Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
Speaker: I teach you 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 solopreneur, you might ask? A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one. Hey, what's going on, solopreneurs? Welcome back to another podcast. We're going to be doing a part two of the Experience Rep Breakdown. So if you've not listened to part one, you can go check it out in the previous episode. But we had a really good recording He did some really good stuff, my guy Dan Healy, and we're going be continuing on seeing what he does good, some things he could improve on, and some lessons learned. So welcome to the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time and experience in the solar industry. I hope you are surviving the heat whenever you're listening to this. We are recording this in early September now.
Speaker: Man, it has been crazy hot. Southern California, we've had some record-breaking days. Probably the hottest I've ever felt it, at least around the San Diego area. This time of year, past 10 years I've been here, never been this hot. So those people are knocking in Arizona, Texas. I don't know how you guys do it. Yeah, I've been i've been complaining out here. Been over 100. So it definitely tests your ah mindset during these these times years. But guess what? The good news is people are going be getting their highest bills.
Speaker: If you are knocking in these hot times of the year, they're going to be getting some really high bills. And a lot of people are going to be complaining that they have not had to run this much AC and they can't stay cool.
Speaker: So ah take advantage of that because that's the benefit that comes from sticking it out. So you will be rewarded if you go and knock in that heat. Okay, and so let's jump into the recording. Like I said, we're going to just pick up right where we left off last episode.
Speaker: We got into, I think, of seven or eight minutes of Dan's presentation on the door. So we're going to pick it up and here are some things that we can learn from. So let's check it out.
Speaker: 75 to 100 bucks a month if it all worked out. so for a sunrunder try to do Oh, Sunrun, you talked with them for this place? Yeah. And what happened there?
Speaker: going to take a picture of this graph. Is that OK? Thank you, man. Yeah, what happened there? tried to i was goingnna get a... Thanks, man. They're trying to charge you. being one person or that What happened? I'm sorry.
Speaker: OK, we were going to get a solar panel. Right. Okay, so you hear what's going on. Just give you some context. So Dan is booking the appointment. He just got a picture of the bill.
Speaker: Previously, he'd gone and got a picture of the electric panel. They start bringing up that they looked into Sunrun. They didn't go forward with it, obviously. So Dan does a good thing because obviously you got to figure out what happened with Sunrun. Why didn't they go with Sunrun?
Speaker: And so instantly the next goal should be to figure out what did they not like and let's see if we can offer them something and that's better and figure out what happens. So Dan did the right thing.
Speaker: Definitely need them. What happened? They tried to lock us in. See, every time it this comes up, it's the same story. well What what do you mean? sure Somebody comes up, says, oh, I'm going to.
Speaker: In fact, they took pictures of the same thing. Oh, really? Yeah. Yeah. Well, we're completely different from Sunrun, just so you know. That wasn't there. that's one And how long ago was that? How many people were they combined with? How many?
Speaker: Oh, we work with, um it's called Enfin and Qcells. Have you heard of, um they're the largest panel manufacturers in and the U.S.? I'm the best one. Yeah, yeah. So we actually work, Sunrun is an independent, publicly traded, you know, company.
Speaker: And we're actually the ones that get a lot of the rebates from the government. Did Sunrun try to charge you front or what happened? No, no, i was getting mad because I know that. But, uh let's see if you save me i'm a dollar and so yeah he's slowly getting the bottom of what happened with sunrun but uh yeah i mean easiest question i usually find for these situations is just um yeah what what didn't you guys like about sunrun or what were they what were they offering you they didn't they didn't like let him talk about it sometimes you have to assume right a lot of homeowners you'll find out there will not tell you why they didn't go with the previous company
Speaker: So people are smart. They know that you're trying to convince them to go a solar, right? So I find a lot of people will withhold information. So you have to take a few pages from Chris Voss's book, Never Split the Difference, and you have to throw them a bone.
Speaker: You have to assume the reason they didn't go with it, right? And so the most effective question to do that is just, oh, I'm guessing it's because they were going to charge you a big amount up front or really whatever you want to say.
Speaker: and human nature is is that they will correct you right if it's not that and they'll say oh no no no this is why and so that's how you get information out of people and that's what you know chris voss talks about in his in his book is that's human nature is to correct people when they're wrong and so most of the time if you throw out a piece of information they will tell you if it's not correct Right. And so that's something Dan could utilize a little bit here. You know, this guy, he's sharing his experience. He's he's not really withholding information, but that's been the most effective way for me to figure out why they haven't done it. Right. so let's see what he says from here.
