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 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: We are here again at SolarCon shooting a podcast and this time we got the one the only Rich Viola on the show.
Speaker: Thanks for joining us today Rich.
Speaker: Yeah thanks Taylor.
Speaker: Thanks for having me.
Speaker: Love the podcast man.
Speaker: Yeah I appreciate it.
Speaker: And now I've been seeing yeah if you haven't seen this guy you've probably been living under a rock because I mean he's all over YouTube.
Speaker: He's a probably I think you guys would you say you're the number one solar lead provider.
Speaker: I mean, there's obviously a bunch of great options.
Speaker: Josiah from Prospect Bacon is here, Bill Murphy.
Speaker: We did a panel yesterday.
Speaker: Those are great guys.
Speaker: We're actually going to release a recording of that.
Speaker: Oh, cool.
Speaker: So people will be able to see us kind of bantering and talking about leads.
Speaker: That's what we do.
Speaker: But yeah, we spend about $2.5 million a month on solar ads.
Speaker: So technically, we are the biggest, yeah, on Google and YouTube.
Speaker: Okay.
Speaker: Yeah, so yeah, these guys, hopefully they know what works after spending that much money.
Speaker: I think it's pretty safe to say you know what works and doesn't work at this point, right?
Speaker: And so yeah, we're going to pick his brain.
Speaker: Yeah, I mean, just here.
Speaker: I'm excited because you don't have to necessarily, like, maybe you're not doing solar leads right now.
Speaker: Maybe you're just knocking on doors.
Speaker: What's cool is we were just talking before this, and you know, I mean, just in ads you've run, you know a lot of the stuff that works just maybe on the doors, right?
Speaker: And even if you're not doing leads...
Speaker: So I pay my director of data analytics of 150 grand a year just to analyze every single word, phrase, and concept that we run in our ads.
Speaker: Since we've spent over $45 million over the last four and a half, five years, we kind of know what motivates people to want to go solo.
Speaker: Because if we're saying something in an ad and people aren't clicking as much,
Speaker: Like they're obviously not as interested in that phrase or that concept or that ad.
Speaker: But if we say something else and they're clicking like crazy, well, that means that's an emotional motivator for them.
Speaker: You know, we all know sales and marketing is all about making that emotional connection with people.
Speaker: What's going to drive them to want to buy solar from it.
Speaker: And so like just an example, you know, we've tested like the phrase zero money down.
Speaker: Yeah.
Speaker: versus no cost upfront.
Speaker: And zero money down just doesn't convert even nearly as much as no cost upfront.
Speaker: Like no cost upfront, it's like 40% more clicks, more interest.
Speaker: So if you just say, stop saying zero money down and just say no cost upfront, whether you're out the door or whether you're running an ad or whether you're in your sales pitch, like in the home or virtually, if you're doing Zoom meetings, guarantee you'll sell more solar because that's going to connect with people more.
Speaker: I think it's because people connect with the car industry, like 0% APR, zero money down.
Speaker: And there's this persona of car salespeople that they're kind of like shysty.
Speaker: And we've got to protect our industry too because we don't want to start building that persona in solar.
Speaker: And it's starting to happen.
Speaker: But no cost up front, it's just more powerful.
Speaker: I think just people resonate with it more.
Speaker: It's just that phrase is just more powerful than zero money down.
Speaker: Another example is...
Speaker: You know, when we talk about the federal tax credit or, you know, state incentives, if it's a state like Massachusetts or Illinois or South Carolina or New Jersey, where there's like SRECs and great state incentives, state tax credits and stuff.
Speaker: When we talk about the fact that they're getting phased out.
Speaker: We don't like specifically say like, oh, it's like ending at the end of next year and then it gets reduced or like we don't get like into the complicated stuff to like confuse people.
Speaker: Yeah.
Speaker: But we just say, hey, it's going to be phased out.
Speaker: Like click below before it's too late.
Speaker: You don't want to miss out on this like government incentive program.
Speaker: Yeah.
Speaker: And people just click like crazy for that because it's like that fear of loss.
Speaker: They're afraid of missing out on these government incentives.
Speaker: And so, like, now pretty much every one of our ads, unless it's like a specifically different strategy that we're going after, we're going to mention that, that the incentives are going away soon.
Speaker: Hmm.
Speaker: We don't specifically give a timeline, but that is going to motivate people to move forward.
Speaker: So whether you're on the doors or whether you're in the home doing your pitch, definitely keep emphasizing now is the time to get into this because a year from now or even a few months from now, anything can change.
Speaker: We already are starting to see that metering going away in some places.
Speaker: It's not a lie to say that.
Speaker: Yeah, definitely.
Speaker: No, that's what's so cool about, you know, you marketing guys is, I mean, obviously you've tested things over and over and over and over.
Speaker: Like you've seen what works and sometimes just on the doors, like I can test different things, but I don't know, sometimes I don't know, maybe it was just, this was a neighborhood that wasn't hit as hard.
Speaker: So that worked, worked better for the day.
Speaker: You know what I mean?
Speaker: So it's like, you guys have tested over and over and over.
Speaker: So I think it's nice to have that kind of marketing mindset, marketing background, and then combine it with
Speaker: a lot of the things we're doing on the doors.
Speaker: And like you said, we're, I mean, if it works online, it's probably going to work in person.
Speaker: And as you're saying on the doors, too, right?
Speaker: Exactly.
Speaker: Yeah.
Speaker: And like, it's like knowing that balance of like, you know, build or not.
Speaker: Yeah.
Speaker: Maybe like adding online marketing into your business.
Speaker: Yeah.
Speaker: Um, like we have a guy who, um,
Speaker: He knocked doors and did appointments in the evening, six nights a week.
Speaker: And his wife was like, just totally bummed out that he was always like, she liked the money, you know, but she didn't like that he was always out every night to have a daughter.
Speaker: Like she wanted him to be home more often.
Speaker: So we set up a campaign for him.
Speaker: We set up his calendar from 11 a.m.
Speaker: to 4 p.m.
Speaker: Monday through Thursday.
Speaker: And he got to spend the mornings with his wife and daughter and then spend the evenings with his wife and daughter.
Speaker: And he would sell like eight to 10 deals Monday to Thursday from our leads.
Speaker: And then he would just go out Saturday mornings when he had time and knock because he just enjoyed talking.
Speaker: And like, obviously, it's just an investment of a few hours of his day and he'd get a couple of deals from that too.
Speaker: So it was worth it for him to kind of balance both.
Speaker: And yeah,
Speaker: You know, it's not like you have to like totally give up door knocking because it's the lowest cost per acquisition, right?
Speaker: It's just a cost of your time.
