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 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?
Speaker: Taylor Armstrong here with another episode.
Speaker: As usual, I am your host of the Solopreneur Podcast, and we are here to help your life be much easier as a solopro by closing more deals, generating more leads and referrals, and hopefully having a much better time in the solar industry.
Speaker: Today we're gonna be doing a little live presentation breakdown.
Speaker: The numbers don't lie, we got some high downloads on our presentation breakdown, so hopefully it's useful to all y'all just breaking down some presentations, saying what they did good, what they did bad.
Speaker: But before we jump into this,
Speaker: you should be doing your own presentation breakdowns too.
Speaker: The best way to do it is by using an app called Ciro, S-I-R-O.
Speaker: I believe there's a wait list for it right now.
Speaker: We can link to the podcast we did with their creator, Mr. Joe Jordan.
Speaker: But you should always be recording your presentations and breaking them down yourself.
Speaker: And Ciro is just a way to do that easier.
Speaker: It breaks it down for you, divides it into sections, and makes it super easy to share with your teams.
Speaker: So that's the preface to this episode, but it is interesting to break down other people's presentations, see what we can take from them, see what we can learn, and I have a fun time doing it.
Speaker: Today we're going to do it a little bit different because I decided to take an actual presentation from YouTube.
Speaker: Hopefully I don't get sued for this or anything, but we're taking it to YouTube.
Speaker: If you haven't noticed, a lot of people are going on YouTube.
Speaker: They're posting content.
Speaker: They're posting their presentations, things that they're saying at the doors, and it gets pretty cool.
Speaker: So if you go just search on YouTube, like solar cells, there's a whole bunch of content now, which is really cool because me being the grandpa in this industry, when I first started back in 2016, there was like virtually nothing about solar cells on YouTube.
Speaker: So now we have all this.
Speaker: dope and fresh content.
Speaker: So go check it out.
Speaker: We're going to be actually listening to a presentation from the Lumi bros.
Speaker: Shout out to all my Lumi bros out there.
Speaker: That's Lumio, if you don't know, a huge company, part of that whole merger that used to be Lift Energy and DECA, I believe, a bunch of companies all merged together.
Speaker: A lot of great reps over there.
Speaker: I know a lot of guys have beef with Lumio.
Speaker: Some people hate you guys, but hey, it's all love for me.
Speaker: I appreciate my Lumio bros.
Speaker: So I'm going to be breaking down a presentation that I found on there.
Speaker: It's called how to set a solar appointment with the red snapper.
Speaker: So we're going to be hearing from the red snapper.
Speaker: I'm going to break down what he did good, what he could improve on,
Speaker: and see what's up.
Speaker: So let's dive into it here.
Speaker: And if you want, you can go watch this on YouTube before you hear the breakdown of it.
Speaker: Okay, we're going to jump into it.
Speaker: Okay, so right off the bat, great little icebreaker there.
Speaker: It says, we're with Amazon.
Speaker: Knocks the door.
Speaker: And what's cool about that, it keeps people on their toes, right?
Speaker: If you just say the same old, hey, how's it going?
Speaker: Especially with guys that look like they're not happy coming to the door or something.
Speaker: then a lot of times it's not going to break the preoccupation as well as you could.
Speaker: So I like that little line.
Speaker: I'm going to try that one out.
Speaker: The one I use sometimes is, hey, we're actually doing the Girl Scout cookies.
Speaker: Did you guys already get your order form submitted for it?
Speaker: So I'm like, get some confused.
Speaker: Like what the grabs their attention.
Speaker: But I like that Amazon line.
Speaker: Good stuff.
Speaker: Hello, we're with Lumio.
Speaker: If any of our guys come by to talk to you about the projects going on, I'm sure you've seen a couple of neighbors making the switch over to solar.
Speaker: We're just coming by to see if you guys have gotten the numbers or if you guys have called.
Speaker: Okay, and right off the bat, he does another good thing saying, hey, I'm sure you've seen some of our trucks coming by.
Speaker: Like that question.
