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 how 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: Boom, shake the room.
Speaker: What is going on solarpreneurs?
Speaker: Taylor Armstrong, ready to light some fire on you and get you crushing.
Speaker: the rest of your summer.
Speaker: Hope you're doing well.
Speaker: We are in August now, the time of this recording and crazy how fast the time has gone.
Speaker: You got one month before basically the end of the summer.
Speaker: So let's go.
Speaker: If you aren't where you are wanting to be, let's push hard for this last month.
Speaker: We had a meeting last week where Jason Newby, the guy I work with, he showed us this video by Gary Vee, I'll post it in the show notes, but where he talks about how August is his favorite month.
Speaker: For those that don't follow Gary Vee, he used to work in like the wine industry and he talked about how August was basically the month where all these wine, I don't know, whatever you call them, wine people who make the wine,
Speaker: Okay, I don't know the word.
Speaker: You can tell I don't drink wine.
Speaker: But the guys who manufacture the wine, right, he was talking about how they take August basically off because the holidays, you're thinking Thanksgiving, Christmas, they're just slammed, slammed with customers and making tons of wine during those months.
Speaker: But August, it's kind of their slower month.
Speaker: So Gary Vee said he always pushed extremely hard during this month because he knew the rest of his competitors, guess what?
Speaker: They were out in the Bahamas.
Speaker: They were out snoozing.
Speaker: They were taking a nap.
Speaker: So we should think the same way about August.
Speaker: Go look up that video if you haven't seen it.
Speaker: Push extremely hard and don't let up just because the summer is going.
Speaker: I do have regrets when I sold a pest control and that is I would always slow down in August.
Speaker: I knew okay I got two more weeks left I'm going back to school I'm gonna slow down.
Speaker: I'm gonna enjoy the rest of the summer.
Speaker: I'm gonna take it easy.
Speaker: But solar, we are a new breed of salespeople.
Speaker: We do not slow down.
Speaker: We speed up.
Speaker: We zig when other people are zagging.
Speaker: So let's go.
Speaker: That being said, got done with my little rant on August.
Speaker: Today I want to talk about a couple of things you can do to just access that motivation and really turn your bad week into a good week.
Speaker: I've had a couple weeks recently where they started off pretty terrible.
Speaker: Cancellations, appointments falling through, things out of my control, HOA issues, and some tough situations that really got me demotivated to start the week.
Speaker: And I want to share a few things I've done that have helped me turn those bad weeks into good weeks.
Speaker: So just in general, though, before I hop into those, just in general, you should be working as a team.
Speaker: This is something I talked about when I went to Sam Taggart's event on his little door-to-door tour.
Speaker: Go back and listen to that episode if you haven't already.
Speaker: But he talked about how door-to-door sales, it should be similar to riding in a pack of bikes at Peloton, right?
Speaker: You look at those bikers, Lance Armstrong, all these guys biking, they go in packs, they go in groups,
Speaker: And when you're selling, especially if you're going door to door, should be no different.
Speaker: Figure out a way to get in a group.
Speaker: And if you are not surrounded by an awesome sales organization, by a great team, then get in our coaching program.
Speaker: That's why we just launched Soul Society.
Speaker: Did a whole episode on it last week.
Speaker: So go listen to that.
Speaker: But Soul Society is designed so you can be surrounded by people who
Speaker: that are trying to level up people that are trying to improve and even more so you can get into our coaching our inner circle coaching if you want to be held ultra accountable get one-on-one coaching from the best and really make that jump towards your goals that you've been waiting for so consider that but the point is get yourself surrounded by people who are going to motivate you who are going to inspire you
Speaker: who are doing better than you and who are driving you to improve every day.
Speaker: And if anything, yeah, hit some doors together.
Speaker: I experience it all the time where the last thing I want to do is go knock at a door.
Speaker: But lately I've been getting people out with me.
Speaker: I say, okay, hey, I'm going to go knock with you.
Speaker: Come shadow me.
Speaker: Mike O'Donnell talks about this.
Speaker: Golden Door Award winner, he has to have someone knocking him if even Mike O'Donnell gets lazy out there.
Speaker: Not lazy, but he knows himself that it's going to be tough for him to go get out of his car and knock by himself.
Speaker: Hardest door is the car door.
Speaker: So if you're struggling with that, get someone to train.
Speaker: Say, hey, meet me at the Starbucks.
Speaker: We're hitting the doors.
Speaker: Meet me at Kentucky Avenue.
Speaker: We're hitting this street.
Speaker: Come shadow me for a little bit.
Speaker: Have someone go shadow you and go out with someone for a little bit.
Speaker: Switch off doors for a little bit if you need to.
Speaker: But really just get in your groove.
Speaker: Get someone out.
Speaker: Let them see what you're doing.
Speaker: And you're going to push harder when someone's shadowing you too.
