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The Secret Weapon You NEED In Your Closes (Not What You Think)
47 Plays4 years ago
DOWNLOAD NOW Your FREE Closer Sheet here: https://closer.solarpreneurs.com/
Tune in now and don't forget to sign up for www.solciety.co!
Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one. What's up Solarpreneurs! Your secret weapon to closing...
Speaker 2 (00:45):
You're about to find out what that is and how to use it and how to increase your closing ratio by at least 10%, all that, and more in today's episode, let's jump into it. My name's Taylor Armstrong. I'm here to help you close more deals, generate more referrals and make it more enjoyable to be in this awesome solar industry. Hope you're doing well. My voice sounds a little bit nasally it's because we had a little bit of a crisis. Just got back from an event and the knock star event in key west Florida, and a little weekend getaway after that got back and we noticed something smell and super strange in the house, thought it was the trash went and took the trash out. Then, uh, hit the gym. After that, when I got back, it still smelled even worse, like what is going on here?
Speaker 2 (01:39):
So I'm like, okay, I go and decide to get a drink from the fridge, open up the fridge. And I noticed there's like these fruit flies all over the place. I'm going to kind of, that's weird. Then I open up the freezer. This is our spare Ridge. We have, uh, in our second bedroom here, open up the freezer and just the nastiest thing I've ever seen. All this meat just gone that ground Turkey, chicken, apparently our fridge and our freezer got shut off. I don't know what happened, but just nastiest smell. You've ever smelled a smell like a dead body in there. And I'm having nightmares about it. I don't know if I need meat for a couple of days, at least. So anyways, long story short, that is why my place smells terrible right now. Got all the windows open. So you can probably hear crickets chirping outside stuff going on, because look, if I close the windows, I'm going to pass out right now.
Speaker 2 (02:37):
So that's my explanation of why it might be some little nasally or something going on here, but let's jump into it without further ado. I'm going to tell you guys about a secret that I was presented with at this event. And if you haven't followed Taylor McCarthy, Danny, PESI over at knock star, they're doing awesome things. Nominee. I'm going to be sharing a lot of what they shared with us and also just networking with other people there. This is why it's important that you go to events. You don't have to go to every event. Okay? Sometimes I get a little carried away. You go into too many events. I know I've talked about that previously in the podcast, but try to go to, I don't know, an event a quarter or at least a couple of times a year, right? Pick a few events that you can go to to further your craft and network with other people.
Speaker 2 (03:31):
Okay? Cause that's what it's all about. That's how you're going to make improvements. They say your network is your net worth. And I can def
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
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 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.
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
A Secret to Boost Your Closing Ratio
00:00:41
Speaker
What's up, solopreneurs?
00:00:43
Speaker
Your secret weapon in closing.
00:00:45
Speaker
You're about to find out what that is and how to use it and how to increase your closing ratio by at least 10%.
00:00:54
Speaker
All that and more in today's episode.
00:00:56
Speaker
Let's jump
Personal Anecdote: The Fridge Incident
00:00:57
Speaker
into it.
00:00:57
Speaker
My name's Taylor Armstrong.
00:00:59
Speaker
I'm here to help you close more deals, generate more referrals, and make it more enjoyable to be in this awesome solar industry.
00:01:07
Speaker
Hope you're doing well.
00:01:09
Speaker
My voice sounds a little bit nasally.
00:01:12
Speaker
it's because we had a little bit of a crisis just got back from an event in the knock star event in key west florida and a little weekend getaway after that got back and we noticed something smelling super strange in the house thought it was the trash went and took the trash out then hit the gym after that when i got back it still it smelled even worse i'm like what is going on here
00:01:39
Speaker
so i'm like okay i go and decide to get a drink from the fridge open up the fridge and i notice there's like these fruit flies all over the place i'm like huh that's weird then i open up the freezer this is our spare ridge we have uh in our second bedroom here open up the freezer and just the nastiest thing i've ever seen all this meat just gone bad ground turkey chicken
00:02:06
Speaker
apparently our fridge and our freezer got shut off i don't know what happened but just nastiest smell you've ever smelled smelled like a dead body in there and uh yeah i'm having nightmares about it i don't know if i need meat for a couple days at least
00:02:23
Speaker
So anyways, long story short, that is why my place smells terrible right now.
00:02:28
Speaker
Got all the windows open so you can probably hear crickets chirping outside, stuff going on.
00:02:33
Speaker
Because look, if I close the windows, I'm going to pass out right now.
00:02:37
Speaker
So that's my explanation of why it might be sounding a little nasally or something going on here.
00:02:44
Speaker
But let's jump into it.
