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Another LIVE Solar Presentation Breakdown
64 Plays3 years ago
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Transcript
Taylor's Solar Success Journey
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 Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
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.
00:00:41
Speaker
Yo yo what's going on solopreneurs my name is Taylor Armstrong I'm your host and we are back with another episode of the solopreneur podcast.
00:00:50
Speaker
Thanks for being here with us today as usual it's your first time or if it's your first time rather listening to the show
00:00:56
Speaker
We are here to help you close more deals, generate more leads and referrals, and rock it in the solar industry.
00:01:03
Speaker
So hopefully you've been able to do that if you are a long-time listener of the show.
00:01:08
Speaker
It means a lot if you've sent us messages, or just let us know how this show has helped you improve your game, because that's what it's all about, improving every day.
Challenges of Door-to-Door Sales
00:01:18
Speaker
We're coming up on the summer months.
00:01:20
Speaker
Depending on where you're knocking, it is getting hot out there.
00:01:23
Speaker
So I hope you're doing like my friend Taylor McCarthy says, filling up your cooler full of beverages, getting out there, getting your spray bottles, whatever you need, and just grinding.
00:01:34
Speaker
And I'm not going to lie, I am not used to that because I'm here in San Diego.
00:01:40
Speaker
I was complaining last week because we were in like 85 degrees weather.
00:01:43
Speaker
I'm like, man, this is a blazing hot out here.
00:01:46
Speaker
So for all those that are knocking for real in like super hot temperatures, you got my respect because my game has gotten a little weak being here in San Diego, but that's fine.
00:01:57
Speaker
You can stay out of my turf all you want.
00:02:00
Speaker
San Diego sucks.
00:02:01
Speaker
Weather's good, but San Diego sucks.
00:02:03
Speaker
So don't ever come here.
Live Door Breakdown Segment
00:02:06
Speaker
Anyways, today we're going to do another back by popular demand, another little live door breakdown.
00:02:14
Speaker
gotten a lot of great feedback saying that some of these live breakdowns have helped you know people improve their presentation a lot on the doors and just gotten some great takeaways from and it is actually one of our most listened to episodes some of the live door breakdowns we've done it's cool because we can talk about things but it's nice to hear a little like in-game footage
00:02:39
Speaker
I like to think of it as watching an NBA Finals game versus sometimes we're just talking this talk on concepts.
00:02:47
Speaker
We're going to break down a live presentation today and it is from my friend Anthony Ampruo.
00:02:52
Speaker
You can go shoot him a follow, but he has been with our company for I think about six months now and very appreciated that he let us share this little clip of his presentation on the doors.
00:03:07
Speaker
So there's a lot of great things in here.
00:03:08
Speaker
This guy, he's experienced, got a lot of experience setting appointments here in Southern California.
00:03:15
Speaker
And so I think you're going to get a ton of takeaways.
00:03:17
Speaker
So we're going to break down the good and then a few little tweaks that maybe you can make.
00:03:21
Speaker
But for the most part, you're going to hear a lot of great stuff that I think you could take and implement today.
00:03:27
Speaker
So let's jump right into it.
00:03:29
Speaker
I'm going to pull up the recording here and as usual,
00:03:32
Speaker
If you are not recording your presentations, the easiest and best way to do that is with Ciro.
Improving Sales Presentations with Ciro
00:03:39
Speaker
If you haven't listened to that episode of their founders, we'll link to it in the show notes.
00:03:43
Speaker
But Ciro is a great tool to record your presentations, get feedback from coaches, and then go out and implement right away.
00:03:52
Speaker
And if you want the best feedback on the planet, you can join our Soul Society program.
00:03:58
Speaker
which will give you feedback from our coaches and mentors and ways you can make instant improvements.
00:04:05
Speaker
So let's pull up this recording here and jump into it.
00:04:09
Speaker
Let me just find it.
00:04:11
Speaker
Okay.
00:04:13
Speaker
So you're shuffling around at the door a little bit.
00:04:15
Speaker
So I'm gonna skip to the action here.
00:04:27
Speaker
Okay, so already some great stuff here.
00:04:47
Speaker
Awesome opener.
00:04:49
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I love doing that.
00:04:50
Speaker
Mine is very similar.
