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 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 going on solarpreneurs?
Speaker: Taylor Armstrong here with another episode.
Speaker: We're here to take yourselves to the next level by helping you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Speaker: Welcome to 2023.
Speaker: Happy New Year.
Speaker: Or if you're listening to this at a completely different time, then let's make it an awesome day, whatever day you're listening to this.
Speaker: But we're recording this at the start of 2023.
Speaker: And I'm excited because this is going to be the best year ever for solar.
Speaker: I'm calling it.
Speaker: I'm confident about it.
Speaker: And hopefully you have that up on your goals, up on your vision boards, or however you
Speaker: you keep track of what you're trying to do in solar.
Speaker: And so today we're going to be talking some presentation breakdowns.
Speaker: We're going to do a little breakdown, which is backed by popular demand.
Speaker: It's always, I think, well received by our listeners doing these little presentation breakdowns.
Speaker: But before we get into that, I have a very special announcement.
Speaker: Most of you have heard about Net Metering 3.0 that is passing in California.
Speaker: A lot of people are losing their minds over it, are already planning to go to different markets.
Speaker: So time will tell.
Speaker: For me, I think California is still going to be an awesome market.
Speaker: And I did a podcast on that if you want to hear my thoughts.
Speaker: But before this changes, we have until April 15th is the deadline, I believe, to submit all applications.
Speaker: So really, it's realistically kind of towards the end of March.
Speaker: We have to sell as many accounts as possible.
Speaker: If you're not familiar with this, maybe it's your first time.
Speaker: Basically, what they've done in California is they're changing the buyback rates to where they're only buying back 25% of the power, where right now, before this deadline, they're buying back 100%.
Speaker: So what's going on is we have essentially three months to sell as much solar as we can on net munery 2.0 before it changes to 3.0, which is when we're going to have to sell batteries after so people can store up their energy because they're not going to get that full value purchased back.
Speaker: So with that said, I have a very special announcement and that is if you have ever wanted to try out the California market, well today is your special day because we are planning a Blitz and it's officially going to be from February 2nd to the 13th.
Speaker: And so you're cordially invited to apply to come on a Blitz with yours truly and some of the other top producers in solar that I personally work with.
Speaker: and some other heavy hitters that I can't say quite yet.
Speaker: But let's just say you're going to be in a room full of just some of the top dudes in solar, in my opinion.
Speaker: And the numbers speak for that too.
Speaker: So if you are new to solar, or if you've been selling a while, don't miss out.
Speaker: I'm going to be there.
Speaker: And if you want to be considered for this, shoot me an email, taylor at solarpreneurs.com.
Speaker: We will schedule a call later
Speaker: line up an application for you to come and hang with us and throw in some of these accounts.
Speaker: Get in on the California Gold Rush while you can because it's not going to be this good for much longer.
Speaker: And so if you're listening to this at a different time, maybe you're listening to this three months ahead of the time that we're launching it, still shoot me an email.
Speaker: We do have other blitzes planned.
Speaker: So even if you're listening to this in July or something,
Speaker: would still love to hear from you.
Speaker: So that's taylor at solarpreneurs.com.
Speaker: You can also send me a message on Instagram or Facebook, which I try to check pretty regularly.
Speaker: Sometimes I do take a day or two to respond.
Speaker: So I apologize if you message me and I have not responded yet.
Speaker: But would love to hear from you and potentially get you in on the blitz we're doing.
Speaker: So hit me up.
Speaker: Enough about that, though.
Speaker: Let's jump into the meat of this podcast.
Speaker: And we're going to be diving into a YouTube presentation.
Speaker: And we're going to be breaking it down.
Speaker: I'm going to let you know my thoughts on it.
Speaker: And as usual, would love to hear if you guys have any other thoughts and would love to break down your presentation today.
Speaker: So if you are recording your presentations at the door or even in the home, shoot me and would love to consider featuring that on the show and give you a live, some live feedback.
Speaker: So this one is titled how to set a solar appointment with Ian Atkinson door to door sales.
Speaker: You can search that on YouTube if you want to follow along.
Speaker: And this is a really good presentation, not going to lie.
