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I Just Broke My Weekly Sales Record
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After a long while of maintaining a stagnant streak, I broke my personal weekly record just before Thanksgiving weekend. This episode will go through the things our team has implemented to make new strides like this happen.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong.
Taylor Armstrong's Journey
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
Sales Advice and Industry Experts
00:00:19
Speaker
I teach you 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.
What is a Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Preparing for Summer Sales
00:00:41
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
Discovering Solar Scout
00:00:57
Speaker
Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:01:16
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show. you need give my listeners a great deal. And they did.
Solar Scout Discount Offer
00:01:31
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:01:43
Speaker
Okay, back to the show. Hey, what's going on, solopreneurs?
Biggest Week in Solar Sales
00:01:46
Speaker
I just had my biggest week ever in solar. Wanted to share with you how i did it. what strategies we implemented and how you can have your biggest week in solar as well.
00:01:58
Speaker
So welcome to the podcast. My name is Taylor Armstrong. We're here to help help you close more deals, generate more leads and referrals and have a much better time in the solar industry. We're coming at you live from Utah.
00:02:10
Speaker
Got a little bit of a different background here if you're watching the video version today. Out here on a little Thanksgiving break. Grinded last week. Had a massive week, so I'm enjoying some fruits of it.
00:02:23
Speaker
got to dominate in all areas of life, not just sales. So hope you're enjoying this Thanksgiving week or whenever you're listening this
Breaking Sales Records
00:02:31
Speaker
podcast. This last week, I was able to break my personal record previously, which was eight deals in a week.
00:02:38
Speaker
By the grace of God, 11 deals last week. Before we get into the strategies, just need to shout out my team, need to shout out my setters, all but two deals that were for me knocking on the week.
00:02:51
Speaker
self-generated and then nine were from my team, from our setters that are crushing i now. So yeah, I'm going to share with you a few strategies and hopefully you can go and have your biggest week as well.
00:03:05
Speaker
And I think ah once once I actually hit the numbers, it was surprising to me kind of how easy it was. i know. Before there's so many times where I'd hit eight on the week and I'm like, ah this the week I'm going to pass that number. I think I'd hit it four or five different times in my solar career, but for whatever reason cannot get past that magic eight number in a week. I will say it takes a little bit of luck.
00:03:28
Speaker
Some things had to fall into place, um but there were also some things we did to line up, line the stars so I could have that that a big week and break the record um of eight deals that I previously set.
00:03:42
Speaker
So i'm going to go through three, four things that we implemented this week, some things that we maybe did a little different that ah helped us. And i would love to hear what's your biggest week.
00:03:53
Speaker
Would love to hear if you implement some of these things yourself. and set yourself a new personal record. Hey, so you heard before, um it does make it a lot easier if you have a team. i had We had great setters, people lining up deals. you know It makes it a lot easier if you have a team. right I think there's a few people that we've had on the podcast that have hit these numbers, just self-generating deals. But ah man, I got mad respect for them, you know especially out here in Southern California. It's I think it's um yeah infinitely easier if you do have a team that's going to also set you up some appointments on top of whatever you knock.
Organizing Blitz Week
00:04:29
Speaker
Hey, but here's what we did. hey Number one, you heard me talking about how we were planning a blitz. So this record, it came during a blitz week and we had all our team bought in. We had guys working similar schedules. We could even done better with this.
00:04:45
Speaker
and We could have, I think, structured the blitz little bit better. might do another episode on, you know, just kind of the blitz and how things went with that. But if you can line it up to have your team just all work in the same areas, the same schedule, and all aligned with your goal to go all out, your chances hitting a personal best go way up, right?
Time Efficiency and Appointments
00:05:06
Speaker
Because you're more organized, you're all knocking similar areas.
00:05:10
Speaker
ah The team's bought in, you have um things going more efficient. We had guys working sunup to sundown and out here in Southern California right now, it gets dark at like five o'clock. So we had guys working until after eight zero o'clock a lot of nights.
00:05:24
Speaker
And really that's what it takes. And our company, they structure a competition right before Thanksgiving to get one last final push out of people before the holidays. Because let's be honest, there's guys that take off during the month of December, there's guys that work less. So I thought it's really smart plan a competition before the holidays come up and get guys bought in to go out and produce during that. So um yeah, and then just maximizing efficiency. There was one example. I had last week, we actually had a few appointments um that were down in San Diego. We were blitzing more up north, um an hour or two north of San Diego, which is my typical area. Those overflow appointments were from the week before. And I remember a previous blitz.
