The Solarpreneur

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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.

Speaker 2 (00:42):

What's going on. Solarpreneurs we're here and this very special episode because we're alive at, I guess it's not door to door Fest, but, um, Danny Pessy Taylor McCarthy's knock star event here live in key west Florida, and we have got someone super awesome on the show with us today. We got my man, Alex. Thanks for coming on Alex

Speaker 3 (01:03):

Daily. Thanks for having me. I'm super, super grateful to jump on. The first podcast I've ever done is exciting. Something new.

Speaker 2 (01:08):

I know. And it's well deserved too. You're crushing it. We've had conversations and I'm just super impressed with what Alex has been able to do and Alex Smith, right? Yeah. Okay.

Speaker 3 (01:19):

Got to make sure that the quarterback yeah. Most injuries

Speaker 2 (01:22):

Though. Okay. Okay. He played for Utah. It's my favorite football team. So it's a good name. He's also from San

Speaker 3 (01:28):

Diego. Yeah. Alex would like the quarterback to every one of my clients, literally every time. Cause they was like, like that's not a real name. I'm like, trust me. I told my parents that made it a little too generic. That's what I got. There you go.

Speaker 2 (01:40):

Well, this guy, he's the quarterback of solar. You can call him that because he is every time you throw in a solar deal, it's getting installed up there. So he's doing some pretty awesome stuff. So Alex, do you want to start off telling us kind of your background in a door-to-door, how you first got in the industry into solar and all that.

Speaker 3 (01:57):

So I went to FSU fun school, good times. Good memories met a lot of good people, developed a lot of bad habits. A lot of friends that kind of bring me in the wrong direction. Um, but it was a good time. It was part of growing and, you know, experience. I'm happy I had. So when I graduated from FSU or was about to graduate, I didn't know what I was going to do at all. All my friends already accepted the roles like 50, 60, $70,000 a year jobs. And I thought they were crushing it because I didn't go to any career fairs. I didn't show up to anything. And I was like, man, and then the interviews I did get, I didn't show up because the people that were recruiting me, I was like, I don't want to be like those people. Like I don't, I wasn't trying to say like an arrogant way or think about it go away.

Speaker 3 (02:30):

But they were trying to bring me in. And I was just like, I don't think they are very happy with where they're at. So I never went to any of the interviews. And so luckily someone I became friends with because he worked at a bar, he just hit me up and told me about the opportunity. And he's was in California, said he made $10,000 his first month. And I was like, that's a heck of a lot better than 50, 60, 70 K a year. And then he dropped the ball. It's going to be door to door. And he just done. And I was like, man, I was a

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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's up Solarpreneurs! Your secret weapon to closing...

Speaker 2 (00:45):

You're about to find out what that is and how to use it and how to increase your closing ratio by at least 10%, all that, and more in today's episode, let's jump into it. My name's Taylor Armstrong. I'm here to help you close more deals, generate more referrals and make it more enjoyable to be in this awesome solar industry. Hope you're doing well. My voice sounds a little bit nasally it's because we had a little bit of a crisis. Just got back from an event and the knock star event in key west Florida, and a little weekend getaway after that got back and we noticed something smell and super strange in the house, thought it was the trash went and took the trash out. Then, uh, hit the gym. After that, when I got back, it still smelled even worse, like what is going on here?

Speaker 2 (01:39):

So I'm like, okay, I go and decide to get a drink from the fridge, open up the fridge. And I noticed there's like these fruit flies all over the place. I'm going to kind of, that's weird. Then I open up the freezer. This is our spare Ridge. We have, uh, in our second bedroom here, open up the freezer and just the nastiest thing I've ever seen. All this meat just gone that ground Turkey, chicken, apparently our fridge and our freezer got shut off. I don't know what happened, but just nastiest smell. You've ever smelled a smell like a dead body in there. And I'm having nightmares about it. I don't know if I need meat for a couple of days, at least. So anyways, long story short, that is why my place smells terrible right now. Got all the windows open. So you can probably hear crickets chirping outside stuff going on, because look, if I close the windows, I'm going to pass out right now.

