September 12, 2023 • 42 mins
Real Talk: Want to know what it takes to crush it in solar sales from anywhere in the world? Get ready for an adrenaline-packed ride with the legend himself, Wally Arida, the mastermind behind Wally World's global solar dominance. Here's the raw, unfiltered blueprint: From pounding the pavement to ruling the online space. Overcome those classic objections, leverage cutting-edge tools, and seal the deal. Time to get an insider look at the strategies that made Wally a behemoth in the game. Dive in, get your playbook, and remember - success waits for no one. Hit that subscribe button and level up!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Hello, hello, welcome to another episode of Solar
Sales Uncensored.
I am your host, aaron Browning,and I know I say it every week
how fired up I am, but I'mreally, really excited about
today's episode.
This has been several weeks,and not months, into the making.
I am bringing on the closinggoat.
That is literally what I callhim.
(00:21):
He doesn't know it, he'sprobably.
I see him smiling now ear toear.
His name is Wally Areta.
He is known as Wally World.
He is the top solar closerreally worldwide, for sure
inside of the United States andI say worldwide because he now
lives overseas and is closingdeals daily for the US across I
don't know 22, 24 states, justkilling it, and I'm really
(00:42):
excited to have him on.
He is going to take a deep diveon everything closing.
That is a topic I hear himtrain on a lot and I know for
many people it's over their head.
They just think closing is justtaking an order.
He does it so much better thanthat, so much more thorough than
that.
We're going to spend a lot oftime on that.
We're also going to talk abouthow he runs a virtual solar
business Virtual, yes, I saidthat correctly.
(01:04):
All of his appointments areeither over Zoom or over the
phone, many of them lately.
He's running in a differentcountry, so that applies to any
of you.
You retired of beating thestreets.
You're tired of knocking doors.
You want to have control ofyour schedule.
Tune in for today's episodebecause it promises to deliver
without further ado.
Wally World, how the heck areyou, my friend?
Speaker 2 (01:23):
I'm better than most, Not as good as others, but it's
a wonderful life man.
Speaker 1 (01:27):
I love that man.
I love that, obviously, I'veheard you train a lot.
We just bumped shoulders acouple of days ago at our
national convention.
We both shared some stage time,which was awesome.
What I love about you is yourenergy man.
You are smiling from ear to ear.
I think it is contagious, andso I want to lead with that man.
Keep doing that, keep being you.
But if you don't mind, foranyone that hasn't heard of you,
which I know is probably areally small group, can you give
(01:49):
us, like your 60-secondbackground, just a little bit of
tidbits more about you?
If you don't mind, solar, butI'll get to that in a bit.
Speaker 2 (01:55):
Yeah, of course I built businesses and I built
five or six different successfulbusinesses from scratch and
then sold them Good exitstrategy.
I'm also a gourmet chef.
I love cooking.
I love wine.
People that know me know I lovewine and you probably see, if
you go to a Jamaica La Winery,wilson Creek, you'll probably
see me there every weekend whenI'm in the US and I was just
(02:17):
there two days ago.
So I love cooking, I love goodfood, I love good wine and I've
also been a lot of people don'tknow.
I've also been in the shootingindustry for a long time.
For about 30-something yearsI've been a competitive pistol
shooter.
I do speed shooting and forpeople the rush of speed
shooting is like the rush ofclosing a sale.
(02:38):
That's the reason I'm in it.
When that timer goes up, beepand you're trying to do
everything to the best of yourability excellent, on demand
that's the art of closing andyou got to just deliver.
So that's what I'm mostpassionate about.
Speaker 1 (02:52):
I love it.
Speaker 2 (02:53):
I'm here just living the island life.
Speaker 1 (02:55):
I love it.
So island life.
Where is home now?
I know you're in Californiaright now because of convention,
but where do you call homenowadays?
Speaker 2 (03:02):
Home right now is home today is in the Philippines
.
Love it.
I'm from Southern California.
I moved to LA in 1983.
Young kid I moved to LA with$600 in my pocket.
I was an immigrant $600.
No job, no family, no place tostay.
I started at the bottom rung.
Most of you guys probably didthe same thing.
(03:23):
They're doing the same thing.
So I built myself from scratch.
And now here I am, 40 yearslater.
Exactly 40 years later from1983.
I now live in the Philippinesand from the Philippines I'm
selling my selling solar to theUS.
I run a virtually 100%operation.
That's incredible.
(03:44):
It's different Time zone is 15hours different, like right now
it's four in the morning in thePhilippines.
Speaker 1 (03:49):
Wow, I love it.
And in the Philippines, I heardyou say at convention, in one
of the little side meetings wewere in, that you're building a
house there.
I believe yes.
Speaker 2 (03:59):
So finally, because me and my wife are from the
Philippines, we would come goevery year just to go on
vacation.
So we'd go for three or fourweeks and go back.
And now we switched it.
Now we live there and we goback here in like two or three
weeks, every six or seven monthsor so.
So we basically lived there andlast year is when we decided
(04:21):
it's really an interesting storyI was at the beach last year
Because prior to last year, theinfrastructure in the
Philippines was really bad.
There's no internet.
It got so bad in previous yearsthat when I got back to the US
my email exploded with 10,000emails coming in.
They never got in when I was inthe Philippines.
It's two years ago.
So last year was the first timethat we actually found out
(04:45):
there's internet on thePhilippines.
I was in the beach and we werejust ready to go and head out
and go island hopping, becausethat's what you do in the
Philippines you go to the beach,you get on the boat and then
you island hop the whole day,just jump from one island to the
other, jump in the water andjust have a great time.
I told my wife we got an hourand a half.
Let me just do a quick zoomcall See if this works.
(05:05):
So I zoomed and I freakingclosed the deal.
Man, Of course you did.
Man, I said, gosh, there'sinternet.
So when my wife came, you done,I thought we were just checking
emails.
I said, no, honey, I closed thedeal, we jumped in.
And when you go on vacation onan island boat and it's an extra
(05:26):
nice feeling when you just made$7,000 just two hours before so
I go in.
And then the next day I saidlet me try another one.
And I kept doing this every dayand by the end of the week I
had five deals, so the one a day.
And then that's when we knowI've had a conversation.
I said the reason we always tryto get back to LA is I got to
(05:47):
get back to work.
I've been working.
Do we really need to go back?
Oh, I love it.
And she said let's extend it.
So our two week vacation gotextended and extended.
We ended up staying threemonths.
Wow, and I was just doing thison vacation, selling Zoom on the
phone.
And then, when I got back afterthree months and it's time for
the quarterly announcement whothe top guys are in power and
(06:12):
I'm with power, if you guysdon't know, and our CEO's,
jonathan Buds.
So every three months he doesthis and we announced that the
top guy, top seller for powerfor the last quarter is I can't
believe, it's freaking.
Well, you're from halfwayaround the world.
I was number one selling fromthe Philippines, love it.
And I said this is crazy.
That's when we decided to buyland last year, so we bought 60
(06:34):
acres of land and he said we'regoing to live here.
Now.
We bought 60 acres ofrainforest and the rainforest,
the property is on a decenthighway, but it's 60 acres of
rainforest land with a river ofwaterfalls.
This place is heaven.
I'm so fortunate to have this.
Speaker 1 (06:51):
But that was last year.
I love it and I know that manyof our audience is going to be
listening to the podcast.
Make sure you go to YouTube andcheck it out, Because when he
talks about this property, hissmile got so big he was lit up.
But it's very well deserved.
I want to jump in because Iknow we have a lot of people who
are going to be asking a ton ofquestions blowing up the chat
on this.
Wally, how did you get startedat Solar?
So I know you mentioned youwent to the US.
(07:12):
You've owned several businesses.
Obviously you do very well foryourself, but why Solar?
Speaker 2 (07:16):
I was in between businesses.
I just sold the last one.
So after about six months ofnot doing anything, I just
needed something to do andsomebody sent me a message, a
random message.
Think from Lincoln, you want tolook into Solar, there's
something here, we havesomething going on.
So I went in for an interview,not knowing what it is.
(07:36):
I didn't know what Solar was, Iwas just curious.
So I said, oh, oh, that's whatSolar.
I had zero idea what Solar was.
I don't know what a Solar panelis.
I don't even know what theSolar system of the roof looks
like Because, frankly, I wasn'tlooking.
So when they interviewed me,they said oh, you got good
background, let's bring you in,we'll start your door knocking.
(07:56):
They had me door knocking, mewith a cabillion hours of
experience in closing, and theyhad me door knocking.
So I went in the drill just tolearn what was going on.
It was a couple hours a day, soI was door knocking, then
getting leads and giving theleads out to whoever was going
to close them.
My job was a door knock, that'sit.
So I was walking maybe three,four hours a day and just door
(08:18):
knocking.
I made a little bit commissionand then a percentage in
everything that they sold.
After about two weeks, threeweeks of door knocking, I was
saying none of my deals areclosing.
So they asked me to go with oneof the guys just to see how he
closes the deal.
This closer and he was.
We were in the table and he wastrying to close the deal and
I'm kicking him in the shinunder the table.
(08:38):
I said go close the freakingdeal, man.
This guy's ready to buy andyou're not doing anything.
And after that experience Iwent back to the company and
said I can't do door knocking.
If they're not going to closemyself, let me just close the
sale.
So they got me closing sale andthen I became the top rep in
that company in the whole stateof California.
I was writing one deal a day.
Speaker 1 (09:00):
What company was that ?
Speaker 2 (09:01):
I was with Freedom Forever, gotcha okay, and I was
working with a sub dealer ofFreedom Forever and I was their
top rep and I was closing onedeal a day, sometimes two deals,
sometimes three deals a day.
Branted.
They were giving leads, whichis great.
I got two to four leads a day.
I would close.
I would say 56, 70% of my deals.
Speaker 1 (09:23):
Wow, that's awesome.
What type of income was that atthat place?
Speaker 2 (09:26):
Back in the day, not very much, man.
On our plan we were making like$500.
I'd be lucky to make $1,500 anda deal, and you're killing them
closing everything, yeah.
But you come home with two dealsclosed and made $1,000, well,
that's not bad $1,000 a day.
But I call it monopoly money.
And if you guys are in solar,it's monopoly money because it's
(09:46):
income that you think youcommission, you think you'll be
making, but they're not incomeuntil they actually install and
get paid.
So it's to me it's monopolymoney.
But still, when you make$40,000, $50,000, $60,000 in
monopoly money every month,that's good monopoly money,
right it's.
Eventually they become sales.
You just don't know whatpercentage should come sales.
So that's how it started.
I just started door knocking.
So if you guys out there saydoor knocking good, yeah, door
(10:10):
knocking is good, I did it I'mone of the top closest in the
country when I joined solar andI did door knock and I was a
king of door knocking, I wasteaching people how to knock on
doors in the two, two or threeweeks I was doing that.
