In this episode of Building Great Sales Teams, we are joined by Casey Lopez. Casey takes us through his journey from security technician to Solar Sales CEO and all the lessons he's learned along the way. Enjoy!
We're excited to feature Casey Lopez, a dedicated husband and father, and a successful entrepreneur. Casey wears many hats in his professional life - he's the owner, founder, and CEO of Delta Solar Power, an industry-leading solar energy solutions provider and the founder/creator of LoneStar Xpeditions.
In this episode, we dive deep into Casey's journey from being a security installation technician to becoming a successful solar sales CEO. We explore his vision for his business and the legacy he wants to leave behind, with a focus on empowering his team to take on any ventures they may find to the point where they all no longer have to sell solar and Delta Solar closes down.
Additionally, Casey shares his insights on door-to-door sales recruitment and training strategies that have proven successful for him and his team.
There is something to be said about like minds getting together. Iron really does sharpen iron in this impactful conversation between 2 door-to-door sales pros, that is bound to yield value to anybody looking for it.
Connect with Casey:
Instagram - https://www.instagram.com/cosmo0404/
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Speaker 1
Great experiences, build great leaders. Great leaders, build great teams. This is building great sales teams.
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Speaker 2
All right, guys, if you're if you're smiling, then we're in good shape. Welcome back to the Building Great Sales Teams podcast. I've got my friend and the owner and CEO of Delta Solar here today. He's been in the solar industry for eight years now. He started back in 2015 and he has since opened up his own company three years ago, Delta Solar.
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Speaker 2
Welcome to the podcast, brother.
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Speaker 3
Thanks, man. Thanks for having me. This is a it's really exciting to be here.
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Speaker 2
Absolutely.
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Speaker 3
I'll just say it is my first podcast. So.
00:01:04:01 - 00:01:13:22
Speaker 2
Pop in your podcast. Sherry I've had a few podcast series popped in my time, you know, and so I'm going to keep that going.
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Speaker 3
I don't know where to go from there. Yeah, it's an enclosed trailer. I'm feeling really weird right now.
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Speaker 4
Of it's two on one. I'm saying.
00:01:26:07 - 00:01:36:17
Speaker 2
Oh man, okay, let's actually be productive here today. So, man, how did we meet? Was it just on social media? It was just on Facebook. So connected there.
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Speaker 3
It's kind of actually funny. And I don't know if you remember it, but I reached out through Facebook Messenger. Yes. Because I'm just that guy. I don't know if you really understood what I was trying to meet for. I think I typed up very vague like, Hey, dude, I think we should meet. We're both in San Antonio. Both in sales.
00:01:55:16 - 00:02:15:02
Speaker 3
Yeah, we should probably link up. Yeah, Me didn't know too much about what you did. Okay. Instantly recruiting mode. Okay. You at the time, we're still, you know, doing the solar cell stuff and you're running a couple of crews. Yeah, I'm in a couple of sales orgs, so I think maybe you on some low key thing thought Awesome.
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Speaker 3
I'm gonna talk to this guy and see what he's about. Maybe I'm recruiting him. Right. Initially, we were both talking as if we were recruiting each other, and I don't think we. I realize it very soon. And I was like, Hey, so I don't think we're recruiter BL to each other. And then that's when the conversation got more interesting because we're like our guards fell down a little bit and we're like, Okay, yeah, we obviously can't recruit each other.
00:02:38:19 - 00:02:49:12
Speaker 2
Well, I think you had Delta rolling already. Yeah. So it was, you know, and I think that was right after I joined Apex. So I was really invested in social media and that's probably. Yes. I.
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Speaker 3
And you had a buddy with you too, Wayne. No. Another guy. I forgot his name.
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Speaker 2
Jose de Lopez. Yeah. Yeah. So funny story. Just to kind of like how this all happened and what an abundance mindset can do. So Jose Lopez is actually in Apex with me.
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Speaker 3
Oh, nice.
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Speaker 2
And he decided he wanted to get into solar. He had a door to door sales company and he had a fairly large organization under another organization, kind of like a court type model stuff.
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Speaker 3
Okay.
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Speaker 2
And and he wanted to get into solar and he was very mobile at that time. Him and his wife. And I was like, well, come down to San Antonio, stay at an Airbnb or whatever, and work out of my office for a little while, work with my guys and see what it's all about. You know what I mean?
00:03:35:21 - 00:03:51:06
Speaker 2
Then go back up to Chicago and do your thing, you know what I mean? So he was basically doing research into running a solar org, which at the time we were rolling, we were doing like 15, 20 a month. And and so he got to see that and learn from that. And now he's doing the same thing up in Chicago.
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Speaker 3
Yeah, it's well, that's freaking awesome for an A again, like when we first met, I really was like, yeah, I'm going to go to lunch with this guy and I'm going to see what he's about, and I think I'm probably going to recruit him. That was my mentality, like rolling into lunch. I was just like, Yeah, this is what's going to go down today.
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Speaker 3
And then I realized, yeah, this guy, yeah, No.
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Speaker 2
I at all my own sales work since 2011. Yeah.
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Speaker 3
So I would, you know, again, you know, guys like us, we kind of get that confidence and we kind of, Yeah, just have that or about us like, hey, we can talk to anybody in the vision and stuff. But yeah, it was just very interested in me being in sales for so long in San Antonio. It's a small community, so to like hear of someone else within city limits or even ten miles or so outside of city limits as doing sales and doing exactly what we're doing, I was like, I have to meet you.
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Speaker 3
Yeah. Like, you know.
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Speaker 2
So yeah, it's crazy because when you look at door to door in general and this is, you know, outside of solar like in cable, you know, which was bigger pre 15, right. Yeah. It wasn't like that. You know, we had Ray here on the podcast earlier just before you and we were talking about that abundance mindset of just being able to share.
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Speaker 2
And I could not do that back in the day. You know, I'm saying because basically when I shared something or I share something about my team, people use it against me to recruit my people. And it it it happened more time than one that either like a whole office guy recruited way or a key player got recruited away, whatever the case was.
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Speaker 2
And I was very early on in the game, so I didn't understand culture and retention and all that type of stuff. It was very much about scaling the numbers, you know, And but when you found me, it was like I was in Apex. I already had multiple divisions that I was operating. So it was very much like, Hey, you know, that abundance mindset where it's like, Hey, if we can learn something from each other, great.
