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How to Be the Top Closer in Your Office (Interview with Dallin Pancheri)
89 Plays6 years ago
Snippets:
Dallin was the reason I got into the Solar industry. Dallin decided to get into the Solar Industry because he believed in the product. He also liked the idea of influencing people to go solar.
After 5 years in the industry, he has managed to come up with his own closing process that helps him land dozens of deals a month. He also shared how he treats his deals as someone who is joining a race. He tells us about the importance of getting into the right mindset before closing a deal. Dallin also mentions the importance of fact-finding and how to take away the doubt from homeowners. Making them understand how it works and how the process with solar is crucial in closing a deal. This will make them feel comfortable about saying yes to you. There is also the importance of building up the problem. It will help the homeowner realize that they need the change. It is not just only making them save money but they will also realize the problems that they are unknowingly facing and will be solved through solar. Dallin also points out giving the homeowner the comparison with the costs for their power bills vs solar.
Tune in to know more about how Dallin is crushing it in the solar sales industry!
About Dallin:
https://www.linkedin.com/in/dallin-pancheri-675007173
https://www.instagram.com/dallinp5/
https://www.facebook.com/dallin.pancheri
Quotable Quote:
Stay positive! -Dallin
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Transcript
Introduction to Solar Sales Podcast
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.
Meet Dallin Pancarey
00:00:53
Speaker
Boom.
00:00:53
Speaker
What's going on, solarpreneurs?
00:00:57
Speaker
Or as they would say on other podcasts, what's shaking, solarpreneur nation.
00:01:03
Speaker
So today we have a very special guest on here.
00:01:07
Speaker
He's been overdue to come on the show because he is the one that got me in the solar industry from the beginning.
00:01:16
Speaker
So you could say he was the Adam of the solar industry and I came next.
00:01:21
Speaker
I was the Eve.
00:01:22
Speaker
So we're excited to have him on the show.
00:01:25
Speaker
His name is Dallin Pancarey.
00:01:26
Speaker
So Dallin, welcome to the show I'm in.
00:01:29
Speaker
It's good to be here.
00:01:29
Speaker
It's good to be here.
00:01:31
Speaker
Good to have you on.
00:01:33
Speaker
So I'll give you my background on you and then you can kind of fill in the gaps and then tell how you got started in the solar industry.
00:01:41
Speaker
All right.
00:01:41
Speaker
But the way I got recruited is I was doing pest control and I had tried to get
00:01:48
Speaker
Dallin and I, we did our church missions together.
00:01:51
Speaker
So we were down in Columbia together.
00:01:53
Speaker
And so after we were both wanting to do cells and I had already done the summer pest control cells.
00:02:00
Speaker
So I tried to get him to come out with me to go sell pest control in North Carolina.
00:02:04
Speaker
Um, I was hitting him up.
00:02:06
Speaker
I think I hit him up four or five times.
00:02:08
Speaker
We were chatting on the phone and I thought I was pretty close to getting them.
00:02:12
Speaker
But then at the last seconds he said, no, dude, I'm going to go try out this solar thing.
00:02:17
Speaker
Sounds pretty awesome.
00:02:18
Speaker
the solar industry going on right now.
00:02:21
Speaker
And so I was disappointed that he didn't come out.
00:02:24
Speaker
I went
Why Transition to Solar?
00:02:25
Speaker
out and I did pest control for the summer.
00:02:28
Speaker
I was just slaving away, knocking on my doors.
00:02:30
Speaker
I think I made, I don't know, 10 grand or something for the summer.
00:02:33
Speaker
So it was like, okay, summer, but I was obviously knocking, you know, eight hours a day or whatever you do, pest control.
00:02:40
Speaker
So then at the end of the summer, I hit down up again and...
00:02:45
Speaker
He kind of asked him how the experience was, and he's like, yeah, dude, we were only knocking like four hours a day.
00:02:51
Speaker
And then I know you made way more than me, but how much do you think you made that first summer that you did it?
00:02:58
Speaker
That first summer, probably in the four months, I probably pulled in like 40, a little over 40,000.
00:03:05
Speaker
40 grand in the four months compared to my meager 10 grand.
00:03:10
Speaker
And he was only knocking four hours a day.
00:03:13
Speaker
Yeah.
00:03:13
Speaker
So I'm like, okay, something's not right here.
00:03:16
Speaker
I got to go check out what this kid's doing, see what's going on with the solar industry.
00:03:20
Speaker
So the next summer.
00:03:22
Speaker
Yeah, you were a tough cookie to get out here, though.
00:03:24
Speaker
I remember we flew you out and I had to take you on a helicopter ride, you know?
00:03:30
Speaker
Yeah, so he took me out.
00:03:31
Speaker
He wanted to dive me in, especially after they dropped the money on me.
00:03:35
Speaker
I was like, okay, I can't not come out here now.
00:03:38
Speaker
But they got me out and gave me a little taste of it.
00:03:41
Speaker
Saw them close a couple of deals, and I'm like, holy cow, this is really easy.
00:03:46
Speaker
And then the rest of his history came out that summer and didn't make as much as I had down here my first summer, but definitely made a lot more than pest control, and I knocked a lot less doors.
00:03:57
Speaker
That's kind of
Achievements in Solar Sales
00:03:58
Speaker
how I got here, and so...
00:04:00
Speaker
Now let's hear how did you first, I guess, what's your kind of background in your story?
00:04:04
Speaker
How'd you get into the solar industry?
00:04:06
Speaker
Yeah.
00:04:07
Speaker
So I, uh, I got back from our, our, uh, church mission and then I needed to make some money.
00:04:13
Speaker
I spent all my money to go on that mission.
00:04:15
Speaker
So it's pretty much broke as a joke.
00:04:18
Speaker
And so, uh,
00:04:20
Speaker
I had a good buddy that was down here, Daniel Cranford, called him up and he told me to come out and check it out.
00:04:26
Speaker
I came down and I really liked what solar did.
00:04:30
Speaker
I believed in the product as far as helping homeowners, helping the environment.
00:04:35
Speaker
And then you could also, for the amount of time that you put in, you could make an extraordinary amount of money.
00:04:42
Speaker
And so that obviously caught my attention as well.
00:04:44
Speaker
And I put everything else on the back burner as far as finishing school
00:04:50
Speaker
Because the opportunity was too good and the company that I was working for and still working for had a lot of growth potential.
00:04:57
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So I decided to stick it out and here we are five years later.
00:05:01
Speaker
Heck yeah.
00:05:02
Speaker
And both proud college dropouts here and still going at it.
00:05:07
Speaker
But I always say, hey, I'm making more than I would have made doing my music degree.
00:05:12
Speaker
So could be making 30 grand as a band teacher right now, but might as well make way more.
00:05:19
Speaker
living, hitting it up on the beaches in San Diego, I heard, right?
00:05:22
Speaker
Yep, that's it.
00:05:24
Speaker
So, yeah, it's been good, and, I mean, yeah, we've both been managing the team here in San Diego, so Dal has been my mentor and coached me on how to close more deals.
00:05:36
Speaker
So, yeah, we've just been hitting it up, building the team together in San Diego.
00:05:40
Speaker
We came down here, just the two of us, what was that, like two years ago?
00:05:43
Speaker
Yeah, two, two and a half almost.
00:05:45
Speaker
Two years ago.
00:05:46
Speaker
It was basically just us two, and now we have...
00:05:49
Speaker
We've been able to help grow the team to 20 guys, about 20 guys right now.
00:05:54
Speaker
Definitely closing a lot more deals and having a ton of success down here.
00:05:58
Speaker
Today we want to go through some of the secrets in Dow.
00:06:02
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He's been a heavy hitter in our company and I would say one of the top in the industry.
00:06:09
Speaker
Obviously we don't have a record book of all the top people, but I know he's definitely up there.
00:06:15
Speaker
Dow, what are some
Sales Process and Relationship Building
00:06:16
Speaker
of your records?
00:06:16
Speaker
He's won...
00:06:17
Speaker
in our company we have competitions called iron man he's won two of those now so that's like the top rep for however long the competition lasts i mean it's like two months it's kind of a tournament style let's hear some of your records now what's your records in the month and stuff like that yeah um as far as uh closing deals uh just over the last four weeks i've closed um 22 of them 22 deals and
00:06:46
Speaker
These are solar loans, not... And so it's, yeah, closing a lot of deals, obviously helping a lot of homeowners.
