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 here with another episode.
Speaker: As usual, we are here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Speaker: Thanks for making the Solarpreneur Podcast the first listen of every Tuesday and Friday.
Speaker: And we're going to keep bringing the heat with great content, great guests.
Speaker: And thanks for all the support.
Speaker: Thanks for the suggestions.
Speaker: We are definitely gearing the show content towards what we're hearing.
Speaker: So appreciate all those that have sent out suggestions and guests and feedback in general on the podcast.
Speaker: Today we're going to be talking about something super crazy.
Speaker: Had an extra 10 grand in my pocket last week from one single text that I sent out.
Speaker: So I want you guys to be taking home an extra 10 grand every week.
Speaker: yourself so i'm going to share with you what that text was but before we hear about that single text that i sent just wanted to go over a couple quick announcements here if you haven't gotten your ticket already to solar con you are missing out this is going to be the biggest baddest bad to the bone event of the solar industry so do not miss out it's coming up this is pretty much your last chance to get tickets if you haven't already
Speaker: So go get them.
Speaker: At the time of this podcast, it's dropping your early events.
Speaker: It's happening in about a week.
Speaker: So hope to see you all there.
Speaker: If you haven't already got your ticket, go grab it right now.
Speaker: You got no more excuses.
Speaker: Solopreneur25, I believe, is our discount code.
Speaker: It's in the show notes.
Speaker: You can use that.
Speaker: And as I mentioned on previous shows, a lot of people are giving out discount codes.
Speaker: I think there's probably 20 people you can get a 25% discount from.
Speaker: But here's why you should get it with our Solopreneur code.
Speaker: If you do, you're going to get exclusive access to Sol Society, which is our community, our training platform, where you're going to get exclusive access to myself and other coaches to hear your live presentations, give you direct feedback, which I think is the coolest and most useful part of all of it.
Speaker: And you're also going to get, you know, training videos, exclusive content, a community where you can connect with each other.
Speaker: And just speaking of Solcite, if you are on the platform, some of you have been asking, but we recently moved it onto a web-based platform called School.
Speaker: So we are no longer doing an app, unfortunately.
Speaker: We might bring it back.
Speaker: But we just didn't like how there wasn't as much information
Speaker: interaction and frankly it did take a lot of work to keep continuously updating the app.
Speaker: So we have moved it to an online platform and things are going a lot smoother.
Speaker: So anyways, go get your ticket now if you haven't for Solarcon.
Speaker: Hope to see you guys there.
Speaker: And then just wanted to give a couple quick thank yous before we dive into the show here.
Speaker: We have some recent reviews that I just wanted to give a shout out to a few people here.
Speaker: So we got on March 24th, we got 2019 Dustin.
Speaker: He says, the work consistently Taylor puts into this show is far beyond what he receives in return.
Speaker: Compared to other solar podcasts, this show has the best guests, content, and strategies to win.
Speaker: Since listening, my sales and confidence has increased.
Speaker: I gladly support his sponsors.
Speaker: and anticipate what his next show is great job taylor appreciate that dustin and yeah i will be um that is actually pretty true i am not um some people think this is a big money maker but guys this is not a money maker my money is in solar right just like all of you listening
Speaker: So for those that think this is like my full-time thing or I'm making bank off this, I'm not.
Speaker: My money isn't sore just like you guys.
Speaker: I do this to give back.
Speaker: I do this to, you know, hopefully create value in the industry, hopefully add value to yourselves.
Speaker: And I do get a lot in return.
Speaker: I believe that the more you put out there, the more good things are going to come back.
Speaker: And I have had a lot of great stuff that has happened because of the podcast.
Speaker: But, yeah, I'm not making bank off it.
Speaker: And then we got another one by Colton Miznick.
Speaker: He said, it is rare in this industry for people to put out content for free to help others in the industry grow.
Speaker: I love the abundance mindset.
Speaker: I've been listening for almost two years and I'm always reminded of important principles every time I listen.
Speaker: My whole team talks about new episodes.
Speaker: So Colt, appreciate it.
Speaker: Appreciate all of you.
Speaker: And then we had my friend Denver Aranda.
Speaker: Shout out to Denver.
Speaker: He gave us a review on March 26th.
Speaker: He said, fire podcast, bro.
Speaker: Keep dropping bombs.
Speaker: Appreciate it, Denver.
Speaker: And then our most recent one, we had CFHenry72.
