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My Experience Hanging With The Great TOM HOPKINS
74 Plays3 years ago
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Transcript
Introduction to Solarpreneur Podcast
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 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.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:43
Speaker
What's up, solopreneurs?
Meeting Sales Legend Tom Hopkins
00:00:44
Speaker
Today, I'm going to be recapping my experience meeting the great, the one, the only Tom Hopkins.
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Speaker
If you haven't heard of this guy, he's a legend.
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Speaker
He's written over a dozen books on sales, I think like 20 books on sales.
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Speaker
And he's actually going to be coming on the next episode of the podcast here.
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Speaker
But before we hear his interview, I wanted to just recap my experience meeting him, hanging out at his house, and just a few things I learned from being around this guy.
00:01:14
Speaker
So if you're new to the podcast, got to give the intro we always give.
00:01:19
Speaker
My name is Taylor Armstrong.
00:01:20
Speaker
We're here to help you close more deals, generate more leads and referrals.
00:01:24
Speaker
Hopefully have a much better time in the solar industry.
00:01:27
Speaker
You've probably heard me say this a million times by now, but consider it like the intro to your favorite TV show, right?
00:01:33
Speaker
Because this is your favorite podcast.
Listener Appreciation and Industry Drive
00:01:36
Speaker
Okay, and I wanted to also give a shout out to, we had Jacob Netmeter Reader.
00:01:44
Speaker
He left us a five-star review on February 15th.
00:01:47
Speaker
It says, podcast legend.
00:01:49
Speaker
Appreciate the review.
00:01:50
Speaker
He says, nothing is better than an expert in their field who still has humility and drive to learn.
00:01:56
Speaker
I'm the regional manager of a team in Las Vegas and listen to this podcast daily for content.
00:02:01
Speaker
Easily my favorite podcast.
00:02:02
Speaker
Everything about this channel is easy to relate to.
00:02:05
Speaker
Look forward to meeting this legend one day.
00:02:07
Speaker
And I'm honored.
00:02:09
Speaker
I don't know if I deserve to be called a legend yet, but I appreciate that.
00:02:13
Speaker
And, you know, I'm always trying to keep it real.
00:02:15
Speaker
I'm always trying to learn.
00:02:17
Speaker
And if anything, I feel like I do have the humility and drive to learn.
00:02:21
Speaker
And that's what has kept me going in this industry.
00:02:24
Speaker
Never been the greatest, but I'm always going to keep learning.
00:02:27
Speaker
So appreciate you, Jacob, for leaving that review and means the world to me.
00:02:32
Speaker
Thank you so much.
00:02:33
Speaker
And thank you to those that have shared the podcast and supported me on this journey and helped the podcast grow.
00:02:39
Speaker
Couldn't do it without
Retreat Learnings with Tom Hopkins and Guests
00:02:40
Speaker
y'all.
00:02:40
Speaker
So a few months back, we had the opportunity to go on a retreat with Tom Hopkins.
00:02:47
Speaker
I guess it was like a month ago.
00:02:48
Speaker
And this all came about because I was part of the Noxstar competition.
00:02:53
Speaker
Shout out to Taylor McCarthy and the guys over at Noxstar was able to bring home the win in the Noxstar competition.
00:03:01
Speaker
I will say I was not.
00:03:03
Speaker
There's people that sold.
00:03:04
Speaker
much more than I did, but I feel happy to be able to contribute a few sales.
00:03:08
Speaker
And I actually had like the buzzer beating sell at the end.
00:03:11
Speaker
I think our team was either tired or it was neck and neck.
00:03:15
Speaker
And I did get a sell at, I think it was almost 11 o'clock here in California, which obviously were Pacific Standard Time behind a lot of the country.
00:03:25
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And so that was my contribution to the team.
00:03:28
Speaker
There were people that sold much more than me, but hey, at least I got one of the sells at the end.
00:03:34
Speaker
And so winning that competition, we had the honor and privilege to go hang out with Tom Hopkins, which again is a legend.