Speaker: But if you could balance both, you know, sometimes there's a place for that.
Speaker: Yeah, I like that, man.
Speaker: I better not show my wife this podcast.
Speaker: Otherwise, she's going to be like, just give all your money to Rich.
Speaker: Stop knocking.
Speaker: That's just because my wife says the same thing at the time, but I'm like, no, I got to go out and knock.
Speaker: You got to do it, man.
Speaker: But no, I think that, yeah, it's nice to have that balance for sure.
Speaker: And, you know, depending on the stage of your life, I mean, that is a great option.
Speaker: Sounds like it's working great.
Speaker: For sure.
Speaker: But, yeah, so we're going to kind of dive into, you know, strategies and things like that.
Speaker: But before that, Rich, you kind of want to give us your background, how you started up your agency and focus on solar specifically and all that.
Speaker: Yeah, so I started knocking doors like 12, 13 years ago.
Speaker: And I was out in the cold and the heat in New Jersey.
Speaker: And then I did that for a few years.
Speaker: Made good money.
Speaker: Did some sales and like roofing and windows and siding.
Speaker: And then I decided to become a financial advisor.
Speaker: So I became a financial advisor.
Speaker: And like I was investing in like these old school marketing tactics.
Speaker: Like we would send out a big direct mail or it costs like 10 grand for like this direct mail to go out.
Speaker: and we would bring like 20 to 30 people and just buy them dinner.
Speaker: And I would try to get them to invest with us.
Speaker: So I just, it worked, but like I didn't really like that old school marketing technique.
Speaker: So I started figuring out how can I get leads online?
Speaker: So I started looking into like how do I run Facebook ads, how do I run Google ads?
Speaker: You know, invested in time and education on how to learn that.
Speaker: And so I started getting leads on Facebook and Google for my financial advisory practice.
Speaker: Yeah.
Speaker: And I got a bunch of business owner clients.
Speaker: And one of the business owner clients that was investing with me was a solar company owner in New Jersey.
Speaker: And so he was like, hey, can you run some ads for me?
Speaker: And I was like, sure.
Speaker: So we ran some ads and he tripled his business in one year.
Speaker: That was back in 2016, almost 2017.
Speaker: Yeah.
Speaker: And he showed me his whole financial, because that was his financial investment.
Speaker: So I saw how much money he was making per deal.
Speaker: I was like, this is sick.
Speaker: This is an amazing industry.
Speaker: I did some more research, the financial nerd that I am, to see the trajectory of this industry is going to be amazing.
Speaker: It's not going anywhere anytime soon.
Speaker: And 2016, 2017 was still a big deal.
Speaker: It wasn't as big as it is now.
Speaker: But I still kind of came late to the game.
Speaker: A lot of those guys at SolarCity and Tesla, they've already started their sales orgs.
Speaker: It was kind of like perfect timing that I started Solar Exclusive because so many people were looking for leads at the time.
Speaker: But yeah, I just threw up an ad for Solar Exclusive.
Speaker: And we got 20 clients in like a month.
Speaker: Nice.
Speaker: And there was just such a hunger for solar companies to grow their business.
Speaker: And we had to learn over time.
Speaker: We didn't have all the data that we have now.
Speaker: We made some mistakes in the beginning.
Speaker: But I had to decide, well, now I'm going to sell off my financial practice to some junior partners at the firm and just focus on solar needs.
Speaker: Because I just saw that I can really build something there.
Speaker: And that's what happened.
Speaker: So that's how kind of how I got started in it.
Speaker: And then in 2019, we kind of shifted everything off of Facebook and went to YouTube and Google.
Speaker: And that's when like it really took off because like when we switched from Facebook to YouTube, our clients like we went from like a 40% retention rate to like a 90% retention rate.
Speaker: 90% of the people who are with Solar Exclusive now were new each month.
Speaker: And the only time like...
Speaker: Sometimes, you know, when people cancel, usually it's because it's just like a temporary pause because they're waiting on M2s.
Speaker: They're waiting on more cash flow to be able to put back into the marketing campaign.
Speaker: If all the installers installed on time, we wouldn't have that problem, but it's a reality in the industry.
Speaker: But yeah, I think...
Speaker: When we made that shift, that's really when we kind of exploded into like the number one spot, I think, because it was right before COVID.
Speaker: It was like six months before COVID.
Speaker: And when COVID happened, like everyone was forced to sell virtually, at least for a time.
Speaker: You know, sometimes you could still get in the home.
Speaker: People didn't care so much, but it was a struggle like in those first like three months from March to June 2020.
Speaker: And that's when we just kind of exploded in growth.
Speaker: Yeah.
Speaker: Yeah, we haven't really looked back since and we just continue to grow.
Speaker: We're on pace now to do, we did like $25 million in solar ads last year.
Speaker: This year we're on pace to do like $40 million in solar ads this year.
Speaker: So yeah, I mean, it's just the momentum is building.
Speaker: And it's really cool too because Google is just such a better company than Facebook.
Speaker: Yeah.
Speaker: Like, it's hard to get anyone on Facebook on the phone, like a customer service person.
Speaker: But with Google, we have like an executive team with like these super smart, like geniuses in San Francisco.
Speaker: Like, they're doing the Zoom meeting in like the San Francisco Google office and like they have like their breakfast and like they have every, like working at Google is like a dream.
Speaker: These guys are like genius guys.
Speaker: They understand all the ads and algorithms and everything.
Speaker: We like strategize with them every
Speaker: week and they give us strategies that are unreleased to the public.
Speaker: That's awesome.
Speaker: I didn't know that.
Speaker: So yeah, we have this new strategy where we can run a YouTube ad, a Google search ad, like someone actually searching for solar.
Speaker: We can run ads on articles like the Huffington Post or USA Today or wherever and then also apps simultaneously.
Speaker: And Google's algorithm will actually just find the best quality you can do based on their income qualification.
Speaker: and also the best cost per lead.
Speaker: And we just let their algorithm and those nerds in San Francisco just like figure it out.
Speaker: And as long as our messaging is good, because our messaging is good, we're good at capturing that interest.
Speaker: It generates a much higher quality lead.
Speaker: Yeah.
Speaker: Well, that's cool because, I mean, they want you to succeed, right?
Speaker: Because they're making money off it too.
Speaker: So that makes sense why they would give you strategies and all that.
Speaker: Because it's like the more you guys succeed, the more money you're going to give them.
Speaker: Exactly, yeah.
Speaker: That's interesting.
Speaker: But it's funny you say like the old school strategy.
Speaker: Have you ever tried that like old school getting people in restaurants with solar?
Speaker: You know, I've heard of a few groups that do it successfully.
Speaker: I think it would definitely work.
