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Taylor McCarthy Presentation Breakdown pt. 2
160 Plays2 years ago
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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.
00:00:08
Speaker
My name is Taylor Armstrong.
Taylor Armstrong's Success Journey
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 a 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.
00:00:42
Speaker
Hey, what's going on, solar printers?
00:00:43
Speaker
Taylor Armstrong
Analyzing Door Knocking Techniques
00:00:44
Speaker
here.
00:00:44
Speaker
We are back with another episode.
00:00:46
Speaker
Today, we're going to be breaking down one of the greatest door knockers in the world, Taylor McCarthy.
00:00:53
Speaker
We're going to break down one of his videos.
00:00:55
Speaker
He has a YouTube channel, got some great content on there.
00:00:58
Speaker
We're going to take a look at one of his videos, do a little analysis, figure out, hey, does this guy make mistakes too?
00:01:04
Speaker
Could he have done some things better?
00:01:06
Speaker
And obviously learn a lot while we're at it.
00:01:08
Speaker
So welcome to the podcast.
00:01:09
Speaker
If you're new, my name is Taylor Armstrong.
00:01:11
Speaker
We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:01:18
Speaker
Hope you're doing awesome.
00:01:19
Speaker
Hope you're enjoying the summer.
00:01:21
Speaker
or whenever you're listening to this, the time of this recording, we are wrapping up the summer months, having a great end of the summer and selling lots of accounts.
Opportunities at San Diego Solar Team
00:01:30
Speaker
Hope you're doing the same.
00:01:31
Speaker
And if you are looking for a solar opportunity, I'm always looking for guys in San Diego.
00:01:36
Speaker
So if you want to be part of the top solar killer team in the country, hit me up.
00:01:41
Speaker
We are hiring.
00:01:42
Speaker
We may or may not be a fit.
00:01:44
Speaker
So hit me up and we'll see if we have any positions available.
00:01:47
Speaker
We only accept the greatest.
00:01:49
Speaker
But all that aside, I hope you're pushing for the summer and crushing a lot of deals.
00:01:53
Speaker
Let's jump into the content.
00:01:54
Speaker
And if you have not already, I would love if you would leave a review or share the podcast.
Engaging Listeners for Feedback
00:02:00
Speaker
I listen to a lot of Andy Frisella on his podcast.
00:02:03
Speaker
He calls it the fee that he doesn't charge for it, but everyone has to leave a review and share the podcast.
00:02:09
Speaker
So maybe I should start up the fee with the Solarpreneur podcast.
00:02:12
Speaker
But for now, I'm just going to ask nicely.
00:02:14
Speaker
Please go leave us a review if you have not already.
00:02:17
Speaker
on Apple, Spotify, wherever you listen to it.
00:02:20
Speaker
Okay.
00:02:21
Speaker
And we're going to get into
Taylor McCarthy's Sales Techniques
00:02:22
Speaker
this.
00:02:22
Speaker
Like I said, this is Taylor McCarthy.
00:02:24
Speaker
You should probably know about Taylor McCarthy by now.
00:02:26
Speaker
He's been on the podcast and we will link to his episode, but he has one of the most downloaded episodes that we have ever put out over here on the podcast.
00:02:37
Speaker
It's been probably, I don't know, a year, year and a half now.
00:02:40
Speaker
So been a little bit of time, but we still get so many downloads from it.
00:02:44
Speaker
And I think the reason is because he gives real life actionable lines.
00:02:48
Speaker
He tells you exactly what he says out there.
00:02:50
Speaker
And I've noticed people love it when you give, you know, lines and things you can go and apply right away like that.
00:02:56
Speaker
So go check it out.
00:02:57
Speaker
We'll link to it here in the show notes, but you can also subscribe to his YouTube channel, Taylor McCarthy, good friend of
Diving into Door Presentation Strategies
00:03:03
Speaker
mine.
00:03:03
Speaker
He puts out some great content over on YouTube, live footage, very entertaining.
