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"I'm Not Signing Anything Today" Live Footage Breakdown
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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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 fail.
00:00:19
Speaker
I teach you how 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 solopreneur, you might ask?
00:00:33
Speaker
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.
Insights from a Live Solar Sales Close
00:00:41
Speaker
Hey, what's up, solopreneurs?
00:00:42
Speaker
Taylor Armstrong here with another podcast.
00:00:44
Speaker
We're going to be breaking down
00:00:46
Speaker
A live close footage from today actually just got out of the appointment probably about an hour ago.
00:00:56
Speaker
So this is super fresh footage.
00:00:58
Speaker
You're going to be hearing what I did to lock down the deal.
00:01:02
Speaker
Let's get into it.
00:01:04
Speaker
Welcome back to the podcast.
00:01:05
Speaker
We are here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:01:12
Speaker
Coming at you free and available every Tuesday and Friday.
00:01:16
Speaker
Your boy dropping fresh content.
00:01:19
Speaker
Hope you enjoy it.
00:01:21
Speaker
Always got to get our little intro out.
00:01:25
Speaker
And before we get into the content for today, wanted to give a quick thank you to our latest review over on Apple iTunes.
00:01:34
Speaker
We got a review from Pauly Connor.
00:01:36
Speaker
She gave us five stars.
00:01:38
Speaker
Great podcast.
00:01:39
Speaker
I've been in the solar business for almost three years now, and I've learned so much.
00:01:43
Speaker
Nice nuggets from Taylor's podcast.
00:01:46
Speaker
I listen to it every day.
00:01:47
Speaker
Thank you, Pauly.
00:01:49
Speaker
That is so sweet.
00:01:50
Speaker
And this is why I keep doing the podcast for reviews like that.
00:01:54
Speaker
So if you have not left us a review, please consider going on Spotify, Apple, iTunes, wherever you listen to podcasts.
00:02:02
Speaker
And it would be much appreciated to leave us a review, especially if you've listened to more than an episode or two.
00:02:07
Speaker
Come on.
00:02:08
Speaker
Give us a little love.
Engagement and Community Building
00:02:10
Speaker
And then also, another reminder, grab your tickets.
00:02:13
Speaker
Our live event, April 17th, coming up right around the corner.
00:02:17
Speaker
We have a limited amount of availability for this.
00:02:21
Speaker
Spots are filling up, so go grab your ticket.
00:02:23
Speaker
It's going to be in the aquarium in Utah right before SolarCon.
00:02:27
Speaker
You can get your ticket for free if you use our discount code, which is Taylor, and get your SolarCon ticket.
00:02:34
Speaker
If not, you can just buy a ticket to our event and come anyways.
00:02:38
Speaker
But it's going to be so cool, so awesome.
00:02:41
Speaker
We're going to have some great speakers.
00:02:42
Speaker
We're going to be previewing them here in the coming weeks.
00:02:45
Speaker
But make sure you don't procrastinate.
00:02:46
Speaker
Get your tickets now.
00:02:47
Speaker
All right, so enough of our
Door-to-Door Sales Challenges and Strategies
00:02:50
Speaker
event.
00:02:50
Speaker
I know I talk about that every episode because I have to.
00:02:54
Speaker
So I'm going to tell you what happened in this appointment.
00:02:58
Speaker
I set the appointment on Saturday.
00:03:00
Speaker
The guy, it was funny.
00:03:01
Speaker
I wish I would actually recorded the door approach too because this guy, he actually slammed the door in my face.
00:03:07
Speaker
He had one of those screen doors.
00:03:10
Speaker
So I'm like banging on the screen door.
00:03:12
Speaker
No one's coming to the door.
00:03:13
Speaker
And finally, this guy, he comes, he opens the door real quick.
00:03:17
Speaker
says stop trying to unlock my door.
00:03:20
Speaker
I'm not talking to anybody, slams it.
00:03:23
Speaker
So what do I do?
00:03:24
Speaker
I knock it again.
00:03:25
Speaker
Like, I'm not going to be treated like that.
00:03:28
Speaker
You got to at least hear what we're doing.
00:03:30
Speaker
So I knock it again, knock it again.
