Transcript
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
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.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
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.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: Good morning, Solarpreneurs.
Speaker: Today is Memorial Day, and we are excited to celebrate our country's, well, I guess veterans.
Speaker: We celebrate it for, right?
Speaker: And their service.
Speaker: But aside from that, we're excited because today we have the door-to-door master, the OG of door-to-door, Sam Taggart, on the line, and he's going to drop some serious knowledge today.
Speaker: So Sam, thanks for coming on the Solarpreneur Show.
Speaker: How's it going, man?
Speaker: Good, man.
Speaker: Happy to be here.
Speaker: Good, good, good.
Speaker: That's been a long time coming.
Speaker: And Sam, he's been a busy man.
Speaker: We were just chatting off the camera before this.
Speaker: He's all over the place.
Speaker: He's going to be in San Diego this weekend.
Speaker: He's going to Atlanta.
Speaker: So finally, we tracked down his assistant and we're able to book a time in this guy's schedule.
Speaker: Yeah, I'm happy to be on here, man.
Speaker: Yeah.
Speaker: Well, thanks for setting aside a minute to add some value to our show.
Speaker: It's going to be fun to have you on.
Speaker: So Sam, he runs, everyone in this industry should know who Sam is, especially if you knock on doors at all, but he runs the biggest door-to-door community online.
Speaker: He has his courses.
Speaker: He, well, yeah, he's the category king of the door-to-door industry.
Speaker: So Sam, give us a little bit of your background.
Speaker: I know you've been in solar and we've been in alarms.
Speaker: Give us your background and tell us why you decided to start this whole community.
Speaker: yeah so uh i knocked doors since i was 11. so i painted the address on the curves and magazines believe it or not i actually sold i don't talk about this one much but anyway while we're on the topic uh i did the sham wows you know like well they were called the magic cloths oh yeah i've sold quick chopper 2000s that made like salsa
Speaker: So I sold those in like Kmart's and Gotchalks and stuff.
Speaker: I don't even know.
Speaker: Gotchalks is a California thing.
Speaker: But anyway, I sold pretty much a lot of different things.
Speaker: And Alarms is kind of where I really cut my teeth.
Speaker: Back in 2008, started selling that.
Speaker: And then end of 2015, started in the solar game.
Speaker: And...
Speaker: Yeah, I just, I was VP sales associates, you know, started their direct sales program and went till about 20, end of 2017.
Speaker: So beginning of 2018, I started a journey, which was,
Speaker: right around just, you know, kind of took a risk and went out on a limb and started this community, the Door Door Tribe and the podcast and the conference.
Speaker: So D2D Con, solar and sales and pest control and satellite and anything sold in the home.
Speaker: really come together and unify and share best practices and, you know, collaborate just like what you're doing here with the solar community.
Speaker: It's just, how do we do that on a direct sales community?
Speaker: And yeah, so it's been about a two year journey and we've had, you know, two successful conferences where last year we had about 1600 people.
Speaker: And then, you know, we've got,
Speaker: Yeah, all sorts of stuff, training, consulting, wrote a book, a planner.
Speaker: Now I just travel around the country advocating, advocating the tribe, you know, helping people feel honor and dignity and take pride and actually doing door to door sales where a lot of people kind of feel the shame or they feel this.
Speaker: guilt or they feel this like, oh, I'll get a real job one day.
Speaker: You know what I mean?
Speaker: Like, it's almost like, I don't know.
Speaker: So anyway, my big thing is to advocate this whole taking pride in unifying the door to our space.
Speaker: So.
Speaker: Yeah, and it's been awesome.
Speaker: Yeah, I've been listening to the podcast pretty much since day one.
Speaker: I've been to the two door-to-door cons.
Speaker: Still got my first, you know, door-to-door con shirt.
Speaker: Those are the best.
Speaker: The first years were so much better than the second.
Speaker: Yeah, exactly.
Speaker: They're good looking.
Speaker: Yeah, that white one is awesome.
Speaker: Wear it to the gym and people love it, man.
Speaker: Get comments all the time.
Speaker: Love it.
Speaker: So yeah, it's one of my favorite shirts.
Speaker: But yeah, you've been dropping a ton of value and it's really what the industry needed.
Speaker: I mean, there wasn't really door to door training.
Speaker: There wasn't really good groups that we could go into and get a ton of value like you've done.
Speaker: So yeah, we just, the whole industry, I think appreciates what you've done and how you've been able to create this whole tribe around door to door.
Speaker: The events have been awesome.
Speaker: Had half the people in solar that you, you know, bring to the events that had them on the podcast, I think.
Speaker: Yeah.
Speaker: Yeah.
Speaker: A lot of those guys have spoken, you know, you mentioned Adam Webb.
Speaker: He spoke at a summit that I put on.
Speaker: It's like a sales summit.
Speaker: Michael Donald, he spoke at the decon and he also spoke at the summit.
Speaker: And yeah, I mean, it's a, it's a tiny community.
Speaker: So, I mean, definitely a lot of overlap.
Speaker: So,
Speaker: Yeah, it's been awesome for sure.
Speaker: So the question I ask all our guys, well, especially people that came from alarms, I asked Adam this too.
Speaker: We've got a couple other guys from the alarm industry that went into solar.
Speaker: So for you, why did you stop doing alarms and switch to solar?
Speaker: Because, I mean, you and Adam, well, Adam's still on solar, but half the heavy hitters in solar came from alarms.
Speaker: So why is it that you guys switch to solar when you're killing it on alarms?
Speaker: um that's a good question i for me it was mainly i needed to do something locally just where i was at in my personal life like i don't want to keep traveling so i wanted to do something in utah and solar was kind of just in the it was like a fresh new market in utah like right when i started it okay and uh
Speaker: Anyway, so everybody was like, you can't do solar in Utah.
Speaker: I'm like, I think I can.
Speaker: And I went and tried it out before I fully committed and had a lot of success.
Speaker: And I was like, man, like, if I could do this every week, like, why would I do alarms?
Speaker: And, you know, and
Speaker: It wasn't just an easy journey, though.
Speaker: That's what's funny.
Speaker: Like, I I like the solar.
Speaker: I believed in solar.
Speaker: I thought it was great.
Speaker: I saw my house and.
Speaker: But then I had a journey, you know, I thought just leaving a safe half million bucks a year and alarms would be.
Speaker: you know, on spreadsheet, I could just go make that in solar right away.
Speaker: But the reality is it wasn't as easy as I thought.
Speaker: Like I was good at sales.
Speaker: It's just, you know, a lot of process, a lot of, you know, making sure the company you're with can fulfill your jobs.
Speaker: And, you know, I actually started with New Power and they've come a long way since I was there.
Speaker: I mean, they weren't even doing their own installs when I was there.
Speaker: Like they were
Speaker: You know, seven out to Solcius.
Speaker: And anyway, there's just a lot of like communication gaps.
Speaker: And anyway, so it was it was a rocky transition.
Speaker: I made a couple moves and there was.
Speaker: But after, I kind of got my feet settled.