Speaker 2 (02:37):

So that's my explanation of why it might be some little nasally or something going on here, but let's jump into it without further ado. I'm going to tell you guys about a secret that I was presented with at this event. And if you haven't followed Taylor McCarthy, Danny, PESI over at knock star, they're doing awesome things. Nominee. I'm going to be sharing a lot of what they shared with us and also just networking with other people there. This is why it's important that you go to events. You don't have to go to every event. Okay? Sometimes I get a little carried away. You go into too many events. I know I've talked about that previously in the podcast, but try to go to, I don't know, an event a quarter or at least a couple of times a year, right? Pick a few events that you can go to to further your craft and network with other people.

Speaker 2 (03:31):

Okay? Cause that's what it's all about. That's how you're going to make improvements. They say your network is your net worth. And I can def

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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's going on. Solarprenuer its Taylor Armstrong here with another episode.

Speaker 2 (00:45):

Hope you're doing well. Hope you're crushing it this week. We're going to dive into a topic today to help you crush it even more. So let's hop into it before I do that. Just want to preface. I am out here in my living room. It's a Saturday four. O'clock here, my kids asleep in the other room. So if you hear a break in the audio, if you hear a kid screaming, that means he woke up. Hopefully he won't. But just wanted to preface that. Let's jump into it though. Saturdays, hopefully you're out crushing hard. Hopefully you were hitting some doors today. I want to talk about why you should be taking pictures with all your customers. You probably heard, I think six, seven episodes ago. I did a podcast on why you should take video testimonials with your customers. That's I think the preference, first of all, try to get video testimonials with your clients.

Speaker 2 (01:45):

But if you can't do that at the bare minimum, get pictures with them. So we're going to hop into a couple of reasons why you should be taking photos with all your customers. Okay? Number one, if you get pictures with your customers, it is great for posting on social media. If you follow me over on Instagram, Facebook, you've probably seen, I have made an effort to be posting at least a picture or a video testimonial with every one of my customers. And guess what? I've been doing that about three weeks now, and I've already gotten a referral just from doing that three weeks. I don't even have friends here in San Diego. Really? I should say friends that are homeowners, but I got a testimony or I got a referral who was actually someone in Utah, someone that I went to school with, haven't talked to, and I don't know for five years, probably he hits me up.

Speaker 2 (02:41):

He says, Hey Taylor, I didn't realize you do solar, but I see you posting these videos, these pictures. Can you get me some information out of the blue haven't talked to the guy for five years, hits me up, asked me for some info. So that's why you need to be posting on social media. Just post on your stories, post on your timelines. I'm still learning this. There are guys that are way better than me at this, but bare minimum. Start just posting it on your stories. Go on Instagram, share it. People are going to notice that. And you're going to get referrals just from doing that. So that's the first thing. And the number two, if you can get a picture or a video with your customers, it's going to just keep your quiver full your quiver of stories to use in your closes with your customers.

Speaker 2 (03:34):

Hey, hopefully, you know, by now you need to be using stories. As you

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Speaker 1 (00:00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.

Speaker 2 (00:00:41):

What's going on. I am excited for this episode. We've got someone that's been a long time coming with us on the show today. I've seen him speak probably three, four times. Now he's been on stages all across America and speaking of America, he loves America. He's got add a flag in the background here. So love that about our guests today. We've got, uh, Ian went on the show, Ian. Thanks for coming on with us.

Speaker 3 (00:01:05):

Yeah, for sure. Thanks for having me, dude. Appreciate it. Glad we can make it happen. Finally, you chasing me around long enough.

Speaker 2 (00:01:11):

I know sometimes I got to bug people, but it gets, we're used to that knocking doors. Right. So, Hey, how you doing man persistence? Well, yeah, I know it's an honor to finally have you on. And um, I obviously heard you speak last at the door to door Fest event and I was in Dallas, um, a couple months ago now I think. And uh, so yeah, Ian, you do quite a bit of speaking now, is that right? Speak at a lot of sales conferences and stuff like that?

Speaker 3 (00:01:37):

Yeah, I mean, I do. I do, uh, you know, anytime, anytime I can, anytime I'm invited. So it's been, it's been cool. I've, I've had the opportunity to speak in it quite a few in the last, uh, in the recent months. So yeah, man, it's been, it's been, it's been a fun time. I love, I love speaking, so I love being able to teach in that environment. So it's been cool.

