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How To Close 75%+ Of Your Solar Deals - Will Durlene
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
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.
00:00:19
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.
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
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.
00:00:41
Speaker
All right.
00:00:42
Speaker
What is going on, everybody?
00:00:43
Speaker
We are back with another episode
Meet Will Dirlene
00:00:46
Speaker
here.
00:00:46
Speaker
We have got someone that I recently heard speak at the Noxstar event, and this guy just dropped absolute bombs.
00:00:52
Speaker
He brought the fire, brought the heat.
00:00:55
Speaker
So I knew I had to get him on the podcast right away.
00:00:58
Speaker
So today we have the one, the only Will Dirlene coming on the show.
00:01:01
Speaker
Thanks for joining us today, Will.
00:01:04
Speaker
Yeah, absolutely.
00:01:05
Speaker
I appreciate the invite.
00:01:06
Speaker
I've seen the show, seen some clips, and definitely had some legends on here.
00:01:10
Speaker
So
00:01:10
Speaker
excited to be a part of it.
00:01:12
Speaker
Yeah, it'll be fun.
00:01:14
Speaker
So yeah, you've been in solar, I know, since 2019, and we'll let you tell your story a little bit here.
00:01:19
Speaker
But yeah, as I mentioned just a second ago, I heard you at Noxstar in Florida recently, and you won, I think you won the best speaker award there too, right?
00:01:32
Speaker
Yeah, that's correct.
00:01:32
Speaker
Yeah,
00:01:34
Speaker
Yep, I brought it home and got it sitting on my bare brick out there.
00:01:37
Speaker
I was super proud.
00:01:38
Speaker
It was amazing speakers there.
00:01:40
Speaker
So it was an honor even considered in that group for sure.
00:01:44
Speaker
Yeah, let's go.
00:01:45
Speaker
Well, congrats on that.
00:01:46
Speaker
And yeah, let me tell you, this guy, I was taking notes the entire time and already I'm seeing, you know, a couple of things I've implemented in my clothes that we'll get into this.
00:01:57
Speaker
I thought was genius.
00:01:59
Speaker
That was your topic is I think the art of closing deals, right?
00:02:03
Speaker
Focus on closing.
00:02:04
Speaker
Okay.
00:02:04
Speaker
Yeah.
00:02:06
Speaker
So, yeah, I'm excited to get in your story and jam on that a little bit more.
Will's Transformation Journey
00:02:10
Speaker
But, yeah, do you want to give us your background in solar, Will, and how long you've been doing it?
00:02:14
Speaker
You're the president of OmniPower Group out there in Arizona and been in this since 2019.
00:02:21
Speaker
But, yeah, we'll let you give kind of the full introduction for our listeners here and give us the background.
00:02:26
Speaker
Go for it.
00:02:28
Speaker
Awesome, man.
00:02:28
Speaker
Yeah.
00:02:28
Speaker
So again, as Taylor said, I'm Will Dirlene, president of OmniPower and kind of give you guys a background on my story.
00:02:34
Speaker
Basically, how I even landed in Arizona and had the opportunity to get into sales was before I moved out here.
00:02:40
Speaker
I lived in Orange County, California, and I was kind of a partier kid, didn't really, you know, have much drive, which is kind of just drinking every weekend, doing some drugs and not really, you
00:02:53
Speaker
I didn't really have a focus for success.
00:02:55
Speaker
I didn't have any passions.
00:02:56
Speaker
I thought maybe I would get into like growing weed or something like that and make a bunch of money off that.
00:03:01
Speaker
But I didn't have anything that was a tangible business idea or any drive to go out and make the world a better place.
00:03:09
Speaker
And for like
00:03:10
Speaker
three, four years, I was around a pretty toxic group of not just friends, but just relationships and everyone I was spending my time with where literally I would just wake up like, you know, ditch high school and go and just do some degenerate stuff with with a bunch of kids who had no, no plans to do anything in life.
00:03:27
Speaker
And I was doing that for a long time.
00:03:29
Speaker
And eventually, actually, I got into selling some drugs.
00:03:32
Speaker
And I was doing that because I was just trying to make some money and, you know, provide for this lifestyle that I thought was good and fun.
00:03:39
Speaker
And,
00:03:39
Speaker
It was just going downhill.
00:03:41
Speaker
And I actually started getting like paranoia of like going to jail.
00:03:44
Speaker
And like I thought I was being watched and all this stuff.
00:03:47
Speaker
So I kind of had this aha moment where I just realized I had to drop everything.
00:03:52
Speaker
I had to get away from the toxic people I was spending every day with all the time with.
00:03:56
Speaker
I had to get out of the toxic relationships I was in.
00:03:59
Speaker
And I knew that if I just dropped everything and moved somewhere where I didn't know anyone,
00:04:05
Speaker
I'd maybe find my calling.
00:04:06
Speaker
I'd maybe find my drive.
00:04:07
Speaker
And that's exactly what I did.
00:04:09
Speaker
My mom, she lived in Sedona, Arizona, and I was living with my dad in California.
00:04:13
Speaker
And I talked with her.
00:04:15
Speaker
I was like, Mom, I need to change my life.
00:04:17
Speaker
I need to find what I want to do.
00:04:19
Speaker
And I decided to just drop everything, drop all my friends, my family, my relationships, you know, everything I had going on.
00:04:25
Speaker
And I moved to Sedona.
00:04:27
Speaker
and I moved in with her and I didn't have any plans, right?
00:04:30
Speaker
I decided to go work at a acai bull shop, which my mom was dating the guy who started it.
00:04:37
Speaker
So it was just an easy in and figured it'd be a cool job, right?
00:04:40
Speaker
So went in, worked in a car,
00:04:42
Speaker
worked at the acai bull shop, did that for a couple of years.
00:04:46
Speaker
Actually on the last day of work at the acai bull shop, the guy came in, recruited me to join the timeshare industry, got into that.
00:04:54
Speaker
I actually broke some records my first week and then went on to break tons of records that first year, made a lot of money.
00:05:01
Speaker
I cleared like a hundred thousand dollars in six months.
00:05:03
Speaker
And I, they, they, they actually, you know, my name's Will Durleen.
00:05:06
Speaker
So they called me WD 40 cause I was the first one to clear 40 in a month.
00:05:10
Speaker
So yeah,
00:05:11
Speaker
A little funny story.
00:05:12
Speaker
WD-40 is going to go grease them up.
00:05:16
Speaker
That was the line when I would go close to them.
00:05:18
Speaker
I love it.
00:05:19
Speaker
That's awesome.
00:05:21
Speaker
Yeah, man.
00:05:21
Speaker
That's cool, man.
00:05:22
Speaker
Yeah.
00:05:24
Speaker
Learned a lot.
00:05:25
Speaker
So many takeaways.
The Power of Environment
00:05:27
Speaker
Yeah, yeah.
00:05:28
Speaker
And I love what you're talking about, just getting in a new environment, because I think so many people in solar included, that's part of the reason they're not having the success they want.
00:05:38
Speaker
Like I'm out here in San Diego and we recruit a lot of local guys.
00:05:42
Speaker
And I think a reason why some of them fail is because they're still hanging out with their old friends.
00:05:47
Speaker
They're in their old maybe high school group hanging out with losers.
00:05:51
Speaker
And they come and expect to like have success in solar.
00:05:53
Speaker
But at the same time, they're still hanging out with these with these chumps over here.
00:05:57
Speaker
So a lot to be said.
00:05:59
Speaker
And for those listening, maybe you're not having success.
00:06:01
Speaker
I think that's something you need to look at.
00:06:02
Speaker
Who are the people you're surrounding yourself with?
00:06:05
Speaker
Are they all broke?
00:06:06
Speaker
Are they all doing drugs and all that?
00:06:08
Speaker
Because if that's the lifestyle they're in, then you're probably not going to get ahead if you're hanging out with them.
00:06:12
Speaker
And it's like, you know, they say you're the average of the five people you hang out with the most.
00:06:17
Speaker
So, you know, a big thing you just mentioned right there.
00:06:20
Speaker
But love that.
00:06:21
Speaker
Love that.
00:06:23
Speaker
You're spot on with it.
00:06:24
Speaker
You know, I've noticed over the last five years, right?
00:06:27
Speaker
Five years ago, even even further than that, right?
00:06:29
Speaker
Like eight years ago, I was hanging around absolute toxic people.
00:06:33
Speaker
And that's who I was.
00:06:34
Speaker
I was a toxic person.
00:06:35
Speaker
Right.
00:06:35
Speaker
And then you go to kind of when I got into Timeshare, moved out to Arizona.
00:06:38
Speaker
I surrounded myself with higher performing individuals than I had been.
00:06:42
Speaker
But these were individuals making like one to two hundred thousand.
00:06:45
Speaker
And they were still drinking, you know, doing some things that maybe weren't so, so great for self growth.
00:06:51
Speaker
And I improved, I started becoming more like them, I was making my way up.
00:06:54
Speaker
And then over the last, you know, five years, I've just seen myself surround myself with all these incredible individuals in this industry.
00:07:02
Speaker
And now I've just been leveling up on on a level that I never even visualized eight to 10 years ago.
00:07:09
Speaker
And it's it's a direct result with who I've surrounded myself with the people I work with,
00:07:14
Speaker
People that are my mentors, the people I train with, you know, all the all these people that are doing the things I wanted to do that are living the lifestyles I wanted to live.
00:07:22
Speaker
I just surrounded myself with them.
00:07:23
Speaker
And that's how I got to be able to live that lifestyle.
00:07:25
Speaker
So that that what you just said is so spot on.
00:07:28
Speaker
I, you know, attribute everything, all my growth over the last eight to 10 years to my environment I placed myself in.
00:07:35
Speaker
Yeah, that's awesome, man.
00:07:36
Speaker
Love it.
00:07:37
Speaker
Love it.
00:07:38
Speaker
And so you got into solar 2019 and you mentioned like we all know 2020 hits COVID.
00:07:45
Speaker
So this is kind of a tough time to come into solar.
00:07:48
Speaker
So what was it like transitioning from timeshare to solar?
00:07:51
Speaker
How did that go?
00:07:51
Speaker
And yeah, how did you first get into into solar?
Transition to Solar Industry
00:07:55
Speaker
Yeah, great question.
00:07:56
Speaker
So for me, coming from timeshare to solar, even though it was a rough time in the solar industry because of COVID and door to door and all that, it was still such an amazing transition for me because timeshare is not an easy sale.
00:08:09
Speaker
It's not a great product.
00:08:10
Speaker
It's not something people need.
00:08:11
Speaker
It's not something people are already paying for.
00:08:14
Speaker
So going from a product like that,
00:08:17
Speaker
So learning about solar product, people are already paying for a product that people generally need a product that generally helps people genuinely helps people.
00:08:25
Speaker
That was such an amazing transition.
00:08:27
Speaker
And I just hit the ground running.
00:08:29
Speaker
I went out every single day.
00:08:30
Speaker
I knocked every single day.
00:08:32
Speaker
I, you know, build.
00:08:33
Speaker
recruited everyone from timeshare that I knew had skill to build my, my business and give them a better opportunity.
00:08:40
Speaker
And we had, we had a great year that first year, you know, it was, it was a struggle for a lot of other people in other industries because they weren't used to it.
00:08:48
Speaker
But I think it was almost a blessing that I started solar in one of the hardest times because we've, we've only improved and excelled every single year since then.
00:08:58
Speaker
Yeah, that's awesome.
Founding OmniPower Group
00:09:00
Speaker
So yeah, OmniPower.
00:09:02
Speaker
So 2019, when you first jumped in, did you right off the bat start your dealer OmniPower or did you go work for a company or what was that like?
00:09:11
Speaker
Awesome question.
00:09:11
Speaker
Yeah.
00:09:11
Speaker
So I actually joined a guy who was working at another company, which was called Suncor Power.
00:09:18
Speaker
And that was a really small company.
00:09:19
Speaker
They had like, you know, six to eight reps.
00:09:22
Speaker
And when I went in there, I brought all my timeshare boys who were closers.
00:09:26
Speaker
Right.
00:09:26
Speaker
And we
00:09:27
Speaker
triple quadruple five X that company.
00:09:30
Speaker
And what had happened was the owner of that company actually gave me ownership of that business, which was which was awesome, because started making some more money started having some say in the business.
00:09:39
Speaker
But unfortunately, we had a falling out me him and our other partner, and me and the other partner just decided because of
00:09:47
Speaker
different, you know, agreeances and morals and ethics, we wanted to go start OmniPower.
00:09:52
Speaker
And luckily, most of our guys ended up following us.
00:09:55
Speaker
They liked our leadership and kind of what we had going on.
00:09:58
Speaker
And after, you know, leaving that company, which was about 20, 25 reps, we started OmniPower in 2022.
00:10:05
Speaker
And now we're sitting at 50 reps with OmniPower.
00:10:08
Speaker
So it was a struggle when it went down leaving that company because I lost a lot of money and, you know, it was just stressful.
00:10:13
Speaker
But it was the best thing that ever happened because now we're able to do things the way that we want and have the company ran the way we want.
00:10:20
Speaker
So super proud of what we've been able to build.
00:10:22
Speaker
Yeah, that's so cool.
