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From Setter To Closing 200+ Deals In Less Than A Year - Kade Hillstead
127 Plays2 years ago
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Guest Introduction: Cade Hildstead
00:00:42
Speaker
Okay, what's going on?
00:00:43
Speaker
I'm excited today.
00:00:44
Speaker
We're back with another amazing episode and we've got someone that is crushing it lately on the podcast.
00:00:51
Speaker
I worked with this guy for a while and he's come a long way closing a ton of deals.
00:00:56
Speaker
So we've got Mr. Cade Hildstead coming on the podcast.
00:00:59
Speaker
Thanks for coming on today with us, Cade.
00:01:01
Speaker
Yeah, absolutely.
00:01:02
Speaker
I appreciate you having me on, Taylor.
00:01:03
Speaker
It's a pleasure.
00:01:04
Speaker
Yeah, it's going to be a good time.
00:01:05
Speaker
And we're going to be jamming on what he's doing, closing deals.
00:01:09
Speaker
He's been able to ramp up his deals, doing 25 to 30 deals, pretty consistent right now on pace for what, like around 300 or so this year?
00:01:19
Speaker
Is that what you're saying?
00:01:20
Speaker
I'm closing in on 260 closed deals here today.
00:01:23
Speaker
Filming, what is it today?
00:01:24
Speaker
August 17th or something.
00:01:25
Speaker
Hopefully we'll get close to 400.
00:01:28
Speaker
That's the goal.
00:01:29
Speaker
Yes, sir.
00:01:30
Speaker
So absolute insanity.
00:01:32
Speaker
And he is working with...
00:01:36
Speaker
with Travis Hartman, Ricardo Richie out here.
00:01:39
Speaker
He is managing a team for Momentous Solar and just incredible what you guys have been able to do.
00:01:45
Speaker
So we'll get into all that.
00:01:46
Speaker
But yeah, do you want to give us just like maybe a little reader's digest on your background?
00:01:50
Speaker
How you got into solar?
Cade's Sales Journey: From Hesitance to Success
00:01:51
Speaker
I know you had a pest control background.
00:01:53
Speaker
Yeah, I did.
00:01:54
Speaker
I started out in pest control.
00:01:55
Speaker
I actually had a buddy from my mission.
00:01:58
Speaker
So my mission down in Brazil, I had a buddy from my mission.
00:02:00
Speaker
They recruited me out to sell pest control.
00:02:02
Speaker
I was kind of hesitant to go into door-to-door sales, to be honest with you.
00:02:05
Speaker
I don't really feel like I've historically been that intrinsically motivated by money in and of itself, but I've kind of become more that way for better or worse over the time just being in the industry, probably for better.
00:02:15
Speaker
But yeah, I just saw what he was able to do in the pest control industry and the type of money he was making.
00:02:21
Speaker
And more than anything, it was just competition.
00:02:23
Speaker
I felt like I could go out and...
00:02:25
Speaker
and do well.
00:02:26
Speaker
So he brought me out.
00:02:27
Speaker
I went out and sold pest control in Virginia and Nashville my first summer.
00:02:30
Speaker
Did pretty dang well.
00:02:32
Speaker
Decided to come back for a second year and brought a pretty decent sized team out.
00:02:37
Speaker
So I was down in Orlando and had a pretty solid summer.
00:02:41
Speaker
Then I was actually getting pretty done to finishing up college.
00:02:44
Speaker
So I was kind of looking at possibly moving into more of a normal career.
00:02:49
Speaker
Getting a real job.
00:02:50
Speaker
Getting a real job.
00:02:51
Speaker
Exactly.
00:02:52
Speaker
Until now we are still real jobless.
00:02:54
Speaker
So
00:02:55
Speaker
Yeah, that's a good thing.
00:02:55
Speaker
But yeah, I had a couple of buddies and I'd heard of Ricardo just having sold it to this company EcoShield that he had sold out for a while and got on a call with him and ended up coming out.
00:03:05
Speaker
And that was last year, about a year and three months ago or so that I've been in the solar industry and just kind of running with that.
00:03:11
Speaker
Yeah, it's awesome.
00:03:13
Speaker
We actually worked together for a little bit.
00:03:16
Speaker
Future Home Power, I can't remember how long.
00:03:18
Speaker
Do you remember exactly what point you came in?
00:03:20
Speaker
Yeah, I came in early to mid-May of last year.
00:03:25
Speaker
Okay.
00:03:25
Speaker
So we were probably working together at least, I don't know, a summer or whatever.
00:03:29
Speaker
Right, right.
00:03:29
Speaker
But yeah, and so... It's been too long.
00:03:31
Speaker
It's good to see you.
00:03:32
Speaker
It's been a minute, been a minute.
00:03:34
Speaker
But yeah, like you came in just setting deals coming from pest
Transition from Pest Control to Solar Appointments
00:03:37
Speaker
control.
00:03:37
Speaker
And I think that's what's really, really cool is some people start in this industry.
00:03:44
Speaker
They start as setters.
00:03:45
Speaker
They see all the success and they're like, oh, I want to get to closing.
00:03:49
Speaker
Like I'll never have a success.
00:03:51
Speaker
So I start closing my own deals.
00:03:53
Speaker
But you came in, started setting deals and
00:03:56
Speaker
I mean, I don't remember like the whole beginning for you.
00:03:59
Speaker
It was a pretty quick success right from the beginning for you or what did that look like transitioning from pest control to solar?
00:04:06
Speaker
Yeah, it was pretty quick success and I don't know exactly how it is for most people.
00:04:10
Speaker
I felt like it was a very natural transition.
00:04:12
Speaker
I almost felt like setting solar deals was way easier than selling pest control just because it's not the high pressure close right on the doorstep.
00:04:18
Speaker
It's just more of an informative sale, which I feel kind of caters itself more to my personality type.
00:04:23
Speaker
Yeah.
00:04:25
Speaker
For me, the expectation coming in is that I was going to be one of the top guys in my own minds.
00:04:29
Speaker
And I knew I could do that.
00:04:30
Speaker
So I feel like I didn't really expect to have a learning curve over a long period of time.
00:04:35
Speaker
I expected to come in and pick it up pretty quickly.
00:04:38
Speaker
And I feel like I was able to do that just because of the mindset I had coming in.
00:04:41
Speaker
Nice.
00:04:42
Speaker
So you think it's, well, yeah, I know mindset is huge, but yeah, if you don't have the right mindset, it's going to be very tough to have success.
00:04:49
Speaker
But would you, like I did PEST for a couple of years before I got into solar.
00:04:53
Speaker
Would you say that setting a solar appointment is pretty similar to getting a PEST cell or you think it's easier to set up a solar appointment and get a PEST cell?
Sales Tactics: Pest Control vs. Solar
00:05:04
Speaker
Oh, shoot, man.
00:05:05
Speaker
Because some people like compare it to that way.
00:05:06
Speaker
Like, oh, setting, it's like equivalent of selling a pest account or something.
00:05:10
Speaker
Right.
00:05:10
Speaker
As far as like difficulty, I'm sure it's probably pretty similar as far as like volume, how many pest seals you can sell and how many solid solar seals you can set.
00:05:17
Speaker
But it's a very different type of sale.
00:05:19
Speaker
Pest control, like I say, it's just...
00:05:20
Speaker
It's more pressure-based.
00:05:21
Speaker
You're kind of walking them through the steps and hard closing.
00:05:24
Speaker
Soft closes along the process, but then doing hard closes until they cave, basically.
00:05:28
Speaker
Solar is more just asking questions, question-based selling, gathering information on the person's situation and what their history is with solar.
00:05:37
Speaker
qualifying to see if they're even going to be a potential customer.
00:05:40
Speaker
Because with solar, as you know, you're not trying to set every single person you come in contact with.
00:05:44
Speaker
It's more of a qualification process.
00:05:46
Speaker
And then of those people, you got to make sure your process is dialed to the point where you're actually having success with setting those people that are qualified.
00:05:53
Speaker
Yeah, 100%.
00:05:55
Speaker
Yeah, well, some people come in, like, I wasn't like a kid who said when I came out, I struggled to get deals in solar.
00:06:01
Speaker
And I think I would have done better maybe setting longer, because I came in and the company I was with didn't really have a set or closer model is more about age come in, we'll close a few accounts, but we want you to learn how to close as quick as possible.
00:06:14
Speaker
Right.
00:06:15
Speaker
And I think just that learning curve of China set and then quickly try to learn to close.
00:06:20
Speaker
it was really tough because as you know, it's kind of a whole separate skill set and whole separate thing you're doing.
00:06:27
Speaker
Yeah, absolutely.
00:06:28
Speaker
But yeah, and I know now you've mastered both of them, but what would you say to maybe someone coming from pests or different industry just starting out?
00:06:35
Speaker
What were some things, I know you mentioned mindset, but do you have any specific things that really helped you just come out running?
00:06:41
Speaker
Yeah.
00:06:41
Speaker
Well, I think kind of what you touched on, I feel like that did lend itself to my early success in solar.
00:06:48
Speaker
is having the perspective that yes, I do want to develop myself and my talents and just my abilities overall, but I do want to prove myself in the industry, make sure I understand how the processes work before I move to that kind of next level.
Mastering the Sales Process Stages
00:07:02
Speaker
So feeling like I mastered the first step before I kind of went to the next.
00:07:06
Speaker
Yeah.
00:07:06
Speaker
And then, I mean, we statistically had the best closers in the industry.
00:07:10
Speaker
So it was very, very solid.
00:07:11
Speaker
And the opportunity cost for me moving to closing was pretty high because if I wasn't able to close those deals myself at as high of a rate as deals that I could set and for sure have people closing.
