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00:00:01
How To Build Urgency With The Big Beautiful Bill
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While the Big Beautiful Bill hasn't been passed just yet, it's now or never for solar sales to build urgency on its drawbacks. I'll go through the details of the bill, the next steps you should take, and specific openers you can use on your next presentation.
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Transcript
Introduction & Personal 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. I 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 fell.
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.
00:00:31
Speaker
What is a solopreneur you might ask? 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.
Creating Urgency with New Legislation
00:00:41
Speaker
Hey, solopreneurs. Today, we're going talking about how you can utilize the big, beautiful bill that passed the house to build extreme urgency with your potential customers, with the homeowners that you are presenting to.
00:00:55
Speaker
So welcome to the podcast. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry and help you sell a whole lot, especially at this time when we got some crazy stuff going on in the industry.
00:01:11
Speaker
So don't lose your head over it. We did a podcast a week or so back when the news first dropped um about the big, beautiful bill. ah Now is not the time to panic. Now's the time to put your head down, to sell, to make more money than you ever have before.
00:01:29
Speaker
And if you do that, I promise whatever happens with this big, beautiful bill, whether they take credits away or whatever happens, you're going to feel a lot better about it um if you just put your head down and go to work.
Invitation to Sales Blitz & Contact Info
00:01:44
Speaker
So, um, that's what we're be talking about is, you know, first step, you got to choose to work, but then how do we build the urgency game? Before we get into the content of the show, wanted to, um, invite you. If you have not done a blitz with us yet, uh, we have a few coming up. We have one this month, um, at the time of this recording in June, and then we have another one coming up in july We're 2025, um,
00:02:11
Speaker
So if you would like to be considered to join a Blitz with myself and some of the best people we got in Southern California, ah we got a link in the show notes. You can apply. You can also shoot me a ah message on Instagram or an email, taylorsolarpreneurs.com, and we'll hop on a call, see if it's a good fit.
00:02:30
Speaker
Without further ado, we will get into the topic. ka And so we've we've done a few trainings on this here in San Diego
Urgency in Solar Industry Compared to Gold Rush
00:02:37
Speaker
for our team. Want to give a shout out to a few people that have trained on this.
00:02:41
Speaker
ah Tyler Anderson, Mike Brand, some of our guys got a really good leader down here. And the first thing I think needs to be addressed is just treating this with the urgency it deserves.
00:02:54
Speaker
i um I mentioned before and I mentioned in previous episodes, particularly here in California, we've had a lot of things that have changed. right Net metering, it's gone from net metering two to net metering three. People aren't getting as good as credits as they used to get.
00:03:07
Speaker
We have to put batteries in now with the systems. And so a mistake I made is not treating the transition from net metering two to net metering three with the urgency it truly deserves. I left a lot of money on the table.
00:03:19
Speaker
I didn't push as hard. i didn't put my head down, didn't go to work as much as I could have. So um we had a, if you follow me on Instagram, you saw I actually posted this today, but ah the California gold rush, it only lasted six years.
00:03:33
Speaker
and We're talking about this, kind of making the similarities between the gold rush and the solar gold rush. Okay. And in a way, solar is similar, right? I mean, it's got it's gone by super fast.
00:03:46
Speaker
And you look at the gold rush, a lot of people thought it was like a 20-year thing. That's what I thought. And so solar, we're going to be looking back and probably think ah similar thoughts to this, right? Did we take advantage of the opportunity?
00:03:59
Speaker
Or were you the miner that just like went and brought your pickaxe, hit a few rocks or whatever, and then gave up, right? We've all seen that meme where it's like the person that's given up right before they find the gold at the end of the tunnel, right? And they dug so far just to give up at the very end. You can see the gold right around the corner.
00:04:17
Speaker
So are you the person that's going to dig in? Are you going to treat it like the gold rush? And are you going to have the urgency yourself? Because if you don't have urgency yourself, it's going to be very difficult to have it with other people, with the clients you're trying to help and with the people you're trying to serve.
