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Leveraging Technology To 10X Your Solar Business (Interview With Thomas Shaffer)
38 Plays7 years ago
In this episode we have CEO of New Power INC in studio to talk about how solar entrepreneurs can leverage technology to increase their sales and get ahead of the competition.
Want to work with us?
visit sevenfiguresolar.com/career
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Transcript
Solar Sales Success: What Sets Top Performers Apart?
00:00:00
Speaker
Look, in the solar business, there's really only two types of people.
00:00:04
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:08
Speaker
The question is, which one will you be?
00:00:12
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
00:00:23
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:28
Speaker
This podcast is your answer.
00:00:31
Speaker
Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
00:00:42
Speaker
Welcome to the Solarpreneur Podcast.
Thomas's Personal Anecdotes and Humor
00:00:51
Speaker
Good morning, solarpreneurs.
00:00:53
Speaker
Today we are here with a very special guest.
00:00:56
Speaker
He recently cut his hair, so he has a little bit shorter hair than we're used to, and sold him to Locks of Love.
00:01:03
Speaker
Is that right, Thomas?
00:01:05
Speaker
That's right.
00:01:06
Speaker
Yeah.
00:01:08
Speaker
I don't look quite as biblical anymore.
00:01:10
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Yeah.
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Speaker
Used to have the hair down to pass my shoulders.
00:01:15
Speaker
But yeah, chopped it off, gave it to a good cause.
00:01:18
Speaker
Yeah, it's super weird.
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Speaker
It used to be like super strong and buff.
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Speaker
But then right when you cut your hair, it's like you lost a bunch of muscle too, huh?
00:01:26
Speaker
It vanished.
00:01:26
Speaker
Yeah, I was tricked.
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Speaker
I didn't know that that would happen.
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Speaker
But had I been reading up on my scriptures, I would have known.
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So that's lesson number one.
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Speaker
Don't forget to read your Bible every day.
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Speaker
You won't fall into traps like that.
00:01:45
Speaker
But besides that, we're very excited to have Thomas here today.
00:01:49
Speaker
He is the CEO of New Power, which is the company that I'm currently working for.
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Speaker
And he's pretty much the OG of solar.
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Speaker
I've learned everything I know from Thomas.
00:02:00
Speaker
He's definitely taught me everything I know, I think.
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Speaker
So excited to have him.
00:02:05
Speaker
And a fun fact about Thomas is that you in high school started, what was it?
00:02:11
Speaker
A rock, paper, scissors tournament, a school-aid rock, paper, scissors tournament.
00:02:17
Speaker
Yeah, that is a fun fact.
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Speaker
My senior year of high school, I decided to host a rock, paper, scissors tournament.
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Speaker
I got 72 participants.
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I had the school gym.
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reserved for us for two days.
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It was a two-day tournament.
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I had an audience.
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I had security.
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I had the national anthem sung.
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It was sponsored by two local businesses.
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Speaker
One of them donated chocolate milk and the other one donated money to buy trophies.
00:02:51
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And then I had a press stand and I had, I think, four newspapers show up.
00:02:59
Speaker
Wow.
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Speaker
They wrote an article about the Rock Paper Scissors tournament that made it to the Associated Press and got to the New York Times and went
00:03:09
Speaker
went
Transition from Alarms to Solar: A Strategic Move
00:03:10
Speaker
viral before going viral was a thing.
00:03:14
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If you Google my name and rock, paper, scissors, you'll see a lot of residual articles from 2003.
00:03:19
Speaker
The funniest part about that, didn't the guys from Grant Cardone use that as ammo to sell you a Grant Cardone University?
00:03:33
Speaker
They did their due diligence on who I was and stumbled upon that nugget of
00:03:38
Speaker
gold and then use it to exploit me.
00:03:42
Speaker
Yeah.
00:03:42
Speaker
I'm just kidding.
00:03:43
Speaker
No, it's great content.
00:03:44
Speaker
We love Grant Cardone University.
00:03:47
Speaker
Yeah, it's good stuff.
00:03:48
Speaker
What do they say if we beat you in a rock, paper, scissor match, then you have to buy from us or something?
00:03:53
Speaker
That's right.
00:03:54
Speaker
That's how they sold you?
00:03:55
Speaker
That's right.
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Speaker
Well, the downside of that was that they had read the article in which I disclosed some of my techniques.
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Speaker
They said that most novice players open with scissors and
00:04:08
Speaker
And so they just threw, and so I said that I throw rock, and so they threw paper.
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They knew, they knew.
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And yep, they beat paper.
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Paper covers rock.
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That's right.
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Real life though, there's no way that stupid paper would beat a rock.
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I know, really childish game, super unrealistic.
00:04:32
Speaker
Well, that is really awesome.
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Speaker
And Grant Cardone knows how to train his people, I guess, to do Google searches.
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Yeah, yeah.
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Speaker
One of my favorite stories for sure.
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Speaker
It's so awesome.
00:04:44
Speaker
Cool.
00:04:44
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Well, so Thomas, like I said, is CEO of New Power.
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Speaker
You started it.
00:04:49
Speaker
What was it back?
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Speaker
What's the year you started New Power?
00:04:52
Speaker
Yeah, so New Power as an organization was started in 2009.
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But in 2009, we were under a different name.
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Speaker
It was called T-cell Technologies.
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And we were initially it was started around the concept, a piece of equipment that I filed a patent for.
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Speaker
And ultimately that piece of equipment became what's known as the firefighter right now, which was developed by Lance Dean more fully at 2GIG.
00:05:23
Speaker
But yeah, T-cell did home automation and then we brought solar into the portfolio of services in 2013.
00:05:31
Speaker
Okay, I see.
00:05:33
Speaker
So 2013, went Solar in 2013 and rebranded to New Power in 2014.
00:05:40
Speaker
Okay, got it, got it.
The Value and Impact of the Solar Industry
00:05:43
Speaker
And before New Power, I know you had your alarm company made millions in alarms and all that.
00:05:50
Speaker
So what made you want to switch from alarms?
00:05:52
Speaker
Because obviously you're crushing it in that.
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Speaker
Why did you decide to switch to Solar from alarms?
00:05:57
Speaker
Yeah.
00:05:58
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Yeah, there were a lot of reasons that I switched from alarms and home automation to solar.
