Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
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, pulling up like a pro and closing more deals.
Speaker: What is a solar printer you might ask?
Speaker: A solar printer is a new breed of solar power that is willing to do whatever it takes to achieve mastery and move from it and figure out how we can apply it in our business.
Speaker: So we're going to dig into that.
Speaker: Before we do, welcome to the show.
Speaker: We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: And before we get into the topic today and into the presentation breakdown, I wanted to give a big thank you to everyone that participated in our Solarpreneur giveaway.
Speaker: We again gave away or are giving away two boxes of the rep card tap cards, which are really cool, really powerful business cards.
Speaker: that are different, that set you apart.
Speaker: If you haven't seen them, go check them out.
Speaker: It's too late for the giveaway.
Speaker: You missed out on that, but still go buy them if you haven't.
Speaker: And we are, the time of this podcast releasing, we are actually doing the giveaway announcement that evening.
Speaker: We do a little Instagram live.
Speaker: So make sure you're following us at Taylor J. Armstrong and at Solrepreneur Podcast.
Speaker: If you want to see if you perhaps won some tap cards,
Speaker: $130 value, baby.
Speaker: $129, I guess.
Speaker: $129.99.
Speaker: But we're going to be announcing them and probably more giveaways to come here in the near future.
Speaker: So make sure you're always tuning in to the podcast and following us over on social media to hear about future giveaways.
Speaker: Hey, and then also wanted to give a quick thank you to...
Speaker: Sorry about the doorbell in the background, if you heard that.
Speaker: Funny enough, I'm actually in Utah right now.
Speaker: My sister's getting married here in a few days.
Speaker: And so actually the doorbell you just heard was a kid on a four-wheeler going door-to-door selling a...
Speaker: Trash can cleaning service.
Speaker: Wow.
Speaker: Mad respect.
Speaker: I think he was like 10 years old.
Speaker: I don't know if we're with him.
Speaker: Man, I'm going to recruit that kid.
Speaker: I almost got up and just stopped the podcast altogether.
Speaker: Recruit that kid on my team.
Speaker: But awesome to see kids grinding out like that.
Speaker: Everyone listen to teach your kids to do that.
Speaker: But anyway, I digress.
Speaker: So I wanted to give a quick thank you to a couple of new reviews we got over on Apple, on iTunes.
Speaker: We had a couple recent ones.
Speaker: Let's see, two new ones.
Speaker: He says, I've been in solar for over a year now and listening to all your episodes really gives me so much more knowledge that I can apply.
Speaker: Thank you for everything, Taylor.
Speaker: That's from God Sends Hokage.
Speaker: Thank you so much.
Speaker: And we had a Chicago Flipper.
Speaker: He said, perfect for anyone in solar, whether just getting started or a veteran.
Speaker: Podcast has lots of information, stories, tips, and tricks to help you level up.
Speaker: Appreciate that.
Speaker: And then we had a fire podcast.
Speaker: Started listening to this podcast months before I switched to solar.
Speaker: And it's still a regular part of my routine.
Speaker: I'm so grateful for the content and value Taylor brings into our space.
Speaker: Keep it up.
Speaker: Thank you so much.
Speaker: And also, yeah.
Speaker: Appreciate another one from June 17th.
Speaker: He said, I'm finding the show informative, but the audio quality takes you out of it at times.
Speaker: Also, no links to social media or new YouTube channel to enter.
Speaker: Giveaway.
Speaker: So appreciate the honesty.
Speaker: And hey, I'm looking for honest feedback.
Speaker: And this show, it's not always perfect.
Speaker: Always looking to improve it.
Speaker: So D-Pool Banff.
Speaker: We will definitely make sure we put the links to the YouTube channel.
Speaker: And I'm sorry you couldn't find them.
Speaker: That's definitely a process we need to improve with our team here is making sure all links are included.
Speaker: So I apologize if you cannot enter the giveaway.
Speaker: If that's the case, then shoot me a message.
Speaker: But appreciate the honest feedback.
Speaker: Always looking to keep it real with y'all.
Speaker: So that being said, let's get into the presentation breakdown right away.
Speaker: Hopefully this audio quality is better.
Speaker: I am with my traveling setup right now, so I don't have my main mic.
Speaker: But this audio isn't as great.
Speaker: I apologize, but I think it should be pretty decent.
Speaker: Got our little mic here.
Speaker: But we're going to dive into this, and this is actually from one of our
Speaker: coaching clients.
