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 fell.
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.
Speaker: What is a Solarpreneur you might ask?
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.
Speaker: Same day or next day appointments, which one is better, which one is more advantageous, what are the pros and cons of both of them?
Speaker: We're going to be talking about all that and much more today here on the Solarpreneur Podcast.
Speaker: Thanks for joining us.
Speaker: My name is Taylor Armstrong.
Speaker: I'm your host here to make your day better as a solar pro and as usual, help you close more deals, help you generate more leads and referrals, and hopefully have a much better time in the solar industry.
Speaker: Thank you for joining us today.
Speaker: Appreciate all the shares.
Speaker: Appreciate all the likes.
Speaker: Appreciate all the messages.
Speaker: And yeah, this topic, before we jump into it, I got to thank my friend Jacob Murawski.
Speaker: We've been chatting on Instagram for a little bit.
Speaker: But he asked me this question.
Speaker: He says he's never been a fan of same-day appointments, but a lot of solar companies find success doing it.
Speaker: Reason being cancellations are higher.
Speaker: I no longer feel like the commodity because I'm free to come in the home now, in opposed to I'm super busy.
Speaker: And if this makes sense, let's get us started today because I can't come back.
Speaker: And last thing, my pipeline for my calendar doesn't stay full.
Speaker: Instead of knowing, I have a few appointments scheduled for the next few days.
Speaker: Very curious if you've ever addressed this in the podcast or what are some of the things you use to get same days to stick.
Speaker: So that is where the topic came from.
Speaker: So appreciate you, Jacob.
Speaker: Thanks for shooting me the message.
Speaker: And go shoot him a follow.
Speaker: He's dropping some fire over on Instagram.
Speaker: And guys, just want to say if you have questions or comments for the show,
Speaker: Just like Jacob did, would love it if you shot me a message, sent me your questions, sent me your feedback.
Speaker: It helps a ton and it just helps me get a feel for what people are struggling with or what type of content people enjoy.
Speaker: So shoot me a message and let me know.
Speaker: I'm thinking of creating like a forum where people can send in recordings.
Speaker: of questions or comments, concerns, whatever.
Speaker: So yeah, let me know if you would like that as well.
Speaker: I've heard some other people do that on podcasts.
Speaker: But anyways, let's jump into the topic at hand.
Speaker: So same day or next day appointments, which ones are better?
Speaker: And I want to preface this with a couple of things.
Speaker: A first is no matter what, no matter, sorry, I'm tripping over my words.
Speaker: I just got done running nine miles actually training for a little half marathon.
Speaker: So a little out of it.
Speaker: So I apologize if I'm tripping a little bit right now.
Speaker: But the preface I want to make is I, it's my belief that you should never set appointments more than like 48 hours max in advance.
Speaker: And if you've been in the solar industry for any amount of time, you probably know this from experience already.
Speaker: If you set it more than two days out, very likely that it's just going to flake.
Speaker: They're going to forget about it.
Speaker: Other things are going to come up.
Speaker: They're going to forget where they even booked that appointment in the first place.
Speaker: So obviously there's exceptions to this, just like everything.
Speaker: And, you know, obviously I've closed deals where they're sets, you know, even a week in advance.
Speaker: But just as a general rule, you should never book appointments more than 40 hours out.
Speaker: Okay.
Speaker: Well, probably solar 101 to a lot of you, but in case you didn't know.
Speaker: So let's jump into some of the pros and the cons of same day or next day appointments.
Speaker: Okay.
Speaker: And so here's what I think about this.
Speaker: Some of the same day pros are if you're out there knocking, especially if you're knocking in hot temperatures, if you can just go get a same day, you're not knocking for very long.
Speaker: You're just hunting for same days and then you're in houses the rest of the time.
Speaker: So this is one of my biggest pros for it is because I'm kind of a wimp now sometimes out knocking in the heat.
Speaker: And I know I'm complaining.
Speaker: I'm in San Diego.
Speaker: It's been like 90 on our hottest days of the summer here.
