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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 1 (00:01):

What's going on Solarpreneurs. I am stoked for this episode today because we have someone that, um, has been doing something pretty unreal. We've got a guy that's I got a text a few weeks ago, heard about chance here, that's with us today and you're going to hear all about them. But he said to my knowledge and industry record close 68 freaking deals in a month. Let's go appreciate it, bro. So we're going to hear, um, what was working for him and yeah, just kind of his whole story and what he's been doing to achieve that level of success. Cause I've never heard anything like it before, so a chance welcome to the show. Thanks for coming

Speaker 2 (00:40):

On. Yeah, appreciate it. Thanks for having me.

Speaker 1 (00:42):

Yeah. So I'm stoked to hear just kind of what led up to this. And I I'll be honest. I didn't believe it. At first when I heard I got a text from my buddy Marshall and um, he told me about this guy and I'm like, no, no way, Marshall. I got a guy that I work with that close. I think, uh, yeah, he's closed like 43 in a month. I was just telling you chance. I, I thought that was the record. Like no ways anyone closing more than, than 43, that Marshall texts me. He's like, no chance got 68. I did. I was like, all right, I got to get this show on the guy on the show.

Speaker 2 (01:15):

Yeah. So a little background about me. Um, again, my name is chance [inaudible] but so ever since like I grew up, I've always had like an entrepreneurial mind, of course. But yeah, when I was 13, I, I mean, I've been doing e-commerce and everything. Solar I've been in the industry for about 15 months. Um, but yeah, literally I came out here, I saw an ad. Um, I actually filed Zane and that's the CEO of better earth. So that's who I work for. But I saw an ad with Zane and I was like, all right, I'm going to apply. So I think that they had like 800 applicants. It was all housing. Um, all expenses paid for, for your first three months. And I dropped out of school about a year and a half in. I never really wanted a piece of paper that millions of people get every single year, but I've flew out here.

Speaker 2 (02:02):

Uh, I got the job flew out here and I dropped everything to my parents, whether you guys like it or not, I'm going to California. So I'm originally from Wisconsin. But when I was about 13 years old, I had like $150,000. So she was my room. I used to buy and resell tickets, shoes, whatever it may be. You name it? I did it. So any type of get rich quick, and I realize, of course you just got to keep putting the work in. You said drop ship, like crazy. But when I was 17 or 16 years old, I created a company called smile, big clothing. So you guys can all check that out if you want. But yeah. Um, I was going through a little different time with my parents and they actually like got a divorce and everything was hard on me just cause my brothers I'm the youngest of, I have three older brothers, but, um, yeah, so I was going through it a little different time and I've made smile, be clothing, just cause I knew a lot of people are going through bigger struggles than myself.

Speaker 2 (02:54):

And that's why I dropped out of school. I used to sit in a dorm room, wake up at four 30, work on websites, inventory, skip all my classes, just to go package a bunch of merch. And it was, it was ridiculous. Yeah. So I dropped everything came out to California and when I came out to California, I didn't have a car or anything like that. I put all my money into the inventory. You still order way more than I could afford just to push my paradigm and make sure that I have to, I have one thing, one option. So, so

Speaker 1 (03:21):

That's awesome. Always been hustling.

Speaker 2 (03:23):

Absolutely. So after that I came out to California, didn't have a car used to Uber, to turf used everything, my bank account to do it and you're out there. There's no other excuse to it. Um, you're either going to sit on the sidewalk, you're going to go bang doors and get after some people. So I did that. And my first month I think I had like 16 deals in my first month in solar. Um, and yeah, we were pushing a lot of paradigms in the company. I've kind of set like that company record right away. And ever since that, like I'm always just been holding myself accountable to my goals of course. And I don't really compare myself to others. I really just keep improving. And that's the most important part and staying consistent and making sure that you're outworking every single person. Yeah.

Speaker 1 (04:03):

A hundred percent. And yeah, I think that's probably, we'll talk more about this, but that's probably a huge key to success is most guys they'd hit, you know, 30, 40 in a month and be like, like I was thinking, oh, this is probably a record. I don't need to do more than this. Right. Go take a London

Speaker 2 (04:17):

Person.

Speaker 1 (04:18):

Yeah. So I think that's probably a lot of your success. You're was like, oh no, I'm going to beat Mike previous record. So big. And you're probably not even looking at this score, but you're just comparing it to what you hit in the other months, right? Yeah,

Speaker 2 (04:28):

Absolutely. Yeah. I always have a big whiteboard in my room and that's literally all I compare myself to and it's just my last day or my last month or whatever may be. But staying in the present, taking every single day, one by one every day is a sprint always just control what you can of course can control and yeah, you definitely see a lot of results and a lot of improvement as well. Yeah.

Speaker 1 (04:49):

So we'll get more into the solar stuff, but yeah, I wanted to ask you chance, like with your previous businesses, was that always pretty successful when you started out selling shoes and everything? Tell me about that. Was that always a big success or was that kinda up and down? How did that go?

Speaker 2 (05:02):

You know, it was up and down just because I was in middle school and high school and of course, like I was playing sports. My dad used to be a coach and had a lot of practices after I used to get my phone taken away and all my classes. Cause I was always messaging people back on eBay. So that was always like a struggle and staying up super late and trying to balance work like schoolwork or whatever it may be. But yeah, the shoe is, was like actually a pretty big success, especially just being young. And honestly like, even if I broke even, I didn't like, I, I did pretty well for myself being young, but yeah. I mean, honestly just like the knowledge I learned and seeing how like businesses operate and seeing like how to actually sell definitely benefits in a lot of other ways are than just business. It develops yourself as a person too.