00:07:22
Speaker
So that kept me in a pretty good mind frame that I was happy setting deals for guys that were going to go and smash them out of the park.
00:07:28
Speaker
Nice.
00:07:29
Speaker
Yeah, that helps when you have guys like Travis, Ricardo, closing your deals.
00:07:34
Speaker
Yeah, probably the best in the industry.
00:07:35
Speaker
Yeah, yeah, absolutely.
00:07:37
Speaker
It's been just awesome to learn from.
00:07:39
Speaker
Yeah, definitely.
00:07:40
Speaker
Yeah, well, and I think that's a good point, though, and a good lesson for some people that just want to come in and they're like, oh, I want to get close my own deals as quick as possible.
00:07:51
Speaker
And there's kind of this negative connotation, I think people have with setting.
00:07:55
Speaker
I was talking with Travis about this, too.
00:07:57
Speaker
It's like you guys have some setters that are making a lot more money than a lot of closers in solar.
00:08:03
Speaker
And so I think some people, maybe they're better at setting and should just stick it out that way.
00:08:09
Speaker
But also I think we need to realize that there's nothing wrong with setting.
00:08:12
Speaker
Like that's a very important, that's probably the most important.
00:08:18
Speaker
no one else has a job oh yeah I mean set up that lead quality setters are the most valuable part of the process like closers obviously they can they can hit more appointments in a day than a setter can set so closers are more of a dime a dozen obviously when you get to the really high levels it becomes more more rare but a guy who can go out and consistently set really solid appointments every single day it's like it's it's not obvious that you could go out and make more closing yeah you know so it's
00:08:43
Speaker
Kind of like you said, it's a mindset thing.
00:08:45
Speaker
It's a connotation.
00:08:45
Speaker
The guys come in and they don't want to set.
00:08:47
Speaker
They want to get off the doors because the doors are, at least in their minds, considered
The Role of Quality Lead Setters
00:08:51
Speaker
a negative thing.
00:08:52
Speaker
But if you can really master that and find a level of comfortability on the doors and really dial down your process, there's no reason why you can't make a lot more money setting.
00:08:59
Speaker
Yeah, for sure.
00:09:00
Speaker
And you stayed at setting for what, like seven, eight months?
00:09:03
Speaker
How long were you setting before you started closing?
00:09:06
Speaker
I came in in May and went through like the end of September and came out for like another month and a half and a few blitzes here and there last year.
00:09:14
Speaker
So that'd be like probably five, five, six months total of setting and kind of transitioned to closing this year.
00:09:19
Speaker
Okay.
00:09:20
Speaker
It was kind of my choice to do because I did feel like I was maximizing my ability while I was in that position doing settings.
00:09:27
Speaker
I feel like I got really good at it.
00:09:29
Speaker
So I was able to maximize my earnings there while also building the confidence in myself and also showing the guys that I was working around it when I did make the transition to closing, that I could be a guy that goes into their sets that are hard earned.
00:09:40
Speaker
I mean, you know how it is.
00:09:41
Speaker
Guys go out there and grind all day in the hot sun.
00:09:44
Speaker
They wanna make sure those sets that are solid sets that are difficult to come by are being handled with care and taken seriously.
00:09:50
Speaker
Yeah.
00:09:51
Speaker
Before you stepped into closing, how many sets were you consistently having on a monthly basis before you started closing yourself?
00:09:57
Speaker
Yeah, I think I was 20 to 22 probably a month setting.
00:10:02
Speaker
Incredible.
00:10:03
Speaker
Yeah, so think of that.
00:10:05
Speaker
Most guys, they get 20 deals.
00:10:07
Speaker
They're like, oh yeah, I'm never going back to setting again.
00:10:09
Speaker
I've mastered this.
00:10:10
Speaker
Yeah, yeah.
00:10:11
Speaker
But you did it on a consistent basis, right?
00:10:14
Speaker
you even thought about like stepping into closing and mastered that so i think there's something to be said about that like master the first step and then you move on to the next thing because so many guys they get caught up in like like i got a couple deals closed i'm gonna move on to the next one graduate from the center position but uh for you it's probably been pretty like do you think there's a lot of lessons learned that where you feel like you actually mastered it and it's got a high volume of your sets closed do you think that was really valuable to like feel like you mastered that before you
00:10:44
Speaker
moved on to closing your deals?
00:10:46
Speaker
Oh, yeah, absolutely.
00:10:47
Speaker
And I think it, it really relates kind of to what I was saying about learning to approach the doors with more of a question based mindset, like gathering information and then prescribing a solution to the potential customer.
00:10:58
Speaker
And that's massive in closing, because you go into a close, nobody wants to be closed by somebody,
00:11:03
Speaker
You give them the option, you can do this now or you can do this in a week after having a week to think about it and talk to whomever you want.
00:11:10
Speaker
100% of individuals are going to say, yeah, give me a week.
00:11:13
Speaker
So you go into these closes, people don't want to be close, but they do want to feel like they're heard and they do want their problems solved.
00:11:19
Speaker
So that's the importance of actually going in with the mindset that you're wanting to help that person as opposed to just make money off them.
00:11:25
Speaker
And people can sense that.
00:11:26
Speaker
We're all mammals.
00:11:28
Speaker
People can sense fear and nervousness and excitement and intention.
00:11:33
Speaker
And I think that's huge.
00:11:34
Speaker
If you can master that, I feel like it really helped me going into closing and doing well starting off.
00:11:39
Speaker
Yeah, I know you guys all talk about a lot here at Momentus, asking good questions, making them see a problem.
00:11:46
Speaker
So yeah, I'm really curious to see.
00:11:49
Speaker
I want to dive deep with you.
00:11:51
Speaker
Mindset for Setter.
00:11:53
Speaker
I want to get into closing, hear what you're saying.
00:11:54
Speaker
I think our listeners
00:11:56
Speaker
hearing from a guy that's had this much success because there's very few setters that get to that point where they're having 20 to 22 deals closed for them and then some of the steps in the closing now you're doing 25 to 30 a month so i'm curious to know like what you're saying what's like the reason behind what you're doing what are some of the questions so yeah if you're down to do that i want to ask you kate like what helped you get to that level of setting do you want to give us and maybe we can get like more specifics and all that
00:12:21
Speaker
What's like the big picture first?
00:12:22
Speaker
Like what type of questions are you doing?
00:12:24
Speaker
What are some problems you're making people?
00:12:26
Speaker
Because we're talking California too.
00:12:27
Speaker
This is a saturated market.
00:12:29
Speaker
So I think people hear that and they're like, no way can that be done in California.
00:12:33
Speaker
It's like the most saturated market.
00:12:35
Speaker
Yeah.
00:12:35
Speaker
What are you doing to
00:12:36
Speaker
difference yourself?
00:12:36
Speaker
What's like the high level idea of being like maybe questions?
00:12:41
Speaker
What are you doing in the sets that helped you master it?
00:12:44
Speaker
I mean, broad spectrum and kind of perspective from a high altitude.
00:12:48
Speaker
I think the first thing coming into it is you have to expect excellence from yourself right off the bat.
00:12:53
Speaker
I think that was one thing that made a pretty big difference with me is I like I said, I didn't come into it expecting that I was going to do like one or two a month and I could ease into and after four or five months, I'd start stepping up.
00:13:03
Speaker
It's like I knew I did well in past.
00:13:04
Speaker
I knew I had skills on the door and I could replicate the same thing in solar.
00:13:07
Speaker
So that was the first thing is just going in with a level of confidence.
00:13:10
Speaker
And that makes absolutely all of the difference.
00:13:13
Speaker
So, I mean, approaching the door, especially in California, like you said, people are always talking about how California is saturated.
00:13:19
Speaker
I honestly feel like that's an advantage knocking in California because people are so aware of solar.
00:13:24
Speaker
They see it on their neighbor's houses.
00:13:26
Speaker
It has become something to where it's not...
00:13:28
Speaker
like an odd thing or a big change for people to do.
00:13:31
Speaker
They know it happens frequently and that it only has to make sense for them logically and financially for them to do it, just like all their neighbors.
00:13:38
Speaker
So I think switching that mindset of, oh, it's saturated.
00:13:41
Speaker
People have been talked to a million times too.
00:13:43
Speaker
It's saturated.
00:13:44
Speaker
People have been talked to a million times.
00:13:45
Speaker
That's excellent.
00:13:46
Speaker
They know about it.
00:13:47
Speaker
I just have to make a slight differentiation in the way that I present myself on the doors to actually kind of catch this person that may have not been
00:13:54
Speaker
barely catched in the past.
00:13:56
Speaker
It's kind of the biggest thing.
00:13:58
Speaker
So I mean, one of the, the big tactical things that we do on the doors is differentiating yourself right off the bat.
00:14:05
Speaker
So creating some level of confusion, like when you're talking to the person in the beginning, so that they don't exactly know why you're there.
00:14:12
Speaker
Obviously, we're not lying to them or telling them we're there for a reason that we're not there.
00:14:15
Speaker
Eventually, they they know it's for solar, but we just don't want to get that immediately.
00:14:20
Speaker
that immediate shut up the door, no, we're not interested.
00:14:22
Speaker
That reaction.
00:14:23
Speaker
Exactly.
00:14:24
Speaker
That the people are trained to do when they encounter somebody on the doors.
00:14:28
Speaker
So just differentiate yourself that way, focusing on helping the people I think is a big thing.
00:14:34
Speaker
If you can have energy in your presentation and
00:14:38
Speaker
true really and truly focus on trying to help that person be in a better situation going forward in their life people can sense it and they'll give you more information is the biggest weapon on the door is information if that person is holding all their information i'm just like i'm shooting blanks i don't know where i'm going i have no it's like i'm shooting a gun with no size or no scope i don't really know where i'm aiming i'm just kind of firing in the air yeah
00:15:01
Speaker
But if I have information on what the history that that person has with solar, if they sat down with somebody, how long ago was it?
