Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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.
Speaker: I teach you how to avoid the mistakes I made in and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a 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. Hey, what's going on, solopreneurs? We're going doing something a little bit different today. We're going to be doing a live presentation breakdown, but this time we're going to do it with video included. So if you are watching or listening to the audio version of this, I would recommend check us out on YouTube because we will actually have the video included in this recording.
Speaker: If not, I'll try to describe it as best of my abilities, describe what's happening. But we're going to be breaking down some live footage today in the podcast. So welcome to the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals and have a much better time in the solar industry. We are recording this on Labor Day, one of the best days of the year to go out and knock doors. We're gifted another Saturday. Essentially, people are home. People are happy. So whether you're listening to this on Labor Day or listening to this on a different holiday, hope you can get out there and take advantage of people being home. Before we get into it, if you have not left us a rating or a comment on YouTube or wherever you're listening to this podcast, it would be much appreciated. That is how we get the word out, spread the word out. We don't charge for this show. And that is all we ask.
Speaker: Please help us spread the word and help us get this out to more people. so that being said we're going to jump straight into our live recording live presentation today and a shout out to mr dan hilly on our team we got some footage of him last week he is uh happy to spread out and he's doing some social media content so shoot him a follow but we're going to breaking down a same day appointment that he was able to set out on the doors. And so I was behind him actually recording this this day. So apologize that the camera is a little shaky. Still working on my camera skills, but we will get into it. And let's see what he does in this presentation. Hello. Hey, good evening.
Speaker: Hello. Hi, how you doing? it's Good. I'm just making sure we're at the right house. I'm looking for Gemma or Jeffrey. Yes, yes. Is that you? Yeah. Oh, perfect. I'm Daniel. Nice to meet Nice to meet So good. We did what what he does here. Love this intro, making sure he's at the correct house. Gives you that authority frame right from the get go. Like he's supposed to be there and that he's there for a specific reason. So I would highly recommend when you were out knocking, if you have some sort of ah app or pretty much all the knocking softwares have something like this where you can um use the same line, say, just making sure we're at the right spot. Is this Gemma? And then boom, instantly gets you that authority frame.
Speaker: Yeah, I gotta go in just a second, but I'm with Legacy Power and we're the ones in charge of the net metering in the neighborhood as well. I'm friends with Ryan right down the road here. yeah And this is Taylor. He's getting some stuff for the company. We're going to be out here for a while. We pretty much know everybody in the area already. It's actually very important. mean what Is your name?
Speaker: Okay, perfect. Thank you. Thank Or both you guys. Yep. Our names. Ah. Hi. Don't talk to me later. So something in general here, when you get people that are different ethnicities, people that don't speak great English, I think it is a good time to ask, hey, are you the one that takes care of the electric bill here? Just some type of question to figure out if they really are the main decision makers for the house. And luckily, this lady, she went and got her husband.
Speaker: But, i you know, I've been made the mistake of doing entire presentations on the door to someone that wasn't even the decision maker and ended up being a waste of time. So worked out well. She went and got her husband, but just in general. So something you want to do is make make sure you're talking to the one that is in charge of the decision.
Speaker: Hey, hey, good evening, sir. How you doing? Jeff, right? Yeah. All right, perfect. Yeah. wayne and then Wayne with the red car and then this neighbor here pointed us around. So I'm Daniel and we're just we're the company with Legacy Power. We're in charge of the net metering in the community here.
Speaker: So we'll be you'll be we'll be around for a while. We know a lot of the neighbors already. Ryan, right down the road here. um It's actually very important. Did you own this company? Unit about 10 years ago when SDG&E changed out the electric meter on the side of the unit.
Speaker: No, we only did it 10 years ago. Oh, you moved in exactly 10 years ago? No, three years ago. Oh, three. Okay. Well, no worries. um That's why we're here. For the electric meter, they upgraded that 10 years ago.
Speaker: And now there's a massive problem with SDG&E where, you've you've probably heard about this. I like the ring, by the way It's a cool ring. I know that, yeah, it's a big problem. Yeah, we've made a lot of bills today. Exactly. The biggest problem, yeah, the biggest problem with that,
Speaker: So something Dan, he's doing a great job building up the problem, creating some intrigue. and But two things he may want to consider. and if you're not doing this, something you may want to consider as well as just trying to get the homeowner outside the door. Luckily, if you're watching the video of this, the homeowner has the door pretty far open.