Speaker: Another thing that kind of grabs their attention, gets them like thinking, wanting to hear a little bit more.
Speaker: So that is the first key.
Speaker: Anyone that's listening, you need to have some sort of line to grab their attention.
Speaker: That's a great one.
Speaker: I use the, hey, did you guys get the letter in the mail sometimes?
Speaker: Or did your neighbor Joe tell you what's going on in the neighborhood?
Speaker: Have you seen the trucks coming by?
Speaker: All that stuff.
Speaker: great little attention grabbers to start off the presentation.
Speaker: And then after that, he asked them about solar.
Speaker: And what's interesting about this, they're in Texas, if you didn't know.
Speaker: And I like hearing other areas because as you know, I'm in San Diego.
Speaker: If you start off a presentation like this, have you checked out the solar, you're probably going to get shut down.
Speaker: So it's cool that in other markets, you can be a little less sneaky and tell them what you're doing.
Speaker: And this is getting a little nitpicky, but for me, I like instead of just asking, have you gotten your numbers or have you gotten the proposal?
Speaker: I like to be a little more assumptive on that, especially in markets where they have probably checked out solar.
Speaker: Again, it's probably not as big of a deal in Texas, but in California, most of the time, if you ask the question like that, that he did, you're going to get shut down.
Speaker: So I like saying, hey, you guys probably looked into solar, right?
Speaker: Or you got your numbers for the solar, I'm sure, before.
Speaker: And then they're going to say yes or they're going to say no, right?
Speaker: Because in here, if you say that, a lot of times they're going to be like, oh, yeah, we checked it out.
Speaker: We're good.
Speaker: Not interested.
Speaker: Okay.
Speaker: So I like to be a little more assumptive with the question.
Speaker: But again, probably not as big of a deal in Texas.
Speaker: And then Holmes, we look at the power meter and then make sure you guys use enough energy.
Speaker: Then we would have Elliot come by sometime this week, whatever works for you, and just show you the numbers.
Speaker: Most people usually just want to see the numbers.
Speaker: Okay, good stuff.
Speaker: I'm pausing quick just because I'm going to forget the stuff I'm going to save.
Speaker: I know.
Speaker: So he goes, this is awesome.
Speaker: I love it when people say this.
Speaker: Out here in California, if people say, oh, solar is way too expensive, then I know it's basically a done deal.
Speaker: Because these people, that means they checked out probably a long time ago.
Speaker: when there were only cash options, they didn't know there are no money down options.
Speaker: And then when you can take them to that new knowledge, it's pretty much a done deal.
Speaker: Because most of the time that means that that was the one reason they weren't going somewhere.
Speaker: Okay, so great line that I've learned here.
Speaker: I probably didn't have done this in some other presentation breakdowns, but just asking, digging a little bit deeper.
Speaker: Hey, yeah, of course.
Speaker: How long ago was it that you guys looked into it?
Speaker: Oh, two years ago.
Speaker: Awesome.
Speaker: And so hypothetically, if there were an option where you didn't have to put any money down where the solar would go up with no out-of-pocket costs, then you probably would have done it back then.
Speaker: Is that safe to say?
Speaker: Awesome.
Speaker: And then you've just basically pre-sold them.
Speaker: If you can get them to agree to that and be like, yeah, that's the only reason we didn't do it.
Speaker: Then this is basically closed after that, right?
Speaker: You're getting in same day, boom, locking them down.
Speaker: So great thing to do.
Speaker: Dig a little deeper.
Speaker: Ask them how long ago it was that they looked into it.
Speaker: What was it they didn't like?
Speaker: See if you can get some more information from it because what you're going to do with that information, it's like they're showing you their poker cards.
Speaker: They're showing you all the ways to sell them if you can figure that out beforehand.
Speaker: And imagine your poker match.
Speaker: If you know exactly what your opponent has, it's a done deal.
Speaker: You're going to win no matter what.
Speaker: So that's what you need to do when you're gathering information at the door.
Speaker: I need to do my own due diligence.