00:15:08
Speaker
What program were they looking into?
00:15:10
Speaker
I can cater my pitch to that person's experience to make it as presented as positively as possible in that person's mind.
00:15:17
Speaker
And if I can match that with a positive energy and actually wanting to help them, people will sense that and they'll want to kind of follow that direction because they know it's going to help them as well.
00:15:25
Speaker
Yeah.
00:15:25
Speaker
Just creates a level of trust on the door.
00:15:27
Speaker
That's awesome.
00:15:28
Speaker
Yeah, the worst is, I don't know if you've ran into this, where people don't want to give you information at all.
00:15:32
Speaker
Yeah, yeah.
00:15:33
Speaker
Like, what's been your experience with solar?
00:15:35
Speaker
Like, what have you looked into before?
00:15:37
Speaker
And like, oh, I don't want to get into that.
00:15:38
Speaker
Just tell me what you got.
00:15:39
Speaker
Exactly.
00:15:40
Speaker
Like, dude, I'm literally trying to... Yeah, those are the toughest nuts to crack, man.
00:15:44
Speaker
They exist.
00:15:45
Speaker
I had a guy last week, and he's like, oh, we looked at it a few times.
00:15:48
Speaker
I'm like, okay, what did you like about what you looked into?
00:15:51
Speaker
What were...
00:15:52
Speaker
Like, was it saving you money?
00:15:53
Speaker
And he like would not give me anything.
00:15:55
Speaker
Yeah.
00:15:56
Speaker
So finally, and they were getting like frustrated because I wouldn't show my thing.
00:15:59
Speaker
I'm like, you realize I'm just like, I don't want to it's to not waste your time.
00:16:02
Speaker
Exactly.
00:16:03
Speaker
Because if I'm going to show you exactly what you looked into before and you didn't like it.
00:16:07
Speaker
Do you think that's a good use of your time to look at the exact same thing?
00:16:09
Speaker
Probably not.
00:16:10
Speaker
Right?
00:16:10
Speaker
It's like saving us both time.
00:16:12
Speaker
Exactly.
00:16:13
Speaker
It's like the Spider Man name is like, tell me why you're here.
00:16:15
Speaker
I'll tell you why you're here once once you tell me what you've been through.
00:16:19
Speaker
Just back and forth, those people are tough.
00:16:20
Speaker
I know.
00:16:21
Speaker
Like, come on.
00:16:21
Speaker
So finally, I pretty much just walked out of that because I'm like, dude, I don't know, we might have gotten some, I think I got a little bit out of them eventually.
00:16:30
Speaker
Yeah, you'll encounter that often.
00:16:32
Speaker
I feel like the biggest thing that I've been able to do to kind of deal with people like that is you just go from hot to cold immediately.
00:16:39
Speaker
Because people can't really, people don't really sense emotions that well just right off the bat, but they can sense change in emotions very well.
00:16:47
Speaker
If I'm like calm and a guy won't give me information, I'll just be like, oh, you're one of those anti-solar people.
00:16:52
Speaker
And they don't want to be an anti-solar person.
00:16:54
Speaker
Right.
00:16:54
Speaker
Oh, I'm not anti-solar.
00:16:55
Speaker
Be like, okay, well, why, why don't you want to look into it?
00:16:58
Speaker
You know, just kind of hot to cold, you know, people, people will be willing to kind of give more of themselves when they don't exactly know what's going on, but they want to represent themselves in the best light possible.
00:17:07
Speaker
Yeah.
00:17:08
Speaker
Yeah, well, so if you're down for a kid, I want to get into maybe some like good lines you have on the doors for people that are curious.
00:17:15
Speaker
I'm an open book, so you can share as much as you want or as little as you want.
00:17:19
Speaker
But I know for me, something I say on the doors when I'm trying to break preoccupation, differentiate myself.
00:17:25
Speaker
I'll be like, hey, they're serving these homes.
00:17:26
Speaker
You get like a letter in the mail about it.
00:17:28
Speaker
I'll use lines like that.
00:17:30
Speaker
um so what are some things you as you're out knocking doors what are some things you use to differentiate yourself as we're in like a market yeah so that's a really good one the other thing that's going on is the uh the market that we're working in right now the utility company is getting sued just because of all the
00:17:46
Speaker
just fires caused by their equipment essentially.
00:17:48
Speaker
So I'll be like, Hey, did you guys hear about the fires?
00:17:50
Speaker
Like, I don't know if I'm a fireman or what's going on.
00:17:52
Speaker
Like fires what?
00:17:53
Speaker
They're like, yeah, all the fires near here just because of the power poles.
00:17:55
Speaker
You guys hear about that?
00:17:56
Speaker
No, no worries.
00:17:57
Speaker
Come out here.
00:17:58
Speaker
I'll kind of show you.
00:17:59
Speaker
Get them off the doors.
00:18:00
Speaker
Yeah.
00:18:01
Speaker
Movement questions are the biggest things you're going to be able to kind of use over people to gain power in the conversation.
00:18:07
Speaker
That's a test control thing, right?
00:18:09
Speaker
Oh yeah.
00:18:10
Speaker
You see these ants over here?
00:18:11
Speaker
Exactly.
00:18:11
Speaker
Ant hill to ant hill, man.
00:18:13
Speaker
Front yard to backyard.
00:18:14
Speaker
Yeah, so that, let's see what else.
00:18:16
Speaker
Just familiarity.
00:18:17
Speaker
So, hey, I just stopped over at Susan's house.
00:18:20
Speaker
Did she tell you I was coming by?
00:18:21
Speaker
Because that could backfire on you if you're not presenting in a confident manner.
00:18:26
Speaker
Somebody could hit you back with, oh, Susan, I don't know Susan.
00:18:28
Speaker
Who's Susan?
00:18:29
Speaker
Which house is it?
00:18:30
Speaker
And you'd be like, hey, did Susan tell you I was coming over?
00:18:32
Speaker
No.
00:18:33
Speaker
Okay, no worries.
00:18:33
Speaker
Who's Susan?
00:18:34
Speaker
Yeah, it's just your neighbor.
00:18:34
Speaker
You don't know her?
00:18:35
Speaker
No worries, yeah.
00:18:36
Speaker
I'm just coming by.
00:18:36
Speaker
We just got done with her.
00:18:37
Speaker
I'm just showing you this.
00:18:39
Speaker
You got to be confident or else people will try and rip you for it.
00:18:42
Speaker
Yeah.
00:18:43
Speaker
Well, same with moving them too.
00:18:44
Speaker
I realized like if you're not super confident with that, it was like, no, it can be kind of like deflating.
00:18:50
Speaker
Absolutely.
00:18:50
Speaker
I don't think I've mastered that yet either.
00:18:53
Speaker
That's tough to master, man.
00:18:54
Speaker
Yeah.
00:18:54
Speaker
Like how do you move people?
00:18:55
Speaker
You're just like saying, hey, let me show you what's going on or what's like your line to actually get people to walk out in the yard with you or whatever.
00:19:01
Speaker
Yeah.
00:19:03
Speaker
exaggerated nonverbal communication, like big body movements.
00:19:06
Speaker
Hey, come out here.
00:19:07
Speaker
I'll show you kind of commands as opposed to asking somebody to do something kind of typical sales type things.
00:19:13
Speaker
Somebody's somebody is, uh, there's kind of a block in their mind of doing what you want them to do.
00:19:18
Speaker
They're really not going to do that.
00:19:19
Speaker
That if they have the choice going back to what we're talking about with closing, but if you don't give them the choice and you're confident enough and fluid enough, they're going to follow what you want them to do.
00:19:27
Speaker
Yeah.
00:19:27
Speaker
Especially if you have presented yourself in a way that just there's a slight bit of confusion in their mind as to what you're actually doing there.
00:19:35
Speaker
I don't know.
00:19:36
Speaker
They're going to come out if you do it the right way.
00:19:38
Speaker
It is tough to master though.
00:19:39
Speaker
Okay.
00:19:40
Speaker
And so when you bring them out, are you typically like pointing out power poles or what are you actually like bringing them out to when you get them moving like that?
00:19:47
Speaker
Yeah.
00:19:47
Speaker
I mean, it really doesn't matter.
00:19:48
Speaker
Or neighbors or anything.
00:19:51
Speaker
Yeah.
00:19:51
Speaker
What you're actually pointing out is it's not kind of the point, it's you want them to follow you.
00:19:55
Speaker
So when you point at something, their eyes are following your body movements.
00:19:59
Speaker
So whether you're pointing at somebody's house or a random pole two miles off, they don't know what you're actually pointing at.
00:20:04
Speaker
But once they start to look at what you're pointing at, you have power in that conversation.
00:20:08
Speaker
And then you can kind of transition from that to eye contact and then
00:20:12
Speaker
Once you break that preoccupation, obviously the point of doing that is just to create the confusion in the customer's mind, get them off the door so they're out of that no zone.
00:20:20
Speaker
It's talked about a lot in door to door.
00:20:22
Speaker
And then obviously presenting solar in a way that best fits, however you're going about it.
00:20:27
Speaker
And then just kind of rolling from there.
00:20:28
Speaker
Yeah, that's cool.
00:20:30
Speaker
So what if you get someone that's like a bull personality, like they're like, Oh, no, like, yeah, I talked to a border patrol guy yesterday, and I tried to like move a little bit.
00:20:39
Speaker
Yeah, I know, you're not gonna like win a lot of these people sometimes.
00:20:45
Speaker
Is there anything else?
