like if people are trying to get the
rocket ship off the ground if they're a
brand new rep seven hours a day knocking
not follow-ups not appointments knocking
and some people are like dude that's a
lot because guys will go out and knock
for two hours and be like dude i knocked
a lot today like what
that's crazy that we can be successful
at that like that's not a lot of work
you know
but
so ramping up to to big numbers a
minimum of four hours a day knocking
you gotta figure out what that is
[Music]
hi everybody this is sam tagger with the
ddd podcast and i am here with ashton
boswell and
you guys
anybody listening to this needs to pay
attention sorry for the repeat on
facebook live but we were in san diego
in his house
i was randomly crossing the border by
foot and
had a layover in san diego
and i was like ashton let's hang out and
uh now we're doing a podcast so welcome
to the show man yeah thanks we're
literally in his kitchen and uh so if
the audio isn't like super good sorry
like we're sitting on a kitchen table
and a phone so
okay this has been a long time coming
like we you we've been in the same world
for years you got into door-to-door wind
2005 2005 satellite for a few years then
alarms
and then solar when did you get into
solar i got a solar 2014. so one of the
ogs like
yeah and currently is the vpsl's
acceleration in of legacy power today
you guys did 143 sales like guys fathom
that must be like yeah we're trying to
hit the 100 mark
in solar because his organization did
143 today
and uh
you know so you know doing 2 500 sales a
month and he manages that entire sales
division so he helps train goes and puts
a fire on everybody but not only that
he's a leader from the front i mean he's
set many many records guys he's done 48
in a week what was it 42 46 46 in a week
yeah like guys fathom that i did my best
week in alarms was 29 let alone solar
deals
your best day was 22. my best day was
eight at alarms like oh well solar you
can't sell as many 22 deals in a day
how do you do that you have multiple
people like guys fathom that you did 22
solar deals in a day
hold on guys rewind that again you heard
that right 149 and a quarter yeah that's
the one i'm most proud of that's
consistent right yeah you could like
sandbag the whole
month and put it into a day i don't i
mean
22 in a month would be a great month for
anybody that's listening to this and has
heard any other industry like yeah 22 in
a month is great solar month that's a
great quarter for most people yeah it's
a great year a lot of people don't even
have to do 22 in a year how many reps
sure that is true like 22 is a great
year putting things in perspective 22
would be a great year you'd make enough
to make a lot of money and he did it and
it did
um anyway so we are going to dive into
what you do different how you sell we're
going to get into the nitty gritty yeah
i'm all about it sure let's go so my
favorite part though anybody that came
to door-to-door con what was it two
years ago three years ago three years
ago you spoke three years ago two years
ago yeah i remember i re-watched your
speech and he literally did the hakka in
his speech i could do it right now so
should i take my tongue out of everybody
right now is that wait didn't you serve
your mission there so like why'd you why
is
i was doing a uh i was talking about
door approach and how
we need to use good body language and
then i just whipped out the without
some good body language right yeah some
good body language i don't dude i don't
even know where to start like guys if
you're on the facebook live put a good
question up because i got like 50
questions and i'm like i could take this
in 20 different directions but first one
i start is you know we were talking
about stress levels and you were telling
me about a story how you literally went
to the hospital because your heart was
heavy and you felt
like you just you know you're a bishop
you're top rep in the company you're
leading the number one office you're a
vp of sales acceleration you know what i
mean you like you're super human buff
good looking family man father like how
do you do it like that that's what most
people are probably wondering like how
do you
not only sell the most in the company
but lead and recruit and run teams and
family men like how like how do you do
it yeah well my role has changed a bit
so i i
used to be the rabbit i and i think
every company needs a rabbit right
somebody that is exceeding
numbers just throwing down crazy numbers
because people will follow you if you're
if you've got a leader right your reps
will do half of what you do so as a
leader you got to lead out in that way
but
i don't so that's not my role anymore
but
i actually
am in the workings of uh we hadn't even
talked about this but writing a book
called the balanced life because i get
asked that all the time how did you do
all these things and how are you
excelling at all those things
the the
the rona actually revealed some things
to me about
life
as we sat at home forever and we're all
by ourselves and we're working remotely