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Speaker 2
You know what I mean? I think we had talked about having you come in and speak to my team, me going in, speaking your team, exactly that whole deal. And then of course, everything went south for me and Solar after that. And you know, just one of those things where I wasn't in the market that my team was operating, you know what I mean?
00:06:01:04 - 00:06:08:06
Speaker 2
But anyways, and then I went full time consulting last year and we had still been following each other, liking each other's posts.
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Speaker 3
Which, by the way, congratulations on that man. That's it's kind of a hard market to break into, so congratulations on that.
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Speaker 2
Yeah, you know, and it's funny, everybody that's from that I know from door to door says, Oh, you're consulting door to door teams like I only have one door to door team the my console right now. The other eight are different industries and you know B2B or B2C, but telemarketing, like all different industries is is how it's working now because of because of the network and everything.
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Speaker 2
And so you reached out again and you're like, hey, what did you reach out for this time.
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Speaker 3
For you to come? Because once I saw that you're going into consulting right back then, it's always like, Yeah, I don't know if I want to like have this guy talk to my guy. Right, right. Yeah. Immediately. I was just like, okay, well, let's let's. I'm gonna talk to our guys. Yeah, for sure. And it was just over.
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Speaker 3
Just sales and general growth. Yeah. You know, you told your rattlesnake story about death, So. So that that was initially why I reached out the second time was to just have you come in and just, Hey, guys, here's another guy in the San Antonio market that's doing sales and he's built great sales team. So let's give him a listen.
00:07:15:10 - 00:07:35:13
Speaker 2
Yeah, absolutely. Got to watch on Do Not Disturb. Geez, I know not 100%. And it was a great experience. And, you know, I think I had posted like I'm trying to get reps right now, you know what I mean? Like, if you want me to come speak to you, speak to your team. And I think you and I talked before and it was like, all right, do I want to go in there and, like, hit them on sales?
00:07:35:13 - 00:07:50:18
Speaker 2
Like they get hit on every day? Or do I want to give you something to think about, something to chew on You know? And so I really enjoyed it. You got a great team. Thank you. Everything happened. And for you guys, brand new office, you guys are expanding sales and bring in door to door back to shoulder. I love it.
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Speaker 3
It's it's it's really the best way to sell it at this.
00:07:53:19 - 00:08:09:14
Speaker 2
Oh, yeah. Hell yeah. No, I mean, just obviously, everybody's jumping on the virtual trend and stuff like that. And while I do believe in that as a scalable model, you know what I mean? I just know that those door to door sales are stickier when you're in the, in the home with the the, the consumer.
00:08:09:14 - 00:08:10:14
Speaker 3
So yeah.
00:08:12:06 - 00:08:18:17
Speaker 2
Okay. So as a you know you're your own age younger me.
00:08:18:17 - 00:08:30:04
Speaker 3
Like I'll be 38 this year. Oh shit. I guess 15th if anyone wants to get me a birthday card or send one or a gift card or whatever, a gift, I accept everything. August 15th. August 15th. All right.
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Speaker 2
I think we know you're September, right? Okay. I'm going to remember his birthday some day. I put everything in my calendar so I don't have to remember. Right. But I work with Ryan every day, so.
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Speaker 3
I'll be 38 this year. Nice.
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Speaker 2
I'll be so 30, 36, 36. I'm about 737 in April. Okay, So April 26, if anybody wants to get me a birthday card.
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Speaker 3
Get him a.
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Speaker 2
K6.
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Speaker 3
That's right around the corner man.
00:08:54:19 - 00:09:02:09
Speaker 2
Absolutely. So what did you do before Solar did alarms. Oh, okay. Yeah. So it's always been door to door.
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Speaker 3
So I started off as actually as a technician. Okay. And alarms and I slowly actually no, that slowly. I was a technician for a long time in alarms and then I just got tired of getting home at like midnight 1:00 crossing state lines, you know, having to do an install over here, over there, traveling for like couple of years doing that.
00:09:24:07 - 00:09:45:20
Speaker 3
Just got old and we always ran summer sales programs. So, yeah, you know, seeing the other sales reps or the alarm reps in the hot tub or in the swimming pool or they were doing like the fun outings while we were installing them outside. And there's got to be a better way. I can't do this forever. So I got kind of talked into doing sales and that's what led me into my transition into the sales side.
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Speaker 2
So did you have a lot of success in alarms at first before you transitioned to solar?
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Speaker 3
Oh no, I was horrible. I know like 100%. I was horrible. I mean, I mean, as a technician, like, I was very good. I knew exactly what to do, like, you know, a red wire, black wire like it was. But these were wireless, too. So it wasn't like back in the day. Yeah. You know, you had to like, you know, hardwire in 24 zones on a house.
00:10:06:05 - 00:10:24:00
Speaker 3
So, you know, like, I honestly, like, I blew through a lot of savings and stuff just to keep my level of lifestyle up that I had developed as a technician in sales. I think like my first year, I probably like made like ten grand in alarm sales because I knew too much. I was the typical show up and throw up like they asked for the motion detector.
00:10:24:00 - 00:10:39:15
Speaker 3
I was like, Yeah, it works. And so I just gave them too many options, too much to think about, and I just wasn't listening to anything, anyone, any advice people were giving me because I thought I knew it all. The technician I knew more than of the alarm system than they did. Yeah, right. And so I learned the hard way.
00:10:40:09 - 00:10:51:06
Speaker 3
I learned the hard way. And so then I started following people's advice, attending the sales trainings, going to the sales meetings, working with people that were doing better than me. Yeah, right. And slowly.
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Speaker 2
Knew so much less.
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Speaker 3
Knew so much less. Right. So yeah, I definitely fell flat on my face my first year.
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Speaker 2
Now it makes a lot of sense. I mean, when you look at buying styles, the detective is one of the hardest hit by her selling style to make it into a good salesperson. Yeah, like you said, they know too much or they want to know too much. Instead of just following the training, being going, the script, executing, getting the reps, you know, I'm saying.
00:11:18:08 - 00:11:33:18
Speaker 2
And so much of that proves right there, you can know everything about the product possible, which you do need to have a healthy knowledge, right? You do. When you encounter somebody that has a buying, that's their buying style is detective. But you can basically, like you said, show up and throw up.
