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PRESENTATION BREAKDOWN - Lumi Bros Part 2
101 Plays3 years ago
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Transcript
Introduction to Taylor's Journey
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 a year and cracking the code on why sales reps fell.
00:00:19
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.
Defining 'Solarpreneur'
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.
00:00:43
Speaker
What's going on, solopreneurs?
00:00:44
Speaker
My name is Taylor Armstrong.
00:00:46
Speaker
We are back with another episode.
Podcast Goals and Achievements
00:00:48
Speaker
As usual, we're here to help your life easier or become easier through closing more deals, generating more leads and referrals, and hopefully have a much better time as a solar professional.
00:00:57
Speaker
Welcome back to the show.
00:00:58
Speaker
If you are new, thank you for joining in with us.
00:01:01
Speaker
We're at over 280 episodes now.
00:01:04
Speaker
That is a lot of episodes.
00:01:06
Speaker
So thank you for everyone that has been on the journey with us.
00:01:09
Speaker
Remember, if you are pretty new, we have a little checklist of some of our most popular and most downloaded episodes.
00:01:17
Speaker
So hopefully my assistant won't put the link in our show notes here.
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Speaker
Should be in the show notes.
00:01:23
Speaker
If not, you can always send me a message at Taylor J. Armstrong or Taylor Armstrong on Facebook.
Lumio Presentation Breakdown Part 2
00:01:29
Speaker
And we can hook you up with some of our most downloaded episodes if you want to have a good starting point.
00:01:34
Speaker
But anyways, this episode, we're going to be doing part two of our Lumibros, our Lumio presentation breakdown.
00:01:43
Speaker
So if you haven't listened to part one, go to the previous episode.
00:01:47
Speaker
We did the first, I don't know, 10 minutes or so of their presentation.
00:01:52
Speaker
And now we're going to do part two.
00:01:53
Speaker
So go listen to that if you haven't already.
00:01:55
Speaker
And we're going to jump into it.
00:01:56
Speaker
And once again, if you have not left us a review, it would be much appreciated over on iTunes or Spotify, wherever you listen to your podcasts.
Solar Appointment Strategies
00:02:05
Speaker
But let's jump into this.
00:02:07
Speaker
Okay, so we're going to start, if you have checked out the video, it's how to set a solar appointment with the red snapper.
00:02:14
Speaker
That is the video on YouTube.
00:02:15
Speaker
So I'm going to be giving you our breakdown of it, things they did good, the things they did bad, the things they did nasty, all of the above.
00:02:22
Speaker
We're going to break it down for you.
00:02:23
Speaker
Now, I will say after listening to kind of the second half, some of the things I said in the first breakdown of their presentation, a few of the things they actually did a better job at in the second half.
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So I'm going to be going over that.
00:02:36
Speaker
Maybe I spoke too soon for a couple of them, but we're going to check some of those out today, too.
00:02:41
Speaker
So let's jump into it here.
00:02:43
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It's kind of like rollover mess on the cell phone.
00:02:46
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So you've already got all the kilowatts.
00:02:48
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So all we would need to do is just find a time for our solar specialist to come by for 20 minutes and walk you through the program.
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Speaker
Would you have any opening?
00:02:55
Speaker
I think we're kind of booked up tonight, but would you have any opening like tomorrow morning or tomorrow afternoon?
00:03:00
Speaker
I don't know if I have a good time tomorrow.
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Okay, so good.
00:03:03
Speaker
He's going into his clothes now.
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Speaker
He's going into his appointment setting.
00:03:07
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What he does great there is he does the little option set, right?
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So hopefully you've learned this, given him two options.
00:03:13
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Hey, does morning or afternoon work for you?
00:03:15
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My style is I like to be a little more assumptive.
00:03:19
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He uses the words we could swing by tomorrow, maybe does the morning or the afternoon, something like that.
00:03:25
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So my style, I really like just being assumptive.
00:03:27
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Hey, we're actually going to be here with your neighbor in the evening tomorrow, Judy.
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So does the evening or afternoon work better for you guys?
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And my style is I narrow it down.
00:03:38
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So actually, I don't even ask afternoon or evening until I've figured out their general schedule.
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Because what you'll find is people will always turn you down.
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But if you say, hey, so you guys are usually here in the evenings, right?
00:03:48
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No, afternoons.
00:03:50
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Okay, so you figure out a general time that they're going to be there.
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Then you go for the option close after that.
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Because sometimes it turns into this wild goose chase just trying to narrow down a time.
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So if you can get a general idea of when works from beforehand, it works a lot better in my experience.
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But good way.
00:04:06
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He does the little option close.
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for almost a month.
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And they're trying to get it back.
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I gotta work on that in the morning.
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That's why I'm gonna try to get my truck back.
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Okay.
00:04:23
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Yeah, I mean, the hardest part about our jobs
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Okay.
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And then ad popping up as usual.
