August 1, 2023 • 39 mins
Ever wonder how some leaders just seem to excel in their field? Meet Emmett Summers, a veteran of the solar industry with an astounding record of creating over 5,000 jobs and completing more than 100,000 projects. Join us as Emmett spills the beans on his career progression, jumping from being a VP at Sunrun to creating magic at Powur. Discover how Powur's platform is continuously evolving, fueled by feedback loops and a dynamic team. As Emmett and I relive our industry experiences, we reflect on our shared passion for making a difference.
The conversation takes a deeper turn as we delve into the art of recruiting. Picture this: you're fishing, you know exactly what you're after and how to lure it in. That's recruitment for you! We discuss how it's not just about hiring people, but about assembling a dream team that resonates with your vision. And it doesn't stop there. Recruitment, when done right, can birth generational wealth and forever transform lives. We also explore the 10 C's of recruiting, a fascinating parallel with the nuances of fishing.
As we navigate through the episode, we discuss the crucial role communication plays in fostering relationships. Learn about the indomitable power of curiosity, the art of asking the right questions, and the significance of sharing culture with potential team members. We also shed light on the unique business model of the solar industry. Imagine having freedom over your time, location, and money - sounds too good to be true, right? Not in the solar industry! As we wrap up, Emmett shares his insights on effective leadership and personal growth, culminating in an enlightening dialogue you won't want to miss. Tune in, get inspired, and let's ignite change together.
Nrgize App: Transforming solar sales, recruitment, and leadership. A game changer. Get it FREE!
Boost Solar Sales! FREE 7-day Trial!
Value-Add-Incentives: Boost solar sales, stand out, attract customers. FREE 7-day trial!
Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.
Mark as Played
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 I am excited for today's
lineup.
We have my good friend, afellow leader in our amazing
company, mr Emmett Summers.
Before I turn it over to him, Iwant to give a quick intro, and
today's topic really the guts,the premise of what we're going
to talk about is all aboutbreaking barriers and solar, and
(00:23):
really we're going to highlightEmmett's journey from Sunrun VP
, vice president of sales, to apower pioneer, really leading
the charge with what we're doingover here at Power.
For those of you that don't know, emmett's been in the game for
over 25 years 17 years of that.
He's going to kill me forsaying all this.
It is one of this.
17 years of the 25 is all inleadership as executives for
(00:45):
various companies.
Primarily, sunrun was the bigone.
He's created over 5,000 jobs inthe solar industry 5,000 jobs
how freaking amazing is that.
He's already done over 100,000projects, once again in the
solar industry.
Best part about him, thoughhe's an amazing leader.
His track record speaks foritself, but he's an awesome
(01:06):
human being.
He's become an awesome friend.
He has four kids, and he is agrandfather of three as well,
emmett, how the heck are you sir?
Speaker 2 (01:14):
Couldn't be better.
If I was any better, I'd betwins or you.
Speaker 1 (01:18):
Careful what you wished for, my friend.
Everything going well in yourworld.
Speaker 2 (01:22):
As long as I'm vertical.
I thank God.
I appreciate your leadership.
I love the uncensored fact ofthis whole premise and podcast
you do.
I welcome anybody who'slistening to it to have an open
mind and open heart.
Speaker 1 (01:36):
I love that man.
I love that Really excited fortoday.
I've gotten to know you, what Iwould say quite well,
considering we're virtual rightnow, but over the last 60 days
or so of you really helping uslead the charge, not only
nationally but more specificallyclose by where you and I live
in the Virginia and Maryland DMVregion.
That's where you and I met.
I'm just excited, man.
You are a wealth of knowledge,but you always come from
(01:58):
contribution.
That's not always the case forpeople who are so far ahead of
so many.
Before we even start, I justwant to say thank you, man,
thank you for leading from thefront.
Speaker 2 (02:06):
Always start with gratitude, with gratitude.
Those are my brackets of theday, every day and every night.
Get up before the sunshine, sayhello to the sun, listen to the
sounds of dawn.
You're a good man, aaron.
I appreciate you.
This platform, what you'redoing, the folks you brought on
board.
That's a bigger legacy thanselling solar.
Speaker 1 (02:28):
Bigger legs.
Yeah, I appreciate it, man.
It's about impact.
That's a word you and I talkabout a lot.
Today's main talk is reallygoing to be about building
organizations, recruiting,whatever you want to call it.
Before we jump into that, ifyou don't mind and I hit the
cliff notes and sorry, but I hadto let the people know who you
are for those that didn't know,Give us your quick story, if you
don't mind, a little bit aboutyour background and why you
decided to move over to power.
Speaker 2 (02:48):
Sure 52 years young.
I think it's going to be 52 forthe rest of my life.
I've never celebrated anotherbirthday.
Four kids, three grandkids, mygreatest joy.
Joy is eternal.
Happiness comes and goes right.
Born in the Philippines, smallfishing village, we didn't even
have money.
We just walked to the marketevery day and we trade what we
had in the backyard for whatthey had in the market I think
(03:11):
my ancestors for that.
I've been cancer a couple oftimes.
Supposed to be a doctor, I quitmed school and then ended up
doing business at University ofMaryland.
I go to Terps, fear the turtleand essentially started my own
business after I worked atFortune 500 for a while Gateway,
dell, t-mobile, and then, ofcourse, borengo, rec and Sun Run
(03:34):
, and now power.
Speaker 1 (03:37):
Everybody noticed the voice, the inflection.
I love that.
How exciting you got.
How was your time over at SunRun?
This is uncensored it was great.
I wouldn't trade it for theworld we had the dream team.
Speaker 2 (03:49):
If anybody watches basketball and anybody followed
Jordan and Johnson and Bird andBarkley and Drexler and Robinson
and Ewing and Malone andStockton and Pippin and Mullen
and Latner, that was one of thebest teams ever.
We had a great team over there.
It started at REC.
Paul Wynowski was our CEO atREC.
He's now at power.
(04:09):
He's in Miller with mycounterpart in operations.
He's now at power, and there'sprobably, I think, 672 people
from Sun Run now at power, ifI'm counting right.
Wow, many of them on the list.
Speaker 1 (04:23):
Clues Love that, love that.
How long have you officiallybeen at power?
Speaker 2 (04:27):
Officially a year and a half full time a year.
Speaker 1 (04:32):
Okay, yeah, how's everything been?
Nothing's perfect, butobviously your energy
Construction business now agreat question.
Speaker 2 (04:37):
I think the platform is amazing.
It gets better every day.
I, like glitches, believe inthe matrix and you got to break
the matrix to fix the matrixright, and we have a wonderful
team that responds to ourfeedback loops and Jonathan and
the whole crew that leads us arevery Reactive and proactive,
(04:59):
said the needs of the team, bothinstallers, reps like you and
me, organizational builders and,of course, our product partners
and engineers.
So I've loved it.
Certainly there's some projectsthat haven't gone exactly well,
but geez, if you've been inbusiness for 20 years of that
like I have, it is what it is.
So I love it.
Speaker 1 (05:21):
Yeah, it's, I love that.
You said that it's part of thereason we're paid the big bucks.
We solve big problems.
We're putting out fires.
I say that every podcast.
It's reminds me of real estate,so I'm cut from that cloth.
I get it.
Obviously, your season vet arethe reason you get it.
We can ride with the ups anddowns, but that's amazing and I
totally agree with you.
Nothing is perfect.
If anyone's talking to youabout their company and they've
been open for some time andthey're telling you it's perfect
(05:42):
, they're lying or they haven'tbeen affiliated long enough.
Nothing is I just the truth.
I'm all about Adaption.
How quickly are we solvingproblems?
How quickly are we addressingproblems so they don't become
problems down the road again?
And that's something we I thinkwe crush a power.
Speaker 2 (05:55):
I agree and I would definitely agree that power is
uncensored.
And sometimes they think aboutmy corporate past and how we
have to Be so perfect aboutWearing the right suit and
showing up at the board meetingand saying the right thing.
Paris not about that, power isall about.
Hey, let me just tell you, it'slike that's family right there,
familiar.
Speaker 1 (06:14):
Yeah, that's a great segue to brother, because I, as
co-owners, you and I areco-owners in power.
Anyone that partners with us is, and I love that.
I personally, I'll never workfor a company I don't have an
ownership stake in, ever.
I think we all work way, waytoo hard.
What I love about that, though,is one Wednesday a month.
We have one coming up this weekwhen we do our masterclass, and
there's always a keynote withour CEO, jonathan, but he talks
(06:36):
from the hip.
He'll give us the wind thenhe's.
Here's a hurdle we got toovercome.
That is transparency.
That I don't know of any otherCompany, much less solar company
has it's wicked tuna brother.
Speaker 2 (06:47):
It's wicked cool and yeah and that's how we that's
how we operate.
Within my team.
All of us are CEOs we have9,000 CEOs in this company and
they build a culture, but theybuild a culture upon culture.
I'm mixed in Filipino-American.
I love my Filipino roots, myAmerican roots, but I'm building
my own roots.
I love that about what we'redoing.
(07:08):
Very few companies are astransparent as we are and
they're fearless about it, whichmeans you always get the truth.
Speaker 1 (07:17):
Yeah, it's an open book.
You where we stand, whatdirection we're going, what
we're looking to overcome.
It's refreshing.
It really is, especially beingan owner.
Let's jump into the recruiting.
Anyone that follows me knowsthat is my love language.
I love team building.
Wasn't always that way, so Ireally want to start with and
I've seen you present on this onthe national stage.
That's really why I reached outto you.
I wanted you to bring it in,something you as coin does the
(07:39):
10 C's.
But before we jump into whatthose are and how it's gonna
help our audience today, whatdoes recruiting mean to you?
What's the definition, what'sthe simple way to explain?
Speaker 2 (07:46):
the definition is really simple.
And look it up.
Go right now if you don'tbelieve me it's.
It's about enrolling someonefor cause period, and Our cause
is to create the greatesttransfer wealth in the history
of this century, or more, bygiving people the ability to
(08:07):
power their lives in anamazingly new way and Saying no
to the monopolies while weneeded them to build this
country.
In my humble opinion, it's timeto change, right.
It's time to change To me.
That's why I get up.
Power is a platform.
We just happen to sell solarand batteries and all kinds of
(08:28):
cool stuff now, but who knows,who knows what we're gonna have
there.
It's about building that bettergrid.
You know I'm interesting aboutrecruiting is who do you want on
your dream team?
I just mentioned One of myfavorite sports on that team
Sorry, Aaron.
And then the second thing iswhat are you signing him up for?
