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No Bill? No Problem: The New Rules of Solar Selling - Amanda Berry
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Usually, we get ahold of the customer's electric bill for appointments, but what if you could set without them? In this episode, Amanda Berry talks about how she ditches asking for the bill most of the time, using other ways to reinforce trust both for her company and the customer.
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Transcript
Taylor Armstrong's Journey to Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Defining Solopreneurship
00:00:31
Speaker
What is a solopreneur you might ask? 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. So some of you already know that I run my own door-to-door sales team here in San Diego.
00:00:46
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to
Harnessing Technology in Solar Sales
00:00:54
Speaker
increase my deal flow, I need to do something different to get an advantage.
00:00:57
Speaker
Then we discovered an app called Solar Scout. But it's not a door-knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:01:16
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show. you need to give my listeners a great deal. And they did.
00:01:31
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:01:44
Speaker
Okay. All right. Welcome everybody.
Amanda Berry's Recent Achievements
00:01:46
Speaker
We're back with another fire podcast today. This is a returning guest. She is one of the top setters in the industry.
00:01:55
Speaker
And we're going to be talking about some controversial stuff, what she's been up to. so I'm excited to welcome back for the second time on the show, Miss Amanda Berry. Thanks for coming on the show with us again, Amanda.
00:02:08
Speaker
Yeah, thank you for having me. Excited to be here, for sure. Yeah, it was fun. We got to do it in person last time in Dallas, but... um um This time we're doing a virtual.
00:02:20
Speaker
and know you're headed back from New Mexico, but yeah doing it from the car even. So thanks for taking some time to do it before you hit the road there. Yeah, definitely. Thank you. So we'll post the anyone that hasn't heard your first podcast. I think it's been what, two, three years, probably like three years now, right?
00:02:38
Speaker
Yeah, I think yeah about three years. I think it was like back in 2022. The last one. ah last one Yeah. Yeah. So yeah, it's been a while.
Secrets to Success in Solar Sales
00:02:47
Speaker
so we'll post the link for anyone that hasn't heard Amanda's first podcast. We got incredible reception people.
00:02:54
Speaker
You know, just setters were blown away by the numbers you're doing and stuff you shared on that podcast. So definitely go check that out if you've not listened to it yet. But um yeah, I mean, the past three years, um i'm I'm sure a lot has happened. But, um you know, what's what's changed for you, Amanda? Anything crazy happens, you know, since in the last three years since we last talked?
00:03:16
Speaker
I wouldn't say anything crazy. I've consistently stayed like the number one setter in the company, I would say, the last three years, trying to go on to number four. So, yeah.
00:03:28
Speaker
Yeah, it's... a Yeah, and we'll we'll we'll dive into it more. But you said ah before we hit record, and you said this is you're coming up on your best year to date. Yeah.
00:03:40
Speaker
You just hit a megawatt. We're recording this in June. You've already hit a megawatt. Is that right? Yes, that's correct. Wow. Incredible. Yeah. It's pretty insane.
00:03:51
Speaker
Crazy numbers. I mean, anyone that does that in a year, it's like, yeah, it's like incredible. So to do that six months into the year, you're definitely cranking. And I know you're talking about you guys are doing the VPPs.
00:04:05
Speaker
That's been part of it. But and so we'll get into that more. But um I guess just talking higher level, Amanda, what you what would you say has been the biggest difference ah this year compared to other years that's allowed you to hit Omega already in June?
Overcoming Obstacles with Discipline
00:04:20
Speaker
um I would say maybe just staying consistent. Also, just I would say even like this new product is pretty amazing because it's like, I don't know how to like go into depth about it, but the fact that you're giving like people with batteries and like solar, like it makes more sense. And so, yeah, pretty much jumping onto that. So I would say just being consistent, trying to stay number one and just keep going and and doing what I've been doing the last three years.
00:04:50
Speaker
For sure. um So for those that haven't heard, and you know, VPPs, I know that's the big thing in Texas right now. Can you explain the VPPs for maybe people that don't know what that is or that are newer to the show?
00:05:02
Speaker
So it's like a virtual power plant for the home. Pretty much we're setting them up with that. It's not basically a loan. So a lot of the homeowners like that as well. So that's... Pretty much like the big thing about it.
00:05:15
Speaker
They're getting the battery back up with the solar and being protected. Yeah. Especially with the Texas grid being how it is. Yeah, and they they get like a free battery, right? It's like yeah no loans, no lien, free battery, all that stuff. yeah Yes, exactly.
00:05:31
Speaker
Yeah, that's awesome. like it Yeah. Yeah, it's probably probably pretty easy to like ah present it to them on the doors. Be like, hey, free battery goes up, no loan.
00:05:42
Speaker
And like, I know Texas been hit hard a lot of times with the loan products, but this is like something new you can offer around them and probably like An easy way to transition for people that think they've heard it all about solar, right?
00:05:55
Speaker
Definitely. hundred percent 100%. They actually like this product a lot more than like the original. Because obviously everyone in Texas is has sat with 10, 20 solar companies within like the last like few years.