Speaker: I love solar.
Speaker: I mean, I'm going out to sell it this weekend and consult a lot of solar companies.
Speaker: It's a very logical sale.
Speaker: Anyway, once I started selling it, I thought it was... I just felt a little better with it.
Speaker: It was...
Speaker: It was good.
Speaker: I mean, I miss alarms in a lot of respects, though.
Speaker: You know, like, once I got into it, like, you realize, like, oh, the grass is green where you water it, and there's pros and cons to both, but...
Speaker: Yeah.
Speaker: And I think what's nice where you guys were doing solar or alarms, sorry, you guys were knocking probably like eight to 10 hour days, right.
Speaker: Doing, um, alarms where solar, uh, well at least our company, I don't know too many companies, but we're knocking like four, maybe five hours a day in solar.
Speaker: So for me, I was in pest control before and I just saw my buddies making more than I was making in pest in a solar, uh,
Speaker: And I made knocking a full summer of pest control.
Speaker: I'm like, all right, well, my buddies are being lazier than I am.
Speaker: They're knocking half the hours on the doors and they're making more than me.
Speaker: So I'll come check this solar thing out and they're saving people money.
Speaker: So I guess that's what kind of got me.
Speaker: Maybe I'm just lazy.
Speaker: No, but it's interesting.
Speaker: I actually think that's the problem with the solar industry is you say four to five hours, but that's what you're supposed to do.
Speaker: The problem is that four to five hours turns into two, three hours, then one hour, then two hours, then 30 minutes.
Speaker: And, you know, I watch solar reps and it's just, they get in a cycle of, they only go out for 40 minutes, get a couple of appointments and then they're done.
Speaker: And it's like,
Speaker: I actually despise the solar industry for and me included like I was that way.
Speaker: So like, yeah, I think it's a harder space to stay as disciplined because I believe if people would actually work the eight hour, 10 hour days like they do in pest and alarms,
Speaker: they'd probably sell a lot more solar.
Speaker: It's just like, it's actually kind of sad to see people cut themselves short just because they, you know, they get complacent or they, they are fat happy, which is, which is a terrible place.
Speaker: So.
Speaker: Yeah, true.
Speaker: Yeah, it's definitely caused some laziness.
Speaker: Not too many solar companies putting in the time.
Speaker: And it is a year-round thing for more than that.
Speaker: Yeah, and it is.
Speaker: And that's something important to reiterate is it is year-round.
Speaker: It's not a sprint.
Speaker: It's a, you know, pace yourself game.
Speaker: Yeah.
Speaker: Yeah, it's definitely true.
Speaker: So you've done a ton of consulting, I know, Sam, for solar companies.
Speaker: Like you were saying, you're going all over the place.
Speaker: So what's some common factors you see in all these companies?
Speaker: I know you're helping out a lot.
Speaker: What are some of the things that you notice in your consulting that a lot of these companies need help on more than anything?
Speaker: Um, I would say it's like systems, you know, we have what's called the door to door operating system, which is a, you know, I wrote like a 35 page manual.
Speaker: I do a bootcamp every other month on it where the owners and their leadership team comes and, and all we train on.
Speaker: And what we found is just people, they're not really organized when it comes to sales meetings, competition, you know, uh, like leadership structures and growth plans, onboarding processes.
Speaker: So it's just like dialing in and, and really fine tuning those systems.
Speaker: And then, and then, and the power of implementing those is, you know, then watching their sales go skyrocket.
Speaker: Cause a lot of these people, they struggle at getting their guys on the doors for more than an hour or even, you know, it's like, unless they have a lead, the guy sits there at their house and just kind of twiddles his thumbs.
Speaker: And you know what I mean?
Speaker: Like, so I think a lot of, a lot of these companies, they struggle at like,
Speaker: systematizing their business.
Speaker: And that's one thing that we've really focused on is putting a playbook together.
Speaker: That's kind of like, Hey, this works.
Speaker: And some of the biggest solar companies, the biggest, you know, in, in the business, it's like, we can implement that on a micro level with companies of four or five, 10 reps and, and really create systems around accountability, motivation, training, things like that.
Speaker: So I think that's kind of our main focus is I've just kind of found like,
Speaker: the right secret sauce that's really helped companies skyrocket so yeah okay and do you have the same kind of system that you suggest for every company you meet with or is it different kind of based on their goals and how many people they have yeah we kind of walk them through a process to kind of fact find or discovery just like you would in any sale yeah we really customize it to each uh each company the reason we do that is because i found that there's there's a secret
Speaker: sauce, but it's more the principle.
Speaker: It's not necessarily, you know, shoving a round peg through a square hole kind of thing.
Speaker: Like it's making sure that you apply each principle.
Speaker: That's a principle through and through, but, you know, kind of putting their different flavor, different system, according to their size, according to their goals, according to their personnel.
Speaker: Yeah.
Speaker: Because some people just don't have the leadership.
Speaker: Some people have great leaders and not the reps.
Speaker: Some people are strong recruiters and terrible salespeople, some vice versa.
Speaker: You know what I mean?
Speaker: So it's kind of catering and figuring out personnel, catering and figuring out what their goals and wants are, and then really, you know, diagnosing them with the right systems according to the principles that we've, that we teach.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Okay.
Speaker: For sure.
Speaker: One of the things I think maybe small companies, and I know our company has struggled with at times, like when you're trying to expand into other offices, maybe you have strong leadership in where, you know, headquarters and all that is, but then going to different markets, the guys don't have strong leaders there.
Speaker: The culture is not consistent.
Speaker: So what do you suggest to these companies that are trying to expand and that maybe not have the best leadership and
Speaker: you know, getting things going in different markets and all that.
Speaker: That's where we found, um, door to our university to be a massive help.
Speaker: You know, we have like a perfect virtual kind of management, um, where we can kind of uniform this, the content, the, the, how you do things systematically.
Speaker: So it's like, it's kind of like McDonald's.
Speaker: It's like, if you can franchise a McDonald's, it's the same way you make a burger here as you do anywhere.
Speaker: Right.
Speaker: Yeah.
Speaker: we found through our platform.
Speaker: So we go to companies, we have massive companies to, you know, big solar companies with four or 500 reps down to companies that have two and, you know, take like a, there's a company in Chicago headline solar just called me yesterday actually.
Speaker: So McKenzie.
Speaker: So he, he calls me, he's like, dude, I do leads and I send my solar closers to, you know, these appointment, we had this one guy that went, Oh, for 15.
Speaker: Holy, wow.
Speaker: And he spent 10 hours on the university kind of going through it, you know, and this guy's kind of remote.
Speaker: He's kind of out taking the leads that are a little bit more, you know, farther distance than their headquarters.
Speaker: So they don't have anybody else.
Speaker: It's like that's their only option to send these leads to.
Speaker: Yeah.
Speaker: And so then he spent 10 hours on the university.
Speaker: They're like, hey, like, let's get this.
Speaker: And he literally went 11 for 15 in like a week and a half.
