Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
D2D Con 2023 Recap
64 Plays3 years ago
https://solciety.co/ - JOIN SOLCIETY NOW!
Thanks to our sponsor Pi Syndicate for this episode!
DOWNLOAD THE CHEAT SHEET HERE!: TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME
Recommended
Transcript
Introduction to the Solarpreneur Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
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.
00:00:19
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.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
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.
00:00:43
Speaker
What's going on solarpreneurs?
00:00:44
Speaker
Taylor Armstrong here with another podcast.
00:00:47
Speaker
We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Insights from Door-to-Door Con 2023
00:00:54
Speaker
I'm just coming back from door-to-door con 2023.
00:00:57
Speaker
Wanted to share some highlights with everybody.
00:00:59
Speaker
Had a great time.
00:01:01
Speaker
So for those that weren't able to attend, you missed out.
00:01:03
Speaker
but your boy is going to be bringing all the highlights, everything you missed, and a little recap for you.
00:01:09
Speaker
So we're going to get into that and want to thank everyone that was there that came and said what's up.
00:01:14
Speaker
Have some funny stories with that, but it was great to see everybody.
00:01:18
Speaker
Great to hang out.
00:01:19
Speaker
We did a little hangout, so great to meet up with some folks over there.
00:01:23
Speaker
And yeah, just a good time, good networking, good content, and great events overall.
00:01:28
Speaker
So let's get into some highlights.
00:01:30
Speaker
I think there's some awesome takeaways that I'm going to share with you that hopefully, even if you weren't there, are going to help you get a couple more closes this week.
00:01:38
Speaker
And so I'll give you my perspective and I'll preface it by saying I did not see every speaker.
00:01:43
Speaker
So I'm not going to give you, you know, 10 speaker highlights today, but just a couple key takeaways from a few speakers that I was able to catch.
00:01:51
Speaker
I think I caught five or six different speakers.
00:01:54
Speaker
So
00:01:54
Speaker
But for me, a lot of it is about networking because, yeah, I mean, that's one of the key purposes in going for me is just connecting with other people, networking.
00:02:03
Speaker
And sometimes I do miss some speakers.
00:02:06
Speaker
So I think that's just as important if you are going to some of these events.
00:02:09
Speaker
So I get there and I mean, started off with this.
00:02:13
Speaker
I actually missed my flight to get to the event.
00:02:16
Speaker
It's a little bit stressful.
00:02:17
Speaker
Getting to door to door con.
00:02:19
Speaker
I was supposed to fly out at 730 in the morning here from San Diego.
00:02:23
Speaker
I'm three quarters of the way to the airport.
00:02:25
Speaker
I check my pocket.
00:02:26
Speaker
My wallet is not there.
00:02:28
Speaker
And of course, my ID is with it.
00:02:30
Speaker
So I have to turn around.
00:02:31
Speaker
Then by the time I get there, I'm yeah, without a flight.
00:02:34
Speaker
Miss my plate.
00:02:35
Speaker
And I did get a little confident because now I have TSA pre-check.
00:02:38
Speaker
So I'm like, well, I can just show up like 30 minutes beforehand.
00:02:42
Speaker
Be fine.
00:02:42
Speaker
San Diego airport is not that busy.
00:02:44
Speaker
It's going to be no big deal.
00:02:45
Speaker
But of course, came back to bite me.
00:02:47
Speaker
Ended up missing the flight.
00:02:49
Speaker
So long story short, had to book a new flight.
00:02:52
Speaker
Luckily, it was only $100.
00:02:53
Speaker
But booked me a new flight, got on a plane, and made it there just later than expected.
00:02:58
Speaker
So I didn't get there until late Thursday night and was hoping to do some networking, go visit a few people, but did not get around to that because of the missed flight.
00:03:07
Speaker
So don't be like me.
00:03:08
Speaker
Moral of the story, check to make sure you have your ID with you at all times and probably leave a little bit earlier than 30 minutes before the flight.
00:03:16
Speaker
But I thought I could make it because when I first, before I had rebooked the flight, I was like, man, maybe this is a sign.
00:03:22
Speaker
Maybe I just need to go out and sell instead of going to the event.
00:03:25
Speaker
But luckily, it wasn't crazy expensive to go ahead and book a new one.