00:03:08
Speaker
You can get great lines from it, one-liners.
00:03:11
Speaker
You can see what he's doing out there.
00:03:12
Speaker
So he's definitely makes some of the best content for solar out there.
00:03:17
Speaker
And I consider him a good friend of mine.
00:03:19
Speaker
So shout out to Taylor McCarthy.
00:03:21
Speaker
Hey, but we're going to stop fanboying on this guy and we're going to see, does he actually make mistakes out there?
00:03:26
Speaker
So I'm pulling up a video that he recently put out.
00:03:29
Speaker
It's called how to make a million dollars plus a year in sales.
00:03:33
Speaker
And spoiler alert, it has nothing to do with making a million dollars plus in sales.
00:03:38
Speaker
Okay, it's just a, it's a recording of him doing his presentation at the door, but it is really good content still.
00:03:45
Speaker
So don't let the misleading title steer you away from watching this
Handling Common Objections
00:03:49
Speaker
video because I think it is actually great content.
00:03:52
Speaker
But we're going to listen to what he says at the door.
00:03:54
Speaker
We're going to be breaking it down.
00:03:55
Speaker
This is a little bit longer video, so I think we're going to do two parts of this, but you can always go watch it yourself.
00:04:00
Speaker
I'm just going to give my take.
00:04:02
Speaker
And I have been in Taylor's programs in Noxstar.
00:04:05
Speaker
So I think I have a little bit of perspective as to why he says some of the things he does, why he phrases things a certain way.
00:04:12
Speaker
So we're going to get a little bit into that behind the scenes.
00:04:15
Speaker
And I'll give you my take on why he does some of the things in a certain way.
00:04:19
Speaker
So let's get into it.
00:04:20
Speaker
No, we have a sign down there.
00:04:23
Speaker
No solicitor.
00:04:25
Speaker
Oh, I'm not a solicitor.
00:04:26
Speaker
I'm not with sales.
00:04:27
Speaker
This is correct.
00:04:28
Speaker
So I'm not here to sell you anything.
00:04:29
Speaker
I know it's a heartbreaker.
00:04:31
Speaker
I'm supposed to let everybody know about the fine that was just issued.
00:04:35
Speaker
Right off the bat, great question.
00:04:39
Speaker
rebuttal for them saying, this is a no soliciting home.
00:04:42
Speaker
I love the line where he says, hey, I know it's a heartbreaker.
00:04:45
Speaker
Not here to sell you anything.
00:04:47
Speaker
And this is good.
00:04:49
Speaker
As you'll listen to in his presentation, which by the way, always call presentation.
00:04:55
Speaker
That's one thing Taylor McCarthy preaches over and over.
00:04:58
Speaker
You don't call anything a pitch except for when you're talking about baseball.
00:05:01
Speaker
It's a presentation on the doors.
00:05:02
Speaker
Okay, so you heard it here.
00:05:05
Speaker
But in his presentation,
00:05:06
Speaker
You'll hear that he is presenting on, I think, a lease or a PPA, Power Purchase Agreement, in Texas.
00:05:15
Speaker
So he's right.
00:05:16
Speaker
He's not technically selling solar, right?
00:05:18
Speaker
It's a new program where they can get on solar, get their power, but he's not selling panels.
00:05:24
Speaker
So you don't want to mislead people, but technically he's not selling the panels, right?
00:05:28
Speaker
Nothing to do with sales.
00:05:30
Speaker
You were here yesterday.
00:05:32
Speaker
No, I wasn't.
00:05:33
Speaker
This is my first day here, so...
00:05:36
Speaker
Definitely wasn't me, I promise.
00:05:38
Speaker
Maybe I have a twin, but no, I wasn't here.
00:05:40
Speaker
No, we were introduced to the same thing you're doing right now.
00:05:44
Speaker
Exactly.
00:05:46
Speaker
Okay, did you guys get the negative electric bill?
00:05:49
Speaker
No, we didn't get that.
00:05:50
Speaker
We get everything by each.
