Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solopreneur you might ask?
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.
Speaker: Hey, solopreneurs.
Speaker: Today, we're going to get a little bit dicey.
Speaker: We're going to be talking some politics.
Speaker: They say you should never talk about religion, politics, or forget what the third one is.
Speaker: But we're going to talk about some politics today because, as we know, we have an election coming up, if you are listening to this, in the U.S. And a lot of things going on with that.
Speaker: Good, bad, ugly.
Speaker: But I think there's some ways we can use this to our advantage.
Speaker: Yes, we're going to jam on that and a whole lot more.
Speaker: Thank you for coming to the show and trusting us to help you further advance in your solar career.
Speaker: And as always, we're here to help you close more deals, generate more leads and referrals.
Speaker: and have a much better time in the solar industry.
Speaker: So before we jump into this, I wanted to remind people, I'm sure you've heard at this point, they've been supporting the show for a couple months now.
Speaker: But if you have not already, go check out Solar Scouts.
Speaker: These guys, they have a great deal for a great offer for our listeners.
Speaker: And for me personally, they've changed the game on just how I prospect and
Speaker: The data it gives you when you're out on the doors, or even if you're not on the doors, you can implement
Speaker: Just, you know, customer data, phone numbers, emails, an insane amount of data it gives you when you're prospecting.
Speaker: So go check it out if you haven't already.
Speaker: The link is in the show notes, but I believe it's just solarscout.app forward slash Taylor.
Speaker: Anyway, look in the show notes because I probably butchered that.
Speaker: But check them out and you will not be disappointed.
Speaker: Okay, so let's jump into the show.
Speaker: So I recently went to Utah, had a little family reunion there.
Speaker: I hung out with my sister that just got back from a church mission, hadn't seen her for 18 months.
Speaker: And it's about a seven hour, six and a half hour drive or so from San Diego where I'm at.
Speaker: We went to Southern Utah, so not terrible.
Speaker: On this drive, always looking for things to listen to.
Speaker: Definitely jump on YouTube, listen to a lot of solar content from guys on there.
Speaker: You know, I'm always trying to learn more about sales, listen to audiobooks, Audible.
Speaker: But I will admit, I got in a deep dive on some of the, you know, press conferences that Trump has been doing and just...
Speaker: hearing from all different angles, even a jump on CNN, Fox News, just hearing all the different angles of what's going on.
Speaker: And I get sucked into this stuff sometimes.
Speaker: And I do want I am pro Trump.
Speaker: I hope Trump wins.
Speaker: So hopefully I don't lose too many listeners over that.
Speaker: But, you know, as far as I'm concerned, Kamala is just super radical and
Speaker: It's going to take the country in a very bad direction if she gets elected, in my opinion.
Speaker: But some people, some opinions that people have are that Kamala is way more pro-solar, that the solar industry is going to be destroyed if Trump takes office.
Speaker: I don't think that's necessarily true.
Speaker: I think Trump did.
Speaker: We had a ton of growth in solar if you look back to when Trump was president.
Speaker: But that being said, there are things that could potentially change.
Speaker: And it's just something to be aware of.
Speaker: How could our industry change depending on what happens with the election?
Speaker: And the main point that I want to make today in this show is we should all be using this to our advantage to create uncertainty for people, to create urgency, most importantly, of why they should go solar now, because depending on what happens, solar could change.
Speaker: I don't think it will drastically, but we should be using this to help our potential customers take the next steps and go solar.
Speaker: So I'm going to talk about three ways we can use this uncertainty and these potential changes coming up to close more deals and to add urgency.
Speaker: And I would just invite you, wherever you're listening to this, pay attention to your local happenings, politics, whatever.
Speaker: These are all things we can use to our advantage.
Speaker: and just create reasons for people to go solar.
Speaker: Because I think one of the toughest things of this job is getting people to take action.
Speaker: It's like, let's be honest, solar is never at the top of anyone's home improvements list, or at least very rarely it is.
Speaker: And it's just one of the toughest parts, I think, is just getting people to take action now when they can always find reasons to put it off, to wait till panels get more efficient, to wait till
Speaker: more people on their street do it, whatever.
Speaker: There's a million reasons that people
Speaker: want to wait sometimes.
Speaker: So our job is to build the urgency and get people to take action now.
Speaker: And this I think right now what's going on is one of the best ways to create more urgency and use it to advantage is let's talk about the three things you can do.
Speaker: Okay, so I broke it down to setting, closing in in your follow ups.
