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Transcript
Introduction to Solarpreneur Journey
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 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.
Defining the Solarpreneur
00:00:31
Speaker
What is a solarpreneur you might ask?
00:00:33
Speaker
A solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Excitement for 2023 and Goal Setting
00:00:43
Speaker
What's going on solarpreneurs?
00:00:44
Speaker
Taylor Armstrong here with another episode.
00:00:46
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.
00:00:56
Speaker
Welcome to 2023.
00:00:58
Speaker
Happy New Year.
00:00:59
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.
00:01:07
Speaker
But we're recording this at the start of 2023.
00:01:10
Speaker
And I'm excited because this is going to be the best year ever for solar.
00:01:16
Speaker
I'm calling it.
00:01:16
Speaker
I'm confident about it.
00:01:18
Speaker
And hopefully you have that up on your goals, up on your vision boards, or however you
00:01:22
Speaker
you keep track of what you're trying to do in solar.
California Net Metering Changes
00:01:26
Speaker
And so today we're going to be talking some presentation breakdowns.
00:01:30
Speaker
We're going to do a little breakdown, which is backed by popular demand.
00:01:34
Speaker
It's always, I think, well received by our listeners doing these little presentation breakdowns.
00:01:41
Speaker
But before we get into that, I have a very special announcement.
00:01:44
Speaker
Most of you have heard about Net Metering 3.0 that is passing in California.
00:01:50
Speaker
A lot of people are losing their minds over it, are already planning to go to different markets.
00:01:56
Speaker
So time will tell.
00:01:57
Speaker
For me, I think California is still going to be an awesome market.
00:02:00
Speaker
And I did a podcast on that if you want to hear my thoughts.
00:02:03
Speaker
But before this changes, we have until April 15th is the deadline, I believe, to submit all applications.
00:02:12
Speaker
So really, it's realistically kind of towards the end of March.
00:02:16
Speaker
We have to sell as many accounts as possible.
00:02:19
Speaker
If you're not familiar with this, maybe it's your first time.
00:02:21
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%.
00:02:32
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.
Invitation to California Market Blitz
00:02:49
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.
00:03:04
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.
00:03:14
Speaker
and some other heavy hitters that I can't say quite yet.
00:03:17
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.
00:03:23
Speaker
And the numbers speak for that too.
00:03:25
Speaker
So if you are new to solar, or if you've been selling a while, don't miss out.
00:03:31
Speaker
I'm going to be there.
00:03:32
Speaker
And if you want to be considered for this, shoot me an email, taylor at solarpreneurs.com.
00:03:37
Speaker
We will schedule a call later
00:03:39
Speaker
line up an application for you to come and hang with us and throw in some of these accounts.
00:03:44
Speaker
Get in on the California Gold Rush while you can because it's not going to be this good for much longer.
00:03:49
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.
00:03:59
Speaker
We do have other blitzes planned.
00:04:01
Speaker
So even if you're listening to this in July or something,
00:04:04
Speaker
would still love to hear from you.
00:04:05
Speaker
So that's taylor at solarpreneurs.com.
00:04:08
Speaker
You can also send me a message on Instagram or Facebook, which I try to check pretty regularly.
00:04:14
Speaker
Sometimes I do take a day or two to respond.
00:04:16
Speaker
So I apologize if you message me and I have not responded yet.
Sharing and Analyzing Sales Presentations
00:04:20
Speaker
But would love to hear from you and potentially get you in on the blitz we're doing.
00:04:24
Speaker
So hit me up.
00:04:25
Speaker
Enough about that, though.
00:04:26
Speaker
Let's jump into the meat of this podcast.
00:04:29
Speaker
And we're going to be diving into a YouTube presentation.
00:04:34
Speaker
And we're going to be breaking it down.
00:04:36
Speaker
I'm going to let you know my thoughts on it.
00:04:38
Speaker
And as usual, would love to hear if you guys have any other thoughts and would love to break down your presentation today.
00:04:44
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.
00:04:55
Speaker
So this one is titled how to set a solar appointment with Ian Atkinson door to door sales.
00:05:00
Speaker
You can search that on YouTube if you want to follow along.
00:05:03
Speaker
And this is a really good presentation, not going to lie.
00:05:06
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.
00:05:13
Speaker
There are a few things I think he can improve.
00:05:15
Speaker
So I'm going to put it on and I'm going to do it a little bit quicker speed.
00:05:19
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.
00:05:26
Speaker
So if you're listening to this podcast on a quicker speed, then this is probably going to sound really fast to you.
