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's going on, solopreneurs?
Speaker: My name is Taylor Armstrong.
Speaker: We are back with another episode.
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.
Speaker: Welcome back to the show.
Speaker: If you are new, thank you for joining in with us.
Speaker: We're at over 280 episodes now.
Speaker: That is a lot of episodes.
Speaker: So thank you for everyone that has been on the journey with us.
Speaker: Remember, if you are pretty new, we have a little checklist of some of our most popular and most downloaded episodes.
Speaker: So hopefully my assistant won't put the link in our show notes here.
Speaker: Should be in the show notes.
Speaker: If not, you can always send me a message at Taylor J. Armstrong or Taylor Armstrong on Facebook.
Speaker: And we can hook you up with some of our most downloaded episodes if you want to have a good starting point.
Speaker: But anyways, this episode, we're going to be doing part two of our Lumibros, our Lumio presentation breakdown.
Speaker: So if you haven't listened to part one, go to the previous episode.
Speaker: We did the first, I don't know, 10 minutes or so of their presentation.
Speaker: And now we're going to do part two.
Speaker: So go listen to that if you haven't already.
Speaker: And we're going to jump into it.
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.
Speaker: But let's jump into this.
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.
Speaker: That is the video on YouTube.
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.
Speaker: We're going to break it down for you.
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.
Speaker: So I'm going to be going over that.
Speaker: Maybe I spoke too soon for a couple of them, but we're going to check some of those out today, too.
Speaker: So let's jump into it here.
Speaker: It's kind of like rollover mess on the cell phone.
Speaker: So you've already got all the kilowatts.
Speaker: 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.
Speaker: Would you have any opening?
Speaker: I think we're kind of booked up tonight, but would you have any opening like tomorrow morning or tomorrow afternoon?
Speaker: I don't know if I have a good time tomorrow.
Speaker: Okay, so good.
Speaker: He's going into his clothes now.
Speaker: He's going into his appointment setting.
Speaker: What he does great there is he does the little option set, right?
Speaker: So hopefully you've learned this, given him two options.
Speaker: Hey, does morning or afternoon work for you?
Speaker: My style is I like to be a little more assumptive.
Speaker: He uses the words we could swing by tomorrow, maybe does the morning or the afternoon, something like that.
Speaker: So my style, I really like just being assumptive.
Speaker: Hey, we're actually going to be here with your neighbor in the evening tomorrow, Judy.
Speaker: So does the evening or afternoon work better for you guys?
Speaker: And my style is I narrow it down.
Speaker: So actually, I don't even ask afternoon or evening until I've figured out their general schedule.
Speaker: Because what you'll find is people will always turn you down.
Speaker: But if you say, hey, so you guys are usually here in the evenings, right?
Speaker: No, afternoons.
Speaker: Okay, so you figure out a general time that they're going to be there.
Speaker: Then you go for the option close after that.
Speaker: Because sometimes it turns into this wild goose chase just trying to narrow down a time.
Speaker: So if you can get a general idea of when works from beforehand, it works a lot better in my experience.
Speaker: But good way.
Speaker: He does the little option close.
Speaker: for almost a month.
Speaker: And they're trying to get it back.
Speaker: I gotta work on that in the morning.
Speaker: That's why I'm gonna try to get my truck back.
Speaker: Okay.
Speaker: Yeah, I mean, the hardest part about our jobs
Speaker: Okay.
Speaker: And then ad popping up as usual.
Speaker: But so yeah, classic Taylor McCarthy line right there.
Speaker: Knock stars if you've not followed them.
Speaker: Toughest part of my job is the timing aspect.
Speaker: Great line right there.
Speaker: What Taylor McCarthy will do is lead that into a takeaway.
Speaker: Little pullback.
Speaker: He uses it for the actual time of meeting, which is fine too.
Speaker: But yeah, good stuff.
Speaker: He's going into it.
Speaker: As you can see, the homeowner starts going off on a tangent, talking about his truck, how he needs to do it.
Speaker: And remember,
Speaker: Always acknowledge the stuff they're saying.
Speaker: So be like, oh, that's cool.
Speaker: What kind of truck you got?
Speaker: Great.
Speaker: Then you can go back into it.
Speaker: Show some interests.
Speaker: You want to treat these people as human beings.
Speaker: You don't want to be all business.