By the second or third day,fourth day, I was teaching
people how to door knock becauseI will always go home with
three or four new leads for theday.
It's incredible, man, threehours of door knocking.
Speaker 1 (10:31):
So from freedom did you transition to power?
Were there any gaps in between?
Speaker 2 (10:34):
There was a gap in between.
I moved around to differentsmaller solar companies just
trying to see what I wanted todo.
And then I was in thePhilippines, again on vacation.
I wasn't with power yet andCOVID hit.
I was in the Philippines andCOVID hit.
I almost wasn't not able to flyback because it was slowing
(10:57):
down all the airports.
And then, finally, when I wasable to go back, I got in at the
last flight out of Asia.
It's, after that, the close offplace for six months.
And when I got here, everyone'sfreaking out, right the toilet
paper thing.
Everybody was freaking out andI'm the same.
I didn't know what's going tohappen, so I was not making any
(11:18):
revenue, I wasn't going, Iwasn't doing anything and there
was no zoom yet or not yet.
And then one of the companiesthat I worked for last, we had
good conversation to see youknow, and they kept telling me
people are home now, they have alot of electric bills and
you're perfect.
You've done solar selling,online selling, before that.
I've done online selling beforemy other businesses.
(11:40):
Just, this is like five orseven years before COVID and he
said why don't you try it?
Give it a shot.
I gave it a shot.
So I started selling for him.
And then, as I was selling forthat small solar company,
alongcom's Freedom, the guysthat I used to work for work
with reach out to me and saidwe're all here now you guys
(12:01):
should come and join us.
And I couldn't get wrapped mymind around that red line model.
I really can't.
I can't say how come this isbetter than this red line.
I know exactly what I'm makingand finally I decided yes, I'll
jump in.
I jumped in and here I am, alittle over two years later.
I have never been in home sinceCOVID.
Everything's 100% sale.
(12:23):
It's funny.
One guy called me, one ladycalled me from close to where I
live here in the US, in ourhouse, and they live like a mile
away and they wanted me to goin their home to explain solar
to them.
And I just made this reallycrazy excuse.
It's COVID I don't want you toget sick, let's just do this on
Zoom and we just zoom.
And she signed anyway.
So to me, closing on Zoom isactually gives me a higher close
(12:45):
ratio.
Speaker 1 (12:47):
So I have 100% agree and we're going to talk about
why.
But I'm going to beat yourstory.
It's the one thing I can beatyou on.
I'm looking at my office, myneighbor's house.
I put solar on his house.
If I'm going to stare at itfrom my office, we can talk
across the deck, he goes come onover.
I said, nope, it's going to beon Zoom, I'm a mile away and
you're right.
Yeah, but it's everything.
You just said I can control theenvironment.
(13:08):
Yes, I can control everything.
I got all my charts if I needthem.
I just I feel more comfortableand so I'm so glad you said that
you have a conversation likethis, where you're looking at me
and I'm looking at you.
Speaker 2 (13:19):
I got your full attention.
Speaker 1 (13:21):
Correct, correct.
I 100% agree.
I know some people get stuck inthat.
Oh, I don't know how to closeonline.
I think you got to learn it.
There's subtle changes, butonce you do, it's game over.
Let's talk about closing.
So you mentioned that when youstarted door knocking, it was
your first experience.
You were already a closer.
Where did you sharpen thoseclosing skills before?
Speaker 2 (13:38):
First of all I want to make everybody understand
that closers are not born.
Totally agree, you have tolearn the skill of closing.
So I've been.
First time I learned aboutclosing was 1984.
I was just brand new in the USand I didn't know how to sell.
I just got into my buddy saidlet's go go watch this guy, he's
(13:58):
amazing.
So we went to the LA ConventionCenter I think it was like $150
to $200 to get in and it wasfull.
It was over a thousand, twothousand people there and the
guy's thing was Tom Hopkins.
Tom Hopkins is to me the guru.
He's older now.
The Jeremy Miners, they're theup and coming, but they're all
grandchildren of Tom Hopkins.
(14:18):
Everything that you hear fromthe Jeremy Miners I've been
hearing from Tom Hopkins for 40years.
I go there and he's talkingabout all this stuff and I said,
oh man, oh, that's how you sayit.
I didn't have no idea, I wasjust fresh from the islands.
And then finally, when he ended, he offered a class.
I think it was $2,500 to jointhat small class of about 20
(14:41):
people who will sit with themand just be totally trained.
I went to my wife then I saidlook, $2,500 is about just what
we have in the bank.
If you let me do this, I thinkit's going to be good.
So we did.
I bought in that $2,500, puteverything in the bank and
(15:02):
learned closing thoroughly.
I even bought the tapes, thevideotapes at that time, 25
videotapes and I memorized andwatched those and just kept
going and learning.
And that's how I learned it.
Tom Hopkins teaches you hismantra and I put this on all my
stuff too Is that I hang on.
Speaker 1 (15:23):
I'm doing a drag at blank here, but you're talking
about the mantra that he teachesyou and you put it on all your
marketing stuff.
Speaker 2 (15:29):
Anyway, he said I am not judged by the number of
times I fail, but by the numberof times I succeed.
The number of times I succeedis in direct proportion to the
number of times I can fail andkeep trying.
Ooh, love that man.
Think about that, love that.
That's the mantra of the closer.
You can knock on doors all thetime you want, and then I call
(15:51):
it the thank you for the dollar.
You heard that.
Thank you for a dollar, yep,yep.
So it takes you 10 doors to getone appointment and the first
door slam.
That means you got to spend adollar to get to that 10th door
to make that one appointment.
So if somebody slams a door onyou, I just smile back and I say
, oh love, thank you for thedollar.
And then you move on to thenext one and the next one.
(16:12):
Thank you for the dollar, thankyou for the dollar.
Speaker 1 (16:14):
Yeah, it's mindset, it's a mindset.
Speaker 2 (16:16):
It really is and I know it's not sexy.
Speaker 1 (16:18):
People want that magic pill and I wish Wally
could give you one.
But he's turning a negative,getting a door slam, getting a
no, into a positive because heknows I know he made that number
up on his 10th one it's goingto be payday and so for him his
mindset was wrapped around a hamone one closer, ham two closer,
ham three closer.
I love that.
The other thing I heard you say, and I want to make sure our
audience gets it $2,500 backthen in the 80s is a lot of
(16:40):
money, my friend.
I want to make sure that's notlost or any of the youngins
watching this or listening.
If I had to guess the number,that could be 10 to $15,000,
$12,000 that he invested andwant to be clear.
He invested it in himself andhis business.
That was his savings.
So everyone sitting there waswaiting for a coaching program.
No, they know something theyneed to do and it's our last two
grand, last three grand.
This is what happens whenyou're with the right people and
(17:02):
you invest in yourself andyou're willing to invest in your
business so that you can takeit to the next level, and I love
that.
You shared that, man.
Speaker 2 (17:08):
I really really do.
You have that knowledge andthen you build into your
personality and you starttraining yourself.
Like today, you don't have tospend $2,500.
You can go YouTube and startwatching those three videos on
different guys teaching you howto close, you just need to learn
exactly what the techniques are, because it's universal, it's
all the same.
Speaker 1 (17:29):
That's why the podcast is here.
We're here to helpentrepreneurs, man, you're here
to.
By the way, wally does this forfree, just to pour in.
That's his belief, that's hismantra, so you guys and gals are
able to take notes and figureout exactly what he's doing.
Speaker 2 (17:42):
So I train people are , Aaron?
Just just I asked them firsthow much do you know about sales
?
And they say I have a lot ofsales experience.
They say, wonderful, I don'tneed to teach out to sell, I
just need to teach out to sellsolar.
So those are two differentthings.
So somebody tells me I don'tknow how to sell yet.
Okay, then you need to learnhow to sell.
(18:05):
I don't have the time or thetime and to get you to get to
that level, but if you educateyourself, I can teach out to
sell solar.
Speaker 1 (18:13):
So let's run with that for a second.
Do you believe selling solar isdifferent than selling anything
else?
Speaker 2 (18:17):
Selling solar is the easiest thing I've ever sold.
Why I would sell solar to mygrandmother, number one.
There's no guilt in sellingsolar If you sell it honestly,
with honor, and you put a goodsystem, design system, on
someone's roof.
I would do it all the time.
It's easier.
When I do my presentation,people will say, oh, it's too
good to be true.
(18:37):
It's good and it's true, sir,let's get to qualifying.
Speaker 1 (18:43):
I love that line.
It's a soft close in a way.
Speaker 2 (18:46):
Yeah, it's good and it's true.
Let's see if you qualify.
So that's the thing aboutselling solar for me is that
first of all you've got to makesure you're with.
I'm selling myself, I work 85%,90% referrals, and when I sell
a product I've got to be behindit.
So you make sure that you sellfor a company that will be
(19:06):
around the services thing forthe next 25 or 30 years.
Don't mess around with small momand pop electricians working
out of downtown, whetherdowntown in Smith City, because
if five years from now, whenthat solar system stops working
and that guy's retired, who arethey calling, calling you?
Is there something you can dobecause the guy that you sold is
(19:28):
out of business?
So that's the reason I this iswhy I tell my customers, okay,
up front, I tell them MrBrowning, if I'm not fortunate
enough to get your business, Iwould at least guide you in the
direction that you only do solarwith a national solar company
who will be around for the next30 years to fix your system,
because when that system breaksand it will break in the next
(19:50):
five or 10 years you do wantsomeone to service that, don't
you?
Speaker 1 (19:55):
That is so good man.
Guys and gals, I hope you'retaking notes.
This is going to be a masterclass.
Are you saying that in theintro, or is that one of your
closing?
Speaker 2 (20:04):
I say that in the beginning, man.
Speaker 1 (20:05):
Yeah, any other like one-liners like that that you
find yourself constantly sayingthroughout presentations.
Speaker 2 (20:12):
My whole press.
I've done a lot of training onclosing, handling objections and
all that.
And I, when they threw up anobjection and I just watched all
the other guys saying, oh dosome of our analytics how I
handle that, and they come to me, I said I don't handle it
Because when I do mypresentation correctly, those
(20:33):
things don't even come up.
Speaker 1 (20:34):
Totally agree.
Oh my gosh, I said this fromstage.
Ed Gardo asked me for thenumber one objection.
I said if I get an objection, Ibuild it into my presentation
so that I never hear it again.
Exactly, I 1000% agree with you, man, wow.
Well, yeah, I'm going to say itagain.
So my belief, and while you addyour two cents, if you're
getting an objection more thanonce, most likely it is
(20:57):
something you're saying or notsaying in your presentation
that's causing them that you'regiving that transfer of energy.