Using Scripts & CRM for Better Sales
00:04:34
Speaker
You need to have that urgency within yourself before you can get other people to take action. Hey, so that's the first thing just to preface it. Okay, but let's talk about a few things that are important um that you should be doing a few systems you should be setting up as we get into this time of urgency. Number one,
00:04:53
Speaker
you need to be printing off some slicks to use specifically on the doors. You've heard me say in the podcast, people believe what they see, not necessarily what they hear. So if you can print out some slicks, give them to your team, have some proof that these things are ending, credits are going away, this bill did pass the house, it's going to help you on the doors.
00:05:13
Speaker
And then once you have that printed out, here's a little script. You can message me for this script um if you want. um so I'm taking this from some of our trainings. But on the door, a good line you could use. ah The problem right now is that the house just passed a bill that completely eliminates the solar federal tax credits. What that means is starting in 60 to 90 days, solar companies won't be able to use federal funding to help pay for these systems to go up.
00:05:40
Speaker
So monthly pricing will jump 40 to 60% overnight. The good news is that anyone that gets installed and inspected before the end of the year will be grandfathered in on the significantly cheaper current pricing. So you're going to see a ton of neighbors getting evaluated over the next few months.
00:05:55
Speaker
So pause that you can repeat it. ah Hit me up if you want. to I can send you over that script on the doors. But if you couple that with some slicks, you print it out and then use lines like that.
00:06:06
Speaker
It's going to help you for those people like, oh, I'm too busy. oh I don't know. I've wanted to look into I don't have time. hit them with these lines, show them that social so um show em the proof with the slick you print out. It's going to help you so much on the doors, right? So that's one thing. And then the second thing, you need to be setting up some systems to reach out to previous customers. This is another thing that I didn't do near as well as I should have when they're transitioning net metering two to net metering three.
00:06:35
Speaker
I knew people that were they were just following up with old customers. They were doing add-on systems, talking about, hey, it's not going to make much sense to add on panels after might as well do it now I know people that they didn't knock a single door they just followed up with all their old leads all the people that were on the fence all their old customers and they made hundreds of thousands just by taking advantage of that follow-up So some of you already know that I run my own door-to-door sales team here in San Diego.
00:07:03
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. But if I want to increase my deal flow, I need to do something different to get an advantage.
Partnership with Solar Scout Announcement
00:07:14
Speaker
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. 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.
00:07:33
Speaker
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.
00:07:48
Speaker
So go solar scout 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 solar scout app forward slash Taylor.
00:08:01
Speaker
Okay, back to the show.
Importance of Follow-ups & Scripts
00:08:03
Speaker
So for you, do you have the organization of all that your previous leads all your previous customers? you're not using something, some type of CRM, you're leaving money on the table.
00:08:16
Speaker
And now is the time to at least organize, you know, write it down, whatever. Hopefully you have some notebook or something at the very least of previous leads, previous customers.
00:08:26
Speaker
yeah But divide it into widest net possible. And what I mean by that is have um all the people that you've installed, customers currently in the process getting installed, have canceled customers, potential leads, unclosed accounts. If you can divide them into those categories,
00:08:46
Speaker
send out a mass message, create a marketing campaign, send out emails, texts, um all sorts of things, all even sending them letters in the mail, right? Get creative with it.
00:08:58
Speaker
But if you do this and you reach out to everyone, then you're going to get a lot of customers um just building off that urgency. hey So align and here's a little script you can use for that for your previously installed customers. Just to give you an example.
00:09:14
Speaker
So something you can go do today, right? Go through all your previous customers, send them out this text. Be much easier if you have a CRM. I use a CRMX. um with Brent Attaway. We can post a link, but it makes it super easy to send out mass texts and you know see the stats on them, see who opened them.
00:09:32
Speaker
That way you're not having a copy and paste this to hundreds hundreds of different people. But a text you could use is, hey, previous customer, so glad we got you installed when we did. The house just passed a bill that if passed by the house would immediately end the 30 to 60% solar federal tax credits that solar companies use to pay for these systems to go up.
00:09:51
Speaker
At the very least, it would increase pricing for new customers by 30 to 50% starting as early as January 1st, 2026. And at the worst, this could eliminate fully funded programs going forward.
00:10:02
Speaker
If you have friends, family, or neighbors that you care about and want to help that haven't gone slower yet, now is the time for them to look. Feel free to put me on a three-way text with them so we can help them qualify before these changes go into place.