00:06:55
Speaker
That's what I try to focus on more than anything is just how many people can I help?
00:07:00
Speaker
How many people can I influence to make good decisions and empower them to move forward with going solar?
00:07:11
Speaker
He's got to provide for his dog now.
00:07:12
Speaker
He's got a doggins.
00:07:14
Speaker
Nobody's treating his dog well.
00:07:17
Speaker
So what was your 22 deals?
00:07:19
Speaker
And I mean, people can send us some messages, but as far as I'm concerned, I know that's definitely pretty impressive, especially talking about solar loans.
00:07:29
Speaker
I don't know.
00:07:31
Speaker
Well, especially here in San Diego, if you've done more than that, we'd definitely love to hear about that because that's really awesome.
00:07:40
Speaker
So a ton of deals, and that's always been Dal's, I feel like.
00:07:43
Speaker
His superpower, he's just a machine when it comes to closing deals.
00:07:48
Speaker
He's won two of these Ironman competitions that we do in our company.
00:07:52
Speaker
Luckily, I was able to win one the one time I was able to beat him.
00:07:56
Speaker
Yeah, you sucker.
00:07:57
Speaker
I haven't been able to beat him since.
00:07:59
Speaker
But he's just dominating in that.
00:08:02
Speaker
I mean, he's had several weeks where he's closed six deals, which is also super impressive.
00:08:08
Speaker
And he keeps pumping them out this week.
00:08:10
Speaker
I mean, he's got three already.
00:08:12
Speaker
Had two yesterday.
00:08:14
Speaker
So that's what we kind of want to focus on is we want to hear what this kid is doing, what this machine is doing to close so many deals.
00:08:22
Speaker
So today we're going to kind of go through Dowling's closing process.
00:08:27
Speaker
He's going to walk us through some of his secrets that have allowed him to win all these competitions.
00:08:32
Speaker
I mean, he won a trip from Cancun.
00:08:34
Speaker
He's going to Cancun.
00:08:35
Speaker
Was that in July you're going?
00:08:36
Speaker
Yeah.
00:08:37
Speaker
Yeah.
00:08:38
Speaker
Excited.
00:08:39
Speaker
Yeah.
00:08:39
Speaker
So you got the company trip.
00:08:41
Speaker
So yeah, that's what happens when you.
00:08:43
Speaker
when you pump out deals like that.
00:08:46
Speaker
So down, walk us through some of your steps.
00:08:48
Speaker
What do you do?
00:08:49
Speaker
Just, I guess, getting in the home, what's kind of your steps to close the deal?
00:08:53
Speaker
And how do you think you've been able to have this much success?
00:08:57
Speaker
All right.
00:08:57
Speaker
Great question.
00:08:59
Speaker
Um, I feel like first, first off as I'm prepping for a deal, um, I really tried to get into the mindset before, um, um,
00:09:08
Speaker
before I enter the home.
00:09:09
Speaker
So I try to get to the appointment at least like five minutes early.
00:09:12
Speaker
And I just get into a mental state.
00:09:16
Speaker
I prepared myself like I would if I was going into, I played a lot of sports in high school as I was preparing for a game.
00:09:24
Speaker
I would get ready.
00:09:26
Speaker
I don't nonchalantly go into a deal just, you know, hoping that things will work out.
00:09:32
Speaker
I go into and I get myself mentally ready.
00:09:34
Speaker
So I feel like that's a huge, huge part about going into a deal.
00:09:39
Speaker
And then as I, as I obviously I knock on the door and enter into the home, I first try to build the relationship.
00:09:46
Speaker
I feel like a lot of people know that step of closing a deal is you got to build that a good relationship with the homeowner.
00:09:54
Speaker
If you're not doing that, then yeah, that's, that's probably one of the biggest keys of closing a really good deal.
00:10:01
Speaker
Now, the second thing, as far as after building the relationship, I try not to move on to anything unless I become their friend.
00:10:10
Speaker
And so once I become their friend, next, I try to think of the way I think of it as like a race.
00:10:16
Speaker
If I started a race and I didn't really know where the finish line was, it'd be hard to continue to go through the race or it'd be hard to know what my goal is at the end.
00:10:25
Speaker
And it's the same thing with the homeowners.
00:10:26
Speaker
I want them to know
00:10:28
Speaker
that we're going to start this race together.
00:10:30
Speaker
We're going to start this process of me explaining everything.
00:10:32
Speaker
And there's a goal at the end of our meeting, and that's for you to decide if you are going to go solar today with me or not.
00:10:40
Speaker
Either one of those, and I'll tell them these things.
00:10:42
Speaker
I'm like, at the end of us meeting, you'll know if you want to go solar with me today.
00:10:47
Speaker
And I make it really personal.
00:10:48
Speaker
I don't really make it on the company.
00:10:50
Speaker
I don't make it on anything other than with me because I am the face of the company, so that's who they think they're dealing with.
00:10:57
Speaker
And so before I start, I'm like, yeah, by the end of us meeting today, you'll know for sure if you want to move forward with this or not.
00:11:04
Speaker
But there's only going to be one thing that I ask you, and that's what I'm telling the homeowner, and that's that you ask me as many questions as you possibly can.
00:11:10
Speaker
That way you can get a good understanding of it.
00:11:13
Speaker
What do you do?
00:11:15
Speaker
So this has been a problem.
00:11:16
Speaker
I'm sure it's not just me, but if people don't want to build a relationship, they're kind of tough, or give them the time limit on you, stuff like that, what do you do to break them down and still try to build that relationship?
00:11:29
Speaker
That's a really good question.
00:11:30
Speaker
There are those tough cookies.
00:11:34
Speaker
um that are just you know they just want to get straight to the point um what i try to do is is mix in a little bit of
00:11:42
Speaker
the whole solar part, but in between building a relationship with them.
00:11:46
Speaker
So I try to give them a little bit what they're wanting, but I'll be looking around their house.
00:11:51
Speaker
I try to find key indicators of what they're into, whether it's if I see some pictures of France or the Eiffel Tower, or if I see some pictures of some boats or some motorcycles or anything.
00:12:05
Speaker
Anything that's around the house, I'll be explaining solar and then I'll act like my attention gets caught by that certain thing and then start talking about it, hoping that they have some type of serious interest in that item.
00:12:19
Speaker
Most people hang up things in their house that they're actually interested in.
00:12:22
Speaker
So most cases it works.
00:12:24
Speaker
And then it seems a lot more genuine as far as wanting to build the relationship.
00:12:29
Speaker
Because then they see me explaining it and like, oh, well, hey, that's a really cool picture of that motorcycle.
00:12:34
Speaker
Sorry, that just caught my attention.
00:12:35
Speaker
What is there a story behind that?
00:12:36
Speaker
And then I'll actually hopefully get a little bit more of a friendship.
00:12:42
Speaker
status between us too because then as I'm presenting it they're not seeing me as the the salesperson they're seeing me as just a like a cool guy interesting guy that's there just to explain you know solar and then get them to make a decision and I and I and I try to be as as honest with them as possible and I tell them it's okay if you don't say yesterday but today you'll either say yes or no and so that way you you don't leave the end of the appointment saying
00:13:07
Speaker
oh, this sounds great, but I want to think about it.
00:13:10
Speaker
We all get those ones.
00:13:12
Speaker
I try to eliminate that as much as possible.
00:13:14
Speaker
And I feel like if you start off from the very beginning with that, it helps out a bunch.
00:13:18
Speaker
Yeah, that's huge.
00:13:19
Speaker
And I think that's a huge key once we started implementing
Understanding Homeowner Needs
00:13:23
Speaker
that in our company, just doing the whole pre-frame, letting them know what your steps are, that they're going to be making a decision at the end.
00:13:31
Speaker
And it's a lot tougher for them to come back at the end and say, oh, I don't want to think about it.