Speaker: And
Speaker: And this week and a half for him to do 11 solar deals, it's like, you know, where he went over 15, he wasn't doing anything.
Speaker: It's like, wow, they literally could create accountability, create learning, create a system where they can duplicate their sales process in their system, you know, just by putting them through some online learning through a platform and kind of giving him the tools that he needed.
Speaker: Because a lot of times they send people on the island.
Speaker: This is what I found when people try to scale and expand.
Speaker: They send them out on an island and they don't have any kind of communication, any kind of system to resort back when those guys are bleeding and they're struggling.
Speaker: You know what I mean?
Speaker: It's like, how do we give them some tools to resort back?
Speaker: Okay.
Speaker: I like that.
Speaker: I like that.
Speaker: So everyone pick up your door-to-door university.
Speaker: Yeah, I mean, maybe that was a shameless plug, but like, whatever you do, I mean, it's just like, that's been a one piece.
Speaker: I mean, there's other ones that are like, how you run leadership meetings, how you do kind of company-wide activities and how frequently, how you do competitions or a team versus team and you kind of pin each other like,
Speaker: There's a lot of different tools that you could implement, but the big one that I've seen just be an immediate turnkey solution is our solar university.
Speaker: Depending on what industry, we just have industry-specific content.
Speaker: Yeah, no, I think that's huge.
Speaker: And like you're saying, just having consistency and meeting stuff like that.
Speaker: Our company started to do because we do have some more remote offices.
Speaker: We've started to do these like Zoom room meetings where, yeah, just once a week, all the closers get together and just kind of mastermind type setting.
Speaker: Just go through goals, go through all our numbers.
Speaker: And I think that's kind of helped just all be a little bit more uniform.
Speaker: I'm sure you kind of suggest stuff like that too.
Speaker: Speaking of meetings, like how often do you tell companies to have meetings?
Speaker: And are you seeing a lot of these companies doing like setter versus closer models?
Speaker: And that depends, you know, that, uh, uh,
Speaker: My take is this.
Speaker: What is in motion stays in motion.
Speaker: And a lot of times, you know, we meet once a week.
Speaker: That's the day that everybody goes and sells and then everybody else just poops out the other day.
Speaker: Yeah, yeah.
Speaker: So there's an overkill and obviously it kind of varies company to company, but I say a minimum of two days a week.
Speaker: And then you should maybe have a call once or twice a week.
Speaker: That's kind of like what you said, a Zoom room.
Speaker: In the solar space, if you're setters, I would meet every day.
Speaker: If you're, you know, really seeing a lull in production, meet every day.
Speaker: Like, you know, it just means they're not going out.
Speaker: They're not like...
Speaker: realistically, if people aren't producing, it's because they're not going out.
Speaker: It's very, yeah.
Speaker: Yeah, I don't know about what you see, but for our company, the main purpose of the meetings is just to get everyone in one place and, like, load them up in the cars after and get everyone up to the areas.
Speaker: Yeah, I mean, that should be, you know, one of the main objectives is to motivate your guys, put a fire under their butts and say, let's go.
Speaker: You know what I mean?
Speaker: Yeah.
Speaker: And that's, you know, in the university,
Speaker: So we have like a 35 video series on how to run an effective sales meeting.
Speaker: Because I also think my rule of thumb is don't run a meeting if you're not effective.
Speaker: Meaning if it's a meeting, it's kind of like, yeah, man, like...
Speaker: Let's go get it today.
Speaker: If that's your meeting, it's just like, don't run it.
Speaker: It's not going to get me anywhere.
Speaker: It's almost just going to piss me off to make me come all the way to hear that.
Speaker: So it's how to effectively run a sales meeting is also important.
Speaker: So if you can't run an effective meeting, then don't run one.
Speaker: But if you can put a system together where it's effective, where you've got accountability, you've got energy, you've got training, you've got goal setting, all that stuff, like,
Speaker: Then, yeah, I mean, that's what they're for is to get you out there and get you fired up.
Speaker: So I know.
Speaker: Yeah.
Speaker: And doing speaking of Memorial Day, I think doing the incentives, like you're saying, our companies, everyone's loading up at 10 in the morning this morning and hitting the doors early, getting people before they do the barbecues.
Speaker: We've got the incentives on the line for knocking on holidays.
Speaker: So yeah, I think stuff like that helps a ton and just getting the group together, loading them in company vehicles.
Speaker: Cause that's not, that's another thing our company in the past was doing where everyone just drives out by themselves and,
Speaker: just does their own thing and of course that became a disaster you gotta have the accountability I think and yeah I think and in car groups a lot of people say you can't do car groups in solar and I'm like no that's bs like yeah if you have a scooter a segue you can walk like you should be knocking centralized in your area where it's it's it's not like you're having to drive 20 blocks over like
Speaker: You know what I mean?
Speaker: So why not drop people off?
Speaker: And oftentimes I tell people drop me off.
Speaker: Like, hey, well, you dropped me off.
Speaker: I'm not feeling it today.
Speaker: And having the courage to at least say that and the vulnerability to be like, guys, I am struggling today.
Speaker: You probably should drop me off or else that car is going to get really tempting.
Speaker: Yeah.
Speaker: I know.
Speaker: It's true.
Speaker: And that's what I'm telling my guys.
Speaker: Because yeah, I close deals for a company.
Speaker: So it's like we're driving separate to go to a lot of appointments and our own deals, stuff like that.
Speaker: But it's way tougher knocking when you're out just lone ranger in it.
Speaker: It's way tougher to get out there.
Speaker: So yeah, like today, I think it's important to go out with, if you are still knocking, go out with your setters or go out with other people that are knocking so you can still have that accountability, especially when you're struggling out there.
Speaker: 100%.
Speaker: Yeah, I think that's huge.
Speaker: So Sam, we wanted to talk also about closing.
Speaker: I know you have your book.
Speaker: It was the ABCs of Closing.
Speaker: Mm-hmm.
Speaker: Okay.
Speaker: So we wanted to hear that.
Speaker: And for you, when you were first getting started in the industry, you did, was it Solcius?
Speaker: Your VP is Solcius, right?
Speaker: Okay.
Speaker: And were you closing quite a few deals at your time?
Speaker: I see your records, 15 deals in a week.
Speaker: So obviously, you know, you know, a thing or two about closing deals because that's a pretty steep amount of deals for a week.
Speaker: Yeah.
Speaker: What were some struggles?
Speaker: Did you go through some struggles kind of switching from alarms to solar differences in closing that you saw?
Speaker: What was that like for you?
Speaker: It was interesting.
Speaker: So like Tom and Corey and those guys, I actually followed Rob, Rob Reimer for a day out in San Diego area.
Speaker: Yeah.
Speaker: With Dupar.
Speaker: Like that was really my first solar gig.
Speaker: So I shadowed them for a day and he was selling the PPA out of Cali.
Speaker: And I open up Utah.
Speaker: So I'm like, well, that did me no good.
Speaker: So nobody had really sold the loan.
Speaker: Like people were all selling PPA, lease, things like that.
