Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Listen in on a Private Coaching Call 👂
51 Plays4 years ago
Use the code ArmstrongD2D to get a Solarpreneur Exclusive DISCOUNT!
Thanks to our friends at Pi Syndicate for sponsoring this episode!
-----------------
Recommended
Transcript
Taylor's Journey to Success
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.
What is 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
What's
Coaching Call with David
00:00:42
Speaker
up, solopreneurs?
00:00:42
Speaker
Taylor here.
00:00:43
Speaker
Just wanted to introduce this episode real quick because it is a little bit different than any other episode we've done before.
00:00:50
Speaker
You are going to hear a coaching call with David, and he had some questions for us here on the show.
00:00:59
Speaker
So let me know if you like this type of content.
00:01:03
Speaker
And also, if you are interested in any of our coaching programs or
00:01:07
Speaker
or to be coached one-on-one, make sure you download the SoulCiety app or hit me up on social media.
00:01:14
Speaker
So I hope you enjoy the episode and let's jump
Structuring a Perfect Day
00:01:17
Speaker
into it.
00:01:17
Speaker
So we're here with David here.
00:01:19
Speaker
And can you ask that question one more time?
00:01:21
Speaker
Yeah.
00:01:21
Speaker
So what's your perfect recipe for a great scheduled day?
00:01:26
Speaker
Awesome.
00:01:28
Speaker
Yeah.
00:01:29
Speaker
My perfect day is, sounds like you're doing a lot of things, right?
00:01:32
Speaker
I mean, you're waking up early and I just had my second kid.
00:01:36
Speaker
So you're probably doing a lot better than I am right now.
00:01:38
Speaker
I got kids waking up halfway through the night and stuff.
00:01:41
Speaker
Yeah.
00:01:43
Speaker
But yeah, I think you're knowing it.
00:01:46
Speaker
I always tell people to start with, have you heard of 75 hard?
00:01:50
Speaker
Have you done that before?
00:01:51
Speaker
I've not heard of that.
00:01:52
Speaker
Okay.
00:01:53
Speaker
That's something you could look up.
00:01:54
Speaker
It's pretty basic.
00:01:55
Speaker
You're probably already doing a lot of this stuff right now, but it's this program by one of my favorite entrepreneurs.
00:02:02
Speaker
He's actually going to be on the podcast here soon.
00:02:04
Speaker
His name's Andy Frisella.
00:02:06
Speaker
Um, but basically what it is, he just has you for 75 days straight, just follow these, these steps that you should do every day.
00:02:14
Speaker
So one is like two workouts for 45 minutes each.
00:02:17
Speaker
One is indoor, one is outdoor, or at least one of them has to be outdoor.
00:02:21
Speaker
Then take a progress picture, reads, uh, 10 pages of a book and, um, drink a gallon of water and,
00:02:30
Speaker
I think that's it.
00:02:32
Speaker
And yeah, just do that every single day.
00:02:35
Speaker
So I think people get caught up more on like, oh, I know what's the perfect thing.
00:02:39
Speaker
What's, what's going to like propel me more than anything.
00:02:42
Speaker
But the perfect thing is the thing I would say that you can do consistently, like every single day.
Daily Consistency vs. Perfection
00:02:48
Speaker
I mean, you're not going to like do nothing, but I think sometimes people try to add way too much and they get burned out.
00:02:53
Speaker
Like they got to meditate for half an hour.
00:02:56
Speaker
Oh, they got to,
00:02:57
Speaker
30 minute jog.
00:02:58
Speaker
Oh, they got to like plan out every little thing.
00:03:00
Speaker
But I see a lot of those guys do it for like four days and they'll miss a couple of days.
00:03:05
Speaker
So I think more than anything, it's just whatever you can do to stick to.
00:03:08
Speaker
That's good, but it's not going to be like hours and hours of your time every day that it's going to be like tough to nail.
