and i was 18 years old and literally
like
the money i made that summer
um the most the most i remained
obviously my age at the time and first
thing i did i went got out of high
school got my ba or got into college got
one back in and
and bought myself a hummer
automatic fill credit yup
bought a hummer and uh it was it was
back when hummers were cool that was
yeah this is 2006. yeah got a hummer and
i thought it was the coolest thing ever
it's funny because brian haney had an h2
truck yeah so i'm like oh i want a
hummer too you know i mean like i gotta
get one in so i bought one and
yeah sure enough uh
just in the december hit and i'm like
crap i spent all my money i made fifty
over fifty thousand dollars in two and a
half months and it's all gone
[Music]
what's up everybody sam taggart here
with oscar luna in dallas fort worth
area right now we just got done watching
the cowboys game they win yes they
freaking kicked ass smashed on the
falcons oscar's got a suite at the
freaking on the floor right in front of
the cowboys cowgirls cheerleaders and
whatever we call it unfortunately
they're in the way of the view but yeah
you can't even see the game because
you're so close cameraman everywhere but
no it was it was awesome and i was just
out here spending the weekend with these
guys doing a training on recruiting for
their leaders and you know i was like
why not get the goat he is by far won
the most golden doors ever in a year
i'll give him his quick little
introduction we're gonna dive in we're
gonna dive into what he does on the
doors selling how he runs his company
and sales his philosophy's there it's
gonna be a really good podcast so oscar
last year was a quadruple golden door
winner so those that don't know what
that is a golden door in solar it was a
hundred installs he did 382 solar
installs by himself and that's the most
anyone's ever done in a year but on top
of that he did 416 security accounts
installed himself and my best year in
alarms was 400 and that's a golden door
and so to do 382 or 86 solar and 416
alarms means
that is the ultimate version of hustle
that's like the ulti like i i don't even
know how to like fathom that like in in
my mind so he would double up he would
pitch an alarm and add solar that's
solar
and uh he would do it all under 30 40
minutes and you know to build that art
being able to do it in a quick way to be
able to go in and um
just like
make that happen is incredible so
honored and privileged to have him come
speaking at door-to-door con and it was
a great weekend out here and just to get
to know his team his people and the
respect that they have for him in the
hustle is is uh is awesome so welcome
welcome out no thanks man i know guys
had a awesome time with you out here
learned a lot
dude and what's crazy about oscar is
he's like i'm learning still like he
okay so i'll give you this
like when you got up and introduced me
at the training
you were like dude i was out with my
guys one he's still out there his team
did i was gonna do a thousand accounts
this month if not more and
he's like when i was out knocking this
week and i go first off owner out
knocking leading from the front he goes
i saw these guys training on this pitch
and i learned there's these two lines
that they said that it was just fire and
i was like
okay you literally sell more than anyone
in the in the world
yet he comes back learning from these
first year reps second year reps and you
learn some cool fight what are they i'm
curious you had me home bothered like i
remember what they were just the intro
like the way they approached the the
the different ways to approach their
teaching the setters had obviously
go out set appointments and everything
and the way they brought it up these new
slicks or start advertising for our
teams
it's it's awesome like i was i was
amazed on like i was interested right
away like man these guys
they made us he was so monotone and how
he basically pitched it and she was
training their their group of news they
had like 44 setters in his uh on a blitz
right now here in uh north dallas and
and we were out there visiting them and
man like we were impressed like with how
it was training their guys their
approach and i'm not sure if he wants me
to be sharing it or not but wow these
new videos will always be released in
first of january you know i'm sure a lot
of you will be hearing about it but no
it was amazing i was i was telling
tanner hell like dude that was awesome
like i want to start using that my pitch
like it was amazing
my biggest thing is like i tell people
like my motto is if you're not learning
you're dying you've got to learn
something every day you gotta learn
something new that's awesome so what
tell me so let's kind of back up you got
into door to door you've been in
door-to-door for a long time
um you started in alarms or did you
start yes so i originally started back
in 2006 i was 18 years old straight out
of high school was recruited by my
college one of our college assistant
coach
they're like hey dude come on knocking
doors i'm like doors like yeah like
people do that yeah people do i
literally that was like a little pyramid
scheme going on it's like oh yeah like
