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The 8 Success Habits Of Top Appointment Setters
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Transcript
Introduction to 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.
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 up, solarpreneurs?
Spotlight on Amanda Berry
00:00:44
Speaker
Today, we're going to be talking about the traits of the top appointment setters in solar.
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I recently had the opportunity to interview, I think, one of the top appointment setters in solar right now.
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Her name is Amanda Berry.
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She's actually going to be coming on the podcast next episode, so don't miss out.
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So today, we're going to be doing a little preview of what sets her apart, what is she doing that's so incredible, and how you can implement it in your solar sales.
00:01:11
Speaker
As usual, welcome to the podcast.
00:01:12
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My name is Taylor Armstrong.
00:01:13
Speaker
We're here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:01:20
Speaker
Thank you for making the podcast the first listen of every Tuesday and Friday.
00:01:25
Speaker
We're coming at you.
00:01:26
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And I'm fired up because if you're watching the video of this, we do little clips.
00:01:31
Speaker
Need to put these on YouTube probably.
00:01:33
Speaker
But I got my University of Utah hat on.
00:01:36
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Just got back from the Pac-12 championship in Las Vegas.
00:01:41
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Go Utah.
00:01:42
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They beat USC and Pac-12 champions back to back.
00:01:46
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If any, you care about college football.
00:01:49
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That's what I watch.
00:01:50
Speaker
It's college football and NBA more than anything.
00:01:53
Speaker
But enough football talk aside, because I know you guys are here not to talk about football, but about solar.
00:01:59
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So let's get to the topic at hand.
Secrets to Successful Appointment Setting
00:02:02
Speaker
How do you become a top appointment setter?
00:02:05
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Amanda Berry, she closed, I think, or she had, she's not closing, but she's had almost 900 kilowatts worth of deals closed, or I think installed actually, from appointments she has set.
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So safe to say she knows what's going on.
00:02:20
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And I've interviewed a lot of other top solar appointment setters in the game.
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And I just got thinking, what is it that sets these guys apart?
00:02:27
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What are some of their top nuggets, things they've talked about?
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So I'm not going to share all of it.
00:02:32
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You're going to have to tune in to next episode to hear some more secrets from one of the goats herself, Amanda Berry.
00:02:38
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But we're going to talk about just some things I've noticed that you can start applying.
00:02:43
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And these primarily we're talking like door to door appointment sets.
00:02:46
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Maybe you're setting phone appointments.
00:02:48
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Maybe you have other methods of lead gen.
00:02:51
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So a lot of these things can probably apply to that.
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But we're going to talk about primarily as you're out knocking doors.
00:02:57
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So let's jump into it.
00:02:58
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I got eight traits that I noticed, eight things that I noticed that you can go apply today.
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So number one, the top appointment setters, they set a consistent schedule every day and they almost always stick to it.
00:03:11
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Something I noticed as I was interviewing Amanda, as I've interviewed other top appointment setters on it is they very rarely stray from the schedule they set from themselves.
00:03:22
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So Amanda, you'll hear on the next episode, she goes out typically for two hours before their meeting, which I think is at like 1 p.m.
00:03:30
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So she gets a couple hours in before the meeting.
00:03:32
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And then she goes out for, I think, five or six hours after the meeting.
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So she's generally getting her eight hours a day.
00:03:39
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She's sticking to it.
00:03:40
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And almost without a fail, she's hitting those hours.
00:03:43
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That's just something extreme.
00:03:45
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And that's, they're not forcing her to hit those hours.
00:03:47
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She's doing it independently.
00:03:49
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Okay, so if you want to be a top dog, you got to stick to your hours.
Controlling What You Can Control
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You got to put in the time.
00:03:54
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Should be a no-brainer.
00:03:55
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Number two, they detach themselves from things they can't control.
00:03:58
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Another thing that these guys are experts at, especially if you're only sending appointments and you're not closing, the top appointment setters, they don't really care what happens with the lead after.
00:04:09
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Obviously, they're, you know, happy if it closes, whatever, but
00:04:13
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They know what they can control is getting that appointment lined up and solidifying it and getting the decision makers there.
00:04:21
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But can they control if it sits?
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Can they control if it closes?
00:04:24
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They're not closing yet?
00:04:25
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No.
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So a big mistake that I made when I started out is I would get so attached to these results.
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I'd be like, oh my gosh, this appointment was supposed to be so solid.
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They fell through.
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The wife canceled it.
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They fell credit.
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this job sucks.
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I would get all those negative thoughts coming in.
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I'd let it affect me.
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I'd get myself down and it controlled me.
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He who angers you controls you and your thoughts will control you.
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They will affect everything that's going on in your day because thoughts lead to emotions.
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Emotions lead to feelings and feelings lead to actions.
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So make sure that you are not letting, you are not attaching yourself too much to the results.
00:05:02
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Detach yourself from things you can't control.