Speaker: So most of this is going to be good things that I noticed about it and just kind of breaking down why he did what he did.
Speaker: There are a few things I think he can improve.
Speaker: So I'm going to put it on and I'm going to do it a little bit quicker speed.
Speaker: I'm going to do it at 1.5 playback speed, which that's why that's what I like listening to podcasts and everything at.
Speaker: So if you're listening to this podcast on a quicker speed, then this is probably going to sound really fast to you.
Speaker: Let's jump into it.
Speaker: See what Ian Atkinson has to say on the doors.
Speaker: Yeah, I gotcha.
Speaker: No, I'll be quick.
Speaker: We're just working with quite a few of your neighbors.
Speaker: Mainly, I feel like the net metering program out here that Texas and Mexico Power has been running.
Speaker: I don't
Speaker: Okay, right off the bat, has a good opener.
Speaker: He said, you must be the king of the castle.
Speaker: Gets a little chuckle.
Speaker: I don't know how funny the homeowner thought it was.
Speaker: Good little icebreaker.
Speaker: And that's what it's all about.
Speaker: You want to grab their attention because nothing matters if you can't get their attention, right?
Speaker: And so instantly the guy gives the reaction that we all hate to hear.
Speaker: Oh, solar panels.
Speaker: A lot of times you'll get, oh, you selling something?
Speaker: And he has a good response, says a little bit different.
Speaker: So he's not saying yes or no.
Speaker: And so I don't know, some people, their approach is just me like, yeah, we're doing solar.
Speaker: I like to do something similar to him.
Speaker: But the best way to relieve this, I think right off the bat is with humor.
Speaker: So I think where he missed out on opportunity, he could have thrown in something like, oh, no, we're actually doing the Girl Scout cookies.
Speaker: Did you already get yours?
Speaker: Something like that.
Speaker: I think I got that from Taylor McCarthy.
Speaker: But I love the Girl Scout cookies line.
Speaker: I love relieving pressure with humor.
Speaker: Grant Cardone talks about this in Closer Survival Guide as one of the rules of closing.
Speaker: I think it applies to setting appointments on the doors.
Speaker: Always use humor to relieve pressure.
Speaker: And so utilize that.
Speaker: I don't think so.
Speaker: You guys have anything to your email about it yet?
Speaker: It goes in your junk mail or something.
Speaker: Our program is a little bit different.
Speaker: And the main reason is we set you up with a company that does that, the solar buyback.
Speaker: Okay, and good.
Speaker: He's contrasting why his program is different because if they think you're the same as the other solar guy that came to the door, guess what?
Speaker: They're not going to listen.
Speaker: So Ian does a good job at contrasting why he's different.
Speaker: Another thing I like that you can't see unless you're watching the video is obviously this podcast, but he passes him his slick.
Speaker: He has a little slick of why their program is different.
Speaker: So if you are new, if your company does not provide you with slicks, I would highly recommend getting something.
Speaker: Hit me up, shoot me a DM, I can help with that.
Speaker: But it really doesn't matter as much what's on the slick, just that you have the opportunity to hand them something.
Speaker: Because this is how you're going to create interaction and really buy yourself time.
Speaker: I love it.
Speaker: as far as electricity from the panels, you sell it back to the power company and they give you guys bill credits for it.
Speaker: So yeah, Mr. Slater, we didn't do his install because we wouldn't do that ugly conduit run over his roof.
Speaker: That's not the most desirable look, I understand.
Speaker: We would actually run it through the attic, but our program is you guys don't pay anything down for the system, no money out of pocket, and it truly can eliminate your electric bill.
Speaker: And then you would
Speaker: So he's good.
Speaker: Again, he's contrasting why their program is different.
Speaker: He's using a name, which is great.
Speaker: I think he had the opportunity to create a little more interaction by saying, hey, do you know Mr. Slater?
Speaker: We're getting some interaction, right?
Speaker: Because you don't want to get where you're just, you know, talking, talking, talking, talking.
Speaker: People usually will zone out, not be paying attention.
Speaker: And this guy in the video, he's behind this annoying pole.
Speaker: So you can't see his face or how much he's paying attention.