Speaker: When I first got into it alone, it just barely kind of started.
Speaker: And I believed in the loan way more than I did the PPA and lease.
Speaker: And really all we could sell in Utah was the loan.
Speaker: So it was me pioneering this whole new sales process with the loan.
Speaker: Believe it or not, I've only sold like one or two PPAs out in California.
Speaker: So I literally had to train myself.
Speaker: Like it was literally like, okay, how should I sell this?
Speaker: And let's apply the books.
Speaker: You know, let's apply the Brian Tracy's and the Ziegler's and really kind of map out a sales process.
Speaker: So yeah.
Speaker: mapped that out went out knocked got like eight appointments and i think i went like seven for eight like it was like a high high number yeah that's awesome because all i did was i took my alarm process and put solar words to it okay
Speaker: And I was like, I'm like, well, let me try this.
Speaker: I wonder if I could build the same urgency, you know, because any sale or any clothes, you have to have trust.
Speaker: You have to have urgency.
Speaker: You have to have value, right?
Speaker: The value has to exceed the cost that they're paying, right?
Speaker: Yeah.
Speaker: And
Speaker: And there's things in that, like emotion that creates this urgency.
Speaker: You know, people buy off of emotion.
Speaker: And I think that's where I failed.
Speaker: That's where I didn't fail, where I think the solar closers and the solar people, you know, for me to go seven for eight, people are like, holy cow, rookie, we still, like,
Speaker: I was naturally good at sales.
Speaker: I was really good on alarms.
Speaker: But I think what happened was I was so used to selling so emotionally.
Speaker: And I built the emotion into my solar clothes to where I think some people that weren't that great alarms and switched to solar...
Speaker: never really pulled the emotion into their solar clothes because it's so logical.
Speaker: It's like, dude, don't you want to save 50 bucks a month?
Speaker: Or you want to save 20 bucks a month?
Speaker: Or you want to save thousands of dollars over time?
Speaker: Like, you know, like, are you an idiot?
Speaker: And then somehow they still don't close.
Speaker: And then you're just like, what the freak, dude?
Speaker: Like, you know what I mean?
Speaker: I think that's where every solar rep gets so frustrated is they just think,
Speaker: Well, duh, they should buy.
Speaker: I sat in their house, I showed them how they save money and it doesn't cost them anything.
Speaker: Why are they not fricking buying?
Speaker: Yeah, it's true.
Speaker: I know I've still had those deals where you're like, are you effing kidding me?
Speaker: So don't get me wrong.
Speaker: It's not like I close everyone.
Speaker: Like I've been in homes definitely where I don't close and they try to follow up and they freaking no show me like I'm like any other person.
Speaker: Yeah.
Speaker: But I think like one thing that helped me kind of at the beginning was not forgetting the simple principle of people buy off of emotion.
Speaker: They justify logically they buy off of emotion.
Speaker: Yeah.
Speaker: That's where solar people all struggled.
Speaker: So yeah.
Speaker: Yeah, especially I think in competitive markets.
Speaker: So I know there's a lot going in Utah now, Southern California.
Speaker: There's like 700 companies, I think, just in San Diego, I heard the other day.
Speaker: So it's like everyone's going to sell or everyone's going to save money with any solar company they go with.
Speaker: But I think emotion is where it comes in building their agency and getting them to, you know, make the decision now.
Speaker: Yeah.
Speaker: Yeah.
Speaker: It's being able to lock them down now and you have to look at urgency and closing as a service.
Speaker: Like I think a lot of people, they feel, Oh, I don't want to be that high pressured.
Speaker: I'm going to like make sure I touch them four times before they actually close or blah, blah, blah.
Speaker: You know, I don't want to be that pushy sales guy.
Speaker: I don't want to be seen as that.
Speaker: I'm like, dude, you're doing them a disservice.
Speaker: Solar is such a good thing.
Speaker: They need it, especially in San Diego.
Speaker: It's like, are you effing kidding me?
Speaker: You don't have solar in your house, you're stupid.
Speaker: And so, like, you're doing them a disservice by not closing them, because if you don't close them, maybe nobody will.
Speaker: Therefore, they'll never get solar.
Speaker: Therefore, they're getting screwed.
Speaker: Therefore...
Speaker: Yeah, that sucks.
Speaker: And it's your job to be the guy that's like, let me push you in.
Speaker: And I think it starts with the mindset.
Speaker: I think it starts with this, like, I'm a closer.
Speaker: It's my turn to close you versus the other 699 companies that are probably going to attempt.
Speaker: It's my turn.
Speaker: Yeah.
Speaker: Oh,
Speaker: Yeah, and I think it's figuring out why you think they should go slower with you right now.
Speaker: Like if you don't know that, then of course you're not going to be able to get a customer to do it.
Speaker: I know it's something Grant Cardone talks about all the time, but just like making a list of why people should buy from you and buy from your company versus all the other ones out there.
Speaker: Yeah.
Speaker: Because if you can't answer that yourself, then of course you're not going to be able to convey it to your customers.
Speaker: But yeah, speaking of emotion, how do you, what were some of the things that you do or, you know, that you consult on to build up this emotion and bring emotion into the deal and all that?
Speaker: So it's not just pure logic thing.
Speaker: So speaking of like,
Speaker: It depends what you're selling.
Speaker: Right?
Speaker: So like I sold a lot of loans and I enjoy selling the loan a little bit more actually, because I can create a little bit more emotion.
Speaker: Nobody gets emotional to saving 30 bucks, like 30 bucks a month.
Speaker: Like I, you know, I wouldn't miss that if it blew away in the wind.
Speaker: Right.
Speaker: Yeah.
Speaker: So what I found is creating the emotion in the actual principle of owning versus renting.
Speaker: Let me just use this example.
Speaker: Yeah.
Speaker: So I would, I sell, like I went through, I go through people's sales presentations a lot.
Speaker: When I go out, we consult, we say, give us your sales pitch and presentation so we can actually pick it apart.
Speaker: And the most common thing I see is people go through this PowerPoint, they explain solar one-on-one, they talk about their, you know, the rates going up and then they talk about how they can get a fixed rate and they can own their power and then they go over the numbers and it's just a simple, basic, like everybody else does.
Speaker: My sales presentation is very different.
Speaker: I just simply go through a question train.
Speaker: I go, you know, so Taylor, why'd you buy your house instead of rent?
Speaker: Like, why do you own the house?
Speaker: Because I like owning my stuff and it's like almost the same price.
Speaker: Give me a real answer.
Speaker: Come on.
Speaker: It's almost the same price.
Speaker: But like, no, but that makes no sense.
Speaker: Like, why would you really own your house?
Speaker: Come on, man.
Speaker: Like, think back to renting.
Speaker: You're paying every month in rent.
Speaker: Why'd you pay to own it?
Speaker: I just thought, well, if I'm going to pay every month, I guess it makes sense to pay towards something that I'm owning.
Speaker: And why is that smart?
Speaker: Like, why is that smart?
Speaker: Come on.
