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 solopreneur you might ask?
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.
Speaker: Hey what's up solopreneurs today we're going to be breaking down a live door presentation.
Speaker: I'm
Speaker: in February or whenever you are listening to this.
Speaker: And before we jump into the content today, I've got two huge announcements.
Speaker: So excited.
Speaker: The first one is if you have not gotten your tickets to a SolarCon yet,
Speaker: The discount is, I think it's going down by 5% the end of this month.
Speaker: We are in February.
Speaker: If you're listening to this after February, then you can disregard this.
Speaker: But you got five more days to get an extra, I think, 5%, 10% of discount.
Speaker: And once again, you can use our coupon code, Taylor, if you want to get 10% additional discount.
Speaker: And then the second big announcement is, going along with that, is we are finally ready to announce the details for our first ever Solopreneur Live event.
Speaker: Okay, you've heard me drop some hints.
Speaker: You've heard me talk about it the past few episodes.
Speaker: But now we're finally ready to drop some, reveal some details about it.
Speaker: Okay, so here's the nitty gritty.
Speaker: It's going to be April 17th, the day before SolarCon.
Speaker: We just signed the contract for the venue.
Speaker: The venue is going to be, wait for it.
Speaker: You've never heard a venue like this.
Speaker: It's going to be at an aquarium.
Speaker: How cool is that?
Speaker: We're literally going to have it in front of, I think it's a shark tank.
Speaker: And we're going to jam on solar.
Speaker: We're going to network.
Speaker: We're going to have some awesome lunch.
Speaker: It's going to be super cool.
Speaker: So make sure you don't miss out on this.
Speaker: Guys, it's the first Solapreneur event ever, and it's going to be thebomb.com.
Speaker: So make sure you go grab your tickets now for it.
Speaker: If you don't do it, we might as well just throw you in the Shark Tank.
Speaker: Okay, so once again, April 17th.
Speaker: It's not going to be an all-day event, but we've got some VIP.
Speaker: We're going to drop some more details.
Speaker: Got some after-party VIP stuff we're going to do.
Speaker: The main event is going to be from 9 a.m.
Speaker: to 3 p.m.
Speaker: We've already got several speakers confirmed.
Speaker: I'm going to be dropping those as they come.
Speaker: The theme of the event is going to be on referrals.
Speaker: That's going to be...
Speaker: major part of it so if you would like to get more referrals if you'd like to master the referral game and be able to not only just knock doors but have leads come in on autopilots have people calling you referring their friends family then make sure you get in on this hey and we've already said how you can get a free ticket to it but once again here's how you get a free ticket
Speaker: You go buy your ticket to SolarCon, you use our coupon code, and you've got your free tickets.
Speaker: Okay, and then the webpage for it, it should be up by now, is bootcamp.solarpreneurs.com.
Speaker: It's bootcamp.solarpreneurs.com.
Speaker: Okay, so here's the takeaway.
Speaker: Go to bootcamp.solarpreneurs.com.
Speaker: And all you got to do is submit your screenshots that you purchased the solar con ticket.
Speaker: You're going to get a free ticket included.
Speaker: Okay, so go grab it.
Speaker: I feel like we should just end the episode there because so excited about it.
Speaker: Okay, but can't wait to see everyone at it.
Speaker: And the two, yeah, the two announcements again, make sure you go get your ticket now because not only we have a limit on our events, but number two,
Speaker: You're going to miss out on a bigger discount for SolarCon.
Speaker: Be able to hang out with everybody there.
Speaker: So go grab your tickets right now.
Speaker: What are you doing?
Speaker: Okay, so let's get into the topic of the episode.
Speaker: So I decided to do a little break.
Speaker: It's been a little bit, but back by popular demand, we're doing a little solar presentation breakdown.
Speaker: And this one is by my friends over on YouTube, the Snapper Academy.
Speaker: Got my guy, Will Ellermitz.
Speaker: I have a ton of respect for this dude.
Speaker: Actually, we've been...
Speaker: We've been trying to plan a podcast for a while, but this guy hustles.