Speaker: But at the same time, some people are talkers.
Speaker: They will waste your time for hours.
Speaker: Not waste your time, but some people can go on for hours where you could be with other prospects that are willing to buy.
Speaker: So make sure you do not fall victim to this trap of spending hours for people that aren't interested.
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
Speaker: Because I know that a lot of it has to do with the western sun.
Speaker: Yes, sir.
Speaker: I do not want to kill this tree.
Speaker: No, it's a great tree.
Speaker: Yeah.
Speaker: So whatever is done, I don't want to mess with this tree too much.
Speaker: And I'm afraid if you cut a bunch of limbs off, it's going to get uneven.
Speaker: We can...
Speaker: And so before we go on, if you're watching the video at this point, he takes them outside the home, which is great.
Speaker: 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.
Speaker: But either way, it is a great idea to move people to a different location.
Speaker: preferences get inside the home.
Speaker: 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.
Speaker: Make sure we're not wasting your time, but just basic info and then they'll do the analysis.
Speaker: So it's quick.
Speaker: If you have a corner of the table, then you guys can get a copy too.
Speaker: Do you want me to take my shoes on or off?
Speaker: That's my line to get inside the home.
Speaker: But second best thing is to bring them out.
Speaker: Maybe you're taking them to the meter.
Speaker: Maybe you're taking them to show you something in the yard.
Speaker: So he does a good job
Speaker: or maybe the homeowner does a good job at getting them out on the patio out into the yard.
Speaker: Ooh, so crucial mistake right here.
Speaker: Okay, so what he does, he suggested go on the back, but the back is facing north.
Speaker: And that might work with some people, but this guy will not be fooled.
Speaker: He knows it's the north side.
Speaker: So what does that do?
Speaker: It's making him look like a rookie salesman.
Speaker: Come on, Mr. Loomy bro.
Speaker: Okay, we all make mistakes, right?
Speaker: I've done the same thing.
Speaker: But know where your roof is facing, okay?
Speaker: Because you think the homeowner wants to trust a guy where they want to put it on the worst possible roof face?
Speaker: Probably not.
Speaker: You want to be perceived as an expert.
Speaker: You want to be different than the last 10 guys that stopped by.
Speaker: How are you going to do that?
Speaker: you're going to know exactly where the panel should go.
Speaker: You're going to know the information.
Speaker: So that's why it's important.
Speaker: Just be savvy with this stuff.
Speaker: I'm not sure what they're looking at, but my favorite way to do that is an app.
Speaker: Sunseeker is the one I use.
Speaker: There's some free ones I've talked about here on the show.
Speaker: But it just shows the direction of the sun over the roof.
Speaker: 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.
Speaker: So this guy obviously was not using that, but it's OK.
Speaker: Honest mistake.
Speaker: No judgment.
Speaker: Let's continue.
Speaker: So you probably want them on that side.
Speaker: That's the south side of the roof, right?
Speaker: This is the south side of the roof, the side that we're looking at.
Speaker: This is the south side.
Speaker: And that's west right there.
Speaker: And west, you see where the sun is coming right there.
Speaker: So it's kind of south.
Speaker: You're getting sun all day.
Speaker: So what we could do is build this report for you and then drop by and walk you through it.
Speaker: This is north right here.
Speaker: Due north, right, is this way.
Speaker: That way.
Speaker: So this, I guess, you know, like trying to do the best to saying what it most faces, it faces mostly south.
Speaker: I guess that's the way we do it.
Speaker: We'll skip over a little bit of this stuff here.
Speaker: 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 out you start dropping names you don't know you don't have a quick answer a solid answer
Speaker: they start getting suspicious.
Speaker: And you'll see as you've been in solar for a while, people will have their doubts.
Speaker: People will cancel appointments over some of the stupidest stuff.
Speaker: So it's probably not going to happen.
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.
Speaker: You got three strikes against you.
Speaker: So it could have been maybe him not knowing where the roof was facing.
Speaker: Maybe that was strike one.
Speaker: Maybe this is strike two.
Speaker: But you'll see he does recover a little bit.
Speaker: don't time her.
Speaker: Yeah.
Speaker: Okay.
Speaker: Um, and so what we can do is just find a time that works for you.
Speaker: Um, you're saying tomorrow's pretty busy.
