He Made $2 Million In His First Year Selling Solar! (Full Interview)

[00:00:00] Speaker 1: - He has what I believe is the solar industry record, okay? 55 self-generated accounts in one month and one of the hardest markets in the United States. How do you create same days and how do you create the deals that actually stick? It's just crazy to think about, you know, 'cause I know there's thousands of individuals in the solar industry, and a lot of people that get into solar say, hey, I wanna earn $100,000 a year, and I wanna earn six figures in a year. But this individual is pacing almost $2 million in one year, his first full year of doing solar. And I think about it like this. What's up, YouTube? Do I have a gift for you guys today? I'm here with my top student, the top knock star, Mr. Benjamin Grossman. If you are not pacing, this kid is pacing $2 million in earned commissions this year. He has what I believe is the solar industry record, okay? 55 self-generated accounts in one month in one of the hardest markets in the United States and pulled through 52 of those. When I say self-generated, I mean no leads out there knocking, making the plays. Dude, I am so excited to have you on today to share with the industry on what you do, you know, to really make this type of, really unheard of, you know, in your first year of doing solar? Yeah, I started last August. Last August. [00:01:39] Benjamin Grossman: So you're in, yeah, a little over a year. Dude, super impressive. [00:01:44] Speaker 1: Tell everybody a little bit about yourself. [00:01:47] Benjamin Grossman: Yeah, so I've been pretty entrepreneurial, like, my whole life. Back in, like, seventh grade. Found out, like, how to flip, sell shoes. Got, like, everything I do, I get super involved. I research everything there is to, like, know about it. And I want to, like, I absolutely engulf myself and try and do it on a massive scale. [00:02:17] Speaker 1: So, kid has what we call absolute certainty. He's just, like, a little bit different from the average door-to-door sales professional. And, you know, one of the things I love with sales is, you know, if you sound like everybody else, people will tend not to listen to you. But when you're going to these families' homes, one, they've never talked to somebody talking to them about solar the way that you're talking to them. And you're really positioning the value. You know, I got the opportunity to go up to his home market up in New Jersey and knock a day with Ben. I think we went out there for maybe three, four hours in the field. [00:02:53] Benjamin Grossman: Yeah, including sets that we were in for. [00:02:55] Speaker 1: And we locked down three transactions. It was pretty much like a perfect day. [00:03:00] Benjamin Grossman: Yeah, like ten doors, three. Ten doors, three cell gins, you know. [00:03:04] Speaker 1: I wish every day in solar was like that. But, yeah, one of the biggest things that I notice about you is you have an absolute conviction and a certainty. Like, you know that this is going to help their situation and you're able to lead them to that. Yeah. How are you able to really maintain and have that certainty, like, that you're really helping these people? [00:03:28] Benjamin Grossman: I would say it's, I've seen, you know, when I'm competing in offers and stuff. I've seen, you know, quotes and positions people have been put in. And how I keep it is being extremely ethical in all my sales. I'm, you know, not, like, that's how I'm able to maintain that certainty. When I'm, you know, helping a family transition to solar, they're in a better position every single time. I, seriously, every single time that I am selling a deal, they're, like, once they're installed and PTO'd, they're in a better position than if they were staying with the utility. So it's just making sure I'm doing right by them. And if it's, you know, if it can absolutely not make sense for them, you know, because a lot of the times I don't know until I'm, like, five, ten minutes inside the house because I love same days. And then I'll, you know, tell them, like, straight up, I'm not just going to slam it through just to make myself feel good. It's, you know, and have them be in a bad position in two years after they don't get that tax credit or whatever. It's, you know, being super ethical and making sure they're in a better position every single time. [00:04:50] Speaker 1: So helping them, serving these families. You know, you talk a lot about, like, tonality and you talk about your body language. And, like, Ben likes to use a lot of things. Like, if you were eligible for this program, utilize his voice almost like a master of tonality, whether you know it or not. Yeah, you can notice he laughs a lot. I noticed that a lot, too, when I was shadowing Ben. Like, you know, homeowner will give an objection. He'll start laughing, right? It's just a little bit different from, you know, all the other sales professionals that have came and knocked on these individuals' doors. But can you give me a little bit of an example of maybe a word track or maybe why tonality and why the body language is so important or maybe a way that you would talk to a homeowner? I know a lot of your transactions are self-generated and we're going to talk about that a little bit later. And a lot of them are done, like, the same day. You know, it's not like you're scheduling. [00:05:45] Benjamin Grossman: I love same days. That's what that's my my ideal transaction is same day. [00:05:49] Speaker 1: Same day. Awesome. So give me a little bit example of tonality, body language, like why you feel like it's effective for you in the field of selling solar door to door. [00:05:59] Benjamin Grossman: Yeah. As far as like tonality, I talk like when I'm knocking their door, where I'll use like maybe even a confused tone or some some different tone that they've heard. A lot of people when