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 the 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 up, solopreneurs?
Speaker: Taylor Armstrong back with another episode.
Speaker: If you're new to the podcast, our goal here at solopreneurs is to make your life easier in solar cells and help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Speaker: Hope you're doing well.
Speaker: As usual, we are free and available on Apple, Spotify, and wherever you can find podcasts.
Speaker: And I am just getting back from a week-long trip to Lake Powell.
Speaker: It's in Utah and Arizona.
Speaker: So a little bit of...
Speaker: A little bit jet lagged, not jet lagged, but just getting back from vacation, trying to get my mind back into the selling.
Speaker: You know how it is.
Speaker: Always takes a couple days to get back into things, but I'm going to be bringing some fire here today.
Speaker: We're going to be doing something a little bit different.
Speaker: First time doing this on the podcast, and that is we're going to analyze a live close on the show.
Speaker: We're going to hear it's actually one of my closes that I did not close.
Speaker: So,
Speaker: So we're going to be jumping into that.
Speaker: But before that, just wanted to thank everyone for supporting and listening to the show.
Speaker: I try to bring new, fresh content every week.
Speaker: We've got some great interviews coming up, so continue to tune into those.
Speaker: And yeah, it's just an honor and a blessing to be coming at you with fresh content every week.
Speaker: And like I said, just getting back from a trip here, if you have not been to Lake Powell,
Speaker: Highly recommend it.
Speaker: The only sad thing is the water levels are super low at the lake.
Speaker: We went there growing up.
Speaker: I would always go there as a kid.
Speaker: And, you know, nowadays you go there and you can only access certain parts of the lake lower than it's ever been.
Speaker: So hopefully there will be more water because lots of people go.
Speaker: You know, you get a houseboat there.
Speaker: A lot of sales teams I know do like incentive trips there.
Speaker: You do your cliff jumping.
Speaker: And it's a great time.
Speaker: But the one lesson I learned there is if you are going to go on the lake for a week and you do not have service,
Speaker: Maybe make sure you set up like a voicemail or auto text to go out when people text you saying you don't have service.
Speaker: Because I came back and I had like 10 messages from one customer freaking out that he wasn't getting a response and all that.
Speaker: Yeah, so not a great move.
Speaker: So I called and explained to him.
Speaker: But in hindsight, I should have set up a little message, you know, voicemail saying I was out of town or saying I did not have service.
Speaker: So lesson learned.
Speaker: If you do that, you don't have reception.
Speaker: Learn from my mistake.
Speaker: Anyways, that being said, let's jump into the show here.
Speaker: So we're going to be going through one of my live closes.
Speaker: This was about a week and a half ago and I did not close the deal.
Speaker: These people, super solid husband, wife were there.
Speaker: They had pretty high bills, like, I don't know, $250 average, which is pretty high in California.
Speaker: I just could not close them.
Speaker: And there are several mistakes I made, but the first, I don't know, a couple of mistakes early on that I identified is number one, I was not building enough urgency in general throughout this close.
Speaker: I did bring some things up.
Speaker: I said, hey, net metering could be changing in California.
Speaker: Hey, tax credits are running out.
Speaker: But I did not touch on them enough.
Speaker: And the other thing I did, some of these things you'll hear, I did not bring them up until the end of the close.
Speaker: And if you think about it, these things are going to be way more effective if you sprinkle them throughout the close, especially in the beginning stages.
Speaker: Because if you try to do what I did, and that's you wait until the end of the close when they're having objections, when they're trying to stall, what are they going to do?
Speaker: They're going to sniff that out.
Speaker: They're going to say, okay, this guy's just saying this stuff now because I'm hesitant to sign the documents.
Speaker: And so if I would have brought these things up earlier on, then I don't run into that issue as much.
Speaker: They buy it more.
Speaker: So that's one mistake.
Speaker: The second mistake I made, I did skip some steps earlier.