00:05:52
Speaker
So what were you approached about?
00:05:53
Speaker
Because what I'm doing is completely different.
00:05:56
Speaker
Well, I don't know what they were doing.
00:05:57
Speaker
Before I wound up, we were doing it with the roof.
00:06:00
Speaker
Nothing to do with your roof.
00:06:02
Speaker
We just didn't want anything.
00:06:03
Speaker
Strictly informational.
00:06:05
Speaker
It is going to affect you, unfortunately.
00:06:08
Speaker
And you guys just want to make sure you were paid properly.
00:06:10
Speaker
Oh, yeah.
00:06:12
Speaker
No, what I'm trying to explain to you, you're getting a little ahead of yourself, is the utility company just got fined $1.7 million.
00:06:19
Speaker
Okay, so great job.
00:06:23
Speaker
He does here, he redirects the conversation.
00:06:25
Speaker
This guy is trying to say someone came by here.
00:06:28
Speaker
And what's cool about this is he knows how to steer the conversation where he wants
Challenges in Saturated Markets
00:06:33
Speaker
it to go.
00:06:33
Speaker
A lot of people are knocking in saturated areas, myself included, San Diego, Texas.
00:06:39
Speaker
These are places that get knocked a lot.
00:06:41
Speaker
And sometimes you'll go to a door, they will say this, hey, someone came by saying exactly the same thing.
00:06:47
Speaker
We told them not interested.
00:06:49
Speaker
So what does Taylor do?
00:06:50
Speaker
He doesn't panic.
00:06:51
Speaker
He stays calm.
00:06:52
Speaker
He says, this is completely different.
00:06:54
Speaker
And he starts taking over the conversation.
00:06:56
Speaker
The person asking the questions is in control.
00:06:59
Speaker
Taylor asks the questions.
00:07:00
Speaker
He gets the guy stumbling and gets him realizing that it is different what he's talking about and then moves on in his presentation, which you'll see now.
00:07:09
Speaker
He's doing a great job at presenting a problem.
00:07:11
Speaker
People will not do anything unless they realize there's a problem.
00:07:14
Speaker
So Taylor goes directly into, hey,
00:07:16
Speaker
There's a huge spending.
00:07:18
Speaker
There's a lot of spending going on right now.
00:07:20
Speaker
Here's how to fix you.
00:07:21
Speaker
So we'll see what he says.
00:07:22
Speaker
Because what happened was the meter was spinning without you consuming power.
00:07:27
Speaker
So whether you have Reliant TXU, it doesn't make a difference to me.
00:07:30
Speaker
But all I'm showing you is that these families are now, everyone got their bill 15 days ago.
00:07:35
Speaker
So what I'm trying to explain to you, like, I know I have empathy for you because you probably have 20 people knock on your door.
00:07:41
Speaker
And that's, that's like,
00:07:43
Speaker
It puts me into a bad position because all the people that are trying to sell you stuff, but I'm trying to help you here because the,
00:07:51
Speaker
And two things he's doing here.
00:07:52
Speaker
Number one, you can't see this, obviously.
00:07:55
Speaker
You can go watch the video later.
00:07:56
Speaker
But he is holding his slicks.
00:07:58
Speaker
He was backing up what he's saying.
00:08:00
Speaker
So pro tip, if you are not using slicks at the door, you are losing money.
00:08:04
Speaker
You should be holding something that you can show the customer.
00:08:08
Speaker
And the mistake Taylor makes here, I believe it's a mistake.
00:08:12
Speaker
Maybe you'll listen to this.
00:08:13
Speaker
But he is behind a screen door right now.
00:08:16
Speaker
In this video, these two people he's presenting to, they're behind a glass screen door.
00:08:21
Speaker
So he's showing them the slick he has in his hand, but even better, he needs to hold that slick sideways so they can't see and say, this is what it's about.
00:08:30
Speaker
Did you guys get this?
00:08:31
Speaker
Maybe in the mail or see it on the news.