i realized that if i don't exercise it's
my fault yeah if i work 12 hours in a
day i still have time left to go for a
run or work out if i don't read my
scriptures
in a day it's my fault i've got tons of
time right we were just trapped in our
own homes and i was like wow this is i
i'm responsible for that but anyway part
part of
one of the things i feel like i've done
well and how in order to have balance
is to have there's no such thing as a
work-life balance is really work-life
harmony
if you can have harmony
in the different areas of your life then
you can have
like everything that you want in your
life as long as there's harmony if you
don't have harmony in your marriage it's
going to be hard to
have that work out well if you don't
have a harmony with your kids it's going
to be hard to work out well if you don't
have harmony with your body
i can eat twinkie if i ate twinkie every
day for like breakfast lunch and dinner
and had consistent effort over time i'd
get results
but it may not be harmonious to where i
wanted to go you know
and so i think that
life is really it's not a balancing act
but it's a harmonious act can how can we
be in harmony
with our teams with our business with
our relationships and if we have that
then
you know my wife
she's the she's a rock star man she's
amazing she comes down
just it's 9 30 at night she's like i'm
gonna make some banana bread for the
kids in the morning
it's like she's she's incredible and
with us i know that she needs for us to
be in harmony i know that
like her alone time in the morning when
she exercises clears her brain she has
her own time she does her thing
and before we moved into this house we
had a smaller house and no gym in the
garage and it was basically we could go
run that was it and our kids were small
enough we didn't feel like we could
leave them at home
and
like
not one of us be there so
in order for us to have harmony i wanted
that morning spot too you know get up
and exercise before the kids wake up
but if i didn't give her that then there
was less harmony in her house
but if i gave her that and i exercised
later or find other ways to do it then
there was a lot more harmony in our home
and so
anyway that was that was good for us to
to learn or me to figure that out and
there's more to it than that right yeah
on date nights and we have other things
that that make us to be harmonious and i
work really really hard at what i do so
she can work really really hard at what
she does
and and uh by kind of having that
together it works out i love that really
well love that so let's get into solar a
little bit you're in san diego the
hardest market in the world
is it like
so so i guess what do you do to make it
not the hardest market and still outsell
most people in the country like how do
you like what's what are you doing
different
than everybody else
that's making you kick everybody's butt
yeah i think it's all about mindset
so
it
where should we start a solar company
let's start a solar company where the
utility rates are the highest
where you can knock year round
where it's solar friendly with the
utility company let's go to san diego
so all the solar companies start here
yeah there's like all of them and all
the door-to-door ones particularly like
let's start here yeah yeah
so
you know on our
canvas app
one of our reps today said legacy alone
has knocked on this door at least eight
times and we'll go through and we'll
clear data sometimes and whatever else
so at least from what he can see
my own company has knocked it eight
times let alone everything around every
other company right and so but i think
it's all mindset when i first and so the
way i look at san diego is that
everybody's prepared
that's how i look at it
so
average stats say this people buy
every after seven exposures yeah all my
people have been exposed
so i'm just going i'm just going to
clean house and i'm better than the last
guy and if i get somebody that comes in
and they're super rude to me dude i just
i crack jokes on the doors i smile i
crack jokes if somebody's like dude
you're the fifth person here this week
and be like yeah but they weren't as
attractive as me right
right
right and i'll just make them laugh and
then they'll be like all right this
dude's not a robot
he was kind of cracking a funny at me
and and then i'll be able to have
conversations right so the mindset is i
make it that all these people are
prepared
the mindset in other places are
different right if it's a brand new
place i remember knocking in chicago
considering moving there because i'm
like dude chicago is going to be fresh
so no one's there
it's ben
thanks
sorry about that
but we uh i remember knocking there and
there was a guy that i knocked on his
door
and he said um
he's like yeah no solar is just not
there yet it's just the technology's not
there
the battery's not there the panels
aren't there and i'm with a rep and i
kind of look at him like what do i say
to this and i was just like dumbfounded
right that this was actually a thing
and
i said to the guy and i said