00:05:30
Speaker
Let's jump into it.
00:05:31
Speaker
See what Ian Atkinson has to say on the
Engagement Strategies and Humor
00:05:34
Speaker
doors.
00:05:34
Speaker
Yeah, I gotcha.
00:05:36
Speaker
No, I'll be quick.
00:05:36
Speaker
We're just working with quite a few of your neighbors.
00:05:39
Speaker
Mainly, I feel like the net metering program out here that Texas and Mexico Power has been running.
00:05:42
Speaker
I don't
00:05:43
Speaker
Okay, right off the bat, has a good opener.
00:05:46
Speaker
He said, you must be the king of the castle.
00:05:48
Speaker
Gets a little chuckle.
00:05:49
Speaker
I don't know how funny the homeowner thought it was.
00:05:51
Speaker
Good little icebreaker.
00:05:52
Speaker
And that's what it's all about.
00:05:53
Speaker
You want to grab their attention because nothing matters if you can't get their attention, right?
00:05:58
Speaker
And so instantly the guy gives the reaction that we all hate to hear.
00:06:01
Speaker
Oh, solar panels.
00:06:03
Speaker
A lot of times you'll get, oh, you selling something?
00:06:05
Speaker
And he has a good response, says a little bit different.
00:06:07
Speaker
So he's not saying yes or no.
00:06:09
Speaker
And so I don't know, some people, their approach is just me like, yeah, we're doing solar.
00:06:14
Speaker
I like to do something similar to him.
00:06:15
Speaker
But the best way to relieve this, I think right off the bat is with humor.
00:06:19
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.
00:06:26
Speaker
Did you already get yours?
00:06:27
Speaker
Something like that.
00:06:28
Speaker
I think I got that from Taylor McCarthy.
00:06:30
Speaker
But I love the Girl Scout cookies line.
00:06:32
Speaker
I love relieving pressure with humor.
00:06:35
Speaker
Grant Cardone talks about this in Closer Survival Guide as one of the rules of
Problem-Solution Selling Technique
00:06:40
Speaker
closing.
00:06:40
Speaker
I think it applies to setting appointments on the doors.
00:06:43
Speaker
Always use humor to relieve pressure.
00:06:46
Speaker
And so utilize that.
00:06:49
Speaker
I don't think so.
00:06:49
Speaker
You guys have anything to your email about it yet?
00:06:51
Speaker
It goes in your junk mail or something.
00:06:53
Speaker
Our program is a little bit different.
00:06:55
Speaker
And the main reason is we set you up with a company that does that, the solar buyback.
00:06:58
Speaker
Okay, and good.
00:06:59
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?
00:07:06
Speaker
They're not going to listen.
00:07:07
Speaker
So Ian does a good job at contrasting why he's different.
00:07:10
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.
00:07:19
Speaker
He has a little slick of why their program is different.
00:07:21
Speaker
So if you are new, if your company does not provide you with slicks, I would highly recommend getting something.
00:07:27
Speaker
Hit me up, shoot me a DM, I can help with that.
00:07:29
Speaker
But it really doesn't matter as much what's on the slick, just that you have the opportunity to hand them something.
00:07:34
Speaker
Because this is how you're going to create interaction and really buy yourself time.
00:07:38
Speaker
I love it.
00:07:40
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.
00:07:45
Speaker
So yeah, Mr. Slater, we didn't do his install because we wouldn't do that ugly conduit run over his roof.
00:07:49
Speaker
That's not the most desirable look, I understand.
00:07:51
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.
00:07:58
Speaker
And then you would
00:07:59
Speaker
So he's good.
00:08:00
Speaker
Again, he's contrasting why their program is different.
00:08:03
Speaker
He's using a name, which is great.
00:08:05
Speaker
I think he had the opportunity to create a little more interaction by saying, hey, do you know Mr. Slater?
00:08:11
Speaker
We're getting some interaction, right?
00:08:12
Speaker
Because you don't want to get where you're just, you know, talking, talking, talking, talking.
00:08:18
Speaker
People usually will zone out, not be paying attention.
00:08:21
Speaker
And this guy in the video, he's behind this annoying pole.
00:08:25
Speaker
So you can't see his face or how much he's paying attention.
00:08:28
Speaker
But really, this is something you have to judge off of body language.
00:08:30
Speaker
Are they actually listening to what you're saying?
00:08:32
Speaker
Are they zoning out?
00:08:34
Speaker
If they are, you need to be asking more questions.
