Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solopreneur you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: Boom!
Speaker: What's going on solopreneurs?
Speaker: Taylor Armstrong here.
Speaker: Hope you're doing well.
Speaker: Hope you're closing deals.
Speaker: Hope you are surviving the heat of the summer.
Speaker: If not, come on down to San Diego.
Speaker: We'll take care of you.
Speaker: Summer here is like 80 degrees, 75 degrees.
Speaker: So not too bad.
Speaker: Recently had some people from Vegas down hanging out with us.
Speaker: And I'm like, man, how do you guys knock in that summer heat?
Speaker: I don't know how you do it.
Speaker: So for those knocking in the desert heat, you got my respect.
Speaker: But speaking of heat, we're going to be bringing you the heat, the fire today on the podcast.
Speaker: So I hope you are ready.
Speaker: I hope you're buckled up.
Speaker: Let's dive into it.
Speaker: Before we get into some awesome content, though, I wanted to thank those that have gone and left reviews.
Speaker: I appreciate it so much, and I appreciate those that share the podcast, that tag me on Instagram, that send it to friends, send it to people who could benefit from the content we are dropping.
Speaker: That's truly how we're growing the podcast, and that's how people are up-leveling themselves in the solar industry because the more you share, it's good karma, right?
Speaker: When you share good things, good things are going to come back to you.
Speaker: So I appreciate that.
Speaker: So I wanted to give a couple shout-outs on the reviews we're seeing.
Speaker: We got Sean Zappa.
Speaker: He left a review for us here in July.
Speaker: He says, I was struggling with some things, so I searched for a podcast to see if anyone could offer some value.
Speaker: And wow, the guy has made a video about everything I needed.
Speaker: Highly recommend it.
Speaker: So not sure what video you're referring to, Sean, but glad we could help you nonetheless.
Speaker: Glad you are getting some good nuggets from the podcast.
Speaker: We got Jacob Lee of OTB Productions.
Speaker: He says, value, value, value.
Speaker: Been super helpful as a new member in the solar community.
Speaker: Love the way that Taylor teaches.
Speaker: Very easy to understand and identify with.
Speaker: Appreciate that, Jacob Lee.
Speaker: Guys, love it.
Speaker: Keep doing what you're doing.
Speaker: And that's all we ask.
Speaker: We're dropping free content every week.
Speaker: And all we ask is that you share it with people.
Speaker: And, you know, if you like the content, even if you don't like it, go leave a review and send me the feedback.
Speaker: Because we love hearing feedback, good or bad.
Speaker: So let's dive into the podcast.
Speaker: Today we're going to be talking about a specific objection that I got actually pretty recently.
Speaker: And that objection is, Taylor, what happens if we're moving soon?
Speaker: Solar doesn't make sense.
Speaker: We're going to be moving soon, so we don't really want to do this.
Speaker: And there's a lot of people have good responses to this objection.
Speaker: I'm going to tell you why I'm doing this show is because I heard a super good response or a super good way of overcoming this that I want to share with y'all.
Speaker: But the way I typically would overcome it before I heard about this cool secret technique is I would just say, look, they've done studies on homes with solar.
Speaker: It helps them sell.
Speaker: If you own the solar ads, 4.1% on the value of the home.
Speaker: I show them the Zill article.
Speaker: If you guys don't have that bookmarked, you need to go bookmark all the articles.
Speaker: all the ammo all the good things you can find online that are pro solar right that show that solar does help home sell okay so that's what i would typically do i would show them things like that articles i would bring in stories from real estate agents we worked with from other homeowners that had the same objection but they moved and they were fine they were just fine so that's how i was overcoming it and that it works yeah those were good ways
Speaker: And I know other people have good responses.
Speaker: But here's something that I heard that I thought was money.
Speaker: And full disclosure, I haven't actually done this yet because I just barely heard this.
Speaker: But just from hearing it, I know it will work.
Speaker: I know it's going to be good.
Speaker: And so I learned this from my friend Mikey Lucas.
Speaker: He's actually going to be on the next episode that you hear coming up.
