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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.

Speaker 2 (00:41):

What's going on Solarpreneurs. I am stoked today. We got an exciting episode because we got someone that everyone should know if you've been endorsed it or sells, or just like funny memes, then you definitely know this guy. We've got the master Miemer on the interwebs himself. Mr. Rick Martinez, Rick. Thanks for finally hopping on the show with us. My man. Thank you,

Speaker 3 (01:04):

Taylor. Appreciate appreciate it, man. It took us a while, but we, uh, we're we're we're finally doing it.

Speaker 2 (01:10):

Yeah, I know. I was just telling Rick before the show, him and Tony Robbins have been the two hardest guys to get on the podcasts. Haven't quite got Tony Robbins on yet, but, but, But, uh, Rick took a while to cause he's a busy guy and he's all over the place. And we'll talk about that. But, uh, no, we're just in key west Florida hanging out at the knock event and we're planning on to do a show there, but, um, Rick, he was kind of helping out things got busy and kind of make it happen. So like, all right, well got modern technology, just hop on the zoom and finally making it happen. So thanks again, Rick.

Speaker 3 (01:52):

We appreciate being on man. So let's, let's dive into it, bro. What exactly we're going to share with the people today?

Speaker 2 (01:59):

Well, we got something exciting. It's always exciting when you have Rick on. So Rick, do you want to, I don't know, maybe introduce how you got into door to door and how you first started making your memes. I guess a little background on him real quick. He runs the main page, no listing bra, which is like, you know, the biggest, I don't know, door to door entertainment page. I would say hands down, it's been entertaining door to door sales reps for years and years now, everyone loves them and he's been successful in pest control, uh, solar. And that's actually how we first met is because we brought both sold for a company called new power here in Southern California back in the day. So, uh, just a little introduction for you, Rick, but yeah. Do you want to, I don't know, go a little more in depth, how you got in the front door to door first and um, started up your meme page, all that good stuff. Yeah.

Speaker 3 (02:51):

Yeah, of course. So I started in door to door back in 2014. Um, six months after I got home from my LDS mission. Um, my buddy who's like, dude, you do so well at this. You do so well at this, but I just, I was hesitant. So I spent six months working as a painter's assistant at an auto body shop working 40, 50, even 60 hours some weeks. And I finally gave in, went out on the Saturdays, set a deal. And then that later that week it closed. And I was told that I was going to make like $1,400 off of that one deal. And I was like, you're kidding me. And they're like, yeah, I'm like, what the, so the next Saturday I go out and I booked three more. They all closed. And I think like two weeks later I'm like, yeah, I'm, I'm quitting my day job.

Speaker 3 (03:42):

And I'm doing solar full-time. So from 2014, up until like 2017ish, I was with a company called new power. Built, help them build that thing out quite a bit. That's where Armstrong and I had met. And then I took a little bit of a break. Um, tried out pest control with active. And then I was selling with Aaptiv in 2018. When I started the no soliciting bromine page, I was just going through a lot of anxiety, some depression at the time. Um, and my way to cope with me, it was so nice. I found a page called summer sales fails and I thought to myself, I can make way better memes and way better content. So that's what I started doing. And since then, yeah, it's taken three years for the page to take off. But now, um, I don't think I can go into any sales team without somebody knowing me. I can't fly into Utah or walk around Provo without someone knowing who I am, which is actually kind of insane.

Speaker 2 (04:44):

Yeah, no, everyone knows. And if you go to like door to door con or something with this guy, you feel like he's the Wolf of wall street in there. You just got, you know, ladies surrounding them, just crowds of people, just like no, this listing bruh. So it's a pretty surreal experience. And uh, I always joke just because me and Rick we've found a lot of events together over the years. And it used to be where we were like hanging out on equal footing at these events. But, but now he gets lost in the crowd pretty quick, because I feel like people are kind of walking around, you know, ask him for autographs and all that stuff. So I felt glad to know Rick before he was, you know, super famous and everyone knew him, but no you've had a ton of success now. And isn't it funny that back in the day we were so stoked or we're making like a thousand bucks on a solar deal and now it's like making that.

Speaker 3 (05:39):

Yeah. I remember being pumped about making 400 bucks a kilowatt Gosh, 400 bucks as a kilowatt, as a closer selling a 21 cent PPA, man.

