Transcript
Speaker: Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
Speaker: What is a 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 is up, solarpreneurs?
Speaker: Taylor Armstrong, your host here back with another episode.
Speaker: And as usual, we are here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: Hope you're doing awesome.
Speaker: Hope you are having a great spring or summer or winter whenever you're listening to this podcast.
Speaker: And I'm just grateful to be doing this show now coming up on...
Speaker: Three and a half years started this end of 2018.
Speaker: Been a long journey and just appreciate all the people that have tuned in, supported the show, shared it, liked it.
Speaker: Means a lot to me.
Speaker: And speaking of that, wanted to give a quick shout out to our latest review over on Apple Podcasts, which if you've not left a review, feel free to go leave one.
Speaker: Always is great reading these.
Speaker: But our latest review was from, let's see what he puts it, from Jay Sean, my man Jay Sean.
Speaker: He says, high value info, Taylor is paving the way for everyone in the solar industry.
Speaker: He's bringing value at a level...
Speaker: and consistency that no one else is in the industry.
Speaker: He works hard and is super humble and deserves a listen and your support.
Speaker: A big motto of mine is to replace entertainment with education until the education feels like entertainment.
Speaker: I love that.
Speaker: It's awesome.
Speaker: This is the perfect podcast to do that with.
Speaker: Thanks, Taylor.
Speaker: Keep crushing it, brother.
Speaker: Thank you so much, Jayshon.
Speaker: Love that.
Speaker: And how about that?
Speaker: replace entertainment with education until education feels like entertainment.
Speaker: Wow, that's awesome.
Speaker: Couldn't have said it better myself.
Speaker: So speaking of great lines, today's podcast is going to be all about great lines.
Speaker: And I'm calling it the Solar One-Liner Podcast.
Speaker: And this show was inspired from SolarCon I was at recently.
Speaker: They had a solar objection sell down and or competition, whatever you want to call it,
Speaker: Where people just, you know, they threw out the objections.
Speaker: They had six or seven people up on the stage.
Speaker: People just gave their best ways to overcome it, which is awesome.
Speaker: And shout out to Solar Joe.
Speaker: If you're not part of his Facebook group, Solar Objections, you can hear a ton of great lines.
Speaker: Good info on how to overcome any objection.
Speaker: But also included with that were some awesome one-liners.
Speaker: And if you don't know what a one-liner is, that's just little lines.
Speaker: They're clever.
Speaker: They're often used to overcome objections or just throw in your sales process, in your door presentation, in your closing presentation that really just, you know, invoke emotions sometimes, are just clever,
Speaker: get people to think.
Speaker: You call it a one-liner, right?
Speaker: Great lines.
Speaker: And so today's podcast, I'm going to give you some of the best one-liners I've heard from other people.
Speaker: Some of them, I think I created a little bit myself.
Speaker: A lot of these I got from other people, but that's what it's all about is we're all learning from each other.
Speaker: And you take these lines, you put your own spin on them, you make them your own.
Speaker: I think everything we hear is really an adaptation from, I don't know, probably Todd Peterson or
Speaker: forefathers of door-to-door, right?
Speaker: So we're all adopting our own lines.
Speaker: But what you should do if you don't already, go, you can pause this right now, go to your notes app, create a section that says solar one-liners.
Speaker: And what I would challenge you to do anytime you're in a correlation, a training, listening to the podcast, hearing a guest on the podcast, and you hear a cool line that you're going to use in your cells, you go, you write it down, and then
Speaker: you implement it.
Speaker: This is how you remember them.
Speaker: Because the mistake I made when I was starting out, I would hear all these cool lines, but then the next day I forgot it.
Speaker: Didn't practice it, didn't rehearse it, didn't practice drill, rehearse, right?
Speaker: PDR.
Speaker: If you don't do those things, if you don't record it, you're never going to get these lines.
Speaker: Okay, it's the same thing.
Speaker: Some of you know I do these little jiu-jitsu classes, and what I notice is that if I go after the class, I go right down the move.
Speaker: I write down where you need to put your arm, the way you need to roll, whatever, the way you need to choke them to get the perfect pressure on the neck.
Speaker: The next day, I'm forgetting the move.
Speaker: So I think this is a good thing to do for anything you're trying to learn, any new process you're trying to get in your head.
Speaker: So I'm going to take you through my one-liners, and...
Speaker: I'm also going to make these available if you want to shoot me an email or shoot me a DM, taylorjrmshaw on Instagram or taylor at solarpreneurs.com.
Speaker: I'm going to give you access to all my best one-liners.
Speaker: I'm going to send you the copy of them.
Speaker: We'll get it done.
Speaker: Okay, but I'm going to go through them here in the show today.
Speaker: You can write them down.
Speaker: Take which ones you like and then go and implement them.