00:06:08
Speaker
so Yeah. Have you done any like follow up maybe with people that, you know, you had sat down with you over the past couple of years? you done any like stuff where you follow up with them and say, hey, we got this new product and reach back out to people? Or has it been just been presenting to like new doors and new people?
00:06:26
Speaker
um I do reach out to a lot of my like older leads like that we did present, like regular solar, because obviously this product's a lot better. I've had great, like, where they're just like, yeah, I like this a lot better, and they sign up with us. and But yeah, I still knock a lot of fresh doors as well.
00:06:44
Speaker
But I re-knock a lot of my same neighborhoods. So that also, if I'm in the same neighborhood that I know that we talked to someone, then yeah, I'm going to stop back by and be like, hey, we're back in the area with this new program.
00:06:56
Speaker
So. so Yeah, do you any, because I know that's a big struggle for a lot of reps is just staying organized.
Maintaining Lead Organization
00:07:01
Speaker
Some people use like fancy CRMs and all that. mean, I'm sure Pure Energy, you guys have a CRM and stuff. Do you have anything that helps? Because, and I especially ask, because in general, you know, girls are typically a lot more organized than the guys listening to this.
00:07:16
Speaker
i don't know if you consider yourself like a really organized person, but do you have anything you do that helps to maybe keep track of all your leads or people that you're going back to a neighborhood and you... Remember that you talked to them while back. Anything you do that helps with that?
00:07:29
Speaker
So i have like, it' it sounds crazy. I have a really good memory. I'll go back into a neighborhood that I was in three years ago and I can like tell you like the exact thing each person told me pretty much. So, but I do keep track and it's not all the time, but like there's some, like I have a lot of the same people marked and I, yeah. So I do keep up with the areas and keep up and still farm my areas and still grow it and still follow up. But yeah.
00:07:56
Speaker
i don't I wouldn't say I have any special way of like going back. It's just we're in the area, that's when I'm back. so and well hey I wish i was ah wish I had that type of memory. not Not everyone's like that. right But yeah, I've talked to a few people where they say the same thing. and Like, yeah, I remember exactly what happened in this door. That's incredible. I like it. Tours start looking the same to me and everything.
00:08:20
Speaker
Right. No, I get that. Yeah, but you know, to ah normal people that don't have incredible memory, I think it definitely helps, you know, at the very least keep like a note, you know, hopefully everyone listening has some type of like CRM or door knocking software or whatever we can go in.
00:08:36
Speaker
go back and look at your notes from previous interactions, you know, especially when you have access to a new product like that. I think it can be a goldmine. Just go back to all the people. Hey, we met last year and I know it didn't work out for you, but reaching back out because we have a new product that's, you know, helping a lot of people and could be a good way to get in front of a lot of people that didn't sign up in the first and the first visit, right?
00:09:01
Speaker
I would say that for a lot of new reps, like it is like you don't start learning like the doors like that until like you've been in it for a while. So I would suggest like keeping notes what time you knock a certain door, like what this person said, and et cetera, though. For sure.
00:09:18
Speaker
So, um yeah, and I know this this time you had something that we're to talk about that's a little controversial. But before we get into that, um I think you hit quite a bit on this on our last podcast, too. But you talk about consistency. And so for you, what does that look like? Are you getting how um how many hours are you typically doing on the doors? What's like the schedule looking like? What does consistency look like for you, Amanda?
00:09:43
Speaker
So consistency to me is more like discipline. So it's about having like that strict schedule every single day. So for me, it's about waking up, going to the gym. And then right after the gym, I try to be on the doors no later than like 9 a.m. And so especially in the summertime.
00:09:59
Speaker
Like from 9 a.m. till around like depending where we're working from 9 a.m. till like maybe 10, 30, 11, I'll stay out knocking um and then I'll go to the meeting that's at 12.
00:10:13
Speaker
That's an hour long, but I make sure like I'm at least back on the doors by like 3, 3.30. I have a car group now as well. So like make sure everyone's on the doors by 3, 3.30 and then just stay out till like 8.45, 9 at night, even later sometimes. So yeah.
00:10:28
Speaker
wow So just and just keeping like the consistency and doing it every day, like your body just becomes, you know, used to it. And it's something that you just stick to. So yeah, and and you're doing that year round, too. It's not just like a summer schedule.
00:10:43
Speaker
It's pretty much year round. Yeah, exactly. Wintertime. i don't stay out till nine. i won't lie about that. But yeah, but yeah if the sun's going down early, like I don't i I'll probably be out till like maybe 637. But yeah.
00:10:57
Speaker
but yeah Yeah. Okay. Just so gets dark pretty much. Yeah. But morning time is like my biggest where I get like the most leads where people are like more happy. I want to say too, because we, you know, it's the first thing in the morning they didn't have a bad day at work yet. So, you know, so here we are.
00:11:16
Speaker
ah Yeah. Yeah. I think a lot of people sleep on the mornings, no pun intended. Right. But it's like, um, you can go out and I've noticed that too. Um, You know, just adjusting your schedule to go out and hit at least a couple hours in the morning. Because I think that's what separates to a lot of like the top reps from people that aren't getting great results because a lot of normal reps, I'm sure you're coming to like, day I'm sure they don't force you to go out in the mornings, but it's more like, I'm sure a lot of reps are just going to the meeting and then going out in the car group after that. Right?
