Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more, it's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Welcome to the Close it now podcast.

Today, Stan Wakefield here, your host and I am excited about our guest today.

He is somebody that I've actually had the privilege to know for several years now.

We originally connected years ago through this podcast of all places.

He reached out and we had a conversation about got some sales training, sales philosophy, you know, and I knew from back then he's the one of the only people that I've ever talked after that first couple conversations, said, you know what, I don't think I can help you.

You've got a good, good handle on this already.

Let's just, I want to see you implement what you're already talking about.

And so that's how, that's how our relationship started.

Uh, we've done some things together over the years and what he is doing now is completely disrupting the appointment, setting and, and lead generation industry for virtual.

That's something you hear us talk a lot about here in the closing out podcast, both Virtual for solar and Virtual for H Vac.

And it's something this guy has mastered across the last several years.

I'm super excited today to welcome the owner of solarwise Solar company as well as the owner of Virtual Virtuoso, the lead generation and appointment setting company that's completely destroying that market and doing something completely different in a way that I tell you what, it makes a lot of damn sense to me and I'm really excited to have him on to give us kind of an idea of what it is and how people can benefit from it.

So everyone welcome Mr. Peter Roth today.

Thank you for joining us sir.

Thank you Sam.

And I, first of all, I just want to say like to anyone who's listening to this, you know, first of all, thank you for the incredibly kind intro.

I'm a, I'm actually a really humble person.

I get really like shy and like, oh come on, you're just, you say that to all the pretty girls, you know, But I, I wanted, you know, I, I got to give you the compliment right back because, like, you know, I, I'm a lifelong learner.

I'm, I'm never too proud to participate in opportunity that I can with any trainer, any podcast, you, you name it.

I just love soaking that kind of stuff up.

And why I'm saying that is because, you know, that's how I found you as a sales trainer.

And I just connected with your, with your style so much.

You, you just have a very, you have a very deeply, deeply philosophical and deeply analytical approach to sales methodologies.

And I connect very well with that as opposed to just people who just throw out whiz bang one liners, you know.

Right.

That just never really connected well with me.

I realized so much of a deeper understanding and I, I just, I just read a huge amount of respect and appreciation for your style.

Well, thank you.

I appreciate that.

Yeah, it's always been a philosophy is like, if, you know, if I, if I'm teaching you a specific one line response to something, the minute that homeowner changes what they say with, by a couple words, well, you're just straight out of luck.

But if I teach you the word track and how to craft the response and why it's.

We're responding this way, then it's teaching somebody to fish instead of just handing them a fish.

And that's, yeah, definitely what that's all about is, you know, let's teach you how to be the master of your craft, not just how to, you know, be a trained monkey that responds to a certain trigger.

I, that's an amazing point.

And I was, I listened to your, your pod, your, your podcast interview with Gene Slate, and I heard this part of the conversation there.

And I'm, I'm a, I have huge respect for, for Gene.

Hi, Gene.

I love the guy.

And you know, I have a huge amount of respect for how you guys approach that subject.

And I do it very similarly.

And when I do training with my guys, whether it used to be on the H vac side and now on the solar side, we go through those word tracks.

And then what I do is, you know, once they have a pretty decent understanding of the words themselves and of the concepts themselves, then what we'll do is we'll go through, I'll kind of quiz them on the why, like now why do we say that?

And I've put them on the spot.

I'm like, this is not about you.

Give me the right answer.

It's about you making those neural connections right now that can only be made when you're put on the damn spot, right?

If I don't put you on the spot, it'll never happen.

You'll be.

You'll be forced into kind of like laziness and comfort, and then you'll never be forced to make those.

It's the same reason why, like, you can read a script, but it never has the same impact as when you're doing in front of a live person.

Like a role play will never.

Absolutely.

An actual real life.

Right.

Those real life situations force you to make those neural connections.

When someone puts you on the spot and gives you an objection, you're like, oh, I don't remember where that is.

Three of this, right?

But now you're like, you're forced to have to make that connection.

Like, boom, boom, boom.

This part goes to this part, right?

And it's just instant.

And it's permanent, right?

It's permanent.

The first time you've done it, like, that's it.

I never need to study that portion ever again.

I got it.

Exactly.

My brain just made those connections.

And.

And that's what we do is I'll go through and I'll force them to be like, now tell me the why.

Like, why do we say this?

What's the reason?

And then they do it.

And then what I'll do is I'm like, great, now let's actually do it live.

I want you to actually do this one section with me, this one paragraph.

Put the script away.

You don't get to use it.

I could give a shit how much you screw it up.

That's not the point.

The point is not about perfection.

It's about forcing those neural connections.

So I'm going to put myself in the role of the homeowner right now.

We're going to live role play.

And I'm going to now put you in this particular part of the script, and I'm going to ask a question, and you're going to be forced to have to make those connections, and then you'll never have to worry about it ever again.

As sure as it works.

Literally almost the first time around.

I love it.

It's the same thing, especially, you know, with if somebody's doing virtual or when I'm doing a site visit, man, the.

The guys that I just left in Pennsylvania, they'll tell you this.

It's like, okay, here's.

Here's what we're gonna do.

Let's practice it.

Okay?

You've got five Minutes to, to.

To look over it.

Okay, everybody put your papers down, raise your hand.

Who's at the front of the room?

Everybody else, you're taking notes and.

Okay, we're everybody.

You get.

You get a chance.

It forces critical thinking.

It forces that critical thought.

Yeah.

It forces you to make those connections.

You're like, I can't read off the page.

And it's like, well, yeah, because that's worthless.

Like, reading off the page is never going to force you to actually understand what you're saying, why you're saying it.

That's the most most important part.

Once you understand why you're saying it, you won't even need the script anymore.

I think for most people in both solar and H vac, once they've hit the certain.

Obviously there's an initial threshold of education.

I mean, you have to know something about what you're, you know, what you're presenting, what you're talking about.

But when somebody hits that, that level of threshold, most people know how to answer the right questions or handle objections or whatever the conversation is.

They maybe just don't know the right reason behind how to answer or maybe just have things in the wrong order.

That's one of the biggest things I see.

If they just do things out of order and if you are mixing two or three different mental thoughts into one section you're trying to do, then you're just going to confuse people.

But if you just have the right order and you space it out the right way and of course asking permission to present, then, you know, once, once you get all that down, the rest is it doesn't matter the words, because we know the words you say are 15% of communication anyway.

It's.

The rest is body language and tonality and belief.

That's right.

You know, I remember when I was still selling in the home, when I was doing H Vac in the home, driving around, is when you and I were first got to know each other.

I print.

I would print out my script, which I wrote, obviously myself, and I printed it out and there was always parts that you weren't good at.

Even me.

Even though I wrote the damn thing, there were still parts because I had come up with an idea.

You know, first of all, every time I pitched, I always, as soon as I got back in my car, first thing I did, pull out my script that was sitting on the seat next to me, pulled it out and immediately made notes.

This needs to change.

This needs to change.

I need to reword this.

I need to move this line here.

And move this line here because the very first I didn't call.

I didn't, I didn't call my wife.

I did not.

I literally grabbed my script and I made those tiny little notes and I made adjustments as soon as I got home.

So I didn't forget, get home and make adjustments.

And that's how, and that's how success is born.

You start with a shitty script until it becomes a really awesome script.

Exactly.

