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How to market solar like a boss (Steve Larsen Interview)
58 Plays7 years ago
Steve Larsen is a family guy in his late 20's who learned how to sell more by building sales funnels. During college he created his own business helping businesses with their sales funnels. There's nothing like the thrill of a converting sales funnel in full automation! He first got into internet sales funnels when I was selling door-to-door...yup! Pest control. As they’d drive out to our selling area he’d keep looking up at the billboards on the highway and think, "whoa, people call those asking to buy! There's gotta be a way for me to find people who are looking for pest control". So he starting putting little classified ads all over and his phone started blowing up with sales. Before he knew it he was selling ebooks, insurance, survival gear, water ionizers, and more all over the internet. Sales funnels became his self-taught obsession. This led him to become Russell Brunson’s right hand man for the next two years learning from him and some of the best internet marketers in the world. He then took what he taught into his own business and did a million dollars in the first 13 months of business. Things mentioned in this episode: affiliateoutrage.com, https://salesfunnelbroker.com/get-started
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Transcript
Introduction and Guest Overview
00:00:01
Speaker
What's going on, solopreneurs?
00:00:02
Speaker
Excited to jump into this episode today.
00:00:04
Speaker
You're going to want to get your notepad, specifically if you are interested in the online marketing aspect at all.
00:00:12
Speaker
So go ahead and perk up your ears and listen to Steve Larson we got on the show today.
00:00:17
Speaker
With that, we'll cue up the intro music.
00:00:20
Speaker
Look, in the solar business, there's really only two types of people.
00:00:24
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:29
Speaker
The question is, which one will you be?
00:00:32
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
00:00:43
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:49
Speaker
This podcast is your answer.
00:00:51
Speaker
Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
00:01:02
Speaker
Welcome to the Solarpreneur Podcast.
00:01:13
Speaker
Boom!
Steve Larson's Sales Journey
00:01:14
Speaker
What's going on everybody?
00:01:16
Speaker
Today we got a very, very special guest that I'm stoked to have on the show.
00:01:21
Speaker
His name is Steve Larson and for those that don't know him, he is a funnel building expert
00:01:28
Speaker
He is the master of breaking false beliefs and motivating people, and he is the most energetic guy that I have seen.
00:01:35
Speaker
So Steve, welcome to the show, man.
00:01:37
Speaker
Hey, thanks for having me, man.
00:01:38
Speaker
This is awesome.
00:01:39
Speaker
Yeah.
00:01:40
Speaker
So it's crazy that Steve would even get on the show.
00:01:43
Speaker
If you haven't been following Steve, he's one of the hottest guys, in my opinion, in business right now.
00:01:48
Speaker
Thank you.
00:01:48
Speaker
You just hit your, what, million dollar mark in 13 months or something?
00:01:52
Speaker
Yeah, it's the first one out of the gate from leaving my job, so it's not...
00:01:57
Speaker
Hundreds of millions, but it's pretty good.
00:01:58
Speaker
You know, I'm excited.
00:01:59
Speaker
Yeah, insane.
00:02:00
Speaker
Going higher now, excited.
00:02:02
Speaker
Yeah.
00:02:03
Speaker
So he was Russell's right-hand man, Russell Brunson's right-hand funnel builder for what, three years or so?
00:02:10
Speaker
It was about two years, yeah.
00:02:12
Speaker
Okay, two years, and then decided to start up his own thing, and now he's just been crushing it ever since using what he's learned to just...
00:02:20
Speaker
dominate business.
00:02:21
Speaker
He's the master of offer creation.
00:02:23
Speaker
So it's just amazing to have you on the show, Stephen.
00:02:26
Speaker
Thanks, man.
00:02:27
Speaker
Talk to our audience, our solarpreneurs here.
00:02:32
Speaker
So, Steve, I know you used to be in the door-to-door industry.
00:02:36
Speaker
You talk about it all the time.
00:02:37
Speaker
We used to sell a pest control door-to-door, right?
00:02:39
Speaker
Yeah, in security.
00:02:41
Speaker
Yeah, and I was a telemarketer as well.
00:02:43
Speaker
Okay.
00:02:44
Speaker
Wow.
00:02:45
Speaker
So tell us about that experience.
00:02:46
Speaker
What did you think of the door-to-door life?
00:02:50
Speaker
I loved it.
00:02:50
Speaker
Actually, I got more of an education out of that than anything in college about how to actually make money.
00:02:57
Speaker
I was taking marketing classes and entrepreneurship classes and I don't know why, man, but the college that I went to kind of looks down on door to door and I don't know why.
00:03:08
Speaker
I learned so much more from those scenarios than anything else.
00:03:13
Speaker
Yeah, it's a good time.
00:03:15
Speaker
I'm glad I did it.
00:03:15
Speaker
That's awesome.
00:03:17
Speaker
How long were you?
00:03:17
Speaker
Did you do it like two summers or how long were you doing it?
00:03:20
Speaker
I did a summer, about a summer of solar security.
00:03:27
Speaker
And then you got me thinking of solar.
00:03:29
Speaker
And then I did a summer of pest control.
00:03:31
Speaker
Then I did a little while for telemarketing.
00:03:35
Speaker
I decided to do it because I kept looking around, reading all these books of all these things.
00:03:41
Speaker
super famous wealthy people and like the one thing they're all good at is selling.
00:03:46
Speaker
And I didn't know how to talk to people.
00:03:48
Speaker
I got the nicest kid award in high school, which really was just because I was super shy.
00:03:53
Speaker
I didn't know how to speak to anybody.