00:08:33
Speaker
And when you hold it sideways, not directly so they can see, it forces them to reach for it, grab it.
00:08:38
Speaker
And then you can get inside the screen door.
00:08:40
Speaker
You can get shoulder to shoulder with them.
00:08:42
Speaker
Way more effective.
00:08:44
Speaker
If you can get on that level where it's shoulder to shoulder, you're having a conversation, you're on more common ground.
00:08:49
Speaker
So Taylor makes mistake.
00:08:51
Speaker
But let's see what he does next.
00:08:53
Speaker
And the second thing he does, he, I guess the guy already brought this up a little bit, but he talks about how he has empathy, how he knows there's a lot of people coming by.
00:09:02
Speaker
This is called Eight Miling, right?
00:09:04
Speaker
If you've read Sam Taggart's book, he talks about Eight Mile, the movie, right?
00:09:09
Speaker
How you bring up their objection before they can.
00:09:11
Speaker
We've done podcasts on it, but
00:09:13
Speaker
much more effective if you can bring up their concerns or whatever objection you think they're going to come to you with before they can bring it up, then a lot easier to tackle.
00:09:29
Speaker
When the drones were above the home, it was not Russia.
00:09:32
Speaker
It was not China.
00:09:34
Speaker
This is your house.
00:09:36
Speaker
So, like, I'm just, like, trying to explain to you why all these families are getting the negative electric statements.
00:09:42
Speaker
Yeah, we're not, we don't get any of that.
00:09:45
Speaker
Okay.
00:09:45
Speaker
So we want to make sure you are compensated and reconciled.
00:09:48
Speaker
Have you noticed the people that have been putting the little windmills behind their homes or, like, the solar panels on the roof?
00:09:53
Speaker
The solar panels, that's been going on for a
00:09:56
Speaker
years yeah so those people did not win the lottery those people did not take money out of their checking account it's just if you flip that page around and i'm sorry i'm not trying to be rude or anything to you guys i'm just trying to let you know what's going on texas is the only state with its own power grid yeah the public utility commission in may just approved 19 billion dollars in upgrades what that means to us
00:10:21
Speaker
is that they are going to make the rates skyrocket over the next four years, which is like a pebble in our shoe.
00:10:27
Speaker
The $150, $200 bill you pay to the utility companies probably on auto pay.
00:10:30
Speaker
It's not a big deal.
00:10:31
Speaker
But when that turns a $400, $500 bill, people don't want to pay that.
00:10:35
Speaker
Now, if the utility company is corrupt and spinning the meter on power we didn't even use, that's why I'm trying to ask whether or not you guys were reconciled.
00:10:42
Speaker
If you want to opt out of the program, that's fine.
00:10:44
Speaker
You guys can just overpay.
00:10:46
Speaker
But the reason that people have been putting the windmills or the solar is
00:10:49
Speaker
because they wanted to produce the power on site.
00:10:52
Speaker
That's the reason the families, like if you use Reliant, for example, okay, so this is the example of what should happen.
00:11:00
Speaker
If you just look at that, that's a Reliant.
00:11:02
Speaker
Okay, so it's been a while.
00:11:04
Speaker
He's doing a great job explaining what the problem is.
00:11:08
Speaker
He's showing them slicks again.
00:11:10
Speaker
And the biggest thing here that I love, you'll hear more of this as we listen deep into the video here, but he is using glamour words,
Enhancing Sales with Glamour Words
00:11:19
Speaker
right?
00:11:19
Speaker
When I was learning a lot from Taylor McCarthy, when I was more involved in this program, Knockstars,
00:11:26
Speaker
He would talk about this a lot, glamour words.
00:11:28
Speaker
These are words that are not commonly used, but have just like a sharp meaning to people.
00:11:34
Speaker
So some examples of that, he's using reconcile.
00:11:37
Speaker
Like people don't use that every day.
00:11:39
Speaker
When you hear reconcile, did they reconcile with you?