And so I hope everybody's listening because this is how to dramatically improve really, really quickly.

So that self evaluation every single time.

And it doesn't have to take long, you know, it's what, five, ten minutes maybe.

But just going through each step and saying, okay, what's the one thing I'm wanting to work on right now?

And, and don't confuse yourself.

Don't try and change everything.

You know, pick the one thing that you need and want to work on.

So personally for me, years one and two in the field selling H Vac, I can tell you I didn't one time ask for the sell at the end.

I was so scared.

I was scared shitless to ask for somebody's money.

Two solid years.

Every single day I had the okay, today I'm going to ask for the sale.

Today I'm going to ask for the sale today.

Hey, I'm gonna ask for the cell, get out to the car and then beat myself up.

Damn it.

I didn't ask for the sale.

Oh man, that's crazy for me to hear you.

I'm actually really shocked to hear you say that.

But it just goes to show that like what a common weak point that is for so many people as intelligent as you are and as much as you know about sales and, and home improvement sales and yet even still that plagued you for so long, like that's crazy.

It was rough.

Well, you know, and a lot of it too is one I didn't.

It's.

I really barely started this, my self education in the topic, but it was much more about just, I mean I was great at presenting stuff.

You know, here's get excited about the features and you know, started barely talking about benefits.

But it comes time to ask for somebody's money, I was just scared to until.

And, and so actually you're a master at this.

I've read a lot of your scripts over the years and, and you know, done some critiquing for you and what for everybody out there, a little bit of back context and what we're talking about.

So when you and I don't Want to steal your thunder here, but a bit of a part of the program when you, if you connect with Peter and what he's doing with this lead generation and what makes it so powerful.

As we all know, there's a thousand lead generation companies out there.

I guarantee you if you play this podcast out loud, your phone's going to hear it and all of a sudden you're going to start getting ads from these hungry monsters out there and you'll start getting direct messages.

Personally, I get probably 20 to 30 direct messages every single day from somebody trying to sell me either solar or heating air leads because it's gross what the industries, what that has turned into.

The problem is they're all the same and you know, the leads are okay.

You know, you can definitely get a good return on investment.

However, the problem with most people when they buy leads is they don't know how to close them.

And so that's part of the secret sauce of what Peter's put together is he also trained you how to close them when you, when you get some stuff from him, when you choose to work with him.

So.

But I'm really excited about that, man.

So let's segue that into what we're talking about today.

So give us, give for everybody that doesn't know Peter, give us a little bit of your, you know, the highlight reel of your backstory and where you, how you landed into solar, kind of how your vision is for it in, in conjunction with the other trades, specifically heating and air.

Because personally, I'm with you, we're some of the only people out there messaging this right now that it's, it's even a better combination than like roofing and solar is H Vac and solar.

And tell us why you think where you're at and some of the things that you're doing to, to get there.

I'll give you like the, it's because kind of a funny, quirky story as to how the heck I even got into solar, which then I'd have to answer the question of how I got into H Vac.

In order to answer that question, I would go back even a little bit further.

So I, I, I owned, and I still own a cigar business, which is really weird.

I get that.

That's my first business that I ever started when I was right out of college was a cigar kiosk in a mall.

And believe it or not, it actually did really, really well.

I mean, it actually blew my mind.

I believe it.

Yeah.

I thought that a kiosk couldn't make that much money, but it actually did.

So if you thought about a kiosk, you should consider it.

So that did really, really well.

And then that blew up and turned into multiple retail stores.

And then that blew up and turned into this really, really cool world class cigar bar, martini lounge, jazz club, the whole deal written up in cigar aficionado, national recognition, all kinds of cool stuff.

So during my tenure at this cigar bar, we, we had issue, like even though we were allowed to smoke cigars in there, obviously and had landlord permission to do it, obviously we had neighbors because it was like a glorified strip center type thing basically.

So they were commercial neighbors on all sides of us.

And smoke has a fancy way of finding little nooks and crannies and sleep seeping into neighboring spaces.

So the next thing I know, I'm getting, I'm getting letters from my landlord, like, demand letters, like, fix it or get out.

Oh, they was not polite about this thing at all.

Landlords tend to do the whole, you.

Know, David, try to bury their teeth, you know, bear their fangs and hopefully scary out.

Yeah, absolutely.

So they did that and we would try to fix the problem.

But a lot of times you can't even reach beyond these, like floor, you know, commercial floor joists.

It's tough to even get up into those nooks and crannies.

And some of those gaps were on the, were on the, the tenants, the other tenant side.

And so we couldn't even get our way in there to really seal them off.

We either needed access to the tenant space, which they never gave us, or the landlord himself needed to go in there, which they never do because landlords never lift a finger to do anything.

Sure.

So we were stuck between a really rock and a hard place here and weren't getting anywhere fast.

So.

Which meant the demand letters kept getting more severe from the landlord.

It's just dumb catch 22 because, like, no one's doing their job and we couldn't do any more of ours.

Next thing you know, we get a, we get a letter, a legal letter, certified mail delivered to us of a formal eviction notice.

Like, formal eviction.

Like, get out.

This is it, you're done.

So we have to appear in court.

So now we go to court.

We won our first court case.

We proved to them to like, we've done everything that we can.

The landlord is being, the landlord is just being a pain.

So we won that one and got attorneys fees and we're like celebrating.

Yeah, we got attorneys fees.

But what we didn't Realize.

Yeah, you're just pissing off the landlord even more now, right?

Yeah, he tried suing us again.

For some reason.

Everything kind of quieted down for like a year.

And then it all came back again a year later all over again.

The same process now.

Eviction notice to again go to court.

When same thing happens again, we get attorneys fees.

But now we've really pissed off the bear.

Right.

Too many times at this point.

And, you know, my guys are all thinking we beat him again.

It's like, that's really not.

That works, guys.

Like, he controls the lease.

Right.

Let's not.

Let's not forget that, you know?

Yeah.

When it comes time to renew, we'll see what happens.

Yeah, we'll see what happens then.

Exactly.

And I think you know where this story is going.

So anyway, so we won that one.

And.

But the problem was, was that even the judge said he's like, hey, you still have to do something.

Like, you got to go get this exhaust system put in this very expensive exhaust system.

And I later found out it was not an expensive exhaust system at all.

It was actually a very simple rooftop, Just commercial rooftop.

One directional, you know, exhaust system or return air.

Nothing fancy at all.

Suck it out.

I knew.

But I knew nothing about this stuff at the time.

I barely knew how to turn on, like, a thermostat.

Like, I literally kn.

Knew nothing about anything.

So I just thought, you know, commercial plus H vac equals giant expensive bill.

Right.

And which is pretty accurate.

So, you know, here I am, you know, just small business owner calling up all these H vac, commercial H vac shops, which, you know, you and I are.

That's not our space.

Right.

We're more in the residential space.

Right.

When you start calling these commercial, you know, when you start calling these commercial places, they're.

You're used to seeing, you know, an average install, you know, 50, 100, $200,000.

Right, right.

So they're, you know, they're looking at my little podunk, little, tiny, little situation going like, we're gonna have to rob this guy blind in order to make it worth time.

So, I mean, I'm telling you, like, they must have come in and put in this tiny, little.

I don't even remember, 500 CFM little exhaust, rooftop exhaust fan, and charge me, like, 15 grand for it.

Oh, geez.

I was stupid enough to not know any of that.

Like, I knew nothing.