00:03:28
Speaker
So get there Thursday night, wake up Friday, head to the event, get some good networking in Friday morning.
Sales Strategies with Adam Shantz
00:03:35
Speaker
And what was really cool is I sent out a little Instagram asking who wanted to meet up.
00:03:40
Speaker
I think I had mentioned it in the podcast too, that we were doing a little door-to-door meetup.
00:03:44
Speaker
And had 10 or 15 people reach out and come and hang out.
00:03:48
Speaker
And we met up, had a nice lunch, was cool to connect with some of everybody.
00:03:52
Speaker
And, you know, just see what everyone's doing, where they're from, what's working for them in sales.
00:03:57
Speaker
So I think I'm going to do that probably next event.
00:03:59
Speaker
It's cool, just because it's tough to meet up with everybody at these events.
00:04:03
Speaker
So I think it is nice to kind of organize something, a little meet and greet, a little hang, a little lunch.
00:04:08
Speaker
It was a good time.
00:04:09
Speaker
So thanks to everyone that made it out to that.
00:04:11
Speaker
And then after lunch, I did get to catch a really powerful speaker.
00:04:15
Speaker
This dude is incredible.
00:04:17
Speaker
If you're not following, his name is Adam Shantz.
00:04:19
Speaker
He is one of the top dudes in alarms and his just incredible energy that he had until he's one of the top salesmen in the industry and all door to door.
00:04:28
Speaker
But he talked about the really just like the elements of the sale, the things you need to do to really just master selling master door to door sales.
00:04:39
Speaker
So just a little recap from that.
00:04:41
Speaker
He talked about the things you need to do.
00:04:43
Speaker
Number one is break down every objection, write them all down, memorize your responses.
00:04:47
Speaker
Most people get caught in objections or they only have one response.
00:04:51
Speaker
Adam talked about how he has dozens and dozens of objections written down.
00:04:55
Speaker
He knows exactly what to say right off the bat when he gets these objections and he memorizes them.
00:05:01
Speaker
And then another element was honing your sales skills.
00:05:04
Speaker
Then time management talked about don't have bad days, only have bad hours, which is awesome.
00:05:10
Speaker
How many of us let ourselves have an entire bad day and just throw it out the window and then try to start over the next day?
00:05:16
Speaker
He says, do not let yourself have a bad day, let yourself have a bad hour, but don't let it affect the whole day.
00:05:22
Speaker
That's the difference between the greats and the not so greats.
00:05:25
Speaker
Then energy is another key element.
00:05:28
Speaker
He talks about how he jogs door to door and it's not because he's trying to get to the next homeowner quicker or burn a couple calories.
00:05:34
Speaker
It's because
00:05:34
Speaker
Yeah.
00:05:50
Speaker
Then belief, he talked about how the meetings should be like a football huddle and you need to have fun with your teams, have charisma.
00:05:57
Speaker
Momentum is another element.
00:05:58
Speaker
If you put yourself in that Kobe Bryant mindset, you'll crush it and get there as quick as possible.
00:06:07
Speaker
He mentioned talking to yourself, doing those positive affirmations is a great way to get that.
00:06:11
Speaker
So really some great takeaways I got from Adam Schantz, all the elements that we need in order to be successful as door-to-door salespeople or just salespeople in general, if you're not selling door-to-door, but hopefully everyone is that's listening to this podcast.
00:06:24
Speaker
And then the next day, that was Friday, one of the speakers I caught.
00:06:28
Speaker
And then Friday, what was funny is Friday, there was a little after party.
00:06:33
Speaker
I didn't make it to the door to door con after party because actually had planned to hang out with my family a little bit there in Utah.
00:06:40
Speaker
I went to jazz game with them and it's
00:06:42
Speaker
really funny at the Jazz Stadium at Vivint Arena there.
00:06:46
Speaker
It's just so funny how prevalent door-to-door sales is in Utah.
00:06:49
Speaker
I mean, it's crazy.
00:06:50
Speaker
You sit in this stadium and you're seeing ads for pretty much every single door-to-door company out there.
00:06:56
Speaker
Aptiv, The Grits, of course, Vivint.
00:06:59
Speaker
I think there's a few others, but just crazy to see how prevalent it is in door-to-door.
00:07:03
Speaker
Really has become the mecca, I guess, of door-to-door sales.
