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Solar Sales Uncensored
Solar Sales Uncensored
$800k in 24 Months: Gustavo's Zero-to-Hero Solar Sales Blueprint
🔥 Exclusive Access Alert! 🔥 Ever wondered about the secret sauce behind Gustavo's soaring success? Before we dive into his awe-inspiring journey, here's a golden ticket just for you. Get a behind-the-scenes look into the exact CRM and Facebook ads that Gustavo uses to crush his sales game. Trust us, this isn't your everyday CRM; it's the turbocharged engine behind his massive earnings. Ready to level up? Unlock your secret access now at https://www.myrdt.com?via=aaron21. Limited spots, so get in before the door closes! 🚀
Ready for a wild ride? Dive into Gustavo's world, where dreams aren't just made – they're supercharged. Think about it: diving into the solar game and raking in a jaw-dropping $800k in two short years. That's Gustavo's jam. From the adrenaline of his early solar wins to the grit from his days as a combat medic, his journey isn't just inspiring; it's a masterclass in hustle and heart.
And hey, if you're into epic tales, you'll love the chapters from Gustavo's UN stint in the Red Sea and his magical moments in Jerusalem. It's living proof that if you've got the guts and the gumption, the world's your oyster.
But here's where it gets juicy: Gustavo's breaking down his solar sales playbook for us. Yep, the very strategies he's tested, tweaked, and perfected. And for those of you itching to get the scoop on that Facebook ad – the one that's bringing in over $400k a year – we're diving deep. We're talking marketing gold, tips, tricks, and the nitty-gritty details that could turbocharge your sales game.
So, if you're ready for a cocktail of motivation, marketing mastery, and some mind-blowing sales insights, you've hit the jackpot. Hop in and let Gustavo's story ignite your fire and fuel your ambition. Cheers to chasing dreams and smashing goals! 🚀🌞
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Hello, hello, welcome to another episode of Solar Sales, uncensored. I am your host, aaron Browning, and we have a big show in store for each and every one of you. Today, I got my good friend Gustavo with us. Before I actually pull him up on the stage, I want to give his brief background so that I grab every single person's attention. Many times, our guests over the past several months have been in the solar game for five, 10, 20 freaking years.
Speaker 1:Our next guest has been in for just two years, and he is crushing the scene. In that two year period, he's already eclipsed the million dollar income mark Like how badass is that? That is so freaking dope. He obviously comes from sales to be able to get numbers like that. He's been in the sales game for over 23 years. He's got to talk about his sales journey in this podcast. He's going to share how that sales background has changed the game in his solar journey. He's also going to share how, his first month in solar, he was able to get four deals closed for over $40,000 and take home commissions in his first 30 days, which is so freaking exciting.
Speaker 1:Most importantly, though, he's also a US Army vet. So first and foremost, I want to say thank you for your service. My friend, I speak for everybody, but we appreciate you. And Gustavo, how the heck are you, man? Good you, brother, I'm doing well. Man, I'm really excited for this. I know we're a lot the same, that we talk from the cuff, that this is going to be fully uncensored. We don't even know where it's going to go, and that has me excited.
Speaker 2:Yeah, I can be a little uncouth, but Correction on what you said almost a million, almost a million. Okay, we're getting there, getting there, how close. 1,800 and something. Yeah, that's incredible.
Speaker 1:I mean, it's been his first two years brand new to solar. Definitely a topic we're going to spend some time on, Gustavo. If you don't mind, man, let's talk a little bit about your sales journey, a little bit more about your past and what led you to solar.
Speaker 2:So I joined the military right out of high school. I wanted to be a combat medic because I saw the movie Hamburger Hill and I was like, yeah, I want to help people, I don't want to kill people, I want to help people. I was thinking I wonder if there's a job in the military that I could help people and not kill people. So I watched Hamburger Hill and I said that's it, I want to be a combat medic. So I went to the Marine Corps and the Marines don't have medics, it's Navy Corbin. So the army was across the hall and, coincidentally, my best friend went into the. He's now a Command Sgt Major, a big motivational speaker, max Garcia.
Speaker 2:But he went in Marine Corps and I went in the army as a combat medic because they had a slot for combat medic. So I think my sales started there because I don't take no for an answer. So they shipped me up to maps where you enroll into the army and I was already learning the takeaway and learning don't take no for an answer. I never did, as a kid, my God. So I went there and he said we don't have a slot for combat medic and I was like I'm not signing up. I said here I am, I'm 17, I think and I said I looked at the first star and I said, dude, let me talk to whoever's in charge of you. And he just looked at me like who are you? Yeah?
Speaker 1:you're probably a punk little kid is what he's thinking. I was like exciting shit.
Speaker 2:Let me hold on. Let me go talk to somebody and they're trying to. They're trying to pull the sales. Good cop, bad cop on me and I recognized it early. I figured out I was good at reading people on an early age and I looked right at the Command Sgt Major pulled me in his office and I didn't know rank and all that shit then and I was like I looked right at him, I said, dude, you give me combat medic and airborne school, because I want to be an airborne combat medic. And he looked at me and he says, okay, I said, all right, I'll make a slot for you. I said, all right, good, then I'll sign. And then I signed and I got my orders for basic training, fort Leonardwood for the army and anyway, long story short, went there, got through that and then went to combat medic school at Fort St Houston, san Antonio, and then went from there to airborne school and I remember getting smoked. I remember I was on the harness on second.
Speaker 2:The second week called jump. No, it was, you got tower week, jump week. Anyway, it was the second week. It's where we jump off like a wall, like a 15 foot wall, and you got to land a certain way to roll so you don't break your legs, so you learn the giant combat that you learn to jump from 15 foot wall. And then we did that and I mastered it, because if you land wrong you could break your legs.