Speaker: Like we've never really got into direct mail.
Speaker: I know there's a company here at SolarCons that does direct mail.
Speaker: I wonder if they do that strategy, but it's probably a smart idea.
Speaker: It's probably a smart idea.
Speaker: I think...
Speaker: As long as people are willing to do it, it really can work for anything.
Speaker: It's just the direct mail is super expensive.
Speaker: Yeah.
Speaker: And you've got to hope that people show up.
Speaker: Yeah.
Speaker: But it depends probably on the regions and the metro area that you're doing it in.
Speaker: But I get those mailers now for like Bitcoin seminars.
Speaker: Yeah.
Speaker: I'm a millionaire in Bitcoin.
Speaker: Yeah.
Speaker: But I'm sure it works.
Speaker: I'm sure the guy's selling a bunch of Bitcoin.
Speaker: I know.
Speaker: If there's free food, it'd work on me.
Speaker: If I go anywhere, there's free food.
Speaker: But that's cool.
Speaker: And so I think the question that a lot of guys have, and I know you've probably seen this over and over, is just like reps, companies getting screwed over by these five-by-the-night agencies and stuff that come out.
Speaker: You know, it's all the time you see these, like, big claims of $1 leads and just all this junk like that.
Speaker: Right.
Speaker: So how would you say, for people listening, how do you, like, recognize the guys that are legit versus, I know there's, like, results.
Speaker: You guys always have tons of results, but I don't know anything besides that to recognize, like, someone that's legit versus that's just going to steal your money.
Speaker: Yeah, for sure.
Speaker: So, you know, definitely ask around and find people that have actually used them.
Speaker: Okay.
Speaker: But also, you know, see like where they're based.
Speaker: Like I know there's a lot of people from like India and Pakistan like running Facebook leads and stuff.
Speaker: And if they just message you on Facebook and you don't know like where they're based or you can't look up their like EIN number or like their company like established in the United States, then probably definitely don't do that.
Speaker: But I think also...
Speaker: you know, when it comes to like scams and stuff is even like a further step than that.
Speaker: And even some of like the established lead companies don't do this.
Speaker: It's like you want to use a company that can protect your business.
Speaker: Like we work with a lot of like big sales orders and a lot of big installers and, um,
Speaker: A lot of smaller sales works too that are doing like five, 10 deals a month, one get to 20, 30 too.
Speaker: But like, you know, when you're working online leads, there's like a huge risk, like this TCPA compliance stuff.
Speaker: You know, like calling leads and like, what if they are on a do not call list?
Speaker: Like, you know, some of the big installers have had class action lawsuits because of, you know, people who just make it their jobs, like going to solar companies because they know solar companies have money.
Speaker: And...
Speaker: So what we do is we get a recording of every single opt-in.
Speaker: So every time someone fills out a lead form, we have a recording of it from an independent third party that can verify that that person filled out that form.
Speaker: They agreed to be contacted, even if they're on it, do not call us.
Speaker: And they agreed to our terms and conditions.
Speaker: And that protected a lot of our clients who got complaints from people because they're working these leads hard.
Speaker: They want to make sales.
Speaker: That's the only way you're going to succeed with it.
Speaker: But you've got to be able to protect yourself.
Speaker: And you want to ask them, hey, do you have a process in place for TCPA compliance?
Speaker: What happens if a lead complains and threatens to sue me?
Speaker: Are you going to be able to protect me with that?
Speaker: So I mean, no...
Speaker: If, like, a company's not established with that process, it's probably not worth investing in them with that.
Speaker: Because if they're anything serious, like, they should have a process for that in place.
Speaker: So, I mean, that's a really good, like, differentiator.
Speaker: You know, we do that, and we have that provided for our clients.
Speaker: But another thing is, you know, obviously there's always going to be a risk in marketing.
Speaker: Like, you can't go to the stock market and, like, 5x your money.
Speaker: Unless you're trading penny stocks where you have insider information.
Speaker: But I think,
Speaker: whenever there's some type of marketing span, like you're spending 3 grand, 5 grand, 10 grand a month or something, there's always going to be some risk.
Speaker: Because if you could put in 5 grand a month with a marketing company and make 50 grand a month, you can't do that in stock market, you can't do it anywhere.
Speaker: That's a crazy good return on investment.
Speaker: But when it comes to marketing, that's like...
Speaker: Like there's risk, it's high reward, it's also high risk.
Speaker: Like what if you don't have a good follow-up process in place?
Speaker: What if you like just get bad luck on the clicks or something?
Speaker: You know, there's all these different like factors that go into it.
Speaker: So you can never like 100% know if you're not going to lose money.
Speaker: Because like I would be lying and saying if like I said every single client who's used Solar Exclusive has been successful.
Speaker: Okay.
Speaker: Like most, like 95% have made sales.
Speaker: Sometimes like the cost per acquisition just comes in a little too high, they're like, hey, we're just gonna focus on door knocking, like, you know, we don't really wanna manage our cash flow this way.
Speaker: But I mean, for the most part, most of our clients are saying like, yeah, ROI's great, my cost per acquisition's great.
Speaker: Most of their cost per acquisitions are between like $400 and $1,200.
Speaker: Nice.
Speaker: Which is sweet, like if you're making four to 15 grand a deal, like it makes sense.
Speaker: Right.
Speaker: But, you know, obviously there's always going to be some risk in marketing.
Speaker: So don't be afraid to like invest with a solar lead company just because you're afraid of like losing that money.
Speaker: Like you kind of have to set it aside and say like this money for like these next few months, like I'm totally okay losing it if necessary.
Speaker: But as long as you work with a company that's established, you know, one of the top ones, the likelihood of that happening is low.
Speaker: Yeah.
Speaker: It can still happen.
Speaker: So it's not like... You kind of have to go into it knowing like, hey, I might... We had a guy like spent like five grand and he made like 200 grand in commissions.
Speaker: It's like not normal.
Speaker: It's like not normal.
Speaker: Like he was just like a beast and had like a 90% close ratio.
Speaker: And like...
Speaker: I can't do a testimonial with that guy and put that out there.
Speaker: People are going to be like, what the hell?
Speaker: Why don't I make $200,000 and $500,000?
Speaker: That's very rare.
Speaker: Yeah.
Speaker: But yeah, I think as long as you know there's a spectrum, I like this.
Speaker: you're going to fall somewhere on that special.
Speaker: Yeah.
Speaker: But like most of the time you're going to make money.
Speaker: Yeah.
Speaker: Yeah.
Speaker: That's interesting.
Speaker: And I think a lot of people, um, a lot of guys I see like bashing on these marketing agencies and companies too.