00:03:54
Speaker
I was like, had a near clinical fear of adults.
00:03:56
Speaker
It was really, it was actually pretty bad.
00:03:59
Speaker
I couldn't project.
00:04:00
Speaker
I actually got brought to the side when I was about to graduate.
00:04:02
Speaker
This teacher walked up to me and said, I'm so happy for you.
00:04:05
Speaker
I was like, why?
00:04:06
Speaker
She goes, I can hear you.
00:04:07
Speaker
I was like, what do you mean?
00:04:08
Speaker
She's like, I can hear you.
00:04:10
Speaker
You actually project your voice now.
00:04:12
Speaker
And anyway, I'm the least likely success story.
00:04:18
Speaker
And I think I grew up just a ton in door-to-door sales.
00:04:21
Speaker
It really taught me a lot.
00:04:23
Speaker
Yeah, that's awesome.
00:04:24
Speaker
So how come you didn't keep doing it, man?
00:04:25
Speaker
Were you as good at door to door as you are at a funnel building?
00:04:30
Speaker
This is actually, there's a reason.
00:04:32
Speaker
I was doing pest control and I had a particularly hard day and a lot of rejection.
00:04:40
Speaker
And I was knocking, I was knocking and all this hard rejection was happening and two things happened.
00:04:47
Speaker
It got a lot of rejection, but it was also really hot.
00:04:49
Speaker
It was just insanely hot.
00:04:51
Speaker
And I had a weak moment.
00:04:53
Speaker
I was like, I need some freaking AC.
00:04:55
Speaker
I'm going to die.
00:04:56
Speaker
I am melting on the pavement as I stand.
Transition to Online Marketing
00:04:58
Speaker
So I found a McDonald's that was literally less than a block from me.
00:05:02
Speaker
And I went and I walked in there just to stand in the AC for a second.
00:05:06
Speaker
I walk in there.
00:05:07
Speaker
Half of the team is in there.
00:05:09
Speaker
My boss is in there.
00:05:10
Speaker
Everyone else had the same thought.
00:05:11
Speaker
We're just dying.
00:05:13
Speaker
And which made me feel better.
00:05:14
Speaker
But I was sitting in there and we all sat there for a little bit to like chilling and cool and offer a thing.
00:05:17
Speaker
It was so hot.
00:05:19
Speaker
And this guy walks up.
00:05:21
Speaker
He walks straight up to us and he says, hey, I want to buy your stuff.
00:05:24
Speaker
How can I buy it?
00:05:27
Speaker
And we all looked at each other and we're like, you know, it's funny because we were, a lot of us were buddies growing up and even brothers and stuff.
00:05:33
Speaker
And so we'd be like, well, you haven't had a sale yet.
00:05:35
Speaker
No, no, you haven't had a sale yet today.
00:05:36
Speaker
Here you go, here you go.
00:05:37
Speaker
And we're like talking amongst ourselves.
00:05:39
Speaker
So finally our boss was like, oh my gosh, hey, you take it.
00:05:42
Speaker
And that person went and they got this lay down sale, you know, super easy sale.
00:05:47
Speaker
And
00:05:49
Speaker
We all got went back out to our areas that that didn't leave me though that that thought right there stuck with me and I was like wait a second.
00:05:56
Speaker
It didn't matter who that dude chose.
00:05:59
Speaker
Right.
00:05:59
Speaker
It didn't matter at all.
00:06:00
Speaker
We all had the same uniform.
00:06:02
Speaker
We had the same script the same stupid jokes in the same places in the script.
00:06:06
Speaker
Like we had the same fulfillment the same product the same.
00:06:08
Speaker
There was no difference to that guy and who he chose.
00:06:11
Speaker
And I was like crap.
00:06:13
Speaker
like although they are my friends, like in a way they're my competition.
00:06:18
Speaker
I was like, oh my gosh, like, are you serious?
00:06:20
Speaker
That's, uh-oh.
00:06:22
Speaker
I was like, how do I handle this?
00:06:24
Speaker
And my, I kept going out and this area I was in was particularly, they were like really aggressive against me.
00:06:31
Speaker
Well, that stuck with me.
00:06:32
Speaker
And a few, a little bit later,
00:06:35
Speaker
we're driving out to our area.
00:06:37
Speaker
And I'm not going to lie.
00:06:38
Speaker
I was doing a little bit of self-work also.
00:06:40
Speaker
I was in a pissy mood.
00:06:41
Speaker
I was in a bad mood.
00:06:43
Speaker
And we're driving out to this area.
00:06:44
Speaker
It was a brand new morning.
00:06:46
Speaker
We're on the highway.
00:06:48
Speaker
And this is what ruined me, man.
00:06:49
Speaker
We're on the highway.
00:06:51
Speaker
I'm driving out.
00:06:53
Speaker
I'm in the back seat with a whole bunch of buddies and we're going out to our spots, nice, nice, amazing day out.
00:06:58
Speaker
And I'm looking up all these billboards as we're on this highway.
00:07:01
Speaker
And for some reason, I don't know why, but I had the thought, man, I'm waking up every day trying to get people to buy something who were not planning on buying something.
00:07:10
Speaker
But people calling these billboards are calling, asking to be sold.
00:07:15
Speaker
True.
00:07:15
Speaker
And I was like, how can I be like a billboard?
00:07:18
Speaker
And so what I did was, and I didn't know this, but this was totally illegal because it was pesticides.
00:07:23
Speaker
I went on like Craigslist and KSL and like all these sites.