Speaker: Okay, so those are just a couple general things.
Speaker: Oh yeah, and last thing, get a Segway.
Speaker: I've been posting a little bit about that on the Instagram, but on the gram, get yourself a mini Segway.
Speaker: Trust me, it makes it way more fun to be out on the doors, especially if it's hot outside.
Speaker: You can get going, I don't know, 12 miles an hour on these things.
Speaker: Feel the wind in your hair.
Speaker: You feel like a dog sticking its head out of the window.
Speaker: You need one of these mini Segways if you're going to be out knocking doors too.
Speaker: Okay, so two things though.
Speaker: These are the top two things that helped me in a few of these weeks that I really struggled, that I felt like my numbers were down, that I felt like I wasn't having a good week at all.
Speaker: So number one, treat Saturdays as the holy grail of knocking.
Speaker: And a lot of people know this.
Speaker: I forgot it for a while.
Speaker: I was actually with a company where we took Saturdays off.
Speaker: Crazy as it sounds.
Speaker: But we took Saturdays off just mostly because our VPSLs wanted to, you know, be with his family that day.
Speaker: So he said, I'm taking that day off.
Speaker: Everyone else should do.
Speaker: It was optional.
Speaker: So I took that day off for quite a while, actually.
Speaker: But now I am being reminded of how big Saturdays can be.
Speaker: This day can literally turn your terrible week into a decent week.
Speaker: And why?
Speaker: It should go without saying, but obviously more people are home.
Speaker: People are in a better mood.
Speaker: Decision makers are there.
Speaker: Most Saturdays, both husband and wife are there, right?
Speaker: Where during the week, most of the time, it's just one spouse, depending on when you knock, right?
Speaker: But this allows you to set more same days.
Speaker: This allows you to get in the door and close them that same day.
Speaker: That's why in our team here in San Diego, we say Saturdays are for same days.
Speaker: You need to get out on the weekends, push for those same days.
Speaker: You're getting people in a great mood and it's giving you an opportunity to get some deals without even having appointments set up.
Speaker: So this is what I did actually last week.
Speaker: This is where I'm doing this episode because last week it was a pretty average week.
Speaker: I had one close I think on Friday.
Speaker: Thursday, I'm like, I need at least one more on the week, especially because I'm in the Knox Star coaching group.
Speaker: I'm working with Taylor McCarthy and those guys.
Speaker: And Taylor, he was really pushing me.
Speaker: He's like, dude, I need you to hit some bigger numbers.
Speaker: I'm going to this next month.
Speaker: I'm going to an event down in Key West.
Speaker: If any of you are going, hit me up.
Speaker: Come say hi.
Speaker: But Taylor is saying, hey, man, I need you producing some big numbers because you're coming to this event.
Speaker: You're taking days off.
Speaker: So I'm like, all right, I cannot have a week where I only hit one.
Speaker: I need minimum two this week.
Speaker: So I'm like, okay, got Saturday coming.
Speaker: Thursday, Friday were super tough days.
Speaker: I think I was out knocking.
Speaker: Five or six hours both of those days.
Speaker: I think I only got three appointments and all of them fell through.
Speaker: All three appointments.
Speaker: So I'm like, okay, Saturday needs to be massive.
Speaker: Get out there.
Speaker: I set three same days.
Speaker: And I talked about this in my Instagram stories.
Speaker: So I apologize if you've already heard it before.
Speaker: But I set my first same day in the morning.
Speaker: Guy was pretty chill out the door, but I get in.
Speaker: I go in, he says, hey, we're not filling out any applications, but show me some numbers.
Speaker: And I'm like, okay, yeah, no problem.
Speaker: I wouldn't expect you to do anything if it didn't benefit you and if it didn't look like it was beneficial and something you guys needed.
Speaker: obviously thinking that okay i'm going to turn this guy around i'm going to get him closed up i'm going to get him making a decision today and i almost did it but i get to the end we built some value i told him why his neighbors are doing it right now i said we need to get this in so you can get grandfathered into these net metering rates and you can get your tax credits before it goes down eventually
Speaker: And he seemed to be buying it, but then when we put, you know, penned the paper, getting the last four of his social and all that, he just laid the clamp down.
Speaker: He's like, no, no, I'm not doing it.
Speaker: He hesitated.
Speaker: I had him hesitating and think about it for probably 15, 20 seconds.
Speaker: But then he went back to it.
Speaker: And then it just started driving me crazy.
Speaker: I could not get to the bottom of why he didn't want to, you know, at least see if his home would get approved, right?
Speaker: You're doing the takeaways.
Speaker: I'm doing the pullback saying, hey, man, let's just see if it's even an option for you guys.
Speaker: We got to do the site survey.
Speaker: We got to check the home, pull back like crazy.
Speaker: But he was not biting on these and he was not giving me any reason why he didn't want to at least see if he could get approved for solar.