00:10:24
Speaker
Yeah.
00:10:24
Speaker
And it's, it's awesome that you have that level level of influence that's your whole team just follows you.
00:10:29
Speaker
I think there's something to be said about that.
00:10:30
Speaker
And that's the best guys that I've had on the podcast, um, leaders I've seen in the industry, like it doesn't really matter.
00:10:37
Speaker
The company, um, actually went through experience 2019, uh, kind of same time as you were, um, you know, it had some issues with our installation company, um,
00:10:48
Speaker
and pay issues, all that.
00:10:52
Speaker
And the company kind of went on under, but most of the reps went with this guy named Ricardo Richie, you probably heard of him, working with him at the time.
00:11:01
Speaker
And basically the entire company at the time just followed him to his next dealer where he went.
00:11:06
Speaker
And I'm like, man, this guy has got some amazing influence that he literally just brought.
00:11:11
Speaker
It doesn't really matter where he's going, they're just all going to follow him.
00:11:15
Speaker
Um, so it's really cool.
00:11:16
Speaker
And I think that's what everyone dreams of is getting to that level of influence and just, you know, having people look up to you like
Leadership and Influence
00:11:23
Speaker
that.
00:11:23
Speaker
So yeah, what, what's your advice?
00:11:25
Speaker
Like, how do you, uh, get to that level of influence and what did you, I don't know how the conversation goes with your guys.
00:11:33
Speaker
I'm sure it's based, they see you're like producing at a really high level, but yeah, what's some advice to like, just have that level of influence to where guys just want to follow you like that.
00:11:43
Speaker
Yeah, I would say the biggest thing is leadership is not a title.
00:11:48
Speaker
It's not a job.
00:11:49
Speaker
People choose their leaders, right?
00:11:51
Speaker
Like that could be taken away from me any day.
00:11:53
Speaker
I know that my partner that could be taken away from him any day.
00:11:55
Speaker
We can lose all our guys tomorrow if we didn't serve them, come for them.
00:11:59
Speaker
come through for them, take care of them and lead them the way that I would want to be led.
00:12:04
Speaker
Right.
00:12:04
Speaker
And I know that anyone's replaceable.
00:12:06
Speaker
I know that we all left this guy because he wasn't doing things we agreed with and they all followed me.
00:12:12
Speaker
And I know that at any time, if someone's not
00:12:15
Speaker
living at their highest integrity level, if someone's not leading from the front, everyone can lead them.
00:12:20
Speaker
So you have to choose to be a leader every single day.
00:12:23
Speaker
It's not a five-day-a-week job.
00:12:24
Speaker
It's not a six-day-a-week job.
00:12:26
Speaker
It's not a 360-day-a-year job.
00:12:27
Speaker
It's an every single day, every single hour job to be a leader, and you have to make that choice every single day.
00:12:33
Speaker
And that's something I have personally grown a ton in over the last few years just by losing reps,
00:12:41
Speaker
Growing from different mistakes and, you know, I've personally been able to get to that point where I know every single day I have to wake up, choose to be the best possible leader that's out there, or people will go find another one.
00:12:53
Speaker
And that's an everyday type thing.
00:12:54
Speaker
It always has been for me for the last couple of years since we started OmniPower.
00:12:58
Speaker
Yeah.
00:12:58
Speaker
Yeah.
00:12:59
Speaker
So true.
00:13:00
Speaker
Yeah.
00:13:00
Speaker
And people wonder why they lose reps.
00:13:03
Speaker
Like you're always going to lose, lose reps.
00:13:04
Speaker
It's not like, I know you've lost plenty of reps, I'm sure over time, but if you choose to lead at all times and yeah, I love what you said, like make it 365 days a year.
00:13:14
Speaker
It's not a 360 day thing.
00:13:18
Speaker
Like some people, they're not willing to make that sacrifice.
00:13:20
Speaker
So for those who are wanting to be at that level of leadership, it's like you got to look inside yourself.
00:13:25
Speaker
Are you willing to be that person 365 days a year and make the sacrifice, miss out on vacations, trips and all that?
00:13:33
Speaker
Because a lot of people talk and say they want to have that level of leadership, want to close this many deals, want to do whatever goal they set out for themselves.
00:13:42
Speaker
But then they realize the sacrifice it's going to take.
00:13:45
Speaker
And I think a lot of people don't realize that, hey, if you actually want that,
00:13:50
Speaker
then here's what you need to do.
00:13:51
Speaker
So you got to match those things up if you actually want to achieve those goals.
00:13:54
Speaker
So yeah.
00:13:56
Speaker
Yeah, that's huge.
00:13:57
Speaker
That's huge.
00:13:58
Speaker
But yeah, I want to hear, Will, what were your, what was your initial experience like in solar?
00:14:02
Speaker
Were you one of the guys that just comes out having the instant success?
00:14:06
Speaker
I know you were already like closing at a really high level, but did you go through any struggles maybe or anything that was different getting into solar versus selling the timeshares?
Overcoming Initial Challenges
00:14:16
Speaker
Yeah, great, great question.
00:14:17
Speaker
I actually did deal with struggles.
00:14:19
Speaker
I didn't get paid for my first two months in solar, which doesn't sound like that long.
00:14:23
Speaker
I know people go longer than that.
00:14:24
Speaker
But for me, coming from timeshare, making a lot of money every week, that was that was a big change, right?
00:14:29
Speaker
This this slow money.
00:14:30
Speaker
And I was being trained by people at the time who were just closing on site survey and doing doing different things that that weren't going to get the results that I needed to get the income that I wanted.
00:14:42
Speaker
So I had a
00:14:44
Speaker
for the first two months I didn't get paid and then after that I started getting some installs but my install rate was like 50%.
00:14:50
Speaker
You know, I'd close deals but only 50% of them would go to install and I just knew that there had to be better way to get better results.
00:14:58
Speaker
So I started listening to Taylor McCarthy, right, Mike O'Donnell.
00:15:01
Speaker
I really started studying these word tracks and for closing, Mike O'Donnell especially, like I just memorized what this guy was saying because I saw his results of two megawatts installed and I was like, I want that.
00:15:12
Speaker
And I literally just studied, studied, studied, studied.
00:15:16
Speaker
And after going away from the guys that I was learning from in my own company and learning from these other legends, I was able to become the top rep in the company, teach everyone else what I was doing and kind of show them how to get more deals.
00:15:27
Speaker
But more importantly, more installs.
00:15:29
Speaker
Right.
00:15:29
Speaker
Because that's that's how we get paid is installs, not sign site survey deals.
00:15:33
Speaker
That's a big thing for me.
00:15:36
Speaker
Yeah.
00:15:36
Speaker
And I like that because yeah, list success leaves clues.
00:15:39
Speaker
So that's for anyone trying to learn to close.
00:15:41
Speaker
I think that's a, that's probably the best way to learn is like, listen, other high level people doing it and copy it.
00:15:48
Speaker
And I know when we heard you at Knoxville, that was a big thing.
00:15:50
Speaker
You, I think you took a lot of stuff from Michael O'Donnell's book, which is really good.
00:15:55
Speaker
No matter what I think is his book.
00:15:57
Speaker
And, um, yeah, just listen to other people.
00:16:00
Speaker
I remember when I first started closing, that's how I learned too, is I just said, okay, what's, who's the top guy at my company right now?
00:16:07
Speaker
Got him to record his presentation.
00:16:09
Speaker
And I listened to it just over and over and over at the gym on the way to appointments on the way to turf.
00:16:15
Speaker
And yeah, it's just like you get in there and you copy everything that these guys are saying.
00:16:20
Speaker
So that's probably the best way to learn.
00:16:21
Speaker
And then over time, I know you add your little sprinkles into it.
00:16:25
Speaker
You make adjustments.
00:16:27
Speaker
You get your own style.
00:16:29
Speaker
And yeah, it's really worked for you.
00:16:30
Speaker
But for people listening, what are some of your records?
00:16:33
Speaker
Well, I know you've closed tons and tons of deals.
00:16:36
Speaker
What's been your best year installed?
00:16:39
Speaker
Yeah, what are some records just so our listeners can hear the level you're
Sales Success and Strategy
00:16:43
Speaker
at right now?
00:16:43
Speaker
So this year was my best year.
00:16:46
Speaker
I sat in about 120 houses and I closed 106 of those.
00:16:51
Speaker
And 78 of those are going through to install.
00:16:54
Speaker
So pretty good percentages there.
00:16:57
Speaker
I don't sit in a ton of houses, as you can see.
00:16:59
Speaker
I know that if I sat in more, I'd be closing a lot more.
00:17:01
Speaker
But the reason for that is because I'm running the company.
00:17:03
Speaker
So I'm really trying to focus on getting my closers into as many houses as possible.
00:17:08
Speaker
And that's been my focus.
00:17:09
Speaker
So that was that was this last year.
00:17:11
Speaker
I'm pretty proud of those numbers because good install rate, very high close rate combined with those two percentages.
00:17:17
Speaker
And yeah, I was super proud of those numbers.
00:17:19
Speaker
And then my dealership, we installed four megawatts this year as a dealership.
00:17:23
Speaker
And that was our best year.
00:17:24
Speaker
It was actually almost double what we did the previous year.
00:17:27
Speaker
Wow.
00:17:28
Speaker
That's awesome.
00:17:30
Speaker
Yeah.
00:17:30
Speaker
Not too many people closing at that rate.
00:17:33
Speaker
So that's really impressive.
00:17:35
Speaker
Um, but yeah, so would you say that's the biggest thing we're going to get into closing here in a second, but would you say that's the biggest thing that helped you is just listening to like Michael O'Donnell, some of these guys listen to their clothes or is there anything else you did, um, starting out that helped you learn the clothes more when the clothes better?
00:17:52
Speaker
Literally just practice in the dark, right?
00:17:56
Speaker
Listening to Mike O'Donnell, listening to Taylor McCarthy, take what I like from those two guys and other people in the industry, create my own process and then just running through it in my head all day long, right?
00:18:06
Speaker
I'm the kind of person where...
00:18:07
Speaker
I'm very ADD, right?
00:18:09
Speaker
And it's kind of a loose, thrown around term.
00:18:10
Speaker
But I become obsessed with things that I'm interested in, right?
00:18:14
Speaker
Whether it's, you know, a sporting event or solar, whatever it is, I become obsessed with.
00:18:18
Speaker
So I can't even control it, right?
00:18:19
Speaker
When I hear a Mike O'Donnell line for the next three days, I'm in the shower, I'm in the car, all the top of me is that line playing over in my head like crazy, right?
00:18:27
Speaker
And I do it so much till I can say it eight different ways.
00:18:31
Speaker
And that's just how my personal brain works for other people, for some of my reps.
00:18:34
Speaker
I know their brain doesn't work like that.
00:18:35
Speaker
So I tell them you need to write these things out over and over and over.
00:18:39
Speaker
Right.
00:18:39
Speaker
I've I've actually studied how other types of people learn so I could teach my reps who learn that way, how they can master these things, because not everyone's going to learn like me.
00:18:49
Speaker
Not everyone's going to have a photographic.
00:18:51
Speaker
memory when it comes to word tracks, right?
00:18:53
Speaker
That's not realistic.
00:18:55
Speaker
So I've taken a lot of time to figure out how my reps can best learn this.
00:18:59
Speaker
And it's just repetition, right?
00:19:01
Speaker
Them saying it, them writing it, them role playing it.
00:19:04
Speaker
You got to make sure you're hitting all the variables when it comes to training.
00:19:08
Speaker
And at the end of the day, you know when someone's put the work in the dark.
00:19:12
Speaker
Right.
00:19:12
Speaker
Like I've gone up on stage at Andy Elliott events and I've hit him with straight objections.
00:19:17
Speaker
And I'm one of the only people who he doesn't roast because I say the right thing.
00:19:21
Speaker
And that's that's literally only because I put the work in in the dark.
00:19:24
Speaker
And I'm sure if you went out there, same thing, you would know what to say because you put the work in in the dark.
00:19:29
Speaker
And it's like.
00:19:30
Speaker
Everyone wants the secret magic recipe for how can I memorize this?
00:19:32
Speaker
How can I become the best closer?
00:19:33
Speaker
It's just consistent ups, right?
00:19:36
Speaker
It's like Michael Jordan.
00:19:37
Speaker
Why does he make every basket?
00:19:38
Speaker
Because he shot at 10,000 plus times.
00:19:40
Speaker
It's just the more reps you get, the more times you say it in your head, it's going to stick and you're going to be so ready in house.
00:19:47
Speaker
It's just going to be like riding a bike, second nature.
00:19:50
Speaker
Yeah.
00:19:51
Speaker
Wow, that's that's some sauce right there.
00:19:53
Speaker
That's so good.
00:19:54
Speaker
Yeah.
00:19:54
Speaker
So, yeah, I think that's the level it takes.
00:19:57
Speaker
But yeah, I really like what you're saying is like, I get it.
00:19:59
Speaker
Not every person is going to be like, well, we're not all going to obsess over it to that level, probably.
00:20:05
Speaker
So, yeah, I think it is important to be able to teach other guys, especially for managers, leaders, because a lot there's a lot of high level guys that's.