Speaker: And that's it. You'll get for whatever the life of the 20 years, whatever. You'll pay $102. $102 or $200? That's all. that was all that That's how much had to pay.
Speaker: I had to pay $102 a month. $102. Yeah. So that's guaranteed. Yeah. For life. So wouldn't, i mean. un problem The problem is yes it's just another, you can't. It's just another control basket.
Speaker: Oh. Let's get how many places we can get here on there. And then we have, that's when they take away they went and had that big thing where they all voted. and Yeah. Oh, yeah. So everything's changed since then. so yeah It's changed twice. Yep. With the batteries and then the tax credits and all that. Yeah. So now they were doing a loan for you, right? They tried to sign you up for a loan.
Speaker: Yeah. Yeah. Still the same thing. No, this isn't a loan. no, this is, I mean, it still comes up where you're never, you know, what I see the solar, solar power, I'm all for it. Yeah, it's good. It's supposed to be solar power, but you don't pay it.
Speaker: You don't pay anything. Yeah, right. So we'll skip ahead a little bit, but this guy, it seems like he doesn't know exactly what Sunrun offered him, right? And so really, it's just about figuring out what he didn't like. He's saying, it was a scam, this and that. But my guess is he just didn't really have an understanding of what it was that Sunrun is offering him because, you know, for those that work for Sunrun, I don't think you're scamming people. Okay, I got your back.
Speaker: But for whatever reason, this guy thinks that... Sunrun came by with scamming them and sounds like you just did not have an understanding. So if Dan can come in and create an understanding, then there's a good chance that this guy will sign up.
Speaker: All right. um So yeah, Dan does a good job of figuring that out. And then I think Dan realizes the same thing that this guy was just a little confused and um he needs to come and bring that clarity, bring that understanding. So we will skip ah ahead a little bit here.
Speaker: That's right. Nothing right in the street. but why I'm just saying we're cheaper than SDG&E and we can help you. There you go. Okay, can you give me a new Ritzen? Yeah, not today, but we'll see if you could we'll see if you qualify. Okay, I will buy him right now. But no, I'm just saying that. You're a funny guy, man. I like you, brother. You're a funny guy. Yeah, I'm not.
Speaker: I'm sorry. Boom. but We're doing school project for the environment. actually 16. I'm I'm He is actually, what are you, Yeah, and I'm And I'm 29. You actually ran into two veterans. He's been in solar for 10 years. I've been in it for eight years. So you ran into some high-level veterans here. some john Thank you. I appreciate it. So anyways, brother, i thank I'm ah um' okay. I just ate a burrito at Rubio's. Do you ever go to Rubio's?
Speaker: All right. And so, yeah, Dan does a good job here creating some comedy, power of comedy, right? People love laughing. People love smiling. And so a reminder, anytime you create some comedy on the doors, it's a it just a great thing to build some rapport. And you heard the lady, she offers some chocolates. Love my ah Filipino people. They love offering food. Same with you know Latinos. That's kind of the the culture. I told Dan this after, but um whenever people offer food, yeah um i would recommend taking whatever food people offer you.
Speaker: Because um believe it or not, some people get offended if you don't take their food, especially in cultures like that. you know i lived in Colombia for two years and we had a lot of situations where if we didn't accept food, people were getting offended over that.
Speaker: So the last thing you want is people not happy that you didn't accept their food. So I told Dan, hey, man, whatever food they offer you, accept it. All right. So you see me grab my handful of chocolates. I end up stuffing them, stuffing a few in my pocket. They melt all over.
Speaker: it caused quite the mess. But hey, we built some good rapport with the with with ah this family. They were offering us food. Dan was making them laugh. So that's what it's all about. So create that comedy when you can and accept people's food.
Speaker: What do you like to eat? Do you cook at home or? No, we usually whatever she likes. Okay. She does the cooking. I love Thai food, man. Sure, yeah.