Speaker: He is crushing it.
Speaker: He is getting multiple deals closed every week.
Speaker: We're going to listen to what he's doing on the doors.
Speaker: I'll be honest, there's not a ton of improvements after listening to this the first time.
Speaker: I didn't see a ton that he can improve.
Speaker: It's a lot of good stuff.
Speaker: It's mostly going to be things that I liked from it.
Speaker: Maybe a few tiny tweaks that we'll comment on, but let's dive right into it.
Speaker: This guy, he is in Nevada right now.
Speaker: reno nevada so just give you some background on it let's jump into it hey how's it going good good i like the marine corps uh sign right there sir yeah cool i just got out of the army a few years ago but anyway um my name is mac and did any of your neighbors tell you i'd be popping by about like a utility project no cool just to make sure i'm in the right place is this the searson residence yes
Speaker: Okay, I love his opener right here.
Speaker: Right off the bat, he's finding something to relate on.
Speaker: He was in the Army.
Speaker: This guy's Marine Corps.
Speaker: And he gets into, did any neighbors tell you about what's going on with the utility project?
Speaker: Am I at the right place?
Speaker: This is Searsen Residence.
Speaker: So three things right off the bat I loved.
Speaker: He's finding some common ground, you know, looks at the Marine Corps flag.
Speaker: Number two, he's dropping the name of the person there, which is the most powerful way, I think, using that door-knocking app or something that tells you the name of the person there, makes it sound more official, gets people's attention.
Speaker: And then number three, he's saying we're follow-up on a notice.
Speaker: Or did any of the neighbors tell you to be popping by about a utility project?
Speaker: So how could you not...
Speaker: capture some attention by going through all three of those things.
Speaker: Great way to do an opener ends.
Speaker: I would highly suggest trying an opener like that.
Speaker: Those three combinations of things are going to be super powerful, grabbing people's attention out there.
Speaker: So we're just following up on this notice.
Speaker: know?
Speaker: So if you just like turn it around there, basically back in 2021, they passed like Senate Bill 448, which is a two and a half billion dollar utility project.
Speaker: So that's why they've been sending those statements with your bills every three months.
Speaker: And you probably noticed
Speaker: Okay, and continuing on, he's grabbing some more attention.
Speaker: He's talking about Senate Bill 448.
Speaker: which must be like a Nevada thing.
Speaker: But there's usually some type of Senate bill going on.
Speaker: And wherever you are selling, I know in California where I'm at, we got Senate Bill 100 that's all about the renewable energy.
Speaker: So things like that make it sound official.
Speaker: The other thing that's insanely powerful that he does, you notice he hands them a little slick, I assume a little slick of the bill.
Speaker: He says, did you see what
Speaker: came on your bill and the guy's looking at it.
Speaker: Remember, people believe what they see, not what they hear.
Speaker: So if you can pass them something and get them involved that way, it's going to be way more believable.
Speaker: It's going to be more legitimate.
Speaker: So I would highly recommend whatever you're doing, print out something you can use as a slick.
Speaker: Even if it has nothing to do with solar, it could, I don't know, I'm sure it could be a picture of Donald Duck on there or something, but it's something to grab their attention.
Speaker: Okay, obviously you're not going to do that, but make it somewhat related and it's just going to buy you time if you can pass them something.
Speaker: Okay, so, and really easy to do this.
Speaker: Have a little video on Instagram, but you can print out, you know, a news article, laminate it, do this in less than five minutes.
Speaker: Printer, laminator.
Speaker: pretty affordable.
Speaker: So make sure you're using slicks and grabbing attention like that.
Speaker: Basically with the new programs, if the home qualifies, we're able to install the solar at no cost and then you can get rid of your utility bill and then just lock in a lower rate for power and not have to deal with the rate increases every month for the grid maintenance.
Speaker: Sounds pretty cool, but unfortunately only like two out of five homes qualify.
Speaker: Right.
Speaker: Your neighbor, like right over here,
Speaker: the roof that gets the most sun.
Speaker: So the reason I had you on my list is you have a bunch of south facing roof right here, morning, afternoon or evening.
Speaker: Okay, and then right there, I think it jumps to another section.
Speaker: I don't know if the recording went out.
Speaker: But what's really cool right there and really powerful is he makes about the homeowner.
Speaker: Hey, he makes it sound legitimate.
Speaker: He says, hey, this is why I stopped by in the first place.
