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. Have you ever lost an appointment because someone just thought solar was too good to be true?
Speaker: the answer is yes. Then going to show you one of the best ways to overcome this belief for a homeowner. 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 in the solar industry. We're coming up already towards the end of 2026. I can't believe it.
Speaker: So take advantage, close as many deals as you can, and I hope that we can help you have a great end of the year. Make a ton of money right now because we want you to have a fruitful Christmas, fruitful holiday season, and enjoy the holidays with your friends and family. So now is the time to push. And I wanted to do this podcast today because I had a recent customer where this was one of their biggest objections. They just thought solar was too good to be true.
Speaker: And just thinking back over the years, I know I've lost a lot of deals just because I couldn't help people understand. I couldn't overcome that concern of what's the catch? What am I missing here?
Speaker: When people feel like feel like there's a catch, when they feel like you know they need a research more, they're not going to sign, right? They want to know what the catch is and they need to have it make sense in their head. So I'm going to play a few clips from this customer. Really cool couple.
Speaker: This is actually something I learned from Taylor McCarthy. Shout out to Taylor McCarthy. Remember when I was in his training program, he took this from i think when he sold alarms, just kind of adapted it to solar. And it's been, i think one of the best ways to help people make sense of why you're doing uh you know solar with zero out-of-pocket costs and you know if with more educated people with more people that have looked into solar maybe you won't get this as much but especially if you're knocking homes where they haven't looked into solar this is the first time they're hearing that they can go solar for zero out of pocket zero down then you're going want to throw in lines like i'm about to show you here because if not
Speaker: you are going to get people wanting to think about it. You're going to get them not wanting to sign documents because they just know in the back of their head that they're missing something. Follow this technique and it will help you tremendously. Okay, so let's hop into some of the live footage here brought to you by Ciro. This is my favorite app to record your customers in real time.
Speaker: and really learn from the interactions. And let me tell you, this app, insane improves. It seems like by the minute with AI, it is just night and day difference, the things you can do on it. And it even helps me come up with podcasts because I can literally type it has an AI included with it now. where I can go into recording and say, hey, show me the top moments from this recording that I can use in trainings, podcasts, whatever. And so if you are leading a team, highly recommend using a tool like Ciro.
Speaker: It makes it so easy to coach your reps and then pull snippets, use them for trainings if you're a manager team, and make it so easy to give reps feedback. So let's get into a couple sections of this. So I'm going to go right into the section where this customer, she said, what's the catch, right? And then um you'll hear my response to it.
Speaker: listen
Speaker: um i then san luette from but number two is we were all Yes. So I guess that's the only other task we have. As long guys are happy you with it, just be open to like, you know, selling bad and trans, stuff like that.
Speaker: And like, a little sign in for the year, too, because that's how they're saving all the marketing else. But yeah, I mean, I guess we'll have to figure it out. Okay, so you're right there. Pretty straightforward, pretty simple. They asked, what's the catch? And so, you know, previously, i would always just say ah the catch is you got to qualify.
Speaker: hey But um over the years, I realized, you know, that's not, you know, that's still not making sense. A lot of people said, oh I just have to qualify. What else? What else? And so this line that I got from Taylor McCarthy, you heard what I said after. Catch is you have to qualify, number one.
Speaker: But then number two, we work through um word of mouth marketing. Are you familiar with, you know, with word of mouth marketing? you know, you can call it whatever you want.
Speaker: But ah all we'd ask Mr. Homeowner is that as long as you guys have experience, just that you'd be open to sharing ah your experience with other people they ask you. Let me ask you, Mr. Homeowner, are you someone that if you're happy with a product or a service that you generally will tell other people about it?
Speaker: And so you wouldn't have any issues with, you know, spreading the word as long as we did approve your home and do good job for you. Okay. And then you'd be okay with a sign just put in your front yard, just a little sign that says so you're part of the program.
Speaker: Right. And so what is that doing? Two things. Number one, it's helping them see that, you know, you're, you're not, ah you're the needed, not the needy. Right.
Speaker: like you're not being desperate in this cell people are coming to you and it's setting the frame right you're setting the frame that you're the professional that they should be doing things for you to qualify for it right not the other way around you're the one in control here okay so it's setting up that frame but then number two again it's just making way more sense in their head why they would do this okay why would they why they would do this for a zero out of pocket So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
Speaker: But if I want to increase my deal flow, I need to do something different to get an advantage. 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 two 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, back to the show. Guys, again, so many people, that's just the thing. You see that it's not making sense in their head. They don't want to sign. They think it sounds awesome, but they there's just something telling them ah they're missing something here.