00:07:06
Speaker
But went to the Jazz game and then after I got invited to a little hangout that, of course, Danny Pesci always plans a hangout there.
00:07:14
Speaker
Everyone should know Danny Pesci if you're in sales, but he is, you know, one of the biggest characters we have in our industry.
00:07:20
Speaker
He plans a meetup.
00:07:21
Speaker
He sends us an address.
00:07:22
Speaker
We drive up to this address and it is at Denny's.
00:07:25
Speaker
And we're going, what's going on?
00:07:26
Speaker
Danny Pesci at a Denny's does not seem like a place where you'd plan a little after party.
00:07:31
Speaker
So we're like, OK, we walk in there.
00:07:32
Speaker
There's like old people sitting, enjoying their...
00:07:35
Speaker
ham and eggs what is going on here and then we keep walking along we hear some music we go to you know a little side section of the restaurant and they have it all blocked off basically is turned half a denny's into a nightclub and there's like incense burning there's a dj there there's people just breaking breaking it down on the dance floor
00:07:55
Speaker
I'm like, wow, I've never seen a Denny's converted into a nightclub.
00:07:59
Speaker
And I'm not sure how they got away with that because right next to all this, there's like 70-year-olds eating their ham and eggs.
00:08:06
Speaker
So a pretty interesting sight to see, but you got to hand it to Danny Pesci.
00:08:10
Speaker
He keeps you on your toes.
00:08:11
Speaker
He plans stuff.
00:08:12
Speaker
And I'm sure there's other people involved in this, but quite the event.
00:08:16
Speaker
So that was what went on Friday night.
00:08:18
Speaker
And so Saturday, get up, sleep in a little bit, was out late, so missed the early morning speakers, which probably should add some more discipline.
00:08:28
Speaker
But I made it at 1030 and I ran into my good friend Tanner Williams.
00:08:34
Speaker
And he was speaking on really just how to run a successful setter closer program.
Optimizing Sales Programs with Tanner Williams
00:08:38
Speaker
And I actually had the privilege of bringing him on the podcast the day before.
00:08:42
Speaker
So you're all going to hear a lot of things that he talked about.
00:08:44
Speaker
So I'm not going to get too deep in the weeds on that.
00:08:47
Speaker
But just one takeaway really I got from it.
00:08:49
Speaker
And also from the next speaker that I'll highlight here.
00:08:52
Speaker
That's just this, the top closers, the top people in solar are incredibly efficient with their time and energy.
00:08:58
Speaker
Tanner Williams talked about how he gets his setters organized, but really he is not going to set appointments that are crap.
00:09:05
Speaker
He just doesn't do it.
00:09:07
Speaker
He only goes to confirmed solid appointments.
00:09:09
Speaker
He closes 90% of them.
00:09:11
Speaker
That's because he's efficient with his time.
00:09:12
Speaker
He knows which ones are confirmed.
00:09:14
Speaker
He knows which ones have utility bills.
00:09:16
Speaker
He's not wasting his time.
00:09:18
Speaker
So for those that are in setter closer programs, definitely something to consider.
00:09:21
Speaker
Are you wasting a lot of time going to crap setter appointments?
00:09:25
Speaker
Is it on you to train your setters better to make them more solid?
00:09:28
Speaker
Or are you not demanding that they be sold appointments?
00:09:31
Speaker
You got to, you know, look in the mirror and figure out what's going on.
00:09:33
Speaker
That's just one takeaway.
00:09:35
Speaker
And we'll release the podcast soon we did with him and talk more about that.
00:09:39
Speaker
But really incredible what he's done.
00:09:41
Speaker
I think 132 deals in essentially like five months that he sold, really.
00:09:46
Speaker
So pretty incredible.
00:09:47
Speaker
And then the other highlight of Saturday after all this is we got to hear from one of a dude I had the privilege to work side by side pretty
Success Techniques by Ricardo Richie
00:09:57
Speaker
close with last year.
00:09:57
Speaker
And that's Ricardo Ritchie.
00:09:59
Speaker
He's come on this podcast, was able to work on the team with him and just blown away what he did.
00:10:04
Speaker
419 deals in a year.
00:10:05
Speaker
Insane.
00:10:05
Speaker
And this is Installed.
00:10:09
Speaker
I'll admit I did not believe it myself.