Speaker: He says, don't miss out on this podcast.
Speaker: Great information from someone who's on the doors every day.
Speaker: I'm part of Startup, who owes part of our success to Taylor and the podcast.
Speaker: Thank you, CFHenry.
Speaker: So guys, much love.
Speaker: Appreciate it.
Speaker: Thank you for all the sharers.
Speaker: Thank you for spreading the podcast, for giving us reviews.
Speaker: If you haven't already left a review or shared it with someone, please, please, it would mean the world to me.
Speaker: That is what keeps the show going and that is why it's still going.
Speaker: Trust me, it would have stopped a long time ago if I didn't have people reaching out, I didn't have people leaving reviews, and if I didn't think it was helping people.
Speaker: So thank you, thank you very much.
Speaker: With that, let's jump right into the show here.
Speaker: So here's the text that I sent.
Speaker: Just a little background information.
Speaker: About two and a half weeks ago, I went to this appointment
Speaker: Ended up closing it.
Speaker: Pretty big system out here in San Diego.
Speaker: You can sell your systems pretty high just because it saves them so much money.
Speaker: One of my pet peeves is out here in San Diego, or I guess California in general.
Speaker: Some people price the systems so low, they make pennies on the system.
Speaker: And I don't know why they do it.
Speaker: Like, come on, guys, sell for what you're worth.
Speaker: I don't know why people go sell solar at learn, want to make 500 bucks on a cell just to win the deal.
Speaker: Like, come on, price it for what you're worth.
Speaker: But anyways, so what happened with this deal?
Speaker: I went there, signed him up, and he ends up calling me two days after, says, Taylor, my fiance is not on board.
Speaker: We need to put this on hold.
Speaker: Just cancel for right now.
Speaker: I'm like, all right.
Speaker: And I fully expected it to not go anywhere.
Speaker: I'm like, all right, his fiance is cock blocking this.
Speaker: She's not going to let me sign him up.
Speaker: It's done.
Speaker: And I had kind of a bad attitude, bad mindset with it.
Speaker: But to my surprise, I get a text the next week from when he says, hey, Taylor, we're thinking about this again.
Speaker: Can you send out, I think he asked me for more information about the panels or
Speaker: just about the program, the financing.
Speaker: And I'm like, okay, I sent him a little bit more information.
Speaker: And then he texts me again the next day, says, Taylor, is the deal still on hold?
Speaker: We're still thinking about it.
Speaker: And I'm like, yeah, it's on hold.
Speaker: What do we got to do to keep it going?
Speaker: And then I didn't hear back from him, but this was a sign to me that he was still interested.
Speaker: He still was thinking about this, even though I thought it was a done deal or I thought he was,
Speaker: you know, wasn't considering it anymore.
Speaker: So the text I sent was this.
Speaker: After I saw that he was still a little bit interested, I said, hey, Kane, his name is Kane, we're actually trying to wrap up the site surveys in the area.
Speaker: They did some preliminary work on your home.
Speaker: Already checked it a little bit.
Speaker: They hadn't site surveyed it yet.
Speaker: But I told him, hey, look,
Speaker: We're trying to just schedule the site surveys.
Speaker: We're wrapping up work in the area, which isn't a lie, right?
Speaker: I was kind of finishing up this specific area.
Speaker: And I said, hey, if you'll help us out so we can get you scheduled with the rest of the area, then what they're going to do is just go ahead and give you a $500 cash bonus on your deal.
Speaker: We just need to have everything scheduled, everything good by tomorrow.
Speaker: And he hadn't...
Speaker: He hadn't sent in like a written cancellation.
Speaker: He had just told me to, you know, cancel it over the phone.
Speaker: So, of course, I told our team.
Speaker: We put it on hold.
Speaker: But we never officially canceled the financing.
Speaker: None of that.
Speaker: He'd already signed up.
Speaker: So, I didn't hear back from him again.
Speaker: But then, the next day, as the deadline was approaching, I get a text from him and said, Taylor, you know what?
Speaker: Yeah, if you can get me that $500 bonus, let's just go ahead and get this scheduled.
Speaker: And I was like, let's go, let's do it.
Speaker: So we get him scheduled, get a site survey in.
Speaker: I immediately send him that 500 bucks.
Speaker: I'm not waiting.
Speaker: I want that 500 bucks in his pocket.