what's your name again joe
joe thank you for that perspective
i i've got to tell you something though
i just came from san diego
and see i was in a neighborhood where
there were 70 percent of the people have
solar on it basically the people that
don't have solar on it are in
uh they're renting
or they're like 90 years old and they
don't answer the door because they can't
hear it or something you know like
everyone has sore we're there we're
totally there
you just don't you just don't think
we're there yet because you don't see it
yet
and i tried to get the lead tried to
sell them it didn't work out we walked
off the door and i said to my rep i said
that guy i'm gonna sell in five years
i'm not selling him right now because
he's not ready right now he's got to see
some social proof but so there's
different phases different markets so
that market is a great market and texas
is a great market and florida's a great
market all the markets are great markets
solar is always better than the utility
yeah every time there's zero times where
the utility is better than solar in the
long run right and even most of the time
like right now so anyway
that was a long-winded answer to your
question
it's the mindset yeah they're all ready
for me so
what's your day look like
when you're selling
four in a day even like what is your
prospecting time versus appointment time
how many you know you did 16 self-gen's
in a day guys imagine that these aren't
even appointments teed up one how do you
put 22 appointments on your calendar
like even like hey every 15 minutes put
it
you know
um but
16 self gen's in a day is like freaking
impressive too so like
not on a day like that that's
competition day that's like intense but
like your average day what would it look
like to put in perspective for maybe
some lazy guys out there like or think
that they're working hard and that's
like wait a minute this is what a top
performer's day would look like yeah so
people get confused with where the money
is made
in solar
and the money is made and you'll like
this because of of who you are the money
is made from my perspective knocking
doors
that's where the money is made people
think all the money's made if i can just
sit across from somebody be at their
table then closing deals that's really
where i'm making my money i don't that's
not it
because eventually that
dies out you need to get new leads how
do you get new leads you go knock on
more doors so the real money is made in
knocking doors so
and and in solar i feel like there's two
sales i think there's like a the door
and getting a lead is a sale and then
actual signing the docs is a second sale
so you're seeing lots of companies do a
set or closer model now and i think
that's
a legit business model because it's the
first sell and the second sale and
you've got to get really good at both of
those sales
so
where where
i would progress probably my
where i would consider myself for i was
crushing it personally
was and i believe in plateauing up
similar to like when you're bench
pressing and you work towards a max and
then you don't max again for three more
months and then you work towards the max
and you max out again you plateau up i
believe that principle is real in solar
yeah
um really enjoyed our sales prove to
yourself and to others that you can hit
a plateau the plateau where i was at was
six a week every week
and and part of the 149
you know in a quarter that i'm most
proud of is that shows not just a
one-hit wonder yeah right you got to be
doing that for a long period of time
and i was doing six a week every single
week
getting there in order to get to that
level
i i think i was raised my 2005 we had a
bonus called the iron man bonus poor
college kid if you knocked seven hours a
day
for all for 120 days and took three days
off outside of
sundays
they gave you a thousand dollars and i
was like you're gonna give me a thousand
dollars for doing my job yeah i'll do my
job so i knocked seven hours a day
every day
except for
fourth of july and two other days and
and sundays right
so today
like if people are trying to get the
rocket ship off the ground if they're a
brand new rep seven hours a day knocking
not follow-ups not appointments knocking
and some people are like dude that's a
lot because guys will go out and knock
for two hours and be like dude i knocked
a lot today like what
that's crazy that we can be successful
at that like that's not a lot of work
you know
but
so ramping up to to big numbers a
minimum of four hours a day knocking
you got to figure out what that is right
and
and i think also a a thing that a lot of
newer reps do even some experience rep
just because they want the appointment
because they think that they're in the
close is where they make their money
is they don't protect their knocking
time yeah
if you knock on somebody's door at five
o'clock or six o'clock right in the
heart of prime time and they say well
when do you want me to come back and the
guy looks at his watch and says well six
o'clock i'm here at six how about six
o'clock tomorrow