00:06:07
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I believe in alarms as a product.
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I think it's a good product or good service.
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I think it's something important.
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I have a monitor alarm system at my house and we utilize home automation even here at New Power.
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We use business automation.
00:06:22
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Um, however, um, I disagreed with the, uh, fundamental business model and the writing on the, on the wall kind of indicated to me that the business model of, uh, uh, dealer alarm company, and I know I'll get some hate, uh, from, you know, maybe some, uh, alarm dealers for this, but I think that the, uh, the dealer model of alarms is going to vanish over the next five years or so.
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I think that the writing is on the wall.
00:06:51
Speaker
I thought it would happen earlier than, than it, than it actually will now, but they've delayed it a little bit, but there are a lot of threats to that model such as the, the new Amazon alarm monitored cellular enabled home automation system where you have a contract free cellular enabled alarm for $10 a month.
00:07:14
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Yeah.
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Speaker
I just don't think that the, there's that kind of a,
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tolerance in the market for a customer to pay 50 to $80 a month now for, uh, a system that they could install by themselves and have a contract free relationship with their service provider.
00:07:31
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So that was one reason that I got out is because I didn't see a long-term viability to the business model.
00:07:37
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Okay.
00:07:38
Speaker
And, um, and, and I see a big shift to that DIY, um, model.
00:07:45
Speaker
Yeah.
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And then, um,
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Secondly, I wanted to be a part of something that I think is really game-changing, historic in terms of the impact.
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I think that this is a historic industry.
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I think it's something that I can tell my kids and grandkids I was a big part of, and I can feel really proud and excited about that.
00:08:13
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Yeah.
00:08:15
Speaker
I remember...
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Speaker
When I got into door to door, we would hear the stories of some of the old timers that went and sold like pots and pans.
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Speaker
And, uh, I guess people still sell vacuums, but, you know, some of the, some of the older products that people would sell.
00:08:35
Speaker
And I remember running into this guy while knocking doors and he told us his pitch when he would sell these pots and pans.
00:08:43
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he would, he, these, they would knock on doors and they would find these housewives and they had these, these sewing needles and they'd say, hey, if you'll listen to me for like two minutes, I'll give you this pack of sewing needles.
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Speaker
And I guess in the fifties or whenever this guy was knocking on doors,
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Speaker
I guess I was like a high demand item that all these housewives always needed.
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And so they're like, okay, I'll listen to you.
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Speaker
And then they end up giving, giving them enough value that the housewife would listen and switch.
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Speaker
But anyway, where I'm going with this is that it's, it's cool to be able to say, yeah, I sold pots and pans or yeah, I sold vacuums or,
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Speaker
I sold alarms or pest control or whatever and tell your kids that that's what you did growing up, you know, and that's, or to provide for them or whatever.
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Speaker
But I think it's really, really respectable and admirable to engage in a service and a product that not only offers value to the customer, but offers value to the generations and to the
00:09:54
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the world and the environment.
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And that's what we're doing.
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Speaker
So it's a mission as much as it is a service and a product.
Why Solar Sales are Unique: Value and Education
00:10:01
Speaker
So that was another reason that I really felt that this shift to solar made sense for me.
00:10:06
Speaker
It made me feel like I was doing something with my life that I could tell people about later and would be admired and respected and make a difference.
00:10:17
Speaker
Yeah.
00:10:18
Speaker
Okay.
00:10:19
Speaker
Yeah.
00:10:19
Speaker
That's a good thing.
00:10:20
Speaker
I know we've had the conversation before, but we've talked about how like someday it'll probably be to the point where we're like old grandmas, grandpas, and the kids are asking us, wait, you guys use like coal for electricity back in the day.
00:10:33
Speaker
Yeah.
00:10:38
Speaker
And then people would like breathe that in.
00:10:40
Speaker
Yeah.
00:10:41
Speaker
Like just burn stuff.
00:10:42
Speaker
And like cars would just like crap out, disgusting toxins and,
00:10:47
Speaker
yeah yeah just like how the kids ask grandma they use record players back in the day and like oh my gosh you had these big discs that like spun to play music yeah we're gonna be like yeah back in the day we used to burn rocks for electricity and then right right you have solar yeah someday right i think the idea of a kind of off topic but i think the idea of a combustion engine will be fascinating to these kids they'll be like it's like like like
00:11:19
Speaker
You were putting very, very explosive stuff two feet away from you, and you were intentionally creating explosions to power this car.
00:11:31
Speaker
And then all the crap that was a byproduct of it was just shooting out behind you.
00:11:36
Speaker
And then anybody could just breathe it in.
00:11:38
Speaker
It was like, oh, man, you guys were crazy.
00:11:43
Speaker
You see those old...
00:11:46
Speaker
pictures of, I don't know if you've seen that one, of the guys building, like taking their lunch.
00:11:51
Speaker
They're sitting on this scaffold, like, oh yeah, where he's up on this skyscraper.
00:11:56
Speaker
Yeah.
00:11:56
Speaker
And they had like no OSHA laws and no work safety compliance trainings.
00:12:02
Speaker
And yeah, like, you know, people would fall off and die all the time.
00:12:05
Speaker
And for them, it was just normal, right?
00:12:09
Speaker
Oh yeah, Freddie fell off and died.
00:12:11
Speaker
But
00:12:12
Speaker
You know, we think about that and it's just nuts because we have come such a long way.
00:12:18
Speaker
I think it'll be the same thing, you know?
00:12:20
Speaker
Yeah.
00:12:20
Speaker
Yeah.
00:12:21
Speaker
No, it's true.
00:12:22
Speaker
And it's really cool to be part of something.
00:12:23
Speaker
What I liked about solar is, and I've told Thomas this, I came from pest control and it's like with pretty much anything else you sell, you're just adding a new bill onto them, right?
00:12:34
Speaker
But with solar, it's nice because we're just replacing the bill that they're already spending and we're letting them own their power.
00:12:40
Speaker
Yeah, we're essentially saying, hey, there's a better way to do what you're already doing.
00:12:45
Speaker
And there's a cheaper way to buy what you're already buying.
00:12:48
Speaker
And so let's educate you about that rather than persuade you to do it.
00:12:55
Speaker
And I feel like that's, and we go back to this, why this transition from home automation to solar.
00:13:02
Speaker
Well, it's because also it is persuasion.
