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 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: What's going on solarpreneurs?
Speaker: Taylor Armstrong here with another episode.
Speaker: As usual, we are here to help you make your life easier as a solar pro by closing more leads, generating more referrals, and having a much better time in the solar industry.
Speaker: Hope you're doing awesome.
Speaker: I just got back myself from a little trip to Hawaii.
Speaker: We went to the Big Island, which was super dope if you have not been there.
Speaker: It's kind of a less visited island.
Speaker: They don't have as much going on as like Oahu and Kauai, some of these other islands.
Speaker: So if you want to hear about the island experience, hit me up.
Speaker: But if you're following me on social media, you probably saw a couple things we did.
Speaker: Went and swam with some manta rays, hit up some beaches, Hawaiian shaved ice.
Speaker: always delicious down there great time but um anyways i know you didn't tell me this podcast to probably hear about me talking about my vacation but hey you got to take a vacation and you deserve it if you've been working hard in solar go take a vacation okay or if you're a manager or company owner plan some sweet trips for your guys because um great bonding experience i feel like that's the time i get to know um
Speaker: Keep on our team the best is when we're on a vacation, all chilling with each other, eating meals, great overall time.
Speaker: So let's jump into the episode.
Speaker: We're going to be doing another live presentation breakdown.
Speaker: And before we get into this, if you do want to be featured on the podcast, if you want to have your presentation broken down live,
Speaker: then send me, shoot me an email or DM, whatever's easiest.
Speaker: You can email me at taylor at solarpreneur.com with a recording of your presentation, or you can hit me with a DM.
Speaker: Would love to feature more people because I know you guys don't want to just hear from me over and over.
Speaker: We want to hear other people's presentations, get some feedback.
Speaker: So hit me up if you want to be featured on the show and we can give you some live feedback here on the podcast.
Speaker: But until then, we're going to be digging into
Speaker: into the YouTube encyclopedia here, seeing who's on YouTube, who we can tear apart, and who we can break down their presentation.
Speaker: But we're not going to tear apart, okay?
Speaker: So don't be afraid.
Speaker: You can send me a presentation.
Speaker: It's not going to get torn apart.
Speaker: We're going to give constructive criticism.
Speaker: and hopefully give you a lot of things that you can make improvements on.
Speaker: And also want to give a shout out to my friend, Christian Maroney.
Speaker: He's been on the podcast several times or twice to be exact.
Speaker: But last time we did one of these presentation breakdowns,
Speaker: You heard there were some ads and stuff like that in the YouTube video.
Speaker: And Christian, he heard this and he's like, dude, you got to be getting the YouTube premium, the paid version.
Speaker: And of course, me being the cheap solar rep, don't want to pay for YouTube premium.
Speaker: He shoots me an old gift subscription.
Speaker: So Christian, you are the man.
Speaker: Thank you.
Speaker: It's much appreciated.
Speaker: And I'm sure our listeners will appreciate it because now you don't have to get an ad when we start up the little YouTube video here.
Speaker: So let's get into it.
Speaker: This is from Taylor Barnes found his a presentation on here.
Speaker: It's about five minutes So we're gonna be talking about the good the bad the ugly and everything in between and see what he has to say So let's listen to mr. Taylor Barnes good name by the way.
Speaker: See what see how your presentation goes Perfect.
Speaker: I'm Josh I'm the one that does all the solar panels
Speaker: I took care of, I'm not sure if you know Marisela across the street.
Speaker: No.
Speaker: Big trucks.
Speaker: Okay, so right off the bat, let's get a couple things straight.
Speaker: This guy, you can tell he has done pest control.
Speaker: He has the obvious pest control presentation right off the bat.
Speaker: And a couple things I would suggest.
Speaker: I mean, depending on the market, this could work.
Speaker: I know for a fact if you do this...
Speaker: In a saturated market like San Diego, I would get the door slammed probably with most first couple questions He asked because the truth is if your first two questions are hey, how are you?
