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Secret Prospecting Hack From a Father of 3
60 Plays6 years ago
Matt is into sales for 12 years now. What caught my attention with Matt is he is still able to sell with his kids. Talk about the Father of the Year award! He goes out in 2 to 4 hours to close the deals. Matt will share his secrets on getting quality leads and closing it!
In this episode, you will an unusual technique on getting leads and closing deals. I have not heard anyone else who has done this before! Would you try doing this technique with your door to door solar sales? Let us know your results!
Things mentioned in this episode:
Matt Romero: https://www.linkedin.com/in/matthewpromero/
Funnel Hacking Live: https://funnelhackinglive.com/fhl-2020-journey
Solarpreneur Facebook page:
Property Radar: https://www.propertyradar.com/
Redfin: https://www.redfin.com/
Badger: https://www.badgermapping.com/
https://www.facebook.com/SunLightEnergySolutions/
Quotable Quote:
Be genuine!
Recommended
Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:17
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs and this is our story.
Meet Matt Romero
00:00:43
Speaker
What's going on, Solar Pernuers?
00:00:46
Speaker
I am stoked for another morning.
00:00:48
Speaker
Summer's coming to a close here, and I'm even more excited because today we have my friend and good mentor and trainer, Matt Romero.
00:00:58
Speaker
Matt, thanks for coming on the show.
00:01:00
Speaker
Yeah, you bet, man.
00:01:01
Speaker
It's an honor.
00:01:03
Speaker
Yeah, I'm stoked because Matt, we've been...
00:01:07
Speaker
We've known each other for a while and we went to Funnel Hacking Live about six months ago back, hung out there, chatted solar.
00:01:15
Speaker
Matt's been in the industry forever.
00:01:17
Speaker
How long have you been doing door-to-door stuff, Matt?
00:01:19
Speaker
Door-to-door, I lost count after 10 years.
00:01:25
Speaker
I'd say about 12 years.
00:01:27
Speaker
12 years, okay.
00:01:28
Speaker
Yeah, started in 2007.
00:01:30
Speaker
Okay, and you started in what, Alarms, right?
00:01:33
Speaker
Yeah, I did alarms.
00:01:35
Speaker
I did, and then I eventually had my own dealership with ADT out in Chicago.
Transition to Solar Industry
00:01:41
Speaker
And then after that, I got roped into solar out here in California.
00:01:48
Speaker
Yep.
00:01:48
Speaker
I like it.
00:01:49
Speaker
Same to me.
00:01:51
Speaker
What happens?
00:01:51
Speaker
Solar is the bomb.
00:01:53
Speaker
So yeah, you've been crushing it in everything you've been doing.
00:01:56
Speaker
So 12 years, I mean, you've got to know some tricks being in it that long.
00:02:01
Speaker
Yeah.
00:02:01
Speaker
And I mean, that's forever.
00:02:04
Speaker
So Alarm, Solar, and now he's a father of three.
00:02:07
Speaker
He's a family man.
00:02:09
Speaker
He's got a sugar mama because his wife is going to, what's your wife, a doctor, right?
00:02:14
Speaker
Sure.
00:02:14
Speaker
Yeah, she's just finishing up her residency to be a pediatrician.
00:02:19
Speaker
Okay, well that's what's most impressive to me because my wife was a doctor.
00:02:22
Speaker
I'd probably just say, screw yourselves, I'm just going to live off my wife's income.
00:02:31
Speaker
She's the opposite.
00:02:33
Speaker
I actually make more than her at this moment.
00:02:35
Speaker
Okay, okay.
00:02:36
Speaker
But she's like, maybe I should just quit.
00:02:38
Speaker
I'm like, no, we've got too much debt.
00:02:40
Speaker
Yeah.
00:02:42
Speaker
Okay, but that's sweet you've been doing it for this long.
00:02:45
Speaker
So what caught my attention with Matt, most of all, we were talking about Funnel Hacking Live a while back, and I mean, I knew you guys are super busy, your wife's going to med school and everything, but Matt's able to basically sell with his kids.
00:03:00
Speaker
I mean, he's having to pick up his kids, do a ton of stuff for his kids, and he's still crushing it in solar with what, basically a couple hours a day, something like that?
00:03:09
Speaker
Would you say that is...
00:03:10
Speaker
Yeah, you know, I actually plan on, you know, trying to get out at least four hours a day, but it doesn't really happen always just because of schedules and a lot of babysitters don't want to
00:03:23
Speaker
you know, be at, you know, babysitting past six o'clock.
00:03:28
Speaker
Yeah, distantly.
00:03:29
Speaker
They want to usually get home before then.
00:03:31
Speaker
So, you know, that prime time it when I want to be out there, if my wife's not able to be here, can't always make it but yeah, I'd say that two to four hours is what I do.
