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7 Figure Door Earner Presentation
155 Plays3 days ago
This episode, we'll be taking a look at a 7 figure close by Jake Ward: one of the most prevalent figures and Golden Door awardees right now in the industry. Tailoring his approach in building according to the customer, this breakdown provides us with a clear example on breaking the preoccupation.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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 fail.
Taylor Armstrong's Journey in Solar Sales
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask? A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Live Door Presentation from a Top Earner
00:00:42
Speaker
Hey, solopreneurs. Today, we're going to listening on a live door presentation from one of, if not the top earners and producers in the solar industry.
00:00:52
Speaker
And if that's not enough, you're actually gonna be hearing from him in the next episode. So tune in today. We're going to break down exactly what he's doing with some live footage and then get you excited to hear his interview, which is coming up on the next episode.
00:01:07
Speaker
So welcome to the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. Hope you were finishing out your summer great. We are now into the fall season.
00:01:20
Speaker
and if you are listening to this um in October or early November, when we're when we're releasing it. We still have a few spots open for our upcoming Blitz.
00:01:31
Speaker
We have the link down in the show notes. It's going to be a Blitz with seven-figure earners and solar, with Golden Door Award winners, and with people that have a thousand plus installs, some of the best and the best in the
Invitation to Blitz Event with Top Earners
00:01:44
Speaker
industry. So if you feel like you're a little bit stuck, if you're a little bit stale or haven't been making the money you've been hoping for this year or this quarter, then go click the link below. Apply for our Blitz.
00:01:56
Speaker
Would love to see you out there and would love to get you in on it and work with you. Hey, so let's jump into the show. so this episode, we're going to be breaking
Spotlight on Luke Ward's Achievements
00:02:05
Speaker
down. His name is Luke Ward.
00:02:07
Speaker
you've not heard of him, you need to follow this guy. He is smashing records. He has gotten multiple Golden Door Awards, which if you're new to Solar, Golden Door Award is just... um I think they bumped it up to 120 installs in solar But ah if it's a...
00:02:22
Speaker
setter appointment then it counts as half a point the self-genitor deal counts as one point so 120 of those i to believe it's like two megawatts in solar so absolutely incredible um i was able to get mine in 2019 the i will say the requirements were a little bit lower at that point so i got it when it's a little bit easier to hit those numbers um i haven't quite hit it since But working on hitting it again.
Challenges of Selling Solar in Arizona
00:02:48
Speaker
So what's even more important impressive about Luke Ward is he's hitting these Golden Door award numbers in Arizona, which and I know as a market, it's gotten more difficult.
00:02:59
Speaker
People are not saving as much money out there. I'm in California. We are cutting people's bills in half a lot of times. And so anytime I hear people doing insane numbers in these other markets, it's just that much more impressive.
00:03:12
Speaker
Okay, so you're gonna hear a lot more details in the upcoming podcast about what he does, what his work ethic is like, the hours he's putting in every day. But today I thought, you know what, let's break down some of his actual live footage so you can hear what he's saying on the doors,
00:03:29
Speaker
And we can break down a few of the things he's doing that set him apart from other reps.
Analyzing Effective Sales Tactics
00:03:34
Speaker
okay So if you're not following him, go shoot him a follow on Instagram. This guy puts out some great content.
00:03:40
Speaker
um But we're just going to break down a couple of his door presentations that he has here. And then I'll give you some ideas. And, you know, not a whole lot to critique, right? He's top guy in solar.
00:03:52
Speaker
So anything I say, and this whatever he's doing is working. But um we will say maybe some things that could be added, some things that I've seen other top guys do.
00:04:03
Speaker
Just some ideas. I don't think he does anything wrong in these videos by any means. The top guy, if not the top guy. A couple of things that maybe we could add some ideas. So let's pull up one of his videos. This one, it's titled, He Sent My Solar Rep Away. I Came Back and Flipped the Script. So he's going back to someone that just rejected one of his setters, I'm assuming. And they told him about the guy. So he's going back and just trying to set the appointment. and Trey was just over here, wasn't he? I know. what And you told to kick rocks?
00:04:33
Speaker
He said you have $600 utility bills. $550. But then in a winter, it's nothing, man. High five. hundred you take You take the cake for the biggest energy bill here in the
Addressing Customer Concerns
00:04:44
Speaker
neighborhood bill, man. How does that make you feel?
00:04:45
Speaker
like it's so great You get the trophy, unfortunately, it's just a high bill, man. It's not like an actual trophy. relationship yeah So you can see um he goes through it.
00:04:57
Speaker
Great intro right there. He's bringing up that the other guy stopped by. Like if you if you watch the actual video, he goes in and he actually high fives the guy and when he says you took the cake for the highest energy bill. Then you see him. He's actually getting close, more personal. So, ah you know, they say if you can get people outside of the home, you can create movement, that's going to create emotion.
00:05:18
Speaker
then emotion is what is what will lead people to take the action. So this a way of doing that. High five, it's a very underrated tool of getting people to just connect, feel good about themselves and, ah you know, get some a little bit closer.