00:03:32
Speaker
He comes, he's obviously upset that I'm still knocking, but I'm like, Hey, not trying to bother you.
00:03:38
Speaker
This is actually pretty important.
00:03:40
Speaker
Um, I'm not doing sales here today.
00:03:43
Speaker
And he hears me out, set the appointment, get the bill,
00:03:48
Speaker
talk to the wife.
00:03:49
Speaker
So this point turns into a semi-solid appointment, pretty solid appointment, right?
00:03:53
Speaker
Feeling pretty good about myself.
00:03:55
Speaker
And so anyone that gets the door slammed immediately like that, I would definitely consider knocking again because these people, they don't know what they're saying no to.
00:04:05
Speaker
Like knock again.
00:04:06
Speaker
Yeah, sure.
00:04:06
Speaker
It's not going to work a ton of times, but occasionally you look at someone, you knock again, you start talking to them and they hear you out.
00:04:16
Speaker
Hey, but I go to the appointments this evening, end up closing it.
00:04:22
Speaker
I'm going to play for you some of the footage from the appointments, but I did get told we're not signing anything today.
00:04:29
Speaker
We need to read through everything, the typical objections.
00:04:32
Speaker
So I did have to fight pretty hard for this one and definitely made mistakes.
00:04:38
Speaker
Definitely was a little bit softer close.
00:04:41
Speaker
Had to kind of like push through some objections.
00:04:43
Speaker
So you're going to hear some mistakes.
00:04:45
Speaker
You might hear some things that were not great at all, but hey, that's part of the process.
00:04:50
Speaker
I don't claim to be the world's greatest solar salesperson.
00:04:54
Speaker
I think I'm a pretty good one, but hey, I know there's people better than me out there.
00:04:59
Speaker
I recognize that and that's why I interview them.
00:05:01
Speaker
That's why I try to get them on the show.
00:05:03
Speaker
But hopefully you can pick up a thing or two from this recording.
00:05:06
Speaker
And if anything, you can know, hey, I'm not going to do what he just did.
00:05:10
Speaker
But I did close it.
00:05:12
Speaker
So let's get into it.
00:05:13
Speaker
And once again, the best way to record your presentations is always zero.
00:05:19
Speaker
That's what I'm using over here.
00:05:21
Speaker
And also wanted to give a special shout out to the latest, the newest and latest member of our coaching program.
00:05:30
Speaker
Joseph, thanks you for joining in on the coaching program.
00:05:33
Speaker
And as part of the program, he actually gets access to our entire library of closes,
00:05:40
Speaker
He's going to record his own presentations, get feedback from myself and other coaches in the program.
00:05:45
Speaker
So welcome to the program.
00:05:47
Speaker
And if you are interested in getting live feedback like that and also getting full access to our entire library of closes, to objection handling, to word-by-word training,
00:05:59
Speaker
then hit me up.
00:06:00
Speaker
We have a few spots open for that.
00:06:03
Speaker
Definitely keep it small exclusive.
00:06:06
Speaker
Hit me up, either shoot me an email, taylor at solarpreneurs.com or shoot me a DM.
00:06:10
Speaker
We can hop on a call, see if you qualify.
00:06:14
Speaker
So let's
Advanced Sales Techniques and Tactics
00:06:15
Speaker
get into this.
00:06:15
Speaker
I'm going to play just from the beginning the pre-frame.
00:06:19
Speaker
We all know we should be pre-framing what's going to happen during the appointment.
00:06:23
Speaker
What is our purpose?
00:06:25
Speaker
So I'm going to play for you what I did to pre-frame it.
00:06:28
Speaker
And then we're going to get into the end where the true battle begins when they start throwing objection after objection.
00:06:35
Speaker
Show you how I handle it in this specific situation.
00:06:39
Speaker
So if you're asking about credit, are you going to run credit today?
00:06:43
Speaker
So yeah, like obviously we'll go through all this and you guys will see exactly what it entails.
00:06:47
Speaker
And then yeah, if it looks good and looks super beneficial, then the next step is today.
00:06:52
Speaker
Yeah, there'd be a quick application.