Speaker: sure Yeah, yeah well yeah good guy you got a nice wife. Yeah, very nice. How long have you two been together for? Only one game, sorry. Oh, you guys have been together for 30 years? did She just said, I don't know, 26. she um we developed we celebrated our 30th anniversary congrats you do a battery last time the first one is no battery the second one battery with your sdgne right so you paid this last month you paid uh 185 for electric delivery and 148 for generation that's right so your total electric bill 185 plus so dollars
Speaker: for just electric not gas and then you paid 12 bucks for for the gas. actually $297. Oh, you got the climate credit. The climate credit. that you know That's what it is. So it was really it was really about 333. And then you used 549 kilowatt hours. Do you know what a kilowatt hour is? Yeah, worries. Most people don't. Thanks for being honest. So like we measure a water in a gallon, we measure electric in a kilowatt hour, KWH. So you paid 333.
Speaker: so you use so you paid three thirty three for five hundred and forty nine kilowatt hours so you're right okay so Dan's doing a good job breaking down the bill here and this is something that's and you know if you have the time it's a great thing to do start breaking down the bill a lot of times I'll do this when I'm actually in the appointment but if you have someone like this I don't think it's a bad idea you can start breaking down the bill ah bringing up some pain points explaining to them yeah you know all the facts about energy because the more you can be perceived as an expert, the more they're going to trust you and the more they're going to follow you, right? People want to be led.
Speaker: so if you can show them that you are that person that can lead them, then they're going to be much more likely to sign up and ah go move forward from there. So great job, Dan, as educating the customer and getting that um explanation process going.
Speaker: So we got about one minute left. Let's wrap this up with this and then we'll get some final takeaways, sir. 60 cents. sixty cents that you're paying per kilowatt hour from SDG&E. So at the end of the day, if if you ended up qualifying and you wanted to do it, everything would be paid for, meaning the equipment would and the installation wouldn't cost you anything. And then instead of buying your power at 60 cents from SDG&E, we would be able to give you power at about 28, 29 cents.
Speaker: so that's it's not free Nothing in the world's free. I'm not going to comment Josh. They might tell you it's free. I think your brother might think it's free, but it's not free. if you you have to pay for something to Right, so you just paid cash and got a rebate for the system. So you still had to pay money, and then he just pays it, and then his payback period, right? Yeah, so for this one, you wouldn't have to pay anything.
Speaker: It would just be, instead of paying $300 a month to SDG, would be about half that much per month for solar. I'm going to come back in about 20, 30 minutes with the savings report, and then I'll leave it with you guys. Are you guys going to be here in like little bit? Yeah.
Speaker: And that way we can at least set up a side survey for next week to check the panel and see if the house qualifies. So we'll be back in 30 minutes. You guys are going to be here, right? All right. We'll see you soon, guys. All right. We'll see you in little bit.
Speaker: Okay, so that's a wrap. So I love how he ended it too. So many people, they wonder why they can't can't get same days because they're walking around saying, oh, um would it be okay if I came back or you guys aren't leaving, right? You can hear Dan is super assumptive at the end. He doesn't say, um this he doesn't say, is this okay? He doesn't ask for permission. He just...
Speaker: assumes that they're going to be home and that he's coming back. He's showing them the savings report. And then he also sets some expectations for what will happen next. He starts bringing up the site survey and talking about how that's going to be the next step.
Speaker: And so, yeah, a few other things he could add in here at the end. I like to set the expectation even a little bit more as far as telling them, hey, we would submit an application. They would verify your roof your electric panel. So a few other things he could add into that.
Speaker: um But yeah, not the end of the world. He does a good job of just telling them generally what's going to happen next and that we'd have to schedule a site survey and get those things going. So yeah, great job. Not a lot, not a lot of things to critique here.
Speaker: We did have a full um close. So we ended up going to this and locking down a same day deal. So if you would like to hear that, let me know. Break it down in a future episode.
Speaker: But ah yeah, let's hear what the listeners want. So let me know if you would like to hear the close. and Maybe we'll do separate video series on that. But hopefully you got some takeaways from that. Saw some things that you could use in your appointment setting this week. So hope you get out there. Hope you crush it. Hope you survive the heat.
Speaker: Thank you for tuning in to today's episode and we'll see you on the next one. So some of you already know that I run my own door to door sales team here in San Diego. And as we were gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
Speaker: Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
Speaker: It's been working for a lot of teams across the country, and now I'm on board too. I'm going to be one of the first to SolarScout in San Diego, so I decided to partner up. But i told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
Speaker: So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
Speaker: Okay, to the show Hey Solar Pruners, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
Speaker: For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry. And it's called Solciety.
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