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How To Use Aged Leads in Your Solar Business - Peter Roth
127 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 & Taylor's Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
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.
Defining 'Solopreneur' & Audience
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.
00:00:40
Speaker
All right, what's going on, everybody?
00:00:42
Speaker
We are here with someone who is an expert on call centers, on age leads.
Guest Introduction: Peter Roth
00:00:49
Speaker
We're going to be diving into all that stuff, the topic that I don't talk about very often.
00:00:53
Speaker
So we got the one, the only Peter Roth coming on the show.
00:00:56
Speaker
He runs SolarWise.
00:00:58
Speaker
Thanks for coming on the show with us today, Peter.
00:01:02
Speaker
Thank you for having me, man.
00:01:03
Speaker
It's been a long time.
00:01:03
Speaker
I know we ran into each other at SolarCon, and that was a really fun time, and we talked back and forth about getting together on this podcast, so it's nice to finally
Networking at SolarCon
00:01:12
Speaker
be here.
00:01:12
Speaker
Thank you for having me.
00:01:13
Speaker
Yeah, of course.
00:01:14
Speaker
And you looked pretty, I mean, we ran into each other, I think, last day, last night at SolarCon.
00:01:19
Speaker
And you look like you had a good time, man.
00:01:22
Speaker
You looked pretty partied out by the end.
00:01:26
Speaker
No, actually, you know what?
00:01:27
Speaker
That's actually not true.
00:01:28
Speaker
Everyone else was.
00:01:29
Speaker
So I looked like guilty by association, honestly.
00:01:32
Speaker
I will say this.
00:01:33
Speaker
Usually I'm the one who's causing it wreaking all the havoc and everyone else is guilty by association.
00:01:37
Speaker
But I will honestly say this time I was, I was being a good Utah boy, even though I'm from Denver, I was being a good Utah boy.
00:01:44
Speaker
So I was keeping it nice and clean for everybody.
Sales Approaches: Door-to-Door vs Call Centers
00:01:47
Speaker
Yeah.
00:01:48
Speaker
When in Utah.
00:01:49
Speaker
Yeah, that's right.
00:01:51
Speaker
Well, it was a good time at solar con and that's what I like.
00:01:55
Speaker
Cause we get to see people from all different backgrounds.
00:01:57
Speaker
You know, I was telling you before we started, I'm a door to door guy.
00:02:00
Speaker
I haven't done a ton with like call center age leads.
00:02:04
Speaker
You know, I've gotten a little bit into CRM trying to get better at the follow up game.
00:02:09
Speaker
So I think it's a lot we could talk about.
00:02:11
Speaker
And I'm sure you've seen a lot of people have no idea about any of these things.
00:02:16
Speaker
And so I think it'll be cool to just like talk about that and maybe even apply it to people who maybe aren't necessarily going to do age leads or anything.
Aged Leads: Misconceptions & Realities
00:02:24
Speaker
But, you know, I think there's follow up strategies, maybe things we can talk about just for the door to door guys that
00:02:30
Speaker
can help in that aspect.
00:02:32
Speaker
I'm sure.
00:02:32
Speaker
Yeah.
00:02:33
Speaker
So, um, yeah, we'll start with that.
00:02:35
Speaker
It's funny.
00:02:36
Speaker
We were talking beforehand and, uh,
00:02:38
Speaker
Peter's one request was, hey, just your first question.
00:02:41
Speaker
Just don't ask me my background and my whole story because I don't want to give people a meat and potatoes.
00:02:49
Speaker
So I'm like, I like that.
00:02:51
Speaker
So I've got to thank him for that because that's usually the question I do ask first.
00:02:55
Speaker
And then I'm like, okay, but I can see there's probably people that were just like, get to the point.
00:03:00
Speaker
Let's hear some nuggets here.
00:03:03
Speaker
So we'll talk about that a little bit later.
00:03:06
Speaker
But yeah, my first question, Peter.
00:03:08
Speaker
Yeah.
00:03:09
Speaker
So coming from a door to door background, do you think it's important for people to know like age leads, call centers?
00:03:17
Speaker
Like, why should people care about that?
00:03:18
Speaker
If I'm like a door to door guy, do you think this is something that most people should care about and want to learn and learn about?
00:03:24
Speaker
or what what's the scoop on that no no no move on next question i'm kidding no but no my honest answer is no the honest answer is absolutely no it is not necessary i'm not here to i'm not here to proselytize i'm not here to like try to convert anybody i mean a lot of people know me as kind of like you know the big virtual guy and i still am and i love that uh but i'm i've never been one to try to like convert people over to my
00:03:48
Speaker
It's like you live your own, I'm 40 years old.
00:03:51
Speaker
It's like, you know, just live
Managing Aged Leads Effectively
00:03:52
Speaker
your own life.
00:03:52
Speaker
Do whatever makes you happy.
00:03:54
Speaker
I'm not the one who's going to sit here and try to like preach about how virtual is so much better and how you get unlimited growth potential and, you know, time, freedom, blah, blah.
00:04:03
Speaker
Yeah, we've all heard it, right?
00:04:04
Speaker
It's like, great.
00:04:04
Speaker
If you want it, you want it.
00:04:05
Speaker
You'll come talk to me.
00:04:06
Speaker
If you don't, you don't live your life, but, you know, be married.
00:04:09
Speaker
And it's the same thing with call centers and age leads.
00:04:13
Speaker
That's a very niche thing.
00:04:15
Speaker
As I was telling you off camera here, it's like I'm stepping out a little bit from dealing directly with individual solar pros just because of the
00:04:24
Speaker
mental health, you know, happiness, let's put it that way, because of happiness and keeping stress down.
00:04:31
Speaker
And I just much prefer dealing with company owners anyway, and so that's what we were talking about.
00:04:36
Speaker
So I would say that, you know, if you said, as a company owner, you know, should I care about age leads and call centers?
00:04:42
Speaker
And I'd be like, well, then possibly yes.
00:04:44
Speaker
I mean, that's definitely something that, you know, I think should be explored.
00:04:49
Speaker
So maybe I'll answer that question if that's okay.
00:04:51
Speaker
yeah all right okay so yeah i think it's i'm just gonna ask like first off we got people here that maybe this is their first time hearing about these things call centers age leads so um maybe you want to give just like the background of that so age lead correct me if i'm wrong wrong is just like someone that was interested at one time but then time gone by and they've kind of gotten a little
Setting Up a Call Center
00:05:14
Speaker
bit cold so it's basically just looping back in talking to them yeah
00:05:18
Speaker
Yeah, I think, yeah, that's a good like basic definition of an age lead.
00:05:23
Speaker
I think if I were to like, you know, go into just a little bit more nuance, then you'll kind of the true Peter Roth will kind of step out, which is, I don't bullshit anybody.
00:05:31
Speaker
I'm like, if anything, I under, you know, I'm constantly, you know, under promising and over delivering.
00:05:36
Speaker
And I try to like talk people out of stuff, you know, it's like, and if you still want to buy it, then great, we can be friends.
00:05:41
Speaker
But
00:05:42
Speaker
the last thing you're ever going to hear me do is try to hype anything up ever because I just don't do that.
00:05:48
Speaker
I'm the weird guy who was actually trying to turn people away.
00:05:50
Speaker
You're not going to like it.
00:05:52
Speaker
If you still want it, then you come back.
00:05:54
Speaker
Age leads, like you mentioned, that is the classic definition of what an age lead is.
00:05:58
Speaker
But I think the more new, the more realistic version of it is to add a little
Mentorship & Sales Strategy Focus
00:06:04
Speaker
stink to it.
00:06:05
Speaker
You have to because it's not that pretty of a picture.
00:06:09
Speaker
I wish I could tell you that if you bought a batch of 1,000 age leads, that all 1,000 of them were exactly seven to 30 days old, like the advertisement proclaims, and that everybody there said yes.
00:06:23
Speaker
Yes, absolutely.
00:06:25
Speaker
I did inquire about Solar Taylor, and it was exactly eight days ago, and I'm so glad you called me.
00:06:31
Speaker
I can't wait to express my desire for learning more about solar.
00:06:35
Speaker
It's like, you know how often that happens?
00:06:37
Speaker
About 0.1 times out of every thousand calls.
00:06:41
Speaker
The other 800 calls are gonna be people going, I don't know what you're talking about, I never inquired about solar.
00:06:45
Speaker
They're lying.
00:06:46
Speaker
Or, it's been two years, why are you bugging me now?
00:06:50
Speaker
The problem is that I'm not the source of this data, and no one, anyone that you're buying age leads from on the internet, it's like if you just did a Google search right now for age solar leads,
Aged Leads vs Online Ads
00:07:00
Speaker
there's only like,
00:07:01
Speaker
seven or eight companies that even exist doing this sort of thing, like on a pretty high level.
00:07:06
Speaker
And all of us are brokers.
00:07:07
Speaker
Like every single one of us are just distributors of these age leads.
00:07:12
Speaker
None of us are the originators of the age leads.
00:07:14
Speaker
That's important to know because when you're asking questions of an age lead provider, AKA broker, they're not gonna know a lot of the answers to your questions because they're not the originator of the leads.
00:07:27
Speaker
Like they're just a distributor.
00:07:29
Speaker
So it's like, I always joke around.
00:07:31
Speaker
It's like, you know, you can't go over to the Coca-Cola factory, knock on their door and say, hey, here's a dollar.
00:07:35
Speaker
I'd like to buy a can of Coke.
00:07:37
Speaker
They'd be like, yeah, go to 7-Eleven.