00:20:13
Speaker
I see that aren't necessarily the best managers, aren't necessarily the best at teaching closing.
00:20:18
Speaker
Like they can close at a really high level, but yeah, that's really cool.
00:20:22
Speaker
And I think that's true understanding if you can break it down and simplify it so that other people can understand and also implement it.
00:20:29
Speaker
But yeah, I mean, that's awesome.
00:20:32
Speaker
Just that's a different level obsession right there.
00:20:36
Speaker
No wonder your closing ratio is so high.
00:20:38
Speaker
Yeah, man, it's just funny.
00:20:41
Speaker
I talk to my girl and my friends about it.
00:20:42
Speaker
I'm like, the second I hear a word track and I know it's good, like I just can't stop playing it in my head.
00:20:46
Speaker
It's the funniest thing.
00:20:47
Speaker
But again, it's just because I genuinely have a love for it.
00:20:50
Speaker
The craft, I really do.
00:20:52
Speaker
Yeah, no, that's good.
00:20:53
Speaker
It's funny.
00:20:54
Speaker
So I interviewed Taylor McCarthy.
00:20:57
Speaker
It's been like two years now, but he actually has the most downloads for our podcasts.
00:21:02
Speaker
And the reason is, is because he just spit out so many different one liners and, you know, different lines he uses.
00:21:09
Speaker
So people just listen to it on repeat over and over and over and over.
00:21:12
Speaker
So he's getting all these downloads.
00:21:15
Speaker
But yeah, that's the nuggets.
00:21:18
Speaker
My process comes from him and Mike.
00:21:20
Speaker
I just put the two together.
00:21:22
Speaker
What I like from his, what I like from Mike's, combine them and I sprinkle the Wilder lean sauce on and I got my own.
00:21:28
Speaker
Okay.
00:21:29
Speaker
All right.
00:21:29
Speaker
So, Will Derlene is the offspring of McCarthy and O'Donnell.
00:21:34
Speaker
There you go.
00:21:35
Speaker
They had a baby.
00:21:36
Speaker
There we go.
00:21:39
Speaker
So, cool.
00:21:40
Speaker
Well, yes.
00:21:40
Speaker
Let's get into the closing here before we get short
Mastering the Closing Process
00:21:43
Speaker
on time here, Will.
00:21:43
Speaker
So, I want to get into your closing process and just we probably won't go quite as in-depth as you, you know, at SNOXSTAR.
00:21:51
Speaker
I know you went over a ton of details there.
00:21:54
Speaker
But yeah, just to like an overview, what's your general closing process?
00:21:58
Speaker
How do you structure it?
00:22:00
Speaker
And then, yeah, I'd love to hear like some, you know, one liners you use.
00:22:03
Speaker
And I know you have a really cool way for like isolating objections and getting them over the hump at the end, which I'm implementing.
00:22:11
Speaker
But yeah, what's what's the general structure and just kind of like your general ideas on closing, start things off?
00:22:17
Speaker
Yeah.
00:22:17
Speaker
Let's get into it.
00:22:18
Speaker
I'll walk you guys kind of through the A through Z process quickly and then I'll go for some of the one liners and the actual word tracks that'll put money in people's pockets.
00:22:25
Speaker
So let's go.
00:22:27
Speaker
A-Z process.
00:22:28
Speaker
It all starts right before you even get to the house preparation.
00:22:31
Speaker
You need to make sure you got your proposals dialed in.
00:22:33
Speaker
You need to make sure you got your confidence.
00:22:35
Speaker
I yell affirmations at myself the whole drive to the house, whether it's five minutes or 30 minutes.
00:22:39
Speaker
And that doesn't just, you know, it's not just the affirmations.
00:22:42
Speaker
It's the energy building.
00:22:43
Speaker
I love to build that energy before I get to a house because I,
00:22:46
Speaker
The person with the most energy makes the most money, right?
00:22:49
Speaker
That's just a fact.
00:22:50
Speaker
So get that energy going.
00:22:51
Speaker
Be prepared.
00:22:52
Speaker
Have your proposals.
00:22:53
Speaker
Have your adders priced in.
00:22:54
Speaker
Have your, you know, I have blue folders.
00:22:56
Speaker
They have all the specs, the warranties, the reviews, everything they're going to want to email to them.
00:23:00
Speaker
I have that all ready to go so I can leave it with every close right there.
00:23:03
Speaker
But preparation is key.
00:23:05
Speaker
Next thing you got to get to the house, it's going to be the make a friend slash rapport, right?
00:23:10
Speaker
And it's make a friend to me.
00:23:12
Speaker
Rapport is kind of a loosely thrown term that people –
00:23:14
Speaker
I feel like almost abused to make a fake connection.
00:23:17
Speaker
It's make a friend.
00:23:18
Speaker
It's become a genuine friend to these people, have a genuine connection, genuinely care about them.
00:23:24
Speaker
And that starts at the door by looking them in the eye, having your chest out, confident smile, asking to take the shoes off.
00:23:30
Speaker
I greet the kids, the mom, the dad, everyone in the house I'm greeting.
00:23:34
Speaker
I'm letting them know who I am, why I'm there, giving them all my energy, my smile.
00:23:38
Speaker
And then I like to set up at a place where I have control, not directly side by side, right?
00:23:42
Speaker
So that I can really control that.
00:23:44
Speaker
that interaction.
00:23:46
Speaker
After, you know, I sit down, I do my little chop up discovery.
00:23:49
Speaker
I talk about the things that I'm interested in.
00:23:52
Speaker
Right.
00:23:52
Speaker
And I try to see if they're also interested.
00:23:54
Speaker
I ask them questions about their past that are going to one, connect us and hopefully find some commonalities.
00:23:59
Speaker
But number two, it's going to give me some ammo for the clothes.
00:24:02
Speaker
It's going to tell me things like what they do for work,
00:24:04
Speaker
where they've moved from, how long they've been in their home.
00:24:08
Speaker
Like I'm going to get all this info while becoming their friend and I'm going to be genuinely interested to the point where I can repeat every answer they're giving to me because I'm laser focused, right?
00:24:18
Speaker
I'm not a strobe light.
00:24:19
Speaker
I'm laser focused on everything they're saying.
00:24:21
Speaker
So that's that's a big thing.
00:24:22
Speaker
You've got to become a friend.
00:24:24
Speaker
I always tell my my reps and everyone I'm training.
00:24:26
Speaker
If you don't become a friend, if you don't earn the trust of these people, my process won't work for you because you're going to do a couple of things that are pretty savage.
00:24:34
Speaker
You're going to establish dominance.
00:24:36
Speaker
And the only way you can do that is if you gain these people's trust.
00:24:39
Speaker
Nobody is going to allow you to establish dominance with them if you haven't earned their trust.
00:24:44
Speaker
So that's a huge thing is earn the trust.
00:24:47
Speaker
After you've made the friend, you go right into the process and that starts with the intro.
00:24:53
Speaker
The intro, I like to tell my story.
00:24:55
Speaker
And again, for time's sakes, I'm not going to go into every little bit.
00:24:57
Speaker
But basically, when I tell my story, I just explain who I am, how long I've been in the industry, why I work with the installer I work with, why they're the best, why I've selected that installer for them.
00:25:08
Speaker
And I explain briefly the dealer installer relationship, just so there's no confusion about dealing with OmniPower, about dealing with our installer, everything's linked up.
00:25:18
Speaker
After I do that and explain that, tell my story, I do a short little Q&A.
00:25:23
Speaker
So I'll write down things that interest them about solar, as well as things that they maybe have some concerns about solar.
00:25:30
Speaker
And I won't address any of them.
00:25:32
Speaker
I won't just address that objection or concern there.
00:25:34
Speaker
I'll just write it down.
00:25:35
Speaker
to make sure I really tee in on that one later, which I'm going to cover no matter what, but I make sure I really cover whatever was on that, that little hot list of concerns, right?
00:25:44
Speaker
That's good.
00:25:45
Speaker
Yeah.
00:25:46
Speaker
So go right into it.
00:25:47
Speaker
Yeah.
00:25:47
Speaker
What were you saying?
00:25:48
Speaker
I was just going to say, yeah.
00:25:49
Speaker
So there is the reasoning behind that just to maintain control.
00:25:53
Speaker
Like you don't want them asking the questions.
00:25:55
Speaker
You want to be writing it down and like you, you're the one asking the questions, right?
00:25:58
Speaker
Is that your reason?
00:25:59
Speaker
Yeah, I don't want them to cut my process off with questions that they just thought of.
00:26:04
Speaker
So I give them time to think, sit on that and get them all out.
00:26:08
Speaker
And now it's written down.
00:26:09
Speaker
They know I'm going to address it.
00:26:11
Speaker
It's not lingering on their mind.
00:26:12
Speaker
Like, oh, is he going to address this?
00:26:13
Speaker
Oh, is he going to address that?
00:26:15
Speaker
I have it.
00:26:15
Speaker
They know I'm going to address it because it's on my list right there.
00:26:18
Speaker
And now I'm controlling, right?
00:26:20
Speaker
I'm deciding when that's going to be addressed and I'm making sure that I'm covering all their concerns.
00:26:25
Speaker
And you saw during my process and I'll go more into here, but throughout the whole process, I'm asking on top of that, do you have any questions?
00:26:31
Speaker
Does this make sense?
00:26:32
Speaker
So you want to do that initial Q&A to really dig in and make them think, but you're also going to catch any more throughout the process that come out.
00:26:40
Speaker
And if they...
00:26:41
Speaker
Ask a random question about something that's not attributed to what you're talking about.
00:26:45
Speaker
Just write it down.
00:26:45
Speaker
Let them know you'll get to it in a minute and make sure that you really cover that on the section.
00:26:49
Speaker
So again, I'm constantly making sure that I'm getting anything that's on their mind out.
00:26:53
Speaker
I'm keeping them focused on what I'm saying and not letting their mind drift to other ideas or questions.
00:26:58
Speaker
Yeah.
00:26:59
Speaker
Okay.
00:26:59
Speaker
I love that.
00:27:00
Speaker
I love that.
00:27:00
Speaker
So yeah, that's your fact finding.
00:27:02
Speaker
And then how are you teeing it up?
00:27:03
Speaker
I think you talked a little bit about this in your presentation, but yeah, what's to get their questions down and how you like set an expectation that, Hey, we're doing this today.
00:27:13
Speaker
Like, do you bring that up right after?
00:27:14
Speaker
Yeah.
00:27:15
Speaker
I would be right after this intro.
00:27:18
Speaker
The end of the intro is just explaining how solar works, right?
00:27:21
Speaker
Everybody has a different utility company.
00:27:24
Speaker
Make sure you know how your utility company works with solar and then properly explain it to the customer.
00:27:28
Speaker
Where I work, the buyback is prevalent.
00:27:31
Speaker
Without the buyback, they're going to need batteries.
00:27:33
Speaker
They're going to be spending $20,000, $30,000 more on solar than what they would spend if they just went solar with this current program, right?
00:27:41
Speaker
Without the batteries being needed.
00:27:43
Speaker
So what I do is I explain the solar program.
00:27:45
Speaker
I explain how prevalent the buyback is and how without it, they'd be spending 20, 30, $40,000 on batteries.
00:27:52
Speaker
And what I'm doing there is I'm killing the battery idea as well, right?
00:27:57
Speaker
Because we don't need batteries where I'm living.
00:27:58
Speaker
And, you know, sometimes you have a customer's like, what about batteries?
00:28:01
Speaker
So what I'm doing there is I'm not only setting myself up for the next step, but I'm killing any idea that they want batteries because someone here is 20, 30, 40,000.
00:28:08
Speaker
They're like, nah, nevermind.
00:28:10
Speaker
No way.
00:28:10
Speaker
And now you're letting them know that you don't even need it, you know?
00:28:12
Speaker
So I make sure that's very clear.
00:28:14
Speaker
I explain the buyback.
00:28:15
Speaker
I explain how we don't need batteries right now because of that.
00:28:18
Speaker
And then I let them know, right?
00:28:19
Speaker
Hey, by the way, Mr. Customer, you know how I explained that that buyback is so important right now because it makes it so we don't need batteries, right?
00:28:28
Speaker
And I'm like, yeah, yeah, totally.
00:28:29
Speaker
And I'll let them know, okay, so one thing I want you to know is right now we have that buyback in Arizona, but one state over in California is
00:28:37
Speaker
they no longer offer a buyback with most of the utilities there.
00:28:41
Speaker
And the reason for that is because they just changed to NEM3.
00:28:45
Speaker
And with this new program, they're not buying back any power because they've actually reached the cap for how many people can sell their power back to the grid.
00:28:53
Speaker
So because of that,
00:28:55
Speaker
Now, everyone who wants to go solar with those utilities has to spend $20,000, $30,000, $40,000 on batteries just to get the same zero bill that the people got before they lost the buyback.
00:29:08
Speaker
Does that make sense?
00:29:09
Speaker
And they're like, oh, yeah, that's crazy they got rid of it in California.
00:29:12
Speaker
I'm like, exactly.
00:29:12
Speaker
Now.