when really that guy's probably gonna be
home at six and seven and eight
instead of just saying okay i'll be back
here at six and maybe he's there on time
or not
if we're a professional we'd say it's
better for me before noon or after like
7 30 or 8. can can before noon or like 8
o'clock work for you
most of the time people are gonna be
like yeah that's fine eight o'clock is
just fine the kids will be to bed we can
focus perfect then i can knock for
another two hours to create another lead
for tomorrow you know what i mean
so
anyway
to get to a higher level minimum of four
hours from knocking a day then when i
started to get to like the six in a week
what i would the strategy and i'm going
to open i'm an open book dude i'm a i
believe in abundance i'm not hiding any
of my secrets these are all my goods
there's all my good stuff getting all
the goods yeah um is to
i would have days where i would have a
knocking day and then a closing day
and i would joke with my team like
wearing my my closing shorts today you
know or i've got my knockers hat on
today or whatever because
and then i would just go hustle all day
and i would wear that one hat
instead of trying to take on this hat
and then 20 minutes later you're like
okay i gotta have my hat and then i
gotta go back to knocking after the
clothes
i just would have a whole day tuesday
i'm knocking all day tuesday
and then when then i'd stack up
wednesday and i would start at the non
you know the early earlier in the day
and then late at night i would just kind
of work my way backwards or work my way
in
and so i'd have days days where i would
get three and four in a day
pretty pretty often but then i also had
days where i'd get nothing and it wasn't
because i wasn't working it was because
i was wearing the other half yeah right
and closing deals and
or getting leads that day smart yeah i
like that
so like
you're in a home so let's kind of shift
just more selling
and guys like i said if you're listening
to this this is gold this is coming from
one of the best out there so share this
tag somebody that sells
you're you're the customer
um
and they say i'm gonna walk through like
a couple role-play scenarios because
i literally went to a customer the other
day and felt human again
i don't sell much
my sister referred her neighbor and i
was like okay i'm gonna sell i'm sold
right yeah
i'm gonna get three bids at the end and
i was like are you even kidding me like
i'm like no dude i'll get you the three
bids like i was like i could call any of
these solar companies like i'm gonna
literally train all of them
i wanted to shoot somebody so let's this
is selfish hopefully it's applicable to
everybody
you're in a home
let's walk through some of your word
tracks that maybe help build some
urgency or like what are some good
urgency techniques that helps you avoid
because there are a thousand companies
here in san diego
there are people that are cheaper there
are you know there is that element of
like well i'm gonna call my brother's
company or my sister had her just done
by these companies you know what i mean
like you probably run into that i'm
assuming quite a bit yeah all the time
all the time so what are some techniques
you do to build urgency different
yourself and help close that deal same
day so i explain i i explain who we are
people are gonna buy
you first right and so i make sure that
i'm presentable every time that i that
they feel like i've got my crap together
even if i don't that day right
um so they're gonna buy me they gotta
buy buy my company
and buy my product they're already sold
on solar right
but if they're shopping around
um what to create urgency the phrase
that i use
is what i would suggest and i talk about
when i when i what i
um when i go into a home often expressed
to them hey look what my job is what i'm
trying to do here is be like a solar
doctor
what i'm going to try to do is help you
have
you know understand your situation and
then give you my best recommendation
if you went into a doctor and said your
shoulder hurt and they said we should we
should do surgery you're not going to
trust that doctor very much
and so i'm going to give you i'm going
to go through and kind of diagnose your
situation and then i'm going to give you
a recommendation of what i think you
should go with
by building up that i'm a doctor i'm on
your side
not i'm a sales guy just trying to sell
you something that builds tons of
credibility
and then i also address competition in
my clothes
i don't think enough people do that they
just kind of hope and pray that they
don't think there's other people they
don't think there's other competitors or
that they that they aren't going to shop
around
like that's going to happen
and some people are scared of it because
they might be like oh well am i
introducing them yeah am i making an
objection am i getting them to think oh
maybe i should should shop around the
the
in a market like this
there's not a question are do they have
more than one friend that has solar yeah
yeah right if you've crushed a
neighborhood and you own that