Speaker: And so here's what I would do.
Speaker: And here's what I'm going to do.
Speaker: Okay.
Speaker: And so whether you are setting with your closing,
Speaker: Whether you're a company owner, whether you're marketing, there's ways you can use this.
Speaker: Okay, so first let's talk about how we can use the politics in setting.
Speaker: Okay, so you're out on the doors, you're knocking doors, you're trying to get people to book an appointment.
Speaker: Okay, so what I am going to experiment with and what I know will help is...
Speaker: saying a line similar to this, something like, hey, we've had a ton of inquiries about the program now just because of incentives that are potentially expiring.
Speaker: Are you guys familiar with the Green New Deal?
Speaker: You can talk about the Inflation Reduction Act, Green New Deal, which go look that up if you don't know the details on it.
Speaker: You don't have to know all the details.
Speaker: You know, most people are going to be like, no, what's that?
Speaker: So you tell them.
Speaker: And so depending on what happens with the election, a lot could change.
Speaker: So we're having all these inquiries, just making sure we can get people the current incentives available for renewables.
Speaker: Because right now, the people that we're able to help on this program, they don't have to pay anything out of pocket.
Speaker: Okay, so just seeing lines like that, you could even print off a little slick to use, you know, show people details about what the current incentives are, about the Green New Deal, Inflation Reduction Act.
Speaker: Those are all things you could pull up, you know, either on your phone or even better print off a little slick to use it.
Speaker: So some of you already know that I run my own door to door sales team here in San Diego.
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.
Speaker: But if I want to increase my deal flow, I need to do something different to get an advantage.
Speaker: Then we discovered an app called Solar Scout, but it's not a door knocking app.
Speaker: It's a data platform that shows us who is likely to go solar in our market.
Speaker: 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.
Speaker: It's been working for a lot of teams across the country, and now I'm on board too.
Speaker: I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
Speaker: But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
Speaker: And they did.
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.
Speaker: That's solarscout.app forward slash Taylor.
Speaker: Okay, back to the show.
Speaker: Hey, so experiment with that in setting and I may do a follow up on this because these are just things that I'm doing real time.
Speaker: I'm going to start implementing this as I am setting appointments on the doors.
Speaker: So would love to hear people's feedback.
Speaker: How are you using the elections, the politics to your favor when you're setting and closing and follow ups.
Speaker: But these are some of my ideas and things that I'm going to start implementing and trying.
Speaker: And so the second one in closing.
Speaker: All right.
Speaker: So you got in the appointments, you're sitting down to do the deal.
Speaker: Okay, so here's where I would use the political environment right now to build urgency when you're in the close.
Speaker: Okay, and that is during the fact finding.
Speaker: right?
Speaker: One of, I think the best ways to preframe the deal is to add urgency.
Speaker: You know, you go over what's been your experience with solar.
Speaker: Have you guys looked into solar?
Speaker: What would you want?
Speaker: I got going solar, ask your like fact finding questions, right?
Speaker: And then you're going to do the preframe.
Speaker: And before you do the preframe, you got to sprinkle in the urgency because you want to give people the reason why you're going to get the ball rolling with them today, right?
Speaker: So what I would do is something like this, right?
Speaker: You've been through the fact finding, you've
Speaker: Then you're pre framing you say something like hey I'm the application guy for the neighborhood.
Speaker: I know solar isn't the number one priority for most people but the reason why so many of your neighbors are trying to get in right now is because what could change after the election.
Speaker: Hey I'm not here to talk politics but depending on what happens there could be a huge change in the renewable energy.
Speaker: energy incentives that would make solar way more expensive and not make sense for a lot of homes.
Speaker: Because of that, we're in three to four appointments a day right now.
Speaker: So I just don't have much time to come back.
Speaker: Okay, so what we'll do today, if it makes sense, I'll help you guys take some next steps and see if we can get the home approved, submit some forms to lock in those incentives.
Speaker: But if it doesn't look good or doesn't make sense, then we won't do anything.
Speaker: Does that sound fair?
Speaker: Boom.
Speaker: Okay, so something like that.
Speaker: And this is where you want to have some way to build urgency.
Speaker: Even if you're not using the political stuff, the election, you definitely want to be adding some type of urgency builder when you are framing the deal.
Speaker: Something I think is very important and that I didn't do for a long time.
Speaker: And I will get pushback sometimes because I would try to pre-frame the deal, but I wasn't giving people a reason why they should do it.