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But so yeah, classic Taylor McCarthy line right there.
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Knock stars if you've not followed them.
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Toughest part of my job is the timing aspect.
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Great line right there.
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What Taylor McCarthy will do is lead that into a takeaway.
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Little pullback.
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He uses it for the actual time of meeting, which is fine too.
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But yeah, good stuff.
00:04:51
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He's going into it.
Building Rapport and Avoiding Mistakes
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As you can see, the homeowner starts going off on a tangent, talking about his truck, how he needs to do it.
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And remember,
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Always acknowledge the stuff they're saying.
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So be like, oh, that's cool.
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What kind of truck you got?
00:05:02
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Great.
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Then you can go back into it.
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Show some interests.
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You want to treat these people as human beings.
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You don't want to be all business.
00:05:08
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But at the same time, some people are talkers.
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They will waste your time for hours.
00:05:12
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Not waste your time, but some people can go on for hours where you could be with other prospects that are willing to buy.
00:05:18
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So make sure you do not fall victim to this trap of spending hours for people that aren't interested.
00:05:24
Speaker
sometimes it's tough to tell so let's continue with that get past their little ad here i'm i'm okay with you um you know talking about this but like there's a there's a couple of things that definitely want to know
00:05:40
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Because I know that a lot of it has to do with the western sun.
00:05:42
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Yes, sir.
00:05:42
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I do not want to kill this tree.
00:05:44
Speaker
No, it's a great tree.
00:05:45
Speaker
Yeah.
00:05:46
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So whatever is done, I don't want to mess with this tree too much.
00:05:50
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And I'm afraid if you cut a bunch of limbs off, it's going to get uneven.
00:05:54
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We can...
00:05:56
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And so before we go on, if you're watching the video at this point, he takes them outside the home, which is great.
00:06:01
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I don't know if he got them outside the home or the homeowner steps out just to show him that his tree or the roof.
00:06:06
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But either way, it is a great idea to move people to a different location.
00:06:11
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preferences get inside the home.
00:06:13
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Say, Mr. Homeowner, look, what I'll do today is just a quick form I fill out just to make sure your home's eligible.
00:06:19
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Make sure we're not wasting your time, but just basic info and then they'll do the analysis.
00:06:23
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So it's quick.
00:06:24
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If you have a corner of the table, then you guys can get a copy too.
00:06:27
Speaker
Do you want me to take my shoes on or off?
00:06:28
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That's my line to get inside the home.
00:06:30
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But second best thing is to bring them out.
00:06:32
Speaker
Maybe you're taking them to the meter.
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Maybe you're taking them to show you something in the yard.
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So he does a good job
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or maybe the homeowner does a good job at getting them out on the patio out into the yard.
00:06:56
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Ooh, so crucial mistake right here.
00:06:58
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Okay, so what he does, he suggested go on the back, but the back is facing north.
00:07:03
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And that might work with some people, but this guy will not be fooled.
00:07:06
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He knows it's the north side.
00:07:08
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So what does that do?
00:07:08
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It's making him look like a rookie salesman.
00:07:11
Speaker
Come on, Mr. Loomy bro.
00:07:12
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Okay, we all make mistakes, right?
00:07:14
Speaker
I've done the same thing.
00:07:15
Speaker
But know where your roof is facing, okay?
00:07:17
Speaker
Because you think the homeowner wants to trust a guy where they want to put it on the worst possible roof face?
00:07:23
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Probably not.
00:07:24
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You want to be perceived as an expert.
00:07:26
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You want to be different than the last 10 guys that stopped by.
00:07:29
Speaker
How are you going to do that?
00:07:30
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you're going to know exactly where the panel should go.
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You're going to know the information.
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So that's why it's important.
00:07:35
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Just be savvy with this stuff.
00:07:36
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I'm not sure what they're looking at, but my favorite way to do that is an app.
00:07:41
Speaker
Sunseeker is the one I use.
00:07:43
Speaker
There's some free ones I've talked about here on the show.
00:07:46
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But it just shows the direction of the sun over the roof.
00:07:50
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So I like to get some interaction that way, show them the app, show them the roof face and say, hey, as you can see here, this is where the sun's going over your roof.
00:07:58
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So this guy obviously was not using that, but it's OK.
00:08:01
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Honest mistake.
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No judgment.
00:08:03
Speaker
Let's continue.
00:08:05
Speaker
So you probably want them on that side.
00:08:07
Speaker
That's the south side of the roof, right?
00:08:09
Speaker
This is the south side of the roof, the side that we're looking at.
00:08:12
Speaker
This is the south side.
00:08:13
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And that's west right there.
00:08:15
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And west, you see where the sun is coming right there.
00:08:18
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So it's kind of south.
00:08:20
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You're getting sun all day.
00:08:22
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So what we could do is build this report for you and then drop by and walk you through it.
00:08:28
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This is north right here.