00:11:47
Speaker
Yeah. So yeah, I mean, I think that's what's separating the top people. And that's why um s why you're a top setter because you're putting in a couple extra extra hours before people are probably even awake or doing stuff. And then it's true. You're catching different people at those hours.
00:12:04
Speaker
Yeah, I would agree with that too. People are um in general friendlier in the mornings. I don't know what it is. just because right know You know, yeah like you said, they don't have the bad day to go on. And um I think people that are home too, they just don't have as much going on yet.
00:12:19
Speaker
It's like at home sometimes, you know, they got family, kids, they don't want to be talked to you about that stuff. And so it's just like little more chill for sure in the mornings. So definitely. So you're just driving out.
00:12:32
Speaker
um Are you driving like an area close to your office or something? um For that your morning shift and then you're going to the meeting or is it like different areas you're going to? ah Just different depending on like where the team's at. I'll drive out to that. So that's why I said sometimes it depends what time I leave just depending on traffic because depending how far away we're working from the office or cetera So.
00:12:54
Speaker
And what do you do for, are you just packing like a cooler of a bunch of food? Cause I mean, sounds like you're out all day. So you just packing like a big cooler. What are you doing for? I honestly actually have a, I do have a cooler back in my car right now, uh, with like waters and everything. Yeah.
00:13:11
Speaker
So I do do that. that It's convenient. I will tell you that. Yeah, well, I want to say too, you know, you talked about ah hitting the gym and everything too. And, um you know, I think last time we did a podcast, um I hadn't seen you for, and don't I don't know, six months or something.
00:13:30
Speaker
And then, ah you know, you know you you lost a ton of weight. So I want to shout you out for that. And I could definitely tell, like, man, is this the same Amanda? She's like, i'm like Fitness transformation. And you yeah kept it up since then. So I want to say congrats on that. And you're crushing it in the gym. And um I think that's a big aspect of it, too. So how would you say it? Would you say that's been a like contributing factor to help you be consistent and all that or what led to, you know, all the all the gym stuff?
00:13:58
Speaker
Right. No, definitely. i would say that has a lot of the factor to it. um Even at that time, I was kind of going to the gym. I don't know what happened a couple of years ago, but yeah.
00:14:09
Speaker
But I would say that's, that's also like whenever you feel good and you look good, like, you know, like it makes, it even makes your confidence go up. And so I feel like that also helps with like you motivating yourself to do like you know, better and just like better everything in your life. Not like just your weight goals, but you know, like work goals and anything like that's going on for sure.
00:14:32
Speaker
Yeah, i always tell my guys for me going to the gym, it's not even as much about the fitness part. It's more like mentally because i know if I'm going to be on the doors in appointments, just like the level of confidence I feel when I know I like started the day off right and did that.
00:14:47
Speaker
It's just like night and difference for me. So just like, ah hundred percent yeah, for the mental health, at least do something. Yeah, definitely. So yeah, let's, ah let's shift gear. Let's get into the stuff that I know you wanted to focus on,
Rethinking Appointment Setting
00:15:02
Speaker
Amanda. And that's ah something that's,
00:15:04
Speaker
Maybe a little controversial. Most people aren't hearing this. And um I was kind of surprised when you said it too. But I'm like, I'm like, wow, okay, if a top setter saying this, then there's something to it.
00:15:16
Speaker
And, and that is, yeah, and that is, you're saying you get a lot of appointments that don't even have bills out there. and I know the new setters listen this, they're being told, oh, you got to get a bill. It's not even an appointment unless you have a bill.
00:15:30
Speaker
So, um yeah, I mean, that's a little controversial. But yeah, what why do you want to talk about this? And I guess how have you been able to have success without even necessarily getting bills all the time out there?
00:15:41
Speaker
um I would just say um it's just one of those things that I feel like there's a lot of times where reps are missing out on closes because sometimes like some homeowners just don't have time to get the bill or it's busy or it just like sounds too much. With me, when it comes to setting appointments, I want it to be nonchalant.
00:15:59
Speaker
I don't want to make it like a big deal like it's something that has to happen, you know. I want them to feel comfortable that it's just something real basic, real chill. And it's like, you know, like you're not committing to something pretty much, you know, just to make them feel more comfortable. And I feel like that's where I've had a lot of success is because like me not getting the bill is not putting a lot of pressure on the homeowner. Granted, sometimes if I'm reading the energy right, I will get the bill because sometimes I don't even ask for the bill and they're still pulling the bill up for me so that I can break down the bill. But um I would just say, like, I feel like there's a lot of reps or setters out there that are missing an opportunity because they're forced to get the bill. And then, you know, they can't get the bill. And then those appointments are being taken care of.
