How to Become a KNOCKSTAR - Danny Pessy
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. 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 what's going on. Solarpreneurs. We are backSpeaker 2 (00:45):With another fantastic episode and I'm super excited today because we have one of the OGs of knocking on the show today. His name is Danny Pessy. Thanks for coming on Danny. What's up guys? How you doing? Oh yeah. So we're excited to have Danny on and if you haven't heard of him, you're probably living under a rock cause this guy is a producing awesome content. He's got 11,000 followers on Instagram. He's all over the place. You've been the door to order Connors or anything like that. You've seen him in all his, uh, his, uh, you know, like mob outfits he's wearing like tiger skins and stuff like that, showing up to events. So you can't miss this guy, but beside the flyer that he brings to the industry, he is definitely a top producer. Um, I mean you've sold thousands and thousands of alarm accounts, Danny, and doing tons of solar now.Speaker 2 (01:40):So, uh, yeah. What was your top summer like 350 alarm counts accounts 456, 456. Ooh, okay. Fire. So you're crushing a man and then now you're doing some solar deals, right? Yeah. So we, uh, so we we've trained, we've pivoted our business, um, from, uh, security to solar. So, you know, for the last, uh, 60 days I've been heavy doing solar and it's been, it's been a fun transition and we've, uh, we've started a setter closer model and a self-gen model. And, uh, we've transitioned our alarm sales reps to solar and we are converting our alarm technicians into solar installations and the company I worked for Titanium, we're transitioning now into being installation company. So we're going to control the whole process. Yeah, it's been, it's been fun. And you know, it's been, it's been mentally, uh, emotionally challenging to shift industries. Cause alarms have been great to me. I never had, I've never had a bad year and it's because of the environment that I grew up in and, you know, working for good. And for so long, I felt myself to a very high standard. And, you know, obviously that is like the standard of top performing reps and you, a lot of, uh,Speaker 3 (03:00):A lot of, uh, you know, what I've been able to accomplish just because of the identity that I held as, you know, a top performing rep. And so with me identifying as that, it was hard to make that transition into solar. And so I've had to do a lot of work to do it. Cause, you know, it's kind of like leaving a girlfriend that's been successful and you know, it's unfortunate, but a lot of people don't realize that like emotional attachments to your business can be devastating to you. And, you know, a perfect example, my uncle, he used to run, um, an art deco decor company and he was crushing it in the nineties and two thousands. And what he would sell was his high ticket item, um, sculpture. So he'd make brass sculptures and, uh, you know, beautiful light fixtures. And there were thousands of thousands of dollars, high-quality brass.Speaker 3 (03:52):And what happened was the marketplace show. It slowly shifted from high ticket, high cost items to Ikea. Cheap would buy it for a couple of years, throw them away when you're done and he never pivoted his business. And then eventually, um, you know, all the money that you've accumulated over the years, uh, kinda went, you know, down the drain. And he was held emotionally to his attachment of the art that he was creating rather than shifting with the industry. And, you know, he was pretty fortunate because he made a couple of good real estate investment deals and they panned out for him more than in business ever did. So that's a good lesson. That's a good lesson right there for everybody watching this. And you know, the, the other lesson that it taught me was making sure that you're pivoting with the marketplace. And even though you want something to work so bad, you have to realize you have to follow with the trends. And that led me to, you know, be more, uh, comfortable making the shift over towards solar because obviously it's a, government's paying you to do it. It makes sense. And you know, that's, that's, that's where I had to go. And so now I've had a great transition doing it. I think I did, uh, you know, I think my first 30 days on the doors, I sold like 30 to 35 systems, so wow. It was insane. Yeah. So it was good. Nice man. I sold it to transition.Speaker 2 (05:11):Yeah. Well it's awesome. And yeah, I mean, we've had tons of alarm guys on the show and you know, even one year old homie's Rob Bramer, he was one of the OGs of alarms. He's doing solar. So I mean, I think, I think everyone's seen that solar is the way to go and um, I mean, alarms, Zoe going to be there, but slower, you've got a great product. You're saving people money. Um, you're making awesome commissions. So yeah, I don't blame you. Um, but yeah, I know you're doing a ton with, you know, coaching consulting. Now you guys got your knock star, which by the way I had just, I'm in their group, that's just finishing up here and, um, it's been some awesome content. So I've got to thank you and Taylor McCarthy for that definitely brought them the value and I've learned a ton from you guys. So it's part of the reason I wanted to get you on the show here. Um, yeah. So we'll go and do a couple of things that, you know, you taught me, but I guess for you and Taylor, why'd, you guys decide to start on rockstar and kind of go towards that and consulting and coaching too.Speaker 3 (06:10):Well, it it's, it's been fun. Me and Taylor, we, you know, this is our 13th and 14th year knocking doors. And so, you know, there's a lot of, lot of younger guys that are coming into the industry right now. And, you know, we were very blessed. I started at 18 years old, I'm 31 now. And so, um, when we got into the doors, like we were kids man, and then door to door, honestly shaped my life. I didn't know what I want to do with my life. And, you know, I was a stand-up comic and improv common performing down in LA, not making any money and literally door to door has paved the path for me to, you know, achieve my dreams. And so, um, that, that, um, attachment or that like, uh, reward the door doors that they've rewarded me like the industry. I'm trying to figure out how the best way to put it.Speaker 3 (06:56):But, you know, I was blessed by this opportunity and I was trained by some of the best in the industry. And you know, now that I'm starting to get on, you know, being one of the oldest guys, still doing it and you know, it's these young guys that are coming in, that we want to share