So that's why I build it in.
If I'm getting an objectionabout cost, I'm going to talk
about cost, about how long thecompany's been around.
I'm going to talk about howlong the company's been around.
The company's been around, Ibelieve, and I think you'll like
this Wally for an objection, toget power it needs oxygen.
If I can take it away before itleaves their mouth, it's game
(21:19):
over.
Speaker 2 (21:19):
If an objection comes up.
There's two things that readthat objection came up.
One they don't trust yourcompany Number two, they don't
trust you no-transcript.
Because if you take care ofthose things, if they like you,
they will get it from you,especially if you give them all
the information they want tohear.
But if they don't like you, nomatter what you do, you will
(21:43):
come up with one objection afterthe other.
And the key to liking you is yougot to come out really nice and
amiable, neat, clean.
I mean, I don't go normallylike this.
On my Zoom call I have my nicepower hat and my nice power
shirt.
Look really nice, you know,because I want them to respect
me right from the get go.
If I'm knocking on doors, I'mthe same way.
Don't go there with put mint inyour mouth.
(22:04):
You know you are knockers.
You know what I'm talking about.
When they open the door, do youwant them to talk to someone
and say, oh, it's not scary?
But if they peek in the door,oh God, this Luke, he's going to
mug me.
You're not going to make a sale.
So that's what it is.
They have to like the companyNumber one, like I explained
earlier, and they have to likeyou.
They don't like you.
You're not going anywhere,totally agree.
Speaker 1 (22:25):
That's just the number one thing.
So two questions for you.
One is how long is a typicalZoom presentation that you're
running, that you close?
And then two, how are youbuilding rapport over Zoom?
I know someone's thinking, oh,it's easy at the kitchen table,
but over a computer, how do youdo it?
So how long and how do you?
Speaker 2 (22:41):
build rapport.
It's going to be around 90minutes.
That's a start, to end withcontract sign.
To me a lot of people say, oh,I got a deal.
Did you sign a contract?
No, then that's not a deal,that's a wishful thinking kind
of thing.
But to me it's got to be signed.
The deal's a sign, that's acontract.
That's to me about 90 minutes.
And when I set up my meetingsthey would say how long do you
(23:04):
think it's going to take?
I said I want to make sure Ianswer all your questions.
So if you give me about an hourI can probably answer all your
questions.
But actually it's with thesigning and everything.
Once you're in you can havethat extra 30 minutes to make
sure that all the contracts aresigned correctly.
So that's how it takes me about90 minutes.
Speaker 1 (23:23):
But let's touch on that too.
So far I've been with Powerabout a year.
I have a vast sales experiencefrom real estate and everything
else.
You're the only closer I knowthat actually takes the full
order on the Zoom, and so I wantto make sure the audience is
not lost and correct me if I'mwrong.
So he is not only getting theverbal yet.
Wally, let's do it.
Most closers they're then.
Ok, awesome, I'll send you thedocuments.
(23:43):
They hang up the Zoom andthey're sitting by the computer
refreshing, praying for it to gothrough.
You actually walk them throughit, is that correct?
Speaker 2 (23:50):
Lock through it, get some of the docs.
I teach them how to actuallysign the docs on screen.
God bless DocuSign.
Thank you, covid, for DocuSignand Zoom.
I should have bought stocks inthese two companies Me too but
we actually signed them.
When I joined Power and I wastalking about the one sale close
, I was getting a little flackfrom other people oh, don't do
(24:11):
one sale close, you need aboutthree or four to do it.
I said why?
Totally agree.
If they're ready, they want it,they're good to go Sign them
now.
Because if they don't sign now,guess what happens, aaron, when
you call them tomorrow, there'sa 50% chance you're signing
them tomorrow.
Then, if they don't signtomorrow, it's another callback
again.
That's another 50% less.
It goes exponentially smaller.
(24:33):
Get the job done now.
If you got them done, they wantit.
What's the point?
You're helping them.
Speaker 1 (24:41):
Bobby, I can see why Bobby Smith wanted us to connect
.
I feel like you and I are wiredthe same way.
This is my jam, my language.
For those listening again, Iwant to make sure this is
mindset, this is mindset 101,and we were talking about
closing.
I used to.
In the beginning of my career,I had a post-it note near my
computer.
I used to carry a briefcasebelieve it or not when it said
if I don't get the close rightnow, I'm 50% less likely to ever
(25:02):
get paid.
Exactly, I use that as a hotbutton.
It allowed me to close often,close more frequently, to get
out of my comfort zone and toget the deal, because if I
didn't, I'd let my wife andbeautiful kids know I didn't get
paid today 100%.
Speaker 2 (25:17):
This is how anal am about that.
I love it.
I used to go door to door.
I would go into a when I usedto sell house to house, got
going to an apartment and I knewthis guy is ready to close.
I can feel it.
You know how it is, you havethis connection.
You know he's ready to close.
For some reason he just kept.
He said no, I'm not ready, buthe come back tomorrow when
(25:37):
things like that happen and I'mnot able to close that one deal.
I remember I went out from mycar to my car, frustrated.
I sat in my car and I just satthere and said what the heck did
I do wrong?
Where did I screw that thing up?
And then I say, oh God, that'spoint when he said this.
I should have said this justaccording to the plan script.
(25:58):
I should have handled it thatway and this thing would have
closed.
Speaker 1 (26:01):
You got me jacked, man, hold on.
I got to dissect this audienceplease.
This is something I'mpassionate about.
So he left a house in thatexample.
This is pre-power, pre-covid.
He didn't get the deal.
He was not mad at the client somany salespeople.
The client wasn't serious.
They get in victim mode.
He got in his car and said whatdid I miss?
What did I miss?
(26:22):
Where was the buying sign?
What objection did I not handle?
That's the only way you getbetter.
The fact he didn't get the dealwas his fault His fault, no one
else's.
And that is why he's a trueleader.
That's why he's the top closerand all of solar.
I freaking love that man.
Speaker 2 (26:35):
Love it, love it.
If you don't close a deal, it'syour fault, 100% man.
Speaker 1 (26:40):
Someone needed to say it.
Man, Totally agree, Totallyagree.
What so talk to me about andthe thing I've heard you say a
lot in some smaller trainingswe've done is you go into every
deal expecting them to sign withyou, expecting them to hire.
Can you talk about that?
Yeah, definitely.
Speaker 2 (26:56):
You go in and the expectation is they will sign,
and because the mindset is Ineed to help these people.
If I don't help them they'regoing to pay a whole lot of
money to the utility.
I need to help them today.
So I want to put them and theirfamily in a place where I can
help them.
So the goal is to sign.
But when I go to an appointment,especially Zoom call, my Zoom
(27:19):
calls are well curated.
I know this guy.
I know how I met him.
I know he's been shopping, ifhe's talked to two or three guys
already, so I know everythingabout this guy.
I know if it's a hard ass.
And all this is done in thediscovery call before I set the
appointment.
So when I go in, I have apsychological plan in my mind
(27:43):
how I'm going to attack thisperson, because when doing a
Zoom call it's just him and melike this.
All this is my smile and I seeif he's frowning.
I pick it up.
It's so close.
I pick up on your face, right.
I said, oh, I said somethingthat made him think or, oh God,
I think a true objection.
So that's how I handle that.
Presentation is everything.
Has to be a mindset that I knowhe needs me, already analyzed
(28:06):
them, so I got to help him.
I need to help him save moneyby going solar.
No guilt in this.
Like I told him, I'm going tosell this to my grandmother.
That's how she's qualified.
This is right for her.
Speaker 1 (28:16):
I'm selling I love it .
I love it.
You just mentioned a discoverycall.
I didn't have any plans ofgoing here, but I know someone
listening is like what is that?
How does that look?
Can you spend a couple minutestalking about what that is?
Speaker 2 (28:29):
and why you do it.
Number one rule of thumb in thediscovery call, Get a piece of
paper and write this you don'tsell solar in the discovery call
.
You can't anyway.
To me, selling is signing adeal.
When you sign a deal contracton a discovery call that I just
met two minutes ago, you can'tthe discovery calls just make
them feel comfortable about you.
Speaker 1 (28:51):
Get information, get an electric Do you have certain
questions that you're asking.
Is it just your wing in it?
Is it a formula?
Speaker 2 (28:59):
You just got it, Just like any solar prime.
This is not anything I'msharing.
When you do your discoverycalls you just build the payment
.
Aaron, how much was he like?
Speaker 1 (29:08):
It was $500 a month.
He said $200 a month.
You see, oh well, how long youbeen in that house.
Speaker 2 (29:13):
Yeah, 10 years, 10 years.
Oh wow, so you've been payingthis utility for the last 10
years and they keep increasingthe rates, aren't they?
Speaker 1 (29:23):
Yeah, it's been crazy man.
It has me worried.
Speaker 2 (29:26):
They're pretty bad.
These guys are bandits, manRight, I love that.
And we haven't even talkedabout equipment and panels.
It's a mantra of selling.
You sell the benefits and it'smaking it an emotional sale
instead of a logical sale.
A lot of people can't get ahandle on that.
(29:46):
You build the emotion Like.
I remember that when first timeI ran into a professional
salesperson 1984, I just gotinto the US, bought my first car
, but an 84 red trans-sat.
It was sitting on spinning likethis in the display room, yeah.
And the salesperson came out tome and said that's beautiful
(30:09):
car.
Huh, I said yeah, it is.
And he said you want to take itfor a spin?
I said huh, I can't.
So he pulled it out and wedrove and we were driving
instead of him.
I remember I didn't know whathe was doing there, but I know
now.
And he said, instead of sayingthis is 250 horses power,
steering power, whatever power,whatever, teatops open.
We were driving by the SantaMonica and when a stoplight he
(30:33):
said look at the two ladies onthe other side.
They're looking at your car,they're looking at you man.
Sold.
I said oh shit 100%.
Speaker 1 (30:41):
You did.
I said what the car?
Speaker 2 (30:42):
But now, on the hindsight, I knew what he was
doing.
He was selling it to meemotionally.
You buy things logically, youmake the decision to buy
logically, but it's theemotional sale that pushes it
over the edge.
So you don't sell logic.
Because when you sell logic andyou're talking logic with this
guy and the guy doesn't agreewith you and you're logical and
(31:04):
you think you're right.
But if you think you're rightand he doesn't agree with you,
what does that make him?
It's him wrong, exactly.
And who wants to buy fromsomebody's head?
No one.
We're adults.
Speaker 1 (31:14):
No one wants to be told they did something wrong.
Man, you're preaching, brother,100%.
Speaker 2 (31:20):
And that's your logic .
Speaker 1 (31:21):
I'm saying and so that is every call you say call,
are you doing it over the phoneand not a zoom?