Speaker: Um, we're booked up the rest of the night.
Speaker: Um, do you think like tomorrow evening, like maybe around the same time, like 630 tomorrow?
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.
Speaker: I know that a lot of these other fly by night people have come by through here and I've sent them at night.
Speaker: Um,
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
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.
Speaker: But even if you do qualify, we don't, we still don't know if the house is a good fit.
Speaker: That's where we have to like help you out with submitting your application.
Speaker: Okay, so great stuff right here.
Speaker: He does do a takeaway.
Speaker: And if you've listened to the part one of this breakdown, I did give him some.
Speaker: Yeah, I did mention that he didn't do fair mean takeaways in the first half of the breakdown.
Speaker: it.
Speaker: I dig it.
Speaker: He brings up that, hey, if you do qualify for this, it's going to be a no brainer.
Speaker: But yeah, you do just have to qualify.
Speaker: And then he goes into getting the bill or getting the energy usage.
Speaker: Good stuff.
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.
Speaker: But just remember, as you're setting appointments, people need a
Speaker: less information, not more, because it is in the clothes that you're giving them that you're building even more benefits.
Speaker: Remember, there's two cells here on the doors.
Speaker: As you're setting an appointment, you're trying to sell an appointment, give them reasons why they should check it out.
Speaker: And then as you're in the home,
Speaker: As you're going back for the close, that is when you're selling the solar.
Speaker: So remember that.
Speaker: Purpose on the doors is not to like convince them, convince them, convince them solar.
Speaker: Obviously, you want to make sure they understand some benefits, but you just want to do the takeaways.
Speaker: You need to generate enough interest for them to set the appointment with you.
Speaker: And that is the purpose.
Speaker: You're selling the appointments over anything.
Speaker: So yeah, good stuff.
Speaker: Good takeaway.
Speaker: Thanks, Jeff.
Speaker: that into the system.
Speaker: I'm going to send you our website too.
Speaker: We are one of the best for sure because like I said, we're not just a fly-by-night company.
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.
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.
Speaker: We'll show you exactly how much energy the panels are going to use.
Speaker: They're 400 watt panels.
Speaker: With your energy usage, you'll probably
Speaker: Okay, and so they're one of the best.
Speaker: You heard it.
Speaker: Lumio is one of the best.
Speaker: Must be true.
Speaker: No, these are good.
Speaker: But remember, yeah, everyone's going to say they're the best company.
Speaker: And he's backing it up.
Speaker: He's telling why.
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Speaker: When you say it from your perspective, remember, they're not trusting a lot of what you say.
Speaker: So you need to get them to see it from other people's perspective.
Speaker: Hey, remember your neighbor, Mary?
Speaker: So yeah, she had looked into a lot of those same companies you'd looked at before.
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.
Speaker: She was able to get these things.
Speaker: So saying it from someone else's perspective, it's going to be much better than
Speaker: than just saying we're one of the best.
Speaker: Okay, it's good.
Speaker: So we get it, Lumio.
Speaker: You guys are awesome.
Speaker: But, like, say it from someone else's perspective.
Speaker: Okay.
Speaker: Need anywhere from, like, 20 to 22 of them, I would guess.
Speaker: You can try to do, see if you can get access to that.
Speaker: Let me see.
Speaker: That's my, that's my, that's the Google document that I've got.
Speaker: Oh, you're on top of it, Michael.
Speaker: Nice.
Speaker: Okay.
Speaker: So we've got that.
Speaker: 2021.
Speaker: Wait, so I switched in.
Speaker: Mm-hmm.
Speaker: So I was going to charge us off to the side or whatever.
Speaker: That's my actual kilowatt hour.
Speaker: All that based on the bill that they sent me.
Speaker: Okay.
Speaker: And side note with this, I mean, this guy is on top of it.
Speaker: You never see people that just have their two year billing history wattage.
Speaker: So, um, yeah, this Michael guy, he's on top of it.
Speaker: And the other thing, I mean, shout out to these guys.
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.
Speaker: So I got to get me one of these hidden mics or whatever they got going on here.
Speaker: Um, but anyways, jumping in.
Speaker: showed that I used.
Speaker: Yep.
Speaker: Yep.
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,
Speaker: the increase I want to have, but for right now I'm paying less than anybody.