00:16:45
Speaker
That's good. So are you are you pretty much you would say the majority of times you're not even getting bills? You're not really pushing it at all? Just setting the point without it? Majority of like ah all my closes since the time I've been ah Pure, I would say grabbed a handful of bills. I actually did the numbers. I think I've sold like 500 and something accounts with Pure. I would say maybe I've 20 bills that whole time.
00:17:12
Speaker
I'll say honestly. oh Yeah. Wow. Yeah, that's like incredible. wow but Yeah, that's ah definitely a hot take right there. Something we haven't heard. i would have never guessed that. But I know it sounds insane and I know it's like pretty controversial, controversial with like a lot of companies or like, you know, closers, you know, because they want the more... I guess I guess it'd be more solid if they do get the bills, but I've had people give give me bills and then not. And then I'm like, oh, it's super solid.
00:17:41
Speaker
And then come the day of the appointment, they no show. Whenever I had like the worst one that I've said that I was like, oh, don't worry about it. And that's the one that closes. So, yeah. Yeah, no, it's definitely, sometimes it's the one you think that never will do it, ends up doing it. And then the ones that you got, like a bill, they confirmed to a text or email or whatever, and then they no show. It's like, what's what the heck's going on here? Exactly. Exactly.
00:18:07
Speaker
exactly That's and's part of the game. But no, that's crazy. So um yeah, and i'm I'm sure new reps are listening this thing. You know, sweet. um Now I never have to get a bill and this and that. but would you So even in your company, Pure, and at pure would you say that's a it' Is that something that they've started training now too? Or is this something that they're like, like okay, Amanda can do it. She's an experienced rep and everything. But the newsletters, no, you guys still need to get bills and everything.
00:18:36
Speaker
how is What's the... I guess reception bin at your company. I wouldn't say that because like I do understand the reasonings why they do ask to get the bills, especially like when newer setters are like coming on just to make like, you know, teach them the basics. Don't get me wrong. Whenever I was a new setter, like I did and try to get the bills, you know, or do the full steps until i kind of like learn like the cell psychology on it, I guess, on my own opinion. But I don't want to say Pure does that at all because they're always focusing on getting the bills.
00:19:10
Speaker
I don't want to say that I have special privilege either because believe me, I, I get in trouble too, because I don't get the bills. So yeah. Yeah. Yeah. Cause I'm just thinking in my head, um I don't know for me, I'd be like, okay, if I had someone that's crushing it, like Amanda, um I know she's going to book us all a solid appointment, regard this. And I know
Challenges and Strategies in Appointment Setting
00:19:29
Speaker
she's going to do everything she can to make sure they're there.
00:19:31
Speaker
But um there's also a lot of like newer setters where um I'm sure you've heard it. They're coming in and they're calling appointments appointments when they they got an address. They didn't even get a phone number. And they're like, oh, this this person said come back at this time. And you go back and they don't even know it's solar and um you're like, okay, i'm I'm not going to this guy's appointment.
00:19:52
Speaker
And unless he he has like some more info for me, like get a phone number at least, like confirm it somehow. So, you know, I think it's, I think it's, there's kind of a line in my opinion. It's like, if you're a news setter listening this, I don't think your point is like, hey, just go slap up whatever.
00:20:09
Speaker
But I think you're saying like, I'm sure you still make sure it's a pretty solid appointment. Just yeah you didn't get a bill, but you're still doing some things to solidify it, right? Yeah, definitely. Yeah. i And honestly, I have to give it to my office because um they're the ones that took care of me whenever, you know, I wasn't getting the bills and then, you know, and they allowed me to like keep doing that. So that's a shout out to them because, you know, if it wasn't for the office that I'm in, then, yeah, I probably wouldn't have the success that I have. A hundred percent.
00:20:41
Speaker
Yeah. I love that. There's only so many like companies like like, you know, they're rather like you have to get the bill or like we're not going at all. So, yeah. So that's why i'm thankful for like my team and like who I've been with like for the last going on five years, six years.
00:20:57
Speaker
So, yeah. Yeah, I think it helps to build build that trust with the team. And yeah, I mean, like was saying, once they know um you're going to solidify the appointment and you're out there working, you're not just one of those newsletters slapping anything up.
00:21:11
Speaker
Yeah, I would definitely go to your appointment too. that's so Right. yeah But yeah, what are some things? So without getting the bill, because I think most people would say the reason they get the bill is not so much because it's like needed for an appointment because yeah, you can always like get the bill, design it in home and everything.
00:21:29
Speaker
but more just for the sake of making sure it's a solid appointment, making sure the homeowner has, I guess, some skin in the game, right? Yeah. um So what what are some things you do to like solidify the appointments that make it so okay, maybe they still have some commitment, they know it's like a serious thing, but they didn't have a bill, anything you're doing to kind of still solidify it even without a bill?
00:21:53
Speaker
So I personally will text them the day of the appointment and let them know like, Hey, am my guy's going be popping by. I'm just sending you that friendly reminder. So that's what I'm doing to like help solidify them more because like, you know, I built that rapport. I built that trust with them.
00:22:08
Speaker
And so when they're hearing it from me, you know, then yeah. So okay that's, that's pretty much like where I'm solidifying my own appointments is just by confirming those appointments with the homeowner the day of.