Speaker 1 (05:45):

Yeah. And so I love hearing about people's background because I mean, it's like we were talking about a lot of people in solar. It's kind of the paradigm that reps get is they're lazy. They close a few deals were paid at like we're talking about before we did the show and you literally close a couple of deals a month and be making more than most average Americans make. And so like, do you think, I don't know your upbringing, your previous as previous businesses, things like that. Do you think that contributed to just kind of like the hustle mindset you have now? Or do you think that was more developed or were you born in this way or how do you, how do you develop that stuff? Maybe

Speaker 2 (06:19):

That's a good question. Um, honestly I've kind of just been born that way, but yeah, I've realized, so when I first came out here, it was called the 90 day blitz and I was like, dang, like, we're going to have to go like 13, 14, 15 hours a day or whatever it is, you wake up at six, you come back at until it's, I mean, pitch black. I used to literally knock my own neighborhood until it was literally pitch black. But yeah, I think that was huge for me. And I realized that I've kind of been blitzing for the last seven years. So yeah, I kind of just like trained myself to that and I didn't realize like, of course this is like more like physical or you're walking around, but I used to be on my computer for 12, 13 hours in college and high school or whatever it may be. So it definitely kind of like trained me just to kind of, of course bring it to the doors. Yeah.

Speaker 1 (07:04):

Yeah. I love that. And so yeah, at better, if, um, do you guys have like a, I dunno, a set schedule for your reps? Are you, you're talking about blitzes, do you guys do mostly Brit blitzes that better? Or how does the schedule work that you guys get your reps success over there?

Speaker 2 (07:19):

Yeah. Good question. So honestly like you you're on your own hours. Like no one really can like tell you exactly what to do. So we don't really have like a schedule, um, a lot of like team leaders or whatever may be, might make of course, like a blitz, like a two week blitz, three week blitz for like, of course their team and have like a cool goal or whatever may be like a competition. But a lot of it is just kinda like all self jammed, like work-based performance, like of course there's you get what you put out of it? Yeah.

Speaker 1 (07:44):

Okay. Yeah. Cause I'm noticing that a lot. Um, a lot of companies I've been with, they just have the typical, like, all right, guys, we're going to try to go out and work from, I dunno, three to seven today. It's kind of like the hours, but then what I've also seen with that is sometimes I get like mediocre results. Cause you're not doing like go hustle blitz. Everyone's just kind of trained. Okay. Let's try to get her, you know, one to two deals in the week, a hundred percent. If we work 20 hours on the doors or something, then we can probably get like one or two deals. Yeah. But especially recently effort from wat I guess, coming on the podcast is that they're really trying to do more. This blitz. You can get people to hit, you know, high numbers. So I think it's really cool is because if you do that, then a lot of times what I've seen on teams as reps limit themselves, like, okay, I'm going to work my 15 hours, whatever I'm the doors get like, I don't know, maybe four or five deals this month, which is great money.

Speaker 1 (08:37):

But what I think is really cool from guests, I'm hearing, okay, let's do like a three week blitz and then guys are hitting like, I don't know, maybe 15 deals. Whoa. That's crazy. I didn't know. That was possible. Yeah. So it's kind of less also breaking the mindset too, from what I've seen during the blitz and really like working more hours and they thought they could work and getting them out of the shell because yeah. I mean, I've kind of been in that, unfortunately I think it's time for me to do a blitz, but I've kind of been in the same thing, work three, four hours a day or at least knocked doors for four hours a day. I'm in San Diego. So I'm just working kind of local areas too. Yep. And so it's yeah, it's an easy trap to fall into is I'm just going to work like, you know, kind of, not the minimum, but minimum to get a couple of deals in a week and then not push myself further. So would you say that's a big thing for you guys to just um, or in anything you guys do to help reps just, I don't know, increase their potential and break past the limits, things like that. Yeah.

Speaker 2 (09:29):

100%. One thing that I do for like any type of my reps, like, um, so when I first started my team just cause I've only been in the industry for about say 15 months. So I brought four guys out, uh, probably my third month in and yeah, they were up at six o'clock I'd bang on their doors. Make sure that they're up, whether you're going to be reading meditating, of course, doing whatever that's going to get your mind. Right. Nine o'clock we'd have a morning meeting right after the morning meeting you're at the doors and you're not coming back until it's pitch black. There's no other way around it. Or is it going to be locked if you come back, you're not coming in. So sit in your car, do follow up whatever it is. But definitely like that was really, really beneficial. So I came in, his name was Andrew Zimmern, Betty.

Speaker 2 (10:05):

I came in, I lived with [inaudible] and that was big for me just to have like my routine of course down. And after that, like, yeah, like you're not going to waste your time. There's nothing worse than going to hit 200, 300 whatever. How many doors in a 10 hour period and just get nothing. So yeah, definitely just making sure like your health, like holding yourself accountable and everyone else, like being a leader, you got to lead from the front. If you're not doing results, why would I would really reps ever get results? So always pushing, like it's addictive. It's very, very addictive to push everyone else's paradigm, see like the results that you can bring to them and see, of course like when you do 60 ideals, anyone that does tens thinking, oh my gosh, like I got to get going. So it's the same thing with my team. And last, last month we did like 200 something like 200 deals as a, as a team, which is pretty cool

Speaker 1 (10:54):

And credible. And yet you're what, you're 21, right chance 21 crazy say I'm here 28. And then like, man, these young hustlers coming out, it's funny, I'm on a team right now where at like my previous company as with a lot of us were like married guys and yeah. All right guys, let's close our deals, get back to their kids, whatever. But now I'm seeing these guys coming in like your age 21 and they're just like straight hustle.

Speaker 2 (11:18):

Right? Not as many distractions. Right. You don't have a full-time job at home with the kids

Speaker 1 (11:22):

Or whatever it may be. Yeah. Obviously you don't got, you know, wife, kid to give back to you, anything like that. Right. So I wish, I wish I would've been more like that when I was your age too though, is because like, even though I'm married now, I'm still probably working about the same as when I was like single and all that. Yeah. But if I get a go, if I could go back, I would have done like more blitz style when I had more time and I have like wife, whatever, to go back to your kids. Um, so for all like you young people listening, you young folks, not like me, 28, married and all that. I think that's a huge key push as hard as you right now, because trust me when you're married, when you have a kid and stuff, I mean, you're still gonna push, but it's not the same.

