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The 2 Step Framework to Go from 1-2 Closes to 4+ Monthly
50 Plays4 years ago
Tune in now and don't forget to sign up for www.solciety.co!
Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask 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. What's up Solapreneurs Taylor Armstrong back with
Speaker 2 (00:44):
Another episode here to help you close more deals, generate more referrals and dominate in the solar industry. Today, we're going to be talking about the two step framework that you can use today to go from one to two closes to four plus monthly. Okay. And the reason I'm seeing one to two to four, plus this is primarily for people that haven't broken through that barrier yet. Hey, that being said, if you are already closing, you know, four or 5, 6, 7, 8, 9, 10 deals, you can implement these things and they are going to help. But the reason I'm saying from one to two to four plus is because this process, I think is the number one thing missing from people that are trying, they start hitting those consistent four plus a month. Okay. And we'll get into that. But before we jump into the topic of today, I wanted to give my boy Surge creator, a shout out.
Speaker 2 (01:40):
If you don't follow a Surge, he is, uh, helping a lot of guys in the solar industry, crush it on social media on Instagram, Facebook, if you don't, if you haven't heard of this guy, go shoot him a follow, look them up. And he's been actually helping us with some of our content, depending on when you're listening to this, you were probably going to see more video content that we're posting along with episodes. We're going to be posting some of these interviews now on YouTube. Okay. So we'll, um, we'll post a link. Once those things come out, but, uh, go search Solarpreneur. They might on YouTube. They might already be out as we're are recording this episode, but Serge has been helping us get some killer video content with some of our recent interviews. So we'd love to hear what you guys think of that.
Speaker 2 (02:28):
Do you want more video? Do you guys like the video or are you just audio people personally? I love the podcasts. I listen to podcasts when I'm at the gym, when I'm driving to deals, when I'm driving out to my turf, to my area. So I'm a huge proponent of podcasts, but I know there's a lot of people that prefer the video. So anyways, let me know what you think. I think it's good to have both options, video and audio, but we're going to be posting more and more video. And we're going to try to get some of these, uh, interviews on a YouTube. So let us know if you vibe with that, let's jump into the episode. So the two-step framework to go from one to two to four plus deals in a month. The reason we're talking about this today is because I'm actually coaching.
Speaker 2 (03:19):
Um, we are doing, we are accepting a coaching clients in our Solciety, inner circle. If you want to find out more about that, go to Solciety.co. There should be an inner circle tab. You can hit that and book a call. If you're interested in some, um, personal coaching and masterminding to take your cells, um, your closes up by 40%, 40 to 50% in a month. Okay. But, um, anyways, the reason I'm talking about
Recommended
Transcript
Introduction to the Solarpreneur Podcast
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 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.
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.
00:00:41
Speaker
What's up, solarpreneurs?
00:00:42
Speaker
Taylor Armstrong back with another episode here to help you close more deals, generate more referrals, and dominate in the solar industry.
Framework for Increasing Sales
00:00:51
Speaker
Today, we're going to be talking about the two-step framework that you can use today to go from one to two closes to four plus monthly.
00:01:01
Speaker
And the reason I'm saying one to two to four plus, this is primarily for people that haven't broken through that barrier yet.
00:01:08
Speaker
That being said, if you are already closing, you know, four, five, six, seven, eight, nine, 10 deals, you can implement these things and they are going to help.
00:01:18
Speaker
But the reason I'm saying from one to two to four plus is because this process, I think is the number one thing missing from people that are trying to start hitting those consistent four plus a month.
00:01:31
Speaker
Okay, and we'll get into that.
Role of Social Media and YouTube in Solarpreneur
00:01:33
Speaker
But before we jump into the topic of today, I wanted to give my boy Serge, creator, a shout out.
00:01:40
Speaker
If you don't follow Serge, he is helping a lot of guys in the solar industry crush it on social media.
00:01:48
Speaker
on Instagram, Facebook.
00:01:50
Speaker
If you haven't heard of this guy, go shoot him a follow, look him up.
00:01:54
Speaker
And he's been actually helping us with some of our content.
00:01:57
Speaker
Depending on when you're listening to this, you are probably going to see more video content that we're posting along with the episodes.
00:02:03
Speaker
We're going to be posting some of these interviews now on YouTube.
00:02:07
Speaker
Okay.
00:02:07
Speaker
So we'll, um, we'll,
00:02:09
Speaker
We'll post a link once those things come out, but go search Solar Printer on YouTube.