00:07:38
Speaker
You know, like, I can't help you here.
00:07:41
Speaker
right so like we're like the distributor so we're like restaurant depot right we distribute the cans of coke to 7-eleven and then 7-eleven sells it to you right and so that's kind of like what we do right we're the distributor but we don't we didn't make the cans of coke so i don't know if a bug got in your can i have no idea you know and these you know these marketing agencies that are huge you know like madison avenue size companies they're big they're really kind of shrouded in secrecy and they don't
00:08:07
Speaker
they don't disclose a lot of stuff.
00:08:10
Speaker
So I'm dead convinced that
Call Center Operations: Software & Data
00:08:12
Speaker
even though you're buying, even if you buy a batch of 1000 aged leads, there's a good chance 20% of them are just junk.
00:08:20
Speaker
Oh, right.
00:08:21
Speaker
Yeah, absolutely.
00:08:22
Speaker
Maybe even a little bit higher.
00:08:23
Speaker
Now, the good thing about us, which is what's so incredibly unique about what we do, one major competitive advantage, is that we replace all that data.
00:08:31
Speaker
So if you buy a batch of leads from us, we will replace wrong names, wrong numbers, disconnected phone numbers, renters, anyone who already has solar, and anyone who lives in an apartment.
00:08:48
Speaker
So you just give us your list of all that junk and we'll just replace it for you.
00:08:51
Speaker
No questions asked.
00:08:53
Speaker
So that's really nice because now we kind of take the sting out of that ugly side of age leads.
00:08:58
Speaker
I hope that it's a very long answer to your question.
00:09:01
Speaker
That's good.
00:09:01
Speaker
Well, yeah, that's what I was going to ask is like, how do you know if they're legit or not?
00:09:05
Speaker
But yeah, sounds like, yeah, if you guys have kind of a guarantee or replace them.
00:09:11
Speaker
So the way you know that is just the people you sold it to come back and say, okay, hey, Peter, there's 100 people that were like... There's that.
00:09:22
Speaker
Yes.
00:09:22
Speaker
And I also run a call center too.
00:09:24
Speaker
So I'm dealing with my own data as well.
00:09:26
Speaker
So I'm constantly playing with my own data and testing it out.
00:09:28
Speaker
And I see it all the time.
00:09:30
Speaker
Now, I will say this.
00:09:32
Speaker
I always tell my clients, it's like,
00:09:34
Speaker
don't focus too much on the bad stories that you get here.
00:09:38
Speaker
You know, this guy said he's never inquired about solar and this guy, wrong name and wrong number.
00:09:42
Speaker
And this guy doesn't even live there anymore.
00:09:44
Speaker
And then this guy's dead.
00:09:45
Speaker
You know, it's like, yeah, that's the nature of age leads.
00:09:48
Speaker
Like you bought stuff that's a hundred, that's six months old.
00:09:51
Speaker
Like, yeah, the data gets corrupted over time.
00:09:54
Speaker
That's why we replaced the bad stuff, but the data gets corrupted over time.
00:09:57
Speaker
So I always remind people, it's like, don't fixate on the weird, wacky stories.
00:10:00
Speaker
Cause there's plenty of them.
00:10:01
Speaker
Like there's going to be a lot of great stories to tell at the local bar later.
00:10:04
Speaker
But what you should be focusing on is just the ROI.
00:10:07
Speaker
Like all you need to be focusing on at the end of, once you've exhausted that batch, it's like, did I make sales out of it?
00:10:12
Speaker
Yes or no.
00:10:14
Speaker
And am I happy with the amount of time and effort that it took me to get to that point?
00:10:18
Speaker
Yes or no.
00:10:19
Speaker
And if you can answer yes to those, to those questions, keep going.
00:10:22
Speaker
If not, try something else or keep learning, right?
00:10:25
Speaker
Or just keep learning.
00:10:26
Speaker
That's good.
00:10:27
Speaker
Well, another question I hear quite a bit, especially from door to door guys that are questioning, you know, like online lead providers or sometimes age leads or call centers.
Hiring & Compensation for Call Agents
00:10:38
Speaker
A lot of these people, they'll ask, OK, well, Peter, like if your leads are so good, if this is so effective.
00:10:44
Speaker
Why are you not just taking all these leads yourself and selling them instead of selling them to other people or other companies?
00:10:50
Speaker
And so what's, I don't know, I'm sure you've gotten asked that before, but like, what's your response to that?
00:10:55
Speaker
Do you, do you also sell the leads or are you just doing purely like the call center, send them to other companies or what's your response when people ask you that?
00:11:04
Speaker
So obviously we sell age leads and I run a call center where we book appointments for my clients.
00:11:10
Speaker
And I guess if your question is, Peter, why aren't you just closing these deals yourself?
00:11:15
Speaker
Is that basically the question?
00:11:16
Speaker
Like if you have access to this giant mountain of gold, why aren't you just sitting there rolling around in it closing deals?
00:11:23
Speaker
Because I don't like running sales teams.
00:11:26
Speaker
I know I'm a great salesperson and I have run sales teams.
00:11:30
Speaker
I've done all of that.
00:11:31
Speaker
I just don't like chasing babies.
00:11:33
Speaker
Like I said, I'm 48.
00:11:34
Speaker
I just don't want to hurt cats anymore.
00:11:38
Speaker
I like low stress.
00:11:41
Speaker
This is very low stress.
00:11:44
Speaker
All right.
00:11:45
Speaker
With these leads, do you get them for all... They're in certain markets or when you buy them from these age lead providers,
00:11:54
Speaker
They just like dump your lists and they're all over the place.
00:11:57
Speaker
You're defined.
00:11:57
Speaker
Do you buy them like by market or how does that work?
00:12:00
Speaker
Usually.
00:12:01
Speaker
The yes to all of the above, it just kind of depends on where we're at and what areas are hotter than others and what areas are more in demand and what areas we're running low on inventory, so on and so forth.
00:12:12
Speaker
So it's yes to both.
00:12:14
Speaker
It just kind of depends on what's really moving well at the time.
00:12:17
Speaker
And then sometimes we'll get one big client who just wipes out an entire oddball area.
00:12:21
Speaker
I got a guy in Michigan who just wiped out Michigan.
00:12:24
Speaker
So it's just, and then I have to go, you know, find, you know, find data in Michigan.
00:12:28
Speaker
So.
00:12:29
Speaker
Yeah.
00:12:30
Speaker
Okay.
00:12:30
Speaker
Interesting.
00:12:31
Speaker
Well, I will say I've never done the age leads approach myself.
00:12:35
Speaker
I've done online leads.
00:12:37
Speaker
I have like, you know, ran my own Facebook ads.
00:12:40
Speaker
Um,
00:12:41
Speaker
just like posts on yeah, gotten leads online and all that, but I've never tried this one.
00:12:47
Speaker
So like, I don't know, do you know what's the success rate versus online leads or if someone maybe it's their first time they're here in this podcast and like, okay, Peter, I've heard about these online lead companies.
00:13:01
Speaker
Why?
00:13:01
Speaker
I know you're saying you don't like try to convince people one way or another, but like for you, why would what's the pros and cons one versus the other?
00:13:09
Speaker
Would you generally do both?
00:13:11
Speaker
Or why would someone get like age leads versus just doing online ads or?
00:13:17
Speaker
I actually don't recommend people do both in the beginning.
00:13:20
Speaker
I recommend you find one thing and get really good at that first.
00:13:24
Speaker
I don't care if it's agents leads or exclusive ads or door knocking or cold mailers or cold calling.
00:13:28
Speaker
I don't care.
00:13:29
Speaker
Just pick something and get really goddamn good at it because the worst mistake you can make is to over diversify yourself into too many different channels,
Hybrid Sales Models
00:13:38
Speaker
too many different techniques and not become good at any one of them.
00:13:41
Speaker
So like I always tell people like you may not think that cold calling works, but it works.
00:13:45
Speaker
You may not think that age leads work, but they work like, and you may not think the door knocking works.
00:13:48
Speaker
And obviously Taylor Armstrong can tell us the door knocking works.
00:13:51
Speaker
So it's like clearly any one of these things works, but none of them are easy.
00:13:54
Speaker
Right.
00:13:56
Speaker
Is door knocking easy?
00:13:57
Speaker
No.
00:13:58
Speaker
I mean, none of them are easy.
00:13:59
Speaker
They all have their share of pain.
00:14:00
Speaker
It just depends what kind of pain you like putting up with.
00:14:02
Speaker
Like embrace the suck, I guess is the reality of it.
00:14:05
Speaker
But like everything sucks to some extent.
00:14:07
Speaker
It's just which one sucks less to you.
00:14:10
Speaker
And which one do you happen to enjoy the most?
00:14:12
Speaker
But my advice to people is pick whatever one that you think sounds good to you, that sounds tolerable to you, I suppose, and then get really good at that first before you try venturing off into something else.
00:14:23
Speaker
Because it's no different than starting a new business.
00:14:26
Speaker
Running one business is hard enough.
00:14:28
Speaker
two is damn near impossible.
00:14:30
Speaker
There's not a lot of successful business owners out there who run multiple businesses.
00:14:33
Speaker
Most of them end up just kind of doing average of both.
00:14:36
Speaker
It's really the people that focus just on one thing do the best.
00:14:39
Speaker
And I always joke around.
00:14:40
Speaker
It's like, I can't even make my one wife happy and try giving me two.
00:14:44
Speaker
Nah, I'm good.
00:14:47
Speaker
I'm good.
00:14:47
Speaker
I'll just work on the one for now.