It literally, it was just nothing.

But the rooftop or the.

The.

The exhaust fan itself with a tiny run of ductwork that was like, maybe 10ft long.

Yeah.

And that was $15,000 worth of.

Yeah, about a thousand dollars worth of equipment right there, you know.

Well, and we all know they gave you the pri.

The, you know, the basically go away price, and you took it.

And they're like, damn, you have to actually do the work.

Yeah, yeah, exactly.

They took it because I didn't have a choice because I was under, like, literally I had a judge, like a judge's order to get this done or else.

Right.

And that didn't fix.

Lo and behold, that didn't fix the problem.

So then this process repeated numerous times.

So I had to go, like, I spent, I'm not exaggerating, well over 100, $150,000 on all these different commercial band aids that we put up there.

So I by default, became an accidental H Vac pro by accident.

You know, I just.

That's what happens when you get ripped off so many times.

You kind of tend to.

Yeah, like how.

What can I do myself?

Yeah.

So.

And that's how I, you know, that's how I ended up meeting.

At the time, it was a very, very close friend of mine.

And then, you know, fast forward a little while later, he comes up to me.

You know, we became really good friends.

And the guy was literally helping me around this bar, you know, just doing all my repairs, all H Vac, all electrical, anything like that.

For literally Bud Light.

Like, literally.

But light I'm not.

You're good.

He asked for it.

I didn't like, that wasn't even me trying to, like, lowball him.

He asked me, I just pay me in Bud Light.

I was like, okay, man, whatever.

Cool.

So, yeah, that went on for a long time.

So.

But then he eventually approached me.

We became really close friends.

And he approached me and it was like, hey, do you want to start an H Vac company?

I'll do all the wrench turning, you start the sales and marketing, and I'll do all the heavy lifting.

And I was like, took a little bit of time back and forth and actually agreed to do it.

So that's how we started our H Vac company.

So then that, you know, at some point I came to you and I was like, hey, I see you're doing solar.

Let's talk about solar.

I want to integrate that into my H Vac company.

This was before everyone else was even doing it, you know?

Yeah, that's almost three years ago now.

Yeah.

Both of us were total rookies, right?

Both of us.

Neither one of us had really any clue what the hell we were doing, we were both kind of learning at the same time.

You know, thankfully we're pretty, pretty quick studies, but, you know, thank goodness and you know, so here we are now.

So, you know, we sold that company, did really well there, and then just transitioned purely into solar.

And my mission all along when I got into solar was never really to be a salesperson myself, but I mean, I had to.

But it was always to provide this business in a box for other.

So it was always going to be my goal because I saw that there was a huge missing this, this was just missing in the industry.

Yeah.

So that was my goal, was to always provide this business, but I had to learn how to do every single component.

And there's a lot of components, a lot of legs on this, on this chair, you know.

Oh, geez.

Yeah, that's what I did not have any expectation of when I first got into somewhere.

You know, I'm like, I'd never even heard of a metric called a realization rate.

You know, it's like in a track, you sell it and it installs.

Yeah.

What do you mean, 70?

Well, I mean for everybody listening in a track, the industry average in solar for cancellation after the job is sold is 46% will install.

You know, the cancellation rate is absurd.

It's absolutely abysmal.

And of course that's because of lots of varying reasons.

A lot of it's deadbeat self people.

Yeah, it's a huge part of it too.

I think that's, you know, lots of companies that are come and go.

Just like in H Vac, there's a massive churn of, you know, truck in a truck we call them, or the, the Billy Butt cracks of the world that hang out.

They get an entrepreneurial Caesar hang out of, hang out a shingle and say, oh, I can do this too.

And then they're out of business in six months and then you've left all these homeowners and you know, in a bad, bad way, just like in H Vac and so.

But yeah, there's so many pieces we didn't know when we first got into it.

Man, when I first got started too, like, you know, I've always been, you know, a total perfectionist when it comes to sales processes and stuff like that.

So my, you know, realization rate was never anywhere close.

But, you know, there were plenty of times when I was brand, brand new and even then I was probably losing, you know, I don't even.

I'd never tracked it back then, so I honestly don't know.

But I Wouldn't be surprised if I was losing probably 20 or 30%, you know, of my deals.

Yeah, absolutely.

I don't know.

I do know that now we are sub 3% company.

Oh, beautiful.

Yeah, yeah.

Sub 3.

And it could actually be lower than that because that's the last time we actually did the.

Looking into it.

But there are companies out there that literally have almost zero.

Cancellations.

We talked about this.

You know, it's like you said, you know, when, you know, the first guy who claimed Everest.

Now there's, you know, hundreds of other ones.

Yeah, all you got is.

Absolutely.

Yeah, I mean, yeah, for sure.

I mean, the company where I'm connected with has 15,000 reps now.

The company average is, you know, still mid-70s.

I'm pushing 80%.

So that's pretty.

It's pretty amazing looking at that.

And, you know, there's plenty of teams that are, you know, 99, 100.

So, yeah, it's definitely possible.

I mean, I can think of some of my cancels.

They were like, you know, some people decided to go solar with me.

And then, you know, two weeks later, they messaged me like, hey, we're moving to Montana.

Okay.

Well, yeah, that's.

I don't even know.

I don't even know that.

There's some random stuff, but I wouldn't.

Even call that a cancel.

A cancel is really like, I changed my mind.

Yeah, yeah, exactly.

To me, that's a cancel is I changed my mind because you didn't do.

You didn't do something.

Right.

So I changed my mind.

Moving.

That's just shit happens.

Yeah, of course.

Of course.

Yeah, but, yeah, man.

So I love it.

So we've got this business in a box now and what.

What's it do?

Right?

Yeah.

What the hell does this thing do?

Well, why don't I tell you first?

What?

The problems that we solve.

Right.

Because that's what every business is.

It's just.

It's a.

It's a solution to a problem.

Right.

Pretty straightforward.

Yeah, you just always go out there and look, sniff out problems, and solar has a lot of them.

Cool.

So, yes, you starts with, you know, the problem, and then you go and you solve it.

So the problem that I saw was, I mean, there's multiple problems and then they all kind of joined.

Came in together.

But what I really saw was that, like, I became a victim to.

Because I never wanted to sell in the home.

Like, I.

And I, to this day, I've never sold one solar system in the home.

Not a single one.

Sitting right at the Same desk that I'm sitting here right now.

9 out of 10 times I'm wearing pajamas.

So I'm not exaggerating.

I just hate leaving my house, guys.

Like, I'm just lazy.

I really hate.

You know, I sold in the home a lot when I was selling H Vac.

It's cool.

I don't hate.

I don't dislike it.

It's not that I don't dislike it, but it does get old.

Getting in and out of your car, especially in the shitty weather, you know, and stuff like that.

It just gets old.

It gets old after a while.

Putting tons of miles on your car.

Quick side note, I am building a on virtual H Vac cells program as well.

So everybody that's listening, be on the lookout for that.

There's a huge missing piece for that in.

In fact, one of the guys that I did the very first podcast on virtual H Vac sales, Aaron Courtney over in Tennessee.

Their company is now, since we did that two and a half years ago, their company's gonna do $4 million in H Vac sales.

Completely virtually.

They have three full time virtual H Vac salespeople.

So it is again, it's possible.

Somebody has to do it first.

So that is something that's happening.

So I'm putting that together and we're gonna.