00:06:54
Speaker
It's just like a soft check.
00:06:55
Speaker
So it's not going to affect the credit or anything, but that would just be like, yeah, there's still an option.
00:07:00
Speaker
Because if that part doesn't go through with anything,
00:07:03
Speaker
to spend so long.
00:07:04
Speaker
Are we trying not?
00:07:05
Speaker
So it's a soft check.
00:07:07
Speaker
We can't have any hard inquiries right now.
00:07:10
Speaker
Right, hard inquiries.
00:07:11
Speaker
Yeah, it's just like getting a birthstone.
00:07:14
Speaker
Okay, so you notice here I'm going through what it takes to qualify for the program.
00:07:20
Speaker
I think this should be part of your pre-frame, should be part of your fact-finding.
00:07:27
Speaker
Tell them the qualifications and then naturally that typically leads into me telling them, hey, today the point is we're going to see if you're qualified.
00:07:35
Speaker
So I'm going through it.
00:07:37
Speaker
They start asking, hey, what is that?
00:07:39
Speaker
Me?
00:07:39
Speaker
Are you going to have to check my credit?
00:07:41
Speaker
Sometimes you get that.
00:07:42
Speaker
So I set the stage.
00:07:44
Speaker
Yeah, today we are going to do a soft check.
00:07:46
Speaker
We're only going to do it if it looks good.
00:07:48
Speaker
If the numbers look great to you guys, then I'm going to walk you through the next steps.
00:07:52
Speaker
If not, we're going to we're not going to do anything.
00:07:54
Speaker
Of course, they start asking me more details and all that.
00:07:57
Speaker
But you need to make sure people know what what's going to happen.
00:08:01
Speaker
If you get to the end and they're shocked that you're asking their
00:08:03
Speaker
you know, personal information to do a credit check, then you've, yeah, you've already lost.
00:08:09
Speaker
You need to set the stage for what's going to happen when you get to the end of the presentation.
00:08:14
Speaker
Okay.
00:08:15
Speaker
And then you notice here, they're already hesitant.
00:08:18
Speaker
I think I skipped part of the beginning where they're talking about, Oh, we're definitely going to need to read over things.
00:08:26
Speaker
Think about it.
00:08:27
Speaker
We don't make quick decisions.
00:08:29
Speaker
So I know right off the bat, I need to give them a reason to,
00:08:32
Speaker
to go ahead and submit the application.
00:08:34
Speaker
Because if I just try to strong arm them into submitting an application without building urgency, it's not going to work.
00:08:41
Speaker
They're going to know, hey, this guy's just trying to get me to do something today.
00:08:45
Speaker
He just wants to sell today.
00:08:47
Speaker
What are the reasons that they should submit an application today?
00:08:51
Speaker
So my reason out here is, hey, we're putting in batteries, right?
00:08:56
Speaker
We get funding.
00:08:57
Speaker
There's funding from the state of California to actually install these batteries, which is true.
00:09:02
Speaker
It's called the SGIP fund.
00:09:05
Speaker
If you are in California, you can look it up.
00:09:08
Speaker
There is funding.
00:09:10
Speaker
But obviously, that funding is not unlimited.
00:09:14
Speaker
So my urgency builder is, hey, when we submit our applications, you're going to get put in line for that battery funding.
00:09:21
Speaker
If we aren't able to get you that, then guess what?
00:09:24
Speaker
These batteries, they cost like 10 grand to buy.
00:09:27
Speaker
They're expensive.
00:09:30
Speaker
So this is a big reason why so many people are looking into this right now.
00:09:34
Speaker
So you're going to hear me say that, and you got to think of ways to build the urgency and use that side by side with your pre-frame.
00:09:44
Speaker
But, yeah, that's kind of how we look up there.
00:09:46
Speaker
And the other thing, I don't know if I mentioned, they put in a battery with these systems, too.
00:09:51
Speaker
So you guys actually store your own power.
00:09:54
Speaker
Oh, right, yeah.
00:09:55
Speaker
So, yeah, I think the big thing for, like, Danielle, most of your neighbors, especially now, they have this funding that's covering basically the cost to put in the batteries, where if you just buy these things, the battery's like $10,000 a piece.
