July 18, 2023 • 47 mins
Strap in for an electrifying ride into the world of solar sales with our latest episode of Solar Sales Uncensored. We've got Anthony DiPierro in the hot seat, a top-performing POWUR Seller who's got his name up in lights as one of the best in the game.
We're breaking down barriers and getting real about the ins and outs of the solar sales world. Anthony takes us through his rise to the top, from his first solar sales pitch to becoming a household name in the industry.
Using the POWUR mentor program as his launchpad, Anthony will detail how he uses it to his advantage, coaching new consultants and helping them hit their first contract signature. He'll share his insights into harnessing solar leads and turning them into high-value contracts.
We'll also pull back the curtain on how he maintains his impressive 'Proposal Delivered' to 'Contract Signed' conversion rate and keeps his 'Contract Signed' to 'Project Installation' cancellation rate below 10%.
From discussing his day-to-day experiences to giving us a peek into the characteristics he believes makes a successful sales consultant, Anthony will lay bare the realities, the challenges, and the successes that come with working in solar sales.
This isn't a fairy tale; it's a gritty, inspiring narrative about a man who stopped at nothing to master his craft and etch his name in solar sales history. Don't just take part in the game—dominate it. This episode is an all-access pass to mastering the art of selling solar, making it an absolute must-listen.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hello, welcome to another episode of Solar Sales
Uncensored.
I am your host, aaron Browning,and I am so excited for today's
conversation.
I have none other than MrAnthony DePiro and we are going
to take a deep dive oneverything regarding the mentor
program over at Power Solar.
There is no better guest Icould have, as he is almost
(00:23):
every single month rated numberone on so many categories, but
especially the mentor category.
I want to share a little bit ofhis stats for anybody that
hasn't had the privilege ofmeeting this individual.
He is an eight year solar vet.
He calls New Jersey home.
That is his primary market,although through our amazing
platform, he is able to serviceand sell across 22, 24 states I
(00:44):
lose track now because we'readding so many every single
month he's already done morethan 500 personal installations.
Talk about a mic drop rightthere.
He was a former top sales repover at Sun Run and Sun Power
and he is now our top solarsales rep, anthony.
How the heck are you, my friend?
I'm doing good, aaron.
Good morning man.
(01:04):
How's everything?
Life is good man.
Life is freaking amazing.
Let me rephrase that man I'mblessed, I'm fired up for this
conversation.
I know that you meet thedefinition, not only being a top
salesperson, but alsouncensored man.
You're going to bring that NewJersey to this podcast.
We're excited, man.
That's what we do.
Speaker 2 (01:24):
I'm super honored and humbled to be here.
Aaron, I want to thank you forgiving me the opportunity in
this platform to really share myexperiences in the solar
industry and what it's reallydone to change my life from
where I was before to where I'mat now, and how this opportunity
can do that because, and thetruth be told, our industry is
really in its infancy stage.
This is going to continuehappening for the next at least
(01:46):
10 years.
It couldn't be a better time toget into this business.
Speaker 1 (01:50):
I totally agree, man.
That could be a whole podcastright there about timing,
because you are so right, man,so right.
Let's circle back to the mentorprogram.
For those that and, by the way,I want to be clear on this
Usually we don't talk a lotabout our company, which is
power, it's very hard to talkabout this mentor program and
not mention it.
This is going to appeal to.
It could be someone alreadywith our amazing company and
(02:13):
they're trying to figure out howto leverage the mentor-mentee
program relationship.
This could also be someone froma different company that's
trying to figure out how we'redoing what we're doing, how to
mirror it, how to buildsomething similar where you're
at.
So I want to make sureeverybody sticks around.
But, anthony, if you don't mind, the birds I view, what is the
mentor-mentee program over atour company?
Speaker 2 (02:31):
Sure, so the mentor program is something different
at this company than any othersolar company that I've ever
seen.
That right.
So the mentor as a mentor, as atier three mentor.
The way it works is when youstart off with this company, if
you have more than one year'sworth of solar experience, you
have to close one deal beforeyou can move up to a tier two.
And then, as a tier two, youhave to close five personal
(02:54):
deals before you can become atier three mentor.
Right, as a tier three mentor,now other reps on the platform
can select you to essentiallyclose their deal right Now.
The power this company has a lotof people in it, but the
experience varies.
There's not many people thathave this kind of level of
(03:14):
experience, whether it be doingpresentations or closing deals,
things like that.
So, as a new rep, the owners ofthe company really understood
what they were doing, because asa new rep, you may not know how
to do a presentation to ahomeowner.
So you can then select any tierthree mentor that you want on
the platform to do your salespresentation with you.
Now, the benefits of this isthat, one, you get someone who
(03:36):
knows what they're doing to doyour presentation, and two you
get to earn while you'relearning.
So all you're doing as a tierone rep is you're setting
somebody up, you're lining up anappointment for somebody to
close.
Now, for me, what I do is Idesign the system for you, we
adjust the pricing, we selectthe equipment and then I'm going
to do the whole presentationwith the homeowner and, as a
(03:59):
tier one or so, you're splittingthat commission 50-50.
So you're getting to learn fromsomeone whose experience has
closed many deals.
You're getting to learn thepitch, the cadence, the tonality
, all that stuff that goes intogetting that deal from.
Hey, let's let, this is a goodidea, let's talk about it.
So let's get that deal on theboard and signed.
But that's what your mentorreally does.
Speaker 1 (04:22):
I love that and there's a lot to unpack there.
One is one of my favoritesayings when I'm talking to new
reps is the earn while you learnprogram.
That's literally what I call it.
I go and give the cliff notesthere too.
It's huge and I'll talk aboutfrom a personal experience.
I'm just about a year into mysolar journey.
That's a rookie man.
That's new.
What I fell in love with thisplatform was the mentor-mentee
(04:42):
relationship in the program,because I'm used to that in real
estate Over at Keller Williamsand EXP, which is very similar
to our model.
It's the same thing.
I love that.
I love that I can join aplatform like this, know nothing
about solar, collect a utilitybill and make four to six grand
Like that.
My cut like that blew my mind.
I was like oh baby, I'm madefor this.
I didn't have to go learneverything.
Speaker 2 (05:02):
If you think about it , where else can you do that?
And it's legal.
Speaker 1 (05:07):
Okay.
By the way, it's funny.
You say that I got to rep myteam.
He's probably been with me fourto five months now His first
month with us.
This is crazy to share.
His first month he earned97,000 in commission.
I know it's an anomaly.
I'm not here to say it toeverybody.
I still get text from this guyonce a week saying Aaron, aaron,
are you sure this is legal?
Which is?
Speaker 2 (05:27):
so amazing.
You know something when I, itwasn't always like this, cause
when I first started in thebusiness, I didn't know anything
.
I started with a company thatwas going door to door and I
wasn't doing my own pricing, Iwasn't designing my own deal.
Somebody was doing it for meand I had.
They always kept us in the dark.
They treated us.
When you start with most solarcompanies, you're treated like a
(05:47):
mushroom.
You're kept in the dark andyou're fed horseshit, right.
And when you're doing that, ifyou're not doing your own
pricing, and these guys don'twant to explain to you how a red
line works, how a price perwatt works, how any of these
things work, because they'reskimming off of your damn deal.
So I was selling jobs at muchhigher prices and I was making
peanuts on the deal.
(06:07):
But what?
One of the things that I'vereally liked the most about this
platform is the fact that it'scompletely transparent.
Everybody's selling on the sameprice and most of the time, our
price, our cost per goods, isaround $2 a watt.
Sometimes it's under $2 a watt.
Most guys red lines are 250 tobetween $250 and $3 a watt is
where they're selling at, sowe're coming in with a huge
(06:30):
price advantage which helps.
Speaker 1 (06:31):
Since you went there, we got a touch on that.
Can we talk about the quicklythe difference between red line
and what we're doing?
Speaker 2 (06:36):
Sure.
So again, I've been in thebusiness a long time, right,
I've been on the rep side, I'vebeen on the management side.
A red line model works whereessentially you're selling a job
at a price let's just say it's$2.50.
That means, let's say you havea 10 kilowatt deal and you're
selling it at $2.50, that the 10kilowatts means 10,000 watts at
(06:58):
$2.50.
That means it's a $25,000project.
That's your cost.
Anything above that you keep,anything below that 250 line the
company keeps.
So you have no idea where theirpricing is, what kind of
equipment they're using.
They're nothing.
They just say, hey, here's thedeal, go sell it and you're
going to make $300 a kilowatt,or sometimes they'll put you at
(07:19):
320, 330 and they'll give you afixed rate.
We're essentially those guys whoare hosting those parties.
On Friday they have the pizzaparties on Friday.
They give you bagels.
On Saturday they give you highfives when you walk in the
office.
They're loving you becauseyou're making their yacht
payments right, you're makingtheir car, you're paying their
damn mortgage and you have noidea.
But when you really startdiving into this, what makes the
(07:40):
difference between that and thecost of goods is that you are
given a transparent bill ofreceipt for what everything
costs on the project.
There's nobody with their damnhand in your pocket, which is
what really got my attentionwith this.
Because now when you realize itand you compare what you're
doing with another solar companyversus the way this model works
, you realize how much moneyyou're leaving on the damn table
(08:02):
.
And then you say to yourselfthat guy who hosts those parties
on Friday, who gets his wholeroute up, what does he really
bring into the table?
Is there really value he'sbringing to the table?
What the hell do I need him?
Speaker 1 (08:13):
for, yeah, you start to question it.
It's funny you say that too.
It's one of the reoccurringthemes and conversations I have
with solar pros from othercompanies.
When they lock arms with us,they're like I don't want to be
malicious here, but almost likethey feel like they were lied to
.
They had no idea how much moneywas generated for everyone else
in the company.
And I hear that all thefreaking time.
(08:34):
Man, I really do.
Back to the mentor Good.
Speaker 2 (08:37):
I'll say this with some of the companies that I've
worked at in the past is ithelped make me what I am now?
Love that, A lot of thattraining?
I was there for a reason and,as you look at my resume, I
switched companies a couple oftimes because the more I learned
, I started looking for betteropportunities.
Where can I keep more of thelion's share of the profit here?
And then when I found thisbusiness model, I said you're
(09:00):
not going to beat this becauseyou're keeping 70% and that's
what really got my attention.
But just give me a little bitof my background.
Speaker 1 (09:07):
Yeah, I love that what you just said too.
It's funny.
I made a video yesterday onthis topic about as leaders, we
have to make a world big enoughfor talent in our organizations
to want to stay and play, andthat's really what you just went
through.
You outgrew it as you startedto grow from company to company,
you broke the model, you brokethe system and you finally found
a home, which is really cool.
One thing I do want to take adeep dive on regarding the
(09:28):
mentor mentee program is yourthought, your opinion, on the
difference between a mentor anda closer.
That's a good question.
Speaker 2 (09:37):
A mentor is going to train you right, not just close
your deals for you.
I don't want you to just cometo me and say, hey, can you
close this deal for me?
The goal is I want to teach youhow to fish.
That's what a mentor is.
I can give you a fish and feedyou for a day, or I can teach
you how to tie the knot on thehook and teach you what kind of
bait to use and all that kind ofstuff and where to go, how to
(09:59):
read the tides.
That's what you really need tolearn in this business.
That's the difference, which issomeone who's just going to
close your deal and someonewho's going to teach you what to
look for, how to qualify them,how to do the sales pitch, how
to overcome the objections, andteach you how to do it yourself.
My goal is and this took me along time to realize, but my
(10:21):
goal is to duplicate myself.
That's where a lot of peoplestruggle with.
In the beginning, I didn't wantto do that.
In the beginning, I wanted tokeep all this stuff inside.
I don't want to share this withanybody.
Then the field president andthe company, bobby Smith.
I had a couple of conversationswith him over a couple of
months and he really opened upmy eyes to the value of
duplication, because you canonly be in one place at one time
(10:43):
, whereas if you can startbuilding a team and you can
teach people these skills listento me on it these are hunting
skills.
That's what you're learninghere for.
That's what you're here for.
I want to learn how to frigginhunt.
I don't want anybody doing itfor me.
When you can start teachingpeople that, that's when they're
loyal to you.
They come back to you.
You develop relationships, youdevelop friendships.
(11:05):
This is now your inner circleand you're making your own inner
circle here.
That's the difference.
Speaker 1 (11:11):
I love that.
The other cool thing about thisplatform, though, that I found
in my limited time and you canshed light on it in your expert
opinion there are some peoplethat want to close her.
I realized that there are somepeople that don't want to learn
it.
They're fine, just bird dog ina utility bill, tagging Anthony
and letting Anthony do his thing.