Speaker: Um,
Speaker: like I know you mentioned this but a lot of them don't have good follow-up processes in place and like maybe they're just calling the lead one time and they didn't answer and so it's like that's that's it yeah so we have that we provide our clients we just started this offering okay and the CRM like has like some of our tested and proven tech sequences for follow-up and stuff which is like helping a lot of our clients nice but um
Speaker: Yeah, we record every single call that they make to the lead.
Speaker: So I'm listening to some of these calls, and they're calling 45 minutes after the lead comes in.
Speaker: They're calling while they're driving.
Speaker: They sound super unpolished on the phone.
Speaker: Like one guy, like,
Speaker: He had a Nigerian accent.
Speaker: Nothing against that.
Speaker: He's a super nice guy, great closer.
Speaker: I just kind of recommend it to him.
Speaker: I'm like, hey, hire someone to make your calls for you.
Speaker: There's just this persona around Nigerian scams.
Speaker: They're not going to set as many appointments with you.
Speaker: I'm like, why aren't they setting appointments with me?
Speaker: Well, no offense, dude, but just hire someone else's
Speaker: your appointments, we use our call center or something.
Speaker: You know, so like there's all these different things that can affect the results.
Speaker: That's true.
Speaker: Because all we can do is like generate the interest and you know, on our lead gen panel yesterday, Jason Gallagher, the
Speaker: COO of Fusion Power.
Speaker: He uses us and a couple of the other guys on the panel.
Speaker: And he was saying like, you know, every lead sucks.
Speaker: It's what you make.
Speaker: It's how you make the lead.
Speaker: It's how you connect with them on that first call that can turn a good lead into a great lead or turn a good lead into nothing, into a dead lead.
Speaker: So, I mean, there's so much that goes into it on the back end.
Speaker: Like once we hand it off, it's kind of like, all right, it's up to you now.
Speaker: And so as long as you have a good follow-up process in place, like you can crush it.
Speaker: Like these guys, Devin and Jerem from Primitive Power, they've started something called the Solar Mastermind.
Speaker: And they've closed over 1,500 deals with us in the last two years.
Speaker: 100% virtually.
Speaker: Just from our leads.
Speaker: And they have like a $400 to $500 cost per acquisition.
Speaker: Wow, that's awesome.
Speaker: Yeah, it's just dialed in.
Speaker: Like their follow-up process is just like...
Speaker: down pat, but they know what to do when the lead comes in and know how to follow up with it.
Speaker: They know how to close it and a hundred percent virtually.
Speaker: So like definitely learn from them if you want to learn about virtual sales.
Speaker: But, you know, also I think, you know, it's just a matter of like testing things, just like we test things on the marketing side, like you're going to have to test things on like your followup systems.
Speaker: You know, like if something's not working,
Speaker: Maybe change up what you're saying on the phone or change up your strategy.
Speaker: Get a dialer so that you're calling from a local area code rather than, like, you know, an area code out of state if, like, you're doing virtual sales or something.
Speaker: There were so many things.
Speaker: And, like, we have, like, a six-hour client portal that goes over all, like, best practices.
Speaker: We even book a call, like a 45 minute call with our call center manager.
Speaker: She talks to every single client when they first come on board and like tells them like, this is like best practices.
Speaker: That's what you want to do.
Speaker: And so, yeah, we're not responsible.
Speaker: Like if people don't take our advice, a lot of people don't even watch those six hours of practice, you know, they're busy, but I mean, it's important.
Speaker: Like if you're going to invest money and you want to make sure you maximize the potential.
Speaker: That's good.
Speaker: Well, that's cool.
Speaker: I haven't really heard of many agencies doing that, like training their clients.
Speaker: But I think it's super important just because just like Google, the more success Google's clients have, the more money they're going to make.
Speaker: So it's the same thing, right?
Speaker: Yeah, exactly.
Speaker: Like you want to teach your clients to do these little things and follow up because then they're going to have success and then you guys are going to make money too.
Speaker: Yeah, definitely.
Speaker: So that's huge.
Speaker: And, um, well, another thing you mentioned, you guys have a call center, so I know I'm sure some people use it.
Speaker: Some people don't, but when do you like recommend that people use your call center versus just, is it just if they have a good system set in place or?
Speaker: Yeah.
Speaker: So it really depends on like a number of things.
Speaker: So like if they're super busy and they don't have time or they don't have someone who can call the leads, like as like their full-time gig, um,
Speaker: generally we recommend it.
Speaker: Okay.
Speaker: For a lot of these like solo sales orgs or like two partners, like they both do sales, but like they don't have like someone that can set appointments for them.
Speaker: Yeah.
Speaker: And we generally recommend it.
Speaker: But I think it depends on also part where, dang, I just lost my train of thought.
Speaker: Yeah.
Speaker: So I think,
Speaker: If they have someone that can call the lead and if they're not getting the leads set at a decent percent.
Speaker: So like our leads, like let's say you get 100 leads from Solar Exclusive, on average 25 to 35% of them will preset an appointment.
Speaker: So it's like right in the system, like we build so much value in our apps that our conversion rate is 25 to 35%.
Speaker: Like they're so interested, they're willing to book on your calendar right now.
Speaker: And then out of that other like 65% to 75% of leads, we'll set about 15% to 20% of those to appointments, the ones that didn't pre-set.
Speaker: So that brings our set percentage up to like 35% to like 43%.
Speaker: Okay.
Speaker: So like if they're not setting like at least 30% to 35% of the leads to appointments, we recommend like, hey, let's bring it over to our call center.
Speaker: Okay.
Speaker: So, you know, a lot of guys like...
Speaker: we have one client who's setting like 65% of those leads to appointments.
Speaker: I was like, dude, I've never heard of that.
Speaker: You're doing phenomenal.
Speaker: I don't know what you're doing to these leads, but you're a smooth talker, man.
Speaker: Yeah, come lead our call center.
Speaker: Yeah, come lead for our call center.
Speaker: But yeah, it's kind of, you know, depends on like how much time they have.
Speaker: They have the staff available to like do the calling and all that stuff.
Speaker: Okay.
Speaker: Yeah.
Speaker: That's interesting.
Speaker: Yeah.
Speaker: Yeah, and so, like I've used online leads off and on.
Speaker: As you know, sometimes they're crushing it, sometimes they're like not doing as great and everything.
Speaker: But one of the issues I had with my leads, I am in San Diego, and then sometimes I get a lead clear up north, sometimes it'd be clear down south.
Speaker: Like I tried to set them in the area code, but they're still like, you know, sometimes 45 to an hour minutes of driving between leads at times.
Speaker: And then, of course, I'm like knocking my own doors.
