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How to Be a Top 1% Earner in Sales - Jordan Stupar
147 Plays1 year ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Taylor Armstrong's Solar Success Story
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 solopreneur you might ask?
00:00:33
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.
00:00:41
Speaker
All right, what's going
Jordan Stupar's Sales Insights
00:00:42
Speaker
on, everybody?
00:00:42
Speaker
I am super stoked for this episode.
00:00:44
Speaker
We've got someone that has been doing sales training, consulting, selling himself, doing millions of dollars in his company, and just pretty much coached, consulted, or sold in, I think, just about anything you could sell out there, at least anything major.
00:01:01
Speaker
So we got the one, the only, Jordan Stupar coming on with us today.
00:01:04
Speaker
Thanks for joining us on the show, Jordan.
00:01:07
Speaker
Thanks for having me, Taylor.
00:01:08
Speaker
I'm excited to be here.
00:01:10
Speaker
Yeah, should be fun.
00:01:11
Speaker
And he's at his vacation property taking time away from the family.
00:01:16
Speaker
So appreciate that.
00:01:17
Speaker
He got a kick to the spare bedroom while his family's off building.
00:01:20
Speaker
That's right.
00:01:22
Speaker
That's when you need to be educated to train in and help.
00:01:27
Speaker
you guys out taking a break from the family so appreciate that um but yeah so do you want to give uh i think i would hope most people in cells have heard of you um by now jordan but uh in case they haven't you want to give us maybe the reader's digest version of uh like your background how you got into cells and um yeah yeah yeah so
00:01:49
Speaker
I started door-to-door sales like 22 years ago.
From Door-to-Door to Top Salesperson
00:01:55
Speaker
It's crazy kind of doing the math.
00:01:57
Speaker
I'm like getting old, I feel like.
00:02:00
Speaker
I started door-to-door.
00:02:01
Speaker
That was before solar was ever really a thing that a lot of door-to-door people do now because of how much money you can make.
00:02:08
Speaker
But I was selling alarm systems.
00:02:10
Speaker
I did that for...
00:02:11
Speaker
Eight years, I did that in multiple cities around the country and then naturally kind of started getting a little tired of going door to door.
00:02:20
Speaker
And again, there wasn't really solar at the time.
00:02:23
Speaker
So I got into inside sales and I moved up to New York City and I was the top salesperson on the phones at a company called Copart.
00:02:32
Speaker
And then I ended up down in Miami selling some B2B software products where I worked for Grant Cardone for three and a half, four years.
00:02:42
Speaker
I was his top salesperson for almost the whole time.
00:02:45
Speaker
And then I realized that
00:02:47
Speaker
I was building a nice audience of salespeople who watched me make $500,000, $600,000 a year and they were asking for advice.
00:02:54
Speaker
So I figured why not monetize some of the information that I have developed for myself that put me in a position of success.
00:03:00
Speaker
And I've been in sales training and a couple of other businesses now over the last six, seven years and really enjoying doing that.
00:03:09
Speaker
So that's the Reader's Digest version.
00:03:13
Speaker
Nice, love it.
00:03:14
Speaker
Well, I'm always curious.
00:03:16
Speaker
What was it like?
00:03:16
Speaker
All of us know Grant Cardone.
00:03:18
Speaker
And I've heard from a few people that have worked with them that, you know, some positive, some negative.
00:03:23
Speaker
It's pretty crazy environment.
00:03:26
Speaker
And imagine you got some stories around that.
00:03:28
Speaker
But yeah, what was it like working with Grant and his team down there?
00:03:32
Speaker
I would say that it was a lot of fun as a result of all the hard work.
00:03:37
Speaker
It was ideally a perfect place for me.
00:03:41
Speaker
I'd been in sales for, I don't know, 12, 13 years before working there.
00:03:46
Speaker
So I had a good level of experience and some expertise in what I was doing.
00:03:51
Speaker
But
00:03:52
Speaker
Leading up to that, I never really developed good work ethic.
00:03:57
Speaker
I was always the type of salesperson, I'm sure you've seen it in solar, where a guy goes out and makes 8, 10, 15 grand in a week, and then they don't show up for a week or two because they're out
00:04:09
Speaker
partying or relaxing or chasing girls or whatever.
00:04:14
Speaker
And that was kind of the lifestyle I lived where I would make a bunch of money in a relatively short period of time knocking doors.
00:04:20
Speaker
And then again, I would just kind of take off because it was easier to lay by the pool than it was to go knock more doors.
00:04:26
Speaker
You know, long story short, the thing that I probably enjoyed the most
00:04:30
Speaker
was the work ethic that I was able to develop being there because you're either gonna work really hard, lights out every single day, or you're not gonna be part of the team.
00:04:40
Speaker
And it's pretty simple at that organization.
00:04:43
Speaker
So I'm very grateful for being able to pick up the level of discipline and work ethic that I did working at Grant's office for sure.
00:04:51
Speaker
So was it just something like if you didn't show up, like work insanely hard, they're just kicking off the team.
00:04:57
Speaker
Yeah.
00:04:58
Speaker
Like showing up and being on time is like such a prerequisite.
00:05:03
Speaker
It's not even focused on like, obviously if you're, if you're late or, you know,
00:05:07
Speaker
you didn't no call, no show into work, you're fired real quick.
00:05:12
Speaker
Obviously, if you show up and you're supposed to make a couple hundred phone calls and crush it and you don't, they'll talk to you first, but you're pretty much gone.
00:05:26
Speaker
You need to show up every single day and crush it.
00:05:29
Speaker
The best example I have is when I was making 500 grand a year,
00:05:34
Speaker
and top sales guy just crushing it, I would get up to go to the bathroom and the sales manager would be like, hurry up!
00:05:42
Speaker
That would be a good example of the culture there.
00:05:44
Speaker
Yeah, no, that's good.
00:05:45
Speaker
Yeah, it's a pretty insane culture.
00:05:47
Speaker
And I'm sure you know by now, Jordan, but that's one of the things about solar is...
00:05:53
Speaker
Definitely, especially compared to a lot of other door to door industries, people will go make, you know, 10 grand on a cell and definitely a lot of guys are like, I'm going to go sit by the pool and then just wait till that money runs out.
00:06:06
Speaker
So I think that is the curse of solar is there's really high commissions.
00:06:10
Speaker
And guys can go make a killing for a month and then relax for a couple months, then come back.
00:06:15
Speaker
So maybe that's a good place to start.
00:06:18
Speaker
Like what what what are some things you think we could do to like, I don't know, maybe change the culture around solar?
00:06:25
Speaker
Like how would you change if you were starting a solar company?
00:06:28
Speaker
What would you saw guys doing that?
00:06:30
Speaker
How would you change the culture?
00:06:32
Speaker
Would you just like let those guys go right away?
00:06:34
Speaker
I mean, we are 1099.
00:06:35
Speaker
So I guess that's a challenge with it too.
00:06:38
Speaker
But I don't know.
00:06:38
Speaker
Do you have any ideas if you were starting a solar company, what you would do to just create maybe like a similar culture where guys are working every day?
00:06:46
Speaker
Yeah.
Building a Successful Sales Culture
00:06:47
Speaker
You know, if I was starting a solar company, like...
00:06:52
Speaker
I think every leader in that position needs to understand that at least for the first two, three to five years, you have to show that level of work ethic that you want the rest of the team to have.
00:07:06
Speaker
You got to take a big swallow and really question, do I really want to start a solar company?
00:07:13
Speaker
If you're starting it thinking that you're just gonna be an owner and you're gonna make just all this money and you're gonna hang out and go golfing and go on vacations and travel the world and you expect a handful of guys or gals to just go knock doors and just continuously be motivated and make you as the owner a ton of money, that culture is not gonna work out very well because you're not setting an example of the work ethic required to actually have success.
00:07:42
Speaker
If I was going to start a solar company, I would keep everybody 1099, but I would make it have crystal clear expectations of the level of work ethic that's required to just stay on the team.
00:07:53
Speaker
No individual on the team is more valuable than the culture of a company.
00:07:57
Speaker
I've seen that go the right way and I've seen that go the wrong way a million times in the business consulting that I've done.
00:08:03
Speaker
Ultimately, the thing that I would do is I would set the example.
00:08:06
Speaker
That's bullet point number one is I'd
00:08:08
Speaker
be out knocking doors as often as I could when I wasn't working on admin or operations side of the business.
00:08:14
Speaker
And then from there, the other thing that I think anyone would do if they're leading a solar team is they have to sell the vision.
00:08:22
Speaker
Because like you said, somebody can go make 10 stacks on a Saturday and they're good for the next week or two or however long it takes them to blow 10 grand.
00:08:32
Speaker
Sales in general, especially in things like solar where you do have significantly high earning potential, it's an incredible vehicle to actually tangibly get rich.
00:08:44
Speaker
And that was the whole reason I got into sales.
00:08:46
Speaker
You know, when I started knocking doors, they were like, where do you want to be in five years?