Speaker 1 (11:58):

Like you're not going to be able to push as hard. You still, still going to your bullets and stuff like that. But uh, I mean I'm already sleeping on them. Not like literally, but I'm already like in the doghouse sometimes with my wife, like I hate you putting too many hours this week, stuff like that. Right. So I think that's a big thing. Um, but yeah. So for you chance, like people you're training, um, do you ever get any pushback or is it like people you bring in, are you immediately saying, all right guys, we're blitzing like crazy or do you get pushback from guys? Like, cause I know obviously you're a straight killer out there working all these hours and like hitting massive things and all that. But what about for guys that aren't like you that come in, maybe they've never worked this hard in their lives. Um, anything else that you guys do to kind of like condition them to really hit big things and break those limits? Is it just kind of doing bootcamp style, like you said, or anything else that you guys?

Speaker 2 (12:46):

Yeah, I think like the biggest part is like setting the expectations straight right away. So, um, if they're getting pushed back or like, I don't see like them actually doing it, then I'm just not going to bring them out. So like I have a bunch of people that want to come out, but yeah, just making sure we're scaling, like of course, like a, a good pace and making sure where I can put a lot of time into these guys, but no there's really no pushback or anything like that, just because I tell them exactly how it's going to be. I tell them they have to get up at six and they're not gonna be able to come back. So they know that they're gonna be working 80 to 110 hour weeks. And that's literally the truth that month in August. Like literally I didn't have time to eat. So just being super busy and making sure that they are, and again, like that's my job. Like if they put the work in, I want to make sure that they like see a ton of results last month. Um, one of my top guys, Ryan testing her, he had like 28 deals. So it's definitely just shifting paradigms and yeah, everyone works really, really hard and yeah, we're just a big family. Yeah.

Speaker 1 (13:40):

That's awesome. And so let's get into a little bit like this huge month you had tell me, yeah. You talked about, you barely have time to eat in, obviously in the, you know, super busy, like 68 deals. I don't know how you do anything besides close deals. Um, literally, but yeah. Do you want to tell it, like, what was your schedule this month and did you kind of map it out? Yeah, yeah. Tell us about that. Oh, this came to be, yeah.

Speaker 2 (14:02):

So I mean, of course my goal is actually 70 for that month and I literally saw myself accountable. So I took a whiteboard and I literally broke down every single day and I just kept chasing myself if I'm behind, I gotta like catch up of course. But my schedule was of course I get up super early and since I do have guys, like, I seriously would not go to bed until like 12, um, going over like pitches wins. And of course, like voice memos, like you're

Speaker 1 (14:25):

Still managing a team while you're trying to

Speaker 2 (14:27):

Live. Yeah. I live with 15 guys, so I brought in a whole entire squad. Um, we're actually in Orinda, California, but yeah, literally I was managing everyone and I went to Arizona. I was brand new market for me, which was definitely different. Um, but kinda crushed it there. I had 11 deals in four days there and then I ended up having to go to LA, um, which is a newer market for me as well. And I think I had like 14 deals in like five there. So yeah, just like adapting to whatever, like is put in front of you. And I did travel a lot, but it was pretty sick.

Speaker 1 (14:58):

Wow. That's awesome. So like 6:00 AM and then like you're talking about before is kind of like 6:00 AM then meaning at nine and then just like knocking her in Dale's still dark, dark,

Speaker 2 (15:08):

Basically a hundred percent. Yeah. And then I think like the most beneficial, like the, something that was really, really beneficial for me is a lot of times when people like get an appointment sad or like your time is so valuable, as I said before, but like, don't sit people out. Of course aren't worth your time. So I don't like force it anyone, like if I get, say I go get eight or nine calls in a day, like I'm probably saying only three or four of them. So I like that was super beneficial or don't like set appointments way out, same day or next day at all times. And yeah, your time is super, super valuable. Like I don't think I've ever sent an email with a proposal in my whole entire life. It's either you're going to sit with me or are you just not going to go solar with me?

Speaker 1 (15:46):

That's awesome. Yeah. No, I think that's a big thing. Especially new reps. I see they get kind of this, I dunno, we're rushed. They're having success when they get a lead and maybe, maybe they'll let them in the house and they're like chatting and stuff. But I know for me as a new rep, I would like get in the house with some old lady or whatever that wasn't even qualified for roofs, like wrecked. She has like zero credits, um, you know, on social security and all this stuff. And I like sweet. I just booked a solid appointment. She's letting me in. She's like telling me your whole life story. And then two hours later she's like, oh, by the way, a non-interest in solar have zero credit. I'm like all this stuff.

Speaker 2 (16:21):

Yeah. Just getting kind of all that stuff out of the way to start. And that, that is definitely like the most important part. A lot of people want to like set appointments that they just force it and they kind of waste an hour and a half, like an hour and a half on the doors. That's that's real are leads. So super, super important just to balance your time. And again, like, know that your time is that valuable in this industry? It's crazy. Like I always like to look at it as like an Easter egg hunt, right? Like literally you're just looking for golden eggs. So gain like the hardest people, like the hardest people look you out are the easiest to close. So yeah. And then of course like simple is better. So I don't really like talk about the product as much. Like I attach myself to the deal and from there, like it's really, really simple.

Speaker 2 (17:01):

You got dumbed down the deal, I'm big into analogies and just really putting into perspective on, I only can help your situation. This is something you've already been paying for. Like, all you do is you just pay a lower bill and that's kind of where it comes down to. And after that, like once it clicks or you get like that one objection or they like spilled the beans on why they didn't do it in the past and why it didn't make sense in the past. That's where you just actually tee that thing up and hit a home run.

