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Live Restaurant Recruiting Footage
66 Plays1 year ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next
Taylor's Journey to Success
00:00:08
Speaker
level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Definition of a Solopreneur
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A 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.
Improving Recruiting Skills
00:00:41
Speaker
Hey, what's up, solopreneurs?
00:00:42
Speaker
Today, we're going to be going through some live recruiting footage
00:00:47
Speaker
with my latest server at a restaurant, okay, Cheesecake Factory, and just point out a couple lessons learned from it.
00:00:55
Speaker
So welcome to the show.
00:00:57
Speaker
We're here to help you improve your recruiting game in this case, but also sell more solar, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:01:09
Speaker
My name's Taylor Armstrong, and
00:01:11
Speaker
And we are free and available on Apple, iTunes, Spotify, coming at you every Tuesday and Friday.
00:01:17
Speaker
Hopefully you can tune in every new episode we have dropping.
SolarScout Sponsorship
00:01:21
Speaker
And wanted to give a quick thank you to our sponsors.
00:01:25
Speaker
If you have not checked them out yet, what are you doing?
00:01:28
Speaker
SolarScout has teamed up with us to offer an incredible discount to our listeners.
00:01:34
Speaker
But not only that, give you access to a tool that is just changing the game in solar.
00:01:40
Speaker
You've probably heard me talk about it a few times now in recent episodes, but this tool is an absolute game changer.
00:01:47
Speaker
Allows you to see the expired permits in an area, people that maybe their company went out of business with solar.
00:01:53
Speaker
They were just doing monkey business for whatever reason, didn't go through with their solar.
00:01:57
Speaker
You can then target those people.
00:01:58
Speaker
And then they just recently came out with something that is just taking it even to another level.
00:02:04
Speaker
And that is people that have clicked on a solar ad at some point.
00:02:08
Speaker
Don't ask me how they get this type of data.
00:02:11
Speaker
I think it's some type of like witchcraft or wizardry.
00:02:13
Speaker
I have no idea.
00:02:14
Speaker
However they get it, it's just mind blowing.
00:02:17
Speaker
Literally roll up to these people that have clicked on solar ads and knock their doors.
00:02:22
Speaker
Why not, right?
00:02:23
Speaker
So hopefully you can
Recruiting in San Diego
00:02:24
Speaker
try it out.
00:02:24
Speaker
Go ahead, click the link in the show notes of the podcast and you're going to get a 15% discount if you want to try these guys out.
00:02:33
Speaker
But today we're going to be talking about the game of recruiting.
00:02:37
Speaker
And this is something that is a focus for me this year, specifically recruiting, because I am trying to build my team here in San Diego.
00:02:45
Speaker
I am trying to further develop as a leader.
00:02:48
Speaker
You guys know I talk about the latest tips and tricks to selling, but something that I feel like I have not experienced.
00:02:55
Speaker
mastered to near the level that I've focused on sales in my career is just building teams, recruiting.
00:03:01
Speaker
And it's a big focus for me this year, which speaking of, if you want to join a bad to the bone team, hit me up.
00:03:10
Speaker
We've got a few spots available.
00:03:12
Speaker
But you're going to hear some live footage from last Friday.
00:03:16
Speaker
We went to Cheesecake Factory and it's my goal every time to
00:03:21
Speaker
Like they say, if you recruit everywhere you go, you never have to go anywhere to recruit.
00:03:26
Speaker
So I think anyone insular should be trying to build a team.
00:03:30
Speaker
Now, I know there's some people that like being the lone wolf that are like, I recruited all these years.
00:03:37
Speaker
I'm sick of it.
00:03:38
Speaker
I just think there's so much growth that comes when you're recruiting.
00:03:42
Speaker
It forces you to sell more.
00:03:43
Speaker
It forces you to develop as a leader, forces you to think more like a business owner because you have to develop systems to actually take care of those recruits.
00:03:52
Speaker
And so that's what fascinates me about recruiting.
00:03:55
Speaker
And hopefully, hopefully it fascinates you too.
00:03:57
Speaker
Okay, so I'm going to play part of this clip.
00:04:00
Speaker
from the little recruiting chat I had.
00:04:02
Speaker
And then I'm gonna break down a couple things.