Speaker 2:It's called a PLF parachute landing fall and I remember I got caught in the harness and I was hung upside down in the and the jump masters all in my face and he yanked me from it and they throw me in the office and they're smoking me for an hour and a half pushups and I was like shaking and I remember thinking you want to quit, you want to get out of here? And I got four people in my face tell me I'm a piece of shit to just tap out, get out of here. And I didn't. I remember thinking shaking, I was hitting my wall and I was like fuck, if I can do this, I can do anything.
Speaker 2:So it's almost like a mindset breakthrough Dude, if I can do this I can do anything and nobody's ever going to tell me no. And people can tell me no but I'll find a way, because I'm not going to take no for an answer. I am not a quitter and I didn't then and that was like that mindset. From there I can do anything. So anyway, and that kind of motivated me to. But I didn't know yet that I knew I had to give to God. I just didn't know that. I just didn't know I could talk my way in and out of any situation. I just didn't apply the sales yet I didn't get it, and so anyway, so when did that shift happen?
Speaker 1:When did you start to apply that gift from?
Speaker 2:God to sales. It was let's go. And I get on a tangent here and I know, and so anyway. So I wanted to in the army. When you PPCS, you have in the army you have to do a tour overseas and your four year commitment. So I knew that I was going to get sent to South Korea or I was going to get sent to Germany. I wanted to be controlled that.
Speaker 2:So I skipped the whole chain of command and I called the Pentagon, I skipped the whole chain of command this is the first time telling us and I got on the phone with DA at the Pentagon. So I like I completely skipped the full book, colonel, and I went straight to the Pentagon and I just found somebody that in the Pentagon, on the DA, a hundred number four, four officers to that's in charge of PCS, and and I said, look, is there a slot? I just went into, look, I'm just a E four here at Fort Bragg. I've got 40 jumps out of a perfectly good airplane. I'm tired of jumping. It's already been two years. I'm ready to go and I know that they're going to send me to South Korea and I don't want to go to South Korea.
Speaker 2:Is there any other choice of slots for combat medic? And she is. We do have one slot with the UN in Egypt on the Red Sea. And I'm like, and I'm a scuba diver, so the best fucking place to scuba dive in the world is the Red Sea. So I'm like, yeah, that right there. I knew, and she gave it to me and it orders came down out of nowhere for the UN and the Red Sea. The MFO, multi international force observer, which is a fucking great job, and everybody's like how'd you get that? And the first time I was like how did this happen? You're going to South Korea. I said I don't know, yeah. But that was the first time I realized, hey, I'm not. If I want to get, if I want to get what I want, you got to persistence and figure out a way.
Speaker 1:So that's a lot of lessons there. Man, I'm a big believer. You don't get what you don't ask for. That right. There is lesson learned, right. Everyone else is just sitting here being reactive. They're going to get assigned. You're like dude, let me go hunt, let me go figure it out, let me go chase what I want.
Speaker 2:Exactly, and that's when I started to learn that you know what I mean. Ok, now persistence, and once again, don't be like the sheep and just sit back and wait, because if you sit back and wait and let someone else figure it out, you're going to be left behind. Forget that you need to be a leader and figure it out, or that that's what successful people do, so anyway. So I PCS to the Middle East. Long story short, there I was. This is where the sales part started coming in. All right.
Speaker 1:Let's hear.
Speaker 2:I'll make this story quick. It could be a long story. I want to try to shorten it up. Ok, so I'm dating this girl in Israel, sinai her is her name.
Speaker 1:Every good story starts with I'm dating this girl.
Speaker 2:This hot girl? Did she look? She looked like Penelope gets even better, let's win a. Penelope cruise. I was in love with her. She was, she was totally hot and she spoke Israeli.
Speaker 2:Her dad was Arab, so she was Israeli, arab Muslim, and so she spoke fluent Arabic and fluent Hebrew and fluent English. The Furbara Colonel I was a driver. Not only was I combat medic, a flight medic for the UN, but the full Burr Colonel, our force doctor for the whole UN, asked me to be his driver and me and him became friends and Colonel Waters said, hey, gus. He says hey, we got to go to Israel. I got to do heart surgery. I said but you know what? That's only going to take four hours and we could take five days and go to Jerusalem and get paid TDY. I'm like awesome, tdy is like a hundred bucks a day, or two hundred bucks a day for an officer is like 500 years like a hundred and we could take five days and go to Jerusalem for Christmas.
Speaker 2:I'm like, all in, let's go. I was like Colonel, can I pick up my girlfriend to do, you mind?
Speaker 1:Oh yeah, sure, let's go.
Speaker 2:So we take the UN vehicle with the, we get a 12 pack of beer from the liquor store there on post because it's so cheap and we throw that it was like a 24 pack or something and we head to the border. We had the Rafa border in Egypt and Palestine and then we cross over into, we go down to Tel Aviv, I pick up Sinai and then we head to Jerusalem. I go in this Kodak shop in Jerusalem, long story short, and it's this Muslim, it's this Greek Orthodox family, and he looks at me. Now this is 1997, the Jubilee of the 2000 year, birth of Christ. So Israel had spent 30, 40 million dollars fixed in the roads because they were expecting about 400,000 towards. It just dawned on me that we're in Jerusalem, it's Christmas Eve and we're only an hour from Bethlehem. What the fuck I'm like? What the heck? Sorry, and can you edit that?
Speaker 1:You're all good man bro.
Speaker 2:So then I said so. Then I said, colonel Waters, we ought to. How do we get to Bethlehem? You say you got to have tickets or something. So I go in his Kodak shop and I'm just developing film thinking oh we can't go. The lady look, the guy looks at me and says hey, son. He says I got two tickets to Bethlehem for the Jubilee to get into the city for, because I can't make it. Do you want to go?
