Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Add On System Breakdown
0 Playsin 16 minutes
This episode is going to break down live footage of knocking on homes with solar, and setting them to pave the way for add-ons. Since they've already been persuaded to go solar, I discuss several key differences you should consider when approaching these homes.
CLICK HERE: https://apply.solarpreneurs.com/
Recommended
Transcript
Taylor Armstrong's Success Story
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you 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.
Becoming a Master Solopreneur
00:00:31
Speaker
What is a solopreneur you might ask? 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. Welcome back to another episode of
Setting Appointments for Solar Add-ons
00:00:43
Speaker
Solarpreneur Podcast. Today today we're going talking about some live footage of how to set appointments for add-on systems in solar.
00:00:51
Speaker
You heard a podcast last week where we talked about some of the reasons why you should consider knocking homes that already have solar. so if you have not listened to that episode, go give a listen. We'll post it in the show notes. This is kind of a part two. We're going be diving into some scripts and live footage on what you should say to these people when you go to the door. So welcome to the podcast. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. Hope you're doing awesome. Hope you're building momentum for the summer season or whenever you're listening to this podcast.
00:01:22
Speaker
We are live, free, and available on Apple, iTunes, Spotify, YouTube, wherever you can listen to podcasts. So please, please, please, if you have not... giving us a review, go leave us a review, go leave us a like, a comment on one of those platforms. It would be much appreciated. That is how we keep the show coming to you on a weekly basis.
Using Real Sales Dynamics for Door Approaches
00:01:42
Speaker
So this episode, we're going to dive in some footage from my buddy, Carlos Morales.
00:01:47
Speaker
He ah has a great YouTube channel. over at Real Sales Dynamics. So you can check out some of his videos. He gave me some inspiration for this episode because he has one of his doors that he approaches on there is someone that already has solar. So I thought he did some great things in this little clip that we're going to play. And so hopefully he's okay with me giving them some free marketing towards our YouTube channel and using a little bit of their footage to break down. So shout out to Carlos and the guys over at Real Sales Dynamics.
00:02:17
Speaker
But we're going to listen in to what he does at this door and break down and hopefully give you some ideas on some ways you can approach people that already have panels to give you a ah shot at getting some new business or some referrals or whatever
Engaging Homeowners with Solar Panels
00:02:32
Speaker
you want to do. So um let's jump right into it.
00:02:36
Speaker
Oh, yeah. All good. I'm Carlos. Good to meet you. This is my buddy Garrett. What's up? I was just looking at the backside. looks like he popped up a bunch of panels on the backside of the house. Solar? Yeah. It's still solar. Yeah. How's it been going? Four or five months ago.
00:02:49
Speaker
ah About four or five months ago. So you're freshly installed. Hell, yeah. Yes. Okay, fantastic. Has already been turned on? Yes, but yeah but bills are okay so right away you can hear he's asking about the guy's experience with the panels. If you don't have some type of app or way to figure out which homes have solar, this helps you out um a lot is you should know... um you know beforehand if the home has solar. i think it's always going to be a little more effective if you go to the home approaching them that you knew they had solar that you're there for that reason. You're there to explore that with them because if you find out they have solar after you knock it then ah you know you can still maybe get an add-on system with that but a little bit easier if you come as the expert knowing that they already had solar and then asking them their their experience.
Benefits of Knowing Solar Status
00:03:36
Speaker
Let's go. I didn't have to buy it. It's Elise. Elise, which company did you end at Pisa? I don't know the name of the company. It's, oh, shit. Something Reach is the name of the paper scope.
00:03:48
Speaker
Light Reach is the finance company, right? Do you just don't remember the install company? what You don't remember the install company? No. Okay, so actually work with Light Reach. That's why I've i've been checking on a couple of the houses out here.
00:04:00
Speaker
You're $14? Is that what you're spending? My last bill, $14. Is there any shot at all that you could pull that up by chance just so that we know on our end like negative utility bills? Because if you're at $14, that means they did every single thing correctly. Yeah, right. Well done. Okay, so he's doing great here about figuring out if they actually have a bill outside of their solar. And, you know, this guy, he only had the panels for four months. So, you know, it's kind of a bit little bit trickier to do an add-on system with someone like that. If they don't have a full year of usage, then little bit tougher to see are the panels working? Are they really going a true up bill? One thing that you may have noticed here is instead of just taking the guy's word for it, that he's paying $14, he actually asked him to get a bill.
00:04:43
Speaker
yeah A lot of people, especially in California where I'm at, they've been approached about add-on systems. Some of these people, they know that if they just tell people, covers our bill, then it's going to get them out of their hair. So it's a smart thing to not just leave it at that, you know ask them to grab a bill.