00:04:04
Speaker
Hopefully there's some takeaways, some things that you all can apply from this recording.
00:04:09
Speaker
And as always, we're using Ciro, which is the easiest way to get great recordings for your team for whatever you're doing in sales.
Analyzing Recruiting Conversations
00:04:20
Speaker
So definitely check them out too.
00:04:22
Speaker
Okay, but let's play a little chunk of this recording.
00:04:26
Speaker
And apologize in advance.
00:04:27
Speaker
There's a lot of people talking at Cheesecake Factory.
00:04:30
Speaker
Everyone loves their cheesecake.
00:04:32
Speaker
So it's not the greatest sound quality, but hopefully you can get the gist of what's going on here.
00:04:38
Speaker
How long have you been working right now?
00:04:42
Speaker
A year and four months.
00:04:44
Speaker
Okay.
00:04:45
Speaker
Good service.
00:04:46
Speaker
You take the service.
00:04:47
Speaker
Oh, I can.
00:04:48
Speaker
You always been at Mike's restaurants and shoppers.
00:04:51
Speaker
Yeah, it's not my cooler, but I'm at S.C.U.
00:04:55
Speaker
and also.
00:04:55
Speaker
Oh, okay.
00:04:56
Speaker
Yeah.
00:04:57
Speaker
You live down there, Deer?
00:04:58
Speaker
I live in Deer, Minnesota, so it's like halfway up.
00:05:01
Speaker
It's not bad.
00:05:01
Speaker
It's not bad.
00:05:02
Speaker
It's mostly kind of riding motorcycle anyway, so traffic doesn't really matter.
00:05:07
Speaker
You like the job part of it?
00:05:09
Speaker
Yep.
00:05:09
Speaker
I mean, she tastes really good.
00:05:11
Speaker
I've worked for a couple different restaurants.
00:05:12
Speaker
I'm involved in garbage.
00:05:13
Speaker
She tastes really good.
00:05:14
Speaker
She's a really good restaurant.
00:05:16
Speaker
Yeah, so I do, we have a bunch of guys that came from like, I do solar panels.
00:05:22
Speaker
My brother used to clean solar panels.
00:05:29
Speaker
Okay, so you can hear again, I know it's kind of muffled, not the greatest quality here, but hopefully you can hear what's going on.
00:05:35
Speaker
Just making small talk, you know, and probably should have been making some small talk throughout the night.
00:05:41
Speaker
Something I'm trying to get better at is a lot of times I'll be at these restaurants and I'll think at the end, oh, this guy's sharp.
00:05:49
Speaker
I should try having a recruiting conversation.
00:05:52
Speaker
And then at the very end, very last second, I have the conversation.
00:05:56
Speaker
I think if I were the server at this restaurant and just putting myself in their shoes, if a guy hasn't really talked to me the whole night and then at the end he starts trying to drum up a conversation.
00:06:07
Speaker
For me, I would definitely sniff out like, OK, this guy's trying to recruit me to do something.
00:06:11
Speaker
I've ran into a lot of network marketing people, a lot of MLMers.
00:06:15
Speaker
that's usually how it goes.
00:06:17
Speaker
So what probably would have been better is if I try to have the conversation throughout the course of the night and not just try to drum it up at the very end.
00:06:24
Speaker
Because I think it could be a little more, you know, maybe organic, a little more natural.
00:06:30
Speaker
If we're friends before the end of the night, right?
00:06:36
Speaker
So a little mistake I made, but let's see what happens next.
00:06:39
Speaker
Okay.
00:06:39
Speaker
Yeah, we got a bunch of guys that care for Mike's server jobs like this now.
00:06:43
Speaker
They do really good because we do kind of like explain people on this.
00:06:47
Speaker
Yeah, of course.
00:06:47
Speaker
Yeah, you gotta be able to talk and stuff like this.
00:06:49
Speaker
It's kind of a customer service.
00:06:50
Speaker
Yeah, it's like pretty much the same thing.
00:06:51
Speaker
So it's just going to be like that.
00:06:53
Speaker
Are you selling solar?
00:06:55
Speaker
Yeah, I'm selling it.
00:06:56
Speaker
How do you like that?
00:06:56
Speaker
Yeah, it's good.
00:06:57
Speaker
It's cool because there's like French programs where there's incentives for it so they don't have to pay anything.