Speaker: You see your other neighbor three doors down,
Speaker: He had shade there.
Speaker: The reason you're actually on our list is because you get sun all day long.
Speaker: What's that doing?
Speaker: It's making them feel like this is a program exclusive for them.
Speaker: Everyone likes to feel like they're getting talked about something because it's a program only they can get.
Speaker: It's a discount only they can get.
Speaker: That's why it's so powerful to do, you know, like senior citizen programs, fixed income programs.
Speaker: In this case, what he could have done here too is a military program.
Speaker: Hey, you actually landed on our list for two reasons.
Speaker: Number one, because you were your ex-Marine.
Speaker: Number two, you get a lot of south-facing roof.
Speaker: And you don't want to, you know, you're not lying to these people.
Speaker: Okay.
Speaker: So don't be stretching the truth on them.
Speaker: But like really you can do some special things and consider doing something different if they're, if they do fit into a certain category of people.
Speaker: Okay.
Speaker: Cause it's going to grab their attention.
Speaker: People love programs that are geared for them that only they are going to get versus something that everyone gets.
Speaker: Right.
Speaker: So great job what he does there.
Speaker: What's like,
Speaker: afternoon.
Speaker: Yeah, cool.
Speaker: And then is there anybody on the outside the day of this property?
Speaker: Or is it just you?
Speaker: yeah looking at my spot i got uh tomorrow at four available does that work for you yeah tomorrow's not good no tomorrow's not okay and what he does here i love what he's doing as far as narrowing down the appointment time what most people do is they just go straight into okay just um tomorrow does four o'clock work tomorrow but the more effective way is you treat it as a funnel you figure out hey when are you generally here you guys typically in the here in the afternoon
Speaker: And then he also asks, is there anyone else on the title of the home?
Speaker: Anybody else on the properties of just you?
Speaker: And I think I had this discussion with Max, his name's Mac, but we talked about this because I've noticed that, especially out in California, sometimes I ask people, hey, are you married?
Speaker: Is it just you?
Speaker: Especially if it's just like a lady at the door.
Speaker: I've had two situations that sometimes pop up.
Speaker: is number one, sometimes I've asked if their husband and wife is going to be there.
Speaker: I'll find out that they're gay and they take offense to that.
Speaker: Sometimes that's happened, believe it or not.
Speaker: Or number two, sometimes it's just a single older lady or a lady that's not married.
Speaker: I've had situations where they get sketched out me asking that where they think I'm just trying to come back when...
Speaker: They're alone or whatever.
Speaker: And I've lost appointments that way.
Speaker: So I like the way he asked this.
Speaker: It's very non-confrontational.
Speaker: He's just saying, hey, is anyone else on the title of the property or just you?
Speaker: Like, there's no way that can cause conflict.
Speaker: So I like that question better than saying, hey, are you married or husband, wife here?
Speaker: Okay, most of the time we're going to be fine asking that.
Speaker: But I have lost appointments that way.
Speaker: So I like it's a very non-confrontational way of asking if there are any other decision makers that need to be there.
Speaker: Okay.
Speaker: So on Thursday, I'm actually doing a report with your neighbor at 4, and so I could pop by before I do his at like 2.
Speaker: Okay.
Speaker: Does that work?
Speaker: Yeah.
Speaker: Probably what, Thursday?
Speaker: Yep.
Speaker: Thursday, too.
Speaker: And then it just has you fill out this form with your contact info so we can get that started.
Speaker: Okay.
Speaker: How long have you lived in the area?
Speaker: Oh, 18 years.
Speaker: 18 years.
Speaker: Yeah.
Speaker: Did you grow up in Nevada?
Speaker: No.
Speaker: Where are you from originally?
Speaker: Brooklyn, New York.
Speaker: Oh, dang, dude.
Speaker: Okay, and then he goes into building rapport.
Speaker: And here's the one thing that I think he could improve is I talked about this all the time, but pushing to get inside the home.
Speaker: Okay, obviously, this guy is interested.
Speaker: He's open to getting details about the program.
Speaker: So I think he could have been like, hey, so it's just a quick form.
Speaker: We found making sure all your contact info is correct.
Speaker: making sure we're looking at the right address.
Speaker: And I'll leave you a copy of that too.
Speaker: Is there a corner of the table I got borrowed just to write on for a second?
Speaker: Do you want me to take my shoes off?
Speaker: This will get you in most homes.