Somebody want to hop on thezoom with us.
You know what I mean.
They're fine making that fourto six grand.
(11:32):
They're cut and never having totouch the file again.
I do love that.
That's something I had to learnthe hard way, to be honest with
you.
I was here for the mentorprogram and, unfortunately, the
first two I tagged and it was myfault, not theirs.
They were closers.
It didn't move my journey oflearning this game, learning the
solar space.
It didn't move that ball downthe field because they were just
closing the deal.
Yeah, I got paid.
It was the earn program.
(11:54):
It wasn't the earn.
While you learn Now part ofwhat I do at my mentees, I ask
where are you in that journey?
You want to see behind thecurtain, which is I know what
you do.
Really well, I love that man.
I think your definition wasspot on.
How often are you gettingtagged in the deal?
Speaker 2 (12:07):
right now, I'm booked two, three days out.
I'm doing anywhere from five toseven presentations a day.
It's not all just solar pitches.
A lot of the times it's guysthat I've brought onto the
platform that ask me for help,but they want to do it on their
own.
A lot of times, when I sharethis stuff freely with people,
with the servant, you want toget what you want in life, you
(12:29):
got to help other people getwhat they want.
So, facts, I help people, Itrain them, I teach them stuff.
Again, where I see success iswhen I bring somebody on my team
and they don't need me anymore.
My goal is to replace myself.
I want to teach you to replaceme as quickly as I possibly can.
So I get a lot of people thattag me as a mentor and I get a
(12:51):
lot of people that are new tothis business, that are coming
in, that want to learn.
It's hard.
Sometimes I do a lot ofpresentations.
Sometimes there's a lot offollow-up.
There's a lot of things that areinvolved in this business that
you don't see behind the scenesYou're dealing with.
It's called the solar coaster.
You have extreme highs, right?
I closed a $10,000 deal lastweek.
I'm freaking, swimming in money.
It's great.
And then you have extreme lows.
(13:12):
You get your teeth kicked in acouple of times.
You got to learn how to rollwith the punches with this.
That's some of the hardestthings, because some people,
when they get their butt kickedthe first time, they roll over
and they die.
They're the same for you.
Speaker 1 (13:25):
I'll tell you straight up, dude, we're
preaching man.
I say it louder for the peoplein the back.
I did not struggle with thatand I think it's because of real
estate.
It is the exact same thing.
I say it on every podcast.
This solar game reminds me ofreal estate 20 years ago.
It just really does the sameups and downs of you, can you?
Speaker 2 (13:41):
see that that is completed.
Solar documents.
That just came in the guy whojust signed his deal right, Love
it All day.
Those are the emails you wantto get.
Love it, man.
Speaker 1 (13:54):
Okay, so you're running five to seven mentor
mentee appointments.
What I love about that?
I really want to paint thepicture and be uncensored on
this.
Those are deals that you didn'tgo hunt.
Those are deals and now,depending on the relationship
with the person, we can talkabout that in a second, but
those are inbox deals.
You're waking up every morningsaying, hey, good morning,
anthony, hope you slept well.
Here are seven deals that weneed your help.
(14:15):
We need your help.
Mentoring.
Is that correct?
Speaker 2 (14:18):
A lot of them.
Yeah, yeah.
I mean I understand something,though it doesn't happen
overnight.
I didn't just start and all ofa sudden, everybody come.
People come to me because rightnow not to my own horn, but
right now I'm the number one,tier three, closure on the
platform.
It's probably the reason whyyou wanted to chat with me,
right?
Because I'm a person.
People see that, hey, thisguy's a killer.
I want him doing mypresentation.
(14:39):
So I get a lot of people thatsee me because I'm on the
leaderboards and I'm just, andfor me it's crazy, like it's
almost surreal to me, becausefor me I'm just sorry, but for
me I just keep my head down, Ikeep my foot on the gas and I
just keep going.
I've got blinders on, liketunnel vision, like where's the
next deal?
I got that first deal in, let'sgo get the next deal, and
(15:01):
that's what you need to have.
And before you know it, youpick your head up and you look
around and you go, holy shit,how did I get here?
And that's the key to.
The key to the kingdom is tojust keep your head down, stay
focused and just keep hustling.
Speaker 1 (15:15):
Yeah, man, it's facts , it just is.
Speak to the audience about whois your ideal mentee.
What are some traits?
So what are you looking for inthat perfect mentee relationship
?
Speaker 2 (15:25):
So mostly I want someone who's hungry, right.
You don't specifically need tohave incredible closing sales
techniques, because anybody canbe taught that.
Some people have a naturalability to do it.
Some people need to be taughtright.
But somebody who's hungry,who's humble and who's coachable
.
That is the main thing, becausea lot of the times, people come
(15:47):
into this business and maybethey were doing something else,
a different business orsomething, and they've got an
ego right.
Understand, check your ego atthe door.
Whatever you were doingbeforehand, whether it worked,
whether it didn't work, this isa new venture, so you're pretty
much you're starting off as ajourney, then it's my goal to
get you to be a leader of yourown.
So check the ego at the door.
(16:10):
Listen, I've been there, man.
I've gotten my ass kicked moretimes than I can count, but I
keep coming.
That stuff doesn't bother meand that's the main mentality
you've got to have when you wantto get into this business.
Understand you're going to getyour teeth kicked in in the
beginning.
It's gonna happen.
It happened to me.
I started off knocking doorsright here in New Jersey,
central Jersey Park, and youknow what I got good at it and
(16:32):
the crazy thing was.
It was summertime.
I was walking around in my car,in my truck I had two thermos
packed to the brim with icebecause I was sweating like a
pig.
Out there knocking on doors, Iplayed myself with deodorants I
didn't want to stink at thedoors.
I was sweating like a pig and Igot good at it and what
happened was like I startedbuilding on that and I became to
a point where I didn't want toknock on doors anymore.
(16:54):
I knew that in the back of myhead as I'm going through the
next door, I'm smiling, I'mgetting the appointments, I'm
getting the bills, but I didn'twant to knock on doors forever.
Right now I'm really good at it, I can do it, but I don't have
to do it.
But I would tell everybody andthe lessons that I learned from
knocking doors and buildingmyself up really is what helped
me get to be where I'm at how tohave those conversations, how
(17:16):
to scout out those houses, whatto look for.
Now it's and I'm really divinginto this but the whole digital
marketing thing is really takingoff has really changed my
business and working with theright people.
But before you get people thatwant to work with you, you have
to do it yourself.
You have to earn that right toget there.
Nobody wants to work withsomeone who hasn't been
(17:36):
successful.
People want to work.
They people follow success.
It leaves success leaves clues.
You want to see what othersuccessful people have done and
just to give you like a littlebit of what helped me In the
beginning, I had five mentorswhen I first started at one of
the companies that I worked at,and what I did was I learned a
little bit from this guy, alittle bit from this guy, a
little bit from this guy.
(17:57):
I would go on thesepresentations with them.
I would go to the doors withthese guys and I'd say, okay,
what is this guy doing?
It's working.
All right, let me go, I'm gonnarecord what he's saying.
I want to take notes, listen tothem.
Then I'd go with another guy,record what he's doing at the
doors, and then I took all ofthat and I blended it into my
own words, my own verbiage andstuff and I made that from
opening a deal to closing a deal.
(18:17):
Those are the two parts that Itell people in this business.
Focus on opening a deal, becausethat's where you're gonna,
that's where the start is.
You got to learn how to open.
Everybody wants to learn how toclose.
Right, I want to know how toclose.
How do I close a deal?
Everybody wants to do it, butdon't put the.
Don't put the cart before thehorse.
If you learn how to open a deal, the closing will come
naturally right.
So focus on what to look forhow to scout them, how to have
(18:39):
those conversations, how to bookthat appointment.
Get that done.
Focus on that first, and then,once you get good at that, we'll
start.
You'll start learning how toclose them.
Speaker 1 (18:49):
Love it, man.
By the way, audience, whetheryou're on YouTube or the
traditional podcast, let us knowin the comments If you want to.
I'm gonna go and put them onblast.
If you want him to come back totalk about strategies on
opening that deal, I literallyjust made a note.
That's how you know you linedup the right guest.
I know, anthony, we're onleadership stuff together.
I'm taking notes.
I'm taking notes.
So let's blow up the chat taghim.
Let's bring him back for thatCause we don't have time for it
(19:11):
today.
But oh my gosh, that would be astraight value add.
Speaker 2 (19:15):
How do you go for hours with you guys, man?
This is something I'mpassionate about.
I enjoy this.
You see it.
You know what I mean.
Somebody told me once if youlike what you do, you'll never
work a day in your life.
And that's the crazy thing is,when I look at this and just to
paint the picture for some ofyou guys that listen to this, I
don't leave my damn house.
It's weird to say, if you wouldask me when I was a kid, what
(19:36):
are you gonna do when you're a?
Oh, I'm gonna sell shit out ofmy house.
I've been working for a millionyears.
I wake up every day.
My calendar is full.
I'm meeting with people.
I'm meeting with marketingagencies, I'm meeting with reps,
I'm meeting with homeowners,I'm meeting with executives from
the corporate leadership thatare working on different things
with them, and I'm doing allthese meetings from my house.
I don't believe my damn house.
(19:57):
It's weird.
I thank a guest less than for afreaking month these days.
It's weird.
I thank a guest every two days,because I used to be on the
road.
I'd get a point, a calendar.
You get in a car, you drive outthere, you get stood up at the
freaking front porch.
You're banging on the door.
Hey, can I come in and pitchyou?
You hide mine a couch and shit.
I'd tell it with all of thatstuff.
Then you gotta drive anothertwo hours to get to the next one
.
Now it's.
(20:18):
I'm almost spoiled because I doeverything virtually and it's a
game changer.
Speaker 1 (20:23):
I 100% agree, man.
If you would have, by the way,I would not be here today if
someone told me I had to bebelly to belly.
For me, I'm not knocking it.
There's some people in ourcompany we know them who kill it
that way, and that's cool.
I love our company because youcan do whatever lane you want.
For me, there's no leverage,like at all.
If I don't feel like knockingdoors that day, I didn't get
paid and so that's just not myvision, like at all.
(20:45):
I love being able to do this100% virtual.
It's funny.
In my podcast studio the housebehind me, of course I put solar
on.
I'm gonna look at a house.
I'd better have solar on it.
One of my good friends, in casehe listens to this, what I love
, though literally like he's 30yards from me I did his
presentation over Zoom.
Like I'm not breaking my rulesfor nobody.
I wanna be able to do what youjust said.
I wanna be able to walk into myoffice, close the Zoom out in
(21:06):
30 minutes, go back and hang outwith the family man, freaking,
love it you know what the thingis right, and this is something
that just to show like apersonal story.
Speaker 2 (21:13):
Right Before I came to power, right before COVID
happened, right, and I wasknocking doors and closing deals
at the kitchen table.
Now, you're limited to thatbecause you can only go so far
away from your house and you canonly be in one place at one
time.
So when COVID happened, I wasstill knocking doors, but people
were coming to the door with aspace suit on, with gloves on,
(21:35):
and the news was panickingeverybody and that was like you
know to me.
I wasn't really as afraid ofthat as other people, but that's
a whole different conversation.
That's a whole another podcast,bro.
Whole another podcast.
Completely, people weren't.
They'd come to the door, theywouldn't open up the door,
they'd be like, oh my God,panicking and shit.
And I realized I couldn't closethese deals at the kitchen table
anymore or like, got the spaceshield.
It was weird, it was just weirdtime.
(21:56):
But we look back at that inhistory we're gonna say what the
hell were we thinking?
But that's what it is.
But anyway, when that happened,I started booking appointments
and then I had to close them onZoom and I struggled with it in
the beginning.
I'll be straight with you, Istruggled with it.
That's different.
I didn't know how.
It was a difference.
You don't have that vibe.
Like I'm sitting there, I can'tfeel the room Like I can.
When I'm in the room, I couldsee everybody's face here.
(22:18):
If the husband's looking at thewife and then they can face us
at each other.
I can't see that.
So I struggled with it, but Ilearned how to do it.
It's just like another skill.
Now I prefer doing it virtuallybecause now I could sell a deal
in Jersey in the morning.
I could sell a deal in Texas atlunchtime, I could be in
Florida for two o'clock, I couldbe in Connecticut at three
(22:41):
o'clock and I'm not burning anygas.
And this platform really givesyou when you understand how to
leverage it.
The amount of leverage that youhave with this platform is
unlike anything I've ever seenbefore.
So I'm just being by the hornsthat I'm running with as far and
as fast as I can, as many dealsas I can, all over the damn
country, yeah.