Speaker 2 (00:01:56):

Yeah, no, it's been awesome to hear for me. I think I first heard you probably door to door con I don't know, probably like four years ago now, so been a little bit. Um, but yeah, I know you've spoken all over and for, for our listeners that don't know Ian, he is a sales trainer and marketing expert. Um, I mean top door, uh, door to door for like dish satellite for years and years. And now I correct me if I'm wrong, Ian, but now mostly just consulting in them, building up your, uh, Patriot brands in speaking at events, stuff like that, right?

Speaker 3 (00:02:31):

Yeah. Yeah. So I was, I was with, uh, I was with dish one or now they're known as caliber for my entire career in door to door, um, which I started in 2009 and I ended just barely like maybe, maybe a year ago, almost so, you know, 10 plus years. Um, and, uh, so I, I sold for them for, you know, four or five years, and then I, I trained a little bit. Um, and then there, I just, I realized that what I was doing was, was working on a big scale. And so they actually had me come in and, and run the training program for them. So I built the training, I built the different training programs or different training, um, courses and things like that, that they used throughout the company for leadership and reps. And, uh, and then eventually I also took over all the marketing when we rebranded to caliber.

Speaker 3 (00:03:19):

So, um, awesome, awesome, awesome time that, you know, that time that

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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. Boom, shake the room of what is going on. Solarpreneurs, Taylor Armstrong,

Speaker 2 (00:46):

Ready to light some fire under you and get you crushing the rest of your summer. Hope you're doing well. We are in August. Now, the timing of this recording and crazy how fast the time has gone. You got one month before, basically the end of the summer. So let's go. If you aren't where you are wanting to be. Let's push hard. After this last month, we had a meeting last week where, uh, Jason newbie, the guy I work with, he showed us this video by Gary V up to post it in the show notes, but where he talks about how August is his favorite month for those that don't follow Gary V. He used to work in the wine industry and he talked about how August was basically the month where all these wine, uh, I don't know, whatever you call them, white and people who wait, make the wine.

Speaker 2 (01:42):

Um, okay. I don't know what the word you can tell. I don't drink wine, but the guys who manufacture the wine, right? He was talking about how they take August basically off because the whole days you think in Thanksgiving, Christmas voles, they're just slammed, slammed with customers and making tons of wine during those months. But August it's kind of their slower month. So Gary V said, he always pushed extremely hard during this month because he knew the rest of his competitors. Guess what? They're all in The Bahamas, they're out snoozing. They were taking a nap. So we should think the same way about August. Go look up that video. If you haven't seen it, push extremely hard and don't let up just because of summer is going. I do have regrets when I sold at pest control. And that is, I would always slow down in August.

Speaker 2 (02:32):

I knew, okay, I got two more weeks left. I'm going back to school. I'm going to slow down and enjoy the rest of the summer. I'm going to take it easy. But solar, we are a new breed of salespeople and we do not slow down. We speed up. We Zig when other people are zagging. So let's go. That being said, got done with my little, uh, rant on August today. I want to talk about a couple of things you can do to just access that motivation and really turn your bad week into a good week. Got a couple of weeks recently where they started off pretty terrible cancellations appointments, fallen through things out of my control, HOA issues and some tough situations that really got me de-motivated to start the week. And I want to share a few things I've done that have helped me turn those bad weeks into good weeks.

Speaker 2 (03:29):

So just in general though, before I hop into those, just yet general, you should be working as a team. This is something I talked about. When I went to a Sam Taggart's event, he's a little door to door tour, go back and listen that episode if you haven't already. But he talked about how door to door sells. It should be similar to like riding in a pack of bikes and Peloton, right? You look

Tune in now and don't forget to sign up for www.solciety.co!

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. All right,

Speaker 2 (02:01):

Welcome back everybody. If you guys are not familiar with me, my name is James Swiderski. I was one of the, uh, original co-hosts and guests of the Solarpreneur podcast. You guys are listening to. I helped Taylor build this up a few years back. Some of you may know me from my sales training program. I used to have called the Solar Spartan system, which is now uploaded for free, or my marketing agencies, Solarpreneur. I've been in the industry for about six years now at this point, I've owned and operated my own solar company, um, marketing as well, sales training, and, uh, Ben really an integral part of every aspect of this industry. And one thing has remained consistent throughout my career within solar. And that is training solar reps. I've trained over a thousand solar reps at this point directly, not just through videos or podcasts like this.