00:08:35
Speaker
You need to be getting them more involved.
00:08:37
Speaker
Just make a payment on the solar panels.
00:08:39
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?
00:08:45
Speaker
Yeah.
00:08:46
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.
00:08:52
Speaker
Let's get a better half.
00:08:53
Speaker
Yeah.
00:08:55
Speaker
But what solar does is it basically protects you against the rising costs because everything keeps going up.
00:09:00
Speaker
Gas prices, the price of this home.
00:09:01
Speaker
How long have you guys lived in it?
00:09:02
Speaker
20 years.
00:09:03
Speaker
20 years.
00:09:03
Speaker
You've probably seen the neighborhood change quite a bit.
00:09:05
Speaker
So that's good.
00:09:06
Speaker
So he does throw in a question right there, tries to get some involvement.
00:09:09
Speaker
And what I really like is he's creating a problem.
00:09:12
Speaker
I think this is an essential element of every presentation.
00:09:15
Speaker
You have your opener, you create a problem, then you give them the solution.
00:09:19
Speaker
So Ian does a good job at SYNC.
00:09:22
Speaker
We've been getting lots of calls about the delivery freeze going up.
00:09:25
Speaker
I'm sure you've noticed the same thing.
00:09:27
Speaker
He could have thrown in a head nod right there, get some agreement.
00:09:29
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.
Relating Costs to Everyday Expenses
00:09:36
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
00:10:07
Speaker
As far as the home goes here though, do you guys have gas appliances in the home?
00:10:11
Speaker
Good.
00:10:12
Speaker
So you can tell this guy's experience.
00:10:14
Speaker
He's doing a lot of great things there.
00:10:15
Speaker
Number one, he gives them, he relates it to something they can grasp and understand.
00:10:20
Speaker
Everyone knows the gas prices, right?
00:10:22
Speaker
Everyone knows food inflation.
00:10:24
Speaker
So if you are out giving your presentations,
00:10:27
Speaker
great thing that you can also apply is tie it to something that they know and understand, especially in these markets.
00:10:34
Speaker
He's in Texas.
00:10:36
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
00:10:45
Speaker
usually make something click.
00:10:46
Speaker
And you'll see even later in this presentation, this guy doesn't fully understand what's going on.
00:10:51
Speaker
So you sometimes you have to say the same thing in different ways over and over and over and over and over.
00:10:56
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.
00:11:03
Speaker
Okay, so great thing he does there.
00:11:05
Speaker
Just the furnace.
00:11:07
Speaker
Furnace, okay.
00:11:07
Speaker
Gotcha, gotcha.
00:11:09
Speaker
Everything else is electric?
00:11:10
Speaker
The other thing that we converted just within the last few years was our fireplace.
00:11:13
Speaker
Fireplace, okay.
00:11:14
Speaker
Okay.
00:11:15
Speaker
So, I mean, I'd imagine in the wintertime, your electric goes really low.
00:11:17
Speaker
Yeah.
00:11:18
Speaker
Under $100?
00:11:18
Speaker
Yeah.
00:11:18
Speaker
Okay.
00:11:19
Speaker
It's the summertime.
00:11:20
Speaker
That's when everybody gets hit the most.
00:11:21
Speaker
And the more kilowatts you use, the more delivery fees they charge, because it's on volume.
00:11:25
Speaker
You know, they charge it by volume.
00:11:26
Speaker
Now, what is the bill?
00:11:27
Speaker
What was your guys' last bill, roughly?
00:11:28
Speaker
2025.
00:11:28
Speaker
Holy cow.
00:11:30
Speaker
Yeah, and that was before, because I switched to some kind of program.
00:11:34
Speaker
We did that last year, but we couldn't do it this year until June 7th.
00:11:37
Speaker
Okay.
00:11:37
Speaker
So this month should be considerably lower, and I'd say $2.20.
00:11:41
Speaker
$2.20-ish.
00:11:42
Speaker
Who was the company that you guys ended up going with for that?
00:11:45
Speaker
Good.
00:11:45
Speaker
So he's asking good questions.
00:11:47
Speaker
He's getting some interaction here.
00:11:49
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.
00:11:55
Speaker
And it's not, you know, it's a give and a take.
00:11:57
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,
00:12:04
Speaker
Homeowners start to feel like they're being interrogated, especially if it's semi-personal stuff about, you know, their home or whatever.
00:12:11
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.
00:12:19
Speaker
Sometimes got myself in trouble with that one.
00:12:22
Speaker
So he does a good job at creating that and really figuring out what the situation is.