Speaker: Yes, you do.
Speaker: Who is screwing me and who is not.
Speaker: Okay, we got an ad there.
Speaker: So apparently I need to sign up for a YouTube premium or whatever it is where you pay to skip the ads.
Speaker: But yeah, he goes on the offense, says, hey, that's the old program.
Speaker: And another great thing, I've done episodes on this, but he contrasts, right?
Speaker: What is contrasting?
Speaker: He's comparing what they're doing now with the old stuff, right?
Speaker: If you can get your homeowners thinking, hey, that's the old thing.
Speaker: I've got the new thing.
Speaker: Then they're going to be interested to hear more about what's going on with it.
Speaker: So he does a great job.
Speaker: Yeah, that's the old program.
Speaker: Now what they're doing is quite a bit different.
Speaker: You don't pay anything out of pocket.
Speaker: Okay, and a key thing that would have been great here is a takeaway.
Speaker: He already can get into closing and he already can get into setting the appointment, but he is missing the takeaway.
Speaker: So if you would have thrown in, yeah, that's the old program, what they're doing with this quite a bit different.
Speaker: So if you can combine the contrasting with the takeaway, the old versus the new with drawn it back, saying they may not qualify, then you're going to be unstoppable.
Speaker: So make sure you are doing some type of takeaway after you make these little contrasting statements.
Speaker: Let's jump back in.
Speaker: What was your name, by the way?
Speaker: I never said.
Speaker: What was your name?
Speaker: My name is Michael.
Speaker: That's major Michael.
Speaker: William.
Speaker: Hi, William.
Speaker: How are you?
Speaker: And so we would just show you what the house looks like from a satellite view.
Speaker: Just draw a line down the paper, show you apples to apples how much you guys would be able to save with solar.
Speaker: The old program, you spend $15,000, $20,000 out of pocket.
Speaker: Now you've...
Speaker: Good stuff right there again.
Speaker: He asked the name in the middle of the presentation.
Speaker: Another cool technique that is super powerful, how to win friends and influence people.
Speaker: It says that people love more than anything hearing their name repeated.
Speaker: So homeowner comes back, says, oh, I never said my name.
Speaker: He does the right thing.
Speaker: He just jumps right over that, gives a little chuckle, asks what the name was, and then says, nice to meet you.
Speaker: But after this, make it even more effective.
Speaker: Now start using the name in your presentation.
Speaker: So now say, hey, Mike.
Speaker: So, so, hey, Michael.
Speaker: So what's going on with this?
Speaker: He, you know, introduces himself again.
Speaker: But now that you have the name, start using that because people love hearing their name over and over and over.
Speaker: So if you can start to use their name, that's music to their ears.
Speaker: Make sure you're using the name as much as you can.
Speaker: They do not pay attention.
Speaker: couple of bucks here for the permits or for the designs or even for the install.
Speaker: And the first ones are actually free.
Speaker: And then you just start saving month one.
Speaker: So, um, you know, people are going to do my own due diligence and that's like, and that's what we do so far.
Speaker: The quotes are all over the place.
Speaker: You know why?
Speaker: Cause you got a lot of out of town companies coming out here giving ridiculous prices.
Speaker: So we're actually local.
Speaker: We're an in-house company.
Speaker: We're going public.
Speaker: And our whole goal is to be the whole home experience provider for you.
Speaker: We do more than solar.
Speaker: We do home improvement.
Speaker: So windows,
Speaker: Okay, another good thing he does there is, you know, gives a reason why he's hearing these quotes all over the place.
Speaker: Oh, there's a lot of out-of-town companies.
Speaker: But again, it would have been more powerful if he can figure out what these quotes were that he's getting.
Speaker: How long ago did he get them?
Speaker: What type of quotes were they for?
Speaker: How many panels?
Speaker: Things like that.
Speaker: Because he's just shooting in the dark and he's saying, oh, well, the reason why you have all these out-of-town companies.
Speaker: What if the last three guys who came said the exact same thing that they're local?
Speaker: You know, I...