00:14:51
Speaker
So
Cost-Effective Strategies for Beginners
00:14:52
Speaker
same thing.
00:14:52
Speaker
It's like stop spreading yourself so thin.
00:14:54
Speaker
Get really goddamn good at one thing.
00:14:56
Speaker
I don't care what it is.
00:14:58
Speaker
Then move on to the next thing because that other thing is now on autopilot.
00:15:01
Speaker
Don't stop until it's on autopilot and until it's a cash printing machine for you.
00:15:06
Speaker
Then move on to something else.
00:15:08
Speaker
So does it have to be age leads?
00:15:10
Speaker
No, it doesn't.
00:15:11
Speaker
But here's the one thing I would say.
00:15:13
Speaker
is like what we all know is that you definitely do better when you have a mentor, right?
00:15:17
Speaker
I think that's indisputable truth.
00:15:19
Speaker
Like no matter what the hell it is that you're doing, if you can find a mentor who can help skip you to the head of the line, we all know that's by far gonna be the best formula for success.
00:15:29
Speaker
So if you can find a company that does the thing that you wanna do, whether it's age leads, cold calling, mailers, whatever,
00:15:36
Speaker
and they have a person on their team, whether it's the owner or a sales mentor or someone who's willing to like be your mentor and give you the proper guidance to be successful at that thing, that's the company you should work with.
00:15:47
Speaker
As opposed to just a company that you call and you get brushed off of some sales rep and he's going to spend 10 minutes with you and then just leave you to the wolves.
00:15:55
Speaker
It's like, that's not good.
00:15:56
Speaker
And they're probably going to charge you more for it too.
00:15:58
Speaker
That's the funny thing.
00:15:59
Speaker
So that's what we do.
00:16:00
Speaker
Like I absolutely, you know, I give a shit about my clients.
00:16:03
Speaker
I actually spend a lot of time with them and I provide them with a lot of consulting and a lot of one-on-one mentorship.
00:16:07
Speaker
So yes, if you can get a mentor, that's the way to go.
00:16:11
Speaker
Yeah, definitely.
00:16:13
Speaker
Yeah, no, I think that applies to in really any part of, well, yeah, really any business, anything you're doing.
00:16:19
Speaker
That's pretty much the same advice I give people when they're looking for door-to-door companies to work for.
00:16:23
Speaker
It's like, hey, I care less about the name of the company, but who are the people you want to follow?
00:16:28
Speaker
Who are the mentors you want to have?
00:16:30
Speaker
If you are someone looking for good door-to-door too.
00:16:33
Speaker
So yeah, I think
Sales Conversion Expectations & Market Differences
00:16:34
Speaker
that applies in so many things, but also to your other point, I've been with a company
00:16:38
Speaker
Well, yeah, I think you know Brent Attaway pretty well.
00:16:41
Speaker
Mutual friends, you know.
00:16:43
Speaker
I don't know if you know our story.
00:16:44
Speaker
Yeah.
00:16:45
Speaker
Hopefully he's listening to this at some point.
00:16:47
Speaker
Oh, he will.
00:16:48
Speaker
He will.
00:16:48
Speaker
He'll get a kicker.
00:16:50
Speaker
I love giving friends shit.
00:16:51
Speaker
I always do.
00:16:52
Speaker
Brent's a funny guy.
00:16:53
Speaker
But yeah, so I was working with him in San Diego.
00:16:57
Speaker
Brent was one of the owners of the dealer.
00:16:58
Speaker
I was running the team for him.
00:17:00
Speaker
And I think that's one of the things that maybe held us back a little bit is because Brent was trying to do all these online leads and stuff like that.
00:17:09
Speaker
And then we had some door to door people that were like, okay, you know, I'm just gonna wait and
00:17:13
Speaker
wait till a good online lead shows up.
00:17:16
Speaker
I'll go to that.
00:17:18
Speaker
I'm not going to knock doors today.
00:17:20
Speaker
And so I think exactly what you're saying.
00:17:22
Speaker
If people are maybe trying to start door to door, but then trying to do this, you just got to like figure out a way to structure them, get a good, get a good system set up.
00:17:30
Speaker
Don't create these entitled door to door reps that are just waiting for online leads.
00:17:34
Speaker
Make it maybe some sort of like bonus structure.
00:17:37
Speaker
If they're also closing deals, just knocking doors and all that.
00:17:41
Speaker
Because, yeah, I think a lot of companies get held back by trying to like have their eggs in 20 baskets and then just don't end up getting great results in anything.
00:17:50
Speaker
Right.
00:17:51
Speaker
It's hard enough for like company owners to sort of like focus on one thing.
00:17:55
Speaker
Can you imagine how hard it is for a 20 something year old kid who's just on the doors?
00:18:00
Speaker
It's like, no, shit.
00:18:01
Speaker
Of course it's hard for him.
00:18:02
Speaker
It's hard enough for his dad.
00:18:03
Speaker
You know, it's hard.
00:18:05
Speaker
It's hard.
00:18:05
Speaker
It's hard not to shape, not to have shiny new object syndrome.
00:18:09
Speaker
That's what it is.
00:18:10
Speaker
Oh, I just got a call from this company.
00:18:12
Speaker
They do this fancy thing.
00:18:13
Speaker
I'm totally going to try it out.
Resources for Further Learning
00:18:15
Speaker
If I'm only risking five grand to try it, I'm sure it's going to work.
00:18:17
Speaker
Uh-huh.
00:18:18
Speaker
Yeah.
00:18:19
Speaker
Uh-huh.
00:18:21
Speaker
How many times did you say that?
00:18:22
Speaker
Yeah, I know.
00:18:23
Speaker
It's tough.
00:18:24
Speaker
Well, yeah.
00:18:24
Speaker
And like, I've been at this since 2016 and I didn't have any like follow-up system, CRM.
00:18:31
Speaker
I didn't set up any of that until probably, I don't know, three, four years ago, maybe.
00:18:35
Speaker
And even now I'm just starting to get a better system in place to like keep track of the leads, try to follow up better.
00:18:42
Speaker
Um, so I guess that's another question I had.
00:18:44
Speaker
If I'm like a door to door rep listening to this, um, do you like suggest that people like have systems like fall basically like keep track of their own age leads and then follow up with them?
00:18:55
Speaker
Do you think that's something that like a day one rep should be doing is like keeping all their leads and then try to like have a system to follow up with them?
00:19:02
Speaker
Hell yeah, man.
00:19:04
Speaker
Regardless of what you're doing, regardless if it's age leads or whether you're doing age leads or not, even if you're just on doors, I a thousand percent think you need to have some sort of CR management tool.
00:19:17
Speaker
I mean, as Brent will say, the fortune is in the follow-up, right?
00:19:20
Speaker
I mean, hi, Brent.
00:19:21
Speaker
But he's right.
00:19:22
Speaker
I mean, he didn't invent that.
00:19:23
Speaker
I don't think he would claim that he invented that.
00:19:28
Speaker
I mean, it's no joke.
00:19:29
Speaker
I mean, we're not closing every single deal at the door.
Conclusion & Future Collaborations
00:19:32
Speaker
So we do have to rely on follow ups.
00:19:34
Speaker
And everyone is terrible at it.
00:19:36
Speaker
I don't care who you are.
00:19:36
Speaker
It's like, even guys in the virtual space are terrible at it.
00:19:39
Speaker
And I know because I trained like half of them in the solar industry.
00:19:44
Speaker
And they will all admit like, yeah, Peter's right.
00:19:46
Speaker
I suck at it.
00:19:48
Speaker
Even with all of the tools at their disposal, even with all the automations and AI and all the fanciest shit in the world.
00:19:54
Speaker
In a sense, I actually think it's bad for us because it's made us all complacent and lazy because we think that the AI is just going to fix everything and make our bed and brush our teeth for us, right?
00:20:04
Speaker
So like we just stopped doing anything.
00:20:07
Speaker
It's made us kind of lazy.
00:20:08
Speaker
You know, back in the day, like when before AI and automations came around, it's like you really did have to manually kind of, you know, manage everything yourself and it forced you to become much more organized.
00:20:17
Speaker
And nowadays people just think that AI is going to take care of it.
00:20:20
Speaker
And so...
00:20:21
Speaker
But nonetheless, to answer your question, a thousand percent, even if you're just on the doors, even if you're 21 years old, you 100% need something.
00:20:29
Speaker
And it doesn't have to be terribly fancy.
00:20:31
Speaker
You could even just use a spreadsheet, to be quite honest with you.
00:20:33
Speaker
Like, you can literally use a spreadsheet.
00:20:36
Speaker
No one is saying don't use this, but just get decent enough at how to use it, but use Google Sheets, it's free.
00:20:42
Speaker
And as long as you're sorting them, as long as you've got them categorized by hot leads and warm leads and cold leads, or even just warm and hot leads, that's it.
00:20:50
Speaker
Just two categories, warm and hot leads.
00:20:52
Speaker
If you just did that with a Google Sheet, you'd be ahead of 90% of your competitors.
00:20:58
Speaker
Yeah, that's good.
00:20:59
Speaker
Yeah.
00:20:59
Speaker
Well, I tell people all the time, like I didn't keep, I didn't follow up with a single lead.
00:21:04
Speaker
You know, I just had all my leads written on like in a notepad and all that.
00:21:08
Speaker
I didn't, I didn't really like would throw them away because I came from pest control where it's like you sign them or you just onto the next one.
00:21:16
Speaker
And so I just thought that's how it was with solar.
00:21:18
Speaker
I'm like, Oh, this is just door to door sales.