00:20:46
Speaker
It's like someone that's like fighting you on it, they're like resistant, or just one of those guys with the Harley in the driveway super tough.
00:20:53
Speaker
How do you change your approach with like maybe different personality types or tough dudes like that?
00:20:58
Speaker
Well, right off the bat, the minute you encounter that person is where you win or lose the encounter.
00:21:03
Speaker
So you have to match their energy.
00:21:04
Speaker
Okay.
00:21:05
Speaker
I specifically remember, it was probably a month ago, I had knocked in probably three and a half months or something, I got out on the doors with my brother.
00:21:12
Speaker
And the first door I knocked was that type of personality, bull coming out.
00:21:16
Speaker
What are you doing here?
00:21:16
Speaker
What do you want?
00:21:17
Speaker
I just raised the level of my voice, kind of planted myself more facing towards him directly.
00:21:23
Speaker
And he backed like right down.
00:21:25
Speaker
It was almost astounding to me the way his presentation changed.
00:21:28
Speaker
It was just something that I'd done for a long time, hadn't done in a while, but then it was kind of proven to me again.
00:21:34
Speaker
So...
00:21:35
Speaker
First thing is match that person's energy.
00:21:36
Speaker
You're not going to win them all, of course.
00:21:38
Speaker
In the end, the person has their choice so they can just go back inside.
00:21:42
Speaker
They have their free agency and you can't do anything to control that.
00:21:44
Speaker
All you can do is just control your process and what is going to work the most percent of the time.
00:21:49
Speaker
Yeah.
00:21:50
Speaker
So match the energy and then also let the person know that you're not, you're not desperate.
00:21:54
Speaker
You're not there to win over their time.
00:21:56
Speaker
If it's going to be a hard fought battle, you have things to do.
00:21:59
Speaker
So it's time to be like, yeah, man, I'm super busy.
00:22:01
Speaker
I just stopped by here for two quick minutes.
00:22:02
Speaker
I just got to show you something.
00:22:04
Speaker
Just let them know you're not going to take up their time.
00:22:05
Speaker
There's a lot of,
00:22:06
Speaker
A lot of times the reason people do that is because they're afraid of what is going to happen in the subsequent minutes.
00:22:12
Speaker
They don't want to sit out there for 10 to 15 minutes.
00:22:15
Speaker
They're cool sitting there and giving you information for two, three minutes, but they just don't want it to be long and drawn out if it's something they really have zero interest in.
00:22:22
Speaker
So you just match that energy, tell them right off the bat the reason you're there and how long you're going to be there for.
00:22:27
Speaker
that can actually buy you a lot more time and then you do end up staying there for 15 minutes but they're cool with it yeah you know what i mean yeah that's true so if people fight you on it then like maybe they're like you're like oh let me show you real quick and they're like uh then that's gonna be like hey i actually gotta go i don't have much time myself yeah yeah listen i'm i gotta go to an appointment your neighbor's house right now um i just thought i'd swing by and show you this and then if they just refuse to get out of the door you want to get something in their hands so typically we'll carry around a little slick that has a little bit of
00:22:56
Speaker
irrelevant information on the utility company that nobody's ever going to read.
00:23:00
Speaker
I've never read it.
00:23:01
Speaker
I don't know what it says.
00:23:02
Speaker
Exactly.
00:23:02
Speaker
They just give it to them, get something in their hands, kind of square up to them, present yourself as more of a friend rather than presenting yourself in just a contrary communication style.
00:23:13
Speaker
Yeah.
00:23:14
Speaker
I know it's funny.
00:23:14
Speaker
Sometimes people will hit me out and be like, what's the best slick you have?
00:23:19
Speaker
What's the secret thing you have for your slicks?
00:23:21
Speaker
Like, bro, you show up with a blank slip.
00:23:23
Speaker
It's not going to make a difference.
00:23:24
Speaker
Literally saying, you just
00:23:26
Speaker
like give them something and then you know get the shoulder to shoulder with them exactly get on level grant ground helps so much but that's huge one another big problem that I think setter struggle with is especially out here is just sometimes there be so many flaky people so many appointments falling through
00:23:45
Speaker
So I assume for you guys, it's like, yeah, you're building up the problem.
00:23:48
Speaker
You're telling them that it's solar, giving them the solution.
00:23:51
Speaker
You're pulling back, take away all that stuff that we know.
00:23:54
Speaker
So do you have any tips on getting like sticky appointments, reducing cancellations?
00:24:00
Speaker
Maybe you're just talking to a wife, husband's not home.
00:24:03
Speaker
Yeah.
00:24:03
Speaker
How do you deal with that?
00:24:04
Speaker
And how are it?
00:24:05
Speaker
Because you had to get 20 to 22 of your sets closed a month.
00:24:08
Speaker
That's like, you got to have a lot of sits for that to happen.
00:24:11
Speaker
Even if, I mean, it's 20 to 22 minimum, I guess, right?
00:24:16
Speaker
If they're closing at a hundred percent, but for sure, for sure.
00:24:18
Speaker
Even the best aren't closing that much.
00:24:20
Speaker
So yeah.
00:24:20
Speaker
What do you do to get your appointments sticky?
00:24:22
Speaker
Any tips with that?
00:24:23
Speaker
Yeah.
00:24:23
Speaker
Yeah.
00:24:24
Speaker
I mean, it's exactly that.
00:24:25
Speaker
To get 20 to 25 deals closed in a month, my rule of thumb was kind of one out of every four solid sets is gonna close for whatever reason.
00:24:33
Speaker
Even if it's solid, it could flake off, you're gonna have credit fails, everything like that, and then you'll get one that'll end up closing.
00:24:39
Speaker
So you just have to play your probabilities.
00:24:41
Speaker
So something that was really huge for me when I was knocking doors and strictly setting was same days.
Strategy: Same-Day Appointments
00:24:46
Speaker
I pushed people really hard to sit same day.
00:24:48
Speaker
Because a lot of times you'll set an appointment or so you think, but the person's just trying to get you off their lawn.
00:24:52
Speaker
And then even if you have their number, you put your contact in their phone.
00:24:56
Speaker
They just never respond back.
00:24:57
Speaker
They just kind of block off that communication.
00:25:00
Speaker
So I pushed people pretty hard on same days.
00:25:02
Speaker
I think that was the biggest thing that probably differentiated me in that aspect.
00:25:06
Speaker
as far as sticky appointments, I don't really feel like I ever got anything super dialed down on what works the best for like next day and two day and three day appointments to stick.
00:25:16
Speaker
I don't know if there's an exact science to it, but just building rapport while you're on the doorstep.
00:25:21
Speaker
I think that big.
00:25:22
Speaker
Yeah.
00:25:22
Speaker
Were you trying to like get inside the home?
00:25:24
Speaker
Were you guys big on getting inside the home or was it more just like pulling them out?
00:25:28
Speaker
Yeah.
00:25:29
Speaker
I mean, as much as possible, as much as the trust that that person has in you allows, you want to work with.
00:25:35
Speaker
But I think primarily just moving into the backyard is probably the biggest thing.
00:25:39
Speaker
Going to the meter, getting in people's houses, of course, as much as you can.
00:25:42
Speaker
Okay.
00:25:44
Speaker
Yeah, no, I love same days.
00:25:45
Speaker
And I've seen a lot of companies blow up from that just because you think about alarm, pest control, all these cells, they're all same day cells.
00:25:53
Speaker
So yeah, it's not always possible.
00:25:55
Speaker
I think we can make Solora same day thing and get in front of people where they can't push the appointment out or reschedule over and over.
00:26:03
Speaker
Yeah, just makes it so much easier, especially when you're building up teams and doing volume.
00:26:08
Speaker
Yeah, what do you say when you're sitting the same day?
00:26:09
Speaker
Is it just like, hey, we just have our guys right here.
00:26:12
Speaker
They'll just pop by right after that.
00:26:13
Speaker
Just assume it.
00:26:14
Speaker
Or do you have anything you do that helps kind of like encourage people to sit same day rather than trying to push it off?
00:26:21
Speaker
Yeah, I'll figure out their schedule before they tell me when they're open so I can kind of tie them down to that, which is just part of the tie down process.
00:26:28
Speaker
So we're like, look, we're super busy.
00:26:29
Speaker
Do you work during the day times?
00:26:31
Speaker
Yeah, we work during the day times.
00:26:32
Speaker
Okay, cool.
00:26:32
Speaker
What time are you back?
00:26:33
Speaker
We're back at five.
00:26:34
Speaker
Okay, you and the wife together.
00:26:35
Speaker
You guys make the decision together.
00:26:37
Speaker
Is it just you?
00:26:37
Speaker
Okay, just you.
00:26:38
Speaker
Cool.
00:26:39
Speaker
Yeah, so we're super busy.
00:26:40
Speaker
I know you get back at five.
00:26:42
Speaker
We've only got a couple slots.
00:26:43
Speaker
I can do between five to six or six to seven.
00:26:45
Speaker
Which one works better?
00:26:46
Speaker
Just classic option close.
00:26:48
Speaker
But I think the tiny differentiating factor is I'm not giving them an option that they can reject because of some reason that they can create in their mind, which I have no idea if it's true or not.
00:26:58
Speaker
Found out their schedule.
00:26:59
Speaker
You know, so that's a big thing.
00:27:01
Speaker
Figure out their schedule before you do an option close.
00:27:03
Speaker
That was a big thing on same days.
00:27:05
Speaker
That's huge.
00:27:06
Speaker
And what's your take on for next day closes?
00:27:11
Speaker
I think you guys pretty much, I know Ricardo, Travis, they would try to have confirmed appointments and all that.
00:27:16
Speaker
Yeah.
00:27:17
Speaker
So do you guys pretty much confirm everything?
00:27:19
Speaker
Always confirmed, yeah.