Speaker: So you guys that are knocking in Arizona or Texas or these hotter temperatures, I know you're thinking I'm the biggest worst right now.
Speaker: But but hey, what can I say?
Speaker: I enjoy just booking the same day, getting inside a house and not having to sweat out there on the doors.
Speaker: So that's one of my pros for it is I just like being in the home more than out of the home if I can.
Speaker: And some other pros that I thought of, of your same day appointments.
Speaker: For me, it just feels like super confidence boosting.
Speaker: If I can get in a home, if I can close it same day, if I can wrap it up, I feel like a boss out there.
Speaker: And for me, there's no bigger adrenaline rush.
Speaker: Well, probably very little things that excite me more than just closing a same-day deal.
Speaker: Because think about it.
Speaker: For you to have the ability to go out, knock for an hour or two, get a same-day appointment, go in there, make five or ten grand on a single deal...
Speaker: It's incredible.
Speaker: Super rush, super adrenaline rush if you can do that.
Speaker: So that's another reason for me.
Speaker: It's just cool to know that I have the ability to go out there and create something out of nothing and make awesome money doing it.
Speaker: So that's another pro.
Speaker: Another thing, I think it's time efficient.
Speaker: Because if you can just be out there, if you can get a same day appointment, it's already fresh in their memory what solar is, what you explain to them.
Speaker: Because I find that a lot of times when I go back for a next day appointment, you're almost having to re-explain the appointment.
Speaker: You got to build your rapport again.
Speaker: You got to ask the questions again.
Speaker: So a lot of the same stuff you do in the same day appointment set, you're having to reiterate as you go back in the home.
Speaker: So in a way, I think it's more time efficient if you can just do that right off the bat.
Speaker: And then generally same day appointments are quicker, right?
Speaker: They didn't necessarily set aside the time for you to meet that day.
Speaker: So sometimes you are going to have to do it a little bit quicker.
Speaker: And last pro that I thought of is, hey, solopreneurs, wanted to take a quick second and introduce you to our sponsors, Pius and Nickit.
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Speaker: It's just a higher SIP percentage because people don't have time to, I mean, they're not going to forget about the appointments.
Speaker: If you were just there, then they can't forget about it.
Speaker: And I'm not going to talk too much in this episode about the how, like how to set same day appointments in the theory around that.
Speaker: We can link to that.
Speaker: I've done some past episodes on that.
Speaker: This episode is just focused on kind of the pros and cons and my thoughts around that.
Speaker: Those are some of the pros.
Speaker: I'm sure there's others, but that's the ones I thought of, the pros of setting same-day appointments.
Speaker: And then we're going to go into some cons.
Speaker: And a lot of the cons, keep in mind, are going to be the pros for your next-day appointments.
Speaker: So the negatives about same-day appointments are probably going to be a positive for setting a next-day or a two-day appointment.
Speaker: So here's some of the cons.
Speaker: Okay.
Speaker: Number one, it can interrupt the flow of knocking.
Speaker: Okay, I know guys, really high level guys, sometimes schedule their, you know, days and blocks or their, you know, they have knocking blocks and they have closing blocks.
Speaker: If you're out there doing same day appointments, it's kind of just all over the place.
Speaker: You're knocking for maybe 30 minutes an hour, you get appointments, you're in that.
Speaker: And it's two different skill sets, right?
Speaker: It's two different frames of mind.
Speaker: So sometimes I get that.
Speaker: Sometimes it can kind of interrupt the flow and you have to really flip a switch.
Speaker: And I know a lot of guys like just having that separation.
Speaker: They know, okay, I'm going to go all in, focus 100% on knocking.
Speaker: not even think about closing, then I'll put on my closing hat tomorrow.
Speaker: So if you're someone that likes kind of having that separation, then that's something you got to consider with it.
Speaker: Number two, there's a higher chance of cancellation.
Speaker: And by cancellation, I don't mean canceling appointments because that's a higher chance that they're going to sit.
Speaker: But what I mean is a higher chance of them canceling after you close them.