Speaker: So that first same day was a dud.
Speaker: We ended up just, he was getting frustrated and I was getting nowhere.
Speaker: So finally I just stood up and said, okay, I got to go.
Speaker: And just walked out the door quick as I could because it gets to the point where if you're running in circles, not getting anywhere, just move on to the next door, right?
Speaker: We had run in circles for probably 10, 15 minutes, was not giving me any reasons, giving me nothing to work with, and was just getting frustrated.
Speaker: Kind of stormed out of there.
Speaker: Then the second same day I went to, failed credit.
Speaker: Got in, pretty interested, and actually didn't even run it because she told me she had a bankruptcy.
Speaker: But just how it goes.
Speaker: So I was feeling pretty defeated.
Speaker: I'm like, man, maybe this is how it's going to end.
Speaker: Maybe I'm only going to get one on the week.
Speaker: But I busted out my Calm app.
Speaker: If you guys don't have some sort of meditation app, I would highly recommend Calm app.
Speaker: or there's one other one I like.
Speaker: I'm forgetting what it's called right now, but a couple of meditation apps.
Speaker: I think those are key if you're having mindset issues on the door.
Speaker: Do a quick meditation.
Speaker: Take five minutes.
Speaker: Yeah, I went in the AC in my car for five minutes, but the key is don't get stuck in your car or wherever you're at, right?
Speaker: So take a five-minute meditation.
Speaker: Get your mindset right.
Speaker: Did some affirmations and then I got back out there.
Speaker: Said I'm going to get that one.
Speaker: That one's out there.
Speaker: And that leads me to my next point.
Speaker: The second point which is always knock one more door.
Speaker: If you haven't heard this concept one more door always live by that.
Speaker: Live by that standard.
Speaker: And it's what top producers talk about all the time.
Speaker: Going back to Mike O'Donnell, he lives by this.
Speaker: Every time he closes a deal, he says, I'm going to go out.
Speaker: I need to get at least one no.
Speaker: I'm not leaving the area until I get one no.
Speaker: So it can be that, but just do one more.
Speaker: It's amazing to me how many times where, again, I'm having a terrible week, where I haven't gotten anything on the day, and I do one more, turns into a closed deal, turns into an appointment, turns my day around.
Speaker: So whether it's one more door, whether it's knock until 8.05 when you're going to knock till 8, just think of ways you can do one more.
Speaker: Okay, I'm not telling you go all night, but do one more than you're planning on doing.
Speaker: And that's what I did on Saturday.
Speaker: I got in two same days, so I was happy about that.
Speaker: Like sweet, two same day appointments, got inside both of them.
Speaker: but there's gotta be someone that's gonna close.
Speaker: So I go, I go, I'm knocking, I'm getting no one home after that.
Speaker: Saturday it's like 3.30 at that point.
Speaker: Usually knock 10 to three on Saturdays.
Speaker: So I'm like, come on, I need to find someone out here.
Speaker: So I'm just about to give up and I said, okay, I'm not getting people home.
Speaker: I need to find at least just one person that's here.
Speaker: so at this point i'm not knocking every door i'm just wandering the neighborhood now found someone outside he was a renter like dang it i go in the back this is one of those neighborhoods where they have like garages behind the homes and so i see one garage door open i'm like if that's it that's my cell
Speaker: I go.
Speaker: He answers the door.
Speaker: Get inside.
Speaker: He said he had just barely gotten two quotes for solar.
Speaker: He's looking to get solar soon.
Speaker: I said, well, we got what you're looking for.
Speaker: did the presentation, buckled him up, boom, let's go.
Speaker: So that's how you need to do it.
Speaker: This is how you turn your bad weeks into good ones, my solopreneurs.
Speaker: You push, you do big Saturdays, Saturdays are for same days, and then you go one more door.
Speaker: You do one more than you're expecting to do.
Speaker: You get that one last no, even after you told yourself you're going to quit.
Speaker: Excuse me, got allergies here.
Speaker: So that's my message for today.
Speaker: Go out, be great this week, crush your summer goals, and do not slow down whatever you do.
Speaker: If you need that extra accountability, if you need that extra push, go on to our website, excuse me again, soulcide.co.
Speaker: hit the inner circle tab, click apply, book a call.
Speaker: We'll see if it's a good fit for the program.
Speaker: So we'll see you on the other side and we'll see you in the next episode.
Speaker: Hey, solopreneurs, quick question.
Speaker: What if you could surround yourself with the industry's top performing sales pros, marketers,
Speaker: 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.
Speaker: 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.
Speaker: And it's called Solcite.
Speaker: This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
Speaker: who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
Speaker: Currently, Soul Society is open, launched, and ready to be enrolled.
Speaker: So go to soulcidity.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
Speaker: We'll see you on the inside.