00:13:35
Speaker
then you just be like well remember at the beginning you told me that you told me that you'd be okay with making a decision either way so yeah you still get some people in you to think about it but definitely important and then also something that helps me is if it is people that have a time time limit put a timeline on it flip it on them too be like oh i'm actually in a hurry myself i got a dozen people out here that meet with so i don't have much time myself but then like dalen was saying yeah
00:14:03
Speaker
Look for clues in the home.
00:14:04
Speaker
You got to be detective in there.
00:14:06
Speaker
Look for clues.
00:14:07
Speaker
Look for stuff you can talk about and build a relationship with those people.
00:14:14
Speaker
So, yeah, that's awesome.
00:14:15
Speaker
I think that's a huge key.
00:14:16
Speaker
So step number one, build that relationship.
00:14:19
Speaker
then kind of pre-frame it, think of it like a race, like Dallasane.
00:14:23
Speaker
So what do you do after that?
00:14:25
Speaker
And then I go into the fact-finding as far as what their experience has been with solar.
00:14:34
Speaker
Here in San Diego is probably the capital of solar as far as it being around here.
00:14:41
Speaker
SDG&E is probably one of the most, one of the more expensive utility companies.
00:14:46
Speaker
And so solar has been around here for a while.
00:14:47
Speaker
So most people have
00:14:49
Speaker
either talk to someone about solar or know someone that has solar, looked into it themselves.
00:14:55
Speaker
So it's a pretty saturated market.
00:14:59
Speaker
If you're in other states, I know the East Coast is doing pretty good as far as solar goes.
00:15:02
Speaker
Maybe people haven't looked into it quite as much.
00:15:05
Speaker
But what you're trying to do is get as much information out of them.
00:15:09
Speaker
And so I ask them, so what are some of the benefits you want out of going solar?
00:15:14
Speaker
And I write them down.
00:15:15
Speaker
And instead of saying things like, okay, anything else,
00:15:19
Speaker
Because anything else, much like imagine you're getting a sandwich at Subway and they're asking you what you want on your sandwich.
00:15:27
Speaker
And if they say anything else, it's not that inviting to keep on.
00:15:30
Speaker
Say if you want like the cucumbers and you want something else.
00:15:33
Speaker
It's not that inviting to ask for more things.
00:15:36
Speaker
But if you say what else, it's a lot more inviting as far as giving more information.
00:15:40
Speaker
And so if I ask them what benefits are you looking at or what benefits do you want out of going solar?
00:15:46
Speaker
I just keep on saying what else until literally they can't say anything else.
00:15:50
Speaker
Like there's nothing else I can say.
00:15:52
Speaker
And then I say, what are your biggest concerns out of going solar?
00:15:56
Speaker
And then just keep on saying what else and get as much as you can.
00:15:58
Speaker
So what you're trying to do here is pretty much you're asking them, how can I close you?
00:16:03
Speaker
You're going to focus on the things or the benefits that they really want out of going solar.
00:16:07
Speaker
And you can really hit those.
00:16:09
Speaker
And then you know what their objections are going to be at the end based off of what their fears are.
00:16:14
Speaker
And so that fact-finding part of the close is really crucial as far as how you want your conversation to go because if they're really wanting to be able to sell the house or something like that after going solar, you've got to make sure you hit onto those points and the benefits of selling your home with solar.
00:16:33
Speaker
And so you're just pretty much allowing yourself to know how to guide the conversation as far as the close goes.
00:16:40
Speaker
So then by the end, everything's been covered.
00:16:43
Speaker
There's no other objections that can really come up.
00:16:47
Speaker
And then when you get to the end of the close, there's really no reason why they shouldn't do it.
00:16:52
Speaker
Yeah, that step's key.
00:16:54
Speaker
And I think we started doing that more than you.
00:16:56
Speaker
I mean, Grant Cardone talks about that all the time.
00:16:59
Speaker
Yeah, and write it down on your notepad, your notebook, whatever you're using.
00:17:04
Speaker
I think that's super important to get those written down.
00:17:07
Speaker
And then at the end, they can see that you're checking off their concerns or their questions as you answer them.
00:17:15
Speaker
And that's super key, writing them down and figuring out what you need to talk about.
00:17:19
Speaker
Like Dal said, it's just figuring out how they can be closed.
00:17:22
Speaker
They're giving you the key to the castle right there.
00:17:24
Speaker
All you got to do is put it in, unlock it, and boom, that's how you're going to close them.
00:17:29
Speaker
They're giving you their concerns up front.
00:17:30
Speaker
Yeah.
00:17:31
Speaker
So fact-finding, that's huge.
00:17:33
Speaker
And as far as like pre-faring it, like letting them know that they'll make a decision, are you doing that before or after?
00:17:40
Speaker
So I talk about it before just saying, and I do it in a soft way before saying like, yeah, you guys will know by the end of the day whether you want to do this program or not.
00:17:49
Speaker
Now when I get done with fact-finding, then I make it, it's almost like imagine the owner of our company, Thomas Schaefer, he's a brilliant man and extremely intelligent.
00:18:02
Speaker
And he, the way that he explains this is it's much like, if you remember the video games, like Imagine Mortal Kombat.
00:18:10
Speaker
I hope some of you have at least played Mortal Kombat.
00:18:12
Speaker
I hope I'm not too old.
00:18:14
Speaker
And so you have to go through these levels of bosses.
00:18:17
Speaker
And so you have to beat one boss before you can get to the final boss.
00:18:20
Speaker
And it's not like you can start off with the final boss, you'll probably beat
00:18:23
Speaker
be beaten pretty quick, but as you get better at beating all these bosses.
00:18:26
Speaker
So that's what we're trying to do as far as the close goes is you're beating one boss to get to the next boss and get to the next boss.
00:18:32
Speaker
And so I do a really soft pre-close as far as before when I say, yeah, you guys will know if this is something you want to do.
00:18:39
Speaker
And then after the fact finding, I make it a little bit harder for closing back.
00:18:43
Speaker
All right.
00:18:44
Speaker
So my goal is to make sure to answer all these questions and address all your concerns well enough.
00:18:49
Speaker
That way you guys can move forward today and submit an application.
00:18:53
Speaker
If I'm not able to do that, it's 100% my fault.
00:18:56
Speaker
Does that sound fair?
00:18:58
Speaker
And then that sounds fair part, there's no – the person has to be logical at least.
00:19:05
Speaker
But if any logical person will say, of course, that sounds fair.
00:19:09
Speaker
There's no way not to.
00:19:11
Speaker
And then right there, boom, you got the first close.
00:19:13
Speaker
You closed them.
00:19:14
Speaker
If they say it sounds fair at the end, that's when all of a sudden I get into the mental state of, okay, it's closed.
00:19:22
Speaker
Now I just got to answer these questions.
00:19:24
Speaker
And obviously most of us in the solar industry, solar is such a no-brainer as far as for the homeowners.
00:19:32
Speaker
So there's really no question that they have that would offset the reason not to do it.
00:19:39
Speaker
Yeah, so that's key, getting those trial closes in, getting those mini commitments, and then like you're saying, getting the fact-finding in.
00:19:47
Speaker
Yeah, and you'll be amazed at just what people will tell you.
00:19:51
Speaker
They'll give you the keys to being closed as long as you do those steps, and that's going to set you up for a ton of success.
00:19:59
Speaker
Beat those mini bosses like Dale's saying.
00:20:02
Speaker
So that's the first steps.
00:20:04
Speaker
Like you're saying, getting that right mental state.
00:20:06
Speaker
And as far as before you're in the home, are you doing any type of meditations?
00:20:11
Speaker
I mean, I was watching The Office the other day, and you see Dwight on there.
00:20:14
Speaker
And what he does is he puts that music on full blast and bangs his head against the car and stuff like that.
00:20:22
Speaker
Are you doing anything like that, Dal?
00:20:23
Speaker
Or what does your breathing look like?
00:20:28
Speaker
Yeah, when I'm sitting in the car, I'll do...
00:20:31
Speaker
One thing, I'll be looking at their proposal.
00:20:33
Speaker
I'll look where the panels are going to be placed.
00:20:37
Speaker
When we book appointments, we get the usage before, or at least we do our best to get the usage before.
00:20:41
Speaker
So I pretty much know all the numbers.
Communicating Solar Benefits
00:20:43
Speaker
That way I'm not looking through my computer trying to find their numbers as I'm explaining.