you bring your friend and they bring
their friend and you bring their friend
you'll have like a big old team like
all right well we'll see
but uh
but yeah so basically i was 18 years old
finishing high high school i had a four
year four out of boise state so i like
you know what i have nothing to lose um
i got college paid for from through my
academics
and i was like it's
worse than there if i go out for the
summer i'll just have a great experience
in living in seattle
and if i don't make money i like at
least met new friends and so like hey i
have nothing to lose
so went out and uh that was actually
under uh a company called apx line
before i went to vivint i was on a brian
haney and vic martinez office
and i crushed it like those two and a
half months i was there i finished off
with 220
126 alarms in two and a half months and
i was 18 years old and literally like
the money i made that summer
um most the most i remained obviously my
age at the time and first thing i did
went got out of high school got my our
got into college got one back in and
and bought myself a hummer
automatic fail credit yep bought a
hummer and uh it was it was back when
hummers were cool that was yeah this is
2006. yeah got a hummer and i thought it
was the coolest thing ever it's funny
because brian haney had an h2 truck yeah
so i'm like oh i want a hummer too you
know i mean like i gotta get one and so
i bought one and
yeah sure enough uh
just ended december hit and i'm like
crap i spent all my money i made 50 over
50 000 in two and a half months and it's
all gone
so what did i do basically that's when i
met with brian haney and vic like hey
you know what you should manage a team
so i decided like hey yeah this is the
right thing i have a lot of people a lot
of people my uh my age at the time going
to college like dude what are you doing
you're 18 years old you own the hummer
and it's not your passion to buy you
bought it yourselves like what are you
doing so
honestly thinking back to the part was
probably one of my best recruiting two
for me in boise out in boise state uh i
recruited about 44 guys to go with me
that next time i ended up managing a
team in uh california
um yeah so manage a team with california
that year we were did great
um
obviously the whole you know the summer
sales you recruit 40 guys
25 in a pen until until the end of the
year and but no we ended up killing it i
think we did shy of 1300 accounts 1400
accounts that summer it's once again two
and a half months because a lot of these
guys came from boise state so we didn't
finish school until end of may
um and then we started school in second
week of august so you only had that two
and a half months of going hard
but uh yeah so those after those two
years i learned a lot managing under um
under um
or running my own office under vic
martinez and brian haney uh that
following year in 2009 i decided to do
pinnacle
did pinnacle that year then after that
year into a dealership called uh
palmetto security
out of south carolina
and they were trying to actually recruit
me and my guys to go with them instead
of using apex like do you get rid of the
middleman we'll pay you directly you
know we're selling accounts through
monotronics that's what they pay us
and that kind of opened a whole window
for me at that time i was like you know
what i'm better off getting rid of apex
at the time and or pinnacle at the time
and just started my own dealership and
that's why
in the end of 2009 i started with my
company called zenith
so ended up um being that
security company dealership out of
monotronics wow so 2009 and then you got
into solar
and you guys were west texas like you
were you just owned that area yeah so we
ended up doing alarms uh so still we
started running alarms we've been doing
that for 12 years
we ra
solar came in our neck of woods in 2019
uh when net metering became open in west
texas at the time west texas was our
number one office in alarms
and uh yeah so we basically net meter
all happened there and i was like you
know what this is the opportunity for us
to get on at asap it's because i always
wonder like why isn't solar here in west
texas nothing but
flat above nothing but flat land dry
area
yeah lots of sun no tree tall trees and
it made sense and what net net meter
happened
um i brought john had involved with
me he ended up being my partner opening
up the solar side and we ended up
crushing it like dude like let's let's
go open up together dominant and we
started convincing half of our team from
alarms to do solar
they were still skeptic because they had
people in in the alarm in the solar
industry were like
yeah solar is great but you'll take
three to four months to get paid because
that's how long it takes to get
installed
and so we started off we ended up being
doing an epc company with um elevation
we used them for a while we ended up
basically almost double dipping because
we had we had all our massive
electrician license on what the security
at the time with texas
so we made a deal with elevation where
we can use our own installer guys
and so we sell our own installation but
they had to pay us to use
our own installers okay so that kind of
