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Transcript
Taylor's Solar Success 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.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
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.
Live Presentation Breakdown
00:00:43
Speaker
What's going on, solopreneurs?
00:00:44
Speaker
Taylor Armstrong here, your host.
00:00:46
Speaker
We are back with another episode.
00:00:48
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.
00:00:55
Speaker
Thanks for making the Solar Printer podcast the first listen of every Tuesday and Friday.
00:01:01
Speaker
We're coming at you.
00:01:02
Speaker
And today we're going to be breaking down a live presentation
00:01:06
Speaker
from a new rep.
00:01:07
Speaker
We're going to hear the good, the bad, the improvements, all sorts of things.
00:01:12
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.
00:01:20
Speaker
This is, in my opinion, the number way, fastest, number one way to improve your presentation super quick.
00:01:28
Speaker
So it's something I coach all the time on the reps I'm working with.
00:01:32
Speaker
You got to be recording yourself.
00:01:34
Speaker
And if you don't have...
00:01:36
Speaker
A way to record yourself, number one, just use the recording apps on your phone.
00:01:40
Speaker
But if you want to up level your recordings even more, then make sure you're checking out Ciro.
00:01:47
Speaker
S-I-R-O.
00:01:48
Speaker
It is the best way to record yourself because it breaks it down section by section.
00:01:53
Speaker
It transcribes it and it makes it way easier for you to work with coaches and work with your team and collaborate
Learning Resources and Recommendations
00:02:00
Speaker
together.
00:02:00
Speaker
And so if you want access to this, one way to get that is Ciro.
00:02:04
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.
00:02:14
Speaker
And we're going to give you direct feedback and help you improve your presentations at a level you never thought was possible.
00:02:21
Speaker
So check it out.
00:02:22
Speaker
Let's jump into this.
00:02:23
Speaker
And I just want to say this was on YouTube.
00:02:28
Speaker
One of my favorite YouTube channels right now is Real Sales Dynamics.
00:02:32
Speaker
I was able to hang out with these guys at Danny Pesce's Setter Closer Tour.
00:02:36
Speaker
They are dropping some awesome content on YouTube.
00:02:39
Speaker
So check them out.
00:02:40
Speaker
This one was called He Sets an Appointment on His First Door, Solar Rep Selling Solar Door-to-Door.
00:02:46
Speaker
So appreciate them.
00:02:47
Speaker
Hopefully they're cool with me using some of their contents too.
00:02:51
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
00:03:19
Speaker
dropping some fresh solar content.
Presentation Analysis and Strategies
00:03:22
Speaker
Solos right now, I would say are the top three people I would be checking out on YouTube.
00:03:26
Speaker
Real Sales Dynamics, Taylor McCarthy, and Lumi Rose.
00:03:32
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.
00:03:40
Speaker
I've been checking out YouTube more and more, but primarily these are on podcasts.
00:03:45
Speaker
Let me know if that's something you'd like to see though, is these dropping on YouTube.
00:03:48
Speaker
So let's jump right into this.
00:03:50
Speaker
We're going to be checking out a new solar rep selling solar door to door.
00:03:56
Speaker
I wouldn't do that.
00:03:56
Speaker
It's kind of ballsy.
00:03:57
Speaker
Hi, how are you?
00:03:59
Speaker
Are you the homeowner?
00:04:01
Speaker
Yeah, we're just talking to people about the new project from TECO.
00:04:04
Speaker
It's the Net Meter Program.
00:04:06
Speaker
Have you seen the notice that you got from TECO recently?
00:04:11
Speaker
Okay, two things right off the bat.
00:04:12
Speaker
I do like that he says, hey, did you see the notice from Tico lately?
00:04:17
Speaker
Kind of draws some attention.
00:04:19
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.
00:04:28
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.
00:04:35
Speaker
So what do you do?
00:04:36
Speaker
You draw them outside.
00:04:38
Speaker
Hey, they're just doing some work out here.
00:04:40
Speaker
We're checking up on all the electric meters.
00:04:45
Speaker
Is yours on the left side?
00:04:46
Speaker
Is it around here or some other ways?
00:04:48
Speaker
Hey, they're swapping out the wooden poles for metal poles, metal power poles.
00:04:54
Speaker
Yours are just right here.
00:04:55
Speaker
Just whatever you can say really to draw them out.
00:04:58
Speaker
Hey, they're going to be checking the homes from the street.
00:05:00
Speaker
They're just going to be out here.
00:05:02
Speaker
You walk outside.
00:05:02
Speaker
Whatever you can do to get them outside, it's going to be much easier.
00:05:06
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.
00:05:12
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.
00:05:21
Speaker
If you're just talking to someone behind a screen door, behind a window, it's going to be very tough.