00:08:49
Speaker
I was like, dude, on a yacht with Carrie Underwood.
00:08:52
Speaker
They're like, you're fucking hired, bro.
00:08:54
Speaker
Like, that's pretty ambitious.
00:08:55
Speaker
I didn't get into sales and nobody really gets into sales to make whatever money they... We all get into sales because we want big life, sports cars, big houses, all that stuff that we see without having to go to college and, you know, all this stuff.
00:09:10
Speaker
So...
00:09:10
Speaker
I would just say you have to sell that vision of if you work consistently, if you work hard and you have discipline and you develop work ethic, going and knocking doors in solar can literally make you rich.
00:09:25
Speaker
And if you can live below your means and you can be smart financially within three years, dude, like you could have investment properties that are cash flowing and you could have all sorts of opportunities with that money.
00:09:38
Speaker
Again, most people, they'd rather take that Saturday off because they got a sale on Friday and just know that they have a paycheck coming in, you know?
00:09:45
Speaker
Oh, going back to your Grant Cardone days, did was Grant, did you see him like in the office daily or was it something where he wasn't really there?
00:09:53
Speaker
But is he working as hard as it looks like on social media and everything?
00:09:57
Speaker
I mean, there was moments where like, I mean, to be clear, I don't think he ever beat me into the office.
00:10:03
Speaker
And I sure as hell know that he never stayed as late as I did.
00:10:07
Speaker
in the three and a half years that I spent working there.
00:10:10
Speaker
I did see him come into the office and I don't really know what he did.
00:10:13
Speaker
I was a bit disconnected from his day to day because he had an office and I was just on the sales floor.
00:10:18
Speaker
But I was buying into my goal of using that sales position to actually acquire some version of financial freedom.
00:10:27
Speaker
And so I had that intrinsic motivation to show up and I didn't necessarily need a leader
00:10:33
Speaker
you know, showing me the path.
Transitioning Sales Techniques
00:10:35
Speaker
I realized that the path was consistent and frequent work ethic.
00:10:39
Speaker
And I just stuck, stuck to those guns.
00:10:42
Speaker
So what do you think the hardest thing you've sold?
00:10:46
Speaker
Would you say one has been harder than the other?
00:10:48
Speaker
Or like, what was it like going from door to door to like on the phones, cold calling?
00:10:52
Speaker
Was that like a hard transition?
00:10:54
Speaker
Was it harder or easier?
00:10:56
Speaker
Yeah, what's your thoughts on that?
00:10:57
Speaker
I would say the transition from the doors to the phones was definitely a challenge because at least in door-to-door, somebody truly has to be a certain level of heartless to just slam the door in your face.
00:11:10
Speaker
On the phone, it's so much easier to just get immediate rejection because...
00:11:15
Speaker
you're just some voice on the other line of a phone bugging somebody versus a semi-attractive person that took time to show up to the house and like, usually with door to door you can get a little bit more time in because people, again, are a little bit nicer on the doorstep.
00:11:33
Speaker
Number two, it's a little bit easier to read people's body language when they're obviously right in front of you.
00:11:38
Speaker
You can see if they're engaged.
00:11:40
Speaker
You can see if they're interested.
00:11:42
Speaker
So, I mean, there was definitely a challenge there.
00:11:45
Speaker
You gotta be really quick on the phones, gotta be really good with your tone and really dialed in.
00:11:50
Speaker
But I can make hundreds of phone calls in a day and I know that I can't necessarily knock hundreds of doors in a day.
00:11:58
Speaker
At some point there, you're gonna have more opportunities hitting the phones, but again, it comes along with the challenge of having those quality conversations.
00:12:07
Speaker
Also, obviously, I wasn't selling solar, which is a much higher ticket product than say, $35 a month alarm contracts.
00:12:16
Speaker
But I did struggle going from selling a $35 a month product to selling a $54,000 product in selling sales training.
00:12:25
Speaker
So I definitely had to make some adjustments there mentally.
00:12:29
Speaker
And then I would say the hardest thing that I've ever had to sell is what I sell today.
00:12:33
Speaker
I sell me, and I'm not saying that that's difficult per se, but I'm definitely not like world famous
00:12:41
Speaker
I'll call some of my own cash card customers, people that literally purchased something from me already, and they still don't want to talk to me because they just don't really know who I am.
00:12:53
Speaker
They just don't get it.
00:12:55
Speaker
It's difficult being obscure.
00:12:57
Speaker
A lot of people just don't know you or whatever.
00:13:01
Speaker
At least with solar, I feel like people have some type of preconceived notion of what they'd like to do if a solar rep came to their house.
00:13:07
Speaker
They're either going to be
00:13:08
Speaker
semi-interested or they're going to be absolutely not.
00:13:12
Speaker
So it makes it a little bit simpler, I feel, from the customer standpoint when a solar guy shows up to the house.
00:13:18
Speaker
But selling sales training is absolutely something that you got to be real good at if you're going to live a life of doing it.
00:13:26
Speaker
Well, I do some self self training myself and, you know, I have a few coaching clients.
00:13:31
Speaker
It's kind of my side business along with selling solar.
00:13:34
Speaker
You know, I was joking with our mutual friend, Mike Sesniak.
00:13:39
Speaker
He always talks about, oh, I've never sold solar.
00:13:41
Speaker
I'm not even a sales guy, but I just know how to coach people really good.
00:13:45
Speaker
And then I remember getting on the call, getting on calls to like try to, you know, sell people my coaching and all that.
00:13:52
Speaker
And the first like several calls were a train wreck.
00:13:55
Speaker
I'm like, man, this is way harder than selling solar.
00:13:57
Speaker
I can't get people to pay money and believe in me that I can like coach them and help them change their
00:14:03
Speaker
you know, financial futures and make help them make way more money.
00:14:07
Speaker
And I thought it was definitely harder than selling solar.
00:14:09
Speaker
So I definitely got.
00:14:12
Speaker
Yeah, I got respect for if you know how to sell this coaching, I think you could sell anything because, yeah, I definitely think it's harder than selling solar.
00:14:21
Speaker
For sure.
00:14:22
Speaker
Yeah.
00:14:23
Speaker
But yeah.
00:14:23
Speaker
So like you mentioned, you were the top sales guy with Grant Cardone and sounds like you've been at the top of pretty much every company you've been with.
00:14:31
Speaker
So yeah.
00:14:32
Speaker
What are some things, what do you think sets you apart in order to become like the top guy?
00:14:37
Speaker
Was it like work ethic?
00:14:38
Speaker
I'm sure it's a combination of a lot of stuff, but for guys that are like Jordan, how'd I be the top guy at my company?
00:14:44
Speaker
Like you were...
00:14:45
Speaker
um what are some things that sets you apart and maybe what do you like coach people in that are asking you that question when they're in their your programs and everything yeah so i would say my real real answer is
00:15:01
Speaker
Being the top person in your company and being the highest earner is more of a conversation about what you're not doing versus doing more stuff.
00:15:13
Speaker
For instance, like I said, I've had a lot of sales experience walking into a place like Cardone's office.
00:15:22
Speaker
I always had some techniques and approaches that worked.
00:15:25
Speaker
I've always been pretty curious, so I'm pretty natural at asking people questions and building rapport, which is a word I freaking hate.
00:15:33
Speaker
But I would have experienced the same level of success, if not possibly even more, had I worked virtually anywhere else in 2013 and 2014.
00:15:45
Speaker
Because I really, I kind of had a come to Jesus moment with myself, right?
00:15:50
Speaker
When I was like 25, 26, I'd been in sales for a long time.
00:15:54
Speaker
Like I said, I was just screwing off a lot.
00:15:57
Speaker
I was pretty talented or whatever, but I never really amounted to anything financially as a salesperson.
00:16:03
Speaker
And so I had this moment where I was like, dude, what the hell am I doing with my life?
00:16:08
Speaker
Like I'm making...
00:16:09
Speaker
40, 60 grand a year, like just blowing every check and like not really showing up to work.
00:16:15
Speaker
I just, I doubled down.
00:16:16
Speaker
I was like, I'm actually going to use sales as the vehicle to get rich.
00:16:20
Speaker
And so it was more about what I didn't do.
00:16:25
Speaker
I ended up cutting a lot of friends out of my life.
00:16:28
Speaker
I cut out girls out of my life, no Tinder, no dating, no sex, no kisses, no coffee dates, like nothing for 18 months.
00:16:39
Speaker
And, you know, I unplugged, you know, Netflix and my Xbox and I stopped watching TV.
00:16:46
Speaker
And like, I just stopped doing all this stuff that like average people spend a lot of time on.
00:16:51
Speaker
And I just reallocated a lot of that time into just,
00:16:54
Speaker
literally consuming books, watching YouTube videos, recording my sales pitch and listening to it back at night and trying to figure out what's a better way of asking that question.
00:17:06
Speaker
Or if I hear the, I need to think about it objection, what's my best response?
