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3 Secrets For Getting Comfortable In Your Neighborhood
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next 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 fell.
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 a Solarpreneur
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
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.
00:00:41
Speaker
Hey, what's going on, solopreneurs?
00:00:43
Speaker
Today, we're going to be jamming on why you should start getting more comfortable in your areas and building momentum.
00:00:50
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.
00:01:00
Speaker
So all that, a whole lot more coming up.
00:01:02
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.
00:01:10
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.
00:01:21
Speaker
Check it out.
00:01:23
Speaker
Spread the word.
00:01:23
Speaker
Thanks for being a listener of the Solarpreneur Podcast.
Live Event Announcement and SolarCon Deal
00:01:28
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.
00:01:39
Speaker
Would love to see everybody there.
00:01:41
Speaker
It's going to be an awesome time already getting some speakers figured out.
00:01:46
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.
00:01:58
Speaker
I'll put these dates in the show notes.
00:01:59
Speaker
Should be right.
00:02:01
Speaker
But it's going to be a one day event.
00:02:04
Speaker
It's going to be awesome.
00:02:06
Speaker
It's going to be in Utah.
00:02:07
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.
00:02:18
Speaker
Not only are you going to get, I think it's 15% off your
00:02:22
Speaker
SolarCon ticket, but you are going to get a ticket to our first ever Solarpreneur event.
00:02:28
Speaker
Hey, details are still being rolled out.
00:02:30
Speaker
We don't have a venue locked down quite yet, but trust me, it's going to be bad to the bone.
00:02:35
Speaker
You're not going to want to miss out on this.
00:02:38
Speaker
And I hope to see everybody there, especially for smoking dill like that.
00:02:42
Speaker
Come on, you got to go to SolarCon and you get a free event on top of that.
00:02:48
Speaker
So spread the word.
00:02:49
Speaker
Everyone should be buying their tickets with the coupon code because come on, you get a whole event for free.
00:02:55
Speaker
It's going to be rad.
00:02:56
Speaker
Okay.
00:02:57
Speaker
So hope you can join us.
00:02:59
Speaker
That's your reminder.
00:02:59
Speaker
We're going to be reminding you every podcast.
00:03:02
Speaker
So hope you get used to it.
00:03:04
Speaker
I'm going to bug you till you get your ticket for SolarCon and our first ever event.
00:03:10
Speaker
So we'll grab it today.
00:03:12
Speaker
So you don't have to remember to do it the next time.
Building Momentum in Sales Areas
00:03:14
Speaker
Okay, but let's jump into the topic and that is getting comfortable in your area, building that momentum.
00:03:19
Speaker
We've done at least a couple podcasts on this.
00:03:23
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.
00:03:35
Speaker
This dude camped out in his area for like, I don't know, 60 days close or for a year.
00:03:41
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So he closed, I think it was over 100 deals in one single area.
00:03:46
Speaker
It was a big area, but he closed a lot of deals there.
00:03:51
Speaker
So, everywhere I go, I'm thinking, how can I build momentum in an area?
00:03:57
Speaker
And last week when I was out selling, I was fortunate.
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I pulled down three sales on the same street.
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Little Hispanic neighborhood, if you've been following me, I've been practicing my Spanish.
00:04:08
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I'm selling to these Mexican families.
00:04:10
Speaker
I love it because they feed me most of the time and just nice people, people that want to save money.
00:04:16
Speaker
But I pulled down three sales on the same street and
00:04:19
Speaker
Hey, and it's been a minute since I pulled down.
00:04:22
Speaker
I have been jumping around a little bit more than I probably should.
00:04:25
Speaker
You know, there's a few different strategies you can go through.
00:04:28
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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.
00:04:35
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So it feels like every cell just gets easier.
00:04:38
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You get more names to drop and you just get more and more comfortable.
00:04:41
Speaker
Like sometimes I get antsy, nervous, starting a new area.
00:04:46
Speaker
But when you've been there for a little bit, it's just a different feeling.
00:04:48
Speaker
It's like you're stepping into your home.
00:04:50
Speaker
It's like you're stepping back into your hometown because you recognize the people there.
00:04:55
Speaker
You recognize the sense.
00:04:57
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You recognize what, I don't know, the sounds you're hearing, just all these different things start to become more familiar.
