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 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: What's up, solopreneurs?
Speaker: Taylor Armstrong here with another episode.
Speaker: Why should you do whatever it takes in deals, and what technologies should you be implementing today?
Speaker: That and much more we're going to be talking about in the episode today.
Speaker: So let's jump into it.
Speaker: First, I want to say go follow me on Instagram if you haven't already.
Speaker: I would love to connect with more of you guys.
Speaker: Also on Facebook, trying to be a little bit more active on the social medias ever since we did a couple social media episodes a few weeks back.
Speaker: But if you are following me, I did a little demo of a new tool that is
Speaker: seriously a gold mine.
Speaker: You guys need to be using this.
Speaker: And we've talked about this tool actually on previous episodes.
Speaker: We had the founder come on, Brad Mortensen.
Speaker: He can go listen to that episode.
Speaker: But the tool is RepCard, which hopefully all you are using by now.
Speaker: But more specifically, what they came out with was a physical card.
Speaker: RepCard, it's an app.
Speaker: You can go and do a little customer follow-up.
Speaker: You can send your digital business card
Speaker: But what they came out with is money is a physical card that you can literally just tap people's phones and it pulls up your digital business card right there.
Speaker: No need to text them, then open the link.
Speaker: You tap their phone and boom, your card is pulling up right there.
Speaker: What's sweet about it is you can go on there and you can save your contact straight from that digital card.
Speaker: So you can just tap save as contact.
Speaker: They're going to be in your phone now.
Speaker: And it's going to make it way easier to follow up with people, get referrals.
Speaker: I did a little demo of it, so obviously can't show you in the audio here.
Speaker: But it's nice because they can see all your reviews too.
Speaker: They can go on there and leave your reviews.
Speaker: They can see probably other people in the neighborhood that left reviews, which you should be encouraging them to do.
Speaker: And then with the top of a button, they can also send a referral.
Speaker: They can submit a referral for you.
Speaker: Okay, so I highly suggest that you go get this rep card.
Speaker: Hit me up and I can connect you with the guys over at rep card and then get the physical.
Speaker: I think it's like $100.
Speaker: You can get just a card that says rep card on it, theme tap.
Speaker: And I think for an extra $100 on top of that, $200, you can get a card with your picture on it with your company and everything.
Speaker: So go get one of these things.
Speaker: It is a game changer and I'm already using it.
Speaker: Definitely noticed a difference.
Speaker: So that's the first thing I wanted to introduce to you guys.
Speaker: And then second, as far as technology goes, another thing we've talked about is we were launching a full custom training platform.
Speaker: It's called Soul Society, and I'm sure we will be doing a full launch episode.
Speaker: But just to kind of give you guys the teaser on it and hopefully get you stoked for it.
Speaker: It is looking super bomb.
Speaker: So you can go check out just a preview.
Speaker: We've finished some videos and things like that.
Speaker: So soulcide.co is the website for it.
Speaker: go check it out there but what we're actually going to be doing is doing this for teams so you if you or your team is interested in having a full custom training platform for your entire company this thing's going to be a game changer for you so whether you're a rep or needing it for your company this is a full app you can get on your phone it has training games from the best in the industry we're constantly adding more
Speaker: Coaches, instructors on there.
Speaker: I am on there.
Speaker: Guys like Earl Kapule, Jake Hess, James Swiderski.
Speaker: We're getting some heavy hitters on there.
Speaker: So you're not going to miss out.
Speaker: The full launch bit is actually on July 1st.
Speaker: Okay, so it might already be out depending on when you listen to this.
Speaker: But if you listen to this right, if you're in June listening to this episode, go get on there because we are doing some special things for those that are doing sort of the beta testing and getting on it before it fully launches.
Speaker: So you can go check that out at soulcidey.co.
Speaker: You guys are not going to want to miss out on that.
Speaker: Okay, so let's jump into the show today.
Speaker: Today I want to talk about just why you should do whatever it takes in your appointments.
Speaker: And this is something that I've seen that top producers have that really helps set them apart, that really helps them close more deals than anyone else, is they just do whatever it takes.
Speaker: They're so persistent.
Speaker: They have that ability to just keep going when others would quit in a deal.