they get up there, they're talking like much quicker because they're trying to spew out information. And before they close the door, I'm like I talk pretty, pretty slow. Or if they say like get to the point, yeah, like to be blunt and then get into it. But my tonality and like how I'm like, I talk very, very slow. I think one of the things is like I intentionally like when I was first starting, it sounds ridiculous. I've hired like meditation and breathing coaches in the past. And like one of the things I taught is like how important like keeping your heart rate down lower is. So like when I first started, I was like intentionally trying to keep my heart rate lower to make sure I'm not like talking as fast. And when I'm like, again, sounding like someone else or not every other door knocker that's come to their door with that like slower pace or or like a different tone than they've heard, then they'll give me the light of day because they're like, oh, this isn't. This sounds different than what I've heard. And also I'm not coming in company gear. They don't even really know like what it is for until I'm like 30, 30 seconds. And so it buys me a little bit more time coming in different gear. [00:07:36] Speaker 1: Sounds like you're building a lot of curiosity. Yeah. But also like you're almost pulling their guard down. You know, I, I talked to the solar professional that did, I think he did 80, but they were all sets and he had less amount of installs as you. But he's like, he was his first month ever doing solar. And he's like, yeah, I just tell these people. He, these, I don't like these people knowing that I'm good at this. You know, they almost look at him. Like, hey, it's a rookie. And they just don't have much of a guard. You know, when, you know, your presentation happens. So let's talk about this, you joined Knox star in January. You've been a part of the program. You are currently our top Knox star in our coaching program that myself and Tom Hopkins run. And you've won our biggest competition of the year. You clean sweep that you've actually been a part of winning both competitions this year as we had our team competition, which was really fun. You got to go to Tom's house and this recent one, he won a cruise in a bracket style competition, which was double elimination. And you didn't even need one. No, nobody could even beat him one round. He was just throwing down. So tell us a little bit about your journey this year. You know, the competitions that you've won. And then let's kind of go into that month where you were really turned it turned it up. [00:08:51] Benjamin Grossman: So when I first joined Knox star, so I was a it was I was I joined solar in August, but really like actually started working September. What I believe that retreat or whatever was January, right? Yeah. So September, I really started working and like getting on doors. I could so right off the bat, I was able to like get get appointments and I could grab a bunch of bills. But I guess like, you know, an ego thing. Oh, I wanted to close these things myself. Nothing, nothing closed. I've burnt like in that beginning, which I would say probably an ego thing is I got all these. I was getting in house all these times and I lost out on, you know, probably six figures of of money. But I think that sort of shaped me into where I was. So I'd say started in September. I couldn't grab a I could get in house a bunch, but nothing I couldn't get it across the finish line. And then really like middle October, I sold I finally like like something clicked. I sold one one deal in the day, which was like I was having some people like come in house prior to some of the sits after I just couldn't move anything across the finish line. So I sold one and then I went out and like knocks like three doors set of same day and then sold that second one. And then after that, like seeing those two transactions like back to back in that day, it's sort of like flip the switch. Oh, like this is what I need to do in house and to set up the sale properly to get that get that sale. And then it was, you know, I could sell I could sell a bunch then. So after that, I like turned it on October, November, started crushing. And then it was also my realization, right? Like, sure, I can sell all these deals, but what gets me paid installs? So then, you know, learn, tried to learn like, hey, what, you know, what can I do after like selling is really the absolute first part of the course first thing. So it's then learning, OK, what is my follow up look like after after that sale? What needs to be done to, like, nurture these and actually have glass hit the root? And so then I was, you know, maybe 10, 8 to 10 or so and maybe like 10. I sort of forget, but November, December. And I started learning like what needs to be done after after that first point of sale to get glass on the roof. I flew down to I saw you were hosting some conference. I flew down by myself. I remember like you had people raised. I think I was like the only one there that they're like company or whatever. Like most people had their company pay. Like I just bought it and hopped on a flight and came on down, listened to those talkers and joined those speakers, joined Noxar. And really like that was because, you know, when I was doing, let's say, 8 to 10 clean deals or whatever, you know, I thought that was like crushing it. Because it is like that is a really absurd, like 10 clean deals a month, an absurd amount of money, like getting those to install. So I thought I was like killing it. That I was I was the best in my company at that time doing that. And then I joined and I see this kid, Justin, he popped off like 30 deals in the month of January. And I was like, oh, my gosh, he three X to me like I that's nothing. So like I didn't even because I was thinking, oh, my gosh, this is like 10, 12, like that's killing it. Then