Speaker: um but the tax credit is the biggest catch that's the reason why people are going solar right now you want to make sure that you guys qualify for that you have taxable income over forty thousand dollars which i'm sure you do and then like this person they got it was like fifteen thousand dollar tax credit and so that that goes into the the value of the system so you guys get locked in at a fixed rate and then again all you do is you stop paying that electric bill and you start paying cheaper solar payment do you know about how much you guys are paying for electricity right now right now we're we're we're doing
Speaker: Okay, good.
Speaker: So he starts throwing benefits and you just got to make sure you're not throwing too many benefits at him because he's saying great things, but people's attention span is seven seconds, right?
Speaker: Studies show that we have less attention than a goldfish.
Speaker: So he did a pretty good job, but he went a little long in throwing out the benefits, right?
Speaker: Chances are that the homeowner was not even listening to the last like six, seven seconds of those benefits he was throwing at him just because he already lost him.
Speaker: People don't have the attention span.
Speaker: So you got to throw in a question.
Speaker: You got to tie into a story because if you just give out benefits, people are not listening.
Speaker: But what he did do well is at the end of it.
Speaker: He asked a question, right?
Speaker: So many new reps, they just throw out benefits and then they just wait.
Speaker: They think the homeowner is going to bow down, kiss their feet and say, oh my gosh, that's awesome.
Speaker: Where do I sign?
Speaker: Never going to happen.
Speaker: You have to make sure you're throwing a question at the end.
Speaker: You never just leave it benefits and then just leave it quiet at the end.
Speaker: Never going to work.
Speaker: Well, usually never going to work.
Speaker: Never say never.
Speaker: crazier things have happened.
Speaker: But he asked a qualifying question, which was good.
Speaker: How much energy do you use?
Speaker: And I like tying this in with the takeaway as usual.
Speaker: So not everyone qualifies.
Speaker: That's actually why I'm here.
Speaker: So, hey, Michael, do you know about how much energy you guys use?
Speaker: Do you know about how much you pay?
Speaker: Again, using the homeowner's first name, music for theirs, and then asking that question.
Speaker: and a half ago, or over a year ago, at about 10 cents a kilowatt.
Speaker: So I'm good for right now.
Speaker: What I need to do is get things
Speaker: Okay, this gets a little, we'll skip over some of this.
Speaker: Homeowner's just saying how he has a sweet deal with electricity.
Speaker: Texas, you got the deregulated energy.
Speaker: And so there's multiple utility companies.
Speaker: He talks about how he signed a contract with one of the companies out there.
Speaker: And yeah, I mean, you got to act interested when people are throwing, just talking.
Speaker: You get people like to talk.
Speaker: Sometimes it's stuff that's not interesting at all, but you got to act like you're interested that you're there.
Speaker: One of the best tricks for this I discovered in Lenny Gray's book.
Speaker: It's called More Door-to-Door Millionaire.
Speaker: I think it's in the second one, but he talks about, I forget what he calls the technique.
Speaker: Need to go look at it.
Speaker: But anytime someone is just spewing out information, you're acting interested.
Speaker: The secret is you got to ask one more question after all this and then go back into what you're saying.
Speaker: So this works great with people that like to interrupt you.
Speaker: Maybe they're old.
Speaker: Maybe they're just talkers.
Speaker: So in this example, you'd be like, oh, that's awesome, Michael.
Speaker: How long you've been in that new rate plan?
Speaker: Cool.
Speaker: And then you can go back to what you're saying.
Speaker: So ask them one question that's showing them that you're actually interested in what they're talking about.
Speaker: And then you can go back into what you're saying.
Speaker: So one question and then go back.
Speaker: It's kind of like a little pick and roll if you're a basketball fan.
Speaker: Lenny Gray, he has a name for it, but you need to go check it out.
Speaker: Cool.
Speaker: It's not going to happen.
Speaker: I can go back and look, but that's where I'm actually with friends.
Speaker: rent money that you never get back.
Speaker: You're just giving that to the on-corp, right?