00:05:33
Speaker
And he's ah trying to see if he can make something happen here. But this guy, he's a you can tell it's going to be a battle. He's pretty turned off to it. And he already said that he shut down the other guy.
00:05:43
Speaker
So let's see what he does after this. bill have the neighborhood bill man how's that make you feel you can agree You get the trophy, it's just a high bill, man. It's not like an actual trophy. relation Yeah. Well, it's actually nap time right now.
00:05:56
Speaker
Is it? this well what where intro Is it? You know, weather is nice. You guys need to be out there and enjoying it. now harassing, you know, or messing with me. It's just not happening. Yeah. Yeah. So a couple of things though, too, is we're not selling solar. That's not, that's not our job.
00:06:09
Speaker
The other thing is, is too, is like ah people are freaking out because of what's happening with the utility company. So I know they sent you the insert. Most people threw it away, but the utility company is just, they just got done closing the biggest coal plant in the nation.
00:06:21
Speaker
So what they've announced is an 8.6% increase every single year for six more years. This is going to be a double bill for everybody. $500-something bill right now is going cause a lot of pain, but when it gets to $1,000, it might be a little bit more painful. That's let's going to—everything is messed up.
00:06:36
Speaker
Yeah. It's just that. It's everything. Hey. So that's part one.
Handling Customer Objections and Resistance
00:06:40
Speaker
So let's break down a few more things he's doing here. So that's great. He's introducing a problem, right? And we all know the basic points of the script of your door approach. You need to introduce a problem. If people don't feel a problem with it, then they're not going to take action.
00:06:54
Speaker
And this guy, you can see that he doesn't really feel like there's a problem. $550 bills. but then they go lower in the winter, that's not a big deal for them. And it's interesting, sometimes us as the sales rep, sometimes we'll go out there and we'll think that people should see this as a big problem. But depending on income, you know I've been in what's considered you know ghetto lower income neighborhoods where they have high bills, but even they're not concerned about it.
00:07:21
Speaker
um Out here in California, they can't actually get their lights shut off. like They can just have months of unpaid bills and they're not necessarily a consequence, at least for the shortterm short term, few few months like that.
00:07:34
Speaker
So what's a problem for one person might not be a problem to another person. So I think it's important you gauge, you see how they feel about their bill. And this guy, it's pretty apparent apparent from the get-go that he doesn't really care about the bill, right? He's like, oh, $5.50, but then it goes way down.
00:07:50
Speaker
So if they're minimizing it, if they're saying it's no big deal, then you got to try to introduce something to create a bigger problem. And Luke, he does a great job about introducing some of the circumstances, what's going on, why the bills will be going up.
00:08:03
Speaker
to try to create more of that problem. you know we'll see We'll see if it works in the next clip, but it's great thing to do. And I like personally using some type of handout, Slick. Luke, he's not using one in this particular video. I think he does pull out his phone and show a few things a couple times.
00:08:19
Speaker
But if you can use some type of... a slick to hand out, show them something on the phone. It's going to create a little bit more belief. People believe what they see. So another thing that you add to that. And then just one more thought on this first section. this There's a reason for everything. When people say, oh I'm not going to do it no matter what, whatever, there's always a reason.
00:08:38
Speaker
right So whenever possible, if you can figure out what that reason is, sometimes easier said than done. I'll be like, oh, I get it. I know there's people coming out before um I'm guessing just didn't make sense for you guys when you looked at it before. So if you can like assume that they have a reason for not liking solar or for being totally against it, then a lot of times they'll actually tell you what that reason was.
00:09:02
Speaker
And then you have something to work off of. Right now with this guy, we don't know why he's so against solar, right? We see that he doesn't feel a lot of pain, but it's like, hey, why are you so against solar? This is something can help you. It could be that maybe he just thinks it's going to cost him bunch of money out of pocket.
00:09:17
Speaker
Right. So if you can figure out what that reasoning is, isolate it, put that to say, hey if this wasn't an issue, if it didn't cost you a bunch out of pocket, if there wasn't a lien on the home, if it saved you more money, whatever. Sounds like you guys would be more open to it if it didn't do those things.
00:09:34
Speaker
A very effective way, you know, just give yourself a chance in booking that appointment. Just breaking those preconceived notions they had about solar. So let's go into part two. Let's see what he does next.
00:09:46
Speaker
and see if you can make any headway on this on
Understanding Customer Motivations
00:09:49
Speaker
this guy. this is We're a new utility company. We're 40%, 50% less. How we do achieve that is the government the government's actually paying 55% of your solar system plus the battery source.
00:09:59
Speaker
So what we do is, this isn't about you buying solar. We buy it. It's about you having a choice in electric companies because right now you have one or you can go Amish, right? But now it's like you're going to be able to take your bill from up here and you're just transcending into going down here. For you, I think if you knew how this worked, you'd do it. Because like this would be like if you got a letter in the mail and it said there was a new utility company that was 40% less. just I'm not the right candidate.