00:17:12
Speaker
And so I just really, really fine-tuned everything over the course of
00:17:17
Speaker
17, 18 months.
00:17:18
Speaker
And within that 18 months, I went from being $40,000 in debt to having no debt.
00:17:25
Speaker
And instead of having $800 in the bank account, like a lot of people, I had $109,000 of liquid post-tax cash sitting in my bank account 18 months later.
00:17:37
Speaker
And again, it has a little bit less to do with just sheer work ethic.
00:17:42
Speaker
And it has a lot more, I think, to do with
00:17:45
Speaker
just kind of cutting off lousy friends, cutting out stupid relationships that don't serve you so that you can reallocate a lot of that time into your own personal development.
00:17:54
Speaker
Because the one thing that we all have in common with the sales that we make are we are the people that make those sales.
00:18:01
Speaker
Yeah.
00:18:02
Speaker
Yes.
00:18:03
Speaker
I love that.
00:18:04
Speaker
Yeah.
00:18:04
Speaker
It sounds like, uh, you know, become upset, be obsessed or be average.
00:18:08
Speaker
Like, uh, uncle G says, right.
00:18:10
Speaker
Just like, I think that's what the top guys do is they just obsess over it.
00:18:15
Speaker
And, um,
00:18:16
Speaker
Like you said, I don't know a whole lot of people that are listening to their recordings at night.
00:18:20
Speaker
So that's like next level stuff that I think a lot of us don't think about and probably really what it takes to be the best.
00:18:26
Speaker
So I love that.
00:18:29
Speaker
Were you at when you're with Grant?
00:18:31
Speaker
Is that the training you're listening to?
00:18:33
Speaker
Would you actually listen to like, you know, the Cardone University and all that stuff?
00:18:37
Speaker
Is that the training you were consuming at the time?
Psychology and Sales
00:18:39
Speaker
I had to.
00:18:40
Speaker
We were all forced to do that.
00:18:43
Speaker
I'm obviously for good reason.
00:18:45
Speaker
You got to understand product knowledge, but you know, I, I literally, I've, I've always really enjoyed the psychological approach and like the brain and like what's going on in the sales process so that when you have all the simple words to say, and these other little approaches you can use them correctly.
00:19:06
Speaker
So the thing that,
00:19:08
Speaker
I spent most of my time on was the psychology behind selling.
00:19:14
Speaker
I dropped out of college and I'm a little, the only regret I have is that I never really got to finish what I thought was interesting in college, which was psychology.
00:19:22
Speaker
I've always been
00:19:24
Speaker
really, really interested in how the human brain functions, particularly from a negotiation, desire type of sales standpoint.
00:19:33
Speaker
And so a lot of that, I think, helped put me in position to have a little bit more of a unique approach.
00:19:39
Speaker
And I would say the thing that really helped me become the
00:19:44
Speaker
the salesperson I am now, and also the top rep at Grants, I've just always had a lot of fun.
00:19:51
Speaker
I love working with other people.
00:19:53
Speaker
And when I'm working with C-suite executives at Fortune 500 companies, and I'm working for your local car dealer, and I'm working with another solar guy, I really just want to have fun.
00:20:06
Speaker
Because if you reject me,
00:20:09
Speaker
and I'm miserable, well, that sucks.
00:20:12
Speaker
But if you reject me, at least I'm having a little bit of fun trying to creatively figure out ways to bring you value and entertain you and follow up with you.
00:20:21
Speaker
Well, at least then I'm having fun and I didn't get paid.
00:20:24
Speaker
But if I can get paid and have fun and have some unique ways of doing business, well, then, you know, at least if I don't get paid, I was at least having a little bit of fun.
00:20:35
Speaker
Yeah, that's a good point.
00:20:38
Speaker
Yeah, and especially going door-to-door a lot more sustainable if you can figure out a way to have fun.
00:20:44
Speaker
For sure.
00:20:45
Speaker
That's where guys burn out.
00:20:46
Speaker
Yeah.
00:20:47
Speaker
They're not having fun out there.
00:20:49
Speaker
Yeah, it's a pretty torturous job to do.
00:20:52
Speaker
Exactly.
00:20:53
Speaker
I like that.
00:20:54
Speaker
Well, and I think the door-to-door guys need to think this way.
00:20:57
Speaker
I think this goes back to one of the first bullet points that we were talking about, kind of like work ethic on the doors, is...
00:21:04
Speaker
Going door to door for one week or a month and like going at it, crushing it every day and making some money and then kind of letting your foot off the gas and not being focused and continuing that momentum.
00:21:18
Speaker
It'd be the same thing as going to the gym every single day and then eating literally nothing but fried foods and sugar all day, every day.
00:21:31
Speaker
So it's like you're putting in all this work.
00:21:34
Speaker
but you're never really getting a result.
00:21:36
Speaker
If any of you guys are out there and you even have just a little bit of momentum, you better keep your foot on the gas because it's the same thing like if you were to go to the gym and you start getting built up and everything, these days I still don't want to go to the gym, but I still see myself in the mirror based on the last six months of going to the gym and eating right.
00:21:56
Speaker
And now I just look in the mirror and I'm like, shit.
00:21:58
Speaker
I get to go to the gym and I get to continue keeping this momentum.
00:22:02
Speaker
So, you know, you got to have momentum and it's an important thing I think to develop.
00:22:13
Speaker
Yeah, definitely.
00:22:15
Speaker
Yeah, and I think for most guys, once you, I don't know, at least for me, once you build up a little momentum and start making money in this, it is tough to, I feel like it's tougher to not do the thing.
00:22:29
Speaker
Like, just like you mentioned with going to the gym, you know, I've been going to some jujitsu classes and I always joke with people that,
00:22:36
Speaker
It takes time and sometimes I like want to quit, but then I think back, okay, I've been doing this for like two years now.
00:22:42
Speaker
And all the like momentum I gained, all the progress I made, it's kind of go down the drain if I just stop going.
00:22:49
Speaker
It's like one of the main reasons why I kept doing these jujitsu classes.
00:22:53
Speaker
I'm like, man, I don't want to lose like the progress I made.
00:22:56
Speaker
And I think it can be that way with sales and probably with anything if we just put in the time and, you know, get to a level where we feel like we do have that momentum.
00:23:06
Speaker
It's a, it's a tough thing to lose it for sure.
00:23:11
Speaker
I wanted to, yeah, I wanted to ask you about something you said, Jordan.
00:23:14
Speaker
You said you hate the word rapport.
00:23:16
Speaker
So tell me about that.
00:23:17
Speaker
Why do you, why do you hate rapport?
00:23:23
Speaker
I just, I mean, literally, I hate the word rapport.
00:23:26
Speaker
It's kind of like everyone's got a word or two or three that they just like, they hate.
00:23:32
Speaker
I just, I've always just hated the word rapport.
00:23:37
Speaker
I know what it means.
00:23:37
Speaker
And I feel like it's a semi important thing in sales.
00:23:40
Speaker
But from that side, I just don't like the word.
00:23:43
Speaker
But genuinely, I found for the most part,
00:23:48
Speaker
that the quintessential salesperson's goal to build rapport is really just a waste of fucking time.
00:23:59
Speaker
I know that you don't care, Taylor, about the weather here in Arizona at my Airbnb or how long I... Like, you just don't care.
00:24:08
Speaker
I also don't care to answer those types of questions if I'm your prospect.
00:24:13
Speaker
Like, oh, how long have you been living here?
00:24:15
Speaker
It's like...
00:24:16
Speaker
Cut the shit and like, let's just get into the sales process.
00:24:21
Speaker
So for me, you know, I think that there's obviously some opportunities to kind of get to know your prospect and, you know, poke a couple of questions.
00:24:28
Speaker
But I think way too many people like think that rapport is like the foundation of the sale.
00:24:34
Speaker
I can't tell you how many sales...
00:24:36
Speaker
I've made or how many millions of dollars worth of revenue I've created.
00:24:39
Speaker
Dude, I hardly even remember the name of the person that I sold because like they're not interested in communicating with me stupid things that don't have to solve problems in their life.
00:24:49
Speaker
And I'm sure as hell not interested.
00:24:51
Speaker
I'm looking to make money.
00:24:52
Speaker
So rapport for me,
00:24:55
Speaker
Yeah, it's just not really my thing.
00:24:58
Speaker
Okay.
00:24:59
Speaker
Okay.
00:25:00
Speaker
Nice.
00:25:01
Speaker
Okay.
00:25:01
Speaker
So do you, well, so speaking of that, cause you, you own, you know, how it is sometimes, especially door to door, we get with like those old ladies who do want to like talk your ear off.
00:25:11
Speaker
Or you get, you know, different personality types who maybe they do want to tell their life story and all that.
00:25:16
Speaker
So how much does that have a factor in like your training?
Understanding Buyer Types
00:25:19
Speaker
And I know it sounds like you like to get straight to the point and all that.
