Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you 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 up, solarpreneurs?
Speaker: Taylor Armstrong back with another episode coming to you from San Diego, California.
Speaker: This is your first time on the show.
Speaker: Purpose is to make your life easier as a solar cells professional and help you close more deals, generate more referrals, and dominate this incredible industry.
Speaker: Thanks for listening.
Speaker: Just want to give you guys a shout out as the listeners.
Speaker: I've gotten a few messages just from the last episode, which if you haven't heard about it, you can go back and listen, but just an unfortunate experience I had.
Speaker: So appreciate the people that reached out to empathize with me and mourn in my negative commissions.
Speaker: Anyways, go back and listen to it if you haven't already.
Speaker: But on this episode, we're going to talk more positive.
Speaker: And what we're doing is I just want to kind of prepare you guys for the next episode.
Speaker: We've got an awesome guest coming.
Speaker: His name is Mo Fala.
Speaker: And incredible dude.
Speaker: So you'll get to hear him on the next episode.
Speaker: But we did the interview recently here.
Speaker: in San Diego and he just got me thinking about a few different things that I've started applying more and more and I've seen other people apply in their solar cells and other companies and it's made a huge difference in my personal cells and just from what I've seen in other cells teams out here doing solar.
Speaker: so we're going to jump into the topic but before I get into that just want to give you guys a quick update on well my personal cells
Speaker: Ramping up here, COVID obviously still an issue, but hopefully you're not using that as an excuse.
Speaker: Shouldn't be an excuse for anybody at this point.
Speaker: I'm here at a gym, just getting the workout in out here in California, at least in my neck of the woods.
Speaker: The gyms are either closed or outdoor.
Speaker: So I just got done at a 24 hour fitness, doing an outdoor workout, getting kind of sick of outdoor gyms, to be honest.
Speaker: They put like half the equipment in.
Speaker: There's like 10 people trying to wait for a single squat rack.
Speaker: So not a big fan.
Speaker: So if any of you have connections to Governor Newsom here in California, please...
Speaker: send them a knuckle sandwich and tell them to open up the gyms, please.
Speaker: I'm doing a 75 hard here, which that's also highly recommended.
Speaker: It will help you out in your cells.
Speaker: But if you haven't heard about 75 hard, go to that.
Speaker: It's Andy Frisella's challenge, where 75 days you're doing two work, two 45 minute workouts in a day.
Speaker: You're reading 10 pages and you are following a diet and drinking a gallon of water a day.
Speaker: Among other things, so things like that just really helps get in your routine, get yourself amped up, and get yourself, more than anything, just used to being consistent.
Speaker: Because consistency is the big secret, I think, in life and in cells.
Speaker: But anyways, I digress.
Speaker: So let's hop into the topic, and that is why you should treat solar cells like alarms.
Speaker: What do I mean by that?
Speaker: I mean that anyone, well we probably all know people who are dominating in this industry.
Speaker: You look back at their history and most of the top guys in solar, guess what?
Speaker: A lot of them came from alarms.
Speaker: Most, yeah I would say most of the top guys came from alarms.
Speaker: Not to say that people who didn't have that background can't be successful.
Speaker: I came from pest control.
Speaker: So, pest control is awesome too.
Speaker: But what I mean by alarms, here's the thing, guys.
Speaker: Alarm salesmen, what do they do?
Speaker: They're out there knocking eight, ten-hour days doing the summer grind, and they are selling these alarm contracts, typically five-year contracts, if I'm not mistaken.
Speaker: And they're selling them on the spot, on the doors.
Speaker: They're running credit checks for people, and they're getting these things locked down same day.
Speaker: They're having the alarm technicians come in and put the alarms in.
Speaker: So what I'm trying to say with that is why don't we treat our solar cells more like alarms?
Speaker: People get so hung up that I see sometimes on solar, it's a $30,000 loan.
Speaker: It's a big decision.
Speaker: And guess what?
Speaker: Anything you think in your life, anything you believe in your life, it's going to reflect on the customer.
Speaker: So if you think that solar is a big decision, if you think people should think about it, if you yourself tend to think about things and overanalyze and hesitate in your decisions, guess what?
Speaker: Your customers are going to do the same thing.