Speaker: Are you the homeowner and then you go straight well with XYZ company a lot of times you're gonna get not interested right out the bat You're gonna be oh you're selling something.
Speaker: No, no, no, thanks.
Speaker: So what we talk about on the show is you got to break that preoccupation.
Speaker: You got to give them a reason to listen, give them a way you are different.
Speaker: How do you do that?
Speaker: Well, for starters, a lot of people, I don't mind the how are you.
Speaker: I know this is kind of mixed opinions.
Speaker: I know a lot of guys that don't even say how are you.
Speaker: They just open the presentation.
Speaker: Hey, real quick, here's what's going on.
Speaker: And I get it because everyone says, hey, how are you at the door?
Speaker: And what do they think?
Speaker: People are programmed now to think they've heard everything.
Speaker: Oh, if someone comes to the door in like a polo like this and they're saying, how are you?
Speaker: They're selling something to me.
Speaker: So that's a fair point.
Speaker: Maybe if you are getting not interested out the bat, if you're getting people not listening, you switch it up.
Speaker: You don't say, hey, my name's Taylor with XYZ.
Speaker: You don't say, how are you?
Speaker: But this presentation, it does work.
Speaker: He doesn't get shut down.
Speaker: He could be in a little softer market, which is awesome.
Speaker: And he goes in the typical pest control thing.
Speaker: In pest control, you're taught to be like, hey, we're doing your neighbor's bugs.
Speaker: Do you know Marty Sella?
Speaker: Do you know Jose across the street?
Speaker: No, that's the typical pest presentation.
Speaker: Okay, so let's hear where he goes from here.
Speaker: about 20 something years.
Speaker: What was your name?
Speaker: Deborah.
Speaker: Deborah, who do you guys use for power?
Speaker: Okay, and another thing right off the bat, he is asking a lot of questions.
Speaker: Okay, questions are good, but what I've noticed, if you are out in the field, if you're asking question after question after question, and it's just straight questions, people immediately think they're being interrogated.
Speaker: You don't want homeowners to feel like they're getting interrogated, especially if you ask, say, what was your name?
Speaker: If you ask this sooner without building some rapport, without getting some interest,
Speaker: Then I've made a mistake in the past.
Speaker: I asked that people think it's too personal.
Speaker: They shut it down and boom, presentation lost.
Speaker: So again, it is working from him just pointing out things I've experienced as I'm out here in San Diego, which is a super saturated market that probably would not work as well here.
Speaker: So something to consider.
Speaker: Don't ask so many questions in a row.
Speaker: People are going to feel like they're getting interrogated, given bits and pieces and mingle your questions with information.
Speaker: I'm not sure if my husband's
Speaker: recently switched over and I'm not sure we switched to.
Speaker: Right.
Speaker: And what do you guys plan?
Speaker: Are they charging every month?
Speaker: No.
Speaker: He does that and I'm not really sure.
Speaker: No worries.
Speaker: All I do, I've made a job done a bunch of house-site here the past couple days.
Speaker: Obviously my truck's driving by.
Speaker: My job is super simple.
Speaker: They just sent me out here to see if anyone can call them.
Speaker: Okay, and right off the bat, you can see this lady.
Speaker: She is not the decision maker.
Speaker: She says her husband handles everything.
Speaker: So at that point, maybe consider just coming back altogether.
Speaker: If you can figure out they have no idea about the energy bill, they don't handle really many decisions, whatever.
Speaker: And sometimes they're smoke screens.
Speaker: Yeah, you got to feel it out.
Speaker: But another tip with this, if it is, depending on the culture, for example, if you are dealing with an Indian family, if it's a wife at the door, Indian wife,
Speaker: Every time I'll walk away, I'll come back when the husband's home.
Speaker: Because what their culture is, the husband makes the decisions.
Speaker: The husband's in charge of that stuff.
Speaker: So I've tried in the past, has not worked for me.
Speaker: Always have to come back when the husband's there for this specific culture, right?
Speaker: So it can depend.
Speaker: Hispanic, similar, not as much as Indian.