00:07:02
Speaker
So people can get solar and they're not like an out-of-pocket cost.
00:07:05
Speaker
It's like reduced to their cost.
00:07:11
Speaker
Okay, so you notice what I'm doing here is I'm trying to get them bought in on the idea of solar.
00:07:17
Speaker
One of the most effective ways to get people excited about solar is instead of just recruiting them to the money, the job, get them excited about the product, what we're actually doing.
00:07:26
Speaker
Because most people...
00:07:29
Speaker
especially in markets where solar isn't as common.
00:07:32
Speaker
Most people have very little knowledge of solar.
00:07:35
Speaker
They probably think it's something you're like going out and charging customers $50,000 for.
00:07:41
Speaker
There's no like finance options.
00:07:43
Speaker
They have to pay a lot of money out of pocket.
00:07:45
Speaker
These people don't know.
00:07:46
Speaker
So we need to make sure they are getting educated on why solar is so awesome.
00:07:51
Speaker
So that's what I was attempting to do there.
00:07:53
Speaker
But another mistake I made is this is just something that I'm not as comfortable with.
00:07:58
Speaker
You can probably hear.
00:08:00
Speaker
So just like we have a presentation in solar,
00:08:04
Speaker
My mistake is I don't have I don't really have a set presentation for recruiting.
00:08:09
Speaker
OK, so something I need to practice personally is I need to have an exact script.
00:08:14
Speaker
What am I going to say?
00:08:15
Speaker
I need to not like overthink it.
00:08:18
Speaker
Just follow the script.
00:08:20
Speaker
Right.
00:08:21
Speaker
And then, yeah, that would just be a lot more effective than winging it, which is basically what I'm doing right now.
00:08:28
Speaker
I have a way I'm trying to present it, organize it in my head, but you can tell it's just not, we don't practice these things.
00:08:37
Speaker
And I think that's a big mistake.
00:08:38
Speaker
If we want to get good at recruiting,
00:08:40
Speaker
Then we need to be having multiple conversations.
00:08:45
Speaker
We need to practice the actual recruiting presentation, not just wing it.
Scalable Recruitment Methods
00:08:50
Speaker
So there's another mistake I made.
00:08:53
Speaker
Most people aren't doing that, but it would be much more effective if I knew word for word exactly what I'm saying.
00:08:59
Speaker
The same way we know exactly what we're going to say at the door.
00:09:02
Speaker
Let's see what happens.
00:09:24
Speaker
Otherwise, I wouldn't do sales because it's easy money.
00:09:27
Speaker
I appreciate it.
00:09:28
Speaker
I appreciate it.
00:09:29
Speaker
Yeah, man.
00:09:30
Speaker
So our company, they do like these opportunities.
00:09:32
Speaker
Are you open to more like work opportunities at all right now?
00:09:37
Speaker
Anything?
00:09:38
Speaker
Yeah, I can give you one.
00:09:40
Speaker
These opportunity calls where they just like go and explain to people and tell them about like what we do or whatever.
00:09:45
Speaker
And then you kind of see if it hurts your interest or whatever.
00:09:48
Speaker
Let's get you in.
00:09:49
Speaker
My name's Taylor.
00:09:50
Speaker
What's your name?
00:09:51
Speaker
Yep, so here what I'm doing, I'm inviting them to the next little baby step.
00:09:56
Speaker
which our company right now, they do these opportunity calls.
00:10:00
Speaker
And definitely if you're at a big organization, if you're managing a big team, if you've already got lots of leads for recruits, I think it's definitely advantageous to set up something like that.
00:10:11
Speaker
We do opportunity calls, right?
00:10:13
Speaker
And it's essentially like a group interview.
00:10:15
Speaker
Okay, you're getting in, you're telling people about the job opportunity.
00:10:19
Speaker
Because if you're trying to grow at scale, right?
00:10:22
Speaker
It's going to be very hard to do if you're doing like individual interviews with dozens and dozens of people.
00:10:28
Speaker
And so what we've done every Wednesday and Saturday, we do an opportunity call where potential recruits, people interested in the opportunity can come.
00:10:37
Speaker
They can hear about the opportunity.
00:10:38
Speaker
They can get their questions answered.
