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California Live Knocking Footage Breakdown
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In this episode, I break down an interaction that our newest team member had with a prospective homeowner. With a solid foundation on establishing urgency and enticing the customer, his presentation is useful for solidifying your rapport at the door.
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Transcript
Taylor's Journey from $50 to Solar Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you 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.
Solopreneur Mindset
00:00:31
Speaker
What is a solopreneur you might ask? 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. Hey, solarpreneurs, today we're going to be breaking down some live footage of a newer member to our team out here in San Diego and ah going ah going through it getting some takeaways, which you all should be doing as well.
00:00:54
Speaker
So welcome to the podcast. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. um Hope you are having a great kickoff to the summer or whenever you're listening to this. It's heating up for us down here in San Diego.
Upcoming Sales Blitzes in San Diego
00:01:11
Speaker
We do have some blitzes coming up. um We have one this month in the month of June and then one next month in the month of July. So hit me up if you would like to be considered to come sell with the best of the best.
00:01:25
Speaker
ah No better time to be selling than right now, especially with all the craziness, the urgency we have going on with the big, beautiful bill. Hope you are taking advantage of that. Whatever happens, we're going make a ton of money. We're going to help a ton of people before some of these changes go into place.
00:01:43
Speaker
And before we get into the live review here, the live breakdown, please, if you have not yet, leave go leave us a review, leave us a comment.
00:01:54
Speaker
i was just looking on our Apple accounts and we haven't had a view a review in a really long time. Again, I get it. i know we're expanding more to YouTube, Spotify, some of these other platforms.
00:02:06
Speaker
So maybe you're not even listening to this on Apple, but wherever you're listening, please go give us a rating. Let us know what you like. Let us know what you think could be improved. And as as usual, send me any guest suggestions or topic suggestions. We'd love to hear from you.
00:02:22
Speaker
So without further ado, let's get into the content here. the live footage breakdown.
Using Tools for Sales Enhancement
00:02:30
Speaker
If you are not using Ciro to record your door approaches, I think you're making a huge mistake. And it's funny, this one was actually kind of my fault.
00:02:39
Speaker
Because Safa, he's a newer guy to our team here. And we actually had not given him access to Ciro yet. So this one, he just sent me old school voice memo.
00:02:49
Speaker
It made me remember how nice it is just being able to review these on Ciro. So if you if you've not checked them out, go ah give them a holler. It uses AI to do a whole analysis of your ah your presentation, your pitch at the door and in the home. So i' never been easier to improve processes with Ciro.
00:03:12
Speaker
Okay, but let's pull up the recording here. How's it going? Hey. Yes, ma'am. I'm looking for... Is this a Baker residence here? Awesome.
00:03:22
Speaker
My name is Stafford. We're with Legacy Power. We're the ones doing the battery projects here in the Baker residence. Has anyone already stopped by and explained it to So basically, let's be one... Okay, so right off the bat, he starts off. I like how he's focusing on the battery portion of this um because that's different, right?
00:03:41
Speaker
Especially in saturated markets, San Diego, where we at, everyone's heard of solar, but battery is kind of a newer thing. So he's starting it out different, created some attention. All good. um he dropped their name, which I love to.
00:03:55
Speaker
um I like doing that just dropping their name. My line is always like, Hey, I'm just making sure about the right spot still the Baker residence. Okay, perfect. So he did a similar line.
00:04:07
Speaker
Good way to break that preoccupation. And then the one thing that I would suggest here for and I think he does this a little bit later in the recording too is just not really giving him a chance to respond. It sounds like he's maybe he's a little eager to get into the presentation, right? Because he asked her question.
00:04:26
Speaker
And then he's like, boom, right off the bat. But ah depending on the response could be a good time to build some rapport could be a good time to I don't know, joke about their dog about their weather, whatever. But he yeah he goes straight into it.
00:04:38
Speaker
But just something he can think about there. and we don't produce any electricity and we've been buying power from out of state. And to get the power from here, we've been charged a lot of high delivery fees by SDG&E.