Speaker 1 (23:02):
I love your posture, man.
It's something that you can'tteach, but obviously that's why
you're one of the top recruitersas well.
We'll go there in a differentpodcast too.
You're gonna be coming back alot, man.
I think I might just book youcontinuously, but it's posture.
If you're not freaking excitedabout what you do, about your
opportunity, about your company,why is the person whether it's
someone you're trying to get tojoin your business or it's
(23:22):
someone you're selling solar tolike it just doesn't happen?
It does not happen.
You've got to be excited, andif you don't have that, because
you're new, you're not in awinning season.
Borrow it from Anthony, borrowit for myself.
Like it ended up becoming yourown, and I love that.
I gotta ask you a seriousquestion, though, because this
is something I struggled with inthe beginning.
I don't want to say I've curedit, but I'm very curious on your
(23:42):
opinion on this.
How do you handle your timemanagement in terms of the
Mentor Minty program?
Because, man, that's a wholeother job and no one warned me
about that, especially if you doit correctly, and I know both
of us are Talk to me about that.
Man, do you have a set schedule?
Do you have rules?
Speaker 2 (24:00):
So Google calendars right off the bat, like if you
have to have calendarly right.
It's an app that I use andeverything my entire day, every
week, every month.
Everything goes into thecalendar.
Right before, I used to keepeverything on paper and pen and
I would jot it.
When you start getting busylike this, you can't do it.
So, number one, you have to getorganized.
(24:22):
You have to have a system forkeeping all these appointments
that are coming up in yourcalendar organized right, and
Google calendars is a fantastictool for that.
So what I do and in thebeginning what I would do is I
would I spent a lot of my timeprospecting.
I'm.
Prospecting could be either itcould be knocking on doors, it
(24:43):
could be setting up a tent at afarmer's market, whatever the
hell you got to do to prospect,and there's trainings that I go
through, people at differentways of prospecting, stuff that
I've identified throughout theyears.
That works.
So in the beginning, most ofyour time is prospecting.
As you start getting more,better and better at it, then
you spend more of your timeclosing.
So now I'm either most of mytime is spent either closing
(25:07):
homeowners or bringing new repsinto the company.
So that's my calendar is justchock full of people I'm closing
, people I'm bringing in, andnow most of my prospecting if
I'm doing prospecting is donedigitally.
So I have online things,funnels, things like that that
people come in and then theyjust book themselves onto my
calendar for a conversation.
And one of the biggest things,something that I learned in the
(25:28):
beginning of my career is don'twaste your time with people that
don't have the skills.
Don't do it.
They call them soul suckers,right, sometimes you'll come
across people who just wannatalk to, just wanna pick your
brain right, just wanna learnfrom you, and that's fine.
But if they're not going to gowhere I'm looking to get them, I
don't waste my time.
But that's the biggest thing isagain keeping your head down,
(25:51):
keeping your foot on the gas andStaying and knowing what you
need to do.
And that's a hard thing.
In the beginning, you don'tknow what to do.
I know where I want to be, buthow the hell do I get there?
If I'm tell you I want to drivefrom here to Florida, I don't
tell you the roads you're gonnatake to get there.
You're gonna wind up lost.
You know.
You need a map.
You need a road map of where togo, what the next steps are,
(26:12):
and it's the same thing in this.
Speaker 1 (26:14):
Yeah, how many days a week are you running
appointments?
If I wanted to book a book amentor I wanted you to close the
deal for me.
Is it seven days a week?
Is it four days?
What is your schedule?
Speaker 2 (26:22):
Some days it don't work, man.
Some days it's for the family.
I wouldn't even answer my phoneon Sundays.
Good, man, good, but it'susually five to six.
My daughter plays softball, soI like watching my daughter play
softball and kick butt and thetravel teams and stuff, and you
gotta have that balance.
You got to spend time with thefamily too.
For me it's all work five tosix days a week, depending upon
(26:42):
the level of opportunities thatI have for the day.
Speaker 1 (26:45):
What time range is it starting at nine in the morning
, ten in the morning?
Are you going until?
Speaker 2 (26:49):
Yeah, from nine o'clock in the morning to eight
o'clock my calendar is open tobook appointments on oh are you
taking an appointment same day?
Speaker 1 (26:55):
Do you have a buffer on that?
Oh, it's talking aboutmid-mid-tour mentee, not
recruiting.
Speaker 2 (27:01):
Oh yeah, if they want to give me a call or something
like that, then I can certainlyhave a phone call with them or,
if I can see if it's same day, Icould might be able to squeeze
them in for 20 or 30 minutes tojust review a deal with them,
but it's if they're doing likefull presentations.
I'm usually booked out a day ortwo in advance.
Shoot me an email, send me atext message.
I'll get back to you.
I take it very seriously,because the success of my
(27:24):
success doesn't happen by myself.
My success comes from helpingother people succeed, as there's
all of us in this business,right?
You're not.
No one's an island.
You are successful because youhelp other people and, in return
, they help you, right?
It's a crazy concept.
Speaker 1 (27:40):
Yeah, it's coming from contribution, man, and it
applies to everything, by theway, not just solar, I mean, it
truly is the more people youhelp, there's a return.
It's the law of reciprocity.
It just happens.
It's non debatable, right?
The question I get all the timeis how do you get mentored
deals?
And I'm gonna go ahead andanswer a little bit of my
opinion, but I want you to takea deep dive on it.
I think there's two ways.
One is to do what Anthony and Iboth do.
(28:03):
We love it, it's our lovelanguage.
It's introducing our amazingplatform to other people we want
to lock arms with, and so it'sgoing out being a builder,
recruiter, whatever you want tocall it.
And the reason that is becausewhen they come over, whether
they're a solar pro, they stillneed to do one deal with us so
they learn our systems.
If they're not a solar pro,they're gonna be doing three,
five, seven, ten deals with usuntil they learn it and they're
(28:23):
comfortable to break apart andgo do it If that's their vision.
That's their end game.
And so every time you bringsomeone new to the platform, you
are guaranteed deals as amentor, guaranteed, guaranteed
they might not go to you, right.
If you're not great, you're nota great leader.
They had a whole differentconversation too, and the second
way to do it that that I don'thear a lot of people talking
about is Doing what Anthony doesreally well and he's a unicorn,
(28:44):
by the way.
He is one of our top teambuilders, but he also plays the,
the social game, really well,and what I mean by that is he'll
be on our Facebook groupsanswering questions, doing
videos.
He's routinely speaking at ourmonthly events, at our national
events.
He leads the New Jersey Statecall, and so he's always around.
He is always the face of thecompany.
(29:05):
So he I guarantee it, I don'tknow his numbers he wakes up to
deals of people he's never metthat are not even in his
organization.
So there's two ways, and Itouch on that because some
people are like I'm not arecruiter.
Like Anthony, I'll never beable to recruit 10 people a
month.
Cool, can you help 10 people amonth on the national platform?
Because if so, that's anothervehicle, it's another lane to do
it.
Do you agree with what I justsaid?
Any thoughts, feedback on that?
Speaker 2 (29:27):
Everything except one thing, right the people.
People say I'll never be ableto do this, I'll never be able
to do that.
You're right whether you say Ican do this or I can't do that,
you're fucking right either way.
So it's all it means is justthat you haven't learned the
skills necessary To do it.
Yet I'll tell you I can't.
(29:48):
My old, my father owns aconstruction company.
Right, I can't build a house tosave my life, but it doesn't
mean I can't do it.
If I took the time to learn it,then I can do anything.
It's just a matter of you havethese self.
Everybody has this.
We have self limiting beliefsof what we think we can do, what
we think we can't do.
And If you set that governor inyour mind to say that I can do
(30:09):
this, guess what?
You'll find a way to do it.
It's the same thing, and alarge part of my ability to
recruit I learned from BobbySmith.
It was our field president.
He took some time and he taughtme what he was doing To recruit
them.
And I said this guy's killingit and he's willing to take the
time to teach me, probablybecause he saw something in me,
(30:30):
right, and I'd be crazy not tolisten.
So when he started teaching mesome of these tricks and these
skills to recruit Shit man, Igot my notebook out.
I recorded what he taught meand I implemented it and and
it's the same thing with this,it's.
You know, guys that are watchingthis, that are listening to
this podcast, don't think I cando.
I can't do this, because youfucking can.
You just need to put the timein to get there.
(30:53):
You see, everybody looks atlife and you know, as salesmen
or Anywhere in life, you want tobe somewhere.
You have to put the time in.
Everybody wants the success,but very few are willing to put
the time and the effort and thesweat and the blood and the
tears Into getting there.
And that's what separates thewinners from the losers.
If you have no problem bustingyour ass, working 10 hours for
(31:17):
you, you have no problem withthat.
You put in the hard work, theresults will come.
Is it's a law?
The universe, it's just.
If you put the freaking time inand the effort, you will get
what you want out of it.
Like that's the main thing, andguys that are looking at this
and listen.
When I first started in thisbusiness, I said the same thing
to myself.
Right, I saw guys in the frontof the room that would make 30
(31:38):
grand a month and I was likeFuck this, I can't do that these
guys are doing now.
Here I am, I'm crushing themand it's just a matter of it's.
Are you willing to put the timeand effort in Needed to get
make that transformation?
Humans are the only species,only ones, that can rewire their
brain into doing whatever thehell they want.
Use that, because we're theonly ones that can do it.
Speaker 1 (32:00):
Yeah, it's mindset You're, you're 100, right.
The other layer I would add tothat is how bad do you want it?
How bad do you want it?
I'll talk to me personally.
I love this in real estate.
I'm not a closer by by a giftfrom god and that's not what he
gave me, what he didn't.
That wasn't one Like I.
I would freeze, I would stutter, I would start to sweat.
I was like Anthony knockingdoors and 110 degree heat.
I was just super uncomfortable.
(32:21):
But I realized I had big,freaking dreams for my family,
like big, big dreams, yachtsplaying, all like massive dreams
.
And I can't get there if Idon't get uncomfortable every
single day.
So even today this is 13 yearslater I get uncomfortable every
single day.
I put on my shoes and I go towork.
Now I don't have to leave theoffice, which is great, but I
get comfortable every single day.
That's where the magic is,that's where the money is,
(32:42):
that's where the fortune is, bythe way, One of my best mentors
suddenly is to me and it's stuckwith me.
Speaker 2 (32:47):
He said get comfortable with being
uncomfortable.
That's the truth and I'll sharea story with you.
The first deal, or the firstdeal I ever closed it was
actually a pretty large deal andI'll never forget I was at the
kitchen table by myself firstthat closed by myself and my
hands were shaking At the tableas I'm closing the back.
It's the remembering my head,right cleaners.
(33:08):
Of course, my hands werefucking shaking at the table and
I didn't want the homeowners toknow that I was nervous.
So I'm trying to blanket it andtrying to hide it.
And when I got out of thathouse, when I got back in my car
, I drove down the block and hadto pull over and I just
screamed how to let it out Is atthat point that I said to
myself Fuck, I can do this.
(33:28):
Everybody has that coming toJesus moment at some point.
When you're going from yourstruggles and you get that big,
that first success and you gotto get that first success in the
first 30 days when you're inthis business you have to right.
There is no exception.
You have to bust your ass, doyou get it because when you have
that moment, that successmoment, that's when the rewiring
in your brain happens and yousay shit, not that I want to do
(33:51):
this.
I'm going to do this and whenthat happens, you'd be surprised
.
Everything just falls intoplace and that's.
Everybody's capable of that.
Some people think that they can, some people think that they
can't.
No, it's bullshit, you're allcapable of it, you just need to
believe it.
But it's like here and I bringthis up frequently, right,
because any of you guys everwatched the movie the matrix, of
(34:12):
course, like it's down favoritemovie of all time right.
Speaker 1 (34:16):
It's a strong statement, by the way, but wrong
with it All day.
Speaker 2 (34:19):
I could watch that movie over and over again.
But there was one scene when,when neo was fighting the agent
right and morpheus is thateverybody who's fought the
agents had died Right, but neosaid he stood his ground instead
of running and Morpheus saidhe's beginning to believe and
that we all have that innateability in us that when you
(34:41):
believe that you can do it, youcan do it.
And it's the same thing in thisbusiness you just gotta believe
.
And you don't believe, but yougotta surround yourself with the
right people, and once thathappens, that's when the magic
starts to happen.
Speaker 1 (34:55):
Facts, man, facts when.
So one feedback I do get a lotregarding our company and solar
in general, and I know we didn'ttalk about this one at all.
It sounds too good to be true.
What are some challenges?
Is there a challenge with theMentor Menti program?
