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 solopreneur, you might ask?
Speaker: 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.
Speaker: What's going on, solopreneurs?
Speaker: Taylor Armstrong here, your host.
Speaker: We are back with another episode.
Speaker: As usual, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: Thanks for making the Solar Printer podcast the first listen of every Tuesday and Friday.
Speaker: We're coming at you.
Speaker: And today we're going to be breaking down a live presentation
Speaker: from a new rep.
Speaker: We're going to hear the good, the bad, the improvements, all sorts of things.
Speaker: And just a reminder, before we start this episode, if you are not recording yourself on the doors, you are losing out on money.
Speaker: This is, in my opinion, the number way, fastest, number one way to improve your presentation super quick.
Speaker: So it's something I coach all the time on the reps I'm working with.
Speaker: You got to be recording yourself.
Speaker: And if you don't have...
Speaker: A way to record yourself, number one, just use the recording apps on your phone.
Speaker: But if you want to up level your recordings even more, then make sure you're checking out Ciro.
Speaker: S-I-R-O.
Speaker: It is the best way to record yourself because it breaks it down section by section.
Speaker: It transcribes it and it makes it way easier for you to work with coaches and work with your team and collaborate together.
Speaker: And so if you want access to this, one way to get that is Ciro.
Speaker: in our Soul Society program, hit me up and you're going to get access to this where you can collaborate with some of the top reps in the industry, including yours truly.
Speaker: And we're going to give you direct feedback and help you improve your presentations at a level you never thought was possible.
Speaker: So check it out.
Speaker: Let's jump into this.
Speaker: And I just want to say this was on YouTube.
Speaker: One of my favorite YouTube channels right now is Real Sales Dynamics.
Speaker: I was able to hang out with these guys at Danny Pesce's Setter Closer Tour.
Speaker: They are dropping some awesome content on YouTube.
Speaker: So check them out.
Speaker: This one was called He Sets an Appointment on His First Door, Solar Rep Selling Solar Door-to-Door.
Speaker: So appreciate them.
Speaker: Hopefully they're cool with me using some of their contents too.
Speaker: break it down a little bit and we're going to be bringing some of our own content i'm going to get some recordings of myself so you guys can hear me going through some train wrecks and but we're going to use their their recording right now and then two other great youtube uh podcasters or sorry youtube solar channels that you need to be following are taylor mccarthy is dropping some awesome content on solar on youtube and then also uh loomy bros
Speaker: dropping some fresh solar content.
Speaker: Solos right now, I would say are the top three people I would be checking out on YouTube.
Speaker: Real Sales Dynamics, Taylor McCarthy, and Lumi Rose.
Speaker: Let me know in the comments or let me know in a message if you would like for these podcasts to be posted on YouTube as well.
Speaker: I've been checking out YouTube more and more, but primarily these are on podcasts.
Speaker: Let me know if that's something you'd like to see though, is these dropping on YouTube.
Speaker: So let's jump right into this.
Speaker: We're going to be checking out a new solar rep selling solar door to door.
Speaker: I wouldn't do that.
Speaker: It's kind of ballsy.
Speaker: Hi, how are you?
Speaker: Are you the homeowner?
Speaker: Yeah, we're just talking to people about the new project from TECO.
Speaker: It's the Net Meter Program.
Speaker: Have you seen the notice that you got from TECO recently?
Speaker: Okay, two things right off the bat.
Speaker: I do like that he says, hey, did you see the notice from Tico lately?
Speaker: Kind of draws some attention.
Speaker: But the mistake he does make, two things, you can't see this if you're just listening, but he is presenting to this homeowner while she's talking through a window.
Speaker: And if you've been doing door to door for any length of time, you know that you are pretty much going nowhere if someone's talking through a window like that.
Speaker: So what do you do?
Speaker: You draw them outside.
Speaker: Hey, they're just doing some work out here.
Speaker: We're checking up on all the electric meters.
Speaker: Is yours on the left side?
Speaker: Is it around here or some other ways?
Speaker: Hey, they're swapping out the wooden poles for metal poles, metal power poles.
Speaker: Yours are just right here.
Speaker: Just whatever you can say really to draw them out.
Speaker: Hey, they're going to be checking the homes from the street.
Speaker: They're just going to be out here.
Speaker: You walk outside.