00:20:47
Speaker
I memorize the proposal as best I can.
00:20:50
Speaker
And then I just get into the state.
00:20:52
Speaker
And I, you know, if you listen to Tony Robbins, he's really big on positive affirmations, those types of things.
00:20:59
Speaker
And so there's times I'll, and it sounds really goofy.
00:21:01
Speaker
When I first did it, I felt, felt really silly doing it, but you know, I'll be in my car and I'll, you know, I'll
00:21:09
Speaker
sort of yell be like i'm a good person i'm going to help this family um these types i don't do that every time but there's if i'm really needing the extra boost of at least energy or positivity those are the types of things i'll do but more than not i'll be listening to like a good podcast or or i'd be listening to this podcast yeah this podcast exactly
00:21:31
Speaker
And then that way when I'm in the home, I'm sort of in the zone already.
00:21:35
Speaker
I'm ready to go to be able to do all these things I've just explained.
00:21:39
Speaker
Awesome.
00:21:41
Speaker
Yeah, so that's key.
00:21:42
Speaker
So that's kind of the pre-things.
00:21:44
Speaker
So that's before you're getting into the body of all this.
00:21:47
Speaker
So those are keys that everyone should be doing, whether you're closing deals online, through Zoom calls, anything.
00:21:56
Speaker
I think it's key that you do those things no matter what.
00:22:00
Speaker
So let's get into kind of the body of it.
00:22:03
Speaker
So as far as, and it might be a little bit different depending on your market, but after you do the fact finding, everything we talked about, what are you doing to kind of explain solar and get into the whole body of the solar?
00:22:13
Speaker
Yeah, yeah.
00:22:14
Speaker
So most people, even here in San Diego that have been just inundated with solar, they really don't know how it works.
00:22:24
Speaker
They don't, and I'm not talking about like the, how,
00:22:27
Speaker
the panels change the electric, the UV rays to, to electricity, all those things.
00:22:31
Speaker
I really don't understand all that.
00:22:33
Speaker
Um, but just how, how it works with the local utility company, um, what their relationship with their local utility company would be like, what their net energy metering laws are and, um, just, just how, how their whole,
00:22:49
Speaker
the whole process of going solar.
00:22:52
Speaker
I don't talk about numbers at all.
00:22:53
Speaker
I don't talk about what they're paying or anything like that.
00:22:57
Speaker
I just set up the stage.
00:22:58
Speaker
That way they can have a good understanding of solar because what you don't want is when you get to the end of the close, you literally want everything answered.
00:23:07
Speaker
You don't want there to be one doubt or one confusing part because the fear of loss has a lot greater motivator.
00:23:17
Speaker
What do they say?
00:23:18
Speaker
Three times the motivator as the desire to gain.
00:23:23
Speaker
No matter how great the program is, if there's a lot of doubt in their mind or just even a little bit of doubt, you're going to get a lot more people saying, I need to think about it because they're just a little bit confused.
00:23:33
Speaker
Yeah.
00:23:34
Speaker
And sometimes I've noticed, especially when I first started, I didn't explain that well.
00:23:38
Speaker
And by the end, when I'm going for the clothes, they're like, well, how do I get built SDG&E now?
00:23:43
Speaker
Or what happens at night?
00:23:46
Speaker
Solar doesn't work at night.
00:23:47
Speaker
And so that's why I figured out to cover all those things first.
00:23:52
Speaker
That way they sort of know how their situation works with solar.
00:23:56
Speaker
And then they're not confused at the end.
00:24:00
Speaker
And pretty much by the end, they're going to be
00:24:02
Speaker
be pretty well versed in solar.
00:24:05
Speaker
They're going to know how it works and how their relationship is with the utility company and what's going to be happening.
00:24:13
Speaker
So then they're not confused as far as the solar goes.
00:24:16
Speaker
And I think that's a really key part on making a decision at the end of your meeting.
00:24:21
Speaker
Yeah.
00:24:22
Speaker
And something we talk about a lot in our company, and I think, well, any sales guy, Grant Cardone, they always talk about tackling the objections before you get them.
00:24:31
Speaker
So that's something that's important.
00:24:32
Speaker
It's like Dow was saying, everyone's going to ask the same common questions.
00:24:36
Speaker
Most people, even if they say they've checked out solar, you'd be surprised.
00:24:39
Speaker
Most people don't know the basics of it, like how it works, if they'll have power during power outages, stuff like that.
00:24:46
Speaker
So I think it's important to make that list of frequently asked questions, go through the basic stuff, tackle it beforehand because then they're not going to come up with those objections after.
00:24:55
Speaker
Then also just writing some of these basic details down because truth is I think people forget once you step out of the home.
00:25:03
Speaker
So if you can at least summarize some of that stuff with them on a notepad or page of paper or something like that.
00:25:09
Speaker
So that's done after the fact-finding process.
00:25:11
Speaker
So you're just talking about kind of explaining in general how solar works, net meter, and stuff like that.
00:25:17
Speaker
And you're wanting them to get comfortable because what they're – especially after what you just did, well, if you're following my plan and I'm coaching a few people to help them close more and they're getting better and better and their ratios are going up and up.
00:25:31
Speaker
Because after you do that pretty hard, it's not necessarily that hard of a close, pre-close when you're saying you guys will submit an application with me by the end of the day.
00:25:40
Speaker
Does that sound fair?
00:25:40
Speaker
Yeah.
00:25:42
Speaker
there's a lot of pressure build up.
00:25:44
Speaker
They say yes.
00:25:45
Speaker
And so now I'm sort of relieving the pressure of just how solar works because then you don't want them to mentally think, okay, this guy's going to close me.
00:25:52
Speaker
You don't want them to be thinking that.
00:25:54
Speaker
You're like, okay, this guy's like a shark.
00:25:55
Speaker
He's going to close me.
00:25:56
Speaker
So you sort of relieve the pressure with a little bit of just information as far as solar works.
00:26:01
Speaker
It's non-invasive.
00:26:02
Speaker
It's nothing too harsh or anything like that.
00:26:05
Speaker
And then now they've sort of,
00:26:07
Speaker
They've already made the commitment they'll make a decision at the end, but now they're not thinking of it as like this guy's a salesperson.
00:26:12
Speaker
So it's all a psychological thing is what you're really trying to do.
00:26:15
Speaker
But then obviously, like I was saying before, it is good to cover all your bases before you even get to the close.
00:26:20
Speaker
Yeah.
00:26:21
Speaker
Yep.
00:26:22
Speaker
So that's huge, that piece.
00:26:24
Speaker
And after that, I think it's important you've got to make them see the problem, too.
00:26:27
Speaker
That's another thing we talk about in our closing process as far as what our company does.
00:26:33
Speaker
So just talking about the problems, and most people know these things in San Diego.
00:26:38
Speaker
In San Diego, I think they have second, third highest rates in the country, something like that.
00:26:43
Speaker
So honestly, it's not too tough to build a problem here.
00:26:48
Speaker
in my opinion but yeah you got to build up the problems we talk about stuff like how the reads are going up and also showing them things i think it's important to show them we can say a lot of stuff a lot of stuff can come out of our mouths but i think down i were probably the same on this but i have a whole bookmark a whole folder of bookmarks that anything especially if they have concerns i can show them things about their concerns too
00:27:15
Speaker
So if someone has a concern about selling the home or if they have any doubts that the rates are going up, which they shouldn't, I can just – I mean, I can say it, but then I'll just have to hear it from me.
00:27:26
Speaker
I can pull up 10 articles about it too.
00:27:29
Speaker
Exactly.
00:27:29
Speaker
And, yeah, you don't want them to sit and analyze those things.
00:27:31
Speaker
I mean, I think that's another gray area or red area you don't want people –
00:27:37
Speaker
diving in, I mean, reading the whole article, but just show them, like, the headline, if anything.
00:27:41
Speaker
Be like, look, Zillow did a study.
00:27:44
Speaker
And, yeah, we need to post some of these things in the show notes.
00:27:46
Speaker
But you got Zillow studies.
00:27:48
Speaker
You got the Forbes article.
00:27:50
Speaker
All sorts of articles.
00:27:52
Speaker
Just make a folder.