00:27:20
Speaker
Next day or two days, it's pretty much a, everybody knows they got to confirm.
00:27:25
Speaker
If it's not confirmed, we don't go to it.
00:27:26
Speaker
Yeah.
00:27:27
Speaker
But yeah, once again, just part of the tying down process, pull back pretty hard.
00:27:32
Speaker
Be like, listen, we're super busy and there's a limited amount of applications that will actually get funding passed.
00:27:38
Speaker
So we'll build this up.
00:27:40
Speaker
If it's not going to be something to make sense for you, obviously I'm not going to waste your time.
00:27:44
Speaker
You're a busy guy and we don't want to waste our time as well.
00:27:46
Speaker
I'm just going to text you.
00:27:46
Speaker
We're not going to come, right?
00:27:47
Speaker
Nice.
00:27:48
Speaker
If it is something that's going to make sense and we're going to show up at this time, as long as everything's cool with you and it looks like it's going to help you guys in whatever way that they want to be helped.
00:27:56
Speaker
It goes back to finding their hot buttons.
00:27:58
Speaker
Then we're going to make sure we get this application submitted and get the process rolling.
00:28:01
Speaker
Is that cool?
00:28:02
Speaker
That's a million dollar line right there.
00:28:04
Speaker
It's tying people down pretty hard.
00:28:06
Speaker
That's good.
00:28:07
Speaker
I like that.
00:28:07
Speaker
What is it?
00:28:08
Speaker
We have a limited amount of funding we have on the applications.
00:28:11
Speaker
Is that what you're saying?
00:28:12
Speaker
Yeah, I just kind of presented as a state program, which I mean, solar in California is very much a state program.
00:28:17
Speaker
There's a ton of funding for it.
00:28:18
Speaker
Yeah, I love that.
00:28:20
Speaker
Tying people down is super hard, man.
00:28:21
Speaker
That's big.
00:28:22
Speaker
That's awesome.
00:28:23
Speaker
Well, I'm going to rewind that.
00:28:24
Speaker
Anyone listening, I would rewind that because that's why I'm making money right there.
00:28:30
Speaker
But yeah, I want to leave some time to get into the close too before we run out here.
00:28:34
Speaker
Like now you've mastered not only setting, but I would say you've mastered close.
00:28:39
Speaker
Not too many people doing 25 to 30 closes in a month consistently.
00:28:44
Speaker
So I guess before we get into specific closing, tell me about that.
00:28:48
Speaker
What was the transition like from setting to closing?
00:28:50
Speaker
Did you have any...
00:28:52
Speaker
things you struggle with at first, was that pretty smooth
From Setting to Closing Deals
00:28:55
Speaker
as well?
00:28:55
Speaker
I mean, I imagine like it helped you mastered settings, so probably helped a lot as you got into closes.
00:29:01
Speaker
But yeah, what advice do you have on that stepping in from setting to closing and how'd that go for you?
00:29:06
Speaker
Yeah, so I did a couple self-gen starting out just to make sure I was capable.
00:29:11
Speaker
Obviously, I know I was capable of getting it done, but just to kind of beta test the process.
00:29:15
Speaker
And that's the biggest thing is learn from guys that have done what you want to do that are in your organization and just be a sponge.
00:29:21
Speaker
Don't have pride and think that you have to reinvent the wheel.
00:29:23
Speaker
Yeah.
00:29:24
Speaker
Because especially where I was at, there were guys that had done crazy volume and all I had to do was replicate whatever they were doing.
00:29:30
Speaker
And I knew I was capable of doing that.
00:29:31
Speaker
So asking a ton of questions, having humility, being able to
00:29:35
Speaker
actively implement those things that you're learning and also not being afraid of, you know, losing deals to in the in the process of learning, right?
00:29:43
Speaker
I feel like that was one of the that was one of the things that it took me a little bit of time to strike a fine balance with is how hard I'm pressing people on urgency.
00:29:52
Speaker
Because obviously you want to have a level of urgency before you kind of getting to numbers.
00:29:56
Speaker
So people just can't reject you right off the bat or say, hey, I want to think about it.
00:29:59
Speaker
So just finding that that fine line of how hard do I want to present urgency in this person's mind to where they feel the urgency, but they're not feeling any type of sales pressure.
00:30:08
Speaker
Yeah.
00:30:09
Speaker
Like two opposite sides of the spectrum.
00:30:10
Speaker
And that was something that I feel I had to figure out for a couple of weeks.
00:30:13
Speaker
So you're saying just like, kind of like as you're pre-framing, I'm getting a fill on what have they looked into?
00:30:19
Speaker
Why haven't you done it?
00:30:21
Speaker
And then you go into,
00:30:22
Speaker
I assume you guys are like telling them what you're going to do that day saying, Hey, we're going to submit applications or whatever.
00:30:29
Speaker
And then just seeing what level of urgency you need to bring into the cell.
00:30:32
Speaker
Is that kind of what you mean?
00:30:34
Speaker
Yeah, pretty much just gauging the, the, uh, the personality type of that individual you're speaking with.
00:30:39
Speaker
And, and yeah, just going in kind of obviously building rapport right off the bat is super big.
00:30:44
Speaker
You don't want to do it in a way that's like too overly excited or in a way that,
00:30:49
Speaker
makes you seem too eager, that you're a little bit too excited about being there, and why is this person so excited about being here?
00:30:55
Speaker
What do they have in it for them, right?
00:30:56
Speaker
All that triggers sales resistance.
00:30:59
Speaker
Just kind of being yourself with being personable, or just like personable persistence is all it is.
00:31:04
Speaker
If you're just straight persistent and you're like, hey, this is the best thing of all time, but we have to do it today, right off the bat, the person's like, of course this person's gonna tell me it's the best thing of all time, that's what they're paid to do, and of course he's gonna tell me we have to do it today.
00:31:18
Speaker
So kind of dial both of those back.
00:31:20
Speaker
Look, this is a great thing for some homes, for some homes that are just not going to qualify.
00:31:23
Speaker
And I'll be the first to tell you if it's not going to make sense because I don't want to waste your time or my time.
00:31:27
Speaker
If it looks like it's something that'll actually help you guys out and we don't have somebody else that could better take advantage of this funding, then we'll just make sure we get you guys enrolled in time so you don't get left behind on the older programs.
00:31:36
Speaker
Is that cool with you?
00:31:37
Speaker
Yeah, nice.
00:31:38
Speaker
I love that.
00:31:39
Speaker
And I love that you're saying that you just, well, yeah, you obviously have great people to learn from here at Momentus.
00:31:46
Speaker
For sure.
00:31:47
Speaker
You know, we've had Travis Ricardo on the podcast, two of the best closers, I think, in the industry.
00:31:52
Speaker
And well, yeah, I'd say you're part of that now too.
00:31:55
Speaker
But yeah, it's huge.
00:31:56
Speaker
Just whoever's listening to this, I think if you're not at a company where there's a high level closer like that to learn from,
00:32:03
Speaker
then yeah, maybe you should consider getting with a better organization or people you can learn from.
00:32:08
Speaker
Because at the end of the day, it's really tough to have massive improvements.
00:32:12
Speaker
Like, I don't know, if you didn't have, say, like Travis Ricardo to learn from and a lot of these other high-level people, probably safe to say, I mean, I don't think you'd be doing this.
00:32:23
Speaker
Definitely would have taken me longer.
00:32:26
Speaker
Yeah, at least taking it out longer.
00:32:27
Speaker
Right, right.
00:32:28
Speaker
So it's almost like a cheat code being able to learn from these people.
00:32:31
Speaker
Yes, absolutely.
00:32:32
Speaker
A lot of the lines you're using, I've heard similar lines from like Travis and Ricardo and these other guys.
00:32:37
Speaker
So I think it helps a ton doing that.
00:32:39
Speaker
And at the very least, if you don't have that type of training, then make sure you're investing in maybe coaching or programs.
00:32:45
Speaker
I know Travis Ricardo, they have online content and stuff that they've put out too.
00:32:52
Speaker
So at least learn from things like that.
00:32:55
Speaker
But yeah, like, would you say you're a big study or two?
00:32:57
Speaker
Like you study the clothes a lot.
00:32:59
Speaker
Are you someone that you feel like it came pretty naturally to you?
00:33:02
Speaker
Or I don't know, just in general, when you learn pest control, are you someone that you feel like you had to work super hard, study crazy?
00:33:09
Speaker
What's your take?
00:33:10
Speaker
Yeah.
00:33:12
Speaker
That's a good question.
00:33:13
Speaker
I feel like I am a studier, but I feel like I could get better at being more of a process based person.
00:33:19
Speaker
I feel like a lot of times I'm kind of shooting from the hip, which has worked for me, but it's probably because I have a pretty dialed down process that I stick to generally.
00:33:27
Speaker
A lot of times I do look at other people in the industry who do really well and it seems like it's like the exact same thing every time.
00:33:33
Speaker
I feel like I don't do that quite as much for better or worse.
00:33:36
Speaker
I don't know.
00:33:36
Speaker
It's just kind of my personality.
00:33:38
Speaker
I've been in sales.
00:33:39
Speaker
Same thing with pest control.
00:33:41
Speaker
I didn't really have like an exact line that I say to a specific objection every time.
00:33:45
Speaker
Just kind of.
00:33:46
Speaker
Obviously a few that you choose from, right?
00:33:48
Speaker
But just gauge the intensity, the environment, the situation, kind of roll from there.
00:33:54
Speaker
I would like to get more that way.
00:33:55
Speaker
I think that's probably one of my weaknesses.
00:33:57
Speaker
Yeah.
00:33:57
Speaker
Well, let's dial down the processes.
00:34:00
Speaker
Yeah.