00:04:50
Speaker
Hey, we're just serving in the homes.
00:04:53
Speaker
And this is California way of approaching it, right?
00:04:56
Speaker
In saturated areas, you can't really come right out saying you're doing solar.
00:05:01
Speaker
I know this may work in a lot of other markets.
00:05:03
Speaker
Like I hear my friends in Texas that come and say, hey, we're doing your neighbor solar.
00:05:08
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You guys looked into it and that's working for them.
00:05:10
Speaker
But in California, that usually does not work.
00:05:13
Speaker
So depending on where you're at, consider adding some type of opener that creates interest, that creates intrigue.
00:05:20
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That's like, whoa, I thought this guy was selling something.
00:05:23
Speaker
What is he doing?
00:05:24
Speaker
And then you notice he adds in there, oh, did you guys get this in the mail from Edison?
Engaging Homeowners with Physical Items
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And then he hands them a little slick.
00:05:34
Speaker
This is my favorite way to grab people's attention and just get yourself closer to the homeowner.
00:05:41
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Because if you're far away, if people are behind a screen door, you're never going to get anywhere with them 99% of the time.
00:05:48
Speaker
So carry around some type of slick.
00:05:50
Speaker
It doesn't really matter what's on it.
00:05:52
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You can put whatever basically on it.
00:05:54
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But the purpose is you're going to get close to the homeowner and you're going to kind of break down a barrier with it.
00:06:02
Speaker
And little side note on that.
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He says, did you guys get to send this in the mail?
00:06:07
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I actually was saying that.
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Speaker
Obviously, we're not sending stuff in the mail.
00:06:11
Speaker
Maybe some companies are, which is a great idea.
00:06:13
Speaker
Maybe send something beforehand, then you go hit the area.
00:06:17
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But I actually got in trouble with this.
00:06:18
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I was knocking a pretty close-knit community and knocked on the president of HOA's door.
00:06:26
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I said this exact thing.
00:06:27
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You guys probably got sent this in the mail, and they didn't.
00:06:31
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And I went back the following day, knocked me again.
00:06:35
Speaker
The president of HOA drives back, or catches me knocking, and comes.
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and asks what's going on.
00:06:43
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And he calls me out and he said, hey, you said that you've been sending out stuff in the mail, but we've talked to a bunch of people in the community.
00:06:48
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No one's gotten anything in the mail.
00:06:51
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And he called me out and kind of like, I don't know, thought I was running a scam.
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I calmed him down a little bit.
00:06:59
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So a little side note on that.
00:07:00
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What I've been doing now is I've been using these rep card, little postcard things you can leave in the door.
00:07:06
Speaker
We can link to them in the show notes if you want.
00:07:09
Speaker
Post them a few times on my stories, but they're just little kind of like cards, but they have a QR code on the back that people can scan.
00:07:17
Speaker
And I've been leaving those at doors of people that don't answer.
00:07:21
Speaker
And so now when I say, hey, you might have got something in the door, now I can say it with confidence because I actually am leaving stuff in the door.
00:07:27
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They don't answer.
00:07:29
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So anyways, a little tangent, but you want to be careful, I guess, if there's close-knit communities and obviously not.
00:07:36
Speaker
lying to people, but, uh, you know, being as truthful as possible with inbounds.
00:07:42
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So let's jump back into it.
00:07:44
Speaker
Okay.
00:07:44
Speaker
And already right off the bat, Anthony knows that there is another decision-making maker here.
00:08:02
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The sooner you can get that information, the better.
00:08:04
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Now he knows that he's going to have to basically do another presentation in front of the stepson, or the son, whoever it is, and makes a little joke.
00:08:13
Speaker
I like that.
00:08:14
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I wish I had a son that paid all my bills.
00:08:16
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Great time to crack a little joke.
00:08:20
Speaker
Just last year, they raised the rates more than they've raised them ever before.
00:08:22
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You probably saw that too.
00:08:24
Speaker
And over the next
00:08:28
Speaker
Have you heard him complaining about the Edison bill at all lately?
00:08:31
Speaker
No.
00:08:31
Speaker
No, not too much.
00:08:33
Speaker
Do you know what it is, Abbott?
00:08:36
Speaker
Roughly.