basically opened the
the doors for us because at the time we
were selling and installing our own our
own installs
and that's when we realized
we got our permits on our hand but
elevation still after two weeks of
selling we got permits they're still
wanting us to wait to install it which
made no sense to us
that's when we tried we were figuring
out the puzzles like you know what why
not do the same thing let's get rid of
the epc company do everything ourselves
and
sure enough beginning of 2020 we ended
up doing everything in-house so you can
get quicker installs yep so that brought
it up from 45 installs with elevation
down to
we want to start doing ourselves we're
down to 30 days
14 days now west texas we're doing it in
three to five days
our average install time frame right now
in uh texas is 14 days wow
guys like that i mean for anybody it's
in solar that's fast i mean obviously if
you're in roofing or pest that doesn't
make much sense but
it's it's it's cool and that's kind of
what you guys have been known for is
like hey we don't have to wait
three months to get paid let's try to
get them out there quicker in three days
five days 15 days you know what i mean
and actually see you guys getting paid
so
i want to know i mean
i've been having these questions it's
fun to get you on a podcast and ask
these questions how do you juggle
personal sales recruiting
and like running a company you know what
i mean yeah so the beginning obviously
in 2020 um yeah we were uh yeah we were
i was wearing multiple hats at the time
i was in daytime had the office manager
office running the team
and then after uh evening was running
helping out with the permitting
department the installation team
um so we ended up doing it's uh me and
john basically start delegating more a
lot of our worship to more hiring more
people to basically help us out with
like the
installation side we had an ops guide a
permitting utility
um so we started maximizing our time at
the right spot on the what needed us the
most yeah so obviously mornings were
there just to pump up the isolations
because we treated our installers like
our sales teams we kind of motivate them
to install more
so we had incentives the more they
installed the more they got paid
oh my gosh it was so funny
they showed up so one of mia's jobs they
like showed up to install just like at
random and she was like yeah my customer
called me they're here to install but
it's like we still need to get the roof
done and they're like oh shoot the roof
guys are too slow we're already here
we're ready to go
you could tell like they were like we
just want to get this thing in yeah
and we kept the same strategy i love it
yeah that we kept it like our
mentality was you know
you know we come from alarm industry
like yeah put them on the wall put a
hole in the wall we start panicking when
our technician's not at the house but
then within 30 minutes we start calling
the technicians like hey man how long
how long until you're here obviously we
want to make sure the teenager shows up
punch the hole in the roof then ask
questions where they want sensors later
yeah it's the same mentality we want to
bring our technology to our installers
key after asap because we noticed that
that that was one of the uh the missing
link with solar here in texas is that
time frame waiting a lot of customers
that people will sell 100 accounts as a
team
but only 40 to 50 percent of them will
be going installed within three to three
minutes later yeah so we don't want to
make sure we do we want to figure what
exactly what we didn't want to make sure
that happened what's happening to us
yeah so we figured out hey let's focus
on our fast installs keep everything
in-house stock our inventory and our
warehouses you know four to four to five
million dollars with equipment at all
time every week so every time we assume
we got a perm in our hand we glass
people pick up yeah
and throw them on
but yeah but yeah it was all delegating
time and um
even 2020 that was the year obviously i
was going out hard on the doors
is we were managing the office and every
day after five o'clock
what actually helped me succeed and
everyone's like dude how the heck did
you get motivated to continue selling
yeah every day
is i held myself um accountable with
every day i had a couple of reps want to
knock at me and i was like hey just be
my outside my door every day if uh it
would be outside my door at five o'clock
today we'll go knocking with you and
your buddy so my accountability was
knocking with someone else every day
yeah because you need to show off you
don't want to look bad yep they're going
to make you get out there you're not
going to be like uh no let's just hang
out here and chat it's like no i came
here to get trained not sit in your
couch it's a huge hack and a lot of
people that's one of the reasons i tell
them to recruit is it's just to recruit
themselves to the doors
even if that guy sucks it's like at
least you got to get out there and the
money you made
because you went out is much greater
than even the override you might make on
the guy that you're you're taking out
there and no that's one of the things i