Speaker: Whatever you can do to get them outside, it's going to be much easier.
Speaker: Or if you're using slicks, that's a very easy way to, if they're talking through a window, sometimes that can be tough.
Speaker: But yeah, you know, whatever you can do to get them outside on the porch, because very rarely you're going to be able to get appointments.
Speaker: If you're just talking to someone behind a screen door, behind a window, it's going to be very tough.
Speaker: And then the other thing he does is he says, hey, are you the homeowner here?
Speaker: This is a trigger question.
Speaker: When people hear, hey, are you the homeowner?
Speaker: What happens?
Speaker: They think, oh, this is a soldman.
Speaker: They want to know if I'm the homeowner.
Speaker: They're selling something.
Speaker: Okay, and so I would not ask this at the beginning.
Speaker: The best way I have been presenting lately is if you're using a door knocking app, Sells Rabbit, the premium version or RepCard, which is my favorite knocking app right now.
Speaker: If you did not know, RepCard added a knocking version to the regular digital business cards they do, which is phenomenal.
Speaker: You got to check it out.
Speaker: This isn't sponsored by RepCard, just so you know, or Cereal.
Speaker: These are just two products that I love.
Speaker: So check them out.
Speaker: But they have the homeowner's name on every door.
Speaker: And you go, hey, this is still this is still Jose Hernandez at 272 Willow Street.
Speaker: You who is your is it?
Speaker: OK, cool.
Speaker: I think I'm at the right house.
Speaker: You guys own the place here, right?
Speaker: So something like that.
Speaker: You guys own the place here, right?
Speaker: That's much better than saying, hey, are you the homeowner here to start off your presentation?
Speaker: Because it's automatically going to trigger them.
Speaker: These are trigger words.
Speaker: They're going to think you're a salesperson.
Speaker: doesn't sound like well i mean you're getting your salesperson you're saying like you don't want to do safe i'm a servant yeah i don't i'm not a salesperson i'm a servant i'm here to serve you and help you and you know a lot of people don't know about this opportunity and i'm just here to bring exposure to it okay um sorry i'm just very cynical um is it something i can look up on
Speaker: And what he does here, he keeps it real.
Speaker: I like that.
Speaker: Yeah, I'm not a salesperson.
Speaker: I'm a servant.
Speaker: That's good.
Speaker: I mean, he's keeping it real.
Speaker: And you'll see that this actually comes back to help him.
Speaker: Even though this kid is new on the doors, he doesn't really know exactly where he's going with things.
Speaker: He's keeping it real.
Speaker: He's keeping it raw.
Speaker: And I think that lady appreciates that.
Speaker: And that's the reason probably that she keeps on talking to him.
Speaker: I would have to work with you one-on-one.
Speaker: Okay.
Speaker: Then I'm going to decline.
Speaker: Okay.
Speaker: Can I ask you, do you... So right here, he makes a mistake.
Speaker: The lady says, hey, is this something I can look up online?
Speaker: Says no, you'd have to work with me one-on-one.
Speaker: Okay, rule number one is someone always agree with the homeowner.
Speaker: Always agree.
Speaker: Some people have heard of the statement, the homeowner's always right, or the customer's always right.
Speaker: That is not true.
Speaker: They're not always right.
Speaker: But something Grant Cardone talks about in the book, Sell or Be Sold, or maybe it's Closed or Survival Guide, one of those two.
Speaker: Both great books.
Speaker: is you always need to agree with the homeowner.
Speaker: Whatever they're saying, just agree.
Speaker: They don't have to be right.
Speaker: And that doesn't mean lie to them.
Speaker: But is this something you can find online?
Speaker: Yeah, it's something you can find online.
Speaker: You don't have to say no to that.
Speaker: This rep, he's obviously nervous that if he says, oh, you can find it online, she's going to be like, okay, cool.
Speaker: What's your website?
Speaker: And then that's going to be the end of the conversation.
Speaker: But what you do here instead, you say, yeah, it's something you can find online for sure.
Speaker: And I'll leave all that with you.
Speaker: They're going to be checking these homes anyways.
Speaker: But my job is just to figure out if the home even gets surveyed.
Speaker: My job is to see if the home's even eligible for something like this.
Speaker: Not every home even is.
Speaker: Throw a takeaway at them.