Speaker: And he shared some super cool stuff.
Speaker: And this guy is just so giving.
Speaker: Go give him a follow on Instagram.
Speaker: Friend him on Facebook because you're not going to want to miss some of the things he shares.
Speaker: But I wanted to share this because actually it's something we didn't talk about in the podcast we did together.
Speaker: He was kind enough to come do a training for our entire team.
Speaker: And this is something he actually shared in this training.
Speaker: So I'll talk about the second thing he shared that I got from it.
Speaker: But super giving guy, go give him a follow.
Speaker: And that brings up another point.
Speaker: If you are not having guest speakers come in your training, I would highly recommend it, guys.
Speaker: Go connect with other people in the industry.
Speaker: Spread the love.
Speaker: Spread the knowledge.
Speaker: Guys like Mikey Lucas, he's spreading a ton of value.
Speaker: I know other people, other managers, other company owners, they also do this.
Speaker: They have guest speakers come in, they have guest trainers.
Speaker: They bring in guys who just come share their experiences to keep things fresh.
Speaker: I know Mo Fala, another guy we've had on the podcast, he brings in guest speakers all the time.
Speaker: It doesn't have to be live.
Speaker: You can bring people on over Zoom.
Speaker: Just keep things fresh.
Speaker: Keep your reps excited.
Speaker: Keep them engaged and keep them just stoked to get out there.
Speaker: That's one way you can do it is bring in guest speakers, bring in people to come talk.
Speaker: You can hit me up.
Speaker: I'm in San Diego.
Speaker: I'd be happy to come drop some content on your team.
Speaker: Or I'm going, you know, I'm going through different states, so let me know.
Speaker: Love to come do a training for your team and spread some knowledge.
Speaker: So what did Mikey tell me that is so secret in overcoming this objection?
Speaker: Here's what he does, and here's what I love, and here's what I'm going to start implementing.
Speaker: immediately step one you need to get some real estate friend it's pretty easy to do just figure out a way to connect with a real estate agent or someone that has access to the MLS just the online you know website online database where you can find all the homes that have sold and look into that which as far as I know yeah it's basically real estate agents to have access to this I'm sure there's other ways
Speaker: find someone with access to the MLS and then on this site you can actually see all the data of the homes that have sold but what's so powerful about it is you can see which homes sold with solar so there you have it so what Mikey does he's giving us this training he's holding up this sheet he's saying guys I have this sheet sitting in front of him I don't let him see what's on it until I'm going through my presentation
Speaker: Then I get to a point where I'm talking about what happens if they sell their home.
Speaker: Because this is the main concern that people have, right?
Speaker: What happens when they sell their home with solar?
Speaker: Almost every single deal I go to out here in Southern California,
Speaker: they have this objection, right?
Speaker: They've heard friends and family that it's been a nightmare for selling their home, that they had to transfer a lease PPA and it was just a huge hassle.
Speaker: This is people's concern and their objection.
Speaker: So you need to address it, address it beforehand before they can bring it up if possible.
Speaker: So Mikey does, he has a sheet.
Speaker: He's not showing them it in the beginning, but what this sheet has is basically a spreadsheet and it's showing a
Speaker: a hundred people or as many people as you can fit on this sheet he had I think two pages of people that have sold their homes eight so people have sold their homes with solar rather so when people go to bring this up say mister customer mr. Jones yeah this actually the people in your area in your zip code all these people have actually just sold their home with solar on it
Speaker: As you can see, there's about 100 people on this sheet.
Speaker: They sold their home with solar and they're still standing.
Speaker: Went flying for them.
Speaker: What is this doing?
Speaker: It's giving them proof, giving them proof that things happened that way, right?
Speaker: So it's really just another thing you can add into your arsenal.
Speaker: Number one, go befriend someone that has access to this MLS, this database of homes that have sold.
Speaker: Number two, go through it.
Speaker: You don't have to do this yourself.
Speaker: Get yourself a virtual assistant or someone can do this for you.
Speaker: But take that data, put it all in the spreadsheet, and then classify it by zip code depending where you are slinging your solar at.