neighborhood and everyone's got it from
you then you're the guy
right but if it's a place like here
and i've got some little pockets where
it's like man ashton's done half of the
street like he should be the guy
but they've got another friend at work
that lives across town
that has another friend yeah and so
so i'm not naive to think that there
isn't that so i address competition this
is what makes us different this is why
we're we're amazing these are the
different kinds of companies out there
these are ones that that and i don't
bash my goal isn't ever to bash
another company but to say this is why
we're really really good and here are
some things to to be cautious of right
you when you
go to
a company you want to make sure that
it's a solar company that it's not a
one-stop shop company that's my
perspective somebody might be like i
want a one-stop shop i want somebody
that can do my landscaping my solar and
my paint okay if that's if that's the
buyer that you are that's not who i'm
selling to because my the way i would
want it is to have like i want my
painter to be a painter i don't want him
to be the plumber too
right and so i build that up as a as a
strong point you want a solar company to
be the one that comes and do this
um
so i'll talk about other competition out
there and i'll also address reviews
because we'd be naive to think that
they're not going to look up reviews too
and it blows my mind some of you guys
out there may have had this experience
maybe not
where they've sit well or someone will
say yeah i looked you guys up online
and i'm always like squeezing my butt
cheeks like what did you find because
people can complain about anything yeah
i literally
i was downloading i've been on a social
media fast for last three weeks believe
it or not so i have to send it to my
team they're the one posting i had to
download facebook just for this
this thing and i found that
facebook has a 2.2 stars with 1.2
million reviews and i was like what
anyway sorry i just thought i'd put that
plug yeah so there'll be reviews out
there we caught a guy that we let go
that got mad at us
that rents an apartment and put this
nasty review
that on yelp that isn't verified
nobody knows that he's a rep that rents
an apartment right like so you'll find
reviews but so i address reviews right
i'll dress reviews in the clothes hey
look we've got this number of customers
this is what's going on the pacific
ocean which is free and awesome has a
four out of five on yelp right facebook
has a 2.2
like
people are going to complain there's
going to be complaints about it but you
love your tv right have you ever gone on
and your td works does what it needs to
do yeah have you ever gone on and and
said oh it works i love it you probably
never have i've got a big laundry list
of names and numbers of people you can
call to absolutely love what i've done
for them that you could totally call
and some of them have gone on and done
reviews but most people don't most
people just put on the complaints so
anyway i don't know if that no you bring
that up no it's important though because
you know people ask how do i lower my
cancels i know some solar reps i'll sell
150 of them get installed then you're
like you got to do something preliminary
to help alleviate those you know and and
lessen your cancels yeah because you
just you know not every company has a
five out of five and a thousand reviews
and you know i mean like it's an
important thing to address yeah the
other thing that i try to do this isn't
a talk track necessarily but
i try to get people past the decision of
am i in
and on to the decision of who am i going
to refer um
one thing that happens way too much we
talk about cancels way too much in our
industry that drives me bonkers and i
think is foolish
is people will sit down and they'll be
like well this doesn't really mean
anything like you can just sign right
here it's not that big of a deal
right
and and you know
the real numbers the real decisions
after we've done the site audit so
they're selling on their selling on the
site
and
that's
i think silly because
if they're selling on the side audit
then the decision to do it
hasn't really been made yet
and when after the site it comes the the
hope with that with the rep is like if i
can just get them here and then
they'll feel like they're kind of
invested because i've had somebody come
in their attic and they're on the roof
and right they'll they'll feel some of
that
which
it doesn't really i mean i don't i
haven't seen it to be
really that effective but they haven't
made the decision so if there's anything
that's not what was talked about
electrical panel needs help or roofing
needs help or anything at all right any
additional cost
it's an easy out for them at the site on
it yeah whereas if i've made if they've
committed and they're in when i close
them i'm in
then
when they get to the side audit and the
results come back from that it's just a
hurdle to get to the finish line is i'm
in i've got solar on my roof
right so it's just a hurdle to get over
there okay how do we get over that well