00:12:26
Speaker
I like his little gasp when he heard how much this dude is paying for electricity.
00:12:32
Speaker
325, he's like, oof.
00:12:34
Speaker
So it's great.
00:12:35
Speaker
You want to basically make him feel like, holy cow, I'm getting gouged by my utility company.
00:12:40
Speaker
If you can make him feel that, all the better for you.
00:12:43
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.
00:12:48
Speaker
So he does a good job with that.
00:12:50
Speaker
I always like to throw in a, oh, is that monthly you pay that?
00:12:54
Speaker
Or is that like bi-monthly?
00:12:55
Speaker
Monthly?
00:12:55
Speaker
Oh, whoa.
00:12:56
Speaker
Holy.
00:12:57
Speaker
Jeez.
00:12:57
Speaker
Okay.
00:12:58
Speaker
Yeah.
00:12:58
Speaker
Hopefully this home is eligible.
00:12:59
Speaker
That is steep.
00:13:00
Speaker
Should really make them feel that it's dramatic how much they're paying and dramatic how much prices are going up.
00:13:08
Speaker
Texas, New Mexico.
00:13:09
Speaker
No, it's TXU.
00:13:10
Speaker
TXU, okay, gotcha.
00:13:10
Speaker
Yeah, they do the average billing sort of thing.
00:13:12
Speaker
Yeah, but it's... No, they drop the rates to almost like 7 cents a kilowatt for the summer.
00:13:17
Speaker
And then once the summer's over, I think it jumps back to like 10.
00:13:19
Speaker
Yeah, yeah, yeah.
00:13:21
Speaker
I know, because it's one of those things that a lot of times they put you on an average bill plan.
00:13:23
Speaker
So the more you use, you pay less.
00:13:25
Speaker
And then the less you use, you pay more per kilowatt, essentially.
00:13:28
Speaker
We don't really care about what the cost is.
00:13:29
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.
00:13:35
Speaker
That's what we plug in and it draws up an energy report.
00:13:37
Speaker
I know for, for us personally, like right now, the last thing we need is another payment.
00:13:41
Speaker
You know, I got my truck, my wife's car, my daughter's car.
00:13:43
Speaker
I know it's like,
00:13:44
Speaker
man, I want to be paid off with those already.
00:13:47
Speaker
But so, you know, I've heard stories, right?
00:13:49
Speaker
Some of the guys that I work with have gotten, I just like buy a brand new truck, you know, $50, $60,000.
00:13:53
Speaker
Depends on how much energy you use.
00:13:54
Speaker
I'm talking just for the, I don't know, the way I understood it was for the panels themselves, you know?
00:14:01
Speaker
Yeah.
00:14:01
Speaker
It's not, I mean, it's another, it's another payment.
00:14:04
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.
00:14:10
Speaker
And it's,
00:14:11
Speaker
So Ian here has given some good information, but what I would say is as little information as you can give them, the
Selling the Appointment
00:14:18
Speaker
better.
00:14:18
Speaker
Because if people get into this analysis mode on the doors, what are they going to do?
00:14:23
Speaker
They're going to think about it.
00:14:24
Speaker
They're going to want a card.
00:14:25
Speaker
They're going to want to research themselves.
00:14:27
Speaker
So you want to sell the appointments.
00:14:29
Speaker
You don't want to sell solar.
00:14:31
Speaker
Remember that always.
00:14:32
Speaker
Repeat that to yourself.
00:14:33
Speaker
When I'm knocking doors, I am selling the appointments.
00:14:36
Speaker
I am not selling solar.
00:14:38
Speaker
Okay, good.
00:14:38
Speaker
Get it out of your head, giving them a lot of information.
00:14:41
Speaker
Get it out of your head.
00:14:41
Speaker
Don't say the word payment.
00:14:43
Speaker
Don't say the word loan.
00:14:45
Speaker
Don't say it's being financed.
00:14:47
Speaker
None of that.
00:14:47
Speaker
If you say that, it's game over 90% of the time.
00:14:51
Speaker
All you want them thinking is this is a new program.
00:14:53
Speaker
It's a bill swap.
00:14:55
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.
00:14:59
Speaker
I guess depending on what market you're in.
00:15:01
Speaker
But the more you can simplify it, the better.
00:15:03
Speaker
And you want to create the curiosity.
00:15:05
Speaker
You want to give them intrigue.
00:15:06
Speaker
You want to give them a reason to meet up with you for a second time.