Speaker 2:I said sure, so he animated two tickets now to me, colonel Waters and Senai, so we didn't have enough. But I didn't tell him because I was going to figure out how to get in there. So I told Colonel Waters hey, I got three tickets for the Bethlehem and I held him up like this, got him let's go. He says I don't think we can do that because at that time we were in, we're soldiers could cross into Palestinian territory without permission. So I told Colonel Waters let's get, let's change out of our clothes, let's get in civilian clothes and just follow my lead, colonel. We said, okay, let's go. We got a taxi cab. We headed to Bethlehem. Now there's two checkpoints. Okay, if they knew we were officers or an NTO's then they probably would have been a problem. So, senai, I told him to tell him we're tourists coming from America. Senai told him in Hebrew and she was our guy. Boom, so we got through that checkpoint, got through another checkpoint. I had paid him $20 each. I told Colonel Waters to pay him, so he just flipped out 2020-20. Boom, we got through there. We get to Bethlehem, right, um, real long story short, there's four gates. Okay, in order to get to the gate inside the church, you had to have. You had to be a president of a nation, a diplomat or a governor of a state and or a congressman. Alright, so, long story short, I sold my way through that checkpoint.
Speaker 2:When we got to that checkpoint, I had the two tickets, but the two tickets were only to get in the city, not to get into the church. So then, real quick, so I got through that checkpoint. I told Colonel Waters, listen, we're gonna pay. They had this big video screen of 30 kids singing from every country in the world and I looked at this policy. I told Senai to tell him we're gonna give him $50 a sneak ascent. So he took us under the bleachers wide. They're broadcasting on CNN and Fox and everything. And we're sitting there jumping over wires and climbing through.
Speaker 2:We get through to the courtyard, alright, but the two tickets were only to get into the city. So here I am with two tickets, let alone, three of us are there. So I look at one of the guards and I give him 20 bucks and I said, look, can you just let us in with these diplomats? He said, look, just blend in with the Dutch congressman. They're coming through and I'll let you in. I'll turn my head, so I gave him like two and forty and forty and fifty and fifty for his brother, so we had already spent like $200 getting here.
Speaker 2:So now they let the diplomats in and now we're in the front of the church, at the door, and I'm behind this. I'm behind this priest. And the priest looks at me and says Sunday. He says he heard me talking to Senai. I look at Colonel Waters. I said dude, I got two tickets again in the city, I didn't have three. I lied. And Colonel Waters said what I said yeah. And then I look at this priest, turns around and goes you need a ticket? I said yeah, he hands me another ticket for Colonel Waters and Colonel Waters this is when we got this far alright, and then get this. So then the priest looks at me and says Sunday opening the doors to the church and it was at 10 pm and they open up the doors. He raises his hand. He says hey, grab my hand, boom, he grabs my hand. You grab your friends, or grab Colonel Waters grabs Senai. He holds up his hand. The Palestinian guards part, all the diplomats part, and we're the first ones in the church.
Speaker 2:He happened to be, he happened to be the cardinal for Jerusalem to Vatican and he was running the whole show so he said you just got to put yourself in the venue.
Speaker 1:You know what I mean. Put yourself in.
Speaker 2:And he sat us right up front, next to the nuns of Calcutta, the president of Palestine, benjamin Yatnat Yahu of Israel, right up front of Slayers. We're in there before anybody else. And Colonel Waters looked at my hands like they. He rubbed his hands, his guts. He says never. He says I'm not reading, you're not reenlisting. I said what he said no, I'm not gonna let you reenlist because my reenlistment was cut out. So you're getting out. You're gonna either become a real estate agent or defense attorney, because you're the best damn salesman I've ever met my life so that's when I.
Speaker 2:That's when I triggered me to go into sales anyway. So I got out of the military, went in. The mobile home sales was number one in the nation for awkward homes and that's how the sales career blew up amazing story man and I love the fact that's never been shared on especially publicly there you gonna have thousands of people watching.
Speaker 1:It was cool. So to you, bet, let's fast forward a lot, but also go back. So two years ago you guys started this, so anyway.
Speaker 2:So I was in timeshare, so timeshare for 12 years I did the car business. For three years before that I did, and then in 2019.
Speaker 2:COVID hit, lost my job at Virginia Beach, lost, moved, started over, went to moved in with my girlfriend's mother with my two-year-old, three-year-old, had nothing, lost everything, furniture, every day. We had one car and a car payment. And then, and then my mother we my mother had apartment building in Berkeley Springs, west Virginia. She had one coming open and let me have it for 500 bucks a month. And then I got. I started looking at ways I could work online. A friend of mine in the timeshare industry called me, say, hey, I'm doing solar. So I said, awesome, I'd like you to come do this. Dude, it's just like same pitch as timeshare. Okay, all right, cool. So boom, I flew up there to Missouri. I did one show with them 123 shows and I just he wanted me to be the podium speaker. So I did a podium speaker selling solar and I did it for 40 minutes and then I got to sit with a client after I did the podium and we had three rounds per day and I sold everybody I sat in front of on solar. So I said, okay, I'm getting paid 500 bucks, 600 bucks for each client. I closed.
Speaker 2:So then I got online and I researched hey, how can I sell this, do my own podiums on zoom and who can I work for and make my money? And I found power on YouTube and then I advertised. Then I and then I started going through. The friend of mine knew somebody in solar that owned a marketing company. So then I said that found out he was in power. So I interviewed him and a couple other people and I said, look, I'm gonna come into power, but I need some kind of marketing tools right away and they're like okay, and so that was in. So that was in February. Adam Favre had said had already realized I got to get the guy.