00:29:14
Speaker
one thing here in our utility we also have the 15 cap and our research shows that we could reach that 15 any day now i want to take a pause right there and explain the reason you want to say any day is because you can use this in almost any market you're not making a guarantee you're not claiming a day you're just saying we could reach it any day right which is a true statement so it works for different markets a lot of people make like fake deadlines or
00:29:39
Speaker
I like to be honest and real.
00:29:41
Speaker
So I just say research shows we can reach the 15% any day, which again is a true statement.
00:29:46
Speaker
And I let them know because of that, because we can reach the 15% any day from now until the day that we reach the 15%, I sit with five, six people every single day.
00:29:58
Speaker
They even got me doing this on Sundays.
00:30:00
Speaker
That's my job, right?
00:30:01
Speaker
To see five to six people every day until we reach that cap.
00:30:05
Speaker
So because of that, until we reach the 15%, I'm not able to come back here.
00:30:11
Speaker
After the 15%, no worries.
00:30:12
Speaker
We can come back, look at batteries, no worries at all.
00:30:15
Speaker
But until that day, I'm in the five to 60s every day, I'm not able to come back here.
00:30:18
Speaker
So while I'm here, my job's simple.
00:30:21
Speaker
It's just to figure out if solar and this system is a yes or a no for you guys.
00:30:27
Speaker
And the way I do that, it's super simple.
00:30:28
Speaker
I just compare your current situation to what the solar system would look like on a monthly basis.
00:30:34
Speaker
And what I want from you guys while I'm doing that is to think of any reason, even one reason you like your current option more.
00:30:41
Speaker
At the end, there's not a single reason you like your current option more.
00:30:44
Speaker
Great.
00:30:45
Speaker
We know the solar is a yes.
00:30:46
Speaker
We get this process started today.
00:30:47
Speaker
But if there's any reason you like your current situation more, hey, there's no harm in keeping you with the option you're used to.
00:30:53
Speaker
Does that sound fair?
00:30:54
Speaker
Yeah.
00:30:55
Speaker
And then, yeah, you would be right there.
00:30:57
Speaker
And then you get the okay and you just keep moving along.
00:30:59
Speaker
Now you've got permission to close them.
00:31:02
Speaker
And if you do your job right and if you follow the process right, they're not going to have a single reason they like the utility company more.
00:31:07
Speaker
I only had one guy ever give me a reason.
00:31:10
Speaker
And you know what it was?
00:31:12
Speaker
He worked for them.
00:31:14
Speaker
No, he goes, he goes, inertia.
00:31:18
Speaker
I'm like, the act of just staying still.
00:31:21
Speaker
He's like, yes.
00:31:21
Speaker
I was like, wow, man, we got some really loyal customers.
00:31:24
Speaker
I'm glad you're so loyal customer to the utility.
00:31:28
Speaker
It's like inertia, right?
00:31:31
Speaker
But 99% of the time, they're either going to say, yeah, totally.
00:31:34
Speaker
Or they're going to say,
00:31:35
Speaker
No, I don't sign anything day of.
00:31:37
Speaker
And you get that sometimes, right?
00:31:39
Speaker
So I'll hit them with this again.
00:31:40
Speaker
I'll be like, hey, man, no, totally, totally get that.
00:31:42
Speaker
I wouldn't ask you to sign your life away.
00:31:44
Speaker
We couldn't come install the panels today if we wanted to.
00:31:46
Speaker
But let me just clarify, right?
00:31:47
Speaker
Like if I went through this whole process and there was no reason at all you wouldn't make the switch, would you at least get the process started today?
00:31:58
Speaker
And if they go, yeah, usually they're like, well, I mean, if there wasn't any reason.
00:32:02
Speaker
Exactly, man.
00:32:03
Speaker
That's all I'm asking.
00:32:04
Speaker
Ball's in your court.
00:32:05
Speaker
Sweet.
00:32:05
Speaker
And then you move on.
00:32:06
Speaker
But every now and then, rarely, you'll get the total bull out who just egos in the way.
00:32:11
Speaker
And he goes, no, I will not make a decision even if I decide it's the best thing for me.
00:32:16
Speaker
And if they say that, I make sure my lead team gets their number and follows them up.
00:32:20
Speaker
I don't waste my time because my time is valuable.
00:32:22
Speaker
I could be going, helping my reps, giving them training.
00:32:24
Speaker
I'm not going to sit somewhere for an hour and a half when they don't even agree to make a decision if it 100% makes sense.
00:32:30
Speaker
Right.
00:32:31
Speaker
So some people disagree with that.
00:32:32
Speaker
It's how I personally run it just because I really value my time.
00:32:36
Speaker
Yeah, no, I think that's important, especially if you're trying to close at a high volume, like any guy that's closing a massive volume of accounts, they don't have time to sit in deals like that.
00:32:46
Speaker
And yeah, it shows you got to have a solid pre-frame, figure out what's going on with it.
00:32:51
Speaker
Yeah, I like how you're adding urgency there, too, because I think that's a mistake I made for a long time is I would just try to get these people, hey.
00:32:57
Speaker
I'll show you all the info.
00:32:59
Speaker
And then at the end, you can say yes or no type thing.
00:33:02
Speaker
But I wasn't giving them enough reason as to why they should do that today.
00:33:06
Speaker
So I would get so many people just be like, oh, you know, like fight me on it, fight me on it.
00:33:10
Speaker
But that was a big moment for me when I hear guys like you, Taylor McCarthy, Michael Donald.
Creating Urgency in Sales
00:33:16
Speaker
adding that urgency and giving them, Hey, there's a legit reason why we're doing this.
00:33:20
Speaker
It's not to get you guys like make a same day decision.
00:33:23
Speaker
It's because we want you to save as much money as possible.
00:33:26
Speaker
We want it to be as good a system as possible.
00:33:28
Speaker
And, and then we'll just get the process started.
00:33:31
Speaker
Like any reasonable person is going to say yes, if you do it right.
00:33:34
Speaker
So yeah.
00:33:36
Speaker
If you become a friend and you establish trust, like, well, dude, when I go into houses, I become a friend.
00:33:41
Speaker
I establish and then I say this to them.
00:33:42
Speaker
They're like,
00:33:43
Speaker
Oh, honey, no, we know you're busy.
00:33:44
Speaker
We wouldn't expect you to come back.
00:33:46
Speaker
Like they like feel like like, oh, my gosh, no, we wouldn't expect that of you because now you've built that connection and you've put the gun in the utilities hand.
00:33:54
Speaker
So the pressure is coming from the utility.
00:33:56
Speaker
It's like we're a team together.
00:33:57
Speaker
I'm busy.
00:33:58
Speaker
I can't come back.
00:33:59
Speaker
So I'm going to put the ball in your core.
00:34:01
Speaker
Like it's like a team effort now.
00:34:03
Speaker
You know, it's not like I'm putting the pressure on you.
00:34:06
Speaker
It's no, these guys are putting the pressure.
00:34:08
Speaker
Let's make this work for or against either way.
00:34:10
Speaker
Cool.
00:34:11
Speaker
If it's a yes, great.
00:34:12
Speaker
If it's a no.
00:34:12
Speaker
But like now the pressure is coming from them, not me.
00:34:15
Speaker
And I'm on a team with them and their understanding of me and my schedule.
00:34:18
Speaker
And I'm understanding that now a decision needs to be made.
00:34:21
Speaker
And that's just the overall understanding.
00:34:22
Speaker
And it like 80% of the time, it's such a flow.
00:34:26
Speaker
The first few times I did this was a little choppy and I was like, is this going to work?
00:34:29
Speaker
And then it just worked.
00:34:30
Speaker
And now, yeah.
00:34:31
Speaker
Almost every time it's just a flow.
00:34:33
Speaker
They just agree to make a decision.
00:34:34
Speaker
And then at the end, you might get some objections.
00:34:36
Speaker
They might want to wait.
00:34:37
Speaker
But again, we'll get into how to cover that.
00:34:39
Speaker
But getting past that first hump, stating the intention and getting the commitment, that is the biggest thing anyone can implement in their process like immediately.
00:34:49
Speaker
Yeah, for sure.
00:34:50
Speaker
Helps so much.
00:34:51
Speaker
And yeah, I am in California.
00:34:52
Speaker
I don't know if you knew that, Will, so that all the trash you're talking on in California, that's about us over here.
00:34:59
Speaker
I would do the same thing.
00:35:00
Speaker
I would do the same thing.
00:35:02
Speaker
But yeah, even if you're in California, you can still build your, yeah, you're not gonna, you know, talk about the batteries in the same way.
00:35:07
Speaker
But even for us out here,
00:35:09
Speaker
I mean, there's battery incentives.
00:35:12
Speaker
They do have funding for batteries.
00:35:14
Speaker
And right now, it's like we do mostly PPAs, leases, things like that, where the cost of the battery or a good portion of it is covered just in the funding.
00:35:24
Speaker
So that's our way of building urgency.
00:35:25
Speaker
It's like, hey, everyone's wanting to get a battery right now.
00:35:27
Speaker
They do have money from the state that covers a lot of these costs.
00:35:32
Speaker
And I love you.
00:35:33
Speaker
I'm going to start using that.
00:35:34
Speaker
But that could...
00:35:35
Speaker
the the funding they have for the batteries could be gone any day so that's our goal is just to try to get you the lowest the best numbers possible on it and get as much of the cost covered of this battery so yeah something like that so you can find ways don't worry yeah that's exactly right you're spot on i told everyone it's not like you have to take my exact words and my exact like no you should take the ideas of what i'm saying like i did with mike and then plug in your own deadlines your own setups like if you plug in your own
00:36:01
Speaker
truths, it's going to make what I just said even better.
00:36:04
Speaker
I promise you.
00:36:04
Speaker
Like, you know, I know that Mike, his strategy, I took it and I made it my own and I feel like it works better for me than if I just copied him directly.
00:36:12
Speaker
And that's again, because I thought of my own deadlines, my own utility, my own neighboring state, California.
00:36:17
Speaker
So just like you just said, Taylor, it's so spot on.
00:36:19
Speaker
Just
00:36:20
Speaker
Like you could easily use that battery incentive deadline and just say, hey, like from now until this incentive goes away, my job and my company has me assigned to see five to six people every day until this incentive goes away.
00:36:33
Speaker
So because of that, until that day, you know, and you just do the same thing just with that deadline.
00:36:38
Speaker
So you can use this anywhere.
00:36:40
Speaker
You just got to find a real deadline and run with it.
00:36:42
Speaker
Yeah, definitely.
00:36:43
Speaker
Love it.
00:36:44
Speaker
Love it.
00:36:44
Speaker
So yeah, let's keep it rolling.
00:36:46
Speaker
So after you go through the fact finding, I know generally for most people, it's kind of, you know, building pain, getting into the solution and all that.
00:36:53
Speaker
But yeah, what's like your next steps before you start getting into numbers and the clothes and everything?
00:36:58
Speaker
Yeah, you hit it spot on, building pain.
00:37:00
Speaker
I go straight into inflation, right?
00:37:03
Speaker
Because that's where the pain is, right?
00:37:04
Speaker
And what I do, again, I bring up your state where you're at.
00:37:07
Speaker
I bring up you guys in Cali because it's a great reference point, right?
00:37:10
Speaker
I let them know, hey, so your guys' bill right now, it's $200, right?
00:37:14
Speaker
And I'll write it down on the paper for them.
00:37:16
Speaker
It's $200 a month.
00:37:17
Speaker
They'll be like, yeah, yeah, exactly.
00:37:18
Speaker
Or they'll argue with me and then I'll have to prove to them what their actual average is by showing them averages.
00:37:23
Speaker
And you want to make sure you have an agreeance on the average, right?
00:37:27
Speaker
And they know what their average is and you know what their average is because if there's a discrepancy there, it kind of sways a lot of the decision, right?
00:37:33
Speaker
Some people think their average is 100 and then when you actually show them their average, it's like 180 bucks.
00:37:38
Speaker
So I make sure that's very clear because a confused mind always says no.
00:37:42
Speaker
Right.
00:37:43
Speaker
So, again, make sure there's no confusion and you're on the same page with the average.
00:37:47
Speaker
So you confirm their average.
00:37:48
Speaker
And I let them know right now that bill isn't so crazy.
00:37:51
Speaker
If your bill is going to stay two hundred dollars for the rest of your life, I wouldn't even be here today.
00:37:55
Speaker
Right.
00:37:56
Speaker
But we both know that's not going to happen.
00:37:57
Speaker
If you look at the last 60 years, about every 15 years, utility costs double.
00:38:03
Speaker
And you get them to agree, right?
00:38:04
Speaker
They'll be like, yeah, yeah.
00:38:05
Speaker
Or if they go, oh, they're like, well, no, think about it.
00:38:07
Speaker
Like anything, movie tickets, gas, real estate, give them some examples.
00:38:11
Speaker
And then they'll start to be like, oh, yeah, no, that makes sense.
00:38:13
Speaker
About every 15 years, things double.
00:38:15
Speaker
Exactly.
00:38:15
Speaker
Now, to be blunt with you, if your bill was going to double in 15 years, I'd still be here today.
00:38:20
Speaker
But this wouldn't be such a pressing matter as it is.
00:38:23
Speaker
But the reality, Mr. Customer, is your bill is not going to double in 15 years.
00:38:27
Speaker
I wish it was, but it's not going to.