00:21:20
Speaker
You either sign them now or you never talk to them again, never follow up with them.
00:21:25
Speaker
And that's one of my regrets in solar is that for the first three, four years, probably I didn't like follow up and I don't even have the majority of those leads.
00:21:33
Speaker
I don't think, you know, I go back to some of the old neighborhoods and half the people I talked to have solar.
00:21:41
Speaker
So that's going to be one of the most frustrating things.
00:21:43
Speaker
There's no better lesson learned than a hard lesson learned.
00:21:48
Speaker
My wife is probably right now just kicking herself going, that fucking asshole.
00:21:53
Speaker
He's like, he's not lying.
00:21:54
Speaker
Every single lesson I've in life, it's only because I fucked it up so bad.
00:21:57
Speaker
I'm like, oh, that's how you don't do that ever again.
00:22:01
Speaker
Lesson learned.
00:22:03
Speaker
Exactly.
00:22:04
Speaker
Yeah, but I want to get into some maybe tangible stuff for like someone that's new to this.
00:22:10
Speaker
What are some little things?
00:22:11
Speaker
So say I've got my own leads.
00:22:13
Speaker
Maybe I did a lot better.
00:22:15
Speaker
I kept track of my leads from two years ago.
00:22:17
Speaker
I have my own list of, I guess, personal age leads, you could say.
00:22:21
Speaker
So what are maybe like some basic things you could do to like, I don't know, get back in touch with these people?
00:22:26
Speaker
Is it just like you can use ChatGPT, make some messages or what are some strategies maybe you could give like someone that's new to this?
00:22:33
Speaker
If they just wanted to start contacting their own age leads.
00:22:37
Speaker
Yeah, for sure, man.
00:22:39
Speaker
Yeah, if you have your own kind of database of leads that you've already been sort of just collecting over the time, well, then you're already ahead of the curve.
00:22:46
Speaker
I mean, congratulations, buddy.
00:22:47
Speaker
You're already doing better than most people because most people don't even do that, right?
00:22:51
Speaker
So if you're doing that, Jesus, just pick up the phone.
00:22:54
Speaker
And what you should do is honestly find a good reason to call.
00:22:57
Speaker
Don't just be like, hey, I'm just following up.
00:22:58
Speaker
That's the worst is, you know, I'm just following up.
00:23:02
Speaker
But do have a good reason.
00:23:03
Speaker
I like to have some sort of a promotion.
00:23:05
Speaker
I always like to provide value, right?
00:23:07
Speaker
Like there has to be a reason for my call, not just I'm following up bullshit because who cares about that.
00:23:12
Speaker
So always provide some sort of value, some sort of a reason why they should listen to you.
00:23:17
Speaker
And the fact of the matter is like you have to think of it as kind of like a cold call, which is no different than door knocking, right?
00:23:21
Speaker
Like you're always the first five seconds that comes out of your mouth is earning you the privilege for the next five seconds, right?
00:23:27
Speaker
And then the next 30 seconds and then the next minute.
00:23:30
Speaker
So that's all you're doing is like you're just trying to sell them on listening to you for 10 more seconds.
00:23:35
Speaker
And so that starts with giving them a good pitch and a good pitch starts with a good, some sort of value and some sort of reason why they should keep listening to you.
00:23:42
Speaker
So give them something, whether it's something for free, some sort of a promotion, some sort of a sale, something like that.
00:23:49
Speaker
And then even better, if you can pair it with some sort of urgency.
00:23:53
Speaker
This expires next week.
00:23:54
Speaker
This is going away.
00:23:55
Speaker
There's a limited amount of permits.
00:23:58
Speaker
End of summer sale, beginning of summer sale, something like that, right?
00:24:01
Speaker
So now throw in some urgency.
00:24:04
Speaker
Now throw in some pain, right?
00:24:05
Speaker
Like, did you realize that, you know, if the course of the next 25 years, you're probably going to be spending $75,000 living here.
00:24:10
Speaker
You don't have to do that.
00:24:13
Speaker
Why do that to yourself?
00:24:14
Speaker
I'm glad I'm here.
00:24:15
Speaker
I can maybe help you out.
00:24:17
Speaker
Throw in some pain.
00:24:19
Speaker
Promotion, value, urgency, pain.
00:24:22
Speaker
Hit all the major points and then of course trust.
00:24:26
Speaker
Now here's why you should listen to me.
00:24:27
Speaker
We're a local company.
00:24:29
Speaker
We've got four and a half stars on Google.
00:24:30
Speaker
We've been around here for the last seven years.
00:24:33
Speaker
Got a ton of great reviews.
00:24:34
Speaker
I'm happy to share that page with you.
00:24:36
Speaker
Throw in some trust.
00:24:37
Speaker
Now throw in some testimonials or some social proof.
00:24:44
Speaker
Your neighbor, Bob Wentzler with us last year.
00:24:47
Speaker
He's super happy.
00:24:48
Speaker
Something like that.
00:24:49
Speaker
If you can combine all of those into one pitch, into one 30-second
00:24:54
Speaker
blurb, I mean, Jesus, now you're really winning.
00:24:57
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:25:03
Speaker
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.
00:25:09
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:25:14
Speaker
Then we discovered an app called Solar Scout.
00:25:17
Speaker
But it's not a door knocking app.
00:25:18
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:25:23
Speaker
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 in a given neighborhood.
00:25:32
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:25:37
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:25:41
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:25:46
Speaker
And they did.
00:25:47
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.
00:25:57
Speaker
That's solarscout.app forward slash Taylor.
00:26:00
Speaker
Okay, back to the show.
00:26:03
Speaker
Definitely think about trying to hit all those points.
00:26:05
Speaker
Don't just come out, hey, I'm just following up.
00:26:06
Speaker
That's the worst.
00:26:08
Speaker
It might work once in a while, but it's definitely not very effective.
00:26:10
Speaker
So yeah, that would be my tip for people.
00:26:13
Speaker
Okay.
00:26:14
Speaker
So yeah, pretty similar to knocking a door, it sounds like.
00:26:17
Speaker
Yeah, absolutely.
00:26:18
Speaker
A little different.
00:26:19
Speaker
Yeah, that's good.
00:26:21
Speaker
Yeah.
00:26:21
Speaker
And well, what about if someone wanted to set up their own, maybe like mini call center, have someone else do these calls?
00:26:28
Speaker
Because my thing is as a door to door guy, like, okay, well, I'm already really good at knocking doors.
00:26:33
Speaker
I know if I go out for a couple hours, I should be able to get a lead or two.
00:26:38
Speaker
And so in my head, that's sometimes like my argument.
00:26:41
Speaker
It's like, oh, okay, this is a new thing.
00:26:43
Speaker
I don't know if it's going to be as effective as knocking a door.
00:26:46
Speaker
so would you suggest someone like hiring getting their own i don't know uh call mini call center set up and having them make calls for you or uh yeah yeah for sure yeah no i'll answer your question let me let me start by telling you a couple stories of some other companies that i work with just so you can kind of wrap around your mind what can be done with a system like this so
00:27:12
Speaker
You don't need to be glued to the doors.
00:27:14
Speaker
If you like it, great, keep doing it.
00:27:17
Speaker
Some of the companies that I work with do a hybrid of both.
00:27:20
Speaker
I don't think really any of them honestly don't do doors anymore.
00:27:24
Speaker
I think most of the companies that I work with
00:27:27
Speaker
do a hybrid model.
00:27:28
Speaker
They do some doors and they do some call center booked appointments using our age leads.
00:27:33
Speaker
Now, let me just be clear, you don't have to use age leads to run a call center and to book appointments.
00:27:39
Speaker
You can absolutely cold call.
00:27:40
Speaker
That's totally fine.
00:27:42
Speaker
Slightly lower results, but also the data costs less.
00:27:45
Speaker
So it's kind of a little bit of a wash.
00:27:48
Speaker
I just personally have found that I really do prefer aged leaves.
00:27:51
Speaker
I run a call center and we don't cold call anymore.
00:27:55
Speaker
We have, we just don't really do it anymore.
00:27:58
Speaker
We don't do it for solar, we do it for roofing.
00:28:02
Speaker
So if you're in the room,
00:28:02
Speaker
roofing space, cold calling is totally fine.
00:28:05
Speaker
In fact, cold calling is probably way more effective because of the certain parameters that go into play for a potential roofing lead.
00:28:12
Speaker
We're just targeting older homes that have a potentially bad roof now.
00:28:16
Speaker
There's no such thing as an aged roof lead.
00:28:19
Speaker
That you would just cold call and just people with older homes and be like, hey, we're doing free inspections.
00:28:24
Speaker
We'd love to come out and check, see if maybe, hopefully you don't have any damage and hopefully we'll need to help you at all.
00:28:28
Speaker
We can go about our merry way.
00:28:30
Speaker
So roofing is different than solar.
00:28:32
Speaker
Solar, you almost want to have some sort of intent beforehand.
00:28:38
Speaker
And that's either done when you're cold calling.
00:28:41
Speaker
And let's be honest, there's no urgency.
00:28:44
Speaker
No one needs solar.
00:28:46
Speaker
Everyone needs a roof.
00:28:47
Speaker
Everyone needs windows.
00:28:48
Speaker
Everyone needs HVAC, but nobody needs solar.
00:28:50
Speaker
Right.
00:28:51
Speaker
That's why the no-show rates are so bad in solar.
00:28:56
Speaker
Which is why we don't cold call for solar.
00:28:59
Speaker
For solar, we only call age leads, whereas for roofing, we can totally cold call.
