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The Secret Formula For Dominating The Doors
120 Plays3 years ago
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Transcript
Introduction to the 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.
What is a Solarpreneur?
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 going on, solarpreneurs?
00:00:45
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Taylor Armstrong here.
00:00:46
Speaker
We are back with another podcast.
00:00:48
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I hope you're doing awesome.
00:00:50
Speaker
As usual, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar
Secrets of Effective Lead Generation
00:00:57
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industry.
00:00:57
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And today, we're going to be jamming on the secret formula you need
00:01:02
Speaker
if you are knocking doors.
00:01:04
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And I think this can be applied on the phones, if you're doing other types of lead generation, but I'm going to be tying it in to specifically door knocking.
00:01:14
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And I had the opportunity to actually get on...
00:01:17
Speaker
a presentation last week for the solar academy so thank you for anyone that was able to tune into that if you were not able to you can go to the solar academy i think it's dots.com let's check it out here uh yeah solar the solar academy.com and you can check out what they got going on i believe is only for their uh community members is a paid membership so great community they got going on i'm a part of it
00:01:44
Speaker
if you want to check it out.
00:01:45
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But I did a presentation and it was titled The Secrets That The Top Door Knockers, or What The Top Door Knockers Are Doing That You Probably Aren't.
00:01:54
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Got great feedback.
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I think I was able to bring some value for sure.
00:01:58
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So go check it out.
00:01:59
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They put all the recordings in there.
00:02:01
Speaker
I'm going to see if I can get part of it, maybe do some pieces for the podcast
Five Essential Steps for Door Presentations
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here.
00:02:05
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But a section that I talked about was really just breaking down the door presentation and the essential elements that you need in your door presentation.
00:02:15
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And so what I want to jam on today is some of these essential elements and give you some of my lines that I'm using, give you some cool one-liners that have been working well for me.
00:02:26
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And as usual, hit me up if you have any feedback or anything else that you add in as we break this down.
00:02:32
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And last podcast, we did a little door presentation breakdown from my friend Logan.
00:02:37
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And we talked about some of these elements already.
00:02:40
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Today, we're going to break them down even further and check it out a little bit.
00:02:44
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Okay, so you got five things that you need to be doing out the doors.
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Let's jump right into it.
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The first is you got to break preoccupation.
00:02:51
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The second is you got to create the problem.
00:02:54
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Third, you got to give solution, tie in benefits.
00:02:56
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Fourth, you got to do a takeaway.
00:02:58
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Number five, you got to close or book the appointment, set the appointments.
00:03:02
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So we're going to go one by one, dive a little deeper into these and see what we can get into here.
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So the first one, you got to break that preoccupation.
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Some of my favorite lines to do this.
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Here's a couple.
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Did the neighbors tell you I was swinging by today?
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Hey, quick question.
00:03:18
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How long have you guys had your turf put in?
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Ask an old question, getting them off guard.
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Did you guys get the letter in the mail about what's going on?
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Did you guys get the notification about the work going on in the neighborhood?
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You got to shock the system.
00:03:30
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So there's some lines I used to start out.
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You got to be different.
00:03:34
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You got to break the preoccupation.
00:03:36
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So these are great lines.
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Really, you can think of just any line that's going to grab their attention.
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But I love this first one.
00:03:42
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Did the neighbors tell you I swam by today?
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Specifically, if you can tie in other neighbors that you're actually meeting with.
00:03:48
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I've talked in the podcast previously about using a name list, just keeping a list of all the people you've set up appointments with in the neighborhood.
00:03:56
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Hey, but if they know you're talking with other people in the neighborhood, they're likely to going to listen to you.
00:04:01
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They're likely going to listen to you.
00:04:03
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Right.
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So good is did the neighbors tell you're swimming by?
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But even better is, hey, did Karen across the street?
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She's got like that big pit bull out front.
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Did she let you know I was going to come by?
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I'm actually friends with her.
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No.
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OK.
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They're like, oh, well, this guy knows my neighbors.
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He's friends with Karen.
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But let's be honest.
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Really tough to be friends with any Karen.
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Actually, I did talk to a super nice Cairn the other day, funny enough, but most Cairns, tough to be friends with them.
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That's when you know you've conquered the near road if you are friends with a Cairn.
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And then this second one that I use, hey, quick question, how long you guys had your turf put in?
00:04:38
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I like just general questions that open things up.
00:04:41
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This isn't going to work with everybody.
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If you follow me on social media, I told a story about how I tried to use this with just an absolute dog that came to the door.
