October 5, 2023 • 34 mins
Brace yourselves as we unravel the relentless solar odyssey of R. Craig Blume, a sales titan who switched gears from selling windows and doors to dominating the solar arena! In this electrifying episode of Solar Sales Uncensored, we're tearing down the curtain to reveal the no-holds-barred narrative of how Craig catapulted into the solar sector, establishing himself as a force to be reckoned with.
Immerse yourself in the vibrant realm of referral groups with Craig, who unveils the collaborative dynamics of being a trailblazer representing your industry in such circles. It's a challenging yet rewarding arena, and Craig’s got the insider scoop on how to navigate the terrain and emerge victorious.
The stakes get higher as we venture into the goldmine of live event prospecting. Craig's battle-hardened insights from the frontlines of various shows are nothing short of a treasure trove for anyone hungry to ink lucrative deals in the solar sector.
We're not stopping there! Hold onto your seats as Craig breaks down his arsenal of lead-generation and sales-boosting strategies. This is a masterclass on networking, maximizing vendor relationships, and crafting an elevator pitch that’s nothing short of a home run.
As we blaze through the episode, Craig throws open his playbook on leveraging LinkedIn and Facebook for brand building, dishing out a goldmine of tactics to connect with prospects and skyrocket your solar brand.
We're wrapping up with Craig’s audacious vision of giving back to the solar community, a call to arms for every listener to contribute to the solar saga. This isn’t just a podcast episode; it’s a clarion call for solar aficionados to seize the reins and propel the industry to stratospheric heights.
Hungry for solar success? Thirsty for actionable insights from a seasoned solar sage? This episode is your ticket to the big leagues. Hit subscribe on Solar Sales Uncensored, and get ready to rumble with industry juggernauts like R. Craig Blume!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Hello, welcome to another episode of Solar Sales
Uncensored.
I am your host, aaron Browning,and I am excited for another
super strong episode with mygood friend, mr Craig Bloom.
Before I bring him up onto thestudio stage, I want to give his
quick background.
He also is a business partnerof mine.
He's absolutely killing it.
(00:21):
Anytime I want to see him, Ihave to go to a networking event
, because that is where hespends his days, seven days a
week, 24 hours a day.
He is the king of live events,whether that's recruiting events
to build his team or, in myopinion, what he does at a
really high level is sellingsolar through live events.
We're going to take a deep diveon everything events,
(00:41):
everything, networking with whatI call the hardest working man
in solar, without further ado,craig, how the heck are you my
friend?
Hi, aaron.
Speaker 2 (00:49):
Thanks, brother, I really appreciate you inviting
me on.
Speaker 1 (00:51):
I'm excited, excited to do this 100%.
I think it's going to be a lotof fun, man.
It's going to be a lot of funFor our audience that hasn't had
the privilege of meeting youyet.
Do you mind giving your quick?
I don't know two minutebackground and how you got
introduced to solar yeah, sure,sure.
Speaker 2 (01:06):
Look, I've been in the sales game for a while.
I joined Grant Cardone.
I was focusing in the room thatno, grant Cardone, the 10X
right Was part of hisaccelerator program and I was on
a breakout session and I metthe fellow by the name of Bill
Conley.
Anybody know that name?
I do Bill Conley is my mentor.
He's based in California.
Bill introduced this to me alittle over two years ago and I
was working a full daytime jobthen.
(01:28):
I was selling windows and doorsfor Renau Bay Anderson.
So basically what I did is Icame to as of I guess November 1
is really when I started thisfull time.
I had a little forgive me.
A come to Jesus meeting is howI kind of refer to it that look,
if I'm the Michael Jordan ofselling windows and doors for
Renau Bay Anderson, can I make abigger impact?
(01:48):
Can I make more money doingthat, or am I better off in
solar?
I think everyone on this callnow knows the answer to that.
I am full time in solar andthere is no greater industry
than what we're in right now.
Aaron Fully believe it.
Speaker 1 (02:00):
So I've heard you say that and I love that.
Paint a better picture.
If you don't mind, man, Forsomeone who is and a lot of our
audience isn't in solar yet whatdo you mean by that?
Really, if you don't mindactually sharing details,
Absolutely.
If you were the best at thatformer company doing windows and
doors, what are you making?
Speaker 2 (02:15):
So the best of that company.
You're probably cracking atminimally.
Six figures, three to 500,000is what the average person makes
there.
Could you make upwards to sevenfigures?
Yeah, there's a couple of whatin the company doing that and
there are plenty of folks doingthat here in our particular
company in power.
Right, so there's really no,it's a no brainer.
I said to myself look thetrifecta.
Am I getting at this at theright time?
(02:36):
Yes, absolutely.
Am I in the right industry?
Yes, absolutely.
This industry is just gettingstarted.
We're in the cusp of goingviral.
This thing is, it's just wild.
And so, right industry, righttime, right company, absolutely
out of the right company.
Speaker 1 (02:52):
Yeah, I love it.
We talk on many episodes aboutthe timing For my real estate
days.
I've impished a lot ofopportunities and unfortunately,
the timing on almost all ofthem is off, meaning it's
already passed.
I have to be honest, I thinkwe're at that tipping point.
I think the solar speak isthey're saying you know between
three and 4% market share.
I'll speak for you and I,because we actually are in the
same area in Virginia andMaryland.
(03:13):
I think we're below 2%.
So timing, I just I couldn'techo that enough.
Okay, so he hit you up.
You respected him from theGrant Cardone.
The Ted Exeter community isstrong.
I've been a part of that aswell, which I didn't know about
you.
That's awesome.
What did that conversation looklike?
Was it?
Did it leverage a video?
Would you have to explaineverything?
So did you instantly get?
Speaker 2 (03:33):
it.
Yeah, I know, I mean, look, Idabbled many years ago in solar
with a local firm when I wasselling copying machines.
That was my.
I did that for three decades.
I retired out of the copyingindustry in December of 2019 and
then went into a couple ofdifferent things and then
renelled by Anderson.
So when Bill and I were on thatbreakout session, he pitched the
solar and I was interested init.
Right, I know it's, it's coming, it's been.
(03:54):
People have been talking aboutthis thing.
I wasn't able to give it my all, but so we need to plug in.
You needed to be part of themeetings and be in a B&I
referral group or do theexhibits and the things that I
like to do, get myself.
After.
I wasn't able to do it.
My hands were tied.
So a lot of folks will comeinto this particular industry
and they'll come in part timeand and I get it and that's okay
.
Right, if that's your MO,that's what works for you, do it
(04:16):
.
But for me, I couldn't plug in,so it was frustrating for me.
Bill was like Craig, you'rejumping on a meeting.
Then he bill, I can't.
I mean, I'm meeting, I've got,I got appointments all day.
I I'm working seven days a weekselling windows.
I when do I plug into this?
Didn't have time.
When I made the the, Ifurthered it the oh gosh, yeah.
What's the fella does to talk?
Show the gosh hate this.
(04:36):
He jumps off the cliff.
Right, you jump off the cliff.
I did so.
I literally jumped off the clipand I've never looked back.
Speaker 1 (04:45):
Yeah, that's some really good point too.
A whole episode on that is isthe part-time warriors?
Um, 13 years in real estate,believe me, we are just filled
to the brim of part timers.
It's really hard.
I started part-time too, so Itotally get it.
There's no judgment if that'swhat your schedule allows, but
you got to be really purposefulwith the part-time hours you're
giving any industry, especiallysolar real estate, where you're
(05:06):
trying to service a client at ahigh level man, and I love that.
You too realized that that byleaning in, by getting around
that campfire that's what I callit.
Um, hearing the stories,learning, honing your skills on
the craft, even though you had avast sales experience, it
changes everything, of course,changes everything for you.
Okay, so fast forward to now.
Were you always successful inthe other sales jobs by doing
live events and that sort ofthing, or was it brand new for
(05:28):
you here?
Speaker 2 (05:29):
Yes, A little bit of that.
Look, I also had a medicalcompany.
My mother invented an OBGYNgown and I traveled around the
country for about 10 yearsactually going to.
Speaker 1 (05:36):
What have you done.
Speaker 2 (05:37):
I'm telling you, bro, been doing a couple of things,
and so I had experience doingtrade shows, and so that was
part of that.
And so when I sold that for thecopying machines for advanced
business systems, we would, wewould have the shows at the
office in product center.
In fact, that's how I got thejob.
I went to the convention centerdowntown Baltimore before the
internet was going on and Ipassed out resumes and you
(05:58):
couldn't look up a company.
You could go to the library andmaybe try to find out who the
company was.
But so I joined 40 years ago inthat industry.
So fast forward to today, it'sa whole different ballgame.
So, yeah, I have done some ofthese things, being successful
in sales.
I was the top guy at advanced,the copier company, for a couple
of decades and so was was doingwell, and they kept saying,
(06:19):
craig, the industry is going tochange, you need to look at
something else.
Now I'm fine, I'm doing fine.
It happened overnight.
Speaker 1 (06:26):
And people say yeah.
Speaker 2 (06:27):
So look, aaron, what I would like to say is we're
lucky.
We're lucky as people if we'reable to find one opportunity in
life like this one life-changingopportunity, and if you're
really lucky you'll get two.
But the reality is, theuniverse is tapping you on the
shoulder.
Here it is, here's anopportunity.
This is going to change ourlives.
(06:47):
It's going to change a lot ofpeople's lives on this industry.
Right, and you either accept it, you recognize it, you
understand it, you're prepared,you're in the right place at the
right time.
Is that luck?
No, you're just prepared.
You see it, you go for action,action, right, action.
Walk through the door, open itup, let's go.
Speaker 1 (07:08):
It's funny on the action piece man.
I do a lot of team building.
I love recruiting, I loveblessing people with this
amazing opportunity that issolar, especially with our
company.
Most people when they see it,they take action, they get it
and they jump all in.