That's the first thing inrecruiting.
(08:49):
Then there's the 10 C's.
Speaker 1 (08:52):
Yeah, two things you said there and one I really want
to focus on and obviously I'veheard your definition of it, the
reason I'm one of the audienceto hear it.
I like the whole part aboutgetting someone to support a
cause and the reason I like thatfor anyone struggling with team
building and recruiting.
When you make it so it's notabout you Notice Emmett didn't
say so I can win an award so Ican have the biggest team inside
(09:12):
of power, the biggest team atthis company.
That wasn't what he said.
It was about building anorganization that are all
supporting, all trying to drivea cause, a change, whatever that
looks like, obviously ours andrenewable Energy and what he
just mentioned.
But I love that and I reallywanted to dive on that because
anyone's struggling with it.
I want you to rework yourmindset and I had that struggle
for years my real estatebusiness.
I think the R word, therecruiting word, can be negative
(09:34):
to most people.
It doesn't have to be.
If you're doing it with goodintention, you believe you have
something that can bless a lotof people.
You're selfish not to share it.
Speaker 2 (09:42):
I agree, recruiting is multi-generational.
You change people's lives whenyou recruit and we said 5,000
people.
I don't know if it's 5,000 or7,000.
I don't even count but I doremember the folks that were
homeless or we're gonna losetheir mortgage.
I remember the people who didnot have a job that they loved
(10:03):
and I still get a Christmas cardfor them and that's enough
right?
Recruiting in sales is a sacredcalling.
Recruiting in sales is a sacredcalling.
We change people's livesforever.
It's a ministry.
It's multi-generational.
And if you look at getting upin the morning and sell solar,
that's one thing.
God bless you, joe Holley, ifyou're out there giving your
(10:26):
shout out, top rep of all timein solar, my humble opinion,
rick Joseph, top recruiter TomCotter, your team, Aaron,
everybody but they don't get upin the morning to sell solar.
They get up in the morning tochange the life and the universe
and to me, if that's thepassion that you have, that's
(10:46):
the passion you're going tocreate, makes sense.
Speaker 1 (10:49):
Aaron, 100%, man, 100%.
Let's talk about the how.
I heard you reference it.
It reminds you of fishing.
What does that mean?
What's that?
I heard you say that the howit's a lot like fishing, which I
also love it is.
What does that mean to you?
Speaker 2 (11:03):
So I didn't really have an active father in my life
when I grew up, but one of thethings he told me to do when I
was seven was to read the Oldman in the Sea by Ernest
Hemingway.
It's a pretty good book.
If you haven't read it and thecliff notes are, it goes out, he
lands a marlin, brings themarlin back, Marlin gets eaten
by sharks, but he's still happyand he survives All right.
(11:26):
So when you're looking atrecruiting, the first thing you
need to do is decide who's onyour dream team.
It's Jordan Johnson, robinsonMullen, late Nermal Lone.
Who's on your team and why doyou want that team?
Right?
On my team we have a bunch ofpeople who are just closures.
We have a bunch of people whoare just lead generators.
We have a bunch of people whoare roofers, including my
(11:48):
daughter's roofing company inCalifornia.
So you get to decide what teamyou want to fill because you are
the CEO of your company, so itstarts there and then you follow
the seas.
Now go through the 10 seasquickly, or however you want me
to.
You're the boss.
Speaker 1 (12:03):
Yeah, it's something.
When you talk about the fishingand your analogy of it, I teach
us a lot.
It's about knowing youraudience and I hear all the time
we've been recruitingespecially people who are
struggling.
They're trying to talk toeverybody and I think it's such
a disservice for so many reasons.
One if your voice is toeverybody, your voice to nobody
and I would challenge anybodylistening.
Prove me wrong on that, it's afact, it's non-debatable.
(12:24):
The second thing is andarguably bigger right, this is a
selfish reason.
I want to attract people whoare wired like me, who want to
get after this thing, who wantto be pushed, who want to chase
for awards and accolades andhave massive organizations and
leverage and income and say yesmore to the people they love
than they say no.
(12:44):
And that's not when you speakto everybody.
So I think there's somecongruency that comes with
knowing your audience and reallygetting intentional about that
voice.
It's powerful.
Speaker 2 (12:54):
Aaron, having grown up and born in a fishing village
literally a mile from One ofthe most beautiful beaches in
the Philippines, my fathertaught me how to swim by
throwing me in the ocean.
You either go fishing for fishor you go fishing for the fish
you want.
If you want marlin, you gottahave the right bait, you gotta
(13:14):
have the right tackle.
You have to have the right teamto do that.
So if you guys are fishing ingals or fishing for anybody,
have fun.
But we're getting serious abouthow you fish for marlin or tuna
or ahi or whatever else youwanna fish for, right, you feel
me?
Speaker 1 (13:34):
there, aaron, 100%.
So let's talk about these 10C's.
I really wanna give people takeaway something they can act on
to grow their business.
The first C, if I'm notmistaken, is clarity.
Is that correct?
Speaker 2 (13:44):
Yes, we just talked about that Make sure you know
what you're fishing for, makesure you have the right bait.
Speaker 1 (13:48):
The why, the how, yep , Okay.
And then the second one iscampfires and clubs.
What in the God's name doesthat mean?
Go where the fish are?
Speaker 2 (13:55):
One of the techniques we had at RSC in the sun run
and I get props to the folks whoinvented but I'm gonna name
them right now because I won'tembarrass them but there's
because they're still in the sunrun but they'll come over Is
that?
We used to do campfires in SanDiego and campfires were people
congregated in San Diegobeautiful city to hang out and
(14:17):
talk and we had campfireThursdays and bring your own
beer, bring your own s'mores orwhatever, but you attract the
fish.
Be chased, do not chase.
That's what I mean by campfiresand clubs.
Fish like the light.
They want the fire.
Be chased, do not.
Speaker 1 (14:39):
Yeah, I love that.
It's definitely somethingthat's important to me.
I call it attraction marketing.
Part of my success is I wake upmost days to people inboxing me
texts, dms, emails, whateverFacebook asking for more
information.
Why are you so fired up?
What in the heck are you doing?
How are you changing lives?
It's by sharing that story.
It's by having that light on,it's by having the campfire be
visible, and I will challengeyou too not you, but the
(15:02):
audience.
When you're waking up to aninbox of messages where people
seek you out for information, itchanges your posture.
Now I'm very selective.
There are people daily I don'tsay daily, at least weekly where
I will say, hey, it's not a fitfor what we're building.
I'm not saying you're not fitfor power, it's just not fit for
my organization, and I lovethat.
Like I mean it.
I love that.
I only want to get businesspeople that are like-minded,
(15:23):
that really want to get after it, and that's why I love that.
Seed the campfiring clubs.
It is about attraction, myfriend.
Yeah.
Speaker 2 (15:30):
Yeah, I love that about you too the scarcity of
leads, scarcity of time.
I met a really cool dude, oneof the guys that started Topgolf
a week ago, and he told me.
I told him.
I said the only thing we havein common, you and me, is we
have 20.
Was he a British guy?
Speaker 1 (15:45):
What's that?
Was he?
Is he a British guy?
Yeah, you know him what's hisname, I do.
Speaker 2 (15:50):
Okay, we know him.
Anyway, he's now your mom.
I'm like I'm Mother Teresa,recovering Catholic for the rest
of my life and I go break itdown.
He goes.
The only reason that you and Ihave 24 hours in common is if
you were the asset.
The only reason that any humanbeing can ever say they have 24
(16:13):
hours in common is if you werethe asset.
The key in life is to buildmore assets, and that's one of
the great things that power does.
It's one of the things thatI've learned by hiring 5,000
people and training them bylooking at my job is more of a
leadership job than a sellingjob.
Speaker 1 (16:32):
You feel me there, yeah, yeah, that's a big one and
that could be a whole differentpodcast.
It really could.
That was my epiphany with it.
This is prior to solar, butreally, when I changed my
mindset on recruiting and teambuilding, I agree with the
mission, everything else, butit's also a form of leverage and
I'll give you guys an example.
I'm under the weather right nowSummer cold.
I don't get it.
My family's away, I haven'teven left the house.
I've been locked away for threeweeks as they're out in Europe
(16:55):
doing their thing.
So how I got sick is a wholedifferent conversation.
But I'm not running proposalstoday.
I'm not door knocking today.
Yet I will have income comingin for my solar organization
because of the recruiting,because of the 10 C's, and when
you start to get a taste of that, we're not telling anyone to
stop selling if that's theirdream and that's what they want
to do.
I like to show people that youcan also build this up to where
(17:16):
you and I say this revenue sharein our model to where you have
income coming in and it givesyou choices.
If you want to take a week offand you still want income coming
in, you have that throughleverage, through team building.
Without it, it's all about you.
Speaker 2 (17:28):
Amen and I want to brag but we're talking about
this before the warm-up.
But we just closed $150,000deal in Maryland, bill Swap.
He moved all of his metal but$150,000 from his 401K to this
cash deal with 120 plus panelsand about $38,000 in margin.
Speaker 1 (17:49):
Okay, I want to be crystal clear on this for people
who were not listening.
He did when he says just nowwe're talking five minutes
before.
Speaker 2 (17:54):
Yeah, back to Sinazama, you know right now,
sir.
Speaker 1 (17:57):
Yeah, five minutes before we filmed this today.
$38,000 commission clientsecstatic.
You're going to hear us talkabout commissions and dollars.
I want to be really clear onthat too.
And with our company, our model, the client wins, and so do we,
and so do we.
Because we flip, we've get thelion's share of the money back
to the person that sold the job,in this case Emmett.
So it'll be crystal clear it'snot a gouge or anything like
(18:17):
that.
Client won big time, but 38grand for an hour long
presentation.
That, my friends, if you'rethinking about solar, stop
thinking, jump.
Speaker 2 (18:24):
Yeah, and I'm going to say Craig Bloom, because he
and I do a farmer's market everySunday in Bethesda.
We're out there sweating forfour or five hours and the
client was the forest next to us.
We buy flowers and we go fiveminutes for flowers, $100 worth
of flowers, and we sit down wepitch them.
Speaker 1 (18:41):
So we'll hack Four hours in the sweat, face there
and 38 grand Throw it in thechat, whether it's on YouTube or
traditional podcast.
Let us know if you can relate.
It's all about getting belly tobelly and face to face.
The next C is chat.
What is that?
It means just talk about life.
Don't sell Period Like we'repoor, building and things like
(19:02):
that.
No, it's be human being.
That's all it is.