Speaker 2 (02:56):

I've actually been in the room training, sitting with reps, working with them through their mindset issues, their tactics, going out on the doors with them, listening to their calls and coaching them with over a thousand different reps. And the purpose of this series train to win is to put out some content for you. Business owners specifically, um, this podcast has primarily catered towards reps, right? And yes, we've thrown into marketing strategies and whatnot in here, but there has not been any, any specific content for how to actually train and scale a sales team, which is what I have been doing personally for the better part of six years. I've trained and scaled teams, upwards of eight figures per year. My own sales team. I'm managing over a hundred reps at one point, and I've got a couple of tactics and strategies I want to talk about over the next coming months, um, within this podcast format here.

Speaker 2 (03:53):

So if you like this type of content, keep tuning in, you're going to see train to win on each podcast episode. And it's going to be primarily for business owners, VPs, directors, anybody who's managing and growing a sales team. Now let's dive into today's topic and my case study and story I want to talk about here. This is stuff that I have really only taught with my personal clients. I'm working with some of the largest solar companies in the country. Um, this is stuff that I have not actually legally been able to share. I know this sounds like marketing hype and whatnot, but this is stuff I have not actually been able to share because of contract rule like obligations and, uh, privacy with clients and whatnot. And I couldn't share the exact case studies and things like that. And quite frankly, it's stuff that I wanted to keep for myself when I was operating a company a few years back, but the table is, have quite literally turned and things are different now.

Speaker 2 (04:52):

And I could come out and talk about some of these strategies for you to benefit and implement within your company. So the $3.2 million weekend sounds like a

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2. https://thesolaracademy.com/
3. https://www.solciety.co/

Speaker 2 (00:42):

Solarpreneurs. We have another exciting guest today. We're back with another episode. Hope you guys are doing well today. We have someone that's been a long time coming on the show. If you're on Facebook, you had to have heard of him by now. We've got the one, the only Solar Joe. Solar Joe, thanks for coming on

Speaker 3 (00:59):

Today, man. Thank you for having me, but I'm actually a good and bad cause. First of all, thank you for having me on the Solarpreneurs podcast. I've been a big fan of yours for years, man. And um, I just being invited on is, is a big honor. So thank you. But I did, I have to follow Jory Sullivan's story. I mean, how was anybody starting that one, then I'm going to do that to me.

Speaker 2 (01:23):

Well, we might have a few, we'll have a few between that. So don't worry. You're not going to be right after him.

Speaker 3 (01:30):

Some crazy stuff. That was a good one.

Speaker 2 (01:33):

Yeah, this is awesome. But no, we're excited to have you on. And um, I just said Solar Joe, cause I don't even, I don't even know how to say your last name. Like

Speaker 3 (01:42):

I'm still trying to figure it out myself, but uh, I think it's something like Mousakheel

Speaker 2 (01:47):

Mousakheel Okay. That's

Speaker 3 (01:50):

Really the number one reason why having a nickname, solar, Joe, I would go into, I would go into a home and you know, after I leave, I would write my name, Joe Mousakheel and my phone number. And they would save it in their cell phone as Joan was skill and my number. And they would never find me like, who was that guy? What was his name? So I decided to start doing solar Joe, whenever I left. I said, save that in your phone. That's Solar Joe. So when they look it up, they just remember solar started selling it and I come up. So that's literally how I got solar done.

Speaker 2 (02:21):

Okay. It makes sense. Yeah. No, I figured out, I figured that was part of the reason where's that last, where's that name from even what does that

Speaker 3 (02:28):

My family originally? My, both my parents are from Afghanistan.

Speaker 2 (02:33):

Oh, okay. Gotcha. That's crazy.

Speaker 3 (02:35):

So when I was a kid, I would say on propaganda, Stan, everybody, like, where's that place? What Afghanistan? What is that? Now? It's Afghanistan. Everybody knows that it's a different dynamic and I was a kid.

Speaker 2 (02:47):

That's awesome. Hello name? Can't say I've had, uh, anyone of Afghanistan descent here on the show. So you're the first to say that anymore. Well, cool man. Um, no excited to have you on. And um, yeah, for those that don't, everyone should know Joe at this point, but yeah, he has probably the best, uh, Facebook group for solar. He runs a solar objections group. Um, and they do a lot of like live streams in that, on how to overcome objections and really just some awesome content. So definitely if you're not in that group, I would suggest go and join it today because you're not going to want to miss the fire he has on that.

