Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
Speaker: What is a Solarpreneur you might ask?
Speaker: A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: What's up, solopreneurs?
Speaker: Today, we are going to do a live presentation breakdown.
Speaker: We're going to break it down to the nitty gritty and see what we can improve on.
Speaker: We've got some great content coming your way.
Speaker: Welcome to the podcast.
Speaker: My name is Taylor Armstrong.
Speaker: If you're new, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: Hope you're doing awesome.
Speaker: Hope you're closing lots of deals.
Speaker: Hope you're ramping up for the summer, building some momentum because now's the time to do it.
Speaker: That is if you're listening to this.
Speaker: It's almost summer.
Speaker: Basically it's summer.
Speaker: What are we in?
Speaker: May.
Speaker: Time flies so much.
Speaker: I'm having so much in solar that I don't even know what month it is anymore.
Speaker: Hope you can say the same.
Speaker: But whenever you're listening to this, you can build momentum in any month.
Speaker: Don't let it be an excuse to not get out there.
Speaker: But before we get into the content today, just a couple things.
Speaker: Wanted to apologize if you were expecting a podcast last Tuesday.
Speaker: We actually had some technical difficulties.
Speaker: We're supposed to drop a podcast with the one, the only Zane Jan.
Speaker: But I went, pulled up the audio on it and was completely shot.
Speaker: So we are seeing what we're going to do to improve that and possibly make some edits.
Speaker: I'm hoping we can edit enough.
Speaker: It's not going to be great audio, but I'm hoping we can make it at least listenable for the next podcast.
Speaker: If not,
Speaker: You'll be hearing that later down the road.
Speaker: But hey, I'm human and I was trying some new equipment.
Speaker: We actually recorded that podcast at SolarCon.
Speaker: Was on some new equipment that I obviously did not know how to work it.
Speaker: So I apologize to keep you guys hanging.
Speaker: And second, just wanted to give a quick shout out to two new reviews that we had.
Speaker: As always, it's much appreciated if you go and leave us a review on iTunes, Spotify, Apple.
Speaker: I think Apple is the only place where you can actually write your review that I know of.
Speaker: But you can leave, I think, stars on Spotify.
Speaker: So wherever you're listening, it would be much appreciated.
Speaker: We'll love it.
Speaker: So the most recent ones, we had one on May 4th from Oneness Saint.
Speaker: She said, being brand new to solar, this has been an education for me.
Speaker: I know that by continuing to listen, I'll quickly work my way to success.
Speaker: I guess I said she said, could be he or they, whoever said it.
Speaker: Thank you so much.
Speaker: And may the 4th be with you.
Speaker: They left it on May 4th.
Speaker: And the second one, we had my man Landon Black.
Speaker: He says, Solarpreneur has provided an unreal amount of value to me over the last year and a half in the industry.
Speaker: Coming from a small company where most of us haven't been in solar for too long, it has been phenomenal to have access to this content.
Speaker: Taylor does a great job of getting the right people at the right time to help us all out.
Speaker: Easily the best sales podcast ever made.
Speaker: Thank you so much.
Speaker: And that is high praise.
Speaker: Best sales podcast ever made.
Speaker: Wow, I'll take it.
Speaker: I'll take it.
Speaker: Thank you, Landon.
Speaker: Means a ton to me.
Speaker: And hopefully if you have not had the chance to share the podcast or leave a review, would love that.
Speaker: And thanks for listening.
Speaker: Thanks for sharing.
Speaker: It's been awesome.
Speaker: This journey can definitely definitely can relate to what Landon's saying.
Speaker: I came from a small company myself.
Speaker: And really, this podcast is just what I wish I would have had when I would have started in the industry or when I started in the industry.
Speaker: So thank you guys a lot.
Speaker: And with that being said, let's jump straight into the content today.
Speaker: We're going to bring it at you.
Speaker: And as always, we get these recordings from the Ciro app.
Speaker: If you are not using Ciro, what are you doing?
Speaker: Go get on it.
Speaker: Ciro is a recording app, makes it super easy to record your presentations at the door in the home.
Speaker: I personally try to record as much as possible, not only so I can use it in the podcasts and content for social media, stuff like that, but also for my own learning, for my own understanding.
Speaker: Helps so much going back, listening to the play-by-play of what's going on.
Speaker: And Ciro is the easiest way to do this as a team.
Speaker: No more recording on voice memos.
Speaker: No more having to listen to these clunky recordings.