00:22:22
Speaker
OK, and then if they don't, do you kind of prep them? Hey, make sure you send something back or if they don't text back, you still send the closer out to it or how does that work?
00:22:32
Speaker
My closers will still go to it if they don't respond back. So that's that's why I'm saying like it's it's nice being on the team that I am on because they so they go to pretty much everything.
00:22:43
Speaker
Obviously, like confirmed appointments and everything is going to take priority or the appointments with bills will take priority, but they still make time to make sure that that appointment is attended to. So yeah what would you say to this? Because I've heard some people, you know, take it even a similar controversial controversial topic, be like, I'm never going to send text to my appointments to try to confirm because they'll just think of whatever excuse. They forget the benefits of what I was telling them.
00:23:10
Speaker
then some people argue that, oh you shouldn't even text your appointments. You should just like, like show up, um not give them the chance to cancel over texts or anything. What would you say to that? Do you get a decent amount that do cancel over text or what's your opinions on that?
00:23:26
Speaker
um i don't get that many that cancel over texts. um Usually something usually just comes up, you know, but obviously that's this with anything, you know.
00:23:37
Speaker
um But I mean, I don't want to say like, I don't know. It doesn't happen often, but what the way I like close, whenever I'm pitching them, I'm letting them know, like, hey, I am going to text you tomorrow to send you that reminder. Because I always make a joke, like, hey, I'm not going to spam you.
00:23:58
Speaker
I'm just going to send you a text tomorrow. So when my guy stops by, it takes that 10, 15 minutes. So, yeah. And so that but sometimes they just thumb up the text, but also the way I send the text is I'm not like giving them a out. I'm not saying, are you going to be there or, um like getting them to go say yes. I'm just saying, Hey, I'm sending you this friendly reminder. My guy's going to be popping by at this time. We'll see you then have a great day.
00:24:25
Speaker
And then, yeah. Yeah. So it doesn't give them an out. so Yeah, yeah. yeah Yeah, that's good. Because, yeah, I mean, I would i would take a confirmed appointment over text all day over like an appointment that just got a bill. Because, yeah, I mean, if they ah confirm like that, I think they're definitely...
00:24:48
Speaker
No, they're not ghosting you. have way higher sit rates on ones that did confirm over text. Yeah, definitely. so um Yeah, that's good. And then are you um how are you prepping to make sure all the decision makers are there, too?
00:25:04
Speaker
Are you ah you typically getting inside the home when you book your appointment? Are you just saying, hey, make sure husband, wife is there anything you're doing to make sure you get all the decision makers present for it?
00:25:16
Speaker
Depending on the day, I'll be honest, sometimes both are not there. um But um like whenever I'm ending the close again, it's like, hey, like both you and your spouse are going to be here um at this time.
00:25:30
Speaker
And then that's, then I start closing it like that. Because um I have gotten a lot better where I'm just like, hey, I need like both you and your spouse here. Does this time work for you guys? And then, yeah.
00:25:43
Speaker
Yeah. If that makes sense. Yeah. Yeah. Yeah. That's good. Love it. So do you have any, uh, I mean, I know you've been doing this for a while. How long you been in solar now, Amanda?
00:25:55
Speaker
Um, I want to say, i think it's like five years now. I know it started in 2020, but yeah. So five years. Yeah. Yeah. yeah So a long time. um Do you have any, and i guess kind of putting you on the spot, but do you have any crazy stories of maybe someone that you thought there's no way you're going to, they're going to do it or someone that was like, I don't know, unconfirmed like that, that just, those are winning, got it, got it in or any ah cool stories you've got your experience doing this?
00:26:26
Speaker
but So there is one to go back to like, um whenever you're talking about if the setter doesn't get like a phone number or something. um There is there's this one neighborhood like this lady.
00:26:38
Speaker
i knocked her door, but like I was just on fire that day. And um she was like, I'm really not that interested. Like I just moved in like this and that.
00:26:50
Speaker
And then I was like, well, my guys are going to be out here. So it just takes about 10 minutes. So we'll try and catch you. And then I was like, but so what was your name? And then she told me she was like, but I'm not giving you my last name.
00:27:01
Speaker
And then I asked for her phone number. And then she's like, yeah, I'm not giving you that either. um they They can see if I'm here tomorrow whenever they stop by. and so um one of my closers went.
00:27:14
Speaker
um She even told him like, hey, I'm really not that interested. Like I have this and this going on. He's like, it's just going to take me 10 minutes. Just, you know, I'll just show you real quick. And so they're on the porch for like 15 minutes. She was like, oh, do you want to come inside?
00:27:28
Speaker
he goes inside. He closes her. She's installed now. Oh my gosh. Yeah. So that's what I mean. Like sometimes you just never know. I mean, I'm not saying throw things at the wall all the time, but sometimes they do stick. So it's kind of crazy. That's, that's probably my craziest one. I have to admit.
00:27:47
Speaker
So you're like, were you like shocked when you got a text saying that she closed? You're like, yeah, I was texting the closer and he's like, Oh, I just got in her house. And I'm like, no way. like Even I was shocked. So yeah.
