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 Solarpreneur you might ask?
Speaker: A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: What's up, solopreneurs?
Speaker: Today, I'm going to be recapping my experience meeting the great, the one, the only Tom Hopkins.
Speaker: If you haven't heard of this guy, he's a legend.
Speaker: He's written over a dozen books on sales, I think like 20 books on sales.
Speaker: And he's actually going to be coming on the next episode of the podcast here.
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.
Speaker: So if you're new to the podcast, got to give the intro we always give.
Speaker: My name is Taylor Armstrong.
Speaker: We're here to help you close more deals, generate more leads and referrals.
Speaker: Hopefully have a much better time in the solar industry.
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?
Speaker: Because this is your favorite podcast.
Speaker: Okay, and I wanted to also give a shout out to, we had Jacob Netmeter Reader.
Speaker: He left us a five-star review on February 15th.
Speaker: It says, podcast legend.
Speaker: Appreciate the review.
Speaker: He says, nothing is better than an expert in their field who still has humility and drive to learn.
Speaker: I'm the regional manager of a team in Las Vegas and listen to this podcast daily for content.
Speaker: Easily my favorite podcast.
Speaker: Everything about this channel is easy to relate to.
Speaker: Look forward to meeting this legend one day.
Speaker: And I'm honored.
Speaker: I don't know if I deserve to be called a legend yet, but I appreciate that.
Speaker: And, you know, I'm always trying to keep it real.
Speaker: I'm always trying to learn.
Speaker: And if anything, I feel like I do have the humility and drive to learn.
Speaker: And that's what has kept me going in this industry.
Speaker: Never been the greatest, but I'm always going to keep learning.
Speaker: So appreciate you, Jacob, for leaving that review and means the world to me.
Speaker: Thank you so much.
Speaker: And thank you to those that have shared the podcast and supported me on this journey and helped the podcast grow.
Speaker: Couldn't do it without y'all.
Speaker: So a few months back, we had the opportunity to go on a retreat with Tom Hopkins.
Speaker: I guess it was like a month ago.
Speaker: And this all came about because I was part of the Noxstar competition.
Speaker: Shout out to Taylor McCarthy and the guys over at Noxstar was able to bring home the win in the Noxstar competition.
Speaker: I will say I was not.
Speaker: There's people that sold.
Speaker: much more than I did, but I feel happy to be able to contribute a few sales.
Speaker: And I actually had like the buzzer beating sell at the end.
Speaker: I think our team was either tired or it was neck and neck.
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.
Speaker: And so that was my contribution to the team.
Speaker: There were people that sold much more than me, but hey, at least I got one of the sells at the end.
Speaker: And so winning that competition, we had the honor and privilege to go hang out with Tom Hopkins, which again is a legend.
Speaker: I have not read all his books and I need to read his book, dive more into his content.
Speaker: He's one of the old school.
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.
Speaker: And just super cool to be around him and just learn from his experiences.
Speaker: So what we did, we got to Arizona.
Speaker: This was in Scottsdale, Arizona.
Speaker: Super nice area.
Speaker: We got there, I think it was Friday night, maybe Thursday night.
Speaker: We spent Friday with him and he lives on...
Speaker: really cool.
Speaker: He lives on like a lake, a little reservoir type thing.
Speaker: Not like your typical lake that you go water skiing on.
Speaker: But the whole thing was once we won the competition, Tom said, hey, you're going to all come to my house.
Speaker: I'm going to take you out on my boat.
Speaker: We're going to hang out.
Speaker: We're going to have lunch.
Speaker: We're going to talk more cells and have a wonderful time.
Speaker: Yes, he does it.
Speaker: Love it.
Speaker: Everything is always wonderful to him.
Speaker: And so, yeah, we got there.
Speaker: And what was really cool, we got to hear from not only Tom himself, but several guest speakers, some of his friends out there.
Speaker: We heard from Sharon Lecter, who is the person that basically compiled the Outwitting the Devil, you know, Napoleon Hill.
Speaker: She compiled that, put it together and essentially was a co-author in a way.
Speaker: She put it together and put kind of her commentary for the book.
Speaker: And then she has a bunch of stuff on real estate and
Speaker: We got to hear from her.
Speaker: We got to hear from other speakers that Tom selected.
Speaker: And we got to hear from Tom, of course, multiple times from Taylor McCarthy.
Speaker: So it's just an epic weekend hanging out with those guys.
Speaker: 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.
Speaker: I'm not missing out names.
Speaker: I'm just trying to give a little recap of what went down.
Speaker: So again, much appreciated to Taylor McCarthy for putting together the event, letting us hang with him.
Speaker: And my personal highlight was being able to do a podcast with Tom after the event ended.
Speaker: And Taylor McCarthy helped me put that together.
Speaker: And yeah, appreciate him for doing that.
Speaker: It was cool.
Speaker: I got to go back.
Speaker: We sat on his deck overlooking the little lake next to his house and did the podcast.
Speaker: So I can't wait for you guys to hear it.
Speaker: So just some things that I've taken away from Tom.
Speaker: And I know Taylor McCarthy has talked about things because he's essentially protege of Tom Hopkins.
Speaker: A lot of his content is just kind of expounding on things that Tom Hopkins talks about.