Speaker 1 (17:25):

Yeah. I love that. And now I think those are super key to, um, just helping people dumb it down as in as simple as possible. I think the most successful guys I've seen in the industry are breaking it down. So basically like a third grader could understand it so simple. Like how could you not do it? Absolutely. Oh yeah. Tell me, do you have any, uh, specific analogies you use that you feel like you help a ton as you're sitting in homes? Yeah, just

Speaker 2 (17:49):

Like a lot of the times, like even it's on a door most of the time like that, I really like dumb it down to them. But one thing that I always like to say is like, so of course, like they're already renting their power and now they get to own it for nothing on their pocket. But then I just like put it into perspective on like things that they actually own. Like you probably own this house. Right. And they go, yup. Probably on your car. Yup. I'll commute on your power. Pretty contradicting. You get to own your power for less than you already renting it for, for nothing out of your pocket. You literally could have $0, your name to do this. My mom always says when it sounds too good to be true, it usually is right. What's the catch there. Isn't one. And that's why I moved all the way from Antarctic, Wisconsin for this. Do you get your bill online or in the mail?

Speaker 1 (18:30):

The assumption love it. And that's awesome. Um, ask you. Yeah. And so like for guys, uh, another thing I was going to ask you a chance, um, especially for newer reps, like I've seen just recognize someone that's super qual qualified versus someone that could be possibly a waste of time. And when you close these 60 deals, I'm sure you had to be like, you know, super, super good with your time. So how did you recognize, like maybe someone's going to be waste of time or like filter all these people they're going to be felt credits or they weren't good leads. How do you filter out the holes and just spend your time with as many good prospects

Speaker 2 (19:04):

That's possible? Yeah. Good question. Honestly, I usually like kind of qualify them on the door. Um, I asked them questions after like get the bill and everything, like start talking about like them talk about myself for a little bit. And then after that, like if I see like something that may be a concern, like a roof or whatever it may be, I kind of get it out of the way, but what I usually do, and I dunno if this is like the best strategy I, it works for me eyes. I always just double book appointments. So ones that are like iffy or like, um, maybe they won't sit cause it was like a one-legged or whatever. It may be. Alice have two appointments. So I get to pick two, one doesn't show the other one's going to show. So that was something that I always like, felt like was really, really beneficial, but all our part two is just mapping out your schedule. So before I go out to Tara for out to of course, knock, I always have like my schedule plan. So like there on my time, I'm not on theirs. So making sure that I'm not putting an appointment right in the middle of the day, all my appointments would be at like 4 30, 6, 7 30 and nine. So that's where I always would do I have four appointments, I got to fill them. And that's what of course leaves you open for some same days. But yeah, that, that definitely works for me, um, at almost always. So yeah.

Speaker 1 (20:10):

Yeah. I like that. Yeah. I don't feel this in the grant cartoon much, but it talks about like new problems. It's good to have new problems. Right. Like double booking appointments. That's a problem. Right. But it's like, like, especially in solar, how many appointments fall through or stuff happens. Right. So I think, especially if you're trying to do volume like that, you gotta have like some deployments just stacked all day. Absolutely laying them up. And so for our doubters out there chance tells like how many of these were self Jan's? Um, like, I don't know. It's almost like a little bit of the stats for

Speaker 2 (20:40):

Yeah. They were like almost all self gen. So, I mean like in Arizona, like that 11, um, was also of gen I one the days in California at six same days and our dad five same days and those are all door knocks. Um, and so Cal I had those 14, those were self gen, but yeah, like almost all of them, herself, Jen, of course I have to help some of my teammates like out, um, if they ever need like help on a deal, but a lot of times, like I'm always rescheduled in my appointments for it. So it's kind of like a sacrifice, but of course, like their production is more important to me than mine. So yeah, for sure.

Speaker 1 (21:12):

Yeah. That's a good mindset to have. And then how many, uh, at a little 60 for Lozar Blanco, bro, he probably had like 40 of those cancers come to St. John's

Speaker 2 (21:21):

When you think you can look at my commission summary. Um, now I've probably had like transparently. I probably had like six to eight, cancel, maybe nine. Um, and I mean, sometimes you just can't control it. Two of them were after the sites for it came out, the roof didn't qualify and they didn't want to do a reroof, but that's just the honest, transparent truth, but people can think whatever they want, I guess. Right. Yeah. You can shadow me on the door then

Speaker 1 (21:43):

That's seriously. We all go out the mouth. It's more video footage. Yeah. But no, that's still incredible. I mean 10% was at 10% or something maybe. Yeah. Thank you. Yeah. Appreciate that. Super incredible. Um, so yeah, but no, I like how you're still rep focused. Like most guys they're hitting huge numbers. I see like, all right guys, I'm not going to take any deals. I'm not like focused on anything and they just have to go all in. But the fact that you did this all while still like leading a team and training guys and still going to other people's deals and that makes it, uh, you know, even more incredible. It was crazy. Yeah. Um, what did your guys think when you hit this really? Like, just like, like blown away or

Speaker 2 (22:24):

Not really? Um, or they saw,

Speaker 1 (22:26):

You said you hit been hitting some big numbers.