00:11:33:18 - 00:11:37:17
Speaker 3
And can and you can almost talk yourself out of a deal, which I did plenty of times.
00:11:37:20 - 00:11:58:02
Speaker 2
I did too. I you know, it's it's funny. So much more of my sales skills revolve around recruiting very similar to you. And I did that to myself all the time. I was like, this is the training process. We have this every step in the training process. This is what you can make, and this is different versions of what you can make if you sell this kind of product and everything.
00:11:58:06 - 00:12:13:07
Speaker 2
And at the end of the day, they just wanted to know that somebody else in the company was doing what I said we could do. Yeah, you know what I mean? So all I had to do is bring in those examples and they were sold. Yeah. You know, and that whole engagement at person to person, the emotional side of sales where the money is at.
00:12:13:09 - 00:12:16:12
Speaker 3
Exactly 100%. I was totally emotional sell.
00:12:17:03 - 00:12:23:01
Speaker 2
So by the time you transition to solar had you cut your teeth a little bit and alarm sales and you had some success.
00:12:23:01 - 00:12:46:10
Speaker 3
Yeah I had moved around the country. I helped start a couple of solar I'm sorry, alarm organizations, one of which is still running in Louisiana. So along the way though, I had been offered and talked to about moving out to California in 2012, 2013 and even 2014.
00:12:46:10 - 00:12:47:09
Speaker 2
And solar was.
00:12:47:09 - 00:12:55:21
Speaker 3
Starting in solar was starting and that's when you had like the Tesla or I'm sorry, Solar City, right. You know, you had complete solar at the time and some other big players did.
00:12:55:22 - 00:13:14:07
Speaker 2
SolarCity is like so on the cable side, SolarCity is like like the sick core of solar. Right. And then and then I would say with a large probably like event maybe. Yeah. You know, so yeah, definitely know what you're saying everybody that's somebody came from SolarCity.
00:13:14:11 - 00:13:22:06
Speaker 3
Yeah. And honestly anyone that somebody Right now I actually believe came from the alarm world and solar I would say about like 90% of our.
00:13:22:09 - 00:13:25:06
Speaker 2
Industry and we need to go way back and before that that came from our.
00:13:25:06 - 00:13:28:14
Speaker 3
Jensen Yeah there you go. Because it was.
00:13:28:14 - 00:13:29:18
Speaker 2
Cable before that, right?
00:13:29:18 - 00:13:50:09
Speaker 3
Yeah, I never got the opportunity to do cable. Yeah. So but, but yeah, I just, I was just like, I'm not going to move to California. I already moved across the country already. I was traveling a lot. I was done with it. So San Antonio came this or I'm sorry, Solar came to San Antonio, finally in our backyard, and there was a door to door model, so I just jumped in feet first.
00:13:50:16 - 00:13:57:19
Speaker 2
Nice. Very nice. And so I'm guessing you work your way through the ranks there.
00:13:58:05 - 00:14:14:01
Speaker 3
Yeah, There's a series of events that happened for me to kind of like move up through the ranks. I mean, people always joke with me in the alarm world, you know, you know the be back plus never comes back and alarms, right? Like if you're not selling them that day like going back is not really going to happen.
00:14:14:18 - 00:14:39:12
Speaker 3
But I was always the one that was following up. So when I went into solar, my follow up game was very strong in solar because for some reason I just had developed that in alarms, which isn't your typical way of doing things and alarms as far as door to door go. So I got pretty good at solar and through a series of events led me to managing the San Antonio office within a matter of like six months.
00:14:39:21 - 00:14:52:21
Speaker 3
And then I went to go help a buddy of mine build his organization at a time when red lines and dealer models weren't even talked about it. You had to, like, work at a big organization. Yeah, to sell solar.
00:14:52:21 - 00:14:53:18
Speaker 2
To get into solar.
00:14:53:19 - 00:15:03:19
Speaker 3
To get into solar. But he had figured out a way to start a dealer and and stuff like that and mention the word red line. And I was like, okay, like, it sounds good. Yeah, sounds good.
00:15:03:19 - 00:15:05:11
Speaker 2
I create my own profit, right?
00:15:06:06 - 00:15:29:10
Speaker 3
Helped manage on, on some mid and high levels, several other organizations helped build another organization as well, that ultimately everything that has led me to where I am now is why I started what I started, because it's just been a progression of at this point, a career.
00:15:30:10 - 00:15:39:04
Speaker 2
So in in working with and for those different companies, what did you recognize was, okay, this is what works and this is what doesn't?
00:15:40:22 - 00:16:03:19
Speaker 3
Door to door clearly works. I mean, after being in door to door for so long, like you just can't get past it, it doesn't matter what's going on in the economy, It doesn't matter what region you're in, what city you're in, like door to door just works, especially if you have the work ethic and drive. Another thing that works is a well built company processes, right?
00:16:04:10 - 00:16:11:13
Speaker 3
I learned very early on by a lot of mentors that I had going through this process. You don't manage people, you manage processes.
00:16:11:20 - 00:16:12:14
Speaker 2
Oh, I love that.
00:16:12:20 - 00:16:27:15
Speaker 3
So being able to build out processes is is key. Even if you don't have any build out one like does have one process, you know, it doesn't matter what it is, just have one at least something.
00:16:27:20 - 00:16:29:23
Speaker 2
And that'll be the most efficient part of your company.
00:16:30:01 - 00:16:39:20
Speaker 3
Exactly. You know, so again, you know, just just learning little tidbits from a lot of mentors that I've had in the industry has led me to, you know, doing what I do.
00:16:41:00 - 00:16:47:03
Speaker 2
Let me ask you this. Your company now, what was the first thing that you systemized?
00:16:47:03 - 00:16:51:12
Speaker 3
And there was just like a lot going on back there. I would say payroll.
00:16:51:21 - 00:16:56:08
Speaker 2
Payroll. Okay. Because that was probably the number one complaint at the other companies. Right?
00:16:56:08 - 00:17:07:03
Speaker 3
100% abstinent. No. What they were getting paid Epix not being upfront with what they need to charge. So payroll. Yeah.
00:17:07:23 - 00:17:26:14
Speaker 2
Now I would say that was a big part of the success of our company. You know, in different campaigns. And so it was really about not forcing the client but structuring the compensation so that there was room for mistakes in the clients and.
