Transcript
Speaker: What do you call an underground group of solar professionals on a mission to create a more sustainable world?
Speaker: We call ourselves solopreneurs.
Speaker: And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
Speaker: Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
Speaker: We are solopreneurs and this is our story.
Speaker: This video isn't going to be for everybody.
Speaker: Let me tell you who should click off this video right now.
Speaker: The person who thinks they are fantastic at selling solar.
Speaker: They have no room to improve.
Speaker: The person who is not hungry to get to the next level.
Speaker: They're satisfied.
Speaker: They're complacent.
Speaker: The person who is arrogant, not willing to listen, not willing to take advice and apply.
Speaker: And the person who does not take action and does not execute.
Speaker: So if you're not any of those things,
Speaker: which is honestly going to be most of the people who click on this type of video, then stay tuned because today's video is going to be about how to improve, how to get better, how to reach your fullest potential as an entrepreneur who owns a business, who runs a sales team, or someone who is starting out in solar.
Speaker: You're a sales rep and you're trying to make your first six figures, seven figures, whatever it may be.
Speaker: These are gonna be some try-and-true tips that are gonna run for your entire career, principles that will not only change your solar career, but also your entire life, because that's what solarpreneur is about.
Speaker: That's what my purpose is here, is to help you become a high-performance person in the solar industry, and in that order, right?
Speaker: In order to become a high-performance solar pro, to make an impact and a difference, to make the income and legacy that you want, you need to become a high-performance person
Speaker: First, meaning your level of integrity, work ethic, all of that goes into play.
Speaker: And that's what Solarpreneur is about.
Speaker: So if you're new here, consider subscribing, give us a comment, like, thumbs up, and let's dive into the topic here.
Speaker: So I want to answer this question, and I get it a lot.
Speaker: A lot of you guys will send me DMs, and I get dozens and dozens of messages with stories similar to this.
Speaker: James, I got the industry.
Speaker: Why can't I sell more solar?
Speaker: What's wrong?
Speaker: What do I need to improve?
Speaker: What am I missing, right?
Speaker: So I wanted to make this video because I just get the question so much and I figured a lot of you have this question on your mind on why you can't reach the fullest potential that got you excited and got you to take the plunge into this industry in the first place, right?
Speaker: So the first one I'm gonna talk about is consistency, right?
Speaker: If you wanna sell more solar,
Speaker: No matter what level you're at, you need to be more consistent.
Speaker: You cannot play the solar coaster game everyone talks about, right?
Speaker: And the antidote to lack of consistency is actually quite simple.
Speaker: You need to be consistent in every area of your life, all right?
Speaker: And in particular, you need to spend your time, 80% of your time being consistent in one thing.
Speaker: Alright, now there's two ways you could do that.
Speaker: You can be consistent 80% of your time on closing, assuming that your lead gen's coming in very consistently.
Speaker: I'm talking 20, 30 leads coming in a day.
Speaker: You've got an entire day's worth of appointments set up for you every single day for weeks on end.
Speaker: You can spend 80% of your time closing.
Speaker: But most people watching this channel, that's just not the case, right?
Speaker: You don't have five, six appointments every single day with predictability.
Speaker: And if that's not you, then you're going to have to follow step two, the method that I use, right?
Speaker: And the method I recommend everybody does when they start in solar is spending 80% of your time on chasing new opportunities and not focusing on the few, okay?
Speaker: And I'm going to say that one more time here because it's profound and a lot of people miss it.
Speaker: Most solar pros make the mistake, young and old, on spending all of their time and effort on those few accounts, right?
Speaker: You know those few accounts that come in and you just, oh man, if we can land this contract, this big condo board, or I'm talking to the HOA president, if we can just land this, boom, I'm set, right?
Speaker: Hundreds of thousands of dollars in commission.
Speaker: And I know what it's like.
Speaker: I've been that guy before chasing the contracts, chasing the big whales, right?
Speaker: Or focusing too much on one, two, three leads.
Speaker: Oh, this guy's gonna be out of town.
Speaker: Maybe I should follow up here, here, here.
Speaker: I should send him this article.
Speaker: I should send him this, right?
Speaker: When you're wasting all that time and energy that you have on those few accounts, your competitor, right?
Speaker: My team, our students, they're out there kicking some butt, chasing all of the new business, okay?