00:03:16
Speaker
Maybe I'd like a ton of appointments that day because some days, maybe some days you have a couple hours to do stuff in the morning, but maybe some days you're slammed with appointments and you have to kind of condense it too, you know?
00:03:26
Speaker
Yep.
00:03:27
Speaker
Absolutely.
00:03:27
Speaker
But yeah, what does it look like for you?
00:03:29
Speaker
What have you been, I mean, you said a couple of things.
00:03:32
Speaker
What have you been doing typically in the mornings?
00:03:34
Speaker
Yeah, so like for me, my typical morning is wake up at six, go and work out right away.
00:03:38
Speaker
I get back home and I do something called priming.
00:03:41
Speaker
I don't know if you know from Tony Robbins.
00:03:42
Speaker
It's helped me a lot.
00:03:44
Speaker
It's three minutes you think about what you're grateful for, three minutes you pray for family and friends, three minutes you think about what you want to achieve and you feel happening.
00:03:51
Speaker
Nice.
00:03:51
Speaker
So that's a big thing I do.
00:03:52
Speaker
Then I read.
00:03:53
Speaker
I use an app called Blinkist.
00:03:55
Speaker
It dents its books down to 15 minutes.
00:03:58
Speaker
So I do that once a day and then, you know, all that knowledge you get just from those books in a week, you know, you have seven books that are condensed that you now have knowledge from helps a lot for me.
00:04:07
Speaker
So typically, you know, 6am go, I work out, I come back, get home by eight, eight 30.
00:04:11
Speaker
Then I eat, meditate, read.
00:04:13
Speaker
And then I'm typically out at the doors by 10, 1030.
00:04:15
Speaker
Then I have lunch break around one and then I'm back in the doors until it's pretty much it's dark.
00:04:21
Speaker
Yeah.
00:04:22
Speaker
Nice.
00:04:23
Speaker
That's killer, man.
00:04:24
Speaker
Yeah, I think if you can keep doing that schedule, I mean, you're going to crush it.
00:04:28
Speaker
A lot of people are just, you know, knocking a couple hours and here and there.
00:04:32
Speaker
So sounds like you're dominating.
00:04:35
Speaker
You've been getting pretty good results so far doing that.
Managing Emotions in Sales
00:04:38
Speaker
Yeah.
00:04:38
Speaker
And I think the one thing that like was big for me that I'm starting to realize now is, you know, when you get a closed deal, you get so excited at the beginning, right?
00:04:46
Speaker
You get so excited and so hung up on that deal.
00:04:49
Speaker
And then the issue is all of a sudden falls through, say finance, your information doesn't work for them.
00:04:54
Speaker
And, you know, they don't qualify.
00:04:55
Speaker
Then some people, I feel like it was for me off the bat when I had that happen, it was like,
00:04:59
Speaker
you have like a drought cause you're like, man, I just, you know, I just lost what it's $7,000, you know?
00:05:05
Speaker
So I think the key, like what my boss always said is, you know, don't count the chicken, chickens till they hatch.
00:05:09
Speaker
And I think that's so true with, with closing deals.
00:05:12
Speaker
And I was on a call with, um, a guy in my company today and he was talking about how the one thing that really good salespeople do is when they get a deal, they don't act excited.
00:05:22
Speaker
They act like they're used to it.
00:05:23
Speaker
Otherwise like the person they're selling to is like, well, why is this guy all excited?
00:05:26
Speaker
Isn't he used to this?
00:05:28
Speaker
So I think that's a really good piece of advice I heard today.
00:05:30
Speaker
Yeah.
00:05:31
Speaker
For sure.
00:05:33
Speaker
But no, for sure.
00:05:34
Speaker
That's like, for me, what I think is going to be good and I think can be utilized well.
00:05:39
Speaker
Yeah.
00:05:40
Speaker
A hundred percent.
00:05:40
Speaker
And yeah, I mean, I talk about this all the time with my guys too.