tell my even all my managers right now
is that the best ways to leave from the
front
taking one or two guys with you every
day on the doors so that way as you're
closing you're teaching the new person
how to close like you yeah so what what
let's let's talk about the sale itself
like when you
pitch
one well we get into cross-selling
because i think a lot of people are
trying that they're like i do pest and
soul or i do alarms with roofs and solar
right and they're they're trying to
couple
products and things like that so we'll
get into that but
the other one is just like what is
yeah when you when you can condense it
down to 30 minutes and this is the thing
i learned from madam chance it's like he
did a thousand alarms in a year another
probably oscar and adam are probably the
two best ever
and
his set was 10-15 minutes and you're
just like how do you talk about
something that quick be that efficient
yeah how do you how do you how do you
how did you slow that or speed that
sales process up um honestly it's
keeping it simple like my uh even with
alarms back when i was training our guys
how to sell like
is the less information to give out that
you think you know the less on um less
important information give out
the the better because that way you're
obviously going straight to what the
customer cares about what's the monthly
rate what's the contract term and what
am i getting with all all this cost
so when you're able to get everything
all in one presentation at the beginning
of the door
you're basically able to at that point
just assume the sale and continue on
what they want so you get it you you
because a lot of people they think
hold price until the very very end and
then and then it's like all right now
let's talk about price now you get into
another boxing match in the sales
conversation
where some people are you one to be like
hey there's monthly monitoring it's this
and this and this as long as the numbers
make sense there's value we're going to
do this all right yeah kind of like so
especially the market we're at um a lot
of our competition we're charging 120
bucks a month or 130 bucks a month so
what for us we weren't charged our max
we can charge was 64.99
so we right away we knew our price was
uh half the cost of our competition so
when we pitched our guys like hey this
is what this package comes with
for this price or you can add two more
cameras for three dollars more a month
it's up to you what's more important to
you the more cameras or less cameras
with the rate so we basically said yes
yes question to what they wanted to hear
okay so we made it straight to the point
and then
going into solar once i went in the
house pitched some security cultural
security and hey by the way
since you're one of our elite customers
from alarms you also qualify for a year
for your home security that's one of our
how we base i basically
attach a solar to the security so you
qualify for a year free of security
because that's 600 bucks and you can
wrap that into the solar loan or you
could eat it in a commission whatever um
and they're like oh you're free and then
would you sell them right then and there
and build a proposal or would you set up
another building then and there because
that was my technician it was an alarm
where the technicians on us were out
within 20-30 minutes so my technician's
showing up
or on or in already in the house i'm
already pitching them solar okay so i'm
showing the transition how what the bill
is right now what bill is going to be
you know going solar and building that
emotion why everyone's doing it and tell
them why this it's important to do it
now with the bundle deal then doing it
later because you saved the 600 bucks
exactly
it's so brilliant
so
you would start an alarm so today if
you're not selling an alarm
um what would you pitch selling solar
like do you have like a pitch obviously
just more of a solar pitch it's more of
a solar pitch basically just creating
urgency you know
hey the best part because one of the
things we have a good relationship with
good leap where we're allowed to give a
thousand customers a thousand dollars
without affecting the reps commission so
what i like to do when we were at the
door pitching to customers like hey by
the way we got this black friday special
where the longs you sign up before this
sunday
our company is going to pay for your
entire bill july of next year
so when their payments are 150 bucks a
month and the thousand dollars we're
giving them it's gonna break exactly but
when you break it up in small pieces for
longer months it sounds more appealing
to the customer okay so you're like
you're going to get a free year of power
yeah
um and so you're selling them on that
short term i want to save money now
instead of like oh over 25 years you're
going to save 30 000 because sometimes
it's hard to conceptualize that for a
homeowner and they're like correct some
homeowners uh we obviously we like to
pitch them both like you know this is
what your build will be in five years
this is what you'll be able to be in ten
years
but they understand it but what's still
just like the alarms like when you have
a technician hey am i texting the area