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Absolute bull that was like, no, get to the point.
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Kind of backfired on me.
00:04:53
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So you got to recognize your personal personality types.
00:04:56
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That's a different training, right?
00:04:58
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Done podcasts on that too.
00:05:00
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But for this, generally, if it's someone that's chill, if you ask them about something that is relates to them, then who knows, you might give them you might have 10 minutes to just bill and report and then it's going to be way easier to actually present to him what you're doing.
00:05:14
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Hey, but don't say if it's a guy that comes to the door, don't ask him about the pot of flowers.
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They're probably not going to care.
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But ask him about stuff that's like really interesting.
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Maybe they have like a 50 Chevy in the driveway.
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Maybe they have like some sweet dirt bikes in the garage.
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You can ask them about, hey, where do you guys take those things out?
00:05:31
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Um, I've been looking to get into that.
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Don't lie to them.
00:05:33
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Okay.
00:05:33
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But anything that can build some rapport.
00:05:36
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I like that kind of an icebreaker because most people are coming, they're getting straight to why they're there getting to sell them.
00:05:41
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But if you think of a friend comes to the door, they might ask about, you know, the turf outside, how long they've had to put in.
00:05:47
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They might ask what type of tree it is.
00:05:49
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It's different.
00:05:50
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Okay.
00:05:50
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So this is something that's, if there's not something interesting in the yard, I don't do this, but if there's something cool, dirt bikes in the garage, cool car,
00:05:58
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turf out front, whatever, something that I feel like I can generally ask a question about, then ask it.
00:06:04
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I like it.
00:06:05
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Did you guys get the letter in the mail about what's going on?
00:06:07
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I love this because it gets people like confused and off guard.
00:06:10
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Okay.
00:06:11
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And my company, they're not really sending letters in the mail, but people are getting promotional stuff about solar all the time.
00:06:18
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So my opinion, I mean, I'm not lying.
00:06:21
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I'm just, it's like, hey, did you get a letter about solar?
00:06:24
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You're not asking about solar, but they are sending promos all the time about different things.
00:06:29
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Most people just throw them away, but it gets them confused.
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It gets them wondering and curious about what's actually going on.
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That's
00:06:36
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step number one, some lines you can use.
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Okay.
Creating the Problem: Presenting Facts
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Step number two is you need to create that problem.
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All right.
00:06:42
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And again, something that I use in all the time on the doors and that I've talked about is a slick, just something you can hand the homeowner, something factual, something about what's going on in the area, in the States, in the community, that's just adds fuel to the fire that gives you a proof about an actual problem.
00:07:00
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So out here, there's all sorts of things going on with the grid in San Diego where I'm at.
00:07:05
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But wherever you are, just Google utility rate increases in Texas, utility rate increases in Dallas, in Tampa, wherever you're at, you can probably find some sort of interesting article.
00:07:18
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about why they're increasing the prices in that particular utility, right?
00:07:22
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And then you can turn that into a slick, right?
00:07:24
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It's super easy to make slicks, buy a printer, buy a laminator, costs like less than a hundred bucks.
00:07:30
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You make it in about five minutes.
00:07:31
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Hey, but in order to create a problem,
00:07:34
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I believe it's going to be way easier if you can hand them a slick.
00:07:36
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If you have proof for that and it's like legit reasons why there's a problem with utilities.
00:07:43
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So some lines I've used, we've been getting a bunch of complaints from the neighborhood just because the rates have been going up.
00:07:48
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I'm sure you guys noticed the same.
00:07:49
Speaker
They're swapping out the wooden poles for the metal ones.
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It's a whatever million dollar project.
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Can you imagine who's paying for that?
00:07:58
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Yeah, they're making us pay for it.
00:07:59
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That's a line that a lot of people are using.
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High success rate out in California.
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They can work anywhere.
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They're always swapping out wooden poles for metal ones.
00:08:07
Speaker
But whatever problem you can think of, whatever reason people should want a solution for solar, that's what problem you're going to use to make it specific to the market you're in.
00:08:16
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It's going to capture even more attention.
00:08:18
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So that's
Offering the Solution: Benefits of Solar
00:08:19
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step two.
00:08:19
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Step three is you got to give them the solution and you got to tie in the benefits to them.
00:08:24
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Hey, we all know California, there are a lot of savings even now in net metering 3.0.
00:08:30
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Some of the changes that have happened, people still save money going solar.
00:08:33
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Maybe you're in a market where it's not really about savings, but what is the solution to the problems?