00:13:07
Speaker
It is selling still, but it's also, and more so, educating.
00:13:12
Speaker
Because the enlightened customer, the educated customer, the customer where the idea is clear to them, will do it.
00:13:20
Speaker
Whereas a customer that's truthfully looking at an alarm and looks at the statistics of break-ins and the likelihood, sorry, hang on, the likelihood that that
00:13:37
Speaker
will be utilized, may not do it in a logical sense.
00:13:42
Speaker
But the customer that logically looks at this and the sides looks at the data will do it.
00:13:48
Speaker
Yeah.
00:13:50
Speaker
Yeah, I think it's definitely true.
00:13:51
Speaker
So yeah, I wanted to ask you, Thomas, I know you were in Texas, you started everything there and then New Power came out to California.
00:13:59
Speaker
You started with Corey.
00:14:02
Speaker
I've heard all the stories.
00:14:03
Speaker
I wasn't there at the time, but how you guys met on Corey's couch with two or three people or whatever in the beginning.
00:14:11
Speaker
You've had some pretty huge growth over the years.
00:14:14
Speaker
I've been here two and a half years or so now and seen it grow quite a bit.
00:14:19
Speaker
Um, yeah, multiple offices now and our schedule is more backed up than it ever was, which hopefully we're, we're hiring on some more people.
00:14:28
Speaker
So we're not, we are, we brought on two new crews.
00:14:30
Speaker
Oh, heck yeah.
00:14:31
Speaker
Okay.
00:14:32
Speaker
Yeah.
00:14:33
Speaker
They're plowing through it.
00:14:34
Speaker
Okay.
00:14:35
Speaker
That's good news then.
00:14:36
Speaker
We're still, we're still only two months, which in an industry that sometimes does four to six month installs is pretty good.
00:14:43
Speaker
But yes, not many companies can say their schedule is more full in January than it.
00:14:49
Speaker
had been in the summertime.
00:14:51
Speaker
So our growth trajectory is creating a unique problems that we're solving.
00:14:55
Speaker
Yeah.
00:14:56
Speaker
It's good.
00:14:57
Speaker
Cause even from last, I think last time this year, we're like two, three week installs.
00:15:02
Speaker
Cause right.
00:15:03
Speaker
Right.
00:15:04
Speaker
But now it's good to see that we're filling the schedules.
00:15:07
Speaker
Definitely a great thing to see.
00:15:09
Speaker
Yeah.
00:15:10
Speaker
Let me ask you, why did you decide to start in California?
Strategic Expansion: New Power's Move into California
00:15:13
Speaker
Was it just cause you saw that's where the greatest savings were for people or the net metering or,
00:15:19
Speaker
Yeah, it's mostly about opportunity.
00:15:24
Speaker
So with solar, there are a few states that are really friendly to solar.
00:15:29
Speaker
California is one of them.
00:15:31
Speaker
They actually, there's just a solar report card released where they rank states.
00:15:37
Speaker
The states are the most friendly, New York, Massachusetts.
00:15:44
Speaker
But California is right up there alongside of those states in terms of how friendly they are to solar and how stable the solar opportunity will be long term.
00:15:56
Speaker
The other reason is I just hate the cold.
00:15:58
Speaker
So.
00:15:58
Speaker
Okay.
00:16:01
Speaker
Good reason.
00:16:03
Speaker
No, it's a wonderful place to be here in California.
00:16:07
Speaker
The utility cost is really high.
00:16:08
Speaker
Everybody knows that the cost of the utilities is super high in California.
00:16:14
Speaker
Um, there's a lot of solar access.
00:16:16
Speaker
And so you can put a panel on a roof here and you can have it produce, uh, the kilowatt hours per kilowatt are a lot higher here than in other places in the U S not quite on the level of Arizona, but, uh, pretty close.
00:16:30
Speaker
So the value to the customer with the high utility costs and the efficiency of the system, um, with the, uh, the solar access that we have makes it, um,
00:16:42
Speaker
you know, makes it makes a lot of sense.
00:16:44
Speaker
So you've got that stability.
00:16:46
Speaker
SB 100 just passed.
00:16:48
Speaker
So Senate Bill 100, where the state of California has 100% renewable energy goal by the year 2045.
00:16:57
Speaker
That was just passed, which is really cool, which means we're actually not only helping customers, but helping the state meet their goals.
00:17:05
Speaker
Yeah, all these factors combined to make California a great place to run a solar business.
00:17:11
Speaker
Yeah, that's awesome.
00:17:14
Speaker
Cool.
00:17:14
Speaker
So we want to kind of segue into what we have a lot of reps on the podcast, Thomas.
Innovations at New Power: NP Grid App and More
00:17:20
Speaker
And with the podcast, we're all about teaching us how to utilize more technology to close more deals, create more leads, and just help reps basically close more deals.
00:17:32
Speaker
And I know we've seen some pretty explosive growth at New Power.
00:17:36
Speaker
And you recently developed this app.
00:17:39
Speaker
We were using cells rabbit, but now new power has its own app called the grid app that we've been using.
00:17:46
Speaker
So what's made you want to kind of get in this technology?
00:17:49
Speaker
Why did you decide to develop like your own app to do this instead of just using, continuing to use cells rabbit or.
00:17:58
Speaker
Yeah, that's a great question.
00:17:59
Speaker
And, and, uh,
00:18:00
Speaker
I'll preface this part of the conversation with this because I think that there are three technologies that we've developed here at New Power that are unique in our industry that I'm really proud of.
00:18:18
Speaker
Many solar companies start up with the idea that they're just going to be like the other contractors.
00:18:25
Speaker
And so they're going to install solar and they're going to get permits and they're going to
00:18:31
Speaker
you know, run a business like your contracting business.
00:18:35
Speaker
And that's the way they do it.
00:18:36
Speaker
But we've set ourselves up as a contractor, but also a technology company.
00:18:41
Speaker
And so the three technologies that I'm proud of is one that what you mentioned is the NP grid, which is a native iOS app that helps us canvas that customer intelligence prior to talking to the customer.
00:18:56
Speaker
and then integrate into a CRM where we can track the customer progress and save the data for later and help push them through the pipeline.
00:19:04
Speaker
So that would be NP grid.
00:19:07
Speaker
Secondly would be the field app, which is our operation management software, our project management software.
