Car Door to Front Door

Most solar reps completely mishandle roof conversations, and it’s costing them sales, installs, and credibility. In this episode of Car Door to Front Door, Mike Brand breaks down one of the biggest opportunities in solar: leveraging roof upgrades to create more value for homeowners while increasing close rates and reducing attrition. You’ll learn: • The three biggest mistakes reps make with aging...

Episode 5: The Follow Up Game Most sales reps focus on getting the deal. The best reps focus on getting the install. In this episode, Mike Brand breaks down the critical post-sale process that separates average reps from elite producers. From setting proper expectations and maintaining customer communication to resolving concerns, preventing cancellations, and creating a world-class customer exper...

In Part 4 of The Art of Getting Glass to Roof, Mike Brand breaks down three of the most overlooked skills in sales: framing, takeaways, and managing expectations. Learn how top-performing reps control the flow of the conversation by setting the right frame, reducing buying pressure through strategic takeaways, and creating a smoother customer experience by eliminating surprises before they happen....

In Part 3 of The Art of Getting Glass to Roof, Mike Brand dives into one of the most misunderstood skills in sales: objection handling. Most reps view objections as roadblocks. Top performers view them as opportunities. In this episode, Mike explain why avoiding objections leads to cancellations, how to proactively bring up concerns before homeowners do, and why the best salespeople actively seek...

Part 2 of The Art of Getting Glass to Roof covers four pillars of elite sales performance: Connection, Social Proof, Urgency, and Credibility. Learn how to build authentic relationships, use humor effectively, create trust, leverage social proof, and help homeowners understand why acting now matters. These principles have helped me generate over 1,000 self generated solar installs over my career a...

The sale isn't complete when agreements are signed. The sale is complete when glass is on the roof. In Part 1 of The Art of Getting Glass on Roof, Mike Brand breaks down the 4 P's every rep must master to reduce attrition and increase installations: Process, Problem, Pain, and Protection. Learn how top performers keep customers committed from the initial sale through installation by creati...