00:15:10
Speaker
So that's what he could have done a little bit better here, in my opinion.
00:15:13
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.
00:15:20
Speaker
And you have the opportunity to buy the home for zero down and your mortgage is now $1,200.
00:15:24
Speaker
So yes, it is something like you're financing it.
00:15:27
Speaker
but your payment for solar is less than what the bill you're already paying.
00:15:30
Speaker
So it's a bill swap, right?
00:15:31
Speaker
You know, it's an investment, right?
00:15:32
Speaker
Cause longterm when you pay that off again, you're free.
00:15:34
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.
00:15:38
Speaker
But again, you're right.
00:15:39
Speaker
I mean, it's not for everybody.
00:15:40
Speaker
A lot of times we can't even get the roof qualified.
00:15:42
Speaker
So we don't even know if we can do it yet.
00:15:43
Speaker
But all we would do is on your bill, plug it in.
00:15:47
Speaker
Cause 50, 60,000, that's a bigger system.
00:15:48
Speaker
You guys might not need a system that big.
00:15:50
Speaker
We would plug it in.
00:15:51
Speaker
It looks like this.
00:15:52
Speaker
I'm sure I got a bunch of stuff here, but it is a custom energy repair.
00:15:57
Speaker
So good.
00:15:57
Speaker
He's doing a good thing here.
00:15:59
Speaker
He's pulling up his iPad.
00:16:00
Speaker
He's showing them a little map.
00:16:02
Speaker
I like to use the app Sunseeker or there's some free ones.
00:16:07
Speaker
I think a free one is Suns Path you can download.
00:16:11
Speaker
Just show them how the sun's sitting over their roof.
00:16:13
Speaker
It's a good thing to show them right there.
00:16:15
Speaker
And he's getting up side by side with the homeowner, which is great.
00:16:18
Speaker
You want him shoulder to shoulder, looking at things with you, pointing out things.
00:16:22
Speaker
And then, yeah, just again, he's talking about like financing.
00:16:28
Speaker
That's something I don't think should ever be brought up really at the door.
00:16:32
Speaker
Should be something that's brought up in the home.
00:16:34
Speaker
report that we do for every home.
00:16:36
Speaker
And so like for this one, we get an aerial image of your home.
00:16:41
Speaker
It calculates how many sun hours you guys are hitting on each roof space.
00:16:43
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.
00:16:50
Speaker
And then what that tells us is
00:16:53
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%.
00:16:57
Speaker
So you're producing more power than you need.
00:16:58
Speaker
So we're sure to eliminate that electric bill.
00:17:00
Speaker
And then what the monthly cost is.
00:17:02
Speaker
So like for this one, they had a pretty good rate.
00:17:04
Speaker
They were paying about 160 with Reliant.
00:17:06
Speaker
We eliminated that bill and their solar payments 144.
00:17:09
Speaker
So they're saving money from month to month.
00:17:11
Speaker
Yeah.
00:17:11
Speaker
So you don't, they don't have that case right there.
00:17:13
Speaker
They don't pay for the panels on top of their electric bill.
00:17:16
Speaker
This eliminates their electric bill.
00:17:17
Speaker
And so their electric bill actually looks like, so you still get a statement every month.
00:17:22
Speaker
You see how that one's negative?
00:17:22
Speaker
This is a reliant bill.
00:17:24
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.
00:17:28
Speaker
Okay.
00:17:29
Speaker
So yeah, great job here.
00:17:30
Speaker
I love what he does here.
00:17:32
Speaker
And you'll see that this guy is just barely clicking his head that, oh, this is replacing my bill.
00:17:37
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.
00:17:45
Speaker
So what really clicked in for him is Ian, he gets up side by side.
00:17:50
Speaker
He actually shows them from what I can see.
00:17:52
Speaker
He shows them like a bill of someone that has solar on the program.
00:17:55
Speaker
And when he sees it visually, people believe what they see, not what they hear.
00:18:00
Speaker
Right.
00:18:00
Speaker
And so as Ian does this, as he shows them something like a bill from...
00:18:05
Speaker
someone that's on the program, finally he's like, oh wait, so I don't have to pay my electric bill?
00:18:10
Speaker
This is going to replace it?
00:18:11
Speaker
It's like, yeah, Ian said that like five times already, but now that he showed him it, the dude believes it.
00:18:17
Speaker
So remember that, always use something visual
Using Visual Aids Effectively
00:18:20
Speaker
and I'm going to do that.
00:18:21
Speaker
That's something I learned and I have not been doing that very consistently.