Speaker: So that was my other issues.
Speaker: I'm knocking this door in an area, but then sometimes I'd have to drive 30 minutes to this lead.
Speaker: Most of the time I would confirm on all that.
Speaker: So most of the time they'd be good and show up.
Speaker: But occasionally, even confirmed, occasionally it would still be like a waste of time.
Speaker: Uh-huh.
Speaker: stuff I couldn't control so do you have any advice for I don't know that situation maybe it's someone who's knocking their doors and just how to like manage it between like knocking your own doors versus going to these online leads and just kind of managing all that so part of the reason is because a lot of the ad platforms they target people based on where their device is okay so if they're on their phone
Speaker: and they're in La Jolla and they fill out the lead form and you're targeting La Jolla, but maybe they live at the northern part of San Diego County, but their phone is in La Jolla, so they see the ad and they opt in.
Speaker: Now you have a lead like 45 minutes north because they don't live in La Jolla.
Speaker: They just happen to be there when they see the ad.
Speaker: Or at the beach or something.
Speaker: Yeah, exactly.
Speaker: So that's going to happen sometimes.
Speaker: But I think when it comes down to it, I mean, you can only be so many places as one individual, right?
Speaker: Yeah.
Speaker: Maybe the answer is like hiring a couple other door knockers, hiring a couple other reps, and then being able to duplicate yourself, train some other people so that you can do both.
Speaker: There's no real answer for that.
Speaker: If you have a lead here, you want to knock there, you had a couple of people that you talked to that you want to go back to and close, then you have a lead like 45 minutes more, you're probably going to be like, oh, forget it, I'm not going to go to that lead.
Speaker: But if you had another rep, you'd be like, hey, head over there.
Speaker: I mean, there's only so much we can do as far as targeting is concerned.
Speaker: The bigger of an area we can target, the better cost per lead you're going to get.
Speaker: So we have some clients who say, oh, I want to target a two-mile radius around here.
Speaker: I want to target just this block.
Speaker: Yeah.
Speaker: Only so many people.
Speaker: That's really tough.
Speaker: There's only so many people on YouTube on that block.
Speaker: We're not going to be able to get that much to look for you there.
Speaker: But if we could target a bigger area, like 50-mile radius, like minimum.
Speaker: Like minimum.
Speaker: That's what we need.
Speaker: Every once in a while, someone will be like, oh, I need a 20-mile radius from Orlando.
Speaker: and they just murder it.
Speaker: They're just great closers.
Speaker: And even though their cost per lead is a little higher, they don't care because they're like, oh, this is great.
Speaker: I'm just driving 20 minutes back and forth and I'll close the deal.
Speaker: But we try to give the best opportunity for success.
Speaker: And usually a bigger area is going to be better.
Speaker: yeah get some more boots on the ground in those areas for you okay that's yeah I should have done that it's good to know and would you say you have a lot of clients that are still knocking doors a lot of them yeah heard a lot of them just switch to virtual or what have you seen so yeah when it comes to like balancing leads and knocking doors
Speaker: A lot of our clients have a door knocking crew that'll go to different areas and they'll hit a certain region and then maybe they'll sell virtually throughout the rest of the state.
Speaker: So they have a virtual team and then they have a door team.
Speaker: And they'll do both simultaneously.
Speaker: Because there's no reason to stop door knocking if it's working.
Speaker: It's just like hiring more people to maximize that channel.
Speaker: You know, we've been talking about at SolarCon all week, like you want to maximize your channels.
Speaker: Like, why not do every channel?
Speaker: Like, if you can, use all the top lead companies.
Speaker: Yeah, for real.
Speaker: Like, why not pick only one?
Speaker: I know.
Speaker: Split test all of them and scale with the one that works the best.
Speaker: Yeah.
Speaker: So...
Speaker: I think maximizing those channels is important.
Speaker: But for the people who are maybe like a solo sales or two partners that they focus on sales, they have their install EPC partner and they want to still knock and do leads at the same time,
Speaker: Like, yeah, you're, you're going to be limited because like, you're going to be busy with the doors and be busy with the leads.
Speaker: And, you know, sometimes it's just, the answer is just hire more people, you know, to kind of balance it.
Speaker: And that, I mean, there's so much opportunity in the solar industry right now.
Speaker: Like a lot of these groups, like these big sales orgs and stuff, like, like they started out as like solopreneurs, solopreneurs, solopreneurs.
Speaker: Yeah.
Speaker: You know?
Speaker: Um, but, uh,
Speaker: And then they just built this massive organization.
Speaker: Like this is the time to do it.
Speaker: Like solar is like in its infant stage right now.
Speaker: Like you can also do the same thing.
Speaker: And it's going to be difficult to do it without online leads in today's day and age.
Speaker: Like we have a client who, um,
Speaker: he was about to shut down his sales work.
Speaker: He had his last $2,000 in his business bank account.
Speaker: His team wasn't closing deals, he wasn't closing deals in the doors in Florida.
Speaker: And he was like, you know what, I'm just gonna throw his last $2,000 to Solvers, because I hope and pray it works, otherwise, dude, if it doesn't work, I'm shutting down my sales work.
Speaker: He was like, he's gone with Solvers.
Speaker: That's a lot of pressure on you guys.
Speaker: You're like, well, we better get the sky results.
Speaker: Yeah, so he closed a couple deals in the first round, a few deals, like three or four.
Speaker: With his M1s, he paid for the next month.
Speaker: He was like, wow, we got some traction.
Speaker: All right, cool.
Speaker: He was getting excited again.
Speaker: Sold a bunch more deals the next month.
Speaker: Gradually over time, this was two years ago.
Speaker: Gradually over time, he just built it and built it and scaled and scaled.
Speaker: Took our advice on how to scale.
Speaker: Now he's in 18 different markets selling virtually.
Speaker: He spends about a quarter million dollars a month with us.
Speaker: The guy's a solar millionaire now.
Speaker: He was just like a solo entrepreneur originally and like literally about to give up.
Speaker: And like the guy's like, dude, like you changed my life.
Speaker: Like you changed my business.
Speaker: Like if it wasn't for you, like we would have never been able to get to this point.
Speaker: So like it's really cool to see like that stuff happen.
Speaker: Like it's really possible to do it with online leads.
Speaker: Yeah.
Speaker: I mean, you can only knock so many doors in a day.
Speaker: It's always going to be the best face-to-face interaction.
Speaker: You're always going to have the highest close ratio.
Speaker: It's always going to be easy money that you can always get.
Speaker: But now we've got to start thinking about how do we get to that next level?
Speaker: How do we grow our business?
Speaker: you know, really scale.
Speaker: Yeah.
Speaker: And you can do it all door knocking.