I've heard you talk a lot aboutasking questions.
Speaker 2 (19:10):
Yeah, questions are the most important things in
life.
One of my favorite books I haveon NB Now travel mentors Seamus
plug for Tim Ferriss is allabout asking the right questions
in life.
He did an exercise where heasked 11 questions to thousands
of people in the world and theyanswered them.
Those 11 questions were maybefor you it's five or three Are
(19:34):
important questions to have inyour toolkit whenever you meet
somebody at the campfire.
Speaker 1 (19:38):
Love that we talked about this.
I think we trained on this onthe Virginia call last week.
It took me a long time to learnthis.
I learned it through realestate.
Again, it's not who talks themost that is controlling the
conversation.
It's the one that's asking thequestions.
If I'm trying to get in arelationship with Emmett, I'm
asking the questions.
If all goes well out, talkingme 70, 30 at least Emmett's
feeling it because I'm gettingto know him, he's excited, he's
(20:00):
instantly drawn to me.
Yet because I'm the one askingthe questions, I'm controlling
what we're talking about.
And that mindset.
Once again I was like, ooh, Igot to lean in on this, I got to
get really good with questions.
I 100% agree with you, matt.
Talk about the climb, the nextsee the journey.
Speaker 2 (20:15):
So when you built the rapport, you asked the right
questions.
So next thing you want tonotice, you want to know what
their journey's been.
I told you a little bit of mine, but you know you probably do
10 Star Wars trilogies orwhatever about it.
But who cares?
Speaker 1 (20:29):
I care.
When you say journey, is thatmore the past, or is it the past
and the future, like where theywant to go?
Speaker 2 (20:34):
I'm sitting in the camp right talking to somebody,
maybe having an adult beverageor a cigar or something like
that.
Speaker 1 (20:38):
And you ask him tell me about your client.
Speaker 2 (20:40):
I go yeah, because everybody has a story.
It's interesting when you lookat life and you look at people
and, Aaron, I give you tons ofprops.
I don't even know 10% of yourstory, but I respect you.
Is that you want to?
You want to know where theywere born in the fishing village
.
You want to know did they beatcancer like it did twice?
You want to know what were thethings that made them who they
(21:04):
are.
What are the things that forgedthem and you want to dwell on
that.
A lot of people don't like thebread, but you can pull that out
of them.
Now you get bonded at adifferent level.
That's what I mean by client.
We've all gone through stuffand, Aaron, you just posted
something I thought was amazingand I've gone through some
(21:26):
health challenges as well.
I've been up and down, butshaping my life so far, that's
awesome.
But no, that's what I'm talkingabout in terms of client Makes
sense.
Speaker 1 (21:36):
Yeah, 100%.
Talk about the next C, which isculture, something I love.
I think culture is so freakingimportant.
What does it mean in thecontext of recruiting and
attraction?
So what's it like?
Speaker 2 (21:45):
Where you working now , what you're doing.
Our culture here we get to thefinite.
Speaker 1 (21:49):
We're thermostats.
Speaker 2 (21:50):
We set the temperature in the room because
we're all CEOs In othercompanies.
Especially when I was anincorporate, you walked into a
room and if it was cold youcouldn't change the temperature
Right and at Power.
I found that it's been veryfreeing and liberating, that we
can build on a great culture andthe nuance of the tour.
Speaker 1 (22:12):
Yeah, the other piece of culture, and I had a
coaching session yesterday withone of my mentors.
Her name is Jessie Lee Wardjust a phenomenal woman.
For those of you that don'tknow her, don't follow her.
You definitely should.
She's on all social media.
Just Google, you'll find her.
She talks about culture in asense that I've never thought
about it, and, hearing you sayit, I'll share it with you.
People want to know about theculture before joining, and so I
(22:33):
love that you're bringing thisup and recruiting.
I never thought about it thatway.
I've really I never thoughtabout it that way.
I thought our culture was whatour team does.
So many people want to knowwhat it's like.
Emmett, if I link up with you,I lock arms with you, like, what
do I get being on your teamversus another team at Power?
And that goes back to thatculture.
So, as leaders, you got tocreate the culture for one, but
two is you got to share it.
You got to talk about it Rightbefore we just filmed.
(22:54):
I'll give you an example.
I did a behind the scenes partof the reason I was two minutes
late.
I apologize, emmett, I'm neverlate.
I was showing people the setupof what this episode was going
to look like with Emmett.
People want to know about that,they want to see the behind the
scenes before we push record,and so I want to start doing a
better job.
I'm challenging myself fromthat coach and call yesterday to
get better at not only creatingculture but sharing the culture
, really letting people lookdown that curtain of what's so
(23:15):
special about our individualteams, but also power as a whole
.
Speaker 2 (23:18):
And shameless plug.
That's why we have power daysand that's why we have power
hours.
Right, you want to get in whereeverybody is.
You want to see the inside.
You don't want to see theinterview tour.
And how many times have youbeen in corporate America where
they say, oh, this is ourculture, this is what we're
going to do, hey, it's awesome.
Blah, blah, blah, blah, blah,blah, blah, blah.
(23:38):
And then you get in here likewhat happened?
Our transparency, with powerdays and power hours and market
developed meetings.
I think it's very unique.
I don't think you will findthat in corporate America and if
you're listening and you're incorporate America, you're
probably nodding your head.
Speaker 1 (23:57):
Yep, totally agree.
The next thing that you talkabout is critique and the role
of critique.
My humble opinion, this is astage that appears to be
innovative, an innovative partof your process.
Can you share how this opennessand feedback has improved your
recruiting?
Speaker 2 (24:12):
Yeah, I punched it in the face.
My mom told me when I was a kidIf you're in a kiss a girl,
lean into it, right.
So you lean into the fourfreedoms, so one of the freedoms
.
So that's when you say hey, soas your time, and that's one of
our freedoms, right?
How's your earnings as yourlocation Do you feel significant
?
The four freedoms, that's thetransition.
(24:36):
And Erin, you know I'm sorry,real quick.
Speaker 1 (24:38):
Take a deep dive on that first one.
You said was time.
Yeah, give me an example what.
What are you hearing when youask that question?
Speaker 2 (24:44):
Personally I say hey, listen, when I was at Sunran
and work 18 hours a day and Ihave to be in every meeting or
otherwise I get fired.
Right Now I have days where Idon't work, where I work from
the beach.
Speaker 1 (24:55):
There are days that I wish there was more than 24
hours.
Speaker 2 (24:59):
That whole paradigm shift is huge and when you get
into a real good conversation atthe campfire You've done the
five or six seas before thisthen it gets real.
Now you're closing.
Speaker 1 (25:11):
Okay, we're gonna talk about the other three.
I want to talk about time too.
I haven't shared this.
I applaud you for sharing thathow your journey was locked in
an office, mandatory meetings,things like that and how you
transition to freedom.
It's a shirt, by the way, andthis is important.
You couldn't hire me.
I tell people all the time I'munemployable if I have to be
somewhere, literally I have, asof right now, I believe, I have
(25:31):
one meeting and it's us leadingthe Virginia market, where it is
like a set schedule that Ican't control, like that that's
a week.
Here's the other one I have notshared.
I work three and a half days aremy business for solar icons of
power.
Three and a half days a weekMonday, tuesday is my podcast
day all day.
Wednesday, thursday, and then Iwork until noon on Friday.
My friends Like, if you want totalk about freedom, and we have
(25:52):
a massive organization,hundreds and hundreds of people
all close a hundred deals thisyear and that's off three and a
half days.
And so the fact he touched onwhat it is for most people.
Sorry, I get passionate aboutthis.
There are so many peopledriving from appointment,
knocking doors, and I respectall of it.
I love that.
If that's your dream, that yourvision, keep doing it.
But just know, if that's notand you're tired, there's also a
better way.
Speaker 2 (26:13):
Yeah, I'm gonna get real on sensor with you for two
minutes.
My mom has been to theemergency room a few times in
the few months that I've beenback in DC.
My dad I watched Indiana Joneswith him last week.
My kids and grandkids are allover the country.
I Can do this job anywhere andit's not even a job Right.
(26:33):
every week's different and youlook at the week, you schedule
it like you do and you say, okay, I got these three meetings for
, maybe mandatory, you have tobe it, but you live life, yeah,
I feel you bro I Love it,appreciate you, open it up.
Speaker 1 (26:49):
I hope your parents are doing better.
So you talk about the freedom.
The first one was time.
What was the second one?
Speaker 2 (26:53):
Of course location which you touched on that you're
able to see a lot of peopleI'll bring on board from solar
companies and and we brought agroup on board, four people from
a local solar company here inMaryland.
They just came on and two daysIs they just got tired of
driving two to four hours a weekand they said we can saw
outside of Maryland.
I said, yeah, you just got 20other states and Puerto Rico,
(27:16):
and why?
Of course, which is a state?
But they just they were blownaway.
Speaker 1 (27:21):
Yeah, that's the ultimate one of that.
It's one of the pushbacks I getis there's so many solar pros
who are stuck in the old schoolway I'll call it what it is
where they're used to the bellyto belly.
You can do that and there arepeople on Both of our teams,
both of our companies, that theydo that.
But with our model, if you wantfreedom, I'm gonna be very
transparent again.
You got me fired up on freedoms.
I love it.
I've never left my house to runthe appointment.
I've been in like a hotel orsomething like that.
(27:42):
I've never gone.
I've never done a physicalappointment.
I'm looking at my neighbor'shouse behind me in my studio.
Of course he has solar.
I'm gonna look at a house.
I better look at panels.
God bless him.
Have you ever listened to this?
He said you want to come overand you want to have a beer on
the deck.
I didn't even do it.
I'm not an knock for those todo.
I said, oh, we do everythingover zoom.
I want to control myenvironment when I have a no
show, and yet I still have noshows.
(28:02):
When you run in Appointmentsand leads, guess what?
I hang out my office fiveminutes there, no show, I go
back out to my beautiful familyin the living room.
There's no commute, there'snone of that.
That's my life, that's mychoice and that's what this
company, this model, gives us.
So I freaking love that brother, like really love it.
What was the third freedom,ernie?
Speaker 2 (28:20):
What does that mean?
I mean we have six levels orsix ways to earn money.
So I love my team bonuses onFriday.
I love my finance rebates onthe 10th of every month.
I still throw down, and so afew deals my own and of course,
we get our overrides.
But if you don't know the model, to again talk to your sponsor
and understand that you shouldbe getting six paychecks a week
(28:43):
100%.
Speaker 1 (28:44):
I teach you this every single day.