00:02:16
Speaker
They might already be out as we're recording this episode.
00:02:20
Speaker
But Serge has been helping us get some killer video content with some of our recent interviews.
00:02:26
Speaker
So we'd love to hear what you guys think of that.
00:02:28
Speaker
Do you want more video?
00:02:29
Speaker
Do you guys like the video or are you just audio people?
00:02:33
Speaker
Personally, I love the podcast.
00:02:36
Speaker
I listen to podcasts when I'm at the gym, when I'm driving to deals, when I'm driving out to my turf, to my area.
00:02:42
Speaker
So I'm a huge proponent of podcasts, but I know there's a lot of people that prefer the video.
00:02:48
Speaker
So anyways, let me know what you think.
00:02:50
Speaker
I think it's good to have both options, video and audio.
00:02:53
Speaker
But we're going to be posting more and more video and we're going to try to get some of these interviews on YouTube.
00:03:02
Speaker
So let us know if you vibe with that.
Coaching Programs and the Soul Society Inner Circle
00:03:05
Speaker
Let's jump into the episode.
00:03:07
Speaker
So the two-step framework to go from one to two to four plus deals in a month.
00:03:13
Speaker
The reason we're talking about this today is because I'm actually coaching.
00:03:19
Speaker
We are accepting coaching clients in our Soul Society Inner Circle.
00:03:25
Speaker
If you want to find out more about that, go to soulcidey.co.
00:03:28
Speaker
There should be an Inner Circle tab.
00:03:31
Speaker
You can hit that and book a call if you're interested in
00:03:35
Speaker
in some personal coaching and masterminding to take your cells, your closes up by 40%, 40 to 50% in a month.
00:03:47
Speaker
Okay.
Daily Routines and Success Habits
00:03:49
Speaker
But anyways, the reason I'm talking about this, one of our coaching clients in the inner circle is,
00:03:56
Speaker
He is right now, he's primarily setting appointments and he has closers, but he's working up to close his own deals.
00:04:06
Speaker
And he tells me, Taylor, my goal is in the next two months that we're working together, I want to get closing my own deals and I want to have five deals closed in a month.
00:04:17
Speaker
So I'm like, all right, that's an awesome goal, dude.
00:04:20
Speaker
Let's hit it.
00:04:20
Speaker
Let's go for it.
00:04:22
Speaker
So we've been working together three weeks or so now.
00:04:25
Speaker
We're talking.
00:04:26
Speaker
We're talking.
00:04:27
Speaker
He's making some small improvements.
00:04:29
Speaker
But our last call is the reason for this episode.
00:04:33
Speaker
So we get on the call, and he didn't have much improvement from the previous week we talked.
00:04:41
Speaker
And I started realizing that a few of our recent calls that we had,
00:04:46
Speaker
is we were talking about almost all of the sales techniques.
00:04:51
Speaker
He's like, Taylor, what do you do on the doors?
00:04:53
Speaker
What do you, how do you overcome this objection?
00:04:57
Speaker
How do you get more referral?
00:04:58
Speaker
All these sales specific things, very technical, which is awesome to know all the technical sales knowledge.
00:05:06
Speaker
And that's going to create improvements to
00:05:08
Speaker
But as I was trying to think, why is he making slower improvements?
00:05:15
Speaker
And this was the reason.
00:05:16
Speaker
It's because we're focused so much on these little technical things that we weren't talking as much about what needed to be talked about.
00:05:25
Speaker
And that is the behind the scenes things, the consistency, the routines, the showing up every day, working the exact hours that you need, and then making sure you have your routines dialed in.
00:05:38
Speaker
So I started realizing this.
00:05:40
Speaker
I'm like, dude, before we get into all the technical sales stuff again, let's talk about what are you doing every day to show up?
00:05:49
Speaker
What are you doing every day to be consistent in your morning routine, in your evening routine, in your hours knocked, in your appointments booked?
00:05:59
Speaker
And that's the purpose of these KPIs, right?
00:06:02
Speaker
The key performance indicators is they help you see where the improvements need to be made.
00:06:09
Speaker
So for those that are training new teams, think about that.
00:06:14
Speaker
I think this is the number one thing for newer reps to take them from the couple deals a month to start closing four plus a month, because that's the thing that people don't talk about as much as they need to that I see.
00:06:28
Speaker
Everyone wants to talk about the sexy sales techniques, the sexy closing lanes.
00:06:33
Speaker
the things that you can say on the door, what's the magic words that people are going to sign up instantly.