Speaker: Like, if you're, if you're a door knocking master, like, there's some door knock, like, knock stars here.
Speaker: Yeah.
Speaker: You know, those guys, like, that's some really cool stuff.
Speaker: Like, they're, they're really talented door guys.
Speaker: Yeah.
Speaker: And if you just train, like, 100 door knockers, like, you could probably build a great organization.
Speaker: Yeah.
Speaker: All over the country.
Speaker: But, like,
Speaker: It doesn't mean you have to only do door knocking.
Speaker: You can do online leads too.
Speaker: A lot of people, they don't do door knocking at all.
Speaker: They do only online leads.
Speaker: We have a client who they sell virtually and they spend like 400 grand a month with us.
Speaker: They don't do any door knocking.
Speaker: I was like, why don't you do door knocking?
Speaker: He's like, I just don't need to.
Speaker: We have enough leads from you.
Speaker: Everyone likes working virtually and no one wants to go out in the heat.
Speaker: It's just kind of easier that way.
Speaker: It depends.
Speaker: Every organization is different.
Speaker: It's always good to have multiple channels.
Speaker: I mean, yeah, if you're just knocking doors or you have a small knocking team or something,
Speaker: make on the doors.
Speaker: So sometimes it's good to diversify.
Speaker: Yeah, 100%.
Speaker: And yeah, no, that's what I've always kind of preached on the podcast is just like, why not do both?
Speaker: I mean, like you were saying, get leads from all types of channels.
Speaker: And I think if you door knock, you're probably going to be better on the phones to overcome objections and all that.
Speaker: And of course, like it's only going to help everything else.
Speaker: If you know how to door knock, if you know how to close, I think it's going to make everything that much more powerful.
Speaker: And yeah, I mean, I've tried to run online stuff on my own too.
Speaker: And I don't know if you run into that, like a lot of guys, like Rich is doing it.
Speaker: Rich doesn't look that smart.
Speaker: I'm gonna go just run this myself.
Speaker: But it's like, I don't know, a lot of times it doesn't work out and I was running it myself, but just for me, it was like I was having some degree of success.
Speaker: Obviously, I hadn't mastered it or anything, so my cost was a lot higher than just buying it from you guys and other agencies.
Speaker: But I was having some success, but for me, it just got tough to like door knock and then close and then manage that and no, this ad copy isn't working, I've got to go adjust it and
Speaker: and have hours to analyze it and run all the tests and stuff.
Speaker: So I'm just like, all right, for me, I'm just going to have someone else run this and not have to deal with it.
Speaker: But do you see a lot of guys that try to do it in your house?
Speaker: And I don't know if you get asked that, it's like, Rich, why don't you just take these leads, go close them on your own?
Speaker: If you're making so much money, why don't you go close them on your own?
Speaker: But what would you say to that?
Speaker: Or why do you think it is that guys just don't start this on their own?
Speaker: And what's the benefit of trying to do it on your own versus hiring an agency like you guys?
Speaker: Yeah, for sure.
Speaker: So I think what it comes down to is like, you don't know what you don't know.
Speaker: And it's also like a time commitment.
Speaker: Like you have to learn how to do it, number one.
Speaker: Number two, like everything's changing all the time.
Speaker: Like every three to six months, like the platforms have changed, like the algorithms have changed.
Speaker: Like for instance, like last year in 2021, YouTube like changed their whole ad platform.
Speaker: Like they used to only show an ad at the beginning of the video.
Speaker: So in March 2021, they started showing ads in the middle of videos.
Speaker: So, cause they didn't have enough ads.
Speaker: Everyone was trying to run YouTube ads and there wasn't enough space.
Speaker: So the costs were going up.
Speaker: So they started adding ads in the middle of the videos.
Speaker: It was a disaster at first because people were like watching their video.
Speaker: It's like a five minute long video.
Speaker: They skipped the ad and they're watching the video for like another minute and a half and another ad comes on and they're like, what the hell?
Speaker: Like no one wants to like see another ad after they've already gotten their video.
Speaker: So, it's actually, the algorithm was kind of thrown off a little bit.
Speaker: And our cost per lead went up a little bit in 2021 because of that.
Speaker: We had to figure out how are we going to fix this.
Speaker: And when those type of things happen, it kind of throws everything off.
Speaker: upside down and you have to go and figure it out.
Speaker: So do you have time to be researching all that stuff and figuring out what to do?
Speaker: And we have a really quick way to figure out a solution because we're spending millions per month.
Speaker: So we know exactly, all right, this isn't working, this isn't working, this isn't working, this is working, let's test that more.
Speaker: Let's refine that.
Speaker: So we can quickly find a solution that'll solve the problem.
Speaker: Whereas if you're spending just for yourself, you're not even close to that level of spend.
Speaker: You're just going to waste money losing out on where the changes are.
Speaker: It's all the platforms.
Speaker: Facebook changes, YouTube, Google, all of them change so drastically.
Speaker: So what worked yesterday may not work tomorrow.
Speaker: And if you want like a...
Speaker: a successful go at this, you really should just focus on what you're best at, which is just closing deals.
Speaker: And same thing for me, I just need to focus on what I'm best at, which is marketing.
Speaker: Could I sell solar?
Speaker: Sure.
Speaker: I think I can learn closing techniques and I understand a lot about the industry already just doing this for five years.
Speaker: But like, is that really where my expertise is?
Speaker: You know, not really.
Speaker: Like I've tried, like we've hired some reps and I did like an inside sales thing with Zola exclusive for a little while.
Speaker: And we're just running our own leads and like sending them to them.
Speaker: And what I found was just a huge headache, like a huge headache training reps.
Speaker: Yeah.
Speaker: Because like we're getting like these newbies and stuff.
Speaker: And it was just like, I had to hire someone just like train them.
Speaker: And then he was always busy with his own sales org.
Speaker: And it's just like, oh man, it was just, yeah.
Speaker: It's not for lack of trying.
Speaker: It's just that I just need to stay in my lane and just do what's best, what I do best.
Speaker: And I think that's really where it's key.
Speaker: And we've tried different dealer program models.
Speaker: We've worked with some installers in the past that
Speaker: Ended up going under and like they said all these great swelling things that they were gonna you know build an inside sales division They were gonna you know build a dealer model through solar exclusive and like we worked I worked on some of these strategic partnerships for a while and they end up going under and You know, I'm just like man.
Speaker: I like I'm trying to get into solar sales as much as I can but at the same time like you know Marketing is my yeah, so much focus on that, you know yeah, yeah
Speaker: Yeah, well, no, I mean, you think of the solopreneur, entrepreneur, right?
Speaker: I mean, they're focused on what they're good at.