00:06:09
Speaker
I thought these appointments were solid, And I drove clear down to him. I drove for nothing. Basically, I left a blitz to go to appointments in other areas and ended up wasting a bunch of time. So this blitz, I'm like, I'm not going down there unless I know these people are going to sit for sure. Because I know my team, I know they can go out and get same days. I know I can go out and get a same day. i know we can set up appointments. So luckily, I confirmed every appointment that was outside of our blitz area.
00:06:36
Speaker
I think actually every one of them fell through. But when they fell through, we always went out and got same day, or replaced it. a matter of fact, this appointment ah that I thought was for sure going to close in San Diego, it was a solid follow up. We just needed, you already had credit approved, just needed to go back and sign docs.
00:06:54
Speaker
He seemed excited about it. I was considering just going back without confirming with him. I confirmed with him. He canceled, unfortunately. But we went out and got two same days at night and added to the tally.
00:07:05
Speaker
So make sure you're being efficient with your time. If you need to confirm things, confirm them, right? If you want to maximize maximize your results, maximize your efficiency, probably need to confirm some things because last thing you want is to be running around to appointments that aren't sitting, that
Targeting Untapped Areas
00:07:20
Speaker
are no showing. You need to be extremely efficient with your time to hit big numbers. Yeah, a little bit of luck helps. It goes a long way too.
00:07:28
Speaker
And number two is finding areas that are off the beaten path. One of our ah best setters right now, Rosenberg, which you're actually you hear from him probably next episode, maybe the episode after. he is ah insane at setting appointments. But what he did this week is he went and looked for homes off the beaten path. And if you've listened the podcast, you know I am a bit big advocate of finding homes that have not been just like drilled and drilled and drilled.
00:07:54
Speaker
Especially if you're an experienced knocker, um it helps a lot by finding homes that are spread out, finding homes that haven't had 100 door knockers this summer, because those homes, they just are a little bit tougher to convert. Plenty of deals in there, but if you're going for volume, you might want to find some homes that are a little bit higher percentage, trade pick a little bit. So Rosenberg, he went to an area that was just kind of middle nowhere, a lot of manufacturers' homes spread apart that just hadn't been hit too often. And this is where we got probably seven, maybe eight of our eight of our deals um was in this one particular area. So if you're trying to go and have go out and have a big week, plan your areas in advance, look for areas that are maybe spread out.
00:08:38
Speaker
um I know we had another guy on our team who he also had his biggest week to date. Shout out Mateo. This guy threw down and he found a similar thing. He found an area that was untapped, found an area a little bit off the beaten path, and they just like murdered this area, just pulled your referrals from it, and just found lots of deals that had been untapped and been talked to. Okay, so it's not a probably takes takes a little bit of luck with that too. But if you can do some planning and look for areas that are less likely to be hit,
00:09:07
Speaker
then you're going to have a much higher chance of hitting some big numbers. and You can listen to previous
Benefits of Speaking Spanish
00:09:12
Speaker
episodes. We've talked about um how to find areas like that off the beaten path. So go check out previous episodes if you want to learn more, but do some off the beat beaten the beaten path knocking. All right. And then the last couple tips I have that helped me hit the big week. This one, um maybe it's going to take a little bit to do right off the bat. But if you can learn a different language out here in Southern California, so many people are Hispanic and speak Spanish.
00:09:42
Speaker
And a lot of people we talk to, they speak English, some better than others. But there's a lot where they just feel more comfortable if we can talk to them in Spanish. So this week, I believe nine...
00:09:55
Speaker
I think 10. Yeah, I think all but one. 10 of the deals that I closed this last week were Hispanic, Spanish speaking, and most of them only spoke Spanish.
00:10:06
Speaker
Hey, and I was blessed to be able to go on a mission for my church where down in Colombia where I was able to learn Spanish. um So it helps out tremendously, right? i'm Just being able to speak a different language. um Can't even count how much money it's been on the make me over the years. But if you can learn, maybe you're, i don't know, maybe you're not in an area where there's um different cultures,
00:10:30
Speaker
Okay, for California, it's but Spanish is the language to learn. And probably for most places, Spanish is probably the most useful thing you could pick up on. But if you can learn even just how to present some basic things in Spanish, and then yeah, you're going to set yourself apart, you're going get lots of deals that other people can't get.