00:10:40
Speaker
and just basically see if it's a good fit for them.
00:10:43
Speaker
And then if it is, we funnel them to an interview after.
00:10:46
Speaker
And so definitely you need to have some type of system in place and some type of next step.
00:10:53
Speaker
And if you're not doing that,
00:10:55
Speaker
What I've done in the past is just like, hey, I can't promise you a job, but if I can get you an interview, would you at least would you show up to it?
00:11:03
Speaker
OK, you might have been doing an interview.
00:11:06
Speaker
But if you are trying to grow a skill, definitely a smart idea to have something like that, something like a opportunity call or a group interview.
00:11:15
Speaker
And we do these, they're Zoom calls, right?
00:11:18
Speaker
So people don't have to show up.
00:11:21
Speaker
In my previous company, I was doing actual group interviews where we'd invite people in.
00:11:27
Speaker
You could do something like this, a Zoom call, but really smart to set up some type of system.
00:11:32
Speaker
Okay, and then I think that's almost it.
Follow-up Strategies and Tools
00:11:41
Speaker
Yeah, so that's basically the whole call.
00:11:42
Speaker
Just invited them to the opportunity call.
00:11:44
Speaker
All right.
00:11:46
Speaker
And so takeaways from that, just invite them to the next small step, whether it's an interview, whether it's a meeting, whether it's an opportunity call.
00:11:56
Speaker
And then the other two mistakes that I make over and over and over is you got to be organized with this stuff.
00:12:03
Speaker
Right.
00:12:03
Speaker
And so right after I talked, had these conversations, which actually had three recruiting conversations that day earlier than that, I was on the doors and ran into a college kid.
00:12:16
Speaker
He was on his way to work in and out, seemed like a sharp kid, invited him to check out the job, invited him to an opportunity call.
00:12:25
Speaker
So the two things I do 100 percent of the time right after that is number one,
00:12:30
Speaker
I get their social media, their Instagram, because I want them to follow me and I want them to see the lifestyle that we're about.
00:12:38
Speaker
They don't get that if you just give them your phone number.
00:12:41
Speaker
And number two, I also get their phone number.
00:12:44
Speaker
And the reason I get both is because I actually did this.
00:12:47
Speaker
I tried to recruit a Uber driver three, four months back.
00:12:53
Speaker
I added him on Instagram, followed him.
00:12:56
Speaker
I shot him a DM, but I realized that he had his Instagram set to private, so he didn't even see my message, never got a response, never could follow up with him because he has to approve my message and wasn't that active, so I never got approved.
00:13:12
Speaker
Maybe that was his way of just ghosting me, right?
00:13:14
Speaker
But...
00:13:15
Speaker
So now I get phone number, I get Instagram and adding them on both, shooting them a text, they have my number.
00:13:23
Speaker
And then you just got to remember to follow up after that.
00:13:26
Speaker
So whatever you invited them to, whether it's interview, whether it's opportunity call, group interview, meeting, make sure you set a reminder to remind them.
00:13:38
Speaker
So that's the second thing I did.
00:13:39
Speaker
I added them, added the phone number.
00:13:41
Speaker
And then right after I left the restaurant, I
00:13:44
Speaker
I said, hey, Siri, remind me to do this.
00:13:48
Speaker
Got my Siri going off right now as I'm saying this.
00:13:51
Speaker
But I set an automatic reminder for the day before the opportunity call, the evening before.
00:13:58
Speaker
And now I know I'm going to follow up.
00:13:59
Speaker
I'm going to shoot them the text the night before and hopefully get them on the call.
00:14:04
Speaker
That's the idea.
00:14:06
Speaker
And you need multiple reminders.
00:14:08
Speaker
Ideally, you automate a lot of this.
00:14:10
Speaker
And that's step number three is actually following up.
00:14:14
Speaker
Okay, so putting them in a spreadsheet.
00:14:18
Speaker
If you're keeping it simple, put them in a spreadsheet, just do the reminder.
00:14:21
Speaker
If you want to take it to another level, you can have an actual CRM.
00:14:25
Speaker
I'm using Go High Level right now, where it has all the automations you can set up in place.
00:14:31
Speaker
You can, you know, do the automatic follow up if they didn't show up to the call.
00:14:36
Speaker
Same thing you do with your customers.