After I'm done telling this, can I interview on that real fast?

Of course, absolutely.

You're on your show.

Okay.

I'm gonna ask you some questions because I'm curious.

So, yeah, so the problems that we found was that, like I said, I never did in home, I was strictly virtual, which meant now I got to figure out where the hell I'm going to get my leads.

Okay?

This is just how it happens, right?

And again, in the world of solar, if anyone is listening to this, the world of solar is very different than just about any other home improvement space.

Because every other home improvement space you work for a company that provides you leads, right?

Like H Vac, they've got this huge book of business.

Sorry, there's a lawnmower.

I'm going to close my window real fast.

I love this conversation, everybody, because we're, we're different parts of the world.

Peter's actually in Colorado, where the weather is gorgeous.

It's.

I'm looking at 103 degrees here in Austin, Texas today.

And he's sitting there with his window open.

So everybody, let's give a collective boo to Peter right now.

One, two, three, boo.

Yeah, it's beautiful right now.

It's about 7580 degrees or something inside.

It's really nice.

So I'm saying that, you know, in solar you got to get your own leads.

This is, I think the closest industry to the compared against would be like insurance sales.

Like most people who are insurance are basically brokers and they don't work.

They're not a direct employee of any one company.

Like most people don't work for American family, but they're a broker or American family.

It's kind of like a very common thing in solar to be that.

It's a weird world in solar.

I mean, it blew my mind when I first got exposed.

I'm like, what a weird setup this is in solar.

Like there's nothing else like this in any other.

In any other home improvement space.

It's very traditional.

Another home, you either work for the roofing company and they give you leads, or you work for the company and you go into the home, the people that call for service tickets, you know, very straightforward, makes perfect sense.

But not in solar.

So you got all these brokers out there going, where the hell am I going to get my business from?

So.

Which means now there's a million and a half.

How do I put this politely?

Less than honest lead gen companies out there, you know, who are just looking.

There's a lot of scams out there.

But even if you and I've been scammed several times.

Oh yeah.

The amount of thousands of dollars I've spent in lead generation for, you know, driving up to junkyards and places, empty lots and stuff is absurd.

Really.

100.

Yeah.

Yeah.

And then there you try to get a hold of them because they have all these guarantees that will replace the lead if it's was not a good one and then you can't get a hold of them again.

That's horrible.

Yep, yep.

So I did that.

Yeah, I did the same thing too.

I've.

I mean, I did thankful I never had to leave my home.

But I did lose a lot of money.

And you know, thankfully, you know, you, you get burned a few times and it doesn't happen again.

So, you know, I probably lost maybe like five grand.

But that's still, still sad.

You know, I hate to see anyone, any amount of money, even if it's five bucks, I hate to see anyone lose it.

So problem number one is where the hell am I going to get leads and actually get some quality, like quality leads?

And then you have to get into this deeper conversation of what the hell is a lead?

Like a lead can be a cold homeowner record Or a lead can be an age solar lead, or a lead can be an exclusive lead, or a lead can be a booked appointment, or a lead can be a guaranteed sit.

And until you know what all of these things are, you're sitting duck for severe losses.

So you better learn what all of those things are and know how to ask the right questions.

So obviously I know these things now because I've been burned.

Right.

I always tell people, it's like I'm not a genius.

I just fall off the bike more than they are and keep getting back up because I'm an idiot.

Absolutely.

All my tr.

I tell people this is one of those ask me how I know moments for sure.

You know, like, you see a lot of people who are super successful and they just kind of give you the, you know, they give you the, the feel good story of like, you just got to get back up off that bike.

It's not how many times you fall down, it's how many times you get up.

Yeah, but isn't that the same thing about a total idiot?

Yeah, yeah.

Keep doing the same thing over and over.

Right.

You can say the exact same thing about complete idiots as you can about genius billionaire salespeople.

So it's a very fine line between which one you really are.

Right, right.

It's always.

I'm constantly questioning myself every day because every day is a series of challenges like that.

It's another, it's a right, because you deal with failures all day long, right.

There are many failures or big failures.

It just depends on the size of your failure.

But you're dealing with all day long and there's this constant battle in your mind going like, am I throwing, you know, good money at bad or, or, or, or am I supposed to be doing what every, you know, business coach has ever told me, which is just keep getting back up again.

Right.

But like, what's the difference, like what is the difference between and Some days, man, it's like I just don't know what the hell the difference is.

So I just keep getting up because I think that's just the way wired.

But yeah, so that's what I usually tell people.

I've just fallen off the bike more than most and just continue to get back up again.

But so you got to fell faster.

Yeah, fail faster.

I like that.

You got to learn the difference between, you know, what it is that you're even buying in the first place.

So part number one is we, you know, I, I, I, my goal is to just provide the highest quality of everything There.

It's not the cheapest way to do it, of course, but you get what you pay for.

If you're gonna buy, you know, if you're gonna buy junk, expect junk.

You know, garbage in, garbage out.

That's just the way that it works.

So, you know, I, because I've made all those mistakes, I just don't want other people to deal with them again.

And quite honestly, I don't want to be the guy who has to field all the complaint calls.

Right.

Because that's, yeah, that's the last thing I want to do is listen to complaint calls.

So I'd rather just serve people a high quality product, even if it's at a higher price.

Just a high quality product that I know is actually going to deliver results.

So, you know, step one is we deliver guaranteed sits, right?

Okay.

Everything is completely trackable and traceable and you know, our sits are guaranteed.

And if they know showing you would just immediately replace it takes a day.

No big deal.

Very simple.

So that's part one.

Part number two really though is like I always tell people, it's like, you know, when you go to these big Legion companies, I'm not going to throw their names out because we all know who they are.

But you go to these big Legion companies and what they don't tell you is what you need in order for, to make all of this work.

What they don't tell you is that in virtual you better have amazing tools and systems, CRMs and automations and all of this stuff in place before you ever get started.

Because if you don't, you're going to lose an ungodly amount of those leads to just spoilage.

Absolutely.

I literally call right through the cracks.

You don't even know where they go.

I call it just like, I call it spoilage.

Just like, just like a, a grocery store loses produce to spoilage and they just factor that into their business model.

It's the same thing here, you know, for every lead that you don't follow up with on time, spoiled, gone, throw it away.

Right?

And this happens all the time.

And the fact of the matter is these margins are so small and this and the margin for success is so small that if you lose just a handful too many, you completely lost your opportunity for return on investment.

It's been lost.

Absolutely.

Yeah.

So what these companies don't tell you because they want to sell you stuff, what they don't tell you is that you better have your tools and your systems in place.

You better have a salt, you better have a Very solid understanding of how to sell solar virtually because it is not the same as selling in the home.

And then what happens is what if they did tell you that, do you think anyone would buy anything?

They'd be like, oh, I better go get my tools and systems.

I better go get some sales training.

Right.

I'll be back in three months when I'm ready for you.

And they'd have exactly zero clients.

Absolutely right.

So they, they can't tell you that because they'd be shooting themselves in the foot.

So I have heard the statistic that these big companies, again I'm not naming names.

That these big companies put more people out of business and drive more people out of solar than they help every year.

That would not surprise me at all.

Mind, not even a little mind blowing.

Because now everybody's budgets are.

Well, so what happened?

I mean I've seen this happen a ton of people throughout the.

Just everybody I know in different companies, they're like, okay, I've got to make this work.