I saw him do that. And I was like, I'm doing 33 percent of like actual top people. So joined and saw like what was actually top people across the country rather than my my sector and company. And then, yeah, just learning, you know, that was like a big mental shift. Me even seeing like what was what was possible and not to think, oh, my gosh, like I'm doing so good and seeing that. [00:13:37] Speaker 1: It's crazy. I mean, you think about this, right, going from eight to 10 transactions a month, you know, to 55 transactions, you know, he's going to push 300 transactions on the year. And, you know, if you really think about that, that shift from going from eight to 10, you know, to the point where you were doing 20, then you got to the point where you're doing 30. And, you know, you were competing in these competitions. And then we got into the bracket style competition. You were working your way through the final rounds. And, you know, you put up 55 transactions in a month. You know, you started off really strong that month and you pushed through. And I know you were like, dude, I could have got 60. Yeah. You know what I mean? And it's funny because at the end of the month, he's like, dude, next month I'm going to break it. Right. So I wouldn't be surprised before the end of the year if he breaks that 55 transactions. Take me a little bit through that month of being able to produce 55 self-generated appointments, knocking doors with no leads. A little bit about your schedule and kind of like how your day-to-day looks. [00:14:40] Benjamin Grossman: Yeah. So before that month, I put in my head like – because it was summertime. Like I was – well, so in Jersey, it is like the nicest part of the year. It's the summer. Yeah. So I was beaching, like hitting the beach and stuff and, you know, enjoying fruits of the labor. Yeah. And then I was like, all right, for August, like I'm putting my head down and grinding. Like this is – I'm going to kick it up a notch and try and see what I can do. So first week of – first week of August, I think I did like – I think I closed like 17 or something, which was sick. So that was awesome. And yeah, so I – so what it took. So also like being able to like have the – have the energy to do that too because a lot of the – previously I was like being in three homes in a day. If you're doing that consistently, like not only including the knocking everything, like I'd be coming out absolutely exhausted. Like I couldn't – I couldn't maintain it. So I did have – so I hired a life coach, which put me on – it actually – he really did put me on like a good schedule. So I was waking up – it's like the stereotypical thing probably, but it worked fantastic for me. Wake up, cold plunge, sauna, run, hit a little workout, then like some reading or meditation. And then from there, it'd be scrub my pipeline. See, because it's – when I was putting all those deals through, like it – it's a lot of back-end work. I don't have like an assistant or anything. Luckily, I have awesome project coordinators, which crush and, you know, help me out a ton. But like scrubbing and making sure like if any – if anything needs to be done, I – like if I see a notification, I'm attacking it like immediately rather than – or if it needs to be done, if it's important, I'm attacking it immediately and not doing whatever – what else. Whatever else, yeah. So attacking like most important thing. So wake up, scrub, if I get any notifications, instantly be reaching out to those homeowners and getting whatever needs to – whatever needs to be done. Also, a huge part is having – like also before August, I was like, okay, because I'm going to – I'm trying to absolutely crush it this month. I – like me driving to someone's house after they're sold is going to take time away from being in the field and income-producing activities. So like before August, I was like, okay, I am – before I leave the house, I am making sure that absolutely everything is done. This is not going to be – so I – when I'm doing that volume, I mean, I – if I'm in the area, sure, I'll stop by. But I really don't want to – I don't want to see you again until install. Yeah. Yeah, so I don't want to see you again until install. Like I'm in communication with them the whole time, but me – unless it's like my actual hood, like me stopping – I guess I move around all my hoods. Like I don't – it's probably – it is against what most people say. I move different neighborhoods every single day. So I'm not just working one turf like nonstop. I just move around. I know certain companies put you in a place where I am – we don't have like – [00:18:48] Speaker 1: So you're just hunting. [00:18:49] Benjamin Grossman: Yeah. [00:18:49] Speaker 1: You're hunting. And what time are you normally starting? Like take me through your day when you get to the field. Like what time do you start? What time do you sell until – like we're going to talk about handling rejection. But like what is that hours that you're spending in the field? [00:19:04] Benjamin Grossman: Yeah, so I like to get in the field by probably like 1 p.m. or so. Not super early. I like to get in the field like 12 or 1 p.m. Certain days I'll be out. Or if I have – like if I had a next day or something at 9, 10 a.m. Of course. Then I'm immediately after, then I'm in the field. But if I don't have any appointments early in the morning, like I'm sort of like that's my me time or spending time with my girlfriend and like giving her the attention. So I'll spend like 9 to 12 either walking my dog with Nicole or yeah, just getting me. [00:19:50] Speaker 1: So you're averaging in the 55 transactions in a month, self-generated, no leads. He's averaging about two sales per day. Yeah, I worked I think 22 days in the month. 