Speaker: And would be to find out the best installer, the best people for it.
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.
Speaker: Okay, another ad.
Speaker: And so, yeah, he's giving us ammo.
Speaker: He's telling them what he wants.
Speaker: And yeah, Texas, they got some really low rates out there.
Speaker: He's talking nine, 10, 10 cents a kilowatt.
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.
Speaker: But San Diego sucks.
Speaker: Don't come here.
Speaker: So yeah, these guys, they're doing a good job.
Speaker: And I like how he's saying, hey, if we can't save you money, don't do it.
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?
Speaker: Hey, Michael.
Speaker: And so one of the qualifications for this is you have to save money.
Speaker: If you don't save money, we actually can't even do the home.
Speaker: So we'll check it out beforehand.
Speaker: If we find that we can't save you, then we'll give you a call beforehand, which...
Speaker: Yeah, got my respect saving people money at 9 to 10 cents per kilowatt.
Speaker: That's impressive.
Speaker: But you got bigger systems in Texas than San Diego.
Speaker: So let's get past this.
Speaker: Oh, well, we're not going to do power anymore.
Speaker: Yep.
Speaker: You know, that's a big concern to me.
Speaker: We actually never lost power during the snow pocket.
Speaker: Really?
Speaker: Never did.
Speaker: Nice.
Speaker: because we found out we were tied in with the same one at the hospital.
Speaker: That makes sense.
Speaker: But if they start going the route that they keep going,
Speaker: So super cool right now.
Speaker: This Michael guy is literally telling them how to sell them.
Speaker: He's telling them his fears.
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.
Speaker: Because look, now you know how to play on this guy's fears.
Speaker: He's worried.
Speaker: Even though he says he didn't have power during this snowpocalypse.
Speaker: Didn't know it was called that.
Speaker: He's telling you, hey, I do want to make sure that I have power.
Speaker: If something, you know, if shiz hits the fan, whatever happens, I want to have power.
Speaker: And so this is a great thing here.
Speaker: Now he knows how to play on these fears.
Speaker: I'll be like, Michael.
Speaker: So sounds good.
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.
Speaker: then you're saying that'd be a win for you.
Speaker: That'd be a good thing.
Speaker: Awesome.
Speaker: I'll see if we can get you that.
Speaker: So what you're doing, you're tying them down.
Speaker: So if we can do these things for you, then when does that work?
Speaker: Great.
Speaker: He's telling you what he wants, what he needs, which obviously it's going to require a battery, but...
Speaker: I want to.
Speaker: Well, yeah.
Speaker: And you see what they're doing.
Speaker: They're asking people to use less power.
Speaker: So that's where people are able to get a couple of different options with either a generac or the power wall.
Speaker: But those are all things that we can show you.
Speaker: I'm not sure.
Speaker: They're trying to make the most reliable forms of our energy unreliable.
Speaker: What do you mean?
Speaker: Meaning that the wave, period.
Speaker: Yep.
Speaker: Well, that's a problem.
Speaker: Mm-hmm.
Speaker: Because we heat our homes with natural gas in this community.
Speaker: This entire community is natural gas.
Speaker: We cook our food with our... I'm worried.
Speaker: So, like, you know, I would love to buy a natural gas generator.
Speaker: I'm not dropping 10 grand on a natural gas generator with the way that the environment's going.
Speaker: Well, it's not clearer than the sun.
Speaker: But how much energy does it take to manufacture a solar panel in China?
Speaker: Well, first of all, they're not from China, right?
Speaker: They're American-made, German-engineered.
Speaker: They're made in San Antonio, so they're very good durable panels.
Speaker: They're made in Texas?
Speaker: Yeah, manufactured here, German-engineered.
Speaker: Okay, well, we'll talk about that.
Speaker: They're very durable panels.
Speaker: We can show you all the spec sheets.
Speaker: So what are, how are they?
Speaker: When you say they're...
Speaker: Okay, and so here's another thing that this dude gets caught in.
Speaker: He's telling this guy he has American-made panels that they're all made in San Antonio.
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.
Speaker: And this guy brings it up.
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.
Speaker: So, I mean, I'm 99 percent sure that there are no panels 100 percent manufactured in America, like components and everything.
Speaker: And so I think this guy kind of gets called out on it.