Is there something that youstruggle with?
Paint that picture for a second.
Speaker 2 (35:11):
So it's not all peaches and cream, right.
Nothing in this business is allunicorns and rainbows.
That land, this fantasy, itdoesn't exist.
Speaker 1 (35:18):
By the way, if someone's telling you that in
their solar, they either haven'tbeen in the business long
enough or they're flat out lying.
One of those two Would you like?
Like 100%?
Speaker 2 (35:27):
It's just not that way.
One of the biggest challengesthat you have is understanding
that once you sign that deal,that's when the work really
begins You're not done.
You sign that deal Now.
You have between 60 and 90 daysbefore that project gets
installed.
You gotta go through your sitesurvey, gotta get your permits,
you gotta go through operation.
(35:47):
You gotta go through all ofthat stuff and oftentimes when a
project gets in, there's gonnabe issues that arise.
They have change orders thatcome up, shit changes, maybe the
design change from what yousold them to what is feasible
now.
I have a project right now thatI'm dealing with where the
project needs color ties inorder to meet structural demands
and there's no access to theroof.
(36:08):
The roof is closed off, so wedon't have to cut the sheetrock
with the color ties and shithappens and you gotta roll with
the punches.
So that's a challenge, becausewhen these things happen, you
need to be ready for them.
Don't think that just when yousign that deal that you're done
and now you're swimming withyour swimming and money.
No, you're a servant.
You are working for thathomeowner.
(36:29):
You have to get that project tothe finish line and whatever is
entailed.
Stay on top of your damnprojects.
That's one of the biggestchallenges that I could say for
the new people when you'recoming in.
That's why it's so important toselect the right mentor,
because just closing the dealisn't enough.
It's not enough.
You have to be able to nurturethat deal, to walk that deal
(36:51):
through.
You may have to have I do afinal design meeting with the
homeowner after a site survey tomake sure that what I sold you
is what we can do, and ifsomething changes we gotta
review it.
And sometimes you have to takea hit on your commission to get
it done where it needs.
This kind of stuff happens.
It's not a paved road, it'suncharted territory and you need
(37:11):
to be ready for that.
Speaker 1 (37:13):
I'll give a different spin on that too, and I agree a
thousand percent witheverything you just said.
One mistake I see, and Ilearned this in real estate, so
I'm passionate about it.
I've never heard anyone here atPower talk about it or at
Recycler in general yet, but weneed to.
I see it a lot with new repstoo, where they'll get a big
deal under contract.
I had one a couple of weeks ago.
It was a $17,000 commissionsplit, split both ways.
(37:33):
A huge deal.
Client won, obviously we won.
It was freaking incredible.
That rep went ghost for the nextmonth and it happens in real
estate all the time.
All of a sudden they'recounting the dollars before it
hits the account and they'relike, ooh, next month I got nine
Gs hitting and they go ghostand literally people with ghost
for two or three months.
I've seen it.
You will never get a pipeline,you will never sustain success.
(37:56):
It's that roller coaster thatAnthony was talking about
earlier If you're not out therebuilding every single day.
And so one of my goals when Iteach is I want people to have
different deals throughout thepipe.
I want people to have and youdefine that, let's call it five
proposals this week, then wehave five deals that we're doing
follow up on.
We have five deals that areunder contract.
We have five deals that aregetting installed, and so every
(38:16):
time you're moving one through,all of a sudden one got
installed.
Who's the next one?
I'm moving into the installcategory, versus it's that I get
one and I just sit back andpray and for it.
Does that make sense?
Speaker 2 (38:26):
No, 110%, man.
And here's the thing right.
And you don't get excited abouta commission check until
install day.
Don't count that damn money.
There's an A in your account,yet there's a lot of shit that
can go wrong.
Somebody can come in and stealyour deal, right.
That can happen too.
What happens if the customercalls you with two months and
says hey, we decided we want tomove and we're going to, we're
(38:49):
going to kibosh the solarproject?
Do not count that money and,worse yet, do not spend that
goddamn money until that projectgets installed.
I installed day.
If I'm doing a local job, I buythe guy's pizza, I go over
there, I'm high-fiving people,I'm talking to the neighbors.
Now I know I'm getting paid.
Now I'm allowed to get excited.
You don't get it until thatjob's getting installed.
Speaker 1 (39:12):
Solid advice.
I hope everyone listens to that.
I'm going to make a TikTokvideo with that because people
need to hear it.
We need to preach that for sure.
A couple more questions thatwill wrap up.
Anthony, I know you're superbusy.
One is and hopefully you don'tmind me asking obviously you are
killing it financially with ourplatform.
Like killing it.
How has that excess and I usethe word excess because I don't
(39:32):
think you could ever have excess, but you're damn close to it
excess in money how has thataffected your personal and
family life?
So?
Speaker 2 (39:39):
here's the, and it's really asking me that because to
me it's not real, like I getwire transfers that come into my
account and I live very humbly.
But for the first time in mylife, really and Seoul has been
able to do this for me is Istart investing, I start putting
money into investment vehicles.
Real estate is one, stocks areanother, alternative investments
(40:02):
.
It's enabled me to invest,whereas in the past I was making
enough to survive, enough topay my bills and stuff, but I
wasn't able to.
If I want to pick up and go toItaly next week, I can book it
on the computer and I'm on aplane tomorrow and I can do, you
know, and it's understandsomething right, and this is
(40:23):
important.
What is?
It's changed my life becauseit's opened up a lot of doors
for me.
But understand, nothing lastsforever.
Nothing lasts forever, right?
So you need to.
I'm very conservative when itcomes to fiscal conservative.
So just to share a personalstory, I was a mortgage broker
when I got out of college.
Up until two years I did notknow that I've been doing sales
(40:43):
my whole life.
I learned very early on thatGod gifted me with three things
right, it was a silver tongue,brass balls and devilish good
looks, and those are the threethings that I learned.
So what I've done with that isI was a mortgage broker and 2008
is some of you guys who knownot to show my age or anything
here the market.
They should hit the fan and thewhole mortgage industry got
wiped out, and I don't see thathappening for solar.
(41:07):
However, things change, right.
In the last six, seven months,we've seen interest rates
because of what the FederalReserve has been doing to what
they say is the combat inflation.
The Federal Reserve is causingthe inflation.
They're the ones fighting theinflation, but it's above my pay
grade, right, that is what itis.
But as they continue raisingthose interest rates, we're
(41:27):
seeing the interest rates on thesolar financing change, right,
so the dynamic is changingcompletely.
Where you're not, a lot ofstates like Texas, like Florida,
like that whole game haschanged.
You're not selling savingsanymore, okay, so understand
that nothing is set in stone.
Interest rates change, dealerfees change.
Look what happened inCalifornia.
Look what happened in NorthCarolina recently.
(41:48):
Right, what these utilitycompanies they're paying, and
there's obviously no proof ofthis, but my complete
speculation is that they'repaying off Politicians because,
god knows, we don't have anycorrupt politicians in this
country, but they're paying,somebody's getting paid off and
the politicians are changing netmetering laws to make it so
uncensored.
Real quick, oh, we're gonna get.
(42:08):
We're gonna go down that rabbithole.
Just understand something,right, guys?
I have no thoughts of suicidewhatsoever.
It's not intentional, right?
But these are things you canknow.
These are things that you needto understand, because the world
that we live in, unfortunately,is not a perfect and not a
clean place, right?
So states are California it wasthe first, north Carolina was
(42:29):
the second.
They're coming offline for solarand that, in addition to rising
interest rates, is changing thedynamic right.
Six months ago, seven monthsago, I could in New Jersey, I
could get you a brand-new roof,a breaker box.
It's still coming 50% less thana damn utility company, because
we're selling a 25 year one,nine, nine.
Those days are gone completely.
So you need to be prepared forthat.
(42:50):
The pitch in the last year haschanged dramatically.
You were selling savings before.
Now you have to sell value andyou have to pivot, and that's
gonna change again.
I pro, I fucking promise youit's gonna change again.
You need to be ready for it.
So don't become like rigid inyour pitch or your approach to
this.
You have to be malleable.
It's going to change.
(43:11):
You need to roll with thepunches.
You need to change with thetimes.
So that's certainly somethingthat you need to be aware of and
it's happened before.
It's gonna happen again.
Like I said, in the mortgageindustry, when the interest
rates change and the marketdropped out, I saw that.
I saw the writing on the walland I went and I started selling
medical equipment, rightbecause I got a phone call on a
Friday.
I was living large.
(43:31):
And then all my deals the bankscalled me on one day cut the
appraisal a hundred grand, cutthis appraisal A hundred grand.
Now those debt to income rationumbers didn't work.
The LTV numbers around a whackwas over 80%, wasn't working
anymore.
So I said I see the tidestarting to go out.
We're gonna realize who's notwearing a bathing suit and who's
naked in the water, and it's.
The same thing is gonna happenin solar.
(43:53):
It's just a matter of when, butright now the sun is shining on
this business, so capitalize onit.
But when it changes, beprepared for it, know what you
need.
Speaker 1 (44:03):
I think that's the a lot there, man, and it's
powerful, like really powerful.
I hope people re listen to thator re watch it.
By the way, I think our YouTubechannel is gonna break when he
called himself devilishlygood-looking Everyone who's
listening.
Let me go see what this issaying.
Let him know in the comments.
But no, that was funny, thoughthe everything you just summed
up, though man it to me.
What kind of was blinking neonlights?
If you will?
(44:23):
I guess over here is it's thedifference between amateur.
Professional.
Amateurs are anchored, asCharles Thompson says, to one
way of doing it.
That's the only way.
Professionals are evolving withthe economy, they're evolving
with politics, they're evolvingwith the company, with the
seasons, with everything.
You're constantly gettingbetter.
You're not married to onetactic, because, to your point,
it could change at any time.
Man, it really could.
(44:43):
And closing and I know youreally just touched on this, I
don't know if there's anythingelse you'd want to add, but what
advice would you have forsomeone brand-new listening
who's thinking about starting acareer in solar?
I'm thinking go for it.
Speaker 2 (44:55):
It's.
There's a lot, but for someonewho's just thinking about it,
the best advice that I can giveyou is pick the right mentor,
pick the right people tosurround yourself with, because
if you pick the wrong person toteach you, you're gonna have a
bad experience.
So, before you jump into this,make sure you surround yourself
(45:17):
with the right people.
That's the best thing I couldgive you, because I've worked at
companies in the past where youwere just a number and nobody
gave a shit.
And then I've worked atcompanies where I've made
friends and I'm still friendswith some of these guys for life
because I, you, you, youattached to them and you learn
from these guys, your mentors,and that can mean the whole
difference in the world.
Because Pick the right peopleto surround yourself with.
(45:40):
That is the Most importantadvice that I could give someone
who's who wants to get intothis business.
Make sure that you're not onlythat that you get along with
them, but that your morals alignwith that person.
Because the solar industry, I'llbe honest with you, is the wild
west.
There was no regulation.
This business yeah, there wereguys that will fucking lie
(46:00):
through their teeth to peoplejust to get a deal On the board.
Do you want to, do you want toalign yourself with guys like
that?
It's shortly.
You want, maybe you'll make acouple bucks, but it's
short-lived.
Find the people that have thegood morals, that have the track
record, that have the successrecord, and follow success.
Don't try to reinvent the wheel.
Speaker 1 (46:19):
Powerful man, really powerful, I.
I can't say thank you enoughfor taking time out of your day
to be here.
How do people get in contactwith you?
Speaker 2 (46:27):
You can get in contact with me.
I'll put my.
I'll put my contact informationin here, my email address.
If you're on the power platform, you can.
You can look me up.
I'm pretty dead me.
Just look the leaderboards.
Speaker 1 (46:36):
I'm easy to find there Right type in good-looking
person, you'll find them.
Speaker 2 (46:40):
But I'm pretty easy to reach out to and I'll put my
contact oh on here if anybodywants to reach out to me.
If you guys have questions, youcan shoot me an email text or
can you call.
You can reach me at.
My email is clean energyadvisor seven at gmailcom.
Feel free to shoot me an emailthere and you could find me on
on Facebook.
They could send me a messagethere.
Personal information I'll sharethat with people that I know
(47:03):
because I don't know.
Yeah.
Speaker 1 (47:04):
I'll throw some of the contact in the description.
Man, I got you, but once again,man, thank you so much.
I'll speak for our audiencehere.
You killed it.
Some of my key takeaways are andI knew this about you, but it's
different one-on-one like thisit's your posture, man, it's
your energy, it's your mindset,it's your belief on what you're
doing and how you're helpingpeople, whether it's homeowners
or it's salespeople, newentrepreneurs that you're
(47:25):
bringing on to the platform.