Speaker 3 (03:24):

Thank you so much. And I feel like I'm just like the host, right? I'm just like, yeah, let me get the best soul pros in the country to do interview. They give trainings and try to organize it. Yeah. So that the page is clean and it's really like, we're getting good value content as opposed to like recruiting and kind of spanning stuff. So I think prior to making sure it's clean and try to get as much value as possible, but thank you so much for that.

Speaker 2 (03:47):

Yeah, for sure, man. No, I'm trying to, we, I have Facebook group as well, so we're preneurs, but all I know I don't do as a n

Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's up Solarpreneurs Taylor Armstrong here. Hope you're doing and

Speaker 2 (00:45):

Well, hope you are crushing it this summer. Can you believe we are already almost through this summer? So crazy. If you were behind in your goals, make sure you push even harder than you think. Cause I can't believe we're sitting at the end of July. As I record this episode here, I'm like, how did it get to be already more than halfway through the year? We got a bunch of summer reps that I'm working with here and they're going home and like two weeks now, like how did time go so quickly? So let that serve as a wake up call to you. If you were behind on your goals, light some fire under yourself and let's get rolling because summer months they're the best time. And depending on where you're at, it's probably, I guess, unless you're selling in, you know, Australia or other side of the world these summer months, that's when people are getting their high bills, they're running their AC and they're feeling the pain of the electricity.

Speaker 2 (01:45):

So make sure you use that to your advantage. So today's topic is going to be a little bit different. Yeah. I'm going to tell you right up front, we're going to be talking about Solciety. If you've been listened to the end of the episodes lately, you've likely heard about our program that actually just released, it's called Solciety. I'm going to be dropping you all the details about it, giving you all the scoop, all the information and hopefully getting you fired up to get on the platform. Because in my opinion, it's the best in the industry. You're going to want to be on it for sure. So tune in to the episode, if you want to hear about it, if you hate training, if you hate hearing how to get better. Well, first of all, probably don't even listen to. So we're pretty we're podcasts in general, but if you hate that stuff and you hate investing yourself, then don't listen to this episode because we're going to talk about why I think you should invest in yourself through Solciety.

Speaker 2 (02:44):

Before we get to that though, just wanted to thank everyone who has shared the episode, who is tagged me on social media, who has given us shout outs here at Solarpreneur. That is the best way that helps us reach more people is just by you guys, me and sharing it on social media, sending it to people who can benefit from the episodes we have. So want to thank you from the bottom of my heart that has helped us grow the podcast and let's launch it even further. And again, let me know if there's anything I can do to help you guys. I love my listeners, love the audience and I always want to be delivering content that is valuable. So if you hate it, let me know if things aren't helping, let me know. And let me know if you have suggestions for guests or for topics that we can discuss here on the show.

Speaker 2 (03:39):

So with that being said, let's dive right into this. So I'm going to tell you a little bit, the backstory behind Solciety, why we created it, what the goal is with it. And then I'll tell you all the features and why you should be getting in on it. It's a little backstory here. You've probably heard kind of when I got into the industry, it's been about little over five years, 2016. I started in Cor

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Speaker 1 (00:01):

Hey, Solarpreneurs. What's up. Taylor here just wanted to give you a quick intro to this episode. It's going to be James Swidersky on, and he's doing a little series on how we're implementing trainings for companies that would like to uplevel their sales trainings. As many of you may know, we launched our new Solciety training app were already getting great results with it. So James is going to talk about a few things that we're able to implement within the app and ways we're getting great results, whether you're on Solciety or not. You can go and implement these things today, but you can also go and book a demo at Solciety.co. So hope you enjoy the episode and we'll see you on the inside.

Speaker 2 (00:45):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.