we can wrap this into the loan we can
right there's extra stuff that they can
do
and so um
anyway i try real i make sure that i get
a yes out of them
at the close that they're in so that's
the decision they've made but then i try
to get them past that
to the referrals because if i can get
them past the deciding point i think
that people really truly make the
decision if they're in with solar or not
within 48 hours of them
signing up after you've left
after they've had some time to sit on it
that's when they really are deciding am
i gonna do this or not i think
and
so if i get them passed in that 48 hours
instead of thinking about should i
really do this or not
to
do you think my mom would be interested
in this
then it's it's
it's past right they're not making the
decision anymore of if i'm doing this
they're like thinking about mom and
cousin and sister so what do you do to
build that referral game so i talk about
it throughout it like you know at the
very very start when i'm setting an
agenda i'll talk about what i'm going to
talk about and the reason i'm here and
most of the time what ends up happening
and you don't have to do this i'm real
passive but i gently hold their hand
it's just a happy
process the whole time and i'll just
hold their hand the whole time until
they get panels on their roof but at the
very start like the reason most people
end up referring me is because they're
going to get an incredible service that
they wouldn't find anywhere else
we're not going to be the most expensive
we're not going to be the cheapest but
you're going to get the best experience
from me and my company and that's why so
many people give me referrals and then
in the middle i'll talk about then and
then the referral bonus and and then
i'll talk about some reviews i've read
our reviews i've gone through a ton of
reviews and one of the worst things is
that we our referral bonus didn't come
fast enough and if that's if that's you
know what they're complaining about you
know we're doing something right but i'm
dropping it there's a referral bonus
right and so by the time i get to the
end
you've obviously you know probably
thought about a couple of people as
we've sat here
who who do you know who should i talk to
let's get him on the phone right now
right who can we well i don't know some
people will give you referrals right
there they'll call their mom yeah i was
thinking about my mom right now let's
call her put her on speakerphone and
have you already signed at this point
okay well
yeah yeah yeah after after after signing
i've done referrals before i even signed
it before nice yeah so i'm like they're
calling their mom yeah hey wait before i
leave we probably should finish wrapping
this up
wow that was fun that's brilliant you
could do that every time it was so cool
i'm like this is this this is when you
know it's done you're like you've given
me three referrals and we hadn't even
finished signing i was like if i don't
close this i'm after i don't yeah i am
so bad i'm bad so bad i'm good because i
got all the real rules but i'm bad i'm
so bad
okay so next question
um what do you do
on
the door
how hard do you fight
like stay in the pocket is what i call
it like are you somebody that's like
you're in it until they're like slamming
door or how like on your door pitch like
are you kind of like i'm just looking
for the the loving fruit are you pretty
like i'm going at this thing so
the short answer is it depends okay most
i'm i'm not
like the first no is really like you
haven't told me enough information
right
and any no can't be taken personally
some people get in this business and
they start to take it personal
like they're not saying no to you as a
person like you're a bad person they're
just saying
not yet yeah right so again that
mentality of it's not even no it's just
like not yet a guy in chicago probably
has solar now
because it just it was not yet right
so
anyway um
i will push through i'll get through a
number of notes if it's a young family
that younger families are more into
solar i'll push harder and if it's a
young family and i know they have a
higher bill i'm gonna i'm gonna i'm here
to help you i'm here to help you man and
the way i look at it is
and the tone that i use
isn't
like the way i look at it is look man
there's a shark in the water
if i if i was at the beach
and and my buddy was out there swimming
and there's a shark behind him i'm gonna
use pretty
strong affirmative language i'm not
gonna be like hey dude there's my thing
you might want to get my visits you
could eat you right i'm not gonna do
that be like dude there's a shark in the
water you need you need to get out
there's a shark right behind you right
i like that i'll use that same kind of
mentality when i go to the doors
especially like i said with the younger
family like hey man i get it it's you're
busy
it's been a long day
this is important
we should talk about it right same idea
i don't say there's a shark in the water
and it's called the utility company but
it's like look this is this is gonna be