00:08:29
Speaker
Due north, right, is this way.
00:08:31
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That way.
00:08:35
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So this, I guess, you know, like trying to do the best to saying what it most faces, it faces mostly south.
00:08:45
Speaker
I guess that's the way we do it.
00:08:46
Speaker
We'll skip over a little bit of this stuff here.
00:08:49
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an appointment we got to go to with your neighbor mary at seven o'clock and so mary uh i forget where her last name is but i know we're gonna go meet with her okay another thing right here if you don't know your people's names like all these things make a difference this guy he want he was interested in getting the info but some people you come
Challenges in Selling Solar
00:09:09
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out you start dropping names you don't know you don't have a quick answer a solid answer
00:09:13
Speaker
they start getting suspicious.
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Speaker
And you'll see as you've been in solar for a while, people will have their doubts.
00:09:19
Speaker
People will cancel appointments over some of the stupidest stuff.
00:09:22
Speaker
So it's probably not going to happen.
00:09:23
Speaker
But believe it or not, some people, if you hesitate, if you don't know exactly which neighbor you're talking about and their last name, they might take that as a sign to just go ahead and not do an appointment.
00:09:33
Speaker
You got three strikes against you.
00:09:35
Speaker
So it could have been maybe him not knowing where the roof was facing.
00:09:38
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Maybe that was strike one.
00:09:39
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Maybe this is strike two.
00:09:41
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But you'll see he does recover a little bit.
00:09:44
Speaker
don't time her.
00:09:45
Speaker
Yeah.
00:09:45
Speaker
Okay.
00:09:46
Speaker
Um, and so what we can do is just find a time that works for you.
00:09:49
Speaker
Um, you're saying tomorrow's pretty busy.
00:09:52
Speaker
Um, we're booked up the rest of the night.
00:09:54
Speaker
Um, do you think like tomorrow evening, like maybe around the same time, like 630 tomorrow?
00:09:57
Speaker
Like what I would say about it is, is let's talk about, uh, what your, what your proposal is and, um, or why, and why you think that that's a good proposal.
00:10:08
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I know that a lot of these other fly by night people have come by through here and I've sent them at night.
00:10:14
Speaker
Um,
00:10:17
Speaker
electrical use and like they talked about wanting to try to have me I think a lot of it's going to be about timing
00:10:27
Speaker
Because like, I don't know that right now, because I know the interest rates are probably going to be something like a contract because my contract is again, too, is like instead of renting your power and that's probably going to be, you know, almost a thousand bucks from now until November, especially with the summertime usage with solar, you could put that money back into your house versus renting it.
00:10:45
Speaker
But even if you do qualify, we don't, we still don't know if the house is a good fit.
00:10:47
Speaker
That's where we have to like help you out with submitting your application.
00:10:50
Speaker
Okay, so great stuff right here.
00:10:52
Speaker
He does do a takeaway.
00:10:53
Speaker
And if you've listened to the part one of this breakdown, I did give him some.
00:10:56
Speaker
Yeah, I did mention that he didn't do fair mean takeaways in the first half of the breakdown.
00:11:17
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it.
00:11:17
Speaker
I dig it.
00:11:18
Speaker
He brings up that, hey, if you do qualify for this, it's going to be a no brainer.
00:11:22
Speaker
But yeah, you do just have to qualify.
00:11:24
Speaker
And then he goes into getting the bill or getting the energy usage.
00:11:30
Speaker
Good stuff.
00:11:31
Speaker
And then before that, just in general, he's given a lot of information, all of these benefits he's repeating, which is good.
00:11:37
Speaker
But just remember, as you're setting appointments, people need a
00:11:40
Speaker
less information, not more, because it is in the clothes that you're giving them that you're building even more benefits.
00:11:47
Speaker
Remember, there's two cells here on the doors.
00:11:50
Speaker
As you're setting an appointment, you're trying to sell an appointment, give them reasons why they should check it out.
00:11:55
Speaker
And then as you're in the home,
00:11:57
Speaker
As you're going back for the close, that is when you're selling the solar.
00:12:01
Speaker
So remember that.
00:12:02
Speaker
Purpose on the doors is not to like convince them, convince them, convince them solar.
00:12:05
Speaker
Obviously, you want to make sure they understand some benefits, but you just want to do the takeaways.
00:12:09
Speaker
You need to generate enough interest for them to set the appointment with you.
00:12:13
Speaker
And that is the purpose.
00:12:14
Speaker
You're selling the appointments over anything.
00:12:17
Speaker
So yeah, good stuff.
00:12:18
Speaker
Good takeaway.
00:12:19
Speaker
Thanks, Jeff.
00:12:21
Speaker
that into the system.
00:12:23
Speaker
I'm going to send you our website too.
00:12:25
Speaker
We are one of the best for sure because like I said, we're not just a fly-by-night company.