00:03:40
Speaker
Okay.
00:03:42
Speaker
That's awesome.
00:03:43
Speaker
And so to have that amount of success while watching all these kids and while doing your family stuff, I mean, it's crazy because I'd say I'm putting in at least six hours a day a lot of times to be able to close some deals.
00:03:56
Speaker
So it definitely caught my attention and what he's about to say changed my perspective on how we can prospect and get quality
Unique Prospecting Strategy
00:04:03
Speaker
leads.
00:04:03
Speaker
He's going to share it top secret and I kind of had to beg him to share this.
00:04:06
Speaker
He's like, I don't know, Taylor.
00:04:08
Speaker
This is pretty secret stuff.
00:04:10
Speaker
No one's doing this.
00:04:11
Speaker
So I know he probably initially didn't want to share this.
00:04:15
Speaker
But let's be honest, most of the people probably aren't action takers.
00:04:19
Speaker
So we'll see how many people actually take action on what he's going to share with us.
00:04:24
Speaker
We'll get into that.
00:04:25
Speaker
But Matt, before we jump into that, do you want to tell us kind of your background, how you got into solar and why you decided to make the switch from alarms?
00:04:33
Speaker
Yeah.
00:04:34
Speaker
Well,
00:04:35
Speaker
So the, honestly, the reason why I made the switch from alarms to solar was because my, uh, uh, ADT dealership actually got shut down out in Chicago.
00:04:47
Speaker
Yeah.
00:04:50
Speaker
Give us the quick version of that story.
00:04:52
Speaker
Cause that's funny actually.
00:04:53
Speaker
You know, if you've been in the door to door industry for, you know, at least six years, then, uh, there was an ad, it was actually on a dateline.
00:05:03
Speaker
where they did a sting operation and these guys that I had actually let go, they're just, you know, doing some shady stuff and alarms.
00:05:11
Speaker
And I told them they couldn't work with me anymore.
00:05:14
Speaker
Well, they had generated some leads using telemarketing with the ADT name.
00:05:20
Speaker
And so they continued to go to those accounts, those leads that they made after they were not working with me anymore.
00:05:27
Speaker
And so it just so happened to be that one of the,
00:05:31
Speaker
the reporters in Chicago, they went to their house.
00:05:35
Speaker
And so they had cameras set up everywhere.
00:05:38
Speaker
And they're like, well, you came into my house, you know, I always thought you were ADT and now you're trying to pitch this other company.
00:05:45
Speaker
And anyways, like the day after that aired, I had this overnight FedEx from ADT saying like, I'm done.
00:05:56
Speaker
And it was just totally blew me away.
00:05:57
Speaker
I had no idea because I was actually on a cruise.
00:06:00
Speaker
when this all happened.
00:06:02
Speaker
But, you know, things actually turned out really well.
00:06:06
Speaker
After that, I, you know, got into solar.
Early Days in Solar
00:06:10
Speaker
So Matt Collins, you know, over at New Power, he was the one that hit me up.
00:06:16
Speaker
And,
00:06:17
Speaker
Dude, I was living in Nevada at the time.
00:06:19
Speaker
And so I actually had to drive on Tuesdays.
00:06:22
Speaker
I'd drive to California and then I'd go back home on like Friday nights to Nevada.
00:06:28
Speaker
So it was like a two hour drive about each way.
00:06:32
Speaker
And even having to do that commute each week was totally worth it.
00:06:38
Speaker
That's awesome.
00:06:39
Speaker
It was awesome.
00:06:40
Speaker
Yeah.
00:06:41
Speaker
I know.
00:06:42
Speaker
Solar is definitely lucrative.
00:06:43
Speaker
We've got a guy...
00:06:45
Speaker
well, your brother-in-law right now, actually, that flies out basically from Utah every other week and just comes out for like four days, and it's worth it for him.
00:06:56
Speaker
If you can figure out this game, I mean, it's definitely worth it.
00:07:00
Speaker
Make money and then take care of your other responsibilities.
00:07:05
Speaker
That's awesome.
00:07:06
Speaker
And then tell me about like initially in solar, was it pretty much like –
00:07:11
Speaker
you're awesome at it right from the get go, or is it something where you had to like make some major changes from alarms?
00:07:17
Speaker
How did it go at first for you?
00:07:19
Speaker
You know, um, you know, it's, it's actually when I realized that door door sales, it's pretty much all the same, you know, like it doesn't really matter what you're pitching.
00:07:30
Speaker
Um,
00:07:31
Speaker
I think I was just really excited about it because I wasn't ever having to collect a check from anyone.
00:07:36
Speaker
You know, it was just like, Hey, you're already paying for something that I'm offering you.
00:07:39
Speaker
I'm just giving you a better price on it.