Speaker 2 (31:27):
Over the phone.
No, I don't do this.
Is that five minutes?
Speaker 1 (31:29):
15, 30 minutes.
What is that typically?
Speaker 2 (31:32):
Not even five with the most, maybe 10 at the most.
All I do is just build thatthing and then build the
expectation that there's so muchinformation I need to share
with you.
But let me just share it withyou.
On one side, this did this,this sign that we talked about.
Let me see for a solar's rightfor you or not.
It's not right for you, I won'teven bother you.
If it's right for you, I'llmake the recommendation.
You just have what you want todo Now.
I'm available to zoom with you.
(31:53):
Today it's Tuesday.
I got Thursday and Friday open,which they were Love it.
They said, one day morning orafternoon morning, how's 10?
Am that work?
Speaker 1 (32:03):
High level.
I'm not gonna check that again.
So he did a little takeaway.
I don't even know if it's a fitfor you, but if it is, I'll
point you in the right direction.
You make that call.
He gave them the ownership.
The other thing he said in thevery beginning of this and it's
so important I teach this a lotas well you must know the goal
of every step of the process,and so this is clear.
It sounds like it's easy, butit's not.
So many people are trying toclose the deal on the discovery.
(32:24):
I totally agree with him.
That's not the step.
His only step there is to getthe appointment for the actual
zoom.
That's all he's focused on.
Speaker 2 (32:31):
Look at the ledger building, get the appointment.
He's got the book.
Speaker 1 (32:33):
He's not closing, he doesn't even know if there are
fit yet, and I think so manypeople skip those steps Exactly
Dude masterclass, like really,yeah, no pressure, I love it.
No pressure, I'm really good,I'm like goosebumps man Blown
away.
Talk to me about closingpercentage.
Do you track?
I'm sure you track some of this, but what do you track If you
run 100 deals, how many are you?
Speaker 2 (32:54):
closing one step.
That's for it.
This way, I'm where I am.
I'm one of the top earners inpower.
I'm also a million member ofthe.
Just got inducted to the powermillion dollar club.
That's two things.
I got there because two things.
One, I'm a very skillful closer, and we've been talking about
this.
The second reason is I worksmart.
80, 90% of my business I workfrom referrals and when you work
(33:20):
referrals you're looking atpeople comfortable with you,
want the product, have a needand are ready to go.
Now they are the easiest toclose.
That's why my closing ratio ishigh.
My closing ratio is between 60and 80%.
When I was going door to door,four appointments a day.
(33:41):
Sometimes if four points a day,I'll close two deals.
If it's two or threeappointments a day, I close one
or two.
There were times in our closingthree deals a day.
Going house to house, threedeals in one day, man, perfect
that.
I didn't do it only once.
I would do it several times,maybe once every month or two.
It's because of that closingratio and the closing ratio is
(34:01):
something that it starts withthe will that you're doing this
today.
You're signing with me, brother, you're going with me, and it's
somebody told me when I doclosing presentations with
mentors and we're on the Zoomcall at the end, after the call
customer goes up and then thementor would talk to me on Zoom
and say what just happened.
(34:22):
I said you're in the fourth now.
Remember, the students seem tobe Star Wars junkie.
The Star Wars were.
Han Solo brought the two droidswith them to the camp looking
for them and they were stoppinghim.
Who are these droids?
Really the idea.
And Han Solo got this.
They said not the droids you'relooking for.
I love it.
(34:42):
And that's exactly what it isin Zoom calling I love it.
You're signing today.
It goes back to mindset.
Speaker 1 (34:49):
You have the mindset that the deal is closed, that
you're doing them a huge favorIf you don't close it.
You're doing them a disservice,and I think that allows you to
push even further.
Speaker 2 (34:59):
Well, that energy is so rich, you're full.
No, I agree.
Speaker 1 (35:02):
But, by the way, for those of you listening either
watching on YouTube or thepodcast, let us know in the
comments.
He doesn't know this.
I'm going to go ahead and I'mgoing to go ahead and ink it
right now.
If you want him to come back totalk about how he runs a 90%
referral based business, I haveheard him train on this and it
is sexy.
It is so sexy.
Does not spend money on leads.
These are warm leads.
I call them leads.
They're laydowns, if there'ssuch a thing, because they're
(35:23):
expecting him.
They're expecting his call.
They know the person thatreferred him.
He's already been edified.
When he gets on the call,they're like is this really,
wally?
I've heard the training.
If you want that, you want himto come back, let us know,
either on YouTube or on thepodcast.
Sorry, wally, if they speak,you got to come back, brother, I
love it.
Speaker 2 (35:41):
I love it.
Speaker 1 (35:43):
Talk about?
Is there a?
I know you build most of yourobjections into it, but for
someone newer to this,struggling, do you think there's
an objection or two that theyshould really focus on?
That are like the biggest onesthat come up for most people.
Speaker 2 (35:57):
The best number one thing that you need to know how
to handle and there's a lot ofbooks that will teach how to do
this is let me think it over.
That's basic.
That is the number one.
If they want to think it over,then you probably didn't do it
correctly.
They're not comfortable.
The wife wasn't there.
So there's things you handle.
(36:17):
The different top sellers, likeTom Hopkins and the Jerminers
they have exact specific thingsyou do that.
You say well, I want to thinkit over.
Comes, it's not, let me thinkit over.
And then you start scramblingand you start going all over
doing.
There's a series of patternthat you do and educated with
handling it and that's what youguys need to learn.
It's not enough time to go overthat and this is called.
(36:39):
But go zoom, google it and findit.
You find a YouTube video onthat.
Let me think it over.
How do you handle it?
And look for three or four orfive guys.
Learn all of it and find thebest one that works for you.
But you got to learn how tohandle that.
That way it doesn't become afreak out objection.
Let me think oh my God, what doI do now?
Because you've been practicinglike when I do my competition
(37:02):
shooting.
I've been practicing so much inshooting because I'm a class A
shooter in the whole UnitedStates.
Speed shooting that means I'mat about 15%.
To get there I practiced a lot.
So when I'm on stage and thetime of go beep, I'm just
performing the same thing.
With closing, everything comesup exactly what you're going to
(37:22):
say and it's not something thatyou're scrambling with.
It's all automatic.
Just follow the process.
It's a systematic way of closelearning.
Speaker 1 (37:31):
The problem with most people listening.
I'm going to be honest, so Iapologize now to the audience.
Most people are practicing fora $10,000 check on that zoom.
That's the only time theypractice.
They get there and they do it.
It's a mistake.
It's a huge mistake.
It's a costly mistake.
You practice before you get onthe zoom so that when you
occasionally get that objection,you're skilled enough to handle
it.
Not only that, if I weremonitoring your blood pressure,
(37:53):
your heart rate, it wouldn'teven change Like, oh easy, I'll
walk you right through it,versus being like to Wally's
point oh my gosh, oh my gosh,I'm not going to get this deal.
It's too late.
Don't practice for 10 grand.
Yeah, it drives me nuts.
We're getting close to the end.
Sir, is there a tip that youwould give somebody who is in
the solar game?
They're not having the results,they're not earning the
millions that you're using.
I know you mentioned go toYouTube.
(38:14):
Is there anything else youwould recommend for them to do
to have a big impact on theirbusiness?
Speaker 2 (38:21):
Yes, in fact, I told them I'm a Star Wars junkie man.
Remember when Empire StrikesBack, when Luke Skywalker had
his Star Wars fighter stuck inthe mud and Yoda was teaching
him how to lift it out of themud using the force in his hand
only, and he kept going up,going up like this and failing.
And Yoda kept doing this andLuke Skywalker's I'm trying.
And then you know what Yodasaid.
(38:41):
Yoda said this Write this down,guys.
He said do or do not.
There is no try.
If you do the solar business,don't jump in half your foot in
the dark.
You got to do this and make itwork because it's the most
profitable business I have everentered and I built several
(39:05):
multimillion dollar businesses.
This is the easy one, mostprofitable.
You do it or you don't, becauseif you jump in, there's no such
thing as half wet.
You jump in the pool.
You got wet.
It's not okay.
I'm half wet.
No, you do it.
You do it and do this correctlyLearn, study, work with mentors
, work with the leaders, workand watch videos, but you've got
(39:25):
to do it 100%.
That's one way to do it.
So the other thing I wouldadvise is I know a lot of you
are thinking of building yourown teams and hiring people.
I mentioned this at the artconvention.
When I got that million dollarjacket I said if you're in the
solar business, you've got torun it like a regular business.
You've got to run it like abusiness.
The only measure of truesuccess in a business is how
(39:45):
much money is in your bankaccount.
You could be busy, you could bevery busy, but if you're only
making $2, $3, $5 a day, you'reonly $2, $3,000 at the end of
the day.
That's not good Because that'snot working your time correctly.
So run it like a businessefficiently.
Measure how much money you'remaking and, yes, you can measure
how many sales.
(40:06):
People will tell you I got 10deals in the pipeline but then I
asked how many actuallyinstalled out of your deals.
So it's always money backinstalled.
And then if you're trainingpeople to do this, like when
you're I was in flight to thePhilippines and remember they
always say oh, the doors hereand put the mask on.
(40:26):
And the lady said see what Isaid?
When that oxygen drops down, wewant you to take it and put it
on yourself first before youassist your little kid.
Same thing with solar.
When you're building a team,you make it work.
First.
Make the money, because if youhave the money, then you can
(40:49):
spend time working the others.
Because if you're spending yourtime with non-revenue thing and
then you end up hiring people,spending all of them, then
you're not making money yourself.
You'll be the guy in theairplane who put it on the child
first and when the planecrashed she drowned.
Right, make the money first,help yourself and then you help
(41:09):
others.
So do both hire but keepselling.
Don't just say I'm just goingto be hiring because that's not
going to work in the end.
That's how you make it.
Speaker 1 (41:21):
Masterclass.
My friend, we are bringing youback for the referral side.
I know that chat's going toblow up.
Wally, with your permission,I'd like to post your Facebook
on the description so thatpeople can reach out and can
follow you.
Anyone at power could tag youand some mentor deals to have an
expert closer reach out.
That's cool with you, my way ofsaying thank you.
Yeah, I really appreciate itFor those of you listening.
Hopefully you enjoy this asmuch as I did.
(41:42):
I have four post-it notes ofnote and I was hosting.
I say every week that's how youhave the right guest on.
You're always learning.
You're associating yourselfwith top talent.
As they say, iron sharpens iron.
Wally did this for free.
I do it for free every week.
The best thing you can do torepay us is to like, share and
subscribe to this.
We bring new content everysingle week.
I hope everyone has a greatweek, wally.
(42:03):
Thank you so much from thebottom of our heart.