Keep leading from the front,man.
You're your breath of fresh air.
I'm honored to be in businesswith you.
I'm honored to be your friend.
I mean, I don't say thatlightly, but once again, thank
you so much.
I hope everyone enjoyed this.
I I hope you did.
I hope everyone is well.
The biggest thing we can ask asa favor because we do this for
free at a contribution to giveback is to share the podcast,
(47:47):
share the YouTube channel, like,comment, anything else you can
do to help get our message outthere so we can impact and lead
more people.
We're grateful for each andeveryone.
If you hope, you guys all havea fantastic day and we'll talk
soon you.
Hello, welcome to another episode of Solar Sales
Uncensored.
I am your host, aaron Browning,and I am so excited for today's
conversation.
I have none other than MrAnthony DePiro and we are going
to take a deep dive oneverything regarding the mentor
program over at Power Solar.
There is no better guest Icould have, as he is almost
(00:23):
every single month rated numberone on so many categories, but
especially the mentor category.
I want to share a little bit ofhis stats for anybody that
hasn't had the privilege ofmeeting this individual.
He is an eight year solar vet.
He calls New Jersey home.
That is his primary market,although through our amazing
platform, he is able to serviceand sell across 22, 24 states I
(00:44):
lose track now because we'readding so many every single
month he's already done morethan 500 personal installations.
Talk about a mic drop rightthere.
He was a former top sales repover at Sun Run and Sun Power
and he is now our top solarsales rep, anthony.
How the heck are you, my friend?
I'm doing good, aaron.
Good morning man.
(01:04):
How's everything?
Life is good man.
Life is freaking amazing.
Let me rephrase that man I'mblessed, I'm fired up for this
conversation.
I know that you meet thedefinition, not only being a top
salesperson, but alsouncensored man.
You're going to bring that NewJersey to this podcast.
We're excited, man.
That's what we do.
Speaker 2 (01:24):
I'm super honored and humbled to be here.
Aaron, I want to thank you forgiving me the opportunity in
this platform to really share myexperiences in the solar
industry and what it's reallydone to change my life from
where I was before to where I'mat now, and how this opportunity
can do that because, and thetruth be told, our industry is
really in its infancy stage.
This is going to continuehappening for the next at least
(01:46):
10 years.
It couldn't be a better time toget into this business.
Speaker 1 (01:50):
I totally agree, man.
That could be a whole podcastright there about timing,
because you are so right, man,so right.
Let's circle back to the mentorprogram.
For those that and, by the way,I want to be clear on this
Usually we don't talk a lotabout our company, which is
power, it's very hard to talkabout this mentor program and
not mention it.
This is going to appeal to.
It could be someone alreadywith our amazing company and
(02:13):
they're trying to figure out howto leverage the mentor-mentee
program relationship.
This could also be someone froma different company that's
trying to figure out how we'redoing what we're doing, how to
mirror it, how to buildsomething similar where you're
at.
So I want to make sureeverybody sticks around.
But, anthony, if you don't mind, the birds I view, what is the
mentor-mentee program over atour company?
Speaker 2 (02:31):
Sure, so the mentor program is something different
at this company than any othersolar company that I've ever
seen.
That right.
So the mentor as a mentor, as atier three mentor.
The way it works is when youstart off with this company, if
you have more than one year'sworth of solar experience, you
have to close one deal beforeyou can move up to a tier two.
And then, as a tier two, youhave to close five personal
(02:54):
deals before you can become atier three mentor.
Right, as a tier three mentor,now other reps on the platform
can select you to essentiallyclose their deal right Now.
The power this company has a lotof people in it, but the
experience varies.
There's not many people thathave this kind of level of
(03:14):
experience, whether it be doingpresentations or closing deals,
things like that.
So, as a new rep, the owners ofthe company really understood
what they were doing, because asa new rep, you may not know how
to do a presentation to ahomeowner.
So you can then select any tierthree mentor that you want on
the platform to do your salespresentation with you.
Now, the benefits of this isthat, one, you get someone who
(03:36):
knows what they're doing to doyour presentation, and two you
get to earn while you'relearning.
So all you're doing as a tierone rep is you're setting
somebody up, you're lining up anappointment for somebody to
close.
Now, for me, what I do is Idesign the system for you, we
adjust the pricing, we selectthe equipment and then I'm going
to do the whole presentationwith the homeowner and, as a
(03:59):
tier one or so, you're splittingthat commission 50-50.
So you're getting to learn fromsomeone whose experience has
closed many deals.
You're getting to learn thepitch, the cadence, the tonality
, all that stuff that goes intogetting that deal from.
Hey, let's let, this is a goodidea, let's talk about it.
So let's get that deal on theboard and signed.
But that's what your mentorreally does.
Speaker 1 (04:22):
I love that and there's a lot to unpack there.
One is one of my favoritesayings when I'm talking to new
reps is the earn while you learnprogram.
That's literally what I call it.
I go and give the cliff notesthere too.
It's huge and I'll talk aboutfrom a personal experience.
I'm just about a year into mysolar journey.
That's a rookie man.
That's new.
What I fell in love with thisplatform was the mentor-mentee
(04:42):
relationship in the program,because I'm used to that in real
estate Over at Keller Williamsand EXP, which is very similar
to our model.
It's the same thing.
I love that.
I love that I can join aplatform like this, know nothing
about solar, collect a utilitybill and make four to six grand
Like that.
My cut like that blew my mind.
I was like oh baby, I'm madefor this.
I didn't have to go learneverything.
Speaker 2 (05:02):
If you think about it , where else can you do that?
And it's legal.
Speaker 1 (05:07):
Okay.
By the way, it's funny.
You say that I got to rep myteam.
He's probably been with me fourto five months now His first
month with us.
This is crazy to share.
His first month he earned97,000 in commission.
I know it's an anomaly.
I'm not here to say it toeverybody.
I still get text from this guyonce a week saying Aaron, aaron,
are you sure this is legal?
Which is?
Speaker 2 (05:27):
so amazing.
You know something when I, itwasn't always like this, cause
when I first started in thebusiness, I didn't know anything
.
I started with a company thatwas going door to door and I
wasn't doing my own pricing, Iwasn't designing my own deal.
Somebody was doing it for meand I had.
They always kept us in the dark.
They treated us.
When you start with most solarcompanies, you're treated like a
(05:47):
mushroom.
You're kept in the dark andyou're fed horseshit, right.
And when you're doing that, ifyou're not doing your own
pricing, and these guys don'twant to explain to you how a red
line works, how a price perwatt works, how any of these
things work, because they'reskimming off of your damn deal.
So I was selling jobs at muchhigher prices and I was making
peanuts on the deal.
(06:07):
But what?
One of the things that I'vereally liked the most about this
platform is the fact that it'scompletely transparent.
Everybody's selling on the sameprice and most of the time, our
price, our cost per goods, isaround $2 a watt.
Sometimes it's under $2 a watt.
Most guys red lines are 250 tobetween $250 and $3 a watt is
where they're selling at, sowe're coming in with a huge
(06:30):
price advantage which helps.
Speaker 1 (06:31):
Since you went there, we got a touch on that.
Can we talk about the quicklythe difference between red line
and what we're doing?
Speaker 2 (06:36):
Sure.
So again, I've been in thebusiness a long time, right,
I've been on the rep side, I'vebeen on the management side.
A red line model works whereessentially you're selling a job
at a price let's just say it's$2.50.
That means, let's say you havea 10 kilowatt deal and you're
selling it at $2.50, that the 10kilowatts means 10,000 watts at
(06:58):
$2.50.
That means it's a $25,000project.
That's your cost.
Anything above that you keep,anything below that 250 line the
company keeps.
So you have no idea where theirpricing is, what kind of
equipment they're using.
They're nothing.
They just say, hey, here's thedeal, go sell it and you're
going to make $300 a kilowatt,or sometimes they'll put you at
(07:19):
320, 330 and they'll give you afixed rate.
We're essentially those guys whoare hosting those parties.
On Friday they have the pizzaparties on Friday.
They give you bagels.
On Saturday they give you highfives when you walk in the
office.
They're loving you becauseyou're making their yacht
payments right, you're makingtheir car, you're paying their
damn mortgage and you have noidea.
But when you really startdiving into this, what makes the
(07:40):
difference between that and thecost of goods is that you are
given a transparent bill ofreceipt for what everything
costs on the project.
There's nobody with their damnhand in your pocket, which is
what really got my attentionwith this.
Because now when you realize itand you compare what you're
doing with another solar companyversus the way this model works
, you realize how much moneyyou're leaving on the damn table
(08:02):
.
And then you say to yourselfthat guy who hosts those parties
on Friday, who gets his wholeroute up, what does he really
bring into the table?
Is there really value he'sbringing to the table?
What the hell do I need him?
Speaker 1 (08:13):
for, yeah, you start to question it.
It's funny you say that too.
It's one of the reoccurringthemes and conversations I have
with solar pros from othercompanies.
When they lock arms with us,they're like I don't want to be
malicious here, but almost likethey feel like they were lied to
.
They had no idea how much moneywas generated for everyone else
in the company.
And I hear that all thefreaking time.
(08:34):
Man, I really do.
Back to the mentor Good.
Speaker 2 (08:37):
I'll say this with some of the companies that I've
worked at in the past is ithelped make me what I am now?
Love that, A lot of thattraining?
I was there for a reason and,as you look at my resume, I
switched companies a couple oftimes because the more I learned
, I started looking for betteropportunities.
Where can I keep more of thelion's share of the profit here?
And then when I found thisbusiness model, I said you're
(09:00):
not going to beat this becauseyou're keeping 70% and that's
what really got my attention.
But just give me a little bitof my background.
Speaker 1 (09:07):
Yeah, I love that what you just said too.
It's funny.
I made a video yesterday onthis topic about as leaders, we
have to make a world big enoughfor talent in our organizations
to want to stay and play, andthat's really what you just went
through.
You outgrew it as you startedto grow from company to company,
you broke the model, you brokethe system and you finally found
a home, which is really cool.
One thing I do want to take adeep dive on regarding the
(09:28):
mentor mentee program is yourthought, your opinion, on the
difference between a mentor anda closer.
That's a good question.
Speaker 2 (09:37):
A mentor is going to train you right, not just close
your deals for you.
I don't want you to just cometo me and say, hey, can you
close this deal for me?
The goal is I want to teach youhow to fish.
That's what a mentor is.
I can give you a fish and feedyou for a day, or I can teach
you how to tie the knot on thehook and teach you what kind of
bait to use and all that kind ofstuff and where to go, how to
(09:59):
read the tides.
That's what you really need tolearn in this business.
That's the difference, which issomeone who's just going to
close your deal and someonewho's going to teach you what to
look for, how to qualify them,how to do the sales pitch, how
to overcome the objections, andteach you how to do it yourself.
My goal is and this took me along time to realize, but my
(10:21):
goal is to duplicate myself.
That's where a lot of peoplestruggle with.
In the beginning, I didn't wantto do that.
In the beginning, I wanted tokeep all this stuff inside.
I don't want to share this withanybody.
Then the field president andthe company, bobby Smith.
I had a couple of conversationswith him over a couple of
months and he really opened upmy eyes to the value of
duplication, because you canonly be in one place at one time
(10:43):
, whereas if you can startbuilding a team and you can
teach people these skills listento me on it these are hunting
skills.
That's what you're learninghere for.
That's what you're here for.
I want to learn how to frigginhunt.
I don't want anybody doing itfor me.
When you can start teachingpeople that, that's when they're
loyal to you.
They come back to you.
You develop relationships, youdevelop friendships.
(11:05):
This is now your inner circleand you're making your own inner
circle here.
That's the difference.
Speaker 1 (11:11):
I love that.
The other cool thing about thisplatform, though, that I found
in my limited time and you canshed light on it in your expert
opinion there are some peoplethat want to close her.
I realized that there are somepeople that don't want to learn
it.
They're fine, just bird dog ina utility bill, tagging Anthony
and letting Anthony do his thing.
Somebody want to hop on thezoom with us.
You know what I mean.
They're fine making that fourto six grand.
(11:32):
They're cut and never having totouch the file again.
I do love that.
That's something I had to learnthe hard way, to be honest with
you.
I was here for the mentorprogram and, unfortunately, the
first two I tagged and it was myfault, not theirs.
They were closers.
It didn't move my journey oflearning this game, learning the
solar space.
It didn't move that ball downthe field because they were just
closing the deal.
Yeah, I got paid.
It was the earn program.
(11:54):
It wasn't the earn.
While you learn Now part ofwhat I do at my mentees, I ask
where are you in that journey?