Speaker: But really, this is something you have to judge off of body language.
Speaker: Are they actually listening to what you're saying?
Speaker: Are they zoning out?
Speaker: If they are, you need to be asking more questions.
Speaker: You need to be getting them more involved.
Speaker: Just make a payment on the solar panels.
Speaker: Now, as far as a company goes, we've been getting a lot of calls because in the area, you know how you're seeing those delivery charges on your bill, that Texas and Mexico power?
Speaker: Yeah.
Speaker: Those keep going up and up, and a lot of people have seen like a 60% increase just in the last six months, and so they're trying to find a way to protect themselves from it.
Speaker: Let's get a better half.
Speaker: Yeah.
Speaker: But what solar does is it basically protects you against the rising costs because everything keeps going up.
Speaker: Gas prices, the price of this home.
Speaker: How long have you guys lived in it?
Speaker: 20 years.
Speaker: 20 years.
Speaker: You've probably seen the neighborhood change quite a bit.
Speaker: So that's good.
Speaker: So he does throw in a question right there, tries to get some involvement.
Speaker: And what I really like is he's creating a problem.
Speaker: I think this is an essential element of every presentation.
Speaker: You have your opener, you create a problem, then you give them the solution.
Speaker: So Ian does a good job at SYNC.
Speaker: We've been getting lots of calls about the delivery freeze going up.
Speaker: I'm sure you've noticed the same thing.
Speaker: He could have thrown in a head nod right there, get some agreement.
Speaker: But if you can get them agreeing to that problem, then they're going to be way more open to listening to a solution.
Speaker: first move down yeah are those fairly new within the last 10 years or so about 10 years um because as everything like mainly when people go to the pump they feel it the most it's like 455 bucks a gallon being having the like hindsight's always 2020 but if you could go back like 10 years ago and lock it in at two bucks a gallon to where you pay the same rate that's so that's what people are looking into with their power is the rates keep going up they have no control over it encore texas new mexico power center point they have their hands in everybody's pocket and they're charging outrageous delivery fees just to run like the wires by going solar you eliminate all that and so instead of being a consumer for electricity you now produce your own
Speaker: As far as the home goes here though, do you guys have gas appliances in the home?
Speaker: Good.
Speaker: So you can tell this guy's experience.
Speaker: He's doing a lot of great things there.
Speaker: Number one, he gives them, he relates it to something they can grasp and understand.
Speaker: Everyone knows the gas prices, right?
Speaker: Everyone knows food inflation.
Speaker: So if you are out giving your presentations,
Speaker: great thing that you can also apply is tie it to something that they know and understand, especially in these markets.
Speaker: He's in Texas.
Speaker: So especially markets where people maybe don't know a ton about solar, if you can relate it to something that they do understand, like rising costs of food, rising costs of gas, it's going to
Speaker: usually make something click.
Speaker: And you'll see even later in this presentation, this guy doesn't fully understand what's going on.
Speaker: So you sometimes you have to say the same thing in different ways over and over and over and over and over.
Speaker: And maybe on the seventh or eighth time after you explain it in a, you know, new way, it's going to something's going to click on their head and they're finally going to get it.
Speaker: Okay, so great thing he does there.
Speaker: Just the furnace.
Speaker: Furnace, okay.
Speaker: Gotcha, gotcha.
Speaker: Everything else is electric?
Speaker: The other thing that we converted just within the last few years was our fireplace.
Speaker: Fireplace, okay.
Speaker: Okay.
Speaker: So, I mean, I'd imagine in the wintertime, your electric goes really low.
Speaker: Yeah.
Speaker: Under $100?
Speaker: Yeah.
Speaker: Okay.
Speaker: It's the summertime.
Speaker: That's when everybody gets hit the most.
Speaker: And the more kilowatts you use, the more delivery fees they charge, because it's on volume.
Speaker: You know, they charge it by volume.
Speaker: Now, what is the bill?
Speaker: What was your guys' last bill, roughly?
Speaker: 2025.
Speaker: Holy cow.
Speaker: Yeah, and that was before, because I switched to some kind of program.
Speaker: We did that last year, but we couldn't do it this year until June 7th.