good for you it's gonna be good for your
family i've got four daughters
this is gonna be good for your kids do
your kids have asthma i'm trying to help
their asthma you know like
that assertiveness
while i'm there and and i and i also so
i'll i'll
i'll push it to the point i've been
called by customers
pleasantly persistent i love that
pleasantly pleasantly persistent and so
that's in my head i'm pleasantly
persistent i want to leave every door on
a positive note for two reasons
my day is better
if i leave it on a positive note instead
of fighting right if i go to the next
door
and it's just a fight
dude that sucks that's not fun because
then i'm carrying that to the next door
so i try to leave it on a positive note
and it's better for all the next people
that are door-to-door sales people i
didn't just ruin it for the next guy and
i've i've planted tons of seeds i've
made millions of dollars for a lot of
other people because i've had nice
interactions with people and then and i
didn't get them
and i'll go back in that neighborhood
and they got solar and i'm like dang it
dude that was my customer but it even
happens to ashton but i saved it
i saved it for somebody else was able to
knock on that because they didn't have a
bad experience with oh i hate knocking
behind some douche bag you know yeah
you're going to be just like tommy i'm
like who's this tommy guy like what did
you do to these people like dude you're
still someone's kid like you everyone
hates you you know yeah um okay so so
last couple questions is quick what
percent of your business do you think is
referrals based on the way that you just
tee that up like if you did a hundred
how many of those came from referrals
well now my business has changed right
i've been a vp with legacy for a year
and a half earlier you said
you know when i was crushing i was the
national sales director a little
different a little different role my
role
changed about a year and a half ago
almost two years ago like in your prime
when you're in my in my prime yeah my
prime right now my
referral business is probably like 90
when i'm training guys i'll i'll go
knock on doors and stuff but most of my
deals are referrals now
um but in my and when i was hitting six
a week i would always try to
clock in when i was at that plateau me
self gen three a week no setters know
anything me ashton gonna go sign three
deals from my own knocking doors that
week every week but then the referral
the chasm to get to four five and six in
a week is referrals cool because you're
and sometimes i would just knock and
sign six
like just from the doors in that week
but to get to those higher levels you've
got to also nurture your referral
pipeline and i think it's a it's a race
to to get to 50 installs to get to 30
installs dirty installs you should get a
referral
every week in the summer months yeah
then 60 installs maybe one and a half or
two
the more you get the more pipeline of
referrals pipeline referral students
come i've got 850 installed customers
when they're having barbecues and
friends over and stuff it's like
a pretty easy conversation to have yeah
um
okay this has been man i could i could
ask a bajillion questions so i apologize
if i didn't ask your question
but
guys there's so much value that i mean
just the years in the industry knocking
in so many different states training so
many different reps i guess the last
question would be more so from a
training perspective
you know if you're speaking to a manager
that's recruiting new guys what advice
do you have to get that guy from a to z
to get him selling his first deal or two
what's some hacks that you found
helps train quickest
to see that guy succeeding because i
watch a lot of bad leaders out there
that don't know how to really
get these guys moving so
the advice to the manager to train the
new rep yeah
you've got to show them that you're
willing to go out and hustle and show
them i actually when i when i go and
knock
i'm if i've got if i'm bringing on a new
rep and i'm a manager
if i if i'm the the mentor for them or
the person that's going to help them get
going
i'll take them knocking with me the
first day and i'll make sure
by the end that they've done a couple of
pitches on their own already
i'm not they're not i'm not here to
raise up weak links
like you're going to get in the game and
the more somebody can show me like yeah
dude i'm ready to go like after the
fifth door like game on i'll i'm there
to support you and have you have you be
there but
the i actually really like when the
first day is a hard day yeah
i don't really like
if i in like an hour or two get like
three leads that scares me
and that might be counterintuitive
because you're like dude you showed him
a lot of success that's great but it
scares me because i don't want this
brand new rep to think that that's how
it always is and something that is
actually really hard i may look make it
look easy because you're doing so many
subtle things because yeah because i'm
doing so much so many things right
it's it's really hard to hit a tennis
