Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
Speaker: What is a solopreneur, you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Speaker: What's going on, solopreneurs?
Speaker: I'm Taylor Armstrong.
Speaker: I'm your host.
Speaker: Welcome back to the Solopreneur podcast.
Speaker: Hope you're doing awesome.
Speaker: As usual, if you are new to the show, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: We're coming up towards the end of the summer.
Speaker: If you're watching the video version of this podcast, I've got my Utah hat on.
Speaker: I'm a Utah football fan.
Speaker: And matter of fact, this weekend, I'm actually going out to a little football game.
Speaker: So it's important to take some time, recharge, especially if you've been grinding hard all summer.
Speaker: Take a weekend off, go do something to reset and make sure to manage your pipeline.
Speaker: Get those installs in.
Speaker: That's what we're dealing with over here in San Diego.
Speaker: We got a ton of deals closed, a ton of sales, but now we need to make sure they're getting to install.
Speaker: So that's what I'm up to.
Speaker: Hope you had an awesome summer, closed a lot of deals.
Speaker: And if you didn't push hard, then disregard that.
Speaker: Keep grinding.
Speaker: Keep getting those deals.
Speaker: Keep serving families because that's what we're all about in the solar industry.
Speaker: So today's topic, I'm going to tell you about a little situation that came up last week at deal I closed.
Speaker: And before that, wanted to do our typical thanking for anyone who has shared the podcast, anyone who has spread the word means so much.
Speaker: And that is how we grow the show.
Speaker: So real quick, wanted to thank Sam Manley 904.
Speaker: He left us a great review over on Apple.
Speaker: He says top notch content.
Speaker: Just started in the solar industry and have been diving into this content.
Speaker: Super grateful for this podcast.
Speaker: Sam, appreciate the support and love that you're checking out the podcast.
Speaker: I wish I had this podcast when I was first starting out.
Speaker: And I know that's going to help you dramatically speed up the learning process and cut down some of that learning curve that it takes to master solar.
Speaker: And so today's episode, we're going to be talking about something called future pacing.
Speaker: And if you're not familiar with this, it is a NLP technique, neuro-linguistic programming, which for those who don't know what that is, that is like what Tony Robbins uses in his seminars.
Speaker: It's basically speaking things into existence.
Speaker: Some people call it like the mumbo jumbo, the woo-woo, all that stuff.
Speaker: But it's
Speaker: It does work.
Speaker: That's why guys like Tony Robbins use it.
Speaker: A lot of sales coaches, trainers, they all use this.
Speaker: And it's something that we can also use in our sales.
Speaker: So future pacing, just to give a little summary of what it is, it's basically when you're getting people to imagine something in their lives that's possible in the future.
Speaker: So in solar, we use it to help people imagine what their life would be like when they have solar versus how it is right now.
Speaker: A lot of ways we can use this in sales.
Speaker: So I'm going to tell you a story.
Speaker: The reason we're talking about this is because last week I had a customer out here, went to the door, got him on board.
Speaker: She signed up for solar, but she was pretty hesitant in the beginning.
Speaker: And the way I got her to actually pull the trigger on it is largely because I use future pacing.
Speaker: I got her to imagine what her life is going to be like with solar versus without.
Speaker: The reason it works so well in this particular situation is because this lady, she did not have a very high bill.
Speaker: So out here in San Diego, it's really easy to sell sometimes because people can save so much money compared to what they're paying the utility.
Speaker: Rates out here are literally like 40 to 50 cents most of the time per kilowatt.
Speaker: But besides that, it's terrible.
Speaker: Do not come out to San Diego.
Speaker: Selling sucks here.
Speaker: But you can save people a ton of money.
Speaker: But this lady, she didn't have a super high bill.
Speaker: And the issue was...
Speaker: She knew she can save money with solar, but she told me, she says, Taylor, I want solar, but I also want enough to power an EV.
Speaker: I want to get an EV soon.
Speaker: I want to get my Tesla or I don't know if that's what car she was getting, but she's planning on getting an EV.
Speaker: So she needed way more power than what she's currently using.
Speaker: And she needed an EV charger.
Speaker: And on top of that, she also needed to upgrade her main panel, her electric panel outside to be able to, you know, support the intake of energy and be prepared for her EV.
Speaker: So all these things considered, if we're going to give her way more power, if we're going to put in an EV charger, if we're going to replace her panel, then all of a sudden she's not really saving money compared to her bill.
Speaker: So I explained this to her and she was disappointed.
Speaker: She's like, well, I want solar, but it's really important.
Speaker: I want to save money.
Speaker: Like, OK, well, we can do that.
Speaker: But keep in mind, it's just we can't have both the benefits like you can save money or we can do this.
Speaker: We can get you everything.
Speaker: So it was just creating some conflict in her head.
Speaker: She was starting to overthink it.
Speaker: And then I decided, you know what?
Speaker: She obviously wants to go slower.
Speaker: She wants all these things added.
Speaker: I just need her to forget about that.
Speaker: She's not going to save money because most of you've heard the more options you give people, sometimes they just get overwhelmed.
Speaker: So my opinion, you need to keep it simple.
Speaker: You need to be the doctor that's diagnosing their problem and really help them make a decision and see the benefits on what they want.
Speaker: So she wanted to have the power.
Speaker: She wanted to be able to run more AC.
Speaker: And so that's when I knew, okay, I don't need to sell her on saving money.
Speaker: I need to sell her on how she's going to be more comfortable in the future, how it's going to be so nice to have that Tesla charged up, going to have the coolest vehicle on her block, not going to have to pay for gas.
Speaker: So that's what I did.
Speaker: I started telling stories around this and I started getting her in that future pacing mindset.
Speaker: So that's the takeaway, especially for those that aren't in high money saving markets.