Oh my gosh, I saw enough.
Like how do I start?
You'll run into a few and Iwant to call it 25, 30%, perhaps
maybe as high as 35, who arelike I got to review it.
(07:29):
I need more information.
Guys and gals, theopportunities in front of you,
you freaking jump all in.
The best people that I've beenin business with, whether it's
solar, real estate, whateverelse I was doing, they took
massive action, to Craig's point, massive, freaking action.
You don't need to have all theanswers You're going to figure
it out later but for those ofyou sitting on the sideline who
have been listening to thepodcast for several months,
solar Sound's interesting.
(07:50):
Do I do it?
You're already missing, likeyou're already missing out,
freaking.
Jump in A couple of things.
You said B&I.
It amazes me how few solarprofessionals are actually a
part of B&I.
Can you give a bird's eye viewof what B&I is and how it works?
Speaker 2 (08:04):
Yeah, I find that kind of strange because the B&I
is something that I really enjoy.
So B&I is an acronym forbusiness network international.
It is an international.
I call it a leads group orreferral group, and the
interesting thing is you meetonce a week, right, and so when
you look at these groups and youlook at who's in the groups,
there's a realtor, there's aroofer, there's an insurance guy
, there's a lawyer, there's alldifferent verticals and you
(08:27):
first come in and go wait aminute, that's really not the
connection that I'm looking forwhen I'm trying to sell solar.
But these people own homes andthey know people that own homes
and anyone who owns a home is aprospect.
And guess what?
There's 86 million homes yet togo untapped.
It's untapped folks Untapped,hello, hello.
(08:49):
So when I sit in front of ahomeowner and I explain this
presentation, they go Craig,that's amazing, that's amazing.
Why isn't everyone doing this?
And I say because I can't sitin front of 86 million people
all at the same time.
So that's what we're doing thispodcast, aaron.
We're going to help as manypeople as we can up front.
Here's the cliff notes.
It works, it makes sense.
Speaker 1 (09:09):
I love it.
How long have you been in B&Ifor solar?
Speaker 2 (09:12):
So B&I look.
So I've been in, for I joinedfor two years and so November
will be like I said I started.
November one really officiallyjumped off the ledge and came
lock, stock and barrel.
That's when I joined B&I.
And then there's a fee for thatright, and so what B&I does the
philosophy is givers game,meaning that it's not hey me,
give me leads.
(09:32):
I'm providing leads to theother partners in the B&I and
there's 25 people in the group,so I'm basically I've got 25
other salespeople that know mybusiness almost as well as I do,
because every week we give our30 seconds.
Here's what I'm doing, here'swhat's going on, here's the
market trends.
I'm educating my people.
So when they walk in andthey're doing their business,
(09:54):
they're selling insurance.
There's a roofer guy, this typeof thing.
When they're out doing theirjob, if any of these triggers
happen, they instantly know topass that to me and then it's a
warm referral, it's not a hey, Iknow a guy.
I know someone here Call Bob.
Does Bob know you?
I heard Bob saying he wanted togo solar.
They know Bob and Bob's theirfriend and Bob just bought a
(10:18):
house from them and so nowthey're saying you need to meet
Craig and a lot of times it's anintroduction.
So they're layups and I'msaying that to be derogatory in
any stretch.
You still earn the business andyou help the homeowner, but you
have a much better relationshipcoming to the table through B&I
.
So I did that, I joined.
Can I unpack that for a second?
(10:39):
Please go ahead.
Speaker 1 (10:40):
It's important.
Yeah, so I learned this in realestate.
For those watching the videoportion of this versus the
traditional podcast almost viewa triangle.
And so you have the person inthe B&I group that is
facilitating the referral, youhave Craig on the left and you
have the lead on the right.
It's a triangle of love, if youwill, of service.
So Craig does not want to letdown the referral partner, so
(11:01):
he's going to give 110% to thatlead.
Here's the magic part thatpeople don't talk about.
The lead doesn't want to lettheir friend down, so he's going
to.
He or she is going to be superpolite, super receptive to what
Craig is doing.
So all three people are tryingto serve each other at a really
high level.
That is what makes that warmhandoff.
I think it just fire versuschasing leads.
(11:23):
Where you don't have that,You're not edified, you weren't
lifted up.
Another thing you mentioned tooand I want to make sure we're
clear on this two things.
One is what is the fee in asecond?
The second one I want to makesure that people really get this
there's only one person perfield or per industry in that
group.
Yep, yeah, is that correct, Doyou?
Speaker 2 (11:40):
want to touch on that .
Yeah, so that is a requirement,right?
So there's only one person pereach vertical.
So there can only be one solarsales person in the B&I group,
right?
One Rufa, one insurance guy.
Now, insurance is different,there'll be life insurance,
anyway.
So you get the idea.
It's a vertical, right?
Yeah, so that's how that works.
And so the fees.
You asked about that.
(12:01):
So if you join for and the feesare changing as we speak right
now, but it's about 750 to joinfor one year I spent about 13,
almost 1400 to join for twoyears, and it was actually it
was 13 because it was a littlebit of a discount to join for
two years.
And look, this is my industry,why one year?
Look, I'll join for 15 becauseI'm in this game.
Speaker 1 (12:24):
And talk about money.
Part of the reason we launchedthis podcast is to get solar
pros and I use that wordsometimes loosely.
Unfortunately, it's to treat itlike a business.
Sometimes it takes money tomake money.
In fact, most of the time, myfriends, $700, roundup to $800,
average commission at ourcompany is how much 7,000, per
individual 7,000.
If you would not spend $800 tomake $7,000, and that's just if
(12:48):
you closed one in a 12 monthperiod.
Go ahead and end the podcast.
My friends, You're at the wrongplace.
You're not cut out to be abusiness owner.
I'm sorry for the real talk,but it's real talk.
Those, any best practices thatyou've learned along the way for
B&I and any mistakes you madethat you had to pivot.
Speaker 2 (13:02):
Yeah, that's.
I appreciate you asking thatquestion too, aaron, because
look, when we came on board as acompany, we sell in 22 states
around the country.
We sell virtually, so you pickthe states where you want to be
in.
So B&I is all over the country.
So what I did initially, when Ifirst came on board with the
B&Is, I thought you know what?
I want to be in Texas, I wantto be in Phoenix, I want to be
in Florida, I want to be inMassachusetts, I want to be in
(13:25):
New Jersey, delaware, I want tobe in all these states.
So what I did was I then I wentto the B&I network.
I researched the chapters thatmeet in Delaware or there are
chapters that meet in Floridaand I searched through and found
chapters that had her, had arealtor in the audience, folks
that we really want to joinHIPPS with, and then so I sat on
(13:46):
their meetings virtually.
And then what I did was Ipeeled out the realtor and I
peeled out the mortgage personand I scheduled one-to-ones with
them.
So I would sit in a meetingwith 35 people that didn't know
me from Adam.
I present who I am, what I'mdoing, and then I peel off the
ones that had the closestconnection to what I'm doing,
and I scheduled a one-to-one soI started doing that and doing
(14:07):
it rather rapidly.
Let's say I would do two orthree a week, which took a lot
of bandwidth, a lot of time.
What I discovered, aaron, wasgoing back to square one, that
when you're in this B&I you'redeveloping a relationship, right
, and so if you're not in frontof someone every week saying the
same thing, you almost feellike you're just repeating the
same thing.
But it's crazy in the memory ifyou meet someone and the next
(14:29):
day you forget their name.
And so every week they just hitCraig Bloom.
I'm Craig Bloom, this is whatI'm doing, craig Bloom's.
I'm leading the nationalexpansion for the fastest
growing residential solarcompany in the United States.
That's my opening statement.
Everyone in the room could sayit, they could repeat it back to
me.
They probably hear it at nightin their sleep because I say it
every time.
But so that's what we do and sothat's that repetitive nature
that puts us in the forefront oftheir mind when a trigger
(14:52):
happens, and it's therelationship.
And they want to help CraigBloom and I want to help them.
That's the B&I I did try, like Isaid, going into the other
states.
I still do some of that.
I'm just not doing it at thelevel that I was, because I
didn't get as much traction, tobe perfectly honest, right.
So it's when you're in personreinforcing those things, a lot
of the relationships I havethere, and it takes six months.
(15:14):
The guy sees me for six months.
He can find he's going.
Okay, I'll agree to.
I'll meet with you now, craig,you're real.
You keep coming back.
Yep, yep, I'm not going away.
Speaker 1 (15:24):
Yeah, you can't force a relationship.
It has to be organic to yourpoint.
That's right.
The other thing you said, too,that I think is really important
, and once again we did this inreal estate.
I tell people all the time thissolar reminds me of real estate
20 years ago.
We're just catching up, which Ilove.
That's the timing that wekicked off with.
If you're not top of mind andyou're referral partner in your
client's mind, you're out ofmind, and that's a hard one for
(15:46):
people to understand.
So I like that.
You said it takes you sayingthe same thing every single week
and all of a sudden, six monthslater, someone's oh, you're
solar, and you're just like areyou kidding me, bro?
I've been here every single daytelling you you have to be top
of mind and then, once you earnthat mind share, you have to
remain there.
Yes, you have to remain there.
You do not want to be numbertwo or number three when someone
client, referral partner,friend is thinking of a solar
(16:08):
professional.
And so it takes work, and Ilove that you referenced that.
That it's not, I hate.
You show up one day and all of asudden you're going to receive
four new proposals or whatever.
Cool, it works like that, butthat's typically not the rhythm.
That's right.
Let's transition over to liveevents.
Not that me and I is not live,but that's more about you
receiving because you're givingGiver's Gain, by the way, which
I love, but live events, this isreally what got me excited.
(16:30):
I think you do this better thananyone I have met.
Can you share some nuggets onwhy live events are important
for your prospecting needs?
Speaker 2 (16:38):
Yeah.