Walk, walk into your officemanager, your manager, your
supervisor, and say, hey, Iunless I'm misunderstanding I
only get paid when I sell.
What other ways can I earn acheck today without me actually
doing physical work?
And You're gonna see them rightliterally, I teach us all the
time.
They're like they're not gonnasay nothing.
I'd be like exactly.
That's the difference between awhat I'm gonna call a better
(29:05):
model and in the archaic, oldway of doing it.
He just touched on it quickly.
We get paid when we personallysell.
We make the lion's share of themoney.
On a typical 10 kilowattssystem, what we're seeing
nationwide is between 8 and 11grand.
That is usually three to fourtimes with.
Any other company makes thatright.
There Is a mic drop.
It's bigger than that, though.
It's bigger than that.
You're gonna get money if youdecide to build a team, and
(29:26):
that's not for everybody.
That's what we're focusing ontoday.
You're gonna get overridesevery single month when they
have installs.
Some of these installs, by theway, are nationwide that I've
never even touched, I've nevereven talked to the client, I
wasn't even there, and yet I'mgoing to make a lot of money
weekly that comes in from that.
You're going to get money forthe finance rebates.
To my knowledge and you've beenaround a longer than I have
we're the only company doingthis.
(29:47):
Every other company does getfinancing rebates.
They just happen to go to theowner.
That's what the owner driving aLambo right.
Those financing rebates do notgo to the owner, they go to the
people that sold the See of thered light model.
You're correct, aaron 100% andour average when I can only
speak of my average is my truthwe're seeing about between 800
and, I don't know, $1,200 perdeal for a financing rebate.
(30:08):
So on top of the 9, 10, 11grand I just made, I make an
extra 12 if they decide to useone of our lenders.
I personally am having about80% of our clients do that.
The other 20 are cash Right.
It just keeps going and goingand that's really what he
touched on.
Once you get your head out ofthe sand Sorry for being real,
it's uncensored and you see it.
I tell people every day and Iknow you laugh.
Last time I told you once yousee it, you can't unsee it.
(30:30):
You can't unsee it.
Speaker 2 (30:35):
I.
Speaker 1 (30:37):
Tell me all the time I'm gonna give you nightmares.
I'm gonna give you nightmaresbecause don't say I'm happy
where, I'm happy where I'm at.
I say good how we talk to happypeople, but if you watch this
video, if you hop on a zoom ofme and you see what we're about,
you will not sleep, my friend.
You just won't.
It's a law, it's proven.
Sorry, man.
Speaker 2 (30:55):
I love it.
And then the last freedom, ofcourse, is significance, right.
I personally believe thathappiness is a transaction.
It comes and goes, wealth aswell.
But the difference you make inthis life, difference you leave
with the four kids and threegrandkids, this earth on 5000
people or 500, or 300, or 10people you employ, oh man, oh
(31:20):
man.
That's the greatest gift of allthe freedoms, that's my
favorite.
Speaker 1 (31:24):
Yeah, let's talk about follow-through, yeah, and,
more importantly, yourcommitment, for those are like
that's not a see your commitmentand and follow through.
What does that mean?
Tell us more about that.
Speaker 2 (31:32):
It means that before you hire somebody, essentially
I'll grip the last couple C'stogether.
You should put a plan together.
You should assume that they'recoming on board.
You've already figured out thewhy you put a hundred day plan
together.
And there's a little bit ofsecret sauce from sharing with
you and the team here.
And since you'd show up manprops to her, she's surrounding
Hawaii for me now.
She's chief of staff on my team.
(31:53):
She works with everybody beforethey're hired and says what's
the hundred day plan?
What meetings are you gonnaattend?
How many deals are you gonnasell?
What's the accountabilitypartner?
Right?
So a big, not secret.
But if you're good at this, isthat you've already hired them
(32:15):
before you offer them the link.
Right, because they already seeand have manifested the first
hundred days.
And that's really key.
And, aaron, I'd love for you tobuild on this because you're a
master at this.
Your first deal needs to happenlike in your first week.
Your first successes need tobuild on your second and third
and fourth successes.
(32:36):
Right, it has to be momentum.
It has to be we signed up for adeal and in a hundred days we
were gonna say this and you knowwhat it's like go on the gym.
You gonna be there.
You gonna be there.
All right, let's go work out.
Speaker 1 (32:53):
Yeah, what I love about that man is you and your
organization.
You're tailoring that hundredday plan.
It's unique to each person andI teach this a lot too.
Everybody has different goals,right?
Like someone who joined myorganization that's looking to
make I don't know, $5,000 amonth.
They're gonna be plugged intoour group coaching, like they're
gonna be on our team meeting,our role plays and things like
that.
They don't need much.
(33:13):
That is an easy number.
I will get them there in mysleep, and as will they, and I
know that's cocky.
It's the truth Versus someone.
Aaron, I wanna get this thingto six figures a month.
They now become a favorite onmy phone.
Their hundred day plan, theirhundred day journey, is going to
look very different thansomeone looking to make 60,000 a
year, and so I applaud you forthat.
That's real leadership.
You need to know the vision,the end game that you can lead
(33:34):
and help that person get there.
It's key like really, really.
Speaker 2 (33:37):
Yeah, aaron, and again I think we covered the 10
C's.
I put the last three togetheron that statement and thanks for
bracketing that.
If you're a father or a mother,if you've ever had kids, your
kids are all different.
You might have a giraffe, anelephant, a shark, you might
have a raccoon or a rabbit, butyou love them all, but you love
them differently.
And when you recruit, you haveto manage them differently.
(33:59):
Right, when you lead them, youhave to manage them differently.
My oldest daughter is myfavorite, but she's adopted.
She's 30 something.
She owns a roofing company withpower.
Speaker 1 (34:11):
I'm going to treat her differently than I treat my
second daughter and my thirddaughter and my son.
Speaker 2 (34:15):
And my youngest son is five, by the way, so he's
already sitting.
He's sitting thick over thebusiness, so I'm just being
straight with you.
Love that too.
But yeah, it's very important,aaron, it's very insightful.
Thank you.
Speaker 1 (34:26):
Yeah, one of the questions I ask and I get a lot
of flack for this.
I really do and I'll challengeanybody.
It is what it is.
It's served our organizationvery well.
One of the questions I askpeople.
We do an onboarding call, we doa welcome call, but I ask Emmett
, real quick, what do you needto make a month for this journey
with power to be a win for youand your family?
And then I shut up.
I really do.
I shut up because I've learnedI don't want to plant my seeds,
(34:47):
my vision this is a seven figuremonth business for me, like
100% concrete.
I will sing it.
You couldn't deter me from thatvision, from that belief.
I see it, I can feel it.
For other people, though it'smy example it's 60 grand a year,
it's 10,000 a month, it's50,000 a month.
I am going to lead each of themdifferently.
So in the slack I get for thisis why you just met Emmett why
would you ask him about hisincome?
(35:07):
I can't lead him if I don'tknow where he wants to go.
I can't.
For those that aren't on thevideo podcast, what are you
doing with your hands?
I'm doing Shackin' Bruh.
I love it.
I love it Anything else, Ishould have asked you that you
believe would benefit ouraudience, and I'll ask you a
question Uh-oh, uh-oh.
Speaker 2 (35:27):
So if there's one thing you could start today that
you would look back a year fromnow, what would it be and why?
Speaker 1 (35:35):
It's what I said earlier, man, it was that
mastermind yesterday, thatcoaching session with Jesse Lee
Ward I do I have not until today, and that changes today sharing
the culture of our team withthe universe, with people who
are not on the team yet.
So many people are drawn tothat, and we kept it private.
Our culture is amazing and wekeep it in-house and yet we
weren't sharing that message.
(35:56):
Shame on me.
I never even thought that, andJesse Lee really challenged me
on that yesterday.
So that would be, I, arguablymy biggest mistake I made in my
first 12 months, the last 12months of being at power, was
keeping that team aspect tooquiet.
We're playing to win.
I need to share that messageand I'm gonna sing it.
What about you Looking backover your last year of Lean and
Dan?
What's one change, transitionyou would have made?
Speaker 2 (36:17):
Saying no to the right things.
Speaker 1 (36:20):
Tell us more.
What does that?
Speaker 2 (36:20):
mean.
Also.
Often we get distracted with ashiny object, personally or
professionally, and it's okay tosay no, not now.
And being in my 50s, now I sayno a lot more than I did in my
40s or 30s or 20s.
Don't get distracted by shinyobjects, that's it.
Speaker 1 (36:39):
In fact, I add on this and I'll close on it I say
no a lot more to people than Isay yes, and I love that I
really do.
Anytime you say yes tosomething, you're saying no to
something else, and so thatmindset has really helped me.
I'm transparent with it Interms of opportunities the more
successful you are, the moreopportunities you're faced with.
You're pitched, you're aroundby changing your circle.
(37:02):
One thing that has served mevery well over the last decade
is what I call business synergy.
If I have a business like Power,which is new to me, this is my
baby.
I've only been here 12 months.
This has 90% of my focus everysingle day.
If I'm going to do somethingelse, it needs to bleed into
what I'm doing here at Power.
Like that is a test I have andI can answer that usually very
quickly.
(37:22):
It doesn't bleed in, doesn'tfit what I'm doing, doesn't fit
my big rock.
I'm good, emmett, let's talkagain in six months and I'm out
Like it's that simple.
Looks like you grabbed a book.
Was there something you wantedto show?
Shameless plug, I think youshould get some ferris on the
show.
Speaker 2 (37:35):
I've been changing.
Come on board, Great guy,change your life.
Read that book.
Speaker 1 (37:40):
I've read it, I do have it, people that have been
successful.
Speaker 2 (37:43):
11 questions, erin, I appreciate you very much.
Speaker 1 (37:48):
Yeah, emmett.
How do people get in contactwith you?
You're one of the top mentorson our company so you can help
them close deals.
How do people find you?
Oh, that's easy.
Speaker 2 (37:54):
I mean, I have a website, it's
redemptionenergycom, and myemail's Emmett at
redemptionenergycom, and youwant my cell phones 805-234-5276
, 805-234.
Speaker 1 (38:08):
Wow, I did not think he was going to do that.
You might make me edit that outlater.
We'll see.
Speaker 2 (38:11):
No, I'll talk to you, I'm fine.
Speaker 1 (38:13):
I love that man.
Dude, you're the people'scaptain.
Speaker 2 (38:16):
You really are.
Speaker 1 (38:17):
That's freaking cool.
Speaker 2 (38:19):
I will not do that.