00:05:04
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So I'm going to give you three tips.
00:05:06
Speaker
Some of them we've brought up a few times before, but some of them are, I think, newer.
00:05:11
Speaker
Okay.
00:05:11
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We're going to talk about three different things that can help you get more comfortable in your areas.
00:05:16
Speaker
The first one is just, I think it's so crucial that
00:05:21
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to use.
00:05:22
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I mean, it's not like a make or break.
00:05:24
Speaker
I think any of us have been in door to door for a long time didn't have this.
00:05:28
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.
00:05:37
Speaker
Hey, I just feel way more powerful when I can go to a door and be like, hey, is this Juan Martinez?
00:05:45
Speaker
They have you on the list.
00:05:46
Speaker
This is still Juan Martinez, right?
00:05:48
Speaker
You're the right ones.
00:05:50
Speaker
Hey, it creates some intrigue and it makes it seem like you're there for a reason.
00:05:54
Speaker
The other powerful thing is as you're going to the next door, you already have a name to drop.
00:05:59
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
00:06:05
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next door.
00:06:06
Speaker
He didn't let you know we'd be stopping by, did he?
00:06:08
Speaker
Okay, create some familiarity.
00:06:10
Speaker
So you already have multiple ways to break the ice, multiple ways to create that intrigue.
00:06:16
Speaker
And it just makes it a lot more comfortable for me.
00:06:19
Speaker
So that's tip number one is get some type of door knocking app.
00:06:24
Speaker
You got your cells rabbit.
00:06:25
Speaker
You got your canvas is what we're using.
00:06:30
Speaker
You got your rep card.
00:06:31
Speaker
They're new to the game, but rep card doing awesome things with their canvassing tool now.
00:06:38
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.
00:06:42
Speaker
I've got buddies that use that hunting app.
Utilizing Technology and Local Engagement
00:06:44
Speaker
It's called Onyx.
00:06:46
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.
00:06:52
Speaker
But it also shows you who's on the title.
00:06:54
Speaker
But there's lots of different apps like that for real estate or for hunting, whatever, that'll show who is on title.
00:07:00
Speaker
So get yourself some type of app or software that has those names.
00:07:04
Speaker
Okay, the second tip is this.
00:07:06
Speaker
Look for common things to point out in the area.
00:07:09
Speaker
Look for ways to just build that familiarity.
00:07:12
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.
00:07:23
Speaker
So there was a guy every night that I was in this neighborhood that was out peddling his elotes, his tamales, his
00:07:31
Speaker
Uh, his helado, that's ice cream.
00:07:34
Speaker
It all has different things that he's trying to sell the neighborhood.
00:07:37
Speaker
And, uh, a lot, you get your ice cream truck, stuff like that.
00:07:41
Speaker
Common to these more Hispanic neighborhoods, at least out here where I'm at.
00:07:45
Speaker
So what I did, first thing I do, I go buy some elote from this.
00:07:50
Speaker
His name was Enrique.
00:07:51
Speaker
Enrique is out selling his elote.
00:07:53
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I buy it and I start asking him about the neighborhood and
00:07:57
Speaker
Start just asking him if he knows people that would want solar.
00:08:00
Speaker
Okay, that's a side note.
00:08:02
Speaker
Try to get these people as referral partners if you can.
00:08:05
Speaker
It's a new thing I'm trying after having a lot of people that have mastered this on the podcast.
00:08:10
Speaker
But try to get these people to give you referrals and tell them about their referral program.
00:08:14
Speaker
There's a potential lead source right there that most people aren't doing.
00:08:18
Speaker
But second, as you talk to this guy, he's Enrique.
00:08:22
Speaker
Enrique, now everyone...
00:08:24
Speaker
that you talk to on the doors, you can bring up that you know Enrique, the guy selling tamales and elote.
00:08:30
Speaker
If you don't know what elote is, pretty delicious.
00:08:32
Speaker
It's like that corn on the cob.
00:08:33
Speaker
They put like mayo.
00:08:36
Speaker
They put that tajin stuff.
00:08:38
Speaker
It's like that, you know, Mexican spice they got.
00:08:41
Speaker
Very delicious.
00:08:42
Speaker
So go try it.
00:08:43
Speaker
But now I have a point of reference in that neighborhood.