00:12:31
Speaker
We really want to make sure you have a good experience because the warranties are going to cover you with the roof, with the system, as well as the production.
00:12:37
Speaker
We're always going to ensure that you guys are producing enough power for your home so that you're 100% solar and not getting double billed because that's where a lot of companies fail is that you're still getting the electric bill.
00:12:45
Speaker
We'll show you exactly how much energy the panels are going to use.
00:12:48
Speaker
They're 400 watt panels.
00:12:50
Speaker
With your energy usage, you'll probably
00:12:51
Speaker
Okay, and so they're one of the best.
00:12:53
Speaker
You heard it.
00:12:53
Speaker
Lumio is one of the best.
00:12:55
Speaker
Must be true.
00:12:57
Speaker
No, these are good.
00:12:58
Speaker
But remember, yeah, everyone's going to say they're the best company.
00:13:01
Speaker
And he's backing it up.
00:13:02
Speaker
He's telling why.
00:13:02
Speaker
Hey, solopreneurs.
00:13:04
Speaker
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00:13:08
Speaker
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00:13:15
Speaker
So if you're anything like me, you're making great money in solar.com.
00:13:19
Speaker
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00:13:21
Speaker
Go book a call with these guys today.
00:13:22
Speaker
They will give you a free money evaluation and tell you how you can invest your money, tell you what to do with it, and make sure you are not letting that hard-earned solar money go to waste.
00:13:33
Speaker
So go down to the show notes, book a call with them today, and get the help you need for your future money.
00:13:40
Speaker
When you say it from your perspective, remember, they're not trusting a lot of what you say.
00:13:45
Speaker
So you need to get them to see it from other people's perspective.
00:13:49
Speaker
Hey, remember your neighbor, Mary?
00:13:51
Speaker
So yeah, she had looked into a lot of those same companies you'd looked at before.
00:13:54
Speaker
But she found that this program was a much better fit for her because we gave her, she was able to get these warranties.
00:14:01
Speaker
She was able to get these things.
00:14:03
Speaker
So saying it from someone else's perspective, it's going to be much better than
00:14:07
Speaker
than just saying we're one of the best.
00:14:09
Speaker
Okay, it's good.
00:14:10
Speaker
So we get it, Lumio.
00:14:11
Speaker
You guys are awesome.
00:14:12
Speaker
But, like, say it from someone else's perspective.
00:14:16
Speaker
Okay.
00:14:16
Speaker
Need anywhere from, like, 20 to 22 of them, I would guess.
00:14:19
Speaker
You can try to do, see if you can get access to that.
00:14:22
Speaker
Let me see.
00:14:23
Speaker
That's my, that's my, that's the Google document that I've got.
00:14:26
Speaker
Oh, you're on top of it, Michael.
00:14:28
Speaker
Nice.
00:14:29
Speaker
Okay.
00:14:30
Speaker
So we've got that.
00:14:31
Speaker
2021.
00:14:31
Speaker
Wait, so I switched in.
00:14:33
Speaker
Mm-hmm.
00:14:35
Speaker
So I was going to charge us off to the side or whatever.
00:14:37
Speaker
That's my actual kilowatt hour.
00:14:39
Speaker
All that based on the bill that they sent me.
00:14:43
Speaker
Okay.
00:14:43
Speaker
And side note with this, I mean, this guy is on top of it.
00:14:47
Speaker
You never see people that just have their two year billing history wattage.
00:14:51
Speaker
So, um, yeah, this Michael guy, he's on top of it.
00:14:54
Speaker
And the other thing, I mean, shout out to these guys.
00:14:56
Speaker
I don't know if they got a hidden mic in their pocket or something, but, um, this is a really good audio quality for wherever they're recording on the doors.
00:15:04
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So I got to get me one of these hidden mics or whatever they got going on here.
00:15:07
Speaker
Um, but anyways, jumping in.
00:15:11
Speaker
showed that I used.
00:15:12
Speaker
Yep.
00:15:13
Speaker
Yep.
00:15:13
Speaker
So, so that, that's where I'm, that's where I'm at last year and that's where I'm at so far this year and I still get,
00:15:19
Speaker
the increase I want to have, but for right now I'm paying less than anybody.
00:15:22
Speaker
And would be to find out the best installer, the best people for it.
00:15:28
Speaker
And actually one of the other things that I would really, really, really like to be able to do is to basically protect myself from, from anything that could happen in the future where they just arbitrarily, whoever they is decides to cut everybody off.
00:15:47
Speaker
Okay, another ad.
00:15:48
Speaker
And so, yeah, he's giving us ammo.
00:15:50
Speaker
He's telling them what he wants.
00:15:52
Speaker
And yeah, Texas, they got some really low rates out there.
00:15:56
Speaker
He's talking nine, 10, 10 cents a kilowatt.
00:15:59
Speaker
Where San Diego, where I'm at, we're pushing like upwards of 35 to 40 cents per kilowatt that people are paying on average here.