00:27:54
Speaker
Make a folder of all these things and see them so you can use them as ammo.
00:27:58
Speaker
Fill that quiver of arrows before you get in the deal.
00:28:01
Speaker
That's another big thing.
00:28:02
Speaker
So do you do anything else to kind of build the problem in their mind stuff?
00:28:06
Speaker
Yeah, yeah.
00:28:07
Speaker
And especially with the solar loans, and this is why we obviously can do the PPAs and leases, which are really good as well.
00:28:15
Speaker
But with solar loans, what I really love about them is the difference between renting your power with the utility company and owning.
00:28:24
Speaker
And so I really try to hit home on the part that
00:28:28
Speaker
Whoever lives in this home, whether it's you or if you sell the house, whoever lives here, and I always do the joke, unless an Amish person bought your home, they give a little laugh there, but it's going to be using electricity.
00:28:42
Speaker
And over the past, this home was, y'all ask them when was it built.
00:28:45
Speaker
They'll say like in the 60s.
00:28:46
Speaker
So like, okay, over the past almost 60 years, it's been renting its power from the local utility company.
00:28:53
Speaker
And it's going to go on forever.
00:28:55
Speaker
There's never an end.
00:28:56
Speaker
And you don't want to down-talk the utility company too much because homeowners or people tend to, if they're being sold, they tend to try to disagree with the presenter or the salesman.
00:29:10
Speaker
So you don't want to bash on the utility company too bad because then it just might leave a little bad taste in their mouth being like, oh, of course you say that because you're the solar salesman.
00:29:20
Speaker
So I always say, yeah, they provide a really valuable service, but it's just, you know, the fact is we'll continue to pay them.
00:29:25
Speaker
And it's not like it's probably not breaking the bank for you.
00:29:28
Speaker
And some people it is.
00:29:29
Speaker
They're paying like $500, $600 a month.
00:29:30
Speaker
But, you know, it's not, you're not doing bad, but it's just something you'll always have to pay forever.
00:29:37
Speaker
And so I really build up on the part where it's,
00:29:41
Speaker
In a way, they're already paying for it.
00:29:43
Speaker
They're already paying for solar or they're already paying for energy production, whether you're doing a PPA or lease.
00:29:49
Speaker
They're already paying for it.
00:29:51
Speaker
There's just an alternative option that is drastically cheaper and then actually builds equity in the house and does a lot of benefits for them.
00:30:02
Speaker
Not only does it save them money, but I usually try not even focus on savings at all.
00:30:06
Speaker
I usually focus on the concept of solar and what it actually does for the home and the homeowners.
00:30:11
Speaker
That's what I go into after I built the relationship, pre-closed them a few times, explained their relationship with the utility company, and then I go into what they're doing right now.
00:30:25
Speaker
That's just renting their power.
00:30:26
Speaker
That's all they're doing.
00:30:28
Speaker
And it's not a bad thing by any means, but if they continue to do it, they're going to spend X amount of dollars.
00:30:35
Speaker
And then it's going to continue to go up
Highlighting Financial Advantages
00:30:37
Speaker
and up and up.
00:30:38
Speaker
And so there's an alternative, and then that's where I jump into what we do for them.
00:30:43
Speaker
And so you do have to build up the problem, because if there's no problem, there's no need to change.
00:30:48
Speaker
And sometimes they don't realize the problem just because it's what they've been doing for years.
00:30:53
Speaker
Their whole life.
00:30:54
Speaker
There's no other option.
00:30:55
Speaker
If you didn't know there was another option, then there's no way you could change.
00:30:59
Speaker
Sure.
00:31:00
Speaker
And solopreneurs, don't be afraid to build up along with an inventory of links and articles just to assist you in explaining stuff like that was talking about.
00:31:12
Speaker
Don't be afraid to use stories, bring up specific homeowners, bring up specific people.
00:31:17
Speaker
Helps a ton and it breaks up kind of the monotony of just a deal.
00:31:20
Speaker
You got kind of right brain, left brain stuff.
00:31:23
Speaker
So we're giving them a lot of facts to think about, but I think what's important to bring up, give them some examples.
00:31:29
Speaker
So I have go-to stories that I use.
00:31:31
Speaker
I'm sure Dell does too, but just people in the past.
00:31:34
Speaker
So maybe if you're trying to build the problems, you talk about Joe down the street.
00:31:38
Speaker
Yeah, Joe, his bill was like $100 last year, but this summer it actually got up to like $600.
00:31:44
Speaker
and it was because of the fires that they're making us pay for stuff like that just use little examples throughout especially if they know those people that's gonna give you credibility yeah so stuff like that and yeah part of what we're trying to do and it's probably more even more important in other markets san diego people tend to always save money going solar but other markets the truth is a lot of times people aren't going to save money going solar it even happens in san diego we get people on discounts or
00:32:14
Speaker
They need roofs done, stuff like that, where they're not going to save money.
00:32:18
Speaker
So at that point, we're really pushing hard.
00:32:20
Speaker
Just the renting versus owning concept.
00:32:23
Speaker
That they're going to own their power plant on the roof.
00:32:25
Speaker
And then they're going to be able to have an end to paying that bill versus paying 60 years, like Dal was mentioning.
00:32:32
Speaker
So that's huge.
00:32:33
Speaker
Getting that problem, using stories to illustrate those problems and the solution.
00:32:39
Speaker
And we're, I don't know about Dal, but we're also drawing stuff.
00:32:43
Speaker
on the notepad here um again right now the examples right now little summaries of things so after you go through all that um what's your process of jumping into the numbers and actually showing them their new bill and
00:32:56
Speaker
kind of a comparison of that though great question and so what what i go into is i i write down what they're paying on average so this is once i build so like i was saying before is i try not i do not sell on savings by any means because that's the best way to get them interested in price shopping um so if you want them to do price shopping then yes focus on savings
00:33:20
Speaker
If you don't want them to do price shopping, then focus on what your specific solar plan will do for them.
00:33:28
Speaker
And so I jump into what they're doing right now with this.
00:33:32
Speaker
Say they're paying $150 on average, we'll just say.
00:33:35
Speaker
So I write down the $150.
00:33:38
Speaker
And then I say, okay, right now you're paying $150 a month.
00:33:42
Speaker
And like I said, it's not breaking the bank.
00:33:45
Speaker
You're not doing too bad for you.
00:33:48
Speaker
I'll show how many kilowatt hours they're using, which I explained before when I go over how solar works and with the kilowatt hours.
00:33:57
Speaker
And then I'll jump into how much they're going to be spending over the next 20 years.
00:34:03
Speaker
So if you stay with SDG&E or the utility company,
00:34:08
Speaker
And we'll say SDG doesn't go up at all.
00:34:11
Speaker
Say they stay the exact same over the next 20 years.
00:34:14
Speaker
You're going to spend – and I have a little spreadsheet and it just shows the amount that they would pay.
00:34:19
Speaker
So we'll say it's like $40,000.
00:34:20
Speaker
We'll say $50,000.
00:34:21
Speaker
So you're going to spend $50,000 and that's guaranteed.
00:34:22
Speaker
That's what you'll pay.
00:34:22
Speaker
That's if they don't go up at all too.
00:34:34
Speaker
And then I'll say, so that you can pretty much count on $50,000 leaving your bank account over the next 20 years.
00:34:39
Speaker
Not a big deal because you're obviously purchasing electricity.
00:34:43
Speaker
It's nice.
00:34:44
Speaker
So what we do with our program...
00:34:46
Speaker
is we would put up, and then obviously I don't know what type of programs you're using.
00:34:50
Speaker
Do you want me to do it like my specific, what we specifically do?
00:34:53
Speaker
Yeah.
00:34:54
Speaker
Just give my example.
00:34:55
Speaker
And so what we do is we would put up the solar on the roof for no cost.
00:34:59
Speaker
So there's no out-of-pocket money.
00:35:01
Speaker
And I give them a literal explanation.
00:35:05
Speaker
Like, so your neighbor down the road who just signed up will say Joe Smith.
00:35:08
Speaker
Yeah.
00:35:11
Speaker
He, he just, they just decided to move forward with the program and they're getting installed in about, I think it was in June 13th was their install date.
00:35:20
Speaker
And, and so it'll be installed and no money's left their pocket.
