker
What they're going to pay three years with solar or three years with it, with the utility.
00:57:09
Speaker
Six years with utility, nine years with utility.
00:57:12
Speaker
So I'll do three years with it.
00:57:13
Speaker
I'll do today with the utility, three years with the utility, six years with the utility and nine years with the utility.
Selling Strategies and Techniques
00:57:18
Speaker
And they're just looking at that nine years or the six years and they're like, golly.
00:57:21
Speaker
And I'm like,
00:57:22
Speaker
And that's if they only go up X amount because I always give the utility a break.
00:57:27
Speaker
And then I say, so, and this is why people go solar.
00:57:30
Speaker
And I show them more energy at significantly less money or just a little bit less money.
00:57:37
Speaker
And then I'm like, but I like being fair.
00:57:39
Speaker
Let's project out your bill also.
00:57:41
Speaker
Like we did with the utility.
00:57:42
Speaker
We got to be fair.
00:57:43
Speaker
And I show them three years with the solar, six years with the solar, nine years with the solar.
00:57:49
Speaker
It doesn't even compare.
00:57:50
Speaker
Yeah, it's game over.
00:57:52
Speaker
And I was like, so this is why so many of your neighbors are going solar.
00:57:56
Speaker
So the only thing we're going to do today, we just have to make sure, you know, we call a responsibility check.
00:58:00
Speaker
So make sure, you know, someone in the house at least has a 650 credit score.
00:58:03
Speaker
They just want to make sure the house isn't in foreclosure.
00:58:06
Speaker
I know it's not X, Y, Z. And I always assume the sale.
00:58:09
Speaker
I never ask people to sign up.
00:58:10
Speaker
Ever, ever, ever, ever.
00:58:12
Speaker
I've just...
00:58:14
Speaker
All right, so when we used to use Sunrun.
00:58:17
Speaker
Yeah, what's your email?
00:58:19
Speaker
Cool, what's your birthday?
00:58:21
Speaker
What's his address again?
00:58:22
Speaker
Well, I'll do email, address, zip code, things I already know.
00:58:26
Speaker
Very simple.
00:58:27
Speaker
Oh, they tell me that.
00:58:28
Speaker
Get him used to it.
00:58:29
Speaker
And then just the last four of your socials?
00:58:32
Speaker
That's it.
00:58:32
Speaker
I literally just say that.
00:58:33
Speaker
Just last word of your social.
00:58:34
Speaker
And I just look down and they just say it.
00:58:37
Speaker
And if you just gave me your last word of your social, obviously you're signing up.
00:58:41
Speaker
Some people are like, oh, so we're doing this, huh?
00:58:44
Speaker
Yeah.
00:58:44
Speaker
Yeah, we want to get the ball rolling.
00:58:46
Speaker
Still got to make sure the house checks out.
00:58:48
Speaker
That's powerful.
00:58:49
Speaker
Yeah.
00:58:50
Speaker
Well, and so much, I love what you're saying.
00:58:52
Speaker
It's like setting expectation because the negative about PPAs is some people, you know, like do auto loans, like, oh, you got to try to sell them that their rate's going to go up every year.
00:59:02
Speaker
It's like, yeah, but if you show them what it's compared to, the rate going up,
00:59:06
Speaker
like double triple quadruple compared to what the ppa is then it doesn't look so bad anymore right exactly that's what i love about what you're doing with these comparisons because it's like spinning everything into positive which it is positive but yeah it's just like you want them to focus on the positive rather than the negative because people are always going to find reasons not to do it true but if you show them you know get them in that frame of thinking then yeah
00:59:34
Speaker
People never blink.
00:59:35
Speaker
And again, you'll get those some people that will.
00:59:37
Speaker
But 2.9s, we're selling them forever.
00:59:39
Speaker
It's 3%.
00:59:40
Speaker
What are we talking about?
00:59:45
Speaker
Then the 3.9 came out.
00:59:46
Speaker
I'm like, oh, damn.
00:59:46
Speaker
And if I'm doing full battery, I'll do 3.9 with Everbright.
00:59:51
Speaker
But they don't even blink.
00:59:54
Speaker
It's not a big deal unless you make it a big deal.
00:59:55
Speaker
You're like, yeah, there is a 3.9 increase, though.
00:59:58
Speaker
They're going to be like, what the heck?
01:00:00
Speaker
Yeah, so the increase is actually only 3.9%.