00:08:38
Speaker
Probably around 100-something.
00:08:41
Speaker
100-something.
00:08:42
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And then right off the bat, you know from this homeowner that he does not have too much of a problem with the bill.
00:08:47
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He's not paying it.
00:08:49
Speaker
His step's on his handle on it.
00:08:51
Speaker
He doesn't really know what he's paying.
00:08:54
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And so you know you've got to figure out a way to create some pain points with this guy.
00:08:57
Speaker
Because obviously, he does not really have much of a problem with it.
00:09:01
Speaker
He's not really too concerned about it.
00:09:03
Speaker
So you know you've got to figure out a way to build some pain.
00:09:06
Speaker
Quite a bit.
00:09:07
Speaker
Yeah, totally.
00:09:09
Speaker
Yeah, that's pretty normal for this neighborhood.
00:09:11
Speaker
I mean, it gets hot out here in the summertime.
00:09:12
Speaker
You want to get that AC going, right?
00:09:14
Speaker
I hope you got AC, right?
00:09:15
Speaker
Yeah.
00:09:16
Speaker
Okay.
00:09:16
Speaker
You're right on.
00:09:17
Speaker
Well, you probably had a bunch of solar guys come by before in the past.
00:09:21
Speaker
Yeah.
00:09:22
Speaker
Yeah.
00:09:22
Speaker
That's right, dude.
00:09:31
Speaker
So something that Anthony could have done here, which I've been having some success with is if you're asking them, hey, you probably had a lot of solar guys in the past, figure out why they don't have solar.
00:09:44
Speaker
So yeah, a lot of your neighbors, they were getting pitched on these programs where they had to pay a bunch of money out of pocket.
00:09:51
Speaker
I'm guessing it was the same for you guys.
00:09:54
Speaker
Then you hear their feedback, you know, you can kind of assume it, but figure out what they looked at.
00:09:59
Speaker
This guy sounds like he has no idea.
00:10:01
Speaker
It sounds like he's just going with the flow and probably hadn't even looked into solar at all.
00:10:06
Speaker
But for a lot of people, if they don't have solar, especially in saturated areas, like we're dealing with here in California, usually they have looked at solar and there's a reason why they don't have it.
00:10:16
Speaker
For some people, it's the upfront payments.
00:10:18
Speaker
For some people, they don't like to lease it.
00:10:20
Speaker
For some people, they have a loan.
00:10:23
Speaker
For a lot of people it's stupid reasons that really are just excuses.
00:10:28
Speaker
So if you can figure out what those are, then you can pivot and you can make your program different and the reason why people are checking it out.
00:10:36
Speaker
So just something that could be added right there.
00:10:39
Speaker
Programs in the past haven't been making sense for a lot of people or you probably would have done it already.
00:10:43
Speaker
Have you guys looked at any numbers or anything for solar?
00:10:51
Speaker
It's just not, I don't know, not within like bombs.
00:10:58
Speaker
Like your budget?
00:10:59
Speaker
Yeah.
00:10:59
Speaker
Like, yeah.
00:11:00
Speaker
Yeah, so the old
Government-Subsidized Solar Programs Explained
00:11:01
Speaker
programs, they were really expensive.
00:11:03
Speaker
What we're doing, that's a little bit different right now.
00:11:05
Speaker
There's these new programs that are government subsidized programs where you're actually not paying any money out of pocket.
00:11:12
Speaker
So you just, you could just imagine your Edison bill.
00:11:15
Speaker
He's doing exactly what I've talked about here on the podcast.
00:11:18
Speaker
He is comparing, contrasting,
00:11:21
Speaker
Making it old versus new, comparing how the old programs were super expensive, cost a lot.
00:11:26
Speaker
What we're doing is different.
00:11:28
Speaker
And another thing you've got to be a little bit careful with is government subsides programs.
00:11:33
Speaker
You want to be careful with getting yourself in trouble, making it seem like it's a government program.
00:11:38
Speaker
I've gotten myself in trouble in sticky situations in the past with that.
00:11:42
Speaker
So just be careful making it clear that you're not like working for the government or doing a government program.
00:11:49
Speaker
But yeah, I mean, obviously there's tax credits that are coming from the government.
