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Solar Lead Generation Methods (Shotgun, sniper, and machine gun methods)
52 Plays6 years ago
In this podcast with the world's leading solar consultant James Swiderski, you'll learn about the most common lead generating strategies used and UNDERSTOOD by the top 1% of solar sales professionals in the world.
And more importantly, you'll learn how and when to use each of these solar lead "weapons"
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James Swiderski started as a completely broke solar sales rep in SLC Utah at age 19 and in 9 short months took his start-up solar company to over $8,300,000 in sales with a small team of six.
He's invested over $244,000 on books, events, courses, sales programs, mentors and masterminds and 21,200+ hours to acquire the knowledge necessary to become the world's leading solar entrepreneur/consultant.
After scaling his own company, he began sharing the strategies he has learned and grew 3 eight-figure solar companies and coached over 1079+ solar reps across the globe who have collectively closed over $50,000,000 in deals in less than 2 years.
His story is great, but yours will be even greater. James believes that the solar industry is in desperate need of a modern approach to selling, one that instantly separates you from the competition and lets you scale your solar sales to the moon.
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Transcript
Introduction to Solopreneurs
00:00:00
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What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
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We call ourselves solopreneurs.
00:00:08
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And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
Solopreneur's Mission and Offerings
00:00:18
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Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
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We are solopreneurs and this is our story.
Methods of Selling Solar
00:01:00
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On this video, I'm gonna talk about the shotgun, sniper, and machine gun approaches to selling solar and getting leads, coming right up.
00:01:14
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Hey, what's going
James Swiderski on Lead Generation
00:01:15
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on everybody?
00:01:15
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This is James Swiderski, the world's leading solar consultant, coming up with another fire packed episode on lead generation.
00:01:23
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And I'm gonna give you the three methods of lead generation that we teach in the Solar Spartan system.
00:01:28
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A link down below if you have not checked out a demo of that, highly recommended, but I'm not gonna talk about it in this video.
00:01:35
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The deal with prospecting is simple.
00:01:37
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Not all prospecting is created equal.
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Not all lead generation is created equal.
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There are different methods and strategies to doing this that are going to fit you as a sales rep or a company owner differently.
00:01:48
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There's not a one size fits all.
00:01:50
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There are companies out there using some of the strategies, one strategy I'm gonna share with you today, and there's some companies not using that completely and they're having entirely different results, okay?
00:02:01
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You can use any of these strategies I'm going to talk about.
00:02:04
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So let's go over the three strategies, the shotgun, the sniper, and the machine gun lead gen
Exploring the Shotgun Method
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approaches.
00:02:08
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Number one, the shotgun.
00:02:10
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Boom, right?
00:02:11
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Focusing directly on the prospect and relying on brute force to get in, right?
00:02:17
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This is what the shotgun approach.
00:02:19
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And there's really only two methods to do this.
00:02:21
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One is the obvious one, door knocking, right?
00:02:23
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Going on there, hitting the doors, knocking them, boom, boom, boom, right?
00:02:27
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It's the most tough.
00:02:28
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time inefficient way to prospect.
00:02:32
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And once you do get in the home and you do talk to somebody, you're probably going to make that sale because it's accurate, right?
00:02:37
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It's blowing it up, right?
00:02:38
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Like a shotgun.
00:02:39
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This is the shotgun approach.
00:02:40
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Cold calling is another example of shotgun, right?
00:02:43
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The reason I don't like it
00:02:45
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is it requires a huge amount of energy, a huge amount of time, but when it does hit, of course, it obliterates.
00:02:51
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You get sales off of this.
00:02:53
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This is why Shotgun has been effective in the past, but the other reason I don't like it is it's a one-on-one situation.
00:03:00
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I can only talk to one person at a time, right?
00:03:03
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I have to go in between houses, right?
00:03:05
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Hope that they're home and I get one shot to get it.
00:03:08
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Okay.
00:03:08
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If I could get them, boom, I got them.
00:03:10
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But it's very, very slow, very inefficient.