00:10:12
Speaker
I text him after he put those numbers out.
00:10:14
Speaker
Like, no way did you have that, especially because we did have quite a few install issues last year.
00:10:18
Speaker
But he told me that it's legit.
00:10:21
Speaker
Yeah, I mean, got to hand it to him.
00:10:22
Speaker
Incredible what he's done.
00:10:23
Speaker
And so just a few takeaways I got from Ricardo.
00:10:26
Speaker
Obviously, go listen to his podcast if you have not already.
00:10:28
Speaker
But just like Tanner, this dude is insanely efficient.
00:10:32
Speaker
A couple of notes I took from it.
00:10:33
Speaker
He says, set the hours, always work the same hours.
00:10:36
Speaker
And that was one of his biggest secrets.
00:10:38
Speaker
He just works all day.
00:10:40
Speaker
He sets his hours.
00:10:41
Speaker
He doesn't deviate from them.
00:10:42
Speaker
He demands that his team does the same.
00:10:44
Speaker
They all work the same hours.
00:10:46
Speaker
Control the inputs and then law of momentum.
00:10:49
Speaker
So that's really kind of what he does as far as, you know, work ethic.
00:10:53
Speaker
He just works the hours, controls all the inputs and gets momentum on his side.
00:10:57
Speaker
And then he talked a lot about what he does in the close because this dude, he closes almost everything he touches.
00:11:03
Speaker
So what he does, it just deals a lot with framing.
00:11:06
Speaker
He frames himself as the expert, as the doctor.
00:11:09
Speaker
And he just compared it to if he's going to the doctor, he does not question what the doctor says.
00:11:13
Speaker
He's going to do it, right?
00:11:14
Speaker
So he just shows up as the expert in the home in his close.
00:11:18
Speaker
People see that he demands it and he frames himself.
00:11:21
Speaker
And he knows really within five or 10 minutes if this deal is going to close or not.
00:11:25
Speaker
If they're not, if they're not allowing themselves to be framed as that they're going to, you know, decide yes or no.
00:11:30
Speaker
And he's not saying you got to decide yes or no, but, you know, he's saying it smooth.
00:11:35
Speaker
But if he can't get a commitment that they're going to essentially commit one way or another in the home, then he's out of there.
00:11:42
Speaker
On to the next one.
00:11:43
Speaker
He has the abundance mindset.
00:11:44
Speaker
Hey, and so, yeah, and then just in his clothes, he does a lot of like diagnosis.
00:11:50
Speaker
Hey, have you guys looked into solar?
00:11:52
Speaker
What made you want to look at this?
00:11:54
Speaker
If this doesn't make sense, then I'll let you know right away.
00:11:56
Speaker
If it does make sense, then we'll get your application in and get things moving.
00:11:59
Speaker
Does that sound fair?
00:12:00
Speaker
Gets a commitment every time.
00:12:01
Speaker
And again, if they're not committing, he's out of there.
00:12:03
Speaker
And then he, you know, figures out what their concerns are, why they want to go solar.
00:12:08
Speaker
Hey, are you guys more intrigued by the fact that you'd save money or the fact that the bill would stay set and give you equity in the home or the fact that you'd have independence?
00:12:18
Speaker
Those three questions, have them rank that.
00:12:20
Speaker
Why is that?
00:12:21
Speaker
Figure out why they want those things or why that intrigues them.
00:12:24
Speaker
figure out their hot buttons, find the pain.
00:12:26
Speaker
And then if they have looked in this lower, why didn't you do it last time?
00:12:29
Speaker
Let's assume that's, and he does a lot of, you know, assumptive questioning, a lot of hypotheticals.
00:12:35
Speaker
Hey, hypothetically, if it did do those things that you didn't like about it last time, if it did save you money, if it did, if it didn't put a lien on the home, whatever their objection was, hypothetically, if none of those things were an issue, then would you have done it at the time?
00:12:47
Speaker
Great.
00:12:48
Speaker
He gets those hypothetical questions.
00:12:50
Speaker
He pulls back.
00:12:51
Speaker
He gets the commitment and he just makes it insanely simple.
00:12:55
Speaker
There should never be any confusion.
00:12:56
Speaker
A confused mind always says no.
00:12:58
Speaker
And then after the close, a couple of things to get the installs in.