Speaker: To give you an example, guys like Jason Newby, he has an office here in San Diego.
Speaker: I actually met with their team last week.
Speaker: He's grown to about 40 reps, and I think he's only been at his solar company like two or three months now.
Speaker: He's got like 40 reps.
Speaker: And then one of his guys, we're probably going to have him on the show here, his first, I think first month and a half or so, he's closed almost 40 deals, something like that.
Speaker: And I'm like, man, Jason, what are you teaching these guys?
Speaker: What are you guys doing?
Speaker: And something that he tells his guys and that I know he himself does.
Speaker: I was on a little panel with him at the door to door conference that I went to, too.
Speaker: And he just says, Taylor, what we're doing is we're just not quitting.
Speaker: We're just persisting in deals.
Speaker: We're not really following up.
Speaker: They're not even doing any follow up.
Speaker: They're just going.
Speaker: Balls to the walls, just getting deals closed and just not taking no for an answer.
Speaker: Okay, obviously you're not going to be, you're not going to make people super mad.
Speaker: You got to be.
Speaker: You know, that sneaky, persistent.
Speaker: You can't be the guys that just keep taking nose, nose, nose, nose.
Speaker: And you're coming at them with the same thing.
Speaker: But what Jason does with his team is he's an expert at picking and rolling and just weaving through these objections, just being super assumptive and getting these deals locked down.
Speaker: And so it's something super important, just doing whatever it takes.
Speaker: And a story to go with it that I've experienced personally, a few weeks ago, it was on a Saturday.
Speaker: I was having a slower week.
Speaker: And I said, okay, today I don't care.
Speaker: I'm going to go out.
Speaker: I need to go same day deal.
Speaker: I think I only had, I don't know, I was at one close on the week.
Speaker: So I'm like, okay, need to finish with at least two.
Speaker: I'm going to go out Saturday and
Speaker: hit it hard and they go get that same day deal let's close them up let's lock it down so i had no idea what i was going to do but i came across this deal i'm knocking and it was actually like first or second door i knocked and he tells me he's already signed with another company he says i'm good i'm like oh cool no it's awesome
Speaker: uh yeah what company you sign with and we start getting into it just had a conversation that went less from a sales pitch to more just a conversation right which is something you all need to be doing think of any interaction you have as not a presentation not a sales pitch but a conversation with a human being in front of you so i just start chatting with him we start talking he tells me who he went with
Speaker: And lucky for me, it was a company I was super familiar with.
Speaker: I knew their sales process.
Speaker: I had friends that were, you know, reps of this company, things like that.
Speaker: So I'm like, cool.
Speaker: Well, you know what?
Speaker: We've had several people actually switch to our program from that.
Speaker: What I'll do, I'm just going to have our engineers take a look and then we'll get some info back for you.
Speaker: But yeah, we've been able to get several people, better program, better warranties.
Speaker: better equipment, and then also save them a bit more monthly on what they're paying.
Speaker: So let me see at least what I can get for you, and then I'll come back by when they're done.
Speaker: Okay, so I was super assumptive.
Speaker: I didn't say, are you okay if we come back, give you a comparison?
Speaker: I said, no, we're going to have them do this.
Speaker: And yeah, let's see what we can do for you.
Speaker: I'll be back.
Speaker: I'll pop back by.
Speaker: So it wasn't an appointment, it was a pop by.
Speaker: And that's what I did.
Speaker: So I came back, started going through everything.
Speaker: And if you guys listened to the previous episode, I talked about how important it is for you to know your competitors and actually know their contracts if possible, know what people signed.
Speaker: So lucky for me, I knew exactly what type of program this guy was in.
Speaker: I knew the ins and outs of what he had agreed to.
Speaker: And I helped him actually pull up his paperwork from the other company
Speaker: We went through it.
Speaker: I showed him, were you aware of this?
Speaker: And there's several things that I'm sure they didn't like, you know, lie to him or try to not tell him things.
Speaker: But things that he might have forgotten that weren't, you know, as beneficial for him.
Speaker: I went through all these things and it gave me such great credibility.
Speaker: I'm just showing him these things.
Speaker: I say, go to exhibit B, go to this point.
Speaker: And he saw that I knew, yeah, knew this competitor pretty well.