00:19:13
Speaker
And then the third technology is just starting up.
00:19:17
Speaker
It's our solar data loggers.
00:19:20
Speaker
So I can talk about,
00:19:23
Speaker
I can talk about each of those three, but I'll start off first with the question you asked about MP Grid.
00:19:30
Speaker
So the reason we transitioned from SalesRabbit, which is a great company, I would recommend that an entrepreneur starting out a small solar company utilize SalesRabbit.
00:19:44
Speaker
They're great, and they were great for us.
00:19:48
Speaker
and they're continually improving and adapting and implementing changes.
00:19:51
Speaker
And they were really receptive to the ideas that I pitched them on, and they implemented some of those changes while we were with them.
00:19:59
Speaker
But for me, it made a lot more sense to develop our own software so that we could specifically integrate
00:20:09
Speaker
the technology that we knew would make the biggest impact for us in a timeframe that was much less encumbered by the demands of the other companies.
00:20:19
Speaker
And so where we could call the shots in the development of our technology, we could accelerate our growth by leveraging that technology.
00:20:29
Speaker
And so one example was the HK trackers that we built into our software.
00:20:37
Speaker
which I still don't think anyone quite has that.
00:20:45
Speaker
It's like a time clock in a sense that they clock in and can clock out.
00:20:48
Speaker
The reps can clock in and can clock out.
00:20:50
Speaker
But it's a smart time clock because it monitors their activity throughout the time that they're working.
00:20:55
Speaker
And it gives us indications of whether or not the hours that the rep is putting on the doors are actually legitimate.
00:21:03
Speaker
And so...
00:21:07
Speaker
it will look at things such as how many pins per hour they're dropping, how close to the house the rep is when they're dropping that pin, how long between the pins has that rep been delayed, how many ABs are they getting relative to how many pins they're dropping, how many pieces of information has that rep grabbed about the customers relative to how many pins they're changing,
00:21:37
Speaker
what time of day they're changing the pins.
00:21:41
Speaker
So all of this data kind of comes together and you could call it machine learning or AI, but it helps make the system itself smarter in learning what constitutes a working rep and what constitutes a rep that's just dropping pins or just slacking off in the area.
00:22:03
Speaker
And we,
00:22:06
Speaker
We don't wanna be big brother, as you see these surveillance cameras behind me.
00:22:14
Speaker
We don't wanna be big brother or anything.
00:22:16
Speaker
You have those all in our areas too, to make sure we're not getting cameras everywhere.
00:22:21
Speaker
That's right, every rep is hooked up to a body cam.
00:22:24
Speaker
No, we don't wanna be big brother.
00:22:28
Speaker
And I think there's a way that you can use technology like this improperly, and there's a way that you can use technology like this
00:22:35
Speaker
inappropriately, but the best of the best will use the technology of monitoring their reps and seeing if they're actually working to motivate, inspire, and help hold those reps accountable, not punish, demotivate, come down on, micromanage.
00:22:53
Speaker
They'll use the technology to help their reps be accountable and honest and to help push those reps.
00:23:01
Speaker
not to come down on them and say, Hey, I know you're not working.
00:23:04
Speaker
You know, why aren't you working?
00:23:06
Speaker
Blah, blah, blah.
00:23:07
Speaker
It would be more of, Hey, how can I, as your leader, help you achieve your potential by putting in a little bit more effort on the doors?
00:23:14
Speaker
What can I do to inspire you so that, um, that you can push yourself during that time that you're out there?
00:23:21
Speaker
Uh, what techniques can I provide for you to help you, uh, limit those breaks that you're taking or, um,
00:23:29
Speaker
What do you think you could do personally so that you could reduce the amount of time that you take to get out to your area or any number of things that you could implement?
00:23:41
Speaker
But the technology, the information, the more information we have as managers, leaders, company owners, even reps, the more information we have, the better the decisions we can make.
00:23:55
Speaker
Because an informed decision is the best decision.
00:23:58
Speaker
You can go with your gut or with your instinct or whatever, but if you've vetted an idea, you've researched it, you've gathered information, and then you've correlated that information to make a strong decision, then you can have confidence that that decision is the right one.
00:24:11
Speaker
And so a good software will be one that not only automates a process, but gathers information and intelligence to help them form decisions.
Leveraging Sales Data for Performance Improvement
00:24:20
Speaker
Yeah.
00:24:21
Speaker
And that's something for sure that I've seen in Thomas is he definitely knows how to gather his data.
00:24:26
Speaker
And basically every decision, I think at new powers based off of all the data you collect first, right?
00:24:33
Speaker
That's right.
00:24:34
Speaker
Thomas is basically like the mad scientist of a new power.
00:24:39
Speaker
Everyone thinks he's like a robot and he like punched them.
00:24:42
Speaker
Then there'd be like metal underneath his skin.
00:24:47
Speaker
No oil though, because I don't run on renewables.
00:24:53
Speaker
Exactly.
00:24:54
Speaker
Got solar panels on your back charging up your brain and everything.
00:24:59
Speaker
But yeah, I think it's true.
00:25:01
Speaker
And I think that's part of why new power has grown the way it has is just because you base everything off the data and what's happening around.
00:25:09
Speaker
So let me ask you, since we've been using this grid, have you noticed that it has been helping the reps a lot?
00:25:17
Speaker
Have you been able to help a lot of reps just by kind of noticing the trends and then kind of bringing that up with them?
00:25:24
Speaker
How do you use the data once you get it?
00:25:26
Speaker
Yeah, and I'll give you an interesting insight.
00:25:30
Speaker
So we know that on average, we will get one AB every two hours that a rep is on the door.
00:25:39
Speaker
So one AB for every two HK.
00:25:43
Speaker
Appointment booked.
00:25:45
Speaker
That are put in.
00:25:46
Speaker
And then we know our conversion percentage of ABs.
00:25:49
Speaker
An AB is an appointment booked, sorry.
00:25:50
Speaker
HK is an hour knocked.
00:25:52
Speaker
So one AB appointment booked for every two hours knocked that we see in grid.
00:25:56
Speaker
And then we know how many appointments booked it takes for us to get an appointment kept.
00:26:02
Speaker
So we know our conversion rates on appointments booked to appointments kept.