00:34:00
Speaker
Well, no, you got the arrows in your quiver.
00:34:02
Speaker
If one thing doesn't work, just pulling out a different arrow.
00:34:05
Speaker
Trying, man.
00:34:06
Speaker
Coming at them.
00:34:07
Speaker
Got to do it.
00:34:08
Speaker
Yeah, but yeah, thinking back to when I was learning to close, I don't know if you did this, but I would just listen.
00:34:13
Speaker
I wish I had higher level guys to listen to like you have.
00:34:17
Speaker
Yeah, I would just the people close my deals, I would just go record them.
00:34:20
Speaker
And I would literally listen to it over and over just at the gym.
00:34:23
Speaker
I'm like, I don't know what I'm doing, but I know they're closing deals.
00:34:26
Speaker
I'm just going to say exactly what they're saying.
00:34:28
Speaker
Yeah, it works.
00:34:29
Speaker
For sure.
00:34:29
Speaker
You mentioned that too.
00:34:30
Speaker
It's like if other people are having success, success leaves the clues.
00:34:34
Speaker
Like start, especially starting out, just go do exactly what the next person is doing.
00:34:38
Speaker
Like you have people that were closing 25 to 30 deals a month and no wonder you're doing it now because you just... Replication.
00:34:45
Speaker
Yeah.
00:34:46
Speaker
Replicate.
00:34:46
Speaker
Yeah.
00:34:47
Speaker
Anybody can do, you know, it's like, it's not that we in this organization have a talent that nobody else can acquire.
00:34:52
Speaker
It's just something that takes effort and time.
00:34:54
Speaker
And like I said, having the humility to learn and not think that you can go in right away and just do everything anew and find your own best way to do it.
00:35:03
Speaker
You can do that if you want to, but.
00:35:05
Speaker
a better way is to have a really solid base you're working off of and then kind of branch out in ways that you see that your personality caters itself towards.
00:35:13
Speaker
Yeah.
00:35:14
Speaker
Which is kind of what I'm talking about, not being afraid to go in and try different things if you need to when you're first starting out.
00:35:21
Speaker
Yeah.
00:35:21
Speaker
That's good.
00:35:22
Speaker
Well, I want to get just like we do with setting.
00:35:24
Speaker
If you're down, I want to get like some tactile stuff that people can use maybe in their closes too.
00:35:30
Speaker
So I know you said you're kind of like a little bit of shoot from the hip and everything, but you have what's like your general structure of a clothes that you're going into and maybe some lines that you're using.
00:35:41
Speaker
Yeah.
00:35:42
Speaker
Yeah, I'll typically go in.
00:35:43
Speaker
Like I said, I try and make a friend before anything else.
00:35:47
Speaker
Just try and get cool with the person, build some sort of connection with them, whether it's a truck or I like to ride motorcycles.
00:35:54
Speaker
So if I can tell somebody's a biker, if they've got tattoos, obviously I know that's an overgeneralization, but it's pretty accurate.
00:35:59
Speaker
So I'll talk to people about trucks, motorcycles, things that I like to do.
00:36:04
Speaker
If I can tell they're more right wing, I'll talk about guns because I like to shoot.
00:36:07
Speaker
Pet the dog.
00:36:10
Speaker
whatever you want to do just to build rapport.
00:36:12
Speaker
And then I'll just do a quick recap on what they talked about with the setter.
00:36:15
Speaker
So a line that I kind of developed that I feel like works pretty well is I'll be like, hey, did you guys call in or did somebody stop by?
00:36:22
Speaker
Presentation of professionalism.
00:36:23
Speaker
Like we're not just here because it's a door-to-door program.
00:36:27
Speaker
We're trying to catch us.
00:36:29
Speaker
Did you guys call in or somebody stopped by?
00:36:31
Speaker
Oh yeah, somebody stopped by.
00:36:32
Speaker
Okay, cool.
00:36:32
Speaker
Do you remember who it was?
00:36:34
Speaker
Obviously I know who it is, but that's his name.
00:36:36
Speaker
Okay.
00:36:36
Speaker
Awesome.
00:36:36
Speaker
Yeah, Matt's a cool guy.
00:36:37
Speaker
I know we're doing a couple installations in the area.
00:36:39
Speaker
I'm sure he probably came from that, but what did you guys go over more or less just so we're on the same page?
00:36:43
Speaker
Let's do a quick recap of whatever they talked about with the setter.
00:36:47
Speaker
Kind of go into address a few things just on a surface level.
00:36:51
Speaker
Then you kind of do a pre-frame that's pretty light, pretty similar to what I had just said.
00:36:56
Speaker
Like, look, we're just out here.
00:36:59
Speaker
This can help.
00:36:59
Speaker
This can benefit a lot of homes.
00:37:00
Speaker
A lot of homes, it won't benefit.
00:37:02
Speaker
Honestly, it's not something that we're going to waste your time with.
00:37:04
Speaker
If it's not going to be something that makes sense, and I'll be the first to tell you.
00:37:07
Speaker
If it does look like it's going to be something that'll help you guys, then we'll make sure we just get you guys enrolled in time.
00:37:12
Speaker
Is that cool?
00:37:12
Speaker
All fair?
00:37:13
Speaker
Be like, yeah.
00:37:14
Speaker
Okay, cool.
00:37:15
Speaker
And then you'll go into more of a discovery process, which is like digging really deep into people's history with solar pain points, reasons why they would do it, reasons why they didn't do it in the past.
00:37:26
Speaker
It's really, really important that you bring all those out in that moment.
00:37:29
Speaker
Yeah.
00:37:30
Speaker
Because if you don't, those things will always come up further down the line to the point where you have fewer arrows in your quiver that you can use to kind of overcome those issues.
00:37:38
Speaker
Because if I've gone through a whole explanation process, and worse yet, they know exactly what the price is, and I still haven't overcome a couple objections that they didn't really bring up, it's going to be pretty tough there.
00:37:49
Speaker
It's hard to talk your way out of it.
00:37:51
Speaker
And if you are able to do that, the cancellation percentage tends to be higher, I feel like.
00:37:55
Speaker
Yeah, for sure.
00:37:56
Speaker
So it's just bringing out all those objections that somebody could have.
00:37:59
Speaker
When did you guys look into it?
00:38:00
Speaker
When you did look into it, did somebody just stop by or did you sit down?
00:38:03
Speaker
What was the reason you didn't do it at the time?
00:38:05
Speaker
Okay.
00:38:06
Speaker
And just agree with them throughout the whole process.
00:38:08
Speaker
Be fairly agreeable.
00:38:10
Speaker
You don't really have to overcome.
00:38:11
Speaker
I feel like it's pretty important that you don't try and overcome everything as they come up.
00:38:14
Speaker
You just kind of hear them out.
00:38:15
Speaker
Okay, perfect.
00:38:16
Speaker
And I was...
00:38:17
Speaker
Was it just the fact that you guys were thinking about moving or was there anything else?
00:38:20
Speaker
Oh, yeah, it was too expensive.
00:38:21
Speaker
Okay, cool.
00:38:22
Speaker
And was there like the down payment was too expensive or the monthly price was too expensive?
00:38:26
Speaker
Kind of dig really deep into those pain points, which is similar we preach pretty hard with setting and closing.
Closing Strategy: Discovery and Decision-making
00:38:31
Speaker
It's just dig deep in people's pain points so they actually have a reason to act.
00:38:34
Speaker
That builds a sense of urgency in the person.
00:38:38
Speaker
And then once you're done with that discovery process, then you'll kind of go into more of a,
00:38:43
Speaker
more of a hard pre-frame where I'm like, okay, look, this is more or less how it works.
00:38:47
Speaker
I'm not going to do a full explanation.
00:38:49
Speaker
This is more or less how it works.
00:38:50
Speaker
We'll try and get you to this level.
00:38:52
Speaker
If we can't get you to this level, then we're going to make sure we get you guys enrolled on time so we don't lose out on the funding.
00:38:58
Speaker
If not, then we're just not going to do anything.
00:39:00
Speaker
Okay.
00:39:00
Speaker
Then I'll kind of give an explanation of more or less how it works after I get that agreement with the person.
00:39:06
Speaker
So we have, it's almost like a verbal contract.
00:39:08
Speaker
This is how we're going to act assuming these prior circumstances.
00:39:12
Speaker
If you have that verbal contract with people, then it kind of will route them in the direction that you want them to go as far as how they act.
00:39:18
Speaker
Gotcha.
00:39:22
Speaker
then we would, we would before the funding expires.
00:39:25
Speaker
Yeah.
00:39:26
Speaker
Like the WD 40 flow chart pretty much.
00:39:28
Speaker
If it's squeaky, we're going to put WD 40.
00:39:30
Speaker
If it, if it doesn't move, we're going to put duct tape on it.
00:39:33
Speaker
It's like, yeah, if this makes sense, this is what we're going to do.
00:39:35
Speaker
If it doesn't make sense financially, this is what it's going to do.
00:39:38
Speaker
It just kind of takes the emotionality out of it.
00:39:40
Speaker
Makes it a very logical decision for the person.
00:39:42
Speaker
Yeah.
00:39:43
Speaker
Kind of go into an explanation more or less of how solar works, how it's going to be for them.
00:39:48
Speaker
And then just qualify them.
00:39:50
Speaker
After that, you'll kind of give them the numbers and just assume the paperwork from there.
00:39:54
Speaker
Because they've already told me that if this is the way it is, then this is what we're going to do.
00:39:59
Speaker
You have to be pretty strong with that a lot of times.
00:40:01
Speaker
Yeah.
00:40:01
Speaker
Okay.
00:40:02
Speaker
Nice.
