Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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 fell.
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.
Speaker: What is a Solarpreneur you might ask?
Speaker: A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: Hey, what's going on, solopreneurs?
Speaker: Today, we're going to be jamming on why you should start getting more comfortable in your areas and building momentum.
Speaker: It's a topic we've gone over before, but had a good week last week that reminded me of the importance of really just building that momentum in an area.
Speaker: So all that, a whole lot more coming up.
Speaker: We are here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry as always.
Speaker: And we're coming at you live and available on, or free rather, available on Spotify, iTunes, YouTube, wherever you can find podcasts every Tuesday and Friday.
Speaker: Check it out.
Speaker: Spread the word.
Speaker: Thanks for being a listener of the Solarpreneur Podcast.
Speaker: And before we jump into the topic, wanted to remind we had a big announcement last week, and that is that we are planning the first ever Solarpreneur live event.
Speaker: Would love to see everybody there.
Speaker: It's going to be an awesome time already getting some speakers figured out.
Speaker: We are doing it April 17th should be the correct date, but it's right before SolarCon, which is coming up the 18th through the 21st.
Speaker: I'll put these dates in the show notes.
Speaker: Should be right.
Speaker: But it's going to be a one day event.
Speaker: It's going to be awesome.
Speaker: It's going to be in Utah.
Speaker: And the best part about it is if you buy your SolarCon tickets through our exclusive Solarpreneur link, which is the coupon code is just tailored for that.
Speaker: Not only are you going to get, I think it's 15% off your
Speaker: SolarCon ticket, but you are going to get a ticket to our first ever Solarpreneur event.
Speaker: Hey, details are still being rolled out.
Speaker: We don't have a venue locked down quite yet, but trust me, it's going to be bad to the bone.
Speaker: You're not going to want to miss out on this.
Speaker: And I hope to see everybody there, especially for smoking dill like that.
Speaker: Come on, you got to go to SolarCon and you get a free event on top of that.
Speaker: So spread the word.
Speaker: Everyone should be buying their tickets with the coupon code because come on, you get a whole event for free.
Speaker: It's going to be rad.
Speaker: Okay.
Speaker: So hope you can join us.
Speaker: That's your reminder.
Speaker: We're going to be reminding you every podcast.
Speaker: So hope you get used to it.
Speaker: I'm going to bug you till you get your ticket for SolarCon and our first ever event.
Speaker: So we'll grab it today.
Speaker: So you don't have to remember to do it the next time.
Speaker: Okay, but let's jump into the topic and that is getting comfortable in your area, building that momentum.
Speaker: We've done at least a couple podcasts on this.
Speaker: We can link to them, but the one that is really, I think, got me thinking more about this than any other podcast is one we did with Ty Segan.
Speaker: This dude camped out in his area for like, I don't know, 60 days close or for a year.
Speaker: So he closed, I think it was over 100 deals in one single area.
Speaker: It was a big area, but he closed a lot of deals there.
Speaker: So, everywhere I go, I'm thinking, how can I build momentum in an area?
Speaker: And last week when I was out selling, I was fortunate.
Speaker: I pulled down three sales on the same street.
Speaker: Little Hispanic neighborhood, if you've been following me, I've been practicing my Spanish.
Speaker: I'm selling to these Mexican families.
Speaker: I love it because they feed me most of the time and just nice people, people that want to save money.
Speaker: But I pulled down three sales on the same street and
Speaker: Hey, and it's been a minute since I pulled down.
Speaker: I have been jumping around a little bit more than I probably should.
Speaker: You know, there's a few different strategies you can go through.
Speaker: But as I was pulling down these three cells, I remembered, man, it is so nice to just build this momentum in a single area.
Speaker: So it feels like every cell just gets easier.
Speaker: You get more names to drop and you just get more and more comfortable.
Speaker: Like sometimes I get antsy, nervous, starting a new area.
Speaker: But when you've been there for a little bit, it's just a different feeling.
Speaker: It's like you're stepping into your home.
Speaker: It's like you're stepping back into your hometown because you recognize the people there.
Speaker: You recognize the sense.
Speaker: You recognize what, I don't know, the sounds you're hearing, just all these different things start to become more familiar.
Speaker: So I'm going to give you three tips.
Speaker: Some of them we've brought up a few times before, but some of them are, I think, newer.
Speaker: Okay.
Speaker: We're going to talk about three different things that can help you get more comfortable in your areas.
Speaker: The first one is just, I think it's so crucial that
Speaker: to use.
Speaker: I mean, it's not like a make or break.
Speaker: I think any of us have been in door to door for a long time didn't have this.
Speaker: But the first thing is this, if at all possible, use a door knocking app or something that can tell you the names of the homeowners in the area.
Speaker: Hey, I just feel way more powerful when I can go to a door and be like, hey, is this Juan Martinez?
Speaker: They have you on the list.
Speaker: This is still Juan Martinez, right?
Speaker: You're the right ones.
Speaker: Hey, it creates some intrigue and it makes it seem like you're there for a reason.
Speaker: The other powerful thing is as you're going to the next door, you already have a name to drop.