Speaker 2 (22:28):

Yeah. I was hitting like a lot of big numbers before and like I was really like rep focused then like a lot of times when you have new reps and they don't know exactly like what's a really good appointment or wherever it may be like there I'm sitting with people that would know show or I'm driving an hour just to go to an appointment that doesn't sit or whatever it may be. And I would still do like 40 some or whatever it may be. But yeah, a lot of my guys weren't really surprised. Like I set that goal in our morning meeting and I kind of like spoke it into existence. I like just telling someone or the team what I'm going to do. And then I already put it out to the world, so I have to do it otherwise I make a fool out of myself. So

Speaker 1 (23:03):

Yeah. That's awesome. And yeah. So like leading up to that, you had a few months, you were saying before we started this a few months at like 40, right. And yeah. And then you just like anything that led to you wanting to like hit 70 or just like, I'm just want to have a massive month and just go all out. I think the,

Speaker 2 (23:18):

I guess part is I didn't have like a brand new like waiver recruits. So a lot of these guys have been out here for like two months beforehand or two and a half months I would say. So like they were kind of on their own doing all like solo production where then I really got to like blitz on my own. Okay. So that was nice. And of course, like I had some people, like they I'd knock with a couple of people just for fun. Um, just cause they always like to knock with me and I always like to get some deals from, so yeah, again, like very unselfish. Like I love, literally change other people's lives. That's the most important part to me. And like, that's my why. And so the more people I can bring out, the more differences in life, second change, like that's a big, big win.

Speaker 2 (23:56):

It's not even about the dollar science, not about the deals, not about the numbers, nothing like that. It's about really just like of course, like switching their paradigm and changing their lives and their family's lives. And that's why my why's like to have a billion dollars to make a bit like a billion differences. So it kind of goes back to like smile, be clothing for every order we get, we donate a t-shirt to a child in the hospital. So yeah. So I've always just been a big giver. My mom's always taught me that and we used to sacrifice our Christmases for other people's Christmases. So it really is just like, that's the coolest part about this industry is like, we only can help someone out, literally every single house that you see. It makes sense for them unless they sit in the dark with like a flashlight. Right. They're going to have a high enough electric bill. Yeah,

Speaker 1 (24:33):

Yeah, yeah, no, I think it's yeah. All the successful people. I know they have sort of that same mindset and Hey, you probably read some of those books, you know, like the Zig Ziglar, Zig Ziglar and you know, greatest salesman in the world. It's not their book. And that's something that key points of it is like the more you can care about other people, the more you're going to get back, the more deals you're going to get back in your life. Absolutely. So big key. I think Fran, when Jane have success, don't like, look at it. How many people can you serve this this month? How many people can you help? How many lives can you change? And uh, I think that's, there's a big thing speaking to in existence. Do you like your saying? Absolutely. Um, and so yeah, another question I just thought of too, like you mentioned, you're double booking appointments, things like that. So let's say you have you show up to one, they sit then the other one. What do you do with the other one? I just show them what time.

Speaker 2 (25:20):

Yeah. It's true. My texts really quick and say like, Hey, my meeting's going a little bit longer than already. Like of course it plans to say, I didn't have an appointment after the seven o'clock work or seven o'clock probably will work for you. Right. And then after like a lot of times, or I can just reschedule it for like the next morning, like 8:00 AM or at late night, again, like nine o'clock, eight o'clock. So I always like to set up appointments early, early morning or late at night. So I always want to keep that window where I can go hit some doors. Yeah. Okay. Pipelines always got before.

Speaker 1 (25:46):

Yeah. That's awesome. And so yeah, for, uh, same days, how, yeah. Um, to go into a little bit of like your clothes, how long would you say your typical clothes works? And what's kind of like your closing process, if you don't mind sharing?

Speaker 2 (25:59):

Um, honestly I would say my typical clothes is like 30 to 35 minutes. Okay. So I get to the numbers, um, probably in like five minutes and after the numbers, I'm probably getting to the forms in 20 minutes tops. So keeping it really simple, like we were already talking about, but yeah, when you keep it simple, like once you're like a lot of people like to overexplain the deal and you're just shooting yourself in the foot and you're over analytical then of course like you keep telling him all this like nonsense then of course they're going to say, yeah, I might need to do some more research instead. You're just paying a lower bill. Hopefully don't have a problem with building equity in your property, owning your power instead of renting it. And that will be good. So yeah. That's like how long my closing takes, but yeah, I've talked about like a couple of main points right away.

Speaker 2 (26:40):

Um, probably like for five minutes, just like information, um, just to give me like a better feel. What's your biggest concern? What's your biggest goal? Have you ever looked in going solar? And a lot of people, what they do is like they, oh, my biggest concern is I don't want to lease my power. I don't want to pay anything out of pocket. Like, yeah. I wouldn't want to either. And I keep going and I want to use all of that as ammo. Like once I get to like the numbers, after that, I can just tee up whatever, like of course there, my biggest concern was, and that's how I go right into my clothes. Really like harping on the things that they're concerned about. And then from there keeping it simple. It's just like, this is an absolute, no brainer. Nice.

Speaker 1 (27:13):

So, so you don't go, like, I don't know. What about for people that are like have checked out solar are more analytical, things like that. Do you change your presentation much? Or is it pretty much the same with what those guys do? I go chance we've gotten like four quotes now. Like just show me the numbers, whatever.

Speaker 2 (27:29):

Yeah. So I'll never go right to the numbers no matter what. Um, I always just tell them like, we'll get to your number. So like, if they say like they have three or four quotes or whatever, it may be right away. What I'll always say is like, okay, like I'm going to keep away from the whole entire, like sales spiel. But I do want to go over like, like a couple of things. We'll take two minutes, we'll get right to your numbers. Absolute like that. They're actually open-minded. But a lot of times, even when people get quotes, they don't even know what like net energy metering is or whatever, how everything works. And then they ask that and literally just like kills like your momentum and the deal. Yeah. So that's something where I get everything on the way they have to have full understanding before I show them their numbers. After of course the numbers are going to make sense. I'll tell them why we're different. And then from there I'm going to reach the close.

Speaker 1 (28:08):

Nice. Nice. So it sounds like even before you even get an appointment, it sounds like they already kind of pretty good, pretty good idea of like how the process works, how the solar works and like, like with your analogies, things like that. Cause you don't, you don't get into a ton of like descriptive stuff in the presentation. A lot of that stuff they know before.