Speaker: The main energy provider that owns the grid.
Speaker: And they're going to be going up a lot.
Speaker: At the end of the day, these guys are a bunch of investment bankers that are about the bottom dollar and they're already investing in solar farms.
Speaker: Okay.
Speaker: And he's going into more benefits, which is awesome.
Speaker: You can tell that this guy has studied some Noxstar stuff.
Speaker: He's using some lines from Noxstar from Taylor McCarthy, which is great.
Speaker: Go check out his contents or maybe listen to the podcast even.
Speaker: Okay.
Speaker: But
Speaker: A lot of Taylor McCarthy lines in there, you're going to redirect your energy payment or your energy bill towards a system that you own.
Speaker: So it's the redirection program.
Speaker: And then another thing he said is that we're just going to give you a comparison.
Speaker: We're going to draw a line down the middle of the paper, show you apples to apples, and then you can judge for yourself and opt in or opt out from it.
Speaker: Those are some tools that Taylor McCarthy uses, the line down the middle of the paper and the redirection.
Speaker: So great stuff.
Speaker: And we're going to cut it off right there.
Speaker: We may do a part two of this.
Speaker: It is long.
Speaker: It's like a 21 minute presentation.
Speaker: So we'll probably do a part two.
Speaker: Let me know if you want to hear a part two.
Speaker: But great stuff in general.
Speaker: You can tell this guy's been knocking for a while.
Speaker: He has some great lines.
Speaker: You're going to book a lot of appointments by doing what the red snapper he calls himself does a
Speaker: The last thing I'll say about this is he just needs to drop more names.
Speaker: I didn't hear one name drop in that entire presentation.
Speaker: So the more names you can drop, the better.
Speaker: So if you would have been like, hey, you know, Karen next door, right?
Speaker: You know, Joe, he's the one with the big, uh,
Speaker: Harley across the street.
Speaker: They have Pitbull in the driveway.
Speaker: Yeah, you've seen him.
Speaker: Cool.
Speaker: Well, yeah.
Speaker: So he actually checked out the same old program you were talking about.
Speaker: It was going to cost him like, I don't know, 50 grand to put panels on his roof.
Speaker: I'm guessing that's about the same as you guys.
Speaker: Yeah, exactly.
Speaker: So that's why I'm here.
Speaker: What he found, it's quite a bit different.
Speaker: He didn't have to come up with any money out of his pocket.
Speaker: He didn't need to win the lottery.
Speaker: He didn't have to take money out of his checkings account or divert from his stock portfolio and none of that.
Speaker: All he did was
Speaker: was pay a cheaper monthly bill and actually have the panels go up on his roof.
Speaker: So stuff like that, you got to paint the picture in their head and the more names you can drop, the more believable it's going to be, the better off you're going to be, the more appointments you're going to set.
Speaker: So that's the last thing I will wrap up with this.
Speaker: Make sure you're name dropping.
Speaker: Great stuff in there.
Speaker: And yeah, go watch these YouTube videos.
Speaker: A lot of great things you can learn.
Speaker: But more than anything, make sure you have a good mentor.
Speaker: to learn from.
Speaker: You can watch all these YouTube videos, which are great.
Speaker: Some are better than others.
Speaker: Some guys don't know what they're talking about as much.
Speaker: This one was good.
Speaker: Make sure you have a solid guy to learn from.
Speaker: You can invest in our Soul Society program, get access to myself and other coaches if you don't have that type of support.
Speaker: But get with people that are out there closing deals and that are having a lot of success because more than anything, that's how you're going to learn this game aside from just watching YouTube videos and hearing the podcast.
Speaker: which are awesome tools, but you need more than that.
Speaker: So hopefully that was helpful.
Speaker: We'll do a part two, most likely here on the next episode.
Speaker: And yeah, let me know if you like this type of presentation breakdown, if it's helpful and we will keep doing them.
Speaker: So with that said, we'll see you guys on the next episode.
Speaker: Thanks for listening to the show as usual and keep closing deals.
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 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.