00:14:38
Speaker
So that's like another level.
00:14:40
Speaker
And I'm not doing that right now currently with recruits.
00:14:43
Speaker
But
00:14:44
Speaker
I think you can keep it simple, just create a basic spreadsheet.
00:14:48
Speaker
And this is something I got from my guy, Mike Brand, one of our most popular episodes.
00:14:55
Speaker
If you haven't listened to Mike Brand, this guy, he has recruited armies and armies of people.
00:15:00
Speaker
And he just created a simple spreadsheet that has five or six tabs on
00:15:06
Speaker
Maybe it's seven or eight.
00:15:07
Speaker
You're looking at it right now.
00:15:09
Speaker
But it has a pool brainstorm tab.
00:15:11
Speaker
And he just puts all the people that he can brainstorm that could be potential recruits.
00:15:16
Speaker
It has an invited to opportunity call tab where he puts all the people he invited to the call.
00:15:22
Speaker
It has a follow up with the setup appointments he has with these people.
00:15:27
Speaker
Has a spoken to tab.
00:15:30
Speaker
And then after that, has a follow up daily, follow up weekly.
00:15:33
Speaker
follow up monthly, follow up quarterly and signed.
00:15:37
Speaker
So that was probably like 10 different tabs.
00:15:41
Speaker
OK, but yeah, and then that's how he stays organized with it.
00:15:45
Speaker
That's something I've been trying to utilize, just keeping it simple, but you can get in there.
00:15:50
Speaker
Check it every week and just see, okay, who are the people I need to follow up with?
00:15:54
Speaker
What are the conversations I need to have?
00:15:56
Speaker
Because the higher quality of the recruit, the longer it's going to take probably to get them in and the more follow-ups it's going to take.
00:16:03
Speaker
So if you want to get the heavy hitters, if you were trying to actually get quality people,
00:16:11
Speaker
people that you know for sure would be good at sales, you're probably gonna have to follow up with them a lot.
Structuring Recruitment as a Business
00:16:15
Speaker
You're gonna have to have multiple conversations.
00:16:18
Speaker
And that's why, to be honest, I haven't gotten many of those people because my follow up has been trash.
00:16:25
Speaker
If I can't get them one time, then I am not the greatest at following up in the future.
00:16:30
Speaker
So make sure you master these steps.
00:16:33
Speaker
Again,
00:16:35
Speaker
Number one, invite them to the next small step, whether it's opportunity call, whether it's group interview, whether it's in-person interview, set a reminder to remind them.
00:16:45
Speaker
And then number three, follow up and set up a system.
00:16:49
Speaker
Use a CRM or a spreadsheet to keep track of all your recruiting leads because you got to treat these like a solar cell.
00:16:57
Speaker
You got to treat it the same way.
00:16:58
Speaker
This is almost like a separate business.
00:17:00
Speaker
You need to treat it as such if you want to actually grow.
Conclusion and Solcitee Announcement
00:17:03
Speaker
So these are things I'm personally working on.
00:17:06
Speaker
Hopefully that gets you thinking about how you can be a better recruiter in solar and gets you a little bit more motivated to recruit.
00:17:14
Speaker
Because again, I think is a great way to grow yourself.
00:17:17
Speaker
A great way to become a better leader is if you can show other people the process.
00:17:21
Speaker
So I hope that helps send this to someone that is trying to work on their recruiting game.
00:17:26
Speaker
And let me know if you guys like content like this.
00:17:29
Speaker
If you like learning about recruiting, if you want it more sales focused, if you want it more follow up focused, systems focused, always curious to know what people are thinking.
00:17:38
Speaker
So with that being said, thank you for tuning in today.
00:17:41
Speaker
Go check out our sponsor Solar Scout if you haven't already.
00:17:44
Speaker
And please leave us a review, share the episode, and we will see you on the next one.
00:17:49
Speaker
Peace out.
00:17:51
Speaker
Hey, solopreneurs, quick question.
00:17:53
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:18:02
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:18:14
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals and
00:18:21
Speaker
to learn, compete, and win with top performers in the industry.
00:18:25
Speaker
And it's called Solcitee.
00:18:27
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:18:46
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:18:52
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:19:00
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:19:07
Speaker
We'll see you on the inside.