Speaker: So if you can do that, know your competitors.
Speaker: Talked about it in a previous episode.
Speaker: But I did whatever it took.
Speaker: He was not planning on switching.
Speaker: And then what I did is he got hit with the cancellation fee.
Speaker: But I said, no problem, we're going to take care of that.
Speaker: So really, I just did whatever I needed to.
Speaker: He kept on shooting objections, reasons why, even though he did want to switch, but reasons why he couldn't, reasons why it's too hard.
Speaker: And I just gave them an answer for everything.
Speaker: Oh, you got a cancellation fee?
Speaker: No worries.
Speaker: We'll help you get through that.
Speaker: Oh, your HOA is already reviewing your old design?
Speaker: Oh, no worries.
Speaker: Yeah, your neighbor actually, they went through the same thing.
Speaker: I told them stories of people that had switched to us that were that far along in the process and really just helped them feel that I was going to take care of them.
Speaker: I was going to give them the best offer and I was going to be there for them.
Speaker: So that's what set me apart and that's what helped me get that deal.
Speaker: But really just doing whatever it took and anything he came at me with, I gave him a solution.
Speaker: So help people find solutions, help people get what they want and you are going to be rewarded with deals.
Speaker: And then another, yeah, another actually situation just last weekend, I had a appointment.
Speaker: This was the next day appointment set on a Friday, went back on a Saturday.
Speaker: And it was pretty closed off.
Speaker: He was one of these guys wearing two-face masks.
Speaker: Any guy that you see, especially at this point, that's wearing double-face masks, I know they mean business.
Speaker: They're going to be tough clothes.
Speaker: I don't know what it is, but people coming at you with double-face masks, they're no joke.
Speaker: So he comes with two-face masks, comes to the door, and I had prepped him beforehand, I said, when I first set the appointment,
Speaker: I said, hey, we're going to be coming back and I'll come just inside your home.
Speaker: It's going to be on a computer.
Speaker: I have all the information, all the details with you.
Speaker: So when I pop by tomorrow, that's what we'll do.
Speaker: We'll go with you.
Speaker: And he told me he's like, OK.
Speaker: And when I came back to the house, he said, well, yeah, I don't feel comfortable with you coming in the home.
Speaker: So we're just going to have to go outside.
Speaker: So I didn't have much of a choice.
Speaker: He takes me outside.
Speaker: He refused to let me in inside the house.
Speaker: And we're just standing back on his AC unit.
Speaker: He says, just set your stuff here.
Speaker: Show me what you got.
Speaker: And I'm like, oh my gosh.
Speaker: Everyone knows that if you can't get inside the house, if you can't get at that kitchen table, you are fighting a major uphill battle.
Speaker: So I'm in his backyard.
Speaker: I know it's going to be a really tough close.
Speaker: But again, I'm just thinking, okay.
Speaker: What is this guy bought?
Speaker: He's bought lots of other things.
Speaker: I can close this.
Speaker: He's a buyer.
Speaker: And there's another thing that helps me a lot.
Speaker: Grant Cardone talks about this, but just look for things that they have bought.
Speaker: They have the Tesla out front.
Speaker: Do they have a camper?
Speaker: Look at their cars.
Speaker: Look at all the things they have purchased in the past.
Speaker: Okay.
Speaker: If you can build your evidence, this evidence in your head of things that they have purchased, okay.
Speaker: then that's going to help you.
Speaker: Even if you look for things that seem like silly that people would buy.
Speaker: It's like, okay, they have this, I don't know, this pile of junk here that they bought, they spent money on.
Speaker: Okay, they can definitely buy some solar.
Speaker: They can definitely let me help them out with solar if they're willing to go buy stuff like this.
Speaker: That's the little games I play in my head that helps me a ton.
Speaker: Just looking for that evidence of things they have purchased in the past.
Speaker: Okay, but we're going.
Speaker: I'm fighting the uphill battle.
Speaker: And my goal was just take it as far as I could.
Speaker: Okay, some of these, you know, it's going to be a tough close like this one.
Speaker: But take it as far as you can, see where it goes.
Speaker: And we go through it.
Speaker: He's skeptical.
Speaker: He's not wanting to sign today.