racket like to return you know federer's
sir serve
but nadal makes it look like it's really
not that hard it's pretty freaking hard
you know and so when i when i'm the one
that's doing the leads and i get three
they're like dude that was easy like
well
some one of those may have been easy but
some of these other ones i did some
things to get there so i actually like
it the first day if i had a preference
for it to be a hard day okay because
then
then they get to see like
okay this guy's making
a ton of money and even he doesn't get a
lead
or two leads like in a couple hours
right yeah so but the the advice would
be you got to be out there with your
people you've got to show them
what it's like and then you also have to
let them fail
on their own so i'll go knock with knock
with a rep
you know for the first few hours you
just watch me i just want you to watch
and then then i'll
stop and i'll coach them here are some
things to look for here are some things
to watch out for this is what i'm gonna
do okay
and then i'll start to coach after each
door now did you notice this did you see
that do you know why i did this and have
them be in the game with me right get
off the social media while you're on the
doors be in the game on the doors
and and focusing on all these different
things by the end they're doing pitches
the next day we may start together for a
little bit and then i'm going to have
them go on their own and then the day
after that they're all on their own i
don't even knock a single door with them
and they're kind of cutting their teeth
then i get together with them the
following day and have them shadow me
and they're and that's when they're
that's when it's like oh my gosh dude i
didn't even
because now i experienced the lol on
their own yeah then they're like okay
now i need to pay dude i didn't and they
like i was getting so messed up and some
of them might have success the first day
which is great if they get a success
that's that's that's amazing but when
they get back with you again that's when
like the most important coaching needs
to happen they've experienced it on
their own without you there
you
you go show them again
have you go watch them actually when i
get back together
i won't go first
you go first i'm going to watch you do a
few doors
and then
and then i'll come in and and and
they'll
they're a little nervous usually like
well how did i do them like let's just
go see some more and just go do some
more and they'll cut they'll kind of do
some more and then finally
um
i'll kind of talk to them about it the
most effective question that i use sam
and for managers out there you know i'm
an open book on all this stuff
is are you open to some coaching um such
a good way to soft start that out all of
us want to be coached no one wants to be
told or dictated to
right
are you open to some coaching yeah i'm
open oh yeah sweet what's what is it
instead of being like hey man do you
want some critical feedback you suck you
know but are you open are you open to
some coaching so after they come back
and we have that critical critical
timing and are you open to some coaching
of course yeah dude tell me all right
well here's some things this and that if
there's if there's bad stuff like right
away you just like gotta cut that crap
out like dude don't ever say that
don't that's wrong you know what i mean
yeah yeah but for the most part have
them come back then you've got that
critical time together
and then you just gotta show them you
gotta show them how it's done
with solar the thing about solar is
there's enough proof
and there may be other people in other
industries that may not be like oh dude
solar whatever there's enough proof that
solar works
it totally works there's enough people
making a grip of money doing it and so
the rep has to know okay this is real
this isn't pretend yeah because like in
their head sometimes when they get
discouraged after the first few they're
like it's one of those mlm scams it's
like nobody makes money and it's like
only the time people at the top and it's
like no you can make money next week
like just
do the thing yeah
don't stop yeah don't the only the only
time that you don't make any money is
when you stop so just don't stop love
that okay well let's wrap up there big
shout out to like you got your boy brian
jackson on here what's up brian jackson
we had a lot of cool people recognizing
i mean obviously we've been in this
industry for a minute and so a lot of
cool homies hopped on you guys got some
value out of this um share this leave a
review hey don't don't leave a 2.2 star
review like facebook the pacific it was
a better one than that yeah
give it a thumbs up if you got some love
out of this and uh yeah i appreciate you
being on the show man this was this is
really good guys go follow mr ashton see
his journey it's been fun to watch you
just freaking take names and it's
impressive what you guys have done so
thanks man keep it up thanks okay we'll
see you guys much love my facebook live
people
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