Networking and Learning at Industry Events
00:02:46
Speaker
Without further ado, I'm going to tell you guys about a secret that
00:02:50
Speaker
that i was presented with at this event okay and if you haven't followed taylor mccarthy danny pesce over at knockstar they're doing awesome things i'm gonna i'm gonna be sharing a lot of what they shared with us and also just networking with other people there this is why it's important that you go to events you don't have to go to every event okay sometimes i get a little carried away going to too many events i know i've talked about that previously in the podcast
00:03:19
Speaker
But try to go to, I don't know, an event a quarter or at least a couple times a year, right?
00:03:25
Speaker
Pick a few events that you can go to to further your craft and network with other people.
00:03:31
Speaker
because that's what it's all about that's how you're going to make improvements they say your network is your net worth and i can definitely attest that because some of the things you learn not from the people not only from the people speaking but from the people you associate with it's that one thing that can possibly take your business to another level and i'm going to share one thing that i think
00:03:54
Speaker
will help you take your closing percentage to another level.
High Closing Ratios and Sales Techniques
00:03:58
Speaker
And I'm saying this because it comes, this is what a couple guys at the event, actually multiple guys are following this exact closing process.
00:04:08
Speaker
And their closing ratio is at like 89 to 90%.
00:04:10
Speaker
Super ridiculous.
00:04:15
Speaker
And then if you follow Taylor McCarthy, he is closing insane amounts of deals.
00:04:21
Speaker
He closed five deals himself the other day, just went out, knocked the doors, closed five in a day.
00:04:27
Speaker
And I think before that, he had closed like 18 in two weeks.
00:04:32
Speaker
He's not doing online leads.
00:04:34
Speaker
He's not getting referrals.
00:04:36
Speaker
These are fresh doors knocked.
00:04:38
Speaker
Most of them closed on the spot.
00:04:40
Speaker
And that's how he does it.
00:04:42
Speaker
So this is what he does, I'm gonna share it with you, and I'm gonna give you guys
00:04:47
Speaker
this sheet that he shared with us okay i adapted it for a solar preneur this is the solar preneur edition so it's got some bells and whistles on it and i'm going to gift it to you for free all you have to do is go to solar uh sorry it's closer.solarpreneurs.com that's closer.solarpreneurs.com so head over there and you're going to enter your email i'm going to gift you this sheet this template
00:05:17
Speaker
adapted for solar preneurs right i'm not i'm not stealing the exact sheet but i'm going to adapt it added a few things and need to thank um alex smith he's actually going to be on the next episode because he's another person that's using this sheet and is closing 80 90 percent he's actually going to be in the next podcast you hear
00:05:39
Speaker
So we might expound on that a little bit.
Introducing the Sales Comparison Sheet
00:05:43
Speaker
But head on over to that website, type in your email and you're going to get instant access to this sheet.
00:05:49
Speaker
And what it is, OK, here's where you can start taking some notes.
00:05:53
Speaker
It's basically a comparison of what they're doing right now with the current utility company versus what they're going to get with solar.
00:06:02
Speaker
And here's why this is so cool.
00:06:04
Speaker
Even last week, I went to a deal.
00:06:07
Speaker
I closed it up.
00:06:08
Speaker
But the lady's biggest concern, she was a Filipino lady down here in San Diego,
00:06:13
Speaker
She's like, Taylor, I've switched cell phone companies.
00:06:18
Speaker
I've switched satellite companies, cable, and they've all told me I'm going to save money, but then there's always hidden fees, something too good to be true.
00:06:29
Speaker
I just don't believe that it's going to work out the way you're saying it.
00:06:33
Speaker
Then ended up overcoming her concerns, overcoming the objections.
00:06:38
Speaker
But the biggest thing after that, she kept on focusing so much on the total price.
00:06:43
Speaker
Her panels were going to cost her like 40 grand.
00:06:46
Speaker
She needed a decent amount of panels up there.
00:06:50
Speaker
And I kept on saying, you're going to pay like 80 grand to the utility company over the same amount of time.
00:06:56
Speaker
So what's the big deal?
00:06:57
Speaker
She's like, yeah, but that's so expensive.
00:07:00
Speaker
I don't think people pay that much for solar.
00:07:03
Speaker
And it's so many panels.
00:07:05
Speaker
So I had to just like drill it into her head, just repeat after repeat after repeat.
00:07:10
Speaker
like yeah but you're not paying anything up front you're just redirecting your power it's going to be a cheaper monthly bill and she kind of got it but now that i'm looking back if i would have used this sheet that you're going to get access to it would have helped so much because it's just an apples to apples comparison
00:07:30
Speaker
what they're getting right now with utility versus what they're going to get going solar okay so if you downloaded the sheet if i were you i would pause right now go head on over to closer.solarpreneurs.com and just download it put in your email okay get it and then you have this in front of you but what you're going to see is it's just it's nothing super fancy but it's a line down the middle of the sheet
00:07:56
Speaker
And then you're going to see two spaces.
00:07:58
Speaker
You're going to see the current utility company versus what they get with solar.