already if i can have my attention the
next 10 minutes to get your system
started i'll give you i'll wait your
activation fee yeah that's exactly
mentality where we trained our reps the
same way where hey since our reps our
installer's already doing the other
neighbors we'll put it we'll set it up
where y'all refer to each other so we'll
get it up where you guys get no payment
until july of next year
oh because you're already on this
referral game exactly love that love
that okay so what are some common tips
or maybe common pitfalls you see amongst
sales guys because you've trained sales
guys for decades
what um
what common things do you see sales reps
falling into why are they all not doing
400 alarms or doing 300 something
solar deals like what what are they
running into what's um it's also the
same thing we're running into too still
to this day we have a lot of reps that
get too
complacent where they're at like hey i'm
happy making eight grand a week or ten
grand a week and so it's even there's
times we were doing big incentives in
our company just to motivate them but we
changed it around where we're basically
now it's almost like bragging rights we
brought the whole alarm
mentality like hey
the atmosphere like hey basically
whoever sells this so basically is the
the
big swing guy in the office yeah and so
we changed it up this last few months
and it's been helpful a lot um bringing
these small competition throughout the
summer throughout the months weeks and
then office right now we have a big
competition for the end of the year we
have the top four we we have the top two
sellers up top two closers in the
company um from now to december have a
free trip to the super bowl that's
awesome yeah so so more so about clout
than it is about commission because the
common pitfall people get into is they
look at their bank account their bank
has bigger than what they're used to
and then
they stop working and all of a sudden it
goes down and then i better start
working again and that's just this you
know roller coaster of commissions that
we keep running into so it's cool yeah
that then also we have uh some investors
we brought into our our own company so
we're helping these
young guys at 21 22 making 30 to 40
grand a week we're showing them how to
invest like dude you own two houses by
the time you this year's over if you do
it the right way
so that's been helping a lot yeah
because it chalks their money away
that's helped me a ton it's because when
all of a sudden i was putting all my
money in real estate i still was broke
and it still had that like where's all
my money but it's like it's in an
equitable asset
you can't access
you keep going and making more money and
that's been my biggest tip to keep
myself
hungry no that's what's that's what's
been helping a lot a lot for our company
this last uh second and third quarter
it's basically showing the reps where
they put their money the right way
because
like going around we still have reps
that go out
blow it out on the weekends which you
know
you play hard work hard play hard but
still we want to make sure they don't do
that every weekend that hey it's fun to
go splurge yourself once in a while i
want to talk to that because
i mean guys oscar drives a lamborghini a
bentley a rolls-royce and has a jet so
you know they see
they see his 15 000 square foot house
they see this that and this gucci shoes
and gucci sweater and nice wall you know
and it's like
they think oh i should have that stuff
too but what they didn't see is you
started in 2000
freaking six right like like i can't
stress this enough guys like i don't
swear much but like i'm i'm with the all
these sales guys today like at the super
or the cowboys game and i was like
can i wake some of you guys up like
invest like they're all talking about
i'm gonna get this new tesla and i'm
gonna get this and they're like oh and
i'm gonna and granted you got a hummer
in 2006 but you were broke as a joke and
yeah used it for recruiting but i'm like
if people
that this has been
12 years of owning a company and beating
your head against a wall and it wasn't
always jets and nice cars right like
this is what a baseball i tell the guys
right now like and so what i did is i
learned my mistakes from my first year
so the second year when i managed my
team
um my manager i think was brian haynie
gave him the book called richthought
poor dad
and that changed my mentality so instead
of coming back that thing that second
summer making over 130 grand that summer
i put 80 grand into a a duplex there you
go and that's when i obviously start
training my guys the same way like hey
let's just
start investing it yeah because yeah i
know it's true i have a laura i was like
oh why don't you think i should buy a
car like that dude buy it buy yourself a
house first and then buy the the toys
yeah
it's crazy because that house is going
to appreciate and it's funny even like
the stuff that they don't see too is the
conversation we had in your rolls royce
you're like i bought or the bentley
you're like i bought this bentley
there's only 38 of them and i bought it
for 350 and it's now worth 470. i could
sell it today like you bought it as like