00:17:26:19 - 00:17:27:02
Speaker 3
Right.
00:17:28:01 - 00:17:53:07
Speaker 2
There wasn't really room for mistakes on our staffs. And, and if they did happen, like we were very transparent about it, you know what I'm saying? And so, you know, as long as we weren't putting anybody in the poorhouse and the mistake was happening, we were able to remedy it pretty quickly. And the beautiful thing about what we did is in a bit, as in the but sometimes too, because, you know, we all we had systems set up too, where you could do your payroll on Wednesday.
00:17:53:13 - 00:18:12:00
Speaker 2
Right? You could submit corrections by Thursday. And then if they were valid corrections, we would reflect them by Friday and then maybe you'd get paid the following Monday, right? I'm saying. So this system was in place so that it went through all these filters. And until you agreed twice, basically that your payroll was correct. And then you were finally getting that on Monday.
00:18:12:00 - 00:18:17:16
Speaker 2
Right. You know, now reps still were surprised on Monday. And of course, because they never logged into their or.
00:18:17:16 - 00:18:34:04
Speaker 3
They never fully understood or there wasn't proper expectation set about payroll in general like this is what you get charged for. This is the potential that could happen as to why you might get paid really low, You know, I truly believe reps hear what they want to hear. Sometimes so well.
00:18:34:04 - 00:18:47:00
Speaker 2
And that's why we put it in writing, right? So like on one of their take home packets, we always put a payroll explanation. Yeah. So it's like the timing of payroll, the process, you know what I mean? And then things to watch out for.
00:18:47:03 - 00:18:47:20
Speaker 3
100%.
00:18:47:20 - 00:18:59:05
Speaker 2
Or I mean, and so that would always kind of increase the the clarity when it comes to payroll. But I guess where was it more that you saw that as an issue in the past or like it was a pain point for you as a rep?
00:18:59:15 - 00:19:12:05
Speaker 3
I think it's a pain point in industry. In any industry that you're in and door to door, you know, you go out there, you know, you work hard. I mean, you must ask a lot of customers back. Yes. Oh, hell yeah.
00:19:12:05 - 00:19:13:13
Speaker 2
There's there's an E next to it.
00:19:15:07 - 00:19:32:14
Speaker 3
You know, you go out there and bust ass and then be told you're only going to get paid. This can be a little bit detrimental and then it's even harder being up in, in our position. Right. Right. As like, well dude, like we said that and it was in writing. Yeah. You know, we explain this like in the several you know, hundreds of meetings that we've.
00:19:32:14 - 00:19:35:22
Speaker 2
Had, but it's happened a certain way in their heads. So that's reality.
00:19:35:22 - 00:20:05:09
Speaker 3
Exactly. And then now once they learn and unfortunately, that's that's the industry or that's the I shouldn't say the industry, I should just say there's there's certain things that once a sales rep learns monetary wise, yeah, they'll never forget it and then they'll make sure that never happens again. Tell you, you know, So sometimes you do have to learn that way, especially if you're the kind of person that doesn't really like to listen, you know, and and again, a lot of his expectations.
00:20:05:09 - 00:20:27:02
Speaker 3
So taking extreme ownership, you know, people in our position, we have to be clear about our intentions, be clear about what we're telling reps and how they're going to get paid. And like you said, like with your organization, you had these things built out, you know, and almost harp on them to being a dead horse point because that is always the truest point of contention in any sales organizations.
00:20:27:02 - 00:20:42:07
Speaker 3
It always comes down to payroll. Hell yeah, I didn't get paid what I was going to expect, right, you told me is going to be different. So and trust me, I've learned the hard way, like 100%. I fell on my face. I had to take extreme ownership. I've had those conversations with representatives that just don't understand it or get it.
00:20:42:07 - 00:20:57:16
Speaker 3
And and on some level, then you have to just like pay out just to like, keep, you know, keep some level of us, keep the peace, you know, So, you know, it cost thousands of dollars for just setting the wrong expectation. Yeah, you don't set the right expectation. It literally cost you thousands of dollars.
00:20:58:09 - 00:21:16:16
Speaker 2
So getting solar specific, what are some of the things that that you have to do? Because, you know, I know what it can be like deal with cibc's. Right. And something goes sideways on deal and they want you to pay for everything, even though you can trace it back to, you know, it's on their end, whatever the case is.
00:21:16:16 - 00:21:29:06
Speaker 2
So what are some of the things that you put in place in order to, one, have time to mitigate those things or to make sure that they understand, hey, I can dictate things this way, too, You know what I'm saying?
00:21:29:06 - 00:21:52:10
Speaker 3
I think there's a lot of different schools of thought on this. I think it ultimately comes down to the relationship you have with the and again, people are trying to be like, so you're freaking wrong. Like, that's not a way to deal with it or whatever. But, you know, this is the way I've dealt with it. I on some level, you do have to take responsibility as a salesperson.
00:21:52:19 - 00:21:53:00
Speaker 2
Okay?
00:21:53:09 - 00:22:14:00
Speaker 3
Even if the LPC, you know they're wrong. Yeah, you have to take responsibility as it really doesn't matter what the EPC says or what they're going to dictate. What really matters is what comes out of the clients on some level, whether or not they help pay because the client were called in to them and said, hey, you know, we're you know, we were told this by our sales rep in the EPC decides to pay it out.
00:22:14:06 - 00:22:18:07
Speaker 3
Yeah. And then hold it back from your pay because one of your reps said that like like you got to.
00:22:18:12 - 00:22:19:03
Speaker 2
Oh, absolutely.
00:22:19:03 - 00:22:35:13
Speaker 3
You know, you can fight with them all you want, right? Or if you know, they charge you too much for an electrical upgrade or whatever, you know, adders, you know, we'll just call it. You have to take extreme ownership in that because maybe you should have known more about the electrical process if you're going to get in bed with an EBC.
00:22:35:13 - 00:22:56:16
Speaker 3
Otherwise do your own installs. Yeah. So on some level, like there is that like no there the FEC, we should have talked about this. Well, yeah, but why didn't you bring it up in the first place? And so if you open yourself up to be treated like that, then you do. But there is, is you can go back and restructure, which I think a lot of people don't do.