Speaker: So really take a look at that.
Speaker: First of all, take a look.
Speaker: What are you doing in your life?
Speaker: What objections are you seeing?
Speaker: And then take a look deep down.
Speaker: This is something that Grant Cardone talks about too.
Speaker: Your objections you have in your life, it's going to show up in the customer's objections.
Speaker: Take a deep look at that.
Speaker: But when people are selling alarms, they're locking these babies.
Speaker: Same day, they're closing the deal, they're getting it done.
Speaker: And in my opinion, alarms are way less of a good deal than solar.
Speaker: No offense, alarm people.
Speaker: But solar, we're literally saving people thousands and thousands of dollars.
Speaker: So why are we hesitating?
Speaker: Why aren't we locking these things down same day too?
Speaker: Okay, and it's something that you'll hear a little more about in our next interview with Mo Fala.
Speaker: But he implemented this with his teams and the next year he did, well, his first year, we'll talk about this again, but he did 28 million in cells.
Speaker: And his big secret, he started treating solar like it's an alarm.
Speaker: He did this during COVID.
Speaker: He walks in the door, they're knocking his teams and they're not saying, oh, I'll come back in a few days.
Speaker: They're saying, hey,
Speaker: Mr. Customer, we'll get this proposal created.
Speaker: Probably not saying proposal, but we're going to get your design created.
Speaker: We're going to have numbers out.
Speaker: But yeah, let me show you how this works.
Speaker: And they're walking straight in there.
Speaker: They're closing these deals down.
Speaker: And so how do you actually do a same-day appointment?
Speaker: If you're not doing same-day appointments, I think it's a huge thing that you and your teams are missing out on.
Speaker: Because, I mean, figure out a way to get these proposals, these solar proposals created quickly.
Speaker: There's no need.
Speaker: You shouldn't be going back.
Speaker: two or three days later.
Speaker: I mean, here in San Diego, I'm sure it's a problem everywhere, but if you schedule appointments more than two days out, you might as well flush that baby down the toilet.
Speaker: Very unlikely that it's going to sit.
Speaker: People are going to forget.
Speaker: People are going to overthink it.
Speaker: People are going to remember something bad they heard about solar, and they're not even going to remember what the benefits were that you explained to them on the door.
Speaker: So it's emotional, right?
Speaker: People buy on emotion, and then they justify it with logic.
Speaker: So what can you do?
Speaker: Just get them on that emotional high, get in the door, and figure out a way to get in the house as soon as possible.
Speaker: And end of the day, you're not going to do everything.
Speaker: close same day.
Speaker: I mean, if you're just talking to the housewife or something, husband's not home, probably not going to do a same day sell right then, but schedule for an hour or two when the husband comes back, right?
Speaker: And get that homeowner on the phone, had an appointment just today.
Speaker: This is another big issue here out here in California is you show up to the appointment and husband cancels, right?
Speaker: So what do you do?
Speaker: You get the husband on the phone.
Speaker: Say, Mrs. Jones, do you, so while I'm here, let's just get your husband on the phone, then I make sure he's not surprised, and I'll just give him a little explanation of what we're doing here so he knows why I'm coming back, because I explain this to people all day long.
Speaker: Get him on the phone.
Speaker: It's going to reduce your cancellations.
Speaker: Okay, but start pushing these appointments through same day, and the way to do that is just make it the expectation.
Speaker: Okay, be assumptive.
Speaker: something that I coach my guys on, whatever you assume
Speaker: whatever you want to happen, you just need to be super assumptive with it.
Speaker: So if you're giving people an option, when does it work to come back?
Speaker: No, forget about it.
Speaker: Say, Mrs. Jones, we're here with all the neighbors right now.
Speaker: They're actually working on your custom information.
Speaker: So yeah, actually they'll have that done here quickly.
Speaker: So in the meantime, I'll just show you how this works.
Speaker: And you have a small place we can sit.
Speaker: whatever, get inside the home, boom, right there.
Speaker: Or if you're like me, I mean, I personally am old school.
Speaker: I walk around with nothing but some appointment cards and my phone.
Speaker: Okay, so I present with my MacBook Pro here personally, which...