00:28:01
Speaker
Yeah. so Yeah, it's true. I mean, there's crazy stuff. I have one. Actually, they just texted me this morning. that's It's one of those where he's like, oh, I'm super i'm busy, but try it back in a couple of weeks. that Basically, you wouldn't even follow up with them whatever. But you know how like on iPhone, you can you can send you can like basically schedule the text to go out you don't have to send it right away.
00:28:27
Speaker
So what I did, I scheduled a text to go out because he did give me his number, but I thought I was just going to be like leading to nowhere. um But I scheduled this text to go out like three weeks later.
00:28:39
Speaker
And then i I didn't even remember the guy, but it went out this morning, actually. And I was at the gym and the text went out and the guy's like, yeah, come by Come by tomorrow. Meet me in my office.
00:28:50
Speaker
And I'm like, OK, OK, sweet. like okay sweet I like totally forgot about this appointment, but just because I had the schedule to go out, a guy that, you know, he gave me like, he gave me like less than two minutes at his door, grabbed his phone number.
00:29:06
Speaker
And now it's turning into, it seems like a decently solid appointment, at least for sure. gonna sit And I sit. So I'm like, okay, definitely. That's awesome. Actually. so Yeah. Some you just never know, like whenever you're going to like get them. But those are like the best ones because it's always like a surprise, you know? So. Yeah.
00:29:26
Speaker
Yeah. Yeah, definitely. So, yeah, i mean, that just goes to show. Never, never give up on any appointment. I mean, even if you're a maybe you're a setter listening to this, maybe your closer is not going to like run to something like that, that it was just like, oh, I got a first name. They said, come by.
00:29:44
Speaker
Um, cause yeah, especially for a newer setter to say that I'd probably be like, uh, no, thanks. But yeah, I mean, anyone listening, you can go back yourself and then you can slow it up. I have more and then maybe you can be the one talking for him, talking to him for 15 minutes on the porch and then call your, uh, you know, whoever's closing your appointment go in at that point, you know? So yeah, it's like, yeah,
00:30:11
Speaker
Yeah, a lot of stuff you can do. And then how, what about, ah do you guys do a lot of same days at your, in your office, Amanda? Yeah, we do. Okay. a Like, I want to say, like, actually last week was actually really good because, um again, going back to like the morning knocking, I set like four same days in the morning time and ended up having two clothes later that evening. it was actually pretty good, i would say.
00:30:35
Speaker
Nice. Yeah. Same days are, I used to not be a big fan of them, but I'm starting to be a bigger fan of them because if I can get like my closer in the door that day, like it's definitely closing.
00:30:48
Speaker
Yeah. Yeah. I think too, that's another benefit of the yeah morning knocking, right? Cause it's like, you especially if you knock it in the morning, it's almost like you set it a full day out. Basically it's, I mean, it could be like eight hours later or something in the day. yeah And so you still have time where it wasn't like so quick. It's not like a on the spot same day, but it's still pushed out to where Um, they sit down, they probably were pretty interested. It wasn't just like a quick walk in the house.
00:31:20
Speaker
Yeah. and but yeah, i think that too, I kind of like that too, given it a little time just cause yeah. Yeah. Don't get me wrong. I've done quite a few like walk in same days, but I do like where they have a little bit of time in between,
00:31:33
Speaker
ah to like yeah digest what you talked about. And because I feel like the ones where it's walk in same day, they're definitely higher cancellation because it's like so much for them to digest. So there I go. This is like overwhelming. You need know think about it. But when you have that time to like breathe, time kind of digest what you told them when you're setting the appointment. um
The Pros and Cons of Same-Day Appointments
00:31:54
Speaker
Yeah, I feel like they're kind of like more in the right headspace to make a decision. do you agree with that?
00:31:59
Speaker
Yeah, 100 percent. Yeah. There are some, but there are some where I'm like, if I have a closer right then and there, it's nice, but you are right. The cancellation rate is so much higher.
00:32:12
Speaker
So yeah I do like to give them time to think and then like, you know, understand. That's why i i wasn't big on same days in the past because I felt like I had more cancel.
00:32:23
Speaker
And so I would prefer to schedule them like next day, but I feel like morning knocking, if I can get them in later that evening, it's it's been a lot better for sure. Yeah. Yeah, definitely.
00:32:35
Speaker
Yeah, I love that. um And speaking of cancels, so after the deal is signed, I guess this is more, you know, like a closer or question. But what have you seen from the people closing your deals?
00:32:47
Speaker
I know some people in our office, they have the setter also kind of like help go back to site surveys, things like that to solidify the deal. um Is there anything you do or you've seen your closers do that have helped you reduce at cancellations after the deal is signed?
00:33:04
Speaker
I'm just like following back up and checking in, like make sure everything's like going good. Um, I, I need to be better at that because sometimes my mind is like always onto the next one.
00:33:15
Speaker
Um, I know my closers are really good at like keeping in contact and making sure like everything's everything's being done the right way. And like the process is being is being taken care of for sure.