00:29:03
Speaker
So that was kind of my point here.
00:29:05
Speaker
That's the big distinction.
00:29:07
Speaker
So, you know, I think...
00:29:09
Speaker
As a smaller operator or even as a larger operator, and let's say you've already got door teams going, that's great.
00:29:14
Speaker
Because like I said, all my largest clients, they're hybrid.
00:29:17
Speaker
They do both.
00:29:17
Speaker
I don't know that any one of them are done with doors entirely.
00:29:21
Speaker
I don't think so.
00:29:22
Speaker
Maybe I have one or two, but the rest are hybrid.
00:29:25
Speaker
And they have a very, very active call center team.
00:29:28
Speaker
teams.
00:29:29
Speaker
So they're usually not usually they're either just probably 50 50.
00:29:34
Speaker
They may have their call center there in house where they literally have them in the office.
00:29:38
Speaker
They have like a separate room just for their agents right there in the office.
00:29:41
Speaker
Or they do like a virtual call center where their agents are probably in Mexico or somewhere like that.
00:29:47
Speaker
And both work very, very effectively.
00:29:49
Speaker
And then I give them the proper guidance as to what types of leads that they're probably going to want to buy.
00:29:53
Speaker
And if you're running in Mexico or even overseas, which I don't recommend overseas.
00:30:00
Speaker
In fact, I would definitely tell you no.
00:30:01
Speaker
No India, no Pakistan, no Bangladesh, no Egypt, none of that stuff.
00:30:05
Speaker
It's really the human ear.
00:30:07
Speaker
If no Philippines, the American ears just don't like the accents.
00:30:11
Speaker
We know it's a cold call.
00:30:15
Speaker
But when you hear a Spanish accent, you don't even hear it, right?
00:30:17
Speaker
Do you even notice this?
00:30:19
Speaker
No, you don't even notice it.
00:30:20
Speaker
It could be your next door neighbor.
00:30:21
Speaker
You don't even notice it.
00:30:22
Speaker
Especially in California.
00:30:23
Speaker
Yeah, especially in California.
00:30:25
Speaker
So, you know, the big solar markets for sure.
00:30:28
Speaker
So, you know, those guys, you know, if you're doing lower dollar per hour wages overseas or, you know, nearshore,
00:30:38
Speaker
Then you should probably be doing cheaper data so that you're not burning through good quality leads with lower quality appointment setters versus if you're doing your team in house and you have American setters working right there in your office, then I think you should get them better quality data.
00:30:55
Speaker
Number one, because you don't want to lose them.
00:30:57
Speaker
If you feed them really, really cheap penny data, you might lose them because they'll just get annoyed.
00:31:01
Speaker
They'll be like, dude, I've been calling for hours and I can't get a hold of anybody.
00:31:05
Speaker
And you're going to lose them.
00:31:06
Speaker
It's like, what's the point of that?
00:31:07
Speaker
It's hard to find American talent to do that sort of a job and do it well.
00:31:14
Speaker
So you need to really nurture them when you do.
00:31:17
Speaker
You don't want to lose them.
00:31:19
Speaker
Because finding good talent is by far the number one most important part of the whole thing.
00:31:23
Speaker
It's the human element.
00:31:24
Speaker
I don't think anyone would deny that or be surprised when I say that.
00:31:28
Speaker
It's the human element.
00:31:29
Speaker
So...
00:31:30
Speaker
training them giving them proper incentives keeping them excited keep it just overall keeping morale high that's that's everything yeah so if you're if you were gonna do this yourself like for me i got a small team i got my guys we're all going door to door but i'm just thinking for myself like i could take no none of my team is doing this so i could potentially take all their old leads and just say hey guys let's like plug this in
00:31:57
Speaker
get someone to call through them um like do something with that data these people that we didn't follow up with um so have you set that up for people or like would you recommend in for someone in a situation like me like what would it be beneficial for me to call through them first and kind of get the hang of things or could i could i immediately be like you know what i'm just want to outsource this i want to find someone right out of the bat and not even mess with this
00:32:21
Speaker
You could, but I wouldn't advise you.
00:32:22
Speaker
I like the idea of you doing it a little bit yourself.
00:32:24
Speaker
And it doesn't have to be very long.
00:32:25
Speaker
I mean, even if you did it for like two weeks, that would be fine enough.
00:32:29
Speaker
You'll learn very, very quickly what to do and what not to do, especially like with me, because that's what I do is I give people the proper guy.
00:32:36
Speaker
And I don't charge anything, by the way, for that.
00:32:38
Speaker
It's like if you're a customer of mine, I just help you.
00:32:41
Speaker
So yeah, with proper guidance and mentorship, the learning curve should be pretty quick.
00:32:46
Speaker
And yes, I would do that for yourself.
00:32:47
Speaker
And to answer your question, how would I do it as a small team?
00:32:50
Speaker
It's not very expensive.
00:32:51
Speaker
That's the good thing.
00:32:52
Speaker
It's really not that big of a deal.
00:32:54
Speaker
The hardest part is really just the talent.
00:32:55
Speaker
That really is the hardest part is finding good setters.
00:33:00
Speaker
That's really the hardest thing.
00:33:01
Speaker
But I mean, I guess not really, you know, with Facebook groups and stuff like that, you can probably put several posts up.
00:33:07
Speaker
I guess local, if you were wanting to find local centers, that might be a little more challenging, right, who are within a reasonable drive of you.
00:33:13
Speaker
That, I suppose, could be challenging.
00:33:15
Speaker
But if they're virtual, no, that's super easy.
00:33:18
Speaker
Now you've got a million people to choose from.
00:33:21
Speaker
Here's what I would do.
00:33:21
Speaker
I mean, it's really simple, very simple set of instructions.
00:33:24
Speaker
Go out and get a dialer.
00:33:25
Speaker
You don't have to get the fanciest.
00:33:26
Speaker
I would actually urge you not to start with a super complex one like Vichy Dial.
00:33:31
Speaker
I wouldn't start with that first, even though that's what we use, but I would never recommend someone to start with that.
00:33:37
Speaker
It's just way too complicated and you pretty much have to hire a manager just to manage the damn software.
00:33:42
Speaker
So it's like a full-time job just running the software.
00:33:44
Speaker
So that's why I wouldn't recommend that first.
00:33:46
Speaker
I'd recommend something that doesn't require a human being to manage it.
00:33:50
Speaker
So something like call tools or ready mode.
00:33:53
Speaker
Those are two really common ones.
00:33:56
Speaker
Those are probably the two most common ones I think that people use who are getting into.
00:34:00
Speaker
the call center space.
00:34:02
Speaker
Because it's just virtual software, you can run it from anywhere.
00:34:05
Speaker
Anyone at home can start, you just pay for the seat.
00:34:08
Speaker
I think an average seat on one of those softwares, I don't own them, so don't quote me, but I think it's probably like 150 bucks per agent a month.
00:34:16
Speaker
to run it.
00:34:17
Speaker
So nothing terribly expensive.
00:34:19
Speaker
Then you got to load it up with data.
00:34:21
Speaker
And so for that, you can come to me, you can come to whoever, load it up with data.
00:34:27
Speaker
I definitely prefer age leads over cold calling.
00:34:30
Speaker
You just get a much higher level of intent.
00:34:32
Speaker
Like I mentioned, no one needs solar.
00:34:34
Speaker
So trying to convince someone off of a phone call to go solar is pretty, can be painful.
00:34:39
Speaker
And you're going to just get a really bad, really bad sit rate.
00:34:42
Speaker
The no-shows will just be through the roof.
00:34:46
Speaker
Yeah, anyone who's honest will tell you that no-shows in the solar space are just abysmal.
00:34:50
Speaker
It's really bad.
00:34:52
Speaker
But with Agilead, it's a little better.
00:34:54
Speaker
It's still there.
00:34:55
Speaker
It's still a thing.
00:34:56
Speaker
It's still a problem, but it's better because at least in theory, those people did sign up for information about solar a little while ago.
00:35:03
Speaker
So as long as you're talking to them, then you should be having somewhat of a more warm conversation.
00:35:07
Speaker
So there you go.
00:35:09
Speaker
Pick a software, hire one, start with just one agent.
00:35:12
Speaker
Don't go crazy.
00:35:13
Speaker
Start with one.
00:35:14
Speaker
Two is fine.
00:35:15
Speaker
Don't put, I wouldn't even do, I wouldn't do more than two.
00:35:18
Speaker
Give them a decent script.
00:35:19
Speaker
You don't have to overthink the script.
00:35:21
Speaker
If you're a customer of mine, I'll give you our script for free anyway.
00:35:24
Speaker
And ours is constantly evolving.
00:35:26
Speaker
You actually get a lifetime subscription to it because we're constantly evolving it.
00:35:30
Speaker
So if you're a customer of mine, you'll get my evolved script and then you'll get lifetime updates for it.
00:35:36
Speaker
And it's not complicated.
00:35:39
Speaker
And then you just get them to set appointments.
00:35:42
Speaker
And then that's the easy part.
00:35:44
Speaker
I think that's actually the easy part.
00:35:45
Speaker
Now, the hard part is getting them to sit.
00:35:49
Speaker
That's the hard part.
00:35:50
Speaker
And getting them to sit requires what you can think of it as a confirmation call.
00:35:57
Speaker
Like most people think of it as like 24 hours before the appointment, call Bob and Mary and say, hey, Bob and Mary, just making sure that tomorrow at two o'clock still works for you, right?
00:36:06
Speaker
Yes, Peter, it does.
00:36:07
Speaker
Okay, great.