Speaker 2 (05:57):

I know

Speaker 3 (05:57):

That's crazy because when you're comparing that to pest control, it's like, you know, crazy money, like no way you make over a thousand, because that was my background. I came from pest control and you're making, you know, maybe, I don't know, a couple hundred bucks. I know you guys make an R or make a more impasse now, too. But, but yeah, that's pretty crazy how far things have come. So tell me though, why did you decide to, uh, kind of, I know you've been in pest now. You've been doing now you're back doing a little bit of solar, but yeah. Why did you decide to try out pests coming from a solar and you know, and so the F the first time I did it, honestly, I was sold on the location. My recruiter told me that we were going to long island, New York, and he sold me on the fact that like, dude, we're in long island, we can go to Manhattan.

Speaker 3 (06:45):

And I was like, okay, cool. Yeah. He offered me some ridiculous, like really good deal that at the time I was like, you know what I mean? This is fine. But my whole thing was, I just wanted to go to New York. Yeah. So I went and I did, well, I sold like a little over 150 with like a six 90 contract value. And I was like, and they're like, dude, that's so good. I'm like, really? So the whole time, like, yeah, like the sales were there, but I was there just to go to New York, bro. Like for me, going to New York was a dream. So yeah, I did that the next year I took off last year, I went back in, um, it's so pest control is such a fun sale, right? Imagine like setting, if you can get a really good area where you can set a crap tenant deals, that's like the equivalent of selling the pest control account. You can go in and just, I mean, what setting you clearly don't get paid for the sets. Um, but with pest control, it's like that simple, you go in, Hey, you got bugs. This is what we're doing. Oh, you're with someone else. This is why people have been switching over to us and you just close them, get them set up, get them serviced and you get paid. Okay.

Speaker 2 (07:55):

Yeah. Love it. No, it is a quick sell. Yeah. How have you seen some similarities since you switched, you know, back and forth now kind of from pests or solar, do you feel like there's been a lot of things that have helped you, that you've learned in pest that you've been able to like apply to solar now as you

Speaker 3 (08:10):

Yeah. Big time. Yeah. The option close. So does the morning or afternoon work better for my, for my, uh, specialist to Papa. Okay. Nice. The option close. Uh, try and try and get them outside of the house. Take, take taking them to the meter. Um, this is one of the things that I learned from, uh, McCarthy that we did a long time ago was, uh, downloading the Sunseeker app and taking them around the house and showing them on the app on your iPad, where, where the sun hours are at and say, so this is more than likely where the panels would go and then just getting them to move around the house.

Speaker 2 (08:49):

Yeah. That's money. Yeah. That is a huge difference. And yeah, it's funny you say that because I'm actually working right now on here on Jason newbie, steam. A lot of our top guys came from pests and that's all they talk about dues. They're just pulling people out, out, off that door. They're pulling people, the meter to the backyard. And I feel like it's just location, but getting people on like a different, you know, kind of mental state, because as you know, behind the doors, people are a lot of times super reserved, super guarded. Like what are you doing here? When we can get them outside of their castle, there are they like, it's crazy how much they open up and you know, you try it, the exact same clothes. You maybe just try it at the door, it'll work just cause you're, you know, outside, uh, you know, on their porch or in a different location with them or inside the home. Yeah.

Speaker 3 (09:39):

And one of the things that I took from solar that I started applying my first summer and past was, um, trying to get inside the home. Now when I wasn't, when I was in long island, um, it would, it would rain a lot. I think that was the one thing that I didn't like about how much it rains. So I made it really simple. I'm like, cool. I just got to fill this out with you real quick. Is there a, is there a small corner of the kitchen table, like a borrower to fill this out and they would give me some resistance. I'd be like, do you want me to take my shoes off? If they said yes or no, I would either take my shoes off or not and walk in. Yeah. Maybe I'd be inside people's homes. I'd be at the kitchen table, sign, signing them up for best control and then just open up the conversation. And then they would more than likely give me referrals.

Speaker 2 (10:23):

Nice. Love that. Yeah. That's shaped from new power and they're drone on that. So many times it's like, they can't say no to letting you in. You're like, yeah. I asked you, do you want me to take my shoes off? I didn't ask you. I can't come in. Like just transitioned straight to that question. But now that's a fire question for our Solarpreneurs that are listening. Yeah. You need to be using questions like that. Super assumptive getting inside homes, which side of the house is your meter on? Um, cause at that point you're just being assumptive. You're not asking them yes or no. Like, do you want to do, it's not. I think that's been a one been a, one of the biggest keys for my success if I had had. And probably you do right. Rick and solar. Yeah. Yeah, definitely. So yeah. Love that. And no, I think there's a ton of things that apply in, I would say just like in the work ethic too. Cause I was out in an adjustment for you coming from solar where at new power, we are only doing like, I don't know, four or five hours maybe on the doors and pest control. They're like, all right, Rick, you got to come out. We're going from a 10:00 AM to 9:00 PM or whatever it was. Was that like an adjustment for you?