00:40:02
Speaker
Now, are you using, do you guys use like, I don't know, slicks in the clothes or pull up stuff online or when you're going over numbers and all that with them?
00:40:11
Speaker
Are you just kind of writing it down side by side with them?
00:40:13
Speaker
Or what's your way to explain the numbers and the pain and stuff like that?
00:40:19
Speaker
I personally, I write it down.
00:40:20
Speaker
I know some guys have some visuals on their computer, a slick or whatever it may be, but I'll typically take their Edison bill and I'll just kind of show them exactly how they're getting charged.
00:40:30
Speaker
I'll ask them if they understand that, first of all.
00:40:33
Speaker
Almost nobody has a full conceptualization of how they're getting charged.
00:40:36
Speaker
Yeah.
00:40:37
Speaker
So when you can break that down for them in a way that's simple and easy to understand, they feel good about it.
00:40:43
Speaker
So like, oh, freak, we didn't know we were getting charged like this.
00:40:46
Speaker
And that's actually kind of crazy that at these hours of the day when everybody's home, that's when the sense for kill a lot is super high.
00:40:51
Speaker
So they feel more informed, they feel more confident with you because you've presented yourself as a professional and somebody that's in the know of what's going on.
00:40:58
Speaker
And they also feel that way.
00:40:59
Speaker
So it kind of builds an alignment.
00:41:01
Speaker
So yeah, I'll just kind of draw it out.
00:41:02
Speaker
I'll show them more or less what's going on with Edison.
00:41:04
Speaker
And then I'll kind of present a hypothetical.
00:41:07
Speaker
Look, if we can get funding on this stuff and if the home qualifies, and obviously I don't want to get ahead of myself and say we can do it and then not be able to do it, of course.
00:41:14
Speaker
So this is all preliminary.
00:41:16
Speaker
But assuming that everything passes and goes through, this is more or less kind of what the solar is going to look like.
00:41:21
Speaker
Of course, it makes sense financially, right?
00:41:23
Speaker
I'm sure you'd agree with that.
00:41:25
Speaker
Yeah.
00:41:25
Speaker
Okay, cool.
00:41:26
Speaker
The only problem is, and the catch is that we have to have the funding to be able to do this.
00:41:29
Speaker
If we don't have it, there's literally nothing I can do to help you.
00:41:33
Speaker
So assuming we can get this done and everything passes, obviously that'd be something that makes sense for you guys, right?
00:41:37
Speaker
Any questions on that?
00:41:38
Speaker
So this is at the end, like after you went through numbers and everything?
00:41:41
Speaker
No, before you go through numbers.
00:41:43
Speaker
You're kind of giving them a general perception of what the numbers are going to be.
00:41:47
Speaker
And then a lot of times when you come forth outright with those numbers, you
00:41:52
Speaker
you'll kind of intentionally put them a little bit lower than what you had estimated.
00:41:56
Speaker
Yeah.
00:41:56
Speaker
Just as a person feels a little bit more stoked and they're happy to move forward.
00:41:59
Speaker
Nice.
00:42:00
Speaker
Okay.
00:42:00
Speaker
Yeah, that's really good.
00:42:02
Speaker
Yeah, most people aren't doing this.
00:42:03
Speaker
And I remember that was a big mistake I made when I was first trying to close this.
00:42:08
Speaker
I never like set up the frame like that.
00:42:10
Speaker
I would just roll through numbers and hope cross my fingers that they're excited about it.
00:42:14
Speaker
Yeah.
00:42:14
Speaker
And then just say, all right,
00:42:16
Speaker
What do you think you guys?
00:42:18
Speaker
How you feeling about this?
00:42:19
Speaker
That's pretty much it.
00:42:20
Speaker
Yeah.
00:42:21
Speaker
But yeah, that's something I've learned a lot from, you know, Ricardo, from you, Travis, you guys all have really powerful pre frames that you're putting in place.
00:42:29
Speaker
A lot of hypothetical questions you're doing and something Ricardo says like if they won't fit in that frame or if they're like, fight you on all that.
00:42:38
Speaker
I know for him, he'd basically just walk out of the deal.
00:42:41
Speaker
But like for you, it's the same thing.
00:42:44
Speaker
I'll give it a few tries, you know.
00:42:46
Speaker
If somebody just refuses to submit the hypothetical, I'll kind of take it back, see if there's any remaining objections that they could have that's kind of lingering in their mind.
00:42:54
Speaker
Because a lot of times what they're telling you is not what they're thinking.
00:42:58
Speaker
You don't want to
00:43:00
Speaker
verbally act or react to what they're telling you.
00:43:02
Speaker
You want to verbally react to what they're thinking.
00:43:04
Speaker
A lot of times it can be pretty apparent where the person's thinking as long as you ask the right questions.
00:43:10
Speaker
So if somebody rejects a hypothetical, then go back, re-dig on their pain points, present it in a
00:43:18
Speaker
a slightly alternate way.
00:43:19
Speaker
Okay.
00:43:20
Speaker
And try again.
00:43:20
Speaker
I try a few times, but I'm definitely not going to go to numbers if they're not going to agree to it.
00:43:24
Speaker
It's an absolute waste of time.
00:43:26
Speaker
Exactly.
00:43:27
Speaker
Well, yeah, because people need to remember that we're the ones, we're the professionals.
00:43:30
Speaker
There's something to be said about us spending our time and all that.
00:43:33
Speaker
Sure.
00:43:33
Speaker
Our time should be worth a lot.
00:43:35
Speaker
Yeah.
00:43:36
Speaker
No, we do.
00:43:36
Speaker
We do not work for these people.
00:43:38
Speaker
Yeah.
00:43:38
Speaker
A lot of people think that we walk into their house and we work for them.
00:43:41
Speaker
I want this, I want this.
00:43:42
Speaker
No, that's not how it's going to go.
00:43:43
Speaker
This is what's going to happen.
00:43:44
Speaker
If they don't want it to be that way, then cool.
00:43:46
Speaker
I know.
00:43:46
Speaker
You're not going to close that person anyways.
00:43:48
Speaker
And if you do manage to close them, then they're going to try and redact it.
00:43:52
Speaker
You know what I mean?
00:43:53
Speaker
For sure.
00:43:54
Speaker
Yeah.
00:43:54
Speaker
And that's a huge mistake I think people make is they spend all this time.
00:43:58
Speaker
They're excited that they're in appointments.
00:44:00
Speaker
They finally, maybe they're not having too many sits on the week.
00:44:03
Speaker
They got in one.
00:44:04
Speaker
And then they just waste all this time with someone that wouldn't let them be framed, wouldn't agree to the hypotheticals and waste a bunch of time, especially with the old folks I've seen a lot of wasted time with.
00:44:16
Speaker
With Grandma Betty and all that.
00:44:18
Speaker
Oh yeah.
00:44:19
Speaker
I did one of those yesterdays.
00:44:22
Speaker
They want to talk to your office.
00:44:24
Speaker
Sometimes appointments are sparse, man.
00:44:25
Speaker
You got to give it your full shot.
00:44:28
Speaker
Exactly.
00:44:29
Speaker
Yeah, but no, that's good.
00:44:31
Speaker
So yeah, anyone listen.
00:44:32
Speaker
I know I'm going to go listen this on repeat.
00:44:35
Speaker
Those are some great lines you got.
00:44:37
Speaker
And I mean, last couple questions, Kate, like there's always those people, you know, that I go no matter what, we're not signing documents.
00:44:45
Speaker
Or I've had some people where they agree to the hypotheticals, but just one last week.
00:44:49
Speaker
Matter of fact, I had a lady there like, I was kind of like, oh, if we could do this, hypothetically, save you this amount.
00:44:56
Speaker
And they're like excited about it.
00:44:57
Speaker
They agree to it, but then we get to the documents and they get like, they just freeze.
00:45:02
Speaker
They realize that they're like actually signing up and all that.
00:45:05
Speaker
And,
00:45:06
Speaker
commit more than they thought and she's like oh you know what we never like sign anything am i reading she like taught at a school she's like i teach reading so i'm someone that needs to read every single word before i do it yeah yeah um so i know sometimes there's only so much you can do but i don't know do you have any like stories where maybe you help someone that was like like oh we don't sign anything or anything you do that helps with those people that are just like tough where they want to read things and
00:45:34
Speaker
Just take their time and have like a couple days to think about it, whatever.
00:45:38
Speaker
Right, right.
00:45:39
Speaker
Well, the first thing is you can gauge the resilience of the person in that action by just giving a quick retort like, oh, I want to read through everything.
00:45:46
Speaker
Oh, yeah, of course.
00:45:46
Speaker
I'm going to go through the whole thing, but just start here.
00:45:48
Speaker
Nice.
00:45:49
Speaker
Like a little quip back and they're like, oh, no, no, I want to read it by myself.
00:45:52
Speaker
And you got to back up a little bit.
00:45:53
Speaker
Yeah.
00:45:54
Speaker
um a story i remember one closed it was a uh a situation exactly like that with a guy it's like yeah it all sounds cool but i never signed anything same day and i'm definitely not going to do it now with you guys here right off the bat just slam my ipad down or not my ipad my computer just shut the computer oh yeah it totally makes sense man and obviously then you want to make an assumption as to why they're saying that i'm assuming you're a smart guy you're not going to make any uneducated decisions right
00:46:18
Speaker
He's like, oh, yeah, absolutely.
00:46:19
Speaker
Okay, perfect.
00:46:20
Speaker
Yeah, we want to make sure you're educated before we get anything done.
00:46:23
Speaker
So...
00:46:24
Speaker
I know for myself, I don't know if this is the same with you, but I only make decisions on something that I know is going to be a benefit to me and then I'm making sure that I'm dealing with a reputable company.