00:36:08
Speaker
We'll see you then.
00:36:09
Speaker
That's the classic definition of a confirmation call, but that's not what I recommend people do.
00:36:14
Speaker
I recommend you turn it into like a little discovery call.
00:36:18
Speaker
And don't even do it 24 hours before the appointment.
00:36:21
Speaker
Do it right when the appointment was set.
00:36:23
Speaker
So call them like as quickly as humanly possible.
00:36:26
Speaker
Don't wait.
00:36:26
Speaker
Don't dilly-dally.
00:36:27
Speaker
So try to call them within five or 10 minutes of that appointment being set and just make up some BS story like, oh, you know what?
00:36:33
Speaker
I see you guys on my schedule for tomorrow at two o'clock.
00:36:35
Speaker
I just had someone reschedule their call right now and I saw that you guys just booked an appointment.
00:36:40
Speaker
So I figured maybe you have a few minutes to chat right now.
00:36:42
Speaker
Do you got a couple of minutes for me to ask you a couple of quick questions?
00:36:45
Speaker
Then just go straight into it.
00:36:46
Speaker
Okay.
00:36:47
Speaker
Right?
00:36:47
Speaker
So now you're striking while the iron is hot.
00:36:50
Speaker
You're getting an opportunity to talk to them before they've had a chance to get corrupted BS information from their neighbor who went solar and got ripped off by Blue Raven and who oversold them for $7 a watt.
00:37:01
Speaker
Right?
00:37:01
Speaker
And now think solar is a scam because he got scammed.
00:37:04
Speaker
Right?
00:37:04
Speaker
And so that's what you don't want to happen.
00:37:07
Speaker
The more time that passes, the more bad things can possibly happen.
00:37:11
Speaker
So obviously don't be the guy selling at $7 a watt.
00:37:13
Speaker
But
00:37:14
Speaker
you know, treat your customers well and you'll be fine.
00:37:17
Speaker
Yeah.
00:37:17
Speaker
So you're saying when someone, so if you have a call center set up, you're saying they say, okay, Hey Peter, we booked an appointment.
00:37:25
Speaker
And then you yourself would like call them as soon as possible.
00:37:28
Speaker
Right after that, if you hear the call center set an appointment with them.
00:37:31
Speaker
The person who's been assigned, the person who that appointment was assigned to, or maybe whatever, however you want to treat these appointments, but let's say it's assigned to you, right, Taylor.
00:37:40
Speaker
Then, Taylor, you'll get a notification of the appointment.
00:37:43
Speaker
My company will automatically send you a notification saying, hey, Taylor, you have an appointment with Bob and Sue.
00:37:48
Speaker
Tomorrow, two o'clock, here's their phone number.
00:37:50
Speaker
And they'll be able to say, try to call them ASAP.
00:37:52
Speaker
You just click that number right on your text message, you know, boom, it'll just try calling them.
00:37:55
Speaker
And you can do it while you're walking from door to door.
00:37:59
Speaker
You can literally just take a break between the doors, take five minutes just to have a quick discovery call with them.
00:38:04
Speaker
Boom, now you got yourself a good quality appointment set up for tomorrow.
00:38:07
Speaker
That easy.
00:38:08
Speaker
Yeah, that's cool.
00:38:10
Speaker
So yeah, that's what I would do.
00:38:11
Speaker
Now, to answer your question about what kind of data should I buy, because that's important.
00:38:16
Speaker
And I'll talk with you, if this is something that you decide you want to do, I'll go into more detail with you to kind of show you.
00:38:22
Speaker
You, Taylor, or you audience people.
00:38:26
Speaker
I'll show you exactly what type of leads that you should consider because there's not always a right and a wrong answer.
00:38:32
Speaker
There's a lot of nuances that go into play.
00:38:35
Speaker
Because there's leads that cost as much as $4 a record and there's leads that cost as little as $0.05 a record.
00:38:42
Speaker
So, obviously, there's a world of difference between a five cent record and a four dollar record, right?
00:38:47
Speaker
And so we need to kind of figure out what those big differences are and how we treat them differently.
00:38:51
Speaker
So, you know, if I have a call center out of Philippines where I'm paying them three dollars an hour, I probably don't want to send them anything other than five cent records.
00:39:00
Speaker
But if I, like I mentioned earlier, but if I've got guys right here in my office who are all American and I'm paying them good wages, I don't want to send them five cent records because they're going to get really annoyed at the quality of the data.
00:39:11
Speaker
They're going to want good quality stuff because they got bills to pay.
00:39:14
Speaker
Right.
00:39:14
Speaker
So send them the good quality data and we'll talk about that.
00:39:18
Speaker
But that's.
00:39:19
Speaker
OK.
00:39:20
Speaker
OK.
00:39:21
Speaker
Yeah.
00:39:21
Speaker
Well, so how much how much do you expect to pay these people if you're getting someone in the US to do this?
00:39:26
Speaker
How much do you set up like commission structure for them or how do you typically recommend people set up the pay structure for it?
00:39:33
Speaker
Yeah, this was not my revelation or my idea.
00:39:38
Speaker
This was actually a friend of mine who came up with this compensation plan, which I really liked.
00:39:43
Speaker
His compensation plan that he did was he did $50 for a booked appointment.
00:39:52
Speaker
A qualified appointment, not just any appointment, right?
00:39:54
Speaker
You don't want to pay for just every single appointment booked because then they'll just book garbage appointments for you.
00:39:59
Speaker
So an appointment that passes a quality control test, we'll call it, right?
00:40:03
Speaker
You listen to it, it sounds good.
00:40:04
Speaker
It sounds like a reasonable enough appointment.
00:40:06
Speaker
They'll probably show up to it.
00:40:08
Speaker
That's 50 bucks.
00:40:10
Speaker
If they sit, if they actually show up for the appointment, if they're actually there, when you go to the door, they get another $200 on top of that just for the appearance.
00:40:22
Speaker
Now they get an additional $200.
00:40:23
Speaker
So now they made 50 plus 200.
00:40:24
Speaker
Now they're at 250.
00:40:28
Speaker
Now, if the deal closes, they get a bonus on top of that.
00:40:32
Speaker
That you can make up.
00:40:33
Speaker
That's entirely however your company wants to structure.
00:40:36
Speaker
I've seen it for $1,000.
00:40:38
Speaker
I've seen it for $500.
00:40:39
Speaker
I've seen it for $0.10, you know, a lot.
00:40:42
Speaker
I've seen it, so whatever you're comfortable with.
00:40:43
Speaker
But commonly, I've seen $1,000, $500,
00:40:47
Speaker
10 cents a lot.
00:40:48
Speaker
That's a common thing that I see, but you can do whatever you want.
00:40:52
Speaker
That's a really good structural way of doing it because now you've got your call, your setters, agents, whatever you want to call them.
00:40:59
Speaker
Now you've got them really deeply involved in the entire process and they care.
00:41:04
Speaker
It's like they're invested.
00:41:06
Speaker
into the result.
00:41:07
Speaker
They're invested into the success of this particular.
00:41:09
Speaker
They don't just treat it like this just disposable phone call.
00:41:14
Speaker
Now it's like each call has this real value to it to them.
00:41:17
Speaker
It's like this real potential value because this call, not only going to make me 50 bucks, it could make me 250 bucks and it could make me $1,250.
00:41:24
Speaker
I'm going to take this each call very seriously.
00:41:29
Speaker
Yeah.
00:41:29
Speaker
And when you say sits, so you're meaning you actually do set them up for in in-person appointments or do you have some clients that are doing virtual?
00:41:37
Speaker
Some do virtual.
00:41:38
Speaker
Some, not most.
00:41:40
Speaker
Most are in person.
00:41:41
Speaker
Most of my clients are in person.
00:41:43
Speaker
I have a few that are virtual, but not many.
00:41:46
Speaker
Most of them are in person.
00:41:49
Speaker
Okay.
00:41:50
Speaker
And then when people find these, when you're trying to hire someone to call,
00:41:55
Speaker
Do you have any recommendation on where to find these people?
00:41:57
Speaker
Do you just go to like, I don't know, Upwork, look on sites like that?
00:42:01
Speaker
How do you find these call agents?
00:42:05
Speaker
So if you're looking, it depends if you're looking for local or if you're looking for overseas.
00:42:09
Speaker
So if you're looking for overseas, I recommend, well, the answer to both is Facebook groups.
00:42:16
Speaker
I'm sure there's more effective ways.
00:42:17
Speaker
Honestly, I'm not my own recruiter.
00:42:19
Speaker
I've got a guy who does my recruiting for me so he could speak to this way more than I can.
00:42:23
Speaker
I've done very little recruiting and I've always just, and I know he actually goes to Facebook groups too, so I do know that.
00:42:28
Speaker
But there are Facebook groups for call center, literally for call center stuff, and there's lots of them.
00:42:34
Speaker
I remember one of my old call center managers actually gave me a list of all of the Facebook call center groups.
00:42:42
Speaker
It was damn near over 100.
00:42:43
Speaker
There was over 100 groups for call center agents on Facebook.
00:42:48
Speaker
That's how many there are.
00:42:48
Speaker
Now, obviously, you don't need to join all of them.
00:42:50
Speaker
You just join the top five or 10.
00:42:51
Speaker
That's it.
00:42:52
Speaker
That's all you need.
00:42:53
Speaker
Yeah, you create a good funnel.
00:42:55
Speaker
That's what I would do.
00:42:56
Speaker
I wouldn't just put a post in there because then your inbox will explode.
00:42:59
Speaker
It'll absolutely explode.