00:16:07
Speaker
But San Diego sucks.
00:16:08
Speaker
Don't come here.
00:16:09
Speaker
So yeah, these guys, they're doing a good job.
00:16:11
Speaker
And I like how he's saying, hey, if we can't save you money, don't do it.
00:16:16
Speaker
That's something that I always use as a qualifying thing because people say, I don't know if it's going to save me money, but how about turning the tables on them?
00:16:23
Speaker
Hey, Michael.
00:16:23
Speaker
And so one of the qualifications for this is you have to save money.
00:16:27
Speaker
If you don't save money, we actually can't even do the home.
00:16:29
Speaker
So we'll check it out beforehand.
00:16:32
Speaker
If we find that we can't save you, then we'll give you a call beforehand, which...
00:16:37
Speaker
Yeah, got my respect saving people money at 9 to 10 cents per kilowatt.
00:16:43
Speaker
That's impressive.
00:16:45
Speaker
But you got bigger systems in Texas than San Diego.
00:16:49
Speaker
So let's get past this.
00:16:51
Speaker
Oh, well, we're not going to do power anymore.
00:16:53
Speaker
Yep.
00:16:55
Speaker
You know, that's a big concern to me.
00:16:58
Speaker
We actually never lost power during the snow pocket.
00:17:00
Speaker
Really?
00:17:01
Speaker
Never did.
00:17:01
Speaker
Nice.
00:17:03
Speaker
because we found out we were tied in with the same one at the hospital.
00:17:07
Speaker
That makes sense.
00:17:08
Speaker
But if they start going the route that they keep going,
00:17:13
Speaker
So super cool right now.
00:17:14
Speaker
This Michael guy is literally telling them how to sell them.
00:17:18
Speaker
He's telling them his fears.
00:17:20
Speaker
So as a salesperson, that's like one of the best things you can hear is someone literally telling you how to sell them.
00:17:26
Speaker
Because look, now you know how to play on this guy's fears.
00:17:28
Speaker
He's worried.
00:17:29
Speaker
Even though he says he didn't have power during this snowpocalypse.
00:17:32
Speaker
Didn't know it was called that.
00:17:34
Speaker
He's telling you, hey, I do want to make sure that I have power.
00:17:38
Speaker
If something, you know, if shiz hits the fan, whatever happens, I want to have power.
00:17:42
Speaker
And so this is a great thing here.
00:17:43
Speaker
Now he knows how to play on these fears.
00:17:46
Speaker
I'll be like, Michael.
00:17:47
Speaker
So sounds good.
00:17:48
Speaker
I mean, if we can get you something where you're going to have that backup power and be safe during the next zombie apocalypse or snow apocalypse, whatever.
00:17:57
Speaker
then you're saying that'd be a win for you.
00:17:59
Speaker
That'd be a good thing.
00:18:00
Speaker
Awesome.
00:18:00
Speaker
I'll see if we can get you that.
Addressing Client Concerns
00:18:02
Speaker
So what you're doing, you're tying them down.
00:18:04
Speaker
So if we can do these things for you, then when does that work?
00:18:07
Speaker
Great.
00:18:07
Speaker
He's telling you what he wants, what he needs, which obviously it's going to require a battery, but...
00:18:15
Speaker
I want to.
00:18:16
Speaker
Well, yeah.
00:18:17
Speaker
And you see what they're doing.
00:18:18
Speaker
They're asking people to use less power.
00:18:20
Speaker
So that's where people are able to get a couple of different options with either a generac or the power wall.
00:18:25
Speaker
But those are all things that we can show you.
00:18:26
Speaker
I'm not sure.
00:18:28
Speaker
They're trying to make the most reliable forms of our energy unreliable.
00:18:32
Speaker
What do you mean?
00:18:34
Speaker
Meaning that the wave, period.
00:18:37
Speaker
Yep.
00:18:39
Speaker
Well, that's a problem.
00:18:40
Speaker
Mm-hmm.
00:18:41
Speaker
Because we heat our homes with natural gas in this community.
00:18:45
Speaker
This entire community is natural gas.
00:18:48
Speaker
We cook our food with our... I'm worried.
00:18:52
Speaker
So, like, you know, I would love to buy a natural gas generator.
00:18:57
Speaker
I'm not dropping 10 grand on a natural gas generator with the way that the environment's going.
00:19:03
Speaker
Well, it's not clearer than the sun.
00:19:05
Speaker
But how much energy does it take to manufacture a solar panel in China?
00:19:11
Speaker
Well, first of all, they're not from China, right?
00:19:13
Speaker
They're American-made, German-engineered.
00:19:14
Speaker
They're made in San Antonio, so they're very good durable panels.
00:19:17
Speaker
They're made in Texas?
00:19:18
Speaker
Yeah, manufactured here, German-engineered.