a like almost like a sports car didn't
kind of buy or a gun buy is it's like i
know this thing's going to appreciate in
a smart way i'm going to get it at a
discount so that if i had to resell it i
know there's some equitable value in
that i think a lot of people
they don't see the strategy there too
they're just going for the look
yeah
um no no investing is such an important
game that we all need to understand and
learn because even just this weekend you
probably spent 50 grand just on your
team as far as the box suites me coming
out you had dinners we ate at nick and
sam's and it's like culturally investing
to get a return there like what are some
of your pro tips for owners managers out
there that you found good investments in
your people to pay back dividends as far
as their work and stuff like that um my
biggest thing is taking care of people
they'll take care of you
if you talk to them a lot of my
employees are with me they've been with
me for what eight or nine years they're
still with me today is the fact that i
no matter what i'll take a bullet for
them
if there's like even when it comes to
customers battling with other companies
we'll still help them win it so it's
basically taking care of your people in
front of you
um
i i had a great compliment for you last
night so
oscar gets a lot of crap in this
industry because you take bullets and
you're not willing to like you don't
back down and you're like i'm gonna take
bullets from my people like i defend my
turf i defend my team and a lot of times
people don't like they that comes off to
competitors is aggressive and i'm like
and
okay isn't that how business is
sometimes like i look at wasn't walmart
pretty aggressive by putting walmart's
right next to kmart's
you know what i mean like i'm sure
kmart's like well we're already here no
walmart was like i'm gonna plant a
walmart right across the street and you
guys are gonna be out of business in a
few years and wasn't
netflix aggressive when they went after
redbox you know what i mean like i'm
like that's business guys so here here's
what's interesting is i'm i'm with this
guy last night
and
he said one of your competitors was you
know coming into the turf and it was
like annoying because you kept taking
the deals back like you were swapping
out all the deals and he was like dude
it was so annoying so i had to go to
oscar and ask for truce and respectively
you created that and then another
competitor came in and wanted the truce
and he's like no we're going to run
these guys out and i've got your back
and me and you are going to go dominate
and he's like the fact that he like had
my back
and
went to bat for us now we're working
together you know what i mean like he
just had like mad where before he hated
you now he's like mad respect i'm in the
gang and it was just a cool compliment i
was like
i see that and i see that your people
would go to baton bullets for you too
because you're like in the trenches with
them you show that you care you invest
in them and that's a huge compliment
like not many leaders
have that i'm giving everything to you
and i got your back so good job yeah no
thanks appreciate that but that's one
biggest thing that tell my my reps my
managers vps and regionals is you got to
leave from the front the best way to
respect for me they don't want they
don't want to hitler behind them they
want to a gandhi in front of them
leading them from the front yeah showing
them you know how to do it so what what
are some of the big struggles that you
weren't expecting like let's say i'm
running a solar company i'm new or i'm
running an alarm company or i'm
i don't know like
things that you're like man i wish i
would have told my
you know 10 years ago self
these roadblocks are going to come
navigate this like what are some of
those that you've had to go through
um honestly is is your investment as far
as your the company was like obviously
my first three years
i was making good money to do my whole
alarm money almost at the time and
i was putting my money in the wrong in
the wrong spot a set of my reps
now i obviously changed around like to
this day going back to like what we do
this weekend is we have this manager
achieved with all the vps managers the
golf event is
is investing more in them almost like to
help them grow but we have speakers like
you and uh
uh jordan
and milette all these guys because we
want our guys to continue growing and
learning themselves because a lot of
these guys have a lot of potential they
don't realize how much potential they
have until they see themselves or hear
it themselves
yeah no it's so true
what about
as far as just business partnerships or
business moves or
i don't know like is there any kind of
like
well back in 2011 i got my face kicked
in here like i don't know anything like
that that you've had uh kind of weather
um yeah obviously like
don't try to my biggest things don't try
to go big all at once like there's
for example when we first started doing
solar or even alarms i was trying to
compete against vivint which there's no
way in hell it's going to be at that
time you know i mean like we're just a
small fish in the pond with a big shark