00:11:53
Speaker
So, you know, this guy sounds super chill, but you just got to be careful with some people that maybe interpret things differently.
00:12:01
Speaker
Good stuff.
00:12:20
Speaker
solar right now.
00:12:21
Speaker
I mean, probably, you know, about 50% of the homes on your street here.
00:12:25
Speaker
I've already, so we've done quite a few jobs in this neighborhood.
00:12:28
Speaker
So we're just checking with the homeowners that haven't done it yet.
00:12:30
Speaker
Yeah, no, totally.
00:12:33
Speaker
Yeah.
00:12:34
Speaker
So, I mean, if you could pay, you know, one low rate and not have to worry about, you know, running your AC and, you know, it's just living more comfortably right now, we're kind of in some uncertain times.
00:12:41
Speaker
So if we could bring a little bit of certainty to a home, you know, and be able to put your money back in your pocket instead of, you know,
00:12:53
Speaker
Great stuff Anthony's doing right here.
00:12:55
Speaker
I love this.
00:12:56
Speaker
He's talking about the uncertainty right now.
00:12:58
Speaker
We got wars going on.
00:13:00
Speaker
We got people losing their minds over inflation, gas prices.
00:13:04
Speaker
You'll hear him bring...
00:13:05
Speaker
even more of this stuff up a little bit later.
00:13:08
Speaker
But I think it's genius.
00:13:10
Speaker
The more uncertainty, the more pain points you can bring in, even if they have nothing to do with solar.
00:13:14
Speaker
If you can get the homeowner to focus on the pain of their pain for inflation, of the uncertainty, it's going to make them want something that is certain, which is what we're doing with solar.
00:13:24
Speaker
So great job doing this.
00:13:26
Speaker
The only thing I would say is this guy seems a little out of it.
00:13:29
Speaker
So just checking, just doing little trial closes.
00:13:32
Speaker
Say, oh, have you seen that?
00:13:34
Speaker
Have you seen how much it is right now with the wars?
00:13:36
Speaker
Have you been paying attention to that?
00:13:39
Speaker
Because it sounds like maybe this guy has no idea what's going on.
00:13:42
Speaker
Maybe he does.
00:13:42
Speaker
And obviously it's tough to tell completely over just audio.
00:13:46
Speaker
There's a lot more cues we could pick up on if we were seeing this in person.
00:13:51
Speaker
But I would say maybe just add in a few more.
00:13:53
Speaker
You know what I'm saying?
00:13:54
Speaker
Have you noticed that?
00:13:55
Speaker
You've probably seen this.
00:13:57
Speaker
Just checking for agreement over some of these things.
00:14:00
Speaker
Because sometimes, as we all know, sometimes we'll get done explaining this and we'll get the exact same rejection.
00:14:06
Speaker
Oh, I can't afford this though.
00:14:08
Speaker
Oh, this seems too expensive.
00:14:10
Speaker
When it's like, dude, if we just talked about how you're not going to pay anything out of pocket and it's going to give you a set amount you're going to pay every month.
00:14:17
Speaker
So maybe check them for a few of those understandings, right?
Effective Appointment Setting Techniques
00:14:21
Speaker
But good stuff right there.
00:14:23
Speaker
My technician is going to be out here meeting with a few of your neighbors.
00:14:25
Speaker
So if you would just pop by, maybe tomorrow, if you're going to be around and just kind of go over it with you, it just wants to see if it makes sense for you.
00:14:32
Speaker
Great.
00:14:32
Speaker
If it doesn't, you know, at least, you know, I mean, cause like I said, with this right here, this really isn't sustainable, you know, for any home, you know, what you're paying right now is just going to go up every year.
00:14:42
Speaker
So.
00:14:45
Speaker
He can come by.
00:14:46
Speaker
Let me see.
00:14:46
Speaker
Are you usually like mornings or afternoon better for you?
00:14:49
Speaker
Bye.
00:14:50
Speaker
Boom.
00:14:50
Speaker
And there you got it.
00:14:52
Speaker
You got the homeowners asking the buying question.
00:14:58
Speaker
What time is your technician going to come by?
00:15:01
Speaker
Instantly after that buying question, you should start transitioning to the close, which is sending an appointment, which Anthony does an awesome job of.
