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September 24, 2023 • 48 mins

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Ready for a wild ride? Dive into Gustavo's world, where dreams aren't just made – they're supercharged. Think about it: diving into the solar game and raking in a jaw-dropping $800k in two short years. That's Gustavo's jam. From the adrenaline of his early solar wins to the grit from his days as a combat medic, his journey isn't just inspiring; it's a masterclass in hustle and heart.

And hey, if you're into epic tales, you'll love the chapters from Gustavo's UN stint in the Red Sea and his magical moments in Jerusalem. It's living proof that if you've got the guts and the gumption, the world's your oyster.

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Transcript

Episode Transcript

Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hello, hello, welcome to another episode of Solar
Sales, uncensored.
I am your host, aaron Browning,and we have a big show in store
for each and every one of you.
Today, I got my good friendGustavo with us.
Before I actually pull him upon the stage, I want to give his
brief background so that I grabevery single person's attention

(00:22):
.
Many times, our guests over thepast several months have been
in the solar game for five, 10,20 freaking years.
Our next guest has been in forjust two years, and he is
crushing the scene.
In that two year period, he'salready eclipsed the million
dollar income mark Like howbadass is that?

(00:44):
That is so freaking dope.
He obviously comes from salesto be able to get numbers like
that.
He's been in the sales game forover 23 years.
He's got to talk about hissales journey in this podcast.
He's going to share how thatsales background has changed the
game in his solar journey.
He's also going to share how,his first month in solar, he was
able to get four deals closedfor over $40,000 and take home

(01:09):
commissions in his first 30 days, which is so freaking exciting.
Most importantly, though, he'salso a US Army vet.
So first and foremost, I wantto say thank you for your
service.
My friend, I speak foreverybody, but we appreciate you
.
And Gustavo, how the heck areyou, man?
Good you, brother, I'm doingwell.
Man, I'm really excited forthis.
I know we're a lot the same,that we talk from the cuff, that

(01:32):
this is going to be fullyuncensored.
We don't even know where it'sgoing to go, and that has me
excited.

Speaker 2 (01:38):
Yeah, I can be a little uncouth, but Correction
on what you said almost amillion, almost a million.
Okay, we're getting there,getting there, how close.
1,800 and something.
Yeah, that's incredible.

Speaker 1 (01:49):
I mean, it's been his first two years brand new to
solar.
Definitely a topic we're goingto spend some time on, Gustavo.
If you don't mind, man, let'stalk a little bit about your
sales journey, a little bit moreabout your past and what led
you to solar.

Speaker 2 (02:01):
So I joined the military right out of high
school.
I wanted to be a combat medicbecause I saw the movie
Hamburger Hill and I was like,yeah, I want to help people, I
don't want to kill people, Iwant to help people.
I was thinking I wonder ifthere's a job in the military
that I could help people and notkill people.
So I watched Hamburger Hill andI said that's it, I want to be
a combat medic.
So I went to the Marine Corpsand the Marines don't have

(02:24):
medics, it's Navy Corbin.
So the army was across the halland, coincidentally, my best
friend went into the.
He's now a Command Sgt Major, abig motivational speaker, max
Garcia.
But he went in Marine Corps andI went in the army as a combat
medic because they had a slotfor combat medic.
So I think my sales startedthere because I don't take no

(02:46):
for an answer.
So they shipped me up to mapswhere you enroll into the army
and I was already learning thetakeaway and learning don't take
no for an answer.
I never did, as a kid, my God.
So I went there and he said wedon't have a slot for combat
medic and I was like I'm notsigning up.
I said here I am, I'm 17, Ithink and I said I looked at the

(03:10):
first star and I said, dude,let me talk to whoever's in
charge of you.
And he just looked at me likewho are you?
Yeah?

Speaker 1 (03:17):
you're probably a punk little kid is what he's
thinking.
I was like exciting shit.

Speaker 2 (03:22):
Let me hold on.
Let me go talk to somebody andthey're trying to.
They're trying to pull thesales.
Good cop, bad cop on me and Irecognized it early.
I figured out I was good atreading people on an early age
and I looked right at theCommand Sgt Major pulled me in
his office and I didn't knowrank and all that shit then and
I was like I looked right at him, I said, dude, you give me
combat medic and airborne school, because I want to be an

(03:46):
airborne combat medic.
And he looked at me and he says, okay, I said, all right, I'll
make a slot for you.
I said, all right, good, thenI'll sign.
And then I signed and I got myorders for basic training, fort
Leonardwood for the army andanyway, long story short, went
there, got through that and thenwent to combat medic school at

(04:10):
Fort St Houston, san Antonio,and then went from there to
airborne school and I remembergetting smoked.
I remember I was on the harnesson second.
The second week called jump.
No, it was, you got tower week,jump week.
Anyway, it was the second week.
It's where we jump off like awall, like a 15 foot wall, and

(04:31):
you got to land a certain way toroll so you don't break your
legs, so you learn the giantcombat that you learn to jump
from 15 foot wall.
And then we did that and Imastered it, because if you land
wrong you could break your legs.
It's called a PLF parachutelanding fall and I remember I
got caught in the harness and Iwas hung upside down in the and
the jump masters all in my faceand he yanked me from it and

(04:54):
they throw me in the office andthey're smoking me for an hour
and a half pushups and I waslike shaking and I remember
thinking you want to quit, youwant to get out of here?
And I got four people in myface tell me I'm a piece of shit
to just tap out, get out ofhere.
And I didn't.
I remember thinking shaking, Iwas hitting my wall and I was

(05:14):
like fuck, if I can do this, Ican do anything.
So it's almost like a mindsetbreakthrough Dude, if I can do
this I can do anything andnobody's ever going to tell me
no.
And people can tell me no butI'll find a way, because I'm not
going to take no for an answer.
I am not a quitter and I didn'tthen and that was like that

(05:35):
mindset.
From there I can do anything.
So anyway, and that kind ofmotivated me to.
But I didn't know yet that Iknew I had to give to God.
I just didn't know that.
I just didn't know I could talkmy way in and out of any
situation.
I just didn't apply the salesyet I didn't get it, and so
anyway, so when did that shifthappen?

Speaker 1 (05:55):
When did you start to apply that gift from?