00:19:19
Speaker
Okay, well, we'll talk about that.
00:19:21
Speaker
They're very durable panels.
00:19:22
Speaker
We can show you all the spec sheets.
00:19:23
Speaker
So what are, how are they?
00:19:26
Speaker
When you say they're...
00:19:27
Speaker
Okay, and so here's another thing that this dude gets caught in.
00:19:31
Speaker
He's telling this guy he has American-made panels that they're all made in San Antonio.
00:19:36
Speaker
And I don't know what panel they're using, but to my knowledge, there's no panel that's like all the components are made in America.
00:19:44
Speaker
And this guy brings it up.
00:19:45
Speaker
Michael's like, OK, all the components are made there because like vehicles, they're made in the US, but they still import parts from China.
00:19:52
Speaker
So, I mean, I'm 99 percent sure that there are no panels 100 percent manufactured in America, like components and everything.
00:20:02
Speaker
And so I think this guy kind of gets called out on it.
00:20:06
Speaker
So another thing about being a professional, make sure you know your facts, you know your statements.
00:20:11
Speaker
I've got caught in it too.
00:20:13
Speaker
I've told people panels are American made.
00:20:15
Speaker
companies in America, but then they're manufacturing panels in Malaysia or something.
00:20:19
Speaker
So make sure you clarify these statements because guess what?
00:20:22
Speaker
If he says this thing, then Michael goes and looks it up, finds that it's not true, finds that it's different.
00:20:28
Speaker
What's going to happen?
00:20:28
Speaker
A lot of times that's going to be a canceled appointment or even a canceled sale.
00:20:32
Speaker
People will cancel for the stupidest reasons sometimes.
00:20:35
Speaker
So make sure you don't get caught in these things.
00:20:36
Speaker
Know your facts before you throw it out there.
00:20:38
Speaker
May
00:20:40
Speaker
They're not just assembling them.
00:20:42
Speaker
You're saying that they are made from the rare, whatever the earth minerals are.
00:20:48
Speaker
They're not shipping raw components.
00:20:53
Speaker
The tundras made in San Antonio, they're not 100% American.
00:20:57
Speaker
Yes, they're made in San Antonio, but the part may come from Japan.
00:21:02
Speaker
Another part might come from China.
00:21:05
Speaker
There's that other little thing in the bottom of the little sheet.
00:21:08
Speaker
Michael, they're all good questions at the end of the day.
00:21:10
Speaker
I'm just the guy that sets up the time for Elliot to come by.
00:21:13
Speaker
He'll answer.
00:21:14
Speaker
Okay, and then he recovers.
00:21:15
Speaker
This is a great response.
00:21:17
Speaker
And probably this is what I would have done earlier to some of those questions.
00:21:20
Speaker
Because remember, as an appointment setter, you're there to sell the appointment.
00:21:24
Speaker
The more information they get, I mean, you're just throwing, you're showing your hands.
00:21:29
Speaker
Remember the poker analysis.
00:21:30
Speaker
If you just give them all the answers right now, what's the reason to even have an appointment?
00:21:34
Speaker
So really, as much as you can, just divert.
00:21:36
Speaker
Hey, that's a great question.
00:21:38
Speaker
When our energy expert comes back, he'll be able to answer all those things.
00:21:42
Speaker
But like you can say I'm new, whatever.
00:21:45
Speaker
Give them all the reasons to sit down because if you can create that curiosity, if they know it's beneficial, but they still have a lot of unanswered questions that they want answered, then they're going to sit down because they want to hear the answers to those questions.
00:21:57
Speaker
But if you just answered everything,
00:21:59
Speaker
They're going to draw their conclusions, think they know everything about it.
00:22:02
Speaker
No reason to meet up.
00:22:03
Speaker
So I think he does a great thing here by just pushing it off to the, you know, the closer that was, that's going to come by after him.
00:22:12
Speaker
Just good.
00:22:20
Speaker
I would at least enough of it to be able to power the things that matter the most.
00:22:26
Speaker
The thing that we need to have power for is our freezers and our refrigerator.
00:22:32
Speaker
And I was looking at the, what are they called?
00:22:38
Speaker
Generator?
00:22:38
Speaker
Generator?
00:22:39
Speaker
Powerwall?
00:22:40
Speaker
Generator.
00:22:41
Speaker
The jack.
00:22:42
Speaker
Something jacked.
00:22:44
Speaker
Jackery.
00:22:45
Speaker
Okay.
00:22:46
Speaker
The Jackery's where you have like the little solar panels and they charge up the Jackery's.
00:22:50
Speaker
You'd have to buy like the most expensive one to maybe possibly power a refrigerator in a freezer.
00:22:57
Speaker
Yep.
00:22:58
Speaker
So, so I was like, well, that's not enough.
00:23:00
Speaker
So again, we're going to look at exactly the energy usage.