00:15:09
Speaker
And what some people do, the mistake that some people make is saying, oh, what time works for you?
00:15:16
Speaker
And then don't give them options, but what he does here is afternoons or mornings work better for you.
00:15:22
Speaker
You got to narrow it down one by one and that's you're going to set a more solid appointment.
00:15:27
Speaker
If you give them those options, then figure it out.
00:15:30
Speaker
You just give them one time slot.
00:15:31
Speaker
A lot of times you're going to get reschedules or people trying to push off more and more.
00:15:36
Speaker
So Anthony does a great job at responding with another question to try to narrow down and get into the close there.
00:15:45
Speaker
Will you be here as well?
00:15:46
Speaker
Because we want to be able to get all the decision makers and all the information.
00:15:52
Speaker
No.
00:15:53
Speaker
You work tomorrow?
00:15:54
Speaker
What time do you work?
00:15:56
Speaker
At 3?
00:15:56
Speaker
Okay.
00:15:58
Speaker
I could have my technician come by between 12 and...
00:16:24
Speaker
So great job.
00:16:25
Speaker
He's narrowing it down.
00:16:26
Speaker
He figures out he has work tomorrow.
00:16:28
Speaker
Does a great job.
00:16:30
Speaker
Hey, what time do you go to work?
00:16:32
Speaker
And tries to set the appointment for before that.
00:16:34
Speaker
But then you're getting the objection by the homeowner.
00:16:37
Speaker
It's going to take me time to look at it.
00:16:39
Speaker
And then another thing he does well there is figuring out when the son will be there.
00:16:45
Speaker
Obviously, there's more than one party involved in this transaction.
00:16:48
Speaker
So you got to figure out when are all the decision makers going to be there.
00:16:51
Speaker
He does a great job at doing this.
00:16:54
Speaker
Something that he could have done, though, he's talking to the homeowner right here, right now.
00:16:58
Speaker
Why not try and save me that bad boy?
00:17:01
Speaker
Maybe the son was back there playing video games, right, as they were talking, right?
00:17:07
Speaker
And so especially if you're in front of someone right now and he's saying stuff like this, you know what, Mr. Homeowner, we're actually finishing up with a few of your neighbors now.
00:17:16
Speaker
It looks like you guys are home today, right?
00:17:18
Speaker
You're not working.
00:17:20
Speaker
Great.
00:17:20
Speaker
And so what I'll do, they're going to actually finish up and then they just pop by here in about 20 minutes and be able to go through with that.
00:17:27
Speaker
That way you don't have to take time out of your work schedule because I know you're really busy the rest of the week, especially if he's giving me objections like that.
00:17:34
Speaker
So something you could have done right there, but it doesn't always work.
00:17:38
Speaker
So let's continue.
00:17:40
Speaker
Totally understand.
00:17:41
Speaker
We're just, we just want to give you the information.
00:17:43
Speaker
That's all.
00:17:44
Speaker
Yeah.
00:17:44
Speaker
Yeah.
00:17:46
Speaker
And I'm going to, I'm going to text you my card and everything.
00:17:50
Speaker
We just want to give you the number drop off the numbers just so you can make a decision based off of that.
00:17:55
Speaker
Are you usually home during the week?
00:17:56
Speaker
Cause we can come by on Monday too.
00:17:58
Speaker
Like when you get off work or even Monday morning.
00:18:02
Speaker
And then right here, another thing Anthony is great.
00:18:04
Speaker
People ask for a card, instantly transition to the digital card, right?
00:18:09
Speaker
We are in the 21st century.
00:18:10
Speaker
You should not be carrying cards around.
00:18:12
Speaker
Okay, you can, but you're not going to be getting callbacks with cards.
00:18:15
Speaker
So make sure you have a rep card or, you know, do the text version, send them the digital version, and then you can transition into, hey, yeah, great, I'll send that to you.
00:18:26
Speaker
What's the number for you?
00:18:28
Speaker
And something that Anthony could have done here, you notice the homeowner starts getting a little flustered.
00:18:32
Speaker
Because he already said, no, you know what, I'll contact you a little bit later.
00:18:36
Speaker
And then Anthony, he tries to just kind of plow over that objection again.
00:18:41
Speaker
He's giving him the same objection again.