00:07:41
Speaker
You know?
00:07:41
Speaker
Yeah.
00:07:43
Speaker
You know, and, and so I thought, you know, with that mentality, everyone's going to sign up.
00:07:47
Speaker
It was harder than I thought, of course.
00:07:49
Speaker
I'm like, why don't people want to save money?
00:07:51
Speaker
It's like, it was weird, but I still think that, but yeah, I would say that I was, I was hitting my goals at least.
00:08:02
Speaker
For sure.
00:08:02
Speaker
Okay.
00:08:03
Speaker
That's awesome.
00:08:04
Speaker
Definitely not like that for everybody, but the man of your experience, we'd expect nothing less.
00:08:08
Speaker
That's sweet.
00:08:09
Speaker
Yeah.
00:08:11
Speaker
Well, cool, man.
00:08:12
Speaker
So yeah, let's get into this secret hack you're going to introduce to us.
00:08:17
Speaker
And then after you kind of, so this is a prospecting strategy.
00:08:21
Speaker
He was the first person I've heard doing this.
00:08:23
Speaker
Maybe there's other people.
00:08:24
Speaker
So you can hit Matt up.
00:08:25
Speaker
You have some variations on this, something like that.
00:08:28
Speaker
But tell us about this strategy, Matt, and then we'll talk about maybe some closing techniques and kind of what you do from there.
00:08:35
Speaker
Cool, yeah.
00:08:37
Speaker
So I know there's a few other people out there using it, especially in the alarm industry, because I'll go to the homes.
Targeting New Homeowners
00:08:44
Speaker
So first of all, what this is, it's targeting new homeowners.
00:08:48
Speaker
And I just found that...
00:08:52
Speaker
By talking to new homeowners, I'm able to have a better conversation simply because they haven't been hit on for the last five years.
00:08:59
Speaker
They're not getting tons of people coming to their home.
00:09:02
Speaker
I'm able to be the first or one of the first people to talk to them about solar, especially in the summertime.
00:09:10
Speaker
You know, they know that their bills are high and so it's on their mind, you know, to get solar, especially here in Southern California.
00:09:20
Speaker
So I haven't done this in any other states.
00:09:22
Speaker
I imagine it would do well there as well.
00:09:26
Speaker
But especially like in California where it's saturated, it's been great.
00:09:30
Speaker
And so I just find that like my conversations where people are more educational,
00:09:36
Speaker
And I can be totally upfront.
00:09:37
Speaker
Like I don't even ever hide the fact that I'm with solar.
00:09:40
Speaker
Like that's part of my door pitch is, hey, I'm in here in the area doing solar.
00:09:45
Speaker
Straight up, like no fluff.
00:09:46
Speaker
That's awesome.
00:09:50
Speaker
And so,
00:09:53
Speaker
Okay, so there's a few things to this and I'll go through it all.
00:09:56
Speaker
So there's the free version of how to do this and then there's a paid version, right?
00:10:02
Speaker
And so the free version is just simply downloading the Redfin app.
00:10:07
Speaker
And I'll actually, I actually prefer to go onto the computer.
00:10:13
Speaker
where you can just like a desktop and go to redfin.com and then find the area that you want and you can actually just do like a little lasso around the area you want and then you use a filter to filter out homes that were recently sold and then you kind of see how many homes you get there
00:10:35
Speaker
And if there's still like thousand or something or, you know, or hundreds or whatever, you might have to shrink your area or you can filter it even more.
00:10:45
Speaker
So some of the filters that I will use is square footage of the house.
00:10:51
Speaker
So maybe you don't want to hit homes that are smaller than, you know, 1,500 square feet.
00:10:57
Speaker
Or you only want to go to homes that have a pool, you know.
00:11:01
Speaker
So obviously the more that you filter it, the less you're going to get.
00:11:05
Speaker
So you just want to kind of play around with the numbers there.
00:11:09
Speaker
And so I've, you know, I have success with both, you know, homes with pools, homes without pools.
00:11:17
Speaker
So it just kind of depends on what you want to do, what you feel comfortable with.
00:11:22
Speaker
The important thing is that you're going to people that are going to feel some pain because they've gotten a bill or two.
00:11:28
Speaker
And I find that my sweet spot is going to homes that moved in
00:11:33
Speaker
like two months ago between three months ago yeah and what do you do if you get do you ever get the objection from people like oh we've only been here a couple months like we want to see kind of what we're using for electricity before we decide to go solar does that ever come up yeah you know it definitely comes up a lot more in the winter time like right now like in the summertime it doesn't come up a whole lot
00:12:02
Speaker
Super painful.
00:12:04
Speaker
Yeah.
00:12:04
Speaker
Yeah.