00:07:28
Speaker
And I started posting ads all over the internet for our stuff.
00:07:32
Speaker
And it was the first time I'd ever done anything on the internet.
00:07:35
Speaker
Yeah.
00:07:36
Speaker
And my phone started blowing up just in the local area.
00:07:40
Speaker
And I got just the tons of these lay down sales, man.
00:07:43
Speaker
These people were like begging for our services rather than selling them on that.
00:07:47
Speaker
And all I was doing was closing and they'd be like, well, there are literally bees in my wall.
00:07:52
Speaker
And I'm like, yeah, we should probably come like, yes, come immediately.
00:07:55
Speaker
And I was like, you should probably get our big package.
00:07:56
Speaker
So it really kills them.
00:07:57
Speaker
Okay.
00:07:57
Speaker
You know, it was like super easy sales.
00:08:00
Speaker
And so I started getting distracted.
00:08:03
Speaker
Now, if you're in door to door, like don't get distracted with it.
00:08:05
Speaker
But what, what I think is cool, like Taylor, I think you were even talking about this.
00:08:09
Speaker
Like if you learn how to cultivate your own leads from the local area in, which by the way is so freaking easy, like you're going to dominate in their space.
00:08:19
Speaker
And that's what killed it for me.
00:08:21
Speaker
I left only a few months later, you know, cause the summer was over and I came back and I was like, what?
00:08:27
Speaker
what is this internet crap?
00:08:29
Speaker
This is awesome.
00:08:31
Speaker
And that's what started it all for me.
00:08:33
Speaker
Wow.
00:08:33
Speaker
That's crazy.
00:08:34
Speaker
So were you getting as many sales as like the top guys knocking door to door?
00:08:38
Speaker
Were you passing people up by doing that?
00:08:40
Speaker
10 sales a week kind of thing.
00:08:41
Speaker
You know, it was like, that's control was good.
00:08:43
Speaker
You know, that was, Oh,
00:08:45
Speaker
It was nuts.
00:08:47
Speaker
And they were begging for it.
00:08:48
Speaker
That was the craziest part.
00:08:49
Speaker
So I was still knocking, but I was getting my own leads.
00:08:51
Speaker
Yeah.
00:08:51
Speaker
I was like, this is nuts.
00:08:53
Speaker
That's crazy.
00:08:55
Speaker
Yeah.
00:08:56
Speaker
Do you remember how many accounts you finished with in the summer doing that?
00:09:00
Speaker
It's before my first daughter was even born.
00:09:02
Speaker
It was like six years ago.
00:09:03
Speaker
Okay.
00:09:04
Speaker
Yeah.
00:09:04
Speaker
I don't know.
00:09:05
Speaker
Yeah.
00:09:06
Speaker
That's crazy, man.
00:09:07
Speaker
But that happened about halfway through the summer.
00:09:10
Speaker
and I started learning a lot and two things happened to me.
00:09:14
Speaker
I started learning a lot.
00:09:16
Speaker
That only lasted for like a month because
00:09:19
Speaker
you know, all these federal people started coming out.
00:09:21
Speaker
You can't, you haven't posted your license with this ad, you know, you're like breaking the law.
00:09:25
Speaker
I was like, Oh crap.
00:09:25
Speaker
So it's like turning it.
00:09:26
Speaker
I had to take it down.
00:09:28
Speaker
So it didn't last long, but the lesson stuck and I started getting distracted, distracted.
00:09:34
Speaker
I stopped running with the script we were supposed to.
00:09:36
Speaker
Yeah.
00:09:37
Speaker
Um, I started believing that what causes a sale to happen is my knowledge of the product.
00:09:44
Speaker
which is so not true.
00:09:46
Speaker
Right.
00:09:46
Speaker
I was going around, I was knocking on these doors.
00:09:48
Speaker
I'd be like, what's up?
00:09:50
Speaker
We're just spraying the Joneses down the street.
00:09:51
Speaker
You guys don't know the script.
00:09:52
Speaker
Y'all door to door guys.
00:09:54
Speaker
Like I'm at home right now.
00:09:55
Speaker
This is so cool.
00:09:55
Speaker
No one from the door industry has ever interviewed me, man.
00:09:57
Speaker
I really appreciate this.
00:09:59
Speaker
Yeah.
00:10:01
Speaker
But I'd be knocking on these doors.
00:10:02
Speaker
We're spraying the Joneses down the street.
00:10:04
Speaker
Um, Hey, since the trucks here, it's half off is four or five better for you today.
00:10:08
Speaker
You know, I still remember my, my little bit.
00:10:10
Speaker
And, um,
00:10:12
Speaker
They would ask, they'd be like, what?
00:10:14
Speaker
I'd repeat it.
00:10:16
Speaker
Well, does it kill bugs or does it kill ants?
00:10:18
Speaker
And I'd be like, yes.
00:10:20
Speaker
And it does because of these chemical compounds and because of this.
00:10:23
Speaker
And depending on when they're like, I went way too deep, dude.
00:10:26
Speaker
Yeah.
00:10:27
Speaker
No one wants to know that crap.
00:10:28
Speaker
They just wanna know that it kills their freaking ants, and so.
00:10:32
Speaker
I, it killed my sales.
00:10:35
Speaker
Um, so I had like this, I was the number two sales guy out the door just by following the script for the first half of the summer.
00:10:41
Speaker
Then I put those ads up and I was like, this is amazing.
00:10:44
Speaker
Then they got taken down and then I started focusing on just learning about the product and it just wrecked me.