00:10:14
Speaker
We would need to move fast because under current law, solar projects need to be installed and inspected before end of year to qualify for funding and to keep current pricing. So something along those lines.
00:10:25
Speaker
And you can use ChatGPT to literally make you an entire follow up sequence, follow up script.
Leveraging AI for Sales Success
00:10:31
Speaker
So utilize ai right? You can tell it, hey I'm trying to build urgency with the new big, beautiful bill that's put into place so I can get customers um lined up before some of these changes.
00:10:44
Speaker
write me a ah seven emails I can send out to potential customers that haven't signed up yet. yeah It'll spit out a bunch of emails. So utilize that.
00:10:54
Speaker
Hey, if you're lazy, you don't want to do any of this chat GPT can literally like write everything for you. And even if you have no CRM, same thing, have chat g GPT, write your scripts for texts you can send, ah you know, you can find images.
00:11:10
Speaker
Get creative with it. So many different ways you can utilize these these urgency builders. Hey, so that's the a few different ways you can build urgency.
00:11:21
Speaker
One more little script we got for in the home is, ah you know, once you set the appointments, make sure you're you're using lines similar to this. Hey, your timing couldn't be better. The reason everyone is looking at this right now and hoping they qualify is that the house just passed a bill that will eliminate the solar federal tax credits immediately.
00:11:42
Speaker
This would increase monthly pricing 40 to 60% for all new solar customers. Luckily, anyone's installed and inspected before the end of the year is grandfathered into the significantly cheaper current pricing.
00:11:54
Speaker
So use lines like that. Make sure you're using them as you're pre framing preframing you potential customers. right? They need to know the urgency of the situation.
00:12:05
Speaker
They need to know to act now. And you need to set up that frame, right? Build the urgency, then set the frame. So that's why Mr. Homeowner, we're in four to six these every day right now, just because so many people are trying to get in before these deadlines.
00:12:19
Speaker
So if it makes sense, great. Then what I do today is we get in some documentation, we'd schedule the site survey, so we can get you in line for the current funding. um So that's the goal with you. Hopefully we can answer all your questions. But obviously, if it doesn't look good or doesn't seem like it makes sense, then yeah, you're welcome to stick with the utility too. Okay, so make sure you're framing it that way, building urgency and helping them understand.
00:12:42
Speaker
So go out there today, treat this with the seriousness as it deserves. Don't be like me. Don't be like other people that they look back after everything's said and done and they're like, I could have worked so much harder, could have made so much more money. I could have changed the course of my career if I would have just sold more, if I would have just treated this differently.
00:13:04
Speaker
ah with urgency, right? Don't be that person. live with the Live with the pain of working hard now rather than the pain of living with regrets after all this is said and done.
Summary on Urgency & Sales Tactics
00:13:15
Speaker
So I hope that helps. Hey, remember the three things. Treat it with urgency within yourself. Number two, print out slicks. Treat it with urgency on the doors.
00:13:26
Speaker
Hit me up if you want some little scripts. And number three, build out some systems. Follow up with all your leads, all your potential customers, all the people that didn't sign up. div Divide them into different categories. Send that follow-up text that was mentioned earlier. i promise if you do this,
00:13:43
Speaker
you're going to get a lot of people that maybe were on the fence or that did not do it. And remember, if you're only sending a text or communication to like 10 people, you can't expect too much. ah Hopefully you have a couple hundred at least um you know customers and people even send out this text because it's not um it's not like you send it out to 10 people, you get all 10 of them responding.
00:14:06
Speaker
It's usually, I would say, i don't know, 10, 20%. um You might make something happen with 10 to 20%. So play the numbers game. Go act today.
00:14:17
Speaker
Take this with the seriousness says ah it deserves and we'll see it in the field. Happy selling. See you next time.
Introduction to Solcitee Learning Community
00:14:24
Speaker
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?
00:14:35
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.
00:14:58
Speaker
And it's called Solcitee. 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 day.
00:15:17
Speaker
and forty five cents a day Currently, Soul Society is open, launched, and ready to be enrolled. So go to soulciety.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join. We'll see you on the inside.