00:35:23
Speaker
You have the exact same amount.
00:35:25
Speaker
Now it's going to start producing all your electricity.
00:35:27
Speaker
So you see these kill, you use 6,000 kilowatt hours last year.
00:35:31
Speaker
The system is going to produce 7,000 kilowatt hours.
00:35:33
Speaker
So it's actually going to produce a little bit more.
00:35:36
Speaker
And then since we're producing all your electricity, I try to make it super simple.
00:35:40
Speaker
I want to make it so that a third grader could somewhat understand it.
00:35:45
Speaker
And since now it's producing all your electricity, we eliminate what you pay the utility company.
00:35:52
Speaker
So now you don't pay them anything.
00:35:55
Speaker
And once again, I'm not going to go into numbers.
00:35:57
Speaker
I don't go into savings.
00:35:58
Speaker
And I just explain the process or the concept of what this would do.
00:36:03
Speaker
And then what we do is we give you a much cheaper or
00:36:07
Speaker
If it doesn't save my money, we're going to give you a different bill that's going to do a few things for you.
00:36:14
Speaker
One is this new bill is never going to change.
00:36:16
Speaker
It's going to stay the exact same.
00:36:18
Speaker
And so I know we were just saying SDG, this is how much you'd spend over the next 20 years.
00:36:23
Speaker
If you stuck with them, they didn't go up.
00:36:24
Speaker
More than likely, they will go up.
00:36:26
Speaker
So let's, and I'll change it in my spreadsheet where it'll go up like 2% or 3% a year.
00:36:31
Speaker
So I'll say this new bill will never change.
00:36:33
Speaker
It's going to stay flat, which is awesome.
00:36:35
Speaker
Two is it's actually going to produce just a bit more electricity than what you've used historically.
00:36:39
Speaker
You don't go hog wild or anything, but it's more than what you were using historically, which is really nice.
00:36:45
Speaker
And then three, now this new bill, not only is it getting you the same amount of electricity, actually a bit more electricity, but it's going towards owning your own power plant sitting on your roof.
00:36:56
Speaker
So instead of, because right now you're already paying for a power plant, it's just not yours.
00:37:00
Speaker
You're paying for SD Genies or the utilities company's power plants.
00:37:03
Speaker
And you're paying for their lines.
00:37:05
Speaker
Now you're taking your same money you were spending before, but actually putting it towards your own power plant that's sitting on your roof.
00:37:15
Speaker
And over the next 20 years,
00:37:18
Speaker
instead of paying SDG&E or the utility company, sorry, I keep on saying SDG&E.
00:37:23
Speaker
That's what we call it.
00:37:24
Speaker
San Diego.
00:37:25
Speaker
Gas and electric.
00:37:26
Speaker
Whatever.
00:37:27
Speaker
Instead of paying the utility company, you've just been paying yourself.
00:37:30
Speaker
And at year 20, you own the system compared to if you stuck with the utility company at year 20, you'd still be paying unless they decided to give you free electricity.
00:37:41
Speaker
But we all know that probably won't happen, right?
00:37:43
Speaker
You'll get a good laugh out of them there.
00:37:45
Speaker
And then at year 20, you then,
00:37:47
Speaker
own the system.
00:37:48
Speaker
You don't have any electricity bill.
00:37:50
Speaker
You've built equity in your house the entire time.
00:37:53
Speaker
You've built equity into the system.
00:37:55
Speaker
And the panels that we use, they have a 30-year power production guarantee.
00:37:59
Speaker
So they're guaranteed to produce for another 10 years at least.
00:38:04
Speaker
More than likely, they'll last much, much longer than that.
00:38:08
Speaker
And so I have them try to understand the concept.
00:38:14
Speaker
And I really try to have them understand they're already paying for
Closing the Sale
00:38:17
Speaker
it.
00:38:17
Speaker
There's nothing that they're already...
00:38:22
Speaker
putting money out every single month, but they're putting it in someone else's pocket.
00:38:25
Speaker
They're putting it into the pocket of the utility company.
00:38:27
Speaker
And so now they can put it into their own pocket.
00:38:30
Speaker
So now based off of everything I've said, I want them to be sold on the idea without even talking about savings.
00:38:37
Speaker
Even if it was 30, 40, 50 bucks more a month, most people, that's why people buy homes instead of leasing homes or renting homes is because most, most time you can rent a home cheaper than what your mortgage would be unless the market's really low.
00:38:50
Speaker
And so here in San Diego, much cheaper to rent a house than to buy a house.
00:38:54
Speaker
Sure.
00:38:55
Speaker
But the reason why they buy the house is because they want their mortgage to be paying off their own mortgage, not to pay off someone else's mortgage.
00:39:00
Speaker
Yeah.
00:39:01
Speaker
I think that's one of the biggest keys, like Dallas is saying, and get them to understand that.
00:39:05
Speaker
Again, use the examples.
00:39:07
Speaker
Use people.
00:39:07
Speaker
I always bring up...
00:39:09
Speaker
There's a Chinese deal that I had, a guy that was only using $20 worth of electricity.
00:39:15
Speaker
I think his name was Ling or something.
00:39:18
Speaker
I bring that up with people.
00:39:19
Speaker
I'm like, look, your neighbor Ling, he was only paying $20 for electricity, but he had to pay $70 to be able to do this program that we're doing.
00:39:28
Speaker
And the first thing, what?
00:39:30
Speaker
That idiot?
00:39:30
Speaker
Why would he do that?
00:39:32
Speaker
But I'm like, the reason why Ling did it is because the same reason he bought his home.
00:39:37
Speaker
He was paying $1,500 to rent a home.
00:39:39
Speaker
Now he's paying $3,000 to own his home.
00:39:42
Speaker
So it makes sense.
00:39:42
Speaker
Why not do the exact same for electricity?
00:39:46
Speaker
And that's why Ling did it.
00:39:47
Speaker
So you can use examples like that and get them to see that it's not as much about the savings that
00:39:54
Speaker
that's when you see the light bulb go off in their head.
00:39:56
Speaker
And also like Dal was saying, I would suggest using some sort of spreadsheet.
00:40:00
Speaker
We use a spreadsheet, but just something to illustrate those numbers.
00:40:04
Speaker
It makes a lot more real to them.
00:40:06
Speaker
I think whether you're selling a loan or PPA, I think if you can show them a breakdown of those numbers in that way, then it does get them to understand that a lot better.
00:40:16
Speaker
Okay.
00:40:17
Speaker
So that's kind of the body of it.
00:40:18
Speaker
Just
00:40:19
Speaker
Going to the problem and then giving them the solution, using the examples like we mentioned, and then using the spreadsheet to break it down.
00:40:27
Speaker
And then I think that's kind of the main body of it.
00:40:30
Speaker
And then after that, what are you doing?
00:40:32
Speaker
I know we're building some value and some specific things that our company does.
00:40:40
Speaker
the value and what we do specifically yeah yeah is that kind of your step after that well no and then my step after that is then i go into the numbers and so i try i try to um build it up as far as as far as showing the savings or telling them about the savings is i don't make it that big of a deal as far as the savings go and i let the savings speak for themselves because you know there's some people that save 10 bucks a month or some people that save
00:41:07
Speaker
180 bucks a month or 300 bucks a month obviously depends on the size of the system and so I let them let them decide how how they want to react to the savings but then yeah I go into the numbers I explain all right so this is what your new bill would be depending on what you do with the federal tax credit and I explain the tax credit to them they can decide to either roll it into the system or keep it they do whatever they want the type of financing that we use there's an 18 month uh
00:41:35
Speaker
I call it the promo rate, but I don't mention to that yet.
00:41:39
Speaker
And I just talk about what their bill would be depending on what they want to do with the tax credit.
00:41:43
Speaker
Most times when they keep the tax credit, it gets close to what they're paying now or they'll pay a little bit more than what they're paying now.
00:41:49
Speaker
But then they got to keep like seven, ten grand for it's like they want on the prices right or something like that.
00:41:56
Speaker
And then so I go over the savings.
00:42:00
Speaker
After that, I explain how the savings work.
00:42:02
Speaker
And so this new bill, say if their bill is $150, we're going to bring it down to $120, we'll say.
