all right
i'm gonna get uh
get the cobwebs out everybody get moving
a little bit sit back into the chair
relax how do you like this room does
this room just like kick ass
i love this venue i love being here
get off the strip a little bit get out
of the insanity get out of the uh
craziness and get uh get to the business
right that's what i love about this room
this room is focused on on the business
so yeah that was megan trainor's song no
and and it's it's my theme song and i'll
tell you why every single dollar that i
make in sales
is because other guys and other gals
can't deal
with being told no we are programmed at
a dna level to just avoid rejection at
all costs and so
um you know it's and people wonder gosh
you know some people say oh if uh every
note gets you closer to a yes no that's
not what the nose about we're actually
getting paid
for going to a door going to a kitchen
table talking to a customer or a
prospect and being able to deal with the
fact that the odds are most of the time
you may get a no
when you're on the doors you're talking
seven to one ten to one fifteen to one
you're gonna get 15 no's for ever yes
but people on my team that are out there
talking to folks in the neighborhoods
they'll have a bad day things will be
going just crappy
they'll be going just bad and uh they'll
say you know what it's over we're not
gonna get any more yeses it's over it's
not gonna happen anymore and so let's
say you know well let's see how many
knows we can really get before we get an
appointment and about the max that they
can get is about 15 in a neighborhood
so it's the day that you wake up and you
understand why does sales in general and
then solar sales on steroids pay like a
really really weird
amount of money and people think that
it's for being able to spend an hour and
a half with someone and being able to
get it to say yes
it is absolutely not what the money is
for
the money is for being able to talk to
14 people who said no to get to the one
person that said yes and not getting
blown out of the saddle so the way we're
going to do that is by monetizing those
no's and really realizing what the money
is for and so that's why the title of my
book is no matter what
and the solar sales academy is about
teaching people how to make a seven
figure income in sales
i've been working with
bradley and his team
upstairs in the vt lightspeed center
over the last six months to take what
i've learned in about
40 years of sales and and millions and
millions and millions of watts worth of
solar sold and condense that into a
course that's repeatable that we can
teach to everybody in an organization
but really what it is
it is an absolute
recipe
for making seven figures in sales and if
you want the best people in the world to
come sole solar for you
then you're going to have to convince
them that yours is the organization they
should come to if they're serious about
making a million dollars plus a year in
sales is that possible it's not just
possible it's probable if you do the
work i belong to an organization that
deals with people who are trying to
improve themselves and the thing starts
out it says rarely have we seen
a person fail
rarely have we seen a person fail who
has thoroughly followed our path
anybody in here recognize that uh
that that first sentence to a preamble
if you do come up and tell me about it
later you and i uh belong to one of the
same clubs together so uh but anyway
that's that's really what we're wanting
to do is be able to attract people to
our company that uh is going to create a
very successful sales organization how
are we going to do that by making them
believe
absolutely believe that by coming to
your organization they're going to learn
how to have a
multiple six figure income on the low
side a seven figure income on the high
side
and then a multiple seven figure income
on the are you kidding me side i've been
able to achieve that for year after year
after year after year in solar the
reason i'm standing up here is because
when you do that people come up to you
and you say they say how do you do that
would you come and talk to us
we'll pay you ten thousand dollars just
to come and spend the day with our sales
force
and i've done that about one-tenth of
the times that i've been asked to do
that and the reason is is because i make
more than ten thousand dollars a day
selling solar
so why would i take myself out of my
market and fly to la and spend a day
with them and show them how to make uh
their sales people to get ahead so
what we've done is that i've worked with
brad and lee and i have uh talked about
incorporating that that into this
program
is how you can on a program probable
basis how can you show people how to do
this and the way we're going to do it is
by having me train them one on one on
exactly what you need to do every single
step of the way and that's what is now a
part of this mod sales academy it's also
part of the book that i have coming out
both of them won't be available to after
labor day part of
uh lee's offer is that he has a pre
of a pre-launch
access to this program it's only going
to be made available between now and
labor day to this group so
let me see is this thing
i don't think this thing is advanced oh
there it goes
which way over to you okay
so what is this really about is this
just about going door-to-door and
pedaling stuff
we're not going door-to-door we're not
marketing we're not on facebook pedaling
stuff in the solar industry we're doing
something different
on may 25th 1961 jfk announced to a
special
session of congress that the united
states of america
was going to put a man on the moon if
you were listening to that speech and
you were in that audience in 1961
when you're realizing that you know
we're driving 57 chevys around and uh we
don't even we don't even have a
calculator let alone a computer and and
some guy says we're going to put a man
on the moon in less than a decade what
would your thoughts have been
what do you think jfk caught
you think everyone was like yeah
absolutely we're going to do it
that way you think these guys who had to
pay for it the congress he's speaking to
congress right there that's the speaker
of the house that's the head of the
senate
what do you think they thought as this
young guy is saying hey we're going to
spend the money
to put a man on the moon in less than 10
years
and they were clapping in the background
what do you think they were saying
behind his back
n f
w
n f
w that's what they were saying behind
his back
and what happened
by july of 1969
right we were putting one foot on the
moon and we were saying a small step for
man a giant leap for mankind that
happened that's what happens when the
united states of america makes up its
mind that something's going to happen
people heard that and they said nfw
there's no way we don't have the
technology we don't have the money it'll
bankrupt the company there's no way to
get there from here
and yet by july of 1969 we had a man on
the moon
so
what uh
is going on that we would think would be
about paramount to that
uh to that same exact situation we have
a new president don't we
and he just announced to a joint session
of congress biden commits the u.s to
cutting emissions by half
by 2030.
like are you kidding me
is that possible
and what is everybody saying when they
hear we're gonna cut emissions by 2030
what do they actually have to say about
that
n
f
w can't do it don't have the technology
would bankrupt the country there's no
way to get there from here
and that is what we're dealing with
today people think that we're out
pedaling
and if you can cue this up go ahead and
play it this was this sunday on this
week which is the sunday program like
the meet the press
we've been hearing about this since what
you know 2000 climate change global
warming blah blah blah blah blah it's
not true it's not real what's really the
deal
dr mann is it too late
no i mean that's the good news the bad
news is dangerous climate change has
arrived the good news is we can prevent
it from getting worse and the latest
science tells us that if we bring our
carbon emissions down to zero the planet
stops warming up so look there is um a
pledge on the part of the biden
administration to cut our emissions by a
factor of two within the next decade if
we do that and other countries around
the world do that we can prevent the
planet from warming beyond a
catastrophic three degree fahrenheit
level
[Music]
no make no mistake i'm not selling
climate change i'm not gonna talk about
politics i don't care about politics i
talk about politics in other places i'm
talking about business i'm selling solar
the man just said something that
dangerous climate change has arrived
we've been talking about it for a long
time
but now we're actually going to do
something about it on january the 20th
two things happened we pulled out
we pulled out of the keystone pipeline
right that was how we were going to get
inexpensive fuel to where we need it out
of the you know north dakota all that
place we're getting all that fuel we're
going to build it and flood it down to
where we need the refineries and get it
into cheap gasoline
uh and
the other thing that happened on january
20th is we re-entered
the player the paris climate accord
who here knows what the big idea of the
paris climate accord is
anybody
vague idea what is it
right and how do you what's their main
idea how are they going to get us to
stop using fossil fuels
what's that
so that would be the solution right but
what's the method that they're going to
use to almost force us to do it
carbon taxes laws against it
prohibitions they're going to cut really
come down on countries the united states
rejoined the paris climate accord it was
part of the
new administration's
uh their cornerstone of what they were
going to do was uh enter us into a green
new deal and people still don't think
that's happened what we all need to
realize it has happened we are in a
green new deal it started on january the
20th pulled out of the pipeline put in
the uh the climate accord the climate
accords big idea is to volunteer
to charge ourselves massive
massive amounts of tax for using fossil
fuels
and the big idea is to stop using fossil
fuels we're going to have so what this
uh what that and if i could get me back
to my slides what biden said is that
we're gonna have our fossil fuel output
by 2030.