So look, aaron, the idea whenyou come into this platform,
you're looking for leads, right?
You want to sell solar, right?
And how do you do that?
There's a plethora of ways todo it and everyone chooses their
own way.
So I wanted to lead by example.
So, as I'm building my team,I'm not going to ask anybody to
do anything that I'm not willingto do myself, right?
So I've tried, I've done it all.
(17:00):
I've knocked on doors.
I go to all multiple differentleads groups.
It was another one this morning.
I love this little group I metthis morning.
But so big shows, right?
The?
Speaker 1 (17:10):
Home and Garden.
Speaker 2 (17:11):
Show the big elephant in the room right.
So Home and Garden, everyone'sgoing to come.
They're going to be looking forsolar.
So I put my flag up for theTimonium Farrag Rounds here in
Maryland.
It was a big show.
It was over two weekends, itwas five business days on the
floor, eight hours a day.
40 hours really was on theshowroom floor.
Now I got over 50 leads bybeing there and so I've since
(17:32):
discovered a lot.
We'll talk about that in aminute.
But so the Humminggarden show.
I did that one first, justbeing there and working the show
, and I felt like I was goingback to selling my examination
gowns because of what I wasdoing, that kind of thing.
And then advanced businesssystems, gosh, lois, elkin folks
she taught us Hulk him in Craig.
So you don't sit in the booth,you don't sit down, man, you're
(17:53):
out front, you're bringing themin, you're talking to them,
you're getting eye contact,you're saying good morning,
anything to get them to look atyou and look at the booth and
look at what you're doing.
So if you just sit thereremotely and you're half asleep
in the booth, people want towalk by you.
They're not going to pay anyattention.
Speaker 1 (18:09):
So that's.
I think a lot of people miss onthat too.
By the way, I go to a lot ofshows, not on the end of working
at, like you do I need to stepup my game there but I go to a
lot of shows to gatherinformation and to also network.
But you're right, most are justsitting there thinking that
whatever they put up the flag,the giveaway is going to draw
everyone in, and that's it.
And for most of us, if I didn'tgo there to see solar, I'm not
(18:29):
going to stop Yet.
It could have been a futuredeal.
I love that Are all, and thisis uncensored man, so hopefully
that's okay.
Are all shows created equal?
Speaker 2 (18:38):
Not at all why?
No, so just because they thedifferent crowd, right, it's a
different vibe.
When folks are coming to theHome and Garden show, they're
looking for things to updatetheir home.
Now there were several othersolar companies in the mix,
right, so you have competitionthere and had some folks go.
Craig, there were six othercompanies there.
That's why I would never dothat Really.
You don't trust yourself.
(18:59):
You don't have enoughconfidence in yourself that
you're not better than them.
You can't.
Speaker 1 (19:02):
But it's about you at all.
Hell, no.
Speaker 2 (19:05):
Excuse me for the French there, but no, it's a big
world out there.
This is an untapped market.
If you go through the scarcitymindset, you're going to have a
tough time with this businessman.
There's a lot out there that wecan help each other.
We help each other up.
So the other folks I considerthem cousins, brothers, right,
lift them up.
It's a real time industry andno, it doesn't concern me at all
because I'm comfortable with myown skin there.
Speaker 1 (19:26):
I know what I am.
Yeah, the other thing aboutcompetition, though man is and I
know it's emerging market herewhere you and I live I believe
competition pushes them back tous without saying our company
name and going through like someof the reasons why Almost every
time, if not every time, when Italk about the home warranty,
the warranty we offer, I don'twant to get too specific here,
where someone's oh my gosh, thelast company was a 20 year, you
(19:48):
guys are 30.
Like they just helped me sellthat job.
So I totally agree.
And you also said one of myfavorite phrases live in
abundance, not scarcity.
People listening.
Adopt that mindset, your wholelife will change.
It's just a fact.
So you mentioned the home andgarden show several times.
Is that your favorite right now?
Speaker 2 (20:04):
Quite.
Honestly, the one that I'vebeen doing probably the most
frequently is the Bethesdaexcuse me, the Bethesda Farmers
Market, right?
So why Bethesda, maryland?
If you Google the 10 richestcounties in the country
Montgomery County, potomac,maryland Bethesda comes up in
the top four.
So there's a reason why I putmy flag in that area.
(20:26):
Now, the Bethesda FarmersMarket is an extraordinary one.
It's at the Bethesda ElementarySchool, so I bought all my
exhibit materials, my tent, mybooth, the whole nine yards.
I got a solar panel from ourinstaller and I go pitch my tent
right.
So in January it was prettycold.
I remember March was prettywindy.
My booth almost blew away.
(20:46):
I had to put weights on thething to keep it down.
But you're out there and you'remeeting people.
So I have sold several dealsbeing at the Bethesda Farmers
Market.
What did that setup cost you?
So, yeah, I was going to explainthat to you.
Here's the math it cost me$1,000 to be out there 12 times
a year $1,000, right Now we'retalking to invest in your
business.
You have to make that decision.
(21:07):
Are you going to do that?
Yes, so I invested upfront.
I invested December of lastyear or November, when it was
right, and then I knew I wasgoing to get started in January.
So I'm at every month, and sowhat's happened recently is
Emmett Summers and I have joinedforces together as well on the
East Coast the DMV areas, wecommonly refer to it and Emmett
will come over in the BethesdaFarmers Market and we're working
(21:29):
them together.
I'm learning from him as well,he's learning from me and we're
growing.
Speaker 1 (21:35):
Let's unpack that for a second too.
I love the team aspect for liveevents for two reasons, and
there's probably hundreds.
One is there are let's just behonest right Uncensored.
There are days we're off, Days.
I had too much fun the nightbefore, the weather is not great
.
I'm missing a ball game,missing my kid's thing.
My wife is mad at me.
Whatever we're at Mojo, myenergy is off.
Yet all of a sudden I show upand Craig's freaking, bringing
(21:56):
it Guess what.
I'm not going to let him out.
Shine me Like.
Energy is contagious.
I got to step up and vice versa, I might be that smart plug
that Craig needs that day.
The other one, especially forthe newer solar people.
Listening is sharing of cost.
I know some people and it blowsmy mind.
I'm sorry for being passionateabout this.
A thousand bucks I don't have athought.
Go figure that piece out.
(22:17):
Go sell something you haven'tused in your basement in a year.
Go fund your startup money.
A thousand dollars I can onlyspeak for our company to make an
average $7,000.
Take home commission Once again.
I would do that all day, everyday, and that is one sale.
They have bigger goals wherethey're doing multiple sales and
event.
I don't even want to go throughthose numbers, but I would just
challenge everybody to thinkbigger.
If you got to start with apartner, I can't stress it
(22:39):
enough.
Thoughts on that.
Speaker 2 (22:41):
No, it's perfect and that's ideal.
So you need to invest, spendmoney to make money.
I think that's a common phrase.
Speaker 1 (22:47):
Farmers market, the home of garden show.
Any other shows that you'vedone that you want to do.
Speaker 2 (22:51):
I'm exhibiting this Sunday at a show.
It'll be the third time I'vedone this show.
They're called Pathways, thenatural living expo.
It's going to be in SilverSpring at the Marriott
Convention Center, so I'll bethere this coming Sunday.
What's at the 8th?
I believe, yeah, the 8th, from10 in the morning to 6 pm that
night, but I'll post about it.
If you're following me onFacebook or LinkedIn, you'll see
(23:11):
some stuff about it.
But yes, you will.
Speaker 1 (23:14):
So, yeah, yes, you will, we're going to talk about
that in a second to save it.
Speaker 2 (23:18):
Absolutely yeah.
So this show I like becauseit's about home remedies, it's
about home healing, that'sspiritualist, and folks that are
typically dialed in more to theearth right, they're green,
they're that type of thing.
So that's a really nice fit forthe solar, and so that's why
I'm there.
I put my flag there as well,and so I have sold several deals
from being at these as well andjust doing multiple things, and
(23:40):
so I was looking forward tothis Sunday, because you're not
just there for the audience,you're there for the exhibitors
too, because, guess what, theyhave houses too, hello, so if
you're not working the room,you're not doing your job.
Speaker 1 (23:53):
So Craig, craig, you already know this, but I'm going
to go and give it an insidertip.
That's why I love podcasts.
Right, I didn't know we weregoing to go here.
I like live events.
He's going to get utility billshe's going to use, going to
close deals.
He's going to make a ton offreaking money.
He's also using the vendorsaround him to sell to the other
big one.
And this only works if yourcompany model is like ours, and
I know there's a few others thatdo, thank God.
We want to introduce ourplatform to as many people as
(24:16):
possible.
So I do very well in therecruiting front at these events
because you'll meet people justlike Craig who are hustlers,
and as you get to know them overthree days, 12, 15 hour days,
you can really get to learn alot.
You can find out whateverthey're selling, how much they
make, and when they tell you $50, $150, craig, you're never
going to believe it.
I make $300 a sale, but, craig,what do you make?
(24:37):
And he turns around and saysseven grand, like they're doing
the same amount of work.
They're just going to switchover to solar.
So there are so many fronts ofwhy live events are so good.
I think the last one too, thatno one talks about, makes you
become an expert at your craftthe more you're talking to
homeowners about solar, yourvalue proposition, your elevator
pitch, all of that stuff.
(24:57):
You got to clean it up and theonly real way to do it is
obviously practice.
But it's time on task and,craig, you have.
I feel like you've been in thegame for 10, 12 years because of
your time at these live events,if that makes sense 11 months.
It's crazy, but you've talked tomore homeowners than most solar
pros do in 10 years.
Speaker 2 (25:14):
Yeah, yeah, no doubt.
Speaker 1 (25:16):
Yeah, it's huge man, let's.
I want to transition over,before we end, to your social
media presence, specifically onLinkedIn.
I know a lot of solarprofessionals are missing this.