the same opportunity that we had with them and being able to pass on some of the information that's made us, you know, have a great life. And so, you know, these kids that are coming in there's there's information that they might not know. And you know, a lot of guys don't want to go work for a vivant for 10 years and, you know, learn all the tricks of the trade. And so for me and Taylor, we've been able to take what we've learned. We're, we're passing on to the next generation.Speaker 3 (07:37):Cause you know, we've had our time to shine and of course we're still gonna do it, but there's a lot of young guys out there. And there's a lot of people that are coming into the space that, you know, this is a chance for them to change their lives. This is a chance for them to buy a home. This is a chance for them to invest money and you know, the information that we give them, they're able to take that and create a good lifestyle for them. And nothing, nothing feels better than being able to pass on, you know, what you've done. And so for me, how I look at it is for me selling and managing my team that's for income and for KNOCKSTAR with coaching that's for impact. And so for me, I get more fulfillment from doing the impact stuff, but what a lot of people don't realize, you still have to have the income income aspect of it.Speaker 3 (08:19):You can't just go into just coaching people all the time. You still have to get out there and do the work so that you can take the information and pass it on. You can't just pass it on from, you know, books that you've read or stuff that you've done 10 years ago. You know, for me, it's very important to be able to continue practice what I preach. And so here learning how to do it so that when I do talk to these guys, there's validity and that's the cool part about door to door. Like you can't hide, you can't be some Jay Shetty out here making stuff up and you know, not having the validity, like you can go back and look at the numbers that we've been able produce. And so, you know, that's, that's where the trust has been super high in the industry because people have known us for years.Speaker 3 (09:00):And Taylor is by far the best door to door trainer out there, hands down, like I've been learning from Taylor for years. And for the fact that I get to work with the guy it's phenomenal. So he's, he just thinks that another level. And so, you know, he's, he's going to be where the next Tom Hopkins, he's going to be one of the next, uh, you know, Jay Jeffrey get immerse and stuff like that. And so it's really exciting for our space to be able to get to learn from a guy like that. And you know, when you combine it with some of the things that I've learned in, we have a really good dynamic. And so that's where we're able to making such a good impact for our guys because a lot of coaches, you know, they, they don't have anything else to do. So they jump into coaching and it's like, it feels really good from our places because we're coming from a place. So they were already achieving at a high level. How can we bring other people up with us? And so not only in our organizations, but we want to have a bigger message and impact a bigger space. And right now it's the door-to-door community. And you know, we look to expand out of that in the future too, as well. And so for the time being, we want to start with where we're strongest at and then see if we can make a thing in the universe.Speaker 2 (10:08):Yeah. A hundred percent. And what I love about what you guys are doing is you, um, like the competitions you got your 12 week program or whatever we do with yen. Um, I think it's cool because all of these guys were with smaller, like solar dealers, stuff like that. We're not all with like the vivid solars in these huge companies that are having the tournaments. So I liked that you guys combine that you're combining the training with like an industry-wide kind of like competition tournament, um, getting people motivated. So especially for guys at smaller companies, things like that, they can see what these top producers are doing. I mean, we have this dude, Jared, he did what like 25 deals that first week.Speaker 3 (10:45):Yeah. Sold, I think 24, seven, he said an industry record and the seating and I had a conversation with him like, look, dude, you can go into this program and you can just be average or you can go make an, you can make a name for yourself. And so it's a great opportunity for guys to go out there and not only get good content, but when you take the good content you're, you're held to the, you're held to the standard of achieving and then putting into competition. We felt those are the biggest things that help make impact and reps. Like we don't want just guys to pay us. They want guys to make changes in their bottom line because you know, to be honest, we're not making, we're not taking any money out of Knockstar. Like we have a fleet, we have a staff and everything.Speaker 3 (11:24):And so we're, we're paying our staff with that money, but we're not taking money out of the business and paying us a big bunch of bunch of money. Like this all goes to continuing our mission and you know, our mission as we want to, we want to move the needle. Like, you know what we get, you know, whatever we sell a coaching back for. Like I sold two solar deals yesterday. Like I make more money doing that than I did coaching. So it's just, it's, it's, it's fun because you get to come from a place of, you know, truly providing value without like having to sell coaching programs to an income. So it sort of comes in authentic. And so for me, that's been really nice because you know, you get to teach these guys and, and help them. And we set the, we set the container where, you know, Hey, this is a place for us to grow.Speaker 3 (12:05):This is a place for us to be uncomfortable. And we're going to give you the tools, but you have to do to work. And so for the guys that pick up the tools and do the work, they get the progress. And you know, it's not one of those things, you just pay money and the change happens. You have to do the work. And so that's what we tried to do as best we can developing the program. So guys come in and do the work and we've seen some great results. I mean, we've had some guys break the best industry records. Um, we've had guys, um, you know, break their personal records and we've had guys that make more money in the competition and they have, you know, their entire careers during that short of a time period. And so it's exciting to see that man. And that's, that's, that's really, what's the fulfilling part behind it. Yeah,Speaker 2 (12:45):No, that's