that's a massive
that's a massive massive decrease of
fossil fuels guys that's eight
years
away
we're gonna cut them in half and we're
going to eliminate them and get them to
zero by 2050. like we're going to see
2050. i plan on seeing 2050 right that's
around the corner so why am i going on
and on about this and this is something
that i talk to my people about every
single day guys we're not showing up on
a doorstep talking about selling some
crap
we're talking about news
we are bringing to the doorstep to the
consumer information which is new that
was sunday's news i've never heard the
phrase
dangerous climate change
has arrived california's on fire
turkey's on fire all around the world
he's fighting now again i'm not selling
climate change you don't care to know
what my opinions are about this
particular political issue
it happens to be convenient for me
that this is the story of the day and
that the globe is seeing this as an
existential threat
so i ask
people who are 20 years old what was
paul revere doing when he was on his
horse riding from you know through the
town from house to house and they go who
was paul revere
was was he just like giving everybody an
update
no
he was screaming at the top of his lungs
and ringing a bell trying to get
everybody's attention hey everybody
there's an existential threat
the way we live and the things we have
are about to change and he was letting
them know that the british were on the
shores and they were coming this way the
british are coming the british are
coming and everything you knew and
counted on before is over
so we're facing an existential threat
and the people that we're talking to
have no idea they think that electricity
is a little annoying that it goes up
every couple of years they think oh
electricity bills you know what else
they think is man i wish these solar
guys couldn't knock it on my door
and i could tell them you know the best
way to get solar guys quit knocking on
your door
put some solar panels on your roof
they're all caught quit knocking on your
door but anyway that's uh what we're
really dealing with guys we are talking
to consumers about something that's
going to literally steamroller them and
just wipe them out
so
in 1906 the united states realized how
much money
it was costing
for the united states to deal with lung
cancer
you ever seen the old movies and
everybody's smoking to in the 20s and
the 30s and the 40s and the 50s if you
tune into a movie they're all smoking
they're smoking their ass off right
and then in 1960s they say hold on a
second
smoking is costing us a lot of money
so we want the american public to stop
to stop smoking so you know what we're
going to do
we're going to put a warning label
on the side of these let's say warning
these are killing everybody
and everybody quit smoking
is that true
how many people quit smoking when they
put that label on
i think smoking increased after that
anybody seen the the show madmen
in the show mad men those guys are
coming up with the camel commercials
and they're having to figure out where
to put that warning label on the side
and people are smoking with two hands my
mom smoked with one hand and used to hit
us in the back seat of the station wagon
uh hitting kids that had no car seats
and no seat belts right so times have
changed right but the government decided
we were going to quit
smoking cigarettes and then putting the
warning label on their help
has it changed much what's the warning
label today warning the polar bears are
losing their glaciers there's no more
there's we don't have icebergs for polar
bears to swim upon and so we're all like
getting into smaller and smaller cars
right
oh wait they don't make small cars in
the united states of america they just
make suvs
right so that's about to change they're
going to stop making combustion engines
uh literally also by the end of the
decade in the next 10 years you won't be
able to go into a car dealership and buy
a car that has a combustion engine your
choices are going to be electric or
electric unless they come up with
something new
i love it by the way all these people
buying electric cars to help out those
polar bears
when they plug that into their house
what are they fueling their cars with
they're fueling their cars with coal
i think they just downgraded the planet
and now they're now they're having coal
powered cars it's like uh you know some
kind of steamship or something so you
know that's uh what's happening but
we have stopped smoking how did we quit
smoking anybody got an idea why we're
not smoking anymore
taxes how much were cigarettes when you
and i were in grade school when our
parents were smoking
a buck for me a little older than you 60
cents 60 80 cents was a pack of
cigarettes my mom used to send me to the
store and they would give a kid a pack
of cigarettes a circle okay here send me
a store with a buck and i would come
home with uh i could actually buy a a
sugar daddy two of them for 10 cents it
was 80 cents a pack right how much does
cigarettes cost now at a circle k
does anybody hear it you know i don't
want to ask you
if anybody here smokes don't raise your
hand
but if you do you know what they cost
it's somewhere between eight and ten
dollars a pack
so when cigarettes went from eighty
cents a pack to eight dollars a pack and
now ten cents a pack you remember in the
80s when we used to like go you know
what they charge for cigarettes in
canada it's eight dollars a pack what
are they doing they were taxing
cigarettes to that level then the united
states didn't now we do and now how many
people are smoking not very many kids
are what what are they doing they're
still using nicotine but what are they
doing
they're vaping why
because it's a lot cheaper than buying
cigarettes so anyway the point of all
that is to say that when the government
decides they're going to turn a boat
around
they have two levers
at their disposal
one lever at their disposal is taxes
it's their go-to right they just start
taxing stuff
that they don't like and i don't know
about your market but if you come to my
market and you look at a utility bill
you're going to see that 50
of that utility bill is fees almost all
of them federal some of them state but
it's doubling the cost a 200 electric
bill is a hundred dollars
in fees
half of those are carbon taxes that we
didn't even know that we had the federal
uh environmental improvement fund the
federal uh grid tax uh the other federal
grid tax about half of a bill is federal
fees and then at the bottom of it when
it gets to two dollars
the bill ends up being two two hundred
dollars sorry two hundred the bill ends
up being two hundred and thirteen
dollars why is that
sales taxes on the taxes
and that's what's going on with your
current electric bill who in here is a
homeowner
what's your and what part of the country
do you live in
one in
600 a uh uh-huh 600 a month
600 a month average so you're paying
about uh six thousand seven thousand
dollars a year
in oklahoma and so you're going to run
about
70 000 through that meter in the next 10
years does that sound about right
would you be surprised if i told you
we're off by a factor of two
would you be surprised to find out that
it's not going to be 70 000 it's going
to be 140 000
why
because the warning label is not working
and we've gotten into the paris climate
accord we're going to drop our emissions
by half by doubling the cost
of that coal
powered electricity
at your home
and home you did did you have an inkling
of that
it's 100 true just read the paris
climate accord just read our uh mr
biden's president biden's idea to have
emissions their plan this is not some
vague idea of some solar dude their plan
is to
double the cost of this product so that
we use half it's a simple simple
equation in california we have about 20
30 percent solar because it's uh 40
cents a kilowatt hour in arizona it's 16
cents a kilowatt hour we have five to
ten percent solar in california it's 40
cents a kilowatt hour
and we have about 30 solar
in hawaii they're paying 80 cents
a kilowatt and it's 85 solar you see the
correlation
so as the cost of this product which is
called kilowatt hours
sorry guys
so as the cost of this product
doubles and it's been doubling every 60
i'm sorry over the last 60 years it's
been doubling every single
15 years
so if you go back to the 70s we were
paying two and a half cents
yeah anybody here remember their parents
calling it the light bill
the light bell 62 and they're yelling at
you to shut the lights off right why are
you leaving the lights on you're driving
up the light bill which was 60 bucks and
you're paying 600 is that for the lights
that's for the energy that it takes to
heat and cool your home plus the lights
plus everything else by the eighties we
were paying about seven and a half cents
it had tripled
now it's been doubling most of the 15
years but it tripled from two and a half
to seven and a half what happened
between the middle of the 70s in the
middle of the 80s
we had a crisis
we had an energy crisis i'm probably one
of the few people that remember gas
lines and oh my god what are we going to
do to power our cars and i started
selling solar in 1984
and solar in 1984 was selling solar
water heaters which would knock about 12
a month off your bill but we were
telling we were selling solar systems to
people as the solution to the future of
the energy crisis because people just
experienced a tripling
of what they paid for heating and
cooling and electricity
and the government said hey we need to
start this agreement with jimmy carter