Speaker 3 (11:35):

Big time adjustment. I was like, dude, these guys are crazy. I can not do 12 hours on the doors, but I got used to it, bro. And then during, during competition do this, this, this is what these pest control companies do well is they, they get these kids so hyped up on competition that I remember my, the, the latest sale I ever made was in the, was in an Indian neighborhood because we knew the Indians were going to be up super late. And my last sale of the day I started, I knocked this guy's house at 1140 and I, and I left his house just a little after midnight. Wow.

Speaker 2 (12:15):

Crazy.

Speaker 3 (12:17):

And I had, I had never talked to this guy before I, I saw that the garage was open. People were in the garage talking, I go up and I'm like, Hey look like we're in the middle of a competition. And we are getting down to the wire, right? Like if we win, this is what we, when we do pass control, I'm going to take care of you. And then the haggling started. And I, and then I, I stopped them as low as I could so we can get enough points for the sale. I'm like, look, tell you what, this is, what I'll do. This is the best, the best I can do. And he took it.

Speaker 2 (12:52):

That's fricking awesome. Did it help? Did he pass for Indian? Did he see your darker skin? Oh, you're my brother. Yeah. A little

Speaker 3 (13:00):

Bit.

Speaker 2 (13:03):

Yeah. No, that's good. Yeah. If you can get those Indians, hopefully he gave you a referral chain. Do they give you like four referrals?

Speaker 3 (13:09):

I wish no. He told me. Yeah. I'll I'll I I'll refer you to everyone, everyone, anywhere for me and anybody, but that's fine because the only thing we needed, the only thing I needed was the sales so we can win. Yeah.

Speaker 2 (13:21):

That's good. I love that competition. Clothes helps a lot when people and see that you're bought into a competition and people just naturally want to help out. So I use that a lot in solar too.

Speaker 3 (13:31):

Do they happen so much? Like even this last year, like when I was going up in the masters, like the one-on-one I would tell people like, look, um, I don't know about you, but I, I hate losing. So tell you what I'm in the competition right now, me and one of the best guys in the company was my line. Um, and, and I would show them like I would pull up on my app and I'd show them the actual competition. Like, look, I do pass control. Right. I take care of the bugs. It's nothing crazy. If I can get you done while I'm out of here, this is what I'm willing to do. Yeah. I would show them like, I would show them like the regular price, regular price, what I would do. But then I would bring in McCarthy's model home clothes and be like, look, honestly, if I can just get you done as like a marketing home for me, this, this is what I'm willing to do. I'm willing to drop it instead of this, to this. The only thing I ask is that if you use social media, just give me a shout out on your Facebook or on next door. If you can give me a shout on the next door app, I will even do the first one for free. Nice. And then that way it gets me publicity out there. It gets people to know who I am and then some referrals would trickle in that way.

Speaker 2 (14:41):

Yeah. That's sweet. And then would you ever pull up to the next door? It'd be like, Hey, I'm the guy that they're posting about on the next door. Did they tell you is passing by?

Speaker 3 (14:51):

I would have her do it right then and there. Um, depending on the situation, sometimes I would have a technician in like literally in the area now with texts attack, I'd be like, Hey mark, I'm getting one down. I'm getting one right now. And I dropped my pen and then by the time I was signing docs, he was rolling up.

Speaker 2 (15:08):

Yeah. Wow. That's my

Speaker 3 (15:10):

Dad, dude. It's money. It's money. And then from there I would have her posts on the next door app right then and there.

Speaker 2 (15:17):

Nice.

Speaker 3 (15:19):

But my squid you have, do you have, do you have your phone on you? Cool. Can you pull up the next door app? Okay. Um, do you mind if I just take over and I just type in the thing, put my number in and then I'd be like, cool. So you can post it. I'd just have her click post and there we go.

Speaker 2 (15:35):

Nice. No, that's yeah. That's insane. How good that stuff works. I had a guy on our team last week. He got like six deals in this, I think in one street or something just from doing that exact same thing. Just having people post on the neighborhood, Facebook group next door. And then just saying, Hey, I'm the solar guy out here that they've been posting about in the groups. Did you already see it? And then I think half the time they're like, oh yeah, we saw that. Yeah. Yeah. I guess they said, you're going to come by and it's like instant credibility, instant trust. It's basically wherever all at that point. And they were closing. Yep. So exactly. Yeah. That's something I've yeah. I haven't tried really trading the next door stuff, but yeah, I think, uh, for those that are listening, make sure you're utilizing the power of social media is, and you know, all the nextdoor stuff.