00:10:08
Speaker
They're pretty pricey.
00:10:09
Speaker
So I think that's kind of the reason why a lot of people are looking into this now is because there's like, it's kind of like a, I don't know, set amount of funding they have.
00:10:18
Speaker
So once we submit applications, it just puts people in line for that funding.
00:10:22
Speaker
And you don't forget that.
00:10:24
Speaker
Because, yeah, it's like, I don't know, people in the deal with it.
00:10:27
Speaker
Yeah, they're just putting an extra $10,000 to put in a battery.
00:10:31
Speaker
I don't know.
00:10:31
Speaker
Might not make quite as much sense to me.
00:10:34
Speaker
But, yeah, like I said, we'll go through these numbers and then
00:10:39
Speaker
You guys would get put in line for that too?
00:10:42
Speaker
Did you guys get many like power outages here?
00:10:46
Speaker
Okay.
00:10:46
Speaker
So yeah, I'm telling them we're going to put them in line for the funding.
00:10:50
Speaker
And that's part of the application process too, is they get put in line for that funding.
00:10:54
Speaker
So make sure you are combining that sense of urgency with the reason that they're going to submit the application or have that be the reason they're submitting an application today.
00:11:06
Speaker
And then you're going to hear right after this, they start bringing up the age of their electric panel that is an original electric panel.
00:11:15
Speaker
And that they're probably there.
00:11:16
Speaker
They were saving up.
00:11:17
Speaker
They're going to replace it anyways.
00:11:20
Speaker
So that gives me an idea as they start talking about that.
00:11:26
Speaker
I'm like, hey, something they were saving up to do anyways.
00:11:30
Speaker
We're probably going to have to replace it to do this solar.
00:11:34
Speaker
And I should have went and snagged a picture of their electric panel.
00:11:38
Speaker
That was a mistake I made.
00:11:39
Speaker
It's best to know, you know, 100% beforehand if they're going to need that electric panel upgrade that may MPU or not.
00:11:46
Speaker
You should know that beforehand.
00:11:47
Speaker
So pro tip is to grab some photos of it.
00:11:50
Speaker
If you're in an area where it's older homes, especially out here in San Diego where I'm at, a lot of these old homes, they have these old 100 amp panels that pretty much always need an upgrade.
00:12:03
Speaker
So know if they're going to need an NPU or not.
00:12:06
Speaker
But when they started talking about this, I'm like, okay, there's my queue.
00:12:09
Speaker
That's another way I can build urgency.
00:12:12
Speaker
What if I use that as a reason to do this today?
00:12:15
Speaker
Hey, if we are able to get your application in, then we can cover
00:12:21
Speaker
While we're out here, we can cover most of the costs to go ahead and upgrade that panel for you.
00:12:27
Speaker
And then, you know, I'm going to cover part of that in the pricing.
00:12:31
Speaker
And I'm not lying to them.
00:12:32
Speaker
Like, I will take a little hit on my commission to cover part of that for them as a bonus, as a way to help them out for getting the application in today.
00:12:43
Speaker
But that is the other cue I had to build some more energy.
00:12:47
Speaker
Hey, this is something you guys are doing anyways.
00:12:49
Speaker
Why don't we just go ahead and throw this in?
00:12:50
Speaker
It's going to be part of what we're offering you guys to get this in.
00:12:55
Speaker
Part of the promotion that we got going on while we're in the neighborhood.
00:12:59
Speaker
Right?
00:13:00
Speaker
So here's what they said next.
00:13:04
Speaker
Yeah, I guess my biggest concern is the age of our family for you guys.
00:13:08
Speaker
I guess just we're going to need to do our homework and
00:13:13
Speaker
looking to, you know, like you said, like what our neighbors are saying.
00:13:18
Speaker
We haven't done that.
00:13:20
Speaker
Yeah, so hypothetically, if we were able to preview guys, like cover the cost, you don't pay anything, maybe even have them replace the panel for you, then it sounds like you guys would be pretty open to it if they were able to do something like that for you.
00:13:40
Speaker
Well, we know what the vet...
00:13:44
Speaker
Okay, so gotten a little agreement.