he's the i1 who started the idea of the
tax credits
the government pays for a monstrous
huge percentage of a solar system
i wish we had insurance to pay for it
but we have to we have to rely on the
federal government to pay for the solar
system they pay for you and jimmy carter
came up with that idea i was in college
in 1984 i had started at a center
anybody here ever been a a setter
anybody here just been a door knocker
going around setting appointments
were you a setter
you've been a setter yeah yeah i've been
a setter jobs you're knocking on doors
you know how we knocked on doors
in 1983 1984
we let our fingers do the walking
anybody remember that phrase from at t
let your fingers do the walking the
yellow pages instead of walking around
the town shopping you would use your
fingers to do the walking well we used
to use our our fingers to do the
dialing and we set appointments i was in
the
i was in the
telemarketing room in 1984 and i'm
smiling and dialing and i'm saying hey
we got a guy in the area we want to show
you a solar system happen to be a solar
water heater and by the way the
government pays for a monstrous
percentage at the time jimmy carter's
tax credit was 50 percent
it was 50
it was the greatest sale i've ever been
on this thing costs 5 000 the government
gives you 2500 the state of california
gives you a thousand so it's basically
free you get all that money up front and
then we charge you you know
30 bucks a month for a water heater for
the next you know five years or
something like that and the close was
are you stupid
nope all right sign here
because you're gonna get all this money
and you're gonna spend none uh and it
doesn't make any sense not to do it
which is essentially the same as the
close is today for solar but in 1984 i
was letting my fingers do the walking
and and uh which is funny because today
i'm out knocking on doors with our
setters and i knock on doors every day
people ask me you're making seven-figure
income in sales you don't knock on doors
anymore i go
yeah i knock on doors every day
i'm going to show you why
because it costs too much not to knock
on a door i'm in three or four
appointments every day i'm selling two
or three of those solar systems every
day there's a guy standing across the
street holding a hose
watering his grass
and i'm walking out of his neighbor's
house
and on my back i've got a contract
for eighty thousand dollars i just met
them an hour and a half ago and i just
sold them an 80 000 solar system there's
their neighbor across the street holding
a hose
how much would you have to pay me to not
go up and say hello to that guy and hand
him a card
so i'm in appointments every single day
i sell two or three solar systems every
single day
and i have a habit
and i'm going to talk about habits the
one thing that
lee was talking about was how do you get
yourself to do that i have the answer to
that because i'm a lazy guy is anyone in
this room lazy i'm a lazy guy i'm a lazy
undisciplined if i see a window to just
mess around and be lazy and be on a
couch or be at starbucks i'm going
through that window man if there's not
something in my way you know i can talk
but especially since i'm such a good
salesman i can you know sell enough to
not have to uh i can cover that time
that i'm not working i spent decades
covering the time that i wasn't working
by being a good salesman
but back to this 1984 i'm smiling and
dialing and what's funny is today
knocking on doors
you really can't tell a market these
days can you that wasn't really on your
list lee was it set up a telemarketing
operation
you can kind of try it you can put a
call center in mexico or costa rica but
we can't do it anymore because the call
center guys the telemarketing guys have
screwed that up to a point where there's
abject hostility right one of the things
we want to do in the door-to-door world
is really up level it bring a
professionalness to it bring some honor
to it sam tagger talks about that at
dvdcon we want to bring honor to this
profession of face-to-face
marketing
why because the guys who did the
telemarketing just scorched earth that
you can't do anymore there's so many
laws you try and do you're going to get
sued in about 15 minutes if you set up a
telemarketing thing that actually uses
your name in the united states so
but i'm on the phone i'm smiling and
dialing and these people are paying uh
you know about a nickel for power
and then
so today i keep going back to this i
keep losing it so today we actually now
go knock on the door what are we ringing
on when we see we see that ring doorbell
we hit that ring doorbell what happens
their phone rings
so we used to let our fingers
do the uh dialing or do the walking now
we're letting our legs do the dialing we
walk up to the room walk up to the door
and ring their cell phone just a little
bit of irony for a guy who started out
on the phone
in the late 70s and early 80s so
what's happened is over the last 60
years the cost of this product has
doubled every single 15 years
so that it was uh seven and a half cents
then then it kind of flattened down 2005
we're sitting there paying uh about 10
cents a kilowatt now in 2021 we're
paying about 20 cents a kilowatt these
are national averages the price is
doubling every 15 years that's just
normal inflation that's nothing to get
excited about it's baked into the cake
you're not bringing anybody news
by having a conversation with them about
that
however
i'm trying to hit the uh slight advance
it's not a bit there we go
so in arizona our average price is about
16 cents per kilowatt hour
what are we going to be paying
15 years from now given the historical
average
we'll be over here paying 32 cents a
kilowatt hour so if i'm paying 3 000 a
year in 15 years i'll be paying 6
000
a year that's entirely different than
what that homeowner is thinking and
that's just normal inflation we're not
dealing with normal inflation i've been
doing this conversation with people for
five years and i've never been able to
have the conversation i'm able to have
with them today the reason to go solar
before now is completely
gone to a whole another level and a
whole nother gear and that's because of
the fact that
we're actually dealing with real
inflation now this is the lead story on
the news there's two lead stories on the
news this weekend one of them is
dangerous climate change has arrived and
the second one is the kind of inflation
we've lived with for 30 years is over
we've been dealing with two and three
percent inflation and now we're dealing
with six percent inflation and pray to
god
that it's temporary if you have six
percent inflation for the next 10 years
like literally all bets are off like you
know i don't have a slide for that
that's like zombie apocalypse right i do
not have a slide for six percent
inflation for ten years hopefully that's
not the case but if we just show
somebody what they're going to be paying
for the cost of this stuff over the next
15 years it's going to go from 3 000 a
year to 6 000 a year oh wait
i have a good client of mine who works
for the largest uh electrical company
electrical uh power company in arizona
aps uh he's one of the guys that moves
power on the grid he said mike i don't
believe in your numbers i sold him solar
and what he told me is mike i don't buy
your numbers it's weird i got this
appointment and he's from the main
electric company oh my god i'm gonna get
pumped here
like is this guy uh gonna be filming my
presentation we're walking up and taking
clients away from them every day we take
30 years worth of revenue from them in a
day
and and i'm thinking these guys got to
be pissed right i mean we're just
knocking these things off left right and
center what's going on here so i sit
down with him i show him the stuff and
he signs up for solar and again i still
think i'm being pumped i'm really
watching my p's and q's on my
presentation being really careful to be
super accurate uh with every single
thing that i say and then he and i
become friends i ask them later you know
i was really expecting you to challenge
and people really have challenged in a
solar presentation we show people what
happens with inflation people go i
really don't think this will double in
15 years but i'll go solar anyway
or i'm not going to go solar because i
don't want to believe that it's going to
go it's been doubling you know every 15
years i said what do you really think
how come you didn't push back on the
doubling he says mike
we don't think it's going to double we
think your numbers are wrong
why do you think our numbers are wrong
as well i'm involved in the grid that's
what i do
the grid's 100 years old
it has
literally no security that thing where
we're worried about north korea being
able to take our grid down that's not
you know that's not uh
a hoax like we have no security on the
grid that's one of the things we're
actually afraid of that the russians or
the north koreans could pay some 12 year
old kid to knock the grid down
he said so we need to add security and
then we have what's called centralized
distribution versus
uh distributed generation the grid that
we all use was built for
centralized distribution we have all
these power plants fueled by coal and
then we distribute it through the grid
down to the neighborhood one of the
things that makes solar such an easy
thing to sell is there's an urgency
stack
like you wouldn't believe there's always
another deadline there's always another
issue that's going to change the deal
when somebody looks at it and says i
want to put this off into the future the
deal we're showing them will not be