Speaker: And then, like any successful business owner, entrepreneur, I think that's what they're doing is focus on the couple of things that they're really good at.
Speaker: And then they're getting other people to do the rest.
Speaker: So, yeah, I think that's important in solar, too.
Speaker: It's like, I don't know, I haven't really seen a guy that's successful, like running his own ads, knocking doors, closing.
Speaker: Yeah.
Speaker: Like maybe they're running a company and you have people doing those different things.
Speaker: But yeah, I think it's important to kind of realize that.
Speaker: And otherwise you always still want, because there's a lot of times where I could have been out like selling more myself.
Speaker: I was like, oh, you know what?
Speaker: Instead of going out and knocking on clothes and today I'm going to like spend three hours on a Facebook trying to figure out how to start a Facebook ad.
Speaker: It's like you got to look at what's the, you know, cost of like learning that.
Speaker: Yeah, you can spend time to close two deals.
Speaker: Yeah.
Speaker: So I think sometimes people forget that.
Speaker: But no, Rich, it's been great having you on.
Speaker: And just to kind of start as we wrap up here, would you say with the companies you're working with, the successful ones that you see, do they have guys that are actually over marketing too?
Speaker: Or are they just kind of outsourcing everything to you and running it?
Speaker: Or do you think it's important to have guys in solar companies or dealers that are like...
Speaker: I don't know, running marketing here, kind of helping out with that stuff or what do you think?
Speaker: Yeah, so we've kind of seen it all over the spectrum.
Speaker: I mean, we have some clients who like have a marketing guy who kind of, they're just a liaison between their lead partners.
Speaker: Okay.
Speaker: So they just analyze the numbers and they see, okay, this is our cost proposition from Solar Exclusive, this is our cost proposition from Solar Cheek Coat, CrossFit Bacon, et cetera.
Speaker: Yeah.
Speaker: And they just kind of manage the relationships and move the budgets around to all the different lead partners.
Speaker: Yeah.
Speaker: I mean, there's other companies that have an in-house marketing team, and they outsource to us, and then they learn, like, wow, we don't really need our in-house marketing team.
Speaker: It's cheaper to pay for exclusive to the bank to pay four or five salaries to these digital marketers when they're not even getting close to the same results.
Speaker: So that's happened before.
Speaker: And then we have other people who do both successfully.
Speaker: Maybe they have one or two guys that are doing the Facebook stuff and they're crushing it.
Speaker: But they need Google and YouTube.
Speaker: And that's where our expertise comes in.
Speaker: That's what we primarily do.
Speaker: Because it is a more complex platform.
Speaker: As far as...
Speaker: like simplicity.
Speaker: Facebook is like a three out of 10.
Speaker: Like three is being easy.
Speaker: One being easy, 10 being super difficult.
Speaker: Whereas YouTube and Google are like an eight, nine or 10.
Speaker: So a lot more challenging platform to like run ads on.
Speaker: So a lot of our clients, you know, they might have some internal Facebook people and they're crushing it there.
Speaker: But they also do Google and YouTube with us because they know that
Speaker: They've tried it or they don't know where you're going to start.
Speaker: Yeah.
Speaker: And it's just better to just use a proven system that's already dialed in.
Speaker: Oh, okay.
Speaker: Is Google – so Google and YouTube are like separate.
Speaker: I know Google owns YouTube, but they're like separate platforms.
Speaker: They are, yeah.
Speaker: So like for instance, like if someone goes on YouTube and is like searching like how do I fix my leaking faucet or like how do I change my light bulbs to LEDs or, you know,
Speaker: What does solar energy cost or something on YouTube?
Speaker: Because YouTube is basically a search engine.
Speaker: Google's turned it into a search engine.
Speaker: And then we can pop up an ad for those people, those homeowners that are looking into those videos.
Speaker: But then when someone goes to google.com and searches how much the solar costs or solar companies near me, we want to be right at the top of that page with an ad explaining the program, take them to a video, educate them.
Speaker: get their information, get the recording of them filling out the form, and then build a bunch of value and say, like, hey, we're going to do all the shopping for you so that we can find you the best exclusive partner.
Speaker: And then, obviously, it's always going to be that client, that exclusive lead.
Speaker: It's going to be exclusive to them.
Speaker: So we kind of do the shopping for them, 99%.
Speaker: of our leads, our clients tell us, are never shoppers.
Speaker: Which is great.
Speaker: That's awesome.
Speaker: Yeah, because people are used to using CEE or using solar reviews and they're getting five, six quotes and you have to drop the price per watt as low as you can just to get the deal.
Speaker: Whereas, you could sell less.
Speaker: with our leads and sell them at a higher net price per watt.
Speaker: And that's why our clients are so happy.
Speaker: And it's not like it's worse for the customer either.
Speaker: It's only going to increase their payment by a minimal amount.
Speaker: But it matters a lot to you, because that's going to be
Speaker: Depend on how much money you can take home.
Speaker: Yeah, because I know that's another, I'm sure you hear that too.
Speaker: That's another objection people have with online needs.
Speaker: Like, oh, I don't want to deal with the shoppers.
Speaker: Right.
Speaker: Because that's one of the benefits of knocking.
Speaker: You know, you can go, you can generate the interest.
Speaker: And usually they're not much less likely to be shoppers if you're knocking on their door and kind of creating that interest.
Speaker: Exactly, yeah.
Speaker: So that's awesome.
Speaker: Yeah, we can kind of duplicate that process on Google and YouTube.
Speaker: But Facebook, I think, tends to have a lot more shoppers.
Speaker: Because they click on one ad and then immediately, a couple of scrolls later, they see another ad.
Speaker: They check that one out.
Speaker: And then now you've got multiple companies calling them.
Speaker: A lot of the companies, like CEE or Modernize, they use Facebook.
Speaker: So if someone fills out a Facebook ad, they're going to share it with five or six companies.
Speaker: So immediately, you're already...
Speaker: And like even if you're running your own face with guys and they fill out your lead for them, but what if they go and fill out CEE's next?
Speaker: Now you're competing with six other people.
Speaker: You know, so...
Speaker: that's kind of the luck of the draw there sometimes yeah that's true no i like that and so rich for people that want to um you know potentially get started with you guys or you know find out more about solar exclusive what's the best way to get in touch and yeah best way to get in touch is hey if you ever see one of our ads just go go click on that go to the bottom of the page and fill out a form and we'll talk to you or you can go to our website solarexclusive.com okay um
Speaker: You can learn more about us.
Speaker: We've got a bunch of blogs on there to kind of explain our process.
Speaker: You can watch a short six-minute video where we just kind of explain everything.