22. So you're pushing like a 2.2, 2.3 average. Yeah. How many people do you think you're talking to in a day? [00:20:09] Benjamin Grossman: So my – it's going to sound ridiculous. I really – I am not having that – I just have – yeah, I really don't talk to that many people. It's not – it's really not like – Are you knocking 200 doors a day? Absolutely not. I am knocking – like unfortunately, I know most people say it's a numbers thing. I disagree. I think it's a – We're on the same page today. Yeah, I think it's a skill thing. I do not want to knock 200 doors. Of course. I am – I spot knock super heavily if there's, you know, not – if I don't think – You're looking for people home. Yes, I'm looking for people home. [00:20:50] Speaker 1: Good homes with good roofs. [00:20:50] Benjamin Grossman: With – yes, good roofs. I will pass – I will walk past 12 homes and like also when it – like the homes that I'm picking, when I'm walking up to them, I'm like – because I think they're home. They're getting crushed in sun. Like I want the ones that it's going to make – what I was saying previously because I'm picking these homes. [00:21:14] Speaker 1: Yeah. [00:21:14] Benjamin Grossman: So every single home I'm selling, it makes sense for. So like that – like most of them, it makes sense for. If I can't fit a roof or something, that might be where the problem there. But it's going to – a lot of the time, 90% of the time, it makes sense for them because I'm spot knocking. [00:21:31] Speaker 1: So it sounds like it makes sense for you. That's why it makes sense for them. I'm the professional. And you're not over-complicating the process. No. You know, he's self-generating all of his accounts and most of those are done on the same day. So take me through this. You knock on somebody's door. Is it that you collect their utility bill and you're going back later in the day? Are you walking right into the house? Like what's your normal transaction look like? [00:21:54] Benjamin Grossman: So I am pretty – probably controversial also because I don't have setters. I do not ask for a utility bill and I could care less about a bill until I'm in the home. As soon as I get in home, that's what I ask for. But I think it's sort of like – it complicates it a little bit. I want to – when I'm on the door, I'm trying to give myself the best possible chance of getting inside because when I'm inside, it's done. I love that. [00:22:25] Speaker 1: I see so many sales professionals that are like, oh, I couldn't get the bill. You know, where a lot of the time I'm just like, hey, I don't need to know the heart attack bill, but just roughly what do you guys spend a month for the power? And then once you're able to get into the home, you're able to build that trust, build that rapport because a lot of the times somebody just doesn't want to hand over their bill unless they trust you, they respect you, and they understand the vision of the roadmap and the direction they're going. [00:22:48] Benjamin Grossman: Yeah, so I was just – we just had a – I was just like hosting a blitz actually, and a ton of – like there was a decent amount of people that flew up for it. And they – like the first two, three days, the like amount of volume, it was just non-existent. And then we were like, okay, like what's the biggest hurdle here? Also, it could be like area dependent, but they were all like – like when we're going for the bill, it's not – they don't want to give it. And I was like, okay, so stop – like stop going for it. It does not matter. I – because I wasn't the one closing their deals because I said I didn't want them. But I was like, the people closing them, like they do not care. We don't care about having the bill, get a rough estimate, we'll build something, and then downsize or upsize in-house. But really, getting the bill for me, it means absolutely nothing. So I'm not getting the bill. Depending on the finance I'm using, I'll do it – I love same-day walk-ins. That was my absolute – it's my favorite thing. But a certain financer I use, it does take a little bit for the proposal, like 45 minutes sometimes. So then I don't want to walk in and then like waste like 30 minutes or so until I have that back when I could go get someone else and then stack them. So if I know I'm going to be using that financer for that home, I say like, gotcha. I'll swing back in like 45 minutes. I got to go do that. Yeah. So – but same-day walk-ins are my favorite thing. I love it. [00:24:39] Speaker 1: If you guys are just tuning in, what we've been talking about is, you know, the tonality and the way that you speak. We're going into, you know, not overcomplicating this process, right? I think the big thing after watching Ben in the field and, you know, getting to know him is he doesn't – he doesn't complicate it. It's not a complicated process. If you make it a big deal, they're going to make it a big deal. So like your normal time to set an appointment when you're knocking on the door and then your normal time when you get into the house to close the transaction. What time is that looking at? Like the five, ten minute to set it and two hours to close it? Like what is that time? Oh, no. [00:25:16] Benjamin Grossman: So my process in-house, again, I keep it so simple. I'm selling a TPO product. So out of all those deals, one of them was an ownership alone. In my market, TPO just absolutely crushes. And it's – that's what I feel like – It makes the most sense. It makes the most sense. So that's like my belief is that the TPO product is the best one. So that's all I sell. It's a quicker sales process. I would say I'm leaving in and out – leaving the home in like 45 minutes or so. So it's very – I like to keep everything absolutely under an hour. I say – I mean so there's people – I know some people, they'll sit in there for two and a half hours or whatever. I – in my head, if I was the consumer, I would never want someone inside my house for three hours personally. So I just don't – like that's what I'm thinking. I'm