there in the future they must act now
that's always the case
we're always showing them about two or
three different issues that's going to
change
the opportunity that we're presenting
there's deadlines on the utilities
deadlines on the tax credits there's
deadlines
on how many people can go solar in a
given neighborhood so the current grid
which was built for uh centralized
distribution can only handle about 15 to
20 percent of the homes being plugged
into the grid and selling their power
back to the grid which means after in
arizona we have a lit at 15
no more homes can go solar in that
neighborhood
and so at 15 boom they can't go solar
anymore so that's one of one of the
urgency issues there here's a newspaper
article says that 15 of the people in
your neighborhood go solar you're left
out
now eventually they will fix that
but that's because the grid was not
built for a distributed generation when
you have a solar system on your house
you're generating power more than 50
percent
of the power that you generate gets
sold to the electric company it's a
reverse monopoly
right and if you live in an area with uh
with net metering which is an awesome
thing to be able to sell solar with net
metering we lost net metering in arizona
in 2017. they switched to cash metering
now we have to show people pluses and
minuses in cash
instead of pluses and minuses in
kilowatt hours so it's very very
different
so given that all of those things are
changing the price that the utility pays
the tax credits all of that stuff is is
going away but what the consumer is
dealing with is oh i think i'm going to
stay where i am what they do not know is
that under normal circumstances that
price will double given the fact that
the grid is not up to date needs a lot
of capital put into it to keep it and
get it up to date that's going to triple
the cost
of the power that they're paying over
the next 15 years and we haven't even
begun to deal with the real issue
what if we actually what if this is you
know something related to a new normal
with regard to inflation and you know
that may or may not be the case we'll
probably have some high inflation some
low inflation but the thing that is
absolutely rock solid is that this is
the year 2021 that the united states
started and embarked on the green new
deal the idea of the green new deal was
to is to eradicate
eradicate fossil fuels
by 2050 and have them by 2030 that's
going to change what consumers are
paying dramatically and they do not know
that that's not in a solar presentation
what's going to be and show you in the
mod sales academy is historical
inflation but also be able to
demonstrate to the customer what's more
probable
than historical given current inflation
infrastructure updates and what we're
dealing with for real which is the green
new deal and so when people look at
those numbers
i mean it's existential for their
ability to continue to live in the home
that they're in the nice thing about
roofing is that people need it
if someone needs a new roof they just
need a new roof
the bad thing about solar is nobody
needs solar they're already plugged into
a grid nothing's going away and they
don't actually perceive a problem
necessarily they don't like how much it
costs
so
what we're teaching people to do in the
mod sales academy is to deliver a
message that's important we're actually
being of service when we show up in your
door when i pay for a direct mail piece
when i put something into your facebook
account
i am actually doing a service i'm
bringing you information that if we
can't get to you and have you understand
it and change the course
of the path that you're on
then there's a good chance you're not
going to be able to afford to live in
this home 10 or 15 years from now
and so that is not going door to door
peddling some product that's actually
being of service we're literally like
paul revere
going from
going from house to house
anybody got any questions about that
anybody experienced uh anybody
experienced their bill going up in the
last say 10 years
right can anybody kind of anecdotally
project that no we can't we can project
that i do project that we actually show
customers what they're paying now
so can you imagine showing up on a
customer's kitchen table you've got an
appointment to see them
and instead of
showing them a product you start showing
them i have a a new word in my
vocabulary it's called disquisition
we've all whoever knows what an
inquisition is right that's where
somebody gives you the third degree a
disquisition is when somebody does the
reverse
of an inquisition and reads you the
story and reads you the file on you
and can you imagine visiting with
somebody and showing them we see that
you've lived in the home since 2016 you
paid this much for it your average uh
your estimated mortgage was two thousand
dollars a month you could have rented
this same property for maybe about
eighteen hundred dollars a month it
would have saved you two hundred dollars
a month to be a renter instead of an
owner during that same period of time
your house has gone worth from being
worth three hundred thousand dollars to
being worth four hundred and fifty
thousand dollars and if you were renting
that home today
instead of eighteen hundred dollars it
would be costing you twenty eight
hundred or 3 000 a month
if you had taken that money
and decided to rent for a little while
you would have missed out on 150 000
worth of equity and you'd now be paying
this much more money because rent goes
up and that's really what we're doing is
we're visiting with homeowners and we're
showing them that in the
in the uh
that in the in the scheme of things
currently what they're doing is they're
renting they're renting the equipment
that makes their power equipment if they
continue to do that
they're going to end up in a very
different position than if they become
an owner just like becoming a homeowner
so here they are they're at 16 cents in
arizona
and over the last 15 years it's gone
from eight cents to 15 cents
16 cents and in the next 15 years if we
don't hit infrastructure issues if we
don't hit extraordinary inflation if we
don't have any effects from a green new
deal we're going to go from 16 cents to
32 cents and what's at the end of that
line
the it's at the end of that line is an
arrow
anybody remember geometry
what does it mean when a line has an
arrow on the end
it goes forever doesn't it
so after you rent for 25 years how much
more
when will your rent be paid up when will
you not have to rent anymore
forever that line goes on forever and
this is the nice line if it only doubles
in 15 years so this is what this is what
we're sitting down and showing them it's
a disposition on their current strategy
which is renting their power equipment
and in 15 years they're going to end up
there and doubling forever if they go
solar which is ownership
instead of renting
we're going to get their costs down
people look at solar with me all the
time i show them the presentation and
almost to a man they say who doesn't do
this
who doesn't do this and i say well
i i can't uh when somebody and the
answer is if if somebody looks they
almost always do it if you know how to
do this presentation and you know how to
close this presentation
most of the people that you sit with
will do it except for the ones that want
to
think about it which by the way is all
of them right part of this program is
learning how to take you know the 90
percent of people who look at this and
say they want to think about it and move
them from thinking about it to doing
paperwork in about 15 or 20 minutes and
it's real easy to do that if you know
how well what we're suggesting to them
is that they change their strategy from
renting to owning they're going to go
from a deal that's highly taxed remember
that 13 tax in the end half of it was
fees
uh and it's going up over time we're
going to move them into solar and it's
less why is it less
for number one it knows there's no fees
number two there's no taxes and three
the government is subsidizing remember
we were talking about
when the government gets it in their
head
that you're going to do something that
has a people we're going to do it they
have two levers one of them is tax the
other is
subsidy
so they tax things they don't want and
they subsidize
things they do want
solar is paid for by the federal
government at a rate of 26 that's if you
act now it's dropping soon
the government pays for 26
if you go from renting to owning the
same thing is going to happen with the
utility bill that happens with your home
ownership if you own a house and you
have a mortgage and it's a fixed
mortgage how much would your mortgage
have gone up in the next 10 years
nothing
your mortgage is the same in 10 years
rent goes up every few years with the
market can you imagine and feed is
anyone else in the market where the real
estate values have gone up by a six
figure dollar amount in the last year
phoenix arizona you put in a a an offer
on a home and you're gonna be one of 30
offers and all the rest of them are in
cash and more than the asking price
you're not getting the house
right so the prices are higher and
you can't get it
but if you do you're going to lock it in
right you're going to lock it in with a
fixed rate mortgage you're going to come
down here and that fixed rate mortgage
means your electric bill is going to be
the same in 5 years 10 years 15 years 25
years it's never going to go up a dollar
and you'll notice there's no arrow on
the end of that line why is that
that's because of the fixed rate
mortgage that you put the solar system