00:06:39
Speaker
But guess what?
00:06:40
Speaker
If you're not putting in consistent hours, if you are not, if you don't have your head space dialed in, if you're not there mentally, if you're not following your routines, your morning routine, it's going to make it
00:06:53
Speaker
Super tough to have success, even if you are the world's greatest closer, even if you know all the cool lines, even if you know all the good stuff, if you've read all the sales books in the world, none of that matters if you can't be consistent, if you can't do the small little things day after day to create success.
00:07:11
Speaker
And I brought these books up quite a few times in the podcast, but go read.
00:07:15
Speaker
I'm looking at it right now on my bookshelf.
00:07:18
Speaker
It's the slight edge, the compound effect.
00:07:21
Speaker
They talk about it, and there's a reason why those are two of the best, I would say, personal development books that have been written.
00:07:30
Speaker
Because they're not talking about secret lines.
00:07:32
Speaker
They're just talking about being consistent, doing something small every day.
00:07:37
Speaker
And that's what's going to create a massive results in your life.
00:07:42
Speaker
So think about that.
00:07:43
Speaker
What is the things, what are the things that you can do every day to create the mental space you want to get in?
Success Stories and Recommendations
00:07:52
Speaker
When I was at this knock star event a couple of weeks back,
00:07:56
Speaker
been talking about it kind of a lot lately.
00:07:59
Speaker
Taylor McCarthy, Danny Pesce, two awesome, awesome guys in the door-to-door training industry.
00:08:06
Speaker
They're changing the game for solar training.
00:08:09
Speaker
They got some great content, but I was at their mastermind event and they're in Key West, Florida.
00:08:15
Speaker
And this is something that Taylor McCarthy was talking about.
00:08:18
Speaker
He was telling us how he closed five deals in a day, all self-generated, just him going out and knocking.
00:08:25
Speaker
He closed five in a day.
00:08:27
Speaker
And then he closed like 14 in the week.
00:08:31
Speaker
Yeah, all knocking himself.
00:08:33
Speaker
No leads, no setters, none of that.
00:08:36
Speaker
And someone was asking him like, Taylor, what did you do to create that?
00:08:41
Speaker
And the question he threw at us, he asked us to write down what our perfect day of knocking looks like.
00:08:49
Speaker
What's our knocking process?
00:08:51
Speaker
And what he meant by that is,
00:08:53
Speaker
And this is a good exercise for you to go through.
00:08:57
Speaker
If you have a notepad or something, it'd be a great time to pause and write the answer to this down.
00:09:04
Speaker
Think back to the time when you had a massive day on the doors, massive day closing to some of your most successful days.
00:09:13
Speaker
What were the things you did during that day?
00:09:16
Speaker
And maybe you haven't had a ton of success yet, but...
00:09:20
Speaker
Write them down.
00:09:21
Speaker
Think what were the routines you went through?
00:09:23
Speaker
How did you feel?
00:09:25
Speaker
What were the hours you worked?
00:09:28
Speaker
Make a checklist of those things.
00:09:29
Speaker
Okay, and this is something that Taylor had us do and kind of rate ourselves on.
00:09:37
Speaker
I'm sure you can notice a difference in the things you did on your days of massive success versus days where you didn't have much success.
00:09:46
Speaker
So notice those things.
00:09:47
Speaker
Did you take a, I don't know, ice bath that day?
00:09:51
Speaker
Did you do some meditations?
00:09:53
Speaker
Did you exercise?
00:09:55
Speaker
What type of food were you eating?
00:09:57
Speaker
How many hours did you work?
00:10:00
Speaker
Probably some key things you can notice if you went through this exercise.
00:10:06
Speaker
And now start to think about, are you doing those things day after day?
00:10:11
Speaker
Are you implementing those little things that gave you the success that day?
00:10:16
Speaker
Are those things that you implement in your day-to-day routine?
00:10:21
Speaker
Maybe so, maybe not.
00:10:23
Speaker
So what Taylor McCarthy told us is his perfect day of knocking looks like this, and this is how he...
00:10:30
Speaker
He got the five deals in a day and 14 in a week.
00:10:34
Speaker
He said, guys, my perfect day of knocking is this.
00:10:36
Speaker
9.30 to 10, I knock my first door.
00:10:40
Speaker
That's when I get out there.
00:10:42
Speaker
Before I get out, though, I go and I get my cooler full of ice.
00:10:47
Speaker
That's his trigger habit.