Speaker: I have booked appointments with the wives in the Hispanic culture, but
Speaker: Similar thing.
Speaker: Typically the husband is more of a decision maker with your Hispanics too.
Speaker: So another thing to consider there, but he keeps going.
Speaker: Let's see how it goes for him.
Speaker: He's continuing on with, you've probably seen our trucks in the neighborhood, which, you know, another thing taken from PES, but good.
Speaker: And then just in the video, if you go watch this video, it's called how to set a solid solar lead DTD pro.
Speaker: You'll notice that this door is barely cracked open and I mean it looks like from the video he can't even really see who he's talking to.
Speaker: So something with that you got to bring these people outside.
Speaker: You got to hand them a slick.
Speaker: You got to do something to get them to open the door more to get them more involved because if you're talking to someone with just a little cracked door chances are very low that anything's going to happen with it.
Speaker: So just another thing if you do go watch the video.
Speaker: This roof isn't covered with trees.
Speaker: That's why I stopped by.
Speaker: This is actually good for the sun.
Speaker: The sun hits it.
Speaker: That's why it's great for solar.
Speaker: So all I do is I just give you guys a quote.
Speaker: I look at your guys' energy usage, like how much you guys are actually using every month.
Speaker: Sorry to be jumping in so many times here, but what happens is I forget what I'm going to say if I don't start and jump in.
Speaker: So a couple things.
Speaker: He goes in to why he picked to come to that home.
Speaker: They're getting good sun, which is great.
Speaker: Another chance you could show them like something on the map.
Speaker: You could get your sun seeker app to show them, create that interaction that they are.
Speaker: getting a lot of sun giving them the reason so that's good another great thing he did here he gets their name right and he's repeating it how to win friends and influence people says that people love hearing their names music to their ears so he's repeating her name over and over which is a great little tactic he's got great thing and then he is going in let's see what he says here okay Deborah for your house it'll take 12 pounds or it'll take like Marisela's 28 just depends on the usage
Speaker: What was your last name, Debra?
Speaker: Okay.
Speaker: And then he got another thing, red flag.
Speaker: You don't say the word quote.
Speaker: Okay.
Speaker: He says, we're going to come to a quote.
Speaker: That's a trigger word for people.
Speaker: What is quote?
Speaker: Quote means sales.
Speaker: Quotes mean you're being sold something.
Speaker: So you say, we're going to come drop off your custom design.
Speaker: Something besides quote, you know, or proposal.
Speaker: I don't even like proposals much.
Speaker: You want to say something that should not trigger sales at all.
Speaker: right so your custom design your uh custom report something that's like oh wow this sounds cool uh your your energy audit your savings profile whatever think of something that's going to trigger interest it's going to make up make oh that's cool i want to check out whatever that is and then uh body language pretty good he's leaning against the wall i like that
Speaker: getting the chill vibe um again obviously you can't see um over the audio here but if you watch the video he's leaning against the wall which is great and then um yeah let's see where he goes from here from here is josh it's good to meet you okay i'll read it in good okay and then okay deborah from here is
Speaker: Okay, and you can see, I guess maybe I got this wrong.
Speaker: He says his name's Josh.
Speaker: It's on the Taylor Barnes profile.
Speaker: So what Josh needs to do here is he's just sitting there in the silence trying to make some small talk, fine, whatever.
Speaker: But if he can get inside the home again, move them somewhere, move them to the meter, get inside the home, whatever you can do.
Speaker: But your chances of making this a solid appointment, if you're just sitting there trying to make a small talk, and they've already said they're not really the primary decision maker, it's not looking great.
Speaker: So he's moving on with it, and he's doing the more assumptive, just filling out the form, whatever he has going there, getting taken away.
Speaker: taken from pest control.
Speaker: Pest control, you're like, okay, I'm going to pull up, you pull up the contract, you start filling it out.
Speaker: But, you know, she doesn't know what she's getting involved in, obviously.
Speaker: So let's just see how it goes for him.
Speaker: Okay.
Speaker: This is April.