00:08:47
Speaker
So maybe it's the ice cream man driving by.
00:08:49
Speaker
Maybe it's Enrique selling.
00:08:51
Speaker
What I can do now is every appointment I'm sitting in,
00:08:54
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Every door I'm pulling up to, that gives me something to talk about.
00:08:58
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?
00:09:07
Speaker
They're delicious.
00:09:08
Speaker
Yeah, he's a cool guy.
00:09:09
Speaker
Known him for a little bit.
00:09:11
Speaker
Now you're part of the neighborhood.
00:09:13
Speaker
People recognize you as someone that's been here for a little bit.
00:09:15
Speaker
You're not just some random person.
00:09:17
Speaker
Joe that's showing up out of the blue selling solar, right?
00:09:21
Speaker
You've been in this neighborhood.
00:09:23
Speaker
You know the people, you know the street vendors for crying out loud.
00:09:27
Speaker
Maybe you're buying ice cream from the ice cream man that's there.
00:09:30
Speaker
Now you have a different point of reference.
00:09:32
Speaker
Hey, have you bought from Juan the ice cream man?
00:09:36
Speaker
Oh, you should go buy him.
00:09:37
Speaker
He's super delicious ice cream.
00:09:39
Speaker
Maybe there's a street fair coming up.
00:09:43
Speaker
Just whatever events are going on in the neighborhood, whoever's selling stuff, maybe you go buy something.
00:09:48
Speaker
Gives you a good little point of reference.
00:09:51
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.
00:10:02
Speaker
Every time I brought up Enrique, everyone in this neighborhood knew Enrique that was selling elotes and tamales.
00:10:09
Speaker
So what did that give me?
00:10:11
Speaker
Gives me immediate trust because they know them.
00:10:13
Speaker
I know them.
00:10:14
Speaker
We're part of the same neighborhood now.
00:10:16
Speaker
Okay.
00:10:16
Speaker
So that's number two.
00:10:18
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.
Service Mindset in Sales
00:10:28
Speaker
Last but not least,
00:10:30
Speaker
This is a different one and it is look for ways to serve.
00:10:34
Speaker
What I mean by that is maybe you have the old man Jenkins out moving boxes.
00:10:42
Speaker
Maybe you have grandma Betty out planting her garden.
00:10:47
Speaker
Something you can do is just ask them if they need help.
00:10:51
Speaker
I know it sounds simple, but look for ways that you can actually serve the people you're around.
00:10:55
Speaker
Whatever you believe in, God, karma, you name it.
00:10:59
Speaker
I think there's something we said.
00:11:01
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.
00:11:10
Speaker
That whatever it is, God, the universe, karma, they're going to send some good vibes back to you.
00:11:15
Speaker
They're going to send some blessings your way.
00:11:17
Speaker
and it will pay off.
00:11:18
Speaker
Okay, that may be as you're building rapport.
00:11:21
Speaker
Hey, you know, old man Jenkins,
00:11:23
Speaker
Yeah, I was helping him move his boxes.
00:11:25
Speaker
He's actually planning on moving soon.
00:11:27
Speaker
I don't know if you knew that.
00:11:28
Speaker
Yeah, there's another little frame or reference you can build.
00:11:31
Speaker
But also another thing that can happen is these people, they may just buy from you.
00:11:36
Speaker
Hey, I remember back when I was selling pest control, my pest control days, I was not good at pest control.
00:11:42
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.
00:11:50
Speaker
But it was my biggest day, I think, to that point.
00:11:53
Speaker
What happened was is I was getting my teeth kicked in that day.
00:11:56
Speaker
Zero cells, just was getting my face beaten in.
00:11:59
Speaker
And I just took a break, was on the curb, just on the verge of tears, right?
00:12:04
Speaker
Nothing was going my way.
00:12:06
Speaker
And I thought, you know what, I'm just going to look for ways to serve.
00:12:09
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?
00:12:23
Speaker
About the family.
00:12:24
Speaker
And that's kind of how we were taught to like contact people and to get new investigators in the church.
00:12:29
Speaker
So pest control, I remember this was after I'd done this two-year mission.
00:12:35
Speaker
I'm like, okay, you know what?
00:12:36
Speaker
I'm just going to approach it that way.
00:12:38
Speaker
Forget about selling.