incredible. Yeah. I mean, I gotta, thank you guys. I did this last month, I did 11 deals and most of them self chance, which for me, that was the most I'd done in awhile. Um, so you guys definitely pushed me, motivated me and got my money back, pride x10, for what I paid you guys for the coaching. And I think I can speak for everyone that goes through the program. That's a great thing you're doing. And yeah, I love that you guys are putting your money where your mouth is. Like you said, you're going out there, you're still doing this stuff like Taylor, he's going out and still knocking with guys. Um, you're still doing solar deals. Like not only were you, you and Taylor coaching us, but we're seeing you guys post in the chat. Hey, we just got done closing this deal. This is what helped me. So I think that's super powerful because like you said, a lot of these coaches trainers that maybe were in door to door, if they're not doing it actively every day. So they don't really know what it's likeSpeaker 3 (13:36):In the industry and the industry shifts, man. And I mean, I appreciate anybody. That's trying to bring value to the door door space. And that's why, you know, what feels really good about Knockstar is like, Hey, anybody that's trying to help door to door. We appreciate it. And like anybody that's trying to help this next generation get better. Like they're cool in my book. And I that's, that's one of the differences with us is we're happy that people are coming in and providing value. And I think there's enough space where there's multiple people that can come in and, and provide value. And I think obviously there's no, there's no shortage of, you know, uh, good content. And I think people will naturally gravitate to the guys that moved the needle the most for them. And, you know, that's where I've been super pro uh, impressed with our program because, you know, not only is guys coming in and getting progress, but we're creating a community and that's, that's the big thing is because, you know, when you get into door to door, you know, you're out there alone a lot of the time and you know, you, you sacrifice a lot.Speaker 3 (14:32):And for me, I know personally from firsthand experience, like it was a hard transition for me because in high school I was, you know, the man on campus and, you know, I had a lot of friends, but I had to leave a lot of my relationships behind. Cause dude, I spent 12 years to my life living in a hotel room and traveling around the country selling and I lost it. Friendships, I've lost, loved ones, you know, vacations trade off, uh, weddings, like I've met, I've sacrificed pretty much my whole life to be at where I'm at. And you know, and I don't say that to brag, but that's sometimes that's, that actually sounds not like a brag. It's kind of crazy. People would do that, but you know, for, um, needed to make that sacrifice, to be able to pass it back on to the next generation of what I've learned.Speaker 3 (15:17):That's, that's what makes it feel worthwhile. And that's what makes me feel like we're coming from a genuine place because we've done the work we've put the time in. And dude, if I can help one guy make an extra 10, 20 grand, 30 grand, like then I feel more fulfilled than I would have, you know, making myself another 20 or 30,000. And it's so exciting to see these guys step up and, you know, creating that community around, you know, high level of achievement. And at the end of the day, it's like, dude, how long are we going to do door to door? And it's like, once we leave that, like what are we going to have left? It's like, the money is going to be gone, but the relationships are going to be there forever. And you know, the community that we're creating, like do I hope one day in 34 years we get together and you know, a big group of our core clients and you know, Hey man, remember when you did that door to door stunt, man, now I run my own company.Speaker 3 (16:05):This just happened. That's what it's about, man. And then that's what we're hoping to achieve is, you know, this, your life is broken up into chapters and this is the chapter of our lives, where we got to go out and produce. We have to go out and get that kill. And you know, when you're doing it, that's, let's try to build a community behind the other people that are out there. And just because they worked for another company, it's like, bro, we're all people and things change. And who knows after, you know, door-to-door dies out, we all go out and create a business or some other form of, you know, job together. And it's just, that's, that's the big picture that, you know, excites me and you know, with what we're creating and the community that's behind it, it's just, it's really powerful. And that's, that's been a big thing. That's been exciting for me.Speaker 2 (16:46):Yeah, no doubt. Yeah. You guys are pulling the curtains back. What I really like too is every, after every training you and Taylor gave it, wasn't like, all right, guys, don't share this. Or like, you know, don't tell her when you guys were like, all right, go teach your teams is now. Cause that's the best way you're going to learn yourselves in that really solidify this content. So I'm like, wow, these guys are dropping by and they actually want us to like share their stuff with their teams. They're not saying like, don't share anything. And then yeah. And then like you said, as you and the some very cool thing as we are sharing it more solidifies it for us. I'm sure you and Taylor. I've seen that too. You guys are sharing their stuff and it's making you guys better cells and now making the connections and everything.Speaker 3 (17:25):Yeah. A hundred percent, man, you know, that's, that's one thing. First you take it in and then you teach it and then that's how you master it. That's the second piece of the puzzle that, you know, provides, uh, the results is, is once they start teaching it and then they pass it on their guys, then they, they master it. And so that's one of the things that we incorporate with our training is this, the guys get to master it. And so that's why for us like, dude, we're, we're happy to share the message and we know what we'll come back around and you know, it'll be reciprocated, but you know, it's been, it's been fun to see it man, big time,Speaker 2 (17:59):A hundred percent. So Danny, I know we don't have a ton of time. Um, but I want to give our listeners a few tactical things. That's um, some cool tips you shared with us, um, that we can kind of leave our listeners with here, if you're cool with that. So I know when your specialties is selling to older folks and you gave a talk, I