Speaker: What's the house number here?
Speaker: I don't need to rush you, but I got stuff on my stove cooking.
Speaker: A little faster.
Speaker: Okay.
Speaker: What are you cooking?
Speaker: Taco.
Speaker: It's just in time, right?
Speaker: My lucky day.
Speaker: How many are you going to give me?
Speaker: Don't worry.
Speaker: We just ate it.
Speaker: Yes.
Speaker: Okay.
Speaker: Is this your house right here?
Speaker: Yeah, I guess so.
Speaker: Looks like it.
Speaker: Okay.
Speaker: Perfect.
Speaker: Okay.
Speaker: So what I'm going to do
Speaker: I'm going to be here tomorrow at Marisela's house at 4.30.
Speaker: Y'all be here tomorrow, right?
Speaker: Okay.
Speaker: And then just like a 5.30 with you guys, show your numbers.
Speaker: Okay.
Speaker: And then what do you guys pay on average, like $200 a month?
Speaker: Honestly, I don't know because he does it.
Speaker: I stay home and he works.
Speaker: That's how it always is.
Speaker: He pays the bills.
Speaker: He makes the money.
Speaker: You're kind of the financial advisor.
Speaker: I used to do it and now I let him take it over.
Speaker: That's nice for you, right?
Speaker: Yeah.
Speaker: Okay.
Speaker: So what I'll do...
Speaker: I'll just pull it from the city and it's used for an electricity company.
Speaker: Oh, you don't know?
Speaker: Honestly, I don't know.
Speaker: I have no idea.
Speaker: I know he recently switched over and I don't know who he switched over to.
Speaker: He used to be Reliant and then he changed.
Speaker: Right.
Speaker: When I come by tomorrow at 5.30, we'll be here.
Speaker: Okay, and then let's interrupt it here.
Speaker: Good, he's trying to see if the husband will be there, which is obviously you got to talk to the decision maker, make sure they're both there, which is great.
Speaker: I liked he did bring up good that he's dropping the names.
Speaker: He brings up Maricela, obviously not quite as effective here because she doesn't know who Maricela is.
Speaker: But if you can figure out it's someone they actually know, then that's definitely more effective.
Speaker: Okay, and something that he could have done is literally get the husband on the phone.
Speaker: He's trying to lock down a time when the husband is there, but even better, if you can get that person on the phone,
Speaker: be like, you know what, your husband sounds like he does everything with electricity you're telling me, he handles all that, cool.
Speaker: So you know what, what I'll do, if you can just grab him on the phone real quick, we'll just verify which utility you're with, see if it's something that even works, and then we'll just give him a rundown, so that way he's not like surprised when we come here, right?
Speaker: So yeah, just grab him on the phone real quick, because what will happen, and what I'm guessing probably did happen, is he booked this appointment, she goes and tells him, hey, some guy's coming tomorrow,
Speaker: trying to sell a solar, doing something.
Speaker: Husband's going to be like, oh, selling solar?
Speaker: No, not interested.
Speaker: I had a cousin who didn't have a good experience, not interested.
Speaker: Just text him, tell him no.
Speaker: Okay.
Speaker: And so that's why you do whatever possible to try and talk to both decision makers.
Speaker: Sometimes you can't do it, but that's something you could have done there.
Speaker: I thought you were him knocking in the door just now.
Speaker: Trust me.
Speaker: It's six right now and he hasn't gotten here.
Speaker: I'll tell you what.
Speaker: So interesting.
Speaker: I wonder if they're fighting or something.
Speaker: Like, come on.
Speaker: Husband's not going to knock out the door.
Speaker: Come on.
Speaker: Doesn't he have keys?
Speaker: I thought that was kind of funny.
Speaker: Let's move it tomorrow.
Speaker: And the reason I even want to stop by is because of the 16 homes you're taking care of on the street, I've saved them over $1,000 to share electricity bills.
Speaker: So all I do is I just put panels in the rooftop, and then whatever you guys pay, like $200, I just slice it in half.