00:38:29
Speaker
Have you heard about the IRA, the Inflation Reduction Act?
00:38:32
Speaker
They'll either say yes or they'll say no.
00:38:34
Speaker
I'm like, perfect.
00:38:35
Speaker
Yeah, you've heard of it.
00:38:36
Speaker
Or, oh, OK, great.
00:38:37
Speaker
I'll tell you a little bit more about it.
00:38:38
Speaker
Basically, if you look this up after I leave, which you should, I always tell them that, right, to get them thinking about maybe doing research on it because it's a crazy bill if you actually read into it.
00:38:46
Speaker
I let them know this bill.
00:38:47
Speaker
It's a $400 billion with a B, $400 billion with a B dollar bill to end coal, natural gas and fossil fuels.
00:38:57
Speaker
Now, let me ask you, Mr. Kussman, where do you think your utility gets all their power from?
00:39:01
Speaker
Almost everyone's going to know the answer and say coal, natural gas.
00:39:03
Speaker
Exactly.
00:39:04
Speaker
Now, in this bill, they wrote that they're not going to raise that 400 billion by raising our income taxes.
00:39:10
Speaker
They wrote they're going to raise that money by taxing the companies that use coal, fossil fuels and natural gas to death.
00:39:17
Speaker
Now, let me ask you, when these companies that are supplying new power and get all their power from coal, natural gas, fossil fuels start getting taxed to death more than they have been this year and for the next 10 years, do you think they're going to eat all that costs or do you think they're going to pass it down to you?
00:39:32
Speaker
Dude, they're going to pass down to us.
00:39:33
Speaker
Exactly.
00:39:34
Speaker
That's why you saw a 15% increase this year.
00:39:37
Speaker
Unisource has only ever done a 4% increase.
00:39:39
Speaker
It was 15% this year.
00:39:40
Speaker
We have nine more years of these increases lined up because of this bill.
00:39:45
Speaker
They're not going to eat that cost.
00:39:46
Speaker
You're going to eat that cost.
00:39:47
Speaker
Everyone who doesn't go solar is going to eat that cost.
00:39:49
Speaker
And the people who do go solar are going to get paid by the bill.
00:39:53
Speaker
So now homeowners are basically faced with the decision from the government to either pay for this bill or get paid from this bill.
00:40:01
Speaker
And that's basically why I'm here today.
00:40:05
Speaker
Not because your bill is going from 200 to 400 in 15 years.
00:40:08
Speaker
No, Mr. Customer.
00:40:09
Speaker
You know, California one state over.
00:40:11
Speaker
They're like, yeah.
00:40:12
Speaker
Do you know anyone there?
00:40:13
Speaker
Yes.
00:40:14
Speaker
Okay.
00:40:14
Speaker
When's the last time you talked to them?
00:40:15
Speaker
A couple weeks ago.
00:40:16
Speaker
I bet they mentioned their electric bill, didn't they?
00:40:19
Speaker
They actually did.
00:40:20
Speaker
Yeah, that's funny you bring that up.
00:40:22
Speaker
The reason they mentioned that, Mr. Customer, California has been doing to their state for the last 15 years when now it's happening to the whole country.
00:40:30
Speaker
Do you know how high electric bills are in California, Mr. Customer?
00:40:34
Speaker
No, he just mentioned it was like a few hundred bucks, but I just figured he was using way more power than me.
00:40:38
Speaker
Well, here, let me show you.
00:40:39
Speaker
And then I pulled an electric bill from my buddy who went solar with me from before he went solar.
00:40:43
Speaker
It's a January bill from 2022, or from 2023, and it's $800 for like 1500 kilowatt hours.
00:40:48
Speaker
And I sold him that bill, and I'm like, you guys use 1500 kilowatt hours, and you only paid $160.
00:41:00
Speaker
This is a direct example of where your electric bill is going.
00:41:03
Speaker
And it's not going to take 15 years.
00:41:06
Speaker
We just saw it one state over.
00:41:08
Speaker
And now the customer's eyes are all big.
00:41:10
Speaker
They're like, holy shit.
00:41:10
Speaker
They're all scared.
00:41:12
Speaker
Like, they don't even care what the prices.
00:41:13
Speaker
They're ready to sign up for solar, right?
00:41:15
Speaker
And I'm like showing them the bill and dropping the phone all hard on the counter.
00:41:19
Speaker
Maybe like,
00:41:20
Speaker
You know, some some some crazy effect, but I get into it because it's real.
00:41:25
Speaker
Like what we're this is crazy stuff.
00:41:27
Speaker
And I love what Mike O'Donnell says.
00:41:28
Speaker
He goes, if this was bull, S-H-I-T, I'll say it.
00:41:31
Speaker
I won't say it for podcast reasons.
00:41:33
Speaker
It would be the greatest bull of all time because it's not.
00:41:37
Speaker
This is real.
00:41:38
Speaker
It's going down.
00:41:39
Speaker
And it's so true.
00:41:40
Speaker
It's like people who don't use the truths.
00:41:43
Speaker
and make up some crazy story for why do solar it's like dude you don't have to do that we have this real prevalent inflation that runs old ladies out of their homes in california because they can't afford not their mortgage their house is paid off they can't afford an electric bill so now they have to move into a one-bedroom studio like this is real tangible stuff that's going down and again i i just i go i harp on this heavy and i make sure that i feel their fear because now all right after that i'm going to come in with the solution
00:42:12
Speaker
Yeah.
00:42:13
Speaker
Well, it's so big.
00:42:14
Speaker
I love two things that I'm loving from that is number one, you just got like the passion.
00:42:19
Speaker
Like if I were the customer, you're getting this into it.
00:42:22
Speaker
You're, you know, like getting so passionate about it.
00:42:25
Speaker
Like you can't help but believe in, you know, feel the same pain.
00:42:29
Speaker
So, yeah, I think a lot of people, myself included, we just spit out a couple of facts and that's about it for building the pain.
00:42:36
Speaker
But notice the difference.
00:42:37
Speaker
Will is like almost almost screaming this stuff at you and like talking about old ladies losing their house.
00:42:43
Speaker
It's like I think you're going to believe the pain if you're getting into it that hard.
00:42:47
Speaker
But then the second thing, I loved how you're like asking them questions.
00:42:51
Speaker
You're making them tell you what the pain is.
00:42:54
Speaker
Because like, I don't know, a lot of us that have been cells for a while, people believe like 50% of what you say, 75% of what other people say.
00:43:03
Speaker
And then, but if they say it themselves, then they have to believe it, right?
00:43:07
Speaker
So you're not only saying it yourself, but you're getting them to say it.
00:43:11
Speaker
And if they say it, it has to be true, right?
00:43:14
Speaker
So two things for anyone listening.
00:43:16
Speaker
It's like, number one, think about how much passion are you bringing?
00:43:20
Speaker
How much heat are you bringing?
00:43:21
Speaker
Like, well, and then are you getting are you asking good questions that are making the customers the prospects actually answer themselves and realize these things, not just you telling them it.
00:43:31
Speaker
So that's absolutely fire, man.
00:43:33
Speaker
Love it.
00:43:33
Speaker
Ball it on, Taylor.
00:43:34
Speaker
I'm glad you said that because if you have all this passion, you're just spewing facts of people, it's going to seem a little intimidating.
00:43:39
Speaker
But if they're involved and they're completing the sentences and answering it, like you just said, now it's their idea.
00:43:44
Speaker
They're like, oh my gosh, this is crazy.
00:43:47
Speaker
They almost feel like they brought this up, you know?
00:43:49
Speaker
So that's so key is to get them going.
00:43:51
Speaker
And I didn't actually used to do that over the last year and a half, two years.
00:43:54
Speaker
I've gotten really good at shifting my facts to questions, right?
00:43:59
Speaker
And stories.
00:44:00
Speaker
Salesmen tell, stories sell, right?
00:44:02
Speaker
It's like,
00:44:03
Speaker
Shift your shift, your statements to questions and stories.
00:44:06
Speaker
That's the biggest shift.
00:44:07
Speaker
Yeah, so good.
00:44:08
Speaker
So good.
00:44:09
Speaker
So, yeah, great stuff right there.
00:44:11
Speaker
And then, yeah, for the solution.
00:44:13
Speaker
Yeah.
00:44:14
Speaker
So what?
00:44:15
Speaker
Yeah.
00:44:15
Speaker
What's what's it like after that?
00:44:17
Speaker
Going in the solution, getting into numbers.
00:44:19
Speaker
How do you transition from pain to solution here?
Presenting Costs Effectively
00:44:21
Speaker
Right.
00:44:22
Speaker
So after that, I already feel like when I'm in the house, I'm like, all right, I got this sale.
00:44:26
Speaker
And I just I could see the look on their face.
00:44:27
Speaker
I haven't even said the numbers yet.
00:44:29
Speaker
I know I got the sale.
00:44:29
Speaker
Right.
00:44:30
Speaker
Because you just built that that state of intention and that pain so much.
00:44:33
Speaker
And then what I do is I immediately go into the cost.
00:44:36
Speaker
Right.
00:44:36
Speaker
And again, don't use the word cost with your customer.
00:44:38
Speaker
I'm using it for the sake of training for the podcast.
00:44:41
Speaker
But you want you want to show them the system and what it's going to cost them.
00:44:44
Speaker
What I do is I let them know, like, cool, awesome.
00:44:46
Speaker
Now I'm going to show you your system and how it's going to compare to your current situation.
00:44:50
Speaker
So first thing I like to do is show them the system.
00:44:52
Speaker
Get them excited on where the panels are.
00:44:55
Speaker
Give them a brief rundown on the equipment.
00:44:57
Speaker
And just get them stoked, right?
00:44:58
Speaker
Ask them some soft closing questions.
00:45:00
Speaker
Hey.
00:45:01
Speaker
Are you excited about where your panels are going to go?
00:45:02
Speaker
Do you like where your panels are going to go?
00:45:04
Speaker
Yeah, yeah, they're going to look great.
00:45:05
Speaker
Get them already thinking about having those panels up there.
00:45:08
Speaker
I go, sweet, now I'm going to show you how it will compare to your current situation.
00:45:11
Speaker
And how I do the cost, I'm very precise about how I do the cost, right, as you saw at the event.
00:45:15
Speaker
What I do, first thing I mention, I take the highest monthly payment, the monthly payment as if they're not getting any tax credit, and I let them know.
00:45:22
Speaker
So, Mr. Customer, your monthly payment on the system is gonna be $300 a month, right?
00:45:28
Speaker
That's a monthly payment on the system.
00:45:29
Speaker
Now, the total value of the system is 8631, right?
00:45:34
Speaker
These aren't real numbers, we're just throwing out random numbers.
00:45:36
Speaker
So that would be the biggest loan amount without any tax credit, the one they're gonna see in the loan docs, right?
00:45:40
Speaker
So now you've gotten the two highest numbers out of the table.
00:45:43
Speaker
Next thing I do is I let them know, you're gonna be getting a tax credit of $20,800.
00:45:49
Speaker
Notice how when I say the loan amount, I'm saying 8631.
00:45:51
Speaker
Anyone knows that's 80,631.
00:45:52
Speaker
But when I'm saying the tax credit, which is a bonus, I'm actually saying the $20,800.
00:45:58
Speaker
Sounds a little bit more intense, but it's a good thing for them.
00:46:01
Speaker
So they're like, oh, nice.
00:46:02
Speaker
And then you let them know that brings your net system cost down to 6,200, right?
00:46:09
Speaker
And here's the really amazing thing, Mr. Customer.
00:46:12
Speaker
You know how I told you you're going to get that whole tax credit in and I'm sorry, Taylor, I skipped over.
00:46:18
Speaker
Before I go into the inflation, I do a short little discovery on the tax credit to make sure that they're getting a tax credit to see if I'm doing a lease or an ownership.
00:46:26
Speaker
So at this point, I would be known if I'm doing lease or ownership.
00:46:29
Speaker
And I basically let them know like, hey, so we already established you're going to be getting this twenty thousand eight hundred dollar tax credit.
00:46:35
Speaker
before next year or before, you know, before March of next year, whenever that timeline is, depending on when you're in the house.
00:46:43
Speaker
And I let him know that if you take that $20,800 and you apply it to the system, your monthly payment on the system is only going to be $190 a month.
00:46:57
Speaker
And the nice thing, Mr. Customer, is it actually starts at $190 a month and it stays $190 a month for 16 months because it takes you time to get that tax credit.
00:47:09
Speaker
And then during that 16 months, you claim your tax credit, you get it, you put it towards the system.
00:47:13
Speaker
As long as you put that tax credit to the system before the
00:47:17
Speaker
The 16 or 18 months, I know it's different with different loans, but again, you get the idea.
00:47:20
Speaker
So as long as you take the tax credit, you put it towards system before that 16 months, you'll only be paying one 90 for the entire life of the system.
00:47:29
Speaker
Now, if you're not planning on taking that tax credit and putting it towards the system, no worries.
00:47:33
Speaker
You can pocket all that money, do something fun with it.
00:47:35
Speaker
And you'll still only be at the $300 a month.
00:47:39
Speaker
And now they're like, oh, yeah, because instead of going from 190 to, oh, by the way, if you don't do this, it's going to be 300.