00:22:56:16 - 00:23:11:02
Speaker 3
They don't go back and say, okay, we've already made five mistakes with the CBC. Yeah, it's cost us $15,000. Right? We need to now go into the EPC and have a meeting. And I think that's where people they just would rather not deal with it. And so then they just go find another APC.
00:23:11:05 - 00:23:15:08
Speaker 2
Yeah, right. And an X or not a dime, does.
00:23:15:22 - 00:23:16:10
Speaker 3
It or not.
00:23:16:17 - 00:23:18:00
Speaker 2
And not the good ones anyways.
00:23:18:01 - 00:23:21:19
Speaker 3
Well, at least not in today's environment. In the last like two years.
00:23:21:19 - 00:23:42:10
Speaker 2
I went through five. In six months before I got to the one that I was using at the end and even the one that I was using at the end. It's like, you know, because of location and everything, they were saving so into it, right? Another group of installers and that group ended up and this is just some of the things that can happen in solar so they were sub into another install group.
00:23:42:12 - 00:23:57:07
Speaker 2
Right. Which is if you think about it, you've got your journeyman and you've got the actual guys on the roof and everything and then you got your helper and they were, they were doing the site surveys and they were basically saying that every customer needed a panel upgrade.
00:23:57:07 - 00:23:57:21
Speaker 3
Oh yeah.
00:23:57:21 - 00:24:11:02
Speaker 2
So they can get that work right. You know what I mean? And before we realized it, because we had, you know, a different crew installing this over here that wasn't having any upgrades. And this one, like 50% of their homes were.
00:24:11:02 - 00:24:11:23
Speaker 3
Like, what's going on here?
00:24:11:23 - 00:24:29:20
Speaker 2
Like, wait a second. But we didn't know the difference because it was one company to us, you know, I'm saying. And then finally we we tracked it down because we were local, right? And we were able to converse with this other group and realize, hey, they're they're not submitting for any panel upgrades. There's something going on over here.
00:24:30:00 - 00:24:42:19
Speaker 2
Right? And by the time we went and backtracked everything, you know, we had to pay for four panel upgrades at 20 $500 a pop. Yeah. You know, I'm saying and, you know, luckily that that was all by one sales rep. You know what I mean?
00:24:42:19 - 00:24:43:18
Speaker 3
So it's easy to pinpoint.
00:24:43:18 - 00:24:55:16
Speaker 2
Yeah, it was easy to pinpoint. And they were obviously they understood what happened. You know what I mean? They understood, hey, companies coming out of pocket on this, you know, so they I think they came out like 750 per deal and we came out the rest. Yeah.
00:24:56:03 - 00:25:14:05
Speaker 3
See, that's a great relationship to have. You know, I've had EPCs like that, they're like, Hey, let's split the difference, you know, But you got to have those relationships. Yeah, a lot of people, they just go get what they want and not realize the long term. Six months in what happens when this deal happens if you don't have those relationships, then it's going to be real clear, concise.
00:25:14:05 - 00:25:18:11
Speaker 3
What the Epic needs to do as a business because their names on the install agreement.
00:25:18:13 - 00:25:37:08
Speaker 2
Yeah. And then that's one of the things I always respected, which is why I was willing to split the difference very often because I knew, hey, this was controllable, but at the same time it's like, damn, I don't, I don't have a system for everything. I don't have a failsafe for everything, you know, And this is one of those things that isn't consistent.
00:25:37:16 - 00:25:39:02
Speaker 2
So let's split the difference and move on.
00:25:39:04 - 00:25:49:14
Speaker 3
Yeah. And as a sales org, you have to understand you don't have total control. You know, a lot of people go, you know, well, you're the owner of the sales order, this or that. I mean, at the end of the day, we all have people we have to report to.
00:25:49:22 - 00:25:51:00
Speaker 2
100% right.
00:25:51:00 - 00:25:53:11
Speaker 3
Yeah. And as a sales organize ABC Yeah.
00:25:54:06 - 00:25:56:00
Speaker 2
No. And then and then your salespeople.
00:25:56:05 - 00:26:02:11
Speaker 3
Well yeah, ultimately your salespeople but yeah but yeah you know we always have that higher person that we have to report to on some level.
00:26:03:15 - 00:26:09:03
Speaker 2
100%. So you guys are in San Antonio, you've got some satellite reps too.
00:26:09:20 - 00:26:21:00
Speaker 3
We're in San Antonio exclusively right now. But, you know, we kind of dial things back to San Antonio. But 20, 23, we're looking to expand. Okay, a lot more.
00:26:21:09 - 00:26:30:03
Speaker 2
What's the I guess, what's the expansion plan or what's the what's the next step for you in your business?
00:26:30:03 - 00:27:04:12
Speaker 3
Probably ten next growth. Mm hmm. Well, I truly feel that if we don't ten next growth by the end of 2023 or let's say anyone, any sales organization that's city specific or regional right now or even state, I truly feel that they need a ten X growth to be able to weather any storms that may or may start coming by the end of this year or next year.
00:27:05:03 - 00:27:09:15
Speaker 3
What am I talking about? Maybe solar regulation that starts coming down on on sales reps?
00:27:10:06 - 00:27:11:04
Speaker 2
No, maybe, brother.
00:27:11:05 - 00:27:33:05
Speaker 3
Yeah, it's coming. It's coming. It's not a matter of if when. Right. Also, you know, in our in our climate of just economics right now. Right. Being able to have that growth and cash flow to be able to fund any new ventures or just stay in business. Yeah. You know so but it's also scary to write because ten X and growth cost money.
00:27:33:10 - 00:27:44:13
Speaker 2
Yeah. I mean here's a thought though. If you ten X growth, do you have the capital now to start your own ABC or install your own deals? Uh, no, no, that's still.
00:27:44:14 - 00:27:52:08
Speaker 3
It's still, it's still tough. So but I will say this. I'm doing it in a more dynamic way. Okay? So I actually just launch it right now. Just launch.
00:27:52:08 - 00:27:52:22
Speaker 2
It and launch.
00:27:52:22 - 00:28:14:07
Speaker 3
It. Launch it. So, um, so Delta Solar Power, there's a whole marketing campaign that we're doing, but I'll launch this is my first podcast, man. Yeah, my as well. Seven 323 The Road to Independence. Okay, so we are heading down the road to do our own installs, Okay? By July 4th, which is Independence Day.