Speaker: So another thing about being a professional, make sure you know your facts, you know your statements.
Speaker: I've got caught in it too.
Speaker: I've told people panels are American made.
Speaker: companies in America, but then they're manufacturing panels in Malaysia or something.
Speaker: So make sure you clarify these statements because guess what?
Speaker: If he says this thing, then Michael goes and looks it up, finds that it's not true, finds that it's different.
Speaker: What's going to happen?
Speaker: A lot of times that's going to be a canceled appointment or even a canceled sale.
Speaker: People will cancel for the stupidest reasons sometimes.
Speaker: So make sure you don't get caught in these things.
Speaker: Know your facts before you throw it out there.
Speaker: May
Speaker: They're not just assembling them.
Speaker: You're saying that they are made from the rare, whatever the earth minerals are.
Speaker: They're not shipping raw components.
Speaker: The tundras made in San Antonio, they're not 100% American.
Speaker: Yes, they're made in San Antonio, but the part may come from Japan.
Speaker: Another part might come from China.
Speaker: There's that other little thing in the bottom of the little sheet.
Speaker: Michael, they're all good questions at the end of the day.
Speaker: I'm just the guy that sets up the time for Elliot to come by.
Speaker: He'll answer.
Speaker: Okay, and then he recovers.
Speaker: This is a great response.
Speaker: And probably this is what I would have done earlier to some of those questions.
Speaker: Because remember, as an appointment setter, you're there to sell the appointment.
Speaker: The more information they get, I mean, you're just throwing, you're showing your hands.
Speaker: Remember the poker analysis.
Speaker: If you just give them all the answers right now, what's the reason to even have an appointment?
Speaker: So really, as much as you can, just divert.
Speaker: Hey, that's a great question.
Speaker: When our energy expert comes back, he'll be able to answer all those things.
Speaker: But like you can say I'm new, whatever.
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.
Speaker: But if you just answered everything,
Speaker: They're going to draw their conclusions, think they know everything about it.
Speaker: No reason to meet up.
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.
Speaker: Just good.
Speaker: I would at least enough of it to be able to power the things that matter the most.
Speaker: The thing that we need to have power for is our freezers and our refrigerator.
Speaker: And I was looking at the, what are they called?
Speaker: Generator?
Speaker: Generator?
Speaker: Powerwall?
Speaker: Generator.
Speaker: The jack.
Speaker: Something jacked.
Speaker: Jackery.
Speaker: Okay.
Speaker: The Jackery's where you have like the little solar panels and they charge up the Jackery's.
Speaker: You'd have to buy like the most expensive one to maybe possibly power a refrigerator in a freezer.
Speaker: Yep.
Speaker: So, so I was like, well, that's not enough.
Speaker: So again, we're going to look at exactly the energy usage.
Speaker: And then we know that life happens.
Speaker: Look that you had a bodyguard in there and how many kids he got.
Speaker: Um, but you guys are probably going to start using more energy.
Speaker: So we're going to show you like two different options with like add an extra two or three panels.
Speaker: So you guys can actually take more advantage of the program, um, with the buyback program.
Speaker: But would you want to do tomorrow at like six 30 or eight 30?
Speaker: You think six or eight?
Speaker: Probably needs to be six through.
Speaker: He's probably fine.
Speaker: So same time tomorrow.
Speaker: So we're going to have Elliot come back tomorrow.
Speaker: He's really good at what he does.
Speaker: You'll love him.
Speaker: He's helped a ton of people out here in Taylor and all across Austin Go Solar.
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.
Speaker: But I do think it'd be a good fit.
Speaker: Are you trying to come up with a plan in 24 hours?
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.
Speaker: So he's, you know, pretty busy tonight and then tomorrow morning.
Speaker: But tomorrow, I do know there's two times available at 6.30, 8 o'clock.
Speaker: So I'm going to say here, Elliot, we'll come back tomorrow at 6.30 p.m.
Speaker: And then, is it your wife's here too?
Speaker: She should be here.
Speaker: Cool.
Speaker: I think she should be here.
Speaker: And then just let her know.
Speaker: No decision to make.
Speaker: We're just giving you the information, putting you guys in the driver's seat.
Speaker: And then.
Speaker: What is the turnaround if you were to pull the trigger on something?
Speaker: Okay, and so here, kind of a long stretch here.