00:26:06
Speaker
We also know our appointment kept to closed deal percentages and we know our closed deal to install percentages.
00:26:12
Speaker
And because we know all of that and we know how much a rep makes per closed deal and how much a solar pro or a setter makes per closed deal, we can tell our solar pros that
00:26:24
Speaker
All you really need to focus on is the effort that you put in because the numbers will come based off of the effort that you put in as long as you're implementing the training that we do.
00:26:35
Speaker
And so we can actually attach a dollar amount to an HK.
00:26:39
Speaker
We can attach a dollar amount even to a no because we know based off of the number of not interested pins that they're getting, how many not interested per AB, and we can translate
00:26:50
Speaker
a no into a fixed dollar amount that we can give to our reps.
00:26:54
Speaker
And we can do that on an individual basis.
00:26:56
Speaker
We can do it on an average or we can do it on an individual basis.
00:26:59
Speaker
So in the one-on-ones, we could deliver to that rep their numbers and say, hey, based on your information, this is the average number of no's you need to go through in order to get a yes or an AB.
00:27:10
Speaker
And this is how much each of those no's is worth.
00:27:12
Speaker
And so the data, when translated into meaningful insights to the rep,
00:27:19
Speaker
can help motivate them to instead of thinking, oh, I just got rejected.
00:27:26
Speaker
Oh, I actually just made $4.
00:27:27
Speaker
And once they make those connections, once the data delivers that message, then a lot of times the motivation will follow.
00:27:38
Speaker
Yeah.
00:27:39
Speaker
That's just kind of one example.
00:27:41
Speaker
Yeah, I think that's huge.
00:27:42
Speaker
And I know we talk every week and that's basically what it is.
00:27:46
Speaker
We're just looking at my data, my stats for the week.
00:27:50
Speaker
And something that really helped me is just keeping track of those numbers, like how many, how much I actually knocked, how many people I talked to.
00:27:58
Speaker
the conversions because the truth is if reps and especially for me if I start thinking just all right I gotta put in x amount of hours and if I'm really thinking about that then it causes a lot more demotivation I'm not thinking about really like okay if I can talk to six people I can book one of those for an appointment and then I can sit down with three people
00:28:22
Speaker
three or four people, and then I should for sure close one.
00:28:25
Speaker
And if I can get my mind thinking about those numbers, it makes me a lot more motivated rather than just out there getting slammed, doors slammed on me and rejection all day.
00:28:36
Speaker
Definitely.
00:28:40
Speaker
And it also allows you to dismiss irrational ideas.
00:28:43
Speaker
And the irrational ideas that a rep might have are, oh, I'll never get a sale.
00:28:48
Speaker
Oh, I'll never get paid.
00:28:49
Speaker
Oh, I'll never make money.
00:28:50
Speaker
Oh, I'll never be able to be successful.
00:28:52
Speaker
those are irrational because they're based on just a reps, gut instincts or feelings based off of the mood that they're in.
00:29:03
Speaker
But when you look at the data and you look at the numbers, then you can bring your irrationality and hone it in to make informed factual decisions.
00:29:13
Speaker
Yeah.
00:29:14
Speaker
Yeah.
00:29:14
Speaker
So for those watching, what I would recommend, because they, you know, they may be wondering, well, how does this impact me?
00:29:20
Speaker
Cause I don't have,
00:29:22
Speaker
access to all this data.
00:29:23
Speaker
Well, you can create your own data.
00:29:25
Speaker
And like you said, Taylor, if you track your numbers and you do this over the course of a few weeks, if you do it one day, the sample size isn't big enough to give you meaningful insights.
00:29:36
Speaker
But if you can figure out what numbers you can measure and then you measure those numbers over a period of time, then you can start to establish a
00:29:45
Speaker
trends and averages, and then you can extract meaningful insights from that data to provide you with the ability to make informed decisions and make rational decisions and eliminate that irrationality and that volatility that comes from making the emotional decisions.
00:30:01
Speaker
So you can start to track this for yourself and you can create a spreadsheet in Google Sheets and you can measure it and monitor it.
00:30:07
Speaker
And as you measure and monitor, then you can start to improve and you can see
00:30:14
Speaker
what's causing those improvements, and then you can improve those causes and then exponentially improve over time.
00:30:24
Speaker
Yeah, it's huge.
00:30:25
Speaker
A wise man once said, what gets measured and reported improves, something like that.
00:30:33
Speaker
Something we learned in the mission, right?
00:30:35
Speaker
Yeah, yeah, definitely.
00:30:37
Speaker
Yeah, I mean, you got to major it, got to report it.
00:30:40
Speaker
That's what we're all about here at New Power is measuring it.
00:30:43
Speaker
I think there's a lot of things maybe companies do, but I think on a rep level, I think this is one of the biggest differences that I see between successful and not successful reps is I think most of the successful ones are measuring it also on their own.
00:30:59
Speaker
They're not just relying on their company to like, you know, ask them and think, but every time you ask me every week,
00:31:06
Speaker
I kind of have to jog my memory of like what I even did during that week.
00:31:09
Speaker
So I think my best weeks was when I kept track super well of what happened with this person of every deal I sat down with.
00:31:16
Speaker
I'm taking notes on what happened because you're also measuring, um, you're getting data on what you can improve possibly in the clothes, right?
00:31:25
Speaker
They said, I need to think about it.
00:31:27
Speaker
They said, I need to talk to my wife.
00:31:28
Speaker
You're measuring that.
00:31:29
Speaker
You're also collecting data on what objections you're getting.
00:31:33
Speaker
And then, you know,
00:31:34
Speaker
what needs to be improved by that too, right?
00:31:36
Speaker
Exactly.
00:31:37
Speaker
There was this kid growing up, his name was Rashid Nixon.
00:31:40
Speaker
We went to church together.
00:31:41
Speaker
He was an awesome guy.
00:31:43
Speaker
He still is.
00:31:43
Speaker
He's the first person to wish me happy birthday every year, like 12 or 1 a.m.
00:31:48
Speaker
Eastern time.
00:31:51
Speaker
But the thing about Rashid that everybody knew is he loved sports.
00:31:58
Speaker
And he didn't just love watching sports.
00:32:01
Speaker
He loved everything about sports.
00:32:02
Speaker
He could tell you all of the data, all of the stats, all the figures about this guy or that guy or what this person's rushing yards were in 1997.