00:28:14:17 - 00:28:15:12
Speaker 2
Oh I love that.
00:28:15:18 - 00:28:23:21
Speaker 3
So seven 323 The Road to Independence, that's what we're launching. So now it's officially launched now. Now we have to make it happen.
00:28:23:21 - 00:28:24:23
Speaker 2
Right now. You have to make it now.
00:28:24:23 - 00:28:25:19
Speaker 3
We have to make it happen.
00:28:25:21 - 00:28:48:18
Speaker 2
There's something to be said about that. You know, whenever. Yeah, I do it all the time. You know, I post it right April of last year that I was going to run a marathon on my social media in October. And well, I didn't run it in October. I ran in December, but I still ran it nonetheless because I knew I had people I was accountable to, not just my family.
00:28:48:18 - 00:29:02:00
Speaker 2
Obviously that's the most important and I want to set an example for them. Well, first off, they knew right? Once you put it out there, it's got to happen now. Yeah. You know what I mean? Because, hey, hey, we didn't get where we are by not following through.
00:29:02:00 - 00:29:18:20
Speaker 3
Yeah. Or just like, you know, sidelining our our visions or goals. So it's a scary thing, but that's. That's what we have planned. Mm hmm. But I think we're doing it in a more dynamic way than most people think that it has to be done, which I feel will make us successful at doing it.
00:29:18:20 - 00:29:20:21
Speaker 2
Are we going to teach that trademark?
00:29:22:06 - 00:29:24:03
Speaker 3
0703 23 wrote Independence?
00:29:24:03 - 00:29:26:18
Speaker 2
No, the dynamic way that you're gonna be doing the installs.
00:29:27:00 - 00:29:27:12
Speaker 3
Maybe.
00:29:27:19 - 00:29:36:00
Speaker 2
Because that's the dynamic is a sexy word and is so yeah, we better see something sexy come July.
00:29:36:00 - 00:29:38:05
Speaker 3
There's going to be something sexy in July.
00:29:41:00 - 00:29:41:21
Speaker 2
Besides kissing a.
00:29:41:21 - 00:29:44:15
Speaker 3
Bathing suit. Exactly. Our Speedo. Our Speedo.
00:29:45:05 - 00:29:46:04
Speaker 4
Oh, I love it.
00:29:46:22 - 00:30:05:01
Speaker 2
All right, let's get a little tactical here for, I guess, anybody that has the sales team, you know, you've got a lot of experience in recruiting, building and managing salespeople. You have a few tips you can give these people.
00:30:05:01 - 00:30:42:18
Speaker 3
And just there's a lot that comes to mind, but top of mind don't be scared. I would say if you're going to start recruiting, come up with the chicken list first. Okay. I've always been told this and it's always worked in my opinion, from everything I've done with recruiting, a chicken list is top five people that you're too scared to recruit that maybe would would never take the opportunity, would never you wouldn't think that they would do it or you don't even want to talk to them about the opportunity because you're not sure of yourself.
00:30:42:18 - 00:30:50:00
Speaker 3
So I think having a chicken list, first and foremost before you start recruiting is is probably like the top thing that you want to do if you're recruiting.
00:30:50:10 - 00:30:53:06
Speaker 2
Is there how you got your VP of sales? Did you put them on a chicken?
00:30:53:06 - 00:31:09:18
Speaker 3
This actually met him at Chick-Fil-A. Oh, Star I did met him at a Chick-Fil-A, met him at a Chick fil A, This random chicken list, Chick fil A, You know, obviously there's something there. Yeah. Randomly. Randomly, randomly.
00:31:09:18 - 00:31:30:08
Speaker 2
So, no, I love the advice, though. I mean, because, you know, so I'm I'm in Apex and one of the the courses in Apex that you get whenever you join is called building your machine. And in that course you identify 25 people and it's called your dream 25. These are people that you guys do business with, right? Right.
00:31:30:08 - 00:31:36:13
Speaker 2
So you start targeting them on social media, start liking their posts, sharing the stuff, commenting on their stuff, and then they see your stuff.
00:31:36:15 - 00:31:40:16
Speaker 3
Eventually they're going to hit you up and be like, Hey, dude, you been liking every post since August? What's going on?
00:31:42:11 - 00:31:59:14
Speaker 2
Maybe not everyone, right? You know, you put them on your favorites or whatever. Anyways, the concept is, you know, that if you all are aligned that they're going to do business with you eventually, or even because they're your top of mind, you do business with them. So I love the idea of of starting with the end in mind.
00:32:00:00 - 00:32:18:05
Speaker 2
This is the avatar of the five people I want to recruit, right? And you you go after those specific people. But probably what's going to happen in the process is you're going to capture a lot of other people just in that. You know what I mean? Exactly. So I love that. What about, I guess, managing salespeople, anybody They're.
00:32:21:07 - 00:32:40:15
Speaker 3
Set the expectations early on. That's the best thing I can say is, is it doesn't matter what you're doing. If it's door to door, if it's call center, whatever, setting that expectation of what the job actually entails to the point, like, even just from a recruiting standpoint, just to the point of like you're scaring them away from the job.
00:32:40:20 - 00:32:41:07
Speaker 2
Tell you.
00:32:41:18 - 00:33:02:21
Speaker 3
Like because you understand what the job entails and you it's your responsibility to tell them exactly what it's going to be like. And then as far as managing people, yeah, if you set the right expectations and managing them should be pretty easy. But to go further, if you're managing guys, it's been like six months now and you're like, Oh man, like it's just not going right for me.
00:33:03:08 - 00:33:22:00
Speaker 3
I would say, Be flexible and know when to pivot. Okay, Don't be too set in your ways. People will think that automatically, Well, no, I have this in my mind. This needs to happen this way of managing these ten people. And, you know, we need to get here. I mean, be flexible in the fact of like listen to your sales team.
00:33:22:04 - 00:33:43:10
Speaker 3
Yeah. They'll literally tell you exactly what they don't want to do and what they want to do and what they like and what they don't like, what incentives they care for, what incentives they don't care for. So it's just like a client, right? You go into discovery mode and instead of just doing the same pitch over and over again, you know, ask them questions and they'll give you the keys to the kingdom as to why maybe they haven't gotten sold or why they want to go solar and they haven't yet.