You and I were at a live eventin Maryland a week ago crazy out
, time flies and I gave you acompliment and I met it.
I really did.
Craig is all over LinkedIn, asam I.
Craig crushes me on LinkedIn.
(25:37):
I have no problem being a manand admitting that Something
he's doing and hopefully itmight be sharing it.
I don't even know if it'sintentional, it doesn't even
matter, but something I pickedup on his account.
I'm always studying.
I'm a student.
That's part of the reason Ihave success.
I want to speed it up Ifsomeone's doing something better
than me.
I got to figure out whatthey're doing and either copy it
word for word or tweak it alittle bit.
If I think there's animprovement.
What Craig does and this is justmy opinion of it, of what I've
(25:58):
seen on your LinkedIn profileand your posts he's running it
more personal.
It's all business minded, butit's more personal with a selfie
of him with his video in itAlmost like it's like a
combination, a blend of Facebookand LinkedIn, versus everyone
else I see on LinkedIn is juststraight business and it's
freaking boring.
Like it is boring, I might besomewhat interested in solar,
(26:19):
but that's all I'm saying.
I see real estate agents doingthis.
Stop at my open house.
So boring, stop doing it.
Craig puts a personal spin onit.
If that's something intentional, anything you want to touch on
with what your LinkedIn strategyis?
Speaker 2 (26:31):
So I appreciate that.
I think, quite honestly, it'sinteresting to hear that
perspective.
That's just me.
Look, I'm doing Craig, and so alot of folks are afraid to get
into social media.
I remember working at AdvancedBusiness Systems way back in the
day and they said, craig, youneed a LinkedIn account.
I'm like no, I'm a private guy,I'm not doing this, I'm not
putting myself out there, I haveit Facebook.
Never I've since changed allthat.
(26:53):
Look, this is who I am.
I put it out there and I mixsome business and pleasure and
do that type of thing.
You just live in life and Ithink people can relate to you
that way.
So I do it consistently, aaron,and that's really the key.
Right, you've got to do itconsistently.
I try to do it almost every day.
Sometimes it feels like a choregoing.
What am I going to say abouttoday?
You don't need to make it thatrobotic.
(27:13):
Let's say, right, it doesn'thave to be that, just speak from
the heart when.
That's what I try to do.
And so I just let folks knowlook, I'm creating a brand and
that's really what I'm doing.
I'm in the industry.
I want folks to know that I'min this business.
I've got folks that have beentracking me for months, going
Craig, I don't need it now, butwhen I do, I'm coming to you,
(27:36):
and so that's why we do thesethings right.
And so my wife would go Craig,do we have money in the bank yet
?
I'm like no, honey, we don'thave money in the bank yet, but
we're building an empire, honey.
We are doing the right things.
Trust me on this.
Yes, honey, we're good, we'regood.
So that's what we do with that.
But yeah, so again, I try to doeach, and I live in both worlds
.
I do LinkedIn and Facebook.
Others will go off intodifferent platforms and that
(27:58):
type of thing.
That's really my two go-tos.
Speaker 1 (28:01):
Yeah, linkedin has slept on man, it really is.
I did a session at ourconvention three or four weeks
ago.
I know you were there talkingabout LinkedIn and I don't get
why more solo professionalsaren't on it.
The status seal of the deal forme several years ago I think it
was three now was that theaverage user on LinkedIn, the
average account holder, whateveryou want to call it, makes six
figures a year.
Think about this.
Success leaves clues.
(28:22):
Craig talked about why he chosethe farmers market in Bethesda.
It's the income bracket thatpeople are in.
If you tell me where I canspend time, a majority of the
time is going to be hangingaround with six figure or plus
earners.
They can afford solar, they canafford batteries, they own
houses most of the time and theysure as heck can be recruited
over to my business.
Like it is a trifecta, it is awin and that's why I love it.
(28:44):
I think a lot of people areafraid of it because they don't
know how to do it.
Did you just jump in?
Did you take classes?
Like, how did you learn it?
Was it trial by fire?
What does that look like?
Speaker 2 (28:51):
Aaron, I just jumped in, brother, that's it.
Man, put myself in front of thecamera.
What folks don't see Is I put avideo out there and I'll use my
zoom at the home or using it inthe phone, but they don't see.
It's the three or four takesbefore that, the ones where I
found up, didn't know the date.
Where, excuse me, where am Iagain?
Okay, cool, cool, yeah.
But which good I got you, let'sdo this and then you're live and
(29:12):
it and it's, but no, you do itenough, you just it'll start to
come naturally and that's justall it is.
It's all this stuff, right, wedo enough of it and it just
becomes natural for us.
But again, the whole focus ofwhat I'm trying to do, aaron, is
to build that brand, and you'redoing the same, and so I still
appreciate what you're doing,man.
I appreciate that man.
Speaker 1 (29:30):
I tell people a lot too.
I, one of my mentors, said thisa couple months ago although we
sell solar, that's our mainproduct.
We all own marketing agencies.
We are a brand, we are amarketing company, and so if
you're not leveraging socialmedia, I agree with Craig.
I used to be a little babyabout that and say we don't want
to be on Facebook, we'll figureout another way.
I don't anymore.
I'll tell business part.
(29:51):
What are you thinking?
It's free?
People 15, 20 years ago wouldhave killed for the amount of
exposure we can get on this.
I checked my LinkedIn stats theother day and I should have
pulled it up for this.
I think it was yesterday.
I want to say I had 40,000impressions over the last seven
days on LinkedIn some number.
I don't know that's good or badfor me that's like mind-blowing
man that would have cost me tensof thousands of dollars and
(30:14):
people aren't even doing it.
It's free.
Go get uncomfortable, go leanin, go push record, go freakin,
do it.
The other thing you said too isand it's funny I remember
starting a video years ago whereyou would I would do 15
outtakes and although it was a30-second video, it took me an
hour.
I got, honestly, I got to thepoint where I stopped caring.
I stopped caring about being aperfectionist.
I.
I stutter, I get excited, Idrool, I do whatever.
(30:36):
I don't even care.
I've posted.
Those people aren't going todeter me for what I'm trying to
do and the brand I'm trying toput out there.
The other thing, too, is inGary V.
I'll credit this man with this.
People want what they wantpeople to be authentic.
Yep, like my best videos arenot with the podcast camera that
looks great.
It's with my phone, it's withmy kids in the background, it's
me moving around, like I get thebest of results from those not
(30:59):
being polished, making themistakes.
So if anyone's sitting on thesideline, just go freakin do it.
Just go hit record to watchyour life change.
Yeah, I appreciate it, man.
And closing when do you seesolar going?
Speaker 2 (31:11):
Yeah, look, solar is.
Here's the crazy part, brother.
As busy as you are every dayand as busy as I am every day,
it's hard to imagine.
But Jonathan bud tells us guys,you're just in training, it
hasn't really been begin yet.
I'm like excuse me, reallywe're making this kind of money
or is in and hasn't even startedyet.
(31:32):
Oh Cool, I am definitely in theright place.
Speaker 1 (31:36):
Yeah, in fact it's funny man.
I got in trouble for this theother day and I'll get in
trouble again.
I don't really care, I comesfrom love and contribution.
Just know that John Jonathanbud I'm an echo he just said he
always says we're in the top ofthe first inning.
I actually think that's a flatlie.
I really do and I love this man.
I think we're batting practiceLike here in Virginia, merrill,
we're less than 2% market.
She went something funny.
(31:56):
I got a game with my kids.
I'm all about mindset andawareness.
I think it is so freakinimportant we have a game of my
kids, or 8 and 11.
My wife even plays the game.
If we're in the car, we're outand about in the area, it's
primarily Virginia, maryland, dc.
If they see a house with solarand they yell at first, they get
a dollar they're.
I'm teaching them, teachingthem to be aware, and so we're
looking, we're hunting.
Here's the funny part why Ibring this up.
(32:18):
There are times we might go aweek Without saying it where
that dollar wasn't even paid andyet we were out and about for
several hours running errands,doing things.
And that just reminds me.
It reminds them.
They'll say it.
How come more houses don't havesolar, and I said we got more,
we got work to do.
I can't talk to all 86 millionyet.
So for the once again thosesitting on the sidelines, this
opportunity is right, freakin infront of you.
(32:39):
You just got to lean in, jumpin.
Stop worrying about all thewhat-ifs Five years from now if,
for those of you still sittingon the sideline, you're gonna be
missing the greatest transferof wealth.
In my humble opinion, that'scoming from a person that's
owned several million dollarbusinesses.
I've never seen anything likethis in my entire life.
The other big.
I've never seen people do it soquickly.
We had a gentleman.
I won't say his name.
He's been with me eight months,brand new to solar, like me,
(33:00):
comes from real estate Craig,$125,000 you made last month.
That's amazing hundred and fortyfive thousand.
I had a team doing 40 millionin real estate.
We had six figure earners forthe year.
I never had someone do it inany month, much less do it
inside of eight months.
Mind blowing, with zeroexperience.
Man Like it's just, it's redhot.
You got me fired up.
(33:21):
We gotta get to work.
Man, I know we didn't talkabout this.
Are you cool if I give yourLinkedIn profile in the
description?
Speaker 2 (33:28):
Oh I.
Speaker 1 (33:29):
Would challenge everybody go look him up right
now.
For those of you that areimpatient, don't want to wait
for the link Are Craig bloom.
You will see him.
He is the one and only give hima follow, give him a shout, you
can even ask questions.
He's an amazing mentor on ourplatform, all around, great guy,
he comes from contribution, asyou can see.
Craig, I can't thank you enough.
I speak for our audience.
This is the first topic We'vehad about live events and, like
(33:49):
I said, there's no one that doesit better, man.
So keep leading from the front,keep doing what you expect
others to do.
I love that mindset, thatmantra that you adopt and just
thank you, man.
