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 cells reps fail.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solarpreneur you might ask?
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.
Speaker: What's going on, solopreneurs?
Speaker: Taylor Armstrong here, your host, and I am excited to be back because if you listened to the previous episode, you know that this is our relaunch of the podcast.
Speaker: We're making a few changes, revamping some things, and excited to be back here.
Speaker: And go listen to the previous episode if you didn't hear about a few of the changes we were making.
Speaker: But basically, we're going to have shorter episodes.
Speaker: We're going to have more quality.
Speaker: We're going to have more implementable strategies so you can get out there and take instant action.
Speaker: Because if you're anything like me, you listen to probably end this podcast.
Speaker: But how much are you actually implementing?
Speaker: I'll be honest, I'm in the gym half the time when I'm listening to podcasts, I'm driving in the car, so a lot of times I'm not taking in everything that I should.
Speaker: So I personally like the short form content better, the actionable strategies that I can go out and do right away.
Speaker: That's what we're going to focus on.
Speaker: So today we are starting out, I guess you'd say kind of the new season, the new fresh start with something that has helped me a ton.
Speaker: But the title of this episode is the year I was the most miserable and the one I made the most money.
Speaker: Hopefully it gets a few people to listen, if anything else.
Speaker: But I have to say, I have, well, as if you've been listening for a while, hopefully you celebrated with me a while back.
Speaker: I think it was, what, maybe six months or so ago now.
Speaker: But I actually got the Golden Door Award, which if any of you follow the Door-to-Door podcast, Sam Taggart, and those cool cats over there.
Speaker: It's his conference, his kind of award that he created.
Speaker: In solar, it is anyone that has over 100 installs gets the Golden Door Award, which I think is a pretty cool accomplishment, but it doesn't mean anything, honestly, because I want to go further.
Speaker: I want to help other people have that feeling.
Speaker: I know it's a great accomplishment.
Speaker: I mean, yeah, I felt like...
Speaker: It's like when you get that, it's like I finally made it.
Speaker: I'm one of these top dogs now.
Speaker: You see all these people having tons of success and getting that award.
Speaker: It's like, wow, maybe I am one of these top dogs now.
Speaker: All these guys that I always saw just crushing it, dominating door to door.
Speaker: I guess I'm one of these guys, right?
Speaker: That's the feeling.
Speaker: But honestly, when I first started out, the feeling was...
Speaker: opposite.
Speaker: I mean, it's like, I started out in the summer of 2016.
Speaker: My first few months, you probably heard my story, but had little to no success, was struggling for money, couldn't afford groceries.
Speaker: In that feeling, it's like, man, I'm going to quit this.
Speaker: Why am I even trying this?
Speaker: I should just go back to pest control, even though I only made like
Speaker: I don't know, eight or nine grand for the summer of pest control.
Speaker: Not that impressive.
Speaker: Or maybe I should be working at McDonald's.
Speaker: Maybe I should just go back to donating plasma, which was my main source of income in my college days.
Speaker: So that's kind of the feelings you have.
Speaker: So that's what I want to share is how to have more of the feelings that you finally made it, that you're one of the top dogs, you're one of the greatest, you're one of the goats of solar, because that's where we want to take people.
Speaker: And that's what this podcast is all about.
Speaker: It's helping you take it to that level and achieve that success that you've always been dreaming of.
Speaker: So let's hop into it.
Speaker: I'm going to share three strategies today.
Speaker: They're going to help you get towards that and have the selling year you want to have.
Speaker: So number one is knowing why are you even out there?
Speaker: Why are you out grinding the pavement, hitting the doors, whatever lingo you want to throw in the parentheses?
Speaker: Why are you pushing hard?
Speaker: Why are you trying to have success?
Speaker: So quick story, when I first started out in the solar industry, I remember going to a training with, I guess he was kind of the regional manager at the time.
Speaker: His name was Dan Cranford.
Speaker: Shout out to Dan if you're listening to this.
Speaker: But he shared a training with us, and the training was super good.
Speaker: We were talking about goals and achievement, and he had us write down our goals and kind of one of those trainings.
Speaker: But the funny thing was the whole time he was talking about, you just got to have the white power.
Speaker: You got to have the white power.
Speaker: And I kept hearing white power.
Speaker: I'm like, man, are these guys like KKK?
Speaker: What's going on here?
Speaker: And then we got done with the training.
Speaker: And I'm like, man, what is this guy's deal?
Speaker: Is he like a racist or what?
Speaker: Why does he talk about white power all the time?
Speaker: And then everyone's like, no, Taylor, he's saying why power, not white power, why power?
Speaker: I'm like, okay, that makes so much more sense.
Speaker: Why power?
Speaker: That's why we're talking about the goals.
Speaker: That's why he's going off on having his ride out why we want to be here and what we want to achieve.
Speaker: So if you're doing a training, make sure, especially in these times, make sure it's clear you're saying why power, not white power.