Speaker: The three beliefs that your customer should have is number one, they need to believe in you.
Speaker: They need to trust you as someone that's going to be there for them, help them in every step of the process.
Speaker: The second, they need to trust your product.
Speaker: They need to trust that solar is going to work for them.
Speaker: Trust that we have the solution to their problem.
Speaker: And number three, they need to trust the company.
Speaker: And you'll hear here in a minute that they did not trust the company.
Speaker: I didn't, in fact, I didn't even touch on the company.
Speaker: I didn't even bring it up at all.
Speaker: Hey, you shouldn't have to wait till the close for the customer to even know which company you're a part of.
Speaker: Okay.
Speaker: And so this cost me, this is another thing that I kind of had to backtrack and
Speaker: talk about my company, and didn't look great.
Speaker: So those are probably the two main things that I felt could have been improved upon.
Speaker: You'll probably hear a few more, and we're not going to go through this entire thing.
Speaker: This is like an hour and 20 minutes I have recorded of it.
Speaker: I'm going to just skip to some key sections.
Speaker: You're going to hear my first attempt at a close.
Speaker: You're going to hear the objections, the stalls the customer brings up, the homeowners bring up.
Speaker: You're going to hear my attempts to overcome them.
Speaker: And let's see what you think.
Speaker: Okay, so let me know if you like this type of content.
Speaker: Hey, maybe it's boring to you.
Speaker: Maybe it's not as helpful.
Speaker: But I would love to get also recordings from other people of your closes, of your door presentations.
Speaker: And we can do, you know, breakdowns of that.
Speaker: I'm thinking of bringing on some other people that are heavy hitters in solar that could help me do these breakdowns.
Speaker: So let's see what you think.
Speaker: So I'm going to skip to my first attempt at the close.
Speaker: Let's get into it.
Speaker: Let me ask you guys, assuming we could get it approved, obviously we have to come check the roof.
Speaker: We have to kind of do our thing.
Speaker: But assuming everything does check out on our end, can you guys think of any reason that it wouldn't be a good idea?
Speaker: I don't know.
Speaker: the people doing.
Speaker: Okay, so there you hear my first attempt.
Speaker: I'd gone through the presentation, gone through everything.
Speaker: My first attempt is closing as, hey, look, if everything did go according to plans, we can approve your home.
Speaker: Obviously, you're doing a takeaway, making them want it.
Speaker: Say, we got to check our roof, we got to do our part.
Speaker: But if everything checks out, can you guys think of any reason this wouldn't be a good fit or a good option for your situation?
Speaker: And she gave me the first stall, first objection, which is what I just talked about before, is that she didn't know what the company was.
Speaker: So mistake on my end.
Speaker: And another thing I could have done there that I didn't, something that I actually just learned from Michael O'Donnell's book, is that is just really to figure out if there are any other concerns or objections.
Speaker: And so a way to do this and be like, okay, no, that's a good question.
Speaker: That's a good concern.
Speaker: Hypothetically, let's say the company is perfect, five stars.
Speaker: Would there be anything else, any other concerns you guys would have about doing this?
Speaker: Would that be the only thing?
Speaker: Would that be the only thing you need to look at?
Speaker: And really just figure out, is this the only thing?
Speaker: Is this a true concern, true objection?
Speaker: Okay.
Speaker: But anyways, you'll hear, you know, I start talking about the company and we'll brush over this a little bit, but.
Speaker: Sorry, I don't even know if I mentioned that, but they're called Milhollins.
Speaker: They're the people that actually come put the panels up there.
Speaker: Sorry.
Speaker: And yeah, you obviously look them up and everything, but they've been doing this 30 years.
Speaker: I don't know.
Speaker: Obviously your natives with everybody, but they got 4.5 stars.
Speaker: So I don't know.
Speaker: Yeah, there's no perfect.
Speaker: And yeah, I mean, to be blunt, there's like cheap stuff out there you guys could go on.