00:42:07
Speaker
And I'll explain how this bill will never go up.
00:42:10
Speaker
And I explain the benefits that I did before, how I said, okay, you'll get a new bill, this, and luckily it's cheaper.
00:42:17
Speaker
It's awesome.
00:42:17
Speaker
You get to own your own power plant.
00:42:18
Speaker
It's cheaper than what you're paying.
00:42:20
Speaker
utility company, which is an awesome, awesome thought.
00:42:23
Speaker
There's new bills never going to change.
00:42:24
Speaker
It stays the exact same.
00:42:26
Speaker
So as SDG is charging 150 now next year, and I show them the graph, it's going to be like 155.
00:42:30
Speaker
The year after that, it's going to be like 160.
00:42:33
Speaker
This is still 120 the entire time.
00:42:35
Speaker
Year 10, when it's, look, it's all the way up to $210 in 10 years.
00:42:38
Speaker
This is still $120.
00:42:38
Speaker
And then I go to the end of the 20 years.
00:42:40
Speaker
I'm like, and then as well at year 20,
00:42:48
Speaker
it's still $120.
00:42:48
Speaker
And then after you're 20 free electricity compared to you'd be paying like $210 or, you know, whatever, $250.
00:42:55
Speaker
I don't know what the number would be.
00:42:58
Speaker
And then, and so, and then the next 10 years you're getting free electricity guaranteed.
00:43:03
Speaker
And that's all backed by, we are the people that manufacture our panels is Hyundai.
00:43:07
Speaker
And so we, Hyundai's back in that, that warranty.
00:43:10
Speaker
And then, um, I, I explain how, how the savings work.
00:43:13
Speaker
And then, and then,
00:43:15
Speaker
It's like one of those things, if you ever see the infomercials, they explain the benefits and then they'll explain the price and then you have to add another benefit afterwards.
00:43:24
Speaker
You can't explain the price and then go for the close because then they're just thinking about the price.
00:43:30
Speaker
If you explain benefits, then you do price and then you go down to more benefits and then go for the close.
00:43:36
Speaker
Now they're not even thinking really about the price or anything.
00:43:38
Speaker
They're just thinking about all the benefits and the savings.
00:43:41
Speaker
And so then I go into the benefits of what we do specifically, which, which, um, we clean the panels yearly.
00:43:47
Speaker
We give them the micro inverters.
00:43:49
Speaker
We can, uh, they can monitor the system panel by panel, um, free move team assist.
00:43:55
Speaker
If they ever sell the house, we come out and help them sell the house, all these things that we do specifically.
00:44:00
Speaker
And, you know, and you can obviously throw in your own, we give them nest thermostats.
00:44:04
Speaker
You know, you're just trying to,
00:44:06
Speaker
You're just trying to make it almost where they're like, okay, yes, I want to do this.
00:44:12
Speaker
You've eliminated everything from their mind and why they wouldn't do it.
00:44:17
Speaker
And then once I've built enough value as far as wanting them to –
00:44:23
Speaker
And I feel like they're in it.
00:44:25
Speaker
And you don't want to do the close too premature.
00:44:29
Speaker
But if you're seeing the reaction from them on what they're thinking, what type of questions they're asking, if they're asking buying questions like, okay, well, when would this get installed?
00:44:37
Speaker
Okay.
00:44:39
Speaker
Oh, what if we decide to keep half the tax credit and put half the tax credit in?
00:44:43
Speaker
Like, what would the numbers be?
00:44:44
Speaker
All those questions, those are great questions.
00:44:48
Speaker
Obviously, answer them.
00:44:49
Speaker
But you're just getting closer and closer and closer to close.
00:44:52
Speaker
And finally, when I get to the close, I take it away.
00:44:57
Speaker
Take away?
00:44:58
Speaker
I take everything away from me.
00:45:00
Speaker
I guess.
00:45:01
Speaker
Honestly, guys, so this is how the program would work.
00:45:04
Speaker
Do you want me to go into the close or whatever?
00:45:06
Speaker
Do you have another question?
00:45:08
Speaker
No, I think that's about it.
00:45:09
Speaker
So that's the body of it.
00:45:10
Speaker
So the next step is the close.
00:45:12
Speaker
So yeah, just give us a couple examples of how you close and then maybe some things to build urgency.
00:45:18
Speaker
Yeah.
00:45:19
Speaker
End up with that.
00:45:20
Speaker
Yeah, so...
00:45:22
Speaker
I go into the close.
00:45:24
Speaker
Urgency, as far as urgency goes, I try to build urgency throughout the – and I should have been a little bit better on that as far as explaining everything.
00:45:33
Speaker
But during the close, I do try to build urgency on like net energy metering, the tax credit, especially right now.
00:45:40
Speaker
Right now is a great time to be selling solar because it's right before the summer months.
00:45:45
Speaker
That's what
Post-Sale Success Strategies
00:45:46
Speaker
you're hitting on is just saying, hey –
00:45:48
Speaker
Your summer months, it's getting up to like $200, $250 or $305, whatever their bills are.
00:45:55
Speaker
So we would love to have this up there before those bills hit.
00:45:58
Speaker
And so those types of urgency things, and you can include them in the end too, but I'm also trying to mention those during the entire presentation.
00:46:06
Speaker
And so when I get to the close, I do two things.
00:46:09
Speaker
I do a takeaway and then I also do a benefit.
00:46:11
Speaker
And so that way it's a double combo.
00:46:15
Speaker
I take it away saying, yeah, we don't know if you would be even approved for this program.
00:46:19
Speaker
There's an application with our financer that lets us know if you're approved.
00:46:24
Speaker
So you take it away from them.
00:46:26
Speaker
But then I say, all right.
00:46:29
Speaker
But they do this cool promotional rate.
00:46:31
Speaker
And that's for submitting an application, getting the ball rolling today.
00:46:36
Speaker
They give you the first 18 months, no matter what, even if you guys decided to keep your tax credit, even if you wanted to pocket that $8,000 and go buy that boat.
00:46:45
Speaker
Obviously, you were telling me about the boat earlier.
00:46:47
Speaker
Or tie into something of the relationship that we had.
00:46:51
Speaker
Even if you want to keep the first 18 months will be the cheaper bill.
00:46:55
Speaker
even if you decide to keep it.
00:46:57
Speaker
Now, after the 18 months, if you have put in the tax credit into the system by that time, then it stays the same.
00:47:02
Speaker
Or if you've decided to keep and use it for something else, then it would be that little bit bigger number.
00:47:08
Speaker
But you at least get the first 18 months and you get to keep the tax credit.
00:47:12
Speaker
And so I throw the benefit in there.
00:47:15
Speaker
And so I say you have to submit the application today and then you get the benefit of the 18 months.
00:47:20
Speaker
Mm-hmm.
00:47:22
Speaker
And then I even throw in a little bit more of saying, yeah, and don't get mad at me or anything like that if you don't get approved.
00:47:29
Speaker
It's pretty hard to get approved.
00:47:31
Speaker
Or, you know, I'll do something like that sometimes and it'll be a joke.
00:47:34
Speaker
Most times I'll do it in a joking way.
00:47:37
Speaker
And then we also have to come and inspect the roof to make sure the roof's good enough for us to come and install it.
00:47:43
Speaker
Because we take care of the roof, all the roofs that we install on.
00:47:47
Speaker
So we just got to make sure it's in good enough condition as well.
00:47:50
Speaker
And I'm like, does that sound fair?
00:47:52
Speaker
And then look at them in the eyes, shake your head, and the next person who talks loses.
00:47:58
Speaker
And you just sit there and you let them decide.
00:48:01
Speaker
And you'll get the wife and the husband look at each other and they'll say, okay, should we do this?
00:48:07
Speaker
And usually one or the other is more sold than one, more sold than the other.
00:48:12
Speaker
And so usually the more sold one will be like, yeah, I think we should do it.
00:48:16
Speaker
And then once you get that, boom, you have your iPad ready.
00:48:18
Speaker
You'll be like, all right, we can just get that application started.
00:48:21
Speaker
Hand them the iPad.
00:48:22
Speaker
And then as soon as you get the iPad in their hands and they're filling it out, go back to the relationship.