00:04:52
Speaker
Every year, I'm pretty sure you've seen the notices we sent out. They get approved for an increased rate every year. The outages due to the wildfire risks. Okay, so he's doing good.
Analyzing Sales Pitches
00:05:02
Speaker
He's bringing up the problem.
00:05:04
Speaker
um Great way to do it. Talking about the energy import from out of state, wildfires, all good things. He asked another question. i'm pretty sure you've seen it. So a few things here. um If you notice in the recording, he's mostly using uptones right at the end of his sentences.
00:05:20
Speaker
So I'm pretty sure you've seen it. You've had your rates go up. You've seen the wildfires. it So it's good to do a few, right? But yeah, I think there's a few too many here. You got to be careful. And that's the power of recording is because I bet you Safi, he might not even know that he's doing this.
00:05:37
Speaker
And I've had it happen to me to where I sound completely different. That's why when I do a podcast, sometimes I listen to and I'm like, man, who is this person? This guy sounds nothing like me.
00:05:48
Speaker
We always sound different on recording than we think. So that's why it's important to record yourself. So Safa could do a better job here about limiting the uptones. It's not bad to have a few, right, especially when you're asking the questions.
00:05:59
Speaker
But to have uptone after uptone in your statements, in your presentation, it's creating disconfidence. Is that the word? Making it sound not as confident as it could be. You know, more questioning than it should be rather than statements.
00:06:13
Speaker
So something you could think about there. They push for self-powered homes. The solar and storage on the side of the house. and is being A portion of it is being coined by the federal government.
00:06:24
Speaker
Like 30 to 40. and then we How much are you guys paying for electricity? you go on yeah Maybe something. 300 something every month?
00:06:35
Speaker
Or is it like for three months? Wow. Okay. that Great right there. Love the reaction. Almost like he's about about to pass out of shock, right?
00:06:46
Speaker
um Love that. And then he even furthers up. Is that for three months or was that one month? It's just, I know every month AC. So great reaction there. hopefully making the people feel like, oh, well, maybe that's worse than I thought.
00:06:59
Speaker
And that's what you want to create. So I think he could have done that possibly before too. When he brought up the rate hikes, um her seeing rate hikes going up, he got an agreement from her. So what I like to do when you get people acknowledging that they've seen the rates go up, I like to ask the question there. Yeah, a lot of people have seen it go up like double from what it used to be. What have you guys seen in the bill?
00:07:21
Speaker
And make them tell you their pain. So if they're giving you an agreement, make them tell you how much their bill has gone up. Make them tell you how bad it is because when they say it themselves, it has to be true, right? People believe 100% of what they say.
00:07:34
Speaker
So make get them to say it rather than you telling them. Have you ever paid attention to the fees? The delivery fee is way higher than the generation fee.
00:07:46
Speaker
You saw that, right? Basically, that's why you know they try to like maximize the usage and, of course, the peak hours. So between 4 p.m. to 9 p.m., that's when it's hot and people need the air conditioning.
00:07:59
Speaker
That's why they're charging people over and over on the peak hours so they can maximize their benefits. And I mean, they're, you know, they're trying to push people to go solar because they would give like benefits out it too because it's a clean energy, you know, for the environment.
00:08:12
Speaker
And San Diego's bread is 130 year old. So it's not really smart to be relying on that, you know. But my job is super simple. my My job is to basically see if the house is a good fit and is the main panel upgraded.
00:08:28
Speaker
Okay, so he's going through some more problems, which is good. um What I've seen most people, they're not going to let you keep going like that. It's just people are busy. They need you to get to the point. but So I think he could have simplified it a little bit more. She gets the problem.
00:08:43
Speaker
She's seen the bills going up. So something like, hey, um ah you've seen the bills go up. So the good news is our program, if you guys were to get approved, they would add the battery, they would have panels, you guys would get a set rate.
00:08:58
Speaker
you'd be exempt from all the
Qualifying Questions and Solutions
00:09:00
Speaker
increases and you would have backup power. So you give them a solution to every problem they just acknowledged, right? That's problem solution selling. So I think Safa could have done a better job. Give them the solution, right? um He kind of brushed over it and went straight into qualification, which is fine, but even more powerful.