Speaker: Also, I'd be willing to give my presentation that I gave here at SolarCon to all your listeners.
Speaker: That'd be awesome.
Speaker: So I could give you a link to put with the recording.
Speaker: Oh, sweet.
Speaker: And it's 45 minutes.
Speaker: It just goes over our entire process and what we've learned over the last five years.
Speaker: Spending over 46 million dollars on solar ads nice.
Speaker: So yeah, we'd love to work with with more people and help them, you know You know get their business to the next level.
Speaker: Thanks so much for having me.
Speaker: Yeah, no appreciate you So yeah guys go hit up rich let him know you appreciated his advice on the show today and then we will put in the show notes the link to his presentation and
Speaker: So go check that out.
Speaker: It adds a ton of value.
Speaker: And then before we wrap up here, any, I don't know, final like hacks or tips or anything that's been super helpful for like your clients that we didn't cover?
Speaker: Yeah, I would say...
Speaker: When it comes to when you're talking about solar, get really specific with how much people can save in your first initial.
Speaker: Okay.
Speaker: Nice.
Speaker: Because we've tested ads where we just keep things general.
Speaker: When we get specific, you're going to save between $100, $200, $300 a month.
Speaker: You're going to save between $25,000 and $50,000 over the lifetime of your system.
Speaker: Okay.
Speaker: Like those type of like keywords, like if you're at the door knocking, like that's going to pique someone's interest.
Speaker: Like, okay, tell me more about that.
Speaker: Oh, I like that.
Speaker: Saying like no cost up front instead of zero money down or zero out of pocket.
Speaker: Start saying no cost up front and say to you, no cost up front to you.
Speaker: You know, like there's a sales book, um, how I raised myself from failure to success and selling.
Speaker: And he says like,
Speaker: A person's name is the best word in the English language.
Speaker: When they hear their own name, that's the most important word in their life.
Speaker: If you could say you, get their name, say, John, there's no cost up front.
Speaker: You're going to save between $100 and $300 a month on your energy bills, John.
Speaker: Let me show you exactly how this works.
Speaker: Use their name.
Speaker: Say to you.
Speaker: We call out people on our ads, always saying, hey, you can go solar.
Speaker: for no cost up front and save his money.
Speaker: And we always call them out and say, you, you, you, as much as we can.
Speaker: Because that grabs their attention and helps them focus more, helps them listen to what you're saying.
Speaker: It helps pre-sell them.
Speaker: before he actually gets the pitch.
Speaker: That's huge.
Speaker: And so would you say that's better than just saying, oh, you could say between 20% and 40% off your bill?
Speaker: You think it's better to get a specific number?
Speaker: Yeah, because as long as you're up to $100, $200, $300, it could be, they might only say $60 a month, but as long as you're saying up to, it'd be like, yeah, well, this is your situation.
Speaker: There's so much energy you use, there's so many panels we can fit on your roof.
Speaker: But still, I mean, I would try to get specific.
Speaker: You could say, like, we had, like, with my solar in my house, I saved, like, $500 a month.
Speaker: So, you know, I say up to $500 a month.
Speaker: Nice.
Speaker: Because, like, yeah, like, maybe I could save $500.
Speaker: Like, maybe not, but it's up to $500.
Speaker: It's up to.
Speaker: Nice.
Speaker: Those are, like, key advertising words, right?
Speaker: You could save as much as $500.
Speaker: Yeah.
Speaker: But, you know, obviously, in most cases, it's not going to be that.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Well, I like that too because like you're still giving them like a number to grab onto but it's something that drives me nuts is we have, you know, lead setters at our company and sometimes we'll be like, oh, we're going to cut your, like your bill is only going to be 50 bucks when their bill was like 250 before.
Speaker: It's like, guys, don't tell them that.
Speaker: It's not realistic at all.
Speaker: Yeah, exactly.
Speaker: But I like that you're still giving them a number but you're not like necessarily saying, oh, it's going to be this.
Speaker: Yeah, you can say like $50, $100, $150 a month.
Speaker: Yeah.
Speaker: whatever your market is, obviously it's gonna be different.
Speaker: Because a lot of markets, they do bill swaps.
Speaker: Like in Florida or Texas or some of these markets where they're gonna pay the exact same amount.
Speaker: They're not gonna save anything the first year.
Speaker: But what you could say is, oh, every year,
Speaker: Your electric bills are going to go up with this whole Ukraine war going on right now.
Speaker: Energy prices are forecasted to skyrocket.
Speaker: They're going to go up 20% next year.
Speaker: You're going to be locked in at this rate.
Speaker: Yeah, you're going to save $100 a month.
Speaker: It's going to take a few years to build up to that.
Speaker: But imagine you're never going to have to pay that ever-increasing electric bill ever again.
Speaker: So even if it's a bill swap, like you can get away with saying like you're going to save 20,000 over the lifetime of your system.
Speaker: Yeah, it's true.
Speaker: Yeah, that's awesome.
Speaker: So yeah, guys, take notes on that.
Speaker: Go use it.
Speaker: And Rich, thanks again for coming on.
Speaker: So let them know you appreciated him, you know, coming on the podcast.
Speaker: And then are you on like Instagram, Facebook and all that too?
Speaker: Yeah, I'm on Facebook.
Speaker: I don't really check Facebook as much.
Speaker: I kind of like stay off social media.
Speaker: Even though I do like... That's your business.
Speaker: You get sick of it.
Speaker: But yeah, hit us up at Solar Exclusive.
Speaker: We actually have this new Facebook group.
Speaker: It's called Solar Exclusive Giveaway Group.
Speaker: Oh, okay.
Speaker: So everyone go and just search Solar Exclusive Giveaways.
Speaker: We're just giving away free campaigns every month.
Speaker: Oh, all right.
Speaker: That's dope.
Speaker: Just random contests.
Speaker: We'll just choose a random winner and we'll run your campaign for free for a month.
Speaker: And yeah, you can decide after that if you want to continue it or not.
Speaker: Dang.
Speaker: Okay.
Speaker: I'm going to get in on that.
Speaker: So yeah, go join his group.
Speaker: And then, yeah, thanks again, Rich.
Speaker: Yeah, thanks, Taylor.
Speaker: And if you haven't run online leads before, go try it out.
Speaker: Rich is a great resource, great place to start with that.
Speaker: And like we're talking about, I think it's good to use all your avenues, all the ways of getting leads we have possible.
Speaker: So thanks again, Rich.
Speaker: We'll talk soon.
Speaker: Thanks, man.
Speaker: Yeah, cool.
Speaker: What's up, solarpreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
Speaker: We put them together all in one sheet.
Speaker: So you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And
Speaker: especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