00:04:58
Speaker
And one thing I would suggest here, i mean, Carlos is doing some great stuff, but he's out he says, is there any chance you could pull that up? And so if I were coaching Carlos, I would say, make it a little more assumptive, be like, hey,
00:05:09
Speaker
We're the ones that are in charge of just ah doing the audits on the system. Unfortunately, a lot of people are still getting bills from the utility. So they just have us double check your bill and make sure it's all squared away. So do you get the bills paper or electronic usually?
00:05:22
Speaker
And make it a little more assumptive, transition into it. Because just like when you're setting any other appointments, When you ask for permission on things rather than assume the chance goes down slightly that you're going to get them pull up their bill or whatever you're asking them to do. So I would tell Carlos, hey, make it a little more assumptive to say, we're just we're supposed to pull up the bill with you and make sure it is covering all your usage so far. So if you could pull that up, probably have a slightly higher chance of getting it. Just a small thing.
00:05:49
Speaker
Let's see what he does next. My solar bills with the we run about 350. Yeah. went down to like a hundred, hundred dollars, hundred tech dollars.
00:06:00
Speaker
Got it. So with payment, the light reach of hundred fifty dollars, it's still a hundred dollars a month cheaper. Yeah. that Yeah. Very good. That's, that's, that's super. solid for so so its I don't like these. It's salty. I'm salty. Okay. guess have to eat it.
00:06:17
Speaker
Exactly. You have to. Very important. 39 years ago, that full enclosure.
00:06:25
Speaker
i don't like this so so okay i guess i exactly after's very important thirty nine years ago with that cool closure It costs me $20,000.
00:06:36
Speaker
You tell me that enclosure, now the way I have it, it costs you $100,000. Are you kidding me? Oh, yeah. Oh, yeah. I know those fool guys. I sell them solar. They make a hell of a lot of money.
Managing Time with Prospects
00:06:45
Speaker
And then one thing, this is an older guy, right? If you've been doing solar or door-to-door for any amount of time, you know, older people, they can tend to want to talk your ear off. And we love them. But especially in this situation, you just got to be careful. Are you using your time effectively?
00:07:01
Speaker
So this guy, said he's ah he said he has a $14 bill. He's probably set to go, right? And you got to judge, hey, is it effective that I talk this guy longer? And maybe it is, maybe it isn't. Who knows? And we'll see what Carlos does next. But you just want to be careful about someone that's, is it an effective use of your time to talk to him more, to let him talk your off? Is it going to lead to maybe you getting a referral? is it going to lead to maybe you getting an add-on? In this case, it sounds like an add-on is pretty unlikely because he's only had his panels four months and his bill, he said, was $15. So yeah, probably not super likely, but just something to be aware of.
00:07:35
Speaker
Yeah, just pop it back in. Insurance comes by, pop it back Yeah, but you know, we'll get to the age where we're going to be. You're not doing backflips off the network? I don't know. Open America, 20.
00:07:50
Speaker
New York, yeah. Let's make a cool one. Yeah. I'll you guys go. Get No, you're all good. You seem like a businessman, so I'm only ask you a question here. If you can do me a little favor, I think we can help each other out. So right now you have a $14 bill. There's neighbors of yours who, for whatever beliefs, are like, agent consult. I know. So, quick question for you. If I could take a snapshot of that bill, and we show to any of your neighbors, and they decide to get solar because of that, you get up the $100 referral. I never get a bill. It's not on one. Exactly. So, if you pull it up up the TECO account, it'll pop up that thing. You just, like, view bill on that. I can't get bill. just, I'm not computer literate.
00:08:26
Speaker
Okay. I can help out, because I'm saving this. So, we do a referral thing where you get $100 for anyone referred to. See, but I just, you know, check it. that's a smart idea there. You heard in the previous podcasts we did, you know, I talked about shooting videos with these people. Yeah, mentioning the referral program. So very similar to what I do, what I coach our reps to do.
00:08:46
Speaker
But I do like that's a unique twist on it is and instead of getting a picture or video, he is saying, hey, wait to get the copy or a bill. And then anyone that sees it and sold our hundred dollars to you. So that's a good idea too. I like that. And bonus points would be not only get the copy of his bill, but also get a photo and a video. Imagine if you had that triple whammy.
00:09:05
Speaker
He pulled out and says, hey, do you know this neighbor? Have you seen him? You pull up the picture or the video. And you say, hey, why don't you mention this is his bill with Tico now? Then you pull up the bill. Boom. Who's going to deny at that point? So I like that. I like that. But yeah, I can probably take it even further. Let's see where he goes.