00:12:39
Speaker
Let's go see if there's someone I can serve out there.
00:12:41
Speaker
And then let's see what happens.
00:12:43
Speaker
So I go out.
00:12:44
Speaker
I'm not thinking about selling anymore.
00:12:46
Speaker
I go, I see this older lady.
00:12:48
Speaker
She's like, has her garage open, moving boxes.
00:12:51
Speaker
And I just say, hey, I'm doing the pest control out here, but I'm just looking for her.
00:12:56
Speaker
people to help in the neighborhood.
00:12:59
Speaker
So I see you're moving boxes.
00:13:00
Speaker
Is that okay if I just, can I help you?
00:13:03
Speaker
Can I do some service for you?
00:13:05
Speaker
I just approached it that way.
00:13:06
Speaker
She said, yes, start moving boxes.
00:13:09
Speaker
And then what happens after that is she ends up buying pest control from me.
00:13:13
Speaker
Then I get like three or four of her neighbors right after that.
00:13:17
Speaker
I name dropped her, used her as a reference.
00:13:20
Speaker
And then I think I was blessed that day.
00:13:23
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.
00:13:30
Speaker
So that is the third piece of advice I would give.
00:13:33
Speaker
If you are having a tough day,
00:13:35
Speaker
Or just in general, if you're trying to build the momentum in the neighborhood, look for ways to serve.
00:13:40
Speaker
Look for opportunities out there to serve.
00:13:42
Speaker
I promise you, you will get blessed for it.
00:13:45
Speaker
People will love you.
00:13:46
Speaker
And hey, they might just buy from you.
00:13:49
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.
00:13:57
Speaker
Maybe you just serve someone for three hours and you're just chopping it up with them and they don't buy anything.
00:14:04
Speaker
So be careful.
00:14:05
Speaker
We got to make money.
00:14:06
Speaker
It's not all about serving people all day.
00:14:08
Speaker
There's time for service projects too.
00:14:10
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.
00:14:22
Speaker
So that's my three tips.
00:14:24
Speaker
Hopefully that helps you out.
00:14:26
Speaker
Okay.
00:14:27
Speaker
And just to review them one more time, you got number one, use a door knocking app that has
Recap of Sales Strategies
00:14:32
Speaker
names.
00:14:32
Speaker
Okay.
00:14:33
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.
00:14:41
Speaker
Okay.
00:14:42
Speaker
Get them as referral partners if you can.
00:14:44
Speaker
And number three, just look for opportunities to serve out there.
00:14:47
Speaker
So I hope that helps you.
00:14:49
Speaker
I am here to serve y'all.
00:14:50
Speaker
Hey, let me know if you have suggestions for topics you would like covered or for guests.
00:14:56
Speaker
I'm always looking for quality guests to come on the podcast that have an amazing story to tell.
00:15:01
Speaker
So hit me up if you know someone like that.
00:15:03
Speaker
And keep crushing.
00:15:05
Speaker
Again, I hope to see you at our upcoming events in April.
00:15:08
Speaker
Go get your SolarCon tickets.
00:15:10
Speaker
Use the coupon code TAILOR.
00:15:12
Speaker
send me that either in an email or in a DM.
00:15:15
Speaker
We will be actually building out a little page where you can buy the ticket as well.
00:15:21
Speaker
And yeah, hope to see you all there.
00:15:24
Speaker
So we'll see you guys on the next podcast.
00:15:26
Speaker
Hope you have an awesome week.
00:15:27
Speaker
Peace.
00:15:28
Speaker
What's up, solopreneurs?
00:15:30
Speaker
Hope you enjoyed the episode.
00:15:31
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.
00:15:42
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
Top 10 Podcast Episodes Cheat Sheet
00:15:49
Speaker
What episodes should I listen to in the podcast?
00:15:52
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:15:57
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.
00:16:10
Speaker
We put them together all in one sheet.
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So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
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So go download it right now.
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It's going to be at top10.solarpreneurs.com.
00:16:24
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
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Speaker
Don't forget the S on solarpreneurs.
00:16:32
Speaker
We will have that in the show notes.
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Speaker
Go download it right now.
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And especially if you have not listened to them, go listen to them and you can re-listen to them.
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That's going to show you how.
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Speaker
So go download it and we'll see you on the other side.