Speaker: But just pushing through the deal, just being assumptive, I eventually get him to close.
Speaker: I eventually get him to do the unthinkable that he was no way wanting to do that day.
Speaker: I said, okay, we're just going to get the ball rolling.
Speaker: We need to, did the takeaway.
Speaker: Hey, we need to see if we can get your home approved.
Speaker: We need to fill out these forms and then have our guys come check it.
Speaker: In the meantime, yeah, you can review it all.
Speaker: This is our agreement we're going to submit with you.
Speaker: You review it all.
Speaker: Worst case scenario, if you feel like something isn't working for you guys, by all means, let me know.
Speaker: And then no problems at all.
Speaker: We'll just scrap the whole thing.
Speaker: But this, I mean, obviously, if we get it approved on our end, you can't think of anything that wouldn't be beneficial for you.
Speaker: Right, Mr. Crestomer?
Speaker: See what he says.
Speaker: Do the little trial close.
Speaker: And he's like, no, everything looks good.
Speaker: Yeah, seems like it'd work for us.
Speaker: Great.
Speaker: Well, yeah, we'll just get a few forms in.
Speaker: They're just going to verify the credit.
Speaker: And then we'll fill out a couple of forms with you.
Speaker: You'll get everything that I told you in writing.
Speaker: Then we'll get this started for you.
Speaker: Then hopefully cross our fingers.
Speaker: It does go well on our end.
Speaker: Hopefully we don't have to turn your home down.
Speaker: But yeah, it's going great.
Speaker: Showed them a few testimonial videos.
Speaker: Got them sold on the credibility that we built with the people we had already helped in the neighborhood.
Speaker: So just do whatever it takes.
Speaker: Don't quit in deals.
Speaker: I see this so many times where people just quit in deals.
Speaker: They do not want to get to that uncomfortable point.
Speaker: And I still get super uncomfortable in almost every deal I go to because no one wants to sign up the first day.
Speaker: Everyone wants to think about it.
Speaker: Everyone wants to have 10 days to review the contract.
Speaker: But our job is to get people to take action.
Speaker: Our job is to get people to realize that by waiting, they're missing out on things.
Speaker: So have that mindset and really just think of yourself as someone serving.
Speaker: How many people are not going to do this because they get scared of waiting?
Speaker: How many people are not going to do this because they weren't dealing with someone that helped them understand the benefits and that helped them take that action?
Speaker: Okay, so that's the biggest thing our industry needs is closers, guys that can close them on why they should have an appointment to see their solar proposal, which don't use those words, but have a pop by and see their solar information, right, or the words I use.
Speaker: So think of that as you're out there knocking, as you're out there setting appointments, as you're out closing deals.
Speaker: Just do whatever it takes.
Speaker: Think how far can you go
Speaker: How uncomfortable can you make it that they feel like they need to get in on this?
Speaker: Okay, and then use those tools.
Speaker: Guys, go check out Soul Society, the training platform.
Speaker: Get yourself a rep card, a physical card.
Speaker: And then last thing, send us questions.
Speaker: I love hearing from our listeners.
Speaker: What questions do you guys have?
Speaker: I went and talked to Jason Newby's team last week.
Speaker: Was able to go in for one of their trainings.
Speaker: And th is is cool.
Speaker: Got to stand up here.
Speaker: Some of their questions that a lot of new guys have.
Speaker: So if you have suggestions on who you'd like to hear on the show, if you have a, I don't know, questions, concerns, anything you want us to jam on in the show, give you what's working for us here at Solarpreneur and yeah, have experts on, they can talk about it.
Speaker: Let us know.
Speaker: We'd love to check those things out.
Speaker: And thanks again for listening.
Speaker: We will see you guys on the next episode.
Speaker: Hey SolarPrinters, quick question.
Speaker: 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?
Speaker: For the last three years I've been placed in the fortunate position to interview dozens of elite solar professionals.
Speaker: and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
Speaker: That's why I want to make a truly special announcement about the new solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
Speaker: and it's called Sol Society.
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 a day.
Speaker: Currently Sol Society is closed to the public and membership is by invitation only, but solopreneurs can go to solciety.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
Speaker: Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
Speaker: Thanks again for listening.
Speaker: We'll catch you again in the next episode.