Speaker: Okay.
Speaker: So this month should be considerably lower, and I'd say $2.20.
Speaker: $2.20-ish.
Speaker: Who was the company that you guys ended up going with for that?
Speaker: Good.
Speaker: So he's asking good questions.
Speaker: He's getting some interaction here.
Speaker: And another thing you need to ask questions, but you need to be careful that you're not asking so many questions in a row.
Speaker: And it's not, you know, it's a give and a take.
Speaker: Because what I've found on the door is if you're just asking three, four questions in a row, and you're not talking between that,
Speaker: Homeowners start to feel like they're being interrogated, especially if it's semi-personal stuff about, you know, their home or whatever.
Speaker: Or I always get in trouble asking like, you know, the question if they're married, you got to be careful asking if like they're married or about homeowners.
Speaker: Sometimes got myself in trouble with that one.
Speaker: So he does a good job at creating that and really figuring out what the situation is.
Speaker: I like his little gasp when he heard how much this dude is paying for electricity.
Speaker: 325, he's like, oof.
Speaker: So it's great.
Speaker: You want to basically make him feel like, holy cow, I'm getting gouged by my utility company.
Speaker: If you can make him feel that, all the better for you.
Speaker: They're going to listen to Solar Way better if you can get him to feel like, oh, wow, sounds like I am paying a lot.
Speaker: So he does a good job with that.
Speaker: I always like to throw in a, oh, is that monthly you pay that?
Speaker: Or is that like bi-monthly?
Speaker: Monthly?
Speaker: Oh, whoa.
Speaker: Holy.
Speaker: Jeez.
Speaker: Okay.
Speaker: Yeah.
Speaker: Hopefully this home is eligible.
Speaker: That is steep.
Speaker: Should really make them feel that it's dramatic how much they're paying and dramatic how much prices are going up.
Speaker: Texas, New Mexico.
Speaker: No, it's TXU.
Speaker: TXU, okay, gotcha.
Speaker: Yeah, they do the average billing sort of thing.
Speaker: Yeah, but it's... No, they drop the rates to almost like 7 cents a kilowatt for the summer.
Speaker: And then once the summer's over, I think it jumps back to like 10.
Speaker: Yeah, yeah, yeah.
Speaker: I know, because it's one of those things that a lot of times they put you on an average bill plan.
Speaker: So the more you use, you pay less.
Speaker: And then the less you use, you pay more per kilowatt, essentially.
Speaker: We don't really care about what the cost is.
Speaker: We look at the usage because we can always show savings, but we need to know roughly like on that, you know, on your bill, how they have that graph right there.
Speaker: That's what we plug in and it draws up an energy report.
Speaker: I know for, for us personally, like right now, the last thing we need is another payment.
Speaker: You know, I got my truck, my wife's car, my daughter's car.
Speaker: I know it's like,
Speaker: man, I want to be paid off with those already.
Speaker: But so, you know, I've heard stories, right?
Speaker: Some of the guys that I work with have gotten, I just like buy a brand new truck, you know, $50, $60,000.
Speaker: Depends on how much energy you use.
Speaker: I'm talking just for the, I don't know, the way I understood it was for the panels themselves, you know?
Speaker: Yeah.
Speaker: It's not, I mean, it's another, it's another payment.
Speaker: It's kind of like you, if you were to live in a home, rent it or own it, you still got to pay every month, whether it's a mortgage or rent.
Speaker: And it's,
Speaker: So Ian here has given some good information, but what I would say is as little information as you can give them, the better.
Speaker: Because if people get into this analysis mode on the doors, what are they going to do?
Speaker: They're going to think about it.
Speaker: They're going to want a card.
Speaker: They're going to want to research themselves.
Speaker: So you want to sell the appointments.
Speaker: You don't want to sell solar.
Speaker: Remember that always.
Speaker: Repeat that to yourself.
Speaker: When I'm knocking doors, I am selling the appointments.
Speaker: I am not selling solar.
Speaker: Okay, good.
Speaker: Get it out of your head, giving them a lot of information.
Speaker: Get it out of your head.
Speaker: Don't say the word payment.
Speaker: Don't say the word loan.