00:18:24
Speaker
Carry around like a bill of someone who has solar.
00:18:27
Speaker
Say, oh, this is someone that we helped out.
00:18:29
Speaker
This is their bill now.
00:18:30
Speaker
Show them things like that because people are going to believe what they see.
00:18:33
Speaker
Then another thing he did that I forgot to mention earlier, as he was explaining the program, he did do the pullback.
00:18:39
Speaker
He said, it's not for everyone.
00:18:41
Speaker
Your home might not even qualify.
00:18:42
Speaker
Another crucial element of the presentation, right?
00:18:45
Speaker
Problem, solution, pullback, close.
00:18:49
Speaker
eyeball it.
00:18:50
Speaker
You know, you actually have to break down the usage and the kilowatts.
00:18:52
Speaker
But what this does is every month, do you remember the old cell phone plans to add rollover minutes?
00:18:56
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.
00:19:00
Speaker
And so like at the end of the year, you could have a thousand extra minutes so you could talk extra.
00:19:04
Speaker
That's the same with these.
00:19:05
Speaker
He's got negative six.
00:19:06
Speaker
He got his panels installed about 14 months ago.
00:19:08
Speaker
He's got $680 in bill credits.
00:19:10
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.
00:19:16
Speaker
And your usage went way up.
00:19:18
Speaker
everything you have banked in here will apply to that extra bill.
00:19:20
Speaker
So if they do it right, it does eliminate the electric bill to where you're only making a solar payment.
00:19:24
Speaker
But there is four stories of both.
00:19:26
Speaker
And that payment goes to?
00:19:28
Speaker
So to whoever the lender is that finances it.
00:19:30
Speaker
We use, I mean, you're right, it's not free.
00:19:32
Speaker
There's no money down, but I'm not going to sit here and tell you that it's free.
00:19:34
Speaker
Like that scenario there is, Jim.
00:19:37
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.
00:19:45
Speaker
But he's got good explanations, though.
00:19:48
Speaker
It's a win-win because you still got to pay for your service.
00:19:51
Speaker
And even more if it's a win-win is...
00:19:53
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.
00:20:01
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?
00:20:09
Speaker
I mean, if it's done correctly, we have a 25-year penetration warranty for the roof.
00:20:14
Speaker
The panels have a 25-year frame-to-frame warranty.
00:20:15
Speaker
So, I mean, if they stop producing or it's not functioning correctly, we have to come out and replace it.
00:20:20
Speaker
But when it comes to your guys' bill here for the home, do you still get a paper copy in the mail?
00:20:23
Speaker
Or is it... No, it's email.
00:20:25
Speaker
Email?
00:20:25
Speaker
Yeah.
00:20:26
Speaker
Okay, good.
00:20:27
Speaker
And I think he catches himself, but he got into selling mode.
00:20:30
Speaker
I think a little bit too much here.
00:20:31
Speaker
He starts talking about warranties, starts talking about these things again.
00:20:34
Speaker
Goal should be to sell the appointments.
00:20:37
Speaker
These are things that's probably not necessary to bring up...
00:20:40
Speaker
on the door.
00:20:41
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.
00:20:50
Speaker
This is what we're doing.
00:20:51
Speaker
They leave it open ended.
00:20:52
Speaker
And then they get hit with Okay, do you have a card or things like that.
00:20:56
Speaker
So he at least goes into a qualifying question.
00:20:59
Speaker
Oh, do you have a bill?
00:21:00
Speaker
You never want to just leave it as a cliffhanger.
00:21:02
Speaker
You want to give him some information.
00:21:04
Speaker
Then you want to go into like a qualifying question.
00:21:06
Speaker
So he does a good job at not like leaving it open-ended like that or leaving it hanging.
00:21:12
Speaker
I actually call them.
00:21:13
Speaker
Oh, you do?
00:21:14
Speaker
Yeah, it's my habit.
00:21:15
Speaker
I call them and pay.
00:21:16
Speaker
Do they send you a statement, though, to your phone, like to your email?
00:21:18
Speaker
Yeah.
00:21:18
Speaker
So that way you can see the usage.
00:21:19
Speaker
If you grab that, we'll snap a picture of it.
00:21:21
Speaker
We'll plug it in.
00:21:22
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.
00:21:27
Speaker
And that way you know how many panels you'd use and stuff like that.
00:21:29
Speaker
So when the next guy comes and knocks on your door, you're like, no, I need 24 panels.
00:21:32
Speaker
You're only telling me I need 18.
