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: What's up, solopreneurs?
Speaker: Taylor here.
Speaker: Just wanted to introduce this episode real quick because it is a little bit different than any other episode we've done before.
Speaker: You are going to hear a coaching call with David, and he had some questions for us here on the show.
Speaker: So let me know if you like this type of content.
Speaker: And also, if you are interested in any of our coaching programs or
Speaker: or to be coached one-on-one, make sure you download the SoulCiety app or hit me up on social media.
Speaker: So I hope you enjoy the episode and let's jump into it.
Speaker: So we're here with David here.
Speaker: And can you ask that question one more time?
Speaker: Yeah.
Speaker: So what's your perfect recipe for a great scheduled day?
Speaker: Awesome.
Speaker: Yeah.
Speaker: My perfect day is, sounds like you're doing a lot of things, right?
Speaker: I mean, you're waking up early and I just had my second kid.
Speaker: So you're probably doing a lot better than I am right now.
Speaker: I got kids waking up halfway through the night and stuff.
Speaker: Yeah.
Speaker: But yeah, I think you're knowing it.
Speaker: I always tell people to start with, have you heard of 75 hard?
Speaker: Have you done that before?
Speaker: I've not heard of that.
Speaker: Okay.
Speaker: That's something you could look up.
Speaker: It's pretty basic.
Speaker: You're probably already doing a lot of this stuff right now, but it's this program by one of my favorite entrepreneurs.
Speaker: He's actually going to be on the podcast here soon.
Speaker: His name's Andy Frisella.
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.
Speaker: So one is like two workouts for 45 minutes each.
Speaker: One is indoor, one is outdoor, or at least one of them has to be outdoor.
Speaker: Then take a progress picture, reads, uh, 10 pages of a book and, um, drink a gallon of water and,
Speaker: I think that's it.
Speaker: And yeah, just do that every single day.
Speaker: So I think people get caught up more on like, oh, I know what's the perfect thing.
Speaker: What's, what's going to like propel me more than anything.
Speaker: But the perfect thing is the thing I would say that you can do consistently, like every single day.
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.
Speaker: Like they got to meditate for half an hour.
Speaker: Oh, they got to,
Speaker: 30 minute jog.
Speaker: Oh, they got to like plan out every little thing.
Speaker: But I see a lot of those guys do it for like four days and they'll miss a couple of days.
Speaker: So I think more than anything, it's just whatever you can do to stick to.
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.
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?
Speaker: Yep.
Speaker: Absolutely.
Speaker: But yeah, what does it look like for you?
Speaker: What have you been, I mean, you said a couple of things.
Speaker: What have you been doing typically in the mornings?
Speaker: Yeah, so like for me, my typical morning is wake up at six, go and work out right away.
Speaker: I get back home and I do something called priming.
Speaker: I don't know if you know from Tony Robbins.
Speaker: It's helped me a lot.
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.
Speaker: Nice.
Speaker: So that's a big thing I do.
Speaker: Then I read.
Speaker: I use an app called Blinkist.
Speaker: It dents its books down to 15 minutes.
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.
Speaker: So typically, you know, 6am go, I work out, I come back, get home by eight, eight 30.
Speaker: Then I eat, meditate, read.
Speaker: And then I'm typically out at the doors by 10, 1030.
Speaker: Then I have lunch break around one and then I'm back in the doors until it's pretty much it's dark.
Speaker: Yeah.
Speaker: Nice.
Speaker: That's killer, man.
Speaker: Yeah, I think if you can keep doing that schedule, I mean, you're going to crush it.
Speaker: A lot of people are just, you know, knocking a couple hours and here and there.
Speaker: So sounds like you're dominating.
Speaker: You've been getting pretty good results so far doing that.
Speaker: Yeah.
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?
Speaker: You get so excited and so hung up on that deal.
Speaker: And then the issue is all of a sudden falls through, say finance, your information doesn't work for them.
Speaker: And, you know, they don't qualify.
Speaker: Then some people, I feel like it was for me off the bat when I had that happen, it was like,
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?
Speaker: So I think the key, like what my boss always said is, you know, don't count the chicken, chickens till they hatch.
Speaker: And I think that's so true with, with closing deals.
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.
Speaker: They act like they're used to it.
Speaker: Otherwise like the person they're selling to is like, well, why is this guy all excited?
Speaker: Isn't he used to this?
Speaker: So I think that's a really good piece of advice I heard today.
Speaker: Yeah.
Speaker: For sure.
Speaker: But no, for sure.
Speaker: That's like, for me, what I think is going to be good and I think can be utilized well.
Speaker: Yeah.
Speaker: A hundred percent.
Speaker: And yeah, I mean, I talk about this all the time with my guys too.
Speaker: It's like just what your boss said, never get too high.
Speaker: I never get too low.
Speaker: Yep.
Speaker: Keep it pretty much even kill.
Speaker: Cause obviously we don't get paid on closed deals.
Speaker: We get paid on installs.
Speaker: Yep.
Speaker: It's like you can make 20 grand on paper, but tell that bad boy's installed.
Speaker: Doesn't mean a thing.
Speaker: Yeah.
Speaker: You get the SOW and then, yeah.
Speaker: Yeah.
Speaker: Yeah, I mean, that's huge.
Speaker: And then, like you said, just always keeping that attitude of, like, you don't care.
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.
Speaker: They're not, you know, being pushy.
Speaker: They're doing lots of takeaways.
Speaker: They're saying, hey, I don't even know if we can do this.
Speaker: Let's just see if it's even an option for the home.
Speaker: They're keeping it like that.
Speaker: And then a really good book I recommend for people to kind of help with that is Pitch Anything.
Speaker: I don't know if you've heard of that book, but.