00:05:26
Speaker
And then the other thing he does is he says, hey, are you the homeowner here?
00:05:31
Speaker
This is a trigger question.
00:05:34
Speaker
When people hear, hey, are you the homeowner?
00:05:36
Speaker
What happens?
00:05:36
Speaker
They think, oh, this is a soldman.
00:05:39
Speaker
They want to know if I'm the homeowner.
00:05:40
Speaker
They're selling something.
00:05:41
Speaker
Okay, and so I would not ask this at the beginning.
00:05:45
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.
00:05:56
Speaker
If you did not know, RepCard added a knocking version to the regular digital business cards they do, which is phenomenal.
00:06:04
Speaker
You got to check it out.
00:06:05
Speaker
This isn't sponsored by RepCard, just so you know, or Cereal.
00:06:08
Speaker
These are just two products that I love.
00:06:10
Speaker
So check them out.
00:06:11
Speaker
But they have the homeowner's name on every door.
00:06:14
Speaker
And you go, hey, this is still this is still Jose Hernandez at 272 Willow Street.
00:06:21
Speaker
You who is your is it?
00:06:23
Speaker
OK, cool.
00:06:24
Speaker
I think I'm at the right house.
00:06:25
Speaker
You guys own the place here, right?
00:06:26
Speaker
So something like that.
00:06:27
Speaker
You guys own the place here, right?
00:06:29
Speaker
That's much better than saying, hey, are you the homeowner here to start off your presentation?
00:06:35
Speaker
Because it's automatically going to trigger them.
00:06:37
Speaker
These are trigger words.
00:06:38
Speaker
They're going to think you're a salesperson.
Appointment Setting Tactics
00:06:42
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
00:07:00
Speaker
And what he does here, he keeps it real.
00:07:02
Speaker
I like that.
00:07:03
Speaker
Yeah, I'm not a salesperson.
00:07:04
Speaker
I'm a servant.
00:07:07
Speaker
That's good.
00:07:08
Speaker
I mean, he's keeping it real.
00:07:09
Speaker
And you'll see that this actually comes back to help him.
00:07:12
Speaker
Even though this kid is new on the doors, he doesn't really know exactly where he's going with things.
00:07:17
Speaker
He's keeping it real.
00:07:18
Speaker
He's keeping it raw.
00:07:18
Speaker
And I think that lady appreciates that.
00:07:21
Speaker
And that's the reason probably that she keeps on talking to him.
00:07:26
Speaker
I would have to work with you one-on-one.
00:07:28
Speaker
Okay.
00:07:28
Speaker
Then I'm going to decline.
00:07:30
Speaker
Okay.
00:07:31
Speaker
Can I ask you, do you... So right here, he makes a mistake.
00:07:34
Speaker
The lady says, hey, is this something I can look up online?
00:07:38
Speaker
Says no, you'd have to work with me one-on-one.
00:07:40
Speaker
Okay, rule number one is someone always agree with the homeowner.
00:07:44
Speaker
Always agree.
00:07:45
Speaker
Some people have heard of the statement, the homeowner's always right, or the customer's always right.
00:07:51
Speaker
That is not true.
00:07:52
Speaker
They're not always right.
00:07:53
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.
00:08:00
Speaker
Both great books.
00:08:02
Speaker
is you always need to agree with the homeowner.
00:08:04
Speaker
Whatever they're saying, just agree.
00:08:07
Speaker
They don't have to be right.
00:08:08
Speaker
And that doesn't mean lie to them.
00:08:10
Speaker
But is this something you can find online?
00:08:11
Speaker
Yeah, it's something you can find online.
00:08:13
Speaker
You don't have to say no to that.
00:08:15
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.
00:08:21
Speaker
What's your website?
00:08:21
Speaker
And then that's going to be the end of the conversation.
00:08:23
Speaker
But what you do here instead, you say, yeah, it's something you can find online for sure.
00:08:28
Speaker
And I'll leave all that with you.
00:08:29
Speaker
They're going to be checking these homes anyways.
00:08:32
Speaker
But my job is just to figure out if the home even gets surveyed.
00:08:35
Speaker
My job is to see if the home's even eligible for something like this.
00:08:39
Speaker
Not every home even is.
00:08:41
Speaker
Throw a takeaway at them.
00:08:42
Speaker
Hit them with a line like that.
00:08:44
Speaker
You know exactly what I'm talking about?
00:08:45
Speaker
I do not.
00:08:46
Speaker
It's the Renewable Energy Program.
00:08:49
Speaker
Have you ever talked to anybody about going to renewable energy for your home?
00:08:52
Speaker
I mean, I could counter you there because it's no money out of pocket, so it's pretty much zero up front.
00:08:58
Speaker
And if you are to move, it's okay.
00:09:00
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.