Speaker: You want to be more consistent, be consistent in chasing new business, not those handful of accounts that you have.
Speaker: Number two here is you're chasing too many opportunities, right?
Speaker: This is trying to do lead generation with realtors, doing lead generation with roofers, creating strategic partnerships, email campaigns, Facebook posts, YouTube videos,
Speaker: Knocking doors, cold calling, trying to figure out Facebook ads and optimize your funnel.
Speaker: You're doing too much, okay?
Speaker: Top producers in any field, but especially solar, focus on their one thing.
Speaker: Door knocking.
Speaker: Cold calls.
Speaker: I've seen guys that do well in both.
Speaker: Facebook ads, great.
Speaker: Takes longer, but you can do it, right?
Speaker: strategic partnerships, referrals.
Speaker: Whatever your one thing is, that's what you want to spend your time on.
Speaker: The guy who stretches his focus between five, 10 areas is gonna get screwed every single time.
Speaker: So don't chase all of these opportunities.
Speaker: Go deep on one and make sure it's a lead gen opportunity as we talked about, right?
Speaker: So number three here is you're getting too technical.
Speaker: I can't tell you how many new students come into the Spartan system or some of my training
Speaker: And they start talking about all the inverters, the technology in solar, right?
Speaker: And they say, well, how do you talk about XY inverter with this lease program, this finance program?
Speaker: How do you tell that to the customer, right?
Speaker: How do I tell them that a loan is gonna be better with this and this, right?
Speaker: And how it's gonna help them when they move and reamortize the mortgage, right?
Speaker: All of this shit, right?
Speaker: You don't need this.
Speaker: You do not need this.
Speaker: The simple way to sell
Speaker: best way.
Speaker: Keep things simple, right?
Speaker: Don't go into the details.
Speaker: Just give the customer what they want and what they need to make a decision.
Speaker: And that's it.
Speaker: And if you follow the training on this channel we talk about in the Spartan system, it's exactly what we show you to do.
Speaker: Opening up every conversation with questions, talking to them, consulting with them, finding out why they're interested in solar, why they want to do this, and then selling them that exact piece of solar, nothing more, nothing less, so they can make a decision the most efficiently possible.
Speaker: Next, you're in the wrong environment.
Speaker: Okay?
Speaker: Environment is a lot of things.
Speaker: This is the company you're at.
Speaker: It could be the products you're selling, the people at your company.
Speaker: If you're living with someone that is toxic, right, that's not conducive of your high ambition goals, right, this could be the location you're at.
Speaker: Maybe you're in 100% just terrible market.
Speaker: Maybe you're trying to sell solar in Oregon right now and you find it difficult or Seattle or somewhere like that, right?
Speaker: I can't tell you how many solar reps
Speaker: are playing in the wrong game right now.
Speaker: Stack things in your favor.
Speaker: Stack the deck in your favor.
Speaker: Why would you want to make it more difficult for yourself to sell in a low-producing market, a market where no net meter is not good, right?
Speaker: It's difficult to work with the power companies, where there's not a lot of sun, where solar is super expensive and you have a hard time getting people to see the value of it.
Speaker: Why would you sell a bad product?
Speaker: Why would you sell with bad salespeople that don't know what they're doing, okay?
Speaker: The only reason you would is familiarity, being comfortable with average, right?
Speaker: These are the things that keep all solar pros crippled, right?
Speaker: They're not able to move forward.
Speaker: You have to take that jump, take that risk, get rid of your company, quit your job, and go find someone else.
Speaker: It's not that hard to go get a job with another solar company, okay?
Speaker: Especially if you're watching this stuff on this channel, you're training regularly, it is easy to do so.
Speaker: And is it worth the risk?
Speaker: Can things go bad?
Speaker: Of course they can.
Speaker: But I would rather take the risk in setting things up so I could be successful than not.
Speaker: Hey listeners, it's James Swiderski here.
Speaker: I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
Speaker: Now, the Solar Spartan system is not your traditional course.
Speaker: It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically forces you
Speaker: Yeah, that's right.
Speaker: Forces you to have success in reaching your goals.
Speaker: And the best part is, guys, it's designed specifically for solar.
Speaker: And it's been tested on over 800 solar professionals to date.
Speaker: Now, you might be saying, James, that's cool, but...
Speaker: How does it force me to have success?