Speaker: I mean, I actually like hearing that it's not a perfect score because that's
Speaker: And so you hear kind of how I resolve this a little bit.
Speaker: Again, I should have brought this up earlier throughout the presentation.
Speaker: But something that I felt went well is that I did bring up the negatives, right?
Speaker: You bring up that there are negatives with every company.
Speaker: There's no company, perfect company out there.
Speaker: The people got to know the bad too.
Speaker: And I think this built a little bit of trust, you know, as I talked about this, is she saw that I wasn't just trying to say we're perfect.
Speaker: right?
Speaker: But it helps that I can bring up the negatives.
Speaker: And then later in the close, I did actually pull up, you know, the pages, Better Business Bureau, the Google reviews, I pulled this up so she could see.
Speaker: But to no avail, she wanted to look at herself.
Speaker: So anyways, that's a little section of that.
Speaker: Now let's skip a little bit forward from this.
Speaker: on everything.
Speaker: People that are going to do the installation.
Speaker: So if the guys come up and do the installation and they put up the panels and they break our roof tile, they break something on my roof.
Speaker: Yeah, then we're just going to send Curtis up there.
Speaker: I've got that insurance on him, so don't even think that it's not a good idea.
Speaker: Okay, another little, you know, thing.
Speaker: Hopefully you're doing this, but always use humor in those pressure situations.
Speaker: If you're just serious, just going back and forth on resolving these, sometimes it's going to make it a lot harder.
Speaker: So that was my attempt at using a little bit of humor.
Speaker: Her concern was, hey, what if you guys break my roof tiles up there?
Speaker: I joke around and say, hey, we're going to send your husband up there.
Speaker: Is that cool?
Speaker: Try and get him to laugh.
Speaker: And then you'll see we kind of start talking about other things, which is good.
Speaker: You want it kind of going off the topic, talking about some other things, then coming back into your clothes.
Speaker: So you hear that's what I did.
Speaker: We diverted a little bit.
Speaker: We talked about how she wants insurance on her husband, whatever, how she has insurance on her husband, which I actually hadn't really heard of that.
Speaker: I'm like, okay, that's cool.
Speaker: And she goes on to tell me why it's good to have insurance on your spouse.
Speaker: So yeah, build some rapport with that.
Speaker: And then after that, you'll hear I go straight back into an assumption close.
Speaker: Some people do not know how to do this, but you got to learn how to take it from your pick and roll, going off topic, building some rapport, and then bringing it back into the assumptive closing process.
Speaker: best advice I can give you having kids too.
Speaker: Take that accident and turns.
Speaker: I know it sounds ridiculous and I pay for it every month, but between broken arms,
Speaker: Another tip for report building, people love giving advice.
Speaker: So you'll hear if she comes back to this.
Speaker: I had asked her for like, you know, parenting tips before.
Speaker: And now she's coming back, giving me advice, which people love that.
Speaker: If you ask for advice, side note.
Speaker: Oh, wow.
Speaker: Yeah, but to answer your question, yeah, they do.
Speaker: They do cover obviously anything that could happen up there.
Speaker: They're liable for the roof.
Speaker: They're liable for anything that could happen up there.
Speaker: Yeah, not a perfect company.
Speaker: Yeah, there's probably one out of every 20 worth of broken stuff.
Speaker: They have to come back and fix something.
Speaker: But yeah, just come back and check it out there.
Speaker: So there you hear another little trial close that I attempted.
Speaker: And at this point, I was feeling pretty confident that we would get them because usually as you're going through these, it's my first little close, my second little trial close.
Speaker: Hey, when would be better?
Speaker: Kind of the time slot close for the site survey, morning or afternoon.
Speaker: And what I'm trying to do is slowly funnel them in to the application process, right?
Speaker: So usually at this point, if you can get them to start agreeing with that, start seeing themselves, having the site survey done, they're pretty sold.