Speaker 2 (05:57):
God to sales.
It was let's go.
And I get on a tangent here andI know, and so anyway.
So I wanted to in the army.
When you PPCS, you have in thearmy you have to do a tour
overseas and your four yearcommitment.
So I knew that I was going toget sent to South Korea or I was

(06:20):
going to get sent to Germany.
I wanted to be controlled that.
So I skipped the whole chain ofcommand and I called the
Pentagon, I skipped the wholechain of command this is the
first time telling us and I goton the phone with DA at the
Pentagon.
So I like I completely skippedthe full book, colonel, and I
went straight to the Pentagonand I just found somebody that

(06:43):
in the Pentagon, on the DA, ahundred number four, four
officers to that's in charge ofPCS, and and I said, look, is
there a slot?
I just went into, look, I'mjust a E four here at Fort Bragg
.
I've got 40 jumps out of aperfectly good airplane.
I'm tired of jumping.
It's already been two years.
I'm ready to go and I know thatthey're going to send me to

(07:05):
South Korea and I don't want togo to South Korea.
Is there any other choice ofslots for combat medic?
And she is.
We do have one slot with the UNin Egypt on the Red Sea.
And I'm like, and I'm a scubadiver, so the best fucking place
to scuba dive in the world isthe Red Sea.
So I'm like, yeah, that rightthere.

(07:28):
I knew, and she gave it to meand it orders came down out of
nowhere for the UN and the RedSea.
The MFO, multi internationalforce observer, which is a
fucking great job, andeverybody's like how'd you get
that?
And the first time I was likehow did this happen?
You're going to South Korea.
I said I don't know, yeah.
But that was the first time Irealized, hey, I'm not.

(07:51):
If I want to get, if I want toget what I want, you got to
persistence and figure out a way.

Speaker 1 (07:57):
So that's a lot of lessons there.
Man, I'm a big believer.
You don't get what you don'task for.
That right.
There is lesson learned, right.
Everyone else is just sittinghere being reactive.
They're going to get assigned.
You're like dude, let me gohunt, let me go figure it out,
let me go chase what I want.

Speaker 2 (08:12):
Exactly, and that's when I started to learn that you
know what I mean.
Ok, now persistence, and onceagain, don't be like the sheep
and just sit back and wait,because if you sit back and wait
and let someone else figure itout, you're going to be left
behind.
Forget that you need to be aleader and figure it out, or

(08:33):
that that's what successfulpeople do, so anyway.
So I PCS to the Middle East.
Long story short, there I was.
This is where the sales partstarted coming in.
All right.

Speaker 1 (08:47):
Let's hear.

Speaker 2 (08:48):
I'll make this story quick.
It could be a long story.
I want to try to shorten it up.
Ok, so I'm dating this girl inIsrael, sinai her is her name.

Speaker 1 (08:56):
Every good story starts with I'm dating this girl
.

Speaker 2 (08:59):
This hot girl?
Did she look?
She looked like Penelope getseven better, let's win a.
Penelope cruise.
I was in love with her.
She was, she was totally hotand she spoke Israeli.
Her dad was Arab, so she wasIsraeli, arab Muslim, and so she
spoke fluent Arabic and fluentHebrew and fluent English.
The Furbara Colonel I was adriver.

(09:19):
Not only was I combat medic, aflight medic for the UN, but the
full Burr Colonel, our forcedoctor for the whole UN, asked
me to be his driver and me andhim became friends and Colonel
Waters said, hey, gus.
He says hey, we got to go toIsrael.
I got to do heart surgery.
I said but you know what?

(09:40):
That's only going to take fourhours and we could take five
days and go to Jerusalem and getpaid TDY.
I'm like awesome, tdy is like ahundred bucks a day, or two
hundred bucks a day for anofficer is like 500 years like a
hundred and we could take fivedays and go to Jerusalem for
Christmas.
I'm like, all in, let's go.
I was like Colonel, can I pickup my girlfriend to do, you mind

(10:00):
?

Speaker 1 (10:01):
Oh yeah, sure, let's go.

Speaker 2 (10:02):
So we take the UN vehicle with the, we get a 12
pack of beer from the liquorstore there on post because it's
so cheap and we throw that itwas like a 24 pack or something
and we head to the border.
We had the Rafa border in Egyptand Palestine and then we cross
over into, we go down to TelAviv, I pick up Sinai and then

(10:23):
we head to Jerusalem.
I go in this Kodak shop inJerusalem, long story short, and
it's this Muslim, it's thisGreek Orthodox family, and he
looks at me.
Now this is 1997, the Jubileeof the 2000 year, birth of
Christ.
So Israel had spent 30, 40million dollars fixed in the
roads because they wereexpecting about 400,000 towards.

(10:45):
It just dawned on me that we'rein Jerusalem, it's Christmas
Eve and we're only an hour fromBethlehem.
What the fuck I'm like?
What the heck?
Sorry, and can you edit that?

Speaker 1 (11:00):
You're all good man bro.

Speaker 2 (11:02):
So then I said so.
Then I said, colonel Waters, weought to.
How do we get to Bethlehem?
You say you got to have ticketsor something.
So I go in his Kodak shop andI'm just developing film
thinking oh we can't go.
The lady look, the guy looks atme and says hey, son.
He says I got two tickets toBethlehem for the Jubilee to get
into the city for, because Ican't make it.

(11:24):
Do you want to go?
I said sure, so he animated twotickets now to me, colonel
Waters and Senai, so we didn'thave enough.
But I didn't tell him because Iwas going to figure out how to
get in there.
So I told Colonel Waters hey, Igot three tickets for the
Bethlehem and I held him up likethis, got him let's go.
He says I don't think we can dothat because at that time we
were in, we're soldiers couldcross into Palestinian territory

(11:47):
without permission.
So I told Colonel Waters let'sget, let's change out of our
clothes, let's get in civilianclothes and just follow my lead,
colonel.
We said, okay, let's go.
We got a taxi cab.
We headed to Bethlehem.
Now there's two checkpoints.
Okay, if they knew we wereofficers or an NTO's then they
probably would have been aproblem.
So, senai, I told him to tellhim we're tourists coming from

(12:08):
America.
Senai told him in Hebrew andshe was our guy.
Boom, so we got through thatcheckpoint, got through another
checkpoint.
I had paid him $20 each.
I told Colonel Waters to payhim, so he just flipped out
2020-20.
Boom, we got through there.
We get to Bethlehem, right, um,real long story short, there's
four gates.
Okay, in order to get to thegate inside the church, you had

(12:31):
to have.
You had to be a president of anation, a diplomat or a governor
of a state and or a congressman.
Alright, so, long story short,I sold my way through that
checkpoint.
When we got to that checkpoint,I had the two tickets, but the
two tickets were only to get inthe city, not to get into the
church.
So then, real quick, so I gotthrough that checkpoint.