00:05:44
Speaker
It's like just what your boss said, never get too high.
00:05:46
Speaker
I never get too low.
00:05:48
Speaker
Yep.
00:05:48
Speaker
Keep it pretty much even kill.
00:05:49
Speaker
Cause obviously we don't get paid on closed deals.
00:05:51
Speaker
We get paid on installs.
00:05:53
Speaker
Yep.
00:05:53
Speaker
It's like you can make 20 grand on paper, but tell that bad boy's installed.
00:05:58
Speaker
Doesn't mean a thing.
00:05:59
Speaker
Yeah.
00:05:59
Speaker
You get the SOW and then, yeah.
00:06:02
Speaker
Yeah.
00:06:03
Speaker
Yeah, I mean, that's huge.
00:06:04
Speaker
And then, like you said, just always keeping that attitude of, like, you don't care.
00:06:09
Speaker
Not that you don't want them to go solar, but the best closers I see, they don't act like they're begging people to go solar.
00:06:16
Speaker
They're not, you know, being pushy.
00:06:17
Speaker
They're doing lots of takeaways.
00:06:19
Speaker
They're saying, hey, I don't even know if we can do this.
00:06:21
Speaker
Let's just see if it's even an option for the home.
00:06:24
Speaker
They're keeping it like that.
00:06:25
Speaker
And then a really good book I recommend for people to kind of help with that is Pitch Anything.
00:06:30
Speaker
I don't know if you've heard of that book, but.
00:06:32
Speaker
I feel good at that.
00:06:33
Speaker
It's probably on Boinkist too.
00:06:34
Speaker
So yeah, go check that out.
00:06:37
Speaker
Awesome.
00:06:38
Speaker
Yeah, for sure.
00:06:39
Speaker
But yeah, it sounds like you're, yeah, you're doing everything right, man.
00:06:42
Speaker
And if you can keep that consistent and just keep the schedule and,
00:06:46
Speaker
Yep.
00:06:46
Speaker
Keep doing those little things and think you'll kill it.
00:06:49
Speaker
Yeah.
00:06:49
Speaker
Thanks,
Goal Setting and Daily Targets
00:06:50
Speaker
dude.
00:06:50
Speaker
I, and like another thing with like, when you're planning out your goals and obviously you do like, you know, your 2022 goals, this, that the one thing, like my CEO always like would push to me is he's like, instead of thinking about like, okay, I want 15 deals a month.
00:07:03
Speaker
How can I condense that day by day?
00:07:05
Speaker
So if 15 deals a month means I get four QLs a day, qualified leads a day, maybe half of them are going to say yes.
00:07:14
Speaker
That's like the one thing he got me on is you want to condense instead of thinking like, oh, I want to make 500K this year.
00:07:20
Speaker
Well, how can you condense that month by month and day by day instead of thinking as a whole so that every day you're pushing towards that?
00:07:27
Speaker
Right.
00:07:28
Speaker
That's huge.
00:07:29
Speaker
Have you done that and kind of broken down what you need to get day by day to get your goals on a monthly basis and stuff?
00:07:36
Speaker
Yeah, that's what I started to do for this month.
00:07:38
Speaker
So that's when I started doing, actually utilizing that.
00:07:42
Speaker
Nice.
00:07:43
Speaker
What does that look like for you?
00:07:44
Speaker
Like how many conversations do you need to have?
00:07:48
Speaker
What numbers do you need to hit to get your goals, would you say?
00:07:51
Speaker
Yeah, so I wrote it down for 2020 or 2022.
00:07:57
Speaker
So I said I wanted, you know, I want to make 500K in commission by the end of the year.
00:08:01
Speaker
And I broke that down.
00:08:02
Speaker
That's $42,000 a month and $10,500 a week.
00:08:03
Speaker
So...
00:08:07
Speaker
For me, really realistically to get that done, I pretty much need to get a deal every other day, which means I want four QLs a day so that, you know, at least half of them maybe even sit.