00:25:23
Speaker
And definitely there's prospects where I've made the mistake where they want to get to the point and I'm asking them about their truck outside and ask about their family and they don't want anything to do with that.
00:25:33
Speaker
So yeah, what's, I don't know, what's your thoughts on that?
00:25:35
Speaker
Like different personality types and when would you?
00:25:39
Speaker
maybe try to build some relationships versus not?
00:25:43
Speaker
Good question.
00:25:44
Speaker
Glad you asked.
00:25:46
Speaker
I have found that there's four different types of buyers.
00:25:50
Speaker
And there's essentially the sociable buyer, which is the buyer that pretty much requires you, the salesperson, to kind of shut up and listen to useless stories and such.
00:26:04
Speaker
For instance, I have a
00:26:06
Speaker
a couple of clients that are sociable buyers and they'll call me and I see their name pop up in my phone and immediately I wanna jump off of a bridge because I know that if I pick up that phone call,
00:26:19
Speaker
They're gonna spend 20 or 30 minutes literally talking.
00:26:22
Speaker
The conversation where you can put your phone into a different room, come back 20 minutes later and be like, oh yeah, yeah.
00:26:29
Speaker
And it's like they never knew that you were gone.
00:26:34
Speaker
Those are sociable buyers.
00:26:35
Speaker
And although I don't necessarily have any interest in the stories that they're telling or any of those things,
00:26:43
Speaker
they usually are like, oh yeah, but by the way, I saw this new thing on your website.
00:26:47
Speaker
Can you run my card?
00:26:48
Speaker
I want 20 of them for my sales team.
00:26:50
Speaker
It's like, sure.
00:26:52
Speaker
Because they need that type of communication with that sales rep in order to know that they value the relationship.
00:27:00
Speaker
So in that instance,
00:27:03
Speaker
That's where I am trained, as much as I hate it, to sit down and smile and nod.
00:27:08
Speaker
And then what?
00:27:10
Speaker
And what else?
00:27:11
Speaker
And I try to get them to just continuously, you know, divulge more and more information because they perceive my level of interest and my willingness to listen as a factor in the relationship from a sales perspective.
00:27:28
Speaker
However,
00:27:30
Speaker
Me, I'm not a sociable buyer.
00:27:32
Speaker
I'm what I call a controller buyer where it's like, dude, just get to the point.
00:27:36
Speaker
What's the best price?
00:27:37
Speaker
Can I get it today?
00:27:38
Speaker
And does it solve these three problems?
00:27:40
Speaker
If yes, cool.
00:27:41
Speaker
Run the Amex.
00:27:42
Speaker
Here's a check.
00:27:42
Speaker
Let's do this.
00:27:44
Speaker
Where like,
00:27:46
Speaker
If you come to my house and you're like, hey, you know, it's Taylor out here with Taylor Solar.
00:27:51
Speaker
Like, you know, how long have you been living in the house?
00:27:54
Speaker
I'm immediately like slam the door in your face because I don't care.
00:27:58
Speaker
And like, it's just...
00:28:01
Speaker
Yeah.
00:28:01
Speaker
Just like, hey, I'm going to put solar panels on your roof.
00:28:05
Speaker
We might not even be able to replace your entire utility bill, but there's a reasonable chance you might save a couple of bucks.
00:28:11
Speaker
And at the very least, you can say F you to the utility company who you can't control anyway.
00:28:15
Speaker
You down?
00:28:16
Speaker
And I'd be like, honestly, that sounds like a pretty good deal.
00:28:20
Speaker
Come on inside.
00:28:24
Speaker
Nice.
00:28:24
Speaker
I like that.
00:28:25
Speaker
Yeah.
00:28:25
Speaker
No, I've had a lot of people where I didn't even learn this.
00:28:29
Speaker
I mean, I've been doing solar for like eight years now, but I think maybe like a year and a half ago was the first time I like heard a training about these different personality types.
00:28:39
Speaker
And then all of a sudden I think back to all like the, you know, like bowl a type personalities to where I like tried to build all this rapport.
00:28:46
Speaker
Cause that's what we're taught to do.
00:28:48
Speaker
And then I was getting kicked out of houses.
00:28:50
Speaker
They wouldn't even let me get in my presentation.
00:28:53
Speaker
So I'm like, okay, I guess, uh, I guess there's a reason why there's different personal personality types.
00:28:59
Speaker
And I guess I don't have to like ask all these standard questions to every single person.
00:29:03
Speaker
So hopefully you can learn my mistakes.
00:29:07
Speaker
Yeah, no, that's facts.
00:29:09
Speaker
Yeah, yeah.
00:29:12
Speaker
So yeah, I want to get into a few like, you know, tangible things for solar guys, Jordan, because I think a lot of us have the same problems.
00:29:19
Speaker
And then I'll hear maybe some specific stuff you do in your training and consulting for companies and teams and all that.
00:29:27
Speaker
So just like thinking back on some of my struggles, I know something we get hit with all the time is like appointments, no showing, rescheduling,
00:29:39
Speaker
and just like not being able to get in front of enough people.
00:29:43
Speaker
So I guess, first of all, how many do you, do you currently train a lot of solar guys in your company?
00:29:49
Speaker
Is that a pretty big audience for you right now?
00:29:52
Speaker
It's a, it's pretty decent.
00:29:54
Speaker
I wouldn't say that I have the biggest, most trustworthy or recognizable name in solar.
00:30:02
Speaker
You know, like a Danny Pesci, for instance, he's a good buddy of mine.
00:30:05
Speaker
And yeah,
00:30:07
Speaker
Yeah, so it's a smaller segment of my business, but we do extremely well with the solar people that we work with.
00:30:15
Speaker
So I'm very familiar with what you guys are up against, whether you are in charge of the wholesale process or you're just an opener or you're just a closer.
00:30:27
Speaker
You guys are definitely up against a lot of the similar challenges that a lot of us salespeople are up against too.
00:30:33
Speaker
Yeah, definitely.
00:30:35
Speaker
So yeah, it sounds like you know some of our struggles.
00:30:37
Speaker
So something we encounter a lot is just, like I said, appointments, no showing and constant.
00:30:44
Speaker
I mean, I'm thinking of several people right now that I couldn't get in front of that seem pretty interested, haven't been able to reschedule.
00:30:51
Speaker
So do you have any tips on that?
00:30:53
Speaker
Maybe we have like appointment setters that are listening to this that are like, man, I cannot get these people to sit down.
00:30:58
Speaker
What advice do you have for that, for helping people sit down and then maybe like getting them to reschedule if you weren't able to get a time with them the first time?
00:31:07
Speaker
For sure.
00:31:10
Speaker
When I have ever struggled setting appointments, and there's been times where that happens, I kind of look at that show ratio or whatever, and if I'm realizing that a lot of people are leaving me on read or not sitting per se, that's where I have to kind of go back to the basics.
00:31:28
Speaker
And the basics is...
00:31:30
Speaker
questioning why should somebody take time out of their life to sit down and hear me out, regardless of what I'm selling.
00:31:39
Speaker
Solar panels, HVAC systems, insurance, sales training, you name it.
00:31:45
Speaker
People are exchanging the most valuable thing that they have upfront with you.
00:31:51
Speaker
So money is, it's valuable, but their time is more valuable.
00:31:55
Speaker
So the question that I would give to any of you who are maybe struggling with appointments is,
00:32:00
Speaker
is why should somebody actually spend 20, 30, 40, 50, 60 minutes with you if they don't really necessarily know what they're going to get out of it?
00:32:11
Speaker
So every single time you schedule an appointment, and this is me going back to the basics, is I always let somebody know what's in it for them just for showing up to the appointment.
00:32:24
Speaker
So
00:32:25
Speaker
For instance, if I was selling solar and I got one of those little tentative appointments with Taylor and Taylor's like, yeah, man, you know, I'll be around with my wife at, you know, 4.30, you know, tomorrow.
00:32:37
Speaker
Great, man, happy to do that.
00:32:40
Speaker
Let me grab your email address so I can send you a calendar invite.
00:32:43
Speaker
I know that if anything's not on my calendar, I'm never going to show up to it.
00:32:46
Speaker
And I want to let you know, you and the spouse, when you guys sit down and we swing back around tomorrow at 4.30, whether you do anything with us, I just want to be clear and let you know that my job is a simple one.
00:32:58
Speaker
It's just to give you guys the information that you need so that you can make the best decision moving forward when it comes to solar.
00:33:04
Speaker
And during this little presentation, as we call it, we're going to be able to give you enough information to know for sure, right?
00:33:11
Speaker
whether or not going solar is going to be the right thing for you and your family.
00:33:15
Speaker
Number two, if it's even possible or even responsible for you to do.
00:33:20
Speaker
And then number three, you'll have enough information to know if you want to say no, that it'll be the right thing for you.
00:33:26
Speaker
We call it a win-win presentation.
00:33:27
Speaker
Have you ever had one of those before?
00:33:31
Speaker
And that's where they usually say, no, I've never had one.
00:33:33
Speaker
Cool.