Speaker: Ciro just makes it possible to go skip section by section and hear what's going on and easily give your team and people feedback.
Speaker: And we also use it in our coaching program over here at Solopreneur.
Speaker: So if you would like to be involved in that, hit me up.
Speaker: We got a few spots just opening up for that where we give you all the feedback you need to double yourselves.
Speaker: Let's jump into it.
Speaker: So this is from my man, Logan.
Speaker: He's my friend out here that we've been working together for about a month now, month or so.
Speaker: Logan, he's been making steady improvements.
Speaker: He's super motivated.
Speaker: He's got the right attitude and actually just closed his first deal yesterday at the time of this recording.
Speaker: So I know there's going to be many more
Speaker: Um, uh, many more deals to come from this guy, but we're going to listen to a conversation he had on the doors.
Speaker: We're going to give some feedback, see when, see what went down and see if we can help him improve a little bit.
Speaker: So let's jump right into this.
Speaker: I usually listen to these at 1.5 speed.
Speaker: I'm going to tone it down just a little bit in case you don't like hearing speedy talking.
Speaker: So let's see.
Speaker: Okay, taking it from the top here.
Speaker: Okay.
Speaker: that mandate.
Speaker: We're just going around.
Speaker: My job is just to collect some data and really educate the homeowners on the program.
Speaker: Okay, good.
Speaker: So I like what he's doing.
Speaker: This is one of my favorite ways to break preoccupation out here in California.
Speaker: And there's probably similar things going on in other states.
Speaker: California, we know it's super green state.
Speaker: They're always making all these green energy pushes.
Speaker: So what Logan is doing, he's going straight into the Senate Bill 100, just diving into how the state needs more renewables.
Speaker: It usually gets people's attention out here.
Speaker: It's different.
Speaker: Hey, that is, I guess, until everyone hears this podcast and starts using it.
Speaker: So don't be still in our lines.
Speaker: Okay, but a great way to build it to capture the attention right off the bat.
Speaker: So some feedback I gave Logan is to just get the customer involved as much as possible.
Speaker: Okay, he's going through the information.
Speaker: But the truth is people have like seven seconds of attention.
Speaker: We got less attention than goldfish, right?
Speaker: So you got to be super involving in your presentation.
Speaker: So as he's going through this, I like to throw in just some, you know, tie down statements, get some agreements.
Speaker: You guys probably heard about that.
Speaker: You know, all the green green energy stuff going on in the state.
Speaker: Yeah, you heard about that.
Speaker: Yeah.
Speaker: So as you know, it's just they require the state to have 50 percent of energy coming from renewables by 2030.
Speaker: So just all the windmills, dams, stuff like that and solar panels.
Speaker: So what's going on is they're just trying to bring more of that into the neighborhoods.
Speaker: OK, get them going.
Speaker: But another big thing here is whatever presentation you're using, you need to create some type of problem.
Speaker: Hey, and this is probably my fault for not because I shared a lot of these lines, shared my script with Logan.
Speaker: But something that I think I made the mistake of and I'm trying to tweak in my presentation is just really digging deeper into the problem, pressing on that wound.
Speaker: You think if someone has their arm chopped off, they're going to take action.
Speaker: right?
Speaker: They're going to go see a doctor right away.
Speaker: So hypothetically, we want to chop their arm off.
Speaker: Same thing.
Speaker: Okay.
Speaker: We want to create that pain.
Speaker: So they have the desire to do something about it, to take action.
Speaker: So for Logan, maybe it's tying in, hey, because of all the green stuff where there's a huge power shortage.
Speaker: So we're actually buying a lot of energy from out of state, which you saw the bills go up lately.
Speaker: Yeah.
Speaker: So that's why, because we have a huge power shortage.
Speaker: So just getting them to agree that the rates have gone up
Speaker: that costs have gone up and anyone can use these lines wherever whatever market you're in.
Speaker: I'm sure every pretty much every place I would imagine is getting power from different locations from that's not local.
Speaker: So you can tie that in wherever you're at.
Speaker: Hey, you guys saw some increases.
Speaker: The thing is, we have a power shortage.
Speaker: So we have to get our power from different utilities, from different towns, different cities, different states, whatever.
Speaker: You can throw that line in there.
Speaker: Okay, but overall, Logan does a good job of getting the customer involved, getting the homeowner rather involved, and the guy obviously is curious to what's going on.
Speaker: Okay, do you guys get your bill in the mail electronically, you know?