Speaker: Whether you set an appointment with that person or not, you can now tell the neighbor, hey, I was just talking to Juan and
Speaker: next door.
Speaker: He didn't let you know we'd be stopping by, did he?
Speaker: Okay, create some familiarity.
Speaker: So you already have multiple ways to break the ice, multiple ways to create that intrigue.
Speaker: And it just makes it a lot more comfortable for me.
Speaker: So that's tip number one is get some type of door knocking app.
Speaker: You got your cells rabbit.
Speaker: You got your canvas is what we're using.
Speaker: You got your rep card.
Speaker: They're new to the game, but rep card doing awesome things with their canvassing tool now.
Speaker: So check out some type of app and you can, even if you don't want to use that, you can go old school.
Speaker: I've got buddies that use that hunting app.
Speaker: It's called Onyx.
Speaker: Hunters use it because it shows you basically where you can hunt, where's like public land, which is private land, stuff like that.
Speaker: But it also shows you who's on the title.
Speaker: But there's lots of different apps like that for real estate or for hunting, whatever, that'll show who is on title.
Speaker: So get yourself some type of app or software that has those names.
Speaker: Okay, the second tip is this.
Speaker: Look for common things to point out in the area.
Speaker: Look for ways to just build that familiarity.
Speaker: The example I had is last week when I was getting these three cells, one of the days I talked to this Mexican neighborhood, keep in mind.
Speaker: So there was a guy every night that I was in this neighborhood that was out peddling his elotes, his tamales, his
Speaker: Uh, his helado, that's ice cream.
Speaker: It all has different things that he's trying to sell the neighborhood.
Speaker: And, uh, a lot, you get your ice cream truck, stuff like that.
Speaker: Common to these more Hispanic neighborhoods, at least out here where I'm at.
Speaker: So what I did, first thing I do, I go buy some elote from this.
Speaker: His name was Enrique.
Speaker: Enrique is out selling his elote.
Speaker: I buy it and I start asking him about the neighborhood and
Speaker: Start just asking him if he knows people that would want solar.
Speaker: Okay, that's a side note.
Speaker: Try to get these people as referral partners if you can.
Speaker: It's a new thing I'm trying after having a lot of people that have mastered this on the podcast.
Speaker: But try to get these people to give you referrals and tell them about their referral program.
Speaker: There's a potential lead source right there that most people aren't doing.
Speaker: But second, as you talk to this guy, he's Enrique.
Speaker: Enrique, now everyone...
Speaker: that you talk to on the doors, you can bring up that you know Enrique, the guy selling tamales and elote.
Speaker: If you don't know what elote is, pretty delicious.
Speaker: It's like that corn on the cob.
Speaker: They put like mayo.
Speaker: They put that tajin stuff.
Speaker: It's like that, you know, Mexican spice they got.
Speaker: Very delicious.
Speaker: So go try it.
Speaker: But now I have a point of reference in that neighborhood.
Speaker: So maybe it's the ice cream man driving by.
Speaker: Maybe it's Enrique selling.
Speaker: What I can do now is every appointment I'm sitting in,
Speaker: Every door I'm pulling up to, that gives me something to talk about.
Speaker: Hey, actually, have you guys bought, and especially if Enrique is actually driving around, pointing out, hey, have you bought your tamales from Enrique?
Speaker: They're delicious.
Speaker: Yeah, he's a cool guy.
Speaker: Known him for a little bit.
Speaker: Now you're part of the neighborhood.
Speaker: People recognize you as someone that's been here for a little bit.
Speaker: You're not just some random person.
Speaker: Joe that's showing up out of the blue selling solar, right?
Speaker: You've been in this neighborhood.
Speaker: You know the people, you know the street vendors for crying out loud.
Speaker: Maybe you're buying ice cream from the ice cream man that's there.
Speaker: Now you have a different point of reference.
Speaker: Hey, have you bought from Juan the ice cream man?
Speaker: Oh, you should go buy him.
Speaker: He's super delicious ice cream.
Speaker: Maybe there's a street fair coming up.
Speaker: Just whatever events are going on in the neighborhood, whoever's selling stuff, maybe you go buy something.
Speaker: Gives you a good little point of reference.
Speaker: And last week in my appointments, I think it gave me some great rapport because I'm talking about the neighborhood, who they know, what neighbors do they know.
Speaker: Every time I brought up Enrique, everyone in this neighborhood knew Enrique that was selling elotes and tamales.
Speaker: So what did that give me?
Speaker: Gives me immediate trust because they know them.
Speaker: I know them.
Speaker: We're part of the same neighborhood now.
Speaker: Okay.
Speaker: So that's number two.
Speaker: Look for common points, common things you can point out, different things that are going on in the neighborhood, current events, ways you can build that familiarity.
Speaker: Last but not least,
Speaker: This is a different one and it is look for ways to serve.
Speaker: What I mean by that is maybe you have the old man Jenkins out moving boxes.
Speaker: Maybe you have grandma Betty out planting her garden.
Speaker: Something you can do is just ask them if they need help.
Speaker: I know it sounds simple, but look for ways that you can actually serve the people you're around.