00:33:34
Speaker
You're going to win by knowing that going solar is going to be the best thing for you and your family long term.
00:33:41
Speaker
Or you're going to win knowing that not going solar is going to be the best thing long term for you and your family.
00:33:48
Speaker
I like that.
00:33:49
Speaker
I'll see you at 430 tomorrow.
00:33:52
Speaker
So you're kind of using a colloquial approach right there to a win-win appointment.
00:33:58
Speaker
Who's ever been on one of those?
00:34:00
Speaker
And you're just dropping it in their lap like, dude, I don't care if you go solar or not.
00:34:04
Speaker
I've literally got all your neighbors already.
00:34:06
Speaker
I'm just showing up to give you the info that you need so you can either join what your neighbors are doing or give a finger to the rest of your neighbors and not go solar.
00:34:15
Speaker
But you're going to win both ways knowing that either you're going to do it and it's the right thing or you're going to win knowing that whatever you're currently doing right now is going to be the best thing.
00:34:22
Speaker
Is that fair?
00:34:23
Speaker
Yeah.
00:34:23
Speaker
What about for people?
00:34:24
Speaker
Because I'm thinking for myself, like multiple people who they were seem like they're pretty interested, but they texted me to reschedule or some rescheduled when I showed up for the appointment.
00:34:34
Speaker
And it was like, oh, we're super busy.
00:34:36
Speaker
We'll have to let you know when when works to meet up.
00:34:39
Speaker
We just got like...
00:34:40
Speaker
kids soccer games baseball practice just super crazy right now and then um you know make one attempt to reschedule but can't get back in front of them so for you do you think you would try like showing up to those people or like text them or do like you know some people have like the automations emails stuff like that i don't know what what do you typically do for people like that that are just tough to reschedule a time for
00:35:03
Speaker
Yep.
00:35:03
Speaker
Happens to me all the time working with business owners and people that are actually busy.
00:35:09
Speaker
For your average homeowner out there, sure, stuff pops up, kids' soccer practice, this, that, the other
Innovative Sales Tools and Strategies
00:35:17
Speaker
thing.
00:35:17
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego.
00:35:22
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.
00:35:29
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:35:33
Speaker
Then we discovered an app called SolarScout.
00:35:36
Speaker
But it's not a door-knocking app.
00:35:38
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:35:42
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.
00:35:52
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:35:56
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:36:00
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:36:06
Speaker
And they did.
00:36:07
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.
00:36:16
Speaker
That's solarscout.app forward slash Taylor.
00:36:20
Speaker
Okay, back to the show.
00:36:22
Speaker
Number one.
00:36:24
Speaker
is how you're confirming the appointment.
00:36:27
Speaker
Especially if Taylor is my setter and I happen to be the closer actually going on that appointment, the moment that it's communicated to me that Taylor set an appointment for me, the first thing that I'm gonna do is confirm that appointment with the homeowner in a different type of way.
00:36:44
Speaker
So if you're listening and you have a smartphone, this will increase your show rates by about 50% out the box.
00:36:51
Speaker
If I get an appointment,
00:36:54
Speaker
I'm going into my phone, I'm typing your cell phone number into my phone, I'm popping open a text message, but instead of using my thumbs like everyone else, I'm actually gonna open up my camera and set it over to video, and me, the closer, will send Mrs. Jones a selfie video.
00:37:11
Speaker
Hey Mrs. Jones, it's Jordan over here.
00:37:13
Speaker
I understand that you were working with my guy, Taylor.
00:37:15
Speaker
He's an absolute stud, and I'm really excited to meet with you at 4.30 tomorrow.
00:37:20
Speaker
I just wanted to put a face to the name, let you know I'm a real person over here,
00:37:23
Speaker
I've been in the solar space now for about a dozen years, and literally my job is simple, it's to get you the information that you need so that you can make the best decision moving forward.
00:37:33
Speaker
By the way, this is my personal sell, same one my wife harasses me on, so if you have any questions, need to reschedule, or need anything at all, you know it's always going to be attached to my hand.
00:37:42
Speaker
I look forward to working with you and earning your business.
00:37:46
Speaker
And so I'm going to send that out pre-appointment.
00:37:49
Speaker
That's immediately going to increase customer engagement, meaning they're likely to text you back.
00:37:54
Speaker
Number two, you're differentiating yourselves from literally all the other door knockers, all the other solar professionals, pest control, door siding windows, exteriors, driveway landscaping, all of those folks because you took one extra little step.
00:38:09
Speaker
Additionally,
00:38:12
Speaker
At the time of the appointment, that's where you can send another video if you want to.
00:38:16
Speaker
Hey, Mrs. Jones, I'm literally on the way.
00:38:18
Speaker
Don't shoot me when you see my Camaro pull up into your driveway like it's me.
00:38:24
Speaker
I'm your solar guy.
00:38:25
Speaker
I'm not here to rob you.
00:38:27
Speaker
That works really well.
00:38:28
Speaker
And then if you're attempting to reschedule with people, one is don't get frustrated.
00:38:35
Speaker
How many of you guys want to sit down with a solar rep in the comfort of your own home?
00:38:40
Speaker
None of you do.
00:38:42
Speaker
Zero people want another solar rep or salesperson in their home.
00:38:48
Speaker
So you can't take it personally, you can't get offended, and you can't let that take down your level of enthusiasm.
00:38:57
Speaker
The best thing to do is go to imgflip.com and start just showering their text message feed with a bunch of memes.
00:39:04
Speaker
You can do Pablo Escobar sitting out in the middle of a field, acting all depressed, and just, this is me waiting for you to reschedule.
00:39:14
Speaker
You can type in skeleton and you'll get a skeleton sitting on a park bench.
00:39:19
Speaker
You just say, this is me waiting for you to reschedule.
00:39:22
Speaker
Because memes, they can help communicate your actual frustration.
00:39:26
Speaker
Like, listen, I'm fucking dying over here waiting for you to reschedule.
00:39:32
Speaker
But you wouldn't necessarily communicate that with your customer.
00:39:35
Speaker
You'll let an image articulate the funniness of that actually happening.
00:39:41
Speaker
I closed a $600,000 deal with this owner of this company, and he had blown me off like two or three appointments deep.
00:39:50
Speaker
And so I just found him on Facebook Messenger, and I used the little black and white gif of like that little child at the soup line, like,
00:39:59
Speaker
He was just tapping his desk, waiting for more soup or something.
00:40:03
Speaker
And I literally just sent this over.
00:40:05
Speaker
I just said, this is me waiting on the Zoom call for you right now.
00:40:08
Speaker
And we started finally interacting again.
00:40:11
Speaker
Two weeks later, 600 grand.
00:40:13
Speaker
So the point is that you can have some fun.
00:40:17
Speaker
Use some memes, use some selfie videos, and just treat people like human beings, man.
00:40:22
Speaker
That's so good.
00:40:23
Speaker
I love that.
00:40:24
Speaker
I remember when I was in Cardone University for a little bit, Grant had all these, even sending gifts to people's doors.
00:40:34
Speaker
I remember one of them I watched, he sent a chocolate foot to someone's house and then it said, hey, just trying to get my phone back in the door.
00:40:42
Speaker
I think I tried that one time and it didn't work.
00:40:45
Speaker
So I didn't do it again after that.
00:40:49
Speaker
But do you ever do anything like that?
00:40:51
Speaker
Like sending gifts to these people or like anything crazy like that or mostly just memes and texts and all that?
00:40:57
Speaker
Oh, I mean...
00:40:59
Speaker
If it's a big enough deal where it matters to me, that's where my level of creativity can be unmatched.
00:41:08
Speaker
Well, probably to be fair, three quarters of the things that you saw there in Cardone U were literally straight out of my little playbook.
00:41:14
Speaker
He just went to the studio and shot it faster than I did.
00:41:18
Speaker
But...
00:41:20
Speaker
Honestly, if the deal means enough to you, then get the creativity that you need to to stay in front of that person.
00:41:28
Speaker
Some of the deals that I've gotten have taken years.
00:41:31
Speaker
And you just, you have to be creative.
00:41:34
Speaker
I've done...
00:41:36
Speaker
This probably doesn't work very well in solar, but everyone's favorite little story or follow-up technique that I keep way, way, way up my sleeve should I really need it.
00:41:46
Speaker
But I go to Amazon, you just type in like track phone,
00:41:50
Speaker
and you just mail somebody a prepaid phone, and before you mail it out, you put your number in speed dial one, and then you just send it with a little note that's like, hit speed dial number one.
00:42:06
Speaker
But also, you keep the phone number for that phone.
00:42:09
Speaker
Then you ship it out to your customer, and you pay a little bit extra for delivery notifications.
00:42:16
Speaker
So I've done this probably...
00:42:20
Speaker
probably about 12 times.
00:42:22
Speaker
And I would say 10 times, it immediately puts me in touch with the decision maker because either one, they'll call me speed dial number one.
00:42:31
Speaker
I'm like, what's up?