00:10:49
Speaker
If any of you have read The Power of Habit, it's a great book as well, Charles Duhigg.
00:10:56
Speaker
They talk about what are the triggers that you can put into place for your habits.
00:11:03
Speaker
That's something to think about.
00:11:04
Speaker
So for those that are out knocking, what type of triggers do you have that can trigger you into the knocking mindset?
00:11:11
Speaker
For Taylor McCarthy, he goes and he fills up his cooler with ice.
00:11:15
Speaker
He goes to the gas station.
00:11:17
Speaker
And then he gets all his drinks, his Gatorades, because he's not taking breaks to come back and go to gas stations.
00:11:25
Speaker
He's gearing up for a full day of knocking.
00:11:28
Speaker
So from 9.30 to 10, before he's going to a gas station, getting his ice, that's his trigger for his habit, which is getting out and knocking.
00:11:39
Speaker
So once he gets his ice, he knows, all right, it's game time.
00:11:43
Speaker
That's his equivalent of like, I don't know, LeBron James chalking up his hands before the game, throwing it in the air.
00:11:49
Speaker
This is what Taylor McCarthy does.
00:11:51
Speaker
He gets his ice.
00:11:53
Speaker
So think what's the key, what's the trigger you can put into place for when you're knocking, for when you're closing, then get you into that right mindset.
00:12:03
Speaker
Can let your brain know, all right, it's time to go.
00:12:06
Speaker
Once I do this, that means it's time to go knock.
00:12:09
Speaker
It's time to go close.
00:12:10
Speaker
Time to go work.
00:12:12
Speaker
Because this job, as you know, you don't have people babysitting you.
00:12:17
Speaker
A lot of times, there's a lot of people, a lot of solar guys out there that are getting out by themselves.
00:12:23
Speaker
Much easier with the team.
00:12:24
Speaker
Got respect for guys that are lone wolfing it.
00:12:28
Speaker
But think of some trigger you can
Productivity Tips for Solarpreneurs
00:12:30
Speaker
put into place.
00:12:30
Speaker
And then after that, Taylor McCarthy, he's hitting his first door from 930 to 10.
00:12:36
Speaker
And then from 10 to 12, he calls that just as like extra bonus time, his bonus sales, anything he gets from 10 to 12.
00:12:44
Speaker
That's just kind of icing on the cake.
00:12:49
Speaker
He's not necessarily expecting any deals and he closes from them, but he's going out there and he's just trying to talk to people.
00:12:58
Speaker
And then from what he does after that, he breaks it into quarters.
00:13:04
Speaker
And I guess it's not really four.
00:13:07
Speaker
I think you call them quarters, even though it's kind of three time slots.
00:13:11
Speaker
But instead of thinking, all right, I'm knocking all day long, 10 to 12 is bonus extracurricular time.
00:13:18
Speaker
12 to 3 is his first quarter.
00:13:21
Speaker
3 to 6 is his second quarter.
00:13:24
Speaker
And 6 to 9 is his third quarter.
00:13:27
Speaker
And that's another pro tip right there.
00:13:29
Speaker
If you are knocking...
00:13:32
Speaker
um you know really any amount of time make sure you break up your hours into something like that the brain can manage quarters in little chunks of time a lot better than it can all right we're gonna be out here eight hours that sounds pretty daunting right so break it up into chunks and that's what he does that's his perfect day knocking every time there's a end of a quarter 12 to 3
00:13:57
Speaker
He's going back to his car.
00:13:58
Speaker
He's getting a Gatorade.
00:14:00
Speaker
He's getting a snack, taking his little break.
00:14:02
Speaker
Okay, but he's not sitting in the car.
00:14:05
Speaker
He's not hanging out there.
00:14:07
Speaker
That's what he does.
00:14:07
Speaker
Okay, so the point of all this, make sure you have your perfect knocking day in place.
00:14:15
Speaker
And the two-step framework is this.
00:14:17
Speaker
Number one, get a list of all the habits that are contributing you to having success.
00:14:24
Speaker
Write down exactly what your routines need to be.
00:14:27
Speaker
Write down the things that are helping you, that have helped you have big days.
00:14:32
Speaker
And once you identify all these habits, for example, you craft your morning routine, you exercise, you get out of bed at a specific hour, you do your meditation.
00:14:42
Speaker
This is what I talked about with my client.
00:14:46
Speaker
And then you make your green smoothie.