00:10:49
Speaker
I mean the rest of, so I went from two to three a day to two or three a week.
00:10:54
Speaker
I plummeted a heart, man.
00:10:55
Speaker
I went from number two to like the bottom.
00:10:57
Speaker
Like number two way from the bottom.
00:10:59
Speaker
It was crazy.
00:11:00
Speaker
I learned so much from that summer about what makes money and what doesn't.
00:11:04
Speaker
Yeah, that's crazy.
00:11:06
Speaker
Well, yeah, no, it's true.
00:11:07
Speaker
And that's kind of what we're trying to do with our audience, Steve, is just train people not only to knock on doors and get leads.
Impact of Online Marketing on Traditional Sales
00:11:13
Speaker
Yeah, everyone's done that.
00:11:14
Speaker
I've been doing it for five years now or whatever.
00:11:16
Speaker
Cool, man.
00:11:17
Speaker
But yeah, we're trying to get people, teach them how to build funnels, trying to generate leads online.
00:11:22
Speaker
And I think that's where the future is going.
00:11:24
Speaker
I think you can agree with that.
00:11:25
Speaker
Totally.
00:11:26
Speaker
So they're going to cut you out anyway.
00:11:28
Speaker
Yeah.
00:11:29
Speaker
I've heard a rumor and you probably talked about it one year podcast.
00:11:32
Speaker
Is it true that you pitched Vivint on, uh, on building funnels?
00:11:36
Speaker
Yeah.
00:11:37
Speaker
I don't, I, it was some of the owners of, of, uh, of one of their branches over there.
00:11:41
Speaker
Okay.
00:11:42
Speaker
I walked in and I said, Hey, and I think they went and they talked to some of their other peeps, but, uh, anyway, I, I walked in and I was like, Hey, you know, all these sales guys and all the overhead that it takes to get a sales guy out the door.
00:11:54
Speaker
Like, yeah.
00:11:56
Speaker
you could just be generating your own leads and have a phone guy closing them to like, how would that even work?
00:12:00
Speaker
And I walked through the process and like, well, we'll see if that can actually happen.
00:12:04
Speaker
It is happening.
00:12:04
Speaker
I did do it by accident last summer.
00:12:07
Speaker
Yeah.
00:12:10
Speaker
Anyway.
00:12:11
Speaker
Yeah.
00:12:11
Speaker
That's crazy.
00:12:12
Speaker
Well, from an experienced funnel guy like yourself, Steve, tell me, do you think the future of door-to-door is transitioning out?
00:12:20
Speaker
Do you think it's on its way out with the future of funnels and online marketing?
00:12:24
Speaker
What's your thoughts on that?
00:12:25
Speaker
I don't think it's on the way out at all, but I do think that it's going to be harder to get –
00:12:31
Speaker
the general consumer is getting smarter.
00:12:36
Speaker
You know what I mean?
00:12:36
Speaker
So they see a lot of the scripts that are out there and they understand that they have options, which a lot of them didn't before.
00:12:43
Speaker
So if you're not who they buy from, that's okay, because someone else will come around.
00:12:47
Speaker
So what's hard about that is marketers thrive off of scarcity and urgency.
00:12:52
Speaker
And since they feel like they have options, it kills most of scarcity and urgency.
00:12:56
Speaker
So I feel like as a door-to-door salesperson today, you have to be good at generating genuine urgency and scarcity.
00:13:04
Speaker
Your deal really has to be only available for that time.
00:13:07
Speaker
Or you give away this bonus, or you give away this little goody, or whatever.
00:13:13
Speaker
I think that's where it's heading.
00:13:15
Speaker
You gotta learn how to generate your own lead.
00:13:18
Speaker
True, true.
00:13:20
Speaker
Well, Kules, I know we don't have a ton of time, Steve, but I wanna just get into your thoughts on just, I guess, what would you do in the solar industry?
00:13:28
Speaker
I know you haven't been in the solar industry, but a lot of people are starting to realize that funnels work to generate solar leads, and that's, I mean, I've started using my own funnels in the solar industry, started to get my own leads,
00:13:41
Speaker
So yeah, tell me if you were to start in the solar industry day one, you had to start your own company.
00:13:47
Speaker
What would you do with your funnel knowledge?
00:13:49
Speaker
How would you start a solar company?
00:13:52
Speaker
So what I would do is like, you think about like, like every product we buy, just the principle of buying products, like every product we purchase solves a problem, but it also creates all these problems that you didn't have until you bought the product.
00:14:06
Speaker
This is very interesting.
00:14:07
Speaker
Like,
00:14:09
Speaker
Every opportunity is that way as well also.
00:14:11
Speaker
Like a door-to-door salesman, right?
00:14:12
Speaker
Like the first time you went out and to knock doors, you had to answer a whole bunch of problems in order to be successful that you never had on your plate before you became a door-to-door guy.
00:14:22
Speaker
What's my script gonna be, you know?
00:14:24
Speaker
How long should I stay on the doors?
00:14:25
Speaker
How long, you know, when should I get out?
00:14:27
Speaker
What, am I gonna eat lunch or just work through?
00:14:29
Speaker
Am I gonna, it's all these problems, right?
00:14:31
Speaker
What are my shoes gonna be?
00:14:32
Speaker
You know, stupid stuff, you know?
00:14:34
Speaker
But like,
00:14:36
Speaker
Those are problems that, where am I gonna live?
00:14:39
Speaker
All that stuff, those are problems that never existed until you took on the opportunity.