Speaker 2 (28:25):

Yeah. Um, they know like a lot of things, like, I don't really like get into like equipment as much. Of course I'll tell them like how many like modules I have and I'll tell them like the brand of the inverter, but from there, just like, honestly I could put a stuffed animal on your roof. And since he ever preferred like a production or performance guarantee, like either he doesn't matter, like the system's going to produce. So that's where like I kind of stay away from that kind of stuff. But yeah, I kind of get right to the numbers right away. And then it's just going for the clothes. But honestly their clothes, every, almost every single time I sit down with.

Speaker 1 (28:56):

Yeah. The big part is just your mindset. I can tell you, like I can tell just from the way you're talking, like every deal you sit in, it's like, you're, you're telling yourself they're close. As soon as a slam dunk

Speaker 2 (29:06):

Every, every time. Like if you have any doubt or like any doubt in your mind that you're going to a deal and they're not going to close, like yeah, you just spoke that into existence. Every single time I go to a door or every single time I go to like a meeting. Yeah. Like my number one, like my mindset slurry, just like you're closed. Yeah. Like yesterday, like for instance, both of my people were like, yeah, we're just looking around. Um, we're not gonna sign any papers. And after him, I was just like, you know, tell me that in about 45 minutes, buddy. Exactly.

Speaker 1 (29:34):

Yeah. It's a Champion's mindset and every high producer has exact same mindset that you have, um, take taking their McCarthy. Um, yeah. He came on the show and he's seen a lot of the same stuff that you said, it's like this one's going to close a hundred percent, a hundred percent. This one's closed. He'd snapped him as he's walking up to the doorstep. Absolutely. Just based on stuff. So it's like, he's speaking in existence. You have that. And then yeah. Another thing that, uh, I can grant Cardone talks about too, you're just looking at, um, stuff that they've already bought. It's like they were bought this nice car. They already bought a house like white, white shouldn't they buy their electricity. Why shouldn't they own their lectures direct. Yeah. They're not going to do it. Yeah.

Speaker 2 (30:08):

Yeah. Literally rather like you're already paying for it, you know, literally just makes no sense not to do it. Yeah. So,

Speaker 1 (30:16):

And so if you're, that's another key for our solar printers listening, if you're not like a hundred percent sold on your product and a hundred percent sold that you're helping people out a ton and just like, don't have that complete confidence, just figure out a way to get that. Cause that's going to be the difference maker. Like probably for you. I'm going to guess that like when you first started, you closed, you said you closed 16 deals, right? Yeah. You probably know new, barely anything. It's the lawyer at that point, right.

Speaker 2 (30:40):

At you, 70% of the company better earth. And that was more about sorta to me stale. So yeah, literally you don't have to get like super descriptive and it makes sense. So that's all it matters.

Speaker 1 (30:52):

Yeah. Yeah. So that's the mindset you got to have for our listeners. Figure out a way to develop that and that's going to help you have this success theater trying to hit for sure. And so at chance, tell us, um, like for people that are having a high cancellation, I know that's another thing we deal with. Sometimes that a lot of reps, especially in California, it's been hit so hard. There's like so many comparisons, anything you do that helps to have like have so many of these push through and actually go to install. Yeah.

Speaker 2 (31:18):

I mean, there's always like a couple of things it's always different. Like for every like situation, but one thing maybe like take a picture of the homeowner Senate right after, just to like, of course, like when they go to your text messages, like they see them smiling. But another thing too is like, stay at the house, like build value with them. Like they can't like think you're actually selling something. So if I put a girl Pearl on my body, every single time that I do in FC, after I leave it, literally we're friends. So it's not like, oh, thank you for helping with the solar. It's just like, thanks brother. You're the man. You know? Like that's just kind of how it is. And it's just like, I always like put it into perspective, like talk to people like they're your best friend? Like your parents' best friend.

Speaker 2 (31:52):

Yeah. So doing that, it's just like, your tonality is not sales. Like my tonality and the FC is just like this. I sit back, relax, whatever it may be. But yeah, I think the biggest part is of course like do follow up, but don't do too much. And with it, take a picture with them at the very end. So they always have that. And then in our thing I was to do is just of course, like we still got to make sure the site is going to qualify too. So if the site doesn't qualify, like literally you're Sol you know, then you're stuck with PGNE. But as long as you don't have a problem with paying a lower bill, bill and equity, and of course using more electricity instead of chucking it down the gutter every month, like, man, this makes sense. Right. Nice. Yeah, absolutely. And then from there, yeah. Then I'll maybe bring up a testimonial, provide them with a reference if they really need it, but you always have like that feel. But a lot of times, like the people that I have, like QL a lot of times are people like no one else really like will QL. So it's clearly new to them. Qualified lead. Yeah.

Speaker 1 (32:45):

Yeah. Okay. No, that's helpful. And so you're saying you're taking a picture with them and then texting it to the homeowner right after and just seeing like congrats, something like that.

Speaker 2 (32:53):

Yeah, absolutely. You can't wait to start saving your wallet in the planet. Nice. Let's get to it, you know, and then with it, other than that too, sounded like a $5 Venmo. Here's a taste of your solar savings, whatever it may be. Yeah.

Speaker 1 (33:03):

That's cool. That's big. And yeah, a lot of people, uh, you know, do the videos. I mean video picture, that's a big thing. That's been a game changer too is because you can get like a video or a picture. Um, I mean, especially if they're explaining back to you, like why solar is a good thing. Yup. Like sums in hell with me. Hey, let's grab a quick video. Just tell me like, if you like the experience, whatever, it's be like 30 seconds. Yeah, yeah. Absolutely. Like, sure. And then they're having to sell me again on why they even wanted to go like solar in the first place. Yep, absolutely. So, yeah, that's huge. And then like, um, another big thing you're seeing are same day appointments. So I get a lot of questions asked about that from people I go, how do you, I think that's kind of a newer thing. I didn't like when I first started in the floor, no one that I knew of was doing same day appointments. Yeah.