00:18:43
Speaker
No, no, let me call you.
00:18:45
Speaker
So something to consider.
00:18:46
Speaker
If you're getting the same concern, maybe instead of bulldozing it, maybe you try to pick and roll.
00:18:52
Speaker
So what Anthony could have done is give the homeowner what he wanted, give him his card, right?
00:18:56
Speaker
So say, hey, look, okay, yeah, I'll text you this card.
00:18:59
Speaker
What's your number?
00:19:01
Speaker
Awesome, it looks like this.
00:19:02
Speaker
You're going to get links, websites, all that good stuff.
00:19:04
Speaker
So you can check it out.
00:19:05
Speaker
Oh, hey, by the way, this tree is huge.
00:19:09
Speaker
What kind of tree is it?
00:19:11
Speaker
I don't know.
00:19:11
Speaker
Talk about something random.
00:19:13
Speaker
Pick and roll, right?
00:19:14
Speaker
That's just where you divert the attention and then you go back into it.
00:19:17
Speaker
Because sometimes if we try to just bulldoze people's objections,
00:19:21
Speaker
Sometimes homeowners are going to get pissed off.
00:19:23
Speaker
Sometimes they're going to get annoyed.
00:19:25
Speaker
Where if you go the opposite direction, if you pick and roll and you go back into it, a lot of times they're going to forget that they even have that objection.
00:19:32
Speaker
They're going to give you the information.
00:19:34
Speaker
Or they're going to think, oh, you know what?
00:19:35
Speaker
This guy's my friend now.
00:19:37
Speaker
He seems cool.
00:19:38
Speaker
Let's give him a time.
00:19:40
Speaker
And so something that Anthony could have considered is just doing a little pick and roll instead of trying to bulldoze it right there.
00:19:47
Speaker
But good stuff.
00:19:48
Speaker
No, you're not committing to anything.
00:19:50
Speaker
We just want to keep you comfortable.
00:19:56
Speaker
Sunday.
00:19:57
Speaker
Sunday?
00:19:58
Speaker
Okay, yeah, I can get somebody out here Sunday.
00:20:00
Speaker
That's nice.
00:20:01
Speaker
You got Sundays off?
00:20:02
Speaker
Yeah, my boss gave me Sundays.
00:20:06
Speaker
Nice.
00:20:06
Speaker
What do you do for work?
00:20:08
Speaker
Okay, and he's building some rapport, classic stuff.
00:20:12
Speaker
What do you do for work?
00:20:14
Speaker
Talking about family, work, friends, whatever, good stuff.
00:20:18
Speaker
And then right here, I don't know exactly what day they were talking.
00:20:20
Speaker
It could have been Saturday, but keep in mind that appointments should never be booked, hardly ever, more than like two days max out.
00:20:28
Speaker
If you've been in this industry for a while, you know, people forget, people are flaky.
00:20:35
Speaker
And again, I'm talking California, so maybe there's states where you book an appointment a week out and people are rock solid, but maybe I'll go to that state if that's the case in your market, but especially here in California,
00:20:48
Speaker
People flake all the time on these appointments.
00:20:50
Speaker
So if someone just throws out Sunday and it's like Monday, so you got six days to go before the appointment, probably not going to go through.
00:20:59
Speaker
So what I would do there is just pick and roll again.
00:21:01
Speaker
Just be like, oh, well, yeah, we can look into that.
00:21:04
Speaker
We'll see if we have something on the schedule.
00:21:06
Speaker
Pick and roll, talk about something random.
00:21:08
Speaker
Makes it even better if you try to get in the house so you're not just standing in the doorway.
00:21:12
Speaker
Remember on the porch you're a pest, in the home you're a guest.
00:21:16
Speaker
So do everything possible to get in the home and then you can do some more pick and rolls.
00:21:21
Speaker
And then most likely you'll get a time that's sooner rather than trying to push it off for, you know, days and days and days.
00:21:29
Speaker
Okay, so let's hear what he does after this, just to kind of wrap up here.
00:21:35
Speaker
And skip over some of the rapport building here.
00:21:40
Speaker
I don't want to do any commitment here.
00:21:42
Speaker
I don't know what's going on with it.
00:21:44
Speaker
I don't know what it would be because I feel like we're in the future and all that.