00:14:43
Speaker
But product purchasing, I realized, is the exact same way, and this is like the biggest hack to the game ever.
00:14:49
Speaker
It's called the follow-up problem offer.
00:14:52
Speaker
And basically what it is, man, is like, okay, let's say you got solar, right?
00:14:57
Speaker
Like, what are all the issues somebody has
00:15:01
Speaker
after they, I'm saying issues, like what are all the questions in their head that are unsolved after somebody purchases solar from you?
00:15:07
Speaker
And like, what would you say the top one is?
00:15:12
Speaker
I would say like, I would say what happens when we move.
00:15:18
Speaker
That's probably a big concern or what happens if it breaks is another one.
00:15:23
Speaker
Yeah.
00:15:26
Speaker
Are you talking like problems that for sure happen like after they, after they buy it?
00:15:30
Speaker
Yeah.
00:15:32
Speaker
um yeah i'd say those goals are two big ones and then just like who's gonna service their panels or as the service goes a lot of people realize that they buy solar panels and then they're breaking like 10 years later yeah maybe the company's out of business or gone stuff like that so what um what are some of the biggest questions people ask when they just come to you you didn't go to them at all you know like the hungry people
00:15:57
Speaker
Um, well, everyone asks, everyone asks about the price and then yeah, it's usually just those questions like what I'm going to move, what happens when I'm moving, um, what type of warranty do you have?
00:16:12
Speaker
Especially if they're coming to me asking a lot of times they're more knowledgeable than me showing up at the door where a lot of times they don't know anything.
00:16:19
Speaker
But yeah, I think that's the big thing.
00:16:21
Speaker
Just who's going to service them.
00:16:22
Speaker
How long are they going to last?
00:16:25
Speaker
Um,
00:16:26
Speaker
what kind of maintenance and warranty is on it.
00:16:29
Speaker
Cause everyone said the story about roofs collapsing, about panels failing, about companies gone out of business.
00:16:36
Speaker
So I think I would say those.
00:16:38
Speaker
You know what would be cool is to put like one of the easiest ways to generate any, like I do this in several different industries.
00:16:46
Speaker
It works really well, multiple places is to put a quiz that someone goes through and put,
00:16:54
Speaker
something like, will the FTC even allow your area to have solar soon?
00:16:58
Speaker
The answer's probably yes, but the fact that it's a question and they're like, I don't know, like that, scarcity and urgency needed to take action, you know?
00:17:10
Speaker
They're like, I don't know, take the quiz below to find out.
00:17:13
Speaker
Question number one, do you live in this area?
00:17:15
Speaker
And you're driving ads to the local area where you already are.
00:17:18
Speaker
So they go and they click in that area, you know, that's what I would go do.
00:17:22
Speaker
Question two,
00:17:24
Speaker
What square footage is your house?
00:17:25
Speaker
This might restrict whether or not you qualify.
00:17:27
Speaker
Then they go and they click the square footage.
00:17:30
Speaker
Question number three, something like...
Lead Generation Techniques in Solar Industry
00:17:37
Speaker
FTC is concerned about maybe something about like budgets, you know, since that's one of the concerns.
00:17:43
Speaker
What I would do is I would just take all the questions you get and lace them into a survey.
00:17:49
Speaker
I like that.
00:17:50
Speaker
Just blame it on the FTC, man.
00:17:52
Speaker
Like they already approve it anyway.
00:17:53
Speaker
You're just putting the question in their head.
00:17:54
Speaker
Just like street Ryan Holiday copywriting hack styles right here.
00:17:58
Speaker
You know, like the other thing that I would do though is to out like those follow-up problems.
00:18:05
Speaker
Like if someone has a question, like it's like some guy, I don't know why he never followed up with me.
00:18:09
Speaker
I literally was just busy.
00:18:10
Speaker
I was going to buy solar.
00:18:12
Speaker
We wanted it.
00:18:13
Speaker
And he,
00:18:16
Speaker
Anyway, yeah, I'll hook you up, man.
00:18:19
Speaker
I'll hook you up with solar.
00:18:20
Speaker
What was that?
00:18:21
Speaker
I said, I'll hook you up with some solar.
00:18:23
Speaker
Sweet.
00:18:23
Speaker
I'm down, man.
00:18:24
Speaker
Yeah.
00:18:25
Speaker
We were talking about it and we had the exact same questions you just said.
00:18:28
Speaker
We had the exact same concerns, exact same.
00:18:30
Speaker
He just didn't follow up, man.
00:18:31
Speaker
Like, oh my gosh, if he would have just come back a third time, I just, I literally was gone and we're ready for it.
00:18:39
Speaker
Yeah.
00:18:40
Speaker
Anyway, I, um,
00:18:42
Speaker
Oh, we asked all those questions.
00:18:43
Speaker
So if like one of the major questions is, you know, like what happens when I move, right?
00:18:52
Speaker
Or what happens if they break?
00:18:54
Speaker
Another way to generate a lot of cool leads and noise on the internet is to create free like industry reports about that stuff.
00:19:03
Speaker
Okay.
00:19:04
Speaker
Like little PDFs and stuff like that.
00:19:05
Speaker
It doesn't cost you anything to fulfill on it.
00:19:07
Speaker
They just download it, but it lets you collect opt-ins.
00:19:10
Speaker
And then you can be dropping a whole bunch of marketing material out to them to finish generating a lead.
00:19:20
Speaker
The other thing that is cool, like if I'm just brain dumping on your guys.
00:19:23
Speaker
So it's like, the other thing would be cool is like an application funnel.
