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 Solarpreneur you might ask?
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.
Speaker: What's up, solarpreneurs?
Speaker: Taylor Armstrong back with another episode here to help you close more deals, generate more referrals, and dominate in the solar industry.
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.
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.
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.
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.
Speaker: Okay, and we'll get into that.
Speaker: But before we jump into the topic of today, I wanted to give my boy Serge, creator, a shout out.
Speaker: If you don't follow Serge, he is helping a lot of guys in the solar industry crush it on social media.
Speaker: on Instagram, Facebook.
Speaker: If you haven't heard of this guy, go shoot him a follow, look him up.
Speaker: And he's been actually helping us with some of our content.
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.
Speaker: We're going to be posting some of these interviews now on YouTube.
Speaker: Okay.
Speaker: So we'll, um, we'll,
Speaker: We'll post a link once those things come out, but go search Solar Printer on YouTube.
Speaker: They might already be out as we're recording this episode.
Speaker: But Serge has been helping us get some killer video content with some of our recent interviews.
Speaker: So we'd love to hear what you guys think of that.
Speaker: Do you want more video?
Speaker: Do you guys like the video or are you just audio people?
Speaker: Personally, I love the podcast.
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.
Speaker: So I'm a huge proponent of podcasts, but I know there's a lot of people that prefer the video.
Speaker: So anyways, let me know what you think.
Speaker: I think it's good to have both options, video and audio.
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.
Speaker: So let us know if you vibe with that.
Speaker: Let's jump into the episode.
Speaker: So the two-step framework to go from one to two to four plus deals in a month.
Speaker: The reason we're talking about this today is because I'm actually coaching.
Speaker: We are accepting coaching clients in our Soul Society Inner Circle.
Speaker: If you want to find out more about that, go to soulcidey.co.
Speaker: There should be an Inner Circle tab.
Speaker: You can hit that and book a call if you're interested in
Speaker: in some personal coaching and masterminding to take your cells, your closes up by 40%, 40 to 50% in a month.
Speaker: Okay.
Speaker: But anyways, the reason I'm talking about this, one of our coaching clients in the inner circle is,
Speaker: He is right now, he's primarily setting appointments and he has closers, but he's working up to close his own deals.
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.
Speaker: So I'm like, all right, that's an awesome goal, dude.
Speaker: Let's hit it.
Speaker: Let's go for it.
Speaker: So we've been working together three weeks or so now.
Speaker: We're talking.
Speaker: We're talking.
Speaker: He's making some small improvements.
Speaker: But our last call is the reason for this episode.
Speaker: So we get on the call, and he didn't have much improvement from the previous week we talked.
Speaker: And I started realizing that a few of our recent calls that we had,
Speaker: is we were talking about almost all of the sales techniques.
Speaker: He's like, Taylor, what do you do on the doors?
Speaker: What do you, how do you overcome this objection?
Speaker: How do you get more referral?
Speaker: All these sales specific things, very technical, which is awesome to know all the technical sales knowledge.
Speaker: And that's going to create improvements to
Speaker: But as I was trying to think, why is he making slower improvements?
Speaker: And this was the reason.
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.
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.
Speaker: So I started realizing this.
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?
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?
Speaker: And that's the purpose of these KPIs, right?
Speaker: The key performance indicators is they help you see where the improvements need to be made.
Speaker: So for those that are training new teams, think about that.
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.
Speaker: Everyone wants to talk about the sexy sales techniques, the sexy closing lanes.
Speaker: the things that you can say on the door, what's the magic words that people are going to sign up instantly.
Speaker: But guess what?
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
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.
Speaker: And I brought these books up quite a few times in the podcast, but go read.
Speaker: I'm looking at it right now on my bookshelf.
Speaker: It's the slight edge, the compound effect.
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.
Speaker: Because they're not talking about secret lines.
Speaker: They're just talking about being consistent, doing something small every day.
Speaker: And that's what's going to create a massive results in your life.
Speaker: So think about that.
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?
Speaker: When I was at this knock star event a couple of weeks back,
Speaker: been talking about it kind of a lot lately.
Speaker: Taylor McCarthy, Danny Pesce, two awesome, awesome guys in the door-to-door training industry.
Speaker: They're changing the game for solar training.
Speaker: They got some great content, but I was at their mastermind event and they're in Key West, Florida.
Speaker: And this is something that Taylor McCarthy was talking about.
Speaker: He was telling us how he closed five deals in a day, all self-generated, just him going out and knocking.
Speaker: He closed five in a day.
Speaker: And then he closed like 14 in the week.
Speaker: Yeah, all knocking himself.
Speaker: No leads, no setters, none of that.
Speaker: And someone was asking him like, Taylor, what did you do to create that?
Speaker: And the question he threw at us, he asked us to write down what our perfect day of knocking looks like.
Speaker: What's our knocking process?
Speaker: And what he meant by that is,
Speaker: And this is a good exercise for you to go through.
Speaker: If you have a notepad or something, it'd be a great time to pause and write the answer to this down.
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.
Speaker: What were the things you did during that day?
Speaker: And maybe you haven't had a ton of success yet, but...
Speaker: Write them down.
Speaker: Think what were the routines you went through?
Speaker: How did you feel?
Speaker: What were the hours you worked?
Speaker: Make a checklist of those things.
Speaker: Okay, and this is something that Taylor had us do and kind of rate ourselves on.
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.
Speaker: So notice those things.
Speaker: Did you take a, I don't know, ice bath that day?
Speaker: Did you do some meditations?
Speaker: Did you exercise?
Speaker: What type of food were you eating?
Speaker: How many hours did you work?
Speaker: Probably some key things you can notice if you went through this exercise.
Speaker: And now start to think about, are you doing those things day after day?