on is going to come to an end date
right you're going to make all the
payments
you're going to make all the payments
and when you reach that end date what
happens to the monthly payment
it goes to zero
and so i'm constantly standing and
talking to someone either at their door
or sitting at their kitchen table saying
here you are
and in 15 years you're going to be here
but if you go solar we're going to drop
the price because there's no tax and
because it's subsidized
and over the next so many period of
years if you spend the same amount of
money
that you're spending with the electric
company but apply it to a solar loan in
12 years you'll have your solar loan
paid off and instead of being here
you'll be here mr customer would you
rather start here and end up here
or would you run a start here and end up
at zero
and you'll notice this was not a big
movement right we're going to take them
from 16 cents to 10 cents
and here's what's going on with most of
the so most solar presentations and
there's you know a thousand solar guys
in the country
and their closing ratios about 18
so they get to see as many as the people
as they can they get to the kitchen
table and what they show up and they say
is mr customer you're spending
180 a month average or 600 a month
average and if you go solar because it's
subsidized and there's no taxes you'll
be spending 147 dollars a month
and oh look that's uh 38 a month less
would you like to go into 50 000 worth
of debt to save 38 a month does that
sound good
does that sound compelling if you sign
this contract here for 25 years and go
55 000 in debt we can save you 30 40 50
maybe up maybe not usually a hundred
dollars a month does that sound good
that doesn't sound good
but mr customer if we were to take the
money that we already know you're going
to spend in the next 12 years and get
off of this strategy and put you onto a
strategy of ownership
you're going to arrive at a place that's
100 000
different
than if you stay on this strategy the
distance between there and there is
typically a hundred thousand dollars our
customers will say fifty to a hundred
thousand dollars in cash flow
zero down nothing out of pocket they
don't spend a dollar we put the solar
system up they still haven't given us a
dollar sixty days later they've had zero
electric bills in the utility company
they still haven't spent a dollar
and then they get their first solar bill
guess i can anybody here know how much
that solar bill is
you can answer the question in one word
the solar bill is less
how much does solar cost to become an
owner and end up a hundred thousand
dollars ahead in 20 or 25 years how much
does that cost
it costs nothing
out of your pocket and less every month
than you're spending
right now
that's the answer to what the solar cost
it costs less so over the next 10 years
you're going to spend a lot less instead
of putting 30 40 50 60 000 through that
meter you're going to put a lot less
and we can use that money to pay off a
solar loan
so that your whole thing ends up here
this we're not trying to save you 50 a
month mr customer we're trying to get
you here which is to zero
where we're going to end up with a fixed
cost we're going to have equity in the
equipment that equity is going to
transition to our home we're going to
experience appreciation in the home what
we're talking about is using a strategy
that makes people rich most of the
wealth in this country comes from
people's equity in their home
and that's because they took money they
were going to spend anyway and instead
of applying it to an expense
they applied it to an asset that went up
over time and they paid the monthly
payment with money that they were going
to spend anyway
and that's the bottom line they're going
to spend the money anyway
and here we have and here's what happens
people look at that and they go
why doesn't why how come everybody on my
street hasn't already done that and the
answer to what they're really asking me
is this seems too good to be true
why does it seem too good to be true
there's a couple reasons that's the
biggest battle that i have as a solar
sales person is i'm constantly dealing
with people who look at this and like
i've been told when it seems to begin to
be true something's gonna be wrong
and so there's a real good reason and
several of them why it seems to be too
good to be true number one
when the government subsidizes stuff it
makes the numbers weird so it's
automatically less because it's
subsidized and not taxed
number two
the energy is free
number three
this multi-billion dollar corporation is
planning to make a ton
of money to their
shareholders over the next 15 20 25
years and now all of a sudden they're
making nothing and where is that money
going
it's going to their shareholders
they are the shareholders in this
electrical enterprise
in this power plant that they've
purchased
so that's essentially what's happening
is we're walking up and for us it seems
too good to be true the money involved
in solar so roof is what you know eight
thousand ten thousand twelve maybe
twenty five thousand dollars how much
does a solar system cost
on a low end twenty five thousand
dollars
in in my market i'm selling 12 000 watt
systems every single day and those costs
about 50 000
and every single day i have somebody in
my company sell a 20 kilowatt system
which is about a hundred thousand
dollars so we're walking up to a door
knocking on the door and saying hey
you're about to run about 50 grand
through this meter in the next 10 years
can i get you a competitive quote
is there any chance you'd like to see
evidence that perhaps putting 50 grand
into this
strategy which you can't call it a
strategy
is there any chance we can show you an
alternative that over the course of the
time you live in your home i'm not
talking about getting you enough money
to go to applebee's one more time a
month right save you 50 bucks right take
the family to applebee's we're talking
about when you retire
we're talking about having you be worth
50 to 100 000 more than if you follow
this other strategy
and this is really the difference
between selling solar and selling
another product is we're actually
talking about the ball game that they
care about
where everyone in this room is playing
the same game
we're going to work for 30 40 plus years
and we're gonna hope to pay our bills
and then have enough money to have to go
on vacation and maybe stick three four
five percent into a 401k so that when we
retire we're not dead broke on social
security that's the ball game if they
were to take the money that they were
going to put into this program over here
and move it over here most people end up
you know your average family if they're
worth 500 000 to a million dollars at
the end of playing that ball game
they've done fantastic
right if you're worth a million bucks
like
you feel pretty good right you're worth
a million bucks
we're talking about moving that needle
by five to ten percent of the whole ball
game we're not trying to save them 50
bucks we're trying to get them to the
finish line and if you can you know pay
what
you know if you pay 13 uh payments a
year instead of 12 you'll pay your house
off seven years early
if we can get your house paid off seven
years early and start today and get your
solar paid off by the same time and you
don't have uh you don't have a mortgage
bill and you don't have an electric bill
your grocery money away
from being good that's the ball game
that's game right there you got to the
finish line no house payment no electric
bill and and you could probably make
that social security thing work at that
point
you can get groceries with social
security so that's really the difference
and this is guys this is not what people
are selling in the solar presentation so
you know i had a
if this thing went out i probably would
have taken a couple different courses
what we've talked about today
is the difference
between an 18
close rate and closing 70 to 80 of
course there's a lot of skills involved
in that
the biggest problem that you're going to
encounter is that when you get to the
finish line
somewhere along the line the customer's
going to say something like why isn't
everyone on the street already have this
or they're going to say oh my god this
is awesome and they're going to be like
oh my god i just said that in front of
the salesman
i just showed my cards that i'm super
fired up i'm super excited
and now the salesman knows i'm a buyer
almost invariably the sentence that
comes after that is uh you're you're
you're going to email me this proposal
right can i can i have this information
because this is exciting and i'm going
to want to spend
a lot of time reviewing it i'm going to
want to spend a lot of time going over
it so that i can make it a decision at
some point in the future
and that's really where the skills come
in so now we're going to you know now
you're talking about how are you going
to train sales people to take 90 percent
of these proposals how are we going to
get into the door what are they going to
say at the kitchen table and we can
simplify that very very easily and be
able i can train your sales people
how to get that message across in a
three-minute conversation at the door
mr customer you're right here paying 16
cents now we know this goes up every 15
years and doubles you're going to end up
here if you go solar it's going to be
less
it's going to be 10 cents instead of 16
cents but then it's going to be flat for
the next however many years until you
pay it off and then it goes to zero