Speaker 1:He actually that's so funny. You mentioned him, man, I'm a partner of his as well. So where I'm the what? Yeah, one of my CRM, yeah, that's my CRM RGT. I interviewed a? Yeah, so I've been. Yeah, well, what a small world, me and him got together and I got into to solar.
Speaker 2:Long story short, I went in May 12th is when, okay, so I was on unemployment, so I was with Sun solar for a minute and I realized that I could do this pad solar thing. And I was only there for maybe a month, not even they found that. So I signed up for power under Adam Favre, because he he, we're gonna collaborate together and he was gonna let me use the CRM. That was the deal and I would tag him as mentor in my first three deals. So that was the deal we made and then we would collaborate together and make and make some ads that we could launch on Facebook. So we did that. So I signed up and Now I was collecting, the solar company found out, I joined power, so they fired me.
Speaker 2:All right, so that's okay. So now I went on unemployment. So now I'm collecting unemployment. I have no money living, you know. So I took my unapply, lived off $100 a week. I took my unemployment and I just saved it because I knew I needed buy ads.
Speaker 2:So come May 12th, I launched our and phase versus Tesla, me and Adam collaborated on that. We realized batteries or the future, so we focused on an ad and all the markets of powers in California, northern South America, on and phase versus Tesla. And boom, that's what we did and I got lead. I've to lead my phone. I did $150 at $200 a day for two weeks straight and we were just getting calls left and hand over a hand over 10, 10, 15 calls a day and I was just working and working on and then boom, I got one, two, three, four, right away, may 12th and May 21st I'm my first contract May 23rd and then second one May 27th.
Speaker 2:So first one was was sixteen thousand dollar commission. Second one was twenty two thousand dollar commission. The third one was the first one was four batteries, the second one was three batteries and With solar, the third one was batteries only with eight panels. And then the fourth one was battery and I still I got was was, I think, fourteen thousand dollar commission, fourteen, five, twenty two and sixteen, whatever that is.
Speaker 1:Yeah, so we're forty. So lots of sorry there, man, let me. I want to know it's good. It's why you're here.
Speaker 1:I want to dissect this, first and foremost for people listening who are not with power, and that is a large majority of our audience. I know people right now are gonna be in the comments. No way you can get commissions like that. That's a whole different segment. We've done podcasts on that. Our average commission, our company, is around 10 grand.
Speaker 1:I'll speak for Gustavo because we're both really good at sales and we build lots of value that ours are even higher than that. So I will echo one thousand percent that, yes, he has earned fourteen, sixteen, even twenty thousand dollar plus commissions. I have as well. I've experienced it, so I've seen it. So for those of you with limiting mindset in the back, keep it to yourself because it's a fact. He can do it. The other thing I love that you said, man, I really do, and that's why I launched this podcast. There are so many people jumping into solar who treat it like a Part-time gig, like a plague gig. They're not treating it like a business they just owned, they just launched. You started day one. Unemployment, had no freaking money. You're scraping pennies together because you knew day one you had to run ads. You knew you needed the leads, you needed people to talk to. Is that from your, from the mobile home sales? Like, where did you know that leads were the key to this?
Speaker 2:Oh, I learned that and I learned that running my own company in 2014, before COVID, doing a travel club, selling, selling travel club, and I had to run. I had to run ads and that was before really social media. So I was doing mail outs and that cost me about ten grand for every show. So I knew that you had to. It takes money to make money. If you Look for anybody out there that has absolutely no money, look, there's no excuse. Look right up there. You can see on my wall. If it's important to you, you'll find a way. If it's not, you'll find an excuse. All right, there's plenty of ways to hustle, make money, which is my second hustle to have the court or the courage, confidence to self-determination, to work hard for what you want life. But, dude, I've done everything. If you there's no excuse not have any money, find it, you can find it, you can find it.
Speaker 1:Yeah, I Tell new, new business partners every day. You can either throw money at this or you're gonna throw, throw, hard work at it. Well, it'll be a combination of both what I did, but yeah, but it's gonna take at least one. If you're not willing to spend money, go beat the pavement.
Speaker 2:Go call. Yeah, I just didn't want to knock doors, I didn't want to beat doors. So I took all my money that I see three grand and threw it in the ads online and I'd already been working virtually. And that then, and I've done what? 149 contracts and I haven't met one of my customers.
Speaker 1:So right here, Okay, so let's touch on that. That's another big topic for our audience. I'm doing the same thing, so you're 100% for I didn't.
Speaker 2:Even my neighbor across the street wanted me to come over and give him a pitch. No, jump on zoom.
Speaker 1:Dude. Okay fine, You're the first guest I've had on, so I'd say the story every time it comes up. I'm in my home office. Those watch on YouTube. I could see my neighbor's house. If I'm gonna look at a house, it better have solar, of course, even he, if we were on the deck as I was good Doing the pitch. He goes do, can you come over? I said no, I'll send you my zoom link. I'm the same way, dude, what? So why is that for you?
Speaker 2:Why do you prefer it? Because it, dude, it's just. You can do everything right here. You don't have to walk anywhere. You don't wait, dude. Time is money, time is money and time you got to. I'm worth a couple thousand hours an hour. So to take time to go across the street and sit there for 40 minutes or just driving somewhere, it's time away. I got a whole bunch of shit I need to focus on right here, everything. I've got my secretaries, I got my, my RDT, my CRM, my customers call me, calling customers. It's all right here.