I can't say it enough.
Speaker 2 (33:59):
Oh, thank you, man.
Thank you.
I so appreciate what you'redoing, aaron, and I learned.
I'm learned from experts likeyou every day, man, so, thank
you, I love it.
I love it and I appreciate theoption, the, the opportunity to
be here.
Man, this was big.
Speaker 1 (34:12):
Of course, man appreciate you making time for
us, for the those in theaudience.
Craig and I do this for free.
We do it for love.
We do it for contribution tomake this solar industry better.
If you received any value and Iknow you did the best thing you
can do to repay us is to likeshare this podcast, this episode
whether traditional podcast oron YouTube, with someone you
care about, someone else in thegame, someone else who's
thinking about a career change.
(34:33):
Just pay it forward.
That's all we ask.
Hope everyone has a great day,be safe and God bless, we'll
talk soon.
Yep, love it.
Cheers you.
Hello, welcome to another episode of Solar Sales
Uncensored.
I am your host, aaron Browning,and I am excited for another
super strong episode with mygood friend, mr Craig Bloom.
Before I bring him up onto thestudio stage, I want to give his
quick background.
He also is a business partnerof mine.
He's absolutely killing it.
(00:21):
Anytime I want to see him, Ihave to go to a networking event
, because that is where hespends his days, seven days a
week, 24 hours a day.
He is the king of live events,whether that's recruiting events
to build his team or, in myopinion, what he does at a
really high level is sellingsolar through live events.
We're going to take a deep diveon everything events,
(00:41):
everything, networking with whatI call the hardest working man
in solar, without further ado,craig, how the heck are you my
friend?
Hi, aaron.
Speaker 2 (00:49):
Thanks, brother, I really appreciate you inviting
me on.
Speaker 1 (00:51):
I'm excited, excited to do this 100%.
I think it's going to be a lotof fun, man.
It's going to be a lot of funFor our audience that hasn't had
the privilege of meeting youyet.
Do you mind giving your quick?
I don't know two minutebackground and how you got
introduced to solar yeah, sure,sure.
Speaker 2 (01:06):
Look, I've been in the sales game for a while.
I joined Grant Cardone.
I was focusing in the room thatno, grant Cardone, the 10X
right Was part of hisaccelerator program and I was on
a breakout session and I metthe fellow by the name of Bill
Conley.
Anybody know that name?
I do Bill Conley is my mentor.
He's based in California.
Bill introduced this to me alittle over two years ago and I
was working a full daytime jobthen.
(01:28):
I was selling windows and doorsfor Renau Bay Anderson.
So basically what I did is Icame to as of I guess November 1
is really when I started thisfull time.
I had a little forgive me.
A come to Jesus meeting is howI kind of refer to it that look,
if I'm the Michael Jordan ofselling windows and doors for
Renau Bay Anderson, can I make abigger impact?
(01:48):
Can I make more money doingthat, or am I better off in
solar?
I think everyone on this callnow knows the answer to that.
I am full time in solar andthere is no greater industry
than what we're in right now.
Aaron Fully believe it.
Speaker 1 (02:00):
So I've heard you say that and I love that.
Paint a better picture.
If you don't mind, man, Forsomeone who is and a lot of our
audience isn't in solar yet whatdo you mean by that?
Really, if you don't mindactually sharing details,
Absolutely.
If you were the best at thatformer company doing windows and
doors, what are you making?
Speaker 2 (02:15):
So the best of that company.
You're probably cracking atminimally.
Six figures, three to 500,000is what the average person makes
there.
Could you make upwards to sevenfigures?
Yeah, there's a couple of whatin the company doing that and
there are plenty of folks doingthat here in our particular
company in power.
Right, so there's really no,it's a no brainer.
I said to myself look thetrifecta.
Am I getting at this at theright time?
(02:36):
Yes, absolutely.
Am I in the right industry?
Yes, absolutely.
This industry is just gettingstarted.
We're in the cusp of goingviral.
This thing is, it's just wild.
And so, right industry, righttime, right company, absolutely
out of the right company.
Speaker 1 (02:52):
Yeah, I love it.
We talk on many episodes aboutthe timing For my real estate
days.
I've impished a lot ofopportunities and unfortunately,
the timing on almost all ofthem is off, meaning it's
already passed.
I have to be honest, I thinkwe're at that tipping point.
I think the solar speak isthey're saying you know between
three and 4% market share.
I'll speak for you and I,because we actually are in the
same area in Virginia andMaryland.
(03:13):
I think we're below 2%.
So timing, I just I couldn'techo that enough.
Okay, so he hit you up.
You respected him from theGrant Cardone.
The Ted Exeter community isstrong.
I've been a part of that aswell, which I didn't know about
you.
That's awesome.
What did that conversation looklike?
Was it?
Did it leverage a video?
Would you have to explaineverything?
So did you instantly get?
Speaker 2 (03:33):
it.
Yeah, I know, I mean, look, Idabbled many years ago in solar
with a local firm when I wasselling copying machines.
That was my.
I did that for three decades.
I retired out of the copyingindustry in December of 2019 and
then went into a couple ofdifferent things and then
renelled by Anderson.
So when Bill and I were on thatbreakout session, he pitched the
solar and I was interested init.
Right, I know it's, it's coming, it's been.
(03:54):
People have been talking aboutthis thing.
I wasn't able to give it my all, but so we need to plug in.
You needed to be part of themeetings and be in a B&I
referral group or do theexhibits and the things that I
like to do, get myself.
After.
I wasn't able to do it.
My hands were tied.
So a lot of folks will comeinto this particular industry
and they'll come in part timeand and I get it and that's okay
.
Right, if that's your MO,that's what works for you, do it
(04:16):
.
But for me, I couldn't plug in,so it was frustrating for me.
Bill was like Craig, you'rejumping on a meeting.
Then he bill, I can't.
I mean, I'm meeting, I've got,I got appointments all day.
I I'm working seven days a weekselling windows.
I when do I plug into this?
Didn't have time.
When I made the the, Ifurthered it the oh gosh, yeah.
What's the fella does to talk?
Show the gosh hate this.
(04:36):
He jumps off the cliff.
Right, you jump off the cliff.
I did so.
I literally jumped off the clipand I've never looked back.
Speaker 1 (04:45):
Yeah, that's some really good point too.
A whole episode on that is isthe part-time warriors?
Um, 13 years in real estate,believe me, we are just filled
to the brim of part timers.
It's really hard.
I started part-time too, so Itotally get it.
There's no judgment if that'swhat your schedule allows, but
you got to be really purposefulwith the part-time hours you're
giving any industry, especiallysolar real estate, where you're
(05:06):
trying to service a client at ahigh level man, and I love that.
You too realized that that byleaning in, by getting around
that campfire that's what I callit.
Um, hearing the stories,learning, honing your skills on
the craft, even though you had avast sales experience, it
changes everything, of course,changes everything for you.
Okay, so fast forward to now.
Were you always successful inthe other sales jobs by doing
live events and that sort ofthing, or was it brand new for
(05:28):
you here?
Speaker 2 (05:29):
Yes, A little bit of that.
Look, I also had a medicalcompany.
My mother invented an OBGYNgown and I traveled around the
country for about 10 yearsactually going to.
Speaker 1 (05:36):
What have you done.
Speaker 2 (05:37):
I'm telling you, bro, been doing a couple of things,
and so I had experience doingtrade shows, and so that was
part of that.
And so when I sold that for thecopying machines for advanced
business systems, we would, wewould have the shows at the
office in product center.
In fact, that's how I got thejob.
I went to the convention centerdowntown Baltimore before the
internet was going on and Ipassed out resumes and you
(05:58):
couldn't look up a company.
You could go to the library andmaybe try to find out who the
company was.
But so I joined 40 years ago inthat industry.
So fast forward to today, it'sa whole different ballgame.
So, yeah, I have done some ofthese things, being successful
in sales.
I was the top guy at advanced,the copier company, for a couple
of decades and so was was doingwell, and they kept saying,
(06:19):
craig, the industry is going tochange, you need to look at
something else.
Now I'm fine, I'm doing fine.
It happened overnight.
Speaker 1 (06:26):
And people say yeah.
Speaker 2 (06:27):
So look, aaron, what I would like to say is we're
lucky.
We're lucky as people if we'reable to find one opportunity in
life like this one life-changingopportunity, and if you're
really lucky you'll get two.
But the reality is, theuniverse is tapping you on the
shoulder.
Here it is, here's anopportunity.
This is going to change ourlives.
(06:47):
It's going to change a lot ofpeople's lives on this industry.
Right, and you either accept it, you recognize it, you
understand it, you're prepared,you're in the right place at the
right time.
Is that luck?
No, you're just prepared.
You see it, you go for action,action, right, action.
Walk through the door, open itup, let's go.
Speaker 1 (07:08):
It's funny on the action piece man.
I do a lot of team building.
I love recruiting, I loveblessing people with this
amazing opportunity that issolar, especially with our
company.
Most people when they see it,they take action, they get it
and they jump all in.
Oh my gosh, I saw enough.
Like how do I start?
You'll run into a few and Iwant to call it 25, 30%, perhaps
maybe as high as 35, who arelike I got to review it.
(07:29):
I need more information.
Guys and gals, theopportunities in front of you,
you freaking jump all in.
The best people that I've beenin business with, whether it's
solar, real estate, whateverelse I was doing, they took
massive action, to Craig's point, massive, freaking action.
You don't need to have all theanswers You're going to figure
it out later but for those ofyou sitting on the sideline who
have been listening to thepodcast for several months,
solar Sound's interesting.
(07:50):
Do I do it?
You're already missing, likeyou're already missing out,
freaking.
Jump in A couple of things.
You said B&I.
It amazes me how few solarprofessionals are actually a
part of B&I.
Can you give a bird's eye viewof what B&I is and how it works?
