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 fail.
Speaker: I teach you how 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 solopreneur, you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Speaker: Hey, Solarpreneurs.
Speaker: Today, we're going to be breaking down some live footage that I recently captured of myself knocking doors.
Speaker: Don't go too hard on me.
Speaker: But we're going to break down a live door presentation, knocking the door, seeing what happens, breaking down the good, the bad, the ugly.
Speaker: So welcome to the podcast.
Speaker: My name is Taylor Armstrong.
Speaker: We're here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Speaker: We are coming at you free and available on Apple, iTunes, Spotify every Tuesday and Friday.
Speaker: So thank you so much for tuning in.
Speaker: And we're actually coming up on 500 episodes of the podcast.
Speaker: Can you believe that?
Speaker: Half of a thousand.
Speaker: Just crazy.
Speaker: Never would have thought that when I started this.
Speaker: I think it's been four coming up probably on five years now.
Speaker: Never could have imagined that it would have reached 500 episodes.
Speaker: So thank you for all the support.
Speaker: Thank you for listening.
Speaker: Thank you for sharing.
Speaker: Really, that's what has kept this podcast going.
Speaker: And if you have not, please go share the show.
Speaker: Leave us a review.
Speaker: It's been a little bit since we've had a review.
Speaker: And I get it.
Speaker: Maybe more people are listening on YouTube, other platforms now.
Speaker: But wherever you're listening, I would appreciate it.
Speaker: a little comment, a review, or a rating helps us spread the word, get the show out there.
Speaker: And so let's get into the live footage here.
Speaker: This is my, I had one of our team members.
Speaker: She followed me around with the camera and trying to upgrade the content a little bit.
Speaker: get a little bit better footage for you all.
Speaker: So if you are watching the video version or if you're listening to the podcast, I'm going to try to hopefully sync these up.
Speaker: So if you're watching on YouTube, hopefully you should be able to see actually the live footage as we're going over this little breakdown here.
Speaker: We'll see.
Speaker: See how our editing goes.
Speaker: Um, so yeah, tune in if you want to see the actual video footage, video version, um, but audio podcasts, obviously you're just going to hear what's going on here.
Speaker: Hey, and, um, yeah, I'm still figuring out the video, um, getting better and better, I think, but, um, made a rookie mistake as we were out recording some, um,
Speaker: some footage on the doors actually had a camera and we went to hit record and sure enough said a memory card full didn't bring a backup so if i were a videographer i would have got fired on the spot i'm sure okay but
Speaker: Luckily, I was just doing my own content.
Speaker: So this was recorded just on the regular iPhone.
Speaker: Still decent quality.
Speaker: Hey, but let's get into it.
Speaker: And you're going to hear some objections.
Speaker: You're going to hear how I try to overcome them.
Speaker: And stay tuned till the end.
Speaker: Let's see if I booked this or not.
Speaker: I'm from Utah originally, so.
Speaker: Or else I have you.
Speaker: Please.
Speaker: Hello.
Speaker: Sorry to set out the alarm system there.
Speaker: Hey, is that Rinaldo over there?
Speaker: No chance?
Speaker: Is Rinaldo?
Speaker: Is he here?
Speaker: What is this regarding?
Speaker: They're just scheduled.
Speaker: Okay, so you're right off the bat.
Speaker: You know, you try to correct the joke.
Speaker: Hopefully you have your jokes you can go through.
Speaker: With the dogs, my go-to is always, hey, sorry to set off the alarm system.
Speaker: Sorry to set off the doggy alarm.
Speaker: Usually it gets a little chuckle.
Speaker: You know, you use the same recycle jokes.
Speaker: People like them.
Speaker: But then the other thing that I love doing to break the preoccupation is dropping the name of the owner.
Speaker: So in this case, it was Reynaldo.
Speaker: And you can tell she gets defensive right off the bat because she's saying, what is this regarding?
Speaker: And it'll happen sometimes where...
Speaker: I see it as well.
Speaker: Sometimes I say we're just supposed to talk to all the owners.
Speaker: Are you the owner?
Speaker: And people like for whatever reason, sometimes they want to like keep it a secret, not tell you.
Speaker: So if they give you this response, then nine times out of ten, nine times out of ten, they are the owner.
Speaker: They know who that is, but they just, you know, they just don't want to tell you.
Speaker: They're trying to figure out what's going on first.
Speaker: Yes, let's see what happens next.
Speaker: for the other projects.
Speaker: We just had to know if we were supposed to send them to them, but... Yeah, I know.
Speaker: It's not your... Okay.
Speaker: Is that a husband?
Speaker: No, I don't have a husband.
Speaker: Okay, gotcha.
Speaker: So really, you're the one in charge now?
Speaker: Yes.