You want to see behind thecurtain, which is I know what
you do.
Really well, I love that man.
I think your definition wasspot on.
How often are you gettingtagged in the deal?
Speaker 2 (12:07):
right now, I'm booked two, three days out.
I'm doing anywhere from five toseven presentations a day.
It's not all just solar pitches.
A lot of the times it's guysthat I've brought onto the
platform that ask me for help,but they want to do it on their
own.
A lot of times, when I sharethis stuff freely with people,
with the servant, you want toget what you want in life, you
(12:29):
got to help other people getwhat they want.
So, facts, I help people, Itrain them, I teach them stuff.
Again, where I see success iswhen I bring somebody on my team
and they don't need me anymore.
My goal is to replace myself.
I want to teach you to replaceme as quickly as I possibly can.
So I get a lot of people thattag me as a mentor and I get a
(12:51):
lot of people that are new tothis business, that are coming
in, that want to learn.
It's hard.
Sometimes I do a lot ofpresentations.
Sometimes there's a lot offollow-up.
There's a lot of things that areinvolved in this business that
you don't see behind the scenesYou're dealing with.
It's called the solar coaster.
You have extreme highs, right?
I closed a $10,000 deal lastweek.
I'm freaking, swimming in money.
It's great.
And then you have extreme lows.
(13:12):
You get your teeth kicked in acouple of times.
You got to learn how to rollwith the punches with this.
That's some of the hardestthings, because some people,
when they get their butt kickedthe first time, they roll over
and they die.
They're the same for you.
Speaker 1 (13:25):
I'll tell you straight up, dude, we're
preaching man.
I say it louder for the peoplein the back.
I did not struggle with thatand I think it's because of real
estate.
It is the exact same thing.
I say it on every podcast.
This solar game reminds me ofreal estate 20 years ago.
It just really does the sameups and downs of you, can you?
Speaker 2 (13:41):
see that that is completed.
Solar documents.
That just came in the guy whojust signed his deal right, Love
it All day.
Those are the emails you wantto get.
Love it, man.
Speaker 1 (13:54):
Okay, so you're running five to seven mentor
mentee appointments.
What I love about that?
I really want to paint thepicture and be uncensored on
this.
Those are deals that you didn'tgo hunt.
Those are deals and now,depending on the relationship
with the person, we can talkabout that in a second, but
those are inbox deals.
You're waking up every morningsaying, hey, good morning,
anthony, hope you slept well.
Here are seven deals that weneed your help.
(14:15):
We need your help.
Mentoring.
Is that correct?
Speaker 2 (14:18):
A lot of them.
Yeah, yeah.
I mean I understand something,though it doesn't happen
overnight.
I didn't just start and all ofa sudden, everybody come.
People come to me because rightnow not to my own horn, but
right now I'm the number one,tier three, closure on the
platform.
It's probably the reason whyyou wanted to chat with me,
right?
Because I'm a person.
People see that, hey, thisguy's a killer.
I want him doing mypresentation.
(14:39):
So I get a lot of people thatsee me because I'm on the
leaderboards and I'm just, andfor me it's crazy, like it's
almost surreal to me, becausefor me I'm just sorry, but for
me I just keep my head down, Ikeep my foot on the gas and I
just keep going.
I've got blinders on, liketunnel vision, like where's the
next deal?
I got that first deal in, let'sgo get the next deal, and
(15:01):
that's what you need to have.
And before you know it, youpick your head up and you look
around and you go, holy shit,how did I get here?
And that's the key to.
The key to the kingdom is tojust keep your head down, stay
focused and just keep hustling.
Speaker 1 (15:15):
Yeah, man, it's facts , it just is.
Speak to the audience about whois your ideal mentee.
What are some traits?
So what are you looking for inthat perfect mentee relationship
?
Speaker 2 (15:25):
So mostly I want someone who's hungry, right.
You don't specifically need tohave incredible closing sales
techniques, because anybody canbe taught that.
Some people have a naturalability to do it.
Some people need to be taughtright.
But somebody who's hungry,who's humble and who's coachable
.
That is the main thing, becausea lot of the times, people come
(15:47):
into this business and maybethey were doing something else,
a different business orsomething, and they've got an
ego right.
Understand, check your ego atthe door.
Whatever you were doingbeforehand, whether it worked,
whether it didn't work, this isa new venture, so you're pretty
much you're starting off as ajourney, then it's my goal to
get you to be a leader of yourown.
So check the ego at the door.
(16:10):
Listen, I've been there, man.
I've gotten my ass kicked moretimes than I can count, but I
keep coming.
That stuff doesn't bother meand that's the main mentality
you've got to have when you wantto get into this business.
Understand you're going to getyour teeth kicked in in the
beginning.
It's gonna happen.
It happened to me.
I started off knocking doorsright here in New Jersey,
central Jersey Park, and youknow what I got good at it and
(16:32):
the crazy thing was.
It was summertime.
I was walking around in my car,in my truck I had two thermos
packed to the brim with icebecause I was sweating like a
pig.
Out there knocking on doors, Iplayed myself with deodorants I
didn't want to stink at thedoors.
I was sweating like a pig and Igot good at it and what
happened was like I startedbuilding on that and I became to
a point where I didn't want toknock on doors anymore.
(16:54):
I knew that in the back of myhead as I'm going through the
next door, I'm smiling, I'mgetting the appointments, I'm
getting the bills, but I didn'twant to knock on doors forever.
Right now I'm really good at it, I can do it, but I don't have
to do it.
But I would tell everybody andthe lessons that I learned from
knocking doors and buildingmyself up really is what helped
me get to be where I'm at how tohave those conversations, how
(17:16):
to scout out those houses, whatto look for.
Now it's and I'm really divinginto this but the whole digital
marketing thing is really takingoff has really changed my
business and working with theright people.
But before you get people thatwant to work with you, you have
to do it yourself.
You have to earn that right toget there.
Nobody wants to work withsomeone who hasn't been
(17:36):
successful.
People want to work.
They people follow success.
It leaves success leaves clues.
You want to see what othersuccessful people have done and
just to give you like a littlebit of what helped me In the
beginning, I had five mentorswhen I first started at one of
the companies that I worked at,and what I did was I learned a
little bit from this guy, alittle bit from this guy, a
little bit from this guy.
(17:57):
I would go on thesepresentations with them.
I would go to the doors withthese guys and I'd say, okay,
what is this guy doing?
It's working.
All right, let me go, I'm gonnarecord what he's saying.
I want to take notes, listen tothem.
Then I'd go with another guy,record what he's doing at the
doors, and then I took all ofthat and I blended it into my
own words, my own verbiage andstuff and I made that from
opening a deal to closing a deal.
(18:17):
Those are the two parts that Itell people in this business.
Focus on opening a deal, becausethat's where you're gonna,
that's where the start is.
You got to learn how to open.
Everybody wants to learn how toclose.
Right, I want to know how toclose.
How do I close a deal?
Everybody wants to do it, butdon't put the.
Don't put the cart before thehorse.
If you learn how to open a deal, the closing will come
naturally right.
So focus on what to look forhow to scout them, how to have
(18:39):
those conversations, how to bookthat appointment.
Get that done.
Focus on that first, and then,once you get good at that, we'll
start.
You'll start learning how toclose them.
Speaker 1 (18:49):
Love it, man.
By the way, audience, whetheryou're on YouTube or the
traditional podcast, let us knowin the comments If you want to.
I'm gonna go and put them onblast.
If you want him to come back totalk about strategies on
opening that deal, I literallyjust made a note.
That's how you know you linedup the right guest.
I know, anthony, we're onleadership stuff together.
I'm taking notes.
I'm taking notes.
So let's blow up the chat taghim.
Let's bring him back for thatCause we don't have time for it
(19:11):
today.
But oh my gosh, that would be astraight value add.
Speaker 2 (19:15):
How do you go for hours with you guys, man?
This is something I'mpassionate about.
I enjoy this.
You see it.
You know what I mean.
Somebody told me once if youlike what you do, you'll never
work a day in your life.
And that's the crazy thing is,when I look at this and just to
paint the picture for some ofyou guys that listen to this, I
don't leave my damn house.
It's weird to say, if you wouldask me when I was a kid, what
(19:36):
are you gonna do when you're a?
Oh, I'm gonna sell shit out ofmy house.
I've been working for a millionyears.
I wake up every day.
My calendar is full.
I'm meeting with people.
I'm meeting with marketingagencies, I'm meeting with reps,
I'm meeting with homeowners,I'm meeting with executives from
the corporate leadership thatare working on different things
with them, and I'm doing allthese meetings from my house.
I don't believe my damn house.
(19:57):
It's weird.
I thank a guest less than for afreaking month these days.
It's weird.
I thank a guest every two days,because I used to be on the
road.
I'd get a point, a calendar.
You get in a car, you drive outthere, you get stood up at the
freaking front porch.
You're banging on the door.
Hey, can I come in and pitchyou?
You hide mine a couch and shit.
I'd tell it with all of thatstuff.
Then you gotta drive anothertwo hours to get to the next one
.
Now it's.
(20:18):
I'm almost spoiled because I doeverything virtually and it's a
game changer.
Speaker 1 (20:23):
I 100% agree, man.
If you would have, by the way,I would not be here today if
someone told me I had to bebelly to belly.
For me, I'm not knocking it.
There's some people in ourcompany we know them who kill it
that way, and that's cool.
I love our company because youcan do whatever lane you want.
For me, there's no leverage,like at all.
If I don't feel like knockingdoors that day, I didn't get
paid and so that's just not myvision, like at all.
(20:45):
I love being able to do this100% virtual.
It's funny.
In my podcast studio the housebehind me, of course I put solar
on.
I'm gonna look at a house.
I'd better have solar on it.
One of my good friends, in casehe listens to this, what I love
, though literally like he's 30yards from me I did his
presentation over Zoom.
Like I'm not breaking my rulesfor nobody.
I wanna be able to do what youjust said.
I wanna be able to walk into myoffice, close the Zoom out in
(21:06):
30 minutes, go back and hang outwith the family man, freaking,
love it you know what the thingis right, and this is something
that just to show like apersonal story.
Speaker 2 (21:13):
Right Before I came to power, right before COVID
happened, right, and I wasknocking doors and closing deals
at the kitchen table.
Now, you're limited to thatbecause you can only go so far
away from your house and you canonly be in one place at one
time.
So when COVID happened, I wasstill knocking doors, but people
were coming to the door with aspace suit on, with gloves on,
(21:35):
and the news was panickingeverybody and that was like you
know to me.
I wasn't really as afraid ofthat as other people, but that's
a whole different conversation.
That's a whole another podcast,bro.
Whole another podcast.
Completely, people weren't.
They'd come to the door, theywouldn't open up the door,
they'd be like, oh my God,panicking and shit.
And I realized I couldn't closethese deals at the kitchen table
anymore or like, got the spaceshield.
It was weird, it was just weirdtime.
(21:56):
But we look back at that inhistory we're gonna say what the
hell were we thinking?
But that's what it is.
But anyway, when that happened,I started booking appointments
and then I had to close them onZoom and I struggled with it in
the beginning.
I'll be straight with you, Istruggled with it.
That's different.
I didn't know how.
It was a difference.
You don't have that vibe.
Like I'm sitting there, I can'tfeel the room Like I can.
When I'm in the room, I couldsee everybody's face here.
(22:18):
If the husband's looking at thewife and then they can face us
at each other.
I can't see that.
So I struggled with it, but Ilearned how to do it.
It's just like another skill.
Now I prefer doing it virtuallybecause now I could sell a deal
in Jersey in the morning.
I could sell a deal in Texas atlunchtime, I could be in
Florida for two o'clock, I couldbe in Connecticut at three
(22:41):
o'clock and I'm not burning anygas.
And this platform really givesyou when you understand how to
leverage it.
The amount of leverage that youhave with this platform is
unlike anything I've ever seenbefore.
So I'm just being by the hornsthat I'm running with as far and
as fast as I can, as many dealsas I can, all over the damn
country, yeah.
Speaker 1 (23:02):
I love your posture, man.
It's something that you can'tteach, but obviously that's why
you're one of the top recruitersas well.
We'll go there in a differentpodcast too.
You're gonna be coming back alot, man.
I think I might just book youcontinuously, but it's posture.
If you're not freaking excitedabout what you do, about your
opportunity, about your company,why is the person whether it's
someone you're trying to get tojoin your business or it's
(23:22):
someone you're selling solar tolike it just doesn't happen?
It does not happen.
You've got to be excited, andif you don't have that, because
you're new, you're not in awinning season.
Borrow it from Anthony, borrowit for myself.