Speaker: Okay, if I go back and look at all the deals I've closed this year, most of my cancels have been on same day closes, unfortunately.
Speaker: And why?
Speaker: It's just because a lot of times people get that buyer's remorse, right?
Speaker: They just made a big decision.
Speaker: They did it same day.
Speaker: And then a lot of times they have other questions come up.
Speaker: They panic because they go back and look at the contracts and feel like they made a snap decision.
Speaker: A lot of different reasons.
Speaker: Maybe they, I don't know, didn't think through things.
Speaker: Other questions came up.
Speaker: It's just generally a higher chance.
Speaker: And another thing is I definitely, when it's the same day appointments, a lot of times I have to do a softer close, right?
Speaker: A lot of times since they weren't anticipating this decision, they weren't anticipating you coming back or you even come to their door that day.
Speaker: It's usually a softer close, like, hey, we're just going to get the paperwork in.
Speaker: A lot of times they're not necessarily wanting to sign that day, but you have to do a softer close.
Speaker: Like, hey, we're going to get the paperwork in.
Speaker: Look, the state, they give you their time to think this over.
Speaker: In the meantime, we still got to see if your home even qualifies, things like that, which is not ideal, right?
Speaker: You want to be doing a secure close if you can, but just what happens sometimes.
Speaker: Okay, and then other cons, let's see.
Speaker: It can potentially be a waste of time if you don't pre-qualify people well.
Speaker: So the reason I say that, I actually had an appointment a couple weeks back where I went there, did the same day appointments, and as we were talking, I was pre-qualifying or going through all the fact-finding.
Speaker: I found out that this lady basically didn't make decisions on her own anymore, that she needed to talk with all her kids.
Speaker: So, in this same day appointment, what I did is I almost turned it into a two-sit close, which that's another thing some people do is just, you know, closing it in two different opportunities, not trying to close the first time, but really just go over the information, then set another appointment and go back and close them.
Speaker: So that's what I did when I realized that there were more decision makers involved in this.
Speaker: I got the kids on the phone.
Speaker: I ran through all the information and I tried to keep it a little bit general.
Speaker: You don't want to be showing all your cards.
Speaker: You don't want to be telling them all the financing details.
Speaker: You don't want to be saying final numbers.
Speaker: You don't want to say what they're qualified for.
Speaker: You just want to say, hey, what we found, it's going to save her money.
Speaker: It's going to give her a fixed rate.
Speaker: It's going to lock her in about, I don't know, 60 to 80 bucks a month based on what she qualifies for.
Speaker: And that's that.
Speaker: So let me ask, do you guys feel like that would be a good thing for if we could potentially lock it in and have a bill that never went up?
Speaker: Yes.
Speaker: No.
Speaker: What do you guys think?
Speaker: wrote down all the questions and I tried to make this as quick as possible, right?
Speaker: Because I don't want to be spending my time with someone that it's not even their decision in the first place.
Speaker: So that's what I did.
Speaker: I just gave like a 20, 30 minute presentation, got out of there.
Speaker: Next day she called me and said, Hey, Taylor, my kids don't think this is a good idea.
Speaker: And I didn't go back.
Speaker: But good news is I didn't spend two hours in this appointment.
Speaker: And
Speaker: I could have went through everything with the lady.
Speaker: I could have explained every in and out of solar.
Speaker: And then at the end, she says, hey, Taylor, I need to talk to my kids about this.
Speaker: Shoot me all the information.
Speaker: And don't get me wrong.
Speaker: I've definitely done that my fair share of times, especially new reps.
Speaker: I see this all the time, where especially with old people, people that aren't 100% decision makers, they're spending time.
Speaker: They're spending too much time with these people.
Speaker: And this is a huge secret.
Speaker: Make sure you're pre-qualifying these people.
Speaker: Make sure you know if they can make a decision or not.
Speaker: So that's another con of it is potentially wasting time more because of not pre-qualifying.
Speaker: Okay.
Speaker: And then another con is just like Jacob said in the beginning, if you don't frame it right, then you can come across as more needy, more pushy, because these people, they see that you don't have anything scheduled.