00:13:45
Speaker
Could have been smoother on my part there, but you want to be asking these hypothetical questions.
00:13:50
Speaker
Hey, hypothetically, if we can replace your panel, if we can save you money, if we can cover that out-of-pocket costs, then sounds like this is something that you guys would be pretty open to getting into if we can do all those things.
00:14:03
Speaker
Great.
00:14:04
Speaker
Hey, you're getting them to agree to it already in a noncommittal way, right?
00:14:09
Speaker
The top closers, they're all asking these hypothetical questions.
00:14:13
Speaker
So make sure you figure out ways to ask hypothetical questions when you're in your closing presentation.
00:14:18
Speaker
Another pro tip, another secret for sure.
00:14:23
Speaker
Okay, so I'm going to skip to the point of the close now.
00:14:27
Speaker
We passed our credits.
00:14:29
Speaker
I'm telling them we're going to start submitting the documents.
00:14:31
Speaker
They still don't know that, hey, we're signing this today.
00:14:36
Speaker
So they know we're submitting an application.
00:14:39
Speaker
They know we're submitting some forms.
00:14:41
Speaker
But, you know, I'm not straight out telling them, hey, we're signing a contract today.
00:14:45
Speaker
So as we start pulling up the documents, it becomes clear that, okay, this is the actual contract.
00:14:50
Speaker
So you're going to hear the reaction.
00:14:51
Speaker
You're going to hear how I handled it.
00:14:54
Speaker
Let's see what goes on.
00:14:55
Speaker
Let's do some analysis.
00:14:57
Speaker
Okay.
00:14:59
Speaker
Yeah, just the fourth thing.
00:15:00
Speaker
Let's go through with you guys.
00:15:01
Speaker
So just call this.
00:15:10
Speaker
And then you're going to call people on this too.
00:15:14
Speaker
Yeah.
00:15:15
Speaker
You're going to call people on this.
00:15:24
Speaker
Yeah.
00:15:24
Speaker
This just is like a guide from the States.
00:15:28
Speaker
Just to say that we received it?
00:15:32
Speaker
Just to say that I work.
00:15:36
Speaker
And then it's going around here like it's Tony Rudolph, it's going to show that you guys have like 10 days to review everything.
00:15:42
Speaker
You know, read every word as much as you want.
00:15:46
Speaker
Okay, but as far as this program isn't just like a general, like, yeah, sorry.
00:15:52
Speaker
That guy hits you to save.
00:15:54
Speaker
I'll just drop it through the first four pages I just go through.
00:15:57
Speaker
So just say, it's like spalls, you can get an image installed for free.
00:16:01
Speaker
So that's not true, right?
00:16:03
Speaker
There's no paper for the power in this case.
00:16:05
Speaker
So they want to make sure it ends.
00:16:12
Speaker
So I'll skip through a little bit of this, but hopefully you can hear that okay.
00:16:16
Speaker
I know it's not the greatest recording.
00:16:18
Speaker
Hopefully the audio is coming through.
00:16:19
Speaker
In case it wasn't all clear, they're just saying, hey, we don't want to sign anything.
00:16:24
Speaker
We want to read it all first.
00:16:26
Speaker
So I'm trying to reassure them, hey, you guys are going to get copies of this.
00:16:29
Speaker
You can read everything.
00:16:30
Speaker
You can go through it with a fine-tooth comb.
00:16:33
Speaker
And, you know, I have to pull up the cancellation.
00:16:36
Speaker
Ideally, with people, you should never be closing on a cancellation, right?
00:16:41
Speaker
That is not ideal.
00:16:42
Speaker
And so I made the mistake.
00:16:44
Speaker
I think I leaned on the cancellation a little bit more than I should have here.
00:16:47
Speaker
They are hesitant, so I have to lean on it more and more.
00:16:53
Speaker
But you want to be getting down to why are they hesitant?
00:16:57
Speaker
And this is where I messed up.
00:16:59
Speaker
I should have been better.
00:17:01
Speaker
Hey, if everything's exactly how I'm showing nothing more, nothing less, then what what is it that you guys would want to think about?
00:17:12
Speaker
Or what is it?