00:21:50
Speaker
And I don't know if I keep the house or give it to the boys or something.
00:21:54
Speaker
Yeah, yeah.
00:21:56
Speaker
Well, we'll explain all that to you too, kind of how that goes.
00:21:59
Speaker
We get a lot of people that see moving.
00:22:09
Speaker
want to do like sunday afternoon 12 o'clock does that work yeah boom another great thing anthony does here is instead of just overcoming the little objection just kind of like it's not going to prevent the appointment but he's just throwing out kind of another objection he overcomes it a little bit and what i love instead of just leaving it hang he goes into back to the close you want to do sunday 12 o'clock does that work
00:22:34
Speaker
What I see over and over and over, especially in new reps, is they'll overcome an objection, then they'll just leave it, silence, and wait for the homeowner to, I don't know, be happy that they overcame the objection or gave him some sort of new piece of information.
00:22:48
Speaker
But that does not work most of the time.
00:22:50
Speaker
You need to go straight back into the closing, straight back into the appointment setting.
00:22:55
Speaker
Anthony does a killer job with this.
00:22:58
Speaker
overcoming it not giving too much information but just treating it like a smoke screen brushing over it and going straight back on an appointment remember treat every objection as a complaint unless further validate it come straight from grant cardone's closer survival guide so don't make a big deal of these little complaints unless they keep coming up and anthony does a good job with that so here let's hear the last piece of it okay perfect
00:23:26
Speaker
Yeah, I'll let my technician know.
00:23:27
Speaker
What was your name, sir?
00:23:28
Speaker
Mark.
00:23:29
Speaker
Mark.
00:23:29
Speaker
Nice to meet you, Mark.
00:23:30
Speaker
I'm Anthony.
00:23:32
Speaker
What's your last name, Mark?
00:23:33
Speaker
Salcedo.
00:23:35
Speaker
S-A-L-C-I-D-O?
00:23:36
Speaker
C-E-D-O.
00:23:41
Speaker
How long have you lived here for?
00:23:53
Speaker
now with Edison, you know, it's not sustainable.
00:23:56
Speaker
You know, the rates are going to keep going up, you know, right now with everything that's going on with Russia and Ukraine, you know, who really knows, you know, I mean, the amount of money I just spent to fill up my gas tank in my truck was crazy today.
00:24:08
Speaker
So that is fire right there.
00:24:11
Speaker
So make sure you're doing stuff like Anthony just does right here, bringing up the gas prices, the wars, all the stuff that we're talking about before, just to create that uncertainty.
Creating Urgency and Appeal in Sales
00:24:22
Speaker
And then just before that, it does a little takeaway, which is awesome.
00:24:25
Speaker
I don't even know if you'd be approved for this, but let's check it out for your home.
00:24:29
Speaker
People want what they can't have, so make sure you're doing that pullback, that takeaway.
00:24:34
Speaker
And then just to wrap up here.
00:24:36
Speaker
No, it's my stepson.
00:24:40
Speaker
Your stepson, got it.
00:24:41
Speaker
Okay.
00:24:42
Speaker
Perfect.
00:24:42
Speaker
And he'll be here too on Sunday?
00:24:44
Speaker
Yeah.
00:24:44
Speaker
Yeah.
00:24:46
Speaker
Okay.
00:24:46
Speaker
Yeah.
00:24:46
Speaker
Just let them know what's going on.
00:24:47
Speaker
Tell them a nice solar guy came by and we just want to go over some stuff with you.
00:24:50
Speaker
Just kind of show you a comparison, what your situation is now and what that's going to feature compared to what it would look like and what that would look like in the future.
00:24:58
Speaker
I think you're going to be real surprised what we have to show you.
00:25:00
Speaker
So yeah, we look forward to it.
00:25:02
Speaker
It was nice to meet you, Mark.
00:25:03
Speaker
You take care.
00:25:05
Speaker
I love Mark Yathian.
00:25:07
Speaker
Homeowner's name is Mark.
00:25:08
Speaker
You call him Marky.
00:25:09
Speaker
Love that.
00:25:12
Speaker
So yeah, great stuff in here.
00:25:14
Speaker
Really great.
00:25:15
Speaker
Way more good stuff than improvements.