I appreciate you.
Speaker 2 (42:06):
Thanks so much.
Speaker 1 (42:07):
Everyone be safe, be good and God bless.
We'll talk soon, my friends.
Speaker 2 (42:09):
Thanks guys Do the right thing, always okay.
Hello, hello, welcome to another episode of Solar
Sales Uncensored.
I am your host, aaron Browning,and I know I say it every week
how fired up I am, but I'mreally, really excited about
today's episode.
This has been several weeks,and not months, into the making.
I am bringing on the closinggoat.
That is literally what I callhim.
(00:21):
He doesn't know it, he'sprobably.
I see him smiling now ear toear.
His name is Wally Areta.
He is known as Wally World.
He is the top solar closerreally worldwide, for sure
inside of the United States andI say worldwide because he now
lives overseas and is closingdeals daily for the US across I
don't know 22, 24 states, justkilling it, and I'm really
(00:42):
excited to have him on.
He is going to take a deep diveon everything closing.
That is a topic I hear himtrain on a lot and I know for
many people it's over their head.
They just think closing is justtaking an order.
He does it so much better thanthat, so much more thorough than
that.
We're going to spend a lot oftime on that.
We're also going to talk abouthow he runs a virtual solar
business Virtual, yes, I saidthat correctly.
(01:04):
All of his appointments areeither over Zoom or over the
phone, many of them lately.
He's running in a differentcountry, so that applies to any
of you.
You retired of beating thestreets.
You're tired of knocking doors.
You want to have control ofyour schedule.
Tune in for today's episodebecause it promises to deliver
without further ado.
Wally World, how the heck areyou, my friend?
Speaker 2 (01:23):
I'm better than most, Not as good as others, but it's
a wonderful life man.
Speaker 1 (01:27):
I love that man.
I love that, obviously, I'veheard you train a lot.
We just bumped shoulders acouple of days ago at our
national convention.
We both shared some stage time,which was awesome.
What I love about you is yourenergy man.
You are smiling from ear to ear.
I think it is contagious, andso I want to lead with that man.
Keep doing that, keep being you.
But if you don't mind, foranyone that hasn't heard of you,
which I know is probably areally small group, can you give
(01:49):
us, like your 60-secondbackground, just a little bit of
tidbits more about you?
If you don't mind, solar, butI'll get to that in a bit.
Speaker 2 (01:55):
Yeah, of course I built businesses and I built
five or six different successfulbusinesses from scratch and
then sold them Good exitstrategy.
I'm also a gourmet chef.
I love cooking.
I love wine.
People that know me know I lovewine and you probably see, if
you go to a Jamaica La Winery,wilson Creek, you'll probably
see me there every weekend whenI'm in the US and I was just
(02:17):
there two days ago.
So I love cooking, I love goodfood, I love good wine and I've
also been a lot of people don'tknow.
I've also been in the shootingindustry for a long time.
For about 30-something yearsI've been a competitive pistol
shooter.
I do speed shooting and forpeople the rush of speed
shooting is like the rush ofclosing a sale.
(02:38):
That's the reason I'm in it.
When that timer goes up, beepand you're trying to do
everything to the best of yourability excellent, on demand
that's the art of closing andyou got to just deliver.
So that's what I'm mostpassionate about.
Speaker 1 (02:52):
I love it.
Speaker 2 (02:53):
I'm here just living the island life.
Speaker 1 (02:55):
I love it.
So island life.
Where is home now?
I know you're in Californiaright now because of convention,
but where do you call homenowadays?
Speaker 2 (03:02):
Home right now is home today is in the Philippines
.
Love it.
I'm from Southern California.
I moved to LA in 1983.
Young kid I moved to LA with$600 in my pocket.
I was an immigrant $600.
No job, no family, no place tostay.
I started at the bottom rung.
Most of you guys probably didthe same thing.
(03:23):
They're doing the same thing.
So I built myself from scratch.
And now here I am, 40 yearslater.
Exactly 40 years later from1983.
I now live in the Philippinesand from the Philippines I'm
selling my selling solar to theUS.
I run a virtually 100%operation.
That's incredible.
(03:44):
It's different Time zone is 15hours different, like right now
it's four in the morning in thePhilippines.
Speaker 1 (03:49):
Wow, I love it.
And in the Philippines, I heardyou say at convention, in one
of the little side meetings wewere in, that you're building a
house there.
I believe yes.
Speaker 2 (03:59):
So finally, because me and my wife are from the
Philippines, we would come goevery year just to go on
vacation.
So we'd go for three or fourweeks and go back.
And now we switched it.
Now we live there and we goback here in like two or three
weeks, every six or seven monthsor so.
So we basically lived there andlast year is when we decided
(04:21):
it's really an interesting storyI was at the beach last year
Because prior to last year, theinfrastructure in the
Philippines was really bad.
There's no internet.
It got so bad in previous yearsthat when I got back to the US
my email exploded with 10,000emails coming in.
They never got in when I was inthe Philippines.
It's two years ago.
So last year was the first timethat we actually found out
(04:45):
there's internet on thePhilippines.
I was in the beach and we werejust ready to go and head out
and go island hopping, becausethat's what you do in the
Philippines you go to the beach,you get on the boat and then
you island hop the whole day,just jump from one island to the
other, jump in the water andjust have a great time.
I told my wife we got an hourand a half.
Let me just do a quick zoomcall See if this works.
(05:05):
So I zoomed and I freakingclosed the deal.
Man, Of course you did.
Man, I said, gosh, there'sinternet.
So when my wife came, you done,I thought we were just checking
emails.
I said, no, honey, I closed thedeal, we jumped in.
And when you go on vacation onan island boat and it's an extra
(05:26):
nice feeling when you just made$7,000 just two hours before so
I go in.
And then the next day I saidlet me try another one.
And I kept doing this every dayand by the end of the week I
had five deals, so the one a day.
And then that's when we knowI've had a conversation.
I said the reason we always tryto get back to LA is I got to
(05:47):
get back to work.
I've been working.
Do we really need to go back?
Oh, I love it.
And she said let's extend it.
So our two week vacation gotextended and extended.
We ended up staying threemonths.
Wow, and I was just doing thison vacation, selling Zoom on the
phone.
And then, when I got back afterthree months and it's time for
the quarterly announcement whothe top guys are in power and
(06:12):
I'm with power, if you guysdon't know, and our CEO's,
jonathan Buds.
So every three months he doesthis and we announced that the
top guy, top seller for powerfor the last quarter is I can't
believe, it's freaking.
Well, you're from halfwayaround the world.
I was number one selling fromthe Philippines, love it.
And I said this is crazy.
That's when we decided to buyland last year, so we bought 60
(06:34):
acres of land and he said we'regoing to live here.
Now.
We bought 60 acres ofrainforest and the rainforest,
the property is on a decenthighway, but it's 60 acres of
rainforest land with a river ofwaterfalls.
This place is heaven.
I'm so fortunate to have this.
Speaker 1 (06:51):
But that was last year.
I love it and I know that manyof our audience is going to be
listening to the podcast.
Make sure you go to YouTube andcheck it out, Because when he
talks about this property, hissmile got so big he was lit up.
But it's very well deserved.
I want to jump in because Iknow we have a lot of people who
are going to be asking a ton ofquestions blowing up the chat
on this.
Wally, how did you get startedat Solar?
So I know you mentioned youwent to the US.
(07:12):
You've owned several businesses.
Obviously you do very well foryourself, but why Solar?
Speaker 2 (07:16):
I was in between businesses.
I just sold the last one.
So after about six months ofnot doing anything, I just
needed something to do andsomebody sent me a message, a
random message.
Think from Lincoln, you want tolook into Solar, there's
something here, we havesomething going on.
So I went in for an interview,not knowing what it is.
(07:36):
I didn't know what Solar was, Iwas just curious.
So I said, oh, oh, that's whatSolar.
I had zero idea what Solar was.
I don't know what a Solar panelis.
I don't even know what theSolar system of the roof looks
like Because, frankly, I wasn'tlooking.
So when they interviewed me,they said oh, you got good
background, let's bring you in,we'll start your door knocking.
(07:56):
They had me door knocking, mewith a cabillion hours of
experience in closing, and theyhad me door knocking.
So I went in the drill just tolearn what was going on.
It was a couple hours a day, soI was door knocking, then
getting leads and giving theleads out to whoever was going
to close them.
My job was a door knock, that'sit.
So I was walking maybe three,four hours a day and just door
(08:18):
knocking.
I made a little bit commissionand then a percentage in
everything that they sold.
After about two weeks, threeweeks of door knocking, I was
saying none of my deals areclosing.
So they asked me to go with oneof the guys just to see how he
closes the deal.
This closer and he was.
We were in the table and he wastrying to close the deal and
I'm kicking him in the shinunder the table.
(08:38):
I said go close the freakingdeal, man.
This guy's ready to buy andyou're not doing anything.
And after that experience Iwent back to the company and
said I can't do door knocking.
If they're not going to closemyself, let me just close the
sale.
So they got me closing sale andthen I became the top rep in
that company in the whole stateof California.
I was writing one deal a day.
Speaker 1 (09:00):
What company was that ?
Speaker 2 (09:01):
I was with Freedom Forever, gotcha okay, and I was
working with a sub dealer ofFreedom Forever and I was their
top rep and I was closing onedeal a day, sometimes two deals,
sometimes three deals a day.
Branted.
They were giving leads, whichis great.
I got two to four leads a day.
I would close.
I would say 56, 70% of my deals.
Speaker 1 (09:23):
Wow, that's awesome.
What type of income was that atthat place?
Speaker 2 (09:26):
Back in the day, not very much, man.
On our plan we were making like$500.
I'd be lucky to make $1,500 anda deal, and you're killing them
closing everything, yeah.
But you come home with two dealsclosed and made $1,000, well,
that's not bad $1,000 a day.
But I call it monopoly money.
And if you guys are in solar,it's monopoly money because it's
(09:46):
income that you think youcommission, you think you'll be
making, but they're not incomeuntil they actually install and
get paid.
So it's to me it's monopolymoney.
But still, when you make$40,000, $50,000, $60,000 in
monopoly money every month,that's good monopoly money,
right it's.
Eventually they become sales.
You just don't know whatpercentage should come sales.
So that's how it started.
I just started door knocking.
So if you guys out there saydoor knocking good, yeah, door
(10:10):
knocking is good, I did it I'mone of the top closest in the
country when I joined solar andI did door knock and I was a
king of door knocking, I wasteaching people how to knock on
doors in the two, two or threeweeks I was doing that.
By the second or third day,fourth day, I was teaching
people how to door knock becauseI will always go home with
three or four new leads for theday.
It's incredible, man, threehours of door knocking.