00:10:49
Speaker
And it's going to be open up a whole niche market for you just by learning a different language. Hey, so just consider, i don't know, get the Rosetta Stone and get the Spanish tutor, so take some Spanish classes. You could use this as some your sales training because this loader is something that can make you a lot of money is learning another language.
Referrals and Multiple Properties
00:11:09
Speaker
Hey, so that's tip number three. And then last but not least, the fourth thing that we did a little different is just pushing for referrals. You should always push for referrals. But with that, make sure you are asking people if they have multiple properties. And I remember early in my solar group, I would never ask people if they had multiple properties, if they had rental properties.
00:11:31
Speaker
And i I would sometimes find out later after an install, hey, ah Taylor, we got another property. Could you do it for that property too? I'm like, say less, but why didn't I know about this when I closed the first time? We could done two deals for one. So this last week, one of the Mexican families we closed, they had two properties.
00:11:50
Speaker
And so this is where hitting those big numbers becomes extremely easy because if you can get one person, but they have three, four, or five properties, you might have walked away with five deals in one ah one single appointment.
00:12:03
Speaker
And actually had one earlier this this year where they did have five properties. And I thought that's the week that was going to break my record because got five deals and essentially one appointment. But then the rest of the week was a little bit slower. Only got three aside from that. I'm like, man, that was the week to do it. So this week we had just one of them had two was a two for one.
00:12:26
Speaker
So we got two deals out of one homeowner. Other than that, all the rest were. you know, just one property deals. But ah just look for people. i know it's you not not easy to find these people. Probably just take some luck. But ah just make sure you ask people, hey, do you have multiple properties?
00:12:46
Speaker
Hey, who can you refer tell them you're in a competition, right? we We're throwing down some big referral incentives for the competition. We're around Thanksgiving time, so we got Black Friday deals coming up.
00:12:59
Speaker
So maybe you're giving an extra Black Friday incentive going on. right And um just if you can get those deals, going to make it really easy to break your records.
Obsess Over Sales Goals
00:13:09
Speaker
And then just remember,
00:13:10
Speaker
If you were trying to go out and do something crazy, and then you need to obsess over it. That's where I think I could have done even more deals because I'll be honest, I didn't. um I worked hard. But um if I really wanted to take it to another level, then after our knocking hours, I could have been hitting up old customers for um referrals.
00:13:32
Speaker
i could have about I could have been sending mass text emails um once we were out of appointments for the day. So I think I think I could have done even more. So if you really want to go out and do something crazy, obsess over it.
00:13:46
Speaker
Even when you're done working for the day, you got plenty of time after eight o'clock at night. When it's dark, you can still go out and hit some follow-ups. you can still send texts to old customers. I didn't do any of that this week and I still hit 11.
00:14:00
Speaker
So I hope those tips help. Hey, but just remember, plan a blitz. That'll make things easier. easier to Have a team, ask for referrals, strategize, plan out what your areas, and then just obsess over it. If you do those things, you are extremely likely to go out and have a massive week and make more money than you've ever made before in solar.
00:14:21
Speaker
So hopefully can come at you next year with 12, 13, 14 deals. Always looking to break some records. i think it's been, ah I don't know, I think I got my first eight spot in a week like five years ago and then had, like I said, a few others after that.
00:14:36
Speaker
But hopefully it doesn't take me as long to break the 11 in a week. yeah And I know some people are listening to this. um That might be a small number for some people. I know guys that have done 20 deals in a week. So I'm not quite at that level yet.
00:14:52
Speaker
But an important thing is to always be competing with yourself. Go out and break your own records. Go out and one-up yourself. Compete with others, of course, but you are in a competition with yourself always.
00:15:04
Speaker
So I hope that helps today. Happy Thanksgiving if you are listening to this, the week of Thanksgiving. And um let us know again for future guest suggestions or topics.
00:15:16
Speaker
We will keep bringing you the heat. Keep bringing you fire content every week. Go out and close some deals this week. Enjoy your holiday season and we'll see you on the next one.
Introducing Solcitee
00:15:27
Speaker
Hey Solarpreneurs, quick question. 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?
00:15:38
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. 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. and it's called Solcitee.
00:16:03
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
00:16:22
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled. So go to SoulCity.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join. We'll see you on the inside.