Speaker: Got to hand it to him.
Speaker: He is cranking out videos, cranking out content.
Speaker: I see him at all these events just full of energy.
Speaker: So go shoot his YouTube channel.
Speaker: Follow it's Snapper Academy over on YouTube.
Speaker: Definitely one that I pay attention to.
Speaker: But he does a lot of little solar breakdowns and or just like door knocking videos rather.
Speaker: This one in particular, he was in Oklahoma City with his team.
Speaker: Looks like he's got a lot of brand new dudes there, but we're going to break down just one of his door presentations.
Speaker: Here how it went.
Speaker: I'm going to give some feedback.
Speaker: Let's see what happens.
Speaker: We're in Oklahoma on day two.
Speaker: So these guys are brand new to the door-to-door industry.
Speaker: So I'm super excited to show what we got.
Speaker: And let's go out there.
Speaker: Let's go get some appointments, guys.
Speaker: Let's get it.
Speaker: All right, guys.
Speaker: So as we're going from door-to-door, I need one of you guys to, like, run up to the door first and knock it.
Speaker: You know what I mean?
Speaker: Because sometimes, like, guys will be, like, dragging behind me.
Speaker: And then, like, I'm the one knocking.
Speaker: So I need you guys to, like, work with me.
Speaker: So, like, as we're, like, going to, like, each door, one of you, like, book it up there, knock it, and then we'll go and hit it together, right?
Speaker: All right, let's get it.
Speaker: Yes, ma'am.
Speaker: My name is William.
Speaker: I'll come to the chase and give you the short version.
Speaker: You guys are using OG&E for electricity.
Speaker: They just had the fifth rate hike.
Speaker: And so we're headed to another appointment because obviously there's been a ton of inquiries about a lot of your neighbors that are upset about all these rate hikes.
Speaker: I think it went up by like $30 a month on average.
Speaker: So just right off the bat, I know Will, he's got a ton of energy.
Speaker: He can tell that he's excited, but I think he's just talking to
Speaker: Way too fast here.
Speaker: You got to slow it down, dude.
Speaker: He's spitting out information in this video.
Speaker: In case you're curious, it's titled Solar Market Word Tracks door-to-door sales.
Speaker: So you can go watch what I'm talking about.
Speaker: But if you were actually watching the video version, then the other thing you see is this lady.
Speaker: She does come out of the door, which is great.
Speaker: If you can get them outside their screen door, they're automatically paying more attention to you.
Speaker: But the downside is, is as he's talking to her, she doesn't really look at him, doesn't look like she's engaged or paying attention until about, I don't know, 15 seconds in.
Speaker: So as a professional door knocker, you got to be paying attention to these body cues.
Speaker: Like, are you talking too quick?
Speaker: If it's especially if it's like an older lady, this lady, she doesn't look like ancient, but, you know, middle age, slightly older black lady looks like.
Speaker: So especially...
Speaker: You got to know your audience, right?
Speaker: Maybe sometimes you are talking quicker.
Speaker: It's a bull coming in the door, someone rushing the door.
Speaker: What do you want?
Speaker: What do you want?
Speaker: What do you want?
Speaker: Yeah, probably going to talk quicker for those people.
Speaker: But if it's a lady coming in the door, she's walking outside, you're probably slowing it down.
Speaker: Hey, how are you?
Speaker: Have you heard what's going on out here?
Speaker: Asking questions.
Speaker: So I would have loved to hear some more.
Speaker: questions and just overall more engagement.
Speaker: Let's check it out.
Speaker: So a lot of people are having to pick between like, do we get medicine?
Speaker: Do we get groceries or do we pay our freaking electric bill?
Speaker: How long have you, how long do you guys live in the house for?
Speaker: 55 years.
Speaker: 55 years.
Speaker: Wow.
Speaker: Oh my gosh.
Speaker: It's really like a celebrity here.
Speaker: I guess.
Speaker: Yeah.
Speaker: So the idea here is that instead of paying the utility company, you would redirect that into a much lower amount.