00:17:13
Speaker
What is it that would be causing you hesitation if everything was exactly how I'm saying here?
00:17:19
Speaker
Hey, sometimes you're going to be able to get to the bottom of it.
00:17:22
Speaker
Hey, you got to kind of fish for what their true concern is.
00:17:28
Speaker
They're not always going to come out and tell you, but you want to have that trust with people.
00:17:31
Speaker
Hopefully they come out and tell you, hey, this is why we're hesitant.
00:17:35
Speaker
And sometimes it's just going to be people want to read every single word of whatever they're signing.
00:17:41
Speaker
And yeah, you got to understand that.
00:17:43
Speaker
But at the end of the day, it's your job.
00:17:46
Speaker
This is why we get paid the big bucks to be closers.
00:17:49
Speaker
You got to go through it with them.
00:17:50
Speaker
You got to have that reassurance.
Reflection and Learning from Mistakes
00:17:53
Speaker
You got to have read your contracts and come across super confident in what you're doing that, hey, this is exactly what it is.
00:18:02
Speaker
It's exactly what I'm telling you.
00:18:03
Speaker
And this is, I think, what allowed me to get them over the hump.
00:18:08
Speaker
And disclaimer, like, because I leaned on the cancellation, probably a little more than I should have.
00:18:15
Speaker
This job might cancel.
00:18:17
Speaker
It's definitely not the most solid close I've had, but I have had a lot of these that have gone install.
00:18:24
Speaker
Way more than deals where I don't put in the effort to close it now and then just try and follow up.
00:18:31
Speaker
Very, very rarely has that happened, but I've had a much higher success rate when I have had to push a little bit, have had to lean a little on the cancellation and get them over that hump.
00:18:43
Speaker
Let me see if I can skip to the part just for time's sake to where we get to the saucer.
00:18:52
Speaker
Let's see.
00:18:55
Speaker
Okay, so he starts asking me, hey, what if we just want to cancel before you guys come put it up there?
00:19:00
Speaker
I tell him, hey, you got 10 days.
00:19:02
Speaker
It'll say 10 days in the documents you guys have to review everything.
00:19:07
Speaker
He's asking me, hey, what happens if not 10 days?
00:19:11
Speaker
I'm just like, well, that's where we're going to start spending money on the project.
00:19:14
Speaker
So we're just asking in 10 days, you can get to that point where you guys want to do this or not.
00:19:20
Speaker
So here's what happens.
00:19:24
Speaker
Yeah, I mean, you think after 10 days, you feel like you could at least get to a point where you're like, okay, this sounds like a good idea.
00:19:31
Speaker
This sounds like a better option than staying with S&P.
00:19:34
Speaker
Right, so bottom line, what's out of pocket for us?
00:19:37
Speaker
Nothing.
00:19:38
Speaker
Yeah, and this will show you here, too.
00:19:41
Speaker
I mean, again, you're going to copy all this, but this is exactly what we talked about.
00:19:45
Speaker
There's zero dollars.
00:19:45
Speaker
There's no out of pocket costs.
00:19:48
Speaker
A 20-day seats, 168 instead of the two-day seats you're paying right now.
00:19:54
Speaker
And it's producing the power.
00:19:56
Speaker
So, yeah, really, it's just nothing more, nothing less for exactly what we talked about.
00:20:00
Speaker
My dad always said documentation is better than conversation.
00:20:03
Speaker
It was just getting it documented for you.
00:20:06
Speaker
Everything exactly how we talked about.
00:20:09
Speaker
And, yeah, I mean, again, do you guys, like, think of any reason why you're better off saying what that's you doing?
00:20:14
Speaker
No, right.
00:20:16
Speaker
Of course, your pitch is sound.
00:20:17
Speaker
Yeah.
00:20:20
Speaker
But no, we want you guys to feel good about it, you know what I mean?
00:20:23
Speaker
So it's not to rush you into it.
00:20:25
Speaker
Obviously, we'd love to be able to cover the panel, too, if it gets down to that.
00:20:30
Speaker
And as long as we're able to just get you guys in line for that, then they wouldn't be able to cover the cost for that, too.