Speaker: Okay.
Speaker: But that training stuck with me and he taught us a lot of stuff that day that I still apply to this day.
Speaker: But that is you just need to have a super clear why.
Speaker: Why are you doing the things you're doing?
Speaker: Why are you out there grinding?
Speaker: It's the first tip on that is when you write out your why, when you write out your goal, have it be three layers deep.
Speaker: So if you want to, let's say, have enough money to buy a house, why do you want to have a house?
Speaker: Okay, maybe it's to provide for my family, keep my kids warm.
Speaker: Why do you want to provide for your family?
Speaker: because I love them.
Speaker: Anyway, go deeper on that, but make it three layers deep because that's how you're really going to figure out that it's a true why.
Speaker: That's how you're going to get to the true motivation.
Speaker: And you should even do it for customers.
Speaker: I mean, why do they want to get solar?
Speaker: Have them go three layers deep.
Speaker: It's an episode for another day.
Speaker: But figure out your why power and then write them down.
Speaker: If you don't already get some type of planner,
Speaker: I've used the Grant Cardone's 10x planners.
Speaker: We can post some links to them, but there's a best, I think it's the best life planner.
Speaker: You can get it on Amazon, 20, 30 bucks, but it's another super good one I've used.
Speaker: And what they do is they have places that you write out your goals, your whys, and review them on a regular basis, weekly basis, and then also quarterly basis.
Speaker: So if you're like me and are not very good at being accountable and keeping track of those things yourself, get some type of planner that'll help you do that.
Speaker: That's tip number one, figure out the whys.
Speaker: And that's going to be what will keep you going more than anything else.
Speaker: And constantly review them, have them out there on the doors, use picture, use video.
Speaker: Because that's what's going to help you dig deep when you are out grinding, when you do want to quit.
Speaker: Number two is know how to improve and then know if you're making progress.
Speaker: When you know how to improve, that's how you're going to know you are making progress.
Speaker: And so this is just about having the right knowledge, having the right mentors.
Speaker: And story about this, I was actually this morning, I was in the gym with my brother.
Speaker: We go to the LA Fitness down here in San Diego.
Speaker: If you ever want to join us for a workout, but we were out working out this morning and I
Speaker: He's like, man, I haven't haven't closed the deal in a few weeks now on a little bit of a slump.
Speaker: And I'm thinking about maybe having people maybe having you or someone else come to my deals, close them for a little bit because I can't figure out what's going on.
Speaker: And so we dug a little bit deeper.
Speaker: I'm like, he's been closing his own deals for maybe a month or two.
Speaker: It's been out here for, I think, four months now.
Speaker: But we dug a little deeper and I'm like, well, dude, have you had a lot of quality appointments going through?
Speaker: And he's like, honestly, not really.
Speaker: I'm like, well, if you aren't having appointments go through or if you're having one leggers, it's just a wife there or not super quality appointments, then it doesn't matter who comes to your appointments.
Speaker: You have the best closer in the world.
Speaker: Could have our friend Michael O'Donnell come.
Speaker: but even he, if it's a crappy appointment, then it's going to be hard for anyone to close it.
Speaker: So the bottom line with that is figure out what you're lacking.
Speaker: If you don't know what it is you're trying to adjust, then you can't make improvements on it.
Speaker: So even before you know the how to improve, you need to figure out what needs to improve.
Speaker: If you don't know what needs to improve, then how are you going to figure out what the how is, how you can improve it.
Speaker: So that's the first key with this.
Speaker: Start tracking, measuring, adjusting.
Speaker: Do it in everything.
Speaker: And especially I've learned as I've learned more marketing, not just sales, is you get these guys that are tracking ads, that are tracking, you know, the Facebook pixel, the Instagram.
Speaker: leads, the cost per acquisition, all these marketers, they're tracking everything.
Speaker: And the best ones, they're keeping all this data, all these spreadsheets, all these CRMs of every single little thing.
Speaker: And they're making adjustments, they're tweaking things.
Speaker: So that's something that I've really respected from all of these top marketers too, is they track, they measure, they adjust.
Speaker: If things aren't working, then they make the little adjustments.
Speaker: So it should be no different.
Speaker: When you're trying to improve, you need to have something to go off of.
Speaker: You can't just go off of, I guess, right?
Speaker: If you're trying to improve the quality of your appointments, like, oh, well, I'll just do this.
Speaker: And then you don't track it.
Speaker: You don't measure it.
Speaker: How are you going to know if it actually worked?
Speaker: So measure it.
Speaker: And then number two with that is after you measure it, then you figure out the how.
Speaker: So how do you know the right advice to get done?
Speaker: Okay, you gotta be following the right mentors.
Speaker: So that's what we're doing with this podcast.
Speaker: Get on this podcast every week.
Speaker: It will drop in episodes weekly, interviewing the top dudes, the top dogs.
Speaker: So that's the how.