(12:52):
I told Colonel Waters, listen,we're gonna pay.
They had this big video screenof 30 kids singing from every
country in the world and Ilooked at this policy.
I told Senai to tell him we'regonna give him $50 a sneak
ascent.
So he took us under thebleachers wide.
They're broadcasting on CNN andFox and everything.

(13:12):
And we're sitting there jumpingover wires and climbing through
.
We get through to the courtyard,alright, but the two tickets
were only to get into the city.
So here I am with two tickets,let alone, three of us are there
.
So I look at one of the guardsand I give him 20 bucks and I
said, look, can you just let usin with these diplomats?
He said, look, just blend inwith the Dutch congressman.

(13:34):
They're coming through and I'lllet you in.
I'll turn my head, so I gavehim like two and forty and forty
and fifty and fifty for hisbrother, so we had already spent
like $200 getting here.
So now they let the diplomats inand now we're in the front of
the church, at the door, and I'mbehind this.
I'm behind this priest.
And the priest looks at me andsays Sunday.

(13:55):
He says he heard me talking toSenai.
I look at Colonel Waters.
I said dude, I got two ticketsagain in the city, I didn't have
three.
I lied.
And Colonel Waters said what Isaid yeah.
And then I look at this priest,turns around and goes you need
a ticket?
I said yeah, he hands meanother ticket for Colonel
Waters and Colonel Waters thisis when we got this far alright,

(14:17):
and then get this.
So then the priest looks at meand says Sunday opening the
doors to the church and it wasat 10 pm and they open up the
doors.
He raises his hand.
He says hey, grab my hand, boom, he grabs my hand.
You grab your friends, or grabColonel Waters grabs Senai.
He holds up his hand.
The Palestinian guards part,all the diplomats part, and
we're the first ones in thechurch.
He happened to be, he happenedto be the cardinal for Jerusalem

(14:40):
to Vatican and he was runningthe whole show so he said you
just got to put yourself in thevenue.

Speaker 1 (14:47):
You know what I mean.
Put yourself in.

Speaker 2 (14:48):
And he sat us right up front, next to the nuns of
Calcutta, the president ofPalestine, benjamin Yatnat Yahu
of Israel, right up front ofSlayers.
We're in there before anybodyelse.
And Colonel Waters looked at myhands like they.
He rubbed his hands, his guts.
He says never.
He says I'm not reading, you'renot reenlisting.
I said what he said no, I'm notgonna let you reenlist because

(15:10):
my reenlistment was cut out.
So you're getting out.
You're gonna either become areal estate agent or defense
attorney, because you're thebest damn salesman I've ever met
my life so that's when I.
That's when I triggered me to gointo sales anyway.
So I got out of the military,went in.
The mobile home sales wasnumber one in the nation for
awkward homes and that's how thesales career blew up amazing

(15:32):
story man and I love the factthat's never been shared on
especially publicly there yougonna have thousands of people
watching.

Speaker 1 (15:38):
It was cool.
So to you, bet, let's fastforward a lot, but also go back.
So two years ago you guysstarted this, so anyway.

Speaker 2 (15:45):
So I was in timeshare , so timeshare for 12 years I
did the car business.
For three years before that Idid, and then in 2019.
COVID hit, lost my job atVirginia Beach, lost, moved,
started over, went to moved inwith my girlfriend's mother with
my two-year-old, three-year-old, had nothing, lost everything,

(16:07):
furniture, every day.
We had one car and a carpayment.
And then, and then my mother wemy mother had apartment
building in Berkeley Springs,west Virginia.
She had one coming open and letme have it for 500 bucks a
month.
And then I got.
I started looking at ways Icould work online.
A friend of mine in thetimeshare industry called me,
say, hey, I'm doing solar.
So I said, awesome, I'd likeyou to come do this.

(16:29):
Dude, it's just like same pitchas timeshare.
Okay, all right, cool.
So boom, I flew up there toMissouri.
I did one show with them 123shows and I just he wanted me to
be the podium speaker.
So I did a podium speakerselling solar and I did it for
40 minutes and then I got to sitwith a client after I did the
podium and we had three roundsper day and I sold everybody I

(16:53):
sat in front of on solar.
So I said, okay, I'm gettingpaid 500 bucks, 600 bucks for
each client.
I closed.
So then I got online and Iresearched hey, how can I sell
this, do my own podiums on zoomand who can I work for and make
my money?
And I found power on YouTubeand then I advertised.
Then I and then I started goingthrough.

(17:15):
The friend of mine knewsomebody in solar that owned a
marketing company.
So then I said that found outhe was in power.
So I interviewed him and acouple other people and I said,
look, I'm gonna come into power,but I need some kind of
marketing tools right away andthey're like okay, and so that
was in.
So that was in February.
Adam Favre had said had alreadyrealized I got to get the guy.

Speaker 1 (17:38):
He actually that's so funny.
You mentioned him, man, I'm apartner of his as well.
So where I'm the what?
Yeah, one of my CRM, yeah,that's my CRM RGT.
I interviewed a?
Yeah, so I've been.
Yeah, well, what a small world,me and him got together and I
got into to solar.

Speaker 2 (17:54):
Long story short, I went in May 12th is when, okay,
so I was on unemployment, so Iwas with Sun solar for a minute
and I realized that I could dothis pad solar thing.
And I was only there for maybea month, not even they found
that.
So I signed up for power underAdam Favre, because he he, we're

(18:15):
gonna collaborate together andhe was gonna let me use the CRM.
That was the deal and I wouldtag him as mentor in my first
three deals.
So that was the deal we madeand then we would collaborate
together and make and make someads that we could launch on
Facebook.
So we did that.
So I signed up and Now I wascollecting, the solar company
found out, I joined power, sothey fired me.