Speaker: Whatever you believe in, God, karma, you name it.
Speaker: I think there's something we said.
Speaker: If you go out with that service mindset that you're actually trying to help people and actually look for ways to serve, I believe that you're going to get blessed for that.
Speaker: That whatever it is, God, the universe, karma, they're going to send some good vibes back to you.
Speaker: They're going to send some blessings your way.
Speaker: and it will pay off.
Speaker: Okay, that may be as you're building rapport.
Speaker: Hey, you know, old man Jenkins,
Speaker: Yeah, I was helping him move his boxes.
Speaker: He's actually planning on moving soon.
Speaker: I don't know if you knew that.
Speaker: Yeah, there's another little frame or reference you can build.
Speaker: But also another thing that can happen is these people, they may just buy from you.
Speaker: Hey, I remember back when I was selling pest control, my pest control days, I was not good at pest control.
Speaker: But one of my best days, I think I sold like four or five that day, which is nothing compared to what guys throw down in pest now.
Speaker: But it was my biggest day, I think, to that point.
Speaker: What happened was is I was getting my teeth kicked in that day.
Speaker: Zero cells, just was getting my face beaten in.
Speaker: And I just took a break, was on the curb, just on the verge of tears, right?
Speaker: Nothing was going my way.
Speaker: And I thought, you know what, I'm just going to look for ways to serve.
Speaker: I did a church mission too, which anyone that's done these two-year LDS church missions, as you know, a good way to find people is you go serve and then you kind of like bring in that you have a message about Jesus, right?
Speaker: About the family.
Speaker: And that's kind of how we were taught to like contact people and to get new investigators in the church.
Speaker: So pest control, I remember this was after I'd done this two-year mission.
Speaker: I'm like, okay, you know what?
Speaker: I'm just going to approach it that way.
Speaker: Forget about selling.
Speaker: Let's go see if there's someone I can serve out there.
Speaker: And then let's see what happens.
Speaker: So I go out.
Speaker: I'm not thinking about selling anymore.
Speaker: I go, I see this older lady.
Speaker: She's like, has her garage open, moving boxes.
Speaker: And I just say, hey, I'm doing the pest control out here, but I'm just looking for her.
Speaker: people to help in the neighborhood.
Speaker: So I see you're moving boxes.
Speaker: Is that okay if I just, can I help you?
Speaker: Can I do some service for you?
Speaker: I just approached it that way.
Speaker: She said, yes, start moving boxes.
Speaker: And then what happens after that is she ends up buying pest control from me.
Speaker: Then I get like three or four of her neighbors right after that.
Speaker: I name dropped her, used her as a reference.
Speaker: And then I think I was blessed that day.
Speaker: I got some good karma coming my way and was one of my best days to date when half the day I was getting just absolutely obliterated.
Speaker: So that is the third piece of advice I would give.
Speaker: If you are having a tough day,
Speaker: Or just in general, if you're trying to build the momentum in the neighborhood, look for ways to serve.
Speaker: Look for opportunities out there to serve.
Speaker: I promise you, you will get blessed for it.
Speaker: People will love you.
Speaker: And hey, they might just buy from you.
Speaker: But obviously, don't spend hours and hours with Grandma Betty that's not actually going to buy anything because there's that side of it too.
Speaker: Maybe you just serve someone for three hours and you're just chopping it up with them and they don't buy anything.
Speaker: So be careful.
Speaker: We got to make money.
Speaker: It's not all about serving people all day.
Speaker: There's time for service projects too.
Speaker: But just occasionally, maybe like one time a week or a couple times a month, say, hey, I'm really going to try to see if someone is out there that actually help just serve today, whatever I'm doing.
Speaker: So that's my three tips.
Speaker: Hopefully that helps you out.
Speaker: Okay.
Speaker: And just to review them one more time, you got number one, use a door knocking app that has names.
Speaker: Okay.
Speaker: Number two, look for common things to talk about, to point out, buy from the guys selling ice cream, from the guys selling tamales.
Speaker: Okay.
Speaker: Get them as referral partners if you can.
Speaker: And number three, just look for opportunities to serve out there.
Speaker: So I hope that helps you.
Speaker: I am here to serve y'all.
Speaker: Hey, let me know if you have suggestions for topics you would like covered or for guests.
Speaker: I'm always looking for quality guests to come on the podcast that have an amazing story to tell.
Speaker: So hit me up if you know someone like that.
Speaker: And keep crushing.
Speaker: Again, I hope to see you at our upcoming events in April.
Speaker: Go get your SolarCon tickets.
Speaker: Use the coupon code TAILOR.
Speaker: send me that either in an email or in a DM.
Speaker: We will be actually building out a little page where you can buy the ticket as well.
Speaker: And yeah, hope to see you all there.
Speaker: So we'll see you guys on the next podcast.
Speaker: Hope you have an awesome week.
Speaker: Peace.
Speaker: What's up, solopreneurs?
Speaker: Hope you enjoyed the episode.
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.
Speaker: One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
Speaker: We put them together all in one sheet.
Speaker: So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