00:33:28
Speaker
Yeah. And then I would say our sales support helps us a lot too. Cause they're the ones like following up daily almost as well. Yeah.
00:33:39
Speaker
That's good. Yeah. Do you guys have any a place where, um, where you can get updates as a person that set the deal? Is it just like asking the closer? Cause I know that's sometimes like that point of frustration for Saturdays. Like I closed it, but I have no idea.
00:33:57
Speaker
where it's at or even worse sometimes they check in three weeks later and they're like oh that deal canceled like two weeks ago and they're just barely finding out about it like oh my gosh set these deals but sometimes there's like the lack of transparency and all that that I know can frustrate setters so um for you guys you have like some sort of system or do you have just closers giving you updates or what do you do to get updates and everything like that So Pure's um like app that we have, our CRM, that we use because um it's our own app. um But if you check in the notes, like you can see the process step by step. So it's it's almost updated every single day.
00:34:40
Speaker
It's easy to keep up to see if they've canceled, to see what's going on, see when it's getting installed, see when site survey happened. It's all in the notes. So it's actually very convenient.
00:34:50
Speaker
Yeah, I think every company should have something like that where everyone can go in and see exactly where it's at. But yeah, i fear if you don't have that, then if you're the closer, definitely make sure you are keeping your, um yeah, the person that set the deal in the loop.
00:35:05
Speaker
Yeah, I've definitely set some deals and then haven't heard about them. It's been frustrating for me too. Sometimes I'll i'll still set deals for people when, you know, I'm like going out of town or something. I'll set it up for other closers and um We have that to degree, but sometimes just our app, it doesn't show like the exact updates and things like that.
00:35:23
Speaker
So you don't know like every detail about it. So yeah, sometimes I'll have to like text more than I would. I have to be like, hey, what's going on with this? when When I didn't close the deal. So yeah good I can see how some people, some setters could get frustrated if they're not getting like clear updates and everything.
00:35:40
Speaker
so Yeah, I have to say it's very convenient. Like it helps a lot because they made it easier for like even the closers. So the setters aren't like, hey, where's this one going or that one, you know, it's just check the notes and then, you know, everything.
00:35:53
Speaker
So just as we start wrapping up here, Amanda, um I think we hit on a lot of this in our first podcast we did. But is there any other maybe like word tracks or maybe things that ah you think you've changed over time?
00:36:08
Speaker
that have been really effective out there for you on the doors. don't know if you have like some good openers or good, good lines that you think would be some, some stuff that people, people could try out there on the doors.
00:36:20
Speaker
I wouldn't say that I do. I'm very authoritative because I just approach the door, tell them who I am. Hi, my name's Amanda. I'm with Pure. and then I go into my pitch and like, I'm very basic. I'm very simple.
00:36:34
Speaker
I don't like to over explain things because then I'm still in that mindset that we live in like a 15 second world. So once you start boring the homeowner, they just like quit listening and that's where you lose your deal, you know? So I just try to keep it straight to the point. explain the basics and then just close right after.
00:36:53
Speaker
um it's my, my pitch is still only like maybe like 20, it's 20 seconds now, but yeah, it's, yeah, it's pretty crazy. Yeah. I think that's, ah if I remember right, I think you said something pretty similar in our first podcast. Yeah.
00:37:08
Speaker
Yeah. Just keep it short to the point. And yeah, I think i think you're saying like any objection, you don't really go into it. You just pretty much treat them with smoke screens and yeah play for the appointment, right?
00:37:19
Speaker
Exactly. um It's it's pretty pretty much the same. and just had to switch up a lot of things like for like this new product, but it's still really basic, like and straight to the point either. Like in my brain, it's like either you want it or you don't like the next person wants it for sure.
00:37:37
Speaker
So... Yeah, that's good. What about are you doing anything? Because at the time of this recording that we're doing, you got this stuff going on with Trump's bill, right? About potential credits ending and all that stuff. So have you incorporated any of that stuff to maybe like build extra urgency or like push people to a quicker appointment me if they're trying to drag it out or anything like that?
00:38:02
Speaker
um So with this product, not so much. If I am selling loans, then yes. Because I actually ran into someone the other day where he was like, my credit's bad, but the tax credit might be ending. He's like, only have this many days. And yeah, so yeah. So like homeowners are aware.
00:38:23
Speaker
And like if if you are definitely like selling the loan so that they can get the tax credit, 100%. Like, like Yeah. But they they are aware. Like I was actually surprised because the guy was like, my credit's bad, but I can't do anything. he say He's like, it's really bad, but I have to hurry because if this bill, if this bill takes place, then like I i can't get the tax credit. So, yeah.
00:38:48
Speaker
Yeah. Wow. That's awesome. Yeah. Yeah. I don't even have to build urgency. here Yeah. But but definitely if I'm like selling more of the loans, for sure, I would hit more on like the tax credit 100 percent because that's what a lot of the people like really want at the end of the day is that tax credit that could be going
Exploring Virtual Power Plant Products
00:39:07
Speaker
away. Yeah.