00:03:42
Speaker
I have not read all his books and I need to read his book, dive more into his content.
00:03:49
Speaker
He's one of the old school.
00:03:50
Speaker
I would like to call him one of the godfathers of cells and Taylor McCarthy credits a lot that he has learned to this guy, to Tom Hopkins.
00:03:59
Speaker
And just super cool to be around him and just learn from his experiences.
00:04:04
Speaker
So what
Recording with Tom Hopkins in Arizona
00:04:05
Speaker
we did, we got to Arizona.
00:04:06
Speaker
This was in Scottsdale, Arizona.
00:04:09
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Super nice area.
00:04:10
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We got there, I think it was Friday night, maybe Thursday night.
00:04:14
Speaker
We spent Friday with him and he lives on...
00:04:19
Speaker
really cool.
00:04:19
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He lives on like a lake, a little reservoir type thing.
00:04:23
Speaker
Not like your typical lake that you go water skiing on.
00:04:25
Speaker
But the whole thing was once we won the competition, Tom said, hey, you're going to all come to my house.
00:04:30
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I'm going to take you out on my boat.
00:04:32
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We're going to hang out.
00:04:32
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We're going to have lunch.
00:04:33
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We're going to talk more cells and have a wonderful time.
00:04:37
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Yes, he does it.
00:04:38
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Love it.
00:04:38
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Everything is always wonderful to him.
00:04:41
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And so, yeah, we got there.
00:04:42
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And what was really cool, we got to hear from not only Tom himself, but several guest speakers, some of his friends out there.
00:04:49
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We heard from Sharon Lecter, who is the person that basically compiled the Outwitting the Devil, you know, Napoleon Hill.
00:04:57
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She compiled that, put it together and essentially was a co-author in a way.
00:05:03
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She put it together and put kind of her commentary for the book.
00:05:06
Speaker
And then she has a bunch of stuff on real estate and
00:05:08
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We got to hear from her.
00:05:10
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We got to hear from other speakers that Tom selected.
00:05:13
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And we got to hear from Tom, of course, multiple times from Taylor McCarthy.
00:05:18
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So it's just an
Sales Techniques: Using Glamour Words
00:05:19
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epic weekend hanging out with those guys.
00:05:21
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And of course, just being in the room with people that are so on an insanely high level people that I've had on the podcast, Melissa Ramiza, Christian Maroney, a lot of other guys.
00:05:33
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I'm not missing out names.
00:05:34
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I'm just trying to give a little recap of what went down.
00:05:37
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So again, much appreciated to Taylor McCarthy for putting together the event, letting us hang with him.
00:05:43
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And my personal highlight was being able to do a podcast with Tom after the event ended.
00:05:48
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And Taylor McCarthy helped me put that together.
00:05:50
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And yeah, appreciate him for doing that.
00:05:52
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It was cool.
00:05:53
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I got to go back.
00:05:54
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We sat on his deck overlooking the little lake next to his house and did the podcast.
00:05:59
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So I can't wait for you guys to hear it.
00:06:01
Speaker
So just some things that I've taken away from Tom.
00:06:04
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And I know Taylor McCarthy has talked about things because he's essentially protege of Tom Hopkins.
00:06:09
Speaker
A lot of his content is just kind of expounding on things that Tom Hopkins talks about.
00:06:14
Speaker
So if you've not listened to the knockstar content, Taylor McCarthy, he talks about a lot of these same
Creating Urgency in Sales Language
00:06:19
Speaker
concepts.
00:06:20
Speaker
But one of, I guess, two things that Tom talks about that I've applied a lot in my solar cells specifically is
00:06:26
Speaker
Or number one, are using glamour words.
00:06:29
Speaker
And what are glamour words?
00:06:30
Speaker
Those are words that everyone knows, but they're not commonly used.
00:06:35
Speaker
So for example, Tom all the time uses wonderful.
00:06:38
Speaker
He used the word wonderful.
00:06:40
Speaker
How many of you in your sales process say this is going to be a wonderful experience?
00:06:44
Speaker
It's going to be marvelous.