00:47:45
Speaker
Now they're like, oh, what the heck, man?
00:47:46
Speaker
I was all excited about 190.
00:47:48
Speaker
But you start at 300 and you work your way down to 190.
00:47:52
Speaker
They know everything.
00:47:52
Speaker
They know the highest loan amount.
00:47:54
Speaker
They know all the options.
00:47:56
Speaker
And they're stoked because you left them with the best ones and you explained exactly how to get there.
00:48:01
Speaker
There's too much misinformation in the solar industry with tax credits and promising people fix bills when they're not going to get a tax credit.
00:48:09
Speaker
But if you explain it like this, they're going to know that one, they need the whole tax credit by that 16 month to not jump up.
00:48:17
Speaker
And two, if they're not going to get the whole tax credit in that time, they know what to expect for that time.
00:48:22
Speaker
Right.
00:48:23
Speaker
And expectations are everything.
00:48:24
Speaker
This will help you avoid cancels.
00:48:26
Speaker
This will help you avoid bad, angry customers, bad reviews.
00:48:30
Speaker
And it'll also the best thing.
00:48:31
Speaker
It's going to boost referrals because you're going to be the guy who was honest with them and explain things properly.
00:48:36
Speaker
Yeah, so true.
00:48:38
Speaker
Yep.
00:48:38
Speaker
And I know I lost a lot of deals early on when I started closing, just like emphasizing too much what the monthly amount was after the tax credit.
00:48:49
Speaker
And then, yeah, like you said, people would get confused.
00:48:52
Speaker
I would bring up the higher number.
00:48:53
Speaker
They would get disappointed.
00:48:54
Speaker
They're like, oh, I thought it was this.
00:48:56
Speaker
And now you're telling me it's this.
00:48:58
Speaker
I have to apply the tax credit.
00:48:59
Speaker
See, I like that a lot, just being upfront with them, showing, hey, this is the worst case scenario.
00:49:04
Speaker
And then this is what most people do and making sure you explain really well, because that's part of why we have this whole in California.
00:49:10
Speaker
You probably know, Will, we got this whole consumer protection guide.
00:49:13
Speaker
It's getting more regulated, all these things.
00:49:15
Speaker
And it's because you got people that don't understand this, just promising customers different things.
00:49:20
Speaker
They don't get the tax credit.
00:49:21
Speaker
So very important.
00:49:23
Speaker
And yeah, especially in markets where maybe you got lower income.
00:49:28
Speaker
Maybe you got social security, fixed income people.
00:49:30
Speaker
You got to be careful about what that expectation is.
00:49:33
Speaker
And it's not fun dealing with these customers a year later and hearing them complain about they're not getting their tax credit because you explained it wrong.
00:49:41
Speaker
So thank you guys like us.
00:49:44
Speaker
Yeah.
00:49:44
Speaker
I've heard so many stories from people who got solar and were told they were going to get tax credit and never get it.
00:49:50
Speaker
And I was lucky enough from the beginning of the industry, I wasn't trained by guys who knew how to close very well, but I was trained by people who were selling ethically.
00:49:59
Speaker
So they knew how to explain tax credits.
00:50:01
Speaker
They knew how to switch it to leases.
00:50:02
Speaker
They knew how to figure out someone's liability.
00:50:05
Speaker
So I was lucky to at least have people that knew how to sell.
00:50:09
Speaker
Honestly, they just didn't have skill, right?
00:50:11
Speaker
So I
00:50:12
Speaker
I had to learn the skill part on my own, which is fine, because there's guys like Michael, Donald Taylor, all that out there.
00:50:16
Speaker
But the ethics is something that when you're taught incorrectly, it's hard to learn the other way.
00:50:21
Speaker
And I've seen that from reps coming into my company.
00:50:23
Speaker
You see some people who are taught so wrong, and you're like, these are the reason why our industry is going down, right?
00:50:28
Speaker
And it's like,
00:50:29
Speaker
People stuck in their ways because they had some guy train him who doesn't know what he's doing and lies through about tax credits.
00:50:34
Speaker
So the better guys like you, me, and there's a guy from SunSource Solutions, Val, he's now running this whole committee of basically trying to clean up the industry and having us police it, us regulate it so that the big guys don't come in and make it impossible to sell solar.
00:50:49
Speaker
Because if we can police it and if we can get people selling ethically as a community, they won't need to come in and change this whole operation for us.
00:50:57
Speaker
Yeah, so true, so true.
00:50:59
Speaker
So yeah, I definitely remember that.
00:51:01
Speaker
But yeah, so let's jump in.
00:51:03
Speaker
Before we run out of time, I want to get into your closing and then just like, you know, how you get people over the hump if they are hesitant, send me your alliance because I thought that was so good and stuff I'm already implementing.
Handling Objections
00:51:15
Speaker
So yeah, you've gone through the numbers.
00:51:17
Speaker
You, you know, showed them savings, all that.
00:51:20
Speaker
I assume you do like the whole T-chart kind of like Taylor does, right?
00:51:23
Speaker
Show them.
00:51:24
Speaker
Yeah.
00:51:26
Speaker
I have those papers and I'm writing down their current situation versus the solar situation.
00:51:30
Speaker
So at the end, it's just a choice A or B. It's like an old school Benjamin Franklin close almost, right?
00:51:35
Speaker
Tom Hopkins.
00:51:36
Speaker
But it's more of an illusion way, right?
00:51:39
Speaker
So I have all that broken down.
00:51:41
Speaker
I do the cost.
00:51:42
Speaker
I do roof, move, service, savings.
00:51:44
Speaker
You all know how to talk about roof, move, service, savings.
00:51:46
Speaker
I won't get into that.
00:51:47
Speaker
That's easy.
00:51:48
Speaker
And then you just go for the close, right?
00:51:49
Speaker
So hey,
00:51:50
Speaker
It seems like this is making a lot of sense, right?
00:51:52
Speaker
Oh, yeah, it's making a ton of sense.
00:51:52
Speaker
It seems like you probably like this option more than your current option, right?
00:51:55
Speaker
Oh, for sure.
00:51:56
Speaker
Well, let me ask you this.
00:51:57
Speaker
Is there anything at all about your current option that you like more than what I showed you today?
00:52:03
Speaker
Zip it.
00:52:03
Speaker
Silent.
00:52:04
Speaker
Do not say a word.
00:52:05
Speaker
Every time you go for a close, I don't care if it's one minute, two minute, three minute, four minutes, ten minutes, you go silent.
00:52:11
Speaker
And I've had it to the point where people will go,
00:52:14
Speaker
Well, let me ask you, and they try to defer and go to a question.
00:52:18
Speaker
You answer the question, yeah, yeah, yeah.
00:52:19
Speaker
So is that all clear?
00:52:20
Speaker
Does that answer your question?
00:52:21
Speaker
Yeah, totally.
00:52:22
Speaker
So yeah, let me just ask you, is there anything at all you like more about your current situation the way I showed you that?
00:52:27
Speaker
Zip it.
00:52:28
Speaker
Keep asking until you get them to say yes or no, right?
00:52:33
Speaker
As soon as they go, no, you got the clothes.
00:52:36
Speaker
That's a deal.
00:52:37
Speaker
If you don't get that clothes, you're doing something wrong because they just told you there's no reason they wouldn't do it.
00:52:41
Speaker
Now, you just walk your way to the finish line.
00:52:44
Speaker
Awesome.
00:52:45
Speaker
Great.
00:52:45
Speaker
That's what I expected because this is a pretty awesome system.
00:52:48
Speaker
So what I'm going to do, it's my job since the solar is a yes to get this going as an active job.
00:52:52
Speaker
But basically what we do to get that done is I'm going to do a basic prequel, make sure you're not wanted by the FBI.
00:52:58
Speaker
And then we'll go ahead and get a couple of agreements.
00:53:00
Speaker
Okay.
00:53:00
Speaker
So that you have copies to review the literature and make sure everything I told you is exactly what it is.
00:53:05
Speaker
There is no more, there is no less.
00:53:07
Speaker
And that'll also let us get this going as an active job.
00:53:09
Speaker
Does that sound fair?
00:53:11
Speaker
Now, it's either going to go two ways.
00:53:12
Speaker
You're going to be like, yeah, that sounds fair, which that's the best moment ever.
00:53:15
Speaker
You just got an easy close.
00:53:16
Speaker
Your process works.
00:53:17
Speaker
But a lot of the times they're going to hit you with the, yeah, you know, this is awesome.
00:53:21
Speaker
We're probably going to do this.
00:53:22
Speaker
You're great.
00:53:23
Speaker
Everything seems great.
00:53:24
Speaker
We just weren't, you know, we need to think about it.
00:53:26
Speaker
Right.
00:53:27
Speaker
We need we just need some time.
00:53:28
Speaker
And we go, oh, of course.
00:53:29
Speaker
Yeah, I actually make that a requirement is to do your due diligence to make sure everything I told you is spot on.
00:53:34
Speaker
Right.
00:53:34
Speaker
Make sure everything I told you is exactly what it is.
00:53:36
Speaker
Make sure the tax credit info is correct.
00:53:38
Speaker
You're going to actually have time to do all that.
00:53:40
Speaker
You know, the one thing is, as I told you guys, I'm in five to six of these every day, so I can't come back here.
00:53:45
Speaker
Right.
00:53:46
Speaker
So here's what I'm going to do for you.
00:53:48
Speaker
The state of Arizona gives you guys three days to make sure you made a good decision, right?
00:53:53
Speaker
It's in the agreement that you guys will have three days from today to make sure you made a good decision.
00:53:56
Speaker
Personally, if I was making a decision like this, which I already have, I don't think three days is long enough.
00:54:01
Speaker
So what I'm going to do for you is I'm going to go ahead and change the three days to 10 days for you guys to make sure that you love the decision that you made.
00:54:11
Speaker
So for the next 10 days, you guys talk to your CPA, call me with any questions, make sure everything I said is exactly what it is.
00:54:17
Speaker
There is no more, there is no less.
00:54:19
Speaker
And after that, we'll look at getting the install schedule.
00:54:21
Speaker
Does that sound fair?
00:54:23
Speaker
Now, most of my closes are, are that's most people just don't want the pressure, right?
00:54:28
Speaker
They don't want the pressure of I need to make a decision right now.
00:54:31
Speaker
But if you actually close them and overcame all their objections, they're going to know over the next three to 10 days that they're ready and comfortable to move forward.
00:54:39
Speaker
Nobody needs 20 days, 30 days up until install to make that decision.
00:54:43
Speaker
If
00:54:43
Speaker
You're telling people they can cancel into install.
00:54:45
Speaker
You're shooting yourself in the foot.
00:54:46
Speaker
You need to make sure you're getting the sale, the hard close, and that there's a three-day or 10-day absolute max to end that agreement.
00:54:55
Speaker
Because if not, you're just going to be feeling the pain of cancels before install and all sorts of stresses that I dealt with my first year in solar.
00:55:03
Speaker
So it's crucial that you get the hard commitment, but you take the pressure off.
00:55:06
Speaker
And I'm going to give everyone a little nugget.
00:55:09
Speaker
the ones that you change from three days to 10 days are the stickiest deals.
00:55:14
Speaker
Because when you tell someone they have three days, right?
00:55:16
Speaker
Say you have a lay down and they're like, hey, by the way, like just out of curiosity, we're doing this for sure.
00:55:20
Speaker
But like, how long do we have to get out of this just in case something went crazy?
00:55:23
Speaker
And you're like, oh, three days to make sure everything's good.
00:55:26
Speaker
Well, now that person's like, oh, damn, I only have three days.
00:55:28
Speaker
They're researching that night.
00:55:30
Speaker
They're making sure everything's they're like calling other companies.
00:55:34
Speaker
They're stressed because they only have three days.
00:55:35
Speaker
But if you change it to 10 days, the pressure's off.
00:55:38
Speaker
They go three, four, five days.
00:55:40
Speaker
Now they're driving around.
00:55:41
Speaker
They're looking at the other systems in town.
00:55:43
Speaker
They're excited to go solar.
00:55:45
Speaker
They look at your reviews.
00:55:46
Speaker
They see the reviews after like seven days.
00:55:47
Speaker
They're like, oh, yeah, this is great.
00:55:49
Speaker
Everything checks out.
00:55:50
Speaker
Now they're just ready to go solar.
00:55:52
Speaker
The ones that I change from three days to 10 days, because I don't change them all.
00:55:55
Speaker
Sometimes I just get the person that's ready to sign up there.
00:55:58
Speaker
I never get cancels on the 10 days ones.
00:56:00
Speaker
I've noticed.
00:56:00
Speaker
I feel like I should just change all of them to 10 days.
00:56:02
Speaker
It's like this relieving thing, you know?
00:56:05
Speaker
But then like at the same time, you're like, oh, this person's laid out.
00:56:08
Speaker
I don't need to change 10 days.
00:56:09
Speaker
I'm not going to.
00:56:10
Speaker
And then like the next day that lay down cancels, right?
00:56:12
Speaker
And you're like, oh, you know, so anyway, I like changing the 10 days.
00:56:15
Speaker
That's my first objection overcoming.
00:56:19
Speaker
That's the first one I go with because it doesn't cost you any money.