00:09:18
Speaker
Give them the solution to their problems and then go into your qualifying question, right? You got your pullback takeaway, So rather than um brushing over the solution, would get into it a little bit quicker.
00:09:30
Speaker
do a pullback question. Yeah, the only thing is a lot of homes don't even qualify. So let me ask you, if you got do you know if you guys have upgraded your panel? Then you can get at some qualifying questions, right? But little adjustment to the order there, I think would have helped. And then do you like do you usually pay the bill online or do you pay it online, like in the mail? Do you call them and pay? Do you get it a paper bill?
00:09:55
Speaker
I got you. Well, basically the main requirements qualify for is your image, which is pretty high. so you could be sitting Okay, and then a few things here um he He went straight into telling them how much she would save, um asking her questions about the bill.
00:10:17
Speaker
So I think you could tell got a little maybe and ah interrogative. Is that a word? but sounded like a little bit of interrogation. So rather than just asking question after question, it's like give them the reasons why, you tie that into the qualifying, right which he kind of did after the fact.
00:10:35
Speaker
But ah if you can ask, so yeah, part of my job is figure out the home would even be a good fit. So it does depend on how high your, ah how how many kilowatt hours you use here. That part's actually on the bills. do you get them paper electronic here?
00:10:50
Speaker
I call in. Okay, but you probably get like a paper statement from them, right? And then at that point, think a good thing to do is have either either a laminated copy of it, or pull up like a photo of a bill, show them what you're looking for.
00:11:04
Speaker
becomes little bit easier for them. And then be like, yeah, so all they have me do is just grab a screenshot of that, grab a photo of that so we can send it to our engineers. They're going to prepare a design.
00:11:16
Speaker
And then we're going to come back with a whole savings report with the whole custom brochure for the home. So tell them exactly why you need, what's going to happen, that you're coming back.
00:11:26
Speaker
That way it's not like an interrogation. It's like, hey my job is see if the home could qualify. Then we're going to come back with a report. So I think if it would have been a little more clear there, he could have had ah a little more success, a little more clock clarity in getting um the bill right off the bat there.
00:11:43
Speaker
You know, just like SDG&E that you buy your house and the power line is already running into the house. So solar is the same thing. chase Basically, my job is super simple. is I can get you like a free report just to see how much you could be saving potentially order in solar and every single detail about it.
00:12:02
Speaker
If you want to do the PPA or if you want to own the system. And basically, we have a battery. OK, and um this lady is super chill until she's laughing. That sounds like she's given them all the time in the world to go through his presentation, which is rare, right? Usually this doesn't happen, especially because it sounds like mom's walking through, got dogs barking. all the time people will get antsy.
00:12:26
Speaker
Right. that's where, you know, I think, again, if he could have been a little more clear on the purpose, what's happening, this and that, then it would have helped him there. um But yeah, it didn't matter a ton on this one.
00:12:38
Speaker
And then the other thing is he gets into talking about PPA. You can buy it. Remember, our job as appointment setters on the door to give them really only the necessary information. Because remember, we're there just to set the appointment. We're not there to go through all the options.
00:12:56
Speaker
The more options they feel like they have, they're going get overwhelmed, ask for a card. Can you come back? So Safa there, he's just been like, okay, when we... We're going to come back with a report. It's going have all the options for the home.
00:13:09
Speaker
But if it qualifies, you know, he should already gone through the solution. If it qualifies and you're going to get a set rate, you're going to have more power to use in the home and you're going to have a backup battery and boom right there.
00:13:22
Speaker
yeah And this lady, especially in ah warmer, more more saturated markets, um I'm just super curious myself. It's like, why haven't they gone slower? um I mean, the lady seems to acknowledge that there's pain there, ah seems to have a higher bill. So at this point, if it's me on the doors, I'm asking, hey, have you guys looked into solar from any of the companies or any that in the past?