(18:36):
All right, so that's okay.
So now I went on unemployment.
So now I'm collectingunemployment.
I have no money living, youknow.
So I took my unapply, lived off$100 a week.
I took my unemployment and Ijust saved it because I knew I
needed buy ads.
So come May 12th, I launched ourand phase versus Tesla, me and
Adam collaborated on that.
We realized batteries or thefuture, so we focused on an ad

(19:00):
and all the markets of powers inCalifornia, northern South
America, on and phase versusTesla.
And boom, that's what we didand I got lead.
I've to lead my phone.
I did $150 at $200 a day fortwo weeks straight and we were
just getting calls left and handover a hand over 10, 10, 15
calls a day and I was justworking and working on and then

(19:22):
boom, I got one, two, three,four, right away, may 12th and
May 21st I'm my first contractMay 23rd and then second one May
27th.
So first one was was sixteenthousand dollar commission.
Second one was twenty twothousand dollar commission.
The third one was the first onewas four batteries, the second
one was three batteries and Withsolar, the third one was

(19:44):
batteries only with eight panels.
And then the fourth one wasbattery and I still I got was
was, I think, fourteen thousanddollar commission, fourteen,
five, twenty two and sixteen,whatever that is.

Speaker 1 (19:59):
Yeah, so we're forty.
So lots of sorry there, man,let me.
I want to know it's good.
It's why you're here.
I want to dissect this, firstand foremost for people
listening who are not with power, and that is a large majority
of our audience.
I know people right now aregonna be in the comments.
No way you can get commissionslike that.
That's a whole differentsegment.
We've done podcasts on that.
Our average commission, ourcompany, is around 10 grand.
I'll speak for Gustavo becausewe're both really good at sales

(20:21):
and we build lots of value thatours are even higher than that.
So I will echo one thousandpercent that, yes, he has earned
fourteen, sixteen, even twentythousand dollar plus commissions
.
I have as well.
I've experienced it, so I'veseen it.
So for those of you withlimiting mindset in the back,
keep it to yourself because it'sa fact.
He can do it.
The other thing I love that yousaid, man, I really do, and
that's why I launched thispodcast.

(20:41):
There are so many peoplejumping into solar who treat it
like a Part-time gig, like aplague gig.
They're not treating it like abusiness they just owned, they
just launched.
You started day one.
Unemployment, had no freakingmoney.
You're scraping penniestogether because you knew day
one you had to run ads.
You knew you needed the leads,you needed people to talk to.
Is that from your, from themobile home sales?

(21:02):
Like, where did you know thatleads were the key to this?

Speaker 2 (21:04):
Oh, I learned that and I learned that running my
own company in 2014, beforeCOVID, doing a travel club,
selling, selling travel club,and I had to run.
I had to run ads and that wasbefore really social media.
So I was doing mail outs andthat cost me about ten grand for
every show.
So I knew that you had to.
It takes money to make money.

(21:26):
If you Look for anybody outthere that has absolutely no
money, look, there's no excuse.
Look right up there.
You can see on my wall.
If it's important to you,you'll find a way.
If it's not, you'll find anexcuse.
All right, there's plenty ofways to hustle, make money,
which is my second hustle tohave the court or the courage,
confidence to self-determination, to work hard for what you want

(21:48):
life.
But, dude, I've done everything.
If you there's no excuse nothave any money, find it, you can
find it, you can find it.

Speaker 1 (21:57):
Yeah, I Tell new, new business partners every day.
You can either throw money atthis or you're gonna throw,
throw, hard work at it.
Well, it'll be a combination ofboth what I did, but yeah, but
it's gonna take at least one.
If you're not willing to spendmoney, go beat the pavement.

Speaker 2 (22:12):
Go call.
Yeah, I just didn't want toknock doors, I didn't want to
beat doors.
So I took all my money that Isee three grand and threw it in
the ads online and I'd alreadybeen working virtually.
And that then, and I've donewhat?
149 contracts and I haven't metone of my customers.

Speaker 1 (22:27):
So right here, Okay, so let's touch on that.
That's another big topic forour audience.
I'm doing the same thing, soyou're 100% for I didn't.

Speaker 2 (22:34):
Even my neighbor across the street wanted me to
come over and give him a pitch.
No, jump on zoom.

Speaker 1 (22:40):
Dude.
Okay fine, You're the firstguest I've had on, so I'd say
the story every time it comes up.
I'm in my home office.
Those watch on YouTube.
I could see my neighbor's house.
If I'm gonna look at a house,it better have solar, of course,
even he, if we were on the deckas I was good Doing the pitch.
He goes do, can you come over?
I said no, I'll send you myzoom link.
I'm the same way, dude, what?
So why is that for you?

Speaker 2 (22:58):
Why do you prefer it?
Because it, dude, it's just.
You can do everything righthere.
You don't have to walk anywhere.
You don't wait, dude.
Time is money, time is moneyand time you got to.
I'm worth a couple thousandhours an hour.
So to take time to go acrossthe street and sit there for 40

(23:18):
minutes or just drivingsomewhere, it's time away.
I got a whole bunch of shit Ineed to focus on right here,
everything.
I've got my secretaries, I gotmy, my RDT, my CRM, my customers
call me, calling customers.
It's all right here.

Speaker 1 (23:34):
And it's time.
I think the other big one,totally.
Yeah, it is time.
I was telling someone the otherday I do leads as well, and of
course, you're going to have noshows.
Yeah, it's part of it.
I rather have a no show on azoom, where I wait two minutes
of them to show and then I walkout and kick it with my family
or I get back to work and runanother one.
If I had to drive an hour, likesome of the solar pros that we
talked to on a daily basis, goodGod you lost an hour there.

(23:57):
You wait Hopefully waited 15,20 minutes to see if they're
going to show.
They did.
And then it's an hour to gethome.
Not only that, you're pissedoff and probably don't do
anything for the next hour ortwo when you get home.
Versus running in a, versusrunning it under control.

Speaker 2 (24:08):
I did windows and gutters in 2004 to 2005 for one
year and it was I was top guy inthe office in Raleigh, north
Carolina, but it was a miserableexistence.
It was driving hours and notgetting home to midnight,
leaving at 6 am every day.
I screwed that.
After that I said I'll never dothat again.

(24:29):
I made a hundred thousanddollars, but dude virtual.