Speaker: Are you implementing those little things that gave you the success that day?
Speaker: Are those things that you implement in your day-to-day routine?
Speaker: Maybe so, maybe not.
Speaker: So what Taylor McCarthy told us is his perfect day of knocking looks like this, and this is how he...
Speaker: He got the five deals in a day and 14 in a week.
Speaker: He said, guys, my perfect day of knocking is this.
Speaker: 9.30 to 10, I knock my first door.
Speaker: That's when I get out there.
Speaker: Before I get out, though, I go and I get my cooler full of ice.
Speaker: That's his trigger habit.
Speaker: If any of you have read The Power of Habit, it's a great book as well, Charles Duhigg.
Speaker: They talk about what are the triggers that you can put into place for your habits.
Speaker: That's something to think about.
Speaker: So for those that are out knocking, what type of triggers do you have that can trigger you into the knocking mindset?
Speaker: For Taylor McCarthy, he goes and he fills up his cooler with ice.
Speaker: He goes to the gas station.
Speaker: And then he gets all his drinks, his Gatorades, because he's not taking breaks to come back and go to gas stations.
Speaker: He's gearing up for a full day of knocking.
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.
Speaker: So once he gets his ice, he knows, all right, it's game time.
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.
Speaker: This is what Taylor McCarthy does.
Speaker: He gets his ice.
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.
Speaker: Can let your brain know, all right, it's time to go.
Speaker: Once I do this, that means it's time to go knock.
Speaker: It's time to go close.
Speaker: Time to go work.
Speaker: Because this job, as you know, you don't have people babysitting you.
Speaker: A lot of times, there's a lot of people, a lot of solar guys out there that are getting out by themselves.
Speaker: Much easier with the team.
Speaker: Got respect for guys that are lone wolfing it.
Speaker: But think of some trigger you can put into place.
Speaker: And then after that, Taylor McCarthy, he's hitting his first door from 930 to 10.
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.
Speaker: That's just kind of icing on the cake.
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.
Speaker: And then from what he does after that, he breaks it into quarters.
Speaker: And I guess it's not really four.
Speaker: I think you call them quarters, even though it's kind of three time slots.
Speaker: But instead of thinking, all right, I'm knocking all day long, 10 to 12 is bonus extracurricular time.
Speaker: 12 to 3 is his first quarter.
Speaker: 3 to 6 is his second quarter.
Speaker: And 6 to 9 is his third quarter.
Speaker: And that's another pro tip right there.
Speaker: If you are knocking...
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
Speaker: He's going back to his car.
Speaker: He's getting a Gatorade.
Speaker: He's getting a snack, taking his little break.
Speaker: Okay, but he's not sitting in the car.
Speaker: He's not hanging out there.
Speaker: That's what he does.
Speaker: Okay, so the point of all this, make sure you have your perfect knocking day in place.
Speaker: And the two-step framework is this.
Speaker: Number one, get a list of all the habits that are contributing you to having success.
Speaker: Write down exactly what your routines need to be.
Speaker: Write down the things that are helping you, that have helped you have big days.
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.
Speaker: This is what I talked about with my client.
Speaker: And then you make your green smoothie.
Speaker: It doesn't necessarily have to be these things, but these are just examples of things you can throw into your dailies.
Speaker: habits you can track.
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.
Speaker: And maybe it's different.
Speaker: Maybe your goal is to just knock four hours for the day or go to X amount of appointments.
Speaker: But whatever your goal is, whatever you know is going to help you to have success.
Speaker: That's what you need to be tracking, measuring and adjusting.
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.
Speaker: So what we did is we assigned points to all these habits and all these things he's trying to put into place.
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.
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.
Speaker: First, he needs to get consistent with being out on the doors at a specific time with doing his perfect morning routine and
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.
Speaker: Start tracking these habits.
Speaker: Figure out what you're missing.
Speaker: Write them all down and then assign a point value to them.
Speaker: That's what we put into place.
Speaker: Okay, so maybe you're getting a point for waking up on time.
Speaker: Maybe you're getting a point for your green smoothie.
Speaker: And then give yourself a couple points for getting on the doors at a consistent time.
Speaker: And for him, it was he wanted to talk to 15 homeowners in a day as he was out there.
Speaker: Because that's what he can control, right?
Speaker: He can't necessarily control how many appointments he books.
Speaker: But he can control how many people he talks to out there.
Speaker: Okay, so if you are a rep...
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.
Speaker: Okay.
Speaker: This is something that every rep should do every week.
Speaker: Track these old things, give yourself points for them, make it a game.
Speaker: Okay.
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.
Speaker: It's going to be the thing that if you are only closing one or two deals a month,
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.
Speaker: So try it.
Speaker: Train your reps on it.
Speaker: Let me know what you think.
Speaker: Share it with someone that's having trouble in their routines or being consistent.
Speaker: And keep crushing out there.
Speaker: Hope the end of your summer is going awesome.
Speaker: Make sure to push super hard these months because this is when people are getting their high electric bills.
Speaker: Hope you enjoyed the episode.
Speaker: And next time, don't miss out because we're going to have someone that is doing awesome things.
Speaker: His name is Dan Dunn.
Speaker: He is the CEO of Harness Power.
Speaker: It's a company that's, I think they're in four or five different states.
Speaker: And his reps are doing awesome.
Speaker: He's doing awesome things in his company.
Speaker: So you're not going to miss out on what he has to say next time on the Sorepreneur Podcast.
Speaker: So keep crushing and we will see you soon.
Speaker: Hey Solarpreneurs, 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 level solar professionals 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 learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
Speaker: And it's called Solciety.
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, Soul Society is open, launched, and ready to be enrolled.
Speaker: So go to soulcidity.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
Speaker: We'll see you on the inside.