Speaker: Let's say your average bill, like you said, is $120.
Speaker: So let's say with solar, it'd be $100.
Speaker: And then you'd have a connection fee of $10, right?
Speaker: So what's going to happen then is, you know, five, 10 years from now, when the rates double, triple, you're not dealing with that inflation anymore.
Speaker: And there will be a date where you're getting free power to the home.
Speaker: It's really just option A or option B. Option A with the utility company, you're at the mercy of them, right?
Speaker: They could raise the rates and now you're just... Okay, so yeah, still would have loved to see more engagements.
Speaker: She is at least looking at him when he's gone through those and he does have some solid word tracks.
Speaker: He's smooth.
Speaker: A lot of these lines he gets from Taylor McCarthy until he studied Taylor McCarthy.
Speaker: But yeah, like you like the word track.
Speaker: A lot of people are having to choose between paying their buying their medicine and paying their electric bill.
Speaker: Yeah, that's a good line to use.
Speaker: I like that.
Speaker: They try it.
Speaker: But just a side note here.
Speaker: Whoever is shadowing him, this is just a kind of a pet peeve of mine.
Speaker: But if you're watching the video version, I know sometimes you're just hearing these things, but he's got someone shadowing him.
Speaker: This dude shadowing him, it's probably his first day.
Speaker: Yeah, so...
Speaker: He probably doesn't know, but if you are someone that's shadowing someone else, don't just be standing there, hands out front, staring straight at the homeowner.
Speaker: It comes across a little, I don't know, maybe too much.
Speaker: Just be staring like that.
Speaker: And this lady, she was probably fine with it, but some people, you're probably going to freak them out if you're just standing there looking straight at them.
Speaker: So this guy, it's like, when I have my setter shadow me,
Speaker: I will have them just fiddle around with something, act busy, give them some cars to kind of rifle through, like act like you're there for a reason.
Speaker: You're not just sitting there to stare.
Speaker: So that's a side note.
Speaker: But yeah, let that be a lesson to you next time you're shouting someone on the doors.
Speaker: All right, so let's see where it goes from here.
Speaker: paying $30 more, $360 a year for the same amount of power, and you don't have any return on that investment, right?
Speaker: They're never going to write you a check at the end of the year for being a loyal customer.
Speaker: Whereas with solar, you would get all that money back when you sell the house because you're building equity into the home.
Speaker: Right.
Speaker: So it's a pretty simple process.
Speaker: My job is really just to build out the energy report for you and then dropped it off with an engineer.
Speaker: I get it.
Speaker: Not here to strong run me into it.
Speaker: Just, just here to give you the information and pass the good word.
Speaker: Have you guys sat down with somebody before to see if you guys would agree for it?
Speaker: Really simple process though.
Speaker: We are meeting with four of your neighbors today.
Speaker: So our engineer could stop by.
Speaker: He's actually right around the corner right now meeting up with your neighbor, Terry.
Speaker: Do you have 20 minutes later today or only two or three?
Speaker: Three is better.
Speaker: His name's PJ.
Speaker: He's awesome.
Speaker: He can sit with you right here.
Speaker: He's got a small corner of a table and he'll just give you that information.
Speaker: And then you got as much time as you want to think about it, pray about it, talk to your friend about it.
Speaker: Okay.
Speaker: So yeah, one of the issues here, it's been a minute since I watched the Snapper Academy videos, but they do tend to edit their little videos a little bit more than some other people on YouTube.
Speaker: Okay, maybe he's cherry picking his comments.
Speaker: Now get it, sometimes you're gonna edit some stuff out of there.
Speaker: But we do miss some context.
Speaker: Seems like there were some objections that were skipped over.
Speaker: Like he's almost handling objections when we don't know exactly what was said.
Speaker: But just in general, a big thing here and a common mistake I see all the time is people are selling way too much solar at the door.
Speaker: when they should be selling the appointment.
Speaker: And don't say the word appointment.
Speaker: That's the other thing.
Speaker: You're not there for an appointment.