00:03:14
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This is why it doesn't work too well.
00:03:16
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It's really the reason why, um,
00:03:19
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The industry is kind of flawed right now.
00:03:20
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A lot of big giants have built their companies off of this, but that's because solar wasn't as saturated.
00:03:26
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We had those low-hanging fruits, right?
00:03:28
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Those people that were thinking about solar for years and you just happened to come around at the right time.
00:03:33
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The low-hanging fruit is drying up really quickly.
00:03:36
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And if you want to hit the rest of the marketplace that your competitors are not going for, I don't recommend the shotgun approach.
00:03:42
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But again, if you need a couple of quick leads, a couple of quick deals in the pipeline right now, absolutely shotgun is going to be your
Understanding the Sniper Method
00:03:48
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best friend.
00:03:48
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Number two is the sniper approach.
00:03:51
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And this one is my personal favorite because the sniper focuses on high leverage individuals.
00:03:57
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It's highly accurate.
00:03:59
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It gets the job done, but it leverages other people's influence.
00:04:03
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So let me explain.
00:04:04
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Rather than just targeting one homeowner, okay, just like the shotgun method where if you get that homeowner, if you hit them, they're going to convert into a lead.
00:04:13
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The sniper approach is able to work much more intelligently because you're going to go and find high-profile individuals.
00:04:21
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You're going to go find CEOs, right?
00:04:23
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You're going to go find doctors.
00:04:24
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You're going to go find...
00:04:27
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community groups.
00:04:28
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You're going to go find moms in the book club.
00:04:30
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You're going to go find people that can influence others around them, and you're going to convert them just like a sniper, that one person.
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You're going to use a specific method to convert them as well.
00:04:42
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When you do this, you leverage their trust and influence because if one friend loves solar with you, they're going to recommend you for days, for years to all of their friends and neighbors.
00:04:53
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You just need to be able to find that one person.
00:04:55
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One of my favorite ways to do that is
00:04:57
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LinkedIn and Facebook going in these groups, finding out who the alphas are, who are the people that are leading the path, who is influencing, who is an influencer in this industry that has homeowners, right?
00:05:09
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And then boom, laser targeting on them with a specific message to convert them over, okay?
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This is the sniper approach.
Exploring the Machine Gun Method
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Number three is the machine gun approach, okay?
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And this is a very effective one if you know what you're doing, all right?
00:05:25
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because a machine gun goes crazy, right?
00:05:28
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There's only so much distance it could get, right?
00:05:30
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There's only so much damage that a machine gun could do as well.
00:05:33
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It's not like the shotgun where if you get that shot and you get it in, boom, they're obliterated.
00:05:37
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Or a sniper, right?
00:05:38
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Where if you get that person, boom, it's done, right?
00:05:40
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The machine gun is focused on really blasting spray and pray, right, and giving leads in any means possible.
00:05:47
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So some of these are obviously ads, right, and events, event marketing.
00:05:52
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trade shows, kiosks, all this stuff, right?
00:05:56
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Running radio ads, billboard ads, any kind of ad, Facebook, YouTube ads, Google ads, this is a machine gun approach.
00:06:02
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And there's some pros and cons to this.
00:06:05
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One pro, obviously, mass volume, getting tons of people.
00:06:10
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Yes, you gotta be pretty good, you gotta get your skills up to hit all of these people, but the cons are less accurate.
00:06:18
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You're only gonna hit so many individuals, the quality goes down significantly, the trust is down significantly.
00:06:24
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It's just efficient with your time.
00:06:26
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Think about it this way, the machine gunner is able to go hit up all these people, right, and they're effective with their time because they know if they just around, they're gonna get a bunch of people.
00:06:35
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If you go put a bunch of ads out there, you're gonna get a lot of people, right?
00:06:40
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But those people are not gonna necessarily be any more high quality than door knocking and sniper.
00:06:45
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Often they're gonna be much lower quality.
00:06:47
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They're gonna be shopping on price.