00:06:46
Speaker
It's words that invoke emotion.
00:06:48
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that we're not used to hearing as often and probably most of us are not using in ourselves.
00:06:53
Speaker
So something Taylor McCarthy has talked about too is using words like, hey, we're going to help you guys achieve freedom from the utility company so they don't seize any more money from your bank account.
00:07:06
Speaker
Like who uses the word seize money from your bank account?
00:07:09
Speaker
Does that not invoke, if that doesn't invoke emotion, I don't know what does.
00:07:13
Speaker
And you think of good marketers, you guys have probably all seen good copywriters online, people that write sales pages online.
00:07:21
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They're using a lot of the same stuff online.
00:07:24
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Hey, and just doing some research for this.
00:07:26
Speaker
Really what we're trying to do as salespeople are tap into fear-based motivation.
00:07:32
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You know, I guess fear-based motivation.
00:07:34
Speaker
We're trying to invoke a sense of urgency, an all-exclusive feel,
00:07:38
Speaker
trying to reassure people.
00:07:41
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So the words we use, if we can use glamour words to evoke those emotions, because remember, cells is the transfer of emotion.
00:07:48
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People buy with emotion and they justify it with their logic.
00:07:52
Speaker
So this is something that Tom Hopkins is big on.
00:07:56
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And this is something he talks about.
00:07:58
Speaker
He coaches us in our solar cells.
00:08:00
Speaker
What words can we use to invoke those emotions?
00:08:04
Speaker
And so some other examples that I like, here's some for more fear-based motivations.
00:08:10
Speaker
Failure, hate, afraid, danger, humiliation, lonely, alone, vulnerable, stress, death, pitfall, mistake, risk, devastating, stupid, warning.
00:08:23
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So be creative with it.
00:08:24
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How many of us are using devastating in ourselves?
00:08:27
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Hey, we helped one of your neighbors, Mr. Jones, and he just said it was devastating to look at his checkbook to see how much he had donated to the utility over the past 20 years.
00:08:38
Speaker
It was devastating to him that he had spent over $60,000.
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Remember, not 60,000 bucks, $60,000.
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right?
00:08:46
Speaker
In utility bills.
00:08:47
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So what we did, we helped him redirect what he was paying.
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He's going to be paying less and he's going to be keeping it at a set rate.
00:08:55
Speaker
So how many glamour words can you use in your next sales presentation?
00:08:59
Speaker
This was a big takeaway
Avoiding Negative Words in Sales
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I got off and something that I'm continually trying to improve that I've learned from Taylor McCarthy and Tom Hopkins.
00:09:06
Speaker
And the second thing, second big takeaway, and you're going to hear a lot more of this on the podcast.
00:09:11
Speaker
Make sure you don't miss out on next episode of the podcast because the goat, the legend, Tom Hopkins himself is going to be dropping even more nuggets on these topics.
00:09:21
Speaker
But a second takeaway I had, not to spoil everything, is just words to avoid.
00:09:26
Speaker
And I've talked about this in the show before Taylor McCarthy's come on the show and talked about some of these.
00:09:32
Speaker
But words like contract, words like sign, words like appointments, words like there's a bunch of different words that we should not be using as salespeople.
00:09:42
Speaker
And these are things that we need to watch ourselves on.
00:09:46
Speaker
And other words to avoid, there's a lot.
00:09:49
Speaker
If you Google like sales words to avoid, there's words like honestly, contract, buy, problem, prospects, hope, don't, obviously, quota, maybe, cheap.
00:10:02
Speaker
And there's lists of words we don't want to use as salespeople.
00:10:06
Speaker
So this is something that Tom preaches on, Taylor McCarthy preaches on.
00:10:09
Speaker
Instead of sign, you say, okay, the forms, you say approve, you say autograph.
00:10:15
Speaker
Instead of, this is one that I didn't think about as much, honestly.
00:10:21
Speaker
If you've heard Taylor McCarthy, he does not say the words honestly.