Speaker: Because if you wait, I don't want something else to come up.
Speaker: You want to get that money in our pocket and make him feel like it's a done deal.
Speaker: No more canceling, no more beating around the bush.
Speaker: And ended up getting the deal back on board just from this simple text.
Speaker: So a few lessons here.
Speaker: First of all, first lesson with this is make sure you follow up.
Speaker: If you do not follow up, then you're not going to have stuff like this happen.
Speaker: And I learned the lesson myself.
Speaker: I was ready to not follow up.
Speaker: I was ready to just leave that deal, never talk to him again.
Speaker: It's a mistake I've made many times in the past.
Speaker: I just, you know, on to the next one, go knock another door.
Speaker: And that's sometimes with the whole door knocking, that's why it's good to have the combination between the sales and the marketing, right?
Speaker: So often in door-to-door sales, we do not talk about following up.
Speaker: We just say, on to the next door, on to the next door.
Speaker: But we're not actually following up with our deals, with our appointments.
Speaker: And especially if they're ones like this, where you're making a high commission off of it, these bad boys are worth following up to.
Speaker: So if you have zero follow up systems put into place, if you have not done it before, set up something.
Speaker: The most easiest way you can start this is use Repcard.
Speaker: If you've never followed up with people, if you haven't used online CRMs or unfamiliar with that or have not ever set up automations, Repcard is the easiest way to get started.
Speaker: I know Brad and his guys personally, super cool.
Speaker: Let me know if you want to get set up with the VIP treatment with them.
Speaker: I can get you and your team or just you personally set up.
Speaker: But it's so easy because you can send people rep card.
Speaker: I guess if you haven't heard of that, it's a digital business card software.
Speaker: You can just download it directly from the app store.
Speaker: It's free.
Speaker: It costs $0 to start with it.
Speaker: There are some premium features that make it even more useful.
Speaker: That is paid but even that if you're just an individual user it's like I think it's like 15 bucks a month literally things for what you can get out of it Because all you need to do is get one cell and that's gonna pay for itself 10 times over right at least
Speaker: So rep card is the easiest way to start.
Speaker: You put your leads in there, you can send them automatic follow up.
Speaker: You can schedule group text to go out and you can, it has a whole bunch of templates, which really cool.
Speaker: We are constantly improving it.
Speaker: So I noticed now you can go on there, there's videos, there's templates, there's things that are working for other reps, other companies.
Speaker: So it's not just your standard, hey, are you ready to go solar?
Speaker: Hey, are you ready to do this?
Speaker: you're switching it up, right?
Speaker: Maybe you send them a video one day, educational video.
Speaker: Maybe you send them a article the next day.
Speaker: Maybe you send them a personalized text, whatever.
Speaker: So those are all things you can do with RepCard.
Speaker: And then what's really cool is they just added a feature where you can integrate with other CRMs.
Speaker: So if you do have a little bit more of a marketing background, Go High Level is my go-to marketing.
Speaker: you know, fancy CRM where you can do a billion things and texts and email, integrate with literally anything you can think of.
Speaker: So if you want to get fancy with it, there is an integration where you can put your leads into RepCard and then they will automatically go to your other CRMs.
Speaker: And it's a little more tricky, right?
Speaker: But if you want help getting that set up, let me know.
Speaker: I can direct you in the way to do it, but if you have no experience with this, just use Revcard.
Speaker: It's the best, the easiest, the fastest way to get started with your follow up.
Speaker: So that's the first lesson, follow up.
Speaker: Don't be like me.
Speaker: Don't just give up on your customers.
Speaker: If they cancel, they don't sign up because it might be like this guy.
Speaker: It might be that they're on the edge, but they just need a little bit more push, a little something to put them over the edge, right?
Speaker: And then the second lesson from this is figure out creative ways to build urgency.
Speaker: That's all I did, right?
Speaker: I said, hey, we're wrapping up the area by tomorrow.
Speaker: We'll give you the 500 bucks if you can get it in with everyone else.
Speaker: That one thing was enough to put them over the edge.
Speaker: Now it's not going to work with everybody, right?
Speaker: So don't expect your cash bonuses to always get you the deal.
Speaker: And by the way, I don't always throw out cash.
Speaker: If you're going to throw out like cash bonuses like this, gift cards, whatever, try to get something in exchange from the customer, right?
Speaker: I think Sam Taggart talks about this in his book.