think it had door to door con a few years back about that. Um, so that was something that, uh, stood out to me is like you kind of approach them differently. And you talked about kind of finding your target customer on the doors. We all know who we're good with. And um, we all know kind of who our strengths are out there, or at least we should be figuring that out. So what are your some, uh, key things? I think that's one of your specialties, what's some key things you do when you're out there selling to like older folks where you're uh,Speaker 3 (18:47):Yeah. And so with solar, it's a little different, like with alarms, it doesn't matter the deal size with alarms, you get paid at the same. And so with solar I've, I've found that obviously seniors, they don't use as much electricity on average. And so, um, I've been figuring out how to work a deal where it's profitable for them and makes sense for seniors. Like you have to be very careful, like with some seniors that they don't have taxable income, like loans don't make sense. And so for me it must, they want to pay cash or something and they want ownership. I bring up the option of PPA. So for seniors, I've been really focusing on PPA forum. And what I do is I find them during the day. Cause when, when reps go out and sell and they go out and find clients, they have to understand that during the beginning of the day, you have to start finding older folks that are home.Speaker 3 (19:32):They have good credit and they pay their bills. So those are typically the best demographics to find during the day, because those are the ones that you can warm up on. And once you get the deal, your confidence goes up and you get that sellers high so that when you go see the big fish at night, your confidence is already up. And when you go to present to those guys, they feel that like you've already gotten a deal. So they're more likely to purchase perfect example yesterday I sold, uh, I think a two points, two, three kilowatt system, super tiny. So, and then, you know, I was getting crushed all day and then finally at seven 30, eight o'clock at night, this guy comes home, the younger kid, 30 years old, uh, super cool dude. And uh, he ends up, uh, Todd said, Hey dude, yeah, I've actually looked into getting solar.Speaker 3 (20:14):We're getting a pool, we're getting a Tesla. And we're getting GC, let's get a system. And it turned out to be a, like a six kilowatt system, five, six kilowatt system. And he was pumped. So it's like realizing that, you know, when you go find seniors during the day and you get your sellers high up, you feel more confident when you go see these people at night that are home, that are going to be bigger systems. You have that seller's high on there because you've already warmed up at the beginning of the day with a senior. And so, and the cool part is with the PPA with seniors is if they're not on the care program or anything like that, they're in California. They're paying anywhere from 23, 24 cents on tier one, up to 30, 32 cents and tier two. And then up to 37 cents in tier threeSpeaker 2 (20:58):In San Diego, man come down to San Diego, they start at 32 cents tier oneSpeaker 3 (21:06):Crushing down there. And so, yeah, cause I'm an Edison and I don't want to say their name cause they're been very angry with me lately. Like they, they know I've been stealing all their clients. So like I keep getting hate mail from Edison. Like they keep sending me crank phone calls, like stay away from our customers because they know, you know, what can you do? So yeah,Speaker 2 (21:29):Especially calling in and getting like energy usage. You get some people, I don't know if you've gone through that, but I call in and they know who I am. I go, Taylor, they give me a hard time, man.Speaker 3 (21:39):She's back going. Yeah, we know this is a new Steve. So yeah, but that's what I'd say. Find it, find a senior, utilize it, make sure that you serve them, make sure that you cause right now understand that after this pandemic thing is this kind of finishing up and guys are kind of getting over it. I'm realizing that these seniors have been underserved. They've been in the home. They've been, you know, the private human connection and for us to go there and not only provide them a service, but to be able to connect with them, like understand that our interactions with these people could probably be the highlights of their months, their weeks, their years. And if you treat them like your own family and treat them as somebody that like they are, uh, like, uh, almost like a friendship and make that connection with them.Speaker 3 (22:22):They'll appreciate that. And it makes a difference. And that's why it's been so wonderful to see this because you know, people sometimes forget about seniors. They don't see their grandkids or kids don't go out and see him. And then it's there by themselves and for you to go over there and not only give them a great value of product and service, but give them the piece of yourself and listen to their stories. It's like, it's incredible. Some of the stuff that these people have gone through, like world war two, that's Vietnam. That's like, man, everybody has a story. And you know, for you able to see that and you build these stories over a lifetime and you just meet all these amazing people. And you know, when you're sitting there as a senior, you can look back and remember all of the people that you touched and all the people that you've made an impact on their life for providing them a great value in service. Like that's really the sweet spot. Um, you know, obviously you get a commission for it, but not only do you get a commission, but you get to make a friend out of it and you know, your friendship, you know, for them meeting, you might be the highlight of their week, month or a year. And if you show up with that authenticity and you show up with a, a willingness to serve these people and provide them value, they can feel that. And they're more, much more likely to buy. Yeah,Speaker 2 (23:27):Sure. In a cool secret, you taught me too is, um, you know, looking for clues, like you said, have a hard stop to knock them, the seniors at, you know, what, four 35, right. When people are getting home and then save those people for the next afternoon. And like Danny said, get your wins. Um, and then yeah, it was cool. I was looking for clues because all of these senior Beaver, when you see the walkways, maybe they're in wheelchairs, you'd see the handicap stickers on their cars. So it's like, if you see that they have handicapped sticker, you don't need an octopus. People are five odds are, they're going to be there in the