Speaker: Okay.
Speaker: Okay, well, maybe you can pass it on to them.
Speaker: Yeah.
Speaker: The goal is they're just checking up to you, like, the meters and electric panels for some of the homes out here.
Speaker: It's just because there's a few new rate plans being rolled out to where it's, like, a discounted rate, and they send this out just because not every home will qualify for it.
Speaker: So the only thing is your bill can't be too high.
Speaker: Do you know?
Speaker: Okay.
Speaker: So a couple of things here.
Speaker: And before you, you know, freak out, we, we were doing homes around there.
Speaker: We did sell homes around there.
Speaker: So that's why I'm referencing that.
Speaker: Hey, we're checking some of the meters and electric panels because we are, we're doing site surveys for a few of the homes around there.
Speaker: Um, so yeah, I mean, you gotta, you gotta watch out.
Speaker: You don't want to tow the line too much.
Speaker: You don't want to feed them straight up lies, but, um, we are serving homes around there and that's my go-to is just to say, Hey, you may see trucks going around, especially if I have sold accounts already in the area, then sometimes they have seen trucks going around and sometimes they have seen the trucks roll up and check, uh, meters and electric panels.
Speaker: So that's what I'm referencing there.
Speaker: And then you'll see again, if you're watching the video version, she this lady, she's pretty perched behind the door there.
Speaker: And part of it is because I think she's trying to make sure the dogs don't escape.
Speaker: But one of the challenges of this is it's going to be tough to get very far in your presentation if they're just cracking the door like that.
Speaker: You got to figure out a way to either get them outside or
Speaker: You got to get side by side to them.
Speaker: So this is where you'll see me in the video version.
Speaker: I actually pass a little slick.
Speaker: I get a side by side.
Speaker: Yeah, always get a lot further doing it this way than just trying to like speak to them and then having the door barely cracked.
Speaker: So moving on.
Speaker: So some of you already know that I run my own door to door sales team here in San Diego.
Speaker: And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
Speaker: But if I want to increase my deal flow, I need to do something different to get an advantage.
Speaker: Then we discovered an app called Solar Scout, but it's not a door knocking app.
Speaker: It's a data platform that shows us who is likely to go solar in our market.
Speaker: It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
Speaker: It's been working for a lot of teams across the country, and now I'm on board too.
Speaker: I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
Speaker: But I told them, hey, I'm going to talk about SolarScout on my show.
Speaker: You need to give my listeners a great deal.
Speaker: And they did.
Speaker: So go to solarscout.app forward slash teeler and book a demo with them and you'll get 10% off your first month when you sign up.
Speaker: That's solarscout.app forward slash teeler.
Speaker: Okay, back to the show.
Speaker: Okay.
Speaker: I know people saw like somewhere over 500 in the summer.
Speaker: Oh my gosh.
Speaker: Okay.
Speaker: Well, let me have to put the air conditioner on.
Speaker: We don't even put it over 7.
Speaker: It's still that?
Speaker: It's still that.
Speaker: Oh, my gosh.
Speaker: Okay.
Speaker: I'm from Utah originally, so for a side bill, it's like $200.
Speaker: So you didn't get a letter or anything, did you?
Speaker: No.
Speaker: Okay.
Speaker: Well, this was a few people I'd gotten.
Speaker: I'll be quick.
Speaker: I think somebody's come by and done this before.
Speaker: Yeah, well.
Speaker: OK, and so you'll see as I move in and I hand her the little slick I got now, she's kind of like starting to realize or she's thinking in her head, OK, this guy is probably selling solar.
Speaker: And that's where you'll hear her say, hey, someone's come by.
Speaker: Someone's talked about this before.
Speaker: Yeah, so we'll see how I handle this.
Speaker: But the other thing is, maybe made a slight mistake there, is I knock typically in San Diego where there are a lot of homes that are extremely low users.
Speaker: So you heard me earlier in the presentation.
Speaker: I told her, hey, part of this is your bill can't be too high.
Speaker: Do you know typically what it's running you?
Speaker: And I like this, especially in San Diego, because so many people, especially if they don't already have solar, most of them are using lower amounts of power.
Speaker: And I know that this is an objection that's going to come up most of the time in San Diego.
Speaker: So I just try to get in front of it and have it be something that they don't have to bring up to me later.
Speaker: It's like the whole eight mile thing.
Speaker: Bring up the objection before they do work so, so much more effectively.
Speaker: Hey, but then, yeah, run into a little bit of a hiccup here.
Speaker: Let's see what happens.
Speaker: I'm passing her to the slick, trying to kind of bulldoze my way through this.
Speaker: But, you know, she's starting to get a little difficult here.
Speaker: So see what happens.
Speaker: Okay.
Speaker: They never got the results.