00:08:17
Speaker
You know how you always get people that don't even sit or don't answer.
00:08:20
Speaker
So then by then, if you at least close one of them, you're going to get that goal.
00:08:24
Speaker
Awesome.
00:08:24
Speaker
I don't really think about house amounts.
00:08:26
Speaker
I just think about how long can I, I schedule the times I'm out there.
00:08:29
Speaker
So I know I have to, you know, yeah.
00:08:32
Speaker
That's awesome.
00:08:33
Speaker
How many conversations do you think it takes you to get the four qualified leads?
00:08:37
Speaker
Man, probably like 130.
00:08:40
Speaker
Oh, really?
00:08:43
Speaker
120 maybe.
00:08:44
Speaker
I mean, full-on conversations, I guess, most of the doors, usually they don't even talk to you.
00:08:50
Speaker
So maybe I'd say like 70.
00:08:52
Speaker
Okay.
00:08:52
Speaker
So that means it takes you like, what is that?
00:08:57
Speaker
Yeah.
00:09:00
Speaker
So it takes you like 20 conversations, pitches basically to get one qualified.
00:09:04
Speaker
Yeah, for one QL, that sounds about right.
00:09:07
Speaker
Okay.
00:09:08
Speaker
Yeah, that's a lot of doors, man.
00:09:10
Speaker
Oh, absolutely.
00:09:12
Speaker
See, I can be done.
00:09:13
Speaker
But then as you know, it's just about bringing those numbers down.
Refining Sales Approach
00:09:17
Speaker
Yeah.
00:09:18
Speaker
I mean, you can hit those numbers.
00:09:20
Speaker
That's a lot of working and stuff for sure.
00:09:22
Speaker
But I think you can, if you start to record yourself, just do everything you can to start to decrease those numbers.
00:09:29
Speaker
To where maybe it only takes, I don't know, 15 doors.
00:09:33
Speaker
If you're just tracking it like crazy, maybe you'll see that, oh, I'm going to tweak this.
00:09:37
Speaker
I'm going to overcome this objection better.
00:09:39
Speaker
And then you'll see maybe you're getting one QL out of every 15 leads.
00:09:44
Speaker
So I think that's kind of the next step, just tracking most things.
00:09:47
Speaker
Then also working with the referrals, working in areas that maybe haven't been hit as much, working new move-in lists, maybe some work.
00:09:56
Speaker
leads that could be hopefully give you a little better ratio.
00:09:59
Speaker
So you're pretty much just going to like every cookie cutter neighborhood and just hitting up everybody.
00:10:04
Speaker
Exactly.
00:10:05
Speaker
Yeah.
00:10:05
Speaker
And I've even noticed, like for me, I feel like a lot of people tend to want to go to the more like upper class neighborhoods.
00:10:13
Speaker
But for me, I've realized the best, you know, the best conversations I've had are the like middle income neighborhoods.
00:10:19
Speaker
It's where the savings matter that much more and they have decent credit.
00:10:22
Speaker
I think that's starting to be a way better situation.
00:10:25
Speaker
way better area, but obviously there's no such thing as a bad door.
00:10:29
Speaker
I mean, you know, people can say it's oversaturated, but really at the end of the day, if they don't have solar, it means somebody just didn't sell them right.
00:10:35
Speaker
You know?
00:10:36
Speaker
So.
00:10:37
Speaker
Yeah.
00:10:38
Speaker
I would just say, make sure you're focusing on more on the conversations that have the doors.
00:10:42
Speaker
Maybe you're already doing this, but last weekend I was just knocking with someone who's he's had like almost a thousand career installs.
00:10:50
Speaker
Probably one of, yeah, the best in the industry, I would say.
00:10:53
Speaker
Yep.
00:10:53
Speaker
And when we were knocking, we were skipping tons of doors.