we're talking about showing you numbers
that get you to here
instead of here and that's 50 to 100 000
difference than if you stay with the
electric company
so here's what i'm gonna do mr customer
i don't know if you qualify not
everybody has a good roof i'm gonna talk
to my engineer have them pull the roof
up on a satellite image and see if this
house is any good for solar if you don't
qualify if it's not any good
then we'll call you back and tell you
there's no sense in wasting your time
the strategy isn't going to work for you
but if you do have a decent roof and
these numbers are super compelling then
we're going to put together a four or
five page
report that has all of this information
it's going to show you exactly
how much money you're paying now and
what you'll pay over 25 years and by the
way i'm sure you don't realize that's
over a hundred it's over a hundred to
two hundred thousand dollars i don't
know how much
but this proposal this report is going
to show you exactly
what this is going to cost you if you
stay on the strategy if you go solar
it's going to cost you a lot less and
that's because the government is going
to make a huge investment
into this project because
it helps us get to our clean energy and
our carbon emission reduction goals
they're going to put i would guess in
your home mr customer i don't know
exactly but somewhere between 10 and 14
000
that you're gonna get from the federal
government so that will also be in the
report
you're gonna pay less every month for
solar than you do the electric bill over
the course of time that's going to be 50
to 100 000
more
in your bank account
and your home's going to go up in value
because it costs a lot less money to
operate this home over that period of
time when you sell it the increase in
that value which is appreciation you're
going to take that with you and the new
guy is going to be super excited that
you spent the last 10 years giving all
your electric money to pay down a solar
loan rather than handing it to the
electric company he'll be super fired up
that he's only got that many
years left to pay off his electric bill
so anyway i'll talk to my engineer
that's right i know you need to talk to
your wife go ahead and talk to her we
need you to talk to her by the way we'll
meet her at the meeting this is a
community property state
by the way let her know we're going to
buy her dinner
and if you uh if you had the pants on
and could make the decision to
commission an estimate i'd be talking
about buying a dinner at outback or a
texas roadhouse but since she makes the
decisions and you need to talk to her
let her know it's going to be cheesecake
factory or olive garden which one does
she like better
cheesecake factory let me get that down
and what's the best email address for us
to get the gift card to perfect we'll
get the presentation over here i need
two things an electric bill and i need
to take a picture of your meter do your
shoes on can you come with me which side
is it on this side it's over on this
side come on let's get the pictures that
we need to get this
thing taken perfect your electric bill
is that on your phone pull up aps.com
there you go there's your electric bill
text that over to me
and uh perfect everything looks good
we're going to figure out exactly how
much money you're going to be more rich
when you retire and sell this home does
that does that sound good
now and here's the other reason why
sales people are out there making their
knuckles bloody and not getting anywhere
they're out there selling appointments
hey can i come over next tuesday and
take up most of your tuesday night
you're going to miss survivor and you
probably won't get to eat dinner until 8
or 9 o'clock at night does that sound
good
no that doesn't sound good
so instead why don't i talk to my
engineer and get all this information
figured out you do nothing we'll come
back after doing all this work and we're
going to show you how you're going to be
a lot richer does that sound good
by the way we're going to buy you dinner
yes that sounds good
now that we've already decided that now
that we have all that information now
it's obvious
we need a time
then i'm going to come back and share
this information with you
i'm not selling an appointment now that
we've decided this is happening we need
a time for a meeting and we're gonna set
that meeting
so that's uh you know that's what's
happening we're at that door we're at
that kitchen table but what's being done
at that kitchen table is showing someone
how they're gonna save 50 bucks a month
and do you want to go 50 000 into debt
by the way solar
loans
really don't qualify as debt that's one
of the way one of the things we're going
to cover in the academy is how to
overcome the objection this is awesome i
just don't want to go into debt
debt is what you end up with when you go
to las vegas and put 15 000 on a credit
card and buy all sorts of things you
don't want to tell anybody at home about
when you come home and that 15 000 is on
your credit card and you don't have an
asset to show for it that's called debt
damn dave ramsey not happy with you
when you use other people's money
to acquire an asset
that's going to go up over time and
you're going to use the money that you
had to spend anyway on a bill
that's how rich people get rich
they use other people's money at
extremely low interest rates for long
periods of time to buy stuff that goes
up in price
over time we already discovered that
this stuff's going to go from 15 cents
to 30 cents if we're lucky
if it goes from 15 cents to 50 cents
that means that what it costs to operate
our home over that period of time just
went down dramatically which makes our
home worth
a lot more you're going to take that
money with you
when you leave
so that is
the difference between if you just start
to go sell solar you're going to be
talking about hey we want to sell your
panels and you'll save this much and how
often is that going to work and they're
going to tell you we want to think about
it you're not going to have
necessarily the tools at your disposal
so you know the the closing when you get
to that kitchen table and you've been
able to pass this message along
and somebody gets it they get it so hard
that they said holy crap who doesn't do
this
and you say you know most people who
look at it do it
it sounds like you're ready to move
forward uh yeah can you email me this
proposal because we're going to spend a
lot of time now we're going to talk
about
you know where do we get to from there
to the point where you're walking out of
the house literally in 25 minutes with a
55 000 contract ain't signed and done
and that's not you know it's not
necessarily
simple to do but it's easy right if you
know how to do it remember the uh
member the uh who wants to be a
millionaire game show rebus philbin
would be sitting there in the game and
say uh who's the first president of the
united states and the guy would be like
oh gosh
abraham lincoln no that's wrong he's
like how could anybody be that you know
stupid and regis philbin would say it's
only easy if you know the answer right
so it's easy to get somebody from that
point in a presentation to the next
point in the presentation if you know
how to do it what's going to happen in
the mod sales academy which is part of
lee's offering is your sales people will
be able to
sit in training every single day i'm
going to sit with them one-on-one in
this virtual training they're going to
learn how to do this over and over and
over again how did i learn to get from
that place to another i didn't know how
to do that
you know who taught me how to do it in
1984
when i was a setter
on that uh you know telephone room
setting appointments i i i listened
lessened into the conference room and
there was a a presentation going on to
new sales people they were being trained
on how to sell solar
and they said just walk them through
these slides and when they get to the
end they're going to love it
and then they're also going to say they
want you to come back on another day
and when they say we want you to come
back on another day here's what you say
close number one close number two here's
the columbo close here's the today only
close here's the if i could would you
close and you're just going to keep
pulling each one of these guns out until
one of them works and you're going to be
at the kitchen table until you've gone
through those presentations and gone
through those closes and you're signing
them up and if they haven't said please
leave you're still at the table and
you've got a better than 50 chance of
writing this up today so how did i learn
that i had those guys show me how to do
it you know who they were they were 10
men
they were guys who've been selling
aluminum siding since the 1950s they
knew how to knock on a door get to the
kitchen table do a compelling
presentation about how they were going
to spend a lot less money with a much
better product and when they said they
wanted to think about it they knew the
colombo closed and the today only closed
or the if i could would you close and
that empty the clip
one of the things we're going to learn
in this process and then i'm going to be
able to teach your sales people is that
the meeting that we're having is not the
meeting about the meeting
this
is the meaning the title of this chapter
in the academy is called i'm not coming
back
how in the world could you tell a
customer that i'm not coming back this
is your only shot at this apple without
being offensive
well it's easy if you know how to do it
we're going to walk in the door and