00:19:28
Speaker
Do you even apply or do you even qualify to get solar in your area?
00:19:32
Speaker
Right.
00:19:32
Speaker
Kind of back to that same hook, that same style.
00:19:36
Speaker
Fill out the application funnel and we'll have someone call you.
00:19:44
Speaker
Gosh, there's a guy.
00:19:45
Speaker
Dude, I would go listen to a course for your specific thing by Joe Polish.
00:19:53
Speaker
Joe Polish?
00:19:54
Speaker
Yeah, it's called Piranha Marketing.
00:19:55
Speaker
Okay.
00:19:56
Speaker
Yeah.
00:19:57
Speaker
Joe Polish Piranha Marketing.
00:19:58
Speaker
What are you doing?
00:19:59
Speaker
I think that'd be super sick.
00:20:00
Speaker
He's got a whole bunch of new little hooks.
00:20:02
Speaker
Cool.
00:20:04
Speaker
Anyway.
00:20:05
Speaker
Cool.
00:20:05
Speaker
That's awesome.
00:20:06
Speaker
Love it.
00:20:06
Speaker
Love it.
00:20:06
Speaker
Yeah.
00:20:07
Speaker
You already gave me some money ideas.
00:20:08
Speaker
The quiz thing, dude, I use, it's like the best pre-frame and then after I'm straight into like an application funnel or I would never put scheduling software like for a phone call.
00:20:21
Speaker
Like, Hey,
00:20:22
Speaker
Looks like you qualify.
00:20:24
Speaker
Schedule a call with one of our people.
00:20:25
Speaker
Every time we put scheduling software in any industry, it always kills it.
00:20:28
Speaker
Oh, really?
00:20:30
Speaker
So I would, the way we say it is we say, we get about three to four apps a day, or however many you actually are.
00:20:39
Speaker
We call in the order that they're received, and we have limited supplies in this local area that we're allowed to give out.
00:20:44
Speaker
Yeah.
00:20:45
Speaker
Because of things outside of our control, or I don't know, whatever.
00:20:49
Speaker
Call here to skip the line.
00:20:52
Speaker
What we've learned is that when somebody calls us instead of them, it's worth it like eight times more.
00:20:57
Speaker
It's insane.
00:20:58
Speaker
I mean, you probably know that as well.
00:21:00
Speaker
Yeah, that's genius.
00:21:02
Speaker
Cool.
00:21:03
Speaker
Cool, man.
00:21:04
Speaker
I'm licking my lips, itching to try some of that stuff.
00:21:06
Speaker
Yeah, dude.
00:21:07
Speaker
Let me know how it goes.
00:21:09
Speaker
I have told four people now to go build funnels in the D2D industry and like,
00:21:14
Speaker
It's like the field's so white over there, man.
00:21:17
Speaker
There's so much.
00:21:18
Speaker
I know.
00:21:19
Speaker
Just ready to harvest.
00:21:21
Speaker
Yeah.
00:21:22
Speaker
That's awesome.
00:21:23
Speaker
Well, cool.
00:21:24
Speaker
Yeah, definitely some good things to try.
00:21:26
Speaker
And I'm going to check out all of that.
Addressing Customer Concerns and Objections
00:21:28
Speaker
And the other thing I wanted to ask you, Steve, before we're out of time here, is the solar industry and pretty much every door-to-door industry, like you said, it's just so like there's not really an offer most of the time, I feel like, around it.
00:21:40
Speaker
And you're the offer king and you know how to build offers.
00:21:43
Speaker
So if you were to start a solar company, I mean, everyone's selling solar panels.
00:21:48
Speaker
Everyone's different on prices.
00:21:50
Speaker
And like Russell says, if there's no competitive advantage to be,
00:21:54
Speaker
in the middle, you either got to be the cheapest or the most expensive and, you know, build an offer around it.
00:22:01
Speaker
So what's, I guess, what, what ideas would you have like building an offer around solar?
00:22:06
Speaker
Cause I mean, there's so many, there's, I'm in San Diego.
00:22:08
Speaker
There's like a thousand companies out here.
00:22:10
Speaker
We're all selling solar panels.
00:22:12
Speaker
So what would you do?
00:22:14
Speaker
I guess, how would you build an offer around solar?
00:22:17
Speaker
Totally.
00:22:18
Speaker
So it all goes back to that followup problem thing.
00:22:20
Speaker
So like if some, if people are asking like, well, how long does it last?
00:22:25
Speaker
What happens if it breaks?
00:22:26
Speaker
Who comes and services it?
00:22:28
Speaker
You know, all those, I mean, you know, dude, like three weeks into door to door sales, you've heard the majority of the concerns that you're going to hear for the rest of the time.
00:22:38
Speaker
So what I do is I take each of those top, like those top ones,
00:22:42
Speaker
and then solve the concern with a product.
00:22:45
Speaker
This is like super ninja.
00:22:47
Speaker
So I literally write down from like, like with pest control, it was always like, what if my kid licks it?
00:22:54
Speaker
You know, am I stuck in a contract?
00:22:56
Speaker
You know, it was all like these top, so long ago, man, I'm having a hard time conjuring them.
00:23:02
Speaker
But what I would do is write down all of the major concern points that you get and then
00:23:07
Speaker
for each concern point, figure out a story that you can tell, which all of us are good at anyway.
00:23:12
Speaker
It's like, oh yeah, someone so had an issue like that.
00:23:16
Speaker
What we did with them is this kind of treatment and fix.
00:23:18
Speaker
Door-to-door guys are great at that.
