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Why Most Sales Reps Won’t Make It and How to Become the 1% Who Do ft. Danny Pessy
In this episode of The Alchemy Podcast, host Doug Cartwright welcomes Danny Pessy , a 14-summer door-to-door veteran and coach who’s seen it all from alarms to solar.
They get brutally honest about the current state of sales: why solar isn’t the gold rush it once was, how interest rates and new laws reshaped the game, and why only those who master skill and systems will survive.
Danny breaks down the future of the industry from roofing to fiber optics and shares his blueprint for sustainable success: train like a pro, build structure through learning systems, and develop the mindset of a real leader, not just a rep.
Timestamps of Key Moments
00:00 – Intro & Danny’s 14-summer run: From Platinum/Vivint glory days to coaching and solar.
00:35 – State of Solar 2025: Expensive money, thinner savings, NEM 3.0, battery complexity, and brutal chargebacks.
02:10 – Prediction: Short-term pain, AI-driven grid pressure → eventual policy tailwinds and incentives returning.
05:20 – Mindset reset: “Work 3x harder for half the money”—moving from gold-rush expectations to pro habits.
09:00 – Top earners = top learners: Books, conferences, deliberate practice; Doug’s “hours, attitude, approach” framework.
12:45 – Leaving (or staying) wisely: The only good exit is a real calling; build rep → manager → regional skills first.
16:30 – Team design that scales: The recruiter + rabbit + team-captain trio to mask weaknesses and duplicate wins.
21:15 – Biggest mistakes & money discipline: Don’t linger as “cool top rep”; save cash, then pivot to recruiting/leadership.
28:40 – Recruiting & brand without cringe: Value-first content, protect customers, studio training over rage-bait.
35:10 – What’s hot now: Roofing realities (insurance tightening), fiber’s government-funded boom, plus water filters & permanent lights.
43:55 – Systems over heroics: Why LMS + AI role-play + clear onboarding beats “throw them on a blitz” every time; train transaction first.
56:00 – Why to be excited: Recessions forge killers—skills outlast cycles; “stick and stay and the job will pay.”
Follow Doug:
- IG: @doug_cartwright
- Join the Alchemy Accelerator: HERE https://www.alchemysalescoaching.com/
- Subscribe to my YouTube Channel: HERE
Follow Brielle:
IG: @/dannypessy
View all episodes
By Doug CartwrightIn this episode of The Alchemy Podcast, host Doug Cartwright welcomes Danny Pessy , a 14-summer door-to-door veteran and coach who’s seen it all from alarms to solar.
They get brutally honest about the current state of sales: why solar isn’t the gold rush it once was, how interest rates and new laws reshaped the game, and why only those who master skill and systems will survive.
Danny breaks down the future of the industry from roofing to fiber optics and shares his blueprint for sustainable success: train like a pro, build structure through learning systems, and develop the mindset of a real leader, not just a rep.
Timestamps of Key Moments
00:00 – Intro & Danny’s 14-summer run: From Platinum/Vivint glory days to coaching and solar.
00:35 – State of Solar 2025: Expensive money, thinner savings, NEM 3.0, battery complexity, and brutal chargebacks.
02:10 – Prediction: Short-term pain, AI-driven grid pressure → eventual policy tailwinds and incentives returning.
05:20 – Mindset reset: “Work 3x harder for half the money”—moving from gold-rush expectations to pro habits.
09:00 – Top earners = top learners: Books, conferences, deliberate practice; Doug’s “hours, attitude, approach” framework.
12:45 – Leaving (or staying) wisely: The only good exit is a real calling; build rep → manager → regional skills first.
16:30 – Team design that scales: The recruiter + rabbit + team-captain trio to mask weaknesses and duplicate wins.
21:15 – Biggest mistakes & money discipline: Don’t linger as “cool top rep”; save cash, then pivot to recruiting/leadership.
28:40 – Recruiting & brand without cringe: Value-first content, protect customers, studio training over rage-bait.
35:10 – What’s hot now: Roofing realities (insurance tightening), fiber’s government-funded boom, plus water filters & permanent lights.
43:55 – Systems over heroics: Why LMS + AI role-play + clear onboarding beats “throw them on a blitz” every time; train transaction first.
56:00 – Why to be excited: Recessions forge killers—skills outlast cycles; “stick and stay and the job will pay.”
Follow Doug:
- IG: @doug_cartwright
- Join the Alchemy Accelerator: HERE https://www.alchemysalescoaching.com/
- Subscribe to my YouTube Channel: HERE
Follow Brielle:
IG: @/dannypessy