Speaker: We're fortunate to be like that here in most of California and San Diego especially.
Speaker: But if you are not in these markets where people save a ton of money, you need to just hammer this like crazy.
Speaker: Get people to see how their lives are going to be impacted by having solar panels.
Speaker: How it's going to be so nice to be able to run that extra AC.
Speaker: So think of all those emotional benefits.
Speaker: Because when people can tie the emotion into solar, which a lot of times can be tough to make people see the emotions, just solar panels, right?
Speaker: But the more you can create that emotion, the more it's going to lead to feelings.
Speaker: And when people have feelings about something and you can tie emotion into it, it leads to the big S word, cells.
Speaker: You want those cells, baby.
Speaker: So that's what you need to do.
Speaker: Wanted to take a quick second and introduce you to our sponsors, Pi Syndicate.
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Speaker: So if you're anything like me, you're making great money in solar, but you don't know what to do with it.
Speaker: Go book a call with these guys today.
Speaker: They will give you a free money evaluation and tell you how you can invest your money, tell you what to do with it, and make sure you are not letting that hard-earned solar money go to waste.
Speaker: So go down to the show notes, book a call with them today, and get the help you need for your future money.
Speaker: Okay, and so there's two ways you can do this.
Speaker: Number one, you can use it in the positive.
Speaker: So future pacing in the positive is just painting that picture for him.
Speaker: Hey, Karen, imagine how it's going to be so nice.
Speaker: Next summer, you're going to be sipping your lemonade.
Speaker: You're going to be in a nice cool room.
Speaker: You're not going to have to stress about anything.
Speaker: It's going to be nice, huh?
Speaker: And then you're going to be able to have that peace of mind that your bill is not going to go up like crazy in the summer and just be able to relax, have that PC and turn those fans on.
Speaker: So that's an example of how you can use future pacing in the positive.
Speaker: What can be even more powerful is using future pacing in the negative sense.
Speaker: So what I mean by that is really getting people to understand what they're going to lose out on if they don't take advantage of your offer, of your opportunity.
Speaker: Some of you have probably heard the fear of loss is greater than the desire for gain.
Speaker: And really, if you think about it,
Speaker: Probably most of the times you've acted in your life is because you're afraid of losing out on something.
Speaker: Think of Black Friday.
Speaker: Why does it work so good?
Speaker: It's because people are afraid of losing out on that deal.
Speaker: They don't want to miss the deal.
Speaker: People buy all this junk they don't even need because they want the deal.
Speaker: They don't want to lose out.
Speaker: So same thing, if you can create this in your sales, it's going to be that much more powerful.
Speaker: So how do you do the future pacing in the negative sense?
Speaker: You get people to think of the worst case scenario.
Speaker: So for example, Mr. Customer, imagine it's the year 2030.
Speaker: You're sitting in your house, you're sweating your tail off, and you can't even turn off the fan because it's too expensive.
Speaker: How would you feel?
Speaker: Probably pretty hot, right?
Speaker: So that's what we're doing with solar.
Speaker: We're actually trying to get people away from some of these negative outcomes that they're seeing from SDG&E, which is the utility company out here.
Speaker: Insert your utility.
Speaker: And so really just brainstorm the negative effects of not going solar.
Speaker: What are all the things that they're not going to be able to take advantage of?
Speaker: What are the negative results that are going to come as an effect of them not going solar?
Speaker: Another one out here in California, they're banning all gas vehicles in 2035, at least to sell them, right?
Speaker: So by 2035, everyone in California here, they have to buy an electric vehicle.
Speaker: And so that's another thing you can put in people said, hey, Mr. Customer, did you hear about the news in 2035?
Speaker: We all have to buy electric vehicles.
Speaker: Crazy, huh?
Speaker: So imagine it's that point and we all have to charge our vehicles at home.
Speaker: It's going to be crazy expensive.
Speaker: Can you imagine?
Speaker: So what's cool about this is we're preparing for that.
Speaker: We're future proofing your home so you don't have to pay those steep charging prices when you guys do get an EV in the future because it's only a matter of time.
Speaker: So that's one kind of specific California.
Speaker: So start to think of ways you can use this.
Speaker: And then a powerful way I like to combine both of these future pacing techniques is just use it interweaving names in there.
Speaker: So throw in names.
Speaker: Hey, and so a lot of us know, like Phil felt found.
Speaker: This is how your neighbor.
Speaker: I understand this is how your neighbor felt.
Speaker: So if you can combine the future pacing with, hey, your neighbor, Joe, he was the same way, but he started thinking about the future, just how he's always hot, how he has to sleep naked at night and run the fan on him just to be comfortable to sleep.
Speaker: So that's what he wanted to get away from.
Speaker: So this is what we're doing with people.
Speaker: So it makes it so much more powerful.
Speaker: Throw in some names, get them to think that worst case scenario.
Speaker: And that's how you are really going to start dominating this game.
Speaker: So if you want to know more about this future pacing, I first heard about it from Jordan Belfort.
Speaker: Go read his book, Way of the Wolf.
Speaker: I also bought one of his online programs, which I think I bought it on a Black Friday deal.
Speaker: I had the fear of loss missing out.
Speaker: So I went and bought it.
Speaker: He's using future pacing on me.
Speaker: and start to recognize these things.
Speaker: As you see ads online, as you hear other people sell, you'll start to see a lot of these techniques used.
Speaker: So hope this helps.
Speaker: Go utilize this today.
Speaker: Use it in your closes.
Speaker: Use it as you're setting appointments.
Speaker: And remember, get out there, work hard, take advantage of the solar industry because it might not be here forever.
Speaker: So we'll see you guys on the next one.
Speaker: Thanks for listening to the show and appreciate you.
Speaker: Peace.
Speaker: What's up, solarpreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solapreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