Speaker: There's some catch that they're not hearing about. They've heard someone get screwed. Why is it that you can do this? First year out of pocket when they've heard so many people have to pay thousands of dollars or take out big loans, whatever the case may be. At the end, you'll see that this actually leads to a referral.
Speaker: so I'm going to play one more little section here. You'll hear at the end. Okay, so let's hear what happens with the referral. Ben, this is our filler Taylor. We can help you set filler on own.
Speaker: Yeah, I'm sure I'll be back once we kind of figure out what's going on with the route. And then, you know, look at options for that. But but we'll have them do the site survey and then towards the end of next week or something, go over the results and see what we can do about the music. Apologize for the audio. You can hear these people were jamming to their music in the background the whole time.
Speaker: Okay, but a really cool couple. And ah they ended up, because of this line, they ended up giving me a referral at the end for customer that you know had $1,000 plus dollar bills, get a referral.
Speaker: And this was in a duplex area where they were paying like $140 month. they refer me to a well- her boss that's paying over a thousand a month, right? And so just goes to show you can pull referrals from anywhere. If you frame this correctly, you can walk out of the home with referrals in the hands. The next key to that is you got to set it up, right? You don't just take the referral. But before I left the home, I made sure she includes this in a three-way text, lines up that referral, you know, walk out of the home with not only that cell, but a referral.
Speaker: Okay, and then the story after, okay, and this just goes to show that sometimes no matter what you do, people still think it's too good to be true. so I'm going to read to you a text she sent to me the next day. This was before the site survey happened. But the next day, I do get a text from the same customer.
Speaker: And she says, Hey, can you cancel us? I don't want to lease or lean on my house. Not what I agreed to. Cancel our application. Stop, please. Okay. And all this work gives me a referral and then all sudden she wants to cancel it.
Speaker: and And good news is we did save it. Right. But, um you know, she goes on to text me this lease. It's going to cause issues with our home loan. It's going to put a lien on the house.
Speaker: I'm good right now. um And so I'm like, I'm like, well, um Let me come by either way. If we're going cancel, I'd have to help you guys do that. You guys around right now.
Speaker: She says yes. Pop by the home five minutes later. I think they're a little creeped out. So I was actually right on that same street when she texted me this. And I was able to pull up in the application or in the um the contracts. Don't say contract. Right.
Speaker: But ah agreement. I pull up all the places where it says there's no lien on the home. showed her it's not going to affect her home loan. And even then going back in the home, I wish I would have recorded that too.
Speaker: But um she says, I just was up half the night. i still feel like there's something I'm missing here. I still feel like this is too good to be true. so I had to go through it all again. i had to explain it again. i had to show her, you know, word for word in the agreement where it says there's not going to be a lien. It's not going to mess with her home loan.
Speaker: And um got her back on board. Luckily, the husband was really chilling. You know, he's like, he's like, babe, I don't see you why we shouldn't do this. It's going to save us money.
Speaker: And he's showing us directly in the agreement where it says there's not going be a lien. It's not going to mess with their home loan. So people will look for every if they have just even an inkling that something is too good to be true, then they will look for proof of that.
Speaker: And it's our job to make them feel comfortable. It's our job um to um yeah just go through the process and show them the places in writing where they're feeling maybe a little bit hesitant.
Speaker: Okay, so hope you learned a few different ways today that you can help people with this process. You can help overcome that objection, is this too good to be true? yeah Because if you frame it like that, it will help you.
Speaker: This works wonders for people that haven't looked into solar a lot and maybe hadn't heard that there's options to go solar with zero out of pocket. So would love to hear anything else you all do. If you're watching this on YouTube,
Speaker: Instagram, wherever. Would love to hear in the comments. How do you overcome the too good to be true objection, concern, whatever you want to call it. Okay, so hope that helped you today. Send this to someone that needs a boost in their sales.
Speaker: And ah again, please shoot me your ah suggestions for guests or topics as we're coming up into these winter months here, 2026. And ah thank you for listening today. We'll see you on the next episode.
Speaker: Hey Solarpreneurs, 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.
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