This is my leap, the leap of faith to the solar promised land.

And here's, here's my last $10,000 or I don't have any cash.

Here's the last $10,000 I have on a credit card.

I'm betting it all on black.

Yeah.

And they buy all these leads and have no idea how to handle them and no idea how to sell them.

But I'm guaranteed to have my calendar full.

And then what happens?

Right?

Yep.

Nothing.

Exactly.

Not even one deal.

I interviewed a guy, brilliant dude by the way.

This talk about him all day long.

I love this guy.

He's a client of mine.

He was a client of one of these big solar Legion companies.

We ran through his numbers real quickly.

It he had spent $7,500 a month with a three month commitment to sign up with one of these companies.

For that he got 10 booked, I'm sorry, nine booked appointments from them.

Of which half showed up.

Of which zero deals were closed.

Oh my God.

Oh stabs.

And this is just one.

And this is just one story.

Yeah.

So who.

I mean the first question is most people don't even have that kind of Runway to even start.

And let me.

And sorry.

And let me tell you one other sad piece of news is not because of lack of sales training, this guy was at 19 years old.

He became, he got hired.

He got recruited by the Brian Tracy organization to become a high ticket closer for Brian Tracy.

He then got recruited by Tony Robbins to become a high ticket closer for Tony Robbins coaching program.

He became known as the youngest, highest closing percentage closer for the Tony Robbins program ever.

So it is not lack of sales.

Training that this not for lack of ability to sell, that's for damn sure.

So it goes to.

So this should be opening everyone's eyes going like I better have some tools and systems in place that are sharp as hell.

Because clearly that was the missing component in his particular use case.

Because they don't tell you.

What they don't tell you is that like you better call these leads each one of a minimum of 10 times ideally in the first 10 days.

You're not doing that, you may as well not even give us your money.

Of course we're not going to tell you that.

Call every day.

Call multiple times a day, multiple times every day.

So no one knows that.

See everyone thinks if I'm spending this much money man they better answer on the first ring or it's a no show.

Well and quick pop out for everybody I know on a podcast recently, Peter, I don't know if you heard it or not, but I was going through four ways to generate free leads and one of the lead generation free ways is I was telling everybody there's a lot of H vacult lead generation companies out there.

So if you're not getting paid additional commission on your self generated leads that additional commission more than pays for the cost of that the leads.

So that's a great way to improve your off season numbers and even in season numbers for self generated is buy your own leads, take ownership of your business and when you do that the in fact one of my coaching clients right now, he's like man, this is perfect timing because I get, I've been selling these DYK and fit systems.

They're spiffing me a couple hundred bucks or whatever it is each one my card's about to get reloaded.

So I'm taking money that's was coming as a surprise, fun money anyway and reinvesting it.

Yeah.

And I was like beautiful, this is great.

But you're right.

So everybody who listened to that and is buying leads, this is the biggest gold nugget on that.

So continue about how often you should call them and how and how and when you should call them.

Well let me actually tell say something actually in on your credit which is that guys, if you're an H Vac and you are doing your your own lead purchasing then definitely talk to Sam because the last thing I want to see you do is the same thing that the last thing I want to see my solar Clients do, which is show up with a fistful of cash and be totally unprepared.

Now, thankfully, that's what my company does, is it protects those people.

It actually protects their investments.

And that's why we call it a business in a box, because it provides all of those missing tools, which I'll finish telling you about in a second.

But that's what Sam can help you do, too.

What you don't want to do is be one of those unprepared people with a fistful of cash and a smile on your face, thinking you're about to walk into, you know, the casino here and get the golden ticket.

And then all of a sudden, the who thing just flops on you because you were ill prepared.

Like what we just talked about.

Like with.

With the story of this guy that I just told you about.

Don't be that guy.

So go to Sam and talk to him about what you need.

I'm sure Sam will talk to you for a few minutes.

Bullet points and point you in the right direction.

If he doesn't have the direct answer, he can certainly point me in the right direction of what you need done.

So that part, like, that part gets me passionate because that's where people get really destroyed quickly.

Absolutely.

No, I agree.

Thank you for that.

But yeah, so it's important that they know that.

That they know that how often and when they should call.

And that's part of the.

So that's part of the system that you're training is, you know, even from the beginnings there, right.

There's three major legs, right?

There's.

I always tell people there's three major legs to this whole thing.

We talked about it.

At first, everyone says, give me the leads.

Right.

Usually when I talk to people in our.

In our discovery portion, I ask them, like, what's the biggest thing missing from your toolkit?

Like, what can I help you with?

And nine out of 10 times, it's the same answer.

They always say, give me the leads.

Right?

See, more people just give me the leads.

And I'm just like, yeah, I mean, I get it.

You know, I get it.

Leads are important.

Sure.

But tell me about everything else.

Like, tell me about.

I say, like, you know, leads are fuel for the car.

Tell me what kind of car you're driving.

Like, is it a beater that breaks down on the side of the road?

Do you even have a car?

Are you just riding a bike to work every.

Like, tell me about this car, the tools and the systems that bring everything together.

Because I bet you they don't have anything.

And nine out of 10 times they have nothing.

Right.

Like you're, you're going to be the same victim that is and have the same story that all the, that all these other guys have.

And that's what I don't want to see happen to you because it happened to me and everybody else.

Just sick and tired of watching it happen.

So leg number one is the fuel for the car.

I get it.

But do you see how that's just fuel.

Now we need the rest of the complex machinery itself.

Like, let's get into the rest of this, you know, let's look under the hood and see what we're working with here.

And you know, just like Michael o' Donnell says, it's like, you know, if we're going to drive a car, it better.

Let's make it a Formula one race car.

Right?

Yeah, Work.

So, you know, now if I'm going to give you a Formula one race car with your present day knowledge of how to drive a Formula one race car, like how well do you think that's going to work out for?

It was smashing right into the walls.

That's probably not very good, right?

Doing donuts and can't even get off the start.

Yeah, yeah, probably terrifying, you know, so we now we got to talk about training, sales training.

Right.

And how to manage this entire system.

It's not the sexiest conversation, but it's the most important part of the whole damn thing.

It's what ties everything.

There's a reason why you need a driver's license to drive a car, right?

Yeah.

You have all the leads in the world, but if you can't close them, you might as well go make sandwiches.

Throw away your money.

So these are the main three pillars that we do.

Right.

We obviously provide fuel for the car, but then we provide you with the Formula one race card.

All the tools and the systems and the expensive components needed to make all this stuff work so that you don't have the spoilage, so that you're not a victim to spoilage like everybody else is.

And then of course, you have to understand how to run this whole thing.

Right?

And that's what we train you.

We literally hand hold you one on one mentorship.

All takes place inside of five business days.

But I, I also like you give me, you can give me anybody off the street in five days.

I'll turn them into a high.

A high ticket, solar closer, very fast.

Love it.

I love it.

You know, and I've seen a lot of the things from from solarwise, from Virtual Virtuoso and you know, got these guys that are, you know, a little bit more too about solar for most people listening, you know, the industry average is most solar closers that are considered, you know, like average.

And this is average making, you know, 100 to multiple six figures a year, are doing maybe a deal a week.

And I've seen two deals a month is the industry.

Two deals a month is the average.

Yeah.

Also absurd.

If you're treating this like a full time job, surely you should be making closing more than that.

What happens is so many people, they've never read the book go for no.