00:32:16
Speaker
And he knew all of his data and all of his stats.
00:32:20
Speaker
And his love of the games or of the game was fueled by knowing the data behind it.
00:32:27
Speaker
and then seeing the players perform in a way that kind of coincides with the data that he had known.
00:32:35
Speaker
And I think that sports in general are starting to adopt this scientific approach to making their decisions.
00:32:42
Speaker
They have now real-time analytics that show the success probability of running the ball versus passing the ball against this team in this formation.
00:32:52
Speaker
And so they're looking at all of this data to make these really strong, compelling decisions based off of what's statistically likely to happen.
00:33:00
Speaker
And so if you can, for yourself, that's the difference between, like you said, between someone who works for someone, someone who's an employee and someone who works for themself, whether or not they report to a boss, whether or not they work for a company or have their own, the difference is the mindset of owning
00:33:19
Speaker
your performance, owning your production, knowing your stats, knowing your data, and getting excited enough about your performance and your work that you want to track and know your stats.
00:33:33
Speaker
If you get excited enough about it that you're like, last week I improved by 15% week over week, that's awesome, that's incredible.
00:33:41
Speaker
excited about that as you would, you know, by seeing the rushing yards of this person or the passing yards of this person or whatever.
00:33:48
Speaker
If you would get excited enough about the data and the stats to know your own data and your own stats or your team's data and your team's stats and see those incremental performance improvements as you would about sports, if you could get as
00:34:03
Speaker
excited as Rashid Nixon about those things, then you can get yourself in the mindset of loving what you do, loving your job, being passionate about it, and also being empowered enough to change what matters and to improve.
00:34:19
Speaker
Yeah, and also another thing I've seen as I'm keeping track of these people, if I'm writing down who I'm visiting, it's making me a lot more conscious of, well, what I could do to better close them.
00:34:31
Speaker
But also I'm remembering, oh, they were like pretty close to closing.
00:34:36
Speaker
Maybe I should actually like follow up with them or go back where if I'm not like recording anything, if I'm not keeping that data, then these people, I just forget about them instantly.
00:34:48
Speaker
And I'm sure I've lost probably thousands of, well, yeah, tens of thousands of dollars, I'm sure on people that I could have followed up with if I would have had the data and kept track of this is what happened with that person.
00:35:01
Speaker
So yeah, for reps or for companies, if you're a manager, if you're owner of a company, I think that's definitely something that needs to be focused on is the data of your reps and then encouraging your reps to log that personal data for themselves.
00:35:15
Speaker
And the other question I had, Thomas, I know for me and I think for a lot of other reps too, is they get discouraged just with like, it's like, oh, I got to record this.
00:35:24
Speaker
I got to go in and like keep track of everything that happened.
00:35:28
Speaker
And I don't know if you've ever felt that way, like in the company, like it's a hassle to record all these things or maybe lacking motivation just to do it.
00:35:36
Speaker
But are you just using basically spreadsheets to record most of your data or how would you encourage reps or suggest that they keep track of this data and don't like fall down on it?
00:35:51
Speaker
As the easiest way to keep track of and record this data.
00:35:59
Speaker
I think that that's probably the easiest way.
00:36:03
Speaker
You say Google Sheets?
00:36:06
Speaker
Sorry, cut out a second.
00:36:07
Speaker
Yeah, let me full screen this again.
00:36:12
Speaker
There we go.
00:36:14
Speaker
Yeah, I think Google Sheets is definitely the easiest way to do it because you can store it in one place and then you can measure and look at the trends and break down the data.
00:36:25
Speaker
And that makes it the easiest to do it.
00:36:27
Speaker
But if
00:36:30
Speaker
anyway is better than no way at all.
00:36:32
Speaker
So if even if it's a matter of putting it down on pen and paper at first until you transition to getting it in the Google Sheets or into a highly functional CRM, then you know, that's fine.
00:36:46
Speaker
When I used to work out, which I should be doing.
00:36:50
Speaker
Before you cut your hair.
00:36:52
Speaker
That's right.
00:36:54
Speaker
I would
00:36:56
Speaker
I would use just like a log to track what exercise I was doing and how many reps and what weight and all that kind of stuff.
00:37:04
Speaker
That way I could actually, one, remember what I had done and two, improve what I had done.
00:37:12
Speaker
And if I hadn't done that and one week I was bench pressing 200,
00:37:22
Speaker
and doing it, you know, 10 reps or whatever.
00:37:24
Speaker
And then the next week I go into the gym and because I hadn't kept a log of anything, I put 185 on and I do it eight times.
00:37:32
Speaker
Yeah.
00:37:32
Speaker
I might feel like I'm getting stronger because the work is easier, but in reality, I'm not improving myself and it's because I'm not tracking what I did.
00:37:42
Speaker
And so in order to really make an improvement, you have to know where you stand right now and you have to do better than that the next time.
00:37:50
Speaker
Yeah.
00:37:51
Speaker
Yeah, and like you said, I think really it should just be something is better than nothing.
00:37:57
Speaker
We had Ashton on the podcast a couple weeks ago, one of the head guys at Legacy, and he was just using just straight notebook.
00:38:07
Speaker
He didn't use any Google Sheets or any of this technology.
00:38:09
Speaker
He was just straight old school.
00:38:11
Speaker
Use a notebook and he's closing 21 deals in a day, apparently.
00:38:15
Speaker
So I think rather than getting caught up by the technology, just important to use something, whether it's Google Sheets or a notebook, something to just track your data.
00:38:25
Speaker
That's right.
00:38:27
Speaker
Cool.
00:38:28
Speaker
So I know we got to wrap up here pretty soon, Thomas, but, um, you mentioned some tools that our company's using and real quick, what about these data loggers?
00:38:39
Speaker
What's the story with the data loggers and what's the idea with that?
00:38:42
Speaker
Just kind of wrap it up here.
Enhancing Appointment Retention with Solar Data Loggers
00:38:44
Speaker
Yeah, sorry.
00:38:44
Speaker
I'm just, uh,
00:38:46
Speaker
I got the ball and chain going like crazy.
00:38:49
Speaker
You're good?
00:38:51
Speaker
Yeah, so the data loggers, the idea with the data logger, and I think this is something that makes us unique, is that we're always implementing and adapting technology to help us improve.