Speaker: Do we have the SDG thingy online?
Speaker: We have an account.
Speaker: Yeah.
Speaker: because that's going to determine us completing the survey and seeing if your guys' house actually qualifies.
Speaker: Unfortunately, not every house qualifies.
Speaker: It's like one in four right now, so that's why they send this out here.
Speaker: If you wouldn't mind... Okay, love what he's doing right there.
Speaker: One in four homes actually qualify.
Speaker: That's good.
Speaker: And you can throw a number.
Speaker: I like the idea of throwing out a specific number that, hey, only two out of five.
Speaker: Usually, it's about two out of five people that actually end up qualifying for this.
Speaker: Or maybe a lot more homes qualify here.
Speaker: Yeah, you don't have to.
Speaker: We're not lying to people out there, right?
Speaker: But you can say something like, hey, it's only actually two and five homes that end up being able to do this.
Speaker: If that's you're not going to lie to them, but that's probably true, right?
Speaker: You're not doing every home on the street, but you're probably have a good shot at doing every two out of every five, right?
Speaker: So I think that's a good line.
Speaker: He's doing the takeaway, which is awesome.
Speaker: And then something as far as getting the bill here, he's requesting the chart for the QI usage.
Speaker: But as we know, a lot of people get pushback to this once we pull up or once we bring up, hey, we need to copy the bill.
Speaker: A lot of times people are pushing it off.
Speaker: They're saying, oh, we're busy.
Speaker: Come back or I'll give that to you next time.
Speaker: And Logan, he does end up getting it here, which is awesome.
Speaker: But a line that I have been using is, hey, one of the qualifications, we actually just need to see what rate plan you're on.
Speaker: I actually got this from my buddy, Jerem.
Speaker: He used to work with him.
Speaker: So if you're listening, thank you, Jerem.
Speaker: But you're asking what rate plan they're on.
Speaker: Do people know what rate plan they're on?
Speaker: No, no one knows what rate plan they're on.
Speaker: Right.
Speaker: So you say, do you know if you're on like TOU1, TOU2, DR1, DR2, do you know what rate plan you're on?
Speaker: Just throw out whatever random, you know, the rate plans, they all have their little acronyms for the rate plans they're on.
Speaker: No one knows what they're on.
Speaker: So if you throw that out, I've been seeing a lot more success in getting the actual bill for it.
Speaker: Okay, but number two, and just in general, if Logan made the attempts to get inside the home, all this is going to be way easier.
Speaker: Okay, so something I'm learning and just recently from Mike Brand, you guys probably heard the podcast with Mike Brand we did recently.
Speaker: Something he taught me is that he doesn't even try to get information.
Speaker: People hate giving out stuff.
Speaker: So he just first says, hey, all I do today is I just jot down a couple of the details for you, leave you with some of the notes, and then I'll come back when we have the full breakdown.
Speaker: So he's not even asking for information.
Speaker: He's not asking for anything because a lot of times people don't want to give anything.
Speaker: He's first attempting to get inside the home, get in neutral ground, become a guest in the house.
Speaker: Then he's going for that other stuff.
Speaker: So keep that in mind just in general.
Speaker: So this guy's going to get his bill.
Speaker: Logan, I'm sure, was sweating right there.
Speaker: The guy's like, uh, is he going to say yes?
Speaker: Is he going to say no?
Speaker: And he says yes.
Speaker: So Logan, at this point, has got to be stoked.
Speaker: He's getting his bill, and the guy's going to grab it.
Speaker: Yeah, so what we would do is we would complete our survey.
Speaker: You guys qualified, then we would come back through and give you like a full.
Speaker: Let's see.
Speaker: Yeah, we've done a few installs in your area recently.
Speaker: to work with a CNG or yeah.
Speaker: So basically if you, if your guys has qualified, basically swap your rate with, you know, if you walked in, so, you know, say, you know, you were paying like a hundred, for example, right.
Speaker: We got you down to like 110 that rate would get locked in.
Speaker: It's not going to go up over time.
Speaker: So on your
Speaker: Okay, and then just be careful you're not giving people conflicting information.
Speaker: Logan, I think he's explaining that he's still going to get a bill from the utility and it's just going to be lower.
Speaker: But we know he's going to get a bill that replaces what he's paying the utility.
Speaker: So if you're new, make sure just in general you are giving as little information as possible.
Speaker: A lot of people try to just suck all the details out of you on the doors.