Speaker 1 (24:33):
What's funny, too, is you're the first guest that's
talked about what they're worthan hour.
I could do a whole training onthat.
You need to know it becausewhen you know that, you make
better decisions.
So even though and if you'll behonest, this is completely
unrehearsed Gustavo was talkingabout you made a hundred K, but
he worked from seven in themorning till midnight.
You divide your hourly by that.
He was making pennies on thedollar.

Speaker 2 (24:53):
Yeah, and I'm here, so all right.

Speaker 1 (24:54):
So primarily Facebook .
Is that still your main sourceof leads right now for your yeah
?

Speaker 2 (25:01):
I have a couple of bird dogs ambassadors.
I have a bird dog I'm not goingto say where, but I got a bird
dog in a certain company thatsends me leads.
That's not a solar company,it's anyway, but he's.
It's another thing.
Guys, you got a network.

Speaker 1 (25:20):
No, it's, it's uncensored.
I'm going to go there.
I'm going to go there.

Speaker 2 (25:22):
I've not shared this.
I got a couple of bird dogs andsome big companies.

Speaker 1 (25:26):
I get my leads, so I have a couple I'm going to go
and share a big tip man.
So all of yours are outside ofsolar.
I have a couple bird dogs insolar that I'm trying to bring
over who are, for whateverreason, they can't leave.
They got deals under contract.
They haven't paid on.
That's a big one.
Hold on to the topic.
They'll send me deals becausemany are with mom and pop shops.
They can only service the city,a county, a zip code, and so

(25:47):
they'll send me deals.
It's it, by the way.
So if you're with our companybecause we can service
nationwide, that is a great wayto get someone's foot in the
door, to get someone to tastehow much they can earn with us
versus them.
I do that strategy all day,every day.
They win because they get paidon a deal they couldn't have
without us, and then obviously,we win because they gave us a
lead to go run.
So I love that you're talkingabout that man.

(26:08):
That's really cool.
How many are you comfortablesaying how much you're spending
right now on?

Speaker 2 (26:11):
Facebook 150 a day to 200 a day.

Speaker 1 (26:16):
And then, how many approximate leads is that giving
you Day?

Speaker 2 (26:20):
Saturday and Sundays Probably double that, but I got
18 ads.
I run, I, but I run since thebeginning I've run battery ads.
That's why I've I probably soldI counted, I think it's over
250 batteries last year forpower with power.
So most of my deals have two orthree batteries on them.
I'd say 30% are just solar only, but most of them are batteries

(26:43):
and solar, because that's whatI focus on and the reason I do
that I did that in the beginningis because people that want
batteries only two kinds ofpeople that want batteries
people that absolutely are haveoutages all the time, and people
that have so much money theydon't know what to do with.
So you just want to buy acouple of batteries and either

(27:04):
way you win.
And the good thing with that isthey've already got solar, so
that means their credit's good.
They've already bought solarMard times out of 10 either
finance it, which is good, orthey pay cash.
So either way, and I alreadyknow how much batteries cost, so
I can hit them right away.
Batteries are 15 grand, a popBoom, and they already know that
it's not as hard of a sale.

Speaker 1 (27:26):
Yeah, I love that, man.
It's really smart, with thelead spend that you're doing, to
have those almost like doorsthat you already got to knock
down because they have topre-qualify themselves.
You will based on the adsyou're running, which I love.
But a question I have to ask,man, because there's a lot of
people right now that are like,oh my gosh, I could throw 200
bucks a day, I could throw 50 aday at this.
It still takes work.

(27:46):
These leads are coming in andyou're on the phones, correct?
Can we talk about that?
Look like your daily operationto raw leads.

Speaker 2 (27:54):
So I have.
I hired a secretary in thePhilippines at $5 an hour, $4 an
hour back two years ago.
She's been with me since thebeginning and now we have three
others, so now we have four andthey get on.
So we have artificialintelligence, that is talk
conversating with our leads, andthen our girls are calling them

(28:15):
to get the electric bill andthen I'm calling them too.
Mostly I end up doing itbecause I'm just I'm good at
what I do and so it's recordedfor them and they copy it and
they tried to do what I do.
But yeah, I just get on thephone and the way I answered is
I'll say hey, this is Gustavowith top solar broker.
You answered my ad about a dayago about about the new IQ eight

(28:38):
micro inverters.
How can I help you Just likethat?
Because you want to say rightaway hey, you reached out to me,
you filled out the ad, youwanted information, so you got
to be real right away from thebeginning.
Say hey, how can I help you?
You wanted my help.
How can I help you?

Speaker 1 (28:57):
It's a huge tip.
For those of you listening, Iwould rewind it down.
He just changed.
He changed the script.
Now he's following up with thembecause they asked him to.
It changed the whole play ofthe of this car.
I'm freaking love that you gotto take control right away there
.

Speaker 2 (29:10):
And they're like yeah , you filled out our survey, you
wanted to know about the IQeight inverters a couple of days
ago at two o'clock, and oh yeah, I was looking at solar and,
okay, great, how much is it?
Listen, do me a favor, justgive me.
I just need a copy of yourlecture, but make sure you take
a picture of it where the graph,so I can see how many kilowatts
of electricity you purchasedfrom the grid last year, so I

(29:33):
can accurately build you acorrect size system.
We don't want to.
We don't want to overcharge youand we don't want to
undercharge you because you wantto zero your bill, right, yeah,
okay, great, yeah, so just giveme that bill.
Missing an email right now withsome videos and and and and
answers and quiet.
There'll be some answers to thequestions already asked about
the IQ eight inverters.

(29:53):
Just respond to that with acopy of your lecture bill and
I'll be glad to get yourproposal here in the next 24
hours.
Okay, awesome, I'll be lookingfor that email.
That's great, boom, and I sentit to him right there.

Speaker 1 (30:03):
Yeah, sick dude.
Okay, so a lead comes in on.
I know your numbers, guy.
Obviously you track this highlevel.
How, how many times are youhaving to call that lead before
you get one on the phone?

Speaker 2 (30:10):
on average, don't, don't get me wrong, guys, I
wasn't up.
I am a closer, but when you'reonline it's not.
I will say this it's not likeworking in a house, so there's
not that transfer of energy likeit would be in person.
If I was selling in person Iwould sell a lot more, okay, but
with online it's a numbers game.

(30:31):
So you're able to you want totransfer that energy or the foot
is best you can.
It's not as good as in person.
I get that, however I would.
I would say it's a 10% close onvirtually, maybe 10 to 15%.

