So when we first started the testimonials, we give them three questions. We're like, we want you to ask them, if we did a good job in what they rate us, one through 10, what were the reasons they went solar and would they refer us to any friends? And we tell our installers, if they want to say anything else, put it in. And if you want to ask anything else, put it in. We, you know, installers like, you know, hey, you think my crew leads cute, not that he would do that.

You know, we're going to cut that shit out, right?

But we, we fixed it to those three questions. Every now and then someone would be like, well, hold on. Let my husband tell you, too, because people get excited to do video. Yeah. They're like, oh, my God. Yeah. Baby, come here. And you want to share that enthusiasm, not only with social media, but with all of the other sales reps, with all the other installers where people like, fuck, I love what I do. These people love

what we do. It just makes everything better, right? And so that was the fixed script there. We used to do.

We did it for probably four or five years. We quit the last three years. We were the first

company to do the sign just went solar. One of our regional managers came up with that idea. He's like,

I got this idea. We should just make this fucking sign. We're like, that's fucking genius. So we bought

10,000 signs, put them at all the locations. And when you sold it, because you can't do the

testimonial video yet, that's install.

You took a picture that we could post on social, and hopefully they would post on social, just went solar, right? Every, every, it's a cop. The world is a copycat world, and that's okay. We were the first that I remember doing that, but then everybody did it. And it was like, okay, there's shit. I've seen other people do that. I take and I go, all right, I'm going to pimpe it out to do even better, right?

So I'm real big into copying whatever works.

Take it. And it was like, okay, there's shit. I've seen other people do that I take and I go, all right, I'm going to pimpe it out to do even better, right? So I'm real big into copying whatever works, take it and then pimpe it out and customize it. And that's what other people did.

Then they had like, I saw some people like flashing fucking signs and light up signs. I'm like,

holy shit. But ours was just a basic power home sign at the time and said, you know, just went solar. You could have something in your business that does that and it's just like they feel good about it. I don't know what you would word there, but it's it's something. You want to be creative and come up with that. That's meaningful. That's powerful. That's remembering that when someone sees it like, what is that about? Because it's all about intriguing. You know, people sit on these fucking things all day. They need shit to do. That's their entertainment. So when they see shit like that, that's just eyeballs looking at your business that could turn into something. Hey, I know someone that lives over there in Troy. Shit, that guy got it. I can get it. It's all, that's the credible top level, right? incentive videos or do videos i would do video so

we would incentivize our installers right we'd say hey look we do contest we'd say when you get

done with an install i want you to walk the consumer around the entire job and tell them you know hey

look answer any questions for them make sure you cleaned up and then i want you to say hey can do you

mind if i do a video i'm in a contest to win a trip against my other crew leaders. And, you know, I'd like to take a video. And you tell us why you went solar and what you want to rate us 1 through 10. It's okay if you rate us 5, 6. Just be honest, please. And 95% of the time they'd like 10. So I always think of, you know, that football movie where the fat guy goes,

10, fucking 10, right, At Varsity Blues, right? So you would hear these consumers say, I give them a 10 and I did it because of this and I did it because of that. We would take that. We'd give it to our marketing team over time. They would just post those and we'd have those on YouTube everywhere. So when our reps would be in the house, they're like, well, let's check out our YouTube channel. And they would, they would mark the city. And if they were near that city or in that state, they will go, look, I've got, you know, a few customers that have gone with us recently here. You can see these posts. This is them. Sometimes consumers, if you want referrals, have them post on their Facebook or their Instagram and tag you and say, hey, I'll give you a referral fee if you send me. That's another thing we used to do, but that wasn't a big mover. The videos are important because of the credibility. The one thing that I really love and I'm going to work on a lot on the one-on-ones and the courses that I offer is when you go into a home or when you're talking to a client, what is the best way to sell? Because a lot of people

just go in their wheel and deal, and that was great like 15 years ago. Right now it's about listening

and it's about finding those pain points. And it's about finding the reason why you're there and making

them tell you that. And it's about building rapport. And it's about letting your guard down, but helping them put their

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