Speaker: They're just vampires.
Speaker: They're sucking them.
Speaker: the details out of you, but don't fall for that trap.
Speaker: Because if you give all the information, if you just vomit all the details over them, then very likely that they're not going to want to meet up the next time.
Speaker: You got to keep the intrigue.
Speaker: You got to set that frame of intrigue that they want to see what's going on with it.
Speaker: Okay.
Speaker: So just be careful about the info you're giving them.
Speaker: Okay.
Speaker: And then just to jump to a couple other sections here.
Speaker: So, so you were using the renewable, you said?
Speaker: Exactly.
Speaker: Yeah.
Speaker: Okay.
Speaker: So, you know, is that an effort?
Speaker: What happened there was, so PG&E is, you know, they're the biggest utility in the state, right?
Speaker: Yeah, yeah.
Speaker: And they're all over Northern California.
Speaker: They're even down here in some areas.
Speaker: What was happening is they have their lines pulling powder, powder, power out of Nevada and Utah to kind of, you know, take the stress off our grid.
Speaker: Those lines are getting overloaded and bursting and causing these fires.
Speaker: So they're trying to take now more.
Speaker: Okay.
Speaker: And I just got to say, I love what he's doing right here.
Speaker: Hey, Logan killed on this part.
Speaker: He's getting a story and he's telling a story, right?
Speaker: And I love that it's a personal story about what's going on in Northern California.
Speaker: Lions are getting overloaded, bursting and causing fires.
Speaker: And I would say if he can use a story like this more towards the beginning, because right here, he's creating a big problem.
Speaker: If he can tie that in
Speaker: To the reason why they're raising rates up the wazoo.
Speaker: Hey, I'm from Northern California.
Speaker: And yeah, he's saying they're pulling power from Nevada and Utah because the lines are getting overloaded.
Speaker: That's why rates are going up.
Speaker: That's super powerful and super intriguing right there.
Speaker: So love what he's doing.
Speaker: Any story you can tie in with this.
Speaker: If you have a personal story, I think that's great.
Speaker: If you have a story from other people, that's really going to activate emotion, right?
Speaker: We know stories sell, right?
Speaker: Emotion sells.
Speaker: So you got to get the stories going.
Speaker: You got to create that emotion within your customers.
Speaker: That's what's going to make them take action.
Speaker: So love that.
Speaker: Or stress off that grid.
Speaker: Basically, and getting people to go solar.
Speaker: I mean, there's hydro, there's windmills.
Speaker: Exactly.
Speaker: Exactly.
Speaker: So, you know, obviously anyone can just go out, hit up a solar company and be like, Hey, let me pay $30,000, put a system on a house.
Speaker: Right.
Speaker: A lot of people don't want to do that, obviously.
Speaker: So that's why we have these incentive programs through the net metering.
Speaker: Um, it kind of, it's, you know, it's a fully funded project.
Speaker: So it's no cost upfront.
Speaker: Basically that, that swap rate you get that's reduced and locked in that's, it'll be sort of a lease option.
Speaker: Right.
Speaker: Yeah.
Speaker: Um, and there's a lot of different options and all that kind of stuff.
Speaker: Yeah, absolutely.
Speaker: Okay.
Speaker: And yeah, right here.
Speaker: Good stuff.
Speaker: But again, he's got to be careful because you don't want, you don't want to give all the details here again.
Speaker: So he's saying it's a lease option.
Speaker: He's obviously kind of, um, going towards like a power purchase agreement, which we do a lot of out here in California.
Speaker: Um, so, you know, you just want to be careful about what you're telling them.
Speaker: A lot of people, if you say lease, that's going to be a bad word for them.
Speaker: Lease loan.
Speaker: A lot of people are just going to instantly be like, no, no, no, no.
Speaker: So just want to be careful about how much information you're given.
Speaker: Yeah.
Speaker: He could just keep it general here.
Speaker: Just let them know, Hey, it's the redirection program.
Speaker: You're just going to get a bill that's lower and it's going to be redirected.
Speaker: It's going to be paying for power from the panels.
Speaker: Just leave it general.
Speaker: So that way, whether it's you going back or whether you have a closer going back, then they can transition to either a lease, PPA, loan out.
Speaker: It leaves kind of all the options open.
Speaker: Yeah, but he did do a good thing here saying there's a lot of different options and we figure out what's best for you.
Speaker: I like that.
Speaker: I'm just leaving it kind of open-ended.