Speaker 2 (16:22):

Cause that's how people go from skeptical on the doors. Do you know, knowing you're going to be there and knowing you're going to come by. So that's good stuff, Rick. Exactly. Um, so yeah, something I did want to transition into though a little bit, I know you talked just how, um, you've gone through phases, you know, ups and downs. Like I'm sure a lot of us have, you've gone through like some depression. I know some, you know, mental side of things and that's, uh, the reason I want to touch on that super common in door to door. I know a lot of people struggle with, uh, the depression, the mental stuff that's going on in people's heads. Um, so what do you have some, uh, I don't know, advice for people that are struggling with those things or just like the mental aspect, things that have helped you to continue in this industry for what are you going on? Like seven, eight years now you've been doing all this

Speaker 3 (17:12):

Stuff. Yeah. I'm I'm I'm going on my seventh year. Wow.

Speaker 2 (17:16):

That's crazy.

Speaker 3 (17:18):

Um, I would say first and foremost, um, depression is real. Anxiety is real. So if it's really bad, then go get help. Okay. First and foremost, um, secondly, a lot of the time it's, it's situational anxiety and situational depression, meaning that it's, it's things that we've done to put us into this situation. You know, ultimately the, the most common thing is, is at, in the beginning, we start doing all the little things that brings us, brings us success. Once we have the success, we stopped doing the little things I got us to where we were at and we just expect to coast off of that confidence off of the skill set off of whatever it is that, that, that got us to that success. Um, I would say focus more on the action rather than focusing on the results. So many of us are fixated on, I need to make a sale today.

Speaker 3 (18:10):

I need to do this. I need to do that. And then they just, what do they do? They roll out of bed 20 minutes before the meeting, before the meeting or 20 minutes before they have to leave the correlation, the correlation, they're not getting any training. They're not reading, they're not studying. They just show up and expect things to happen. Right. Um, it's, it's, it just comes down to the actions, like focus on the little things like, you know, river Skinner. And I, we post every day about winning our mornings, um, rivers doing power hour. I do what I need to do. Um, ultimately if you can stack as many wins as you can, the success will come. So if you find yourself in a slump, one of the things that I've recently talked with, a lot of people is I've approached it in more of like a therapeutical manner, meaning that, okay, what happened for you to get into this slump?

Speaker 3 (19:03):

Know what, what may have caused it is a mental slump. Is it like in an emotional slump? Is it, what is it? You know what, first let's classify, what kind of slump it is for most people it's sales. Okay. That's understand. We're in the, we're in the last little bit of the summer. That's okay. People tend to, you know, work really hard in the beginning, but they can't maintain that. So what, what, what did you start dropping off last month? You stopped reading. You stopped ringing the training manual. Cool. We'll go back and start doing that. If you can, if you can figure out what caused the slump, then you know how to one prevent any future slumps, um, in the future. But you can go and fix the slump that you're currently in. Yeah. So go back and figure out what it is that may have caused it. Start working on that. Start working on a few other things, just, just, just comes down to work. I agree. Sometimes salespeople, we're, we're very egotistical, meaning that we have a lot of pride. Sometimes we just, you just got to swallow your pride and accept that, Hey, you've put yourself in this situation and now it's your turn to now it's on you to pull yourself out. Yeah,

Speaker 2 (20:15):

I like that. It's like what Taylor McCarthy always says first comes back, uh, was the first comes, the action then comes the motivation. Exactly. And uh, yeah, a lot of guys, they're just not doing enough of the action bottom line and expect and motivation to come first. So I think it's super helpful going and analyzing those things. Like most people have tasted some sort of success in door to door at this point. So this is actually like an exercise that I am having. One of my, uh, coaching students go through right now is just go write down all the things that you successful, all the things you did during the day, when you had a ton of success or during the week you had a ton of success. And most of the time it's completely different than the things they're doing right now. Like, like you said, they're not waking up at the same time.