Speaker: Don't say it's being financed.
Speaker: None of that.
Speaker: If you say that, it's game over 90% of the time.
Speaker: All you want them thinking is this is a new program.
Speaker: It's a bill swap.
Speaker: I don't have to pay anything out of pocket and it's going to be less than what I'm paying monthly or monthly.
Speaker: I guess depending on what market you're in.
Speaker: But the more you can simplify it, the better.
Speaker: And you want to create the curiosity.
Speaker: You want to give them intrigue.
Speaker: You want to give them a reason to meet up with you for a second time.
Speaker: So that's what he could have done a little bit better here, in my opinion.
Speaker: So what we compare it to is, let's say you're renting this house and you're paying $1,500 a month to rent it.
Speaker: And you have the opportunity to buy the home for zero down and your mortgage is now $1,200.
Speaker: So yes, it is something like you're financing it.
Speaker: but your payment for solar is less than what the bill you're already paying.
Speaker: So it's a bill swap, right?
Speaker: You know, it's an investment, right?
Speaker: Cause longterm when you pay that off again, you're free.
Speaker: And when you sell the house, I mean, it's going to sell for a little bit more because it has its own power plant on the roof.
Speaker: But again, you're right.
Speaker: I mean, it's not for everybody.
Speaker: A lot of times we can't even get the roof qualified.
Speaker: So we don't even know if we can do it yet.
Speaker: But all we would do is on your bill, plug it in.
Speaker: Cause 50, 60,000, that's a bigger system.
Speaker: You guys might not need a system that big.
Speaker: We would plug it in.
Speaker: It looks like this.
Speaker: I'm sure I got a bunch of stuff here, but it is a custom energy repair.
Speaker: So good.
Speaker: He's doing a good thing here.
Speaker: He's pulling up his iPad.
Speaker: He's showing them a little map.
Speaker: I like to use the app Sunseeker or there's some free ones.
Speaker: I think a free one is Suns Path you can download.
Speaker: Just show them how the sun's sitting over their roof.
Speaker: It's a good thing to show them right there.
Speaker: And he's getting up side by side with the homeowner, which is great.
Speaker: You want him shoulder to shoulder, looking at things with you, pointing out things.
Speaker: And then, yeah, just again, he's talking about like financing.
Speaker: That's something I don't think should ever be brought up really at the door.
Speaker: Should be something that's brought up in the home.
Speaker: report that we do for every home.
Speaker: And so like for this one, we get an aerial image of your home.
Speaker: It calculates how many sun hours you guys are hitting on each roof space.
Speaker: And then based on the address, we plug in the address and then this is the meat and potatoes of it is month by month how many kilowatts you guys used.
Speaker: And then what that tells us is
Speaker: how many panels you're going to need, how big the system is, that solar offset, we're going to get it over 100%.
Speaker: So you're producing more power than you need.
Speaker: So we're sure to eliminate that electric bill.
Speaker: And then what the monthly cost is.
Speaker: So like for this one, they had a pretty good rate.
Speaker: They were paying about 160 with Reliant.
Speaker: We eliminated that bill and their solar payments 144.
Speaker: So they're saving money from month to month.
Speaker: Yeah.
Speaker: So you don't, they don't have that case right there.
Speaker: They don't pay for the panels on top of their electric bill.
Speaker: This eliminates their electric bill.
Speaker: And so their electric bill actually looks like, so you still get a statement every month.
Speaker: You see how that one's negative?
Speaker: This is a reliant bill.
Speaker: And that's why you want to make sure that the solar specialist is doing their job and getting you the system that you guys need.
Speaker: Okay.
Speaker: So yeah, great job here.
Speaker: I love what he does here.
Speaker: And you'll see that this guy is just barely clicking his head that, oh, this is replacing my bill.
Speaker: So all the way up to this point, this dude had it in his head that he was going to have to pay 50 or 60,000, still pay his bill, at least from the sounds of it.
Speaker: So what really clicked in for him is Ian, he gets up side by side.
Speaker: He actually shows them from what I can see.
Speaker: He shows them like a bill of someone that has solar on the program.
Speaker: And when he sees it visually, people believe what they see, not what they hear.