00:14:49
Speaker
It doesn't necessarily have to be these things, but these are just examples of things you can throw into your dailies.
00:14:55
Speaker
habits you can track.
00:14:57
Speaker
And then the other thing we put into place for my coaching student there is he wanted to be on the doors at one o'clock.
00:15:07
Speaker
And maybe it's different.
00:15:08
Speaker
Maybe your goal is to just knock four hours for the day or go to X amount of appointments.
00:15:15
Speaker
But whatever your goal is, whatever you know is going to help you to have success.
00:15:19
Speaker
That's what you need to be tracking, measuring and adjusting.
00:15:23
Speaker
So for my student, it was he wanted to be on the doors by one and then he wanted to be knocking until 830.
00:15:31
Speaker
So what we did is we assigned points to all these habits and all these things he's trying to put into place.
00:15:37
Speaker
Because at the end of the day, he knew he knew a lot of the closes, a lot of the lines to say on the doors.
00:15:43
Speaker
But what he was missing and the reason he's not getting four plus deals in the month right now is because first he needs to get consistent with these things.
00:15:53
Speaker
First, he needs to get consistent with being out on the doors at a specific time with doing his perfect morning routine and
00:16:03
Speaker
Okay, and so if you're not closing four plus deals, or even if you are, this is a great exercise to go through.
00:16:09
Speaker
Start tracking these habits.
00:16:12
Speaker
Figure out what you're missing.
00:16:14
Speaker
Write them all down and then assign a point value to them.
00:16:19
Speaker
That's what we put into place.
00:16:20
Speaker
Okay, so maybe you're getting a point for waking up on time.
00:16:24
Speaker
Maybe you're getting a point for your green smoothie.
00:16:26
Speaker
And then give yourself a couple points for getting on the doors at a consistent time.
00:16:32
Speaker
And for him, it was he wanted to talk to 15 homeowners in a day as he was out there.
00:16:38
Speaker
Because that's what he can control, right?
00:16:40
Speaker
He can't necessarily control how many appointments he books.
00:16:45
Speaker
But he can control how many people he talks to out there.
00:16:48
Speaker
Okay, so if you are a rep...
00:16:51
Speaker
or if you are training reps, or even if you are having success out there, go through this framework, all right, write down the habits, the things you want to be improving, and then track them.
Tracking and Improving Sales Performance
00:17:04
Speaker
Okay.
00:17:04
Speaker
This is something that every rep should do every week.
00:17:08
Speaker
Track these old things, give yourself points for them, make it a game.
00:17:11
Speaker
Okay.
00:17:12
Speaker
And I guarantee it's going to be something that increases the amount of sales, especially if you haven't tasted a ton of success yet.
00:17:20
Speaker
It's going to be the thing that if you are only closing one or two deals a month,
00:17:25
Speaker
just doing this, making this little change, tracking, measuring, adjusting, and seeing what's missing, that's going to be the number one thing that can take you to four plus deals in a month.
00:17:36
Speaker
So try it.
00:17:38
Speaker
Train your reps on it.
00:17:40
Speaker
Let me know what you think.
00:17:41
Speaker
Share it with someone that's having trouble in their routines or being consistent.
00:17:46
Speaker
And keep crushing out there.
00:17:48
Speaker
Hope the end of your summer is going awesome.
00:17:50
Speaker
Make sure to push super hard these months because this is when people are getting their high electric bills.
00:17:58
Speaker
Hope you enjoyed the episode.
00:17:59
Speaker
And next time, don't miss out because we're going to have someone that is doing awesome
Upcoming Episodes and Learning Opportunities
00:18:05
Speaker
things.
00:18:05
Speaker
His name is Dan Dunn.
00:18:07
Speaker
He is the CEO of Harness Power.
00:18:10
Speaker
It's a company that's, I think they're in four or five different states.
00:18:14
Speaker
And his reps are doing awesome.
00:18:15
Speaker
He's doing awesome things in his company.
00:18:18
Speaker
So you're not going to miss out on what he has to say next time on the Sorepreneur Podcast.
00:18:24
Speaker
So keep crushing and we will see you soon.
00:18:28
Speaker
Hey Solarpreneurs, quick question.
00:18:29
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?
00:18:39
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.
00:18:51
Speaker
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.
00:19:02
Speaker
And it's called Solciety.
00:19:04
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.
00:19:23
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:19:29
Speaker
So go to soulcidity.co to learn more and join the learning experience now.
00:19:37
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
00:19:44
Speaker
We'll see you on the inside.