00:08:38
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In any market, solar should be able to give them a fixed rate, whether you're leasing, whether you're doing an ownership program.
00:08:44
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So that's always going to be a solution and that you can tie into a benefit.
00:08:48
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If you do not know your benefits and your solutions, like the back of your hands, you need to write these down.
00:08:54
Speaker
What's every single benefit someone gets from going solar in your market?
00:08:59
Speaker
Is it they get equity?
00:09:01
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Is it that they aren't subject to rate hikes?
00:09:05
Speaker
Is it that it helps them sell their home, adds value to their home?
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Write down all those benefits.
00:09:10
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Okay, and then a line that you want to use, a line that I've used.
00:09:14
Speaker
If your home is approved, the state, city, county, whatever.
00:09:18
Speaker
Okay, just make it your program specific to the area, right?
00:09:23
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The state of California approved new funding for solar to where it just goes up on the home.
00:09:29
Speaker
You guys wouldn't be subject to the increases or have to pay for all these infrastructure upgrades.
00:09:34
Speaker
If you're tying it back to the original problem.
00:09:36
Speaker
The people on it don't have to win the lottery or take money out of their check-ins account.
00:09:40
Speaker
They just redirect the money they were already paying the utility.
00:09:43
Speaker
You guys would pay nothing and get a cheaper bill while also increasing the value of the home.
00:09:47
Speaker
Okay, so throwing a line like that, what are the benefits to them?
00:09:50
Speaker
Okay, and a couple...
00:09:52
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lines I took from Taylor McCarthy.
00:09:54
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Some of these guys, they're always talking about, you don't have to win the lottery.
00:09:57
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You don't have to take money out of your checking account.
00:09:59
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Love that line.
00:10:00
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But yeah, just use a line that's going to grab their attention.
00:10:03
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It's going to show them the benefits.
The Takeaway Strategy: Creating Urgency
00:10:05
Speaker
And then right after that, most importantly, you're not trying to sell them too much here because what you're doing is you're taking away crucial parts.
00:10:14
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Everyone should know this, but you got to take that away, right?
00:10:17
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You got to do the pullback.
00:10:19
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A line that I have had a lot of success with lately is the downside is only about two out of five homes qualify.
00:10:26
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So that's my job to see if it's even an option for you guys.
00:10:28
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Hey, Tom, that's why you're there.
00:10:30
Speaker
And I love giving like a specific number, two out of five homes qualify.
00:10:34
Speaker
You don't want to make it outrageous.
00:10:36
Speaker
You're not going to say two out of 20 homes.
00:10:39
Speaker
I mean, make it somewhat reasonable, right?
00:10:41
Speaker
But that's probably a good evaluation.
00:10:44
Speaker
Maybe it's less in your market.
00:10:45
Speaker
Maybe you're knocking where there's a ton of trees, ton of shading.
00:10:48
Speaker
Maybe you're knocking knocking in a low credit area where almost everyone fills, which probably want to get out of that area if that's if that's the case.
00:10:56
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But I think putting a specific number there grabs their attention is like, oh, am I going to be one of those two out of five?
00:11:02
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Is that going to be me?
00:11:03
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Am I going to be the lucky ones?
00:11:05
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Hey, but if you take it away, they're going to want it even more.
00:11:08
Speaker
So make that an essential element of your door presentation.
Using Assumptive Language to Close
00:11:13
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And then.
00:11:13
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Last but not least, make sure you close.
00:11:16
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You got to transition.
00:11:17
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The rookie mistake I see all the time is people leave it, right?
00:11:21
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So if they even do a takeaway, but then they just leave it open-ended, they wait for the homeowner to speak.
00:11:27
Speaker
But you got to have that assumptive language.
00:11:29
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So yeah, my job is just to see which homes even qualify.
00:11:33
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But let me ask you if it didn't cost you any money out of pocket,
00:11:38
Speaker
that helped you go green, and then it give you a locked-in rate.
00:11:41
Speaker
That's something you guys will look at, right?
00:11:43
Speaker
A little tie down there.
00:11:45
Speaker
Or if you're not going to a highly saturated area like California, imagine you guys looked at solar in the past.
00:11:51
Speaker
I'm guessing the reason you don't have it probably didn't make a ton of financial sense.
00:11:55
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See if you can figure out why they didn't go solar in the past, right?
00:11:59
Speaker
Then you have ammo.
00:12:00
Speaker
Then you can contrast why this is different, why people are doing it now.
00:12:04
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But once you get through all this, you got to close.