Speaker: And that way you can solidify the appointment even more when you're in the home and build even more rapport.
Speaker: This guy was chill, but a lot of people...
Speaker: They get antsy when they're out there standing on the porch, on the doorstep.
Speaker: So best case, getting inside the home.
Speaker: Second best case, moving them to somewhere else.
Speaker: Maybe moving them to the electric meter outside.
Speaker: Getting them to move, and that's also buying you more time.
Speaker: But yeah, then he's building some rapport right here.
Speaker: And then let's see what he does next.
Speaker: Yeah, happens.
Speaker: Awesome.
Speaker: So we got you in there for Thursday.
Speaker: And then on your utility bills, there's like this graph that shows us how much power you use.
Speaker: And then we
Speaker: use these statements from nv energy do you get them online or in the mail um my wife handles all that stuff so your wife handles that okay cool is she like she picker uh not right now okay it'll just uh take me a little bit longer to generate the report once i have this usage it takes about 15 minutes for the engineer to finalize it okay so i can just like grab it on thursday or i could just have you text me if i have
Speaker: Okay.
Speaker: You have to borrow it?
Speaker: need to produce.
Speaker: I think it's really powerful here.
Speaker: It's, hey, so what we do, our engineers are going to figure out if they can produce the amount of energy you're using.
Speaker: If they can't produce what you're using, then we don't want to waste your time with it either.
Speaker: So it's just important that they get that graph to make sure the home even qualifies.
Speaker: And I think that's a good line to use right there.
Speaker: Because then it comes across as like, hey, we really don't need this.
Speaker: It's just to make sure we're respecting your time.
Speaker: So that's something that I would consider throwing in right there.
Speaker: But other than that, when you get this objection, it happens quite often.
Speaker: Most people can get it even if their spouses handle it.
Speaker: But really, it's just another way of saying, hey, this I don't want to take the time to do this.
Speaker: My wife handles that they could find it quicker.
Speaker: So in my case, and I would assume it's the case in most different utilities, but you can call into the utility.
Speaker: They can give you this information over the phone.
Speaker: So for me, and this is another reason why I get inside the home, because again, if you're on the porch doing this stuff, it's a lot harder.
Speaker: People start getting antsy.
Speaker: But if you're inside the home, it's a quick transition.
Speaker: Be like, okay, no problem.
Speaker: If that's the case, then actually we have a direct find utility.
Speaker: I'll just call them and then they just confirm it's your address and we can get that usage.
Speaker: Then what ends up happening seven or eight out of 10 times is once they see you calling into the utility to get the info, they're like, okay, you know what?
Speaker: I'll just try and find it.
Speaker: Then they go on and they find it right away.
Speaker: But yeah, tough thing to overcome at times.
Speaker: Yeah, let me send you.
Speaker: It's digital.
Speaker: Okay.
Speaker: And then, yeah, you'll basically just click on that guy and you can like read reviews, visit website, all that good stuff.
Speaker: Okay.
Speaker: And then I usually just text like a quick text, maybe the morning of and make sure that time still works for you.
Speaker: And then if you just text me the power bill sometime before Thursday, I can just get it all generated and then have the numbers ready when I get a number.
Speaker: Cool.
Speaker: Cool.
Speaker: All right.
Speaker: Take care.
Speaker: Take care.
Speaker: Okay, so there you have it.
Speaker: Awesome job.
Speaker: Really not a ton of stuff that I see to improve in there.
Speaker: And he's really assumptive with it.
Speaker: That's what I like.
Speaker: This guy is super chill the whole time and got the phone number.
Speaker: Couldn't get the bill, unfortunately.
Speaker: So yeah, a couple things maybe you could have done to push to get that.
Speaker: Biggest thing being getting inside the house, in my opinion.
Speaker: But yeah, it's great here.
Speaker: He sends out his rep card.
Speaker: Everyone should be using rep cards.
Speaker: Send him your digital card.
Speaker: Make sure they respond to that.
Speaker: Start that emoji conversation with them.
Speaker: Send an emoji or get them to send you an emoji and just make sure there's a, you know, interaction there.
Speaker: Because a lot more likely that they're going to respond in the future if they've already responded once while you're at the door with them.
Speaker: And then only other thing that I can think of and see off of this is just you notice it's a super assumptive response.
Speaker: appointment set, right?
Speaker: There was never really like, you know, are you interested or it just flowed super nicely.
Speaker: And this is great.