01:00:03
Speaker
It's amazing.
01:00:04
Speaker
We want to lock that in.
01:00:06
Speaker
Powerful.
01:00:07
Speaker
It's all framing.
01:00:08
Speaker
That's awesome.
01:00:08
Speaker
Well, Jack, we've been going about an hour here.
01:00:11
Speaker
I know you got deals to close.
01:00:12
Speaker
Yeah, yeah, yeah.
01:00:13
Speaker
Time flies.
01:00:14
Speaker
We're having fun.
01:00:15
Speaker
Before I forget, where can people reach out if they want to hit you up for more?
01:00:19
Speaker
Yeah, for sure.
01:00:20
Speaker
So, I mean, obviously Instagram, winwithjack.
01:00:23
Speaker
That's my IG handle.
01:00:25
Speaker
That's from network marketing days, right?
01:00:28
Speaker
But still, it makes perfect sense.
01:00:29
Speaker
Yeah, so just winwithjack.
01:00:32
Speaker
Yeah, that's pretty much it.
01:00:33
Speaker
You know, you could follow me, obviously.
Ongoing Success and Motivation in Solar
01:00:36
Speaker
Go through his page, go through Legacy Valor page, Legacy Nation page, all of that.
01:00:42
Speaker
Yeah, man, we're just super excited what we're doing here, helping a lot of homeowners, changing a lot of people's lives.
01:00:48
Speaker
super excited we got this guy on the squad right absolute legend and um yeah this is just a place to be we're gonna take over yeah and yeah if you want to come work with the best the best hit us up me or jack we will give you an opportunity if you qualify if you're a good fit
01:01:05
Speaker
that part yeah that part um but yeah it's crazy just you know to wrap it up here how many people thought that solar was dead that we're having joined the team like so many people reached out and they're like i didn't even know solar is still good but it's crazy they see how many deals jack's doing they see how many bills the team is doing yeah it's like you know definitely uh good to be with the company that supports you and you know knows um how to transition in tough times exactly that part that part definitely
01:01:34
Speaker
But yeah, we appreciate you coming on, Jack.
01:01:35
Speaker
We'll definitely do a follow-up episode, I'm sure, in the future.
01:01:39
Speaker
But any final words of wisdom or any closing advice you'd have for anyone?
01:01:43
Speaker
No, man.
01:01:44
Speaker
Just go out there.
01:01:45
Speaker
Get after it.
01:01:46
Speaker
Work hard.
01:01:47
Speaker
There's no shortcuts.
01:01:49
Speaker
right?
01:01:49
Speaker
Use your story, whatever it is.
01:01:51
Speaker
Use that negativity.
01:01:53
Speaker
Use that for your parents telling you to get a real job.
01:01:56
Speaker
Tell that homeowner that's talking down to you.
01:02:00
Speaker
Use that stuff.
01:02:02
Speaker
Use that stuff.
01:02:03
Speaker
Negativity, it has been proven, negativity motivates people more than honestly probably like, oh, you're doing such a great job.
01:02:10
Speaker
Sometimes you need to get slapped in the face.
01:02:12
Speaker
So go out there, get slapped in the face, and let's take over.
01:02:17
Speaker
Let's go.
01:02:18
Speaker
All right, guys.
01:02:18
Speaker
So remember, mindset is the number one thing here.
01:02:21
Speaker
Jack closed eight deals in a week, knowing basically nothing about solar.
01:02:25
Speaker
So keep the mind sharp, keep grinding, and we'll see you on the next episode.
01:02:29
Speaker
Thanks, Jack.
01:02:30
Speaker
What's up, solarpreneurs?
01:02:31
Speaker
Hope you enjoyed the episode.
01:02:33
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.
01:02:44
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
01:02:51
Speaker
What episodes should I listen to in the podcast?
01:02:54
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
01:02:59
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.
01:03:12
Speaker
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01:03:14
Speaker
So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
01:03:21
Speaker
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01:03:22
Speaker
It's going to be at top10.solarpreneurs.com.
01:03:26
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
01:03:31
Speaker
Don't forget the S on solarpreneurs.
01:03:34
Speaker
We will have that in the show notes.
01:03:35
Speaker
Go download it right now.
01:03:37
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
01:03:43
Speaker
That's going to show you how.
01:03:44
Speaker
So go download it and we'll see you on the other side.