it's just what helped me in the alarm
industry is if i just focus on my
company and not worry about my
competition
it will
work out first bets yeah because i think
a lot of people play to the hand of
their competitor instead of playing
their own hand yep and i think one thing
you've done well is you know i'm sure
even when i got to celsius i kept
telling kelly i was like hey we gotta
open up this market open up this market
open up this market and i'm sure
everybody's like what are you gonna go
to new mexico your neighbor state when
are you gonna go to oklahoma and you're
just like
uh there's so many homes in texas let's
just do what we do best and it was
really centralized in west texas at
first and now you've just recently
started to really go all
over right but it's like you did a very
good job at saying i don't care if
people are making tons of money in
california doesn't mean i need to be a
california solar company right yes so
that's one of our biggest things that we
have a lot of managers that live in
california or new mexico for example or
even oklahoma
our biggest thing like there's so many
opportunities here in texas like we
obviously have four main offices here in
texas now our goal is once we we're
doing um over a thousand installs a
month and yeah we can start talking
about the markets but till then let's
just start focusing what we have in our
own backyard yeah no i think that's a
pro tip because
if you chase somebody else and play
their game they will always beat you at
their game
is that's why you are chasing them
it's like
there's a reason they're there and
you know and and and they also found a
niche they said what are we known for
what are we good at what do we want to
be seen as
and i think it came down to we want to
be known for fast installs we want to be
known for this we want to you know what
i mean and i think
a lot of companies they struggle because
they try to they say i want to be known
for all of the things
but then it's like i've
there's probably 5 000 solar companies i
don't know the name of i don't know what
they're known for i'm like you're just
another dealer of titan you're just
another
dude that was pissed at his manager and
left and now that you got your six guys
congratulations
um
so yeah we got to kind of wrap up but
like any other
advice that you'd give the door-to-door
space um honestly just time management
uh how's it feel like especially like
right now with the holidays around the
corner you'll be surprised like one of
our biggest time of knocking is right
now
is a lot of these summer sales guys that
go home for the summer or go back to
school this is like
from from october to march we're always
our biggest sales numbers because we
have less competition on the doors so
just utilizing your time correctly like
right now a lot of people are thinking
the opposite hey
it's winter time let's go do holidays we
do trips like going wrong
it's you know work hard play hard still
take your your trips but
maximize the time that we're a lot of
your competition whether you know like
that they say like while they're
dreaming of dreaming
you're all almost you're making that
dream come true so
take advantage of the time and
opportunity that we have right now
especially with the whole
market with the way it is and the tax
credit we have
especially what's about to happen with
the tax credit too it's huge it's huge
it's huge
um
guys
my biggest advice to the dd space would
be exactly that i think
so many people i caught death by
business cards or
over analyzing creating this paralysis
by analysis it's there's this element of
like i have to have all these things in
a row before i actually go to work i'm
like dude just go to work i'm sure
you've broken things on the way like i'm
sure you've had to be like whoops my
wake is pretty big because you're just
over producing you're over you know you
can figure out some of the back end
logistical things
as you just do
and i think so many people are wasting
this like harvest and the harvest the
crops are going bad because they're all
sitting out there and other companies
other reps everybody else is going to go
harvest your own harvest and that's like
it's
and that's one of the things like
obviously like going around we learned
it ourselves you know years ago when
starting my own company is
was we were on the same path like hey
let's take the winner off and focus on
the summer and our own competition with
our own backyard i blitzed west texas
all winter all the time
i was this is his backyard
he's like and sam that was you so
i love it hey but thanks for having me
out here this has been a blast this
you've taken care of me and you yeah
it's been really fun to work with you
guys like big shout out like in the
university you guys are the number one
most hours watched they're the most
wanting to get trained they're the most
investing in themselves like guys that's
a that's a big thing and i i don't say
that lightly so i'm proud of you guys
that's awesome awesome thanks man
appreciate no my guys loved it out here
it learned a lot from you thank you okay
share this like this send some love
peace see you guys in january
[Music]
you