afternoon. Right. You hit those people up tomorrow, we'll get those wins and then use those golden hours, get the people they're home from work and done on their zoom calls and stuff like that at that house. Yeah.Speaker 3 (24:09):Cool tip you shared with us. Yeah. So I was talking about that. There's the macro and there's the micro, the macro is the big picture, which was, I was sharing in the micro there's the little, how to things that we've talked weight more on too in our coaching program. But yeah, ideally the golden rule with seniors is it's after five 30, do not talk to them, stop. And then if you were walking up to a door and you notice it's a senior by either, you know how they take care of their yard, their car, um, ramps, you save that for the next day. That's the first person you're going to talk to. I have two seniors right now. I'm going to, after this, I know exactly where they are. And like I'm already visualizing me with the panels on their roof. So it gives me a really good frame to when I'm going out to area, I'm not nervous.Speaker 3 (24:48):I know a woman to talk to and I'm envisioning myself putting those panels on their roof. And so when I get there, I'm able to, you know, already have, they've already had it in my mind. They've already purchased it. I just have to walk them through the process. And so, you know, when I'm out, when I'm on tour, I'm always looking for seniors at the beginning of the day, the whole day, I'm networking and looking for senior citizens. And then, um, after five 30, I shift to everyone. That's getting home off of work and I try to memorize where cars are in the neighborhood. I try to see who's home at what time, every person that says, no, I get as much information from them about the neighborhood. Hey, what do you know about this neighborhood? Hey, what do you know about this guy? Because if I can, like what a lot of reps don't do is they don't do the work to be known in the neighborhood.Speaker 3 (25:30):If you come to somebody's home and give them a bit of information about themselves, that there'd be no way that th that you would know without getting somebody out there. Like, for example, like one of my deals yesterday, I came up to the house and I was like, Hey man, your yard looks good. Ben did a good job. And they were like, huh? Well, Ben was the son of my customer that I sold two weeks earlier. And Ben referred me to that client. So when I came there, there was instant rapport and trust. And then she talked to solar guys six or seven times already, but I did the work I found out about her and did my homework. And then finally, when I got to her home, the credibility was there. So she heard me out and I put together an amazing presentation and the trust was high because I did the homework and she bought.Speaker 3 (26:19):And so that, that's, that's the thing is if you can find a little bit of information about each homeowner from other neighbors that might not have told you, yes, that's going to build that credibility. Hey, you're the guy with the Harley Davidson. Right? I heard you got a big muscle car before we go into what I'm doing. You got it. Let me check this thing out. And they're like, wait, how'd you know that? Oh, wow. Okay. So this is not random, dude. All right, cool. And then, so then they start showing off what they've got and they feel prideful of what they're known for in the neighborhood. And then they're more likely to listen to you. SoSpeaker 2 (26:53):Yeah, that's my nugget right there. That's awesome. Yeah. I love it. Best music to my ears on the doors. Wasn't people are like, dang, you know, my neighborhood better than I know it. If I hear that and it's like, all right, I did a pretty good job getting to know some people. Yeah.Speaker 3 (27:09):Google Googling the neighborhood that you live in, find out about the city, find out like how it works, the demographic, they have Virgin income. Where do people work? Like doing your homework on these neighborhoods that you work into is going to build you a lot more confidence so that when you're out there working, like, did you, you're the, you're the expert. So that's, that's one of the biggest things. And you can find that either by looking it up. But also it helps, like, you know, to ask the people, if they tell, you know, get something out of them, get some information. Boom. Who do you know? Hey, we're giving a hundred bucks. Anyone that signs up with, you know, out here and then, boom, Hey, if you were me, sir, who would you go talk to right now about this? Okay. Yeah. Who do you know? That has a really big house out here. What's his name? Okay, cool. What's he do for work? Oh, okay. Nice. Who do you have? His phone number? Cool text. And let them know a goofy white guy is going to be stopping by a little bit, talking about saving money. So yeah, little, little things like that. Help.Speaker 2 (28:07):Yeah. Nugget nugget. I love that. Yeah. It's money. And then the other thing that I want to touch on real quick is your testimonial videos. That was another game changer that you talked about for us in the group. And I think you've been using those. He's been getting videos just with the customers and showing those to people in the neighborhood, right?Speaker 3 (28:27):Yeah. And so once you're, once you're at the sitting at the table, a lot of guys get stuck. Well, Hey, I need to think about it. Right? And so a lot of the times it comes down to trust. And so what can you do once the deal makes sense? Now it's about getting them to trust you. What are the things you can do to make them trust you? Like another really easy tip is, Hey, my name's Danny, here's my name. Badge. You show them the name, badge of your picture and your name subconsciously. They're getting into the pattern of youth saying the statement and then providing evidence. So I show them my name badge, Hey, I'm Danny. Hey, I'm licensed by the city. You show them the city patch with your name on it. And then you hand them something that says, yeah, I don't know if you saw this, but Edison just recently raised their rates.Speaker 3 (29:09):Because if they read it, you say something and they read it, it frames the customer to whatever you say is true. And so if you can start building that trust at the beginning, you set the frame right off the bat with the conversation with the customers, like you're here, providing value, everything that you say, you back it up with something. You do that at the beginning, everything that you have going forward, they start to trust it more. So when you come from, you know, setting the frame right off the bat of trust, when you get to that kitchen table, a lot of