Speaker 2 (33:47):

That was the same thing with better earth. My first starting to, we were definitely a lot smaller and I remember people were posting like same-day Q or something like that. And when I first started, but um, same days and everything, like, it's not too difficult. Like of course, like make sure like both decision makers are there, even if they're not like a one-liner and everything, like, they're not hard, but with it, like, I always just like say, Hey, I'm going to send this over to our engineers. We'll be back in 30 minutes. You're free. Right. Yep. Okay, cool. And I just go right back. Um, every single time I don't really like same, like knock it and go right in. I do that sometimes, but a lot of times, like, I want to be like, Hey, I'm actually going to take about 30 to 45 minutes to drop your custom plan.

Speaker 2 (34:22):

So it doesn't look like I just like put these panels on their roof. Where the heck did you just get your numbers? It like makes it look like I put a lot more time into their plan. So that's why I do that. Um, I realized like, and then of course, like I'll send them like give them like the website. They can look at like this little training course, just so they have a better feel for it. And then I come back and like, they're somewhat knowledgeable about it. Or they looked at our reviews or testimonials or whatever it may be. Okay. But I don't get business cards or anything like that.

Speaker 1 (34:47):

Yeah. That's I think a big camp scene dues, just like there's something Missy did you're Hey, you're going to be, you'll be here 30 minutes. Right. Someone will take me. Cause like, especially reps that I see newer reps, I'm training and stuff like that. I go, what am I getting? Not getting same days. They're going. They never free. But the way they're asking me is like, Hey, are you guys going to be here? Like here? But like notice the difference. You're just like, you're, you'll be here 30 minutes. Right. We'll be right back with it. Absolutely. That most people are going to be here if that's the only option in their mind. Right. Cause you didn't say

Speaker 2 (35:16):

Right. And then also like of course, like put it like bill and scarcely behind it. Like we're only picking out two more homes than the zip code. So like, this is a big opportunity. Like again, I don't want to waste your time. I don't want to waste my time. But like hopefully you guys are on the right rate schedule. If you're not. Or if it's like this doesn't make sense. I'll just shoot you a text and say, Hey, this is not going to work for you. But I'm actually meeting with the Benson's like four homes down. You probably even know them. They always walk the German shepherd at seven. But with that, I'm actually going to be back at seven or eight, which one works best. And just like a multiple choice answer. Like they have to pick one of them. It's not your, or you forget seven. Now they can make any excuse. You know, like now I have to go to my kid's game or whatever it may be. Yeah.

Speaker 1 (35:54):

Yeah. That's awesome. And then you get the takeaway in there too. Only picking two more homes in the zip code on the street, um, are big, so chance, some awesome stuff. You've been, uh, Sharon Yan. I can see why you're having success. It's just like all these little things, nothing like crazy think people think they're going to hear some crazy lanes you're using her. Um, some of the same, but really I think it just comes down to you're working more hours than I think probably anyone has in a month. And so it was like, I don't know. Do you, do you have an idea of how many doors you knocked or how many total hours you put in that month? If you had to guess?

Speaker 2 (36:28):

I mean like doors are knocked like a lot hours, a ridiculous amount. Like seriously. Like I didn't do anything fun, you know? Like I just worked and like, I love doing that. And I wanted, like I told myself, I want 70, I fall short by two, but yeah, it was a ridiculous month, but honestly I'd say doors wise, I don't really have to hit like a crazy amount of doors. It sounds like kind of dumb, whatever it may be. But yeah, I really don't have to hit that main doors. Like with Ryan, like testing her, we went and knocked and I think we knocked for probably 45 minutes and we had four same days and like, um, but yeah, like when you, when you said that too, it's just like, yeah, everything's super simple. The biggest part about anything is just attaching yourself to the deal.

Speaker 2 (37:09):

Like if it was the company there, there's a reason why reps have four and one has 40 or one has 10. Someone has 60, whatever it may be. It literally just comes down to your conviction and how much you believe in the product and how much you believe in yourself. Once those two things add up and they're in line, there is no reason you can't like double or triple your production that you're doing right now. And so that's the biggest part. And that's the thing that I knew I could control. It was like how hard I'm going to work. And every single day, like there's not one person like out there that will outwork me. And I work when others don't I knock when others don't and that's why you get those results. But yeah, it's super simple, but yeah, just dumbing down the deal, keeping it, like you literally could tell, like tell us like a third grade and they would do it. You know? So honestly that is something like I found myself like

Speaker 1 (37:56):

Pretty good at it. Yeah. No, no doubt about that. And I mean, in your you're working like zero days off in the month, right? Third 30 days, same schedule 6:00 AM till dark every day for that month. So usually every day

Speaker 2 (38:09):

And that's, that's the truth. I mean, sometimes like of course, like around the holidays or maybe there's a day. Um, but like when it comes to a blitz, like my first 90 days I did not take one day off. Yeah.

Speaker 1 (38:20):

Yeah. And so like with your guys' blitzes, um, cause I mean that's crapped on hours that guys are working, so I'm sure, you know, guys, when you do your blitzes, you're working straight hard, but yet for you, do you have anything like to re kind of rejuvenate yourself or you get yourself back in the flow? Cause um, I mean, I don't think you're gonna work that day. That schedule, I would see like 365 for sure. In a year, but like what do you do on your off days? Let's say your months, you're not trying to hit 70 anything you do to kind of like refresh yourself and yeah. Get yourself back back to new, to do another blitz or anything. Yeah. That's

Speaker 2 (38:54):

Um, on my off days and everything, like, I'm still like doing a lot of personal development, like helping everyone else, but maybe I'll go hit the links. Maybe I'll go get a round of golf. And um, I really don't golf much anymore. I used to work at a country club back home. So I used to golf every day when I was like in high school. But, or like in the summer days, like I used to play a little bit of golf, just free golf, but yeah, maybe like going out to dinner with some of the guys, um, like top producers hanging out with some friends like here and with that, like honestly, like it doesn't really feel like a job just because my house is like a college house. It seems like, well, we just all have like that same mindset where it's not like drinking and stuff. Like no one drinks in her house. Like of course, like we'll have one night out or whatever it may be in a month. Yeah. But yeah, it's just like everyone just surround yourself with people that have the same mindset and like gets fun.