Speaker 3 (01:25):

Solarpreneurs. What is going on? My name is James Swidersky. And for those of you guys who don't know me, go back a few episodes for the intro. I don't want to bore you guys to death. I just want to dive right into the content today here. And I want to talk about how to hold your reps accountable. Now this is going to be primarily forward business owners, VPs directors, managers, on how to hold your reps accountable, get them motivated, and specifically my four step formula on how to do this. Just an absolutely killer formula on how to cut through the BS. Cut through excuses of, oh, I'm working 60 hours a week. I don't know. What's not working. Uh, oh, I swear. I'm putting a numbers. I'm working really hard. It's going to cut through all of that crap and just get straight transparency on the performance of each rep.

Speaker 3 (02:10):

So you can make critical training and hiring decisions on a regular basis to scale your company. Have you enjoyed that type of content? You know exactly what to do. So let's go ahead and dive right into it. What is the formula to hold reps accountable? First thing I like to do is identify my activities. That reps are supposed to be performing on a daily basis. You'd be very surprised how many companies don't have this clearly communicated within their organization. The best way I used to do this and currently do this with my team at epic as well. Although not solar, it's the same thing. And I learned how to do this in solar is I actually have flat screen monitors up in the office where we are projecting everybody's metrics. It is just a naked organization with metrics and metrics. I see every single as it's scrolling through how many appointments they've set, leads, calls, call time presentations, their close rate, everything transparent.

Speaker 3 (03:08):

The entire company can see what's going on. The entire company could see what kind of numbers we're doing as an organization. What's our revenue look like, right? What's our deal, uh, install rate. They see everything. Transparency is absolutely key here. Now that's just kind of a bonus, but we want to identify the activities that reps perform. So it's probably going to be a nine times out of 10 door knocking appo

Tune in now and don't forget to sign up for www.solciety.co!

Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. online teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's up Solarpreneurs!

Speaker 2 (00:41):

We're back with another exciting episode and we have a special guest on today. Come on from the heat of Las Vegas, the summer heat. We got the man Mikey Lucas on Mikey. Thanks for coming on the show with us today.

Speaker 3 (00:56):

Yeah, dude. Thank you. Thank you for having me. Yeah,

Speaker 2 (00:58):

It's my pleasure. And we were lucky enough to have him out in San Diego, hanging out with us live in the studio. He had normally he's in Vegas, but yeah, I don't know how you survive that heat man is a feeling good. The San Diego weather, like it. It's unbelievable

Speaker 3 (01:11):

Dude, on the beach like two days ago. And I was like, I miss this.

Speaker 2 (01:15):

I know, right? Yeah. Tough to leave here. Um, yeah. I don't know how you guys do it knocking in Vegas, but

Speaker 3 (01:22):

Stay hydrated.

Speaker 2 (01:24):

Yeah. Yeah. But, uh, yeah, I got mad respect for you guys out there working in Vegas. I know you've been in this, uh, quite a long time. Mike, you're one of the vets for sure of the industry. Do you want to tell us a little bit how you got into solar and um, how you ended up in Vegas? All that good stuff. Yeah.

Speaker 3 (01:39):

Yeah. That's why I got recruited, um, by a, a alarm company, um, back in 2013, um, started out in Baltimore and then went to DC and then Fort Lauderdale, Miami, um, I wasn't really sold on the fact of like door to door. I didn't know it was this big of an industry. I had no really clue at that point. Um, they, the guys that recruited me originally and were like, yeah, like you can come out and make like, you know, 60, 70 grand, a hundred grand, whatever in a summer. And I was like, oh, well, the restaurant that I worked at was really slowed in the summer and school was out during the summer. So let me ask my restaurant to see if they'll let me go. And I did. And they were like, yeah, you can, you can leave and come back. And I was like done sweet.

Speaker 3 (02:21):

I was like, Hey, like, would it make sense for me to let them get more hours? I'm like the rookie at the restaurant, you know, 20 years old, 21 years old. And uh, they're like, yeah, that's totally fine. Like no big deal. Like you're going to go do your thing. And I was like, yeah, I'll come back for busy season for conventions at the restaurants in Vegas, on the strip. And, uh, yeah, went out. Um, absolutely got crushed my first, like three weeks, um, in, uh, in Baltimore walking those massive stairs, but uh, selling alarm systems and it was, you know, it was, there's some good crime out there. So like, you know, people were buying alarm systems, but then I knocked into, uh, two different ladies, uh, in DC at that time, which is just like just, you know, around the corner Baltimore. So, um, I saw, I saw a yard sign out and I was like, you know, our house is powered by the sun or installed for free or whate