people that say they need to think about it, or, Oh, I'm just not ready. Those excuses start going away. And then to help build that. What I do is with previous clients that I've sold, I'll get a testimony video with them.Speaker 3 (29:50):So that's what Taylor was talking about is you get a recording with the client and you say, Hey guys, I'm here with Mr. Smith and Mr. Smith, why don't you tell us what we're doing here today? And then Mr. Smith said, well, I'm getting solar right now. Oh, cool. Why did you, why were you thinking about getting solar? Well, because my bill keeps going up. Cool. What kind of deal are we able to do? Did you have to take out a bunch of, did you have to put a bunch of money down for this? Nope. He was able to get me with zero money down. Nice. How much money do you think you're going to save this year by going solar? Oh, this, this and that. Perfect. Where do you live? Oh, I live in Los Angeles. Cool. And if you could rate your experience with me on a scale of one to 10, where would you place me?Speaker 3 (30:29):Oh, I'd give you a 10. Thank you. But I'm gonna stop recording. And then, you know, when you're at that kitchen table sharing these presentations, you're like, Hey, do you know Mr. Jones? Do you know Mr. Smith? Oh, okay. Yeah, the guy that lives right down the street pool. Here's a video of me and him. Oh, I know that guy. Yeah. Wait, he's having the same. He was worried about the, to take it out the upfront money. Cause I was worried about putting money down. Oh my gosh. He just said he didn't have to do that. And that's my neighbor. Oh my gosh. Yes, let's do it. Yeah. How do I do it?Speaker 2 (30:59):Oh my gosh. Yeah. That's gold right there. The guys take notes of that if you're not, because that was like a game changer for me. I've been trying to get that whole, my customers because they didn't hear the objections overcome by people. They know it's like, what can they say to that? Objection anymore.Speaker 3 (31:16):Yeah. Cause it's just, it's just, it's just like ecology. What you're doing is, is there's a wall. These customers build up a wall of trust. And when you can find strategic ways of breaking that down and putting that barrier up, there's less objections. And I honestly think with solar, the only reason people don't do it is they don't trust you. Or they don't have all the information. And for them to get all the information, they have to have some level of trust. So if you can set the frame off the bat by building trust, right? When you communicate and come to the door, then, then when you start billing information, they start to believe it. And then when they get to that point where they're like 70% trust, w and then you show them a video of a neighbor that went, that's having the same questions in their mind on why they don't want to go solar.Speaker 3 (31:59):And that person overcomes it for them. That brings you up to a hundred percent. They're ready to move forward and then stop talking. They start taking the order. And so it's, it's playing on, you know, psychology of humans and understanding that that's, that's the big thing. That's holding people back. And if you can progress through it through a tactful meaningful way, you're going to get more deals. And that's why, you know, you're selling solar. There's going to be five or six reps that are talk to the client before, but they just didn't build the trust. How can you break that? Because honestly, who wouldn't want to go solar? I mean, in California, it's like, dude, if you're buying a house, you have to get it. So there's no choice. And I tell customers like right off the bat, sir, unfortunately, you'd you live in California.Speaker 3 (32:38):You live wherever. You probably realize solar. Isn't a matter of if you get it. It's when and three reasons why people haven't gotten solar in so far is number one, that costs two. They don't know what company to go with. And three, the hassle of just getting it done. So like with Mr. Jones, we took care of all the upfront costs. There's a thousand solar companies. The cool part with me is I work with multiple providers so I can find out which inverter, which panel, which installation company works best for you. So I worked for all of them. And then the last thing is, is the hassle like with me being at your home right now, you don't have to take off work. And I get to piece together, which one we want. I, I work out of like an insurance agent. If I get you Geico, I get you Geico.Speaker 3 (33:14):If I get your nationwide, I get your nationwide. Or if I get you the general, then you know, that's what I can do. So when you bring that trust to them, they realize that, Oh, I want to shop around you just overcame that fear of shopping around because you are now the expert advisor. And so when you go from a salesman to an expert advisor, that's when you start getting more details. And that's why you start seeing guys getting more success than others. It's because you have to bridge that graph gap of trust. And it comes from providing Bolivian. What you're doing, handing them things, saying stuff, and then them reading it. Oh, that is true. Oh, if you just said his name's Danny. Oh, there's a picture of him. And his name says Danny, Oh, city picture tech, boom. Oh, prices went up. There's a print out of it.Speaker 3 (33:56):Oh yeah. Didn't even realize. Yeah. You've probably noticed on your electricity bill, all the distribution charges, have you really paid much attention to that? No, you haven't. Oh boy. Why don't you go grab your bill really quick? And then you show them that, Oh, I didn't even realize that. Oh dude, this guy is, yeah, shoot. He just taught me something high trust, high trust. And then when I trust the speed of trust by Stephen Mr. Covey, or I think that's his initials is that the higher, the trust, the lower, the resistance. And so your job as a salesman is to try to get his trust and credibility as fast as possible. And you do that by doing your homework reps, get lazy. They don't want to do that part. And they wonder why they don't get the results. And then they bounce to the next industry, the next industry, the next industry, the next hot ticket.Speaker 3 (34:40):And if you want to be a professional, you got to realize you're in the people business. That's why the transition from security to solar, hasn't been tough for me because I understand people like, you know, that's it. If you understand how they work, like think about it as like for my mom, if I told her to do something, she would do it because it was high trust. Those people you're talking to there's somebody's parents. And you have to realize that there's