00:56:22
Speaker
Yeah, no, that's good.
00:56:23
Speaker
And yeah, I mean, it sounds so like such a no brainer, like you're giving them, you know, the time they need, like who's, yeah, they got to be unreasonable to, especially if you've sold them up to that point.
00:56:34
Speaker
If they say no to that, then you probably know that there's not sold on some things.
00:56:37
Speaker
Right.
00:56:38
Speaker
So exactly.
00:56:39
Speaker
That's exactly right.
00:56:41
Speaker
So I have two more.
00:56:43
Speaker
If we got time for it, I want to leave the people with these are gonna be fire.
00:56:46
Speaker
Yeah, yeah.
00:56:46
Speaker
No, this is good.
00:56:47
Speaker
This is good.
00:56:48
Speaker
Yeah.
00:56:48
Speaker
No, keep it going.
00:56:50
Speaker
This one's murder, right?
00:56:52
Speaker
So basically, if they're still not ready, right?
00:57:00
Speaker
I like to go for one more shot at getting the close to see if it's like they're looking to get something extra.
00:57:07
Speaker
And I'll show you guys how to do that one.
00:57:08
Speaker
But if if if this one still doesn't work, then there's a deeper objection.
00:57:11
Speaker
I'm going to show you how to find that.
00:57:12
Speaker
So basically, the way I would handle it is if if I just give them the 10 days and they're like, well, that's awesome, man.
00:57:18
Speaker
Like, we just we don't make decisions day of.
00:57:21
Speaker
It's a rule.
00:57:22
Speaker
Like we talked about it before you got here.
00:57:24
Speaker
We had a meeting where we can't make a decision.
00:57:27
Speaker
I go, listen, totally get it.
00:57:28
Speaker
Like, no worries at all.
00:57:29
Speaker
I don't want you guys to be pressured.
00:57:30
Speaker
I want you to be forced.
00:57:32
Speaker
None of that at all.
00:57:33
Speaker
Right.
00:57:33
Speaker
I was I'm giving you the 10 days.
00:57:35
Speaker
If that's not long enough.
00:57:36
Speaker
At the end of the day, I want to make sure that we serve you properly.
00:57:39
Speaker
And we actually have a team to where if you're not ready to get this going today,
00:57:44
Speaker
they'll go ahead and make sure for the next month, two months, three months, they help you get to that finish line.
00:57:49
Speaker
These guys are awesome, right?
00:57:50
Speaker
We call them the marketing department.
00:57:52
Speaker
They'll make sure you never forget you're interested in solar.
00:57:54
Speaker
These guys, if you get my follow-ups good, these guys are great, right?
00:57:57
Speaker
But the reason I bring them up is because if we unfortunately have to hand it off to them,
00:58:01
Speaker
These guys don't work for free, right?
00:58:03
Speaker
They cost money.
00:58:04
Speaker
So here's what I would propose.
00:58:07
Speaker
I'm here today.
00:58:08
Speaker
We know you're 99% of the way there.
00:58:10
Speaker
We know there's not a single reason you like your current option more.
00:58:14
Speaker
I'm going to go ahead and give you guys the 10 days to make sure everything's good on your side.
00:58:19
Speaker
And what we're going to do is we're going to keep the marketing department out of this whole thing.
00:58:22
Speaker
And we're going to move that money from their pocket into your pocket.
00:58:27
Speaker
And I'm going to pay for the first three months of your guys' solar payments.
00:58:32
Speaker
Does that sound fair?
00:58:34
Speaker
Zip it.
00:58:35
Speaker
That one gets most people because if you've actually closed them,
00:58:40
Speaker
There's two things that are gonna get them.
00:58:42
Speaker
The time objection, because people feel stressed, it doesn't matter if they know they want something, there's a pressure and time is time.
00:58:47
Speaker
So the three days to 10 days alleviates that.
00:58:49
Speaker
And the other one is greed, right?
00:58:51
Speaker
People want a little bit more.
00:58:53
Speaker
And when you give them just a little bit more, but you get a commitment from them, we have to get this going today, this is getting sold today.
00:58:59
Speaker
If they're sold on the idea, they're going to move forward right there.
00:59:02
Speaker
Done.
00:59:03
Speaker
So anyone who's actually sold will move forward right there.
00:59:06
Speaker
Now, if they don't, there's a deeper objection.
00:59:08
Speaker
There is.
00:59:09
Speaker
There's no way around it.
00:59:10
Speaker
Nobody is just that firm on their stance after they agreed to move forward in the beginning.
00:59:15
Speaker
So what you do is you isolate the objection, right?
00:59:19
Speaker
And the way I like to ask is, hey, Mr. Customer, so, you know, I totally get it.
00:59:25
Speaker
The three months, the 10 days, right?
00:59:29
Speaker
It's obviously not going to help us get this going today.
00:59:31
Speaker
No worries at all.
00:59:32
Speaker
We have the marketing department.
00:59:33
Speaker
They're great.
00:59:33
Speaker
But let me just ask you, hypothetically, if the install was set for tomorrow and this was all locked and loaded, we were in, and you have the panels on your roof tomorrow, what would your biggest concern be?
00:59:48
Speaker
And they're going to say, I would want to make sure I'm getting the tax credit.
00:59:52
Speaker
I've got to talk to my CPA.
00:59:55
Speaker
Oh, yeah, no, totally.
00:59:56
Speaker
I actually make that a requirement.
00:59:57
Speaker
Like you should talk to your CPA.
00:59:59
Speaker
I'm not a CPA, so I want to make sure you talk to him and make sure that all the tax credit's good.
01:00:04
Speaker
That actually is why I'm changing it from the three days to 10 days so you have plenty of time to do that, right?
01:00:09
Speaker
And then right there, you can either handle that objection, but what I like to do is I like to figure out if that's the only objection.
01:00:17
Speaker
So now you've dug, you've asked the question, set him up to get the objection, but I like to just take it a step further.
01:00:21
Speaker
And I like to let him know,
01:00:23
Speaker
Let me just ask you this.
01:00:24
Speaker
Hypothetically, if I had a magic wand and I waved it and your CPA was sitting right here and he said, hey, you should do this.
01:00:31
Speaker
This is an amazing deal.
01:00:32
Speaker
You should move forward right now.
01:00:34
Speaker
Would you move forward right now?
01:00:35
Speaker
Now he's only going to say one of two things.
01:00:38
Speaker
Yeah, I would.
01:00:39
Speaker
Or, well, yeah, but I'd also want to make sure I got the best price on the system.
01:00:44
Speaker
Well, now you know that there's two objections you have to overcome.
01:00:48
Speaker
CPA, price, close, right?
01:00:51
Speaker
So let's just say he had said...
01:00:55
Speaker
Yeah, I would move forward
Overcoming Price Objections
01:00:56
Speaker
right now.
01:00:56
Speaker
Like, let's do it.
01:00:57
Speaker
Then how I would handle that is I would tell a story to overcome that objection.
01:01:02
Speaker
And what I'm about to do, you can take this and use it for any objection, price objection, really any objection.
01:01:07
Speaker
You just have to tell the right story.
01:01:08
Speaker
You have to use a credible figure and tell a story.
01:01:10
Speaker
So what I would do is I'd be like,
01:01:12
Speaker
Yeah.
01:01:12
Speaker
So that makes a lot of sense.
01:01:14
Speaker
If he was here, you'd move forward, right?
01:01:15
Speaker
Yeah, yeah, totally.
01:01:17
Speaker
Awesome.
01:01:17
Speaker
So you're going to have plenty of time to talk to him to make sure that he says that this is the best decision for you.
01:01:24
Speaker
But I just want to tell you about my brother because it reminds me so much of what you're saying, John, right?
01:01:29
Speaker
My brother, his name's Andrew, and he's an HVAC journeyman.
01:01:32
Speaker
He's been doing construction HVAC his whole life.
01:01:34
Speaker
He's a very smart guy, very handy guy.
01:01:37
Speaker
And, you know, when I showed him his solar system, he was very, very excited on it.
01:01:42
Speaker
but he actually felt the same way as you.
01:01:46
Speaker
He felt that he wanted to make sure he was going to get the full tax credit by the 16th month so his monthly payment didn't jump up.
01:01:56
Speaker
Now he was my brother and at that time we were nowhere near the 15%.
01:02:01
Speaker
So I told him, hey, Andrew, take all the time you need.
01:02:04
Speaker
Talk to your CPA.
01:02:05
Speaker
I'll make sure we keep everything good for you.
01:02:07
Speaker
No problem at all.
01:02:09
Speaker
Let me know when you confirm that.
01:02:10
Speaker
Now, Andrew's a really busy guy.
01:02:12
Speaker
He got carried away with work.
01:02:14
Speaker
It ended up taking about two months.
01:02:16
Speaker
And then he gets back to me.
01:02:17
Speaker
He's like, hey, Will.
01:02:18
Speaker
I talked to my CPA.
01:02:20
Speaker
Good news.
01:02:20
Speaker
I'm actually going to get the entire tax credit in that first year.
01:02:24
Speaker
So we're good to go.
01:02:25
Speaker
Let's move forward.
01:02:26
Speaker
I was so excited for him.
01:02:27
Speaker
I said, great, Andrew, let's get this set up.
01:02:29
Speaker
I went to open up this project.
01:02:31
Speaker
Unfortunately for him, John, what we found was that the interest rates had gone up 2%.
01:02:39
Speaker
His monthly payment on the same system was $86 more a month.
01:02:43
Speaker
Now, he obviously still went forward because it still made sense with the fixed cost against inflation.
01:02:48
Speaker
But he was so bummed he's spending an extra $80 a month, thousands of dollars over the course of the system just because we hadn't got that going as an active job that day.
01:02:57
Speaker
Now, I'm not going to let that happen to you.
01:03:00
Speaker
So here's what we're going to do.
01:03:01
Speaker
We're going to get this going as an active job today.
01:03:02
Speaker
I'm going to make sure you have the 10 days to confirm everything with your CPA.
01:03:07
Speaker
And if your CPA says anything against what I said, if he says anything to be untrue, this entire thing's voided.
01:03:13
Speaker
But after he confirms that everything I said is exactly as it is, we'll make sure we get you installed in a timely manner.
01:03:18
Speaker
Does that sound fair?
01:03:21
Speaker
Close, right there.
01:03:22
Speaker
So that, exactly.
01:03:23
Speaker
So that's how I get past.
01:03:26
Speaker
Say he says, no, I gotta talk to my CPA.
01:03:28
Speaker
I'll make him call the CPA right there and just get the answer right there, right after that.
01:03:33
Speaker
So first tell the story, try to beat it.
01:03:35
Speaker
But if there's still like, no,
01:03:38
Speaker
Make them call the brother, make them call the son, make them call the CPA, right?
01:03:42
Speaker
Handle that in-house.
01:03:44
Speaker
If not, you're going to leave, they're going to call and the conversation is going to go the way you don't want it to go.
01:03:47
Speaker
But if you're there to facilitate, you can control and lead that conversation the right way that it needs to go to properly serve these people.
01:03:55
Speaker
Yeah, that's so good.
01:03:56
Speaker
And yeah, it's like you got three, you're hitting them with three different things there.
01:04:00
Speaker
And as you're going through this and your presentation at Noxstar, I'm like, man, it just feels like it doesn't feel like you're pressuring them.
01:04:06
Speaker
It just feels like super logical things.
01:04:08
Speaker
You're walking them through it.
01:04:10
Speaker
And between those three, like I feel like you're just sitting them with uppercut jab.
01:04:16
Speaker
It's the knockout punch.
01:04:18
Speaker
It's like, yeah, you probably once you go through all those, it seems like that person's got to be crazy to not do it because you're hitting them with a better deal.
01:04:26
Speaker
you're hitting them with more time to think about it.
01:04:28
Speaker
And yeah, you're isolating the objections.
01:04:31
Speaker
Yeah, I just love that whole process and seems super logical.
01:04:36
Speaker
So definitely going to implement that.
01:04:38
Speaker
But last thing I wanted to ask you before we start wrapping up, Will, if you do have a shopper, because I know occasionally you'll get those people, oh, well, we love this, but yeah, we want to compare the prices.
01:04:48
Speaker
That one can be tougher for some people to handle.
01:04:50
Speaker
So do you have any, what's your process to go through if that is their objection once you isolate everything?
01:04:55
Speaker
Totally.
01:04:56
Speaker
So I love to hit him with this, right?
01:04:58
Speaker
Another story, right?
01:04:59
Speaker
I like to ask him.
01:04:59
Speaker
So I totally understand that.
01:05:02
Speaker
And you guys should definitely be getting the best value.
01:05:05
Speaker
And I think we can both agree that you don't want the cheapest price.
01:05:09
Speaker
You want the best price.
01:05:10
Speaker
And I think we can both agree that the best price isn't the lowest, but it's the best quality at the lowest price.
01:05:17
Speaker
Can we both agree on that?
01:05:19
Speaker
We'll be like, yeah.
01:05:19
Speaker
Yeah.
01:05:20
Speaker
Yeah, we can agree on that.
01:05:21
Speaker
And I'll be like, okay, exactly.
01:05:22
Speaker
Now I do want to tell you guys, you know, about my uncle, he's a lawyer and I actually helped him get a system as well.