Speaker 1:And it's time. I think the other big one, totally. Yeah, it is time. I was telling someone the other day I do leads as well, and of course, you're going to have no shows. Yeah, it's part of it. I rather have a no show on a zoom, where I wait two minutes of them to show and then I walk out and kick it with my family or I get back to work and run another one. If I had to drive an hour, like some of the solar pros that we talked to on a daily basis, good God you lost an hour there. You wait Hopefully waited 15, 20 minutes to see if they're going to show. They did. And then it's an hour to get home. Not only that, you're pissed off and probably don't do anything for the next hour or two when you get home. Versus running in a, versus running it under control.
Speaker 2:I did windows and gutters in 2004 to 2005 for one year and it was I was top guy in the office in Raleigh, north Carolina, but it was a miserable existence. It was driving hours and not getting home to midnight, leaving at 6 am every day. I screwed that. After that I said I'll never do that again. I made a hundred thousand dollars, but dude virtual.
Speaker 1:What's funny, too, is you're the first guest that's talked about what they're worth an hour. I could do a whole training on that. You need to know it because when you know that, you make better decisions. So even though and if you'll be honest, this is completely unrehearsed Gustavo was talking about you made a hundred K, but he worked from seven in the morning till midnight. You divide your hourly by that. He was making pennies on the dollar.
Speaker 2:Yeah, and I'm here, so all right.
Speaker 1:So primarily Facebook. Is that still your main source of leads right now for your yeah?
Speaker 2:I have a couple of bird dogs ambassadors. I have a bird dog I'm not going to say where, but I got a bird dog in a certain company that sends me leads. That's not a solar company, it's anyway, but he's. It's another thing. Guys, you got a network.
Speaker 1:No, it's, it's uncensored. I'm going to go there. I'm going to go there.
Speaker 2:I've not shared this. I got a couple of bird dogs and some big companies.
Speaker 1:I get my leads, so I have a couple I'm going to go and share a big tip man. So all of yours are outside of solar. I have a couple bird dogs in solar that I'm trying to bring over who are, for whatever reason, they can't leave. They got deals under contract. They haven't paid on. That's a big one. Hold on to the topic. They'll send me deals because many are with mom and pop shops. They can only service the city, a county, a zip code, and so they'll send me deals. It's it, by the way. So if you're with our company because we can service nationwide, that is a great way to get someone's foot in the door, to get someone to taste how much they can earn with us versus them. I do that strategy all day, every day. They win because they get paid on a deal they couldn't have without us, and then obviously, we win because they gave us a lead to go run. So I love that you're talking about that man. That's really cool. How many are you comfortable saying how much you're spending right now on?
Speaker 2:Facebook 150 a day to 200 a day.
Speaker 1:And then, how many approximate leads is that giving you Day?
Speaker 2:Saturday and Sundays Probably double that, but I got 18 ads. I run, I, but I run since the beginning I've run battery ads. That's why I've I probably sold I counted, I think it's over 250 batteries last year for power with power. So most of my deals have two or three batteries on them. I'd say 30% are just solar only, but most of them are batteries and solar, because that's what I focus on and the reason I do that I did that in the beginning is because people that want batteries only two kinds of people that want batteries people that absolutely are have outages all the time, and people that have so much money they don't know what to do with. So you just want to buy a couple of batteries and either way you win. And the good thing with that is they've already got solar, so that means their credit's good. They've already bought solar Mard times out of 10 either finance it, which is good, or they pay cash. So either way, and I already know how much batteries cost, so I can hit them right away.
Speaker 2:Batteries are 15 grand, a pop Boom, and they already know that it's not as hard of a sale.
Speaker 1:Yeah, I love that, man. It's really smart, with the lead spend that you're doing, to have those almost like doors that you already got to knock down because they have to pre-qualify themselves. You will based on the ads you're running, which I love. But a question I have to ask, man, because there's a lot of people right now that are like, oh my gosh, I could throw 200 bucks a day, I could throw 50 a day at this. It still takes work. These leads are coming in and you're on the phones, correct? Can we talk about that? Look like your daily operation to raw leads.
Speaker 2:So I have. I hired a secretary in the Philippines at $5 an hour, $4 an hour back two years ago. She's been with me since the beginning and now we have three others, so now we have four and they get on. So we have artificial intelligence, that is talk conversating with our leads, and then our girls are calling them to get the electric bill and then I'm calling them too. Mostly I end up doing it because I'm just I'm good at what I do and so it's recorded for them and they copy it and they tried to do what I do. But yeah, I just get on the phone and the way I answered is I'll say hey, this is Gustavo with top solar broker.
Speaker 2:You answered my ad about a day ago about about the new IQ eight micro inverters. How can I help you Just like that? Because you want to say right away hey, you reached out to me, you filled out the ad, you wanted information, so you got to be real right away from the beginning. Say hey, how can I help you? You wanted my help. How can I help you?
Speaker 1:It's a huge tip. For those of you listening, I would rewind it down. He just changed. He changed the script. Now he's following up with them because they asked him to. It changed the whole play of the of this car. I'm freaking love that you got to take control right away there.
Speaker 2:And they're like yeah, you filled out our survey, you wanted to know about the IQ eight inverters a couple of days ago at two o'clock, and oh yeah, I was looking at solar and, okay, great, how much is it? Listen, do me a favor, just give me. I just need a copy of your lecture, but make sure you take a picture of it where the graph, so I can see how many kilowatts of electricity you purchased from the grid last year, so I can accurately build you a correct size system. We don't want to. We don't want to overcharge you and we don't want to undercharge you because you want to zero your bill, right, yeah, okay, great, yeah, so just give me that bill.
Speaker 2:Missing an email right now with some videos and and and and answers and quiet. There'll be some answers to the questions already asked about the IQ eight inverters. Just respond to that with a copy of your lecture bill and I'll be glad to get your proposal here in the next 24 hours. Okay, awesome, I'll be looking for that email. That's great, boom, and I sent it to him right there.