00:12:05
Speaker
Because I'm, I'm going to homes, you know, that are larger than the average or the pool homes that have pools, you know, people get these bills and they're like, yeah, I'm paying a lot more than I was in my apartment, you know, or my condo or my last house.
00:12:18
Speaker
And, and so, um, a lot of these people, they already have solar on their mind and they've either either not known where to ask to get solar.
00:12:29
Speaker
or they just haven't taken the action yet to do it.
00:12:35
Speaker
And sometimes they even have quotes
Tools for Effective Prospecting
00:12:36
Speaker
already, which is great.
00:12:37
Speaker
So that's why I really like the summertime, because they're more pro for solar.
00:12:43
Speaker
Rather than making excuses.
00:12:45
Speaker
Okay.
00:12:45
Speaker
And I like it, because you're just going for these layups, basically, where we knock a lot of the older neighborhoods, stuff like that, and it's like we're beating around the bush 20 times before we get to that it's actually solar.
00:12:57
Speaker
Yeah.
00:12:58
Speaker
And because you have to, a lot of these homes have been knocked on 50 times.
00:13:01
Speaker
A lot of times if you say solar, it's like just triggers that reaction in their head.
00:13:06
Speaker
Yeah.
00:13:06
Speaker
I think it's sweet, the strategy, because I mean, you're going for the slam dunks where, especially for people that aren't super experienced on the doors, you don't have to have like a ninja, you know, sales pitch or something at the door.
00:13:19
Speaker
You're basically saying I'm doing solar out here, right?
00:13:24
Speaker
It's awesome.
00:13:25
Speaker
Yeah.
00:13:25
Speaker
And the thing is, is if you could do a same day install with solar, this would be the way to do it because I'm getting same day closes quite often.
00:13:37
Speaker
Wow.
00:13:37
Speaker
Like I talked to them that day and I'm either, and then what I'll do is I'll say, Hey, you know, I'll get the engineers on the line or I'll go create a proposal really quick.
00:13:45
Speaker
I'll be back in 15 minutes.
00:13:47
Speaker
And then I just carry my laptop with me and I,
00:13:50
Speaker
connect the wifi to my phone.
00:13:51
Speaker
And then I just, in my car, I pull up a proposal with sign in and then I go back into the house.
00:13:58
Speaker
I'm like, Hey, I got your guys' proposal.
00:14:01
Speaker
You know?
00:14:02
Speaker
And so, I mean, last week I had four close sales, four closes and three of them, dude.
00:14:10
Speaker
I met that same day.
00:14:12
Speaker
Oh my gosh.
00:14:12
Speaker
Wow.
00:14:13
Speaker
Yeah.
00:14:14
Speaker
I love that same day.
00:14:16
Speaker
Solar closes.
00:14:16
Speaker
It's the best way to do them.
00:14:18
Speaker
And the thing that I was kind of surprised is one of them actually had a really bad roof.
00:14:23
Speaker
I mean, it was like really bad after a site survey.
00:14:25
Speaker
And I was like, didn't you guys like get your house inspected?
00:14:28
Speaker
This is the only time it's happened.
00:14:29
Speaker
Only one time.
00:14:30
Speaker
I'm like, didn't you guys get your house inspected?
00:14:32
Speaker
They're like, yeah.
00:14:33
Speaker
Apparently they didn't do a good job because of a bad roof.
00:14:35
Speaker
But yeah, so that one I wasn't able to.
00:14:38
Speaker
go through forward, but, um, yeah, all their other ones are great.
00:14:42
Speaker
That's sweet.
00:14:42
Speaker
That's awesome.
00:14:44
Speaker
Okay.
00:14:44
Speaker
So there's the free version and then you're saying there's a paid version after that.
00:14:48
Speaker
So, um, well to finish that is, uh,
00:14:51
Speaker
So you want to, with Redfin, it gives you the option to actually download that list that you created in the spreadsheet.
00:15:00
Speaker
So once that's downloaded, you go to a website called batchgeo.com.
00:15:05
Speaker
And batchgeo allows you to upload up to 250 rows, basically.
00:15:12
Speaker
And so that's why when you're doing your filtering with Redfin,
00:15:15
Speaker
You want it to be under that 250 because when you go to Batch Geo, you can just upload all those into a map.
00:15:23
Speaker
And what it will do is it will actually create like a Google map with all these little pins everywhere.
00:15:30
Speaker
And so when you're out
00:15:31
Speaker
in the street, what I do is I just open up the Batch Geo app and I see all my pins and I kind of just go to the ones that's closest to me and I just hit them all up like, you know, in a way that's like most effective driveways.
00:15:47
Speaker
Yeah.
00:15:47
Speaker
Does that make sense?
00:15:49
Speaker
Yeah.
00:15:49
Speaker
Okay, sweet.