Speaker 2 (08:04):
Yeah, I find that kind of strange because the B&I
is something that I really enjoy.
So B&I is an acronym forbusiness network international.
It is an international.
I call it a leads group orreferral group, and the
interesting thing is you meetonce a week, right, and so when
you look at these groups and youlook at who's in the groups,
there's a realtor, there's aroofer, there's an insurance guy
, there's a lawyer, there's alldifferent verticals and you
(08:27):
first come in and go wait aminute, that's really not the
connection that I'm looking forwhen I'm trying to sell solar.
But these people own homes andthey know people that own homes
and anyone who owns a home is aprospect.
And guess what?
There's 86 million homes yet togo untapped.
It's untapped folks Untapped,hello, hello.
(08:49):
So when I sit in front of ahomeowner and I explain this
presentation, they go Craig,that's amazing, that's amazing.
Why isn't everyone doing this?
And I say because I can't sitin front of 86 million people
all at the same time.
So that's what we're doing thispodcast, aaron.
We're going to help as manypeople as we can up front.
Here's the cliff notes.
It works, it makes sense.
Speaker 1 (09:09):
I love it.
How long have you been in B&Ifor solar?
Speaker 2 (09:12):
So B&I look.
So I've been in, for I joinedfor two years and so November
will be like I said I started.
November one really officiallyjumped off the ledge and came
lock, stock and barrel.
That's when I joined B&I.
And then there's a fee for thatright, and so what B&I does the
philosophy is givers game,meaning that it's not hey me,
give me leads.
(09:32):
I'm providing leads to theother partners in the B&I and
there's 25 people in the group,so I'm basically I've got 25
other salespeople that know mybusiness almost as well as I do,
because every week we give our30 seconds.
Here's what I'm doing, here'swhat's going on, here's the
market trends.
I'm educating my people.
So when they walk in andthey're doing their business,
(09:54):
they're selling insurance.
There's a roofer guy, this typeof thing.
When they're out doing theirjob, if any of these triggers
happen, they instantly know topass that to me and then it's a
warm referral, it's not a hey, Iknow a guy.
I know someone here Call Bob.
Does Bob know you?
I heard Bob saying he wanted togo solar.
They know Bob and Bob's theirfriend and Bob just bought a
(10:18):
house from them and so nowthey're saying you need to meet
Craig and a lot of times it's anintroduction.
So they're layups and I'msaying that to be derogatory in
any stretch.
You still earn the business andyou help the homeowner, but you
have a much better relationshipcoming to the table through B&I
.
So I did that, I joined.
Can I unpack that for a second?
(10:39):
Please go ahead.
Speaker 1 (10:40):
It's important.
Yeah, so I learned this in realestate.
For those watching the videoportion of this versus the
traditional podcast almost viewa triangle.
And so you have the person inthe B&I group that is
facilitating the referral, youhave Craig on the left and you
have the lead on the right.
It's a triangle of love, if youwill, of service.
So Craig does not want to letdown the referral partner, so
(11:01):
he's going to give 110% to thatlead.
Here's the magic part thatpeople don't talk about.
The lead doesn't want to lettheir friend down, so he's going
to.
He or she is going to be superpolite, super receptive to what
Craig is doing.
So all three people are tryingto serve each other at a really
high level.
That is what makes that warmhandoff.
I think it just fire versuschasing leads.
(11:23):
Where you don't have that,You're not edified, you weren't
lifted up.
Another thing you mentioned tooand I want to make sure we're
clear on this two things.
One is what is the fee in asecond?
The second one I want to makesure that people really get this
there's only one person perfield or per industry in that
group.
Yep, yeah, is that correct, Doyou?
Speaker 2 (11:40):
want to touch on that .
Yeah, so that is a requirement,right?
So there's only one person pereach vertical.
So there can only be one solarsales person in the B&I group,
right?
One Rufa, one insurance guy.
Now, insurance is different,there'll be life insurance,
anyway.
So you get the idea.
It's a vertical, right?
Yeah, so that's how that works.
And so the fees.
You asked about that.
(12:01):
So if you join for and the feesare changing as we speak right
now, but it's about 750 to joinfor one year I spent about 13,
almost 1400 to join for twoyears, and it was actually it
was 13 because it was a littlebit of a discount to join for
two years.
And look, this is my industry,why one year?
Look, I'll join for 15 becauseI'm in this game.
Speaker 1 (12:24):
And talk about money.
Part of the reason we launchedthis podcast is to get solar
pros and I use that wordsometimes loosely.
Unfortunately, it's to treat itlike a business.
Sometimes it takes money tomake money.
In fact, most of the time, myfriends, $700, roundup to $800,
average commission at ourcompany is how much 7,000, per
individual 7,000.
If you would not spend $800 tomake $7,000, and that's just if
(12:48):
you closed one in a 12 monthperiod.
Go ahead and end the podcast.
My friends, You're at the wrongplace.
You're not cut out to be abusiness owner.
I'm sorry for the real talk,but it's real talk.
Those, any best practices thatyou've learned along the way for
B&I and any mistakes you madethat you had to pivot.
Speaker 2 (13:02):
Yeah, that's.
I appreciate you asking thatquestion too, aaron, because
look, when we came on board as acompany, we sell in 22 states
around the country.
We sell virtually, so you pickthe states where you want to be
in.
So B&I is all over the country.
So what I did initially, when Ifirst came on board with the
B&Is, I thought you know what?
I want to be in Texas, I wantto be in Phoenix, I want to be
in Florida, I want to be inMassachusetts, I want to be in
(13:25):
New Jersey, delaware, I want tobe in all these states.
So what I did was I then I wentto the B&I network.
I researched the chapters thatmeet in Delaware or there are
chapters that meet in Floridaand I searched through and found
chapters that had her, had arealtor in the audience, folks
that we really want to joinHIPPS with, and then so I sat on
(13:46):
their meetings virtually.
And then what I did was Ipeeled out the realtor and I
peeled out the mortgage personand I scheduled one-to-ones with
them.
So I would sit in a meetingwith 35 people that didn't know
me from Adam.
I present who I am, what I'mdoing, and then I peel off the
ones that had the closestconnection to what I'm doing,
and I scheduled a one-to-one soI started doing that and doing
(14:07):
it rather rapidly.
Let's say I would do two orthree a week, which took a lot
of bandwidth, a lot of time.
What I discovered, aaron, wasgoing back to square one, that
when you're in this B&I you'redeveloping a relationship, right
, and so if you're not in frontof someone every week saying the
same thing, you almost feellike you're just repeating the
same thing.
But it's crazy in the memory ifyou meet someone and the next
(14:29):
day you forget their name.
And so every week they just hitCraig Bloom.
I'm Craig Bloom, this is whatI'm doing, craig Bloom's.
I'm leading the nationalexpansion for the fastest
growing residential solarcompany in the United States.
That's my opening statement.
Everyone in the room could sayit, they could repeat it back to
me.
They probably hear it at nightin their sleep because I say it
every time.
But so that's what we do and sothat's that repetitive nature
that puts us in the forefront oftheir mind when a trigger
(14:52):
happens, and it's therelationship.
And they want to help CraigBloom and I want to help them.
That's the B&I I did try, like Isaid, going into the other
states.
I still do some of that.
I'm just not doing it at thelevel that I was, because I
didn't get as much traction, tobe perfectly honest, right.
So it's when you're in personreinforcing those things, a lot
of the relationships I havethere, and it takes six months.
(15:14):
The guy sees me for six months.
He can find he's going.
Okay, I'll agree to.
I'll meet with you now, craig,you're real.
You keep coming back.
Yep, yep, I'm not going away.
Speaker 1 (15:24):
Yeah, you can't force a relationship.
It has to be organic to yourpoint.
That's right.
The other thing you said, too,that I think is really important
, and once again we did this inreal estate.
I tell people all the time thissolar reminds me of real estate
20 years ago.
We're just catching up, which Ilove.
That's the timing that wekicked off with.
If you're not top of mind andyou're referral partner in your
client's mind, you're out ofmind, and that's a hard one for
(15:46):
people to understand.
So I like that.
You said it takes you sayingthe same thing every single week
and all of a sudden, six monthslater, someone's oh, you're
solar, and you're just like areyou kidding me, bro?
I've been here every single daytelling you you have to be top
of mind and then, once you earnthat mind share, you have to
remain there.
Yes, you have to remain there.
You do not want to be numbertwo or number three when someone
client, referral partner,friend is thinking of a solar
(16:08):
professional.
And so it takes work, and Ilove that you referenced that.
That it's not, I hate.
You show up one day and all of asudden you're going to receive
four new proposals or whatever.
Cool, it works like that, butthat's typically not the rhythm.
That's right.
Let's transition over to liveevents.
Not that me and I is not live,but that's more about you
receiving because you're givingGiver's Gain, by the way, which
I love, but live events, this isreally what got me excited.
(16:30):
I think you do this better thananyone I have met.
Can you share some nuggets onwhy live events are important
for your prospecting needs?
Speaker 2 (16:38):
Yeah.
So look, aaron, the idea whenyou come into this platform,
you're looking for leads, right?
You want to sell solar, right?
And how do you do that?
There's a plethora of ways todo it and everyone chooses their
own way.
So I wanted to lead by example.
So, as I'm building my team,I'm not going to ask anybody to
do anything that I'm not willingto do myself, right?
So I've tried, I've done it all.
(17:00):
I've knocked on doors.
I go to all multiple differentleads groups.
It was another one this morning.
I love this little group I metthis morning.
But so big shows, right?
The?
Speaker 1 (17:10):
Home and Garden.
Speaker 2 (17:11):
Show the big elephant in the room right.
So Home and Garden, everyone'sgoing to come.
They're going to be looking forsolar.
So I put my flag up for theTimonium Farrag Rounds here in
Maryland.
It was a big show.
It was over two weekends, itwas five business days on the
floor, eight hours a day.