Speaker: And this is where it gets pretty ninja, my friend.
Speaker: So listen up.
Speaker: So here's what makes the Solar Spartan system so effective.
Speaker: It's the combination of applying the minimum amount of inputs, minimum effective dose of what it takes to get you to that next level.
Speaker: Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
Speaker: So what does this mean for you?
Speaker: No more watching 15-hour courses.
Speaker: No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
Speaker: And no more guesswork.
Speaker: The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
Speaker: And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
Speaker: It's that good.
Speaker: That's why I want to go ahead and offer you guys, solopreneur listeners, a special discount on the Solar Spartan System.
Speaker: You guys head on over to solarspartansystem.com.
Speaker: You could try it out for 30 days.
Speaker: Again, guys, don't put your success on hold.
Speaker: This is something I would not promote on the podcast if I didn't fully believe in it.
Speaker: It's something I trust my clients, but as well, my own solar company, my own reps, they go through this exact same training.
Speaker: So again, head over to SolarspartanSystem.com to get started and my team and I will see you inside.
Speaker: Let's get back to the show.
Speaker: Last one here is a big one.
Speaker: It's not training.
Speaker: Can't tell you how many solar pros.
Speaker: Again, don't spend time training.
Speaker: Sales is the elite sport in the business world, as we talked about.
Speaker: You're on the front lines, you spend 10% of your time executing, and 90% of your time is preparing, training, stacking up your pipeline, training, going through courses, going through videos like this, role playing with other people, drilling these, rehearsing these, and then applying that all on that 10% of the time where you can boom, perfect it.
Speaker: Training is the lifeblood of this industry, right?
Speaker: That's how I got into it.
Speaker: That's how I've had the success I've had at such a young age.
Speaker: It was really coming down to training.
Speaker: Yes, the environment's right.
Speaker: Yes, I like to keep things simple.
Speaker: I like to focus and be consistent, but training is the secret, guys, and that is what nobody's doing, especially as we get into the new year with all the things with tax credits changing and whatnot.
Speaker: You got to focus on your skills.
Speaker: Sharpen those skills.
Speaker: Make it reflexive.
Speaker: Make it responsive so you don't have to think about these things as you're talking to people in an appointment.
Speaker: In fact, I'm actually going to link down below.
Speaker: There's a link down below to a video on how to sell solar reflexively.
Speaker: How to do it, boom, on the spot.
Speaker: Somebody tells you an objection, you know how to handle it immediately without even thinking.
Speaker: You know what to say at the door, no matter what the prospect says, and you know how to say it in the correct way at the right time with perfection every single time.
Speaker: That is the result of training.
Speaker: I'm going to teach you in that video specifically how I train, the system I've developed for training so you can get the best results with it.
Speaker: But guys, to review, consistency, right?
Speaker: Be consistent with everything.
Speaker: That is the secret to reducing stress.
Speaker: Your cancellations, it's the secret to reducing appointments that don't show up.
Speaker: Your lack of leads, it comes down to consistent action every day.
Speaker: It also comes down to chasing many opportunities, not just a handful of opportunities.
Speaker: Don't get caught up on a couple of leads and a couple of customers, right?
Speaker: You don't need to do all this research on one customer.
Speaker: It's a waste of time.
Speaker: Go find three, five other customers to replace them.
Speaker: Getting too technical.
Speaker: Nobody gives a crap about the technical side of solar.
Speaker: We don't care about panels, inverters, your customers don't care, I don't care, get the job done, right?
Speaker: Wrong environment.
Speaker: Ditch the friends, ditch the family, work in a better place, right?
Speaker: Make sure you're focused on your mission and everyone around you is supporting your mission.
Speaker: If they're not, get rid of them.
Speaker: Sounds harsh, but that's what it takes, guys, and that's what is keeping you from selling more solar.
Speaker: And then last is make sure you train, right?
Speaker: Check out this channel.
Speaker: Check out the Spartan system below as well.
Speaker: Guys, if you apply these things, you are going to be in the top 1% in the top 1% of solar professionals kicking everyone's butt here in 2020 coming into this.
Speaker: And I'll see you guys in the next video.
Speaker: Take care.
Speaker: Bye-bye.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
Speaker: Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
Speaker: And we do it all for free.
Speaker: And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now and we'll see you on the next episode.