Speaker 1 (39:43):

15 dudes you got now it's yeah. It's a

Speaker 2 (39:45):

Pretty big house, but it definitely got a little more crammed with, so we're actually splitting back up. So like two Airbnb's. Okay.

Speaker 1 (39:51):

That's awesome. Well, good stuff, man. Will a chance. Yeah, you're crushing it. Dude ends. We appreciate your having on the podcast before you kind of start wrapping up here. Do you want to tell guys where anything can kind of connect with you more or find you on social media and all that good stuff? Yeah.

Speaker 2 (40:04):

Yeah. My Instagram is chance Pran. So C H a N C E P R O N. And that's kinda like my main thing. So yeah. Find me on Instagram or you can file smile, be clothing on Instagram, wherever it works for me. But yeah. Anyone on this podcast appreciate you guys listening. And from there, like if you guys ever have any questions or interested in having like mentorship, wherever may be like, you guys can always reach me there. Yeah.

Speaker 1 (40:27):

Yeah. He'll probably be on the doors when you hit him up. Probably. Huh? Maybe it'll take a couple minutes. It's funny. That's incredible, dude. And um, yeah. For your clothing, do you guys, uh, do you want to tell us a little bit about your clothing stuff? Is that a like, well door knockers, like this clothing or you got any ed door knocking gear or anything like that yet?

Speaker 2 (40:44):

Yeah. I mean like smile big, like your solar savings. Get it like for like, of course, like a family, um, on install day. I mean literally and your smile is contagious, so yeah, like, honestly it's it's playful brand. It gets pretty sick. Like it's all comfy clothes, all the best like materials I used, I went to Las Vegas to make sure I got all the best materials. It's all American made. But yeah, I honestly, I think like our clothing is literally good for anyone, any age, any gender, whatever it may be.

Speaker 1 (41:12):

And it's your customers or anything like that? She saw the sun smiling or something. Yeah.

Speaker 2 (41:17):

Or shirt on smile big. But yeah, a lot of that stuff, like I had designed all of it and definitely being able to put a lot more capital into it and we got a lot of big things coming, so hopefully everyone will follow along. Yeah.

Speaker 1 (41:27):

Oh cool man. So just before we wrap up here, what's next for you, man? You, you trying to hit past that goal or surpass your goal or any big things

Speaker 2 (41:34):

We've got coming. So I took like the new position with better earth. So now I'm like the VP of sales. And um, honestly, like right now I'm going to be kind of going back and forth to Arizona. So Cal Norco with my team and of course like training a lot more people in the company. Definitely like my number one goal is to have every single person on my team, in the company to one beat the record, but to everyone needs to get into double digits. So that's kind of what I'm going to be focusing on. Yeah. Like I'll probably end up like having a lot of deals, but I'm going to do a lot of stuff where I'm not going with them trying to like, of course, like shift paradigms and make sure that they're going to be financially free as well. I mean, that's literally the most important part for me. So yeah, after that. Yeah. Maybe one, one of those months, I'll try to break it, but from there, I'm going to make sure that I can keep focusing on my guys. Yeah.

Speaker 1 (42:17):

That's awesome. So, yeah, I don't, I think that record or stand for a little bit for our listeners, I guess, let us know if you hear of anyone that's creeping up close and then we'll tell chance, say, man, you gotta, you gotta up there.

Speaker 2 (42:28):

If someone is someone broke it though, then, then yes, next month, the month that I'm going to go get it. Okay. Yeah.

Speaker 1 (42:33):

We'll be in touch, but I cool. It's a chance. Appreciate you coming on the show. And then last question. Do you have any, like, I dunno, final words or anything like for a newer rep that you, uh, would want to leave with them before we end here? Yeah.

Speaker 2 (42:47):

At work every single person, like do the personal development, listen to yourself on like voice memos. Like sometimes like you're always gonna be saying like a word that you don't even notice. It's just like your unconscious competence. So that's one thing. Another thing that I always just like to say to you is just like, stay level-headed like, again, control what you can like control you. Can't control who's behind that door, but you can control your mindset. So every like the doors are just a game. So honestly, my number one thing was keep the door open as long as possible that any other rep couldn't. So that's one thing for me that was really, really beneficial. But the other part too is just having that conviction. You gotta be able to find like that passion behind the product and you have to believe in yourself and literally attach yourself to the deal. If you see like your FCS or like your closings going about like an hour, hour and 15 hour and 30. Yeah. Shorten that up. Literally shorten it up. I promise you, you will see a lot more results. Yeah.

Speaker 1 (43:37):

Love that whole cool chance. So yeah, Solarpreneurs make sure you're keeping it super simple and make sure you're outworking anyone. Cause that's really what it takes to succeed at the level of that. I'm sure you want to hit in the industry. It's what Coby Bryan was dealing. So Michael Jordan, all the greats they're putting in the hours and they're combining an app with their SQL and then that's how we're going to have success. So thanks again, chance for coming on. We'll keep in touch and make sure you hit them up. Let them know. You're grateful for him coming on the show today and we will talk with everyone soon. Appreciate it, man. Thanks

Speaker 2 (44:07):

So much, Taylor. Appreciate you bro.

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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.