00:15:50
Speaker
So the app, it'll just take you straight to them.
00:15:52
Speaker
You're not having to like print out maps or anything.
00:15:54
Speaker
You just open up this and it's basically a Google maps type thing and just go to the closest one from there.
00:16:00
Speaker
Yep, exactly.
00:16:01
Speaker
Just go to the closest one and you just keep hitting them up.
00:16:03
Speaker
And one of the things before I upload that list to batch geo is,
00:16:07
Speaker
I will go into Excel and I'll create a column that's just IDs basically, like one, two, three, four, five, six, seven.
00:16:15
Speaker
So then that way I'm looking at the app and I see one and then I can correlate it with one that's on my Redfin Excel list.
00:16:25
Speaker
So I'll print out a list like this.
00:16:29
Speaker
I see.
00:16:30
Speaker
Okay.
00:16:30
Speaker
That's all my Excel.
00:16:31
Speaker
And then over here it has, you know, the numbers.
00:16:34
Speaker
So then I can look at the app and I can, I'm not having to look for the address.
00:16:38
Speaker
I'm like, where's the address?
00:16:39
Speaker
You know, I can just go to one and one or five and five, you know?
00:16:42
Speaker
Okay.
00:16:43
Speaker
If you're on the podcast, you're hearing this.
00:16:45
Speaker
We'll release a video version of this.
00:16:47
Speaker
You can see what he's talking about, but also at the end, he's going to give us a link for a PDF of everything he's talking about, by the way.
00:16:55
Speaker
Yep.
00:16:55
Speaker
Yeah.
00:16:55
Speaker
And if you have any questions, for sure, just...
00:16:59
Speaker
You can post them on the Solopreneur Facebook page.
00:17:03
Speaker
I'll see it there.
00:17:04
Speaker
So tag me or just, yeah, that's probably the best way to do it.
00:17:08
Speaker
Yeah, yeah.
00:17:11
Speaker
And then, okay, so the paid version, the reason why I like this is because it allows a little bit more filtering, it's more specific and it allows you to
00:17:21
Speaker
export a list as large as you want.
00:17:24
Speaker
So I use an app called Property Radar.
00:17:27
Speaker
And Property Radar, it's actually an app for real estate agents.
00:17:31
Speaker
But I find it to be super helpful.
00:17:33
Speaker
And so what I'll do is I will filter a list for my area with ranges.
00:17:41
Speaker
So like with Redfin, you can only look up homes that were sold in like the last month, last three months, last six months.
00:17:47
Speaker
But with Property Radar, it actually filters out
00:17:50
Speaker
whatever range you want.
00:17:51
Speaker
So I only want to go to homes that were sold between two to three months ago.
00:17:57
Speaker
If they're earlier than that, then they're kind of like, they give me, I find more of those excuses where it's kind of like, well, I just moved in here.
00:18:04
Speaker
I kind of want to see what my bills are.
00:18:05
Speaker
Right.
00:18:06
Speaker
So I like to go to people where they've gotten their first bill and they're about to get their second bill.
00:18:12
Speaker
Like that's kind of like my sweet spot.
00:18:14
Speaker
Okay.
00:18:15
Speaker
And, and that's what property radar does like really easily.
00:18:19
Speaker
Um, and then, and then you, you just export that list and it, dude, it gives you so much information.
00:18:25
Speaker
It's like more than you need, but like, like it's crazy.
00:18:28
Speaker
So, um, and then I, I use this app called a badger.
00:18:33
Speaker
It's kind of like, uh, you know, like all the, the, the CRMs like a sales rabbit or anything like that.
00:18:42
Speaker
But, uh, what badger maps does is you, you can upload your entire list and then, um, you can actually do a lasso.
00:18:49
Speaker
around whatever, like the area that you want to go to, like specifically, and it will automatically create your driving route for you.
00:18:58
Speaker
Oh my gosh, that's awesome.
00:19:00
Speaker
And this guy's a guru for apps, by the way.
00:19:03
Speaker
Like when we were on this trip, Punnel Hacking Live, he introduced me to probably like five apps that blew my mind too.
00:19:09
Speaker
So if you ever want cool apps, hit this guy up and press it.
00:19:14
Speaker
Oh no, that's awesome.
00:19:15
Speaker
So Badger maps, it just creates a route and then tells you exactly where to go then.
00:19:20
Speaker
So you pretty much have your day laid out before you even go out on the doors.
00:19:24
Speaker
That's sweet.
00:19:25
Speaker
And, and the reason why that to me is so powerful is because man, you get, it's 105 degrees out there some days and you're just like, you want to call it quits.
00:19:34
Speaker
You know, you already got a deal or you already got a couple of leads and you're just like, you know what?
00:19:39
Speaker
Like I'm good for today or whatever.