00:13:01
Speaker
He has his assistant.
00:13:02
Speaker
He creates a group chat with his assistant.
00:13:05
Speaker
He sets the expectation and then he goes back into rapport billing as he's going through the documents and gets them more and more relaxed.
00:13:13
Speaker
So yeah, I mean, nothing insane.
00:13:15
Speaker
He just does it super consistently.
00:13:17
Speaker
Go and listen to his podcast if you want to hear more.
00:13:19
Speaker
But yeah, that's really all he does.
00:13:21
Speaker
Just hypothetical questions, framing it correctly, making himself seem like the expert and the doctor in the transaction and locking it down.
00:13:29
Speaker
Incredible.
00:13:29
Speaker
So those were just a few takeaways.
00:13:32
Speaker
I don't want to make this, you know, a super long episode, but just wanted to go over a few of my key takeaways.
The Impact of Dr. Jordan Peterson's Talk
00:13:37
Speaker
We heard from Dr. Jordan Peterson, which was really good.
00:13:40
Speaker
Unfortunately, I only got to hear like the first half hour of that because then I had to hop on another flight.
00:13:45
Speaker
I think this happened last year too.
00:13:47
Speaker
So I need to stop booking flights too early, but...
00:13:49
Speaker
To my credit, Sam always puts on the schedule when the speaker is supposed to start.
00:13:53
Speaker
And I don't think the last speaker has ever started when it says on the schedule.
00:13:57
Speaker
So I guess I got a plan that that speaker is going to start late and probably go a little long.
00:14:01
Speaker
But from what I did here, it was really powerful about goals and mindsets.
00:14:05
Speaker
And, you know, Jordan Peterson, he's the GOAT.
00:14:08
Speaker
So if you weren't able to make it, we've got SolarCon coming up, I think in April.
00:14:13
Speaker
Hit me up if you want the plug on that.
00:14:16
Speaker
Get you hooked up with the Solarpreneur discount.
00:14:18
Speaker
But a great event overall.
00:14:19
Speaker
And these events are really powerful just to see what's out there, to see what other people are doing.
00:14:24
Speaker
Like I would not have known that people are doing 400 plus deals, even from a guy that's in my company was still crazy.
00:14:31
Speaker
And just incredible to see the things people are doing.
00:14:34
Speaker
If anything, if you did not learn a thing, it opens your mind up to see what's possible.
00:14:38
Speaker
It's that whole four minute mile mentality.
00:14:41
Speaker
When you see someone else do it, helps you have the belief that it's possible for you as well.
00:14:45
Speaker
So I think that's one of the most powerful things you can get from going to events like this.
00:14:49
Speaker
So that was my recap.
00:14:51
Speaker
Hope that helps.
00:14:52
Speaker
And hopefully that inspires you to come to the next one or to come to SolarCon coming up soon.
00:14:56
Speaker
Maybe we'll print some solar printer events coming up as well.
00:15:00
Speaker
But I hope you enjoyed it.
00:15:01
Speaker
Hope you go and implement a few of these things.
00:15:03
Speaker
Keep crushing it week after week.
00:15:05
Speaker
Remember, it's the consistency that wins.
00:15:08
Speaker
Rome was not built in a day.
00:15:09
Speaker
And top closers, top people in the solar industry were not built overnight.
00:15:13
Speaker
But they're built little by little, step by step.
00:15:16
Speaker
And that's how you are going to dominate and master this craft.
00:15:19
Speaker
Hope that helps.
00:15:20
Speaker
We'll see you guys on the next one.
00:15:21
Speaker
Thank you.
00:15:22
Speaker
Appreciate you.
00:15:22
Speaker
Love you for listening to the show and supporting it.
00:15:24
Speaker
Keep sharing.
00:15:25
Speaker
Keep liking.
00:15:26
Speaker
Means the world to me.
00:15:27
Speaker
We'll see you guys.
00:15:28
Speaker
Peace out.
Special Offer: Free Sales Diagnostic
00:15:29
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:15:35
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:15:42
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:15:47
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:15:54
Speaker
so at now we have six bucks for this month so book a call now don't miss out what you're going to do is send an email to taylor at solarpreneurs.com that's taylor at solarpreneurs with an s.com i'll send you out a calendar link and we will figure out the time that works best so shoot that email and let's increase your sales