Speaker 2 (20:59):

They're not going through a routine. They're just rolling out of bed, go into the correlation. So I think those are all super important things to go and just do an analysis of really, what are you doing now with your day? What are you doing with your routines? And chances are, you're probably doing different things. If you're not experiencing the success or experiencing the right mental state that you need to be. So, yeah. Um, I liked that though. Now I think, um, I wanted to ask you, cause like you're always traveling. You're always on the road and for me it's tough to like stay in the right mental state when I'm always a, you know, like traveling all over the place and like you're in a hotel room right here right now. So, um, do you feel like you've had to adjust like being on the road so much? I feel like this point you're like, you're like Mr. Circus, you're in so many different places. Like you're always adjusting to new environments, to new people and new places. So is that hard for you? Like traveling around so much or you just kind like,

Speaker 3 (21:58):

It's hard, it's hard. I mean, it's, it's hard on anybody. They just come down to just, I mean the best salespeople are those who are adaptable online. Um, it's almost like the sales rep that that's, oh, do you, do you, you sell more in like rich areas or poor or poor areas? My response is it doesn't matter where you put me on because I'm just going to go talk to people and I'm going to figure out how I need to adjust my presentation. So these people will buy. And that's what it is. It's just a Jessie and just like anything in life, I think even in sales, right, you have to have like a skeleton, like an outline of what you're going to do for me. It comes down to my mornings. It comes down to how I wind down at the end of the day. And a big factor is the people who are around me. So if I can get around like really, really good high-performing individuals, it makes it simpler on me to be able to adjust to this, to the market, to adjust to where I'm at, if I'm the high producer and I'm the guy that people are supposed to look up to, then it's a little bit harder. And I got to put in more work behind the scenes.

Speaker 2 (23:10):

Yeah, no doubt. And that's why it's, I mean, some people aren't as good as that. I know for me, sometimes it's tough to be that way too. Like the high producer and, um, be the best guy in everything. So for people that struggle, I mean, consider getting on a team where there are like high producers and, um, B Williams, because that starts to wear at you. I know there's times at new power G where maybe we didn't have as many guys and stuff. And then I knew going out in the car group that I was going to have to be the one to actually like, you know, jump out of that car and go sell that day. And, uh, that's fine. I did that for a long time, but then it starts to like wear on you if you're constantly having to be the one that has to get out and be the one to go hit that first door. So, um, just something to consider for guys who are struggling, get some people that you don't have to drag everywhere and consider getting around like higher level people, which I know your own high level people all the time.

Speaker 3 (24:09):

So, I mean, in that case, it makes it simpler. It makes it simpler for me to adjust. But dude, it's still hard. Like I've, I've been in every time zone this month.

Speaker 2 (24:19):

Wow.

Speaker 3 (24:21):

Like I didn't realize that last night or actually this morning at breakfast, I was talking to this girl and um, I remembered that I was doing a podcast with you and I'm like, shoot, I can't remember what time is that? And then she's like, how do you not remember me? Because he's in California and I'm here. And then we just started talking and then I told him again, I think I've been in every time zone this month. And just like her face was like, what? Like, how were you so functioning?

Speaker 2 (24:50):

I know, I don't know how you do it. I mean, I mean, Rick will go to events and you're up like helping people all night talking, getting back at three in the morning and then he's up at 6:00 AM for a workout. I'm like, dude, he's fricking nuts though. You're a different breed man, for sure. But, um, speaking of like events and stuff, Ricky, um, we've like, we're talking about, we've been to a lot of events. We go to these things. Uh, I think we both have that mindset of learning, which is awesome and trying to make connections with people. So how have you, I dunno, what's your reasoning for going to all these events and how do you feel like they've helped you in contributing to like upleveling and your success and everything

Speaker 3 (25:34):

It goes back to when you and I were both at new power. We, so I guess for example, let's take a step back. Um, John C. Maxwell in the, in the 21 laws of leadership talks about the law of the lid, right? Like your, your success will only be as high as your highest performer or as high as your, your leadership, your management will allow you to get we side. I mean, granted, we were trained by really good salespeople, but that's all we knew. Yeah. So when I left and when we both left and we started going to these events, we re, uh, for me, I think I realized that there's so much more I can learn out there. Yeah. And I'd be doing a disservice to myself if I just stuck with one form or one way of selling. Yeah.

Speaker 2 (26:27):

And now it's cool to see you're so like abundant, because I mean, on your page, you're always promoting different, people's like training programs and trying to help guys out and, um, you know, making connections with guys. That's another thing I wanted to ask you. Like, how have you been able to just, I don't know, bill all these connections because it's not just like, you've gone to the events and the courses, like everyone knows you, you can go up and talk to Taylor McCarthy. Obviously you guys are super tight and you're helping them promote. And, um, COVID Ivers all these guys. So how have you been able to like build these relationships with them? And, um, just kinda like, I don't know, put yourself out there on like the, not just, not just, uh, like the professional relationship, but you're like legit buddies with all of these dudes and like hanging out with them and stuff,