Speaker: You're there to pop by for another visit.
Speaker: Okay, because appointment sounds scary.
Speaker: But he is doing a lot of selling the benefits of solar, saying what's great, what's good.
Speaker: And that's great.
Speaker: People need to know.
Speaker: But especially from the body language of this lady, she probably doesn't know what's going on.
Speaker: And what happens when you give people a ton of information, a ton of benefits?
Speaker: They feel like, oh, I need to think about this.
Speaker: This is too much.
Speaker: I need to wait.
Speaker: So what my guess is, is that this lady, she probably hit them with the objection, oh, I need to think about this.
Speaker: because there was just so much information given, and especially in a newer market like this, Oklahoma, I don't think that much solar is being sold yet door to door.
Speaker: I don't think it's a huge market from what I know at this time of this recording.
Speaker: So you're probably going to run into that more where markets like California, San Diego, where I'm at, like people know what's going on there.
Speaker: So yeah, maybe you can get away with giving a little bit more information.
Speaker: But you want to keep it super simple and you want to sell the appointments, the pop by.
Speaker: You want to sell the pop by way more than you're selling the benefits of solar and it add an equity and it's locking in fixed rate.
Speaker: Like literally what I train my guys to do here.
Speaker: is they say, yeah, all we do, we come back to reports, but just so you know, it just locks you in a set rate, prevents future rate increases.
Speaker: So we just see which homes qualify for.
Speaker: We'll come with all the details.
Speaker: Because people are busy and then people don't need to know that much information at the door.
Speaker: You just need to create the intrigue, do the pullback takeaway, which probably should have been done a little bit more here as well.
Speaker: And that's what gets people to actually
Speaker: want to check out what you're doing.
Speaker: Right.
Speaker: So let's hear the end here.
Speaker: So he walks off again, probably missing some context here.
Speaker: I don't know if he got her.
Speaker: I guess he at least got her phone number.
Speaker: Right.
Speaker: But that right there is super soft appointments.
Speaker: Hey, and if I was booking that, I wouldn't even call that an appointment really.
Speaker: Yeah, I would go back.
Speaker: But from the looks of it, I don't think there's a bill.
Speaker: We don't know if the decision maker, if she was the only decision maker or very little we know about that.
Speaker: And part of it is because, yeah, we don't we're missing some.
Speaker: bits and pieces of the video.
Speaker: But if you're listening to this, and that is how you set your appointments, then you need to ask yourself, am I actually sitting with that many people?
Speaker: Because out here, I give that appointment a one in probably five chance of sitting down.
Speaker: Not very likely.
Speaker: Just because it was at the door, there was no attempt to get inside the home.
Speaker: If we want to create solid appointments, we need to be getting inside the home.
Speaker: We need to be pulling, at the very least, pulling them to the side of the house, to the meter, to the backyard, stepping to different areas.
Speaker: And it was, yeah, she did come outside of her door, which is good.
Speaker: But at the very least, you need to move these people to a different part, a different section of the yard, of the home, preferably get inside the house, right?
Speaker: And then there needs to be a bill, right?
Speaker: There needs to be an attempt to get the bill.
Speaker: I didn't hear that.
Speaker: Maybe there was an attempt.
Speaker: She shut him down.
Speaker: Maybe she didn't have it.
Speaker: Hey, and then it was good.
Speaker: He got the phone number.
Speaker: He said he's going to do group text.
Speaker: But make sure as you are getting people's numbers, you need to text them on the spot.
Speaker: You need to make sure they get it.
Speaker: You need to have them respond with emoji.
Speaker: Send something back right away.
Speaker: Because if you don't do that, I text people all the time.
Speaker: or I have text people all the time after I get their numbers, most of them aren't going to actually respond.
Speaker: You get ghosted.
Speaker: So make sure you are starting that emoji relationship, that text relationship.
Speaker: And also, like, it won't show up as a recognized number on iPhone until you respond.
Speaker: I know for me, when I get, like, unknown texts,
Speaker: the number shows up as like unknown, something like that until you actually respond to it.