Speaker 1 (10:31):
So from freedom did you transition to power?
Were there any gaps in between?
Speaker 2 (10:34):
There was a gap in between.
I moved around to differentsmaller solar companies just
trying to see what I wanted todo.
And then I was in thePhilippines, again on vacation.
I wasn't with power yet andCOVID hit.
I was in the Philippines andCOVID hit.
I almost wasn't not able to flyback because it was slowing
(10:57):
down all the airports.
And then, finally, when I wasable to go back, I got in at the
last flight out of Asia.
It's, after that, the close offplace for six months.
And when I got here, everyone'sfreaking out, right the toilet
paper thing.
Everybody was freaking out andI'm the same.
I didn't know what's going tohappen, so I was not making any
(11:18):
revenue, I wasn't going, Iwasn't doing anything and there
was no zoom yet or not yet.
And then one of the companiesthat I worked for last, we had
good conversation to see youknow, and they kept telling me
people are home now, they have alot of electric bills and
you're perfect.
You've done solar selling,online selling, before that.
I've done online selling beforemy other businesses.
(11:40):
Just, this is like five orseven years before COVID and he
said why don't you try it?
Give it a shot.
I gave it a shot.
So I started selling for him.
And then, as I was selling forthat small solar company,
alongcom's Freedom, the guysthat I used to work for work
with reach out to me and saidwe're all here now you guys
(12:01):
should come and join us.
And I couldn't get wrapped mymind around that red line model.
I really can't.
I can't say how come this isbetter than this red line.
I know exactly what I'm makingand finally I decided yes, I'll
jump in.
I jumped in and here I am, alittle over two years later.
I have never been in home sinceCOVID.
Everything's 100% sale.
(12:23):
It's funny.
One guy called me, one ladycalled me from close to where I
live here in the US, in ourhouse, and they live like a mile
away and they wanted me to goin their home to explain solar
to them.
And I just made this reallycrazy excuse.
It's COVID I don't want you toget sick, let's just do this on
Zoom and we just zoom.
And she signed anyway.
So to me, closing on Zoom isactually gives me a higher close
(12:45):
ratio.
Speaker 1 (12:47):
So I have 100% agree and we're going to talk about
why.
But I'm going to beat yourstory.
It's the one thing I can beatyou on.
I'm looking at my office, myneighbor's house.
I put solar on his house.
If I'm going to stare at itfrom my office, we can talk
across the deck, he goes come onover.
I said, nope, it's going to beon Zoom, I'm a mile away and
you're right.
Yeah, but it's everything.
You just said I can control theenvironment.
(13:08):
Yes, I can control everything.
I got all my charts if I needthem.
I just I feel more comfortableand so I'm so glad you said that
you have a conversation likethis, where you're looking at me
and I'm looking at you.
Speaker 2 (13:19):
I got your full attention.
Speaker 1 (13:21):
Correct, correct.
I 100% agree.
I know some people get stuck inthat.
Oh, I don't know how to closeonline.
I think you got to learn it.
There's subtle changes, butonce you do, it's game over.
Let's talk about closing.
So you mentioned that when youstarted door knocking, it was
your first experience.
You were already a closer.
Where did you sharpen thoseclosing skills before?
Speaker 2 (13:38):
First of all I want to make everybody understand
that closers are not born.
Totally agree, you have tolearn the skill of closing.
So I've been.
First time I learned aboutclosing was 1984.
I was just brand new in the USand I didn't know how to sell.
I just got into my buddy saidlet's go go watch this guy, he's
(13:58):
amazing.
So we went to the LA ConventionCenter I think it was like $150
to $200 to get in and it wasfull.
It was over a thousand, twothousand people there and the
guy's thing was Tom Hopkins.
Tom Hopkins is to me the guru.
He's older now.
The Jeremy Miners, they're theup and coming, but they're all
grandchildren of Tom Hopkins.
(14:18):
Everything that you hear fromthe Jeremy Miners I've been
hearing from Tom Hopkins for 40years.
I go there and he's talkingabout all this stuff and I said,
oh man, oh, that's how you sayit.
I didn't have no idea, I wasjust fresh from the islands.
And then finally, when he ended, he offered a class.
I think it was $2,500 to jointhat small class of about 20
(14:41):
people who will sit with themand just be totally trained.
I went to my wife then I saidlook, $2,500 is about just what
we have in the bank.
If you let me do this, I thinkit's going to be good.
So we did.
I bought in that $2,500, puteverything in the bank and
(15:02):
learned closing thoroughly.
I even bought the tapes, thevideotapes at that time, 25
videotapes and I memorized andwatched those and just kept
going and learning.
And that's how I learned it.
Tom Hopkins teaches you hismantra and I put this on all my
stuff too Is that I hang on.
Speaker 1 (15:23):
I'm doing a drag at blank here, but you're talking
about the mantra that he teachesyou and you put it on all your
marketing stuff.
Speaker 2 (15:29):
Anyway, he said I am not judged by the number of
times I fail, but by the numberof times I succeed.
The number of times I succeedis in direct proportion to the
number of times I can fail andkeep trying.
Ooh, love that man.
Think about that, love that.
That's the mantra of the closer.
You can knock on doors all thetime you want, and then I call
(15:51):
it the thank you for the dollar.
You heard that.
Thank you for a dollar, yep,yep.
So it takes you 10 doors to getone appointment and the first
door slam.
That means you got to spend adollar to get to that 10th door
to make that one appointment.
So if somebody slams a door onyou, I just smile back and I say
, oh love, thank you for thedollar.
And then you move on to thenext one and the next one.
(16:12):
Thank you for the dollar, thankyou for the dollar.
Speaker 1 (16:14):
Yeah, it's mindset, it's a mindset.
Speaker 2 (16:16):
It really is and I know it's not sexy.
Speaker 1 (16:18):
People want that magic pill and I wish Wally
could give you one.
But he's turning a negative,getting a door slam, getting a
no, into a positive because heknows I know he made that number
up on his 10th one it's goingto be payday and so for him his
mindset was wrapped around a hamone one closer, ham two closer,
ham three closer.
I love that.
The other thing I heard you say, and I want to make sure our
audience gets it $2,500 backthen in the 80s is a lot of
(16:40):
money, my friend.
I want to make sure that's notlost or any of the youngins
watching this or listening.
If I had to guess the number,that could be 10 to $15,000,
$12,000 that he invested andwant to be clear.
He invested it in himself andhis business.
That was his savings.
So everyone sitting there waswaiting for a coaching program.
No, they know something theyneed to do and it's our last two
grand, last three grand.
This is what happens whenyou're with the right people and
(17:02):
you invest in yourself andyou're willing to invest in your
business so that you can takeit to the next level, and I love
that.
You shared that, man.
Speaker 2 (17:08):
I really really do.
You have that knowledge andthen you build into your
personality and you starttraining yourself.
Like today, you don't have tospend $2,500.
You can go YouTube and startwatching those three videos on
different guys teaching you howto close, you just need to learn
exactly what the techniques are, because it's universal, it's
all the same.
Speaker 1 (17:29):
That's why the podcast is here.
We're here to helpentrepreneurs, man, you're here
to.
By the way, wally does this forfree, just to pour in.
That's his belief, that's hismantra, so you guys and gals are
able to take notes and figureout exactly what he's doing.
Speaker 2 (17:42):
So I train people are , Aaron?
Just just I asked them firsthow much do you know about sales
?
And they say I have a lot ofsales experience.
They say, wonderful, I don'tneed to teach out to sell, I
just need to teach out to sellsolar.
So those are two differentthings.
So somebody tells me I don'tknow how to sell yet.
Okay, then you need to learnhow to sell.
(18:05):
I don't have the time or thetime and to get you to get to
that level, but if you educateyourself, I can teach out to
sell solar.
Speaker 1 (18:13):
So let's run with that for a second.
Do you believe selling solar isdifferent than selling anything
else?
Speaker 2 (18:17):
Selling solar is the easiest thing I've ever sold.
Why I would sell solar to mygrandmother, number one.
There's no guilt in sellingsolar If you sell it honestly,
with honor, and you put a goodsystem, design system, on
someone's roof.
I would do it all the time.
It's easier.
When I do my presentation,people will say, oh, it's too
good to be true.
(18:37):
It's good and it's true, sir,let's get to qualifying.
Speaker 1 (18:43):
I love that line.
It's a soft close in a way.
Speaker 2 (18:46):
Yeah, it's good and it's true.
Let's see if you qualify.
So that's the thing aboutselling solar for me is that
first of all you've got to makesure you're with.
I'm selling myself, I work 85%,90% referrals, and when I sell
a product I've got to be behindit.
So you make sure that you sellfor a company that will be
(19:06):
around the services thing forthe next 25 or 30 years.
Don't mess around with small momand pop electricians working
out of downtown, whetherdowntown in Smith City, because
if five years from now, whenthat solar system stops working
and that guy's retired, who arethey calling, calling you?
Is there something you can dobecause the guy that you sold is
(19:28):
out of business?
So that's the reason I this iswhy I tell my customers, okay,
up front, I tell them MrBrowning, if I'm not fortunate
enough to get your business, Iwould at least guide you in the
direction that you only do solarwith a national solar company
who will be around for the next30 years to fix your system,
because when that system breaksand it will break in the next
(19:50):
five or 10 years you do wantsomeone to service that, don't
you?
Speaker 1 (19:55):
That is so good man.
Guys and gals, I hope you'retaking notes.
This is going to be a masterclass.
Are you saying that in theintro, or is that one of your
closing?
Speaker 2 (20:04):
I say that in the beginning, man.
Speaker 1 (20:05):
Yeah, any other like one-liners like that that you
find yourself constantly sayingthroughout presentations.
Speaker 2 (20:12):
My whole press.
I've done a lot of training onclosing, handling objections and
all that.
And I, when they threw up anobjection and I just watched all
the other guys saying, oh dosome of our analytics how I
handle that, and they come to me, I said I don't handle it
Because when I do mypresentation correctly, those
(20:33):
things don't even come up.
Speaker 1 (20:34):
Totally agree.
Oh my gosh, I said this fromstage.
Ed Gardo asked me for thenumber one objection.
I said if I get an objection, Ibuild it into my presentation
so that I never hear it again.
Exactly, I 1000% agree with you, man, wow.
Well, yeah, I'm going to say itagain.
So my belief, and while you addyour two cents, if you're
getting an objection more thanonce, most likely it is
(20:57):
something you're saying or notsaying in your presentation
that's causing them that you'regiving that transfer of energy.
So that's why I build it in.
If I'm getting an objectionabout cost, I'm going to talk
about cost, about how long thecompany's been around.
I'm going to talk about howlong the company's been around.