Which I highly recommend is they get concentration risk.

They have a couple big commission projects.

They're like, hey, let's celebrate.

And then they stop working the rest of the month and they're like, all right, well, maybe one doesn't install for some reason, the other one needs a roof and it takes forever and then they're toast.

But, but so what?

I've seen so many things from Peter's clients, everybody.

It's like, you know, if you're into solar at all, there's people who did multiple deals a day.

We're not talking about, you know, to a month.

We're talking about multiple, multiple deals a day.

And so we're talking about multiple six figures.

I guarantee as clients strictly on their own efforts that are doing seven figures in a calendar year through solar cells.

So this is a big part of why you hear me talk about it so much now on this podcast.

Because I mean, there's what, a handful of people in, in all of H Vac that'll do seven figures a year within solar.

There are hundreds in the country that'll do seven figures a year.

Oh, yeah, Yep.

That part is absolutely true.

Absolutely.

So back.

But yeah, back to the components.

I'm sorry.

I get excited about these little detours because the power of the industry, nobody realizes what it is yet.

Just like the country's just waking up to a track and it's decades old.

Solar is like that next piece.

I heard it compared like this where H Vac, and this is not to discredit H Vac because I love the industry, everybody.

It's my, it's my favorite.

It's what I do.

But if you can close in H Vac, you're in the minor leagues.

If you can close in solar, you're in the major leagues.

Pigs.

Because it's a whole different animal.

It is, yeah.

Total solar is definitely a much more complex sale.

You know, the the reality of it is, and this is what I tell people all the time, the reality of, of, of selling solar is that it's really hard to sell something that you don't need at all.

You need H vac.

If you're in Arizona and your AC goes out, you can die.

If, if your furnace goes out in Illinois in the middle of winter, you can die.

These are urgency motivators and they're safe, right?

And they cause you not to price shop and they cause you not to get three competitive quotes.

They cause you to just take action on the first guy who shows up to your house.

As long as the price is somewhat reasonable and he has a decent enough smile and he didn't smell like cigarettes, you're probably just gonna buy from that guy.

Solar.

No.

You know, solar unfortunately is a totally non sexy sale that nobody needs and no one has an emotional connection to.

Because I can go to a house right now with solar and rip their panels right off of their rooftop and their utility will just start serving them electricity again seamlessly.

They won't even know what even happened.

I can go and rip it off right now.

They won't even know that it's gone.

Yep, absolutely.

It's, yeah, it's such a want based sell that it's, that was the initial shock for me too.

Just like you when we first got in, it's like, holy crap, I don't go over 10, why am I over 10?

Right?

It's a scary day when you realize, holy, I'm not batting the same average as I was.

And I remember you and I once, we were talking.

I remember this conversation.

We were, it wasn't even that long ago.

And I remember texting like, hey man, I think I just closed like 15 or 20 deals in a row.

And I think you went up to me, you're like, I think I did 25 or some like that.

I remember, I was like blown away.

I'm like, I think I just closed like literally 15 or 20 deals in a row.

Like, this is bananas.

And you know, an H vac.

I wasn't always like that.

I had plenty of runs in the beginning where I was like, you know, five, six, seven, you know, losses in a row.

But of course, yeah, that eventually turned around.

But man, no way does that happen in solar.

Yeah, it's, it's wild.

So, but, but gosh, I love what you're doing.

You know, we're, we're having people something that they can take.

And, and don't get me wrong, everybody, this is, is so in fact, let's back up and the demographic that is a good fit for this, it may be a good conversation because solar is not something that a lot of people can just dive into if they don't have the right key components in place.

It's almost like for a lot of people getting into solar, it's gotta, they've got to win the parlay bet to be successful.

You know, their, their Runway has to line up along with the ability to close along with the market that, that the installs happen soon enough, et cetera, et cetera.

So what, Who's a good fit for this and how.

I know you have multiple levels.

How can people get involved and learn one, learn more and let alone is there a fit for somebody that maybe is in H Vac and wants to tinker with this, is there a fit for, you know, we're jumping in full time.

Where's.

What's that look like you're asking for my program, correct or not?

In solar in general, actually.

Give us the compare.

Give us the comparison.

Yeah, give us your perspective on, on all of that.

In kind of a, In a.

Solar in general is a. I have good news for solar in general.

The good news is it's a pretty broad, pretty broad, pretty broad type of person can be a good fit for solar.

Now you do have to have certain requirements, so like, you better be, you better have really strong grit, more so than in H Vac because of the fact that it's not a, it's not a, a sale born out of necessity.

So you're gonna have to work a lot harder, you're gonna have to create urgency, you're gonna have to create desire.

And that is hard to do and that requires very specialized training because it's not, no one knows how to do that.

Just, you know, right out of the box.

So you better have a very high degree of grit.

But as far as like, age doesn't matter.

As far as, like, economic background doesn't matter.

As far as, like, education level doesn't matter.

Like, I think anybody from any walk of life, any gender, any age, any, any race, it doesn't matter.

Like, you can definitely get into solar now if you're just.

I do, I do deal with a lot of people who are brand new all just, just now dipping their toes into solar, and they're probably not a good fit, you know, for my company at that moment in time, just because we're more of a premium product for someone who's really ready to invest in like the taking everything to the next level, which is probably not right.

You know, when someone's just getting their feet wet, they probably should kind of get their sorry get their teeth kicked in a few times, you know.

Absolutely.

100 agree.

I always tell you it's like I can't, I can't tell you I can't sell you something until you're experiencing pain.

Because what I do is I solve pain.

You haven't experienced the pain yet.

You don't even know you need it yet.

You don't even know you need it.

You know what?

You don't know.

Yeah, I can't fix your teeth until they've been kicked in.

So why don't you go get them kicked in first and then I'll come back.

Right.

I'll fix up those pearly whites for you.

You know, so you know.

But the good news is if you're brand new and you're getting into solar, you know, then here's what I would say.

Like you, you're gonna have to find a path to make money and generate some sales.

There's two ways to do that.

You can either generate them yourself or you can find a company who will provide it for you path a lot more options for that.

Almost every solar company under the sun will hire you to go knock doors or will hire you to go go make your own money yourself.

Right.

They have nothing to lose and everything to gain.

So that part is easy.

So if you don't have a problem learning how to knock doors and close deals on the doors, do that.

And quite honestly that is a phenomenal skill to have.

Like I'm sorry, you can close deals at the door.

You're an animal.

And you have my respect.

You immediately have my respect because no one, no one can get through the pains and trials and tribulations of sales.

Sales pain like door knockers can, period.

And it sounds harder in the beginning than it really is, you know.

Yeah.

Yeah.

I just interviewed Sam Taggart on here.

In fact we're going to be doing some.

So everybody listening too when you.

I've been hearing a lot lately especially this is a mild year I've been here a lot of complaints and grumbling about I don't have any leads.

I don't have any leads.

One that's why I did the two part series on how to create free leads.

But also I'm going to be flying out to Utah to work with him for are solving exactly that for the H Vac industry specifically.

So that's pretty exciting.

But yeah, there's doors are highly valuable because they're free.

Just takes.

And there's more to it even than just that they're free.

They're also, no one else is chasing them down.

You know, the moment, the sad reality of like, even if, even for my high paying clients, there's a, there's a disadvantage, which is that even if I book you an exclusive lead, you know, whether it's from Facebook or Instagram or YouTube, it doesn't matter.