00:33:44:03 - 00:33:58:10
Speaker 3
Same thing with your sales. Org. You know, if if you listen to them, they'll literally tell you how they should be managed. But it's still tough. It's still tough because from a business owners mindset, you're like, Oh, we still got to do that. Yeah, do this.
00:33:58:10 - 00:34:01:23
Speaker 2
I mean, as long as you're staying on your mission and your values, you're going to be fine.
00:34:02:02 - 00:34:03:06
Speaker 3
Exactly. You know.
00:34:03:14 - 00:34:27:15
Speaker 2
We pivoted from AT&T U-verse to DirecTV. You know, I'm saying the commission was higher. My guys were getting recruited away. It's what they wanted, you know, I'm saying. And sometimes that has to happen, but we still believed in achieving freedom. We still had our core values intact. And yeah, I'm saying and it turns out when you pivot like that, you'll often immediately find out if that was the right decision.
00:34:28:01 - 00:34:51:11
Speaker 2
So when I did that, I actually gave AT&T a three month notice that I was going to be pivoting to DirecTV and they took my leads away right away. Yeah. And so I knew right. I was like, I'm making the right decision because they don't give a shit about me, you know? I mean, if they didn't and they wouldn't have all their leads because right one day in door to door at that time was cheaper, like 20, 30 grand, you know, I'm saying.
00:34:52:00 - 00:35:18:07
Speaker 2
And so anyways, just to illustrate, illustrate your point, we pivoted and we, we were better for it. But now I think everything everything in life is that structure, you know, where you intro qualifier discovery, as you called it, and then the presentation based on the qualifier discovery. Yeah, I'm saying. And then at some point, you know what you said earlier about trying to scare them out of position.
00:35:18:07 - 00:35:36:13
Speaker 2
I think that's incredibly important because many people run opportunity meetings or they run in interviews and it's all good, good, positive, positive. They don't give them the negative. Yeah, exactly. The negative is you closing the deal with the customer, but you're doing it with a recruit and said instead of them paying your money, they're paying you with their time.
00:35:36:13 - 00:35:49:01
Speaker 2
And hey, if you give me your time, you're either going to get this or you know, if you don't execute properly or if you have a bad day, you may get this right, you know what I mean? And one of those things is working in 100 degree heat.
00:35:49:12 - 00:35:51:02
Speaker 3
Getting, let's say in San Antonio.
00:35:51:02 - 00:35:56:15
Speaker 2
Door slammed the face, getting a gun pulled on you, having a dog chase after you. Yeah, that's the reality.
00:35:56:16 - 00:36:00:13
Speaker 3
Cops called on you. Cops, cops, people yelling at you like we don't.
00:36:00:14 - 00:36:12:15
Speaker 2
We literally had that in our script for the one on one. So we would do one on ones after the opportunity meeting and we would sit him down one on one and they could ask the scary questions, you know what I'm saying? Where wasn't in a big group and they didn't seem like weak or something.
00:36:12:16 - 00:36:27:16
Speaker 3
So so I, I learned this early on. So one thing that we do and one thing I've always done is anyone that comes into our organization as soon as they come in, whether it's from indeed Craigslist or yeah, you know, they find you on Facebook or you reach out to them or it's like a a friend same system.
00:36:29:04 - 00:36:59:08
Speaker 3
I pretty much ask them. I go, do you have like an hour? Like right now? You go, yeah, why? And they cool. Like, you look fine with what you're wearing. I'm going to go have you follow this guy today and see if you actually like door to door. I actually a long time ago, one of the first sales jobs I had was selling, let's call it blue chip blue chip products to businesses, door to door and it was like it was like these things from like Disney or NASCAR or something like that or high quality.
00:36:59:08 - 00:37:14:15
Speaker 3
I just, you know, I didn't know Costco at the time, so I was like, Oh, nice. What leather jackets you would buy from Costco or purses? I don't know. It was just this company that sold a random bunch of things. And they literally told me, well, go door to door and you're going to go with this guy today and it's going to take a 4 hours.
00:37:14:19 - 00:37:29:22
Speaker 3
Yeah, but but we'll know if if you're actually legit, like trying to do this job. The first hour, I was like, Nope, I can't do this. There's just like, no way. And I told the guy who took me to lunch, I remember sitting there and I was like, Hey, man, so I'm not going to lie. I haven't had fun today at all.
00:37:29:22 - 00:37:47:18
Speaker 3
And I don't see myself doing this. He's like, Well, cool and weird. We're actually here like downtown by SAC San Antonio Community College. And he bought me a burger. I was young. I was like 19 years old. So like right out of high school. And I remember him telling me like, looking me dead in the eyes, like, That's fine.
00:37:47:18 - 00:38:06:00
Speaker 3
He goes, You kind of being like, you know, drag. Anyways, you've been kind of like slowing me down. Yeah, so lunch is on me. But I know you rode out with me. You just got to find your own way back to the office. And I was like, Okay, fair enough. There's no Uber back then. Yeah. You know? And so I had to call like a cousin of mine.
00:38:06:00 - 00:38:25:03
Speaker 3
She came and picked me up and took me back to the office. So ever since then I was like, this is actually actually pretty good. Like, So now we have people go out their first interview before we even hire them. Yeah, like 30, 45 minutes up to an hour of your day, hour long. You can stay out. And if you're willing to do the job, then we'll see you back here tomorrow.
00:38:25:08 - 00:38:36:03
Speaker 2
Tell you. Yeah, I always love. We got it the same day. Same day hires, right? But we wouldn't do any paperwork. We wouldn't do anything. It was like, hey, you're just Exactly. We're right along. Yeah. You're like a ride along.
00:38:36:03 - 00:38:36:16
Speaker 3
Exactly.
00:38:36:16 - 00:38:37:17
Speaker 2
You're right along today.
00:38:37:22 - 00:38:39:05
Speaker 3
And door to door. Here's your best.
00:38:39:15 - 00:38:42:11
Speaker 4
Nice.
00:38:42:11 - 00:38:44:10
Speaker 2
Oh, man, We had the best. Yeah.
00:38:45:12 - 00:38:47:18
Speaker 3
No, I meant, like, bulletproof vest, because, you know, I got.
00:38:49:00 - 00:38:49:12
Speaker 4
I wasn't with.
00:38:49:12 - 00:38:50:10
Speaker 2
The. The.