Like it ended up becoming yourown, and I love that.
I gotta ask you a seriousquestion, though, because this
is something I struggled with inthe beginning.
I don't want to say I've curedit, but I'm very curious on your
(23:42):
opinion on this.
How do you handle your timemanagement in terms of the
Mentor Minty program?
Because, man, that's a wholeother job and no one warned me
about that, especially if you doit correctly, and I know both
of us are Talk to me about that.
Man, do you have a set schedule?
Do you have rules?
Speaker 2 (24:00):
So Google calendars right off the bat, like if you
have to have calendarly right.
It's an app that I use andeverything my entire day, every
week, every month.
Everything goes into thecalendar.
Right before, I used to keepeverything on paper and pen and
I would jot it.
When you start getting busylike this, you can't do it.
So, number one, you have to getorganized.
(24:22):
You have to have a system forkeeping all these appointments
that are coming up in yourcalendar organized right, and
Google calendars is a fantastictool for that.
So what I do and in thebeginning what I would do is I
would I spent a lot of my timeprospecting.
I'm.
Prospecting could be either itcould be knocking on doors, it
(24:43):
could be setting up a tent at afarmer's market, whatever the
hell you got to do to prospect,and there's trainings that I go
through, people at differentways of prospecting, stuff that
I've identified throughout theyears.
That works.
So in the beginning, most ofyour time is prospecting.
As you start getting more,better and better at it, then
you spend more of your timeclosing.
So now I'm either most of mytime is spent either closing
(25:07):
homeowners or bringing new repsinto the company.
So that's my calendar is justchock full of people I'm closing
, people I'm bringing in, andnow most of my prospecting if
I'm doing prospecting is donedigitally.
So I have online things,funnels, things like that that
people come in and then theyjust book themselves onto my
calendar for a conversation.
And one of the biggest things,something that I learned in the
(25:28):
beginning of my career is don'twaste your time with people that
don't have the skills.
Don't do it.
They call them soul suckers,right, sometimes you'll come
across people who just wannatalk to, just wanna pick your
brain right, just wanna learnfrom you, and that's fine.
But if they're not going to gowhere I'm looking to get them, I
don't waste my time.
But that's the biggest thing isagain keeping your head down,
(25:51):
keeping your foot on the gas andStaying and knowing what you
need to do.
And that's a hard thing.
In the beginning, you don'tknow what to do.
I know where I want to be, buthow the hell do I get there?
If I'm tell you I want to drivefrom here to Florida, I don't
tell you the roads you're gonnatake to get there.
You're gonna wind up lost.
You know.
You need a map.
You need a road map of where togo, what the next steps are,
(26:12):
and it's the same thing in this.
Speaker 1 (26:14):
Yeah, how many days a week are you running
appointments?
If I wanted to book a book amentor I wanted you to close the
deal for me.
Is it seven days a week?
Is it four days?
What is your schedule?
Speaker 2 (26:22):
Some days it don't work, man.
Some days it's for the family.
I wouldn't even answer my phoneon Sundays.
Good, man, good, but it'susually five to six.
My daughter plays softball, soI like watching my daughter play
softball and kick butt and thetravel teams and stuff, and you
gotta have that balance.
You got to spend time with thefamily too.
For me it's all work five tosix days a week, depending upon
(26:42):
the level of opportunities thatI have for the day.
Speaker 1 (26:45):
What time range is it starting at nine in the morning
, ten in the morning?
Are you going until?
Speaker 2 (26:49):
Yeah, from nine o'clock in the morning to eight
o'clock my calendar is open tobook appointments on oh are you
taking an appointment same day?
Speaker 1 (26:55):
Do you have a buffer on that?
Oh, it's talking aboutmid-mid-tour mentee, not
recruiting.
Speaker 2 (27:01):
Oh yeah, if they want to give me a call or something
like that, then I can certainlyhave a phone call with them or,
if I can see if it's same day, Icould might be able to squeeze
them in for 20 or 30 minutes tojust review a deal with them,
but it's if they're doing likefull presentations.
I'm usually booked out a day ortwo in advance.
Shoot me an email, send me atext message.
I'll get back to you.
I take it very seriously,because the success of my
(27:24):
success doesn't happen by myself.
My success comes from helpingother people succeed, as there's
all of us in this business,right?
You're not.
No one's an island.
You are successful because youhelp other people and, in return
, they help you, right?
It's a crazy concept.
Speaker 1 (27:40):
Yeah, it's coming from contribution, man, and it
applies to everything, by theway, not just solar, I mean, it
truly is the more people youhelp, there's a return.
It's the law of reciprocity.
It just happens.
It's non debatable, right?
The question I get all the timeis how do you get mentored
deals?
And I'm gonna go ahead andanswer a little bit of my
opinion, but I want you to takea deep dive on it.
I think there's two ways.
One is to do what Anthony and Iboth do.
(28:03):
We love it, it's our lovelanguage.
It's introducing our amazingplatform to other people we want
to lock arms with, and so it'sgoing out being a builder,
recruiter, whatever you want tocall it.
And the reason that is becausewhen they come over, whether
they're a solar pro, they stillneed to do one deal with us so
they learn our systems.
If they're not a solar pro,they're gonna be doing three,
five, seven, ten deals with usuntil they learn it and they're
(28:23):
comfortable to break apart andgo do it If that's their vision.
That's their end game.
And so every time you bringsomeone new to the platform, you
are guaranteed deals as amentor, guaranteed, guaranteed
they might not go to you, right.
If you're not great, you're nota great leader.
They had a whole differentconversation too, and the second
way to do it that that I don'thear a lot of people talking
about is Doing what Anthony doesreally well and he's a unicorn,
(28:44):
by the way.
He is one of our top teambuilders, but he also plays the,
the social game, really well,and what I mean by that is he'll
be on our Facebook groupsanswering questions, doing
videos.
He's routinely speaking at ourmonthly events, at our national
events.
He leads the New Jersey Statecall, and so he's always around.
He is always the face of thecompany.
(29:05):
So he I guarantee it, I don'tknow his numbers he wakes up to
deals of people he's never metthat are not even in his
organization.
So there's two ways, and Itouch on that because some
people are like I'm not arecruiter.
Like Anthony, I'll never beable to recruit 10 people a
month.
Cool, can you help 10 people amonth on the national platform?
Because if so, that's anothervehicle, it's another lane to do
it.
Do you agree with what I justsaid?
Any thoughts, feedback on that?
Speaker 2 (29:27):
Everything except one thing, right the people.
People say I'll never be ableto do this, I'll never be able
to do that.
You're right whether you say Ican do this or I can't do that,
you're fucking right either way.
So it's all it means is justthat you haven't learned the
skills necessary To do it.
Yet I'll tell you I can't.
(29:48):
My old, my father owns aconstruction company.
Right, I can't build a house tosave my life, but it doesn't
mean I can't do it.
If I took the time to learn it,then I can do anything.
It's just a matter of you havethese self.
Everybody has this.
We have self limiting beliefsof what we think we can do, what
we think we can't do.
And If you set that governor inyour mind to say that I can do
(30:09):
this, guess what?
You'll find a way to do it.
It's the same thing, and alarge part of my ability to
recruit I learned from BobbySmith.
It was our field president.
He took some time and he taughtme what he was doing To recruit
them.
And I said this guy's killingit and he's willing to take the
time to teach me, probablybecause he saw something in me,
(30:30):
right, and I'd be crazy not tolisten.
So when he started teaching mesome of these tricks and these
skills to recruit Shit man, Igot my notebook out.
I recorded what he taught meand I implemented it and and
it's the same thing with this,it's.
You know, guys that are watchingthis, that are listening to
this podcast, don't think I cando.
I can't do this, because youfucking can.
You just need to put the timein to get there.
(30:53):
You see, everybody looks atlife and you know, as salesmen
or Anywhere in life, you want tobe somewhere.
You have to put the time in.
Everybody wants the success,but very few are willing to put
the time and the effort and thesweat and the blood and the
tears Into getting there.
And that's what separates thewinners from the losers.
If you have no problem bustingyour ass, working 10 hours for
(31:17):
you, you have no problem withthat.
You put in the hard work, theresults will come.
Is it's a law?
The universe, it's just.
If you put the freaking time inand the effort, you will get
what you want out of it.
Like that's the main thing, andguys that are looking at this
and listen.
When I first started in thisbusiness, I said the same thing
to myself.
Right, I saw guys in the frontof the room that would make 30
(31:38):
grand a month and I was likeFuck this, I can't do that these
guys are doing now.
Here I am, I'm crushing themand it's just a matter of it's.
Are you willing to put the timeand effort in Needed to get
make that transformation?
Humans are the only species,only ones, that can rewire their
brain into doing whatever thehell they want.
Use that, because we're theonly ones that can do it.
Speaker 1 (32:00):
Yeah, it's mindset You're, you're 100, right.
The other layer I would add tothat is how bad do you want it?
How bad do you want it?
I'll talk to me personally.
I love this in real estate.
I'm not a closer by by a giftfrom god and that's not what he
gave me, what he didn't.
That wasn't one Like I.
I would freeze, I would stutter, I would start to sweat.
I was like Anthony knockingdoors and 110 degree heat.
I was just super uncomfortable.
(32:21):
But I realized I had big,freaking dreams for my family,
like big, big dreams, yachtsplaying, all like massive dreams
.
And I can't get there if Idon't get uncomfortable every
single day.
So even today this is 13 yearslater I get uncomfortable every
single day.
I put on my shoes and I go towork.
Now I don't have to leave theoffice, which is great, but I
get comfortable every single day.
That's where the magic is,that's where the money is,
(32:42):
that's where the fortune is, bythe way, One of my best mentors
suddenly is to me and it's stuckwith me.
Speaker 2 (32:47):
He said get comfortable with being
uncomfortable.
That's the truth and I'll sharea story with you.
The first deal, or the firstdeal I ever closed it was
actually a pretty large deal andI'll never forget I was at the
kitchen table by myself firstthat closed by myself and my
hands were shaking At the tableas I'm closing the back.
It's the remembering my head,right cleaners.
(33:08):
Of course, my hands werefucking shaking at the table and
I didn't want the homeowners toknow that I was nervous.
So I'm trying to blanket it andtrying to hide it.
And when I got out of thathouse, when I got back in my car
, I drove down the block and hadto pull over and I just
screamed how to let it out Is atthat point that I said to
myself Fuck, I can do this.
(33:28):
Everybody has that coming toJesus moment at some point.
When you're going from yourstruggles and you get that big,
that first success and you gotto get that first success in the
first 30 days when you're inthis business you have to right.
There is no exception.
You have to bust your ass, doyou get it because when you have
that moment, that successmoment, that's when the rewiring
in your brain happens and yousay shit, not that I want to do
(33:51):
this.
I'm going to do this and whenthat happens, you'd be surprised
.
Everything just falls intoplace and that's.
Everybody's capable of that.
Some people think that they can, some people think that they
can't.
No, it's bullshit, you're allcapable of it, you just need to
believe it.
But it's like here and I bringthis up frequently, right,
because any of you guys everwatched the movie the matrix, of
(34:12):
course, like it's down favoritemovie of all time right.
Speaker 1 (34:16):
It's a strong statement, by the way, but wrong
with it All day.
Speaker 2 (34:19):
I could watch that movie over and over again.
But there was one scene when,when neo was fighting the agent
right and morpheus is thateverybody who's fought the
agents had died Right, but neosaid he stood his ground instead
of running and Morpheus saidhe's beginning to believe and
that we all have that innateability in us that when you
(34:41):
believe that you can do it, youcan do it.
And it's the same thing in thisbusiness you just gotta believe
.
And you don't believe, but yougotta surround yourself with the
right people, and once thathappens, that's when the magic
starts to happen.
Speaker 1 (34:55):
Facts, man, facts when.
So one feedback I do get a lotregarding our company and solar
in general, and I know we didn'ttalk about this one at all.
It sounds too good to be true.
What are some challenges?
Is there a challenge with theMentor Menti program?
Is there something that youstruggle with?
Paint that picture for a second.
Speaker 2 (35:11):
So it's not all peaches and cream, right.
Nothing in this business is allunicorns and rainbows.
That land, this fantasy, itdoesn't exist.
Speaker 1 (35:18):
By the way, if someone's telling you that in
their solar, they either haven'tbeen in the business long
enough or they're flat out lying.
One of those two Would you like?
Like 100%?
Speaker 2 (35:27):
It's just not that way.
One of the biggest challengesthat you have is understanding
that once you sign that deal,that's when the work really
begins You're not done.
You sign that deal Now.
You have between 60 and 90 daysbefore that project gets
installed.