we're going to draw a frame we're going
to hang a door in that frame and at that
moment we're going to close the door
that's how we're going to do it it's
real easy if you know how to do it i'm
literally sitting with every single
customer and i tell them that this is
the time that i have for you and i'm not
coming back
i can't come back it's not my job to
come back i'm not on the comeback squad
i'm on the squad that comes here and
helps you understand this to a point
where you say holy crap who doesn't do
this
that's my job
and then from there to the point where
we're doing documents it's you know it's
just an old tin man's trick
and uh those old 10 men showed me how to
do it and it works like four out of five
times
so if you can do this if you can get to
ten and what happened for me guys and i
have to share with you one of the
biggest things that i'm going to be
sharing with you is the fact that i
learned that what my job was to be was
to be being told no
that i was actually being paid
for someone to say no to me not to say
yes if you talk to a hundred people one
of them's gonna say yes and you're gonna
get paid the money isn't for the one guy
who says yes it's for all of the people
that you spoke to that said no this is a
job
and if you understand that if you knock
on a door and they say no they're not
interested that you just made i figured
out the math i knocked on about seven
doors i talked to about seven people
it's weird how many time i talk to one
people and get one appointment it
happens to me every day
because i'm in three or four
appointments every single day the only
time i have to knock on doors is in
between appointments and i have a rule
so the primary reason people aren't
doing this and this is what lee said
earlier is because they're not able to
get themselves to do it
i spent 30 years in sales living so far
below my potential i was not a seven
figure income earner the first
you know 25 years in sales it wasn't
until the last 10 years until i found
solar when i woke up to the opportunity
and i said to myself holy cow i'm making
fifty four hundred dollars every time
somebody says yes
and that's just a commission plan that's
not like the whole thing that's just a
commission call plan i'm making fifty
four hundred dollars
every time someone says yes why the hell
am i in three or four of these meetings
a week
and closing two or three of them when i
could be in three or four of these
meetings every single day
what's wrong with me
do i hate money
you know do i not understand what's
going on here and it was then that i i
really came on to a series of solutions
that enabled myself to work at a level
where i was in three or four
appointments every day today i show
people how to do that every day i have
people on my team doing that every day
and then this this high five this high
six figure seven figure income is not
some mythological you know unicorn if
you it's just math it's not magic
it's just math
i have to talk to about seven people to
get one of them to say sure i'll take a
look i close
on a conservative basis two out of three
so if i'm closing two out of three and
i'm making fifty four hundred dollars a
piece
like
dude i don't need to like sell many of
these in a week to pay all my bills if
i'm working at a rate that's supposed to
pay my bills i'm not going gonna be a
very successful solar person how did i
go from there to being the most
successful solar person in the entire
industry how did i go from selling you
know maybe three four hundred kilowatts
a month to selling three million
watts of solar
every single solitary year
there's an answer for that it's a very
simple solution
and and none of it is new but it's about
putting them together and being able to
give yourself a daily regimen that
starts every single solitary day i'm on
a phone call at 7 15 in the morning
everyone who's on my team and is part of
this program is on this call at 7 15 in
the morning what are we doing
getting our day started at 7 00 15 in
the morning one of the best things about
being a solar sales rep is that the way
it's compensated you can just get up at
noon every single day
and knock down 120 grand a year you're
gonna make 350 or 500 or 750 or a
million but you can start every day at
noon and you're probably going to work
every two or three days and you can make
a couple you know 100 200 000 a year so
how are you going to get yourself from
there to there and the the answer to
that is habits
and so one of the things that i'm
talking about all of the time is the
habits is the hats and the skills to get
yourself to get that many no's per day
how are you going to do it and it's it's
not magic guys it's just math
and so it starts at 7 15 every day it
starts out with an accountability call i
call it the cleaners club here who who
here has read tim grover's book that uh
relentless
tim grovers what does he call cleaner so
what did i'm sorry what did he call
michael jordan and cody
cleaners right so we have a cleaners
club every single morning
every single morning everybody's got to
be on that call or they're not in the
cleaners club but what are we doing
we're starting our day we're talking
about how many knows we got the day
before
you know how many of our we got this
habit and there's a whole series i call
them no matter what habits
i didn't really get to go so this is the
book that's coming out and it's called
no matter what
that's right i'm not in charge of that
am i
i'm not going to bring you guys to the
whole sales presentation because we kind
of
went through it without it
at the end of the day guys at the end of
that decade we had a man on the moon and
that's just
the fact of the matter
in the next 10 to 15 years
we're gonna have our
emissions and that you're either going
to embrace that freight train and get
out in front of it or it's going to run
you over it's going to run your customer
over
we are doing them a vital service
one of the things that i believe is that
when i'm sitting in a house
with a customer
is that for me to help them get over the
fear of moving forward today for me to
help them to get onto paper and get this
process moving today that i really am
performing a vital service this is going
to run them over
if and and if i can get them over that
fear that triggers that hey what i
really want to do is wait one day can
you come back tomorrow come back
tomorrow morning anytime i just need to
sign this
after you leave my house and come back
right i honestly believe that i'm
performing a vital service by helping
them get over that hump and get on paper
you know who's happy
when you've executed those closes and
now we're sitting there doing paperwork
you know who's you know who's throwing
the party in the room
it's the customer
the customer is fired up they're go
going solar is fun going solar is
exciting thinking about these numbers
coming to fruition in your life is
exciting
you know who's not happy when they just
signed a fifty five thousand dollar
contract and i just made fifty four
hundred dollars
i have to do my one thousand five
hundred set of these gosh damn documents
i gotta spend 20 minutes doing paperwork
i'm like sometimes i almost wish maybe
sometimes i almost wish maybe this one
will just not go and they'll say
okay that makes sense is this a
reasonable plan yeah that's a reasonable
plan boom we're doing paperwork and
they're all happy and i'm like i gotta
do this paperwork again so i honestly
believe that we're performing a service
sales people don't feel that way
when a customer is telling you they
really need a couple days to think about
it they're very very convincing
and and and the primary idea in all of
that whole realm of the i'm not coming
back is do not buy the objection it's
it's a smoke screen it's not
true and at the end of the day the truth
of the matter is if you buy the
objection and don't get them over that
hump you've let them down
you want to know the truth of the matter
i'm going to be in 15 of these
presentations in the next four or five
days i don't care
i really don't care it's going to affect
me for a minute
if you can't muster the guts to pull the
trigger i'm not going to remember your
name in literally 48 hours when i tell
them that i'm not coming back
i'm telling them the truth anyone here
guess why i'm not coming back
i'm going to be on another appointment
i'm never going to call them again
when i don't get them to sign and i
spend real hard work doing follow-up one
out of ten of them ends up going solar
if i'm in three or four appointments a
day and two out of three of them are
going solar let alone four out of four
sometimes i'll sign 10 in a row
if i'm getting four out of five who i've
never talked to to move forward where
should i spend my time
on the four or five a day
that are able to sign or the one out of
ten guys who can't pull the trigger
today and probably won't be able to pull
the trigger tomorrow so when i tell them
i'm not coming back it's for two reasons
one
i don't think it's worth my time to
pursue people who can't make decisions
because by the time they're done with my
process if they were sold they're buying
if they're not sold then they're not
sold why am i going to spend a bunch of
time on people who don't get it you
cannot fix stupid
right this is like who doesn't do this
he's the guy
who who doesn't get this he's the guy
that's okay it's not for him it's not
for
everybody but if you understand that
this is not the meaning about the
meaning it is the meaning and that
you're providing a vital service by
helping this customer get over this fear
get over this concern procrastination if