Speaker: I've talked about it in the podcast.
Speaker: You want to come across as the pro.
Speaker: You want to come across like you're super busy in the neighborhood.
Speaker: You've had so many inquiries.
Speaker: You've had a ton of people reaching out.
Speaker: You want to give them a ton of social proof.
Speaker: And so same days, it can be sometimes tricky to do that, to make them feel that way.
Speaker: So for Jacob, if he's listening to this, what I think, I think you can find a balance around this.
Speaker: I think you still can do, you know, give them the impression that you're busy in the neighborhood as you're booking same days.
Speaker: You don't necessarily have to do a next day appointment.
Speaker: So what I do for this, I just say, hey, we have a ton of inquiries.
Speaker: I actually just have an appointment with your neighbors this evening.
Speaker: But they've got like two more spots that we're supposed to fill.
Speaker: And then that's all we have for right now.
Speaker: So what I'll do is come back.
Speaker: Then just as we're before we're going to our next appointments, I guess I don't say appointments.
Speaker: Okay.
Speaker: But next pop buys.
Speaker: We'll show you the numbers and then you guys can opt in or opt out of this.
Speaker: Does that sound fair?
Speaker: Whatever.
Speaker: So still give a lot of social proof.
Speaker: Still say you're going with other neighbors.
Speaker: And you can still give the impression that you are super busy.
Speaker: harder to do and maybe not quite as effective as doing it next day, but you can still do this.
Speaker: So that's my way around some of these cons.
Speaker: Okay.
Speaker: And cool.
Speaker: So that's your pros and cons of the same days.
Speaker: Okay, so same day pros, less knocking in the heat, more times in homes, confidence boosting when you can get that same day close.
Speaker: Can be time efficient because you're giving them all the information rather than have to reiterate things in the next appointment.
Speaker: higher SIP percentage, and then the cons can potentially interrupt flow of knocking, higher chance of cancellation after the close, can be a waste of time, and can come across as more needy or pushy.
Speaker: But just like I mentioned, there are ways to minimize a lot of these cons, in my opinion.
Speaker: Okay, and let's jump into next day pros and cons now.
Speaker: So next day pros.
Speaker: Number one, if you book a next day appointment, it's probably going to be more solid if they sit.
Speaker: They've had time to digest it and they've had time to think, well, okay, well, this guy's coming back to talk to me about solar.
Speaker: Did I want to do this?
Speaker: And if they let you in, then yeah, they're more serious about checking it out.
Speaker: And then also, obviously it gives you time to get decision makers there if they weren't going to be there the same day, stuff like that.
Speaker: So number two, I already mentioned this a little bit, but just gives them more time to digest what you told them.
Speaker: Write down other questions.
Speaker: Think things through.
Speaker: Maybe do a little bit of research about solar.
Speaker: Maybe look at your company, things like that.
Speaker: Okay, number three, doesn't disrupt your flow of knocking.
Speaker: Allows you to better schedule your day.
Speaker: So again, some of these were the cons of same days or the pros of the next day appointments.
Speaker: And then for cons of your next day appointments, they fall through more often.
Speaker: Just whether it be with them overthinking things or needing to reschedule and then it just turning into a wild goose chase, they can reschedule or they can cancel.
Speaker: And another story that happened with this, just to show you guys why I think a lot of times it's better same days.
Speaker: I had an older lady set an appointment with her a couple weeks back.
Speaker: She was, I solidified her, had her pretty solid.
Speaker: But I set her like, I think it was eight o'clock at night.
Speaker: So I'm like, I'm not going to push for the same day.
Speaker: I'm hungry.
Speaker: I'm going to go back home.
Speaker: Okay.
Speaker: Set her for the next day and I get a text from her.
Speaker: She says, hey, Taylor, I did some research on the website and I don't like that the website is talking about like solar financing and solar rentals.
Speaker: Like you told me there are no upfront costs.
Speaker: This is confusing.