00:09:22
Speaker
I get that. Like, I can show you on mine real quick. Because I got solar in my house. have Duke Energy, though. So you literally just go to the thing, you log in, and then you click View Bill on there.
00:09:35
Speaker
Here, do you have a sip in? i know I know New York. You might shoot me here as soon as I walk That's more of a Florida thing. So you usually use Google when you use your browser on here? So that's great. He's getting inside his little patio porch here with them because, yeah, when you ask people to do stuff, you're behind that little gate. Just so much tougher. So he did the right thing.
00:09:56
Speaker
And um again, going back to what I mentioned earlier, i think if you would have been assumptive from the beginning, just say, part of what we do is check up on all the systems. We just take a look at your bill. i think this would have been even a little bit easier.
00:10:07
Speaker
But yeah, he still makes his way in. He still gets ah sitting down with him on the patio there. And then he's able to get the phone and actually help him because people use that as a cop out, as an excuse. So i don't I don't know how to work it. I don't know how to log in. And so that's really a smoke screen because we all know how to help them log in. It's just about getting in front of them, getting side by side with them.
00:10:27
Speaker
and showing them you're the expert and this is what you do with everyone. No one knows how to log in. That's what we do. We help you log in just so we can make sure your system is working correctly and take a look at the bill with you.
00:10:39
Speaker
like when he's there that you please google oh do i say a off Hey, a pleasure. What's your name again? Dave. Dave Carlos, good to meet you. Brooklyn Dave. Brooklyn Dave. Right on. Brooklyn Dave. Hey, there's a pleasure. What's your name again? this that go off my phone Oh, I see. Okay. so on side what We'll keep at it.
00:11:00
Speaker
Hey, there's a pleasure. Okay, so looks like that's it. It skipped around a little bit. and But yeah, so you can hear what sounds like some of it was edited out a little bit. But um yeah, Carlos did a great job. Probably not a great candidate for an add-on system.
Presenting Solar Add-on Systems
00:11:17
Speaker
But at the end, you did hear that looks like you did get a copy of the bill. And he did at least get to use him as a reference for the area. And so, um yeah, great little script he has, but just the basic elements of presenting someone an add-on system. We simply go to the door, we say, hey, we're the ones in charge of all the energy audits out here. We noticed you guys had the panels, by the way. How's it been going? Pretty happy with everything. Great. Yeah. So we're just a lot of people. Unfortunately, they're still getting bills from the utility just because sometimes their panels can't cover the full production. So that's why they sent us out there is just check um check up on all the people that have the systems already. Do you know what you guys typically pay is monthly, once a year, what you still pay to the utility? And then depending on what they say, if they seem unsure or if it's maybe fringe, maybe they're paying $100 a month, then that's when you're going to do some of the things we're talking about. Transitioning, getting the bill,
00:12:10
Speaker
and then just making sure that you know it's either it either is or is not worth it to add up panels. And then, yeah, once you figure that out, then you can get out of there. But these are some of the easiest conversations you should have. Should be pretty cut and dry. Either they're paying a bill, and then maybe they're a little bit unhappy with their solar, or they're not paying a bill and they're happy.
00:12:29
Speaker
And it's pretty much as simple as that. We do occasionally run into people that they have systems that aren't even working or companies out of business or they don't even know what's going on. So I have, believe it or not, had some scenarios where we come and just rip the whole system off, put up a new one. And or in some cases, it's someone that bought the home, system was there and they didn't know what was going on. It's not working. Companies aren't there to contact.
00:12:51
Speaker
So um yeah, we've had some situations where we just come and just rip it off, put a whole new system up there. But ah those are the more two common scenarios. So i hope that helped hearing some live footage. Again, thank you to Carlos, the guys over at Real Sales Dynamics. Check out their YouTube channel. Yeah, before we end here, want to invite you on our next Blitz. We've got several Blitzes coming up. We've had a lot of people applying, so we'd love to have a conversation, see if you're a fit to come out and jam with us, get some deals.
00:13:18
Speaker
So thanks for tuning in the podcast today. Keep grinding this week, and we'll see you in the
Introducing SolarScout
00:13:23
Speaker
hood. Peace. So some of you already know that I run my own door to door sales team here in San Diego. 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.
00:13:35
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout, but it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:13:48
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. It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:14:13
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:14:26
Speaker
Okay, back to the show. Hey, solopreneurs, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:14:40
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
Announcing Solciety
00:15:03
Speaker
And it's called Solciety.
00:15:05
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45
00:15:24
Speaker
Currently SolCity is open, launched and ready to be enrolled. So go to SolCity.co to learn more and join the learning experience now.
00:15:38
Speaker
This is exclusively for solopreneur listeners. So be sure to go to SolCity.co and join. We'll see you on the inside.