00:09:06
Speaker
And once you do move out, all you have to do is just transfer the ownership, which is very simple to do.
00:09:11
Speaker
And then the next person that comes in, you'll continue paying that lower monthly payment.
00:09:15
Speaker
So...
00:09:16
Speaker
Alright, so let's say we did this and we're going to be replacing our roof in about seven months.
00:09:22
Speaker
We should do the roof first, right?
00:09:24
Speaker
Okay, so are you... Right there.
00:09:27
Speaker
That's a buying question.
00:09:28
Speaker
He got her to bite.
00:09:29
Speaker
He just cast his fishing line in the water.
00:09:31
Speaker
She is nibbling at it.
00:09:32
Speaker
She just asked a buying question.
00:09:34
Speaker
Would we need to do the roof first?
00:09:37
Speaker
So right there, great opportunity for a tie down.
00:09:40
Speaker
Hey, would you want to do the roof?
00:09:41
Speaker
Would you want to do the roof before we put the panels up there?
00:09:43
Speaker
Okay, tie him down.
00:09:45
Speaker
But he starts going into it.
00:09:48
Speaker
This is good.
00:09:48
Speaker
Okay.
00:09:49
Speaker
that contracted already or are you just planning to do that?
00:09:52
Speaker
Okay, so it's actually better if you go with one company.
00:09:54
Speaker
So luckily for you, we are a company that does roofing.
00:09:57
Speaker
We're actually roofing before solar.
00:09:59
Speaker
We just added the solar division just recently.
00:10:02
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.
00:10:08
Speaker
Now, two things are going to happen.
00:10:09
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.
00:10:14
Speaker
So pretty much you're going to get a free roof.
00:10:15
Speaker
You can think about it like that.
00:10:16
Speaker
Do you have a business plan?
00:10:19
Speaker
Okay, right there.
00:10:20
Speaker
And he's giving her information, which is good.
00:10:22
Speaker
But another big thing that happens with newer reps all the time, this guy, he actually knows quite a bit about solar.
00:10:28
Speaker
He's telling her how you can combo into a roof, which is awesome.
00:10:31
Speaker
But here's the thing, you are never selling solar, you're never selling roofs on the doors, you are selling an appointment.
00:10:38
Speaker
Never forget that.
00:10:39
Speaker
So as you give more and more and more and more information,
00:10:42
Speaker
There's not a reason for you to come back.
00:10:44
Speaker
You got to keep people interested.
00:10:46
Speaker
You got to keep people intrigued.
00:10:48
Speaker
What is it you're doing?
00:10:49
Speaker
Okay, so you give as little information as possible.
00:10:52
Speaker
You're giving them just a sampler.
00:10:54
Speaker
You're giving them the appetizer.
00:10:55
Speaker
Okay, if you give them the main course right now, why are they going to might you back?
00:10:59
Speaker
You got to give them something so good, something so tasty like, oh, I love those chicken nuggets.
00:11:04
Speaker
I can't wait till I get to the cheeseburger.
00:11:07
Speaker
or whatever.
00:11:07
Speaker
Okay, bad example, but you got to give them something so they want to hear more.
00:11:14
Speaker
Keep that in mind.
00:11:16
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.
00:11:26
Speaker
And if you were talking about getting a new roof, I'd be able to quote that in there for you as well.
00:11:30
Speaker
And so basically we would just come in at a later time and we could discuss that.
00:11:34
Speaker
I'll shoot you
00:11:37
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
00:11:51
Speaker
Okay, always agree.
00:11:52
Speaker
Be like, absolutely, yeah, I'll get you that.
00:11:54
Speaker
So what I'm gonna do today, and most of these are just smoke screens, right?
00:11:58
Speaker
So what he probably should have done is, you know, yeah, for sure, I'll get you that.
00:12:02
Speaker
I'll leave you something.
00:12:03
Speaker
So what I do, I just fill out a quick form to see if this even makes sense, because it might not.
00:12:08
Speaker
If we can't do it, then we don't wanna waste your time either, right?
00:12:10
Speaker
So what I do today, it's just a quick form.
00:12:12
Speaker
We'll leave you with some info too, of course.
00:12:14
Speaker
You can check it out.
00:12:15
Speaker
And then I'm going to come back the same time.
00:12:16
Speaker
We're with Ruth, we're with Karen, we're with all the rest of your neighbors.
00:12:19
Speaker
And then that way you have all the information right in front of you when I come back.
00:12:23
Speaker
And then you can opt in or opt out.
00:12:25
Speaker
Because right now I know you don't have a ton of info.
00:12:27
Speaker
So, uh, like I said, I just make sure this three address, this is still one, two, three Willow street.
00:12:33
Speaker
Great.
00:12:33
Speaker
Okay.