Speaker: But yeah, he's wrapping it up.
Speaker: He's finding out the hot buttons.
Speaker: So as an appointment setter, make sure you're keeping track of these things for whoever's going to close the deal.
Speaker: If it's not you, so you know his hot buttons, he's worried about having power go out.
Speaker: He's worried about the future.
Speaker: So uncertainty, the closer that's coming in, he should know what these hot buttons are.
Speaker: And you're going to talk about batteries.
Speaker: You're going to talk about these same things, obviously get some more clarification on it.
Speaker: And then I was worried he was going to forget.
Speaker: It was sounding like he wasn't going to do it, but he did it.
Speaker: And what's that thing?
Speaker: He made sure the wife is going to be there.
Speaker: This is one of the biggest mistakes people make starting out.
Speaker: They set up appointments.
Speaker: It's a one legger.
Speaker: over and over and over.
Speaker: Make sure you're giving yourself the best shot at closing these.
Speaker: My favorite line to use as I'm confirming that the wife will be there.
Speaker: Hey, so she'll be there at 630 tomorrow.
Speaker: Perfect.
Speaker: Hey, will you tell her just to be nice to me when she comes?
Speaker: She's nice.
Speaker: She's not going to be mad or anything.
Speaker: Okay, great.
Speaker: Usually gets a little chuckle out of them.
Speaker: So great line you can use there as you're wrapping that up.
Speaker: Okay, and then just last minute or so here, let's hear what he does as he's leaving.
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
Speaker: Okay.
Speaker: So, um, what is your email address to Michael?
Speaker: Awesome.
Speaker: All right.
Speaker: Well, it was great to meet you.
Speaker: I look forward to having Elliot come by tomorrow.
Speaker: Okay.
Speaker: Um, any questions you do have, just make sure you write those down and then I know life gets busy.
Speaker: You got to get your truck tomorrow.
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.
Speaker: Okay.
Speaker: Awesome.
Speaker: Great to meet you, brother.
Speaker: Okay, so that's a wrap.
Speaker: You can tell this guy, he's asking buying questions at the end.
Speaker: So it was a good set.
Speaker: The Lumi bro takes the man from not that interest in the beginning or throwing out some smoke screens.
Speaker: And by the end, he has, he's asking buying questions.
Speaker: Hey, how long would this process take?
Speaker: And then great thing to do is throw it back at him.
Speaker: Well, how long would you be looking or how soon would you be looking to add your panels up there?
Speaker: Great little trick, throw the question back at him.
Speaker: Then they're selling themselves on it even more.
Speaker: And he asks, yeah, you can listen for those buying questions.
Speaker: That's when you know you can go for a close when you hear buying questions like that.
Speaker: Then last little tip I would say with this is just do a lock close at the end.
Speaker: What is a lock close?
Speaker: It comes from Grant Cardone, but it's just almost double confirming the appointment.
Speaker: Hey, Michael, unless there's like, I don't know, an earthquake, nuclear meltdown, you guys will for sure be here tomorrow, right?
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?
Speaker: Great.
Speaker: Or another thing I like to do is add some social pressure.
Speaker: Hey, so our engineers, they do put some time into preparing this.
Speaker: So just make sure as they're spending an hour or two, just getting it ready.
Speaker: You guys will for sure make sure you're here, right?
Speaker: I'm not going to get here and no one's home.
Speaker: Perfect.
Speaker: Okay.
Speaker: See you tomorrow.
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.
Speaker: So good set overall.
Speaker: Obviously tweaks all of us can make.
Speaker: So super valuable as you are setting your own appointments.
Speaker: It's a great idea.
Speaker: Record it.
Speaker: Go back.
Speaker: Listen to it.
Speaker: Get your own feedback.
Speaker: Hope this helps.
Speaker: Again, let me know if you like this type of content.
Speaker: If you like these type of audio breakdowns.
Speaker: I think it's super interesting to look into and break down.
Speaker: Kind of like going over game film.
Speaker: So hopefully you liked it too.
Speaker: So send this to the Lumi Bros if you're listening.
Speaker: You guys got some killers over there.
Speaker: Love me some Lumi Bros.
Speaker: But yeah, we can all make improvements.
Speaker: So we'll see you on the next episode.
Speaker: Keep crushing it and go sell some more solar.
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.
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