Speaker: He's obviously listening. which is not going to happen all the time. A lot of times people have the door barely cracked, won't really be listening, so especially for those people. But just in general, if you can get them out when you're talking about the neighbors, if you can get them out, show them the electric ah meters that were replaced, it's going to give you a better shot chance at getting more interaction for the homeowner and a better shot at getting that appointment. Then the second huge thing that happens here is you notice the wife, she's still involved and she starts complaining about the bill. says, oh yeah, bill's been really high.
Speaker: So something that could have been done is dig into that pain, right? When they mention their bill's high, dig into that, make them feel the pain a little bit more. It's like you got the knife stabbed in there, twisted a little bit. They're oh yeah, it's been crazy.
Speaker: What's the bill been running for you guys here? Really figure out how much they're paying and figure out what the pain is, what the pain level is for their bill. Dig into that a little bit. that they're outsourcing a lot of power to Arizona and Nevada, the coal burning states. So that's why they switched us over to those, it's the the penalty rates from 4 to 9 p.m. every day know during the peak hours when SDG&E is charging us double or triple for the electricity during the evening. Have you guys noticed that on your SDG&E? Okay. Do you pay a high bill with them? Yeah. okay lucky Yeah, that's why they sent me over here because...
Speaker: Yeah, so he does dig into a little bit and I love that he does kind of a heat check here temperature check. Sometimes you'll be going your through your presentation. It could be that people don't even think they have a high bill. so that's a really good idea to do that temperature check, figure out, hey, how much is this hurting them?
Speaker: What are they paying? Do they know about some of the rate increases? Do they know about in our case, we have time of use. Do they know that they're being charged more after four o'clock? Because depending on if they do or they don't, you either need to dig a little bit more into and those things or you know they're already feeling the pain and then you can go into the specific solution we bring them.
Speaker: But Dan does a good job at that. People's SDG&E bills in this community have been increasing pretty significantly. And so to help people out with their electric bills, this state now has gotten involved and they passed a new state initiative called the California Renewable Energy Act. And it's mandating our company have to generate more power here locally and from the renewables like the solar panels.
Speaker: So we don't do anything right now, but you'll see our trucks all around the neighborhood periodically. We're going to be evaluating every single owner-occupied home in the neighborhood to see which which homes and which homeowners.
Speaker: You're the owner, right? Okay, which ones are eligible for the new state initiative? So it's going to be a fully funded project. There's no cost onto you or anything like that. What we would do is we would eliminate the SDG&E bill and put the unit on a fixed rate every month for electricity. So it'd stay the same even throughout the summer. If you're running AC, your electric bill would be fixed.
Speaker: And it'd be a little bit cheaper than SVG&E was before. So hopefully it'd be able to save you money on a cheaper electric bill. But that's the upside, right? The downside, sir, is that a lot of the units that we site surveyed don't qualify. and I'm not the final say as to which ones they choose or which ones qualify. The only thing I'm going to do today for you guys is jot down just a few notes as to what the qualifications are. program details. and We'll come back around later to show the results of which of the homes qualified.
Speaker: So that's pretty much it I don't have a lot of time right now, but you're the one I assume that takes care of the SDG&E bill here, right, Jeff? Okay. Or you both do. And do you get that on a piece of paper every month? Okay.
Speaker: So the one thing I'd look at is on your first page of your bill, there's this graph. Have you seen that before? you Yep. So this just Okay, and breaking down, not a lot to nitpick here. I think Dan does a great job. Really gives him that solution and then goes straight into the pullback, the takeaway. You can tell he's an experienced rep and doing this a long time. 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.
Speaker: Then we discovered an app called SolarScout. 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 a given neighborhood.
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 Solar Scout in San Diego, so I decided to partner up. But i told them, hey, I'm going to talk about Solar Scout on my show, you need to give my listeners a great deal. And they did.
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.
Speaker: Okay, back to the show. He creates that curiosity, goes into problem solution, goes into the pullback takeaway, and then transitions directly into getting to getting the bill.
Speaker: So many inexperienced reps, they will they'll do part piece of this extremely well, but then what I see all the time is they'll just leave and leave it hanging. and They'll finish their presentation and they'll just kind of stop.