00:46:34
Speaker
Are you kind of the same way?
00:46:35
Speaker
It's like, yeah, I mean, that's all we want to do is just making sure it's actually going to be good for us, that you guys are solid.
00:46:40
Speaker
Okay, yeah, perfect.
00:46:41
Speaker
So based off those two things, as long as those things were handled and you felt good about it, you wouldn't have objections to getting something done.
00:46:47
Speaker
You're a smart guy, you'll make a logical decision, right?
00:46:50
Speaker
get them to agree to that pre-frame.
00:46:53
Speaker
Yeah.
00:46:53
Speaker
Yeah.
00:46:53
Speaker
You'll be like, yeah, I guess so.
00:46:55
Speaker
You know, blush a little bit.
00:46:57
Speaker
Yeah.
00:46:58
Speaker
But like, okay, perfect.
00:46:59
Speaker
So there's just a couple of things that I actually wanted to show you and kind of go into reviews, just whatever you can do to break down that, that small smoke screen or objection.
00:47:07
Speaker
Cause really that is just a smoke screen.
00:47:08
Speaker
Yeah.
00:47:09
Speaker
what are they going to think about when you leave?
00:47:11
Speaker
They're not going to think about anything.
00:47:12
Speaker
They're just going to sit in that emotion, that high level of emotion for a little bit until it tones down and they feel that they're in a state of mind where they can make a decision.
00:47:21
Speaker
Like people don't want to feel like they're being pressured to make a decision or they're at a high level of emotionality when they make that decision because they've had experiences in the past where they have made decisions based strictly on emotionality and it's probably screwed them.
Handling Customer Objections
00:47:34
Speaker
So you just want to dial it back down
00:47:36
Speaker
tone down the pressure, resolve those things for them, make sure it's clear in their minds so they don't feel like it's like they're being forced to do something, but they're actually making a logical decision with good perspective on their future.
00:47:48
Speaker
Nice.
00:47:49
Speaker
You know, and then that guy ended up going through installs, pretty solid.
00:47:52
Speaker
So all those things can be overcome, but the biggest
00:47:56
Speaker
the biggest prevention of that is making sure you never get to it.
00:47:58
Speaker
Yeah.
00:47:58
Speaker
Right.
00:47:59
Speaker
Yeah.
00:47:59
Speaker
So just preempting all that stuff before you kind of get to the nuts and bolts of it.
00:48:03
Speaker
Yeah.
00:48:04
Speaker
That's awesome.
00:48:05
Speaker
Well, yeah, until you're so like calm and it seems like such not a big deal because I think some people like they get these and they kind of like freak out.
00:48:12
Speaker
They go, I don't know what to do now.
00:48:14
Speaker
Yeah.
00:48:14
Speaker
But like the way you just handled that, it's like you've done it a thousand times.
00:48:17
Speaker
So yeah, not a big deal.
00:48:18
Speaker
And then you just go like straight into it.
00:48:20
Speaker
Yeah.
00:48:20
Speaker
Just be sealed up their ego a little bit.
00:48:23
Speaker
It's just, we're good.
00:48:24
Speaker
It's being first.
00:48:25
Speaker
It's being persistent, but being persistent can be very negative if you're doing it the wrong way.
00:48:30
Speaker
People expect you to be persistent.
00:48:32
Speaker
There's a reason you're there.
00:48:33
Speaker
There's a reason you drove out there and took your time.
00:48:35
Speaker
They expect you to get something done.
00:48:36
Speaker
They just want you to do it in the right way.
00:48:38
Speaker
They just want you to be cool about it.
00:48:40
Speaker
As long as you're cool, you have, you've built that friendship with the person and that certain level of trust.
00:48:44
Speaker
They expect you to be persistent.
00:48:46
Speaker
So go be persistent.
00:48:47
Speaker
Yeah.
00:48:47
Speaker
You know, don't like back down and be like, oh, how do I, how do I present this in a way or say this in a way that makes it seem like I don't really care what they do.
00:48:55
Speaker
And clearly I do care what they do.
00:48:57
Speaker
Yeah.
00:48:58
Speaker
You know what I mean?
00:48:58
Speaker
It's the balance, man.
00:49:00
Speaker
Well, I'd take practice too.
00:49:01
Speaker
You're not going to get them all, man.
00:49:02
Speaker
Yeah, that's awesome.
00:49:04
Speaker
Yeah, well, and do you feel like you had to roleplay these things a lot or are you guys just run within?
00:49:12
Speaker
Repetition, yeah.
00:49:14
Speaker
A lot of questions to the top guys.
00:49:16
Speaker
Like I said, I focused really hard on just being inquisitive, learning the processes that have already shown themselves too.
00:49:24
Speaker
be profitable and just replicating those things in my own way.
00:49:27
Speaker
And then just having repetition doing it, which comes with hard work.
00:49:31
Speaker
The more you work, the more appointments you get into, the more opportunity you have to close.
00:49:34
Speaker
Even if you don't close, it's another repetition where you've learned what not to do.
00:49:39
Speaker
You never lose, you just learned, right?
00:49:41
Speaker
That's exactly.
00:49:42
Speaker
Which is valuable.
00:49:43
Speaker
You get paid off what you're learning.
00:49:44
Speaker
Yeah, that's huge.
00:49:45
Speaker
And so, yeah, for those people who are getting discouraged, maybe didn't close that big deal,
00:49:50
Speaker
Maybe you had a cancel, take it as a learning opportunity, right?
00:49:54
Speaker
I think that's something you've done, I'm sure, a lot.
00:49:57
Speaker
It's the hardest part of it.
00:49:58
Speaker
Yeah, it's the hardest part of it.
00:50:01
Speaker
It's just the inputs and letting the outputs fall where they may.
00:50:04
Speaker
Yeah.
00:50:05
Speaker
Having a structure that you believe in and not worrying too much about what happens.
00:50:08
Speaker
Yeah.
00:50:09
Speaker
Love it.
00:50:09
Speaker
Well, Kate, it's been awesome having you on.
00:50:12
Speaker
I know you probably got deals to go close right now.
00:50:14
Speaker
You're a busy guy.
00:50:15
Speaker
But before we let you go, do you have, if people want to connect to you more, connect with you more, is there a way they can reach out to you on social media or what's the best way to get in touch?
00:50:24
Speaker
Yeah, hit me up on Facebook.
00:50:26
Speaker
I'm just kidding.
00:50:26
Speaker
I have an Instagram.
00:50:27
Speaker
I'm not super active.
00:50:28
Speaker
You want to drop your MySpace?
00:50:29
Speaker
Yeah, I'll drop my MySpace there.
00:50:31
Speaker
My Instagram, at Kate Hillstead.
00:50:33
Speaker
You can DM me.
00:50:34
Speaker
Super open to helping guys out, answering questions.
00:50:37
Speaker
Reach out to me.
00:50:37
Speaker
Cool.
00:50:38
Speaker
Should be getting more active on the Instagram here in the next couple months or so.
00:50:42
Speaker
We'll see.
00:50:42
Speaker
We'll drop it in.
00:50:43
Speaker
And yeah, appreciate you coming on.
00:50:44
Speaker
So anyone listening, you just heard from a guy that's on track to do over 300 installs, probably 350, something like that by the end of the year.
00:50:52
Speaker
Not too many guys that can say that.
00:50:54
Speaker
So thanks again.
00:50:55
Speaker
We appreciate you coming
Advice for Long-term Success in Solar Sales
00:50:56
Speaker
on, Caden.
00:50:56
Speaker
Before we wrap up, any final words of wisdom or
00:51:00
Speaker
I don't know, maybe advice for a struggling rep before we say goodbye here.
00:51:03
Speaker
The biggest thing I would say is know that your future self is paying your present self for your own failure.
00:51:10
Speaker
Don't give up.
00:51:12
Speaker
Keep working at what you're trying to be successful at.
00:51:15
Speaker
If you don't have any success for the first two months, that's a very short period of time that needs to be paid back with future success.
00:51:21
Speaker
So I just tell my guys, look, you're out knocking.
00:51:24
Speaker
It's hard.
00:51:25
Speaker
You're in the hot sun.
00:51:25
Speaker
You're getting rejected.
00:51:27
Speaker
Just tell yourself, my future self is paying me $50,000 this month to gain this skill set to do this.
00:51:33
Speaker
I'm not making it right now, but my millionaire future 2035 self is going to be glad that I did do this.
00:51:39
Speaker
It's just a process.
00:51:40
Speaker
That's awesome.
00:51:41
Speaker
Just have a long-term perspective.
00:51:43
Speaker
Nugget, nugget.
00:51:44
Speaker
Yep.
00:51:45
Speaker
So guys, don't think short-term, think long-term.
00:51:48
Speaker
These are the people that are having the most success in solar and snow one arcade's crushing it.
00:51:53
Speaker
He came in, started his setter.
00:51:55
Speaker
Now he's doing 25 to 30 deals.
00:51:57
Speaker
So appreciate you, Cade, and Watt Davy on a future episode.
00:51:59
Speaker
But thanks, Cam, for coming on today.
00:52:02
Speaker
Absolutely, man.
00:52:02
Speaker
It's a pleasure.
00:52:03
Speaker
Thanks, Taylor.
00:52:03
Speaker
All right.
00:52:03
Speaker
Peace out.
00:52:05
Speaker
Hey, solopreneurs, quick question.
00:52:07
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:52:17
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:52:29
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:52:40
Speaker
And it's called Solciety.
00:52:42
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
00:52:49
Speaker
who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:53:01
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:53:07
Speaker
So go to SoulCity.co to learn more.
00:53:11
Speaker
and join the learning experience now.
00:53:15
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solsociety.co and join.
00:53:22
Speaker
We'll see you on the inside.