Speaker: So that's the other reason for it.
Speaker: Okay, so yeah, a lot of good word tracks in there.
Speaker: Like Will said some great stuff.
Speaker: And I know like we're not always going to set rock solid appointments.
Speaker: But we always need to attempt to set more solid appointments.
Speaker: Okay, and just be aware of
Speaker: Like you got to play it by ear too.
Speaker: If someone's super busy, super busy.
Speaker: I was actually knocking with one of my coworkers down here last Saturday and they're pushing super hard to get inside the house.
Speaker: We're in the garage.
Speaker: This guy, he was giving us the time limit and be like, Hey, I got to go.
Speaker: I got to, I got to go.
Speaker: You got two minutes, um, trying to create his own frame, which made it tough.
Speaker: And I was just shadowing.
Speaker: So I didn't really step in there.
Speaker: But my buddy that was knocked on the door, he keeps going.
Speaker: He talks like another three, four minutes.
Speaker: And then he attempts to get inside the home after that.
Speaker: So it's like, we got to be aware, dude, if they're in a rush, like we can't, we can't attempt to get inside the home if they just give us two minutes and then that lost them the potential appointment.
Speaker: Right?
Speaker: It's like if someone says, hey, I'm going to hurry, I got to go.
Speaker: Be like, oh, yeah, absolutely.
Speaker: I actually have to run to your neighbor, too.
Speaker: We have to get to, like, seven more people on the street here.
Speaker: So we'll make it.
Speaker: I got to be super quick myself.
Speaker: But this is what's going on.
Speaker: I'll be back with your savings report.
Speaker: I got to run here, too.
Speaker: We'll just leave this form.
Speaker: We'll come back with the report.
Speaker: Word tracks like that.
Speaker: Okay.
Speaker: But if you know they're on a time deadline, don't be tempted to get inside the home.
Speaker: Like, give them the condensed version.
Speaker: and make sure you control the frame.
Speaker: Okay, so sorry to ramble a little bit, but you can go watch this full video.
Speaker: There's another, I think, 30 minutes of this.
Speaker: And I'm sure he has a lot better doors too.
Speaker: We all got bad doors, we all got good doors, but it's always on to the next one.
Speaker: So hopefully you enjoyed that little presentation breakdown.
Speaker: Hey, send me your presentations if you would like to be featured on the podcast.
Speaker: And always looking for
Speaker: people's presentations review.
Speaker: And by last thing I'll say, I'm by no means I'm perfect.
Speaker: I've reviewed my own presentations on the podcaster.
Speaker: I can rip myself apart.
Speaker: Okay, so we can all judge other people, but I'm willing to get take the heat myself.
Speaker: And Will's my boy.
Speaker: So I know he'll be cool with me breaking down his video a little bit.
Speaker: But that's how you get better people.
Speaker: So hopefully you have the humility of
Speaker: to be coachable.
Speaker: And I believe that that is one of the best traits all of us can have.
Speaker: And that's how we can make massive improvements in the solar industry.
Speaker: Okay, so go grab your ticket again for SolarCon.
Speaker: Can't wait to see you at our master referrals event, our solar referral bootcamp.
Speaker: Go to bootcamp.solarpreneurs.com.
Speaker: And we'll put that in the show notes.
Speaker: Okay, we're just barely
Speaker: are locking down the domain and everything though.
Speaker: So that should be correct, but refer to the show notes and that's going to be the website to grab your ticket for the event.
Speaker: So we'll see you all there.
Speaker: Keep crushing.
Speaker: Hope you have an awesome week.
Speaker: I love you.
Speaker: Thank you so much for tuning in the podcast.
Speaker: We'll see you on the next one.
Speaker: Peace.
Speaker: Hey Solarpreneurs, quick question.
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?
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.
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.
Speaker: And it's called Solcitee.
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.
Speaker: Currently, SoulCity is open, launched, and ready to be enrolled.
Speaker: So go to SoulCity.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
Speaker: We'll see you on the inside.