a trust that has to get built and you know, it comes with providing value. But the next thing is, is, um, after you provide trust or the clients, the step before that, and this is where it takes a little bit of work on your side is how do you trust yourself? And you know, a lot of reps get endured or because they feel like they're not worthy of achieving much in life.Speaker 3 (35:21):Oh, I can't get a job as a lawyer. I'll just be a door-to-door salesman. And that's one of the missions that I want to retrieve that, uh, uh, share is like, we're more than solicitors. Like I had a t-shirt, you know, a little Ron James, more than an athlete. And so I have a t-shirt for knock star it more than a solicitor. And you know, we're, we're out here. We're not just door to door salesman. We're young entrepreneurs trying to make a difference, not only in our lives, but the people that we love. And when we start taking this job serious like that, and we start acting like it. That's when you're going to start seeing the world that you want to create manifest itself. Like we're not door to door salesman because that's all we can do. We're doors are salesman because that's what we want to do.Speaker 3 (36:01):And this just happens to be the Avenue that we're able to generate wealth. And you know, that's why we need to be taking pride in that, like guys, we are the Spartans. We are the 300. We are the elite of the salesman, car salesman, real estate agents. These guys are nothing compared to a door door salesman. I put my money on a door to door salesman over the most polished real estate agent in the world. I don't care what you do. You get a hustler. That's willing to go door to door, hands down. He's just going out. We'll work on. And he's going to have the skill set that takes it over. And that's why we got to start changing the way people perceive to wear your salesmen. We are the elite of the elite. We are the Spartans. We have the skillset that people are afraid to do.Speaker 3 (36:43):We can pick up a notebook, walk into a neighborhood and get a contract in a couple hours. A lot of people can't do that. And that's why, you know, when you're a knock start, that's what you're about. And that's, that's the message that we want to deliver to these guys is we're not just salesmen. Like we are the future of the marketplace. We are the movers and shakers. We are the, we are the Mark. Uh, you know, [inaudible], we are the Dallas Mavericks coach, Mark Cuban. Like guys, we are the future. And we started acting that way. We're going to run the marketplace and it starts now it starts making that decision that, you know, we're not just salesmen, like trust, trust, division, trust in your vision, trust in your North star, what do you want to accomplish with your life? This is one step. And this step is going to lead you to other steps in your life and you have to figure it out or you're going to live a life of mediocrity. And don't let that happen. Because the last thing you want to do is looking back on your life, realizing that, Hey, if I maybe would've worked a little bit harder on the doors, I would have made more money and bought more assets that would have provided me a better lifestyle.Speaker 2 (37:41):Boom. That is serious value add there. So yeah, I love that, man. So just to summarize, yeah, I've showed them proof of what you're doing because people want to not only hear it, but see it in something you guys also talked about is activating all the senses. Right? You need to get them, see it, taste it, smell it, hear it. And that's going to cause that trust, if you can do all those things. So what Danny is saying is the game changer. That's why people have been able to take it up to another level. And then, um, yeah, again, just bring value to what you're doing. So we're trying to do here at solar preneurs is take it to another level. Um, you know, be value, create value as salespeople bring honor to the industry. So Danny love what you're seeing here. And you just drop some stuff that a lot of guys paid thousands of dollars. You just shared it here for free. Obviously we went into way more detail and way more content in the course, but that's the last thing I wanted to have you, I know where to go. We got to wrap up here pretty quick, but can you share some, just some details about the next event you guys are doing and where people can find out more about DocStar star and stuff.Speaker 3 (38:41):Yeah. Guys, and, and, you know, understand, you know, uh, w w we as a coaching program, a lot of guys that are talented, they, they don't really need help, but, you know, they feel like they don't need help. And that's when it really changed for me is when I started going out and paying other people for their expertise and their advice. And that's what made the difference. Cause in life, you, you have a short amount of time here. And the goal of investing into your education is this taking the time, the learning curve and shortening it, and how much more money could you have if you had, you know, more information in a shorter amount of time. And that's basically what coaching is, is paying other people for their expertise. And by all means, you could go out and live in a suitcase for 12, 13 years of your life and learn what I've learned, or you can pay to be a part of our program and, you know, pay somebody else for their knowledge.Speaker 3 (39:26):And so for me, you know, I've always felt that if what I value I pay for, and I value getting better, a lot of people say they want to get better, but you can look at their checking accounts and the two don't line up, you're not spending money on getting better. And so they say it, but they have good intentions, but they're not intentional. And the best reps are intentional because they talk it, they walk it and they swipe it. And so paying for coaching is one of the best things that I think I've done. So to kind of transition on that, we have an event coming up in Dallas, we've been able to bring the number one recruiter in the industry river Skinner the number one fastest solar growing company, uh, Mo fall from simple solar. He's been able to grow from like 20 reps to over, I think, a hundred or 200 deals in a week now.Speaker 3 (40:09):So the guy's crushing it. And you're able to learn that guy's experience and learn his nuggets for a couple hundred bucks. Like he spent his lifetime learning this stuff and you get to pay to get it for a few hundred dollars. And it's like, it's incredible that, you know, people are in the field and they don't take time to Polish their Polish, their swords and get better. And it's like, this is a great opportunity. It's in