00:13:46
Speaker
Because typically in a market like this, people have not gone solar. a lot of times there's a good reason. Oh, it's too expensive. Oh, we're moving. ah Or even, you know, especially if someone nice like that, I'm almost thinking these people own the home.
00:14:01
Speaker
because They're being so nice. I'm wondering if they're renters. Okay. But yeah, that's this was, you know, a very nice prospect. battery so you can store the power and electricity so you won't be running on the peak hour and you won't have flat rate and uh do you think you can like uh find one of the bills just to do so i can kind of like see how much you're pulling and i can make the system design and give you so got yeah i got
00:14:34
Speaker
thank you it's Okay, that's actually the end of the recording. It's a shame that we don't have the next part of it. See what happens. Looks like I did get a message from Safa. He said that he...
00:14:48
Speaker
Got the bill, but he wasn't able to get that appointment. So wonder what happened after that. But yeah, a lot of good things in here. i think his problem, his problem was really good. He created a really good problem.
00:14:59
Speaker
But the main idea here is he could have just been a little more solid on the middle game part of it. right I like to think of it as a game of chess, right? In chess, you got the opening.
00:15:09
Speaker
You got the middle game, middle section, and then you got the end game, right? So Safa, I thought he did really good with the opening, you know, fit pretty good with the mid middle section, at least the problem part of it.
00:15:21
Speaker
But where Safa needs to focus on is the solution part of it, the pullback and then the actual setting the appointments. And if he makes a few adjustments, this guy is going to be good. Right. And so he needs to eliminate a few things in his vocabulary until at the end, like you think you can get a bill.
00:15:39
Speaker
And if you ask a question like that, then um nine unless you find like a golden prospect, pus nine times out of ten. There's like, oh, I'm busy. I can't right now. Hey, so I recommend him taking a much more authoritative approach. Right. So, yeah, all they have me do is just grab a copy of your bill so we can put the report together.
00:15:58
Speaker
And then, like I said, we're going to come back when they have everything ready. Are you guys here tomorrow? So you and your husband ah own the home here or you're in your mom's home. OK, great. She'd be here tomorrow.
00:16:10
Speaker
or she'd be here later today if you're trying to do the same day. And then ah get a time, then start setting the appointment, take the authoritative approach. So none of this, I just, yeah do you think you could do this?
00:16:22
Speaker
Pretty please. Like, let's have a BA. So I'll just grab a snag, a copy of the bill. um Even better, you try to get inside the home. But if not, be like, hey. So they have me just get a picture picture of your meters on the left side over there. Okay, great.
00:16:37
Speaker
So I'm going to grab a picture of that and then I'll have you just get a recent bill so we can put together all the info. So if you can go grab that or grab a picture, i meet you right back here. yeah Take some sort of authoritative approach like that. It's going to have a much higher success rate.
00:16:52
Speaker
Hey, so shout out to Safa. I'm glad he was willing to be featured on the show and do a little presentation breakdown
Pitch Submission Invitation
00:17:01
Speaker
today. If you would like to have your pitch, your presentation broken down, feel free to send me an email, taylorsorepreneurs.com.
00:17:08
Speaker
um You can also shoot me a DM on Instagram. I apologize. Sometimes get a little be but behind in those. So if I don't respond, um send me a few messages. We will get back to you.
00:17:19
Speaker
And we got some exciting guests coming up. So shoot me any suggestions you have. Hope this helped you today. Get out there, close some deals, and let's have a killer summer. See you next time.
00:17:30
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:17:41
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:17:55
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
Partnership with SolarScout
00:18:04
Speaker
It's been working for a lot of teams across the country and now I'm on board too.
00:18:09
Speaker
I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:18:19
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:18:32
Speaker
Okay, back to the show.
00:18:36
Speaker
What's up, solopreneurs? Hope you enjoyed the episode. 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.
Cheat Sheet for Podcast Insights
00:18:50
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:19:04
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.
00:19:17
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. So go download it right now. It's going to be the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs. We will have that in the show notes. Go download it right now.
00:19:43
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.