Speaker: No one wants to carry that thing around.
Speaker: But if you're like a lot of people, you got an iPad, right?
Speaker: You don't even know, you don't need to go back to a car.
Speaker: You don't need to do anything.
Speaker: Just walk straight in, get the info back on your iPad, and boom, you got it right there.
Speaker: You can be closing them.
Speaker: Okay, if you don't have your iPad or whatever, your computer, then say, Mr. Jones, I'm going to have them prepare it.
Speaker: I'm just going to call our engineers, make sure they get right on your information, and I will be back here in 20 to 30 minutes.
Speaker: Sound good?
Speaker: And then don't give them an option.
Speaker: Walk in there, get what you deserve, close the deal same day.
Speaker: So start doing this.
Speaker: Be assumptive with it.
Speaker: Book those appointments.
Speaker: The priority here is, yeah, if you can do it, if you have an iPad, if you can get these proposals back super quick, then yeah, don't even go back to your car.
Speaker: Just walk straight in and then attempt to close.
Speaker: Guys, this is a secret I'm hearing from more and more people.
Speaker: Okay, another example of this.
Speaker: I mentioned last episode I'm doing a Noxstar competition.
Speaker: which you guys can check it out.
Speaker: It's with my boys Taylor McCarthy, Danny Pesce.
Speaker: They have got a great program, great trainings over there, so I'll give them a shout-out.
Speaker: But they do competitions.
Speaker: It's kind of a training-slash-competition, a tournament.
Speaker: The number one dude, they had their seeding round for it last week, which –
Speaker: I wasn't the top guy.
Speaker: I was close.
Speaker: No, there's some rock stars in there.
Speaker: So shout out to those guys.
Speaker: The top dude, he is, we'll see if we can get him here on the show here soon.
Speaker: But his name is Jared.
Speaker: This guy closed 23 deals in a week in Texas.
Speaker: And I was blown away.
Speaker: Pretty incredible.
Speaker: So Jared, if you listen to this, awesome job, dude.
Speaker: You are a sales superstar, but 23 deals.
Speaker: And what was his secret?
Speaker: He was telling us what he does.
Speaker: And he, well, he came from alarms.
Speaker: Surprise, surprise.
Speaker: Came from Vivint Alarms.
Speaker: And he just basically takes that same mindset, that same way of doing things from alarms, and he just applied it in solar.
Speaker: I think if I remember correctly, he had two or three months is all in solar.
Speaker: But what's he doing?
Speaker: We would see him post in the little group chat, just cell after cell after cell, cell number two.
Speaker: It's not even noon yet.
Speaker: He's got two cells.
Speaker: And then by the night, I think he had multiple days of four cells, maybe even one day where he got five, but just an incredible volume.
Speaker: And this is what he's doing, guys.
Speaker: He was just doing same-day cells.
Speaker: He doesn't go back.
Speaker: He gets in the home, and he locks it down right then.
Speaker: So any of these dudes that are closing insane amounts of deals, that's a big secret.
Speaker: Make the sale simple like an alarm.
Speaker: Think of yourself as an alarm person now, except you're selling something even more awesome.
Speaker: We're doing solar alarm people.
Speaker: They're doing credit checks on the doors.
Speaker: I mean, it's a similar process.
Speaker: So if these people selling alarms can do it, we can do it too with a product that's awesome, that's saving people money, and that's changing the world.
Speaker: That's what I got for today, guys.
Speaker: Think of yourself as an alarm person.
Speaker: And go talk to any of these top guys.
Speaker: A lot of them came from alarms.
Speaker: And a lot of these guys were having on the show.
Speaker: So you're not going to want to miss next episode.
Speaker: We got Mo Fala and we're going to go into this a little bit deeper.
Speaker: You're going to hear his thought process on it as well.
Speaker: So tune in and thanks for your comments.
Speaker: Again, go share the show.
Speaker: If this has helped you in any way, pass it forward.
Speaker: We got some exciting stuff coming out that you're not going to want to miss.
Speaker: So keep listening.
Speaker: Going to be some exciting news here soon.
Speaker: Keep selling.
Speaker: Don't let COVID hold you back and dominate this week.
Speaker: Peace.
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.