Speaker: Because I'll own it.
Speaker: Like, I'll get to stop paying someday, hopefully.
Speaker: So you're going to live in here for 30 years, probably?
Speaker: You're committed.
Speaker: Yeah.
Speaker: Yeah.
Speaker: Well, we'll see unless I move.
Speaker: Okay.
Speaker: So you're probably going to move like the industry average is seven years in their home.
Speaker: Yeah.
Speaker: So you're an idiot.
Speaker: You signed a 30 year loan, even though you probably aren't going to be here.
Speaker: Whoa, whoa.
Speaker: You're calling me an idiot, man.
Speaker: I don't want, I don't want you to my house.
Speaker: Well then why'd you do it?
Speaker: Why'd you do it?
Speaker: Um,
Speaker: Just cause I don't know.
Speaker: That's what my, that's what I've been taught.
Speaker: My parents, like my parents bought, my grandparents bought.
Speaker: Check this out.
Speaker: So this is good.
Speaker: This is good.
Speaker: Cause you probably don't even see it this way.
Speaker: This is why my sales presentation is so much different than everybody else.
Speaker: I'm putting pause.
Speaker: Hold on.
Speaker: Okay.
Speaker: The reason I'm doing this is because most solar sales guys can't even effing do this and it blows my freaking mind.
Speaker: And so I'm like, if you're listening to this, here's your first step of training.
Speaker: Okay.
Speaker: Um,
Speaker: So this is where most Americans answer the way that you just did.
Speaker: I don't even know why, just because that's what I was supposed to do.
Speaker: That's the American dream, I guess.
Speaker: I'm like, you don't even know logically why you bought your damn home versus rented a home.
Speaker: Like, why are you owning a home, you idiot?
Speaker: Yeah.
Speaker: No wonder you'll never go anywhere in life.
Speaker: You just did it.
Speaker: But what they don't realize is the financial benefits of owning a home.
Speaker: So do you buy a home to save money?
Speaker: No, no.
Speaker: Maybe you save money on your mortgage and your rent, but most likely you're probably paying a little bit more, right?
Speaker: Yeah.
Speaker: But why do you do it?
Speaker: Do you do it to, to pay it off over 30 years?
Speaker: No, most people don't live in their home for 30 years.
Speaker: So why do you do it?
Speaker: So you can own your stuff?
Speaker: No, that's stupid.
Speaker: Like, okay, I own it.
Speaker: That doesn't change anything.
Speaker: It doesn't change anything if I rented it or own it.
Speaker: It gives you equity.
Speaker: There you go.
Speaker: Ah, you finally found it.
Speaker: Okay.
Speaker: So I'm doing this because I want to give them the shovel.
Speaker: I'm like, you dig the hole.
Speaker: I'm not going to dig for you.
Speaker: I want them to think.
Speaker: The problem is I'm too lazy to dig.
Speaker: So I'm just going to ask you really, really good questions and make your brain actually hurt.
Speaker: And this is more of a challenger sale approach because I want you to be the one that has to think.
Speaker: And so they start thinking.
Speaker: They're like, well, why do I own my house?
Speaker: Oh, so for equity.
Speaker: Like, what does that even mean, equity?
Speaker: Like equity.
Speaker: So you want it for equity.
Speaker: What is that?
Speaker: That is the ownership in your house.
Speaker: Okay.
Speaker: So when do you actually, so when do you make money owning real estate?
Speaker: Like when you own it, something, when do you make money?
Speaker: If you sell it, if you sell it, Oh my goodness.
Speaker: So let's talk through a couple of things that you're missing.
Speaker: Do you think your home value over time goes up or down?
Speaker: What have you noticed in California over the last 10 years?
Speaker: Up goes up.
Speaker: Great gold mines out here.
Speaker: Oh, so if you bought a house 10 years ago and you just paid towards it, the same amount of money you would have been paying towards rent and then you sold it today.
Speaker: What happened?
Speaker: It appreciated, right?
Speaker: Make more money.
Speaker: Yeah.
Speaker: Oh, let's say that's cool.
Speaker: Let's say it doesn't appreciate at all.
Speaker: It just stays the same.
Speaker: Every time you make that payment, it goes towards equity.
Speaker: So when you sell it in five years, what are you going to do?
Speaker: Like what happens?
Speaker: I'll get my money back.
Speaker: You get your money back when you spend it.
Speaker: So hypothetically you were spending the same amount of money in rent.
Speaker: What happens if you rented for five years and then you move?
Speaker: i get nothing back okay that's true so what does this have to do with solar sam what do you get in there so what happens is the same effing thing so so once i okay so pause okay once i let the light bulb click and it goes ding and they they usually when i walk them through all these questions they go they usually bring that up so what do you like
Speaker: Oh, and they go like this.
Speaker: Oh, so this is like the same thing.
Speaker: I'm like, oh yeah, yeah.
Speaker: Nice.
Speaker: So you already made the decision.
Speaker: It's probably a little.
Speaker: I mean, you tell me based on the same thing, you own your house.
Speaker: If you were to own your power and sell in five years, what do you think happens to your solar panels?
Speaker: Do you think they go up or down in value?
Speaker: I don't know.
Speaker: down.
Speaker: Do they go up?
Speaker: I don't know.
Speaker: What happened to your house?
Speaker: It went up.
Speaker: So, okay.
Speaker: So what if newer technology comes out, Sam?
Speaker: What if newer?
Speaker: We're not talking technology.
Speaker: It doesn't matter.
Speaker: We're talking your house.
Speaker: Oh, then yeah.
Speaker: Up goes up.
Speaker: Okay.
Speaker: So what happens when you move in five years, you've been paying towards these panels every month and you move.
Speaker: What happens?
Speaker: They would go up to you get to sell the panels and you get to pull the money out of them.
Speaker: Does that make sense?
Speaker: Okay.
Speaker: So you're telling me if I did this, I'd be owning my panels up there and then it's going to help me sell my home from work.
Speaker: Yeah.
Speaker: Because don't, aren't they worth something?
Speaker: Yeah.
Speaker: Yeah.
Speaker: I mean, I would guess so.
Speaker: It's like putting a power plant on my house, right?
Speaker: Yeah.
Speaker: So yeah, you tell me, yeah, it's not, I mean, that's, that's a good way to put it.
Speaker: So if you were to rent your power for the next five years and move, where would all that money be?
Speaker: Well, I guess it'd be the electric company.
Speaker: I don't get any of it.
Speaker: Just like you told me how it's really smart to own your house.
Speaker: That's probably why you bought it.
Speaker: And really the trigger here is when you sell.
Speaker: So that's like the good thing.
Speaker: So if you sell in three years, five years, that's even better.
Speaker: Um, cause that's when you get to pull your money out.
Speaker: The guest part, the best part about this, ready?
Speaker: What were you, what would you tell me if the government paid for 30% of your house when you bought it?
Speaker: What if they put the 30% down payment?
Speaker: What would you do?
Speaker: I'd say you're crazy.
Speaker: That'd be awesome.