00:39:02
Speaker
But I feel like the industry as a whole has plenty of room to grow, and I don't think that that necessarily comes at the expense of anybody.
00:39:10
Speaker
I don't think that...
00:39:13
Speaker
that sharing our technology or telling people what we're doing will come as a hindrance to us.
00:39:18
Speaker
So what we've developed is a data logger.
00:39:22
Speaker
It's a solar data logger.
00:39:24
Speaker
And what it does is it stays on the customer's house between the time that the appointment has been booked and the presenter goes back to that house to show the person the data.
00:39:34
Speaker
And it's kind of an anchor to keep us at that home and to gather relevant data that'll help us when we go back to present
00:39:43
Speaker
so that our conversion from appointment book to appointment kept is higher and that the data that we gather and show to the customer is more relevant, meaningful, specific to their house and how much power we can produce there.
00:39:56
Speaker
So it's a mini solar panel along with a temperature and light reader and has a Bluetooth chip in it and a data logger that measures and monitors, stores all that data.
00:40:10
Speaker
Nice.
00:40:10
Speaker
But it stays on their house.
00:40:13
Speaker
When the Solar Pro goes and books the appointment, it starts gathering data.
00:40:17
Speaker
We can set it to as frequent as every second or as spaced out as once per year, but we set it to five minutes.
00:40:25
Speaker
And then every five minutes, we're gathering a data point at that customer's house and
00:40:32
Speaker
doing that between the time that that appointment is booked and the appointment is kept as a way to keep the appointments a lot stickier and more likely to happen.
00:40:41
Speaker
Nice.
00:40:41
Speaker
Genius.
00:40:42
Speaker
And did NewPower develop this data logger?
00:40:45
Speaker
Did we like have some manufacture for it?
00:40:48
Speaker
No, the individual components, the individual components assembled all those components together.
00:40:56
Speaker
In fact, we have
00:40:57
Speaker
people assembling them right now here in the office.
00:41:00
Speaker
We have a few hundred being made right now.
00:41:02
Speaker
So we put the components together in the final product.
00:41:09
Speaker
But yeah, it's a new power product, new power has developed.
00:41:13
Speaker
It's our intellectual property.
00:41:15
Speaker
So pretty cool.
00:41:17
Speaker
Yeah, it's pretty cool.
00:41:19
Speaker
We've been piloting it here in the Riverside office, but we're going to be rolling it out to all of our offices here pretty soon.
00:41:26
Speaker
Nice.
00:41:27
Speaker
But yeah, it's pretty cool.
00:41:29
Speaker
I'll be curious.
00:41:30
Speaker
I'll be interested to hear the data on it once we start getting some data.
00:41:34
Speaker
Have you had it?
00:41:34
Speaker
Has it been tested there in Riverside yet?
00:41:37
Speaker
Has anybody used it?
00:41:39
Speaker
Yeah, we've been using it now for a few weeks.
00:41:41
Speaker
And it's been it's worked really well to increase the number of appointments that keep.
00:41:46
Speaker
And then also for the appointments that
00:41:50
Speaker
One reschedule, it's been really good because our reschedule to kept ratio has increased significantly.
00:41:57
Speaker
That's probably where we've seen it help the most is with a customer that had an appointment scheduled for Friday at 6 p.m.
00:42:04
Speaker
and is like, you know what, I can't meet tonight.
00:42:06
Speaker
And they text that to our presenter.
00:42:08
Speaker
Well, the presenter says, okay, that's fine.
00:42:10
Speaker
I'll keep the data logger there at your house and I'll come back on Monday to get the data and to show it to you.
00:42:16
Speaker
That's where it's really shined well.
00:42:17
Speaker
It's increased that.
00:42:19
Speaker
a specific category a lot.
00:42:22
Speaker
It's helped a lot with those reschedules.
00:42:25
Speaker
And then also with one legger situations, it's helped a lot.
00:42:29
Speaker
So when the presenter goes to an appointment where there's a one legger and the spouse doesn't want or can't make a decision without their partner or spouse there at the house,
00:42:40
Speaker
they will say something to the effect of, so what we're gonna do is we're gonna leave the data logger here on the house getting some data, and then I'll come back.
00:42:47
Speaker
When's a good time for both you and your spouse to be home and talk about this together?
00:42:52
Speaker
And it's helped a lot with those type of situations as well.
00:42:55
Speaker
So there are a number of applications that we're finding are working, and I'm sure there'll be a lot more as we roll it out to all the offices that we find.
00:43:04
Speaker
Yeah, go, you're holding back.
00:43:06
Speaker
We gotta get some down in San Diego, man.
00:43:08
Speaker
Shoot us some data loggers down here.
00:43:11
Speaker
Pretty soon, it's coming pretty soon.
00:43:15
Speaker
That's awesome.
00:43:15
Speaker
Well, yeah, one of the biggest things I've learned from Thomas is just figuring out some sort of way to keep these people committed.
00:43:22
Speaker
We've got the data loggers now, but for those that don't have data loggers,
00:43:27
Speaker
For something, just think of ways to commit these people, right?
00:43:30
Speaker
I mean, Thomas has taught me dropping off gift baskets, just basically figuring, making people feel that social pressure, right?
00:43:37
Speaker
And giving you a reason to get back in the home or the reason for them not to cancel the appointments or cancel a deal.
00:43:45
Speaker
We also install the nests at the home.
00:43:46
Speaker
I think that's one of the biggest things we do that decreases cancellations.
00:43:51
Speaker
If we can have something installed some sort of way that makes them feel that they got skin in the game that...
00:43:56
Speaker
it's that much tougher for them to back out.
00:43:59
Speaker
So I think that's basically the main, main idea behind the data loggers, right?
00:44:04
Speaker
That's right.
00:44:04
Speaker
That's the concept.
00:44:05
Speaker
And I believe new power was probably the first solar company, at least here in California to be doing those nest installs.
Building Customer Commitment: Strategies and Tools
00:44:12
Speaker
We started doing those pretty much right away in 2013, doing the nest installs for all of our closed deal customers.
00:44:20
Speaker
But that I just call it an anchor.
00:44:23
Speaker
Maybe there's another name for it, but yeah,
00:44:26
Speaker
The emotion of making the commitment to either book an appointment with us to learn about solar, to get solar when they sign docs and close the deal, the emotion of making that decision is at its height, is at its peak, right when it happens and when our representative is in the house with the customer.