It's not really exclusive because they're probably going to click on three more ads seconds later.

So they're going to get hit by multiple companies.

And some of those companies are freaking scam artists offering them, you know, free this, free that.

So now they've got this false expectation that, wait, solar isn't free.

And you're like, great, the government's not going to pay for it for me.

Are you serious?

I don't even want it, man.

If I have to pay even a penny and you'll see the bravado that's, I'm.

If I have to come out of pocket even one penny or pay a single prime, I'm out of here.

And this guy has been served up scam ads, you know?

Yeah, absolutely.

So doors are phenomenal, guys.

So if you're thinking about, you know, if you even slightly think it's okay to knock doors, do that.

That will teach you how to become the world's best salesperson, how to generate your own business.

You'll never be hungry a day in your life.

So do that.

If you tell me, Peter, there's not a chance in hell I'm ever going to knock a door.

I'd rather die.

Okay then fine.

Then you better go find a job of someone who will provide you with leads.

Now.

You're going to pay dearly for this.

Dearly.

There is no good deal out there to be had.

This company, these companies are going to pay you pennies on the dollar to close those deals.

So yes, you're going to learn how to close deals.

No, they are not going to be layups.

No such thing.

Let me just immediately squash that idea of such a thing as a layup.

It may be one out of a thousand, but like, otherwise, no, there's no such thing as a solar layup.

Everything is going to require work and salesmanship and follow up and grit, right?

So if you're getting a job and they're providing you leads, be prepared to be underpaid, be prepared for them not to be simple, not to be layups.

And you're still Going to have to work really hard, but for much less money.

But such as that.

If that's your, if that's, if that's all you're able to do, well, then that's what you're looking at.

Now, option B is like, to answer your other question is, you know, who, who should come to us?

The person who should come to us is, like I said, someone who's had their teeth kicked in, which is like.

Everybody in solar, right?

Yeah, literally everybody.

You know, it's like, just give it a month or two and trust me, you'll be, you'll be ringing, you'll be calling our phone number.

Yeah.

If you don't have your tooth kicked in, you didn't go out and do anything.

You didn't.

Yeah.

You never got out of bed.

Sorry.

Yeah, you literally didn't get out of bed.

So for me, like, my target audience is literally anyone who's been in solar longer than a week.

Week, you know, and experienced experience the pain.

Unless if you're a door knocker.

See, if you're a door knocker, you make your own, you make your own riches, you make, you create your own markets, you create your own leads.

You don't need me.

But on the other hand is, you know, not everyone can doorknock forever.

You know, it's not necessarily sustainable for a very long period of time.

So, you know, my proposition to door knockers is like, you know, how are you supposed to scale your business?

Like, how are you supposed to grow this model and how long can it possibly grow for?

Like, if you tell me, yeah, I can build a team and do I get it right?

We've all done that.

But how broad and how much reach can this thing really go and how far can it really go?

I would argue that, you know, at some point start investing into ways that you can really start expanding your reach and start scaling your business because you're not young forever, you're not going to be able to knock doors forever, and it's, you're going to get tired of it.

Literally everyone but Michael o', Donnell, God bless his heart, I don't know how the hell he does.

Everyone else gets tired, right?

But I guess when you're paid seven figure, you know, when you're as good as he is and you make seven figures, magically, you've got the, you've got, you've got the discipline to get out of bed that morning.

But he's, you know, he's one in a million.

So the rest of them is, you know, I Was a. I was just at a solar conference just a few weeks ago in Dallas.

And, you know, the half of the audience was door knockers.

And they were all sitting together other.

So they're like tightly sitting.

And whoever the speaker was asked, hey, who.

Who here is or who's the door knockers?

And they always.

Of the door knockers.

How many of you want to do this forever?

Not one hand was raised.

Yeah, of course.

So there you go.

It's like, even these guys who do it forever, they even, they know, like, they can't do it forever.

So you got to start thinking about, you know, what your next move is going to be.

And the only way to do that is just get, you know, eventually you got to get off the doors, you know, you can't do it forever.

And that's when virtual really opens up.

Literally the not world, but it opens up the entire country of opportunity.

Absolutely.

That's, you know, and that's how you scale and definitely.

But this is a skill you're going to have to learn.

I mean, that's what I train people on.

But you're going to have to learn how to do it.

You can, you can go around me.

Right.

I don't pretend that, like, I hold the key to this kingdom that you can't figure out on your own.

That's not true.

You can figure it out on your own.

You, you know, it took me the better part of four or five years.

Four years.

You can do that yourself.

But I'm not even the fastest learner in the world.

So, like, you can do it on your own.

But here's what I've done is I've managed to put it all together in a way that is literally cheaper than if you were to do it on your own.

And I take the pain out of it, and I take all the falling off the bike out of it, and I take the time component out of it.

Right, Right.

That's what you're doing with me, is you're buying your time back.

And that's the best thing that you can do with your money, because you can always make more money, but you can't get more time.

So use your money to buy yourself more time.

That's what the smart people do in this world.

Like Alex Hormozi talks about this when he's like, no one in the right, you know, no one.

When they invent a new piece of electronics, they don't go and reinvent the light bulb first.

We take the lesson that someone already built and we buy that lesson from them, and then we just move forward from that.

That's how progr.

That's how society progresses in every component.

So, like, why are we.

Why as business people, are we constantly trying to reinvent the goddamn light bulb?

It's like someone's already done it.

Yeah, absolutely.

A little bit of.

And I tell people all the time, it's like, I don't.

I'm not gonna.

I'm gonna show you under the hood.

Like, everything we do, I will show you under the hood.

So, like, if you want to eventually recreate what I've done and build this model for yourself, more power to you.

I want to create relationships with people.

So if you want to, like, look under the hood and reinvent what we've done or rebuild it, great.

Excuse me.

So, yeah, so I'm like, I. I have no problem showing that to people all the time.

I love it, man.

And, you know, and it's so powerful, too.

And we see that in every business, in every industry, you know, that your ego is not your amigo.

And, you know, understanding that success leaves clues.

You know, just stand on the shoulders of giants that have already done it and follow some of the.

Yes, it's great to be innovative, and I'm all about that and being creative.

Do that within the tracks that, I mean, are guaranteed success.

Unless you want to literally go out and, you know, my favorite story in the last 20 years is, talk about creating an entirely new market is, you know, the air fryer, there's no such.

It's not frying anything.

It's just a little bitty convection oven.

But they created an entirely new bucket that didn't exist before.

And it was one of the biggest marketing strokes of genius to happen in the last few decades.

And, I mean, if you want to go through the time and effort to do that, you know, go for it.

But I'm here to tell you that, man, set your ego aside and, you know, there's something that.

That you're wanting to do.

If it's H Vac.

Your H Vac business, if it's your solar business or combination, I am 100% here to help people.

Combine that and.

And a quick side note, too.

Somebody want to just dip that toe in.

You know, that's a bit.

A big part of how my company is upsetting the industry is we've got our affiliate program that's built for part timers, which is great.

And it's a great way to make a lot of extra income without going through some of the sacrifices until you Figure out if it is a good fit for you.

And then we could push you, you know, push you on to.

To Peter with the virtual virtuoso once you've gotten your teeth kicked in and ready to make that leap.

And so it can be a good path, but follow the tracks of success, everybody.

You know that.