Dallas, Texas. So it's in the solar Mecca right now. Um, May 6th, seventh and eighth. And, uh, tickets are a couple of hundred bucks. They're super cheap and you get to learn from the best in the industry. And so, you know, there's solar companies there, solar owners, uh, Chris Lee speaking, he's runs a hundred million dollar solar company. And so, you know, there's, there's a lot of high value guys that are there and you get to learn what they've taken a lifetime to learn, and a couple hours and a small investment.Speaker 3 (40:55):You don't have to pay the pay the years on the field like they have. And so, you know, if you guys are, you know, have resonated with the message and you want to be a part of the movement and be part of the community, this is a great opportunity for you to get involved, to see what it's about. Like, we're not just here to make a quick buck, like we're here to make a difference. And so, you know, that's, that's what I'm really excited about in Dallas May 6th, seventh, and eighth door to door Fest is where it's going to happen. And I think there's going to be a lot of trans, uh, transformation that happens at an event. And, you know, all I'm thinking about is providing value and providing, you know, uh, uh, a way for when guys come in that weekend, they leave with three, five things that are going to help them make a million dollars.Speaker 3 (41:35):And so that's all I've been thinking about. And, you know, I'm in the field right now, thinking about how I can get better and provide those tools to the guys that show up the event. So yeah, if you guys want to get involved, uh, you go to my Instagram at Danny underscore PESI or knock star university on Instagram. There's a lot of information out there. And, you know, I think that's going to be a great place for you guys to come and see what this is all about. And if you've never been to something like this, this is going to be a great opportunity. And a lot of, uh, curtains are going to be pulled back and you can see the big picture of the opportunity that's truly in front of us. And so hope to see you guys there.Speaker 2 (42:09):Love it, love it. And yeah, I went to these guys' event in January. We did the park city one, and I will say the best, best event hands down. I've been to for door to door solar, especially, you know, solar specific stuff, learn them from Mikey said the top guys in solar. So yeah, you don't want to miss out. And Danny worked and they go to get tickets for that. So just DDD fest.com,Speaker 3 (42:29):That's it you'd be fest.com guys. So you can head over there, check out my Instagram. And, uh, yeah, man, I mean, this is, this is a great opportunity. Obviously everybody wants to get better, but you know, it's about putting yourself in the game and this is a great chance for you to go out and actually be intentional about you getting better. This is the first step. And so yeah. Will be anywhere from beginner stuff all the way to the advanced nitty-gritty. So anyone that shows up leadership management, if you're growing a team, this is, this is a place where you have to be. And if you're trying to be a regional, you've got regional. If you want to run your own company, this is, this is where you're going to come and really learn. Cause you know, running a company is all about getting production and that's what the events focused on getting more deals and getting more recruits. That's awesome.Speaker 2 (43:10):Yeah. And a couple hundred bucks guys. I mean this stuff that can make a million dollars, so go a mess, a couple hundred bucks show up to the event, few days, change your life. Um, so Danny, thanks for coming on the show today. I know we gotta wrap up here, but um, do you have any final words of advice for our solar printers or before we say goodbye?Speaker 3 (43:30):Yeah. I mean, guys, don't, don't get upset with the results you didn't get from the work you didn't do and do the work, get out there, make it happen. We're in a booming industry. And the more that you take it for granted, the more you're going to look back on it and be like, dang, I really wish I would have taken a bigger, a bigger piece of the pie for the solar thing, because unfortunately one day it's going to be gone and you know, you're going to either be left with a bunch of money or regrets and you know, that's, that's the worst thing you can do in life is, is looking back on something and wish you would have tried harder. So what I challenge you guys today is take, make the commitment to, um, go out there and achieve at the highest level, because not only are you making good income, but you're making an impact like the solar is going to make a huge difference in the world. And that's what I would say is, Hey, look, you guys have a chance to make a good income and make a good impact. So it's a two for one and you're saving people money. There's people out there right now waiting for you to come to their door and save them money. And by you fooling around, you're not taking it seriously. You're being selfishSpeaker 2 (44:32):And somebody out there that is taking it seriously is going to get that market share. So I'll get out there and make it happen. Guys, love it, Danny. Thanks for coming on sharing some freaking buyers, some golden nuggets with us, and I'm sure people will be connecting. We'll look forward to seeing you at the event and with that. Thanks again. And we'll talk to you soon. My man, rock out boys. Peace. Thank you.Speaker 1 (44:55):Hey Solarpreneurs. Quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs, and learn from their experience and wisdom in less than 20 minutes a day. For the last three years, I've been placed in the fortunate position to interview dozens of elite solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new solar learning community, exclusively for solar professionals to learn, compete, and win with the top performers in the industry. And it's called Solciety. This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors who want to give back to this community and to help you or your team to be held accountable by the industry's brightest minds. For, are you ready for it? Less than $3 and 45 cents a day currently society's closed the public and membership is by invitation only, but Solarpreneurs can go to society.co to learn more and have the option to join a wait list. When a membership becomes available in your area. Again, this is exclusively for Solarpreneur listeners. So be sure to go to www.solciety.co to join the waitlist and learn more now. Thanks again for listening. We'll catch you again in the next episode.
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.