00:43:02
Speaker
You'll get spammed to death.
00:43:05
Speaker
So do not do that.
00:43:06
Speaker
Create just like a simple funnel, just a simple website, whatever you got to do, just keep it away from your personal contact information and literally say, do not message me directly.
00:43:15
Speaker
All direct messages will be ignored.
00:43:17
Speaker
click here to apply.
00:43:19
Speaker
Send them to an actual funnel page where they can submit.
00:43:23
Speaker
Ask them to send in a call recording.
00:43:26
Speaker
Give them the sample of what you want them to read.
00:43:28
Speaker
It doesn't have to be your actual script.
00:43:30
Speaker
I wouldn't recommend that because you don't want to give away your script.
00:43:33
Speaker
But just anything, literally instructions out of a toy manual, whatever, a calculator instructions, literally anything.
00:43:41
Speaker
Just have them read it.
00:43:42
Speaker
Say, hey, take a minute or two to practice this.
00:43:45
Speaker
I want you to sound really natural.
00:43:47
Speaker
and I want to hear what you sound like when you read it.
00:43:49
Speaker
I want you to be very casual.
00:43:50
Speaker
I don't want you to sound super professional and robotic.
00:43:52
Speaker
Just be super casual and send me, upload your call recording here.
00:43:57
Speaker
Put in your personal contact information if we're interested, we'll reach out to you.
00:44:01
Speaker
And then you do group interviews.
00:44:04
Speaker
Because if you do it this way, you'll get a lot of candidates.
00:44:07
Speaker
In the beginning, maybe you won't, so maybe you don't need to do a group interview.
00:44:10
Speaker
But you'll find that once you do this a few times, and if you set up just even a halfway decent funnel.
00:44:15
Speaker
And when I say funnel, this is not like a marketing funnel.
00:44:18
Speaker
I'm not talking like Russell Brunson style funnel.
00:44:20
Speaker
That's not what I mean.
00:44:21
Speaker
I mean just like a landing page, a basic, basic landing page.
00:44:24
Speaker
I should have just said that.
00:44:25
Speaker
not funnel, landing page.
00:44:26
Speaker
So just a basic landing page, nothing fancy.
00:44:29
Speaker
But if you've set it up correctly and you post a handful of times in these big groups, you will get a lot of potential candidates.
00:44:36
Speaker
But you need to weed them out because you'll get so many, you'll end up wasting way too much time trying to find the needle in the haystack.
00:44:42
Speaker
And trust me, it is absolutely searching for a needle in the haystack.
00:44:46
Speaker
There are very, very few good candidates.
00:44:48
Speaker
You can absolutely interview 10 and you'll be lucky if you hire one.
00:44:52
Speaker
That's how slim pickings it is.
00:44:55
Speaker
Okay, so is this a pretty high turnover thing too then?
00:44:58
Speaker
It sounds like it's pretty tough to find them.
00:45:00
Speaker
So you're hiring one and then it's not working out and then you have to do this whole process again?
00:45:05
Speaker
Yes, yes, yes.
00:45:07
Speaker
That is, I guess, the quickest answer to your question is yes.
00:45:10
Speaker
Because you need to be slow to hire and very quick to fire, right?
00:45:14
Speaker
Like that's the old adage and that definitely doesn't change here.
00:45:18
Speaker
But here you need to be even quicker to fire.
00:45:20
Speaker
Like here, I mean, that is no, like you do not take that lightly.
00:45:23
Speaker
If someone is not performing to your standards, they absolutely have got to go immediately.
00:45:28
Speaker
You don't sit there and keep training them.
00:45:29
Speaker
You don't sit, you just, no, they go.
00:45:32
Speaker
There is absolutely intrinsic talent in these people.
00:45:36
Speaker
They have intrinsic talent or they don't.
00:45:38
Speaker
If they have intrinsic talent, they can learn any script or get good at anything.
00:45:41
Speaker
It doesn't make a difference, but they have to have that intrinsic ability to just talk and communicate with people.
00:45:46
Speaker
That's really the most important thing.
00:45:48
Speaker
What you'll learn is once you'll have your own personal metrics, once you've learned that, okay,
00:45:55
Speaker
Bill, my superstar setter, he can book four appointments a day.
00:46:02
Speaker
Steve, my average appointment setter, he's booking two to three a day.
00:46:06
Speaker
All right, so let's use Steve as the benchmark for two to three.
00:46:10
Speaker
And now I know that like, hey, if you're not booking at least one and a half appointments a day, I'm not going to keep you on the team.
00:46:17
Speaker
Like the bare minimum is one and a half appointments a day just to stay on the team.
00:46:21
Speaker
And honestly, like that's really damn low.
00:46:24
Speaker
Like even, you know, if they're not, if they're booking one and a half appointments, that's really bad.
00:46:29
Speaker
But I would say probably two appointments is the bare minimum just to even keep your job.
00:46:35
Speaker
Okay.
00:46:36
Speaker
And you said that, so you're not even paying them like a base, it's all commission, you're just paying them per appointment.
00:46:42
Speaker
No, no, that depends on the country because countries have different traditions.
00:46:48
Speaker
Like Mexico, you cannot get away with that.
00:46:51
Speaker
You can't get away with commission only in Mexico.
00:46:52
Speaker
It's a cultural thing.
00:46:54
Speaker
They don't like that stuff.
00:46:56
Speaker
They really want their base pay.
00:46:58
Speaker
They want predictability and security much more than they care about the potential for big bucks later.
00:47:04
Speaker
They don't care about, they think of all that as a scam.
00:47:07
Speaker
They think of that some crazy American gringo trying to scam them and that they're never going to see a penny out of that.
00:47:13
Speaker
So they're like, yeah, screw you.
00:47:16
Speaker
I want my base pay.
00:47:16
Speaker
Just pay me more base pay.
00:47:19
Speaker
But then you go overseas, they might be interested in that.
00:47:22
Speaker
So it just depends.
00:47:24
Speaker
But here in the US, I think it kind of can go both directions.
00:47:27
Speaker
I think if you put a gun to my head and say, Peter, just pick one, I would say you have to pay a base pay.
00:47:34
Speaker
I think a base pay is pretty important.
00:47:35
Speaker
People want that degree of security.
00:47:37
Speaker
It doesn't have to be a lot.
00:47:38
Speaker
It can absolutely not be much at all.
00:47:41
Speaker
But they want some degree of security because you are going to have bad days.
00:47:45
Speaker
You are going to even have bad weeks where the data sucks for like a whole week in a row and they're just not booking appointment day after day.
00:47:51
Speaker
And they're like, shit, I'm not going to put food on the table this week.
00:47:55
Speaker
You don't want that happening.
00:47:56
Speaker
So yeah, OK, makes sense.
00:47:59
Speaker
I know we're running short on time here, Peter, but last couple questions.
00:48:04
Speaker
If someone wants to get started with this, but maybe they don't have a lot of money to spend right now, maybe like, should I spend $1,000 on ads, $1,000 on data?
00:48:13
Speaker
What's the typical investment to get these age leads?
00:48:17
Speaker
What do you expect to spend to get all this started?
00:48:21
Speaker
That's a really good question, honestly.
00:48:22
Speaker
And I like your challenge of $1,000.
00:48:23
Speaker
I like that challenge a lot because that's a...
00:48:29
Speaker
That's a lot of challenge.
00:48:31
Speaker
I think that's a common challenge that a lot of people are facing.
00:48:33
Speaker
It's like they literally, it's like I have a thousand bucks.
00:48:36
Speaker
What should I do with this thousand bucks that isn't going to burn it up?
00:48:39
Speaker
Let me tell you what I wouldn't do.
00:48:41
Speaker
And you kind of put me on the spot, but it's good.
00:48:43
Speaker
It's a good challenge because it's making me think like what I would do.
00:48:46
Speaker
What I wouldn't do is I wouldn't run ads.
00:48:48
Speaker
That's not even a possibility.
00:48:49
Speaker
That's not even within the realm of possibility.
00:48:52
Speaker
Forget that.
00:48:52
Speaker
That's literally not even possible.
00:48:54
Speaker
You're going to need...
00:48:55
Speaker
five times that amount just to even start getting your toes wet in running ads.
00:49:02
Speaker
Call center booked appointments, I would say nope.
00:49:05
Speaker
That ain't gonna work.
00:49:06
Speaker
That's also too expensive.
00:49:08
Speaker
I would say go door knocking for sure.
00:49:11
Speaker
Buy a $1,000 pair of shoes and go door knocking.
00:49:13
Speaker
Yeah, I know that's not very much money to work.
00:49:19
Speaker
Buy a $1,000 shoes and go door knocking.
00:49:21
Speaker
Yeah, there you go.
00:49:24
Speaker
But no, if you said, oh, I live in Alaska, and I can't, there is no door knocking to be had, so I got to do something else.
00:49:33
Speaker
Okay, fine.
00:49:33
Speaker
Then I would definitely, without question, I would say Agileads.
00:49:37
Speaker
Agileads, 1,000% are the way to go.
00:49:38
Speaker
And what I would tell you is get the best ones you can afford.
00:49:42
Speaker
And the fact of the matter is that anyone can afford them, right?
00:49:44
Speaker
Because you have a thousand bucks.
00:49:45
Speaker
So I'll still tell you to spend that thousand dollars and get the best quality leads for that thousand dollars.
00:49:51
Speaker
So get not the freshest, I realize I just contradicted myself, I get the best quality and now I'm telling you not to.
00:49:58
Speaker
Don't get the seven to thirties, get the 30 to 90 day age, the second oldest ones, they're not being aggressively as attacked right now.