00:10:22
Speaker
Why is that? I'm just not the right candidate for you. Is it because your bills aren't high enough? No, because I'm just not worried about and it. ain't it ain't It ain't hit me yet. It's really painful. You hear that, kids? Rent's going up.
00:10:35
Speaker
Is that what it is? Is there's none the pain? This is why you're a little bit indifferent to the situation? I'm um retiring. Congratulations. So a lot of the energy that I was using is not going to be used anymore. So I'm calling it quits. I ran a machine shop from here for years. So your thing is like, you're going get rid of the machine shop, the utility bill will decrease because you're not running all that equipment and stuff back there. I'm just not the right candidate. i'm So yeah, he does a good job and he actually does a little bit about ah what we just talked about.
00:11:00
Speaker
He's assuming, hey, the reason is you're retiring or let's see. Sorry, he says the reason is um it's not that much pain for you, right? The bill is not that big of a deal. And then you can see that the guy, he actually gives him the reason. Hey, you know what? I'm retiring.
00:11:14
Speaker
Not going to be using as much power. Not worried about it. And he tells him why. Luke has a little bit more to go off of. You can still see this guy's not not really open at all to it.
00:11:25
Speaker
And there gets to be a point um that sometimes, you know, if you can see people are just no, no, no, no. If they're a hard no after going through all this, then you got to be willing to walk away because the flip side is no matter how good you are about turning objections, flipping objections and ah getting appointments, you're not going to book anybody. You're not going to book everybody rather. So sometimes it's best to just move on to the next person and not waste your time with someone that's going to be a hard no that's totally against it. So let's finish out the video and see anything else.
00:11:57
Speaker
Luke tries here, see if he makes any progress, but it's looking ah looking pretty difficult. I'm um'm retiring. So congratulations. So a lot of the energy that I was using is not going to be used anymore. So I'm calling it quits. I ran a machine shop from here for years. So your thing is like, you're going to get rid of the machine shop. The utility bill will decrease because you're not running all that equipment stuff back there. I'm just not the right candidate. I'm sure there's a lot of other people out there that would love to have it.
00:12:22
Speaker
I'm not there yet. got you. And once I look around and I see everybody else is in there and I'll be like, well, Maybe i then I need to do something. right, boss. appreciate you today, man. Hey, you have great show. Okay, so Luke walks away, and yeah there's there's some clips in it. So I'm sure we
Enhancing Sales Conversations
00:12:38
Speaker
we missed a few things here and there, but I think we got the main point of it. It's that even the best people, they're willing to walk away, and they can see when it's just going to be, you you know what, this guy's not the right candidate.
00:12:49
Speaker
No matter what I say, he's just, he says no, no, no, no. no no no And there's not really pain there for him. especially with older folks. If older folks are this stubborn shutting it down, then they're setting their ways a lot of times, but that's okay. Because with one person that says no, that means you're one step closer to the yes.
00:13:08
Speaker
And then one other thing I noticed that Luke did well in this is he's really good at getting more information, right? So he summarizes it. He says, okay, so sounds like this is what you're saying.
00:13:18
Speaker
There's a great technique called ah mirroring. um If you've never read the book, that Don't Split the Difference or it Never Split the Difference by a Chris Voss. Go pick that book up. He talks about all these techniques, negotiations. He was like the CIA guy, negotiator.
00:13:34
Speaker
So it's a great way, this mirroring technique to get people to give more information. And all that is, is pretty much just repeating the last couple of words they said. it sounds like you're not worried about it because you're going to be shutting down the shop. They're going give you more information.
00:13:50
Speaker
So what top negotiators do. okay So use that to get people to expound a little bit more on what their true concern was. It's going to help you. It's going to help you on the doors. going to help you in the appointments. And I thought Luke did a great job of that as well. hey So again, not...
00:14:04
Speaker
Not really anything to critique here. This is just a guy that was closed off to solar. Luke, he's the best of the best. So I can't wait for you to hear from him on the next podcast. We had an interview. Learned so much in this interview. going be listening to it multiple times.
00:14:18
Speaker
So make sure you check this one up or check it out. Sorry, slipping on my words a little bit today. And then go apply on our Blitz. Okay, we have that in the show notes. Would love to hear you. Love to see you on our upcoming Blitz.
00:14:31
Speaker
So we'll see you on the next episode with Luke Ward. Make sure you put it in your calendars. We'll see you
Introducing SolarScout Platform
00:14:37
Speaker
then. So some of you already know that I run my own door-to-door sales team here in San Diego.
00:14:42
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:14:53
Speaker
Then we discovered an app called SolarScout. But it's not a door knocking app, it's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later cancelled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:15:12
Speaker
It's been working for a lot of teams across the country, and now I'm on board too. I'm going to be one of the first few SolarScout in San Diego, so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:15:27
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:15:39
Speaker
Okay, back to the show. um What's up, solopreneurs? Hope you enjoyed the episode.
Top 10 Solarpreneur Episodes Cheat Sheet
00:15:45
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. One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:16:03
Speaker
What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes. 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.
00:16:23
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. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs. We will have that in the show notes. Go download it right now.
00:16:49
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going show you how. So go download it and we'll see you on the other side.