Speaker: EDC's a closing, a couple of closes in there like that, but always do it, do an exchange, right?
Speaker: Especially with solar, people already think this is too good to be true, what we're doing.
Speaker: So always make it an exchange, right?
Speaker: You give them a cash bonus.
Speaker: You add some type of urgency.
Speaker: What can they give you in return?
Speaker: Can they give you referrals?
Speaker: Can they buy you dinner?
Speaker: I'm just kidding.
Speaker: Usually it's referrals, right?
Speaker: But think of something that they can do in exchange for you helping them out.
Speaker: Make it a win-win for both of you.
Speaker: But start paying attention to ads, you see.
Speaker: How are they creating urgency?
Speaker: You think of any ad, any...
Speaker: I subscribe to a lot of like restaurant apps.
Speaker: I'm a sucker for those deals that come in and You see a lot of those like today only You got McDonald's What are they McFlurry right?
Speaker: I love me some ice cream So I'm a sucker when I see an ad today only ice cream one dollar When it's usually three dollars, I'm going I'm picking up my ice cream and
Speaker: How can you apply that same type of urgency in solar?
Speaker: So get creative with it.
Speaker: Start thinking how you can build urgency.
Speaker: I love that way.
Speaker: Just saying, hey, we're trying to wrap up the site surveys in the area.
Speaker: Help us out.
Speaker: We'll help you out.
Speaker: Right.
Speaker: And then in general, you know, you got the standard thing in solar.
Speaker: Make sure you're always talking about tax credits disappearing.
Speaker: Make sure you're talking about net metering laws changing.
Speaker: We do that specifically here in California.
Speaker: A lot of you heard they were considering changing the net rating 3.0, which would have been a huge fee added on for customers.
Speaker: That's something we bring up.
Speaker: And you're not lying to people.
Speaker: Don't create false urgency, but talk about things that are going to happen.
Speaker: So, for example, in California, when we talk about net rating 3.0, it did get postponed.
Speaker: We don't know if it's going to pass in the future.
Speaker: But what I tell customers, I say, hey, luckily it got postponed.
Speaker: You guys lucked out.
Speaker: But it could change next month.
Speaker: It could change tomorrow.
Speaker: They're voting on it.
Speaker: So the reason why so many people are looking into this is because they just want it grandfathered in.
Speaker: They want their net median rates grandfathered in before things change.
Speaker: Then you bring up other states where it did change, like Hawaii or Utah.
Speaker: I'm from Utah, so I use that one all the time.
Speaker: So two lessons from that, make sure you are following up.
Speaker: And then number two, make sure you're creating urgency.
Speaker: So try that text out.
Speaker: Today you can go do that.
Speaker: Anyone that canceled on you, anyone that was on the fence, go send them that text.
Speaker: Say, hey, we're wrapping up in the area, $500 credit, whatever.
Speaker: So figure out a text you can send, try that, see if you get any deals from it.
Speaker: I would love to hear that someone made 10 grand off this podcast.
Speaker: Okay, that would be freaking awesome.
Speaker: So let me know.
Speaker: And then for next Friday, for the Friday podcast, make sure you do not miss out on it.
Speaker: We have the one, the only Tyron McAllister.
Speaker: He's going to be coming on.
Speaker: We did a podcast and he has so many cool things.
Speaker: He's the owner of Fusion Power in Arizona.
Speaker: Super successful company out there.
Speaker: He is super active in the Facebook communities, adding a ton of value.
Speaker: So you don't want to miss out on what he's sharing because he's also speaking at Solarcon.
Speaker: He's one of the featured speakers at Solarcon.
Speaker: So don't miss out.
Speaker: He has a lot of things that he's doing to build this company, to make his reps more money.
Speaker: And then what I like, the guy has a fog machine in his office.
Speaker: So he uses a fog machine at his meetings for his recognition.
Speaker: So you're going to hear all about why he does that, the theory behind it, and how he's blown his company up.
Speaker: So don't miss out.
Speaker: That's coming out on Friday.
Speaker: Let me know what you thought of this.
Speaker: Send this to someone who needs help with their follow-up.
Speaker: And we will see you guys on the next episode.
Speaker: Peace.
Speaker: Hey, solopreneurs, 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 Solcite is open, launched, and ready to be enrolled.
Speaker: So go to solcite.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to solcite.co and join.
Speaker: We'll see you on the inside.