You gotta go through your sitesurvey, gotta get your permits,
you gotta go through operation.
(35:47):
You gotta go through all ofthat stuff and oftentimes when a
project gets in, there's gonnabe issues that arise.
They have change orders thatcome up, shit changes, maybe the
design change from what yousold them to what is feasible
now.
I have a project right now thatI'm dealing with where the
project needs color ties inorder to meet structural demands
and there's no access to theroof.
(36:08):
The roof is closed off, so wedon't have to cut the sheetrock
with the color ties and shithappens and you gotta roll with
the punches.
So that's a challenge, becausewhen these things happen, you
need to be ready for them.
Don't think that just when yousign that deal that you're done
and now you're swimming withyour swimming and money.
No, you're a servant.
You are working for thathomeowner.
(36:29):
You have to get that project tothe finish line and whatever is
entailed.
Stay on top of your damnprojects.
That's one of the biggestchallenges that I could say for
the new people when you'recoming in.
That's why it's so important toselect the right mentor,
because just closing the dealisn't enough.
It's not enough.
You have to be able to nurturethat deal, to walk that deal
(36:51):
through.
You may have to have I do afinal design meeting with the
homeowner after a site survey tomake sure that what I sold you
is what we can do, and ifsomething changes we gotta
review it.
And sometimes you have to takea hit on your commission to get
it done where it needs.
This kind of stuff happens.
It's not a paved road, it'suncharted territory and you need
(37:11):
to be ready for that.
Speaker 1 (37:13):
I'll give a different spin on that too, and I agree a
thousand percent witheverything you just said.
One mistake I see, and Ilearned this in real estate, so
I'm passionate about it.
I've never heard anyone here atPower talk about it or at
Recycler in general yet, but weneed to.
I see it a lot with new repstoo, where they'll get a big
deal under contract.
I had one a couple of weeks ago.
It was a $17,000 commissionsplit, split both ways.
(37:33):
A huge deal.
Client won, obviously we won.
It was freaking incredible.
That rep went ghost for the nextmonth and it happens in real
estate all the time.
All of a sudden they'recounting the dollars before it
hits the account and they'relike, ooh, next month I got nine
Gs hitting and they go ghostand literally people with ghost
for two or three months.
I've seen it.
You will never get a pipeline,you will never sustain success.
(37:56):
It's that roller coaster thatAnthony was talking about
earlier If you're not out therebuilding every single day.
And so one of my goals when Iteach is I want people to have
different deals throughout thepipe.
I want people to have and youdefine that, let's call it five
proposals this week, then wehave five deals that we're doing
follow up on.
We have five deals that areunder contract.
We have five deals that aregetting installed, and so every
(38:16):
time you're moving one through,all of a sudden one got
installed.
Who's the next one?
I'm moving into the installcategory, versus it's that I get
one and I just sit back andpray and for it.
Does that make sense?
Speaker 2 (38:26):
No, 110%, man.
And here's the thing right.
And you don't get excited abouta commission check until
install day.
Don't count that damn money.
There's an A in your account,yet there's a lot of shit that
can go wrong.
Somebody can come in and stealyour deal, right.
That can happen too.
What happens if the customercalls you with two months and
says hey, we decided we want tomove and we're going to, we're
(38:49):
going to kibosh the solarproject?
Do not count that money and,worse yet, do not spend that
goddamn money until that projectgets installed.
I installed day.
If I'm doing a local job, I buythe guy's pizza, I go over
there, I'm high-fiving people,I'm talking to the neighbors.
Now I know I'm getting paid.
Now I'm allowed to get excited.
You don't get it until thatjob's getting installed.
Speaker 1 (39:12):
Solid advice.
I hope everyone listens to that.
I'm going to make a TikTokvideo with that because people
need to hear it.
We need to preach that for sure.
A couple more questions thatwill wrap up.
Anthony, I know you're superbusy.
One is and hopefully you don'tmind me asking obviously you are
killing it financially with ourplatform.
Like killing it.
How has that excess and I usethe word excess because I don't
(39:32):
think you could ever have excess, but you're damn close to it
excess in money how has thataffected your personal and
family life?
So?
Speaker 2 (39:39):
here's the, and it's really asking me that because to
me it's not real, like I getwire transfers that come into my
account and I live very humbly.
But for the first time in mylife, really and Seoul has been
able to do this for me is Istart investing, I start putting
money into investment vehicles.
Real estate is one, stocks areanother, alternative investments
(40:02):
.
It's enabled me to invest,whereas in the past I was making
enough to survive, enough topay my bills and stuff, but I
wasn't able to.
If I want to pick up and go toItaly next week, I can book it
on the computer and I'm on aplane tomorrow and I can do, you
know, and it's understandsomething right, and this is
(40:23):
important.
What is?
It's changed my life becauseit's opened up a lot of doors
for me.
But understand, nothing lastsforever.
Nothing lasts forever, right?
So you need to.
I'm very conservative when itcomes to fiscal conservative.
So just to share a personalstory, I was a mortgage broker
when I got out of college.
Up until two years I did notknow that I've been doing sales
(40:43):
my whole life.
I learned very early on thatGod gifted me with three things
right, it was a silver tongue,brass balls and devilish good
looks, and those are the threethings that I learned.
So what I've done with that isI was a mortgage broker and 2008
is some of you guys who knownot to show my age or anything
here the market.
They should hit the fan and thewhole mortgage industry got
wiped out, and I don't see thathappening for solar.
(41:07):
However, things change, right.
In the last six, seven months,we've seen interest rates
because of what the FederalReserve has been doing to what
they say is the combat inflation.
The Federal Reserve is causingthe inflation.
They're the ones fighting theinflation, but it's above my pay
grade, right, that is what itis.
But as they continue raisingthose interest rates, we're
(41:27):
seeing the interest rates on thesolar financing change, right,
so the dynamic is changingcompletely.
Where you're not, a lot ofstates like Texas, like Florida,
like that whole game haschanged.
You're not selling savingsanymore, okay, so understand
that nothing is set in stone.
Interest rates change, dealerfees change.
Look what happened inCalifornia.
Look what happened in NorthCarolina recently.
(41:48):
Right, what these utilitycompanies they're paying, and
there's obviously no proof ofthis, but my complete
speculation is that they'repaying off Politicians because,
god knows, we don't have anycorrupt politicians in this
country, but they're paying,somebody's getting paid off and
the politicians are changing netmetering laws to make it so
uncensored.
Real quick, oh, we're gonna get.
(42:08):
We're gonna go down that rabbithole.
Just understand something,right, guys?
I have no thoughts of suicidewhatsoever.
It's not intentional, right?
But these are things you canknow.
These are things that you needto understand, because the world
that we live in, unfortunately,is not a perfect and not a
clean place, right?
So states are California it wasthe first, north Carolina was
(42:29):
the second.
They're coming offline for solarand that, in addition to rising
interest rates, is changing thedynamic right.
Six months ago, seven monthsago, I could in New Jersey, I
could get you a brand-new roof,a breaker box.
It's still coming 50% less thana damn utility company, because
we're selling a 25 year one,nine, nine.
Those days are gone completely.
So you need to be prepared forthat.
(42:50):
The pitch in the last year haschanged dramatically.
You were selling savings before.
Now you have to sell value andyou have to pivot, and that's
gonna change again.
I pro, I fucking promise youit's gonna change again.
You need to be ready for it.
So don't become like rigid inyour pitch or your approach to
this.
You have to be malleable.
It's going to change.
(43:11):
You need to roll with thepunches.
You need to change with thetimes.
So that's certainly somethingthat you need to be aware of and
it's happened before.
It's gonna happen again.
Like I said, in the mortgageindustry, when the interest
rates change and the marketdropped out, I saw that.
I saw the writing on the walland I went and I started selling
medical equipment, rightbecause I got a phone call on a
Friday.
I was living large.
(43:31):
And then all my deals the bankscalled me on one day cut the
appraisal a hundred grand, cutthis appraisal A hundred grand.
Now those debt to income rationumbers didn't work.
The LTV numbers around a whackwas over 80%, wasn't working
anymore.
So I said I see the tidestarting to go out.
We're gonna realize who's notwearing a bathing suit and who's
naked in the water, and it's.
The same thing is gonna happenin solar.
(43:53):
It's just a matter of when, butright now the sun is shining on
this business, so capitalize onit.
But when it changes, beprepared for it, know what you
need.
Speaker 1 (44:03):
I think that's the a lot there, man, and it's
powerful, like really powerful.
I hope people re listen to thator re watch it.
By the way, I think our YouTubechannel is gonna break when he
called himself devilishlygood-looking Everyone who's
listening.
Let me go see what this issaying.
Let him know in the comments.
But no, that was funny, thoughthe everything you just summed
up, though man it to me.
What kind of was blinking neonlights?
If you will?
(44:23):
I guess over here is it's thedifference between amateur.
Professional.
Amateurs are anchored, asCharles Thompson says, to one
way of doing it.
That's the only way.
Professionals are evolving withthe economy, they're evolving
with politics, they're evolvingwith the company, with the
seasons, with everything.
You're constantly gettingbetter.
You're not married to onetactic, because, to your point,
it could change at any time.
Man, it really could.
(44:43):
And closing and I know youreally just touched on this, I
don't know if there's anythingelse you'd want to add, but what
advice would you have forsomeone brand-new listening
who's thinking about starting acareer in solar?
I'm thinking go for it.
Speaker 2 (44:55):
It's.
There's a lot, but for someonewho's just thinking about it,
the best advice that I can giveyou is pick the right mentor,
pick the right people tosurround yourself with, because
if you pick the wrong person toteach you, you're gonna have a
bad experience.
So, before you jump into this,make sure you surround yourself
(45:17):
with the right people.
That's the best thing I couldgive you, because I've worked at
companies in the past where youwere just a number and nobody
gave a shit.
And then I've worked atcompanies where I've made
friends and I'm still friendswith some of these guys for life
because I, you, you, youattached to them and you learn
from these guys, your mentors,and that can mean the whole
difference in the world.
Because Pick the right peopleto surround yourself with.
(45:40):
That is the Most importantadvice that I could give someone
who's who wants to get intothis business.
Make sure that you're not onlythat that you get along with
them, but that your morals alignwith that person.
Because the solar industry, I'llbe honest with you, is the wild
west.
There was no regulation.
This business yeah, there wereguys that will fucking lie
(46:00):
through their teeth to peoplejust to get a deal On the board.
Do you want to, do you want toalign yourself with guys like
that?
It's shortly.
You want, maybe you'll make acouple bucks, but it's
short-lived.
Find the people that have thegood morals, that have the track
record, that have the successrecord, and follow success.
Don't try to reinvent the wheel.
Speaker 1 (46:19):
Powerful man, really powerful, I.
I can't say thank you enoughfor taking time out of your day
to be here.
How do people get in contactwith you?
Speaker 2 (46:27):
You can get in contact with me.
I'll put my.
I'll put my contact informationin here, my email address.
If you're on the power platform, you can.
You can look me up.
I'm pretty dead me.
Just look the leaderboards.
Speaker 1 (46:36):
I'm easy to find there Right type in good-looking
person, you'll find them.
Speaker 2 (46:40):
But I'm pretty easy to reach out to and I'll put my
contact oh on here if anybodywants to reach out to me.
If you guys have questions, youcan shoot me an email text or
can you call.
You can reach me at.
My email is clean energyadvisor seven at gmailcom.
Feel free to shoot me an emailthere and you could find me on
on Facebook.
They could send me a messagethere.
Personal information I'll sharethat with people that I know
(47:03):
because I don't know.
Yeah.
Speaker 1 (47:04):
I'll throw some of the contact in the description.
Man, I got you, but once again,man, thank you so much.
I'll speak for our audiencehere.
You killed it.
Some of my key takeaways are andI knew this about you, but it's
different one-on-one like thisit's your posture, man, it's
your energy, it's your mindset,it's your belief on what you're
doing and how you're helpingpeople, whether it's homeowners
or it's salespeople, newentrepreneurs that you're
(47:25):
bringing on to the platform.
Keep leading from the front,man.
You're your breath of fresh air.
I'm honored to be in businesswith you.
I'm honored to be your friend.
I mean, I don't say thatlightly, but once again, thank
you so much.
I hope everyone enjoyed this.
I I hope you did.
I hope everyone is well.
The biggest thing we can ask asa favor because we do this for
free at a contribution to giveback is to share the podcast,
(47:47):
share the YouTube channel, like,comment, anything else you can
do to help get our message outthere so we can impact and lead
more people.
We're grateful for each andeveryone.
If you hope, you guys all havea fantastic day and we'll talk
soon you.
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