Speaker 3 (27:13):

I guess. So, so the, so the key to build relationships for me is the, it's the value that I bring right aside from like my page, the value that Rick brings to the marketplace. Right? Yeah. It's just about adding value. Um, luckily for me, the, the platform that I have allows me to bring exit existential amount of value. Yeah. Um, so yeah, with like Coda Ivers, Passy McCarthy, um, and even like recently, like Jake has, you know, like some of these people I've been connecting with, it's like, it's what, what can I do? Because ultimately you're right. And you, you mentioned this a little bit earlier that this abundance, um, mentality is, there is no one perfect training course. There is no one perfect way of selling. You need to take a little bit of everything from every one and apply it to mega you're out. Yeah. So whether it is, you know, society knock DocStar ODK, Spiller academy, I would say them all, like be, especially like, if you're in solar, here's your, here's my mindset behind them. It, this solar, solar is only going to be good for so long. Right. And recently I read a quote that says that if you're lazy and you know, working hard, it's because you're not grateful for the opportunity. Yeah. So how about us in five or 10 years down the road are going to look back and think, dude, I should have done more, man. I missed out I do it all the time. Cause we, we had, um, we had an option back in the day called green day. You you remember that?

Speaker 2 (29:01):

Uh, no, I don't actually, was that a new power?

Speaker 3 (29:05):

Was that new power? So I think so what it was was a super simple PPA. It was through CPN for like clean, clean power finance. It was like before Sunrun and Sunnova became super huge in the marketplace. Yeah. You can legit go in and sign them up. Same day within 20 minutes. Oh

Speaker 2 (29:25):

Man, that was before I was there.

Speaker 3 (29:28):

It was like 2015, I think 2015, 2016, somewhere around there. Anyways. Um, dude, like I kick myself in the foot so much because I saw a little pocket in Temecula where I did like three same days. Wow. And I called the good for like a week,

Speaker 2 (29:50):

But dude,

Speaker 3 (29:51):

Like, like looking back on it, like yeah. Why, why that's why I worked so hard bro. It's because I saw the oppor, I see the opportunity that I had. That was a lazy bastard. I settled for three same days and I'm like, nah, dude, I'm good at that. I made enough money to go Dick around for a little bit. You know?

Speaker 2 (30:09):

I know it's so easy to do that though. And like, I dunno, that's another thing to your point before. I think that's another reason why it's important to go to events and surround yourself by high level people. Because like where we used to think maybe three same days, it was like, unreal, good. Now we go to knock star event and Taylor McCarthy did five deals in a day, probably made, I don't know, 30, 40 grand or whatever in a day. So it's like getting around these higher level people you think you're doing good? Then it's like, go join some of these competitions, go join, knock star. Um, go get in some of these groups then you're really going to see guys who are doing insane amounts of deals. Yeah. This stuff blows my mind. Like going to the events. Where's your mind not blowing at some of these events, seeing the numbers, some of these guys of

Speaker 3 (30:55):

No doubt, no doubt, dude, dude, sometimes. And here's the crazy thing is you bring a McCarthy dude. Sometimes of McCarthy will text me when he's not being active on social media. He's like, bro, I just threw down four same days. I'm like, are you kidding me bro?

Speaker 2 (31:10):

It's no big deal.

Speaker 3 (31:11):

Yeah. Yeah. He just texted me and you know, he's like, bro, like I like went out and I did this. I tried out this new thing. I got four same days bro. I'm like, what, what?

Speaker 2 (31:24):

It's crazy.

Speaker 3 (31:25):

But it comes down to, this are going, going back to the training. I distinctly remember the same day or like the week that I got those three same days in Temecula. Um, we had just learned a new way of like trying to get inside the home and I did it. So the reason why I say buy up all of these training programs is because the reason sales reps become, I think stagnate is because they have nothing else to apply and they think that they know it all. Yeah. So if you take one thing from this course and you go into, you apply it today, as you do it and you see your work, it creates this level of excitement. Yeah, for sure. And you want to do it over and over and over again. Right. But that one thing is going to get boring. After a while the same way, like a kid gets bored with its toys, they go and they find a new toy.

Speaker 3 (32:17):

Right. So start, start learning different things to apply. But if you only have one, like your company training, how fast are you going to go through that? That, that training platform pretty fast. Right? And if that person is on can like, if that person's best month is like 20 deals in a month, then you're now limited to 20 deals in a month. Yeah. It makes it so much harder to get 20, 21 deals a month. But if you start learning from all these different people, all these different courses, you start investing in yourself. Now you're going to raise that lead.