40 hours really was on theshowroom floor.
Now I got over 50 leads bybeing there and so I've since
(17:32):
discovered a lot.
We'll talk about that in aminute.
But so the Humminggarden show.
I did that one first, justbeing there and working the show
, and I felt like I was goingback to selling my examination
gowns because of what I wasdoing, that kind of thing.
And then advanced businesssystems, gosh, lois, elkin folks
she taught us Hulk him in Craig.
So you don't sit in the booth,you don't sit down, man, you're
(17:53):
out front, you're bringing themin, you're talking to them,
you're getting eye contact,you're saying good morning,
anything to get them to look atyou and look at the booth and
look at what you're doing.
So if you just sit thereremotely and you're half asleep
in the booth, people want towalk by you.
They're not going to pay anyattention.
Speaker 1 (18:09):
So that's.
I think a lot of people miss onthat too.
By the way, I go to a lot ofshows, not on the end of working
at, like you do I need to stepup my game there but I go to a
lot of shows to gatherinformation and to also network.
But you're right, most are justsitting there thinking that
whatever they put up the flag,the giveaway is going to draw
everyone in, and that's it.
And for most of us, if I didn'tgo there to see solar, I'm not
(18:29):
going to stop Yet.
It could have been a futuredeal.
I love that Are all, and thisis uncensored man, so hopefully
that's okay.
Are all shows created equal?
Speaker 2 (18:38):
Not at all why?
No, so just because they thedifferent crowd, right, it's a
different vibe.
When folks are coming to theHome and Garden show, they're
looking for things to updatetheir home.
Now there were several othersolar companies in the mix,
right, so you have competitionthere and had some folks go.
Craig, there were six othercompanies there.
That's why I would never dothat Really.
You don't trust yourself.
(18:59):
You don't have enoughconfidence in yourself that
you're not better than them.
You can't.
Speaker 1 (19:02):
But it's about you at all.
Hell, no.
Speaker 2 (19:05):
Excuse me for the French there, but no, it's a big
world out there.
This is an untapped market.
If you go through the scarcitymindset, you're going to have a
tough time with this businessman.
There's a lot out there that wecan help each other.
We help each other up.
So the other folks I considerthem cousins, brothers, right,
lift them up.
It's a real time industry andno, it doesn't concern me at all
because I'm comfortable with myown skin there.
Speaker 1 (19:26):
I know what I am.
Yeah, the other thing aboutcompetition, though man is and I
know it's emerging market herewhere you and I live I believe
competition pushes them back tous without saying our company
name and going through like someof the reasons why Almost every
time, if not every time, when Italk about the home warranty,
the warranty we offer, I don'twant to get too specific here,
where someone's oh my gosh, thelast company was a 20 year, you
(19:48):
guys are 30.
Like they just helped me sellthat job.
So I totally agree.
And you also said one of myfavorite phrases live in
abundance, not scarcity.
People listening.
Adopt that mindset, your wholelife will change.
It's just a fact.
So you mentioned the home andgarden show several times.
Is that your favorite right now?
Speaker 2 (20:04):
Quite.
Honestly, the one that I'vebeen doing probably the most
frequently is the Bethesdaexcuse me, the Bethesda Farmers
Market, right?
So why Bethesda, maryland?
If you Google the 10 richestcounties in the country
Montgomery County, potomac,maryland Bethesda comes up in
the top four.
So there's a reason why I putmy flag in that area.
(20:26):
Now, the Bethesda FarmersMarket is an extraordinary one.
It's at the Bethesda ElementarySchool, so I bought all my
exhibit materials, my tent, mybooth, the whole nine yards.
I got a solar panel from ourinstaller and I go pitch my tent
right.
So in January it was prettycold.
I remember March was prettywindy.
My booth almost blew away.
(20:46):
I had to put weights on thething to keep it down.
But you're out there and you'remeeting people.
So I have sold several dealsbeing at the Bethesda Farmers
Market.
What did that setup cost you?
So, yeah, I was going to explainthat to you.
Here's the math it cost me$1,000 to be out there 12 times
a year $1,000, right Now we'retalking to invest in your
business.
You have to make that decision.
(21:07):
Are you going to do that?
Yes, so I invested upfront.
I invested December of lastyear or November, when it was
right, and then I knew I wasgoing to get started in January.
So I'm at every month, and sowhat's happened recently is
Emmett Summers and I have joinedforces together as well on the
East Coast the DMV areas, wecommonly refer to it and Emmett
will come over in the BethesdaFarmers Market and we're working
(21:29):
them together.
I'm learning from him as well,he's learning from me and we're
growing.
Speaker 1 (21:35):
Let's unpack that for a second too.
I love the team aspect for liveevents for two reasons, and
there's probably hundreds.
One is there are let's just behonest right Uncensored.
There are days we're off, Days.
I had too much fun the nightbefore, the weather is not great
.
I'm missing a ball game,missing my kid's thing.
My wife is mad at me.
Whatever we're at Mojo, myenergy is off.
Yet all of a sudden I show upand Craig's freaking, bringing
(21:56):
it Guess what.
I'm not going to let him out.
Shine me Like.
Energy is contagious.
I got to step up and vice versa, I might be that smart plug
that Craig needs that day.
The other one, especially forthe newer solar people.
Listening is sharing of cost.
I know some people and it blowsmy mind.
I'm sorry for being passionateabout this.
A thousand bucks I don't have athought.
Go figure that piece out.
(22:17):
Go sell something you haven'tused in your basement in a year.
Go fund your startup money.
A thousand dollars I can onlyspeak for our company to make an
average $7,000.
Take home commission Once again.
I would do that all day, everyday, and that is one sale.
They have bigger goals wherethey're doing multiple sales and
event.
I don't even want to go throughthose numbers, but I would just
challenge everybody to thinkbigger.
If you got to start with apartner, I can't stress it
(22:39):
enough.
Thoughts on that.
Speaker 2 (22:41):
No, it's perfect and that's ideal.
So you need to invest, spendmoney to make money.
I think that's a common phrase.
Speaker 1 (22:47):
Farmers market, the home of garden show.
Any other shows that you'vedone that you want to do.
Speaker 2 (22:51):
I'm exhibiting this Sunday at a show.
It'll be the third time I'vedone this show.
They're called Pathways, thenatural living expo.
It's going to be in SilverSpring at the Marriott
Convention Center, so I'll bethere this coming Sunday.
What's at the 8th?
I believe, yeah, the 8th, from10 in the morning to 6 pm that
night, but I'll post about it.
If you're following me onFacebook or LinkedIn, you'll see
(23:11):
some stuff about it.
But yes, you will.
Speaker 1 (23:14):
So, yeah, yes, you will, we're going to talk about
that in a second to save it.
Speaker 2 (23:18):
Absolutely yeah.
So this show I like becauseit's about home remedies, it's
about home healing, that'sspiritualist, and folks that are
typically dialed in more to theearth right, they're green,
they're that type of thing.
So that's a really nice fit forthe solar, and so that's why
I'm there.
I put my flag there as well,and so I have sold several deals
from being at these as well andjust doing multiple things, and
(23:40):
so I was looking forward tothis Sunday, because you're not
just there for the audience,you're there for the exhibitors
too, because, guess what, theyhave houses too, hello, so if
you're not working the room,you're not doing your job.
Speaker 1 (23:53):
So Craig, craig, you already know this, but I'm going
to go and give it an insidertip.
That's why I love podcasts.
Right, I didn't know we weregoing to go here.
I like live events.
He's going to get utility billshe's going to use, going to
close deals.
He's going to make a ton offreaking money.
He's also using the vendorsaround him to sell to the other
big one.
And this only works if yourcompany model is like ours, and
I know there's a few others thatdo, thank God.
We want to introduce ourplatform to as many people as
(24:16):
possible.
So I do very well in therecruiting front at these events
because you'll meet people justlike Craig who are hustlers,
and as you get to know them overthree days, 12, 15 hour days,
you can really get to learn alot.
You can find out whateverthey're selling, how much they
make, and when they tell you $50, $150, craig, you're never
going to believe it.
I make $300 a sale, but, craig,what do you make?
(24:37):
And he turns around and saysseven grand, like they're doing
the same amount of work.
They're just going to switchover to solar.
So there are so many fronts ofwhy live events are so good.
I think the last one too, thatno one talks about, makes you
become an expert at your craftthe more you're talking to
homeowners about solar, yourvalue proposition, your elevator
pitch, all of that stuff.
(24:57):
You got to clean it up and theonly real way to do it is
obviously practice.
But it's time on task and,craig, you have.
I feel like you've been in thegame for 10, 12 years because of
your time at these live events,if that makes sense 11 months.
It's crazy, but you've talked tomore homeowners than most solar
pros do in 10 years.
Speaker 2 (25:14):
Yeah, yeah, no doubt.
Speaker 1 (25:16):
Yeah, it's huge man, let's.
I want to transition over,before we end, to your social
media presence, specifically onLinkedIn.
I know a lot of solarprofessionals are missing this.
You and I were at a live eventin Maryland a week ago crazy out
, time flies and I gave you acompliment and I met it.
I really did.
Craig is all over LinkedIn, asam I.
Craig crushes me on LinkedIn.
(25:37):
I have no problem being a manand admitting that Something
he's doing and hopefully itmight be sharing it.
I don't even know if it'sintentional, it doesn't even
matter, but something I pickedup on his account.
I'm always studying.
I'm a student.
That's part of the reason Ihave success.
I want to speed it up Ifsomeone's doing something better
than me.
I got to figure out whatthey're doing and either copy it
word for word or tweak it alittle bit.
If I think there's animprovement.
What Craig does and this is justmy opinion of it, of what I've
(25:58):
seen on your LinkedIn profileand your posts he's running it
more personal.