That's what trainings are for.

You can't learn, you can't live.

Brian Tracy, which you mentioned earlier, he says you can't live long enough to learn it all yourself.

Yourself.

That's why we have to learn from others who've done it.

And I mean, everything I do is R and D, you know, it's rob and duplicate, you know, with everything I know I've learned from somebody.

I didn't.

I wasn't born knowing all this, but I've spent, you know, in the last 15 years, $150,000 plus in personal growth and conferences and books and the hundreds of sales books I've read and philosophy and personality tests.

And to be able to distill it down, to save people the time and investment, to be able to do that, do that.

They can do it themselves, of course.

And same thing with yours.

You're spent.

You're not just a 2,34-year-old business doing this.

You're a career of learning and growing and building businesses and selling businesses and creating successful businesses that you've distilled down into something to save people a lifetime's worth of time and effort and investment to shortcut the path.

Path.

And that's what I love so much about what you're doing, what I do, and just this space, because we can help people get their life back.

You know, I tired of seeing people work their face off and go through divorce after divorce because they're never around and they're.

They're never there for their family.

I'm all about work less and sell more, you know, and this is one of the most amazing ways I've seen to do it.

Especially in solar, man.

It's all about just.

It's all about finding those shortcuts.

It's all about finding, like.

Like you just said, you find someone who's already doing it.

It.

Stop trying to reinvent things.

It's just so expensive to do it.

And more importantly, you just waste so much damn time.

And, you know, I say that as if, like, as if I've never done that myself.

Like, total victim.

I'm a victim.

I'm not a victim.

I'm a. I'm a total idiot who's done all that too.

I mean, who's made that mistake too though?

I can do it better than this guy.

You know, I can tell you this very few times when it's worked out in my benefit.

Very, very few times time.

The vast majority of the time it's like I should have just outsourced to him, let him do it, you know.

Well, I'll tell you, what you're on right now is definitely one of the coolest things I've seen in not just the solar space, but in any lead generation space for home improvement.

It, it really is upsetting a lot of people right now and it's disrupting a lot of things that I think a lot of it's exposing how it should have been done for a long time and stop taking advantage of people and actually help them be successful, which is a big difference for most.

A lot of the different companies that are, you know, your peers out there, you actually have a great success rate, not just people that gave you money and then failed, which I, which I love to see.

That's the only, I mean, one of the only reasons you're on here, because, you know, I, I'm not going to promote somebody who's, you know, out there, just an egomaniac taking advantage of the people.

And you brought up a very interesting point there, which is the idea of actually helping people as opposed to just taking their money.

You know, I, I'm not here to get rich.

I'm here to make a difference.

If you make a difference, money will follow regardless.

It just doesn't.

You don't have to even think about the money part of it at all.

Like if you, if your primary, if your primary motivation is to make a difference in people's lives, the money will follow suit.

So just literally ignore the money part of it.

And that's literally what I've done.

And I tell this to people all the time.

It's like our prices are actually shockingly low.

Our competitors are offering literally nothing but leads, right?

Maybe appointments booked onto your calendar at best, but they're not replaceable, they're not guaranteed, none of that stuff, right?

So they're often basically leads or appointments or some version of that.

And with nothing else, no additional services, no additional training, no additional tools and systems and call center support and all this stuff like what we talked about.

And it's because they're after the money, right?

It's a money crap.

They're there to take your money, they're not there to help you make a difference because they knew if they wanted to make a difference, they'd have to provide you with all those other.

All the other legs of the chair.

Like you talk.

And that's what I tell people all the time.

It's like we charge less than the lead gen companies do do for the same for the same end product with a lot more tools and systems and services.

And why do we do that?

Because I'm not here to be the most expensive.

I'm not here to gouge people.

I'm here to become Kleenex.

I'm here to become the house name that everybody knows and trusts.

Because it's actually a good product, right?

Yeah, it's actually gonna do it.

Yeah, it's actually a good product.

There's a good reason why everyone knows the name, because it's actually a good product and it's not overcharged and none of that stuff like.

So I just want to be the name that everyone just goes to because they know that it's just a reliable service, it's not overpriced, and it gets the job done every time.

Love it, man.

Well, I couldn't have wrapped it up better myself.

It's time to land this place.

It's almost like you've done podcasts before.

No Good stuff.

So before we go, how does everyone get a hold of you?

What's a good methods of contact and where can they go to learn more?

Yeah.

So if you ever want to just get in touch with me directly, I'm totally fine with that.

My.

My direct cell number is 303-597-8687.

That's my direct cell number.

Text me, preferably.

Honestly.

Because, like, I'm just way too busy to answer most phone calls.

So just shoot me a text and just say, hey, saw you on the.

On.

Saw you on Sam's podcast.

I'm curious about xyz.

Just say.

Say what?

You know, say.

Don't be like the person that says so up.

Because I get that too.

That's weird, right?

So don't be that guy, please.

Otherwise, if you want to check out our website, just go to get solarwise.com and if you.

That's for the solar company.

And if you want to see the virtual Virtuoso program, same website, forward slash, virtual- virtuoso.

Okay.

Cool dot com.

Virtual virtuoso.

Love it.

Well, perfect, man.

Well, thanks for hanging out with me today.

It is always a pleasure.

I'm sure we'll have plenty more conversations in the future.

I didn't get to interview you.

I was going to interview you about your, your project.

You want, you got, you got a minute or you got it.

Let's wrap that, let's do that one a different time.

Got to wrap this guy up.

But yeah, so it's pretty exciting.

We can literally do an entire episode on how to do, how to sell virtually for a track because nobody's doing that.

Everybody thinks, man, you've got to be in the house.

You've got to look at it in person.

But you know, I was one of.

The first companies to ever put everything online.

My entire catalog was online.

People booked appointments online.

People full saw full pricing.

I mean not ballpark quotes, like actual.

This is what you're going to pay.

I love it.

I love it.

Yeah, I remember we've talked about that before.

In fact, Paul Redmond over at Contractor Commerce, we kind of the episode number 50 that I did with him, we actually talked about you and your company a little bit bit on that one.

That's right.

Because that's what his company does is people put things just their whole price book online.

It's scary to so many people.

But it's the age we're in, man.

You know, at the same time it, you could never skip personal relationship.

Even if that happens, you still have to talk to a person at some point.

So, so, so many powerful ways to, to get in the door.

So.

Well, awesome, man.

Well, any last words and then we'll, we'll wrap it up how we always do here on this podcast.

Yeah, man, don't get ripped off.

Talk to lots of people.

Find out what you know, who's actually making differences in your industry, whether it's H Vac or solar.

And the best thing I would tell you, stop trying to reinvent the wheel yourself.

Find someone who's a coach who's doing a really good job.

A coach with actual proven record, by the way, because they're our junk coaches out there who just reselling someone else's program, don't you know.

But find someone who's doing a better job than you are and go learn from them.

That's it.

100, man.

Well, thanks for hanging out with Peter.

It's been great.

Thank you for everybody that's on the call today, Drive Time University.

It's the place to be.

You know, use that windshield time.

15 year career of an outside sales or service tech.

That's the equivalent of, of three PhDs.

It's your choice.

What are you doing with that?

Drive Windshield time.

Is it Drive Time University?

I know it is.

Or you wouldn't be listening here.

And yeah, everybody, it's hot.

It's summertime right now when we're recording this, go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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