00:25:18
Speaker
But yeah, you hear at the end, he verifies again if the stepson is going to be there.
00:25:23
Speaker
Make sure all decision makers are going to be home.
00:25:26
Speaker
And then he says, tell him a nice sword came by.
00:25:29
Speaker
We're just trying to go over some stuff with you.
00:25:30
Speaker
Good line right there at my line.
00:25:34
Speaker
If they need to get someone else involved to say, will you tell him to be nice to me?
00:25:37
Speaker
Got that from Jason Newby, I think.
00:25:39
Speaker
So shout out to him.
00:25:40
Speaker
Hey, will you tell your wife, your stepson, whoever to be nice to me when I come back?
00:25:45
Speaker
you'll tell them that we're not going to like be hours and all that.
00:25:48
Speaker
Right.
00:25:49
Speaker
Great.
00:25:50
Speaker
And then only the thing that I didn't hear here, um, that's the end of the recording, but, um, I don't know if he actually got the bill, which maybe the stepson handles that.
00:25:58
Speaker
So maybe you couldn't get it, but obviously it's going to be much more solid if you can get the bill and email for the guy and then not to be racist or anything, but this is, uh, you know, Mexican or Latino individual here.
00:26:13
Speaker
And a lot of these guys just like,
00:26:15
Speaker
That's just the culture.
00:26:17
Speaker
Love the people.
00:26:17
Speaker
And I'm saying this because I did a two-year church mission in Colombia, so dealt with all sorts of Latinos, Spanish speakers, and just being in solar for as long as they have.
00:26:27
Speaker
They are way more susceptible to flake and they just disappear on you.
00:26:31
Speaker
So that's just the way it is.
00:26:34
Speaker
So love them, but anyone that's, you know, Latino or Mexican, you got to make sure you really lock it down, really confirm it.
00:26:42
Speaker
Have them put it in their calendars because they're
00:26:45
Speaker
more likely to play each, you know?
00:26:48
Speaker
And so that's what I would do.
00:26:49
Speaker
And then last little thing, I would just send a little text, a little appointment reminder with my rep card.
00:26:57
Speaker
Say, hey, nice to meet you.
00:26:58
Speaker
We'll see you on Sunday at two, whatever time you set with them.
00:27:02
Speaker
And then have them send their favorite emoji or a little response back.
00:27:07
Speaker
Like Taylor McCarthy says, get on an emoji level relationship with that person.
00:27:12
Speaker
And that's going to solidify it.
00:27:13
Speaker
So great stuff from Anthony.
00:27:15
Speaker
Appreciate him being willing to be featured on the podcast and share his recording with the world.
00:27:23
Speaker
Hopefully you like it.
00:27:24
Speaker
Send this to someone who could use some help on their presentation today.
00:27:28
Speaker
Hopefully you got some key takeaways.
00:27:29
Speaker
And remember, do not try and recreate your entire presentation at once.
00:27:35
Speaker
Pick one or two things and make small improvements.
00:27:38
Speaker
Because if you try to revamp the whole thing, you're just going to get confused.
00:27:41
Speaker
It's going to be too much to focus on.
00:27:43
Speaker
So hopefully you got one or two things from this.
00:27:45
Speaker
You can go apply it today.
00:27:46
Speaker
And I hope you crush it out there.
00:27:48
Speaker
With that, we will see you guys on the next episode.
00:27:51
Speaker
Have a good week.
00:27:53
Speaker
What's up, solopreneurs?
00:27:54
Speaker
Hope you enjoyed the episode.
00:27:56
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.
Solarpreneur Podcast Cheat Sheet
00:28:07
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:28:14
Speaker
What episodes should I listen to in the podcast?
00:28:17
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:28:22
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 Solarpreneur.
00:28:35
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.
00:28:44
Speaker
So go download it right now.
00:28:45
Speaker
It's going to be at top10.solarpreneurs.com.
00:28:49
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:28:54
Speaker
Don't forget the S on solarpreneurs.
00:28:57
Speaker
We will have that in the show notes.
00:28:58
Speaker
Go download it right now.
00:29:00
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:29:06
Speaker
That's going to show you how.
00:29:07
Speaker
So go download it and we'll see you on the other side.