Speaker 1 (30:49):
Is that 10% of the leads you get your closing?
Is that what you mean?

Speaker 2 (30:52):
I think I have to look at it.
I should have had these numbersready for you, aaron, I'm sorry
, yeah.

Speaker 1 (30:56):
It's all good man.
I know people are alwayscurious on that.
It's a lot lower than in personguys.

Speaker 2 (31:01):
Okay, but you're getting a lot more opportunities
, as it should be.

Speaker 1 (31:05):
And it yeah, it's also scalable.
You can't in person, you canonly be one place.
The fact you've outsourcedthree or four people in the
Philippines we call them ISAsfrom our real estate days inside
sales associates or agents,depending on that, which is
really smart?
Okay, so that lead comes in.
You're having that conversation.
It sounds like it's short.

Speaker 2 (31:23):
Your goal correct me if I'm wrong.
Your goal is to collect utility.

Speaker 1 (31:25):
By the way those listening please note his goal
on that initial call was not tosell a battery, was not to sell
a system.
It can't.
You're not doing that over thephone.
He doesn't have enoughinformation.
He's very focused.
His goal is to get the utilitybill.
That's the next step in theprocess.
Once you get the bill, are yousetting that appointment inside
of 24 hours, like your scriptsuggests?
Yeah, like right away.

(31:45):
Okay, how long are you tellingthem?
How long are you telling themto block?

Speaker 2 (31:48):
on that.
So I tell them so here's theother thing.
I've transitioned to not reallydoing Zooms anymore.

Speaker 1 (31:59):
I had a feeling you were going to go there, man.
So what are you doing, bro?

Speaker 2 (32:02):
15 minutes, maybe Tops.

Speaker 1 (32:05):
Crazy.
So you're not.
Even.
Are you sitting in my proposalprior to the call?
Yeah, so.

Speaker 2 (32:08):
I'll send them a proposal, I'll send them a spec
sheet on the panel I'm selling.
And then, guys, everybody herelistening, if you don't have
chat GPT, get it right now,right now, while you're watching
this video, go ahead and signup 20 bucks a month.
Then what I do?
Just tips for all you out there.
I go ahead and then I copy theentire proposal right there, I

(32:29):
plug it in chat to be.
I say, hey, write me a emailselling my customer on why they
should do business with GustavoOdebar and power and list the 10
top 10 reasons.

Speaker 1 (32:42):
and then and so you're copying the exact, solo
the language pasting their dude.

Speaker 2 (32:48):
Mike drop, mike 30 seconds I copy paste that put in
an email.
I call the customer.
Hey, I sent you an email.
Now I really want you to pay.
Dad worked 45 minutes on this.
I really worked hard.
I really want you to payattention and read this
thoroughly.
Okay, boom next.
And I got rate to another deal.
Boom, boom, so it's Okay.

(33:10):
So once they read that, you'rehopping on 15 minute.
Then they'll text me or the, orI'll follow, or Rena Will follow
up with them and a couple hoursor in the evening and say
either I will or Rena will Justhey to get the proposal.
I'm sure you have somequestions.
Let's schedule a 15 minutephone call with gosh to answer
any of your questions.
Boom.

Speaker 1 (33:29):
Yeah, okay, we got a dissect, this dude.
So are you finding?
Oh, I love it, I love it, Ilove it.
A couple things I love.
One is you're giving them whatthey want.
Most people, especially atinterleague, they want the
proposal, they want the pricing.
Are you building like, how areyou building that in terms of
commission?
Are you sending it aggressiveto them?
Are you building it withcushion to where you want it and
then you'll tweak later becauseyou don't know yet?

(33:50):
You haven't really met withthem other than collectibles?
What are you doing?

Speaker 2 (33:53):
I call where their mine is and what kind of
personality they have.
Just some real quick guys.
There's four personalities outthere there's the owl, there's
the koala, there's the bear andthere's the parrot.
All right, the bear is your CEOtype, drives the Mercedes.
Your koala is your schoolteacher, drives a Volvo.
And your, what was the otherone?

(34:14):
I said, yeah, the parrot is theguy like me, it's the salesman.
It just doesn't shut the hellup.
Just so you got to figure outwhich personality you're dealing
with.
If you're dealing with the CEObear, he's gonna come at you
aggressive.
And if you're dealing with thekoala, the school teacher then
they're gonna be.
And if you're dealing with theowl, that's the engineer,

(34:35):
analytical types.
There's four personalities.
You just got to figure outwhat's personality you're
dealing with and then, once youfigure that out, that's how I
I'll play it.
So if it's an engineer, thenyeah, I'm gonna be real specific
on he's gonna get spec sheetsand all this.
If it's the, if it's the, ifit's the bear driver, he's not
gonna read any of that shit.

(34:56):
He's probably not even gonnaread my email.
He just wants to see the priceboom, boom, bottom.
So I need to find that out.
If I know that it's a bear, ifit's a bear, ceo, precise price,
I know that, hey, it's a bearcombination, parrot personality
Then I'm gonna have to skip allthe technical shit and just
blast them with the proposal andgive them three choices.
Never get more than threechoices, that's it.

(35:18):
Three proposals, what?
What are three choices?
Give me an example I want togive too much information,
because if you give too muchinformation, then confused
buyers don't buy Views.

Speaker 1 (35:29):
Yep.
So give me an example.
I'm a lead.

Speaker 2 (35:30):
you got my bill, you're sending me over the cash
proposal and Then I'll give thema Sungage 9.74, 25 year
proposal and then I give my fiveyear 1.99, maybe, or PPA or and
then all three of those you'regonna break down and that
initial email.
Hey guys, here's the threechoices.
I think if it's a bear here'sthe three choices I think you

(35:52):
should go with boom right there.
Bam, send it off, that's it,nothing else and then they
called action for the call.
The action for that is yeah,back as soon as you're done and
let me know what you want me tohit me back and let me know what
you think which proposal, whichchoice things better fit your
you know, and he'll either he'llemail me back or call me or
text me and say, hey, I gotthree other proposal bids.