Speaker: They won't transition immediately into the next step. And what that does, it gives up opportunity for the homeowner just be like, OK, well, you know what? Just give me a call. Think about this or give me a card. The other thing, it just creates kind of doubt, uncertainty because they want to see that you're the professional. You're the one in charge. You're leading them to the next step. and If you do that, it's much more likely that you're actually getting an appointment out of it. So Dan does that really well. And another thing he does well, he's great about dropping the name of the homeowner. You can hear him mentioned several times, Jeff, straight out of how how to win friends and influence people. That book talks about how people love hearing their name mentioned. And so the more you can say the person's name, the more ah more music to the ears of the homeowner it's going to be. So love that Dan is continuously dropping the homeowner's name. Great job with that.
Speaker: Shows me if your unit has used enough power to qualify for a savings report. And if you're using enough, we'll come and bring a savings report by later on. Do you have that first page of the SDG&E bill?
Speaker: You can grab that real quick. Thank you. Thank you. And we're going to take a, is your meter on this side? We're going to take a look at the meter. Describe the SDG&E bill for me. Thank you. Oh, it is on that side. Okay. All right. It's over here. I'll be right back.
Speaker: These panels are old, man. Are these going to work? I can give you an interview. But how do you do an MPU if they're connected like that? Would this main panel need an upgrade for GPT has to say.
Speaker: would this main panel need an upgrade for a eight panel solar system that gpt ready hit power van let see what says sound there so shirt new be two has to serve Great idea here. And if you're not doing this already, Dan, he's usually utilizing some AI figuring out if it's going to need a panel upgrade. So true professional, you're always getting photos of the electric panel and then you're knowing beforehand what type of work they're going as much as possible beforehand. right so if you didn't know that seeker already take the photo directly into chat gpt and you can pretty much always get a good idea if they're going to need a panel upgrade or what's going on in this specific case this was a duplex a little bit more complicated of a situation yeah great smart thing to do there figuring out if they need the panel upgrade then the only other thing that i do slightly different i like ah always attempting to get inside the home uh dan he does the meter approach where he's going to look at the meter
Speaker: So, you know, I'd put that in second place. Also a good thing to do. But the more you can push to get inside the home, because then you're going to a chance that's talking to both decision makers. It's going to be easier to get the bill. In this case, it didn't matter as much because this homeowner was, you know, pretty laid back guy. He went and got the bill.
Speaker: But just in general, I always like the idea of attempting to get inside the home. chair No excuse. Yes. Federal Pacific.
Speaker: Oh, you found it? Beautiful, beautiful. $297. That is why they sent us to this house, because they know that you're getting overcharged for your power here, Jeffrey, and then your wife as well.
Speaker: What we'd potentially be able to do, so you see these electric delivery and electric generation charges where it's $300. We could not today or anything, but if your unit qualified, it's a no cost solar and battery. So we wouldn't, we would pay for the equipment, which we get money from the government to pay for it. Great thing he does here too is just going down and breaking down, breaking down the bill a little bit more. he gives a little reaction. Wow, that's a big bill. Yeah, you you want anything you can do to make him feel that pain more the better. And then a third thing that I liked here is he he notices the the marking of the electric panel. So where we're
Speaker: selling out here in San Diego and California. There's specific brands of electric panels that are going to basically instant call out for a panel upgrade. So it's going to differ market to market. But just in general, if there's things like that where you're selling, maybe it's they need a panel upgrade because they have an older brand. Make sure you know those details and that's going to help save a lot of time.
Speaker: Okay, and then we are going to break this into part two. We're going to keep it a not super long, but I want to break this into a part two. So then in the next recording, we're going to hear this homeowner. He has some objections that he brings up where he looked into companies in the past. So we're going to hear what his objections were and what his experience was like um as he looked at solar with another company. Make sure you tune in to the next podcast. We're going to be breaking down the second portion of this live door approach. you Again, shout out to Dan. Go shoot him a follow.
Speaker: He did a great job with this one. Ends up booking the same day. So you're going to want to hear what he does to convert this into a same day appointment. And from there, it's actually a same day sell. So tune in the next one. Let me know if you do like the video version. If you like hearing a video too, along with the audio, I always like seeing it even cooler experience seeing it on the screen. Let me know what you thought of that. And go subscribe to us on YouTube if you're not already. And we will see you on the next one. Crush it this week.
Speaker: What's up, solarpreneurs? Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? And You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and i would say widely accepted, most useful podcasts that we've done here on Solopreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes. Go download it right now. And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.