Speaker 1 (38:20):
Yeah, really I will not do that, but if anyone asks
me, that is awesome.
Speaker 2 (38:26):
This is your room, buddy.
Speaker 1 (38:28):
Oh hell, no man.
That's awesome man.
I applaud you for that andwilling to pay it forward like
that For those of you listening.
Hopefully you got Nuggets.
Not only does he be trackrecord of success, but he comes
from contribution.
You can see it.
His heart is huge.
He's here to help people.
He's here to lead from thefront.
If you guys got value fromtoday, reach out to him.
Please like, review, share thispodcast, whether traditional or
(38:52):
the YouTube version.
We hope each and every one ofyou have a fantastic day.
Be good, be great and God bless.
Emmett.
Thank you from the heart.
Man Appreciate you, sir.
Appreciate you too.
Thanks all, take care.
Hello, hello, welcome to another episode of Solar
Sales, uncensored.
I am your host, aaron Browning,and I am excited for today's
lineup.
We have my good friend, afellow leader in our amazing
company, mr Emmett Summers.
Before I turn it over to him, Iwant to give a quick intro, and
today's topic really the guts,the premise of what we're going
to talk about is all aboutbreaking barriers and solar, and
(00:23):
really we're going to highlightEmmett's journey from Sunrun VP
, vice president of sales, to apower pioneer, really leading
the charge with what we're doingover here at Power.
For those of you that don't know, emmett's been in the game for
over 25 years 17 years of that.
He's going to kill me forsaying all this.
It is one of this.
17 years of the 25 is all inleadership as executives for
(00:45):
various companies.
Primarily, sunrun was the bigone.
He's created over 5,000 jobs inthe solar industry 5,000 jobs
how freaking amazing is that.
He's already done over 100,000projects, once again in the
solar industry.
Best part about him, thoughhe's an amazing leader.
His track record speaks foritself, but he's an awesome
(01:06):
human being.
He's become an awesome friend.
He has four kids, and he is agrandfather of three as well,
emmett, how the heck are you sir?
Speaker 2 (01:14):
Couldn't be better.
If I was any better, I'd betwins or you.
Speaker 1 (01:18):
Careful what you wished for, my friend.
Everything going well in yourworld.
Speaker 2 (01:22):
As long as I'm vertical.
I thank God.
I appreciate your leadership.
I love the uncensored fact ofthis whole premise and podcast
you do.
I welcome anybody who'slistening to it to have an open
mind and open heart.
Speaker 1 (01:36):
I love that man.
I love that Really excited fortoday.
I've gotten to know you, what Iwould say quite well,
considering we're virtual rightnow, but over the last 60 days
or so of you really helping uslead the charge, not only
nationally but more specificallyclose by where you and I live
in the Virginia and Maryland DMVregion.
That's where you and I met.
I'm just excited, man.
You are a wealth of knowledge,but you always come from
(01:58):
contribution.
That's not always the case forpeople who are so far ahead of
so many.
Before we even start, I justwant to say thank you, man,
thank you for leading from thefront.
Speaker 2 (02:06):
Always start with gratitude, with gratitude.
Those are my brackets of theday, every day and every night.
Get up before the sunshine, sayhello to the sun, listen to the
sounds of dawn.
You're a good man, aaron.
I appreciate you.
This platform, what you'redoing, the folks you brought on
board.
That's a bigger legacy thanselling solar.
Speaker 1 (02:28):
Bigger legs.
Yeah, I appreciate it, man.
It's about impact.
That's a word you and I talkabout a lot.
Today's main talk is reallygoing to be about building
organizations, recruiting,whatever you want to call it.
Before we jump into that, ifyou don't mind and I hit the
cliff notes and sorry, but I hadto let the people know who you
are for those that didn't know,Give us your quick story, if you
don't mind, a little bit aboutyour background and why you
decided to move over to power.
Speaker 2 (02:48):
Sure 52 years young.
I think it's going to be 52 forthe rest of my life.
I've never celebrated anotherbirthday.
Four kids, three grandkids, mygreatest joy.
Joy is eternal.
Happiness comes and goes right.
Born in the Philippines, smallfishing village, we didn't even
have money.
We just walked to the marketevery day and we trade what we
had in the backyard for whatthey had in the market I think
(03:11):
my ancestors for that.
I've been cancer a couple oftimes.
Supposed to be a doctor, I quitmed school and then ended up
doing business at University ofMaryland.
I go to Terps, fear the turtleand essentially started my own
business after I worked atFortune 500 for a while Gateway,
dell, t-mobile, and then, ofcourse, borengo, rec and Sun Run
(03:34):
, and now power.
Speaker 1 (03:37):
Everybody noticed the voice, the inflection.
I love that.
How exciting you got.
How was your time over at SunRun?
This is uncensored it was great.
I wouldn't trade it for theworld we had the dream team.
Speaker 2 (03:49):
If anybody watches basketball and anybody followed
Jordan and Johnson and Bird andBarkley and Drexler and Robinson
and Ewing and Malone andStockton and Pippin and Mullen
and Latner, that was one of thebest teams ever.
We had a great team over there.
It started at REC.
Paul Wynowski was our CEO atREC.
He's now at power.
(04:09):
He's in Miller with mycounterpart in operations.
He's now at power, and there'sprobably, I think, 672 people
from Sun Run now at power, ifI'm counting right.
Wow, many of them on the list.
Speaker 1 (04:23):
Clues Love that, love that.
How long have you officiallybeen at power?
Speaker 2 (04:27):
Officially a year and a half full time a year.
Speaker 1 (04:32):
Okay, yeah, how's everything been?
Nothing's perfect, butobviously your energy
Construction business now agreat question.
Speaker 2 (04:37):
I think the platform is amazing.
It gets better every day.
I, like glitches, believe inthe matrix and you got to break
the matrix to fix the matrixright, and we have a wonderful
team that responds to ourfeedback loops and Jonathan and
the whole crew that leads us arevery Reactive and proactive,
(04:59):
said the needs of the team, bothinstallers, reps like you and
me, organizational builders and,of course, our product partners
and engineers.
So I've loved it.
Certainly there's some projectsthat haven't gone exactly well,
but geez, if you've been inbusiness for 20 years of that
like I have, it is what it is.
So I love it.
Speaker 1 (05:21):
Yeah, it's, I love that.
You said that it's part of thereason we're paid the big bucks.
We solve big problems.
We're putting out fires.
I say that every podcast.
It's reminds me of real estate,so I'm cut from that cloth.
I get it.
Obviously, your season vet arethe reason you get it.
We can ride with the ups anddowns, but that's amazing and I
totally agree with you.
Nothing is perfect.
If anyone's talking to youabout their company and they've
been open for some time andthey're telling you it's perfect
(05:42):
, they're lying or they haven'tbeen affiliated long enough.
Nothing is I just the truth.
I'm all about Adaption.
How quickly are we solvingproblems?
How quickly are we addressingproblems so they don't become
problems down the road again?
And that's something we I thinkwe crush a power.
Speaker 2 (05:55):
I agree and I would definitely agree that power is
uncensored.
And sometimes they think aboutmy corporate past and how we
have to Be so perfect aboutWearing the right suit and
showing up at the board meetingand saying the right thing.
Paris not about that, power isall about.
Hey, let me just tell you, it'slike that's family right there,
familiar.
Speaker 1 (06:14):
Yeah, that's a great segue to brother, because I, as
co-owners, you and I areco-owners in power.
Anyone that partners with us is, and I love that.
I personally, I'll never workfor a company I don't have an
ownership stake in, ever.
I think we all work way, waytoo hard.
What I love about that, though,is one Wednesday a month.
We have one coming up this weekwhen we do our masterclass, and
there's always a keynote withour CEO, jonathan, but he talks
(06:36):
from the hip.
He'll give us the wind thenhe's.
Here's a hurdle we got toovercome.
That is transparency.
That I don't know of any otherCompany, much less solar company
has it's wicked tuna brother.
Speaker 2 (06:47):
It's wicked cool and yeah and that's how we that's
how we operate.
Within my team.
All of us are CEOs we have9,000 CEOs in this company and
they build a culture, but theybuild a culture upon culture.
I'm mixed in Filipino-American.
I love my Filipino roots, myAmerican roots, but I'm building
my own roots.
I love that about what we'redoing.
(07:08):
Very few companies are astransparent as we are and
they're fearless about it, whichmeans you always get the truth.
Speaker 1 (07:17):
Yeah, it's an open book.
You where we stand, whatdirection we're going, what
we're looking to overcome.
It's refreshing.
It really is, especially beingan owner.
Let's jump into the recruiting.
Anyone that follows me knowsthat is my love language.
I love team building.
Wasn't always that way, so Ireally want to start with and
I've seen you present on this onthe national stage.
That's really why I reached outto you.
I wanted you to bring it in,something you as coin does the
(07:39):
10 C's.
But before we jump into whatthose are and how it's gonna
help our audience today, whatdoes recruiting mean to you?
What's the definition, what'sthe simple way to explain?
Speaker 2 (07:46):
the definition is really simple.
And look it up.
Go right now if you don'tbelieve me it's.
It's about enrolling someonefor cause period, and Our cause
is to create the greatesttransfer wealth in the history
of this century, or more, bygiving people the ability to
(08:07):
power their lives in anamazingly new way and Saying no
to the monopolies while weneeded them to build this
country.
In my humble opinion, it's timeto change, right.
It's time to change To me.
That's why I get up.
Power is a platform.
We just happen to sell solarand batteries and all kinds of
(08:28):
cool stuff now, but who knows,who knows what we're gonna have
there.
It's about building that bettergrid.
You know I'm interesting aboutrecruiting is who do you want on
your dream team?
I just mentioned One of myfavorite sports on that team
Sorry, Aaron.
And then the second thing iswhat are you signing him up for?
That's the first thing inrecruiting.
(08:49):
Then there's the 10 C's.
Speaker 1 (08:52):
Yeah, two things you said there and one I really want
to focus on and obviously I'veheard your definition of it, the
reason I'm one of the audienceto hear it.
I like the whole part aboutgetting someone to support a
cause and the reason I like thatfor anyone struggling with team
building and recruiting.
When you make it so it's notabout you Notice Emmett didn't
say so I can win an award so Ican have the biggest team inside
(09:12):
of power, the biggest team atthis company.
That wasn't what he said.
It was about building anorganization that are all
supporting, all trying to drivea cause, a change, whatever that
looks like, obviously ours andrenewable Energy and what he
just mentioned.
But I love that and I reallywanted to dive on that because
anyone's struggling with it.