Speaker: Right.
Speaker: And so as Ian does this, as he shows them something like a bill from...
Speaker: someone that's on the program, finally he's like, oh wait, so I don't have to pay my electric bill?
Speaker: This is going to replace it?
Speaker: It's like, yeah, Ian said that like five times already, but now that he showed him it, the dude believes it.
Speaker: So remember that, always use something visual and I'm going to do that.
Speaker: That's something I learned and I have not been doing that very consistently.
Speaker: Carry around like a bill of someone who has solar.
Speaker: Say, oh, this is someone that we helped out.
Speaker: This is their bill now.
Speaker: Show them things like that because people are going to believe what they see.
Speaker: Then another thing he did that I forgot to mention earlier, as he was explaining the program, he did do the pullback.
Speaker: He said, it's not for everyone.
Speaker: Your home might not even qualify.
Speaker: Another crucial element of the presentation, right?
Speaker: Problem, solution, pullback, close.
Speaker: eyeball it.
Speaker: You know, you actually have to break down the usage and the kilowatts.
Speaker: But what this does is every month, do you remember the old cell phone plans to add rollover minutes?
Speaker: If you didn't use all your minutes one month and went to the, yeah, or went to the next month and then the next month.
Speaker: And so like at the end of the year, you could have a thousand extra minutes so you could talk extra.
Speaker: That's the same with these.
Speaker: He's got negative six.
Speaker: He got his panels installed about 14 months ago.
Speaker: He's got $680 in bill credits.
Speaker: So let's say something crazy did happen and you're in your AC unit, like started, you know, working way harder to power the home and keep it cool.
Speaker: And your usage went way up.
Speaker: everything you have banked in here will apply to that extra bill.
Speaker: So if they do it right, it does eliminate the electric bill to where you're only making a solar payment.
Speaker: But there is four stories of both.
Speaker: And that payment goes to?
Speaker: So to whoever the lender is that finances it.
Speaker: We use, I mean, you're right, it's not free.
Speaker: There's no money down, but I'm not going to sit here and tell you that it's free.
Speaker: Like that scenario there is, Jim.
Speaker: So, yeah, I would not say whoever the lender we use that finances it, they do not need to know that on the doors.
Speaker: But he's got good explanations, though.
Speaker: It's a win-win because you still got to pay for your service.
Speaker: And even more if it's a win-win is...
Speaker: Five years from now, his average electric bill that he was paying Reliant would be way higher because the rate, I mean, everything keeps getting more expensive, whereas solar payment stays the exact same.
Speaker: So it's, people oftentimes aren't just, they don't know all the details of it, and they think that it's really expensive, they have to pay two bills, what's the warranty like?
Speaker: I mean, if it's done correctly, we have a 25-year penetration warranty for the roof.
Speaker: The panels have a 25-year frame-to-frame warranty.
Speaker: So, I mean, if they stop producing or it's not functioning correctly, we have to come out and replace it.
Speaker: But when it comes to your guys' bill here for the home, do you still get a paper copy in the mail?
Speaker: Or is it... No, it's email.
Speaker: Email?
Speaker: Yeah.
Speaker: Okay, good.
Speaker: And I think he catches himself, but he got into selling mode.
Speaker: I think a little bit too much here.
Speaker: He starts talking about warranties, starts talking about these things again.
Speaker: Goal should be to sell the appointments.
Speaker: These are things that's probably not necessary to bring up...
Speaker: on the door.
Speaker: But I do like how he goes straight into question a very common mistake, especially with new reps, they start spewing information about Oh, we're this is why people like us.
Speaker: This is what we're doing.
Speaker: They leave it open ended.
Speaker: And then they get hit with Okay, do you have a card or things like that.
Speaker: So he at least goes into a qualifying question.
Speaker: Oh, do you have a bill?
Speaker: You never want to just leave it as a cliffhanger.
Speaker: You want to give him some information.
Speaker: Then you want to go into like a qualifying question.
Speaker: So he does a good job at not like leaving it open-ended like that or leaving it hanging.
Speaker: I actually call them.
Speaker: Oh, you do?
Speaker: Yeah, it's my habit.