00:23:20
Speaker
Just overcome the objection and then go back for the close.
00:23:23
Speaker
But before you go back for the close, you add one step.
00:23:26
Speaker
And what you do is you add in a product.
00:23:30
Speaker
So then you say, right, they throw out an objection.
00:23:33
Speaker
You overcome the objection with a story.
00:23:35
Speaker
And then you say, but because of that, we also are getting like,
00:23:41
Speaker
for free if the today which adds to the scarcity of urgency if you guys can do it free today we have this guide on how to set up your house appropriately to actually um uh accept the pest control the best or you know stuff like that it's little pdf guides or these little tiny things you can print out or like little booklets or random products that you have lying around you know the office and such they're super good because what i do is i bundle all of them i don't tell them about them until they start launching objections at me
00:24:10
Speaker
Yeah.
00:24:11
Speaker
But I get all these products.
00:24:12
Speaker
This is literally how I've won like tons of affiliate contests.
00:24:14
Speaker
Yeah.
00:24:15
Speaker
And like the MLM industry, this is like super easy to do in as well.
00:24:18
Speaker
It's like, it's any, any commission based sales.
00:24:20
Speaker
This is like totally how I do it.
00:24:22
Speaker
Cause I go in and I grab a whole bunch of bonuses and I wait to hold them back.
00:24:27
Speaker
It's like, here's the main product.
00:24:29
Speaker
And I'm getting the objections.
00:24:30
Speaker
Like all door to door guys want to get to what's the objections.
00:24:33
Speaker
You can guide me in the sale, you know?
00:24:35
Speaker
Yeah.
00:24:36
Speaker
Then I overcome the objection, but then I start lacing in these products, like little arrows in my quiver.
00:24:41
Speaker
By the way, we give that for free if you guys sign up today.
00:24:43
Speaker
It's four or five o'clock today, better for you.
00:24:46
Speaker
Like, oh, this is cool, but I need to talk to my wife.
00:24:49
Speaker
Totally get it, right?
00:24:50
Speaker
Overcome the objection, then I toss in the product.
00:24:52
Speaker
Well, what we got for you, just because this area, we've got so many guys we service, we're here anyways, is we'll let you try the first two services for free without any contract, but after that, yeah.
00:25:03
Speaker
You know, you can decide if you want to move forward.
00:25:05
Speaker
Just because we have to do the service, you're going to sign it and that's all automated, but just let me know and we won't move forward.
00:25:10
Speaker
Oh, that's crazy.
00:25:11
Speaker
Yeah, but you got to sign up today about it.
00:25:12
Speaker
You know what I mean?
00:25:13
Speaker
It's like these little tiny products that I lace in.
00:25:15
Speaker
Yeah.
00:25:16
Speaker
Not just stories that match with objections.
00:25:19
Speaker
Okay.
00:25:20
Speaker
We call that the stack.
00:25:22
Speaker
The stack.
00:25:22
Speaker
So they stack together all these products and you give them away for free with the main product.
00:25:28
Speaker
Okay.
00:25:28
Speaker
If they act immediately.
00:25:30
Speaker
I like it.
00:25:31
Speaker
I like it.
Innovations and Final Thoughts
00:25:32
Speaker
Definitely interesting stuff.
00:25:33
Speaker
No one's doing this stuff, man.
00:25:35
Speaker
I know.
00:25:36
Speaker
It's driving me nuts.
00:25:38
Speaker
I own door-to-door secrets.com because I've been wanting to go do this.
00:25:41
Speaker
Okay.
00:25:44
Speaker
I know.
00:25:44
Speaker
It's crazy.
00:25:45
Speaker
If people are listening to this, I mean, yeah, it's going to be crazy if people actually do this and change the door-to-door industry.
00:25:51
Speaker
Yeah, even if you do it in a crappy level, because nobody else is, you're still going to win.
00:25:55
Speaker
Yeah.
00:25:56
Speaker
That's what's so cool about this.
00:25:59
Speaker
All right.
00:26:00
Speaker
You heard it here first.
00:26:01
Speaker
You heard it here first.
00:26:03
Speaker
A change in the door-to-door industry.
00:26:05
Speaker
Heck yeah, man.
00:26:06
Speaker
Well, cool, Steve.
00:26:07
Speaker
I mean, it's been awesome having you.
00:26:08
Speaker
I know you've got limited time here, so we'll let you go pretty quick.
00:26:13
Speaker
But I wish we could spend two hours, man.
00:26:15
Speaker
You got some awesome secrets and stuff you're giving us here.
00:26:19
Speaker
Thanks, man.
00:26:19
Speaker
Yeah, definitely.
00:26:20
Speaker
Thanks for having me on.
00:26:21
Speaker
But of course we want to promote you too.
00:26:23
Speaker
So, and I know people are wanting to find out more about you and what you're doing.
00:26:27
Speaker
So we'll of course post in the show notes, but do you want to just give people a little taste of what you're, what you're doing, where they can find you and all that?
00:26:34
Speaker
Totally.
00:26:35
Speaker
Um, door to door sales.
00:26:36
Speaker
So on the internet, just so everyone understands on the internet, as far as the internet goes, um, door to door, um,
00:26:45
Speaker
a lot of stuff actually, but especially door to door affiliate marketing and any commission based sales, the model on the internet is 100% exactly the same.
00:26:55
Speaker
That's what's crazy is you can just take like, I do a lot of stuff in the MLM industry because no one else is doing it.
00:27:01
Speaker
They're just like, and no one else is really doing these things in these industries.