thinking that they don't – like they don't want me there for that long. They want to – you know, I'm selling the destination. They want what they're going to end up with and then, you know, trust me. [00:26:33] Speaker 1: Yeah. Sounds like we got a professional trick-or-treater here. And I want to ask you a question because sales professionals are the only people that face rejection every single day. This book right here, Green Eggs and Ham, right? He deals with a lot of no. How are you able to handle rejection? And what do you do, you know, when people tell you they're not interested? [00:26:55] Benjamin Grossman: Yeah. [00:26:56] Speaker 1: Gotcha. [00:26:57] Benjamin Grossman: And I'm sure you get a ton of people like swinging by here. How long have you lived in the home? We've lived here for five years. Gotcha. Yeah. I'm sure you've just seen that recent utility rate increase from Atlantic City, City Electric. Do you know roughly how much a month you're paying? My wife handles it, but it's maybe like a couple hundred bucks. Okay. And like is that heart attack summer bill or, you know, one of the – like an average? Probably about an average. Okay. So similar to like Nanty down the road, you are actually a little bit higher than her. You know, what we were able to do from her is take her from that 300 that's constantly going up. We got her down to like a lower 190 or something. Really like the main thing and why a lot of people weren't interested in the past. Did you ever see like one of the proposals or anything? No, we haven't seen it. Gotcha. We looked into it like five years ago, I think. Yeah. So previously, it really wouldn't have made any sense. A lot of people were getting asked to take out $60,000, $70,000 loans. Again, you said you're paying like $250,000 average. [00:28:08] Speaker 1: Yeah, somewhere around there. [00:28:09] Benjamin Grossman: Right. So that would never make sense for you to take out a $70,000, $80,000 loan. Then, you know, previously also you had to take money out of your pocket. Again, really is not going to make a whole lot of sense. All we do, we just put together a quick proposal and show you what it even, you know, look like. Again, I'm not sure if your home would even make sense for if you guys would be eligible. I am super, super busy here. And do you get your bill paper, copy or electronic? We get it in the mail. Okay. So, I do have to swing by to like Kevin. I mean, you guys going to be home here in like the next 45 minutes or so? [00:28:51] Speaker 1: Yeah, we should be here. [00:28:52] Speaker ?: Okay. [00:28:52] Benjamin Grossman: Gotcha. And then what's your number? [00:28:55] Speaker 1: Area code 941. [00:28:57] Benjamin Grossman: Okay. [00:28:58] Speaker 1: 367. 4545. [00:29:00] Benjamin Grossman: Okay. Gotcha. And so, I'll put together that report. Again, if it's even going to make sense for you. I mean, if it's not going to make sense, I'll shoot you a text. I'm not going to waste your time or mine. If it makes sense, again, I'm just going to show you. I basically just break down, hey, this is where the panels would go. Hey, this is what you were paying. This is, you know, what you could be saving, you know, 15, 20 minutes or so. Alrighty. I'll see you in like 45. It's super short, simple, and just. [00:29:33] Speaker 1: So, what's crazy about that, right? And if you really understand sales, you know, the tonality, the body language, he's doing everything for a reason. You know, and the greatest enemy is the client's fear, right? And there's anxiety when somebody knocks on your door. Oh, we got a door-to-door salesperson. But it's very clear how Ben can allow that family to relax, which kind of goes into my next question. Curious George right here. It's pretty obvious how you can create that curiosity and that indifference. Why do you think creating curiosity is very important when you're knocking on somebody's door? [00:30:15] Benjamin Grossman: Because they don't, I mean, you're showing up at their house. They weren't, if they were planning to go solar, right, they probably would have looked it up online. I'm sure you guys have heard that objection on the door. But you need to, Bill, like, show them, give them an idea of, like, why they would even want to ever do this. Like, why would they take the time out of their day to, they've probably had, you know, door-to-door people come to them in the past and have been in their home that have annoyed them. So, what makes you, like, why would they even give you the time of the day to come and annoy them? [00:30:55] Speaker 1: Tell me about your best sales day. The best day, how many, you typically, like, 90, 95% of your transactions are all self-generated. You have zero leads. You know, he's getting these all by knocking on doors. Can you remember how many? [00:31:13] Benjamin Grossman: I think six was my best day. [00:31:14] Speaker 1: Six self-gens in a day. That's what we call Operation Go-Go Gadget Bank account. Can you remember anything specific about that day, your mentality? [00:31:24] Benjamin Grossman: Well, so, I had, like, an 8 a.m. and a 10 a.m. from the day previous. And I locked both them down and I felt, I felt, I was so fired up after that and just felt my energy was on point. I felt fantastic and was like, all right, today I'm just rocking out. Got into the field after and just started cranking. I think the last one, they were all, like, like, I was, like, you know, most infectious after you sell something. Everybody I was talking, like, they needed it. Like, I, like, they all just needed it. And I think the last one I closed out at, like, 9 p.m. or so. But I have had, like, I've had, like, some 12, some 12 a.m. closes or something in the past. It was, that was for a rep I closed for free, too. [00:32:22] Speaker 1: It's just crazy to think about, you know, because I know there's thousands of individuals in