00:20:36
Speaker
They need to.
00:20:37
Speaker
Because those things, I think they typically cost.
00:20:39
Speaker
I don't know if you've looked into it.
00:20:41
Speaker
I'm just going to be real quick.
00:20:42
Speaker
Yeah.
00:20:45
Speaker
Okay, so just for time's sake, we're going to wrap it there, but maybe I should do a part two.
00:20:51
Speaker
I like to keep these from dragging on forever.
00:20:54
Speaker
But long story short, you hear what I said, I'm giving them all the reasons to do it today.
00:20:59
Speaker
Hey, let's get this in.
00:21:00
Speaker
We'll cover your panel, upgrade if we need to.
00:21:03
Speaker
He goes and talks to the wife, comes back, and he's like, all right, let's do it.
00:21:08
Speaker
We're good to get in the documents.
00:21:10
Speaker
So yeah, and he's still not, he knows that he has these, he likes the idea.
00:21:16
Speaker
Everything sounds good, but their big thing is just like, oh, we want, we want to read through everything.
00:21:22
Speaker
We don't want to rush into this.
00:21:24
Speaker
So I just have to reassure him, say, Hey, look,
00:21:26
Speaker
As long as you guys feel good about it, you have the time to make sure you still feel good about it, to make sure you think of every reason that you'd be better off staying with SDG&E.
00:21:37
Speaker
If you think of all those reasons or if you think of something, then by all means, let me know.
00:21:43
Speaker
We'll leave it at that.
00:21:44
Speaker
We'll part as friends.
00:21:45
Speaker
Hey, but I just want to make sure I can get you guys in line for the funding, get you the battery covered, and get you potentially the cost of a panel upgrade covered, at least a good portion of it.
00:21:57
Speaker
And that's how I was able to get them over that hump and get them to get those documents submitted.
00:22:02
Speaker
give myself a much better chance at them going to install than me just leaving it.
00:22:07
Speaker
Hey, here's the documents.
00:22:08
Speaker
You read through it.
00:22:08
Speaker
I'll come back.
00:22:10
Speaker
Because what happens when you do that?
00:22:12
Speaker
Nine times out of 10, they're going to text you and say, hey, Taylor, we read through it.
00:22:17
Speaker
We don't want to do this right now.
00:22:19
Speaker
And no need to come back.
00:22:21
Speaker
Hey, still could happen with how I did it.
00:22:24
Speaker
But
00:22:26
Speaker
Believe me, the odds are much higher in my favor than just sending them docs, letting them read it.
00:22:32
Speaker
You want to get them when the emotion is high, people make decisions based on that emotion and then they justify it with the logic.
00:22:39
Speaker
Okay, so you want to get them while that emotion is high, while they're thinking about it and not just leave them to second guess their decision.
00:22:48
Speaker
All right, so that's what helped me.
00:22:49
Speaker
Hopefully you took some things you can apply in your clothes, you can implement in your clothes.
00:22:55
Speaker
Hopefully you learned from some mistakes that I made.
00:22:58
Speaker
Hey, remember when at all possible, try to not soft close, get the people to make a firm decision, right?
00:23:04
Speaker
And worst case, yeah, then you can go into some soft closing or, you know, tell them about the cancellation period.
00:23:13
Speaker
if you have to, but that is not the ideal way to close.
Upcoming Events and New Initiatives
00:23:16
Speaker
All right.
00:23:16
Speaker
So go register for our event.
00:23:19
Speaker
It's bootcamp.solarpreneur.com.
00:23:22
Speaker
Hope to see you all there April 17th in Utah, and then also at SolarCon after.
00:23:27
Speaker
We'll see you on the next podcast.
00:23:29
Speaker
We've got some exciting, dope content coming your way.
00:23:32
Speaker
So tune in every Tuesday and Friday.
00:23:34
Speaker
We'll see you on the next one.
00:23:36
Speaker
Hey Solarpreneurs, quick question.
00:23:38
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:23:48
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:24:00
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:24:11
Speaker
And it's called Solcitee.
00:24:13
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:24:32
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:24:38
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:24:46
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:24:53
Speaker
We'll see you on the inside.