00:11:41
Speaker
That's like, whoa, you don't hear that every day.
00:11:44
Speaker
He's using lots of comparisons.
00:11:45
Speaker
He's talking about the rate increases like a pebble in your shoe that eventually becomes a shard of glass.
00:11:52
Speaker
Like...
00:11:53
Speaker
How crazy is that imagery when you use it, right?
00:11:56
Speaker
So he's comparing it to everyday things.
00:11:59
Speaker
He's using these glamour words and something that I think about is kinda like bridges.
00:12:05
Speaker
This is another guy I follow, Russell Brunson, who is the ClickFunnels guy.
00:12:09
Speaker
He is big on this, using kinda like bridges.
00:12:13
Speaker
Whenever you make a point, in order for the customer to understand it on a better level, you use a kinda like bridge so they can relate it to something they know.
00:12:21
Speaker
An example would be, hey, what we're doing is
00:12:24
Speaker
It's kind of like if you could go back 10 years ago and lock in the gas prices, what they were back then, would you have done that?
00:12:32
Speaker
Yeah.
00:12:33
Speaker
So what solar is, it's kind of like that.
00:12:35
Speaker
We're just giving you something that's less and that's going to lock you in at a set rate, exactly like what you would do if you could.
00:12:42
Speaker
And then they understand it better.
00:12:44
Speaker
So think of that when you are in homes, when you are at the doors, what type of kind of like bridge can you throw in as you're explaining to customers?
00:12:51
Speaker
Okay, but this is great stuff what he's doing.
00:12:54
Speaker
And my apologies, you know, the upper management makes me train all these guys.
00:12:58
Speaker
That's why it's not normal that you see four or five people come into your house.
00:13:02
Speaker
But ultimately I'm here because I can help you.
00:13:04
Speaker
If it's something where you're like, Taylor, we don't want your help.
00:13:07
Speaker
Thank you for at least treating me like a human being.
00:13:09
Speaker
And what's happening right now, and I'm from Boston, Massachusetts.
00:13:14
Speaker
I actually, me and my wife live in Florida and these companies have me come, I travel all over the United States.
00:13:23
Speaker
Right now, the reason you pay so much is because of the infrastructure.
00:13:26
Speaker
You're not paying 200 bucks a month on your bill.
00:13:29
Speaker
It's all the fees and surcharges that keep adding up.
00:13:32
Speaker
So what I'm proposing is something completely different.
00:13:35
Speaker
I'm proposing an idea before these companies say we want to sell you this or we want to sell you that, that we would produce all your power on site and you would have a negative electric bill.
00:13:44
Speaker
It's just people want to be more economical on their bills.
00:13:47
Speaker
Have you guys lived here for a pretty long time?
00:13:48
Speaker
30 years.
00:13:49
Speaker
So have you noticed the electric bills have continued to gone up on you?
00:13:53
Speaker
It's just inflation.
00:13:55
Speaker
The biggest issue.
00:13:57
Speaker
Yeah.
00:13:59
Speaker
The biggest.
00:14:00
Speaker
Yeah.
00:14:01
Speaker
House prices go up.
00:14:02
Speaker
Everything.
00:14:03
Speaker
You know, the biggest issue is.
00:14:05
Speaker
If we have to pay $19 billion to upgrade this infrastructure, that means we have to pay all of that.
00:14:10
Speaker
And what I'm trying to avoid is that pebble in your shoe that will turn into a glass shard.
00:14:14
Speaker
I already put together the report for the home.
00:14:16
Speaker
You know, if you want to see it, I'll show it to you.
00:14:19
Speaker
If you don't want to see it, then...
00:14:20
Speaker
you know, I'll rip it up.
00:14:21
Speaker
But what I'm trying to explain to you is this is not a sales process where I'm going to ask you to buy something.
00:14:27
Speaker
You're already paying for it.
00:14:28
Speaker
It's just whether or not you want to pay more or whether you want to pay less.