The company's been around, Ibelieve, and I think you'll like
this Wally for an objection, toget power it needs oxygen.
If I can take it away before itleaves their mouth, it's game
(21:19):
over.
Speaker 2 (21:19):
If an objection comes up.
There's two things that readthat objection came up.
One they don't trust yourcompany Number two, they don't
trust you no-transcript.
Because if you take care ofthose things, if they like you,
they will get it from you,especially if you give them all
the information they want tohear.
But if they don't like you, nomatter what you do, you will
(21:43):
come up with one objection afterthe other.
And the key to liking you is yougot to come out really nice and
amiable, neat, clean.
I mean, I don't go normallylike this.
On my Zoom call I have my nicepower hat and my nice power
shirt.
Look really nice, you know,because I want them to respect
me right from the get go.
If I'm knocking on doors, I'mthe same way.
Don't go there with put mint inyour mouth.
(22:04):
You know you are knockers.
You know what I'm talking about.
When they open the door, do youwant them to talk to someone
and say, oh, it's not scary?
But if they peek in the door,oh God, this Luke, he's going to
mug me.
You're not going to make a sale.
So that's what it is.
They have to like the companyNumber one, like I explained
earlier, and they have to likeyou.
They don't like you.
You're not going anywhere,totally agree.
Speaker 1 (22:25):
That's just the number one thing.
So two questions for you.
One is how long is a typicalZoom presentation that you're
running, that you close?
And then two, how are youbuilding rapport over Zoom?
I know someone's thinking, oh,it's easy at the kitchen table,
but over a computer, how do youdo it?
So how long and how do you?
Speaker 2 (22:41):
build rapport.
It's going to be around 90minutes.
That's a start, to end withcontract sign.
To me a lot of people say, oh,I got a deal.
Did you sign a contract?
No, then that's not a deal,that's a wishful thinking kind
of thing.
But to me it's got to be signed.
The deal's a sign, that's acontract.
That's to me about 90 minutes.
And when I set up my meetingsthey would say how long do you
(23:04):
think it's going to take?
I said I want to make sure Ianswer all your questions.
So if you give me about an hourI can probably answer all your
questions.
But actually it's with thesigning and everything.
Once you're in you can havethat extra 30 minutes to make
sure that all the contracts aresigned correctly.
So that's how it takes me about90 minutes.
Speaker 1 (23:23):
But let's touch on that too.
So far I've been with Powerabout a year.
I have a vast sales experiencefrom real estate and everything
else.
You're the only closer I knowthat actually takes the full
order on the Zoom, and so I wantto make sure the audience is
not lost and correct me if I'mwrong.
So he is not only getting theverbal yet.
Wally, let's do it.
Most closers they're then.
Ok, awesome, I'll send you thedocuments.
(23:43):
They hang up the Zoom andthey're sitting by the computer
refreshing, praying for it to gothrough.
You actually walk them throughit, is that correct?
Speaker 2 (23:50):
Lock through it, get some of the docs.
I teach them how to actuallysign the docs on screen.
God bless DocuSign.
Thank you, covid, for DocuSignand Zoom.
I should have bought stocks inthese two companies Me too but
we actually signed them.
When I joined Power and I wastalking about the one sale close
, I was getting a little flackfrom other people oh, don't do
(24:11):
one sale close, you need aboutthree or four to do it.
I said why?
Totally agree.
If they're ready, they want it,they're good to go Sign them
now.
Because if they don't sign now,guess what happens, aaron, when
you call them tomorrow, there'sa 50% chance you're signing
them tomorrow.
Then, if they don't signtomorrow, it's another callback
again.
That's another 50% less.
It goes exponentially smaller.
(24:33):
Get the job done now.
If you got them done, they wantit.
What's the point?
You're helping them.
Speaker 1 (24:41):
Bobby, I can see why Bobby Smith wanted us to connect
.
I feel like you and I are wiredthe same way.
This is my jam, my language.
For those listening again, Iwant to make sure this is
mindset, this is mindset 101,and we were talking about
closing.
I used to.
In the beginning of my career,I had a post-it note near my
computer.
I used to carry a briefcasebelieve it or not when it said
if I don't get the close rightnow, I'm 50% less likely to ever
(25:02):
get paid.
Exactly, I use that as a hotbutton.
It allowed me to close often,close more frequently, to get
out of my comfort zone and toget the deal, because if I
didn't, I'd let my wife andbeautiful kids know I didn't get
paid today 100%.
Speaker 2 (25:17):
This is how anal am about that.
I love it.
I used to go door to door.
I would go into a when I usedto sell house to house, got
going to an apartment and I knewthis guy is ready to close.
I can feel it.
You know how it is, you havethis connection.
You know he's ready to close.
For some reason he just kept.
He said no, I'm not ready, buthe come back tomorrow when
(25:37):
things like that happen and I'mnot able to close that one deal.
I remember I went out from mycar to my car, frustrated.
I sat in my car and I just satthere and said what the heck did
I do wrong?
Where did I screw that thing up?
And then I say, oh God, that'spoint when he said this.
I should have said this justaccording to the plan script.
(25:58):
I should have handled it thatway and this thing would have
closed.
Speaker 1 (26:01):
You got me jacked, man, hold on.
I got to dissect this audienceplease.
This is something I'mpassionate about.
So he left a house in thatexample.
This is pre-power, pre-covid.
He didn't get the deal.
He was not mad at the client somany salespeople.
The client wasn't serious.
They get in victim mode.
He got in his car and said whatdid I miss?
What did I miss?
(26:22):
Where was the buying sign?
What objection did I not handle?
That's the only way you getbetter.
The fact he didn't get the dealwas his fault His fault, no one
else's.
And that is why he's a trueleader.
That's why he's the top closerand all of solar.
I freaking love that man.
Speaker 2 (26:35):
Love it, love it.
If you don't close a deal, it'syour fault, 100% man.
Speaker 1 (26:40):
Someone needed to say it.
Man, Totally agree, Totallyagree.
What so talk to me about andthe thing I've heard you say a
lot in some smaller trainingswe've done is you go into every
deal expecting them to sign withyou, expecting them to hire.
Can you talk about that?
Yeah, definitely.
Speaker 2 (26:56):
You go in and the expectation is they will sign,
and because the mindset is Ineed to help these people.
If I don't help them they'regoing to pay a whole lot of
money to the utility.
I need to help them today.
So I want to put them and theirfamily in a place where I can
help them.
So the goal is to sign.
But when I go to an appointment,especially Zoom call, my Zoom
(27:19):
calls are well curated.
I know this guy.
I know how I met him.
I know he's been shopping, ifhe's talked to two or three guys
already, so I know everythingabout this guy.
I know if it's a hard ass.
And all this is done in thediscovery call before I set the
appointment.
So when I go in, I have apsychological plan in my mind
(27:43):
how I'm going to attack thisperson, because when doing a
Zoom call it's just him and melike this.
All this is my smile and I seeif he's frowning.
I pick it up.
It's so close.
I pick up on your face, right.
I said, oh, I said somethingthat made him think or, oh God,
I think a true objection.
So that's how I handle that.
Presentation is everything.
Has to be a mindset that I knowhe needs me, already analyzed
(28:06):
them, so I got to help him.
I need to help him save moneyby going solar.
No guilt in this.
Like I told him, I'm going tosell this to my grandmother.
That's how she's qualified.
This is right for her.
Speaker 1 (28:16):
I'm selling I love it .
I love it.
You just mentioned a discoverycall.
I didn't have any plans ofgoing here, but I know someone
listening is like what is that?
How does that look?
Can you spend a couple minutestalking about what that is?
Speaker 2 (28:29):
and why you do it.
Number one rule of thumb in thediscovery call, Get a piece of
paper and write this you don'tsell solar in the discovery call
.
You can't anyway.
To me, selling is signing adeal.
When you sign a deal contracton a discovery call that I just
met two minutes ago, you can'tthe discovery calls just make
them feel comfortable about you.
Speaker 1 (28:51):
Get information, get an electric Do you have certain
questions that you're asking.
Is it just your wing in it?
Is it a formula?
Speaker 2 (28:59):
You just got it, Just like any solar prime.
This is not anything I'msharing.
When you do your discoverycalls you just build the payment
.
Aaron, how much was he like?
Speaker 1 (29:08):
It was $500 a month.
He said $200 a month.
You see, oh well, how long youbeen in that house.
Speaker 2 (29:13):
Yeah, 10 years, 10 years.
Oh wow, so you've been payingthis utility for the last 10
years and they keep increasingthe rates, aren't they?
Speaker 1 (29:23):
Yeah, it's been crazy man.
It has me worried.
Speaker 2 (29:26):
They're pretty bad.
These guys are bandits, manRight, I love that.
And we haven't even talkedabout equipment and panels.
It's a mantra of selling.
You sell the benefits and it'smaking it an emotional sale
instead of a logical sale.
A lot of people can't get ahandle on that.
(29:46):
You build the emotion Like.
I remember that when first timeI ran into a professional
salesperson 1984, I just gotinto the US, bought my first car
, but an 84 red trans-sat.
It was sitting on spinning likethis in the display room, yeah.
And the salesperson came out tome and said that's beautiful
(30:09):
car.
Huh, I said yeah, it is.
And he said you want to take itfor a spin?
I said huh, I can't.
So he pulled it out and wedrove and we were driving
instead of him.
I remember I didn't know whathe was doing there, but I know
now.
And he said, instead of sayingthis is 250 horses power,
steering power, whatever power,whatever, teatops open.
We were driving by the SantaMonica and when a stoplight he
(30:33):
said look at the two ladies onthe other side.
They're looking at your car,they're looking at you man.
Sold.
I said oh shit 100%.
Speaker 1 (30:41):
You did.
I said what the car?
Speaker 2 (30:42):
But now, on the hindsight, I knew what he was
doing.
He was selling it to meemotionally.
You buy things logically, youmake the decision to buy
logically, but it's theemotional sale that pushes it
over the edge.
So you don't sell logic.
Because when you sell logic andyou're talking logic with this
guy and the guy doesn't agreewith you and you're logical and
(31:04):
you think you're right.
But if you think you're rightand he doesn't agree with you,
what does that make him?
It's him wrong, exactly.
And who wants to buy fromsomebody's head?
No one.
We're adults.
Speaker 1 (31:14):
No one wants to be told they did something wrong.
Man, you're preaching, brother,100%.
Speaker 2 (31:20):
And that's your logic .
Speaker 1 (31:21):
I'm saying and so that is every call you say call,
are you doing it over the phoneand not a zoom?
Speaker 2 (31:27):
Over the phone.
No, I don't do this.
Is that five minutes?
Speaker 1 (31:29):
15, 30 minutes.
What is that typically?
Speaker 2 (31:32):
Not even five with the most, maybe 10 at the most.