Speaker: That'd be awesome.
Speaker: Yeah.
Speaker: I probably turn around and sell it tomorrow just to pull that equity out.
Speaker: Right.
Speaker: Oh, heck yeah.
Speaker: That's true.
Speaker: I love that.
Speaker: Yeah.
Speaker: I mean, wouldn't I?
Speaker: Yeah.
Speaker: Well, that's the cool part about solar is they actually put the 30% in for you.
Speaker: They pay for 30% of it.
Speaker: Oh yeah.
Speaker: Cause you get a tax credit, huh?
Speaker: Yeah.
Speaker: So you get a buy low and you get a sell high.
Speaker: I don't know.
Speaker: You tell me.
Speaker: So that tax credit goes away and you got it now and you sell in five years when there's no tax credit.
Speaker: Mm-hmm.
Speaker: How's that a better situation?
Speaker: Yeah, that's a good point.
Speaker: I didn't think about that.
Speaker: But Sam, what if people don't want what if the people don't want solar?
Speaker: They want to buy my house, then what?
Speaker: No, it's not about solar.
Speaker: Do they want power?
Speaker: Yeah, yeah, I'm sure they want power.
Speaker: Okay.
Speaker: What if they don't want solar on the house?
Speaker: Who doesn't want solar on the house?
Speaker: Like, what do you mean?
Speaker: Like, I don't know what if they don't like solar don't like the way it looks up there or something and they don't want solar.
Speaker: Well, everybody in, let's say, what do you mean?
Speaker: It's a law, like the law of California is to put solar on every new build.
Speaker: It's not like a like or dislike.
Speaker: It's like, what if I don't like pipes on my roof?
Speaker: They're not going to just not buy your house.
Speaker: If they don't like it, they won't buy your house.
Speaker: What if they don't like the paint color?
Speaker: What if they don't like your fireplace?
Speaker: That's true.
Speaker: They don't buy your house.
Speaker: What if they don't like your garage, the shape of it?
Speaker: Yeah.
Speaker: If they moved in, though.
Speaker: You know what I mean?
Speaker: If they don't like the shape of your bedroom or your shower.
Speaker: That's true.
Speaker: Okay, then they don't buy your house, and somebody that does like it buys your house, you idiot.
Speaker: Yeah.
Speaker: Like, why are we even having this conversation?
Speaker: But you tell me, dude, like, so if you like power, don't you like the lights on?
Speaker: Yeah.
Speaker: Yeah.
Speaker: I love power.
Speaker: Okay, cool.
Speaker: Power and my Xbox.
Speaker: Yeah.
Speaker: So you got your Xbox and your TV and this and that.
Speaker: Like, so do you think every new buyer that's going to buy your house is going to want power?
Speaker: Yeah.
Speaker: Unless they're Amish.
Speaker: But yeah, I mean, I would assume so.
Speaker: Do you think everybody that buys your house wants to save the most amount of money possible?
Speaker: Yeah.
Speaker: I mean, I don't know.
Speaker: Unless they're idiots in love, just like throwing money in the toilet.
Speaker: Yeah.
Speaker: Yeah.
Speaker: So do you think they'd want to buy your house over every other house because they get to save a lot more money and it's, they need power.
Speaker: Yeah, I see what you're saying here.
Speaker: You tell me, but if it doesn't make sense, then tell me.
Speaker: I've done this a lot, and there's a lot of solar up here, and I think those guys are pretty smart.
Speaker: That's why Google, Ikea, Apple, and all these other places are putting solar on this.
Speaker: They're just trying to make the real estate a little bit more desirable.
Speaker: help the planet but i don't know you i mean you seem like a smart guy so you tell me like don't you think it'd sell a little bit faster just because you have solar yeah yeah i see what you're saying makes sense makes sense but my question is sam like there's a lot of people selling solar why should i like shouldn't i go like shop around a little bit make sure i'm getting the best deal possible so it's all the same like you can buy it from me or you can buy it from anybody i don't care
Speaker: Okay.
Speaker: It's, it's, they're panels, dude.
Speaker: They're like little black sheets of glass that converts sun power into like normal power.
Speaker: Like, that's true.
Speaker: We all just have different shirts on.
Speaker: We're buying it from the same place.
Speaker: We're using the same banks.
Speaker: We've got the same stuff.
Speaker: Like you could, but do you like me?
Speaker: Yeah.
Speaker: Okay.
Speaker: Then get it from me.
Speaker: So you don't have to go through this damn process over 50 times.
Speaker: Do you really want to go through this stupid, like back and forth 30 times?
Speaker: No, that's true.
Speaker: Okay.
Speaker: Let's just do it.
Speaker: Okay.
Speaker: Okay.
Speaker: Gotcha.
Speaker: That's clever, man.
Speaker: I like the questions.
Speaker: So I'm not selling.
Speaker: What am I doing?
Speaker: You're just backing them into a corner.
Speaker: So they have to like admit that it's the best thing.
Speaker: So how is this some buying emotionally?
Speaker: How am I building emotion?
Speaker: And this is one way.
Speaker: There's 30 different ways I could teach this, but why is this building emotion?
Speaker: Well, you're basically making them feel stupid to like not do it.
Speaker: Yeah, I'm making them emotionally attached to them, their pride.
Speaker: Yeah.
Speaker: Like if I don't do this, I'm going to look like the biggest idiot.
Speaker: Yeah.
Speaker: So I'm building.
Speaker: So this, this approach is basically saying, here's your shovel.
Speaker: You dig.
Speaker: I'll stand up here and kind of just like watch and be like, okay, how's it down there?
Speaker: Is it in that hole that you just dug?
Speaker: Good luck getting out of that one.
Speaker: Exactly.
Speaker: And it's not deceiving.
Speaker: It's just, it's a smarter way to sell.
Speaker: It takes a little bit more sophistication.
Speaker: Yeah.
Speaker: But it's, there's good question tracks that I think here's where most solar guys are.
Speaker: They're solar presenters and they're like, look at all this awesome information.
Speaker: And there's no emotional attachment or pride and ownership that this customer gets to take.
Speaker: Therefore, they don't buy.
Speaker: They're like, oh, thanks for the awesome information.
Speaker: It sounds really good.
Speaker: And obviously, I got to like save money, but I'll shop around.
Speaker: If I just dug you, you just dug this big hole.
Speaker: It's hard for you to be like, well, the only thing you would say is, well, I know I now want solar.
Speaker: Do I get it from you or not?
Speaker: And that's a whole nother conversation we could dive into.
Speaker: So, yeah.
Speaker: Okay.
Speaker: That's money, man.
Speaker: Yeah.
Speaker: I don't think there's too many people doing it like that.
Speaker: So is that like your exact, if you're closing, that's basically exactly what you're saying at home.
Speaker: No, that's how I start my conversation.
Speaker: Like, it's like literally the beginning of my presentation is,
Speaker: Screw the proposal.
Speaker: I just start.
Speaker: That's like, they think I'm building rapport, but in reality they're digging a shovel.
Speaker: Yeah.