00:14:32
Speaker
If you want control, predictability, you know, everyone's been super friendly to me out here, but I also have empathy for you guys because you probably have been approached a hundred
Influencing Perception with Positive Language
00:14:42
Speaker
times.
00:14:42
Speaker
Yeah.
00:14:43
Speaker
And I don't blame you.
00:14:44
Speaker
I'm a consumer.
00:14:45
Speaker
So great line right here.
00:14:46
Speaker
Everyone's been super friendly out here.
00:14:48
Speaker
So how does that make people feel if you say, hey, everyone's been super friendly out here and then they're the biggest jerks in the neighborhood?
00:14:55
Speaker
Probably not going to do that to you, right?
00:14:57
Speaker
If everyone's been super friendly, then they're like, OK, I guess I better be nice to this kid.
00:15:02
Speaker
Apparently everyone in the neighborhood loves him.
00:15:04
Speaker
Great line he has right there.
00:15:06
Speaker
But he's keeping it flowing.
00:15:07
Speaker
Something that I think he could have done even more here is lean in to what they've seen.
00:15:12
Speaker
He asked them if they've seen their bill go up.
00:15:14
Speaker
The guy's like, yeah, we've seen it go up.
00:15:16
Speaker
Lean into that pain.
00:15:17
Speaker
You've got them admitting that they've seen their bill increase.
00:15:20
Speaker
Figure out how much has it gone up on you guys.
00:15:22
Speaker
We've gotten a lot of complaints out here.
00:15:24
Speaker
How much have you guys seen it go up?
00:15:26
Speaker
How's that affected you?
00:15:27
Speaker
Oh, wow.
00:15:27
Speaker
You've seen it like double.
00:15:28
Speaker
How's that make you feel?
00:15:29
Speaker
Okay.
00:15:30
Speaker
Get some emotion involved, right?
00:15:32
Speaker
So I think Taylor could have maybe leaned in, asked a few more questions, got a little bit deeper into that pain.
00:15:38
Speaker
He's building a massive problem, which is great.
00:15:40
Speaker
But I think maybe a few more questions here, leaning into that pain a little bit could have been even more effective in my opinion.
00:15:48
Speaker
But let's see what he does next.
00:15:49
Speaker
myself so whenever I put myself in this sort of situation you know I want to try to find somebody that I can trust and I can respect but at the same time if I can't help you then I don't even know if I can help you yet all I know is that the imagery came back like I was showing your wife this is the report just so you can see it and this is the report you know what I'm not interrupting I'm telling you I am interrupting you but the thing is
00:16:15
Speaker
Yeah, that's your house.
00:16:17
Speaker
So the unique thing about this location is the whole backside of the house is covered with sun.
00:16:24
Speaker
You guys get obliterated with sun on that.
00:16:26
Speaker
So with a south facing roof, I'm able to actually produce all your power on site.
00:16:32
Speaker
Let's see now where we are.
00:16:33
Speaker
Okay, now you just jump from one thing to the other.
00:16:36
Speaker
Now we're not talking about my electric bill.
00:16:38
Speaker
You're talking about my roof.
00:16:39
Speaker
No, I'm talking about that your roof gets a lot of sunlight.
00:16:43
Speaker
And by producing the power... What is the object of my roof?
00:16:46
Speaker
It's solar panels.
00:16:48
Speaker
But it's not a purchase system.
00:16:49
Speaker
You're not buying the system.
00:16:51
Speaker
I'm proposing that we pay for the system.
00:16:54
Speaker
I've been suckered so many times by this.
00:16:59
Speaker
I don't blame you.
00:17:01
Speaker
The only sucker is the utility company continuing to make you pay because we can both agree that's 100% interest.
00:17:07
Speaker
If you move, the utility company is not giving you any of that money back.
00:17:11
Speaker
So the idea is, let's say the average payment to the electric company is $150, let's just say hypothetically, and I could produce all of your power on site, and your electric bill would be $85 five years from now, and it would produce all your power, that you're able to be more economical on the bill you're never going to cancel.