Speaker: I call them and pay.
Speaker: Do they send you a statement, though, to your phone, like to your email?
Speaker: Yeah.
Speaker: So that way you can see the usage.
Speaker: If you grab that, we'll snap a picture of it.
Speaker: We'll plug it in.
Speaker: Obviously not something you guys have to make a decision on right now, but just be able to show you the numbers on what the savings would be.
Speaker: And that way you know how many panels you'd use and stuff like that.
Speaker: So when the next guy comes and knocks on your door, you're like, no, I need 24 panels.
Speaker: You're only telling me I need 18.
Speaker: Like, that's not right.
Speaker: Okay.
Speaker: Do you h ave a card?
Speaker: I have some flyers.
Speaker: Okay.
Speaker: Do you have your number?
Speaker: Yeah, it's got my number.
Speaker: I have one left.
Speaker: But I have to give it to somebody that's interested.
Speaker: Do you have the bill in your email?
Speaker: No.
Speaker: I'm sure I don't.
Speaker: Oh man, I bet you do.
Speaker: Yeah, take a picture of this.
Speaker: Search TXU in your inbox.
Speaker: Okay.
Speaker: And yeah, so he does get hit with, oh, do you have a card?
Speaker: Do you have this?
Speaker: And what I like that Ian does, he does pull it out.
Speaker: He says his line, oh, give it to people that are interested.
Speaker: And he lets him take a picture.
Speaker: So you want to give the homeowner what they want.
Speaker: You want to make them feel like they're winning the battle, like they're getting exactly what they want.
Speaker: But then after he takes a picture, he goes straight back into it.
Speaker: Okay.
Speaker: So you agree with him and then you go back into it.
Speaker: Right.
Speaker: And so you don't just agree with him and give up.
Speaker: He agrees with him and then he fights to get the bill, which I love.
Speaker: Okay.
Speaker: But you don't immediately go into arguing with him.
Speaker: Oh, I do.
Speaker: But here, but here, let's get you set up for an appointment.
Speaker: Whatever.
Speaker: No, he agrees with him.
Speaker: Said, oh yeah, go ahead and take a picture.
Speaker: Cool.
Speaker: And then he makes it seem no big deal.
Speaker: Then he goes back into what he's doing, which is great.
Speaker: Say PDF.
Speaker: Okay.
Speaker: New bill.
Speaker: There we go.
Speaker: What side of the home is your meter on?
Speaker: So essentially, this is like a clock, and it's just ticking all day long, 24-7, and then they send you that bill at the end of the month.
Speaker: With Texas and Mexico Power, when you go solar, it's a separate consumption meter that goes right next to it, and it's going to count how much you send back to the grid.
Speaker: We'll get one drawn up, and then you're usually probably around in the evenings.
Speaker: Yeah.
Speaker: Because we want to bring it by and give it to you just so you can keep it with you and you have the details.
Speaker: Absolutely.
Speaker: In the 20 years that we've been here, we've gotten rid of some trees.
Speaker: And I look at, you know, the boats and I'm like, man, you're ideal.
Speaker: And honestly, because you have a flat roof.
Speaker: And so when you talk about exposure all day long, like the flat is only on the garage, on the garage.
Speaker: But I mean, as opposed to that, yours is like the pitch of it is a lot less.
Speaker: So that means just more exposure to the sun.
Speaker: And it's an easier install process, too.
Speaker: You know, the guys don't have to wear harnesses and all that.
Speaker: But we'll draw something up.
Speaker: I mean, your home is...
Speaker: ideal for solar.
Speaker: All in all, the process takes like two to three weeks if you guys did move forward with it.
Speaker: But again, our job first, put together an energy report, see if it makes sense.
Speaker: If it does, see the savings.
Speaker: We'll compare it with what you're paying per kilowatt on your bill.
Speaker: And if it's a fit for you and you guys do move forward with it, we would do $1,000 for you on install day.
Speaker: As long as we can use your name around the neighborhood.
Speaker: Yeah, for sure.
Speaker: Okay.
Speaker: I appreciate it.
Speaker: What was your first name again?
Speaker: Joe.