00:05:04
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Number three, top appointment centers are constantly looking for awesome untapped areas.
Exploring New Opportunities
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It's another thing that Amanda was going over is she's all the time driving around looking at, oh, this area looks like it could be good.
00:05:18
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And another podcast we did, another topic a couple weeks back, we talked about one of the secrets to this job to selling solar is areas that haven't been hit as hard.
00:05:29
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Okay.
00:05:29
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At the end of the day, area does matter a little bit.
00:05:32
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Okay, it's, you know, I would say maybe 70-30, 80-20, okay?
00:05:37
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But you want to find areas that maybe have not been beat up as much as other areas.
00:05:42
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And if you're new, we talked about this in the previous episode, but I'm not saying you should constantly be changing areas, constantly be asking your manager for a new area.
00:05:52
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But what I am saying is look for those things like I talked about in the previous podcast.
00:05:58
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The new move-ins, the new builds, the homes out in the boonies that don't get people knocking their doors every day.
00:06:05
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You should knock it all, okay?
00:06:06
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But just something to be conscious of.
00:06:08
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Pay attention to those golden areas because I know for Amanda, she finds something...
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some of these new construction builds or she finds areas that haven't been topped as much, haven't been knocked as much.
00:06:19
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And she'll just get deal after deal in these areas.
00:06:21
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Okay.
00:06:22
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So something to consider as you're driving around town or just in your regular life, look for maybe new homes going up or areas that could be golden.
00:06:31
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Okay.
00:06:32
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And what your mind is going to reflect on this.
00:06:34
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So if you drive past an area and your head thinks it's going to be a great area, guess what?
00:06:38
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It could be a great area just because you thought that.
00:06:40
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So law of attraction, right?
The Competitive Edge of Top Setters
00:06:42
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Okay, number four, they get antsy when they aren't working.
00:06:45
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And I am not like this as much.
00:06:48
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Okay, I do enjoy my time off too.
00:06:50
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But I know Amanda, some of these other top guys, they are workaholics.
00:06:54
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I'm not saying you should be a workaholic, but they definitely get antsy when they're not working.
00:06:58
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So it's because they're connected to such a deep why they're connected to their goals.
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They know they want to be the best.
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And so they do get antsy a little bit when they're not working.
00:07:08
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So if you don't feel that way at all, you should have that feeling to a degree.
00:07:11
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Okay, I'm not saying you need to be like over the top, like, oh, I'm going to be working 24-7.
00:07:16
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Obviously, you got to have some balance.
00:07:17
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You got to have different times when you push harder than others.
00:07:21
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But I think it's normal to get that antsy feeling.
00:07:24
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when you're not working at least a little bit.
00:07:27
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I get it to a degree always when I'm on vacation.
00:07:30
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So just check yourself, see if you're getting that.
00:07:32
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And going along with that, the next one is they're super competitive.
00:07:35
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So these top people, I know Amanda, she was checking the leaderboards month after month, week after week, day after day.
00:07:41
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She's doing everything she can to pass that next person in the leaderboard.
00:07:45
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She's got a target on the back of the next person and she is passing them.
00:07:49
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So if you are not competitive, how can you get yourself more competitive?
00:07:53
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Start looking at those leaderboards.
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Tell your company to set up a leaderboard if they know.
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Or if you're a manager, if you're a company owner, set up some type of leaderboard and try to get your guys more competitive because that is another trait of these top guys.
00:08:05
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And number six, I think we're at.
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Let's see.
00:08:08
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One, two, three, four, five.
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Yeah,
Maximizing Appointment Setting Efficiency
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six.
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Number six is they maximize the time to talk to as many people as possible.
00:08:16
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And one way of doing this, as funny as it sounds, is get yourself a mini Segway.
00:08:21
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A lot of the top guys, they refuse to knock without their mini Segways.
00:08:25
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Go get yourself a little scooter, a little mini Segway and get to as many doors as possible.
00:08:30
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I don't always knock with one of these things, but I think it is a great way of maximizing your time because why use your feet when you could hop on a mini Segway?
00:08:39
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So consider getting one of those things.
00:08:40
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And then just in general, are you maximizing your time out there?
00:08:44
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Are you going to door after door where they're renters, where they're not home?
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If you're getting that, then you need to start analyzing what is your knocking strategy?
00:08:51
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Because the top guys, they don't get that.
00:08:53
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They're talking to renter after renter.
00:08:55
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They're asking the next person, hey, how many of your neighbors are renters to this next one rents?
00:08:59
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They're marking down all the renters.
00:09:01
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They're looking for signs of life.
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Another golden nugget is they are retired people, for example.
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They're looking for the retired people to knock during the day, but not at night.
00:09:11
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Because the retired people, they're going to be home probably all the time during the day as well.
00:09:15
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But the working class, they're only going to be home at night.
00:09:17
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So they don't waste their time talking to the retired people at nighttime.
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they go to the working class and then they put a little note to go knock on the retired person next day.