00:12:34
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.
00:12:40
Speaker
He can go try and look at their meter while they get the bill.
00:12:43
Speaker
A lot of people do that.
00:12:44
Speaker
So let's hear what he does.
00:12:46
Speaker
Also talk about whatever time you think tomorrow would be a good time to do this.
00:12:50
Speaker
Wednesday around the same time.
00:12:52
Speaker
Will both of you be home?
00:12:52
Speaker
All right.
00:12:53
Speaker
Awesome.
00:12:53
Speaker
No, I'm going to, I'm just going to show you how it is.
00:12:56
Speaker
We're, we're credible by the way, if you want to look up our reviews.
00:12:59
Speaker
So yeah, you got nothing to worry about.
00:13:00
Speaker
I'm here to serve you.
00:13:01
Speaker
No, no.
00:13:02
Speaker
I thank you for being open with us, Kelly.
00:13:03
Speaker
You have a good day.
00:13:04
Speaker
Bye.
00:13:04
Speaker
Bye.
00:13:07
Speaker
Okay, good.
00:13:07
Speaker
So we wrapped it up and there's some cuts in here.
00:13:10
Speaker
So we didn't necessarily get to hear the full presentation.
00:13:13
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.
00:13:23
Speaker
Did you get the bill?
00:13:24
Speaker
Did you confirm it that all homeowner would be present?
00:13:28
Speaker
Did you lock it down at the end?
00:13:30
Speaker
Did you do a lock close?
00:13:33
Speaker
Did you confirm?
00:13:34
Speaker
Did you get the phone number?
00:13:35
Speaker
Did you text them your number or your rep card?
00:13:39
Speaker
Did you get a response from the homeowner?
00:13:41
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.
00:13:50
Speaker
And it's like if you can go through every one of these steps, you got yourself a rock solid appointment.
00:13:55
Speaker
But if you're missing things, let's say you miss one of these things.
00:13:58
Speaker
Maybe it's not a big deal to these things.
00:14:00
Speaker
Okay, that's on the fence.
00:14:01
Speaker
Three of these things.
00:14:03
Speaker
Okay, that's not really an appointment.
00:14:04
Speaker
It's a lead, right?
00:14:05
Speaker
So appointment needs to have a solid time.
00:14:07
Speaker
You're going to go back where they know you're coming inside the house.
00:14:11
Speaker
Another key right there, make sure they know you're going back inside the home.
00:14:14
Speaker
It's not just going to be a conversation on the porch like you've been having.
00:14:18
Speaker
Make sure they know
00:14:19
Speaker
all homeowners need to be present and give them reasons why for this.
00:14:23
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.
00:14:29
Speaker
If it's a housewife you're talking to, or if it's a husband, just crack a joke, right?
00:14:33
Speaker
Tell them why you need both of them there.
00:14:35
Speaker
They usually have different questions.
00:14:37
Speaker
Usually one has different questions than the other.
00:14:40
Speaker
So we make sure we come back.
00:14:41
Speaker
So we answer both of your questions.
00:14:43
Speaker
And then after, if it makes sense, we see if the home is even eligible or if the home qualifies.
00:14:49
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.
Free Sales Diagnostic Offer
00:15:03
Speaker
And yeah, if you do those things, it's going to be much more solid.
00:15:06
Speaker
So this was a decent appointment.
00:15:08
Speaker
Okay.
00:15:09
Speaker
But hopefully you got some takeaways from this.
00:15:12
Speaker
And again, you need to be recording yourself on the doors.
00:15:16
Speaker
And it's good if you're going out with your reps, maybe do something like this.
00:15:19
Speaker
Record your reps.
00:15:21
Speaker
Shoot me the videos.
00:15:22
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.
00:15:30
Speaker
So hopefully that helped keep showing up on the next episode.
00:15:34
Speaker
We're going to keep helping you take your solar game to another level.
00:15:37
Speaker
That's it for the show today.
00:15:38
Speaker
Appreciate you guys.
00:15:39
Speaker
Love you.
00:15:40
Speaker
Keep crushing it out on the doors or on the phones or however you are selling solar.
00:15:45
Speaker
And we'll see you on the next episode.
00:15:48
Speaker
Hey Solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:15:54
Speaker
Well so was I and the truth is I was never able to improve it until I figured out what was going wrong.
00:16:00
Speaker
So that's why I'm excited to announce for a limited time we are doing a free sales diagnostic.
00:16:06
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:16:13
Speaker
So at now, we have six bucks for this month.
00:16:16
Speaker
So book a call now.
00:16:17
Speaker
Don't miss out.
00:16:19
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:16:24
Speaker
That's taylor at solarpreneurs with an S dot com.
00:16:28
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:16:32
Speaker
So shoot that email and let's increase your sales.