Speaker 1:Yeah, sick dude. Okay, so a lead comes in on. I know your numbers, guy. Obviously you track this high level. How, how many times are you having to call that lead before you get one on the phone?
Speaker 2:on average, don't, don't get me wrong, guys, I wasn't up. I am a closer, but when you're online it's not. I will say this it's not like working in a house, so there's not that transfer of energy like it would be in person. If I was selling in person I would sell a lot more, okay, but with online it's a numbers game. So you're able to you want to transfer that energy or the foot is best you can. It's not as good as in person. I get that, however I would. I would say it's a 10% close on virtually, maybe 10 to 15%.
Speaker 1:Is that 10% of the leads you get your closing? Is that what you mean?
Speaker 2:I think I have to look at it. I should have had these numbers ready for you, aaron, I'm sorry, yeah.
Speaker 1:It's all good man. I know people are always curious on that. It's a lot lower than in person guys.
Speaker 2:Okay, but you're getting a lot more opportunities, as it should be.
Speaker 1:And it yeah, it's also scalable. You can't in person, you can only be one place. The fact you've outsourced three or four people in the Philippines we call them ISAs from our real estate days inside sales associates or agents, depending on that, which is really smart? Okay, so that lead comes in. You're having that conversation. It sounds like it's short.
Speaker 2:Your goal correct me if I'm wrong. Your goal is to collect utility.
Speaker 1:By the way those listening please note his goal on that initial call was not to sell a battery, was not to sell a system. It can't. You're not doing that over the phone. He doesn't have enough information. He's very focused. His goal is to get the utility bill. That's the next step in the process. Once you get the bill, are you setting that appointment inside of 24 hours, like your script suggests? Yeah, like right away. Okay, how long are you telling them? How long are you telling them to block?
Speaker 2:on that. So I tell them so here's the other thing. I've transitioned to not really doing Zooms anymore.
Speaker 1:I had a feeling you were going to go there, man. So what are you doing, bro?
Speaker 2:15 minutes, maybe Tops.
Speaker 1:Crazy. So you're not. Even. Are you sitting in my proposal prior to the call? Yeah, so.
Speaker 2:I'll send them a proposal, I'll send them a spec sheet on the panel I'm selling. And then, guys, everybody here listening, if you don't have chat GPT, get it right now, right now, while you're watching this video, go ahead and sign up 20 bucks a month. Then what I do? Just tips for all you out there. I go ahead and then I copy the entire proposal right there, I plug it in chat to be. I say, hey, write me a email selling my customer on why they should do business with Gustavo Odebar and power and list the 10 top 10 reasons.
Speaker 1:and then and so you're copying the exact, solo the language pasting their dude.
Speaker 2:Mike drop, mike 30 seconds I copy paste that put in an email. I call the customer. Hey, I sent you an email. Now I really want you to pay. Dad worked 45 minutes on this. I really worked hard. I really want you to pay attention and read this thoroughly. Okay, boom next. And I got rate to another deal. Boom, boom, so it's Okay. So once they read that, you're hopping on 15 minute.
Speaker 2:Then they'll text me or the, or I'll follow, or Rena Will follow up with them and a couple hours or in the evening and say either I will or Rena will Just hey to get the proposal. I'm sure you have some questions. Let's schedule a 15 minute phone call with gosh to answer any of your questions. Boom.
Speaker 1:Yeah, okay, we got a dissect, this dude. So are you finding? Oh, I love it, I love it, I love it. A couple things I love. One is you're giving them what they want. Most people, especially at interleague, they want the proposal, they want the pricing. Are you building like, how are you building that in terms of commission? Are you sending it aggressive to them? Are you building it with cushion to where you want it and then you'll tweak later because you don't know yet? You haven't really met with them other than collectibles? What are you doing?
Speaker 2:I call where their mine is and what kind of personality they have. Just some real quick guys. There's four personalities out there there's the owl, there's the koala, there's the bear and there's the parrot. All right, the bear is your CEO type, drives the Mercedes. Your koala is your school teacher, drives a Volvo. And your, what was the other one? I said, yeah, the parrot is the guy like me, it's the salesman. It just doesn't shut the hell up. Just so you got to figure out which personality you're dealing with. If you're dealing with the CEO bear, he's gonna come at you aggressive. And if you're dealing with the koala, the school teacher then they're gonna be. And if you're dealing with the owl, that's the engineer, analytical types. There's four personalities.
Speaker 2:You just got to figure out what's personality you're dealing with and then, once you figure that out, that's how I I'll play it. So if it's an engineer, then yeah, I'm gonna be real specific on he's gonna get spec sheets and all this. If it's the, if it's the, if it's the bear driver, he's not gonna read any of that shit. He's probably not even gonna read my email. He just wants to see the price boom, boom, bottom. So I need to find that out. If I know that it's a bear, if it's a bear, ceo, precise price, I know that, hey, it's a bear combination, parrot personality Then I'm gonna have to skip all the technical shit and just blast them with the proposal and give them three choices. Never get more than three choices, that's it. Three proposals, what? What are three choices?
Speaker 2:Give me an example I want to give too much information, because if you give too much information, then confused buyers don't buy Views.
Speaker 1:Yep. So give me an example. I'm a lead.
Speaker 2:you got my bill, you're sending me over the cash proposal and Then I'll give them a Sungage 9.74, 25 year proposal and then I give my five year 1.99, maybe, or PPA or and then all three of those you're gonna break down and that initial email. Hey guys, here's the three choices. I think if it's a bear here's the three choices I think you should go with boom right there. Bam, send it off, that's it, nothing else and then they called action for the call.