00:19:41
Speaker
And that usually comes because you don't know where you're going next.
00:19:44
Speaker
You got to put in that, you know, that brainpower to kind of think, okay, where am I going to go?
00:19:49
Speaker
Who am I going to talk to?
00:19:50
Speaker
Like, when you plan out your day like this, and you already know exactly where you're going.
00:19:55
Speaker
Well, when the going gets hard, you're just like, okay, I already know where I'm going next.
00:19:59
Speaker
I'm just going to go, I can do one more door.
00:20:01
Speaker
I can do one more door.
00:20:02
Speaker
And you do that.
00:20:03
Speaker
And here's the thing.
Maximizing Sales Efficiency
00:20:04
Speaker
you will trick yourself into having a good day.
00:20:08
Speaker
If you go, if you knock from, you know, 12 o'clock to six o'clock and you're like, man, I worked all day.
00:20:14
Speaker
I'm hot.
00:20:15
Speaker
You know, I did my best, but man, you're missing out on that prime time.
00:20:19
Speaker
So for me, like I do everything I can to get out there from like six to eight.
00:20:24
Speaker
Cause that, cause man, I'll tell you the people that I catch home between six to eight have never been talked to.
00:20:30
Speaker
Yeah.
00:20:31
Speaker
And those are the people that are like ready and I close.
00:20:34
Speaker
That's sweet.
00:20:35
Speaker
I love that.
00:20:37
Speaker
And my other question I had, so you're saying two to a few months is the prime time as far as like designing the system and figuring out how many panels they need.
00:20:46
Speaker
What do you do that you just based off, based off of kind of like what you think they'll use or do you get any like data for what homes in the area use?
00:20:54
Speaker
How do you design their systems?
00:20:56
Speaker
Yeah, so one of the things with sit-in is that you can put in whatever usage you do have.
00:21:02
Speaker
So if they do have one bill, then you can put that in.
00:21:07
Speaker
And then you can just like add a pool.
00:21:10
Speaker
And then it really comes down to like, you just get something together that you feel confident with, you know, you know, based on the square footage of the house, how much power they're using so far and what they, the family expects their lifestyle to be like, is there someone home during the day?
00:21:26
Speaker
Are they, you know, working all day and they're home at night?
00:21:30
Speaker
And then when it comes in, when you come into the home, you just ask them, is this a price that you feel comfortable paying?
00:21:37
Speaker
Yeah.
00:21:37
Speaker
You know, and, and, and they're like, yeah, you know, like, I think that's great, you know?
00:21:42
Speaker
And, or if they're like, no, you know, I, we don't think we're going to use that much power.
00:21:46
Speaker
Well then it's easy to just knock it down.
00:21:48
Speaker
Yeah.
00:21:49
Speaker
You're talking about like the new price you give them.
00:21:51
Speaker
Yeah.
00:21:52
Speaker
The new monthly bill.
00:21:53
Speaker
Okay.
00:21:54
Speaker
I see.
00:21:55
Speaker
Okay, because yeah, that's something I struggled with in the beginning is with these homes that didn't have a lot of usage.
00:22:01
Speaker
I think I would like come across as maybe not confident that it was going to produce what they're using.
00:22:05
Speaker
And then it was almost like creating the objection for them, like making them think that they should wait a little bit longer to go solar.
00:22:13
Speaker
Yeah.
00:22:14
Speaker
So yeah, what I've realized, especially with these new homes, you got to come across as like, oh yeah, we do this all the time.
00:22:19
Speaker
Like, especially if there's like any question about it at all, you just got to come across as, oh yeah, we're doing all the newer homes and where our engineers are really good at like figuring out what the home is expected to use.
00:22:31
Speaker
And then, you know, just kind of ask them questions like you're saying.
00:22:33
Speaker
And then it kind of makes them comfortable if you do it that way.
00:22:38
Speaker
Yeah.
00:22:38
Speaker
And that's part of the reason why I like to target a certain type of home, you know,
00:22:44
Speaker
you know, a certain size home with a pool or whatever, because then I'm used to talking to those same house
Cost and Success of Strategy
00:22:53
Speaker
sizes.
00:22:53
Speaker
And I feel more confident with the system size that they need.
00:22:56
Speaker
Yeah.
00:22:57
Speaker
You know?
00:22:58
Speaker
And so, yeah.
00:23:00
Speaker
So then that way I really feel like I'm doing my best.
00:23:02
Speaker
I'm not just trying to put solar on, you know, random amounts, you know, I'm really trying to figure out what they need.
00:23:07
Speaker
And, and, and that way I feel confident and they feel confident.
00:23:11
Speaker
Yeah.
00:23:11
Speaker
Okay.
00:23:12
Speaker
Sweet.