00:06:48
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They're gonna be just kinda looky-loos, kinda looking around, right?
00:06:51
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And they have the potential to waste your time.
00:06:53
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This doesn't mean don't use a machine gun because we use it at Lumen, absolutely, we're ad running machines, right?
00:06:59
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But realize that the quality goes lower, the conversion rates go lower.
00:07:03
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So I like to use a combination with these prospecting methods of machine gun, right, and sniper.
00:07:09
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I like the high influence people that are going to get me lots of deals in the door.
00:07:13
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They're going to get me high influence individuals and I'm able to combine the machine gun approach with those.
00:07:18
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I'm able to broadcast those results.
00:07:20
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Meaning if I go get a homeowner's association president on board with solar, right?
00:07:25
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That's a sniper approach.
00:07:26
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If I convert the homeowner association HOA president to solar, he's gonna be able to recommend me to every member of the HOA, right?
00:07:34
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That's a sniper approach.
00:07:35
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But then what if I get solar on the HOA president's house and I go market with a Facebook ad,
00:07:42
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his testimonial, right?
00:07:43
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Him getting solar installed, I show up, boom, video camera, I go and I run a Facebook ad to that community, to all the homeowners in that community, and I have him say, hey, this is Ron, HOA president of this neighborhood, right?
00:07:56
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Just wanted to say I recommend James, boom, boom, boom, blah, blah, blah, right?
00:08:00
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You get the point.
00:08:01
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So that is an example of combining these two resources,
Prospecting Methods Recap
00:08:05
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okay?
00:08:05
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Maybe you could go have the shotgun method and have people knock doors at the same time, but I'd much rather work a lot smarter by running ads to something that's already working and getting me results.
00:08:17
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Again, shotgun, door knocking, cold calling, sniper is finding high leverage influence people that can convert those around them and themselves, and the machine gun is your Facebook ads and event marketing.
00:08:30
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Those are the three methods of prospecting in the solar industry.
00:08:33
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If you enjoyed this video, give it a like, give it a thumbs up, comment down below.
00:08:38
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Let me know what you think, what you'd like to see in the future.
00:08:40
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And until next time, guys, keep crushing it and we'll talk soon.
Introducing the Solar Spartan System
00:08:45
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Hey listeners, it's James Swiderski here.
00:08:46
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I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
00:09:00
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Now, the Solar Spartan system is not your traditional course.
00:09:03
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It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically forces you
00:09:18
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Yeah, that's right, forces you to have success in reaching your goals.
00:09:23
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And the best part is, guys, it's designed specifically for solar, and it's been tested on over 800 solar professionals to date.
00:09:31
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Now, you might be saying, James, that's cool, but...
00:09:34
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How does it force me to have success?
00:09:36
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And this is where it gets pretty ninja, my friend.
00:09:38
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So listen up.
00:09:39
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So here's what makes the Solar Spartan system so effective.
00:09:43
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It's the combination of applying the minimum amount of inputs, minimum effective dose of what it takes to get you to that next level.
00:09:52
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Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
00:10:02
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So what does this mean for you?
00:10:03
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No more watching 15-hour courses.
00:10:06
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No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
00:10:15
Speaker
And no more guesswork.
00:10:17
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The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
00:10:34
Speaker
And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
00:10:50
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It's that good.
00:10:51
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That's why I want to go ahead and offer you guys, Solopreneur listeners, a special discount on the Solar Spartan System.
00:10:58
Speaker
You guys head on over to Solarspartansystem.com.
00:11:01
Speaker
You could try it out for 30 days.
00:11:03
Speaker
Again, guys, don't put your success on hold.
00:11:05
Speaker
This is something I would not promote on the podcast if I didn't fully believe in it.
00:11:10
Speaker
It's something I trust my clients, but as well my own solar company, my own reps,
00:11:15
Speaker
They go through this exact same training.
00:11:18
Speaker
So again, head over to solarspartansystem.com to get started and my team and I will see you inside.