Speaker 2 (32:51):

Yeah. A super powerful stuff. And yeah, that's why I respect people like you like river. Like I just saw a river post a few weeks ago. I think he went and, or maybe was last month or something, but he goes on by his door, door, door. You um, like he's, I mean, he's produced at a high level. He's closing tons of deals and guys like you and him, you're still looking for ways to level up and improve. And Ricky's at every single, you know, knock star event and everything. And like you probably have half the stuff McCarthy's as memorized at this point because I know you talked to them so much and them on your podcast and everything, but no, it's huge. Just invest in yourself. And that's what we're trying to do at Solciety do is just bring in guys that are produced.

Speaker 2 (33:36):

And it's not just my training course, but we're bringing in guys who are producing than eye level. Uh, the J Cass's the McCarthy's, they're all on there and they're, we're trying to get them in one place and keep adding content monthly. So keeps it fresh. Cause I think that's what guys need. And that's how, like you said, that's how they can keep themselves from getting stagnant and just falling back into old habits. They're investing in themselves and train them improve. Um, but yeah, speaking all that, Rick, I know you travel around as we talked about all the time and you're seeing teams that, uh, maybe you're seeing good and bad, but I know you're traveling to a lot of high level teams. So in your travels there with the Martinez circus, have you seen anything? I don't know what teams are doing, uh, to be successful or anything you notice, um, and in your, all your travels going to these different teams,

Speaker 3 (34:32):

Um, leadership first and foremost, um, dude, it comes down to the leadership really management. How, how well management does for me, for me, the key to a good manager or leader, someone who continuously works on themselves. Um, actually here's one thing that really sticks out to me Moe Falah recently, um, I think is on my podcast or your podcast, but he talks about when you become a leader, you become an owner. You no longer, these people will no longer work for you. You work for them.

Speaker 2 (35:11):

That's good.

Speaker 3 (35:12):

I think a leader that, that can instill that, that they work for other people and they work for their people. Right. Um, I've been in situations and I've, I've been in closes where like I've seen closers drop the price down to beat out a bed. Um, and I've been in situations where like the closure will do whatever it takes for the setter to get paid.

Speaker 2 (35:40):

Yeah. That's awesome.

Speaker 3 (35:41):

You know, and after we talk about it and the, you, yeah, the closest going to make like two, 300 bucks, right. Because they, they, they had to, they had to leverage the price so the seller can make their pay. Okay.

Speaker 2 (35:54):

Yeah. That's important that would taken care of your, you know, team, your centers. They're the ones that are, you know, feeding the golden goose. They're the ones that are helping you get paid. So that is important.

Speaker 3 (36:06):

It is. And I, and I mean, on the flip side, like even seeing some of the satyrs it's like dude, some of the centers have it really well. So I guess just this congruent or this fluid dynamic between setters and closers is really good, really important to have. No one is more important than, than the other, because I mean, I've been there and dude, I mean really singly. What happens if I know, I know you, Taylor will go out and knock if you need a knock, but you're going to back to and what the heck, there is so many closers in this industry who are so freaking spoiled that they won't even go knock, you know? So, so they just expect deals to come their way.

Speaker 2 (36:51):

Yeah. I know it's a problem for sure. Easy to get complacent, especially if they're running set or clothes or models and they're getting fed deals. It's like, oh, I got two hours. This is what I was doing when probably the last time we were working together, Rick is because Rick was actually a setter at the time and he was getting beaten the odds of deals. So if I have like a two hour break, I bet I'm just going to wait for Rick to go get another same day or even an appointment, go grab lunch, go up, look at some means.

Speaker 2 (37:26):

So yeah, it's super easy to get complacent and I'm sure you'd agree. The best people in the industry though. They're not. Yeah. They're, I'm sure they're getting deals too. But like Mike O'Donnell talks about this, how between deals he's going and getting a no on the doors. He's not waiting for the next deal. He's getting fed lots of deals. I know. But between his appointments, if he doesn't have anything, he's going to go, he's going to get at least a couple nos before he goes on to his next thing. And at the end of the day, that's what the top guys are doing. They're not waiting around for the next deal. They're going after, you know, their own appointments too and, and keeping up with it. So good. Uh, good stuff right there. Well, Ricky, I know you're a busy guy out in Texas. Um, so I want to be respectful your time. I know you've got means to create and uh, you know, places to be and all that. Um, but before we have maybe one or two other questions, do you want to tell people, um, if they don't already know and they might be living under a rock, you don't know where to connect with Rick at this point, but do you want to, um, I dunno, job, or be to connect with you and anything else you're working on?