Speaker: So if you've not listened to the knockstar content, Taylor McCarthy, he talks about a lot of these same concepts.
Speaker: But one of, I guess, two things that Tom talks about that I've applied a lot in my solar cells specifically is
Speaker: Or number one, are using glamour words.
Speaker: And what are glamour words?
Speaker: Those are words that everyone knows, but they're not commonly used.
Speaker: So for example, Tom all the time uses wonderful.
Speaker: He used the word wonderful.
Speaker: How many of you in your sales process say this is going to be a wonderful experience?
Speaker: It's going to be marvelous.
Speaker: It's words that invoke emotion.
Speaker: that we're not used to hearing as often and probably most of us are not using in ourselves.
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.
Speaker: Like who uses the word seize money from your bank account?
Speaker: Does that not invoke, if that doesn't invoke emotion, I don't know what does.
Speaker: And you think of good marketers, you guys have probably all seen good copywriters online, people that write sales pages online.
Speaker: They're using a lot of the same stuff online.
Speaker: Hey, and just doing some research for this.
Speaker: Really what we're trying to do as salespeople are tap into fear-based motivation.
Speaker: You know, I guess fear-based motivation.
Speaker: We're trying to invoke a sense of urgency, an all-exclusive feel,
Speaker: trying to reassure people.
Speaker: So the words we use, if we can use glamour words to evoke those emotions, because remember, cells is the transfer of emotion.
Speaker: People buy with emotion and they justify it with their logic.
Speaker: So this is something that Tom Hopkins is big on.
Speaker: And this is something he talks about.
Speaker: He coaches us in our solar cells.
Speaker: What words can we use to invoke those emotions?
Speaker: And so some other examples that I like, here's some for more fear-based motivations.
Speaker: Failure, hate, afraid, danger, humiliation, lonely, alone, vulnerable, stress, death, pitfall, mistake, risk, devastating, stupid, warning.
Speaker: So be creative with it.
Speaker: How many of us are using devastating in ourselves?
Speaker: 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.
Speaker: It was devastating to him that he had spent over $60,000.
Speaker: Remember, not 60,000 bucks, $60,000.
Speaker: right?
Speaker: In utility bills.
Speaker: So what we did, we helped him redirect what he was paying.
Speaker: He's going to be paying less and he's going to be keeping it at a set rate.
Speaker: So how many glamour words can you use in your next sales presentation?
Speaker: This was a big takeaway I got off and something that I'm continually trying to improve that I've learned from Taylor McCarthy and Tom Hopkins.
Speaker: And the second thing, second big takeaway, and you're going to hear a lot more of this on the podcast.
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.
Speaker: But a second takeaway I had, not to spoil everything, is just words to avoid.
Speaker: And I've talked about this in the show before Taylor McCarthy's come on the show and talked about some of these.
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.
Speaker: And these are things that we need to watch ourselves on.
Speaker: And other words to avoid, there's a lot.
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.
Speaker: And there's lists of words we don't want to use as salespeople.
Speaker: So this is something that Tom preaches on, Taylor McCarthy preaches on.
Speaker: Instead of sign, you say, okay, the forms, you say approve, you say autograph.
Speaker: Instead of, this is one that I didn't think about as much, honestly.
Speaker: If you've heard Taylor McCarthy, he does not say the words honestly.
Speaker: He says to be blunt, because if you say honestly, that implies you weren't being honest before.
Speaker: Took me a long time to know that one.
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
Speaker: There's a lot of these words and we're going to talk more about them.
Speaker: But again, you can Google this stuff too.
Speaker: So these are two big takeaways that I have gotten from Tom Hopkins.
Speaker: Number one, using these glamour words.
Speaker: Number two, avoiding certain words, certain phrases, because guess what?
Speaker: When you say these words, instantly triggers people to think sells, sells, sells.
Speaker: This is something that Jeremy Lee Miner talks about too, another guy that definitely worth following.
Speaker: So for you, write down all the words that you should not be using in your sales vocabulary.
Speaker: Make sure someone is 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.
Speaker: Remember, you're replacing the words.
Speaker: Appointment is pop by.
Speaker: Price is investments.
Speaker: Contract is agreements.
Speaker: or forms.
Speaker: Okay.
Speaker: So pay attention to that.
Speaker: Don't say these swear words.
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.
Speaker: So make sure you don't say them.
Speaker: Okay.
Speaker: And so that's the takeaways I got.
Speaker: That's pretty much it for today's episode.
Speaker: We're going to be hearing much more on next episode with Tom Hopkins.
Speaker: I'm actually moving into a house today.
Speaker: So if you're watching this video, that's why things are a bit
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
Speaker: And last thing, don't forget to get your tickets to SolarCon.
Speaker: It is coming up here in April.
Speaker: We've got, I think at the time of this recording, one or two more weeks of the 40% Solapreneur discount.
Speaker: Go grab your tickets.
Speaker: You're going to get some insane bonuses.
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.
Speaker: access to our private serial community where you can record your presentations.
Speaker: Can't wait to hear from y'all and see you at SolarCon.
Speaker: That's it for today's episode.
Speaker: See you on the next one.
Speaker: Love you guys.
Speaker: Keep crushing it.
Speaker: Peace out.
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: And
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 Solarpreneur.
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.