00:12:07
Speaker
Hey, you got to walk down a solid time.
00:12:09
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I'll come back by after they have all the details prepared for your home.
00:12:12
Speaker
Are you guys usually here afternoon or evening?
00:12:14
Speaker
Great.
00:12:15
Speaker
Okay.
00:12:16
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All I do is leave you with some of the info and fill out a quick form to make sure they have the right contact details for you.
00:12:22
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Super quick.
00:12:22
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Do you have a corner of the table iron bar?
00:12:24
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Do you want me to take my shoes on or off?
00:12:26
Speaker
Okay, I always get inside the home.
00:12:28
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This is what works for me.
00:12:29
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I know a lot of people are doing the, hey, do you have or can you go grab the bill and I'm going to check out your meter?
00:12:35
Speaker
Okay, people have success with that.
00:12:37
Speaker
But if you can get inside the home, you're always going to have much more success.
00:12:41
Speaker
So those are the five essential elements.
00:12:43
Speaker
And I know I talked a little bit about these in our last presentation breakdown.
00:12:48
Speaker
So go listen to that if you didn't already.
00:12:50
Speaker
But I just wanted to break it down a little bit further today and just remind you, if you are not doing these things, then you're probably missing out on appointments you could be setting out there.
00:13:01
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When I started, I did not have the secrets like this.
00:13:04
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I didn't have these five steps.
00:13:06
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We had our script, but I don't think we did a good enough job at creating the problem.
00:13:11
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in a lot of the, you know, early scripts I had in my company.
00:13:14
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So hopefully whatever script you're using, hopefully whatever presentation you have does have these essential elements.
00:13:21
Speaker
But if not, how can you tweak it?
00:13:23
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How can you make it have a bigger problem?
00:13:25
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How can you break the preoccupation better?
00:13:28
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So go analyze your script today.
00:13:31
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See if you can identify what's breaking, what's the part where you're breaking preoccupation?
00:13:35
Speaker
What lines are you going to use for it?
00:13:37
Speaker
What is the problem you're creating?
00:13:39
Speaker
What slick do you have that backs up that problem?
00:13:41
Speaker
And then what's the solution?
00:13:43
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How are you tying in those benefits?
00:13:45
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What's your takeaway?
00:13:46
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What's your lines for that?
00:13:47
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And then how are you closing?
00:13:48
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How are you transitioning into actually setting an appointment?
00:13:51
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Okay.
Handling Objections Effectively
00:13:52
Speaker
Okay, and then there's objections.
00:13:53
Speaker
Obviously, you got to know all your objections like the back of your hand.
00:13:56
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I would definitely recommend making your objection journal or having just an entire notes section devoted to your objections you're getting.
00:14:06
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I saw, I think, Danny Pesci posted recently how he just has it in a whole spreadsheet, every single objection that you can possibly encounter with solar with
00:14:14
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along with the response.
00:14:16
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However you want to do it, make sure you know your objections.
00:14:18
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But if you have these five essential elements down and you know how to overcome the objections, you're going to be unstoppable out there.
00:14:25
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You're going to set up every single appointment possible and you're going to make a lot of money in solar.
00:14:31
Speaker
So that's what we're all about.
00:14:33
Speaker
And speaking of making money, if you want to double, triple, quadruple, make even more money, we recently are opening up a few spots in our Soul Society program.
00:14:43
Speaker
Let me know if you want to do a free sales audit to break down your process and
00:14:47
Speaker
and then see if it's something you could potentially benefit from being an elite community and getting some one-on-one coaching with that and double tripling or quadrupling yourselves.
Invitation to the Soul Society Program
00:14:58
Speaker
So hit me up if you want to be a part of that.
00:15:00
Speaker
But in the meantime, go set some appointments today.
00:15:02
Speaker
We got lots of exciting episodes coming up for you.
00:15:05
Speaker
So don't miss out every Tuesday and Friday.
00:15:08
Speaker
My name is Taylor Armstrong and we will see you on the next one.
00:15:12
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your cells increase?
00:15:18
Speaker
Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
00:15:24
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free cells diagnostic.
00:15:30
Speaker
We'll break down your cells process.
00:15:32
Speaker
figure out the holes in your business and see how we can help you improve.
00:15:37
Speaker
So at now we have six bucks for this month.
00:15:40
Speaker
So book a call now.
00:15:41
Speaker
Don't miss out.
00:15:43
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:15:48
Speaker
That's taylor at solarpreneurs with an s.com.
00:15:52
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:15:56
Speaker
So shoot that email and let's increase your sales.