Speaker 3 (38:35):

Yeah. So I'm mostly active on Instagram. Uh, I'm mostly known for the no soliciting bromine page. It's just at no soliciting bra I'm on Instagram. My personal Instagram is Rick dot Martinez with twosies and they are T I N E Z Z. Um, but yeah, I'm, I'm more active on Instagram. I have a Facebook or Twitter and a LinkedIn, but I don't ever check those.

Speaker 2 (39:00):

Okay. Who checks all that stuff. It's the boring social medias, so. Okay. Well cool. Well, Rick, we love having you on. And um, my last kind of question that I was thinking of anything you've seen delight, not do to like, I don't know, a successful person endorse it, or, um, what do you think they're staying away from? Or what do you think they're like cutting out of their lives, um, to be successful? Anything you have to say about that?

Speaker 3 (39:29):

I would say the most successful people that I know, oh, that's a good woman. What are they cutting out? Or what are they adding, right.

Speaker 2 (39:40):

Yeah. What are they cutting out and what are they not doing?

Speaker 3 (39:44):

Ooh.

Speaker 2 (39:48):

Or if you can think of stuff, they already, you can do that too. Whatever it is,

Speaker 3 (39:52):

There's so many, um, I would say things that take your time away from your craft. Okay. Time, time management is huge for a lot of the most successful people that I've seen. And I think I've been around just about all of them in a PR in like in, in a personal level to where they have a S they have a schedule. They have, if they don't have like a legit broken down schedule, they have an idea and they know where they are, where they need to be. At what time? Yeah. The more successful people that I've met, Carrie almost an hour by hour by hour schedule. And they plan the night before what they're going to do. And then the next day they confirm their plans by welcomes. Um, what, by what comes up the next day? I think the most successful people that I know don't leave anything up to chance. Yeah,

Speaker 2 (40:51):

Yeah. It's money. Yeah. And another thing is like, I don't know if you've done this before Rick, but just doing like a time analysis. That's something that I've seen top guys do. Cause I mean, the big problem is a lot of people don't even know where they're spending their time wasting their time. They think they were, uh, I don't know, maybe knocking for six hours when really it was like, they knocked, they spent 15 minutes on Instagram and they knocked a few more doors. They went and found a gas station. They might or might not even know that in their heads. So if you're struggling and that's, I think another huge key is figuring out what you're doing do at times study, write down for 15 minutes, every, you know, every 15, 20 minutes of the day. Exactly you did. And then that's going to tell you the truth. You know, it's like tracking your progress in the gym, do or tracking your sets. You can't really know what to improve if you don't even know what you did and you know, and kept track of it. So exactly important stuff for it. Uh, I know you got to go hit some doors and stuff, but any, uh, last, last words of advice you want to share with someone with a rep specifically in solar, I know you're in the solar mindset. Any, any final words you want to share?

Speaker 3 (42:03):

Don't miss out on this opportunity. Like I, so recently I had, I was in a team meeting and, um, it's, it's the same that Rob, Rob taught us a few years ago, Robert, um, he talked about two things, right? Life is going to be hard, no matter what, um, it's just which hard you want it to be. There. It comes down to two pains, the pains of discipline or the pain of regret, especially if, especially if you're working in these markets with high utility rates, you cannot afford to not be disciplined. You cannot afford to take time off because this time will come and it will come faster than you think. And then you're going to be looking back and you're going to be looking at your bank account and you're going to be like, I could have worked so much harder. I missed out on such a huge opportunity or you're going to be sitting on investments on whatever may be in your bank account is going to be exactly where you want it to be. If not more. And you're gonna think like, like that discipline and that pain of making that sacrifice is what's worth it. So I know for me, I've, I've, I've lived through regrets and I, and I'm not going to do it again.

Speaker 2 (43:20):

Yeah. Boom, that's fire. Perfect way to end. So for our Solarpreneurs, think about that next time you're struggling to get out on the doors. You're struggling to, I don't know, show up to your next appointment. Would you rather have that pain and go through it right now? Or would you rather look back and have the pain of knowing you didn't push as hard as you could have? So, Rick, thanks for coming on today. Everyone go give Rick a shout out, let him know you appreciated his content and more importantly, go follow them on his meme page if you're not already, but let's be honest. You should. Um, so Rick, thanks again for coming on and we will talk to you soon. My man.

Speaker 3 (43:58):

Thanks Taylor. Appreciate it, brother.

Speaker 2 (44:00):

Okay. Peace.

Speaker 4 (44:03):

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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.