00:23:03
Speaker
And then we know that life happens.
00:23:04
Speaker
Look that you had a bodyguard in there and how many kids he got.
00:23:07
Speaker
Um, but you guys are probably going to start using more energy.
00:23:09
Speaker
So we're going to show you like two different options with like add an extra two or three panels.
00:23:12
Speaker
So you guys can actually take more advantage of the program, um, with the buyback program.
00:23:16
Speaker
But would you want to do tomorrow at like six 30 or eight 30?
00:23:18
Speaker
You think six or eight?
00:23:21
Speaker
Probably needs to be six through.
00:23:24
Speaker
He's probably fine.
00:23:26
Speaker
So same time tomorrow.
00:23:27
Speaker
So we're going to have Elliot come back tomorrow.
00:23:29
Speaker
He's really good at what he does.
00:23:30
Speaker
You'll love him.
00:23:31
Speaker
He's helped a ton of people out here in Taylor and all across Austin Go Solar.
00:23:34
Speaker
And again, it's either going to be a 20-minute conversation walking through the program or a two-minute conversation saying, hey, it doesn't make sense, the tree, or you guys aren't using enough energy.
00:23:42
Speaker
But I do think it'd be a good fit.
00:23:43
Speaker
Are you trying to come up with a plan in 24 hours?
00:23:45
Speaker
It takes about an hour to generate the report, and then we usually sit in home with people like six, seven times a day.
00:23:50
Speaker
So he's, you know, pretty busy tonight and then tomorrow morning.
00:23:54
Speaker
But tomorrow, I do know there's two times available at 6.30, 8 o'clock.
00:23:59
Speaker
So I'm going to say here, Elliot, we'll come back tomorrow at 6.30 p.m.
00:24:04
Speaker
And then, is it your wife's here too?
00:24:07
Speaker
She should be here.
00:24:07
Speaker
Cool.
00:24:08
Speaker
I think she should be here.
00:24:09
Speaker
And then just let her know.
00:24:10
Speaker
No decision to make.
00:24:11
Speaker
We're just giving you the information, putting you guys in the driver's seat.
00:24:15
Speaker
And then.
00:24:15
Speaker
What is the turnaround if you were to pull the trigger on something?
00:24:19
Speaker
Okay, and so here, kind of a long stretch here.
00:24:21
Speaker
But yeah, he's wrapping it up.
00:24:23
Speaker
He's finding out the hot buttons.
00:24:24
Speaker
So as an appointment setter, make sure you're keeping track of these things for whoever's going to close
Ensuring Appointment Success
00:24:30
Speaker
the deal.
00:24:30
Speaker
If it's not you, so you know his hot buttons, he's worried about having power go out.
00:24:35
Speaker
He's worried about the future.
00:24:36
Speaker
So uncertainty, the closer that's coming in, he should know what these hot buttons are.
00:24:41
Speaker
And you're going to talk about batteries.
00:24:42
Speaker
You're going to talk about these same things, obviously get some more clarification on it.
00:24:46
Speaker
And then I was worried he was going to forget.
00:24:48
Speaker
It was sounding like he wasn't going to do it, but he did it.
00:24:51
Speaker
And what's that thing?
00:24:52
Speaker
He made sure the wife is going to be there.
00:24:54
Speaker
This is one of the biggest mistakes people make starting out.
00:24:57
Speaker
They set up appointments.
00:24:58
Speaker
It's a one legger.
00:24:59
Speaker
over and over and over.
00:25:01
Speaker
Make sure you're giving yourself the best shot at closing these.
00:25:04
Speaker
My favorite line to use as I'm confirming that the wife will be there.
00:25:08
Speaker
Hey, so she'll be there at 630 tomorrow.
00:25:10
Speaker
Perfect.
00:25:11
Speaker
Hey, will you tell her just to be nice to me when she comes?
00:25:14
Speaker
She's nice.
00:25:15
Speaker
She's not going to be mad or anything.
00:25:16
Speaker
Okay, great.
00:25:17
Speaker
Usually gets a little chuckle out of them.
00:25:18
Speaker
So great line you can use there as you're wrapping that up.
00:25:21
Speaker
Okay, and then just last minute or so here, let's hear what he does as he's leaving.
00:25:28
Speaker
bit of a process we got to make sure that of course makes sense first you guys approve which I'm sure you would they're going to look at the trees doing a range report do a little site survey and at that point then they would then they would then program and then from there we come out we install an inverter the microinverter on every single panel and you'll see all the spec sheets and LA cancer all that tomorrow but they put an Enphase box on the side of your house and you said you kind of like geek out on the energy so it's kind of cool you can see exactly how much power you're using and how much the solar produces every single day you'll get an app on the phone so it's with Enphase and that's our partner
00:25:57
Speaker
Okay.
00:25:58
Speaker
So, um, what is your email address to Michael?
00:26:00
Speaker
Awesome.