00:42:31
Speaker
It's your boy Jordan over here.
00:42:33
Speaker
You know, did you forget to pay your cell phone bill?
00:42:36
Speaker
Because you ain't been picking up.
00:42:37
Speaker
So I decided to buy you one.
00:42:40
Speaker
Or worst case is they don't call you, but you have the number and you got the delivery notification.
00:42:46
Speaker
You wait like five minutes and you just call them and they pick up the phone like all scared and they're like, hello?
00:42:51
Speaker
It's like, Taylor, it's your boy Stupar over here, dude.
00:42:54
Speaker
What happened to your phone?
00:42:56
Speaker
And I want to say that I've probably closed nine out of the 12 deals that I've done the bat phone for.
00:43:02
Speaker
It really works nicely.
00:43:05
Speaker
that's incredible no that's a good idea i feel like probably would work uh but no that's what's funny about solar is like we've got commissions that are similar to probably like real estates i mean i don't know too many other industries where a weekend you can go make 10 grand sometimes more off of one deal um i guess depending on the state but a lot of money off a single deal and then
00:43:29
Speaker
Most of these people, if they can't get it or if their appointment doesn't show up, it's just like on to the next one.
00:43:36
Speaker
So that's something I'm trying to personally improve is just like, hey, I'm not following up on a potential easy 10 grand I could make if I can just get in front of these people.
00:43:48
Speaker
And, um, um, yeah, I think it's a mistake that a lot of people make and just being disorganized too.
00:43:53
Speaker
But yeah, do you have any advice on that?
00:43:55
Speaker
I'm sure you're probably using CRMs and all that, but a lot of us in solar, like, you know, ADD, disorganized, typical sales guys, college dropouts, all that.
00:44:06
Speaker
I never, ever followed up when I was going door to door because it was just easier to knock another door than figure out what to say to Mrs. Jones who you haven't talked to in 15 minutes, you know?
00:44:18
Speaker
But as far as, as far as if I got into door to door solar or door to door anything, and maybe the company that I worked for or whatever wasn't providing, you know, a bad-ass CRM and all this, you know, tech, I would, I
00:44:35
Speaker
100% absolutely get like a free HubSpot account or at the very least have some type of spreadsheet where I would put in names, phone numbers, email addresses, birthdays, notes, you know, anything that I can kind of think of.
00:44:48
Speaker
And literally,
00:44:51
Speaker
I would automate a good chunk of the follow-up if I could via technology.
00:44:56
Speaker
But dude, what happens when it rains?
00:44:59
Speaker
I don't want to knock doors in the rain.
00:45:01
Speaker
I'm not trying to prove that I'm David Goggins by being a little bit tougher, by being wet when I... Like, I'm going to go to my apartment, my house, whatever.
00:45:09
Speaker
I'm going to sit down and make some calls and send out some text messages, fire off some memes, some selfie videos, maybe send out a couple burner phones.
00:45:16
Speaker
Who knows?
00:45:16
Speaker
Yeah.
00:45:18
Speaker
And I would allocate a specific chunk of each day or a day of the week or rainy days or whatever to do nothing else other than stay in touch with other people.
00:45:29
Speaker
Because here's the thing for your audience that's listening.
00:45:33
Speaker
All of you guys, if you've been in solar for longer than five minutes, you've probably had it happen where you knocked somebody's door, you made it halfway through your sales process, something didn't work out,
00:45:45
Speaker
Weeks go by, months go by, maybe a year goes by.
00:45:48
Speaker
You end up in that same neighborhood and you look at that house and it's solar panels on top of the roof.
00:45:55
Speaker
And you're like, shit, that should have been me.
00:46:00
Speaker
Well, guess what happened?
Effective Follow-up and Communication
00:46:02
Speaker
All you did is you paid some other solar person there to swing by and sell glass on that roof because you didn't do that job and you weren't having proximity and you lost the momentum that you had in relationship building with that customer.
00:46:18
Speaker
So the whole idea here, folks,
00:46:22
Speaker
if you're listening, you're knocking doors and you want to literally triple your income like starting today, is keep a database of the people that you actually talk to and then figure out some type of follow-up plan on what that is going to look like over the next 10, 12, 14, 16, 18 months.
00:46:42
Speaker
Because trust me, if they spend even a little bit of time talking to you, it means that they have some level of interest going solar.
00:46:51
Speaker
And it might not be today or next week or next month, but sooner or later, that person is going to get the full experience and they're going to make a decision to go with somebody and it might as well be you.
00:47:03
Speaker
So that would be my suggestion in follow-up is to just become a savage when it comes to your follow-up.
00:47:10
Speaker
But also if there's one other nugget, it's like, well, what do I do for 18 months?
00:47:15
Speaker
You entertain them.
00:47:17
Speaker
Memes, YouTube links.
00:47:20
Speaker
If you really want to take it super deep, I would be dialing in my YouTube channels.
00:47:25
Speaker
I would create DIY videos for going solar.
00:47:29
Speaker
Hey, you don't want to buy from us?
00:47:30
Speaker
No problem.
00:47:30
Speaker
Here's where I would go to buy the glass and here's the ladder that you'll need to get up on top of the roof.
00:47:34
Speaker
You can probably handle it yourself.
00:47:37
Speaker
It's like...
00:47:38
Speaker
Why would I make that video?
00:47:40
Speaker
Well, because a guy like Jordan is going to log in and be like, shit, dude, I don't want to do all that.
00:47:44
Speaker
Plus, I don't want to design it.
00:47:45
Speaker
And plus, I don't know if this tree is going to block sunlight.
00:47:48
Speaker
And then like, I'll let a pro do it.
00:47:51
Speaker
And enough of that content is just going to spin up and it's going to create your own personal machine where if somebody's thinking about going solar, they're not thinking about anybody else other than Taylor.
00:48:02
Speaker
And that would be the point of that type of follow up.
00:48:05
Speaker
Yeah, that's true.
00:48:06
Speaker
And I've got, I've got buddies.
00:48:08
Speaker
I got people I know that have done that and, you know, very successful source of Legion.
00:48:13
Speaker
Yeah.
00:48:14
Speaker
Obviously it takes time.
00:48:15
Speaker
It takes time a lot, uh, probably longer than going out and knocking a door, but, um, for sure.
00:48:20
Speaker
I mean, since these can, can build up over time if you're consistent.
00:48:24
Speaker
Uh, what was that website for the memes?
00:48:27
Speaker
What did you say that website was again for that?
00:48:30
Speaker
Uh, I M G flip.com.
00:48:33
Speaker
I am G flip.
00:48:34
Speaker
Okay.
00:48:35
Speaker
I haven't used now one for like a decade, bro.
00:48:36
Speaker
It's made me millions.
00:48:39
Speaker
Nice.
00:48:40
Speaker
Okay.
00:48:41
Speaker
Well, let's check that out.
00:48:42
Speaker
I like that.
00:48:43
Speaker
And then what about, um, so I'm thinking of a specific situation.
00:48:48
Speaker
Uh, it's funny.
00:48:49
Speaker
I had a lot of times I just asked like the people I have on the podcast about stuff that I'm running into real time.
00:48:55
Speaker
So last week I had a customer that's they were sold.
00:48:59
Speaker
They want to sign.
00:49:01
Speaker
But we got the contract and she's like, Taylor, like, I want to do this.
00:49:05
Speaker
But I've just been burned on contracts before where I didn't read the whole thing.
00:49:10
Speaker
So I just can't do this until I read every word.
00:49:12
Speaker
So I want to do this.
00:49:13
Speaker
Come back in two days and I'll sign it.
00:49:16
Speaker
And then sure enough, I have her in my calendar to go back and she's like, Hey, it was a busy weekend.
00:49:21
Speaker
Um, wasn't able to get to reading the contracts.
00:49:24
Speaker
I still, still I'm interested, but, uh, but yeah, yeah, I didn't get to it.
00:49:29
Speaker
So we need to reschedule.
00:49:30
Speaker
So I email, okay, when works, um, yeah, let's figure out a time.
00:49:35
Speaker
And then now it's been two days.
00:49:36
Speaker
Haven't heard back.
00:49:37
Speaker
So if you were me, what would you do to follow up with a customer like that?
00:49:41
Speaker
How would you handle that situation?
00:49:44
Speaker
So I'll give you two gems.
00:49:45
Speaker
Number one is at the time of it being communicated to you that somebody wants to do some type of due diligence, read a contract, whatever, you have to get your buyer to come to their own conclusion and
00:49:59
Speaker
that it would not be irresponsible to not read the contract and just sign right then and there.
00:50:07
Speaker
So what I like to do is I like to give people that acknowledgement, hey, Ms.
00:50:11
Speaker
Jones, totally understand that you've been burnt before.
00:50:13
Speaker
Truth is me too.
00:50:15
Speaker
Nothing's worse.
00:50:16
Speaker
And of course, I want you to know every single detail about what's going on inside this agreement.