00:44:46
Speaker
From there, it will only go downhill.
00:44:49
Speaker
It will only decrease and it will only be
00:44:52
Speaker
the customer will only be less likely to keep that commitment.
00:44:55
Speaker
And so in order for us to have the strongest chance of making that happen, we want something with the customer.
00:45:03
Speaker
We want some kind of tangible item with the customer to kind of anchor us to that commitment or anchor the customer to their own commitment.
00:45:13
Speaker
And so with regards to a closed deal, that can be something like an S-Thermostat or an Ecov4 with Alexa,
00:45:21
Speaker
or a Google home or anything, any tangible item you can install at the time of sale to, uh, to anchor that customer, that commitment to keep that emotion kind of high and to keep us in the home.
00:45:36
Speaker
Um, in terms of, uh, making the commitment to book an appointment to learn more about solar, you could anchor yourself with any number of things.
00:45:44
Speaker
It could be a gift card or a gift basket.
00:45:46
Speaker
It could be a data logger to get some data for the customer.
00:45:50
Speaker
It could be any number of things to keep that commitment from the time the appointment is booked to the time the appointment is kept.
00:45:57
Speaker
And so, yeah, I would encourage that for sure for anybody watching us to figure out what your anchors could be at different stages of the process, how you could implement those anchors, and what would be most effective, you know, what kind of an anchor would be most effective.
00:46:14
Speaker
Yeah, definitely.
00:46:16
Speaker
Well, Thomas, you dropped some huge value bombs, a lot of knowledge on us
Solar Sales as a Mission: Sustaining Motivation
00:46:20
Speaker
today.
00:46:20
Speaker
So thanks for being on the show here.
00:46:23
Speaker
And yeah, I think the main takeaway is just getting that data, using the data to your advantage, to your team's advantage, to your reps, your individual advantage.
00:46:33
Speaker
And then, yeah, using those anchors and using the technology.
00:46:37
Speaker
That's something that Thomas is definitely a genius at.
00:46:40
Speaker
So Thomas, if you could drop one more word of wisdom for any solar rep that's struggling or the solar industry, what would you say?
00:46:48
Speaker
Yeah, my number one tip I believe would be to enlist yourself in a cause rather than a job.
00:47:01
Speaker
And the reason that that is so important is because you can keep yourself motivated and
00:47:08
Speaker
momentarily by money.
00:47:10
Speaker
You can keep yourself motivated momentarily by a job or by a task, by duty, by obligation.
00:47:19
Speaker
But long term, the only thing that's really going to keep you engaged and motivated is knowing that you're making a difference in something that's bigger than yourself.
00:47:29
Speaker
And so you need to find this as a cause, as a mission,
00:47:33
Speaker
as a purpose.
00:47:34
Speaker
You need to find yourself more on the battlefield than in the job or in the office or out canvassing.
00:47:43
Speaker
You need to find yourself engaged against a common enemy and with a common ally.
00:47:52
Speaker
And our common allies in this industry are all of those of us who are out there working to create a better future for our planet, to create a better
00:48:02
Speaker
experience for our customers to create people that need that money.
00:48:10
Speaker
That is what we're engaging together in our common, I guess, foe would be the, those that, that believe that we can continue to produce dirty energy and to dig up things out of the ground and to pollute the air and to, to,
00:48:28
Speaker
Yeah, to do things that we've done for thousands of years with really no downside or consequence.
00:48:33
Speaker
And so find yourself engaged in a cause and a mission in a purpose that's bigger than yourself.
00:48:38
Speaker
And when you do that, you'll be able to fuel your motivation and work hard when you find it tough.
00:48:46
Speaker
That's awesome.
00:48:47
Speaker
Yep, so create that in your own environment.
00:48:51
Speaker
And if possible, I mean, you want to be with a company that has those values as well.
00:48:55
Speaker
I think that's definitely what we've done on New Power, trying to enlist people in a cause.
00:49:00
Speaker
I know that's kind of one of our core values too.
Engagement and Education: Connect with New Power
00:49:03
Speaker
So Thomas, appreciate you being on the podcast.
00:49:05
Speaker
If people want to find more about New Power or check out more of what we're doing, where can they find out more about that?
00:49:13
Speaker
Definitely, they can email newpower at newpower.net.
00:49:16
Speaker
They can find us on Twitter, Facebook.
00:49:19
Speaker
Um, I don't know if we're on Instagram.
00:49:21
Speaker
We should be, cause that's what all the cool kids are using.
00:49:25
Speaker
Um, but, or reach out to you, uh, via this podcast, come to you directly, Taylor, and, um, talk about the opportunity.
00:49:32
Speaker
So there's a lot of ways to find us and check us out.
00:49:35
Speaker
And, uh, yeah, we'd love to answer any questions or if nothing else, just help fellow allies and the cause to, um,
00:49:43
Speaker
put more solar on rooftops.
00:49:45
Speaker
Heck yeah, let's do it.
00:49:47
Speaker
And Thomas is also on the social medias and all that too.
00:49:51
Speaker
So I'm sure you can find him there on Facebook and all the different social medias, right, Thomas?
00:49:58
Speaker
Absolutely.
00:49:58
Speaker
Yep.
00:49:59
Speaker
Okay.
00:50:00
Speaker
Awesome.
00:50:00
Speaker
Well, thanks for being on the podcast again and give this a comment, give this a share.
00:50:06
Speaker
Do you know reps that are struggling or other solar companies that could use this and implement some of that data, some of those anchors?
00:50:14
Speaker
Thanks for dropping that knowledge, Thomas.
00:50:17
Speaker
And with that, we'll say goodbye.
00:50:19
Speaker
Thanks again.
00:50:20
Speaker
Awesome.
00:50:20
Speaker
Thanks Taylor.
00:50:21
Speaker
Thanks Thomas.
00:50:22
Speaker
Yeah.
00:50:25
Speaker
Wow, what another amazing episode of the Solarpreneur podcast.
00:50:30
Speaker
Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
00:50:38
Speaker
It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:50:47
Speaker
And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content
00:50:52
Speaker
that's going to impact you and help you take your sales game to the next level.
00:50:56
Speaker
See you guys in the next episode.