Speaker: But you'll see the wife, she comes back and she ultimately starts shutting things down.
Speaker: You can start to hear the husband is the one more sold on this.
Speaker: He starts talking about them, basically picturing them with solar on their roof, talking about the product, but the wife, not so much.
Speaker: So she starts to slowly shut it down, unfortunately.
Speaker: But another great way to do it is do that assumptive site survey time slot close.
Speaker: Yeah, they usually don't even need to come in the house.
Speaker: So yeah, they just check the panel and then their roof is all.
Speaker: But they're going to do the documents and all that stuff too, so.
Speaker: I guess we have the latest all that going on.
Speaker: I'm like, geez.
Speaker: Yeah.
Speaker: We've never had anybody up there.
Speaker: Again, apologize, just skipping through some of this stuff because we start talking about random stuff, gate codes and all that.
Speaker: So that's what you're hearing right now, trying to filter through the stuff that's not as useful.
Speaker: But another lesson we learned, don't be afraid to, you know, again, talk about random stuff as you're going through this close.
Speaker: Because closing, it can get serious, but the more you can kind of distract from this, weave in and out of it.
Speaker: Sometimes you'll be surprised they had an objection.
Speaker: You'll start talking about random stuff, report bill, and then they'll completely forget about it.
Speaker: Just go back into it.
Speaker: So that is why you're hearing some of that.
Speaker: I don't think I'll have to look at it when it was close.
Speaker: It is.
Speaker: or anything, but they just verify that's decent.
Speaker: And then I get you all this in writing.
Speaker: So obviously you guys will have more than just my scribbles on a piece of paper there.
Speaker: You got all the numbers and everything in writing.
Speaker: And then a couple of forms.
Speaker: One goes to the state, one goes to Edison.
Speaker: So we hopefully start getting that net metering approval.
Speaker: And then as long as everything's approved, it takes us typically about a week or so to hopefully fully approve everything on our end.
Speaker: If it is, then great.
Speaker: Then they'd obviously start, you know, getting permission from the city, HOA, and doing everything they need to do after that.
Speaker: But if it's not, then they just call you and say, all right, Curtis, I don't know.
Speaker: We can't do it.
Speaker: Hopefully we're still friends after that.
Speaker: You guys are not going to be mad at me if we can't do it, are you?
Speaker: How long is the take of it typically to get going on?
Speaker: So you can hear the husband, he's asking more buying questions.
Speaker: How long does it typically take to get this project started, get this done?
Speaker: Buying question right there.
Speaker: Which you can tell he's more sold on it.
Speaker: He's asking the buying questions.
Speaker: Okay, but I'm walking him through the process.
Speaker: Again, I'm making them feel like it's not their decision.
Speaker: It's more on can we approve the home or not.
Speaker: I'm trying the takeaway.
Speaker: So you want to take the pressure off the decision and put the pressure on the actual application, on the utility approving it, on their home getting approved.
Speaker: That should be what's factoring the decision more than them deciding yes or no.
Speaker: So that's what I'm doing right there.
Speaker: They're working.
Speaker: I think they have been here before, but with the people we're working with, they haven't gotten anyone installed yet since I've been here.
Speaker: I think they have been here.
Speaker: Don't have to get a hold of anybody, so.
Speaker: Okay.
Speaker: Get permission.
Speaker: Deal with all that as long as we can get the approval first.
Speaker: But, yeah, that's just a day.
Speaker: Yeah, it takes a day.
Speaker: Someone's going up there.
Speaker: And so this part, I mean, the way it works, you guys have about a week to, I mean, we have to do our approval.
Speaker: That takes us about a week.
Speaker: Right.
Speaker: And then obviously you guys get everything in, you know, talk about it, ask any other questions, whatever.
Speaker: And then assuming we're both good after that week, then yeah, obviously we'd start going after that.
Speaker: But if we can't do it, we let you know.