Speaker: The website in your rep card like says all this stuff about financing and leasing, stuff like that.
Speaker: And I'm like, okay, well, yeah, when I come back, I'll explain what all that is.
Speaker: But yeah, just like I told you, this program does involve no upfront costs.
Speaker: And you're not gonna have to pay a dime out of your pockets if you qualify.
Speaker: So we'll go over all that.
Speaker: And she said, no, you know what?
Speaker: No, let me just still look into this more.
Speaker: And I don't want to meet because I'm just confused now.
Speaker: So just don't come by.
Speaker: She cancels the appointment.
Speaker: And
Speaker: And I'm like, come on, lady, if you let me come by, if I could help you understand this, you would be pouring me a glass of lemonade.
Speaker: You would be loving me because I am saving you so much on your bill.
Speaker: And this lady, she had a pretty high bill, 200 bucks for a single lady living in her home.
Speaker: So she needed it, but unfortunately she wouldn't let me back in.
Speaker: So in my opinion, if I could have got back in in the same day appointments, we could have went over all those things.
Speaker: I think I could have closed her.
Speaker: I think I could have brought up the stuff on the website.
Speaker: It would have been good, but you know, shoulda, woulda, coulda, you can never know for sure if these things would have been a deal or not a deal, but I think it could have helped.
Speaker: Okay.
Speaker: And so another con of your next day appointments is
Speaker: Um, for me, it can just be really hard mentally.
Speaker: Sometimes if I think I have a full calendar of appointments set and then all of a sudden, boom, they all fall through and then I know, okay, wow, I was not planning on knocking today, but I got no appointments now.
Speaker: So I guess I'm out knocking.
Speaker: And, you know, nothing wrong with knocking, but like I was talking about at the beginning of the episode, I wanted to put my closing hat on.
Speaker: I thought I had appointments booked all day.
Speaker: And now all of a sudden I have to take my closing hat off, put my knocking hat back on.
Speaker: So for me, it can just be tough mentally sometimes if I'm getting a lot of cancels.
Speaker: Okay, obviously, don't get cancels.
Speaker: This isn't going to happen.
Speaker: Follow some of the stuff we talk about in the podcast to solidify your appointments.
Speaker: But hey, no matter how much you solidify your appointments, stuff like that happens.
Speaker: Okay.
Speaker: Okay.
Speaker: And so that's another thing.
Speaker: If I get a cancel on a same day appointment, it's like, okay, well, it's not that big of a deal because my knocking hat was on anyways.
Speaker: And, you know, it's just bonus, bonus money if they were going to sit.
Speaker: So yeah, that's my thoughts on it.
Speaker: That's some of the cons.
Speaker: And
Speaker: Yeah.
Speaker: I'd love to hear what you guys think.
Speaker: Shoot me any other pros and cons that you can think of.
Speaker: And just to wrap this up, so here's the answer to the questions.
Speaker: Which is better?
Speaker: Is it better to set same day or next day appointments?
Speaker: So if you can't tell from my pros and cons list, my thought is this, that I think it's best to do a combination of them.
Speaker: Okay, and I based off of buyer type.
Speaker: I based off of age.
Speaker: I based off of the situation.
Speaker: A lot of this, I think, comes with time.
Speaker: Just being able to gauge the situation.
Speaker: And I don't do it right all the time.
Speaker: Sometimes I set up same-day appointments when it probably would have been better to do next-day appointments.
Speaker: But if you can hear from a lot of my stories, a lot of my same days come from people that don't have much going on.
Speaker: Old ladies, retired people.
Speaker: People that work from home and I don't know, people that are just chill.
Speaker: People have the buyer type or personality type where they like to talk.
Speaker: They're fine letting you inside the house.
Speaker: Most of these same-day appointments, I did get inside the house.
Speaker: That's another key.
Speaker: And so things like that, just based off the situation, based off the people.
Speaker: And if you're having to pull teeth to try to get them to set a same-day appointment...
Speaker: Or if it's like, I think I might be here later tonight, you can try to pop by.