00:50:22
Speaker
I'm assuming that you're probably a pretty intelligent person.
00:50:24
Speaker
I also understand that you probably have a shortage of time.
00:50:27
Speaker
And I'm curious to find out when is the last time that you made a pretty even semi-significant decision and didn't read the terms of service and you just clicked okay?
00:50:39
Speaker
Maybe last year.
00:50:39
Speaker
And I'll give that to the buyer.
00:50:41
Speaker
Like, you know, Apple has an update on my phone and I just hit, you know, okay.
00:50:48
Speaker
Like 99% of the population is never going to read a contract, due diligence, do the terms of service, all that.
00:50:55
Speaker
Once that kind of unlocks for them that, oh yeah, I do this type of stuff every single day.
00:51:01
Speaker
Usually it helps grant them permission to continue making those decisions that they have been unaffected by.
00:51:07
Speaker
real briefly for you guys listening, all of the objections that you hear, not at the front, you know, we're not interested.
00:51:15
Speaker
I don't feel like going solar.
00:51:16
Speaker
You're the 85th guy to stop by.
00:51:18
Speaker
Those ones are super legit and very real that you got to be able to handle.
00:51:21
Speaker
But the ones at the dining room table where they're like, hey, it's a lot of money, you know, contract issue, blah, blah, blah, blah.
00:51:28
Speaker
Understand that all of those are coming from your customer subconscious.
00:51:31
Speaker
This lady is
00:51:32
Speaker
She doesn't even know why she's telling you she needs to look at the contract.
00:51:35
Speaker
She's not a lawyer.
00:51:36
Speaker
She's never going to understand what the hell is in that contract, even if she sat down and read it.
00:51:41
Speaker
So what we need to do is we need to ask questions when we hear those types of objections to help our buyers conclude that despite being outside of their budget, they go out of budget all the time.
00:51:53
Speaker
Despite the fact that going solar isn't necessarily going to save me any money, I'm actually going to be paying $20 a month more than my current utilities.
00:52:01
Speaker
So what?
00:52:02
Speaker
We need to drag them away from the subconscious and move that conversation in the neocortex where responsible, logical decision-making is actually found.
00:52:12
Speaker
If you guys want more sauce on that, you guys can hit me up.
00:52:15
Speaker
But to answer your question from a follow-up perspective, how would I stay in front of this person
00:52:20
Speaker
That's where I would ask you, what do you remember that this lady, she likes hobbies, activities, posters, trophies, and anything that you learned about her that she's interested in?
00:52:34
Speaker
Yeah, she's like a foster mom, has like two adopted kids.
00:52:42
Speaker
Damn.
00:52:43
Speaker
I wonder if she got burnt by those tracks.
00:52:46
Speaker
Yeah.
00:52:47
Speaker
Well, I think she kind of did because one of them, she adopted, like stole her identity and is like living on the streets now.
00:52:54
Speaker
So her credit was frozen, of course, because, you know, her daughter stole like her identity and she's gone through some stuff.
00:53:01
Speaker
So maybe that's why it got to my head because she was saying all this stuff.
00:53:04
Speaker
And I think I let her convince me that she should.
00:53:06
Speaker
Uh-huh.
00:53:07
Speaker
That's exactly what it is.
00:53:09
Speaker
She sold me.
00:53:11
Speaker
I'm like waiting.
00:53:11
Speaker
That's exactly what happened, bro.
00:53:14
Speaker
But I mean, that would be tough not to be sold on.
00:53:17
Speaker
If I was you in that house, I'd be like, damn, you have been burnt.
00:53:24
Speaker
Well, you know, if she's into that, she's into taking responsibility for other people.
00:53:31
Speaker
It's very likely that not only does she see solar as a mechanism by which
00:53:36
Speaker
she can maybe replace some of her monthly expenses from a utility standpoint.
00:53:40
Speaker
But also she seems like she might be the type of person concerned about planet Earth and being able to reduce a carbon footprint and again, taking some type of responsibility in respect to the planet and the environment.
00:53:53
Speaker
In which case,
00:53:55
Speaker
I would say and follow up with all sorts of examples of terms of service and agreements and contracts that she probably has in place that she's never been burnt by.
00:54:09
Speaker
And then also simultaneously providing her with the notion that even if everything that what you guys talked about was in the contract, that she could never truly be burnt by going solar because she's going to be doing something good for herself anyway and something good for other people.
00:54:24
Speaker
So a lot of the follow-up content that I would create would be memes in regards to something of that nature or selfie videos that kind of explain some of those types of things.
00:54:36
Speaker
But selfie videos, memes are extremely useful.
00:54:40
Speaker
And also be mindful that a lot of women are going to be, have a proclivity to become a sociable buyer.
00:54:48
Speaker
Somebody again, that cares a lot more about the relationship than say person like me, a controller buyer.
00:54:54
Speaker
And understand that one of the best ways of following up with them and engaging with them in the sales presentation is to ask them questions about how their decision is going to impact other people that are in their family or know them.
00:55:08
Speaker
So,
00:55:09
Speaker
sometimes a lot of you guys can walk away with a big kilowatt solar deal, but you don't because the buyer is, maybe they just don't like the way solar looks.
00:55:20
Speaker
I personally think that more often than not, it doesn't look that aesthetically pleasing having glass on the roof.
00:55:28
Speaker
And I'm also going to be a little bit mindful of what my neighbors think of me having solar and what I'm going to think about the house.
00:55:35
Speaker
And so understand that,
00:55:38
Speaker
You can walk away with a deal with somebody that doesn't necessarily like it, but you have to actually check that box and you have to have them come to their own conclusion that even though they might not like the look of it, whatever they're buying and the benefits that they're receiving in return for going solar outweighs the level of
00:55:58
Speaker
dislike that they have for the glass on top of the roof.
00:56:00
Speaker
So all of those types of strategic sales questions are designed to help the buyer conclude that I don't really like the way it looks, but I care about the planet more than I care about the way that the solar looks, or I care more about saving $40 a month on my utilities than I care about the way that solar looks on top of my roof.
00:56:21
Speaker
So an exercise I would give all of you guys is think about all of the unspoken reasons why somebody might not go solar, despite the fact that they might want to.
00:56:31
Speaker
Well, and so the last, I think the last question just to wrap up on some of like the cells, stuff that we can implement right away.
00:56:42
Speaker
Another issue that a lot of people have, and I go through ups and downs too, they call it the solar coaster, but sometimes we can sign all these deals, but it's like we have a month and a half to sometimes three, four or five longer periods where they can actually get installed and
00:56:59
Speaker
Like a lot of times customer in a lot of cases, customers can just cancel at any point, really.
00:57:05
Speaker
I mean, they have a contract, but like none of the installers, they typically don't enforce it.
00:57:10
Speaker
If people, someone decide, if someone decides to cancel, say a month into their contract.
00:57:14
Speaker
So what are some just last question here?
00:57:18
Speaker
What are some tips you have to reduce cancellations to, you know, get people from overthinking it?
00:57:24
Speaker
Obviously, most cancellations will come in like,
00:57:26
Speaker
the first three to five days after you sign the contracts you know they have they do have that right to cancel but yeah what are some things in your experience and all your sales careers all the things you've sold how do you reduce cancellations and get people to actually you know the finish line one i'll say for context nothing that i'm gonna say is gonna automatically 100 work all of the time obviously you're gonna have people that are just gonna cancel and it is what it is but
00:57:56
Speaker
But for the most part, there's two things that I see in virtually any business that help reduce cancellations.
00:58:05
Speaker
Number one is properly outlaying next steps, is what I like to call them.
00:58:12
Speaker
For context,
00:58:13
Speaker
I had a CRM company back in the day.
00:58:15
Speaker
I thought I was going to take down Salesforce.
00:58:17
Speaker
I was wrong.
00:58:18
Speaker
It was really difficult.
00:58:21
Speaker
But I had a really good idea from 20 years in sales.
00:58:24
Speaker
I kind of knew how to build it.
00:58:25
Speaker
Anyway, we built it.
00:58:26
Speaker
I started talking to business owners and they're like, holy F man, this system is sick.
00:58:31
Speaker
I love it.
00:58:32
Speaker
Our team would love this.
00:58:34
Speaker
And like,
00:58:34
Speaker
I'm at the end of my presentation, 100% of the time I'm getting amazing feedback and I'm like, so when do you want to get started?
00:58:43
Speaker
And 100% of the time, business owners are like, oh, well, probably next year or whatever, some nice little delay type thing.
00:58:51
Speaker
And I went home and I'm like, dude, why does nobody want my stuff but they think it's awesome?
00:58:57
Speaker
In which case, why are so many people signing up for solar and then just canceling five, six days later?
00:59:04
Speaker
And the main thing that usually ends up happening is customers just don't, they've never purchased solar before, they've never had it installed, they've never had the process,
00:59:15
Speaker
And so the salesperson oftentimes doesn't articulate what the customer can truly expect once they decide to become a customer and sign that contract.