00:10:57
Speaker
I guess this was area he hit up before, but we're basically almost just driving, just kind of like cherry picking, driving to places where people were in driveways or where there are new move-ins or where it looked like they had super good roofs because I think that's what the best do.
00:11:13
Speaker
They're not focusing on, oh, I'm just going to hit doors like crazy.
00:11:16
Speaker
They're focused on, oh, how can I get a quality conversation that's going to give me a good shot for going for the layups, you know?
00:11:22
Speaker
Yeah, I know.
00:11:23
Speaker
Half court shots with everyone and knocking crappy homes that have terrible roofs and stuff.
00:11:28
Speaker
So I would say just keep that in mind as you're out there knocking, focus on what can I do to get a quality conversation instead of just hitting them the story, you know.
Differences in Solar Markets
00:11:38
Speaker
Yeah, and I guess one last thing kind of for you is like when you're handling rejection, what is your like main – I mean, I guess in SoCal, what are like – are the energy rates – I know NorCal is really high because a lot of guys are in NorCal.
00:11:53
Speaker
What kind of savings do you really see in SoCal compared to their bills typically?
00:11:58
Speaker
They're insane.
00:11:59
Speaker
Yeah, because SoCal is – It's like a half in NorCal.
00:12:03
Speaker
Yeah, so it's about that, if not more sometimes.
00:12:05
Speaker
Yeah.
00:12:07
Speaker
So yeah, we can sell super high out here and still cut their bills in half and help them out a lot.
00:12:13
Speaker
So I think you said you're in Arizona, right?
00:12:15
Speaker
Yep.
00:12:16
Speaker
Okay.
00:12:17
Speaker
So people there, I know it's savings, but it's not quite as much savings.
00:12:21
Speaker
Is that right?
00:12:22
Speaker
Yeah, not quite as much.
00:12:23
Speaker
It's more so selling the ownership to the homeowner.
00:12:26
Speaker
Because I mean, I will say with Arizona, it's a lot more people that, you know, like you're not putting anything in my roof, you know, this kind of thing.
00:12:33
Speaker
I feel like in California, they're not really worried.
00:12:35
Speaker
And I've been a lot of people, I'm worried about how it's going to look or all this.
00:12:38
Speaker
And it's like, I feel like in California, that's a lot less of the worry with people, you know, out here, it's more like I own my house.
00:12:44
Speaker
I'm going to, nobody's putting anything in my roof.
00:12:46
Speaker
And like, that's kind of what the trend is out here.
00:12:49
Speaker
Yeah, sure.
00:12:50
Speaker
No, it's a great market though.
00:12:51
Speaker
A lot of people crushing it out there.
00:12:53
Speaker
So absolutely.
Community and Support for Solar Professionals
00:12:55
Speaker
Yeah.
00:12:56
Speaker
Well, I appreciate your time, Taylor.
00:12:58
Speaker
Yeah, man.
00:13:00
Speaker
We can hop on a little call.
00:13:01
Speaker
And, yeah, I think if you keep doing those things, there's no reason why you can't hit your goals this year.
00:13:07
Speaker
So excited to hear what, you know, what's going on.
00:13:10
Speaker
And then, yeah, let's do a follow-up call if you want later in the future.
00:13:13
Speaker
Oh, absolutely.
00:13:14
Speaker
See how things are going.
00:13:16
Speaker
Absolutely.
00:13:16
Speaker
Thank you, Taylor.
00:13:17
Speaker
I really appreciate it.
00:13:18
Speaker
Yeah.
00:13:19
Speaker
Cool, David.
00:13:21
Speaker
Hey, solopreneurs, quick question.
00:13:22
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:13:32
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:13:44
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:13:55
Speaker
And it's called Solcitee.
00:13:57
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:14:16
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:14:22
Speaker
So go to soulcidity.co to learn more and join the learning experience now.
00:14:30
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
00:14:37
Speaker
We'll see you on the inside.