Speaker 2:The action for that is yeah, back as soon as you're done and let me know what you want me to hit me back and let me know what you think which proposal, which choice things better fit your you know, and he'll either he'll email me back or call me or text me and say, hey, I got three other proposal bids. They're lowing in yours. Okay, let me find out, if I know. If I'm on the phone with a Customer he says hey. If he says to me, hey, I'm getting bids and I've got two already, or blah, blah, blah, then I'm gonna make sure that, depending on their personality, I'm probably gonna go at a point six or point eight margin and then I'm gonna send the power care 30 year warranty Specs with that proposal.
Speaker 2:Yeah, because that's gonna build up. But a general, I stay at point eight. But if you take my entire, all my hundred d 140 on ideals I did it the other day I'm averaging 8200 per deal. So it just it depends on if you have. It depends on if you have an analytical client or you have a laxie days goal, easy going if you have a salesman salesmen or the best ones to sell, because they'll just buy anything for me.
Speaker 1:Yeah, you know what I love about this man. One of my similar journey have only been here a year. But one of my frustrations is and I know it's it's part of what we do. It makes us great. It's doing the same thing over and over. I, oh my gosh that that 30 minute presentation with the slide deck Over and over four or five times a day.
Speaker 2:Hey, here's nuts. So I actually I recorded it, man.
Speaker 1:I'll go ahead and share it. So I shared a convention. One other person that Jabari sat. He was blown away. He said oh my gosh cuz, I wanted my time back. So I sent a recording of me doing that, kept it somewhat general, so it wasn't just their proposal, but it was enough to where they felt like it was for them, I send that. I built an app where I can track it how much they watch. I said first step as you watch, this will cut down 30 minutes out of our time when we meet so we can only focus on your house, your proposal you know how do I do that?
Speaker 2:I need to show me how to do that, the tracking thing, because I don't do that I need to do that huge First time.
Speaker 1:I did it too.
Speaker 2:I've been doing that for yeah, yeah that's awesome, yeah.
Speaker 1:So first time I did it with the tracking app. This lady got, bless her. She watched it 17 times. No exaggeration, all my kids 17 times. As a salesperson, if you don't think, I was like dying to get on that zoom. Nothing was already sold.
Speaker 1:And the other cool part about getting our time back. I've had a lot of people this, to be honest, this is transparency where they sound excited but they didn't watch it because of the app. I even tell them hey guys, I just noticed either either went to junk or your schedule has just been hectic, but I noticed you haven't watched the video that you both promised. You both committed you were gonna watch prior to a twist meeting today at fork. Can you stop whatever you're doing and invest 21 minutes in yourself? I and it's a Hail Mary I'll try one more time and I'll end up getting another 50% on that if I don't Chance at them showing you that appointment of what I have found over the last six months and running that model are really low. But guess what? I rather know they're a weak appointment Hours, if not a day before, versus just sitting here twiddling your thumbs waiting on a zone. No, yeah that makes sense.
Speaker 2:Oh yeah, absolutely. I have a very low show-up rate for zoom. It's hard to get them.
Speaker 1:Well, is that part of the reason you pivoted to give it the proposal and letting their appetite no?
Speaker 2:it goes against all my sales. For the last 20 years I used to be a give a presentation, it doesn't matter, always an hour presentation. Yeah, that's good If you're in a group with 20 people and I'm doing it and I've done that before, but it just a number, it's a numbers game and it adds up. Obviously. I'm almost 2 million, I'm over 800,000 commission, so it's obviously what I'm doing is working.
Speaker 1:Hey, you can't argue with that now.
Speaker 2:Do I miss a lot? I'm sure I do. Do I miss more than like Joe Gossett who goes in houses in that area and hit a whole neighborhood? And Joel's really good one of my best friends. I love him the death Y'all. If you watch this, I love you. Brother Ababa, if you're watching this, I love you, and yeah if they better be.
Speaker 2:I know both of them and I always say Joel, sorry, joel, I He'll go in a house and he just he's like a bulldog and he just doesn't let go and I admire that about him. He's sold me shit on the phone. I'm just like dude, quit selling me. It's like I'm ready to give him my credit card. It was like for some lead, lead stuff or something to do. I'll tell their cell of you. This guy and I had my credit card. I'm like what, wait a minute? Already have leads, what. Anyway, joel's really good, I love and. But God bless him. He, his clothes is gonna be much higher because he's in person and so if you're gonna do, but he's gonna have fewer bats, because, exactly and that's two hours of time.
Speaker 2:Yeah, yeah so I.
Speaker 1:That's a big one for me. It's no knock on that model. I know him very well as well. He kills it. I thought he did a great job at our convention, by the way, and I told him that the right my model, my model, is more yours because of scalability. I want to be able to replace myself. It is, and this could be a limiting, limiting belief, but it's very hard for me to go out and find a jewel. Yes, very hard. Versus, can I find someone that can use that GPT so I could teach a 15 minute close over the phone? You freakin, that's you the future and that's what we're doing.
Speaker 2:It's all digital, we're all going all digital. And this is where, where you and and I saw this years ago where we're gonna be very successful, because we got to get out of this mindset that you have to be here, you have to drive here, that those days are gone. I believe that it's a we're in a new, totally different universe and it's moving only that way 100% digital. It's where it's at, and so what's gonna?
Speaker 1:be facts, man, let's wait a few minutes left. I want to touch on now that you threw that wrinkle with. With the new model you're running, you get them on a phone, so let's use me. You're on the phone. You sent me the proposal. You leverage chat GPT, which is badass. You sent me over three different things to financing high interest, moderate interest and then a cash deal. I sent you a text back. Hey, I got a couple questions. I think I'm gonna go cash on this. I don't know. I'm gonna use financing for this example. You scheduled that 15 minute phone call with me. How are you closing me? I verbally, are you doing it? Obviously you are, but then are you having me fill out the financing? What is that start?