00:38:50:10 - 00:38:52:21
Speaker 3
Oh, no, he had the orange vest. No, no, no. Hey, hey.
00:38:52:21 - 00:38:54:12
Speaker 2
We're actually digging up in your backyard, right? Right.
00:38:54:12 - 00:38:55:23
Speaker 3
Those guys now. Yeah. Yeah.
00:38:56:09 - 00:39:13:06
Speaker 2
And they would freak out the customer, get a little pattern, interrupt, and then they would listen. Yeah, we would do that sometimes. It's fun stuff. All right, brother. So I asked the question at the end of every episode, what is legacy mean to you and what legacy do you want to leave behind?
00:39:13:06 - 00:39:49:12
Speaker 3
So kind of like Ryan or I'm sorry, Ray in the first podcast before this one, I always thought legacy was financial too. Like, honestly, like, I really thought like having all this money. Yeah. As you get older, you have kids. I have a son, his ten year old Lucas. Then you start thinking it's about family, right? But Matt and I, I really think it comes down to impact and impact in all facets of life impact with your family.
00:39:49:12 - 00:40:13:08
Speaker 3
Like what kind of family man were you kind of father? Were you an impact in the community? I remember like growing up, and I know this sounds like super cheesy and kind of like corny, but I'm here for it. I honestly thought, you know, after seeing, you know, Rocky, I truly envisioned that like ten, 11 years old, I was like, I dope to have like a statue of myself in San Antonio somewhere.
00:40:13:09 - 00:40:23:13
Speaker 3
Yeah. And then being in San Antonio, what's that mural at Meteora has all the most influential people that have had an impact. Yeah, in San Antonio or in southern Texas.
00:40:23:21 - 00:40:25:09
Speaker 2
I think that's a good goal right there.
00:40:25:09 - 00:40:42:02
Speaker 3
So, you know, as I got older and we go to meet, you know, like family coming to town, I would be like, is there a way to like, paint my face right in between those two people right there? So and those people had an impact. Yeah, right. And so having an impact like like right now, Delta solar power, we contribute.
00:40:43:09 - 00:41:07:03
Speaker 3
I, I actually we are involved in several charities here locally in town that have an impact for school students and and some other charities that we do one of which is Ferrari kid. The other one is the Texas Yes project. So already we're starting to have an impact at a very I'd say infancy stage of our business impact with our individual reps.
00:41:07:03 - 00:41:29:23
Speaker 3
It's not even just about sales, it's more about personal development. And I've always told people Delta, Sola is just a platform. If, if for whatever reason, in two years we had to shut the doors down the Delta solar power because everyone just made so much money that there's no point in us knocking doors anymore because they have investments here and making money over here, then that would be the ultimate, you know, way to go out, right?
00:41:30:15 - 00:41:47:16
Speaker 3
So I think it really comes down to impact in like what Ray said before, right? We set the example. We set the, you know, the habits and and the culture just for even for our family. So like even my son, Lucas. Right. You know, I, I used to think having an impact was, you know, I had to have this business that, you know, he could, you know, take over one day or whatever.
00:41:47:16 - 00:42:16:22
Speaker 3
But I don't even think it's about that anymore. I think it's about instilling values, instilling an impactful way of how to be a person so that way he can grow up and start his own Delta solar power and not even like take over this one, because hopefully, you know, we're not in business a long time. Like, honestly, like I truly feel like I really feel that it would be almost an honor if we can just shut down Dale to solar power because everyone just made so much money and they're going on moving on to better, bigger, better things because we have such an impact on them that they actually like, listen to the advice that
00:42:16:22 - 00:42:35:00
Speaker 3
we're giving them. Invested in real estate. Saved their money, right? You know, like did other things and or other businesses like imagine if 20 other businesses were created out of Delta solar power. Like, that's truly what I mean by impact. Like, I want to impact people. That's not even just like, Oh yeah, this person made like a million bucks and able to afford the lifestyle that they want.
00:42:35:00 - 00:42:55:08
Speaker 3
Like, no, like this person actually was able to create five businesses because of the stuff that they learned. You know, not only for me, but, you know, our other leaders and stuff like that. And that's what I mean by impact. And so when I use the analogy, like I wish, you know, I had, you know, at ten years old, I had there's a Rocky Balboa statue of me, you know, up on the courthouse steps or whatever, Right.
00:42:55:09 - 00:43:09:13
Speaker 3
You know, downtown or, you know, my face painted at the meter mural. It's because, like, I was able to create such an impact, not even just for my family, but like also the community.
00:43:09:13 - 00:43:24:14
Speaker 2
So I hear a lot of the same things when I ask that question. I've got to say this The first time that I heard someone say, I want my people to be successful, that my business just shuts down because everybody else is is doing their own thing. And I mean.
00:43:24:16 - 00:43:28:00
Speaker 3
I have very strong convictions about that. No, I got really wanted to happen.
00:43:28:11 - 00:43:36:02
Speaker 2
The the Casey that we started the podcast with in the Casey I'm talking to now are two different guys man he came alive at the end.
00:43:36:11 - 00:43:41:03
Speaker 3
Yeah man you put me in front of a microphone long enough, man. I'm going to start saying some shit.
00:43:42:12 - 00:43:51:02
Speaker 2
I love it, man. I love the answer. I love the impact that you're going to create from your son all the way to your business and the people in it. So I appreciate you coming on the podcast, man.
00:43:51:02 - 00:43:52:06
Speaker 3
Man, Thank you for having me.
00:43:52:15 - 00:43:52:21
Speaker 2
This has.
00:43:52:21 - 00:43:54:00
Speaker 3
Been amazing. I love it.
00:43:54:03 - 00:44:02:00
Speaker 2
Awesome. Let's get building.
00:44:02:00 - 00:44:26:06
Speaker 1
Thank you for joining us on this episode of the Building Grace US Teams Podcast. We really do appreciate it. As you know, we believe that great leaders build great teams. How do you become a great leader? You learn from the greats. Join us at the Million Dollar Mastermind put on by Ryan Sturman in Frisco, Texas, and learn everything that you need to learn to be that great leader.
00:44:26:06 - 00:44:46:08
Speaker 1
The link will be in the description below. As always, we ask that you like, share and subscribe wherever you consume podcasts so you can stay up to date with the field of great sales teams. Podcast. Let's get building.