Speaker: That's like my rapport building.
Speaker: Yeah.
Speaker: Like, oh, this one's beautiful.
Speaker: Like how long you guys owned it?
Speaker: Oh, why'd you buy it?
Speaker: And I just, I started rebuilding them into this trap and they're like, oh,
Speaker: I didn't even realize I was going, I thought I was talking about like my beautiful home.
Speaker: And now all of a sudden I'm like telling you why owning is so much smarter, so much better.
Speaker: And then I'm like, oh, well, anyway, that's exactly what I'm doing.
Speaker: That's awesome.
Speaker: I love it.
Speaker: I love it.
Speaker: So you think that's, do you think that's more, uh, you think more deals are being missed because of that then like knowing all these closes, cause you have your whole book that have probably has a hundred closes in it and all that.
Speaker: But yeah,
Speaker: I think that's probably more the basis to just building emotion.
Speaker: So yeah, so you don't have to go through 20 closes, right?
Speaker: Yeah, exactly.
Speaker: So like all the book is on is all these closes, right?
Speaker: So I go through the stack clothes.
Speaker: I go through all like all these different closes and they're really good and you have to have them in your quiver.
Speaker: But the problem is, if you suck at creating emotion, you suck at presenting, you suck at building value, you can have all the best closers in the book.
Speaker: And they'll still be like, uh, nope.
Speaker: So my thing is, yeah, I have a book on closing, but I should write a book on presenting.
Speaker: I know, seriously.
Speaker: It's like learn the layup before you try to shoot half-court shots.
Speaker: Yeah.
Speaker: We'll make 100 layups.
Speaker: Yeah, a lot of people think like, oh, I studied this closing, but that's why I kind of diverted back in this podcast to like, dude, like get better at putting trust and emotion together because it's going to make closing really easy.
Speaker: It's going to be like, yeah, all right, let's let's the transition is simply now.
Speaker: Yeah, no, it's true.
Speaker: I don't even say anything.
Speaker: I'm like, so you tell me like you could keep paying the power company.
Speaker: I don't know.
Speaker: You pick option A, do nothing.
Speaker: Option B, I mean, it sounds like you kind of told me option B makes a lot more sense, but I mean, you tell me like, I don't know.
Speaker: should you do it?
Speaker: You could have the worst clothes in the planet and then be like, uh.
Speaker: Some people out of pride are going to still be like, well, uh, it's like, okay, if you don't do it, now you're just an idiot.
Speaker: Yeah.
Speaker: So what do you say?
Speaker: Like, what do you say?
Speaker: Like, Sam, I need to think about it.
Speaker: Like, this all sounds awesome.
Speaker: Sounds, sounds like a no brainer.
Speaker: But like, that's our rule is we always think about things.
Speaker: But yeah, you're right.
Speaker: I get what you're saying and all that.
Speaker: Oh, I want you to freaking think about it, dude.
Speaker: Like, I'm just going to get a 90% yes today.
Speaker: I'll let you take that 10% that you're kind of like, oh, it just happened.
Speaker: That's cool.
Speaker: Like, you got about a month before this thing gets on your roof, dude.
Speaker: Like, you got 10.
Speaker: Let's get a 90% yes today.
Speaker: And then 10% is going to just figure itself out.
Speaker: Call me, ask questions, research.
Speaker: I'll send you all the stuff.
Speaker: But, like, we're going to get all the process started today, man.
Speaker: Yeah.
Speaker: Okay.
Speaker: Okay.
Speaker: So you're telling me if I'm 90% yes.
Speaker: And then I decided that I don't want to do it later.
Speaker: Then that's fine.
Speaker: That's fine.
Speaker: I don't want it.
Speaker: Like at the end of the day, I'm not going to like twist your arm.
Speaker: Like, you know, it's a good thing.
Speaker: You just need to sit on it for a second and let that soak in.
Speaker: You just, this is the first time you've really like had your mind blown.
Speaker: It's okay.
Speaker: I melted your mind.
Speaker: I get it.
Speaker: It's got to like kind of reconfigure itself back together.
Speaker: Like that's fine.
Speaker: It's pretty normal.
Speaker: Yeah.
Speaker: All right.
Speaker: Sounds good, Sam.
Speaker: Let's do it.
Speaker: I like that, man.
Speaker: Yeah, I like that.
Speaker: I need to take your word tracks.
Speaker: We got to get like a script or something.
Speaker: Just take your word tracks.
Speaker: That's why you got the university, man.
Speaker: So that's why, that's why guys go from 15, 0 for 15 to 11 for 15 is they copy my word tracks and how I do it.
Speaker: And yeah, it's definitely like a big thing.
Speaker: Why the solar training, the solar training in the university is better than probably all the other industries.
Speaker: I'm the one that put it together and I felt like my solar presentation was so unique where most people are taught the same stuff.
Speaker: And it's just like,
Speaker: It's so boring, dude.
Speaker: I've been in solar demos and I'm like, I think I took a nap.
Speaker: There was a part in there where I dozed off.
Speaker: Yeah, I know.
Speaker: Exactly.
Speaker: Yeah, but I think that's what you're saying is just get back to the fundamentals because like on this podcast, we're teaching our solopreneurs to get leads online, to do all this fancy stuff with technology, but none of that stuff even matters.
Speaker: Fancy stuff online.
Speaker: Let's get leads.
Speaker: I'm all about leads.
Speaker: Let's go to the house.
Speaker: If you can pay all this money to get leads and you can't go and close them and you go 0 for 15 like that one guy did,
Speaker: Exactly.
Speaker: Good on you.
Speaker: You still got to go sell them.
Speaker: It's so funny.
Speaker: People are like, I'm a magician marketer.
Speaker: That's phenomenal.
Speaker: I know.
Speaker: Selling the leads to somebody else that can close.
Speaker: Yeah.
Speaker: Very unphenomenal when you're the solopreneur that sucks at closing.
Speaker: So good on you.
Speaker: I know.
Speaker: Yeah, it's true because, yeah, my buddy James is on this podcast too.
Speaker: He has a whole program.
Speaker: And in the past, he was teaching people how to like build funnels and get leads online.
Speaker: But then guess what?
Speaker: All these people that couldn't even close were trying to do all this stuff.
Speaker: And it's like, dude, go figure out how to present and close before you try and get leads.
Speaker: Yeah.
Speaker: I want leads, baby.
Speaker: It's like, no, leads aren't deals.
Speaker: Online deals don't come through.
Speaker: People aren't like clicking through qualification process and closing themselves.
Speaker: They're not like click, click.
Speaker: Oh, I signed this loan or this PPA.
Speaker: Like, oh, that makes sense.
Speaker: This 35 page document.
Speaker: Oh, a net meter agreement.
Speaker: Yeah, I'll fill that out real quick.
Speaker: Yeah.
Speaker: Sorry, you got to walk them through it.
Speaker: Let's do it.
Speaker: Oh, yeah, yeah.
Speaker: That's so true.
Speaker: Anyway.
Speaker: Well, that's awesome.