00:23:13
Speaker
So cool.
00:23:14
Speaker
So we got the free version, the paid version.
00:23:16
Speaker
How much, by the way, is like all this stuff costing?
00:23:19
Speaker
So yeah.
00:23:20
Speaker
So Redfin and Batch Geo totally free.
00:23:22
Speaker
Doesn't cost anything.
00:23:25
Speaker
Property radars like 40 bucks a month and Badger maps is 25 bucks a month.
00:23:33
Speaker
So, and, and actually what I'm doing right now is I'm just doing property radar.
00:23:39
Speaker
And then I'm just uploading it.
00:23:40
Speaker
So I'm not even like really using the Badger Maps because, you know, I can just look at that map and just kind of route it myself.
00:23:48
Speaker
If you have guys that you manage and you're giving them like an area to go knock, Badger Maps is great because you can just, you know, you can have reps in there and you can assign area and stuff to them.
00:23:59
Speaker
I see.
00:24:00
Speaker
But I'm not doing that right now.
00:24:01
Speaker
Okay.
00:24:02
Speaker
Okay.
00:24:03
Speaker
Cool.
00:24:04
Speaker
Well, yeah, I love that.
00:24:05
Speaker
I mean, just the strategy alone, what would you say are like just results that you typically get by using this?
00:24:11
Speaker
You told me before that you've been using it all summer.
00:24:14
Speaker
Yeah.
00:24:14
Speaker
Do you mind sharing some of your results?
00:24:16
Speaker
So every time that I go out, I'll get at least a lead, like someone who's interested and I feel good about.
00:24:26
Speaker
They won't always close, you know, they don't have a family or whatever, they don't do it for whatever reason.
00:24:32
Speaker
There's still, you know, turndowns, like it's not 100% proof, but I will say in the limited time that I am allowed to go out and knock,
00:24:43
Speaker
And I will find someone every time that is interested to come back.
00:24:51
Speaker
And more often than not, I'm having a sit down that same day with someone.
00:24:55
Speaker
And so I'd say like throughout the summer, I'm getting, you know, obviously depending on when I'm knocking, but I'm getting at least two closes a week.
00:25:06
Speaker
That's awesome.
00:25:07
Speaker
Yeah.
00:25:08
Speaker
Yeah.
00:25:08
Speaker
And I love this, especially for people that, you know, our family guys like Matt here.
00:25:12
Speaker
I mean, I got a kid on the way.
00:25:13
Speaker
My wife's having a kid in October.
00:25:16
Speaker
So I'm thinking, oh, maybe I need to start, start, you know, using more strategies like this.
00:25:21
Speaker
Cause it's true when you're busy with kids and we have limited time, you gotta be as efficient as possible.
00:25:26
Speaker
And talking to as many qualified leads, as many qualified homeowners, cause I mean, there's definitely better areas than others, get more renters and,
00:25:35
Speaker
older people that maybe wouldn't benefit as much.
00:25:37
Speaker
So love the strategy.
00:25:39
Speaker
It's awesome.
00:25:41
Speaker
Well, cool.
00:25:41
Speaker
Anything else you want to share about this, uh, this strategy, Matt?
00:25:45
Speaker
Is that about the gist of it there?
00:25:47
Speaker
So, yeah, I mean, that's the basics there.
00:25:50
Speaker
I've thought about, you know, going above and beyond this, you know, what more could I do?
00:25:54
Speaker
And, you know, thought about, you know, actually sending out mailers or something, you know, bombard them with ads.
00:26:04
Speaker
That's something I haven't tried yet, but I'd be curious how it works.
00:26:07
Speaker
If Facebook targets people, I don't know.
00:26:14
Speaker
But, you know, but just showing up at their house.
00:26:17
Speaker
And if you can't go out, just go out, you know,
00:26:20
Speaker
at five to eight and if that's all you do like you'll you'll do you'll be able to accomplish what you want that's sweet cool so for anyone who thought they couldn't have success i mean if this guy can do it unlimited time basically just the prime hours i think lots of people can do it so uh cool you can go out and get a deal today with this seriously yeah definitely gonna try this
00:26:45
Speaker
Cool.
00:26:45
Speaker
And then I'm sure our Facebook ads, gurus and stuff.
00:26:47
Speaker
Yeah.
00:26:48
Speaker
You guys can try targeting the people and might even get better results.
00:26:51
Speaker
So I think that's a good strategy.
00:26:54
Speaker
Okay.
00:26:54
Speaker
Well, awesome.
00:26:55
Speaker
Well, thanks for sharing us that.
00:26:56
Speaker
I know you're hesitant to drop your gold nugget here, but I think there'll be plenty of deals for everyone.
00:27:03
Speaker
Like I said, we'll see who people who are actually action takers on all this stuff.