Speaker 2:off right away. Do you have any questions on you? Watch the videos. Yeah, I watch your n-phase video. Watch your Franklin battery video, watch your 23 minute presentation about power. And yeah, and it depends on who I'm talking to, the clothes is always different. It's, of course, overcome their objections and I overcome every objection to where you get them in the frying pan, to where they can't say no, because if they're in a frying pan they can't jump out but but yeah, so usually it's price and it's it's.
Speaker 2:A lot of times I get the subcontracting thing. I've done research on power. Now, if they're in a little, like I said, every clothes is different. If it's an engineer, they're gonna look up power BBB, they're gonna see the complaints about certain things or in general, just because we're a big company, but but we have an A plus rating and they're gonna see some of that. They might see some of that and they'll say you subcontract, you got to go right away. You know, overcome that ejection. Now we hold the general contractors license in Arizona and we don't subcontract. What we do is we partner with local installers. We do use local installers. So nine times out of ten, the local. You want to get a price from where he is and we just negotiate a better deal. That's how I overcome that, but usually I'll get that.
Speaker 1:Okay, so we're through the objections. How are you getting me to the paperwork, Is that yeah?
Speaker 2:and right on the phone. So we're through the objections. I like the payment. I said look, okay, great. So what I'm gonna do is I'm gonna send you a doc. You sign, okay, and I need you to. If you're fine with the payment, I need you to go ahead and sign all of this today, because next week, monday, every two weeks, prices go up inflation and I want to lock this in right now with the IQ 8 inverters because they're doing a price increase Next week. So we need to get this knocked out in the next couple days. Are you okay with that? Absolutely great. So I'm gonna send you this doc you sign over. If you're comfortable, let's go ahead and get that out of the way so I can at least get a site survey order and lock in the price and so the prices don't change. On you, you don't want the price to change, I don't either, so let's just block it in.
Speaker 1:Love it, man, I love. So. Are you doing the prequel for, let's say, mosaic or good leap? Are you doing the prequel on the phone where you ask them the four or five questions, then send them back?
Speaker 2:So I want to find out what's more important to them. So I'll ask them in in the second part. Second phone call is once I've got the electric, seen the proposal, and I discuss it. Yeah, I said what's more important to you? Is it more important to your price or more important to your payment? Because I got to explain how that works. If it's payment. If it's payment, then we can discover discussion on that. If it's price, and then we will have a discussion on that. But what I recommend and this is usually I do this the last 15 deals guys, everybody out there the last 15 deals I did our PPAs. So I've totally transitioned to PA and lease. If I can't do a PA and lease, then I'm going to Sun gauge right now. So just FYI, everybody out there learns some of a PPA is an ever and ever bright, because that's your bread and butter. You can make so much more money and save the customer so much more money.
Speaker 1:By the way, solar sales, uncensored community. Let us know in the chat, either on the, on the podcast or on the YouTube version, if you want him to come back and talk about how he's selling PPA's and leases. I think it would be a killer class. But let's you guys and gals tie him down on that, because he didn't know we were gonna do it. So let us know in the chat you wanted to come back on that. I think it'd be a killer episode for sure. That's sick man. I'm blown away.
Speaker 1:I say it, I say it a lot, and this was one of those that really echoed it. You took the gloves off, man. You. You peeled back the curtain. You let us know what was really working in your business. Some of the struggles you've had, where you're pivoting, where you're throwing your money at which I love. Any advice for someone. Maybe that's like us, myself a year ago, yourself two years ago that perhaps is a high-level salesperson. They've been successful in other vehicles and they have that itch to try solar, but they just haven't done it yet. Any advice you'd give someone?
Speaker 2:it is. Here's it is capitalism at its best. You got a manufacturer who manufactures solar panels Okay, you've got a company like power that procures them, so the manufacturers making money, here in the United States or where we get your panels. Then you have a power company like power platform that makes money. Okay, finding people like us to push the products. And then we make a commission, all right, by part, and then and we partner would look on solar, so they make money. All right, the customers save in hundreds of thousands of dollars, everybody's saving to make it money while saving the planet. What's better than that, right, mike?
Speaker 1:drop a better job than that.
Speaker 2:Everybody making money and saving money and saving the planet doesn't get fucking that free and better than that dude.
Speaker 1:Yeah, I love it. Gustavo, I can't thank you enough, man. I speak for our audience. You, you absolutely killed it. This is gonna go down as a fire episode for sure. I'll make sure I throw your links in the description so people can reach out they have any questions. But once again, thank you, man. I know your schedule is jam-packed and I really appreciate you sharing all the insights and nuggets that you do on a daily Basis. That has made you one of the top solar professionals. And one more thing, real quick.
Speaker 2:Anybody that's coming on your team or responds to this or comes on my team, whatever. I'll be glad to help anybody on Erin's team, I'll be glad to. To show you the ads I use. I don't care. Look, there's so much business out there. There's gonna be so play. We haven't even touched the crack, the ice we're. There's gonna be so much business for all of us. I don't mind sharing.
Speaker 1:It's so true. It's about living in abundance, man, versus living in scarcity. I love that you said that. Once again, I thank you for everyone listening. Obviously, we do this for free. We do it to help pour into this industry that we're both passionate about, to help each and every one of you level up and make More money and be more successful. The the one way to repay us would be to like, share or subscribe to this podcast. It would mean the world to us, gustavo. Once again, thank you so much, man, for everyone else. Be good, be safe and God bless you.