Speaker: It's a flat rate, you can't.
Speaker: So he's saying good things here, but he is missing a key, very, very important component of this.
Speaker: And what is that?
Speaker: That takeaway.
Speaker: You got to be taking it away.
Speaker: He's slamming her with benefits, slamming her why people are doing it, saying he wants to come back.
Speaker: But she's going to be way more interested.
Speaker: If he's like, look, not everyone even qualifies for this.
Speaker: I don't know if you do.
Speaker: That's why I'll come back.
Speaker: We'll take a look.
Speaker: But if you do, then here's what it does.
Speaker: XYZ.
Speaker: So we're going to take a look at all the, you know, the roof, some satellite images, see if the home's even a good fit because this is an exclusive program.
Speaker: Pretty different than what solar has been in the past.
Speaker: You want to make them feel that exclusivity, make them feel like it's something way different than they'd heard of, and make them feel like not everyone's even able to qualify for it, right?
Speaker: And then that will generate more interest for sure.
Speaker: See you guys tomorrow at 6.30.
Speaker: I'll shoot a text message tomorrow.
Speaker: Okay.
Speaker: I'll give you a little call and say, hey, just remind me I come by at 6.30.
Speaker: I'll show you really quick.
Speaker: If you guys hate it, I'll be gone in 60 seconds.
Speaker: If you guys like it, I'll be here for like 85 minutes.
Speaker: Okay.
Speaker: It's really quick.
Speaker: Okay, Josh, I'll let you know.
Speaker: Bye, Debbie.
Speaker: We'll see you tomorrow.
Speaker: Bye.
Speaker: Okay, come on, dude.
Speaker: What solar appointment takes only five minutes?
Speaker: Okay, at least be a little realistic with people.
Speaker: You don't have to say it's going to take two hours, but I don't know anyone that's closing deals in five minutes, okay?
Speaker: So unless you know something I don't, do not tell people that it's only going to be five minutes.
Speaker: Give them a semi-realistic expectation.
Speaker: I always say like half an hour depending on your questions.
Speaker: probably going to take like an hour.
Speaker: But yeah, half an hour is usually about how long my actual presentation takes.
Speaker: And then the closing, it's going to take another 30 minutes and rapport in there.
Speaker: But yeah, so you got some good components to it.
Speaker: And I'd be curious to know if that appointment sat to be blunt, I would guess probably no.
Speaker: It's not looking great just because of all the things going against them.
Speaker: It is a set appointments, I would call it more a lead, right?
Speaker: You don't know how the husband's going to react to this, if he likes it, what he's thinking.
Speaker: But he had some good things in there.
Speaker: Definitely room to improve.
Speaker: So Josh, if you're listening to this, thanks for being our guinea pig for today.
Speaker: And just one last thing, his tonality.
Speaker: That's another thing that most people forget about.
Speaker: But pay attention.
Speaker: If you can record yourself, he had a lot of uptones in it.
Speaker: as he was explaining.
Speaker: We'd have to go back to the specific moments, but I'm saying when we come back tomorrow, I don't know if that's the exact time he did it.
Speaker: I used to do this all the time, try to pay attention to when, what your tonality is, and you want it going down on the statements, right?
Speaker: Something to think about.
Speaker: And it's the attention to detail, the little things.
Speaker: As you pay attention to these things, that's going to take your appointment setting to another level.
Speaker: So whatever you're doing, whether you're setting leads on the phone, closing deals on Zoom,
Speaker: doing stuff virtual or all in home, all knocking doors primary, like I'm typically doing.
Speaker: Very important to record yourself and just do your own kind of review like we did just barely.
Speaker: So hopefully that helps.
Speaker: Okay.
Speaker: And don't miss out next episode.
Speaker: We're going to keep them coming.
Speaker: We got some great guests coming up.
Speaker: Can't wait.
Speaker: So keep grinding, keep going out there, keep closing deals, push hard till they need you and we'll see you guys 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.
Speaker: What's up, solarpreneurs?
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 Solapreneur.
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.