00:50:08
Speaker
And that's where I would start.
00:50:10
Speaker
I would start there and just literally call them through a spreadsheet.
00:50:13
Speaker
Just put them into a spreadsheet and just with your cell phone, just start calling them one by one.
00:50:18
Speaker
Every day, make 100 calls.
00:50:21
Speaker
That's what I would do.
00:50:22
Speaker
You will absolutely close deals.
00:50:25
Speaker
Is it easy?
00:50:25
Speaker
No, it's not easy.
00:50:26
Speaker
But nothing is when you only have a thousand bucks.
00:50:28
Speaker
Everything's going to be hard.
00:50:30
Speaker
Yeah.
00:50:31
Speaker
Okay.
00:50:31
Speaker
Makes sense.
00:50:32
Speaker
Okay.
00:50:33
Speaker
So yeah.
00:50:34
Speaker
And then last question or two, Peter.
00:50:36
Speaker
So if you had, I don't know how much, I guess it depends on the quality, but I don't know how many age leads you could get, but what's like the conversion rates when someone starts working with you, what do you typically tell them the conversion?
00:50:48
Speaker
If you buy a list of, I don't know, what are these lists typically come in?
00:50:51
Speaker
A thousand age leads or how many?
00:50:55
Speaker
Minimum order.
00:50:56
Speaker
So my minimum order is 499 bucks.
00:50:58
Speaker
Now, I kind of don't recommend only spending 499 bucks.
00:51:02
Speaker
It's fine if you just want to test the waters, no big deal.
00:51:04
Speaker
I know some people just want to try it out just to see what it's like.
00:51:07
Speaker
But I do have to remind people, it's like, hey, there is a normal cost per acquisition in the world of solar, especially if you're in marketing, right, if you're spending money on marketing efforts.
00:51:17
Speaker
Not door to door, I get that, it's different.
00:51:19
Speaker
But if you're using traditional, any sort of marketing efforts, there is going to be a cost per acquisition associated with that.
00:51:27
Speaker
And I think if you talk to most solar companies, they would tell you that they sometimes go up to $2,500 CPA.
00:51:33
Speaker
They're spending up to $2,500 to get one deal.
00:51:36
Speaker
And even door to door teams, your owners, the owners of the company, they are spending that.
00:51:41
Speaker
Between spiffs and training and all that stuff, they are spending that.
00:51:45
Speaker
Maybe you're not, maybe you as the door to door guy or not, but the owner of your company sure is.
00:51:50
Speaker
I was shocked when I looked at the books of an owner of one of these companies who runs door-to-door teams.
00:51:56
Speaker
I was shocked at how much they spend.
00:51:57
Speaker
It's not cheap.
00:51:59
Speaker
So, yeah.
00:52:01
Speaker
So, that's my only advice is just be mindful of the fact that if you're only going to spend $500 on a small batch to try out, you may not get a deal out of it.
00:52:08
Speaker
It's not enough.
00:52:09
Speaker
That's like saying, hey, I want to spend $500 on Facebook ads.
00:52:11
Speaker
You're like, okay, well, you might not get any deals out of it.
00:52:14
Speaker
That's not enough.
00:52:15
Speaker
You need a little bit more, you know?
00:52:18
Speaker
So I'm just, but I'm, I'm always, you know, as I told you, I'm really honest with people.
00:52:22
Speaker
I usually turn people away before I, you know, take their money anyway.
00:52:24
Speaker
So.
00:52:25
Speaker
Well, yeah.
00:52:25
Speaker
And I'm sure it depends on the market too, right?
00:52:27
Speaker
Like if I'm buying, I'm,
00:52:29
Speaker
Generally, when we talk about California, I know like online lead companies always say cost acquisition is a lot harder.
00:52:36
Speaker
Leads are more expensive.
00:52:37
Speaker
So it's sort of the same thing with the age leads.
00:52:39
Speaker
Depends on the market.
00:52:40
Speaker
Depends on where you're getting them.
00:52:42
Speaker
Actually, no.
00:52:43
Speaker
Actually, no.
00:52:44
Speaker
Nope.
00:52:44
Speaker
It's the same.
00:52:44
Speaker
Everywhere in the country, it's the same.
00:52:46
Speaker
But performance does vary market to market.
00:52:49
Speaker
Like California, Arizona, Nevada is very difficult.
00:52:54
Speaker
Very saturated markets, they're difficult.
00:52:56
Speaker
The price per lead is exactly the same.
00:52:58
Speaker
We don't change the price based on the part of the country that you're in, but the performance will vary.
00:53:02
Speaker
So my advice is try to find, well, my advice is do sell in your backyard.
00:53:08
Speaker
Don't try to sell virtual at first.
00:53:10
Speaker
Even though I love virtual, I wouldn't start there.
00:53:13
Speaker
You need to make money first.
00:53:14
Speaker
You need a predictable source of income first.
00:53:17
Speaker
then you can start venturing into things that are a little bit more risky.
00:53:21
Speaker
So yeah.
00:53:22
Speaker
Okay.
00:53:23
Speaker
Love it.
00:53:24
Speaker
Well, Peter, it's been a cool having you on and I feel like we just scratched the surface.
00:53:28
Speaker
There's so many different, you know, like ways we, yeah, I learned a ton and I hope everyone else learned a ton listening to this podcast today.
00:53:35
Speaker
But if people want to potentially work with you more or learn more about this, maybe get into some of your trainings or whatever, where could you point them?
00:53:44
Speaker
What's the best way to connect with you and actually get into more of this?
00:53:48
Speaker
I've got a lot of videos on YouTube, so you can go to SolarWise, pull up SolarWise Peter Roth on YouTube.
00:53:53
Speaker
You'll find a lot of my videos.
00:53:55
Speaker
A lot of free, tons of free training content.
00:53:57
Speaker
But if you want to go straight to like, you know, the different services we offer, just go to get solar wise dot com and then you'll see a pull down.
00:54:03
Speaker
It's it'll be obvious.
00:54:04
Speaker
But get solar wise dot com.
00:54:06
Speaker
Yeah.
00:54:06
Speaker
OK, well, yeah.
00:54:07
Speaker
And me listening to this, I mean, I came I got ideas just as you were talking, but I'm thinking like specifically as door to door guys.
00:54:15
Speaker
Here in California, we get daylight savings time.
00:54:18
Speaker
Winter, it's getting dark at like 5, 530.
00:54:21
Speaker
And then all of a sudden, most of us aren't knocking, you know, maybe like an hour or two into the dark.
00:54:28
Speaker
But it's like we still got hours where we could be.
00:54:31
Speaker
maybe calling people, calling referrals, calling old leads.
00:54:35
Speaker
So is that something you like coach guys on to like what you would you say that's a pretty good practice, just like calling through your old list of your own, like, you know, age leads and figuring out a script for maybe you your team?
00:54:47
Speaker
Is that something you've coached guys on to Peter?
00:54:50
Speaker
Yeah, I don't do that now really.
00:54:52
Speaker
I don't make myself available as a paid coach type thing.
00:54:57
Speaker
I'm already overworked as is.
00:55:00
Speaker
I think I mentioned in the beginning, I'm trying to reduce my stress.
00:55:03
Speaker
So yeah, I don't really do a lot of paid coaching much anymore.
00:55:06
Speaker
But if you come on as my client for any one of the services that we offer, you're going to get the coaching anyway.
00:55:12
Speaker
And I love to do it.
00:55:13
Speaker
That's the thing.
00:55:14
Speaker
Well, Peter, thanks so much for coming on.
00:55:16
Speaker
And guys, reach out for Peter if you want to get some of these things set up.
00:55:19
Speaker
But at the very least, we should all be keeping track of our leads.
00:55:23
Speaker
We should all be keeping track of our own age leads.
00:55:25
Speaker
Because, I mean, they're probably going to go slower eventually.
00:55:29
Speaker
So why not with us, right?
00:55:31
Speaker
If we can keep track of them, if we can keep calling them.
00:55:34
Speaker
So hopefully you took some things from that.
00:55:36
Speaker
Go check out Peter's YouTube if you want more resources.
00:55:39
Speaker
I know you're active on Facebook.
00:55:42
Speaker
You still on a lot of the Facebook groups and all that, Peter?
00:55:44
Speaker
Yeah, for sure.
00:55:46
Speaker
Yeah, for sure.
00:55:46
Speaker
Cool.
00:55:47
Speaker
Awesome.
00:55:48
Speaker
So reach out to him there.
00:55:49
Speaker
And yeah, hopefully we can do a follow up episode in the future, Peter.
00:55:52
Speaker
But thanks for coming on, man.
00:55:54
Speaker
We learned a ton and appreciate you.
00:55:56
Speaker
Thank you for having me, too.
00:55:57
Speaker
I appreciate it, man.
00:55:58
Speaker
Yeah.
00:55:58
Speaker
Take care.
00:55:59
Speaker
Bye bye.
00:56:01
Speaker
What's up, solarpreneurs?
00:56:02
Speaker
Hope you enjoyed the episode.
00:56:04
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:56:14
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:56:22
Speaker
What episodes should I listen to in the podcast?
00:56:24
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:56:29
Speaker
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00:56:42
Speaker
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00:56:51
Speaker
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00:56:53
Speaker
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00:56:57
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:57:02
Speaker
Don't forget the S on solarpreneurs.
00:57:04
Speaker
We will have that in the show notes.
00:57:06
Speaker
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00:57:08
Speaker
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00:57:13
Speaker
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00:57:15
Speaker
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