Speaker: And if for some reason you guys wake up in the next day or two and decide it's a terrible idea, then by all means, you can let us know too.
Speaker: I don't know if you heard that, Andrea.
Speaker: I just said it takes us about a week to approve it.
Speaker: So you guys have that whole time, dude, obviously.
Speaker: You know, we'll get you everything in writing.
Speaker: So you're hearing there, the wife, she's objecting.
Speaker: She does not want to submit the application.
Speaker: And it was going good until that.
Speaker: You know, husband, he was sounding like he's ready to roll on it.
Speaker: He asked the wife, honey, what do you want to do?
Speaker: I let him.
Speaker: I give him silence, hear what she has to say.
Speaker: She says, no, I don't want to do that until we sit down and talk about it.
Speaker: And I make an attempt to pull back a little bit.
Speaker: to give them, obviously this isn't ideal.
Speaker: You want them hopefully thinking they're making a decision.
Speaker: Yes or no.
Speaker: Okay.
Speaker: So as much as possible, um, it's better to not have to do as much as a soft close as I'm doing right here.
Speaker: Cause I'm really selling it hard on the fact that, okay, well you guys have the time to look at it, to think about it.
Speaker: It's going to take us the week.
Speaker: Okay.
Speaker: And I'm not telling them anything false.
Speaker: We do have to come do our site survey.
Speaker: And which in our process that usually takes a week to do the site survey and get the results back from that.
Speaker: So I'm not telling them anything that's false.
Speaker: Okay, but really, I'm just pushing them to get that application in to hopefully get the credit rolling.
Speaker: Because what I found is if I can get people to actually submit the credit application.
Speaker: Then most of the time I'm going to get them to fill out the actual agreement and you know, the contract, the forms as you should be calling them.
Speaker: Okay.
Speaker: Always call them forms.
Speaker: Don't say contract, but if you can get them just taking those first steps, it's like a funnel.
Speaker: You're trying to get them just take baby step after baby step.
Speaker: And that's the whole closing process.
Speaker: That is my closing process.
Speaker: It's how can I make a tiny commitment and push a little bit further, then a little bit further, then a little bit further,
Speaker: You're not going to dump it all on them at once.
Speaker: If you just went into someone's house and said, hey, what's your social security number?
Speaker: What's your blood type?
Speaker: They're not going to give you that.
Speaker: But it's taking those baby steps towards the close.
Speaker: And that is what I've found to be the easiest way to do it.
Speaker: And that's my attempt right there, but again, the wife shut it down.
Speaker: And she was a little bit distracted at this point.
Speaker: You can hear that I kind of have to rope her back in.
Speaker: Probably wasn't as smooth as I could have been, but I'm attempting to just pull back to make them feel like they have the time to look it over, which they do.
Speaker: It's not a lie.
Speaker: And then try and push to get the credit run right there, which I know should give me a decent chance at getting it closed.
Speaker: well okay that's kind of the process works it's Jerry changing the rooms on his
Speaker: See if it's something that I've been comfortable with.
Speaker: Change, like, don't make me change something.
Speaker: Gosh.
Speaker: I know, change is terrible.
Speaker: I know, Edison's a great company, but... Yes, I know you have a new friend, but you just always want to be your friend.
Speaker: Come here.
Speaker: Okay, so you hear some dogs running around in the background there.
Speaker: That's what that is.
Speaker: But basically, what it comes down to is the wife, she does not trust me.
Speaker: I already told her the company was decent.
Speaker: I already overcame some of it, but she's stalling.
Speaker: She does not trust it.
Speaker: She's worried about the things that could go wrong, and it's a lack of trust.
Speaker: I keep trying.
Speaker: I hang in there.
Speaker: but can't get it done.
Speaker: I pull up reviews from the company.
Speaker: Maybe I'll skip into some of that, but that's basically the close and basically how it ended.
Speaker: Okay.
Speaker: And so let's see, I'll skip through another couple of sections here, see if there's anything useful, but it's kind of what it came down to.