00:21:33
Speaker
Like, that's not right.
00:21:33
Speaker
Okay.
00:21:34
Speaker
Do you have a card?
00:21:35
Speaker
I have some flyers.
00:21:36
Speaker
Okay.
00:21:37
Speaker
Do you have your number?
00:21:37
Speaker
Yeah, it's got my number.
00:21:38
Speaker
I have one left.
00:21:39
Speaker
But I have to give it to somebody that's interested.
00:21:41
Speaker
Do you have the bill in your email?
00:21:43
Speaker
No.
00:21:43
Speaker
I'm sure I don't.
00:21:45
Speaker
Oh man, I bet you do.
00:21:47
Speaker
Yeah, take a picture of this.
00:21:48
Speaker
Search TXU in your inbox.
00:21:49
Speaker
Okay.
00:21:50
Speaker
And yeah, so he does get hit with, oh, do you have a card?
00:21:53
Speaker
Do you have this?
00:21:54
Speaker
And what I like that Ian does, he does pull it out.
00:21:57
Speaker
He says his line, oh, give it to people that are interested.
00:22:01
Speaker
And he lets him take a picture.
00:22:02
Speaker
So you want to give the homeowner what they want.
00:22:04
Speaker
You want to make them feel like they're winning the battle, like they're getting exactly what they want.
00:22:08
Speaker
But then after he takes a picture, he goes straight back into it.
00:22:12
Speaker
Okay.
00:22:12
Speaker
So you agree with him and then you go back into it.
00:22:15
Speaker
Right.
00:22:15
Speaker
And so you don't just agree with him and give up.
00:22:17
Speaker
He agrees with him and then he fights to get the bill, which I love.
00:22:20
Speaker
Okay.
00:22:21
Speaker
But you don't immediately go into arguing with him.
00:22:23
Speaker
Oh, I do.
00:22:24
Speaker
But here, but here, let's get you set up for an appointment.
00:22:27
Speaker
Whatever.
00:22:27
Speaker
No, he agrees with him.
00:22:28
Speaker
Said, oh yeah, go ahead and take a picture.
00:22:30
Speaker
Cool.
00:22:30
Speaker
And then he makes it seem no big deal.
00:22:32
Speaker
Then he goes back into what he's doing, which is great.
00:22:35
Speaker
Say PDF.
00:22:36
Speaker
Okay.
00:22:38
Speaker
New bill.
00:22:38
Speaker
There we go.
00:22:40
Speaker
What side of the home is your meter on?
00:22:41
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.
00:22:47
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.
00:22:52
Speaker
We'll get one drawn up, and then you're usually probably around in the evenings.
00:22:55
Speaker
Yeah.
00:22:55
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.
00:22:58
Speaker
Absolutely.
00:22:59
Speaker
In the 20 years that we've been here, we've gotten rid of some trees.
00:23:01
Speaker
And I look at, you know, the boats and I'm like, man, you're ideal.
00:23:04
Speaker
And honestly, because you have a flat roof.
00:23:06
Speaker
And so when you talk about exposure all day long, like the flat is only on the garage, on the garage.
00:23:11
Speaker
But I mean, as opposed to that, yours is like the pitch of it is a lot less.
00:23:14
Speaker
So that means just more exposure to the sun.
00:23:17
Speaker
And it's an easier install process, too.
00:23:18
Speaker
You know, the guys don't have to wear harnesses and all that.
00:23:20
Speaker
But we'll draw something up.
00:23:21
Speaker
I mean, your home is...
00:23:23
Speaker
ideal for solar.
00:23:23
Speaker
All in all, the process takes like two to three weeks if you guys did move forward with it.
00:23:27
Speaker
But again, our job first, put together an energy report, see if it makes sense.
00:23:30
Speaker
If it does, see the savings.
00:23:32
Speaker
We'll compare it with what you're paying per kilowatt on your bill.
00:23:35
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.
00:23:40
Speaker
As long as we can use your name around the neighborhood.
00:23:41
Speaker
Yeah, for sure.
00:23:41
Speaker
Okay.
00:23:42
Speaker
I appreciate it.
00:23:42
Speaker
What was your first name again?
00:23:43
Speaker
Joe.
00:23:43
Speaker
Joe?
00:23:43
Speaker
All right, my man.
00:23:44
Speaker
We'll stop.
00:23:44
Speaker
We'll put that report together and we'll touch base with you in the next couple of days.
00:23:47
Speaker
Thank you guys.
00:23:47
Speaker
All right, boss.