It's all business minded, butit's more personal with a selfie
of him with his video in itAlmost like it's like a
combination, a blend of Facebookand LinkedIn, versus everyone
else I see on LinkedIn is juststraight business and it's
freaking boring.
Like it is boring, I might besomewhat interested in solar,
(26:19):
but that's all I'm saying.
I see real estate agents doingthis.
Stop at my open house.
So boring, stop doing it.
Craig puts a personal spin onit.
If that's something intentional, anything you want to touch on
with what your LinkedIn strategyis?
Speaker 2 (26:31):
So I appreciate that.
I think, quite honestly, it'sinteresting to hear that
perspective.
That's just me.
Look, I'm doing Craig, and so alot of folks are afraid to get
into social media.
I remember working at AdvancedBusiness Systems way back in the
day and they said, craig, youneed a LinkedIn account.
I'm like no, I'm a private guy,I'm not doing this, I'm not
putting myself out there, I haveit Facebook.
Never I've since changed allthat.
(26:53):
Look, this is who I am.
I put it out there and I mixsome business and pleasure and
do that type of thing.
You just live in life and Ithink people can relate to you
that way.
So I do it consistently, aaron,and that's really the key.
Right, you've got to do itconsistently.
I try to do it almost every day.
Sometimes it feels like a choregoing.
What am I going to say abouttoday?
You don't need to make it thatrobotic.
(27:13):
Let's say, right, it doesn'thave to be that, just speak from
the heart when.
That's what I try to do.
And so I just let folks knowlook, I'm creating a brand and
that's really what I'm doing.
I'm in the industry.
I want folks to know that I'min this business.
I've got folks that have beentracking me for months, going
Craig, I don't need it now, butwhen I do, I'm coming to you,
(27:36):
and so that's why we do thesethings right.
And so my wife would go Craig,do we have money in the bank yet
?
I'm like no, honey, we don'thave money in the bank yet, but
we're building an empire, honey.
We are doing the right things.
Trust me on this.
Yes, honey, we're good, we'regood.
So that's what we do with that.
But yeah, so again, I try to doeach, and I live in both worlds
.
I do LinkedIn and Facebook.
Others will go off intodifferent platforms and that
(27:58):
type of thing.
That's really my two go-tos.
Speaker 1 (28:01):
Yeah, linkedin has slept on man, it really is.
I did a session at ourconvention three or four weeks
ago.
I know you were there talkingabout LinkedIn and I don't get
why more solo professionalsaren't on it.
The status seal of the deal forme several years ago I think it
was three now was that theaverage user on LinkedIn, the
average account holder, whateveryou want to call it, makes six
figures a year.
Think about this.
Success leaves clues.
(28:22):
Craig talked about why he chosethe farmers market in Bethesda.
It's the income bracket thatpeople are in.
If you tell me where I canspend time, a majority of the
time is going to be hangingaround with six figure or plus
earners.
They can afford solar, they canafford batteries, they own
houses most of the time and theysure as heck can be recruited
over to my business.
Like it is a trifecta, it is awin and that's why I love it.
(28:44):
I think a lot of people areafraid of it because they don't
know how to do it.
Did you just jump in?
Did you take classes?
Like, how did you learn it?
Was it trial by fire?
What does that look like?
Speaker 2 (28:51):
Aaron, I just jumped in, brother, that's it.
Man, put myself in front of thecamera.
What folks don't see Is I put avideo out there and I'll use my
zoom at the home or using it inthe phone, but they don't see.
It's the three or four takesbefore that, the ones where I
found up, didn't know the date.
Where, excuse me, where am Iagain?
Okay, cool, cool, yeah.
But which good I got you, let'sdo this and then you're live and
(29:12):
it and it's, but no, you do itenough, you just it'll start to
come naturally and that's justall it is.
It's all this stuff, right, wedo enough of it and it just
becomes natural for us.
But again, the whole focus ofwhat I'm trying to do, aaron, is
to build that brand, and you'redoing the same, and so I still
appreciate what you're doing,man.
I appreciate that man.
Speaker 1 (29:30):
I tell people a lot too.
I, one of my mentors, said thisa couple months ago although we
sell solar, that's our mainproduct.
We all own marketing agencies.
We are a brand, we are amarketing company, and so if
you're not leveraging socialmedia, I agree with Craig.
I used to be a little babyabout that and say we don't want
to be on Facebook, we'll figureout another way.
I don't anymore.
I'll tell business part.
(29:51):
What are you thinking?
It's free?
People 15, 20 years ago wouldhave killed for the amount of
exposure we can get on this.
I checked my LinkedIn stats theother day and I should have
pulled it up for this.
I think it was yesterday.
I want to say I had 40,000impressions over the last seven
days on LinkedIn some number.
I don't know that's good or badfor me that's like mind-blowing
man that would have cost me tensof thousands of dollars and
(30:14):
people aren't even doing it.
It's free.
Go get uncomfortable, go leanin, go push record, go freakin,
do it.
The other thing you said too isand it's funny I remember
starting a video years ago whereyou would I would do 15
outtakes and although it was a30-second video, it took me an
hour.
I got, honestly, I got to thepoint where I stopped caring.
I stopped caring about being aperfectionist.
I.
I stutter, I get excited, Idrool, I do whatever.
(30:36):
I don't even care.
I've posted.
Those people aren't going todeter me for what I'm trying to
do and the brand I'm trying toput out there.
The other thing, too, is inGary V.
I'll credit this man with this.
People want what they wantpeople to be authentic.
Yep, like my best videos arenot with the podcast camera that
looks great.
It's with my phone, it's withmy kids in the background, it's
me moving around, like I get thebest of results from those not
(30:59):
being polished, making themistakes.
So if anyone's sitting on thesideline, just go freakin do it.
Just go hit record to watchyour life change.
Yeah, I appreciate it, man.
And closing when do you seesolar going?
Speaker 2 (31:11):
Yeah, look, solar is.
Here's the crazy part, brother.
As busy as you are every dayand as busy as I am every day,
it's hard to imagine.
But Jonathan bud tells us guys,you're just in training, it
hasn't really been begin yet.
I'm like excuse me, reallywe're making this kind of money
or is in and hasn't even startedyet.
(31:32):
Oh Cool, I am definitely in theright place.
Speaker 1 (31:36):
Yeah, in fact it's funny man.
I got in trouble for this theother day and I'll get in
trouble again.
I don't really care, I comesfrom love and contribution.
Just know that John Jonathanbud I'm an echo he just said he
always says we're in the top ofthe first inning.
I actually think that's a flatlie.
I really do and I love this man.
I think we're batting practiceLike here in Virginia, merrill,
we're less than 2% market.
She went something funny.
(31:56):
I got a game with my kids.
I'm all about mindset andawareness.
I think it is so freakinimportant we have a game of my
kids, or 8 and 11.
My wife even plays the game.
If we're in the car, we're outand about in the area, it's
primarily Virginia, maryland, dc.
If they see a house with solarand they yell at first, they get
a dollar they're.
I'm teaching them, teachingthem to be aware, and so we're
looking, we're hunting.
Here's the funny part why Ibring this up.
(32:18):
There are times we might go aweek Without saying it where
that dollar wasn't even paid andyet we were out and about for
several hours running errands,doing things.
And that just reminds me.
It reminds them.
They'll say it.
How come more houses don't havesolar, and I said we got more,
we got work to do.
I can't talk to all 86 millionyet.
So for the once again thosesitting on the sidelines, this
opportunity is right, freakin infront of you.
(32:39):
You just got to lean in, jumpin.
Stop worrying about all thewhat-ifs Five years from now if,
for those of you still sittingon the sideline, you're gonna be
missing the greatest transferof wealth.
In my humble opinion, that'scoming from a person that's
owned several million dollarbusinesses.
I've never seen anything likethis in my entire life.
The other big.
I've never seen people do it soquickly.
We had a gentleman.
I won't say his name.
He's been with me eight months,brand new to solar, like me,
(33:00):
comes from real estate Craig,$125,000 you made last month.
That's amazing hundred and fortyfive thousand.
I had a team doing 40 millionin real estate.
We had six figure earners forthe year.
I never had someone do it inany month, much less do it
inside of eight months.
Mind blowing, with zeroexperience.
Man Like it's just, it's redhot.
You got me fired up.
(33:21):
We gotta get to work.
Man, I know we didn't talkabout this.
Are you cool if I give yourLinkedIn profile in the
description?
Speaker 2 (33:28):
Oh I.
Speaker 1 (33:29):
Would challenge everybody go look him up right
now.
For those of you that areimpatient, don't want to wait
for the link Are Craig bloom.
You will see him.
He is the one and only give hima follow, give him a shout, you
can even ask questions.
He's an amazing mentor on ourplatform, all around, great guy,
he comes from contribution, asyou can see.
Craig, I can't thank you enough.
I speak for our audience.
This is the first topic We'vehad about live events and, like
(33:49):
I said, there's no one that doesit better, man.
So keep leading from the front,keep doing what you expect
others to do.
I love that mindset, thatmantra that you adopt and just
thank you, man.
I can't say it enough.
Speaker 2 (33:59):
Oh, thank you, man.
Thank you.
I so appreciate what you'redoing, aaron, and I learned.
I'm learned from experts likeyou every day, man, so, thank
you, I love it.
I love it and I appreciate theoption, the, the opportunity to
be here.
Man, this was big.
Speaker 1 (34:12):
Of course, man appreciate you making time for
us, for the those in theaudience.
Craig and I do this for free.
We do it for love.
We do it for contribution tomake this solar industry better.
If you received any value and Iknow you did the best thing you
can do to repay us is to likeshare this podcast, this episode
whether traditional podcast oron YouTube, with someone you
care about, someone else in thegame, someone else who's
thinking about a career change.
(34:33):
Just pay it forward.
That's all we ask.
Hope everyone has a great day,be safe and God bless, we'll
talk soon.
Yep, love it.
Cheers you.
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