Speaker: research all your stuff too.
Speaker: Cause yeah, we're not asking you guys to be like a thousand percent right now, but yeah, obviously if we can get it approved and then assuming you guys are good.
Speaker: Okay, all right, we'll get going on it.
Speaker: What this does, it just allows us to also lock in your Edison application.
Speaker: Because yeah, what they're trying to change, it's... So here's another example of how I'm trying to push urgency on them right now, but it doesn't really work because I should have done this towards the beginning.
Speaker: But she knows the white Andrea she can probably tell she can sniff it out that I'm just saying this to try and get her to submit it And it may even backfire on me, but that's the mistake I made What they're trying to change Yeah You guys don't get too many allergies out here to you?
Speaker: No Any other questions and we'll be in touch as they're kind of getting that approval as well.
Speaker: Does that sound fair?
Speaker: I don't want to sign anything today.
Speaker: I don't want anything in my credit.
Speaker: I know it's a soft look, but I don't want to sign anything.
Speaker: So I make another attempt.
Speaker: We go through, you know, I overcome that little objection, you know, go through the net metering stuff, make another attempt.
Speaker: And again, she's stalling.
Speaker: She doesn't want to run the credits.
Speaker: I tell her it's a soft check, yada, yada, yada, but it just comes down.
Speaker: She's just pulling out everything in the book to not do anything today.
Speaker: Okay, well, we did just have Curtis's name on air.
Speaker: So, I mean, is that okay if we just do it on her?
Speaker: Curtis's name and then, I mean, it's the soft check on his name.
Speaker: But, I mean, I know it doesn't like bring down the credit or anything.
Speaker: My parents did this too, so.
Speaker: Yeah, that part I know for sure.
Speaker: I mean, she pays the bill, so I'd rather just let her look into if that's what she wants to do and then
Speaker: To be fair, it's like if I purchase on anything, we want to make sure that it's the right thing for us.
Speaker: Like I said, we still typically have another house that we could move to that we're... So, you hear what I try.
Speaker: I say, hey, let's just do it in the husband's name.
Speaker: He's okay with it.
Speaker: So I make...
Speaker: A little attempt to just take her out of it.
Speaker: Just let the husband take the blame for whatever happens.
Speaker: You can see it doesn't work.
Speaker: Not going too good at this point.
Speaker: Things are going pretty downhill.
Speaker: They're pretty made up on their decision.
Speaker: And after this, I think that's all we'll listen to, but I did make one more attempt.
Speaker: And that's another lesson.
Speaker: Just never give up.
Speaker: Always keep yourself in the close.
Speaker: You can see that this was like my third attempt at the closing, even though they already told me, no, we want to wait.
Speaker: We want to talk about it.
Speaker: I make one more attempt.
Speaker: I think that was four attempts.
Speaker: Probably could have done more, but my mind kind of blanked out, ran out of closes.
Speaker: So that is a secret.
Speaker: Make sure you have enough closes and enough ways to keep redirecting that you can keep going on and on and on without sounding pressure, pressure without sounding pushy.
Speaker: You can redirect and keep attempting another close because it may take seven to 10 closes before you can lock people down.
Speaker: Okay.
Speaker: And so the next close I tried was I tried to throw in a little incentive.
Speaker: I said, Hey, we're going to,
Speaker: What we do, our company, they're trying to schedule all their site surveys for the same time.
Speaker: So they don't always do this, but I know they are trying to fill their schedule for next week.
Speaker: If I could get them to offer you, I don't know, 500 bucks or maybe a discounted rate, something like that.
Speaker: Could we at least get your application in to lock this, you know, lock in the numbers I've told you, get your application in.
Speaker: You guys still have time to look over and worst case back out if you have to.
Speaker: But we'd get you some sort of incentive for helping them out.
Speaker: So that was my last kind of Hail Mary attempt.