I want you to rework yourmindset and I had that struggle
for years my real estatebusiness.
I think the R word, therecruiting word, can be negative
(09:34):
to most people.
It doesn't have to be.
If you're doing it with goodintention, you believe you have
something that can bless a lotof people.
You're selfish not to share it.
Speaker 2 (09:42):
I agree, recruiting is multi-generational.
You change people's lives whenyou recruit and we said 5,000
people.
I don't know if it's 5,000 or7,000.
I don't even count but I doremember the folks that were
homeless or we're gonna losetheir mortgage.
I remember the people who didnot have a job that they loved
(10:03):
and I still get a Christmas cardfor them and that's enough
right?
Recruiting in sales is a sacredcalling.
Recruiting in sales is a sacredcalling.
We change people's livesforever.
It's a ministry.
It's multi-generational.
And if you look at getting upin the morning and sell solar,
that's one thing.
God bless you, joe Holley, ifyou're out there giving your
(10:26):
shout out, top rep of all timein solar, my humble opinion,
rick Joseph, top recruiter TomCotter, your team, Aaron,
everybody but they don't get upin the morning to sell solar.
They get up in the morning tochange the life and the universe
and to me, if that's thepassion that you have, that's
(10:46):
the passion you're going tocreate, makes sense.
Speaker 1 (10:49):
Aaron, 100%, man, 100%.
Let's talk about the how.
I heard you reference it.
It reminds you of fishing.
What does that mean?
What's that?
I heard you say that the howit's a lot like fishing, which I
also love it is.
What does that mean to you?
Speaker 2 (11:03):
So I didn't really have an active father in my life
when I grew up, but one of thethings he told me to do when I
was seven was to read the Oldman in the Sea by Ernest
Hemingway.
It's a pretty good book.
If you haven't read it and thecliff notes are, it goes out, he
lands a marlin, brings themarlin back, Marlin gets eaten
by sharks, but he's still happyand he survives All right.
(11:26):
So when you're looking atrecruiting, the first thing you
need to do is decide who's onyour dream team.
It's Jordan Johnson, robinsonMullen, late Nermal Lone.
Who's on your team and why doyou want that team?
Right?
On my team we have a bunch ofpeople who are just closures.
We have a bunch of people whoare just lead generators.
We have a bunch of people whoare roofers, including my
(11:48):
daughter's roofing company inCalifornia.
So you get to decide what teamyou want to fill because you are
the CEO of your company, so itstarts there and then you follow
the seas.
Now go through the 10 seasquickly, or however you want me
to.
You're the boss.
Speaker 1 (12:03):
Yeah, it's something.
When you talk about the fishingand your analogy of it, I teach
us a lot.
It's about knowing youraudience and I hear all the time
we've been recruitingespecially people who are
struggling.
They're trying to talk toeverybody and I think it's such
a disservice for so many reasons.
One if your voice is toeverybody, your voice to nobody
and I would challenge anybodylistening.
Prove me wrong on that, it's afact, it's non-debatable.
(12:24):
The second thing is andarguably bigger right, this is a
selfish reason.
I want to attract people whoare wired like me, who want to
get after this thing, who wantto be pushed, who want to chase
for awards and accolades andhave massive organizations and
leverage and income and say yesmore to the people they love
than they say no.
(12:44):
And that's not when you speakto everybody.
So I think there's somecongruency that comes with
knowing your audience and reallygetting intentional about that
voice.
It's powerful.
Speaker 2 (12:54):
Aaron, having grown up and born in a fishing village
literally a mile from One ofthe most beautiful beaches in
the Philippines, my fathertaught me how to swim by
throwing me in the ocean.
You either go fishing for fishor you go fishing for the fish
you want.
If you want marlin, you gottahave the right bait, you gotta
(13:14):
have the right tackle.
You have to have the right teamto do that.
So if you guys are fishing ingals or fishing for anybody,
have fun.
But we're getting serious abouthow you fish for marlin or tuna
or ahi or whatever else youwanna fish for, right, you feel
me?
Speaker 1 (13:34):
there, aaron, 100%.
So let's talk about these 10C's.
I really wanna give people takeaway something they can act on
to grow their business.
The first C, if I'm notmistaken, is clarity.
Is that correct?
Speaker 2 (13:44):
Yes, we just talked about that Make sure you know
what you're fishing for, makesure you have the right bait.
Speaker 1 (13:48):
The why, the how, yep , Okay.
And then the second one iscampfires and clubs.
What in the God's name doesthat mean?
Go where the fish are?
Speaker 2 (13:55):
One of the techniques we had at RSC in the sun run
and I get props to the folks whoinvented but I'm gonna name
them right now because I won'tembarrass them but there's
because they're still in the sunrun but they'll come over Is
that?
We used to do campfires in SanDiego and campfires were people
congregated in San Diegobeautiful city to hang out and
(14:17):
talk and we had campfireThursdays and bring your own
beer, bring your own s'mores orwhatever, but you attract the
fish.
Be chased, do not chase.
That's what I mean by campfiresand clubs.
Fish like the light.
They want the fire.
Be chased, do not.
Speaker 1 (14:39):
Yeah, I love that.
It's definitely somethingthat's important to me.
I call it attraction marketing.
Part of my success is I wake upmost days to people inboxing me
texts, dms, emails, whateverFacebook asking for more
information.
Why are you so fired up?
What in the heck are you doing?
How are you changing lives?
It's by sharing that story.
It's by having that light on,it's by having the campfire be
visible, and I will challengeyou too not you, but the
(15:02):
audience.
When you're waking up to aninbox of messages where people
seek you out for information, itchanges your posture.
Now I'm very selective.
There are people daily I don'tsay daily, at least weekly where
I will say, hey, it's not a fitfor what we're building.
I'm not saying you're not fitfor power, it's just not fit for
my organization, and I lovethat.
Like I mean it.
I love that.
I only want to get businesspeople that are like-minded,
(15:23):
that really want to get after it, and that's why I love that.
Seed the campfiring clubs.
It is about attraction, myfriend.
Yeah.
Speaker 2 (15:30):
Yeah, I love that about you too the scarcity of
leads, scarcity of time.
I met a really cool dude, oneof the guys that started Topgolf
a week ago, and he told me.
I told him.
I said the only thing we havein common, you and me, is we
have 20.
Was he a British guy?
Speaker 1 (15:45):
What's that?
Was he?
Is he a British guy?
Yeah, you know him what's hisname, I do.
Speaker 2 (15:50):
Okay, we know him.
Anyway, he's now your mom.
I'm like I'm Mother Teresa,recovering Catholic for the rest
of my life and I go break itdown.
He goes.
The only reason that you and Ihave 24 hours in common is if
you were the asset.
The only reason that any humanbeing can ever say they have 24
(16:13):
hours in common is if you werethe asset.
The key in life is to buildmore assets, and that's one of
the great things that power does.
It's one of the things thatI've learned by hiring 5,000
people and training them bylooking at my job is more of a
leadership job than a sellingjob.
Speaker 1 (16:32):
You feel me there, yeah, yeah, that's a big one and
that could be a whole differentpodcast.
It really could.
That was my epiphany with it.
This is prior to solar, butreally, when I changed my
mindset on recruiting and teambuilding, I agree with the
mission, everything else, butit's also a form of leverage and
I'll give you guys an example.
I'm under the weather right nowSummer cold.
I don't get it.
My family's away, I haven'teven left the house.
I've been locked away for threeweeks as they're out in Europe
(16:55):
doing their thing.
So how I got sick is a wholedifferent conversation.
But I'm not running proposalstoday.
I'm not door knocking today.
Yet I will have income comingin for my solar organization
because of the recruiting,because of the 10 C's, and when
you start to get a taste of that, we're not telling anyone to
stop selling if that's theirdream and that's what they want
to do.
I like to show people that youcan also build this up to where
(17:16):
you and I say this revenue sharein our model to where you have
income coming in and it givesyou choices.
If you want to take a week offand you still want income coming
in, you have that throughleverage, through team building.
Without it, it's all about you.
Speaker 2 (17:28):
Amen and I want to brag but we're talking about
this before the warm-up.
But we just closed $150,000deal in Maryland, bill Swap.
He moved all of his metal but$150,000 from his 401K to this
cash deal with 120 plus panelsand about $38,000 in margin.
Speaker 1 (17:49):
Okay, I want to be crystal clear on this for people
who were not listening.
He did when he says just nowwe're talking five minutes
before.
Speaker 2 (17:54):
Yeah, back to Sinazama, you know right now,
sir.
Speaker 1 (17:57):
Yeah, five minutes before we filmed this today.
$38,000 commission clientsecstatic.
You're going to hear us talkabout commissions and dollars.
I want to be really clear onthat too.
And with our company, our model, the client wins, and so do we,
and so do we.
Because we flip, we've get thelion's share of the money back
to the person that sold the job,in this case Emmett.
So it'll be crystal clear it'snot a gouge or anything like
(18:17):
that.
Client won big time, but 38grand for an hour long
presentation.
That, my friends, if you'rethinking about solar, stop
thinking, jump.
Speaker 2 (18:24):
Yeah, and I'm going to say Craig Bloom, because he
and I do a farmer's market everySunday in Bethesda.
We're out there sweating forfour or five hours and the
client was the forest next to us.
We buy flowers and we go fiveminutes for flowers, $100 worth
of flowers, and we sit down wepitch them.
Speaker 1 (18:41):
So we'll hack Four hours in the sweat, face there
and 38 grand Throw it in thechat, whether it's on YouTube or
traditional podcast.
Let us know if you can relate.
It's all about getting belly tobelly and face to face.
The next C is chat.
What is that?
It means just talk about life.
Don't sell Period Like we'repoor, building and things like
(19:02):
that.
No, it's be human being.
That's all it is.
I've heard you talk a lot aboutasking questions.
Speaker 2 (19:10):
Yeah, questions are the most important things in
life.
One of my favorite books I haveon NB Now travel mentors Seamus
plug for Tim Ferriss is allabout asking the right questions
in life.
He did an exercise where heasked 11 questions to thousands
of people in the world and theyanswered them.
Those 11 questions were maybefor you it's five or three Are
(19:34):
important questions to have inyour toolkit whenever you meet
somebody at the campfire.
Speaker 1 (19:38):
Love that we talked about this.
I think we trained on this onthe Virginia call last week.
It took me a long time to learnthis.
I learned it through realestate.
Again, it's not who talks themost that is controlling the
conversation.
It's the one that's asking thequestions.
If I'm trying to get in arelationship with Emmett, I'm
asking the questions.