Speaker: 45 so there's a good chance you guys buy um hopefully on your roof roof looks pretty good um so right now you guys are about like number four on our list just in this area alone to be surveyed uh i think we are booked up pretty much this afternoon um if we came back let me look at my calendar real quick let's see so i have so tomorrow i have 11 a.m and then i have one other than that we'd be looking at monday of next week so basically it would just be we would complete our survey
Speaker: And he did a good job.
Speaker: I like what he's doing here.
Speaker: He's pulling up the calendar.
Speaker: Whether you're slammed with appointments or not, that's really powerful.
Speaker: He's pulling up.
Speaker: He's making it seem like he's the prize here.
Speaker: He's the one that's controlling the agenda.
Speaker: And he's the one that's super busy, right?
Speaker: So it's kind of like, oh, let me see if we got time for you.
Speaker: And that's really powerful.
Speaker: So giving him the little option close at the end.
Speaker: And if I were him, I would just kept it to Saturday 11 or 1, just kind of give him the two options rather than putting Monday on the table.
Speaker: Because we all know when people go through a whole weekend, when three days pass, likelihood that that appointment happens goes down.
Speaker: But yeah, good job in general right there.
Speaker: Yeah.
Speaker: engineers end so they'll basically just match your kilowatt usage and then really just make sure that we can actually provide the amount of panels you would need to produce the amount of
Speaker: Okay.
Speaker: And then once we have that completed, it doesn't take that long.
Speaker: We just come back through and just kind of give you the breakdown and really just give you the different options and all that kind of stuff.
Speaker: Okay.
Speaker: So with Saturday, midday or Saturday, today's Friday, Saturday.
Speaker: Yeah.
Speaker: Um, sure.
Speaker: We can do one o'clock, I guess.
Speaker: One o'clock tomorrow.
Speaker: Let's see here.
Speaker: Let me put it in my notes.
Speaker: And what was your name?
Speaker: My name is Gunnar.
Speaker: G-U-N-A-R.
Speaker: Awesome.
Speaker: My best friend's name is Gunnar.
Speaker: Oh, okay.
Speaker: Excellent.
Speaker: I got the picture of that.
Speaker: So what I'll do is I'll send you a text just kind of confirming the appointment and then also give you a link in that text to our website so you can kind of get some more information that way too.
Speaker: Okay, so that's basically a wrap there.
Speaker: I'll leave out at the end.
Speaker: Gave me a little chuckle.
Speaker: After he walked away, he captures on the recording a little celebration.
Speaker: Says, let's effing go there at the end.
Speaker: So don't want to upset anyone's mother that's listening to this show.
Speaker: So I'll leave out the vulgarities.
Speaker: But glad he got stoked at the end because he should be.
Speaker: Booked a good appointment.
Speaker: And Logan did tell me after that the wife was there kind of listening in.
Speaker: You can't really hear from this recording.
Speaker: But that's the other thing I would say, make sure you are getting the other spouse, other decision makers involved.
Speaker: If they're not home, you need to be saying, hey, your wife's here at this time too, right?
Speaker: Or is there anyone else that decides on like projects for the home?
Speaker: Is it just you?
Speaker: You need to make sure everyone is involved.
Speaker: Otherwise, you're probably going to get a text later and you're probably going to show up.
Speaker: It's a one-layer appointment.
Speaker: And we all have gotten those texts saying, hey, my wife doesn't want to look into this because you know they're going back and just saying, hey, honey, we want someone coming by and selling a solar.
Speaker: So you need to make every attempt possible to talk to the spouse.
Speaker: So solid stuff right there.
Speaker: A couple of things for improvement, but overall, he does a great job.
Speaker: So I hope there's some things you can take away.
Speaker: Remember, a solid presentation is all about creating a problem, giving them the solution, tying in benefits, doing a takeaway, and then transitioning into actually setting the appointments, which I always prefer to get inside the home to do.
Speaker: So great job.
Speaker: Hope that helps.
Speaker: And again, I apologize for the little lapse in the schedule.
Speaker: I'm hoping we can continue a schedule with the podcast next Tuesday and fix the audio issues we're having on Zane Jan's podcast.
Speaker: But if not, we'll keep coming with more contents.
Speaker: We'll keep it rolling.
Speaker: So get out there, record your presentations today.
Speaker: Go get cereal if you don't have it and hope you have an awesome day.
Speaker: We'll see you next time.
Speaker: What's up, Solopreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