Speaker: I feel good at that.
Speaker: It's probably on Boinkist too.
Speaker: So yeah, go check that out.
Speaker: Awesome.
Speaker: Yeah, for sure.
Speaker: But yeah, it sounds like you're, yeah, you're doing everything right, man.
Speaker: And if you can keep that consistent and just keep the schedule and,
Speaker: Yep.
Speaker: Keep doing those little things and think you'll kill it.
Speaker: Yeah.
Speaker: Thanks, dude.
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.
Speaker: How can I condense that day by day?
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.
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.
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?
Speaker: Right.
Speaker: That's huge.
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?
Speaker: Yeah, that's what I started to do for this month.
Speaker: So that's when I started doing, actually utilizing that.
Speaker: Nice.
Speaker: What does that look like for you?
Speaker: Like how many conversations do you need to have?
Speaker: What numbers do you need to hit to get your goals, would you say?
Speaker: Yeah, so I wrote it down for 2020 or 2022.
Speaker: So I said I wanted, you know, I want to make 500K in commission by the end of the year.
Speaker: And I broke that down.
Speaker: That's $42,000 a month and $10,500 a week.
Speaker: So...
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.
Speaker: You know how you always get people that don't even sit or don't answer.
Speaker: So then by then, if you at least close one of them, you're going to get that goal.
Speaker: Awesome.
Speaker: I don't really think about house amounts.
Speaker: I just think about how long can I, I schedule the times I'm out there.
Speaker: So I know I have to, you know, yeah.
Speaker: That's awesome.
Speaker: How many conversations do you think it takes you to get the four qualified leads?
Speaker: Man, probably like 130.
Speaker: Oh, really?
Speaker: 120 maybe.
Speaker: I mean, full-on conversations, I guess, most of the doors, usually they don't even talk to you.
Speaker: So maybe I'd say like 70.
Speaker: Okay.
Speaker: So that means it takes you like, what is that?
Speaker: Yeah.
Speaker: So it takes you like 20 conversations, pitches basically to get one qualified.
Speaker: Yeah, for one QL, that sounds about right.
Speaker: Okay.
Speaker: Yeah, that's a lot of doors, man.
Speaker: Oh, absolutely.
Speaker: See, I can be done.
Speaker: But then as you know, it's just about bringing those numbers down.
Speaker: Yeah.
Speaker: I mean, you can hit those numbers.
Speaker: That's a lot of working and stuff for sure.
Speaker: But I think you can, if you start to record yourself, just do everything you can to start to decrease those numbers.
Speaker: To where maybe it only takes, I don't know, 15 doors.
Speaker: If you're just tracking it like crazy, maybe you'll see that, oh, I'm going to tweak this.
Speaker: I'm going to overcome this objection better.
Speaker: And then you'll see maybe you're getting one QL out of every 15 leads.
Speaker: So I think that's kind of the next step, just tracking most things.
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.
Speaker: leads that could be hopefully give you a little better ratio.
Speaker: So you're pretty much just going to like every cookie cutter neighborhood and just hitting up everybody.
Speaker: Exactly.
Speaker: Yeah.
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.
Speaker: But for me, I've realized the best, you know, the best conversations I've had are the like middle income neighborhoods.
Speaker: It's where the savings matter that much more and they have decent credit.
Speaker: I think that's starting to be a way better situation.
Speaker: way better area, but obviously there's no such thing as a bad door.
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.
Speaker: You know?
Speaker: So.
Speaker: Yeah.
Speaker: I would just say, make sure you're focusing on more on the conversations that have the doors.
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.
Speaker: Probably one of, yeah, the best in the industry, I would say.
Speaker: Yep.
Speaker: And when we were knocking, we were skipping tons of doors.
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.
Speaker: They're not focusing on, oh, I'm just going to hit doors like crazy.
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?
Speaker: Yeah, I know.
Speaker: Half court shots with everyone and knocking crappy homes that have terrible roofs and stuff.
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.
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.
Speaker: What kind of savings do you really see in SoCal compared to their bills typically?
Speaker: They're insane.
Speaker: Yeah, because SoCal is – It's like a half in NorCal.
Speaker: Yeah, so it's about that, if not more sometimes.
Speaker: Yeah.
Speaker: So yeah, we can sell super high out here and still cut their bills in half and help them out a lot.
Speaker: So I think you said you're in Arizona, right?
Speaker: Yep.
Speaker: Okay.
Speaker: So people there, I know it's savings, but it's not quite as much savings.
Speaker: Is that right?
Speaker: Yeah, not quite as much.
Speaker: It's more so selling the ownership to the homeowner.
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.
Speaker: I feel like in California, they're not really worried.
Speaker: And I've been a lot of people, I'm worried about how it's going to look or all this.
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.
Speaker: I'm going to, nobody's putting anything in my roof.
Speaker: And like, that's kind of what the trend is out here.
Speaker: Yeah, sure.
Speaker: No, it's a great market though.
Speaker: A lot of people crushing it out there.
Speaker: So absolutely.
Speaker: Yeah.
Speaker: Well, I appreciate your time, Taylor.
Speaker: Yeah, man.
Speaker: We can hop on a little call.
Speaker: And, yeah, I think if you keep doing those things, there's no reason why you can't hit your goals this year.
Speaker: So excited to hear what, you know, what's going on.
Speaker: And then, yeah, let's do a follow-up call if you want later in the future.
Speaker: Oh, absolutely.
Speaker: See how things are going.
Speaker: Absolutely.
Speaker: Thank you, Taylor.
Speaker: I really appreciate it.
Speaker: Yeah.
Speaker: Cool, David.
Speaker: Hey, solopreneurs, quick question.
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