00:48:29
Speaker
go back to what you've been talking about before.
00:48:33
Speaker
Yes, I think that's key.
00:48:34
Speaker
Giving them some sort of incentive.
00:48:36
Speaker
And most people that are using, we use Loan Pal in our company.
00:48:41
Speaker
I know a lot of companies are using that.
00:48:43
Speaker
Anyone that's using Loan Pal should have that 18-month promo period, or most other financiers do have that.
00:48:50
Speaker
But if you're selling leases, PPAs, figure out some sort of benefits that you can tie to doing an application right now.
00:48:57
Speaker
I think we found a lot of success in that, giving them some sort of reward to do it right now.
00:49:02
Speaker
I mean, it's like the car dealerships or anything you're selling.
00:49:05
Speaker
You've got to have them.
00:49:06
Speaker
You've got to provide some sort of reason for them to act now and then like Dallasane.
00:49:11
Speaker
Just be sprinkling, putting the sprinkles of urgency on throughout.
00:49:15
Speaker
There are tons of reasons to do it right now.
00:49:17
Speaker
Yeah, we use the summer months are coming up.
00:49:19
Speaker
We use the tax credit is expiring.
00:49:22
Speaker
Federal tax credit is down to 26% this year.
00:49:26
Speaker
Um, I don't know about next year or yet next year.
00:49:29
Speaker
Um, but yeah, just using things like that and you don't have to tell them exactly when the tax credit is gone, but all you need to say is the tax credit is expiring soon.
00:49:41
Speaker
So let's just get it in.
00:49:42
Speaker
Let's get everything locked in, grandfathered in so nothing changes.
00:49:46
Speaker
And then boom, you're onto the application.
00:49:49
Speaker
So that's kind of our closing process.
00:49:51
Speaker
Mine is very similar to similar to,
00:49:53
Speaker
to Dallas here.
00:49:54
Speaker
So that's why I wanted to have him on.
00:49:55
Speaker
So we can kind of talk about what we're doing together.
00:49:58
Speaker
So that's pretty much the basics.
00:49:59
Speaker
And I know we could be here all day talking about like objections and other things that happen, but any final things you want to say about what you're doing, Dal, that have really helped you close more deals.
00:50:09
Speaker
Yeah.
00:50:09
Speaker
And I think the, uh, so out of, out of my, my cancellation ratio is really low.
00:50:16
Speaker
Um, I have, um,
00:50:19
Speaker
this year um i'm at like 70 deals and i've had three cancels incredible and so the um what what i like to do after because closing the deal is awesome we all love closes but we also hate to get that call saying oh we actually want to think about it or oh we want to get a few more quotes those types of things we we all hate those types of calls and so the very next day i always show up with the gift basket um
00:50:46
Speaker
And typically when I show up with the gift basket, whether they're there or not, I'll leave it.
00:50:50
Speaker
But if they are there...
00:50:52
Speaker
I come inside.
00:50:54
Speaker
I make sure if they have any questions, I cover them.
00:50:57
Speaker
That little, that, you know, 30 bucks you spend on a gift basket and that 20 minutes you spend just to cover everything.
00:51:04
Speaker
A lot of times I show up and they have questions.
00:51:06
Speaker
If those questions weren't addressed, they lead to doubts.
00:51:09
Speaker
Doubts lead to cancels.
00:51:10
Speaker
True.
00:51:11
Speaker
And so that's really helped as far as closing a lot of deals but then also retaining them because I know there's a lot of people that can close a lot of deals but then they cancel at the end.
00:51:19
Speaker
Very true.
00:51:21
Speaker
And so we want to make sure everyone's closing, but then they're sticking.
00:51:24
Speaker
So that can be the follow-up's really crucial.
00:51:27
Speaker
And then that's also a great time to be asking for referrals.
00:51:30
Speaker
Sure.
00:51:30
Speaker
Yeah, that's huge.
00:51:31
Speaker
And that's something Dow is definitely blowing it out of the park too.
00:51:35
Speaker
It's not typical to have such little cancellations that I hear of.
00:51:38
Speaker
So yeah, do something like that.
00:51:40
Speaker
We're also
Encouragement and Community Engagement
00:51:41
Speaker
putting in the Nest thermostats, using that as kind of an anchor.
00:51:44
Speaker
Get them excited about putting in a thermostat.
00:51:47
Speaker
That's kind of a product that they have that they're looking forward to using.
00:51:50
Speaker
So that and then like Dow's saying, figure out something.
00:51:53
Speaker
Some reason you can possibly go back the next day and just follow up with them.
00:51:57
Speaker
There's all sorts of services too.
00:51:59
Speaker
I know I've kind of used these, but you've got the edible arrangements.
00:52:03
Speaker
You can even call those out.
00:52:05
Speaker
Just call and order by phone and they'll deliver them straight to the doorstep.
00:52:09
Speaker
So stuff like that, it's going to really anchor them.
00:52:12
Speaker
Keep them solid and reduce your cancellations.
00:52:15
Speaker
So, guys, that is our closing process, and Dal is definitely a juggernaut.
00:52:21
Speaker
I would call him the Thanos of solar.
00:52:25
Speaker
He's a powerful titan here.
00:52:26
Speaker
We just went and saw him last week, so we got that on our mind.
00:52:29
Speaker
We're going to call him the Night King.
00:52:32
Speaker
No, I don't want to be him.
00:52:34
Speaker
Aria Stark.
00:52:35
Speaker
Yeah, there you go.
00:52:36
Speaker
Closing titan.
00:52:38
Speaker
So if you want to reach out to Dal, I know he'd be more than happy to share more of what he's doing.
00:52:42
Speaker
So Dal, where can people find you on social media and all that?
00:52:45
Speaker
Yeah, yeah.
00:52:45
Speaker
You can look me up on Facebook, Dallin Pan Carey.
00:52:50
Speaker
My last name is spelled P-N-C-H-E-R-I.
00:52:52
Speaker
It's a hard last name.
00:52:53
Speaker
And then my username on Instagram is Dallin P5.
00:52:59
Speaker
Yeah, reach out to me if you ever have any questions.
00:53:02
Speaker
I'm coaching up a few people right now.
00:53:04
Speaker
And there's been a lot of success as far as their closing ratios improving.
00:53:09
Speaker
So I'd love to help out anyone that needs any help.
00:53:12
Speaker
Yep.
00:53:13
Speaker
So be more than happy.
00:53:14
Speaker
Reach out to us.
00:53:15
Speaker
And Solar Printers, we're just trying to help people take their income, take their closed deals, take their cancellation rates down.
00:53:23
Speaker
We're trying to take that all to another level.
00:53:25
Speaker
So if you enjoyed this podcast, go and let Dalen know that you appreciated his words of wisdom today for being on the podcast.
00:53:33
Speaker
And Dal, any final advice you have for our solar preneurs before you say goodbye?
00:53:38
Speaker
Just stay positive out there and work hard.
00:53:40
Speaker
It's a great time to be selling solar.
00:53:43
Speaker
This type of industry is going to change the world in the next 30 to 40 years.
00:53:48
Speaker
We're going to be the pioneers of it.
00:53:50
Speaker
And when we look at the world in 30, 40 years in every home and everything's ran off of solar, you can say you were the start of it.
00:53:57
Speaker
So take pride in it.
00:53:58
Speaker
Take pride in what we do.
00:54:00
Speaker
And it's really amazing what we're able to offer out there.
00:54:03
Speaker
Yeah, true, true, true.
00:54:06
Speaker
Well, Dal, thanks for being on the show.
00:54:08
Speaker
Hit us up if you have any questions.
00:54:09
Speaker
And until
Conclusion and Call to Action
00:54:10
Speaker
next time, we'll say goodbye.
00:54:11
Speaker
So thanks again, Dal.
00:54:13
Speaker
Thank you.
00:54:17
Speaker
Wow, what another amazing episode of the Solarpreneur Podcast.
00:54:22
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.
00:54:30
Speaker
It helps us get the word out about the Solarpreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:54:39
Speaker
And hey, don't forget to head over to Facebook and join the Solarpreneur group for more daily content
00:54:45
Speaker
That's going to impact you and help you take your sales game to the next level.
00:54:49
Speaker
See you guys in the next episode.