Speaker: But at the end, I get the feeling and I wasn't there.
Speaker: So we don't know, we can't read the body language, we can't see those details.
Speaker: But I would like to basically kind of gauge the level of interest because this guy, he agreed to everything, but he'd never
Speaker: From what we heard, we never really heard them saying, oh, we have a big problem.
Speaker: We've seen our bill increasing high.
Speaker: It was just kind of an assumptive appointment set, right?
Speaker: So something I would add to this is, especially if you're doing assumptive sets like this, ask some type of question until you
Speaker: really just gauge the level of interest.
Speaker: And then especially since as a one-leaguer, we don't know what the wife is going to say.
Speaker: So you want to make sure, is this guy bought in?
Speaker: Like if this made a hundred percent sense, would this guy do it?
Speaker: Okay.
Speaker: Make sure he's bought in.
Speaker: Cause if he's not bought in, what's going to happen?
Speaker: He's going to go to his wife and just say, Hey, someone's coming by to sell a solar panel.
Speaker: So we want to do it.
Speaker: Instant shutdown after that.
Speaker: Right.
Speaker: So number one, make sure this guy is bought in.
Speaker: Maybe a question like, hey, so yeah, we're going to prepare all the details, make sure it's going, make sure we get all that ready for you.
Speaker: If this made total sense and saved you guys money, like there's no reason you wouldn't opt into something like this, right?
Speaker: Just kind of get that temperature check for him.
Speaker: And he's going to respond, oh, maybe we'll have to see.
Speaker: Or maybe another question is, have you heard much about solar?
Speaker: If you guys looked into solar,
Speaker: Really, you just need something to go off of.
Speaker: Okay, so right, because up to this point, we don't know what this guy's thinking, really.
Speaker: We just know he's a chill dude.
Speaker: He's open to getting some info, but we need some ammo loaded to go in there.
Speaker: Like, has he looked into solar?
Speaker: What are his thoughts on it?
Speaker: Okay, and then number two, once you figure out what his temperature level is, if he's bought in, make sure you prep him to talk to his wife or whatever.
Speaker: Ideally, you get him to call the wife and confirm that appointment time and make sure that's squared away.
Speaker: But second best, if you can't do that,
Speaker: Be like, hey, so we're going to get it all ready.
Speaker: You'll tell your wife to be nice to me when I come back, right?
Speaker: Okay, good.
Speaker: Get him to chuckle.
Speaker: Cool.
Speaker: So yeah, just let her know it's not a big deal.
Speaker: It's not some long sales thing.
Speaker: It's just a design and then it's a numbers chart side by side versus what you're paying the utility.
Speaker: And so she's not going to be mad for at least looking at that, right?
Speaker: She'll be fine with it.
Speaker: And just prep them to have that conversation and make sure he knows how he's going to approach her about it.
Speaker: So yeah, all in all though, great appointment set right there.
Speaker: A ton of lines you can use, you can take from that and a lot of great things he's doing.
Speaker: So appreciate you, Mac, for letting us use some of your footage in the podcast today.
Speaker: And if you would like to receive feedback like this, let me know.
Speaker: And also we do have spots in our coaching group.
Speaker: If that's something you are interested in getting more information about, hit me up.
Speaker: And then next episode, we're going to have some awesome episodes coming up here.
Speaker: We have two that actually recorded at the most recent SolarCon.
Speaker: And we're going to have actually my friend Josue Phillips on for the second time on the podcast.
Speaker: He's going to tell us about what he's up to now.
Speaker: He gave an awesome podcast last time about setting up a call center, about running your own EPC, running your own solar installation company.
Speaker: So he has some awesome nuggets he's going to be sharing with us.
Speaker: And just a disclaimer,
Speaker: especially for the recent comment about audio quality.
Speaker: I will say just to prep you the next two episodes, the audio quality is not going to be the greatest.
Speaker: We are recording this in the exhibitors hall at Sorcon.
Speaker: So there was some background noise going on.
Speaker: We didn't have our full studio set up with mics and all that.
Speaker: So please forgive.
Speaker: The audio is not 100%, but I think it's still definitely listenable.
Speaker: There's still some great nuggets you're going to be able to take from it.
Speaker: So make sure you're tuning in.
Speaker: Please consider leaving a review if you have not already.
Speaker: Let me know your feedback, and we'll see you on the next show.
Speaker: Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So at now we have six bucks for this month.
Speaker: So book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an S dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