the solar industry. And a lot of people that get into solar say, hey, I want to earn $100,000 a year. I want to earn six figures in a year. But this individual is pacing almost $2 million in one year, his first full year of doing solar. And I think about it like this. The person that goes out and makes $100,000 a year would have to do that for 20 years. Or Ben could go to a beach in a foreign country for 20 years and come back and be like, all right, fine, we're tied now. But he's a master of his craft and he's a continual learner. Always on the weekly coaching calls, on the online university, constantly trying to get better, coming to events. You know, I think a lot of individuals get to a certain level and they're like, oh, I'm good. I'm making $200,000, $300,000. I'm one of the top person in my company. But just that decision that you made to be great. And, you know, I salute you for that because, you know, selling isn't easy. You know, we're the only creatures that face rejection every single day. But when you get really good at this, you're never going to work another day in your life. It's like playing a game. And, you know, you have a lot of fun with what you do. It doesn't seem like it's too stressful. You know, he's helping families. You know, he's got that demeanor. He's got the tonality. And he's got the body language. And, you know, I know that this specific slick right here is one that you use in almost every one of your transactions. Yes. Tell me a little bit about that slick and maybe we can go into some of the word track on, you know, how you utilize that when you're in the home. [00:34:01] Benjamin Grossman: Yeah. No, I use this thing in literally every single one of my clothes. I absolutely love this slick. I use this in every one. All right. So take me through it. If I was a homeowner, I'm in your house. How would you explain this to me? Yeah. So, right. So really like the reasons, so like after discovery and stuff, this is like one of the first things I bring out after, because I'm asking, I'm asking them a lot of the times they don't really want a loan. But even if they do, I use this thing and try and swing them towards a TPO product. If they don't want it, then I'll switch over. But typically, I mean, they always, this makes the most sense, I think. So, yeah. So really like the reasons why you would never go solar, right? Your average was like 350, right? I think it was something around that. So, right. If I was coming here saying, hey, you got to take a loan out and go $90,000 into debt, you'd probably tell me to leave, right? Probably doesn't make a whole lot of sense. So, again, if there was any sort of loan involved with this, then there's interest, penalties, fees. Like, how do you feel like solar was going to help you the most? Was it savings, price protection? [00:35:23] Speaker 1: Yeah, probably saving a little bit because our bills were never this high like a couple of years ago. [00:35:27] Benjamin Grossman: Yeah, again, that is with that recent 18.8% rate increase. But, right. So, the main thing is the savings for you. And, again, that's what, you know, most people aren't just putting them up there because they like them, because they like the way they look. A lot of it does come down to the savings. Again, if you were taking out that loan with current interest, right? This isn't COVID times anymore. You're not getting 1.9% interest rates. It really, if you're trying to save money, going into debt and taking out that loan really makes no sense. And then, really, like, the last reason why you would never do this, again, if there was just a manufacturer warranty and not full coverage, again, so what I'd be proposing today, it's 25-year, nuts-to-bolts warranty, all acts of God are covered, hurricanes, tornadoes, you have no liability. It's essentially, hey, you were donating this, now you're, well, you know, at this price-protected amount. Yeah, that's how I use that slick. [00:36:31] Speaker 1: So, I love that and some fire right there. If you really notice, you know, Ben's tonality and the voice inflection and, you know, even the small little things like the laughing in between the statements, people react to the range of the pace of the volume and the diction, even when they don't understand the words. And his pacing and his diction almost makes the homeowner, like, want to and try to even listen more to you just in the way that you speak and your indifference. [00:36:59] Benjamin Grossman: Yeah, also, I think, so people buy from people they trust. And I think, like, because previously, let's say, if they've been in a car dealership or something, they've experienced, like, the more aggressive, you know, more aggressive type close. And, you know, some people have been, you know, not in the best situation from that. So, with that, like, my closing process, it's super straight line and I try and make them, like, them feel like they're the one, they're making this decision and, like, it's just an absolute no-brainer. But it's more so, like, yeah, I just try and lead them through in their, I think it, like, builds trust just on how, like, me using that tonality and certain things I'm doing inside the home. Bro, crushing. [00:37:53] Speaker 1: 300 transactions on the way this year. I want to go into a few of these questions because we got a few questions. So, we're going to go into some rapid fire questions with Ben. What do you say when they bring up, I don't want it on my roof because of leaks? Yeah, gotcha. And do you know about how old your roof is? [00:38:14] Benjamin Grossman: It's maybe, like, five years old. Okay. Yeah, so that's sort of one of the main things and sort of exactly what we would even cover once we, essentially, again, we don't even know if it makes sense for your home. But nowadays, there really is those warranties and stuff. And how much are you paying, like, a month or