Speaker: Okay, get a good mentor.
Speaker: And with that, being a good sales organization,
Speaker: I have talked to so many reps now where they're in with these, I guess I won't drop names here, but it's kind of network marketing type organizations or the they're trying to do these dealers with no support, but they just have the lowest red line and they get paid the most per deal.
Speaker: But guess what?
Speaker: They're not closing deals to begin with.
Speaker: So get with an organization.
Speaker: It's not about being the highest paid.
Speaker: Obviously, you want to be paid well, but it's more important who you're surrounded with.
Speaker: Are you with top producers?
Speaker: Are you with guys that only close one deal a month?
Speaker: It doesn't matter how much you're getting paid, but I'll take way less pay if I can be around the top producers.
Speaker: That's way more important, and that's how you're going to know the how.
Speaker: So just dig deep.
Speaker: If you're with a one-man deal right now and you're not producing the results you need to, then dig deep.
Speaker: Maybe you should go to...
Speaker: you know, a different organization with higher producers.
Speaker: And then also consider getting a coach.
Speaker: That's one thing that took my skills to a new level, which will be introducing some coaching programs, things like that.
Speaker: You can send me a message if you want to hear what we got going on, but that will be coming out soon.
Speaker: The solopreneur movement, we want to get guys coached in the best training on the planet.
Speaker: Okay, that's tip number two.
Speaker: First track it and then know how to improve.
Speaker: And the last thing I have with this is allow yourself to feel the wins.
Speaker: So when you're out there, that's what's going to keep you motivated too is celebrate the wins, celebrate the little things.
Speaker: Actually, this podcast I'm recording right now, I'll be honest, I was dragging my feet.
Speaker: I was like, what do I say today?
Speaker: People want to hear this.
Speaker: What do I say?
Speaker: And I was dragging my feet, but I decided I'm actually here at our office in our podcasting room.
Speaker: There is a new ice cream shop that just opened up around the corner.
Speaker: And I'm like, okay, Taylor, if you do this, if you record these episodes today, you can go get yourself an ice cream.
Speaker: Okay.
Speaker: So, which I know I shouldn't be getting the dad body.
Speaker: Had a kid, so I've got to be super careful eating too much ice cream.
Speaker: But figure out a way to reward yourself.
Speaker: And maybe it's a trip you want to go on.
Speaker: Maybe it's, I don't know, cruise with your wife.
Speaker: Maybe it's just going on a weekend getaway if you get X amount of sales, if you get X amount of leads.
Speaker: Things like that.
Speaker: Figure out a way to motivate yourself and then figure out a way to reward yourself.
Speaker: Doing those things.
Speaker: My wife, she actually, my second year of solar, we did this thing that helped a lot.
Speaker: You married folk, girlfriend, boyfriend, whatever.
Speaker: if you want to implement this but what my wife did is she made a it was like a board full of these little prizes and they were uh it was just like a white board and she would tape on there these white envelopes and then um depending on how many appointments I booked that day how many leads I got she would let me open a white envelope okay I know it sounds like I'm a five-year-old or something right now
Speaker: getting a prize for doing my chores but literally that's what it takes sometimes in this job and maybe you maybe all you listening are have way more willpower than me maybe you can push yourself but i think this could help anyone okay have boyfriend girlfriend whatever put up something a reward system maybe it's you booked three appointments that day you could open a little reward
Speaker: And then it's a little surprise.
Speaker: So it helped me, helped me push.
Speaker: I wanted to see what was in that white envelope.
Speaker: Sometimes there's a candy bar.
Speaker: Sometimes they were, I don't know, like a back rub, whatever.
Speaker: But stuff like that, figure out ways to motivate yourself.
Speaker: And that is going to help you have the year you want to, the year to crush it.
Speaker: And that is going to help you towards your golden door award as well.
Speaker: So that's what we got today, guys.
Speaker: Push yourself to go towards the positive, to go towards the dreams you want to achieve.
Speaker: And don't have it be like me, like those feelings of wanting to quit, like those feelings of you're the worst.
Speaker: If you do those things, it's going to help you.
Speaker: So again, we're having more shorter form episodes.
Speaker: So that's the tips for today.
Speaker: Go out there and dominate, go out there and crush it.
Speaker: And we will see you on the other side.
Speaker: Thanks so much for tuning into today's episode.
Speaker: I know when I got into the industry, I had almost no resources like this.
Speaker: So I hope this show is helping you get the success you deserve.
Speaker: If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
Speaker: Zig Ziglar said if you help enough people get what they want, you will get what you want.
Speaker: So I promise by sharing this it will help you grow and improve.
Speaker: The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
Speaker: I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
Speaker: If you want more help achieving your goals, then I put together an exclusive video training on three hacks that helped me close multiple deals a week while knocking less than 10 hours.
Speaker: And who doesn't want that?
Speaker: So go check it out at webclass.solarpreneurs.com.
Speaker: Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.