(36:13):
They're lowing in yours.
Okay, let me find out, if Iknow.
If I'm on the phone with aCustomer he says hey.
If he says to me, hey, I'mgetting bids and I've got two
already, or blah, blah, blah,then I'm gonna make sure that,
depending on their personality,I'm probably gonna go at a point
six or point eight margin andthen I'm gonna send the power

(36:35):
care 30 year warranty Specs withthat proposal.
Yeah, because that's gonna buildup.
But a general, I stay at pointeight.
But if you take my entire, allmy hundred d 140 on ideals I did
it the other day I'm averaging8200 per deal.
So it just it depends on if youhave.

(36:55):
It depends on if you have ananalytical client or you have a
laxie days goal, easy going ifyou have a salesman salesmen or
the best ones to sell, becausethey'll just buy anything for me
.

Speaker 1 (37:04):
Yeah, you know what I love about this man.
One of my similar journey haveonly been here a year.
But one of my frustrations isand I know it's it's part of
what we do.
It makes us great.
It's doing the same thing overand over.
I, oh my gosh that that 30minute presentation with the
slide deck Over and over four orfive times a day.

Speaker 2 (37:20):
Hey, here's nuts.
So I actually I recorded it,man.

Speaker 1 (37:24):
I'll go ahead and share it.
So I shared a convention.
One other person that Jabarisat.
He was blown away.
He said oh my gosh cuz, Iwanted my time back.
So I sent a recording of medoing that, kept it somewhat
general, so it wasn't just theirproposal, but it was enough to
where they felt like it was forthem, I send that.
I built an app where I cantrack it how much they watch.
I said first step as you watch,this will cut down 30 minutes
out of our time when we meet sowe can only focus on your house,

(37:46):
your proposal you know how do Ido that?

Speaker 2 (37:49):
I need to show me how to do that, the tracking thing,
because I don't do that I needto do that huge First time.

Speaker 1 (37:55):
I did it too.

Speaker 2 (37:56):
I've been doing that for yeah, yeah that's awesome,
yeah.

Speaker 1 (38:00):
So first time I did it with the tracking app.
This lady got, bless her.
She watched it 17 times.
No exaggeration, all my kids 17times.
As a salesperson, if you don'tthink, I was like dying to get
on that zoom.
Nothing was already sold.
And the other cool part aboutgetting our time back.
I've had a lot of people this,to be honest, this is
transparency where they soundexcited but they didn't watch it
because of the app.

(38:21):
I even tell them hey guys, Ijust noticed either either went
to junk or your schedule hasjust been hectic, but I noticed
you haven't watched the videothat you both promised.
You both committed you weregonna watch prior to a twist
meeting today at fork.
Can you stop whatever you'redoing and invest 21 minutes in
yourself?
I and it's a Hail Mary I'll tryone more time and I'll end up
getting another 50% on that if Idon't Chance at them showing

(38:43):
you that appointment of what Ihave found over the last six
months and running that modelare really low.
But guess what?
I rather know they're a weakappointment Hours, if not a day
before, versus just sitting heretwiddling your thumbs waiting
on a zone.
No, yeah that makes sense.

Speaker 2 (38:56):
Oh yeah, absolutely.
I have a very low show-up ratefor zoom.
It's hard to get them.

Speaker 1 (39:03):
Well, is that part of the reason you pivoted to give
it the proposal and lettingtheir appetite no?

Speaker 2 (39:07):
it goes against all my sales.
For the last 20 years I used tobe a give a presentation, it
doesn't matter, always an hourpresentation.
Yeah, that's good If you're ina group with 20 people and I'm
doing it and I've done thatbefore, but it just a number,
it's a numbers game and it addsup.
Obviously.
I'm almost 2 million, I'm over800,000 commission, so it's

(39:30):
obviously what I'm doing isworking.

Speaker 1 (39:32):
Hey, you can't argue with that now.

Speaker 2 (39:33):
Do I miss a lot?
I'm sure I do.
Do I miss more than like JoeGossett who goes in houses in
that area and hit a wholeneighborhood?
And Joel's really good one ofmy best friends.
I love him the death Y'all.
If you watch this, I love you.
Brother Ababa, if you'rewatching this, I love you, and
yeah if they better be.
I know both of them and I alwayssay Joel, sorry, joel, I He'll

(39:58):
go in a house and he just he'slike a bulldog and he just
doesn't let go and I admire thatabout him.
He's sold me shit on the phone.
I'm just like dude, quitselling me.
It's like I'm ready to give himmy credit card.
It was like for some lead, leadstuff or something to do.
I'll tell their cell of you.
This guy and I had my creditcard.
I'm like what, wait a minute?

(40:19):
Already have leads, what.
Anyway, joel's really good, Ilove and.
But God bless him.
He, his clothes is gonna bemuch higher because he's in
person and so if you're gonna do, but he's gonna have fewer bats
, because, exactly and that'stwo hours of time.
Yeah, yeah so I.

Speaker 1 (40:36):
That's a big one for me.
It's no knock on that model.
I know him very well as well.
He kills it.
I thought he did a great job atour convention, by the way, and
I told him that the right mymodel, my model, is more yours
because of scalability.
I want to be able to replacemyself.
It is, and this could be alimiting, limiting belief, but
it's very hard for me to go outand find a jewel.
Yes, very hard.
Versus, can I find someone thatcan use that GPT so I could

(40:57):
teach a 15 minute close over thephone?
You freakin, that's you thefuture and that's what we're
doing.

Speaker 2 (41:02):
It's all digital, we're all going all digital.
And this is where, where youand and I saw this years ago
where we're gonna be verysuccessful, because we got to
get out of this mindset that youhave to be here, you have to
drive here, that those days aregone.
I believe that it's a we're ina new, totally different

(41:24):
universe and it's moving onlythat way 100% digital.
It's where it's at, and sowhat's gonna?

Speaker 1 (41:31):
be facts, man, let's wait a few minutes left.
I want to touch on now that youthrew that wrinkle with.
With the new model you'rerunning, you get them on a phone
, so let's use me.
You're on the phone.
You sent me the proposal.
You leverage chat GPT, which isbadass.
You sent me over threedifferent things to financing
high interest, moderate interestand then a cash deal.
I sent you a text back.
Hey, I got a couple questions.

(41:52):
I think I'm gonna go cash onthis.
I don't know.
I'm gonna use financing forthis example.
You scheduled that 15 minutephone call with me.
How are you closing me?
I verbally, are you doing it?
Obviously you are, but then areyou having me fill out the
financing?
What is that start?