00:59:26
Speaker
So the thing that I would tip number one, take time at the end of your sales presentation, maybe even before obtaining a signature on the contract to say, you know, hey, Taylor, when you and your family decide to become a customer of Stupar Solar,
00:59:41
Speaker
I want to let you know that I'm going to take this paperwork from my iPad and it's going to immediately get mailed over to our installation team and they're going to be able to give me some idea on when installation is going to be.
00:59:51
Speaker
From there, tomorrow, you're probably going to get an email from Becca.
00:59:55
Speaker
She's our onboarding specialist here at our company where we're just going to get to know you, your family, your goals with solar a little bit more so that we can hold ourselves accountable to delivering you with a great experience.
01:00:05
Speaker
About a week later is when you're gonna actually get a message from our installation team, our technicians, they're gonna be the ones asking you some questions about the layout, the design, blah, blah, blah.
01:00:14
Speaker
Whatever that process ultimately looks like, you're gonna wanna let that customer know that in a week, this is gonna happen.
01:00:21
Speaker
Next month, this is gonna happen.
01:00:23
Speaker
Here's the name of the person that's actually gonna be reaching out to you.
01:00:26
Speaker
A lot of this,
01:00:27
Speaker
is gonna help address some of the stall objections that you get.
01:00:31
Speaker
And then also, am I ever really gonna get solar?
01:00:33
Speaker
Like when is it gonna get installed?
01:00:35
Speaker
And what's the, it helps answer a lot of those questions that your customer can't even ask you because how are they supposed to know what solar installation looks like?
01:00:44
Speaker
They've never got it done before.
01:00:45
Speaker
Tip number one is to properly outlay next steps.
01:00:50
Speaker
I worked with a couple of folks in solar and I helped them create their next steps and literally they quadrupled their income same month just by showing this one little thing in their sales pitch at the dining room table.
01:01:04
Speaker
Second piece of advice I would have,
01:01:07
Speaker
is once you leave the house, trust me, your sales process just started.
01:01:13
Speaker
You just did the heavy lifting.
01:01:15
Speaker
Now you have to create a relationship with this person from phone calls, checking in, hey Todd, how did your daughter's equestrian meet in blah, blah, blah town go last weekend?
01:01:30
Speaker
Dope, man, love to hear that.
01:01:32
Speaker
By the way, dude, you around town, can I bring you some coffee real quick?
01:01:36
Speaker
Hey, I'm driving through your part of town.
01:01:37
Speaker
Can I stop by and ask you for some directions if I get lost?
01:01:41
Speaker
Whatever it is, you're establishing that relationship.
01:01:45
Speaker
How many of you guys are in some type of relationship?
01:01:49
Speaker
How many of you guys would cancel your barber right now?
01:01:55
Speaker
Even if you found somebody for less money that guaranteed could make you look fresher, you still wouldn't cancel on your barber that you have right now.
01:02:03
Speaker
Why?
01:02:03
Speaker
Because you got a relationship with them and you don't want to break up with them.
01:02:07
Speaker
Yeah.
01:02:07
Speaker
Well, I love that too.
01:02:09
Speaker
No, go ahead.
01:02:09
Speaker
I was just going to say, even for competition too, I've noticed that if I don't have a great relationship for someone, then those people are way more likely to be like, oh,
01:02:21
Speaker
I went and shop some solar online or someone else came to the door, they can give me better pricing or whatever.
01:02:28
Speaker
But if I'm like actually friends with them and just followed a similar process to what you just said, then like they don't, they don't listen to the next guy that come to their door.
01:02:38
Speaker
They say, Oh, we're already set up or they don't like to go look online for better prices or whatever.
01:02:42
Speaker
So just, just add to that too.
01:02:44
Speaker
Right.
01:02:45
Speaker
That's it.
01:02:46
Speaker
So those would be my two top tips for reducing that cancellation, maintaining that relationship, and then also making sure that that customer knows before you leave what to expect throughout the installation and onboarding process of working with a solar company.
01:03:03
Speaker
And if you do those things, I can guarantee that you will see a significant reduction in cancellations post-sale.
01:03:13
Speaker
Yeah.
01:03:14
Speaker
Love that.
01:03:15
Speaker
So good.
01:03:15
Speaker
Well, Jordan, it's been awesome having you on today.
01:03:18
Speaker
And before we say goodbye here, if guys want to like possibly get more of your training, I know you got your like cash card things, which, which, by the way, I wanted to ask, I know Danny Pesce has his little solar cards.
01:03:32
Speaker
Is he paying you like a royalty or something for, for making solar cards from your cash cards or what?
01:03:39
Speaker
No, I like Danny.
01:03:42
Speaker
He hit me up and was like, can I run with this?
01:03:46
Speaker
I said, yeah, because I do have the copyright and trademark on it, but I like Danny.
01:03:51
Speaker
Yeah, he's a good guy.
01:03:53
Speaker
Yeah.
01:03:53
Speaker
Hey, he's done that with some of my stuff too.
01:03:55
Speaker
So don't worry.
01:03:58
Speaker
Fair enough, man.
01:04:00
Speaker
Yeah.
01:04:02
Speaker
But no, so if guys want to like, you know, possibly get some of these cards or like get more of your training, what's the best way to get connected with you, Jordan?
01:04:11
Speaker
Or maybe you have like a one specific for solar guys that people could get first if they wanted to.
01:04:18
Speaker
Yeah, fire away on that.
01:04:19
Speaker
I'm working on that right now.
01:04:21
Speaker
But if you want to discover any of the things that I do, you can always go to jordanstupar.com, S-T-U-P-A-R.
01:04:30
Speaker
Or if you're not that committed, don't want to hit a website, you can always find me on social media pretty much everywhere at Jordan Stupar, except for Twitter.
01:04:39
Speaker
Well, now it's called X, but it's like Jordan underscore Stupar.
01:04:43
Speaker
But I'm not that active on Twitter.
01:04:45
Speaker
anymore anyway, but you guys can find me on social, go to Jordan's do product.com.
01:04:49
Speaker
And again, I'm, I'm here to help you guys make more money.
01:04:54
Speaker
Okay.
01:04:54
Speaker
Love it.
01:04:55
Speaker
And then, uh, last question before we wrap up, Jordan, if, um, I know you've run a sales team, you've ran a lot of guys and everything.
01:05:03
Speaker
So, um, for people that maybe are managers or trying to help a rep have like a breakthrough or a rep that hasn't had a lot of success yet, what are some things you could do to help like a struggling rep or someone turn it around if they're not having a lot of success?
01:05:17
Speaker
Yeah.
01:05:18
Speaker
Yeah.
01:05:21
Speaker
I would make sure that that rep who's struggling stays the hell away from other reps that are struggling.
01:05:27
Speaker
Misery loves company, and my number one piece of advice to a new salesperson is never hang out with anybody in the middle of the sales production board.
01:05:36
Speaker
as although it's intimidating to hang out with the studs and the people making all the money and you're the new person or maybe you're struggling, you don't wanna hang out with all the studs, trust me, the studs wanna see you get help, they wanna see you do better.
01:05:51
Speaker
Nobody above you wants to see you do worse than you're currently doing and nobody's gonna try to give you bad advice unless of course you did something actually wrong to them and they wanna give you payback.
01:06:01
Speaker
But people that are crushing it always have better attitudes
01:06:06
Speaker
They always have time to help other people contribute to their own success.
01:06:10
Speaker
So tip number one in the shortest form is stay the hell away from people that aren't producing.
01:06:15
Speaker
Get around people that are because the people that are producing are busy looking for solutions and the people that are busy looking for problems are finding them.
01:06:24
Speaker
So good.
01:06:25
Speaker
Love that.
01:06:26
Speaker
So, yeah, guys, go check out Jordan.
01:06:28
Speaker
He's got some awesome stuff.
01:06:30
Speaker
And yeah, I love something I say all the time is and, you know, a lot of the personal development guys say is you're the average of the five people you hang out with.
01:06:38
Speaker
So definitely that applies to sales and pretty much everything you're doing in life.
01:06:42
Speaker
So make sure you're hanging out with the right people.
01:06:44
Speaker
And you've been hanging out with Jordan and myself today.
01:06:46
Speaker
So no doubt you're going to get better just from this podcast.
01:06:49
Speaker
But thanks so much for coming on, Jordan.
01:06:51
Speaker
And hopefully we can have you on for a future episode.
01:06:54
Speaker
You're welcome back anytime.
01:06:56
Speaker
Thanks again.
01:06:56
Speaker
Appreciate it, man.
01:06:59
Speaker
Hey Solarpreneurs, quick question.
01:07:01
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.
01:07:11
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.
01:07:23
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals
01:07:29
Speaker
to learn, compete, and win with top performers in the industry.
01:07:34
Speaker
And it's called Solcitee.
01:07:36
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.
01:07:55
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
01:08:01
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
01:08:09
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
01:08:16
Speaker
We'll see you on the inside.