Speaker: No.
Speaker: No.
Speaker: Okay.
Speaker: So I got the list.
Speaker: Yeah.
Speaker: Well, so what this is, it's just about before you guys, I'm sure you'd heard about like solar panels.
Speaker: Yeah.
Speaker: So before it didn't make a ton of sense.
Speaker: appreciate it yeah so it's not right now they're gonna come back with it's like a custom brochure for the home and then you guys can decide okay okay but all it is just solar didn't make a ton of sense before just because of the costs yeah we don't want to do anything on our roof yeah yeah so they'll come back with but you guys looked at it in the past from companies and all that yeah okay so just because of the cost and it was on the roof that's what yeah i'm not interested
Speaker: Okay, if it was something where it wasn't on the roof.
Speaker: I don't know.
Speaker: Like I said, somebody's come out here before and talked about this and my husband and his dad.
Speaker: So I don't want to waste your time.
Speaker: Okay, well, I just asked because I know there's been like 50 people around from companies.
Speaker: But there's quite a few newer options.
Speaker: So do you guys, they're going to prepare like a brochure either way, but if it was something you didn't have to pay for, didn't go on the roof, benefited the home, is that something you think you'd look at or just go straight in the trash?
Speaker: Okay, so you guys should say so.
Speaker: I'm not interested.
Speaker: Thank you.
Speaker: Okay, so there you have it.
Speaker: And yeah, got shut down, got my teeth kicked in pretty good.
Speaker: Shuts me down.
Speaker: But part of the problem is you could hear in the background, the son, he was trying to kind of gatekeep the whole thing.
Speaker: He was saying, not interested, not interested, get out of here.
Speaker: So I honestly think that if the son wasn't there barking in her ear, I think
Speaker: might have had a decent shot about of flipping her and getting her at least open to looking at some results.
Speaker: Right.
Speaker: I always call it the custom brochure they're going to make for the homes.
Speaker: But yeah, just between that, then the fact that she said her husband didn't like solar at all just wasn't going to get very far.
Speaker: Hey, but you heard a few things that I did attempt that have worked well and that can work great for other people that are feeding you these similar objections.
Speaker: And that's the first thing, just contrasting, right?
Speaker: Contrasting like the old versus the new.
Speaker: She was telling me, oh, solar, yeah, too expensive.
Speaker: We don't want it on the roof.
Speaker: So you hear that I did try to isolate those objections, right?
Speaker: Because if you can isolate those, be like, okay, so sounds like it was just something that you don't want on the roof.
Speaker: and it was going to be super expensive.
Speaker: That's the main thing that your husband didn't like the last time.
Speaker: And I like pinning it on the husband too, because a lot of these things, they're her objections.
Speaker: But if you can pin it on the husband, then she's really going to be telling you what her objections are to solar.
Speaker: Okay.
Speaker: Most people, they have no idea what their spouse is significant.
Speaker: Others think sometimes to a degree, but really a lot of times she's going to be telling what her actual objections are.
Speaker: So if I can isolate those and if I can help her realize that, hey, this is a different program, we have ways around those things, then that's when you can get people more open to it.
Speaker: It didn't work this time, but so many people have the doors.
Speaker: If you can just isolate, okay, so last time didn't save you money, didn't like the way it looked.
Speaker: So let me ask hypothetically if there's a way to do it where it looks a lot better and it saved you more than last time, then sounds like that'd be something you're a little more open to.
Speaker: Because if you can get those on the table, then yeah, it's going to work.
Speaker: You're going to get a lot further.
Speaker: Hey, so stay tuned.
Speaker: We're going to be doing a lot more footage like that.
Speaker: And let me know if you would like to see some YouTube footage broken.
Speaker: I know there's other guys on YouTube.
Speaker: You got guys like Taylor McCarthy, Real Sales Dynamics, great channels.
Speaker: Go give them a follow.
Speaker: But they get some incredible footage on the doors.
Speaker: And I've always thought it was really cool.
Speaker: Just feeling like you're with them knocking doors.
Speaker: And so I'm like, hey, be cool to get some footage like that.
Speaker: Some content.
Speaker: So let me know if you want to see more of that.
Speaker: And if you want to see more live presentation breakdowns, we're going to be trying to get more of that now that I got a little bit of upgrade in the gear.
Speaker: As long as I can get my act together and bring a memory card, bring an SD card, whatever they're called, that has some memory on it.
Speaker: Going to have to go buy some new ones.
Speaker: But I hope you enjoyed that and stay tuned.
Speaker: We got some more exciting episodes for you coming.
Speaker: Catch on the next one.
Speaker: Hope you close some deals this week and happy hunting.
Speaker: Get out there.
Speaker: See ya.
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 Solarpreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and 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.