If all goes well out, talkingme 70, 30 at least Emmett's
feeling it because I'm gettingto know him, he's excited, he's
(20:00):
instantly drawn to me.
Yet because I'm the one askingthe questions, I'm controlling
what we're talking about.
And that mindset.
Once again I was like, ooh, Igot to lean in on this, I got to
get really good with questions.
I 100% agree with you, matt.
Talk about the climb, the nextsee the journey.
Speaker 2 (20:15):
So when you built the rapport, you asked the right
questions.
So next thing you want tonotice, you want to know what
their journey's been.
I told you a little bit of mine, but you know you probably do
10 Star Wars trilogies orwhatever about it.
But who cares?
Speaker 1 (20:29):
I care.
When you say journey, is thatmore the past, or is it the past
and the future, like where theywant to go?
Speaker 2 (20:34):
I'm sitting in the camp right talking to somebody,
maybe having an adult beverageor a cigar or something like
that.
Speaker 1 (20:38):
And you ask him tell me about your client.
Speaker 2 (20:40):
I go yeah, because everybody has a story.
It's interesting when you lookat life and you look at people
and, Aaron, I give you tons ofprops.
I don't even know 10% of yourstory, but I respect you.
Is that you want to?
You want to know where theywere born in the fishing village
.
You want to know did they beatcancer like it did twice?
You want to know what were thethings that made them who they
(21:04):
are.
What are the things that forgedthem and you want to dwell on
that.
A lot of people don't like thebread, but you can pull that out
of them.
Now you get bonded at adifferent level.
That's what I mean by client.
We've all gone through stuffand, Aaron, you just posted
something I thought was amazingand I've gone through some
(21:26):
health challenges as well.
I've been up and down, butshaping my life so far, that's
awesome.
But no, that's what I'm talkingabout in terms of client Makes
sense.
Speaker 1 (21:36):
Yeah, 100%.
Talk about the next C, which isculture, something I love.
I think culture is so freakingimportant.
What does it mean in thecontext of recruiting and
attraction?
So what's it like?
Speaker 2 (21:45):
Where you working now , what you're doing.
Our culture here we get to thefinite.
Speaker 1 (21:49):
We're thermostats.
Speaker 2 (21:50):
We set the temperature in the room because
we're all CEOs In othercompanies.
Especially when I was anincorporate, you walked into a
room and if it was cold youcouldn't change the temperature
Right and at Power.
I found that it's been veryfreeing and liberating, that we
can build on a great culture andthe nuance of the tour.
Speaker 1 (22:12):
Yeah, the other piece of culture, and I had a
coaching session yesterday withone of my mentors.
Her name is Jessie Lee Wardjust a phenomenal woman.
For those of you that don'tknow her, don't follow her.
You definitely should.
She's on all social media.
Just Google, you'll find her.
She talks about culture in asense that I've never thought
about it, and, hearing you sayit, I'll share it with you.
People want to know about theculture before joining, and so I
(22:33):
love that you're bringing thisup and recruiting.
I never thought about it thatway.
I've really I never thoughtabout it that way.
I thought our culture was whatour team does.
So many people want to knowwhat it's like.
Emmett, if I link up with you,I lock arms with you, like, what
do I get being on your teamversus another team at Power?
And that goes back to thatculture.
So, as leaders, you got tocreate the culture for one, but
two is you got to share it.
You got to talk about it Rightbefore we just filmed.
(22:54):
I'll give you an example.
I did a behind the scenes partof the reason I was two minutes
late.
I apologize, emmett, I'm neverlate.
I was showing people the setupof what this episode was going
to look like with Emmett.
People want to know about that,they want to see the behind the
scenes before we push record,and so I want to start doing a
better job.
I'm challenging myself fromthat coach and call yesterday to
get better at not only creatingculture but sharing the culture
, really letting people lookdown that curtain of what's so
(23:15):
special about our individualteams, but also power as a whole
.
Speaker 2 (23:18):
And shameless plug.
That's why we have power daysand that's why we have power
hours.
Right, you want to get in whereeverybody is.
You want to see the inside.
You don't want to see theinterview tour.
And how many times have youbeen in corporate America where
they say, oh, this is ourculture, this is what we're
going to do, hey, it's awesome.
Blah, blah, blah, blah, blah,blah, blah, blah.
(23:38):
And then you get in here likewhat happened?
Our transparency, with powerdays and power hours and market
developed meetings.
I think it's very unique.
I don't think you will findthat in corporate America and if
you're listening and you're incorporate America, you're
probably nodding your head.
Speaker 1 (23:57):
Yep, totally agree.
The next thing that you talkabout is critique and the role
of critique.
My humble opinion, this is astage that appears to be
innovative, an innovative partof your process.
Can you share how this opennessand feedback has improved your
recruiting?
Speaker 2 (24:12):
Yeah, I punched it in the face.
My mom told me when I was a kidIf you're in a kiss a girl,
lean into it, right.
So you lean into the fourfreedoms, so one of the freedoms
.
So that's when you say hey, soas your time, and that's one of
our freedoms, right?
How's your earnings as yourlocation Do you feel significant
?
The four freedoms, that's thetransition.
(24:36):
And Erin, you know I'm sorry,real quick.
Speaker 1 (24:38):
Take a deep dive on that first one.
You said was time.
Yeah, give me an example what.
What are you hearing when youask that question?
Speaker 2 (24:44):
Personally I say hey, listen, when I was at Sunran
and work 18 hours a day and Ihave to be in every meeting or
otherwise I get fired.
Right Now I have days where Idon't work, where I work from
the beach.
Speaker 1 (24:55):
There are days that I wish there was more than 24
hours.
Speaker 2 (24:59):
That whole paradigm shift is huge and when you get
into a real good conversation atthe campfire You've done the
five or six seas before thisthen it gets real.
Now you're closing.
Speaker 1 (25:11):
Okay, we're gonna talk about the other three.
I want to talk about time too.
I haven't shared this.
I applaud you for sharing thathow your journey was locked in
an office, mandatory meetings,things like that and how you
transition to freedom.
It's a shirt, by the way, andthis is important.
You couldn't hire me.
I tell people all the time I'munemployable if I have to be
somewhere, literally I have, asof right now, I believe, I have
(25:31):
one meeting and it's us leadingthe Virginia market, where it is
like a set schedule that Ican't control, like that that's
a week.
Here's the other one I have notshared.
I work three and a half days aremy business for solar icons of
power.
Three and a half days a weekMonday, tuesday is my podcast
day all day.
Wednesday, thursday, and then Iwork until noon on Friday.
My friends Like, if you want totalk about freedom, and we have
(25:52):
a massive organization,hundreds and hundreds of people
all close a hundred deals thisyear and that's off three and a
half days.
And so the fact he touched onwhat it is for most people.
Sorry, I get passionate aboutthis.
There are so many peopledriving from appointment,
knocking doors, and I respectall of it.
I love that.
If that's your dream, that yourvision, keep doing it.
But just know, if that's notand you're tired, there's also a
better way.
Speaker 2 (26:13):
Yeah, I'm gonna get real on sensor with you for two
minutes.
My mom has been to theemergency room a few times in
the few months that I've beenback in DC.
My dad I watched Indiana Joneswith him last week.
My kids and grandkids are allover the country.
I Can do this job anywhere andit's not even a job Right.
(26:33):
every week's different and youlook at the week, you schedule
it like you do and you say, okay, I got these three meetings for
, maybe mandatory, you have tobe it, but you live life, yeah,
I feel you bro I Love it,appreciate you, open it up.
Speaker 1 (26:49):
I hope your parents are doing better.
So you talk about the freedom.
The first one was time.
What was the second one?
Speaker 2 (26:53):
Of course location which you touched on that you're
able to see a lot of peopleI'll bring on board from solar
companies and and we brought agroup on board, four people from
a local solar company here inMaryland.
They just came on and two daysIs they just got tired of
driving two to four hours a weekand they said we can saw
outside of Maryland.
I said, yeah, you just got 20other states and Puerto Rico,
(27:16):
and why?
Of course, which is a state?
But they just they were blownaway.
Speaker 1 (27:21):
Yeah, that's the ultimate one of that.
It's one of the pushbacks I getis there's so many solar pros
who are stuck in the old schoolway I'll call it what it is
where they're used to the bellyto belly.
You can do that and there arepeople on Both of our teams,
both of our companies, that theydo that.
But with our model, if you wantfreedom, I'm gonna be very
transparent again.
You got me fired up on freedoms.
I love it.
I've never left my house to runthe appointment.
I've been in like a hotel orsomething like that.
(27:42):
I've never gone.
I've never done a physicalappointment.
I'm looking at my neighbor'shouse behind me in my studio.
Of course he has solar.
I'm gonna look at a house.
I better look at panels.
God bless him.
Have you ever listened to this?
He said you want to come overand you want to have a beer on
the deck.
I didn't even do it.
I'm not an knock for those todo.
I said, oh, we do everythingover zoom.
I want to control myenvironment when I have a no
show, and yet I still have noshows.
(28:02):
When you run in Appointmentsand leads, guess what?
I hang out my office fiveminutes there, no show, I go
back out to my beautiful familyin the living room.
There's no commute, there'snone of that.
That's my life, that's mychoice and that's what this
company, this model, gives us.
So I freaking love that brother, like really love it.
What was the third freedom,ernie?
Speaker 2 (28:20):
What does that mean?
I mean we have six levels orsix ways to earn money.
So I love my team bonuses onFriday.
I love my finance rebates onthe 10th of every month.
I still throw down, and so afew deals my own and of course,
we get our overrides.
But if you don't know the model, to again talk to your sponsor
and understand that you shouldbe getting six paychecks a week
(28:43):
100%.
Speaker 1 (28:44):
I teach you this every single day.
Walk, walk into your officemanager, your manager, your
supervisor, and say, hey, Iunless I'm misunderstanding I
only get paid when I sell.
What other ways can I earn acheck today without me actually
doing physical work?
And You're gonna see them rightliterally, I teach us all the
time.
They're like they're not gonnasay nothing.
I'd be like exactly.
That's the difference between awhat I'm gonna call a better
(29:05):
model and in the archaic, oldway of doing it.
He just touched on it quickly.
We get paid when we personallysell.
We make the lion's share of themoney.
On a typical 10 kilowattssystem, what we're seeing
nationwide is between 8 and 11grand.
That is usually three to fourtimes with.
Any other company makes thatright.
There Is a mic drop.
It's bigger than that, though.
It's bigger than that.
You're gonna get money if youdecide to build a team, and
(29:26):
that's not for everybody.