something? Then I just ask a question after that and I say, yeah, so that's sort of exactly what we're going to be going over because I'm trying, again, I'm trying to give myself the best possible chance of getting inside. Because when you're inside the home, it's way easier to overcome an objection like that rather than on the doorstep. So I'll either say, like, that's what the warranties would cover or something and then say, but that's exactly what we're going to be going over. Again, we don't even know if it's going to make sense for your home. [00:39:04] Speaker 1: Boom. All right. New sales reps. Prioritize volume of sets or quality of a set. [00:39:14] Benjamin Grossman: I would say quality because otherwise your closer is going to get annoyed and not even want to be going to your closes. So I would say quality of sets, personally. [00:39:28] Speaker 1: Money. Next question. How often should you talk to your customer throughout the process? [00:39:35] Benjamin Grossman: Minimum one time a week. Minimum. Yeah. Minimum one time a week on Fridays or something. And then also if I get an update, let's say interconnection was approved or something, then I'm too touching it. As soon as I get that notification, I send them a text. Oh, my gosh. Great news. Interconnection was approved. Now we're just waiting on permits or state approvals. And then still on that Friday, I'm going to give another follow-up. Hey, we're still just waiting. Usually through phone call or through text? I text them. I'm sure a phone call would probably be better. I don't feel like calling on people. Got to be quick. [00:40:08] Speaker 1: All right. How do you create same days and how do you create the deals that actually stick? [00:40:16] Benjamin Grossman: So create same days, I make it seem like that is completely normal. Like that's exactly how this process goes. That's what people are – this is how it happens is it's the same day. Like I'm – yeah. So if it's the walk-in, show them like their design or something. Again, a finance I was using, the one I primarily was using, there was slight delay. So I was swinging back. But I like the walk-in same days more. But I look at – also, so like eye contact is big for me. I'm not making eye contact on the door a lot, which is completely – like very different. But so like when I'm going for the appointment, I'll pull up my calendar. And now I'm looking down at it. Gotcha. So I'm pretty slammed. Like under my breath, like pretty slammed. You know, I do have to – I do have to go help like Michael down the street here. Will you be here in like 45 minutes or so? So I look up at them at that point. And then I look back down because I think it's easier for them – like when I'm not looking at them, it's easier for them to say like give me a yes. So I'm looking at my phone. So I look up at them at eye contact. Yeah. Will you be here in like 45 – or will you be home in like 45 minutes? I look back down at my phone and like start scrolling. Like, yeah. And it's like a yes, we'll be here. Gotcha. And I keep looking down. What's your number? And then like my set – they all – like they're sitting. Because – so probably if that's the next day or something, like my style, it might not be as sticky as a set because like they're quicker, they're giving less information. But with the same days, like they're always there and like this was 45 minutes ago. Like they're letting me inside. So, yeah, it's me – I would say looking down, making myself seem busy and like this is – this is a normal – I'm shooting for the same day first every single time. Love it. [00:42:31] Speaker 1: Yeah. Dude, dropping some sauce right now. All right. So what is your favorite one-liner when someone says they aren't signing anything? Oh, what? In the beginning or at the end of the closing process? Let's say – let's say at the end of the closing process where like, hey, I appreciate all the information then, but I just don't think we're ready to sign anything today. [00:42:53] Benjamin Grossman: Yeah. So I want to get – I – again, I – out of all those closes, I'm not – I don't – I hate two touches. Like against – so I'm asking their profession once I'm in there and like in – like in my discovery, it could be something bad that I'm doing, but I know like immediately really off their profession and like how the first thing's going. I know if they're – if they're – Ready to make a move. If they're ready to make a move. Yeah. So at the end of the close, if I hear, yeah, gotcha. And, you know, right. So unfortunately, I don't have these panels in my car or anything. Again, so in my utility, we have a restriction map. And so I'm pulling up the restriction map and it's sort of – I mean, seriously, I have – I've had – I have customers that do not get approved like regularly. One of the towns I work a lot just all got blacked out, meaning no one can go solar. So I pull that up. I really don't want to – I do not want to come back. Like I want – I need Doc signed today or else like the – like I'd rather a little bit softer of a sale and getting Doc signed that first touch and, you know, then smoothing it over rather than – rather than setting up a follow date. But depending on their profession and like their type of buyer, I'm not even gonna like shoot for it. It's really like case by case, but typically, I mean – so, yeah, gotcha. So, again, unfortunately, I don't have like panels in my car and it's – you don't get solar today. And all we – we don't even know if you're gonna be getting approved by this. So then I pull up the map. I zoom in, essentially showing like where all the people – like where a blackout zone is and how they all can't get solar. So, unfortunately, I just had – if it was a recent blackout, I probably have a customer there that got denied. So, unfortunately, similar to like X, they were waiting to go solar for a few years. I was finally the one