Speaker: And some of these I heard just during the most recent SolarCon at the Solar Objections, which Melissa Romiza won, of course.
Speaker: Melissa wins everything.
Speaker: I give her a hard time about this.
Speaker: I'm like, Melissa, stop winning every competition.
Speaker: So go, go give Melissa a follow.
Speaker: She has insane one-liners and gives out a lot of great content.
Speaker: She's been on the podcast.
Speaker: All of you should know, Melissa, go shoot her follow.
Speaker: So let's jump into some of these one-liners and, um, also feel free to send me any one-liners that you know and have that are really good.
Speaker: Okay.
Speaker: Number one,
Speaker: After you're booking an appointment, one of my favorite lines, and I think I got this from Jason Newby.
Speaker: Say it's a one-legged, you just talk to the husband or you just talk to the wife.
Speaker: You're locking down the appointment.
Speaker: You get to the end.
Speaker: You're saying, hey, make sure your husband's there.
Speaker: At the end, the line is, you'll tell your wife to be nice to me, right?
Speaker: She's not going to be like, get super mad when I come back or anything.
Speaker: She's a nice lady.
Speaker: Okay, cool.
Speaker: So I like this because it gives them a little chuckle at the end.
Speaker: And then also it's just that extra reminder saying, hey, you'll tell your wife to be nice to me, right?
Speaker: Extra reminder that they're going to be in the appointments.
Speaker: Great one-liner.
Speaker: Another one, when you're talking about the tax credit, assuming you're selling ownership, right?
Speaker: Mr. Homeowner, some people take that extra money and use it to pay off their mortgage, use it to pay towards their solar.
Speaker: I think you should use that extra money to take your kids to Disneyland.
Speaker: Okay, great line.
Speaker: Maybe it's something they want.
Speaker: You can apply that to anything.
Speaker: And obviously, most people are going to take that money and apply it towards the loan, towards the financing.
Speaker: But you can throw in some stuff like that.
Speaker: A lot of these get people to laugh, ease the pressure, which is huge in sales.
Speaker: Getting laughter, easing some of the pressure.
Speaker: Great thing to do.
Speaker: Here's another one.
Speaker: Mr. Homeowner, if Edison or STG&E, insert your utility right there, whatever market you're selling in,
Speaker: If they came to your door 20 years ago and let you lock in that same rate, would you have done it?
Speaker: Of course.
Speaker: Well, that's actually what I'm here to do today.
Speaker: If the home qualifies, then that's what we're doing for people.
Speaker: And another line sometimes I use, hey, you've heard the best time to plant a tree was 20 years ago, right?
Speaker: What's the next best time to plant a tree right now, right?
Speaker: That's a great one for when people are like, oh, I wish I wouldn't have gone solar a long time ago.
Speaker: Great line right there.
Speaker: Here's one.
Speaker: If you could get solar no money up front and it saved you 30%, 20% inserts, whatever savings are in your market or just insert, if you could get solar no money up front and it costs about the same as what you're paying right now, you'd probably do that, right?
Speaker: Cool.
Speaker: I'm not sure if I can get that, but let's take a look.
Speaker: Build up the pressure, right?
Speaker: Build up the anticipation to see what the numbers are, to see how the design came out.
Speaker: Mr. Homeowner, you're going to end up paying for three of these systems over time anyways, so you might as well at least get one as you're showing them how much they would pay to utility.
Speaker: Love it.
Speaker: Everyone is curious about going solar.
Speaker: People just struggle finding someone they can trust.
Speaker: Great line right there.
Speaker: And a lot of these, some of them I didn't write down who I got them from.
Speaker: So if you were someone that trained me or I guess on the show or whatever, I'm taking all this content, I'm adapting it.
Speaker: Gotta give shout out to the greats and people who taught me a lot of these lines.
Speaker: A lot of them are from Taylor McCarthy, Danny Pesce, guys have been on the podcast.
Speaker: So much love to them and we appreciate you.
Speaker: Here's one.
Speaker: Would you guys buy off Amazon if your $100 package also costs $100 to ship?
Speaker: Probably not.
Speaker: So out here, I assume this is similar in most markets, most utilities, but definitely out here in California where I'm at, people pay an arm and a leg in these transmission and distribution costs.
Speaker: So it's a great thing to do.
Speaker: Another line of views is, hey, what they're doing with this out here,
Speaker: It's kind of like getting a pizza.
Speaker: If you ordered a pizza at Domino's, it costs $20, but the delivery fee was $100.
Speaker: Do you think you'd still buy that pizza?
Speaker: Probably not, right?
Speaker: Well, that's what they're doing out here, and so many of your neighbors have gotten just sick of all these delivery fees.
Speaker: Hey, and you're always seeing this from a third-party perspective, right?