01:05:28
Speaker
And even though he was my uncle,
01:05:30
Speaker
Being a lawyer, he knew that he had to go out, shop with six, seven different companies, make sure he was not getting the lowest price, but the best price, because that's what people truly want is the best price, not the lowest price.
01:05:43
Speaker
Now, what he found over the weeks of his research was that our price wasn't one of these guys, which is way up here, right?
01:05:51
Speaker
You got your crazy BMW overpriced, hard to fix, trying to get all your money priced.
01:05:57
Speaker
We weren't up here, but he also found that we weren't down here at those cars that break down every single day, lowest price, trying to get you on the used sales lot.
01:06:06
Speaker
He found that we were somewhere right in the middle, but actually closer to that bottom section.
01:06:11
Speaker
And what was insane was that he found that we were not only at that price range, but there was not a single contractor or company that compared to us in reviews, quality or service.
01:06:23
Speaker
And after he did all his research, he found that at that best price that we offer, you could not get a single competitor that offers a single warranty coverage systems, processes or communication that you're going to get with us.
01:06:37
Speaker
And that's why he decided to do business with not just me, but my contractor.
01:06:41
Speaker
And that's why I have the system on my house, my mom's house, my sister's house, my uncle's house and everybody I know with the home.
Using Conviction in Sales
01:06:49
Speaker
Yeah.
01:06:50
Speaker
That's good.
01:06:51
Speaker
So again, that's how I would overcome that.
01:06:53
Speaker
I learned that from Mike O'Donnell.
01:06:54
Speaker
It's this, right?
01:06:56
Speaker
Yeah.
01:06:56
Speaker
He taught me that.
01:06:57
Speaker
You do the high, the low, the middle, and we're somewhere right closer to here.
01:07:00
Speaker
And then you just harp on that service, right?
01:07:03
Speaker
And then, and it's all about addiction.
01:07:04
Speaker
If I just said what I said to you, but I was like, hey, man, like, look, we're not going to be here.
01:07:08
Speaker
We're not going to be here.
01:07:09
Speaker
We're going to be somewhere right here.
01:07:10
Speaker
And we're going to give you great service.
01:07:12
Speaker
It doesn't mean anything.
01:07:13
Speaker
But if you have energy and conviction and you're moving your hand and you're guiding them and you're showing them that you actually believe in this, it really doesn't even matter what you're saying.
01:07:23
Speaker
It matters how you're saying it.
01:07:27
Speaker
And you just you work past that and then you just get to the close.
01:07:30
Speaker
Right.
01:07:30
Speaker
Yeah.
01:07:31
Speaker
Yeah.
01:07:31
Speaker
That's so good.
01:07:32
Speaker
Yeah.
01:07:32
Speaker
I know.
01:07:33
Speaker
I have, sometimes you're saying these lines and like, is this Michael O'Donnell talking or is this Will?
01:07:42
Speaker
Mike, I want to be a certified MOD trainer.
01:07:44
Speaker
I know you're better than anyone, dude.
01:07:46
Speaker
And we're just going back and forth and Val is laughing.
01:07:50
Speaker
It's like, bro, you literally sound exactly like him.
01:07:52
Speaker
But again, man, it's like,
01:07:53
Speaker
I'm not a genius, some sales wizard who came up with all these crafts.
01:07:57
Speaker
I just got around the right people.
01:07:59
Speaker
That's it.
01:08:00
Speaker
I just, I don't, I don't take credit for any of this.
01:08:02
Speaker
I just copy what worked for them, made it my own.
01:08:05
Speaker
And it's worked for me so well.
01:08:08
Speaker
Yeah, yeah.
01:08:09
Speaker
No, I can tell you got these lines down.
01:08:11
Speaker
And again, if you want to master this, hopefully the people listening to the podcast will go through and listen to some of these lines you're using.
01:08:18
Speaker
Listen to, you know, Michael O'Donnell and of course, keep listening to the Solar Preneur podcast here because that's what's that's what it's all about is to master it.
01:08:25
Speaker
You got to digest these lines.
01:08:27
Speaker
And you got to internalize them and you got to be able to say it convincingly, right?
01:08:31
Speaker
And say it with passion.
01:08:33
Speaker
And sometimes that's what I struggle with because I'm like naturally kind of introvert.
01:08:37
Speaker
I don't like I struggle to sometimes get like hyped out of my mind.
01:08:41
Speaker
But yeah, I think you have to make it your style.
01:08:43
Speaker
I know there's guys that, you know, they're not necessarily getting super stoked, super excited, but you got to tell the stories and you got to make the customers feel that you truly believe it's
01:08:52
Speaker
And if you have a house, hopefully you have the product in your house.
01:08:56
Speaker
Hopefully you have stories like that where you've helped family members, other maybe engineers or CPAs that you personally helped that made the decision that it was the best products.
01:09:05
Speaker
And those stories are absolute money when you're trying to get these people over the over the edge like that.
01:09:11
Speaker
So, Will, it's been awesome.
01:09:13
Speaker
Yeah, man.
01:09:13
Speaker
But yeah, anything else you want to say?
01:09:16
Speaker
I got one more.
01:09:18
Speaker
This is going to help you guys avoid cancels from permit poachers and other people who may potentially try to burn your deals.
01:09:24
Speaker
I use this in every home and my install rate over the last three months since I've implemented this is over 90%.
01:09:32
Speaker
So, again, implement this and watch your install rate.
Preventing Deal Poaching
01:09:36
Speaker
Okay, so here's what you're going to do.
01:09:38
Speaker
You're going to get the sale and wrap up everything.
01:09:40
Speaker
And then the second that you're about to finish up and say your goodbyes, you're going to say, hey, by the way, Mr. Customer, I want to mention that in solar, just like in every industry, unfortunately, we got some scam artists.
01:09:54
Speaker
We call them fly by night solar gypsies.
01:09:57
Speaker
And what they'll do is they'll go online and they'll look and see that we have an open construction permit on your house because that's public information.
01:10:07
Speaker
And they'll call you or sometimes they'll even show up at your house and knock on your door.
01:10:11
Speaker
They'll be dressed like either guys from our company or from another company.
01:10:15
Speaker
And they'll try to say they need some info or do an audit or just look at the numbers or try to trick you into signing something that now you're in some
01:10:22
Speaker
whole deal you never wanted to be in now I know you guys are really smart this is not gonna happen to you you wouldn't fall for that but I have to give you this warning because I have had people get approached from these solar gypsies before so they call you if they show up at your door you just hang up you slam the door you call me immediately let me know what they looked like and what we're what they're wearing and I'll make sure that they get reported does that sound good
01:10:44
Speaker
And they're going to be like, oh, my gosh, yeah, thank you for the warning.
01:10:46
Speaker
Now, you guys, next time a knocker knocks on the door to sell them, so they're going to open the door, they're going to be like, hey, we're here about Soiling.
01:10:51
Speaker
Gypsy slammed the door.
01:10:53
Speaker
Done.
01:10:53
Speaker
No burn deals right there.
01:10:55
Speaker
So, yeah, just a little nugget.
01:10:57
Speaker
It's worked really well for me, all my guys.
01:11:00
Speaker
I learned it from Andy Elliott.
01:11:01
Speaker
Shout out to Andy Elliott.
01:11:02
Speaker
That's a great one.
01:11:04
Speaker
I am.
01:11:05
Speaker
I'm always looking for ways to get down the burn deals from the permit poachers because those people are no fun, right?
01:11:11
Speaker
Offering your people a 2.1 red line on a system.
01:11:16
Speaker
Yeah.
01:11:16
Speaker
No, I love that.
01:11:17
Speaker
That's so good because, yeah, even if they come in way lower pricing, whatever, it's like you already prepped them.
01:11:22
Speaker
It doesn't matter what they say.
01:11:23
Speaker
They already know, okay, this guy's gypsy.
01:11:27
Speaker
Yeah, exactly.
01:11:28
Speaker
Gypsy slam done.
01:11:30
Speaker
Yeah.
01:11:31
Speaker
And then also my customers, some of those gypsies came around, we slammed the door, you know, some of those gypsies called us, we hung up on it, we blocked the numbers and like, that's so good.
01:11:42
Speaker
That's awesome.
01:11:43
Speaker
Well, well, it's been awesome having you on the show, man.
01:11:45
Speaker
And I know we could go for hours on this.
01:11:47
Speaker
So we'll have to have you on for a follow up, hopefully in the future.
01:11:51
Speaker
But yeah, before I forget, if people want to reach out, potentially get connected with you out there in Arizona or learn more from you, what's the best way to connect with you and drop yourself?
01:12:01
Speaker
Yeah, 100 percent.
01:12:04
Speaker
Thank you, Taylor.
01:12:04
Speaker
I appreciate you.
01:12:05
Speaker
And the best way to connect with me would be to DM me on Instagram at the.
Advice for Solar Reps
01:12:09
Speaker
The Will Derlene.
01:12:10
Speaker
So that's T-H-E-W-I-L-L-D-U-R-L-E-N-E.
01:12:14
Speaker
So at The Will Derlene, DM me if you have any questions about closing.
01:12:18
Speaker
I'm an open book.
01:12:20
Speaker
I'll hop on a call, give you any advice.
01:12:22
Speaker
I love sharing knowledge.
01:12:23
Speaker
You know, Mike O'Donnell, Sam Taggart, all those guys, they really instilled in me that the best way you can serve the world is by giving everything you have.
01:12:30
Speaker
So anything anyone has questions on, if anyone wants to hop...
01:12:33
Speaker
Reach out if anyone wants to go out in the field, shadow, whatever it is.
01:12:36
Speaker
I'm an open book.
01:12:37
Speaker
I'm down to train anyone, even if they're not in our own organization.
01:12:40
Speaker
So I'll leave you guys with that.
01:12:41
Speaker
Love it.
01:12:42
Speaker
Love it.
01:12:43
Speaker
Appreciate that.
01:12:44
Speaker
And yeah, it's awesome to see how far the industry has come that guys are willing to share like this.
01:12:48
Speaker
And we really appreciate it here in Secrets that help us close all more deals.
01:12:54
Speaker
So yeah, just to wrap up, is there any parting words of wisdom maybe for a rep that's struggling or someone that's thinking of maybe quitting solar or going to a different industry?
01:13:03
Speaker
Anything you would share with that rep just to wrap things up here, Will?
01:13:08
Speaker
I'll leave you guys with this.
01:13:09
Speaker
The grass is greener where you water it, right?
01:13:11
Speaker
It's never going to be an easier situation just because you switch industries, just because you switch companies, just because you try to do some drastic change.
01:13:19
Speaker
It starts with you.
01:13:20
Speaker
And no matter where you're at, if you put the work in, if you put the consistency in, if you put the self-growth in and you focus on who the person that you need and who the person that you've always wanted to be is, become that person and deliver it to the world on an everyday basis,
01:13:36
Speaker
All your wildest hopes, dreams, desires, ambitions will all come true.
01:13:40
Speaker
And that's an absolute fact.
01:13:41
Speaker
So again, the grass is greener where you water it, wherever you're at today, full send it on that.
01:13:46
Speaker
If you're not with
Top 10 Solarpreneur Episodes Cheat Sheet
01:13:47
Speaker
people who have the same morals, ethics, or vision as you, get away from them and get around people who do and just full send it.
01:13:54
Speaker
Stop thinking that switching some company, switching some industry is going to help you be the secret answer because it really starts with yourself and what you're willing to do that the other person won't.
01:14:04
Speaker
Yeah, so good.
01:14:05
Speaker
So good.
01:14:06
Speaker
So guys, I hope you took notes.
01:14:08
Speaker
Go listen to this podcast.
01:14:10
Speaker
Digest these lines.
01:14:11
Speaker
Digest the closing process.
01:14:13
Speaker
And just like Will was saying, you are the average of the people you hang out with.
01:14:18
Speaker
You will become just like the people you are hanging out with.
01:14:23
Speaker
So you've been hanging out with WD-40 and Taylor A. Solorpreneur today.
01:14:27
Speaker
So let's keep it going.
01:14:29
Speaker
Thanks again for coming on the show, Will.
01:14:30
Speaker
And we'll keep crushing deals.
01:14:32
Speaker
Appreciate it.
01:14:33
Speaker
Absolutely.
01:14:34
Speaker
Excited to be back next time.
01:14:35
Speaker
Thanks, Taylor.
01:14:36
Speaker
All right, man.
01:14:38
Speaker
What's up, solopreneurs?
01:14:39
Speaker
Hope you enjoyed the episode.
01:14:41
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.
01:14:52
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
01:14:59
Speaker
What episodes should I listen to in the podcast?
01:15:02
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
01:15:06
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 Solopreneur.
01:15:20
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.
01:15:29
Speaker
So go download it right now.
01:15:30
Speaker
It's going to be at top10.solarpreneurs.com.
01:15:34
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
01:15:39
Speaker
Don't forget the S on solarpreneurs.
01:15:42
Speaker
We will have that in the show notes.
01:15:43
Speaker
Go download it right now.
01:15:45
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
01:15:51
Speaker
That's going to show you how.
01:15:52
Speaker
So go download it and we'll see you on the other side.