that came up and helped them do this. You know, similar situation, they waited a few weeks. We submitted their application and they got denied. So, again, we really do need to make sure the home's gonna be a good fit. And that means getting the site survey, tech out here and everything. So, really like at that – after site survey, we get final engineering back. I give you a call and like really at that point, that's when I'm really gonna need your thumbs up. "Hey, let's do this. I'm proceeding. Let's submit permits and everything." Because at that point, again, our company's putting out money, interconnection permits. So, you really do have like those two weeks, think it all over, talk with your family. You know, "Hey, yes, like I still want to be saving this money." But really at that point, like in two weeks, that's when we're really gonna need thumbs up. [00:46:15] Speaker 1: "Hey, let's do this." So, three things that you need to make a sale, the tonality, which you can hear in his voice, the conviction, he believes he's genuinely helping people. And the third thing is that urgency aspect, right? Utilizing the grid, utilizing these takeaways, you know, why people may not be eligible for the program. And, you know, one of the things that I love that Ben says on the door, and he does it with his specific tone, but you know, now if you were eligible for this program and then going into it, not just, "Hey, this is what you get. This is what you get." But, you know, if you were eligible, if you did qualify, you know, we were able to kind of like check off all the boxes, then that's what you would benefit from, which I love how you do. Yeah. All right. So, let's keep going through this. I guess one of the big questions is we've talked about your schedule. We know he drinks Herba Monte on the doors. That's the secret. I love Herba Monte. [00:47:10] Benjamin Grossman: I wasn't supposed to tell you guys, but... I mainly fast. So, well, it's not a true fast because those Herbas I drink have some sugar in it and calories, but yeah, I fast as far as food goes, and then I'm eating when I'm out of the field. [00:47:25] Speaker 1: So, what sort of tools or education would you recommend that you've done or what's some advice that you would tell to a brand new sales rep? Maybe somebody that's watching this right now that just got into door-to-door sales, that got into solar, and they're looking at it like, "Dude, this kid's going to make $2 million this year. Like, how do I do that?" [00:47:43] Benjamin Grossman: Yeah. Yeah. So, what I absolutely, I binged all your content. Like, I absolutely, like, immersed myself and watched all, like, I was falling asleep to those YouTube videos. Like, that is literally what I was spending hours on, is watching all those videos. There's Carlos from Real Sales Dynamic, Jeremy Miner, those were like, but mainly, like, when I first got in, I absolutely binged, like, all your content on YouTube and Instagram. That was probably the biggest thing. Then also, I had a friend out in, one of my friends sort of, like, mentored me, gave me, like, a ton of, he absolutely crushes it. And I, like, had a few calls with him and he just, like, that helped me a ton and then actually practicing what I was seeing. Like, I used to practice and out loud, not, like, just in your head. Like, I would practice my door pitch, tonality, body language, like, every single day, like. [00:48:52] Speaker 1: He said the P word, he owes 10 push-ups, but we'll give him a pass on that. Presentation. We'll give him a pass on that, but, dude, absolutely crushing, dude. Like, super proud to see, you know, not only for you to come into the Noxstar program, setting himself up to be the Noxstar of the year, which is an award that we give out every single year to our top individual, you know, that really goes above and beyond and, you know, produces. Because you guys are either going to be the example for your organization or you're going to be the warning. And when you can surround yourself around these type of individuals and, you know, kind of the group that we have within Noxstar, like Ben said, he came into the program doing 8 to 10 a month. And now he's, you know, 40, 50. And I know that that competition schedule that we've had, you know, really pushed you. And you were able to go to Tom Hopkins house, compete on a team. Yeah, that was sick. I think he was the sixth overall draft pick in our first competition. Then he just came out and smoked everybody. So I know that if we do another draft, he'd either be a captain or the first overall pick. But dude, absolutely crushing it. Ben, if people want to get a hold of you, are they able to do that? Or are you in the field? [00:50:05] Benjamin Grossman: I plan, I need to make a solar Instagram here shortly. We're going to put it in the comments. Put it, you can, I'll throw it in the comments. But I probably, I mean, I've gotten some, like, if you're not, if you're not my rep, I just don't, like, unfortunately, I just don't have the time to answer you. So you can, you can message me. [00:50:33] Speaker 1: But that's, that's unbelievable, unbelievable what you're doing this year. I love to see all of your success and, you know, you just got to keep your foot on the pedal. You know, the advice that I give for you, Ben, is if everything is under control, you're not moving fast enough, right? Yes, sir. Yeah, he's going to do 2 million. Then he's going to do 4 million. Then he's going to do 8 million. Then when he's up to 100 million a year, he's going to invite me on his yacht. his yacht one day. That's the deal that we got. So thank you guys for tuning in. We jammed out a lot of things. And if you think you can beat this kid, you know, come up and join Noxair. It's going to take 300 plus transactions and a kid self-gens them. So super proud of you, brother. Yes, sir. See you guys on the next episode.