Speaker: Well, thanks for getting us back to the basics.
Speaker: I think, yeah, really, that's the most important thing.
Speaker: Learn how to present.
Speaker: And then once you learn how to present effectively, then go get Sam's book and learn the 100 closes.
Speaker: Go through 100 closes if you need them.
Speaker: But yeah, I think that's money.
Speaker: So thanks for bringing us back to that, Sam.
Speaker: And I know we'll let you get your Memorial Day pretty soon here.
Speaker: But just on the last thing I wanted to ask you is about referrals.
Speaker: I think that's a big thing.
Speaker: And I've seen you do some training.
Speaker: So when you consult, what are some effective ways you see to get referrals from these customers?
Speaker: The biggest, baddest point on that.
Speaker: Ready?
Speaker: Okay.
Speaker: I don't know if everybody's ready for it.
Speaker: Ready?
Speaker: Okay.
Speaker: Ask for them.
Speaker: Oh.
Speaker: You're making us go basic again.
Speaker: So step one.
Speaker: But there is a psychology.
Speaker: So the flow is, you know, you've got to get them a state of appreciation.
Speaker: Say, hey, like, what was the reason you went for solar today?
Speaker: Or why did you get solar?
Speaker: What are you most excited about?
Speaker: And then ask him for help.
Speaker: Be like, hey, can I ask you to help me out for a second?
Speaker: There's something you can really do to help me out.
Speaker: I know we've made this happen, and I'm grateful that you went solar.
Speaker: Did you freeze?
Speaker: So get them in a state of appreciation and then ask for help and then bring up your program.
Speaker: So you have a program that's 20 cents for everyone.
Speaker: whatever the program is and then you know brainstorm with them and I found that if you're like hey do you know anybody like that's a no yeah if you get more specific on hey who do you like who do you know that just moved into a new home that lives within about two miles or like now I'm like very specific hey who do you know that has brown hair that often wears blue jeans
Speaker: okay i'm like oh tiffany she always wears blue jeans okay tiffany's a good one let's go up to tiffany because the more specific you get with like who do you know that the more likely they will think of an actual person and then they'll give you that person so that's my two cents on the yeah okay and then i saw you did a training once where you're like
Speaker: you know your wallet full of twenty dollar bills or something like that and yeah they say let's make a list something like that and then give them 20 bucks for when you write down yeah i like that idea or every 10 or whatever you want to do like that could be the program so you create a program that's fun that helps them yeah love it that's awesome oh cool well
Speaker: Yeah.
Speaker: Thanks for getting us back to the basics.
Speaker: I think that's the biggest thing.
Speaker: Get good at presenting and then just ask for referrals.
Speaker: Don't take the half court shots.
Speaker: Learn to make the layups before you get into all that fancy stuff.
Speaker: So Sam, thanks for taking us back to the basics.
Speaker: Thanks for reminding us of a lot of things we should be focusing on here.
Speaker: I know it's easy to get distracted.
Speaker: You see all these marketers, the bold headlines and
Speaker: all these, you know, chat bot strategies and whatnot.
Speaker: But I think it's just, you know, most important thing getting back to the basics.
Speaker: So with that being said, yeah, love that you came on the show to share that with us, Sam.
Speaker: And where can people find out more about what you're doing?
Speaker: And you've mentioned your programs a lot and give us a little, you know, tell us what you got coming up.
Speaker: So we have a boot camp.
Speaker: It's every other month.
Speaker: The next one is June 21st and 22nd.
Speaker: You have September 9th and 10th.
Speaker: Those are for the business owners, like the solopreneurs.
Speaker: This would be a two-day event that we dive into.
Speaker: We lift up the hood.
Speaker: It's very intimate.
Speaker: Usually you have about 10 to 20 people in those.
Speaker: You have DDDCon coming up January 16th through the 18th.
Speaker: So that's a big one.
Speaker: We just signed a... Hey, I'll announce it on yours.
Speaker: If people make it to a minute...
Speaker: 70 on this podcast or whatever Tim Grover we just signed for oh Tim Grover I hope you stood
Speaker: um better not be offended by f-bombs i know dude he's a stud i mean hey we thought jordan belford last year was gonna be an f-bomb king like yeah he actually wasn't bad he wasn't bad i told him in the backstage i was like dude jordan my mom's in the crowd oh okay oh it was awesome oh your mom's here i'm like yeah thanks man
Speaker: Anyway, so that's a big one.
Speaker: But the dddexperts.com or follow dddexperts or the same taggart on Instagram, Facebook.
Speaker: So those would be kind of the easiest ways.
Speaker: The same taggart or dddexperts.
Speaker: And we're always putting out content.
Speaker: So you can find us on YouTube.
Speaker: We have a cool YouTube blog and channel and the podcast, dddpodcast is a good one.
Speaker: You know, so...
Speaker: Anyway, those are just a few if people are trying to figure out and learn more.
Speaker: We have the university where we help companies film, edit, co-create their platforms.
Speaker: Awesome.
Speaker: So it's pretty cool.
Speaker: Yeah, he's got a ton of stuff, so definitely check out what Sam's doing.
Speaker: And if you're not part of his group, is the group still called Can't Knock This?
Speaker: No, it's D2D Tribe.
Speaker: We kind of rebranded it.
Speaker: D2D Tribe.
Speaker: Okay.
Speaker: but yeah it used to be called can't knock this which still is catchy original yeah i like that still still solid but um no one sticks in your brain more but that's all right he did each other it's good so yeah if you're not part of that there's money conversations going on in there so definitely go be part of that and um yeah i think that's about it any any uh final advice you want to give for our solar preneurs here before you say goodbye to him
Speaker: There's no substitute for hard work guys.
Speaker: It's, it's go hustle.
Speaker: Like I think a lot of people, they think I'll make some online funnel that just makes me millions of dollars.
Speaker: It's like, you still gotta go hustle.
Speaker: You still gotta go in the homes, ask for referrals, knock the doors around your leads, around your installs.
Speaker: Like,
Speaker: I think a lot of people, they just try to snap their fingers and become rich.
Speaker: And then the other one is don't get complacent.
Speaker: People are like, Oh, I sold one.
Speaker: I made four grand.
Speaker: And it's like, it's around for the next three weeks.
Speaker: And it's like, really?
Speaker: You idiot.
Speaker: So those are my two days.
Speaker: Yeah.
Speaker: Love it.
Speaker: All right.
Speaker: Well, Sam, thanks for being on the show and appreciate what you're doing.
Speaker: We'll definitely appoint guys your direction.
Speaker: Seem to add more value, value to them.
Speaker: And that being said, yeah, we'll talk soon.
Speaker: Thanks, Sam.
Speaker: Thanks, my man.
Speaker: Appreciate you.
Speaker: Yep.
Speaker: Take care.
Speaker: Wow, what another amazing episode of the Solarpreneur Podcast.
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.
Speaker: It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
Speaker: And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content
Speaker: It's going to impact you and help you take your sales game to the next level.
Speaker: See you guys in the next episode.