Speaker: Hit them with a line like that.
Speaker: You know exactly what I'm talking about?
Speaker: I do not.
Speaker: It's the Renewable Energy Program.
Speaker: Have you ever talked to anybody about going to renewable energy for your home?
Speaker: I mean, I could counter you there because it's no money out of pocket, so it's pretty much zero up front.
Speaker: And if you are to move, it's okay.
Speaker: It's actually probably a better scenario because you'd be able to add equity into your home because you're adding an asset to your house.
Speaker: And once you do move out, all you have to do is just transfer the ownership, which is very simple to do.
Speaker: And then the next person that comes in, you'll continue paying that lower monthly payment.
Speaker: So...
Speaker: Alright, so let's say we did this and we're going to be replacing our roof in about seven months.
Speaker: We should do the roof first, right?
Speaker: Okay, so are you... Right there.
Speaker: That's a buying question.
Speaker: He got her to bite.
Speaker: He just cast his fishing line in the water.
Speaker: She is nibbling at it.
Speaker: She just asked a buying question.
Speaker: Would we need to do the roof first?
Speaker: So right there, great opportunity for a tie down.
Speaker: Hey, would you want to do the roof?
Speaker: Would you want to do the roof before we put the panels up there?
Speaker: Okay, tie him down.
Speaker: But he starts going into it.
Speaker: This is good.
Speaker: Okay.
Speaker: that contracted already or are you just planning to do that?
Speaker: Okay, so it's actually better if you go with one company.
Speaker: So luckily for you, we are a company that does roofing.
Speaker: We're actually roofing before solar.
Speaker: We just added the solar division just recently.
Speaker: So if you go through us, you're going to be able to get the roof and you're going to be able to bundle that with the solar package.
Speaker: Now, two things are going to happen.
Speaker: One, you're going to get the same monthly payment, which is probably going to be around where you're paying not for electricity.
Speaker: So pretty much you're going to get a free roof.
Speaker: You can think about it like that.
Speaker: Do you have a business plan?
Speaker: Okay, right there.
Speaker: And he's giving her information, which is good.
Speaker: But another big thing that happens with newer reps all the time, this guy, he actually knows quite a bit about solar.
Speaker: He's telling her how you can combo into a roof, which is awesome.
Speaker: But here's the thing, you are never selling solar, you're never selling roofs on the doors, you are selling an appointment.
Speaker: Never forget that.
Speaker: So as you give more and more and more and more information,
Speaker: There's not a reason for you to come back.
Speaker: You got to keep people interested.
Speaker: You got to keep people intrigued.
Speaker: What is it you're doing?
Speaker: Okay, so you give as little information as possible.
Speaker: You're giving them just a sampler.
Speaker: You're giving them the appetizer.
Speaker: Okay, if you give them the main course right now, why are they going to might you back?
Speaker: You got to give them something so good, something so tasty like, oh, I love those chicken nuggets.
Speaker: I can't wait till I get to the cheeseburger.
Speaker: or whatever.
Speaker: Okay, bad example, but you got to give them something so they want to hear more.
Speaker: Keep that in mind.
Speaker: I don't have any information I can leave with you because the way that this works is I would pretty much just need your electrical bill, which is I'll be able to build up a custom savings report.
Speaker: And if you were talking about getting a new roof, I'd be able to quote that in there for you as well.
Speaker: And so basically we would just come in at a later time and we could discuss that.
Speaker: I'll shoot you
Speaker: like right now okay again um he's hitting her with things he can't do bring the can do attitude you can get people whatever they want okay just because we don't want to leave cards we don't want to leave websites so people will look it up
Speaker: Okay, always agree.
Speaker: Be like, absolutely, yeah, I'll get you that.
Speaker: So what I'm gonna do today, and most of these are just smoke screens, right?
Speaker: So what he probably should have done is, you know, yeah, for sure, I'll get you that.
Speaker: I'll leave you something.
Speaker: So what I do, I just fill out a quick form to see if this even makes sense, because it might not.
Speaker: If we can't do it, then we don't wanna waste your time either, right?
Speaker: So what I do today, it's just a quick form.
Speaker: We'll leave you with some info too, of course.
Speaker: You can check it out.
Speaker: And then I'm going to come back the same time.
Speaker: We're with Ruth, we're with Karen, we're with all the rest of your neighbors.