Speaker: Coming from someone else's mouth, people believe much more of what they hear from someone else's perspective that's not just yours.
Speaker: That's a great line comparing the delivery fees just to like pizza or Amazon.
Speaker: People really relate to that.
Speaker: Here's a good little question.
Speaker: If someone's throwing a fit about price or saying, oh, I heard a neighbor that got up for like five grand cheaper than what you're doing, or I heard you can get solar for like 5,000 bucks online.
Speaker: Mr. Homeowner, would you rather have, you know, you got to make sure you apply the principles, agree with them, right, and empathize with them.
Speaker: But then ask them, would you rather have a cheap eye surgery or an expensive eye surgery?
Speaker: Okay.
Speaker: People want expensive eye surgeries, right?
Speaker: Exactly.
Speaker: So what we're doing with solar is the same thing.
Speaker: I've talked to countless people that have had cheap eye surgeries or cheap solar.
Speaker: And a lot of them, they can't get ahold of the company.
Speaker: They can't get anyone out there to service it.
Speaker: They go through all the issues.
Speaker: So what we're doing, we're trying to get it up there, not take any shortcuts, but make it last and not be the people that you're calling back week after week.
Speaker: So let's get your application in, see if your home is eligible for this.
Speaker: And then I'm happy to get comparisons too.
Speaker: I know we're getting great value.
Speaker: We're getting you the best price for the best service you're going to get.
Speaker: What was the spelling of your last name?
Speaker: Go straight into it right there.
Speaker: Any other good ones we got?
Speaker: I've got a big list here.
Speaker: I'm just trying to give you the highlights.
Speaker: And guys, go follow.
Speaker: Social media is great for this.
Speaker: Again, go join the Solar Objections group.
Speaker: Go follow people like Taylor McCarthy, Danny Pesci, Melissa Ramiza, yours truly.
Speaker: I'll be dropping some lines like this.
Speaker: But follow them and then they post videos like this all the time.
Speaker: I know Taylor McCarthy has his YouTube channel where he's posting live door presentations.
Speaker: You go through this and you just listen and then write down these lines.
Speaker: Hey, Melissa Ramiza posted an awesome video where she just went through some of her favorite questions and one liner she uses.
Speaker: And one she used in her video that we've learned from Taylor McCarthy over at Noxstar is, Mr. Homeowner, are you trying to justify paying more for electricity than you need to?
Speaker: Just when someone's like...
Speaker: putting up the guard, just giving you objection after objection.
Speaker: Are you trying to justify paying more for electricity than you need to?
Speaker: No?
Speaker: Okay.
Speaker: Just when they're trying to be tough.
Speaker: All right.
Speaker: You ask them these things, it kind of grabs their attention.
Speaker: Okay.
Speaker: Be like, well, cool.
Speaker: Well, yeah, that's why we're here is bills are going up and most people would rather pay less for something.
Speaker: that they don't need to.
Speaker: Most people would rather pay less for something that they don't have an option to get rid of, right?
Speaker: Then you go into qualifying.
Speaker: So just practice these, drill and rehearse them.
Speaker: Obviously some of these I have down better than others.
Speaker: I need to do my own practicing drilling and rehearsing and I don't use all these every time.
Speaker: But you're keeping arrows in your quiver.
Speaker: You're going back.
Speaker: You're keeping it fresh.
Speaker: Sometimes when I'm just getting my teeth kicked in on the doors, I pull up this list.
Speaker: I go through the one liners and I just get some fresh lines.
Speaker: Sometimes I feel like I'm saying the same things.
Speaker: They're not working as much.
Speaker: So it's like, all right, let's switch it up.
Speaker: let's try these lines so i think if you do that you're going to be able to keep it fresh you're going to be able to just really work out a system and process that works for your selling style personally and have the most success out there so again hit me up if you want this list of one-liners we will give you access and then just start your own the key is to always be learning always be educating yourself and like our review
Speaker: From Jay Sean said at the beginning, take in the education until it becomes the entertainment.
Speaker: Love that.
Speaker: So that is today's podcast.
Speaker: Hope you enjoyed it.
Speaker: And we had a lot of one-liners in last podcast with Mike Brands.
Speaker: And we've gotten a ton of great feedback from that.
Speaker: He gave a ton of his lines he uses basically to the live role play.
Speaker: So make sure you listen to that if you have not already.
Speaker: And we're going to be coming with a lot of fire content.
Speaker: Make sure you don't miss out on the next episodes.
Speaker: We've got like...
Speaker: seven or eight incredible guests that are on the deck ready to share the secrets of selling more solar and having more success.
Speaker: So we'll see you guys on the next one.
Speaker: Like, comment, share, subscribe.
Speaker: Please love you guys.
Speaker: Keep selling.
Speaker: Peace.
Speaker: What's up, solarpreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