Speaker: Super powerful.
Speaker: You can show them this sheet.
Speaker: Then that objection is crushed.
Speaker: Okay, so I'm going to be trying this.
Speaker: Again, I haven't done this yet, but I thought it was genius.
Speaker: So go out and try this.
Speaker: Let Mikey know you appreciated it.
Speaker: Let him know that was money, the tip he shared, and he didn't cover this in the podcast, so I hope he's okay with me sharing this.
Speaker: If not, Mikey, I'm sorry for sharing all your secrets, but I learned this from him.
Speaker: I'm going to go out and implement it.
Speaker: And then the second thing that he did share in the training he did for our team real quick that I want to touch on is just really doing self evaluation as much as possible.
Speaker: So what do you mean by that is just recording your deals.
Speaker: We've talked about this pretty recent in the podcast, but it's of vital importance.
Speaker: Record every interaction possible you have with customers.
Speaker: And this serves for two reasons.
Speaker: Number one, you're going to be able to use that as trainings for your reps.
Speaker: But number two, you're going to be able to self-evaluate yourself or send it to a manager or send it to someone and they can give you an evaluation.
Speaker: If you have these things, if you keep track of them, these things are worth gold, right?
Speaker: It gives you the tools to actually improve, gives you the play-by-play of what actually happened.
Speaker: And Mikey, he shared with us a sheet to do an actual evaluation of your door approach.
Speaker: Okay, so go hit up Mikey.
Speaker: I know he'll gladly share this with you.
Speaker: Or I can connect you.
Speaker: Hit me up.
Speaker: We can get you this sheet.
Speaker: But have some type of rubric.
Speaker: When I was in high school, middle school, college, I studied music, as I've talked about before.
Speaker: We would go to these competitions and be judged on all our music performances.
Speaker: And these judges, they weren't just doing blind evaluations.
Speaker: They had a rubric.
Speaker: They had basically a score sheet with how our actual performance was.
Speaker: So when we got to the end, we'd be graded.
Speaker: They give us like a one was superior, two was like excellent.
Speaker: The goal was to get a one, but we had the tools to do this because we could see the exact sheet, the exact rubric they're grading us on.
Speaker: It said, okay, how's this tonality?
Speaker: How's this tempo?
Speaker: How's this rhythm?
Speaker: How's this intonation?
Speaker: All these different geeky music terms that I was judged off of.
Speaker: It's the same thing we need to be doing for solar, right?
Speaker: So get yourself a rubric.
Speaker: How was my body language?
Speaker: How was my tonality?
Speaker: How was my confidence?
Speaker: How was my posture?
Speaker: All these things you need to be thinking about as you're in your presentations and as you are hitting doors.
Speaker: Okay, so that's what we talked about.
Speaker: That's what we jammed on.
Speaker: Hope you got something from this episode.
Speaker: Again, I can't wait for you guys to hear it.
Speaker: The next show we do with Mikey, he dropped some serious wisdom on us.
Speaker: And if you thought this was good, wait till you hear his episode.
Speaker: He tells a story how he got in the industry.
Speaker: and we go over a ton of just nuggets.
Speaker: They're going to help you and your team out tremendously.
Speaker: So don't miss the next episode.
Speaker: Hope you guys enjoyed it.
Speaker: Thanks for sharing.
Speaker: Thanks for the reviews, and we'll see you guys on the next one.
Speaker: Hey SolarPrinters, quick question.
Speaker: What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
Speaker: For the last three years, I've been placed in the fortunate position to interview dozens of elite solar professionals.
Speaker: and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
Speaker: That's why I want to make a truly special announcement about the new solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
Speaker: And it's called Sol Society.
Speaker: This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it?
Speaker: Less than $3.45 a day.
Speaker: Currently Sol Society is closed to the public and membership is by invitation only, but solopreneurs can go to solcity.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
Speaker: Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solcity.co to join the waitlist and learn more now.
Speaker: Thanks again for listening.
Speaker: We'll catch you again in the next episode.