Speaker 2 (42:05):
off right away.
Do you have any questions onyou?
Watch the videos.
Yeah, I watch your n-phasevideo.
Watch your Franklin batteryvideo, watch your 23 minute
presentation about power.
And yeah, and it depends on whoI'm talking to, the clothes is
always different.
It's, of course, overcome theirobjections and I overcome every
objection to where you get themin the frying pan, to where

(42:27):
they can't say no, because ifthey're in a frying pan they
can't jump out but but yeah, sousually it's price and it's it's
.
A lot of times I get thesubcontracting thing.
I've done research on power.
Now, if they're in a little,like I said, every clothes is
different.
If it's an engineer, they'regonna look up power BBB, they're

(42:49):
gonna see the complaints aboutcertain things or in general,
just because we're a big company, but but we have an A plus
rating and they're gonna seesome of that.
They might see some of that andthey'll say you subcontract,
you got to go right away.
You know, overcome thatejection.
Now we hold the generalcontractors license in Arizona
and we don't subcontract.
What we do is we partner withlocal installers.

(43:10):
We do use local installers.
So nine times out of ten, thelocal.
You want to get a price fromwhere he is and we just
negotiate a better deal.
That's how I overcome that, butusually I'll get that.

Speaker 1 (43:20):
Okay, so we're through the objections.
How are you getting me to thepaperwork, Is that yeah?

Speaker 2 (43:24):
and right on the phone.
So we're through the objections.
I like the payment.
I said look, okay, great.
So what I'm gonna do is I'mgonna send you a doc.
You sign, okay, and I need youto.
If you're fine with the payment, I need you to go ahead and
sign all of this today, becausenext week, monday, every two
weeks, prices go up inflationand I want to lock this in right

(43:44):
now with the IQ 8 invertersbecause they're doing a price
increase Next week.
So we need to get this knockedout in the next couple days.
Are you okay with that?
Absolutely great.
So I'm gonna send you this docyou sign over.
If you're comfortable, let's goahead and get that out of the
way so I can at least get a sitesurvey order and lock in the
price and so the prices don'tchange.
On you, you don't want theprice to change, I don't either,

(44:05):
so let's just block it in.

Speaker 1 (44:07):
Love it, man, I love.
So.
Are you doing the prequel for,let's say, mosaic or good leap?
Are you doing the prequel onthe phone where you ask them the
four or five questions, thensend them back?

Speaker 2 (44:15):
So I want to find out what's more important to them.
So I'll ask them in in thesecond part.
Second phone call is once I'vegot the electric, seen the
proposal, and I discuss it.
Yeah, I said what's moreimportant to you?
Is it more important to yourprice or more important to your
payment?
Because I got to explain howthat works.
If it's payment.
If it's payment, then we candiscover discussion on that.

(44:36):
If it's price, and then we willhave a discussion on that.
But what I recommend and thisis usually I do this the last 15
deals guys, everybody out therethe last 15 deals I did our
PPAs.
So I've totally transitioned toPA and lease.
If I can't do a PA and lease,then I'm going to Sun gauge
right now.
So just FYI, everybody outthere learns some of a PPA is an

(45:01):
ever and ever bright, becausethat's your bread and butter.
You can make so much more moneyand save the customer so much
more money.

Speaker 1 (45:08):
By the way, solar sales, uncensored community.
Let us know in the chat, eitheron the, on the podcast or on
the YouTube version, if you wanthim to come back and talk about
how he's selling PPA's andleases.
I think it would be a killerclass.
But let's you guys and gals tiehim down on that, because he
didn't know we were gonna do it.
So let us know in the chat youwanted to come back on that.
I think it'd be a killerepisode for sure.

(45:28):
That's sick man.
I'm blown away.
I say it, I say it a lot, andthis was one of those that
really echoed it.
You took the gloves off, man.
You.
You peeled back the curtain.
You let us know what was reallyworking in your business.
Some of the struggles you'vehad, where you're pivoting,
where you're throwing your moneyat which I love.
Any advice for someone.
Maybe that's like us, myself ayear ago, yourself two years ago

(45:51):
that perhaps is a high-levelsalesperson.
They've been successful inother vehicles and they have
that itch to try solar, but theyjust haven't done it yet.
Any advice you'd give someone?

Speaker 2 (45:58):
it is.
Here's it is capitalism at itsbest.
You got a manufacturer whomanufactures solar panels Okay,
you've got a company like powerthat procures them, so the
manufacturers making money, herein the United States or where
we get your panels.
Then you have a power companylike power platform that makes
money.
Okay, finding people like us topush the products.

(46:24):
And then we make a commission,all right, by part, and then and
we partner would look on solar,so they make money.
All right, the customers savein hundreds of thousands of
dollars, everybody's saving tomake it money while saving the
planet.
What's better than that, right,mike?

Speaker 1 (46:44):
drop a better job than that.

Speaker 2 (46:46):
Everybody making money and saving money and
saving the planet doesn't getfucking that free and better
than that dude.

Speaker 1 (46:53):
Yeah, I love it.
Gustavo, I can't thank youenough, man.
I speak for our audience.
You, you absolutely killed it.
This is gonna go down as a fireepisode for sure.
I'll make sure I throw yourlinks in the description so
people can reach out they haveany questions.
But once again, thank you, man.
I know your schedule isjam-packed and I really
appreciate you sharing all theinsights and nuggets that you do
on a daily Basis.
That has made you one of thetop solar professionals.

(47:15):
And one more thing, real quick.

Speaker 2 (47:17):
Anybody that's coming on your team or responds to
this or comes on my team,whatever.
I'll be glad to help anybody onErin's team, I'll be glad to.
To show you the ads I use.
I don't care.
Look, there's so much businessout there.
There's gonna be so play.
We haven't even touched thecrack, the ice we're.
There's gonna be so muchbusiness for all of us.

(47:39):
I don't mind sharing.

Speaker 1 (47:43):
It's so true.
It's about living in abundance,man, versus living in scarcity.
I love that you said that.
Once again, I thank you foreveryone listening.
Obviously, we do this for free.
We do it to help pour into thisindustry that we're both
passionate about, to help eachand every one of you level up
and make More money and be moresuccessful.
The the one way to repay uswould be to like, share or
subscribe to this podcast.

(48:03):
It would mean the world to us,gustavo.
Once again, thank you so much,man, for everyone else.
Be good, be safe and God blessyou.
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