00:09:26
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And you can't always know this, but I'm just saying if you see a, I don't know, like a ramp going up to the house or handicap sticker or whatever signs that they're there all the time or old, don't knock that door during the nighttime.
00:09:38
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Go to the people that are only home during the night, right?
00:09:41
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And then just looking for homes with garage doors open, looking for people out in the driveway.
00:09:47
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Remember this, if you go for more than three doors without talking to someone, then it's time to just start to jump to homes with the garage door open, with the signs of life going on, or with people out in the driveway.
00:10:00
Speaker
Three-door rule.
00:10:01
Speaker
I learned it from the Lanny Gray, door-to-door millionaire guy.
00:10:05
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Great little tip right there.
00:10:06
Speaker
And then number seven, they are not afraid to knock in the dark.
00:10:11
Speaker
Amanda, a lot of these other top people, they knock until extremely dark.
00:10:15
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I know it gets dark early as I'm recording this podcast, but don't be afraid to go out there and knock during the dark.
00:10:20
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And every year, same thing happens to me.
00:10:23
Speaker
It starts getting dark early and I get in my head, oh my gosh, people are going to be so mad.
00:10:26
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I'm knocking.
00:10:27
Speaker
It's 630 and it's pitch black outside already.
00:10:30
Speaker
I don't know if I can do this.
00:10:32
Speaker
And every year it's the same thing.
00:10:34
Speaker
I test it.
00:10:35
Speaker
And as long as you're not knocking extremely late before like, you know, eight, even nine o'clock, probably most people are not going to be mad about this.
00:10:43
Speaker
Okay.
00:10:44
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And so, um, right now I'm going to usually 637, which that's a good two hours in the dark.
00:10:50
Speaker
And I've talked to dozens and dozens of people in the dark between those hours.
00:10:54
Speaker
Very rare that someone gets mad at me for knocking in the dark.
00:10:57
Speaker
Okay, so more often than not, it's more in your head than it's actually happening in real life.
00:11:03
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So remember that top guys are knocking in the dark and you should
Qualifying Leads Effectively
00:11:07
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too.
00:11:07
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And number eight, the last thing here, they know when not to waste time on unqualified prospects.
00:11:14
Speaker
A mistake I see all the time.
00:11:16
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I remember when I was training our big team of setters of people going out and knocking.
00:11:21
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One of the biggest mistakes I would see is guys would spend times with old Betty Jo, talking to her for an hour, building that massive rapport.
00:11:29
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Betty Jo, she's like this nine-year-old lady.
00:11:32
Speaker
Okay, just throwing out an example here.
00:11:34
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But
00:11:34
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whoever your Betty Jo is, don't spend too much time with the Betty Joes of the world because Betty is nice, but she's 90.
00:11:42
Speaker
She's never going to buy a solar.
00:11:43
Speaker
She's not going to get the tax credit and her kids are going to tell her not to go solar.
00:11:48
Speaker
So if you are spending too much time with people like that, take note of it, learn from it, and only spend time with people who are qualified.
00:11:56
Speaker
So make sure you're asking the qualified questions.
00:11:58
Speaker
Hey, is your credit decent?
00:12:01
Speaker
You guys own the home.
00:12:02
Speaker
Okay.
00:12:03
Speaker
obvious.
00:12:05
Speaker
You guys pay quite a bit in taxes.
00:12:07
Speaker
There's some tax incentives for this.
00:12:08
Speaker
Figure out who's qualified, who's not qualified quick, and you will not fall into those traps of spending an hour with a petty Joe only to have her not even be interested in solar.
00:12:18
Speaker
Okay, so there's eight tips right there.
00:12:21
Speaker
Those are eight traits of top appointment setters.
Upcoming Features and Offers
00:12:24
Speaker
Tune in to next episode because you're going to be hearing from the one, the only Amanda Berry, one of the top setters in the industry right now.
00:12:30
Speaker
She's the number one setter over at Pure Energy, the company I did a blitz with.
00:12:35
Speaker
couple weeks back.
00:12:36
Speaker
So check it out.
00:12:37
Speaker
Don't miss out.
00:12:38
Speaker
Send these tips to anyone who could use some fire under their appointment sets.
00:12:44
Speaker
And let me know if you guys think of any other useful tips as you're setting appointments or any other traits that I missed.
00:12:51
Speaker
And we'll see you on the podcast with Amanda.
00:12:53
Speaker
Don't miss out.
00:12:54
Speaker
Keep crushing it.
00:12:55
Speaker
And we'll see you next time.
00:12:57
Speaker
Hey, solopreneurs.
00:12:58
Speaker
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Speaker
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Speaker
So book a call now.
00:13:27
Speaker
Don't miss out.
00:13:28
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:13:33
Speaker
That's taylor at solarpreneurs with an S dot com.
00:13:37
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:13:42
Speaker
So shoot that email and let's increase your sales.