00:39:08
Speaker
Yeah. Yeah. So are you are you mostly pushing towards the ah VPP stuff then? That's kind of like your main product you're pushing right now? Yeah, it just fits better with like the Texas grid and everything.
00:39:21
Speaker
So it makes more sense. Don't get me wrong, though. I've I've had people that signed up for the VPP and end up ah wanting to own. So then we have to go back and we have to do a whole loan for them. So so people are aware. like Yeah, yeah. Like we're smart for sure. Yeah.
00:39:40
Speaker
Yeah. but Well, and then last couple questions. So I think. When we did our podcast the first time, um it was pretty close to like Thanksgiving there in Texas.
00:39:53
Speaker
Yes. And so I don't think I got to ask you this in our first podcast, but ah we had a ton of people that week when I was out there doing the Blitz there in your turf. um where they're like, oh, you know what?
00:40:05
Speaker
Busy Thanksgiving and just ton of ghost appointments and people using like holidays as excuses. So, you know, as we're recording this, we got like 4th of July and stuff like that coming up.
00:40:19
Speaker
So is there anything as you're getting closest, closer to holiday? I really people in Texas, they're really big on their holidays and like great patriotic people and everything too. Yeah.
00:40:31
Speaker
So is there anything you switch up as you're getting closer to holidays or things that maybe people would have more excuses around to like push off appointments? Anything you do to have more success in those situations?
00:40:45
Speaker
So I like to say like we're um like servicing this area for like the week or two and then just like hurrying up and like, you know, getting them to like like sit down that week.
Capitalizing on Holiday Sales Opportunities
00:41:00
Speaker
um A lot of my team uses like, ah a lot of my team is just really good at like pushing. We've gotten a lot better at like pushing for the same days because you know, like making it seem like time's running out and like, yeah, so.
00:41:15
Speaker
i don't yeah I don't know. yeah But like with July 4th, the holidays, I wouldn't even say that that's an excuse. I would just say, like hey, like that's the best day because you catch a lot of people home before they are going out like to celebrate 4th of July.
00:41:32
Speaker
um So if you can catch them in the morning time and like hurry up and like get the same day that day, then it's perfect. my my My two biggest months were November and December.
00:41:43
Speaker
and those are around the biggest holidays. Like I sold 22, want to say in November and 26 in December. Wow. OK. And those are like those are like, you know, the months that people are like, oh, you don't really sell.
00:41:58
Speaker
And then, yeah, I capitalized on those months for sure. Yeah, that's so good. Yeah, because a lot of people are just and I think a lot of a lot of times people create these things in their head. Like, oh, people are busy.
00:42:12
Speaker
People don't want to sit down right now. But it's like, you know, you just treat it. You're going to work no matter what. goes back to our consistency stuff where you're going be out there, um whether people are making excuses or not. And a lot of times I think we reflect what we think they'll um they'll say to us and then we just kind of like you know manifest it that they're gonna create things so yeah ah yeah yeah well a man it's been uh it's been awesome having you on here for the second time um so like i mentioned the beginning we're gonna link to your first podcast guys go check that out
00:42:52
Speaker
And then um I know you're on Instagram and everything. If people want to reach out, connect with you more, what's the best place to find you? um um It's a underscore Barry 2242 on Instagram.
00:43:08
Speaker
Yeah, that's the best way to find me. Sweet. So yeah, go shoot her a follow, let her know you appreciated her on the podcast today. And Amanda, any last maybe ah tips or a or things that have really helped you become one of the top setters in the industry that you want to share just to wrap up the podcast here today?
00:43:30
Speaker
Just staying super consistent is my biggest thing to everyone and keeping things super simple. A lot of people ask like what it is that I do. i do nothing special. Like I just go out, I work the hours and I just and try to dominate at like, um, staying on top of like, you know,
00:43:51
Speaker
being number one setter again this coming year. So that's that's kind of my push. But like for other people, it's like, just make sure that you have your goals intact and just have a goal board and look at that every single day and know what you want to hit know what you want to do.
Staying Focused with a Goal Board
00:44:07
Speaker
so I have a whiteboard at my house that has my goals written out for Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, um sometimes even Sundays, depending on how the week went. If I didn't get as many sales as I wanted, i'll I'll still go out on a Sunday and still try and get deals.
00:44:22
Speaker
So... Nice. yeah Love that. Would you say you're pretty competitive person? Like if someone's catching up a little bit, you're like, oh no. Yeah. if You're not. you no i would say yeah yeah No, I'm definitely. Yeah, I can tell.
00:44:36
Speaker
I can tell. Yeah. Okay. Well, yeah. And then, um, yeah, there's no magic bullet here. You know, I think, like you said, it goes back to the basics. So you work the hours, put in more input than other people and you're going to have success. It's pretty much all comes down to it's 90 on a job so yeah definitely yeah well man thanks again for coming on today and um yeah have to we'll have to do another one in the future maybe next year you'll hit like two megawatt watts by this time in the year yeah definitely improving every year love to see it so um yeah appreciate you coming on the show and thank you having me i appreciate it
00:45:18
Speaker
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