Speaker: get the ball rolling with me today.
Speaker: Right.
Speaker: So that's how I would use it in closing.
Speaker: Okay.
Speaker: And then in closing, pun intended, the last one, step number three is follow up.
Speaker: I have been terrible at following up in throughout my solar career.
Speaker: It's something I'm
Speaker: working on a lot now that I didn't do much of in the past.
Speaker: But if you were to follow up with people, what I would suggest is take a list of all your people that did not sign up with you over the past year, or it could be even longer, but start with the past year if you can, and then go back and look at all your appointments that maybe they're really interested didn't sit.
Speaker: And
Speaker: This makes for a great follow up text, great follow up voicemail.
Speaker: And I would definitely recommend using a CRM.
Speaker: Myself, currently, I use one called CRMX.
Speaker: It's high level.
Speaker: It's my friend Brent Attaway.
Speaker: He has his custom high level setup called CRMX.
Speaker: Um, let me know if you want to hear more about, about that.
Speaker: I think we also have a link in the show notes.
Speaker: Um, but it makes it really easy cause you can just have all your lists of people already organized in there and you can send out like a massive follow-up texts, um, with the software.
Speaker: Okay.
Speaker: But compile lists.
Speaker: You could, even if you don't have a CRM, just put together a list and then just look up any article, right?
Speaker: Good.
Speaker: Look up any article about the green new deal, um,
Speaker: about the Inflation Reduction Act, same thing that you could potentially print off to use as a slick on the doors.
Speaker: And you can send this out to your entire list of people and just say something like, hey, Joe, it's been a long time since we last talked.
Speaker: It's Taylor, the solar guy that had come by.
Speaker: The reason I'm reaching out is because, as you may or may not know,
Speaker: With elections coming up, there could be some massive changes in renewable energy incentives.
Speaker: And so we're reaching out one last time just to get people the maximum incentives available.
Speaker: before some big potential changes.
Speaker: Let me know if you have five minutes and we can get you some info on the current incentives, something like that.
Speaker: Okay, so anything's better than nothing.
Speaker: Hey, but I guarantee if you send this out to at least 100 people,
Speaker: you should get a few responses back.
Speaker: And I think you should easily be able to get a closed deal off of that.
Speaker: Just sending out texts, that's a legitimate reason why people should look into it now, even if they were too busy or were ghosting you, whatever happened.
Speaker: Okay, so there you have it.
Speaker: That's the three ways I would use politics to your advantage right now.
Speaker: And if you are listening to this, maybe after the election, or maybe things have calmed down, maybe there's not any looming changes,
Speaker: with politics or whatever's going on.
Speaker: Just take the principles of this and again, look for things that are changing with your current utility.
Speaker: Whatever reasons you have to build urgency, you can almost just plug and play
Speaker: the similar responses, similar word tracks, and send them out.
Speaker: Okay, and then last thing I wanted to mention, if you need more help with setting up a CRM, with getting exact scripts to send to your leads and your customers or your people that haven't signed yet, this is something we do extensively in our coaching group, in our coaching program.
Speaker: We have a few recent spots that have opened up.
Speaker: So if you are interested in taking your follow up game to another level,
Speaker: your sales game to another level, and hitting numbers you never imagined were possible.
Speaker: Shoot me an email, taylorsolarepreneurs.com, and we can send you an application, hop on a call, see if it's something that would be a good fit for you.
Speaker: So that's it for the episode, guys.
Speaker: Again, let me know if there's any other ways you have thought of on how you can use politics to your advantage.
Speaker: Remember, you don't want to get in a rabbit hole with your customers.
Speaker: You can bring this up.
Speaker: But I would recommend not getting too much into politics because you don't want that to be the reason why they don't sign just because maybe you love Trump and they hate Trump.
Speaker: Maybe...
Speaker: You love Kamala, they hate Kamala, whatever.
Speaker: You don't want that to be the reason why they don't go slower.
Speaker: We all know this.
Speaker: People are very passionate right now.
Speaker: It can cause a lot of contention, you know, depending on people's opinions.
Speaker: So regardless of your opinions, let's all be civil about this and let's use these things to our advantage and go make a ton of money before these elections, whatever happens, and help a lot of people, even more important than money.
Speaker: Okay, so that's it.
Speaker: We'll see you guys in the next one.
Speaker: Thanks for listening and go sell some solar.
Speaker: See ya.
Speaker: Hey, solopreneurs, quick question.
Speaker: What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
Speaker: For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
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