Speaker: Tried to throw in the little incentive, the bonus clothes.
Speaker: Did not work.
Speaker: Wife still shut it down.
Speaker: Still did not want to do anything.
Speaker: And that was basically it after that.
Speaker: Looking back, I should have tried the competition close.
Speaker: It's another great one.
Speaker: Saying, hey, our company is in a competition right now.
Speaker: I know you guys need to think about this.
Speaker: I know you need to review all the numbers.
Speaker: But we're down by two points against our other side.
Speaker: Even if you're not, you're always in a competition.
Speaker: You don't have to be actively being in a competition.
Speaker: Don't lie about it.
Speaker: But you can be in a competition with yourself, whatever.
Speaker: say, hey, it's for a pair of shoes.
Speaker: It's for this and that.
Speaker: I'll give you guys that.
Speaker: But it really mean a lot.
Speaker: You can be the LeBron James.
Speaker: You can hit the game winner for me.
Speaker: So I'd really appreciate it.
Speaker: Could we get this in just to help the team win and you still have the time you need?
Speaker: And just throwing in that kind of personal touch, right?
Speaker: Not making it so businessy, but almost asking them a personal favor.
Speaker: So that's another kind of last ditch Hail Mary clothes that I probably would have attempted.
Speaker: Probably wouldn't have worked.
Speaker: The wife was pretty made up, basically made up her mind at that point.
Speaker: But that's how it goes.
Speaker: You're not going to get them all.
Speaker: Okay, I know there's other things I could have done.
Speaker: So I'd love to hear the feedback.
Speaker: Maybe our listeners can give me some feedback.
Speaker: I'm still learning every day.
Speaker: I know there's closures that probably could have locked this one down.
Speaker: But that's how it goes.
Speaker: And so on to the next one.
Speaker: You're not going to win them all.
Speaker: And most important thing I've seen in this business during this six years now, never get too high, never get too low.
Speaker: Maybe I would have closed this one, but then they cancel the next day.
Speaker: Okay, so you can't get too jacked up on your closes.
Speaker: You got to keep an even keel and just keep moving forward.
Speaker: Focus on the controllables, the thing you can control.
Speaker: And that's what I found to be the most helpful.
Speaker: Because when you let your emotions control you, when you let people anger you, they control you.
Speaker: He who angers you controls you.
Speaker: As my friend Taylor McCarthy says.
Speaker: And so hopefully that was helpful to some of you.
Speaker: I look forward to hopefully doing more closing breakdowns.
Speaker: And that's what it's about.
Speaker: I would definitely recommend recording and closes because I learned a lot just listening back.
Speaker: It's amazing what you can learn just listening back without any feedback from anyone.
Speaker: This was so helpful for me, just breaking it down for myself and really analyzing what I could have done better.
Speaker: Same thing that pro athletes do.
Speaker: Same thing that any professional does when he's trying to improve is they track it, they measure it, they adjust it, they go back and listen to the play-by-play, see what they could have done better.
Speaker: Our field is no different.
Speaker: That is what we should be doing in solar if we really want to maximize our results and make improvements.
Speaker: So hopefully that helps.
Speaker: Send this to someone who could use some help on their closes.
Speaker: And we look forward to hearing you on the next episode.
Speaker: Share this, like this, send this to someone who could get some value from it.
Speaker: And appreciate you guys.
Speaker: Love you and see you on the next episode.
Speaker: What's up, Solopreneurs?
Speaker: Hope you enjoyed the episode.
Speaker: Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
Speaker: What episodes should I listen to in the podcast?
Speaker: You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
Speaker: We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
Speaker: So go download it right now.
Speaker: It's going to be at top10.solarpreneurs.com.
Speaker: Again, that's top10, the number 10,.solarpreneurs.com.
Speaker: Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes.
Speaker: Go download it right now.
Speaker: And especially if you have not listened to them, go listen to them and you can re-listen to them.
Speaker: That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