00:27:08
Speaker
For sure.
00:27:09
Speaker
Cool.
00:27:09
Speaker
And then just kind of wrap up here, Matt, I wanted to hear, do you have any, as far as like your presentation, your closes, do you have any, anything that you feel like you're doing that's been helping a ton as far as like closing deals and getting people to take action now?
00:27:25
Speaker
You know, it's just really asking the customer, like, just to try to find a need, you know, first of all, and just genuinely wanting to help people.
00:27:37
Speaker
I found to be my greatest success.
00:27:39
Speaker
Okay.
00:27:41
Speaker
when you're asking them questions to find out their situation and find out their needs sometimes they're just not one and you have to be okay with walking away and not trying to keep pounding them and trying to make up something that they don't need because there's plenty of people out there that can use solar and so just to be genuine with people and they're going to honestly you're going to walk out of there with a friend
00:28:09
Speaker
So that's what I would say to do.
00:28:12
Speaker
Sweet.
00:28:12
Speaker
Awesome.
00:28:13
Speaker
Oh, cool, Matt.
00:28:14
Speaker
Thanks for sharing your golden nuggets here.
00:28:17
Speaker
So I know you're going to do a PDF for this, but where can people connect with you more?
00:28:23
Speaker
And then where can people get this PDF of your strategy here?
00:28:27
Speaker
Yeah.
00:28:27
Speaker
So I want to have the PDF at sunlightenergy.co forward slash solopreneur.
00:28:36
Speaker
And that's my dealership is sunlight energy.
00:28:40
Speaker
And so that's where you connect online.
00:28:44
Speaker
Just Facebook probably is the best place.
00:28:47
Speaker
Cool.
00:28:48
Speaker
Awesome.
00:28:49
Speaker
So we look forward to seeing, seeing how many people actually try this strategy.
00:28:52
Speaker
So once you do go and give Matt a shout out, let them know.
00:28:56
Speaker
and let him know how many deals you were to get get off of that i'm definitely gonna go give his shots i would love to hear that so i know that'd probably make you happy just don't just don't try it on the same same homes that matt's going to so as long as you stay out of his turf you're good well luckily you know i'm moving to virginia in a month or a week that's right okay it's a free game so southern california is ours for the taking he's out of here no
00:29:24
Speaker
I will say that I think the alarm industry has been on
Cross-industry Application and Final Advice
00:29:27
Speaker
this.
00:29:27
Speaker
At least a couple guys in ADT because it seems like every home I go to, they already have their alarm system already.
00:29:34
Speaker
Yeah, so the solar guys need to get on this.
00:29:37
Speaker
Yeah, I mean, I think it would work for basically any industry.
00:29:41
Speaker
I know I have a buddy that owns a pest control company and he's doing something similar to this.
00:29:45
Speaker
Just going straight to the new homes and hitting them up.
00:29:48
Speaker
Because, yeah, I mean, they're the freshest.
00:29:50
Speaker
So I think it works for anything.
00:29:53
Speaker
Awesome.
00:29:54
Speaker
Awesome, Matt.
00:29:54
Speaker
Well, thanks for coming on the show.
00:29:56
Speaker
Thanks for sharing that strategy with us.
00:29:58
Speaker
And any final words of wisdom you want to give for our solopreneurs here?
00:30:02
Speaker
No, I appreciate it, Taylor.
00:30:03
Speaker
Thanks for having me.
00:30:05
Speaker
I'll just say that with this strategy, you don't have to worry about...
00:30:13
Speaker
you know, the words you're going to say or the tactics, you know, to like try to get around solar.
00:30:18
Speaker
Like it's just so if you've been going door to door, it's just super fresh to be able to just be upfront with them and say, I'm here to put solar on your roof or we have a great deal for solar and just being super upfront with them because you're going to be able to get a yes or no really quick and just move on.
00:30:35
Speaker
Yeah.
00:30:36
Speaker
Love it.
00:30:36
Speaker
Love it.
00:30:37
Speaker
Cool.
00:30:38
Speaker
So give this strategy a try.
00:30:39
Speaker
Let us know what you think.
00:30:41
Speaker
Give Matt a shout out.
00:30:42
Speaker
Let him know you appreciate it.
00:30:43
Speaker
And Matt, thanks again for coming on the show.
00:30:45
Speaker
We'll talk soon.
00:30:46
Speaker
Appreciate it.
00:30:47
Speaker
See you, Taylor.
00:30:48
Speaker
Peace.
00:30:55
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:30:59
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:31:10
Speaker
And we do it all for free.
00:31:11
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
00:31:21
Speaker
so that we can help more solopreneurs like you to change the world.
00:31:24
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:31:33
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:31:38
Speaker
So take care of that now, and we'll see you on the next episode.