That's what we're focusing ontoday.
You're gonna get overridesevery single month when they
have installs.
Some of these installs, by theway, are nationwide that I've
never even touched, I've nevereven talked to the client, I
wasn't even there, and yet I'mgoing to make a lot of money
weekly that comes in from that.
You're going to get money forthe finance rebates.
To my knowledge and you've beenaround a longer than I have
we're the only company doingthis.
(29:47):
Every other company does getfinancing rebates.
They just happen to go to theowner.
That's what the owner driving aLambo right.
Those financing rebates do notgo to the owner, they go to the
people that sold the See of thered light model.
You're correct, aaron 100% andour average when I can only
speak of my average is my truthwe're seeing about between 800
and, I don't know, $1,200 perdeal for a financing rebate.
(30:08):
So on top of the 9, 10, 11grand I just made, I make an
extra 12 if they decide to useone of our lenders.
I personally am having about80% of our clients do that.
The other 20 are cash Right.
It just keeps going and goingand that's really what he
touched on.
Once you get your head out ofthe sand Sorry for being real,
it's uncensored and you see it.
I tell people every day and Iknow you laugh.
Last time I told you once yousee it, you can't unsee it.
(30:30):
You can't unsee it.
Speaker 2 (30:35):
I.
Speaker 1 (30:37):
Tell me all the time I'm gonna give you nightmares.
I'm gonna give you nightmaresbecause don't say I'm happy
where, I'm happy where I'm at.
I say good how we talk to happypeople, but if you watch this
video, if you hop on a zoom ofme and you see what we're about,
you will not sleep, my friend.
You just won't.
It's a law, it's proven.
Sorry, man.
Speaker 2 (30:55):
I love it.
And then the last freedom, ofcourse, is significance, right.
I personally believe thathappiness is a transaction.
It comes and goes, wealth aswell.
But the difference you make inthis life, difference you leave
with the four kids and threegrandkids, this earth on 5000
people or 500, or 300, or 10people you employ, oh man, oh
(31:20):
man.
That's the greatest gift of allthe freedoms, that's my
favorite.
Speaker 1 (31:24):
Yeah, let's talk about follow-through, yeah, and,
more importantly, yourcommitment, for those are like
that's not a see your commitmentand and follow through.
What does that mean?
Tell us more about that.
Speaker 2 (31:32):
It means that before you hire somebody, essentially
I'll grip the last couple C'stogether.
You should put a plan together.
You should assume that they'recoming on board.
You've already figured out thewhy you put a hundred day plan
together.
And there's a little bit ofsecret sauce from sharing with
you and the team here.
And since you'd show up manprops to her, she's surrounding
Hawaii for me now.
She's chief of staff on my team.
(31:53):
She works with everybody beforethey're hired and says what's
the hundred day plan?
What meetings are you gonnaattend?
How many deals are you gonnasell?
What's the accountabilitypartner?
Right?
So a big, not secret.
But if you're good at this, isthat you've already hired them
(32:15):
before you offer them the link.
Right, because they already seeand have manifested the first
hundred days.
And that's really key.
And, aaron, I'd love for you tobuild on this because you're a
master at this.
Your first deal needs to happenlike in your first week.
Your first successes need tobuild on your second and third
and fourth successes.
(32:36):
Right, it has to be momentum.
It has to be we signed up for adeal and in a hundred days we
were gonna say this and you knowwhat it's like go on the gym.
You gonna be there.
You gonna be there.
All right, let's go work out.
Speaker 1 (32:53):
Yeah, what I love about that man is you and your
organization.
You're tailoring that hundredday plan.
It's unique to each person andI teach this a lot too.
Everybody has different goals,right?
Like someone who joined myorganization that's looking to
make I don't know, $5,000 amonth.
They're gonna be plugged intoour group coaching, like they're
gonna be on our team meeting,our role plays and things like
that.
They don't need much.
(33:13):
That is an easy number.
I will get them there in mysleep, and as will they, and I
know that's cocky.
It's the truth Versus someone.
Aaron, I wanna get this thingto six figures a month.
They now become a favorite onmy phone.
Their hundred day plan, theirhundred day journey, is going to
look very different thansomeone looking to make 60,000 a
year, and so I applaud you forthat.
That's real leadership.
You need to know the vision,the end game that you can lead
(33:34):
and help that person get there.
It's key like really, really.
Speaker 2 (33:37):
Yeah, aaron, and again I think we covered the 10
C's.
I put the last three togetheron that statement and thanks for
bracketing that.
If you're a father or a mother,if you've ever had kids, your
kids are all different.
You might have a giraffe, anelephant, a shark, you might
have a raccoon or a rabbit, butyou love them all, but you love
them differently.
And when you recruit, you haveto manage them differently.
(33:59):
Right, when you lead them, youhave to manage them differently.
My oldest daughter is myfavorite, but she's adopted.
She's 30 something.
She owns a roofing company withpower.
Speaker 1 (34:11):
I'm going to treat her differently than I treat my
second daughter and my thirddaughter and my son.
Speaker 2 (34:15):
And my youngest son is five, by the way, so he's
already sitting.
He's sitting thick over thebusiness, so I'm just being
straight with you.
Love that too.
But yeah, it's very important,aaron, it's very insightful.
Thank you.
Speaker 1 (34:26):
Yeah, one of the questions I ask and I get a lot
of flack for this.
I really do and I'll challengeanybody.
It is what it is.
It's served our organizationvery well.
One of the questions I askpeople.
We do an onboarding call, we doa welcome call, but I ask Emmett
, real quick, what do you needto make a month for this journey
with power to be a win for youand your family?
And then I shut up.
I really do.
I shut up because I've learnedI don't want to plant my seeds,
(34:47):
my vision this is a seven figuremonth business for me, like
100% concrete.
I will sing it.
You couldn't deter me from thatvision, from that belief.
I see it, I can feel it.
For other people, though it'smy example it's 60 grand a year,
it's 10,000 a month, it's50,000 a month.
I am going to lead each of themdifferently.
So in the slack I get for thisis why you just met Emmett why
would you ask him about hisincome?
(35:07):
I can't lead him if I don'tknow where he wants to go.
I can't.
For those that aren't on thevideo podcast, what are you
doing with your hands?
I'm doing Shackin' Bruh.
I love it.
I love it Anything else, Ishould have asked you that you
believe would benefit ouraudience, and I'll ask you a
question Uh-oh, uh-oh.
Speaker 2 (35:27):
So if there's one thing you could start today that
you would look back a year fromnow, what would it be and why?
Speaker 1 (35:35):
It's what I said earlier, man, it was that
mastermind yesterday, thatcoaching session with Jesse Lee
Ward I do I have not until today, and that changes today sharing
the culture of our team withthe universe, with people who
are not on the team yet.
So many people are drawn tothat, and we kept it private.
Our culture is amazing and wekeep it in-house and yet we
weren't sharing that message.
(35:56):
Shame on me.
I never even thought that, andJesse Lee really challenged me
on that yesterday.
So that would be, I, arguablymy biggest mistake I made in my
first 12 months, the last 12months of being at power, was
keeping that team aspect tooquiet.
We're playing to win.
I need to share that messageand I'm gonna sing it.
What about you Looking backover your last year of Lean and
Dan?
What's one change, transitionyou would have made?
Speaker 2 (36:17):
Saying no to the right things.
Speaker 1 (36:20):
Tell us more.
What does that?
Speaker 2 (36:20):
mean.
Also.
Often we get distracted with ashiny object, personally or
professionally, and it's okay tosay no, not now.
And being in my 50s, now I sayno a lot more than I did in my
40s or 30s or 20s.
Don't get distracted by shinyobjects, that's it.
Speaker 1 (36:39):
In fact, I add on this and I'll close on it I say
no a lot more to people than Isay yes, and I love that I
really do.
Anytime you say yes tosomething, you're saying no to
something else, and so thatmindset has really helped me.
I'm transparent with it Interms of opportunities the more
successful you are, the moreopportunities you're faced with.
You're pitched, you're aroundby changing your circle.
(37:02):
One thing that has served mevery well over the last decade
is what I call business synergy.
If I have a business like Power,which is new to me, this is my
baby.
I've only been here 12 months.
This has 90% of my focus everysingle day.
If I'm going to do somethingelse, it needs to bleed into
what I'm doing here at Power.
Like that is a test I have andI can answer that usually very
quickly.
(37:22):
It doesn't bleed in, doesn'tfit what I'm doing, doesn't fit
my big rock.
I'm good, emmett, let's talkagain in six months and I'm out
Like it's that simple.
Looks like you grabbed a book.
Was there something you wantedto show?
Shameless plug, I think youshould get some ferris on the
show.
Speaker 2 (37:35):
I've been changing.
Come on board, Great guy,change your life.
Read that book.
Speaker 1 (37:40):
I've read it, I do have it, people that have been
successful.
Speaker 2 (37:43):
11 questions, erin, I appreciate you very much.
Speaker 1 (37:48):
Yeah, emmett.
How do people get in contactwith you?
You're one of the top mentorson our company so you can help
them close deals.
How do people find you?
Oh, that's easy.
Speaker 2 (37:54):
I mean, I have a website, it's
redemptionenergycom, and myemail's Emmett at
redemptionenergycom, and youwant my cell phones 805-234-5276
, 805-234.
Speaker 1 (38:08):
Wow, I did not think he was going to do that.
You might make me edit that outlater.
We'll see.
Speaker 2 (38:11):
No, I'll talk to you, I'm fine.
Speaker 1 (38:13):
I love that man.
Dude, you're the people'scaptain.
Speaker 2 (38:16):
You really are.
Speaker 1 (38:17):
That's freaking cool.
Speaker 2 (38:19):
I will not do that.
Speaker 1 (38:20):
Yeah, really I will not do that, but if anyone asks
me, that is awesome.
Speaker 2 (38:26):
This is your room, buddy.
Speaker 1 (38:28):
Oh hell, no man.
That's awesome man.
I applaud you for that andwilling to pay it forward like
that For those of you listening.
Hopefully you got Nuggets.
Not only does he be trackrecord of success, but he comes
from contribution.
You can see it.
His heart is huge.
He's here to help people.
He's here to lead from thefront.
If you guys got value fromtoday, reach out to him.
Please like, review, share thispodcast, whether traditional or
(38:52):
the YouTube version.
We hope each and every one ofyou have a fantastic day.
Be good, be great and God bless.
Emmett.
Thank you from the heart.
Man Appreciate you, sir.
Appreciate you too.
Thanks all, take care.
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.