you can understand that you're going to
have
the ability and the guts to do what it
takes today if we're both sitting at the
kitchen table i figure i still have a
better than 50 chance
of getting this to happen if i leave the
kitchen table i know all my chances are
way less than one out of ten for two
reasons one they're probably not sold in
two after you've executed that many
attempts to close the sale
that walk to the door is pretty awkward
we're not really we made a friend when i
asked people i have people that work for
me and they've heard me describe this
process a hundred times over five years
and i know damn well that they left that
house telling me one more time that they
were gonna buy on friday and why they
didn't buy last night but they really
really are going to buy this coming
friday and i say did you grab
the toolbox out of the you were looking
at a nail on the table and you were
looking at a hammer in the toolbox
did you grab the hammer and hit the nail
on the head and they go well i know they
really needed those few extra days
they bought the objection
when you grab that hammer and you hit
the nail
and it works or doesn't work it's
different what that person's afraid of
is that they feel like they have
achieved a rapport they feel like they
have built a relationship and in their
mind they think they're going to reserve
that rapport they think they're going to
reserve that relationship
to
utilize later to get them to buy on
friday they don't understand that that's
not going to happen 90 95 percent of the
time
and so when you do grab the nail by the
hit the hill and you grab the next drill
you grab the screwdriver and you grab
the drill and you grab it and you just
keep going until like you know they ask
you they don't necessarily have to ask
you to leave but you know what it's time
to leave right this isn't happening and
then i have another close after that
we're going to
close for that other appointment that's
a whole nother whole another tactic but
honestly
i've used up every single bit of rapport
there's nothing to come back to i don't
typically call them back because that
walk to the door after that's kind of
awkward so that's what that guy's afraid
of he doesn't want to pull that nail out
because he knows he's going to use up
the rapport that he's built
so that's essentially uh you know what
we're going to be training the sales
people to do
and utilize that on a on an every single
call basis
and i don't know where lee is are you
around lee
who's got questions about solar yeah
so
for a um company or you you have to like
buy the solar panels and hire the
installers one of the awesome things
about the solar business guys is that
there's absolutely no barrier to entry
you and i could start a solar company
this afternoon and we're gonna have
three or four solar deals signed
tomorrow
which would have made us about 20 grand
as
sales people who don't have all that
good of a deal
right so my average sales person makes
fifty four hundred dollars and that's on
a comp plan that's not some crazy red
line blah blah blah blah blah blah so if
you're a the only barrier to entry to
the solar business is being able to sell
solar if you're able to sell solar there
are a dozen companies standing around
who have ladders
and they have trucks and they have
contractors licensed they can't sell a
solar system to save
their life
all right and so most solar companies go
backwards they buy ladders
and they find out where they can get a
good price on solar panels and then they
end up selling no solar panels
you don't need to build a solar
installation company you can find the
titans and the freedoms and the pures of
the world those guys are lined up five
deep because they don't know how to sell
solar
and who's going to make the lion's share
of the money is you
you're going to make the lion's share of
the money if you then later want to go
through the seven figure capital
investment and licensing and bonding and
insurance and all of those other things
so that you can make the other 15
of 85 percent of the margin is going to
go to the organization that sold it
fifteen twenty percent of the market is
going to go to the guys with the ladders
so the real barrier to entry is
learning how to sell
solar we can do that tomorrow afternoon
we can walk out this door and get three
nevada energy customers signed up we
would steal
30 years of nevada energy's revenue on
that one address
and the sales guy would make 5400 and
the company would make another 5400 and
nevada energy would lose 30 years of
revenue in a one and a half hour
conversation we talked about why is
solar too good to be true
that's why it's too good to be true
there's no barrier to entry you can
knock on a door get a one and a half
hour meeting and walk away with 30 years
worth of revenue and get paid commission
on 30 years worth of revenue
in one day in one half hour one and a
half hours
so can you give us a few of like the
misconceptions with with solar because i
have a buddy who was actually seriously
considering it and for whatever reason
he came to the idea that it's better to
house his own batteries and all this and
he didn't want to remodel his house and
build a basement all this stuff so he
decided against it and you're talking
about staying on the grid and selling
back so when you start talking to people
about solar you find out everybody knows
a lot get out solar
unfortunately all of it is wrong
everything they know is wrong it doesn't
cost any money to do it it's going to
cash flow positive literally in the very
first day in the first month they're
never going to put a dollar in it it's
going to feed cash to them the whole
time they live there and when they leave
they're going to sell the thing and make
a bunch more money again
i don't know what the misconceptions are
i talk to people every day and i haven't
found a single person other than they're
in the shape
they can give me a reason why it makes
sense to keep buying energy from the
utility company for a lot more so you
stay on the grid
having the batteries always stay on the
grid so it's it's it's the core
uh part of the presentation is where
we're explaining to somebody that about
50 60 percent of the power they make
is made at a moment in time where they
don't need all that power right solar
system makes what it makes it doesn't
make what you need the utility company
the cool thing about the utility
companies they just give you exactly
what you need they don't give you a
bunch more and say what are you going to
do with it solar system gives you a lot
more power than you need a lot of the
time and and what do you do with it it
goes through the meter you sell it to
the utility company and they are
bound to buy it from you it's a reverse
monopoly they have to
buy it from you most markets have very
favorable rates and so every time you
make a kilowatt that you don't eat you
sell it and then people ask me all the
time mike be honest with me don't
me
what's the bad part about solar i said
well there's two things one
it sucks at night
it doesn't do a damn thing since there
all night doesn't make you a penny does
nothing
so you're gonna buy all your power from
the power company all night
so you have to be tied to the grid you
don't want to be off the grid this thing
where people want a battery be off the
grid it's fantasy land it's unproductive
and it's just helping elon musk sell
batteries there's nothing to it so elon
musk sells a twelve thousand dollar
battery and it holds a teaspoon of power
and if you talk to tesla or you talk to
sunron they're gonna try and sell you a
battery and it holds a teaspoon of power
it does nothing to save you even 10
cents all it does is wait for the power
to go off and it keeps your lights on
overnight that's what a 12 000 battery
does now i love the cellu battery and
there are utilities that have demand
issues way complicated situation i'll
talk about that in the academy you learn
how to sell to utilities that have
demand charges then you need a battery
because they charge like 20 dollars per
unit of increase in demand during the
demand period now it makes sense to have
a battery which you fill up from the
grid or the solar in the morning and
feed it all back into the afternoon
during a really high charge demand
period
then a battery can make sense but
it's literally it's not going to get you
off the grid it's just going to
supplement your power during those peak
hours yes
i'm a sir contractor yeah i'd much
better generac is i'd much rather go
that route
yep
yeah and so if somebody the real reason
to get a battery is if you really are so
the only thing it does is it's there for
you in case the grid goes down and then
if the grid goes down now you have a
battery the lights stay on instead of
being in the dark that's the benefit
there's another benefit that's way more
important and that's that when the sun
comes up the next day
solar systems don't energize themselves
they need a power source and so if you
when the sun comes up the next day it
will
actually the battery will run the solar
system and then you can have battery
power all night solar power all day
so if you're talking to someone who has
two years worth of food in their
basement or they live in a place where
the power goes down a lot or they're
afraid of what happened in texas this
winter where they lost power for you
know a week if you've got a battery
you'll switch right over but a generator
is probably a better more effective much
more plentiful
how much
power comes out of a generic battery
i mean a generic's uh generator as much
as you want right