00:17:29
Speaker
I don't show you this, like, to, I show you this simply because I've been doing this since 2014, and if I didn't think I could help you, like, if I showed it to you, it's not a
00:17:39
Speaker
Okay, two things he does right here that's very important you got to be doing is he asks hypothetical questions,
Guiding Customers with Hypotheticals
00:17:47
Speaker
right?
00:17:47
Speaker
Every great salesperson in solar, they are asking powerful hypothetical questions.
00:17:52
Speaker
Okay, you name it, some of the top producers I've had on the show, Taylor McCarthy, Ricardo Ritchie, 400 plus deals in a year.
00:18:00
Speaker
A big part of how they sell, they ask these hypothetical questions, right?
00:18:03
Speaker
Hypothetically, if your bill was this, then would that be a win?
00:18:07
Speaker
Would you do it?
00:18:08
Speaker
Yeah, I don't know exactly what Taylor went into here, but think of good hypothetical questions to use in the house and as you're out presenting on the doorstep.
00:18:16
Speaker
And then you heard an example of a word to avoid.
00:18:19
Speaker
You notice that when he's explaining,
00:18:22
Speaker
the bill is going to be cheaper.
00:18:23
Speaker
He's not saying the bill is going to be cheaper.
00:18:25
Speaker
He's saying more economical.
00:18:27
Speaker
The Taylor McCarthy, this comes from Tom Hopkins, which you can get Tom Hopkins book, but Taylor McCarthy is basically the protege of Tom Hopkins, right?
00:18:36
Speaker
They are tight.
00:18:37
Speaker
They hang out.
00:18:38
Speaker
So a lot of what Taylor McCarthy says, it's coming from Tom Hopkins.
00:18:42
Speaker
He learned it from that guy.
00:18:43
Speaker
And so he gives a list of words you should avoid in sales.
00:18:47
Speaker
So words like cheap, it's more economical.
00:18:51
Speaker
Words like appointments, it's pop by.
00:18:54
Speaker
There's a list of words that sometimes we say that we shouldn't contract.
00:18:57
Speaker
You should say agreement, right?
00:18:59
Speaker
Or forms.
00:19:00
Speaker
You ever say, we're going to sign a contract.
00:19:01
Speaker
You say, hey, we're going to okay the forms.
00:19:03
Speaker
We're starting on the paperwork, right?
00:19:05
Speaker
But you can Google this stuff and read Tom Hopkins' book.
00:19:08
Speaker
But there's a lot of words you should be avoiding.
00:19:10
Speaker
You hear it directly in the way that Taylor's presenting.
Rephrasing for Positive Impact
00:19:13
Speaker
Long, dry-nup process.
00:19:14
Speaker
It takes me literally five minutes.
00:19:16
Speaker
This is the destination I try to get you to.
00:19:18
Speaker
Yeah.
00:19:20
Speaker
Do you remember me?
00:19:21
Speaker
It's from eight years ago.
00:19:23
Speaker
I am Taylor.
00:19:24
Speaker
See, you knew my name.
00:19:26
Speaker
Eight years for later.
00:19:27
Speaker
What do you think is the reason that you did business with me when I came and knocked on your door?
00:19:31
Speaker
I haven't had a light bill in eight years.
00:19:33
Speaker
I haven't had a light bill in eight years.
00:19:36
Speaker
All I'm saying is I already have the report completed.
00:19:39
Speaker
All I would do is show you two things.
00:19:41
Speaker
One, what your electric bill would be, which would be negative based on the fact you have a southern facing roof.
00:19:46
Speaker
And secondly, is how we could produce the power on site.
00:19:49
Speaker
It's not a sucker thing.
00:19:51
Speaker
I'm not installing... What I thought about was when they introduced this whole program of roof everything to me, oh, you're going to make a big deal.
00:19:59
Speaker
You're going to save energy like you won't believe it.
00:20:01
Speaker
You won't ever pay another bill.