00:10:24
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He says to be blunt, because if you say honestly, that implies you weren't being honest before.
00:10:29
Speaker
Took me a long time to know that one.
00:10:31
Speaker
contract you say forms you see agreements you say invest price you don't say price you say what is the total investment what's the total investment
00:10:40
Speaker
There's a lot of these words and we're going to talk more about them.
00:10:43
Speaker
But again, you can Google this stuff too.
00:10:45
Speaker
So these are two big takeaways that I have gotten from Tom Hopkins.
00:10:50
Speaker
Number one, using these glamour words.
00:10:52
Speaker
Number two, avoiding certain words, certain phrases, because guess what?
00:10:57
Speaker
When you say these words, instantly triggers people to think sells, sells, sells.
00:11:02
Speaker
This is something that Jeremy Lee Miner talks about too, another guy that definitely worth following.
00:11:07
Speaker
So for you, write down all the words that you should not be using in your sales vocabulary.
00:11:13
Speaker
Make sure someone is
Episode Wrap-up and Teasers
00:11:14
Speaker
slapping you in the face every time you say the word appointment, every time you say the word price, every time you say the word contract.
00:11:21
Speaker
Remember, you're replacing the words.
00:11:24
Speaker
Appointment is pop by.
00:11:25
Speaker
Price is investments.
00:11:27
Speaker
Contract is agreements.
00:11:29
Speaker
or forms.
00:11:30
Speaker
Okay.
00:11:31
Speaker
So pay attention to that.
00:11:32
Speaker
Don't say these swear words.
00:11:35
Speaker
We're going to make you, we're going to make you drink tobacco sauce or eat soap every time you say these words.
00:11:40
Speaker
So make sure you don't say them.
00:11:41
Speaker
Okay.
00:11:42
Speaker
And so that's the takeaways I got.
00:11:44
Speaker
That's pretty much it for today's episode.
00:11:46
Speaker
We're going to be hearing much more on next episode with Tom Hopkins.
00:11:50
Speaker
I'm actually moving into a house today.
00:11:52
Speaker
So if you're watching this video, that's why things are a bit
00:11:55
Speaker
disorganized chaotic but I'm bringing the heat every Tuesday and Friday thanks again for sharing the podcast and making this the first listen of every Tuesday and Friday we'll see on the next one can't wait for you to hear from Mr. Tom Hopkins it's gonna be legendary
00:12:11
Speaker
And last thing, don't forget to get your tickets to SolarCon.
00:12:14
Speaker
It is coming up here in April.
00:12:16
Speaker
We've got, I think at the time of this recording, one or two more weeks of the 40% Solapreneur discount.
00:12:22
Speaker
Go grab your tickets.
00:12:24
Speaker
You're going to get some insane bonuses.
00:12:26
Speaker
If you use the coupon code Solapreneur, you're going to get 40% off and you're going to need to get access to a whole bonus course.
00:12:34
Speaker
access to our private serial community where you can record your presentations.
00:12:38
Speaker
Can't wait to hear from y'all and see you at SolarCon.
00:12:42
Speaker
That's it for today's episode.
00:12:43
Speaker
See you on the next one.
00:12:44
Speaker
Love you guys.
00:12:44
Speaker
Keep crushing it.
00:12:46
Speaker
Peace out.
00:12:47
Speaker
What's up, solopreneurs?
00:12:48
Speaker
Hope you enjoyed the episode.
00:12:50
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.
00:13:01
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:13:08
Speaker
What episodes should I listen to in the podcast?
00:13:10
Speaker
And
00:13:11
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:13:16
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.
00:13:29
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.
00:13:38
Speaker
So go download it right now.
00:13:39
Speaker
It's going to be at top10.solarpreneurs.com.
00:13:43
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:13:48
Speaker
Don't forget the S on solarpreneurs.
00:13:51
Speaker
We will have that in the show notes.
00:13:52
Speaker
Go download it right now.
00:13:54
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:14:00
Speaker
That's going to show you how.
00:14:01
Speaker
So go download it and we'll see you on the other side.