Speaker: Joe?
Speaker: All right, my man.
Speaker: We'll stop.
Speaker: We'll put that report together and we'll touch base with you in the next couple of days.
Speaker: Thank you guys.
Speaker: All right, boss.
Speaker: Okay, so solid stuff here.
Speaker: Another thing I loved, he brings them to the side of the meter.
Speaker: If you've been listening to podcasts, you know my preference is to get inside the home every time, if at all possible.
Speaker: But he does the next best thing, and that's bringing the homeowner off the porch, off the door, and getting him somewhere, moving him, which all my pest control guys know about this.
Speaker: It's a very common pest control technique is moving him to a different part of the yard.
Speaker: because when you're on the porch, you're a pest.
Speaker: So if you move them somewhere else in the home, you're a guest, right?
Speaker: But second best thing is to move them to a meter or somewhere else.
Speaker: Oh, can you show me your meter?
Speaker: Is your meter on this side?
Speaker: Okay, so they just tell me you also check that here.
Speaker: Come show me where that is real quick.
Speaker: You start walking.
Speaker: Okay, great thing.
Speaker: And at the end, you'll notice he does say, oh, you're here in the evenings, right?
Speaker: But one thing I don't hear in this, he doesn't set a solid appointment time.
Speaker: So never leave things open ended like that.
Speaker: Oh, you're in the evening.
Speaker: OK, well, we'll pass by the next couple of days.
Speaker: That is not an appointment, right?
Speaker: You want to create an expectation that you're coming back, that you're sitting down, that you're going over it and then pre-frame it that they can opt in or opt out.
Speaker: And you don't want to make them feel pressured that they need to make a decision that they have to decide 100% because people are going to cancel the appointment if they think you're going to come inside the home and pressure them to make a decision either way.
Speaker: But you just want to frame it as, hey, when we come back, it's not a big deal.
Speaker: We'll just go over the design and show you what the numbers would be, what it would look like.
Speaker: And then from there, we'll see if it's even an option.
Speaker: So if it makes sense, great.
Speaker: We'll see if the home even qualifies for it.
Speaker: If not, we won't do anything.
Speaker: So I'm fair.
Speaker: People are going to say yes.
Speaker: Okay.
Speaker: And so, um, make sure there's a solid appointment time.
Speaker: Do not leave it open ended like that and make sure the decision makers are there.
Speaker: That's another thing I didn't hear him ask.
Speaker: Hey, so, um, you're married, right?
Speaker: Or are you the only homeowner here?
Speaker: Okay.
Speaker: You and your wife.
Speaker: All right.
Speaker: And she'd be here tomorrow in the evening too.
Speaker: Yeah.
Speaker: Okay, cool.
Speaker: So we'll come just when he's, she's, she's here as well.
Speaker: So she knows what's going on and we answer any of her questions then go from there.
Speaker: We do get super busy with other neighbors.
Speaker: So besides like a nuclear meltdown, there's no reason that you guys wouldn't be here tomorrow, right?
Speaker: Okay, great.
Speaker: Do the whole lock, close, Grant Cardone style, right?
Speaker: Confirm it.
Speaker: And then at that point, you send them the text, you get them to respond, and then boom, that's a solid appointment.
Speaker: Make sure it's same day or next day.
Speaker: Worst case scenario, two days out.
Speaker: Then that's how you set a solid appointment with the bill like you got.
Speaker: So some great takeaways there.
Speaker: You can tell Ian is an experienced rep.
Speaker: Not many things I would change about that and some things that I learned that I can do better on myself.
Speaker: But those are my suggestions and hope that helped.
Speaker: So if you guys like more of this, again, shoot me a DM.
Speaker: Let me know if this is helpful to you and then send this to anyone on your team that could use some juice in their presentations.
Speaker: So we got some great guests coming up.
Speaker: Don't miss out.
Speaker: And then also, if you want to get in on that blitz, shoot me an email or shoot me a DM, Taylor Armstrong on Instagram or taylorsolarprinters.com for the email.
Speaker: And we'll see you guys on the flip side.
Speaker: Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
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Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an S dot com.
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Speaker: So shoot that email and let's increase your sales.