00:20:03
Speaker
But you own it for 20 years.
00:20:05
Speaker
Whether you like it or not, you will be paying...
00:20:08
Speaker
20 years on this house.
00:20:10
Speaker
You can't sell it.
00:20:11
Speaker
You can't give it away.
00:20:13
Speaker
You own it.
00:20:14
Speaker
Who owns it?
00:20:15
Speaker
Me, but I own it only through the company that put it on.
00:20:19
Speaker
So just because they say I own it, I don't own a lick of it.
00:20:23
Speaker
This, this is the same way that you don't own the meter on the side of the home.
00:20:27
Speaker
So great.
00:20:28
Speaker
Yeah.
00:20:29
Speaker
Great things he's doing here.
00:20:31
Speaker
Um,
00:20:32
Speaker
He's comparing, he's contrasting.
00:20:33
Speaker
What you'll hear him do here in a minute is he's going to go into how they're different.
00:20:38
Speaker
Hey, obviously this guy, he looked into purchasing solar or a loan option a while back.
00:20:42
Speaker
Taylor's going to go and explain how they're doing something completely different.
00:20:46
Speaker
And then before that, you see he or you hear in this case, he pulls out his phone.
00:20:51
Speaker
and he shows them a customer testimonial.
00:20:53
Speaker
These things are super powerful.
00:20:54
Speaker
If you follow me on social media, you see me do these testimonials with customers.
00:20:58
Speaker
But one of the most powerful tools that I have in my arsenal is to pull up these videos of customers you've helped on the program, Go Solar, because they can't argue
Leveraging Customer Testimonials
00:21:07
Speaker
with that.
00:21:07
Speaker
They can argue with what you say, but if you pull up someone else's perspective, they can't argue with that.
00:21:12
Speaker
They're much more likely to believe.
00:21:13
Speaker
Remember, people believe
00:21:16
Speaker
50% of what you say, 75% of what their neighbor or another person says, and 100% of what they say themselves.
00:21:22
Speaker
So the way you sell is you tell them from other people's perspective, and you ask good questions for them to convince themselves to do the thing.
00:21:31
Speaker
So we're going to wrap up.
00:21:32
Speaker
This is part one.
00:21:33
Speaker
We will do a second video.
00:21:35
Speaker
This video is like 20 minutes long.
00:21:37
Speaker
So I want to break it into two parts here, but I hope that helps.
00:21:40
Speaker
Whenever you're watching stuff on YouTube, think, why are they doing it this way?
00:21:44
Speaker
Why would they say things this way?
00:21:45
Speaker
You should know the why behind things.
00:21:48
Speaker
But great lines Taylor is using.
00:21:50
Speaker
Even better if you can figure out why he's using it and implement it in your own cells and your own
00:21:55
Speaker
presentations.
00:21:56
Speaker
So I hope that's helpful and I hope it gives you a little behind the scenes of why Taylor does some of the things he does and even some mistakes he made.
00:22:03
Speaker
This guy isn't immortal.
00:22:05
Speaker
Hopefully he doesn't come after me and boot me out of his program or anything for saying that, but hey, got to get attention somehow, right?
00:22:11
Speaker
So hope that
Motivation and Encouragement for Success
00:22:12
Speaker
helps.
00:22:12
Speaker
We'll see you on part two of the video.
00:22:13
Speaker
Thanks for tuning in.
00:22:14
Speaker
I love you guys.
00:22:16
Speaker
Go sell like crazy this week and I wish you the best of success.
00:22:19
Speaker
Peace out.
00:22:20
Speaker
We'll see you next time.
00:22:22
Speaker
Hey Solarpreneurs, quick question.
00:22:24
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:22:33
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.
00:22:45
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:22:56
Speaker
And it's called a Solcite.
Announcing Soulcite Community
00:22:58
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?
00:23:14
Speaker
Less than $3.45 a day.
00:23:17
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:23:23
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:23:31
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:23:38
Speaker
We'll see you on the inside.