Speaker: Then I would just go for the next day appointments.
Speaker: I had a guy last week where I did this with.
Speaker: I said, hey, I'm actually wrapping up with a few of your neighbors here.
Speaker: You'll be here later tonight, right, if I pop by.
Speaker: And he's like, I might be, but I don't know.
Speaker: And so I made the mistake of just being, okay, well, here, I'll pop by.
Speaker: And then if not, we can just figure out a time for a different day.
Speaker: And we left it at that.
Speaker: There was nothing solidified.
Speaker: And surprise, surprise, they came back at 7 o'clock, was nowhere to be found.
Speaker: And then it was like, yeah, it was like pulling teeth to try to get this guy, try to get in touch with this guy again, try to set none of their appointments.
Speaker: So I believe this, that if you're going to, you know, shoot for a same day or next day, make sure it's solid, whatever you do.
Speaker: If they're just giving you excuses for the same day, just be like, okay, we're here.
Speaker: Let's just do the next day when you guys will for sure be here, rather than setting a crap appointments and just praying that it goes through that day.
Speaker: Okay.
Speaker: And yeah, but that's my thoughts on it.
Speaker: Just gauge the situation.
Speaker: Be careful about time wasters.
Speaker: And yeah, you do.
Speaker: And maybe you like the next day.
Speaker: And there's no, that's my preference.
Speaker: That's what I say.
Speaker: But I'll end with this.
Speaker: There's not really a right or wrong answer.
Speaker: Okay.
Speaker: I know guys, some of the top guys in the industry,
Speaker: don't do same day appointments.
Speaker: If you've listened to my episode with Ashton Buswell, he was a, this dude closed 21 deals in a day.
Speaker: It's one of the best.
Speaker: He's over at Legacy, but he's, he doesn't do, I don't think his thoughts have changed on this, at least last time I talked to him, but he does not do same day appointments.
Speaker: He prefers the next day appointments for a lot of their pros we went over because he feels like it's more solid appointments.
Speaker: He feels like they've had time to digest the info a little bit better.
Speaker: And yeah, he and he likes that whole separation of time separation of hats that he can just divide his days out.
Speaker: Okay, I know I'm going all in knocking today.
Speaker: And then tomorrow, I'm gonna have my, you know, appointment day.
Speaker: So that's his thoughts.
Speaker: And then there's other top guys like Taylor McCarthy, he closes tons of same day deals.
Speaker: So it's just a different style.
Speaker: Okay.
Speaker: So yeah, let me know your thoughts.
Speaker: Would love to hear them.
Speaker: That's my take on same day versus next day appointments.
Speaker: I prefer a combination.
Speaker: Which do you prefer?
Speaker: What's your style?
Speaker: Hope that helps.
Speaker: Send this to someone who had the same question.
Speaker: And if you're an appointment setter for a company,
Speaker: Um, yeah, another thing with that is you just got to go off of obviously people's schedule.
Speaker: So figure out whoever is closing your deal.
Speaker: Can they even make a same day appointment, right?
Speaker: You can't set a same day appointment if no one can go to it, if you're not closing your deals.
Speaker: It's another thing to consider.
Speaker: So I hope that helps.
Speaker: Let me know if you like this type of content and shoot me other questions that you guys have had.
Speaker: Would love to answer them live on the show.
Speaker: Or let me know if you like a forum or a little voice recorder thing if we did that.
Speaker: And next episode, we're going to have...
Speaker: a guy that's crushing it in solar.
Speaker: His name is Cody Booth.
Speaker: He's doing a combination of door knocking and he has like a phone setting.
Speaker: What's it called?
Speaker: Or appointment setter, a team of appointment setters on the phone for him.
Speaker: He's just dominating.
Speaker: So you're not going to want to miss out.
Speaker: His name is Cody Booth.
Speaker: And he's going to be dropping some nuggets on the podcast.
Speaker: So make sure you tune into that one.
Speaker: Send me your guest suggestions.
Speaker: And we'll see you guys on the next episode.
Speaker: Peace.
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