00:27:05
Speaker
So like if you were to take what I'm doing in the MLM space or affiliate marketing space,
00:27:09
Speaker
and just transfer that literally carbon copy almost exactly the pages in door to door, you're going to dominate just because no one's doing it.
00:27:17
Speaker
And it's, it's the same models.
00:27:20
Speaker
Yeah.
00:27:21
Speaker
What we do is we drop these little products out in front of people that people pay for and that liquidates our ad costs.
00:27:29
Speaker
And then on the back end, then we're pitching them our services.
00:27:33
Speaker
MLM, affiliate marketing, whatever it is.
00:27:35
Speaker
So then the customer is paying for our ads.
00:27:37
Speaker
It's the exact same thing that I would do in door to door.
00:27:40
Speaker
So I'm going somewhere with this, I promise.
00:27:44
Speaker
What I did is I created a program, it's free, it's completely free.
00:27:46
Speaker
There's no pitching it throughout.
00:27:47
Speaker
It's called Affiliate Outrage.
00:27:49
Speaker
Affiliateoutrage.com.
00:27:52
Speaker
The reason I created it is because most people get really obsessed over the creation of their products.
00:27:57
Speaker
What I like about affiliate marketing, door to door sales, even MLM is that you didn't create the product.
00:28:02
Speaker
You don't have to get distracted by creating the product.
00:28:04
Speaker
Yeah.
00:28:05
Speaker
Product is never why they buy.
00:28:06
Speaker
They always buy because of a sales message.
00:28:08
Speaker
And so affiliate outrage is like training wheels since you don't have to make the product.
00:28:13
Speaker
Affiliate marketing in general is like training wheels for the internet.
00:28:17
Speaker
So like if you don't own a product or you're selling someone else's product or whatever, affiliate marketing is awesome because if you can sell something through affiliate marketing, you will sell your own product quite well.
00:28:27
Speaker
It's like the litmus test.
00:28:28
Speaker
So that's why I always send everybody that and why I created it.
00:28:31
Speaker
It's completely free.
00:28:31
Speaker
It's a 30-day program that drips out to you.
00:28:35
Speaker
Got a lot of other experts teaching in there as well, but that's where I'd send them.
00:28:39
Speaker
Yeah, that's awesome.
00:28:40
Speaker
And yeah, I've actually gone through that.
00:28:42
Speaker
I haven't taken all the steps yet, but I'll tell you right now, Steve's content, he's doing more than most people's paid content is.
00:28:48
Speaker
So check out his stuff.
00:28:51
Speaker
I mean, he's got his sales funnel radio.
00:28:52
Speaker
I'm wearing the shirt right now.
00:28:54
Speaker
Got on my shirt here.
00:28:55
Speaker
So getting stoked to see you at the mastermind next week and, um, funnel hacking live.
00:29:01
Speaker
So.
00:29:02
Speaker
That'll be awesome.
00:29:03
Speaker
I'm sure when we publish this, it'll be past that or maybe the week of.
00:29:06
Speaker
It's all good.
00:29:08
Speaker
But yeah, definitely check Steve out.
00:29:10
Speaker
He's dominating the industry and yeah, number one guy to follow for offer creation for sure.
00:29:15
Speaker
Thanks man.
00:29:16
Speaker
So Steve, we appreciate you coming on and appreciate your expertise in the door to door industry.
00:29:22
Speaker
You got expertise in any industry.
00:29:24
Speaker
So any final thoughts you want to share with our solar sales audience?
00:29:29
Speaker
Let's go get them.
00:29:30
Speaker
I mean, that's really it.
00:29:31
Speaker
Just run and gun, baby.
00:29:32
Speaker
All right.
00:29:33
Speaker
Can we get a boom before you leave?
00:29:35
Speaker
Yeah, boom!
00:29:36
Speaker
Woo!
00:29:37
Speaker
Yeah, yeah.
00:29:38
Speaker
Every day.
00:29:39
Speaker
Heck yeah, man.
00:29:40
Speaker
All right, Steve.
00:29:41
Speaker
Well, thanks so much for coming on and we will see you soon.
00:29:44
Speaker
100%, man.
00:29:44
Speaker
I'll see you later.
00:29:45
Speaker
Appreciate it.
00:29:49
Speaker
Hey guys, thanks again for being on the show and listening in to Steve Larson.
00:29:53
Speaker
Go ahead and give him some love.
00:29:55
Speaker
Give him a follow if you haven't already.
00:29:57
Speaker
Again, let us know if you have any suggestions for future episodes or future people that you guys want to hear on the show.
00:30:03
Speaker
For next episode, we are going to be talking to Russ Ward.
00:30:07
Speaker
He is the lead king.
00:30:10
Speaker
He is a master at generating leads online for not only solar but also real estate.
00:30:16
Speaker
And he was also SolarCity's number one rep for about a year.
00:30:21
Speaker
So go ahead and tune in for the next one.
00:30:23
Speaker
You will not want to miss it.
00:30:24
Speaker
Guys, please share.
00:30:25
Speaker
Please comment.
00:30:27
Speaker
We will continue to give you the best content we can.
00:30:30
Speaker
Thanks again.
00:30:31
Speaker
Wow, what another amazing episode of the Solarpreneur Podcast.
00:30:36
Speaker
Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
00:30:44
Speaker
It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:30:53
Speaker
And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content
00:30:58
Speaker
It's going to impact you and help you take your sales game to the next level.
00:31:03
Speaker
See you guys in the next episode.