00:26:01
Speaker
All right.
00:26:01
Speaker
Well, it was great to meet you.
00:26:02
Speaker
I look forward to having Elliot come by tomorrow.
00:26:03
Speaker
Okay.
00:26:04
Speaker
Um, any questions you do have, just make sure you write those down and then I know life gets busy.
00:26:08
Speaker
You got to get your truck tomorrow.
00:26:09
Speaker
So if you do want to schedule, just let me know, but we'll plan on being here tomorrow at six 30 and, uh, again, just like a 20 minute conversation, um, and walk you through the program and hope it works out.
00:26:17
Speaker
Okay.
00:26:18
Speaker
Awesome.
00:26:18
Speaker
Great to meet you, brother.
00:26:19
Speaker
Okay, so that's a wrap.
00:26:20
Speaker
You can tell this guy, he's asking buying questions at the end.
00:26:23
Speaker
So it was a good set.
00:26:24
Speaker
The Lumi bro takes the man from not that interest in the beginning or throwing out some smoke screens.
00:26:30
Speaker
And by the end, he has, he's asking buying questions.
00:26:32
Speaker
Hey, how long would this process take?
00:26:34
Speaker
And then great thing to do is throw it back at him.
00:26:37
Speaker
Well, how long would you be looking or how soon would you be looking to add your panels up there?
00:26:41
Speaker
Great little trick, throw the question back at him.
00:26:43
Speaker
Then they're selling themselves on it even more.
00:26:46
Speaker
And he asks, yeah, you can listen for those buying questions.
00:26:49
Speaker
That's when you know you can go for a close when you hear buying questions like that.
00:26:53
Speaker
Then last little tip I would say with this is just do a lock close at the end.
00:26:59
Speaker
What is a lock close?
00:27:00
Speaker
It comes from Grant Cardone, but it's just almost double confirming the appointment.
00:27:04
Speaker
Hey, Michael, unless there's like, I don't know, an earthquake, nuclear meltdown, you guys will for sure be here tomorrow, right?
00:27:12
Speaker
Or is there any reason you guys would be here short of like a nuclear meltdown or any reason you wouldn't be here short of like a nuclear meltdown tomorrow at 630?
00:27:20
Speaker
Great.
00:27:20
Speaker
Or another thing I like to do is add some social pressure.
00:27:23
Speaker
Hey, so our engineers, they do put some time into preparing this.
00:27:26
Speaker
So just make sure as they're spending an hour or two, just getting it ready.
00:27:30
Speaker
You guys will for sure make sure you're here, right?
00:27:33
Speaker
I'm not going to get here and no one's home.
00:27:34
Speaker
Perfect.
00:27:35
Speaker
Okay.
00:27:35
Speaker
See you tomorrow.
00:27:36
Speaker
I like to add it just kind of on a cherry on top, double confirm it, and then it's adding some little social pressure, making sure they've given you the best shot possible that they will not cancel the appointment.
00:27:47
Speaker
So good set overall.
00:27:48
Speaker
Obviously tweaks all of us can make.
00:27:50
Speaker
So super valuable as you are setting your own appointments.
00:27:53
Speaker
It's a great idea.
00:27:54
Speaker
Record it.
00:27:55
Speaker
Go back.
00:27:56
Speaker
Listen to it.
00:27:56
Speaker
Get your own feedback.
00:27:58
Speaker
Hope this helps.
00:27:59
Speaker
Again, let me know if you like this type of content.
00:28:01
Speaker
If you like these type of audio breakdowns.
00:28:04
Speaker
I think it's super interesting to look into and break down.
00:28:07
Speaker
Kind of like going over game film.
00:28:09
Speaker
So hopefully you liked it too.
00:28:10
Speaker
So send this to the Lumi Bros if you're listening.
00:28:13
Speaker
You guys got some killers over there.
00:28:15
Speaker
Love me some Lumi Bros.
00:28:17
Speaker
But yeah, we can all make improvements.
00:28:19
Speaker
So we'll see you on the next episode.
00:28:21
Speaker
Keep crushing it and go sell some more solar.
00:28:24
Speaker
Peace.
00:28:26
Speaker
What's up, solarpreneurs?
00:28:27
Speaker
Hope you enjoyed the episode.
Guide for New Listeners
00:28:29
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.
00:28:39
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:28:46
Speaker
What episodes should I listen to in the podcast?
00:28:49
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:28:54
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.
00:29:07
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:29:16
Speaker
So go download it right now.
00:29:18
Speaker
It's going to be at top10.solarpreneurs.com.
00:29:21
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:29:27
Speaker
Don't forget the S on solarpreneurs.
00:29:29
Speaker
We will have that in the show notes.
00:29:31
Speaker
Go download it right now.
00:29:33
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:29:38
Speaker
That's going to show you how.
00:29:39
Speaker
So go download it and we'll see you on the other side.