Speaker: And then that way you have all the information right in front of you when I come back.
Speaker: And then you can opt in or opt out.
Speaker: Because right now I know you don't have a ton of info.
Speaker: So, uh, like I said, I just make sure this three address, this is still one, two, three Willow street.
Speaker: Great.
Speaker: Okay.
Speaker: You can go into him some to close from there, start filling out the information and go try to get in this, get inside the home.
Speaker: He can go try and look at their meter while they get the bill.
Speaker: A lot of people do that.
Speaker: So let's hear what he does.
Speaker: Also talk about whatever time you think tomorrow would be a good time to do this.
Speaker: Wednesday around the same time.
Speaker: Will both of you be home?
Speaker: All right.
Speaker: Awesome.
Speaker: No, I'm going to, I'm just going to show you how it is.
Speaker: We're, we're credible by the way, if you want to look up our reviews.
Speaker: So yeah, you got nothing to worry about.
Speaker: I'm here to serve you.
Speaker: No, no.
Speaker: I thank you for being open with us, Kelly.
Speaker: You have a good day.
Speaker: Bye.
Speaker: Bye.
Speaker: Okay, good.
Speaker: So we wrapped it up and there's some cuts in here.
Speaker: So we didn't necessarily get to hear the full presentation.
Speaker: I think some of the end was maybe cut out, but really everyone should have a checklist, a mental checklist going through their head as you're setting the appointment.
Speaker: Did you get the bill?
Speaker: Did you confirm it that all homeowner would be present?
Speaker: Did you lock it down at the end?
Speaker: Did you do a lock close?
Speaker: Did you confirm?
Speaker: Did you get the phone number?
Speaker: Did you text them your number or your rep card?
Speaker: Did you get a response from the homeowner?
Speaker: And this is something that I'm actually thinking of making for my new reps, just a checklist, because what I realized when I started out is sometimes I'd remember to do certain things, but sometimes I wouldn't.
Speaker: And it's like if you can go through every one of these steps, you got yourself a rock solid appointment.
Speaker: But if you're missing things, let's say you miss one of these things.
Speaker: Maybe it's not a big deal to these things.
Speaker: Okay, that's on the fence.
Speaker: Three of these things.
Speaker: Okay, that's not really an appointment.
Speaker: It's a lead, right?
Speaker: So appointment needs to have a solid time.
Speaker: You're going to go back where they know you're coming inside the house.
Speaker: Another key right there, make sure they know you're going back inside the home.
Speaker: It's not just going to be a conversation on the porch like you've been having.
Speaker: Make sure they know
Speaker: all homeowners need to be present and give them reasons why for this.
Speaker: Hey, we come back with both of you just because like, I don't know about your house, but my wife, she's the boss or, you know, whatever.
Speaker: If it's a housewife you're talking to, or if it's a husband, just crack a joke, right?
Speaker: Tell them why you need both of them there.
Speaker: They usually have different questions.
Speaker: Usually one has different questions than the other.
Speaker: So we make sure we come back.
Speaker: So we answer both of your questions.
Speaker: And then after, if it makes sense, we see if the home is even eligible or if the home qualifies.
Speaker: So make this mental checklist of all the things you need to do, getting the bill, getting inside the home if you can, confirming the appointment, sending them a text, getting a response, getting on an emoji or a text message relationship.
Speaker: And yeah, if you do those things, it's going to be much more solid.
Speaker: So this was a decent appointment.
Speaker: Okay.
Speaker: But hopefully you got some takeaways from this.
Speaker: And again, you need to be recording yourself on the doors.
Speaker: And it's good if you're going out with your reps, maybe do something like this.
Speaker: Record your reps.
Speaker: Shoot me the videos.
Speaker: We will review them here on the podcast and would love to get some more content from our listeners if you have recordings you want reviewed.
Speaker: So hopefully that helped keep showing up on the next episode.
Speaker: We're going to keep helping you take your solar game to another level.
Speaker: That's it for the show today.
Speaker: Appreciate you guys.
Speaker: Love you.
Speaker: Keep crushing it out on the doors or on the phones or however you are selling solar.
Speaker: And we'll see you on the next episode.
Speaker: Hey Solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well so was I and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So at now, we have six bucks for this month.
Speaker: So book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an S dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