All I do is just build thatthing and then build the
expectation that there's so muchinformation I need to share
with you.
But let me just share it withyou.
On one side, this did this,this sign that we talked about.
Let me see for a solar's rightfor you or not.
It's not right for you, I won'teven bother you.
If it's right for you, I'llmake the recommendation.
You just have what you want todo Now.
I'm available to zoom with you.
(31:53):
Today it's Tuesday.
I got Thursday and Friday open,which they were Love it.
They said, one day morning orafternoon morning, how's 10?
Am that work?
Speaker 1 (32:03):
High level.
I'm not gonna check that again.
So he did a little takeaway.
I don't even know if it's a fitfor you, but if it is, I'll
point you in the right direction.
You make that call.
He gave them the ownership.
The other thing he said in thevery beginning of this and it's
so important I teach this a lotas well you must know the goal
of every step of the process,and so this is clear.
It sounds like it's easy, butit's not.
So many people are trying toclose the deal on the discovery.
(32:24):
I totally agree with him.
That's not the step.
His only step there is to getthe appointment for the actual
zoom.
That's all he's focused on.
Speaker 2 (32:31):
Look at the ledger building, get the appointment.
He's got the book.
Speaker 1 (32:33):
He's not closing, he doesn't even know if there are
fit yet, and I think so manypeople skip those steps Exactly
Dude masterclass, like really,yeah, no pressure, I love it.
No pressure, I'm really good,I'm like goosebumps man Blown
away.
Talk to me about closingpercentage.
Do you track?
I'm sure you track some of this, but what do you track If you
run 100 deals, how many are you?
Speaker 2 (32:54):
closing one step.
That's for it.
This way, I'm where I am.
I'm one of the top earners inpower.
I'm also a million member ofthe.
Just got inducted to the powermillion dollar club.
That's two things.
I got there because two things.
One, I'm a very skillful closer, and we've been talking about
this.
The second reason is I worksmart.
80, 90% of my business I workfrom referrals and when you work
(33:20):
referrals you're looking atpeople comfortable with you,
want the product, have a needand are ready to go.
Now they are the easiest toclose.
That's why my closing ratio ishigh.
My closing ratio is between 60and 80%.
When I was going door to door,four appointments a day.
(33:41):
Sometimes if four points a day,I'll close two deals.
If it's two or threeappointments a day, I close one
or two.
There were times in our closingthree deals a day.
Going house to house, threedeals in one day, man, perfect
that.
I didn't do it only once.
I would do it several times,maybe once every month or two.
It's because of that closingratio and the closing ratio is
(34:01):
something that it starts withthe will that you're doing this
today.
You're signing with me, brother, you're going with me, and it's
somebody told me when I doclosing presentations with
mentors and we're on the Zoomcall at the end, after the call
customer goes up and then thementor would talk to me on Zoom
and say what just happened.
(34:22):
I said you're in the fourth now.
Remember, the students seem tobe Star Wars junkie.
The Star Wars were.
Han Solo brought the two droidswith them to the camp looking
for them and they were stoppinghim.
Who are these droids?
Really the idea.
And Han Solo got this.
They said not the droids you'relooking for.
I love it.
(34:42):
And that's exactly what it isin Zoom calling I love it.
You're signing today.
It goes back to mindset.
Speaker 1 (34:49):
You have the mindset that the deal is closed, that
you're doing them a huge favorIf you don't close it.
You're doing them a disservice,and I think that allows you to
push even further.
Speaker 2 (34:59):
Well, that energy is so rich, you're full.
No, I agree.
Speaker 1 (35:02):
But, by the way, for those of you listening either
watching on YouTube or thepodcast, let us know in the
comments.
He doesn't know this.
I'm going to go ahead and I'mgoing to go ahead and ink it
right now.
If you want him to come back totalk about how he runs a 90%
referral based business, I haveheard him train on this and it
is sexy.
It is so sexy.
Does not spend money on leads.
These are warm leads.
I call them leads.
They're laydowns, if there'ssuch a thing, because they're
(35:23):
expecting him.
They're expecting his call.
They know the person thatreferred him.
He's already been edified.
When he gets on the call,they're like is this really,
wally?
I've heard the training.
If you want that, you want himto come back, let us know,
either on YouTube or on thepodcast.
Sorry, wally, if they speak,you got to come back, brother, I
love it.
Speaker 2 (35:41):
I love it.
Speaker 1 (35:43):
Talk about?
Is there a?
I know you build most of yourobjections into it, but for
someone newer to this,struggling, do you think there's
an objection or two that theyshould really focus on?
That are like the biggest onesthat come up for most people.
Speaker 2 (35:57):
The best number one thing that you need to know how
to handle and there's a lot ofbooks that will teach how to do
this is let me think it over.
That's basic.
That is the number one.
If they want to think it over,then you probably didn't do it
correctly.
They're not comfortable.
The wife wasn't there.
So there's things you handle.
(36:17):
The different top sellers, likeTom Hopkins and the Jerminers
they have exact specific thingsyou do that.
You say well, I want to thinkit over.
Comes, it's not, let me thinkit over.
And then you start scramblingand you start going all over
doing.
There's a series of patternthat you do and educated with
handling it and that's what youguys need to learn.
It's not enough time to go overthat and this is called.
(36:39):
But go zoom, google it and findit.
You find a YouTube video onthat.
Let me think it over.
How do you handle it?
And look for three or four orfive guys.
Learn all of it and find thebest one that works for you.
But you got to learn how tohandle that.
That way it doesn't become afreak out objection.
Let me think oh my God, what doI do now?
Because you've been practicinglike when I do my competition
(37:02):
shooting.
I've been practicing so much inshooting because I'm a class A
shooter in the whole UnitedStates.
Speed shooting that means I'mat about 15%.
To get there I practiced a lot.
So when I'm on stage and thetime of go beep, I'm just
performing the same thing.
With closing, everything comesup exactly what you're going to
(37:22):
say and it's not something thatyou're scrambling with.
It's all automatic.
Just follow the process.
It's a systematic way of closelearning.
Speaker 1 (37:31):
The problem with most people listening.
I'm going to be honest, so Iapologize now to the audience.
Most people are practicing fora $10,000 check on that zoom.
That's the only time theypractice.
They get there and they do it.
It's a mistake.
It's a huge mistake.
It's a costly mistake.
You practice before you get onthe zoom so that when you
occasionally get that objection,you're skilled enough to handle
it.
Not only that, if I weremonitoring your blood pressure,
(37:53):
your heart rate, it wouldn'teven change Like, oh easy, I'll
walk you right through it,versus being like to Wally's
point oh my gosh, oh my gosh,I'm not going to get this deal.
It's too late.
Don't practice for 10 grand.
Yeah, it drives me nuts.
We're getting close to the end.
Sir, is there a tip that youwould give somebody who is in
the solar game?
They're not having the results,they're not earning the
millions that you're using.
I know you mentioned go toYouTube.
(38:14):
Is there anything else youwould recommend for them to do
to have a big impact on theirbusiness?
Speaker 2 (38:21):
Yes, in fact, I told them I'm a Star Wars junkie man.
Remember when Empire StrikesBack, when Luke Skywalker had
his Star Wars fighter stuck inthe mud and Yoda was teaching
him how to lift it out of themud using the force in his hand
only, and he kept going up,going up like this and failing.
And Yoda kept doing this andLuke Skywalker's I'm trying.
And then you know what Yodasaid.
(38:41):
Yoda said this Write this down,guys.
He said do or do not.
There is no try.
If you do the solar business,don't jump in half your foot in
the dark.
You got to do this and make itwork because it's the most
profitable business I have everentered and I built several
(39:05):
multimillion dollar businesses.
This is the easy one, mostprofitable.
You do it or you don't, becauseif you jump in, there's no such
thing as half wet.
You jump in the pool.
You got wet.
It's not okay.
I'm half wet.
No, you do it.
You do it and do this correctlyLearn, study, work with mentors
, work with the leaders, workand watch videos, but you've got
(39:25):
to do it 100%.
That's one way to do it.
So the other thing I wouldadvise is I know a lot of you
are thinking of building yourown teams and hiring people.
I mentioned this at the artconvention.
When I got that million dollarjacket I said if you're in the
solar business, you've got torun it like a regular business.
You've got to run it like abusiness.
The only measure of truesuccess in a business is how
(39:45):
much money is in your bankaccount.
You could be busy, you could bevery busy, but if you're only
making $2, $3, $5 a day, you'reonly $2, $3,000 at the end of
the day.
That's not good Because that'snot working your time correctly.
So run it like a businessefficiently.
Measure how much money you'remaking and, yes, you can measure
how many sales.
(40:06):
People will tell you I got 10deals in the pipeline but then I
asked how many actuallyinstalled out of your deals.
So it's always money backinstalled.
And then if you're trainingpeople to do this, like when
you're I was in flight to thePhilippines and remember they
always say oh, the doors hereand put the mask on.
(40:26):
And the lady said see what Isaid?
When that oxygen drops down, wewant you to take it and put it
on yourself first before youassist your little kid.
Same thing with solar.
When you're building a team,you make it work.
First.
Make the money, because if youhave the money, then you can
(40:49):
spend time working the others.
Because if you're spending yourtime with non-revenue thing and
then you end up hiring people,spending all of them, then
you're not making money yourself.
You'll be the guy in theairplane who put it on the child
first and when the planecrashed she drowned.
Right, make the money first,help yourself and then you help
(41:09):
others.
So do both hire but keepselling.
Don't just say I'm just goingto be hiring because that's not
going to work in the end.
That's how you make it.
Speaker 1 (41:21):
Masterclass.
My friend, we are bringing youback for the referral side.
I know that chat's going toblow up.
Wally, with your permission,I'd like to post your Facebook
on the description so thatpeople can reach out and can
follow you.
Anyone at power could tag youand some mentor deals to have an
expert closer reach out.
That's cool with you, my way ofsaying thank you.
Yeah, I really appreciate itFor those of you listening.
Hopefully you enjoy this asmuch as I did.
(41:42):
I have four post-it notes ofnote and I was hosting.
I say every week that's how youhave the right guest on.
You're always learning.
You're associating yourselfwith top talent.
As they say, iron sharpens iron.
Wally did this for free.
I do it for free every week.
The best thing you can do torepay us is to like, share and
subscribe to this.
We bring new content everysingle week.
I hope everyone has a greatweek, wally.
(42:03):
Thank you so much from thebottom of our heart.
I appreciate you.
Speaker 2 (42:06):
Thanks so much.
Speaker 1 (42:07):
Everyone be safe, be good and God bless.
We'll talk soon, my friends.
Speaker 2 (42:09):
Thanks guys Do the right thing, always okay.
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