00:23:48
Speaker
Okay, so solid stuff here.
00:23:50
Speaker
Another thing I loved, he brings them to the side of the meter.
00:23:53
Speaker
If you've been listening to podcasts, you know my preference is to get inside the home every time, if at all possible.
00:23:59
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.
00:24:07
Speaker
It's a very common pest control technique is moving him to a different part of the yard.
00:24:12
Speaker
because when you're on the porch, you're a pest.
00:24:14
Speaker
So if you move them somewhere else in the home, you're a guest, right?
00:24:18
Speaker
But second best thing is to move them to a meter or somewhere else.
00:24:22
Speaker
Oh, can you show me your meter?
00:24:23
Speaker
Is your meter on this side?
00:24:24
Speaker
Okay, so they just tell me you also check that here.
00:24:28
Speaker
Come show me where that is real quick.
00:24:30
Speaker
You start walking.
00:24:30
Speaker
Okay, great thing.
00:24:32
Speaker
And at the end, you'll notice he does say, oh, you're here in the evenings, right?
00:24:37
Speaker
But one thing I don't hear in this, he doesn't set a solid appointment time.
Setting Solid Appointment Times
00:24:41
Speaker
So never leave things open ended like that.
00:24:43
Speaker
Oh, you're in the evening.
00:24:44
Speaker
OK, well, we'll pass by the next couple of days.
00:24:48
Speaker
That is not an appointment, right?
00:24:50
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.
00:25:00
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.
00:25:11
Speaker
But you just want to frame it as, hey, when we come back, it's not a big deal.
00:25:14
Speaker
We'll just go over the design and show you what the numbers would be, what it would look like.
00:25:18
Speaker
And then from there, we'll see if it's even an option.
00:25:20
Speaker
So if it makes sense, great.
00:25:21
Speaker
We'll see if the home even qualifies for it.
00:25:23
Speaker
If not, we won't do anything.
00:25:24
Speaker
So I'm fair.
00:25:25
Speaker
People are going to say yes.
00:25:26
Speaker
Okay.
00:25:27
Speaker
And so, um, make sure there's a solid appointment time.
00:25:30
Speaker
Do not leave it open ended like that and make sure the decision makers are there.
00:25:34
Speaker
That's another thing I didn't hear him ask.
00:25:36
Speaker
Hey, so, um, you're married, right?
00:25:38
Speaker
Or are you the only homeowner here?
00:25:40
Speaker
Okay.
00:25:40
Speaker
You and your wife.
00:25:41
Speaker
All right.
00:25:41
Speaker
And she'd be here tomorrow in the evening too.
00:25:43
Speaker
Yeah.
00:25:43
Speaker
Okay, cool.
00:25:44
Speaker
So we'll come just when he's, she's, she's here as well.
00:25:46
Speaker
So she knows what's going on and we answer any of her questions then go from there.
00:25:51
Speaker
We do get super busy with other neighbors.
00:25:55
Speaker
So besides like a nuclear meltdown, there's no reason that you guys wouldn't be here tomorrow, right?
00:25:59
Speaker
Okay, great.
00:26:00
Speaker
Do the whole lock, close, Grant Cardone style, right?
00:26:04
Speaker
Confirm it.
00:26:04
Speaker
And then at that point, you send them the text, you get them to respond, and then boom, that's a solid appointment.
00:26:11
Speaker
Make sure it's same day or next day.
00:26:13
Speaker
Worst case scenario, two days out.
00:26:15
Speaker
Then that's how you set a solid appointment with the bill like you got.
00:26:18
Speaker
So some great takeaways there.
00:26:20
Speaker
You can tell Ian is an experienced rep.
00:26:22
Speaker
Not many things I would change about that and some things that I learned that I can do better on myself.
00:26:26
Speaker
But those are my suggestions and hope that helped.
00:26:29
Speaker
So if you guys like more of this, again, shoot me a DM.
00:26:34
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.
00:26:41
Speaker
So we got some great guests coming up.
00:26:44
Speaker
Don't miss out.
00:26:45
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.
00:26:56
Speaker
And we'll see you guys on the flip side.
00:27:00
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:27:06
Speaker
Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
00:27:12
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:27:17
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:27:25
Speaker
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00:27:28
Speaker
So book a call now.
00:27:29
Speaker
Don't miss out.
00:27:30
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:27:35
Speaker
That's taylor at solarpreneurs with an S dot com.
00:27:39
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:27:44
Speaker
So shoot that email and let's increase your sales.