Components of the Comparison Sheet
00:08:03
Speaker
And then it's going to have a bunch of different, well, we'll just break it down here.
00:08:09
Speaker
So it's going to have your offset.
00:08:11
Speaker
So just the offset of energy.
00:08:13
Speaker
Obviously, with the utility company, I mean, it's just 100% offset, right?
00:08:19
Speaker
I mean,
00:08:20
Speaker
I don't know.
00:08:22
Speaker
With that, it's more just comparing, like with solar, we're gonna give them a bigger offset, right?
00:08:26
Speaker
So this is just so they can see that they're not getting extra power.
00:08:30
Speaker
They're gonna pay for the extra power, right, with the utility.
00:08:33
Speaker
But with solar, maybe we're gonna give them 115% offset, which is what we usually do here.
00:08:39
Speaker
So it's comparing that.
00:08:40
Speaker
So all these different boxes, it's just a line down the middle.
00:08:44
Speaker
and then it's gonna give them just visually, they're gonna be able to see what the difference is they're getting with solar.
00:08:50
Speaker
And that's one of the things we learned when you go into your presentations, all you say is, Mr. Homeowner, my job is very simple.
00:09:00
Speaker
Actually, all I'm gonna do is just draw a line down the middle of a sheet so you can see what you're getting now versus what would happen with the solar.
00:09:07
Speaker
If we did get your home approved on it, if it makes sense, great.
00:09:11
Speaker
We would submit an application, see if we can get your home approved.
00:09:14
Speaker
If not, we're not gonna do anything.
00:09:16
Speaker
But that's all it is, just gonna draw a line down in the middle of the sheet and we'll show you the comparison.
00:09:23
Speaker
That's a great way to preface what you're gonna do.
00:09:25
Speaker
And then again, if they can see this visually, it's gonna make it so much easier to give them, get that in their heads, get the comparison.
00:09:33
Speaker
And I know if I would have had this the other week, instead of having to just repeat after repeat after repeat, I was just talking, right?
00:09:40
Speaker
I wasn't using the other means of communication, which is visually, which most people are visual learners.
00:09:47
Speaker
So if you can get them to even write it themselves, but more importantly, take it in visually, then they're gonna grasp what you're telling them much
Using the Comparison Sheet in Sales Pitches
00:09:56
Speaker
quicker.
00:09:56
Speaker
Okay, so the first one is offset.
00:09:58
Speaker
The second space on there you're gonna see is monthly.
00:10:02
Speaker
So that's talking about what they're paying monthly to the utility currently, right?
00:10:06
Speaker
So monthly, maybe it's 150.
00:10:09
Speaker
With solar, maybe it's gonna be 100 bucks.
00:10:10
Speaker
So you're gonna write that in with them.
00:10:13
Speaker
And you're going to get them, obviously, to agree.
00:10:17
Speaker
So as you're presenting this, you're going to be asking them, so how much do you pay monthly?
00:10:22
Speaker
And get them to tell you.
00:10:23
Speaker
We're going to do another episode on questions that you can't ask, because that's actually the next takeaway I got from the event that I'm going to start improving right away.
00:10:34
Speaker
It's just better questions.
00:10:36
Speaker
If you can help the customers, the homeowners, really realize these things themselves versus you just telling them, that's way more powerful than you telling them.
00:10:46
Speaker
So ask some questions.
00:10:47
Speaker
Mr. Homeowner, how much you pay monthly?
00:10:49
Speaker
Okay.
00:10:50
Speaker
So here's what would happen with the solar is instead of paying $150, you would only pay $100.
00:10:56
Speaker
And then yearly, do the math with them, make sure it's crystal clear, make sure they understand it.
00:11:02
Speaker
So yearly, 150 adds up to 1800, right?
00:11:06
Speaker
Versus 100 adds up to 1200.
00:11:09
Speaker
So that would be a $600 difference, right, for the year.
00:11:12
Speaker
Okay, and inflation, and this is where you wanna make sure you have proof of what you're saying.
00:11:18
Speaker
Because people are skeptical out there.
00:11:20
Speaker
If you just start throwing out numbers, you definitely want to be able to back it up.
00:11:24
Speaker
So you can ask them, inflation, Mr. Homeowner, how much do you think inflation is right now?
00:11:28
Speaker
3%?
00:11:30
Speaker
Okay.
00:11:31
Speaker
So 3%, but with electricity, here's what's been happening.
00:11:35
Speaker
They just had a 10% rate increase, and this is where I like to pull up proof of what's been happening.
00:11:41
Speaker
So either go to, depending on which market you're in, find proof, right?
00:11:45
Speaker
And I've talked about this before.
00:11:47
Speaker
Bookmark.
00:11:48
Speaker
your different folders where you can just pull up this ammo of the rate increases or whatever's happened.
00:11:54
Speaker
So pull that up with them so they can see.
00:11:57
Speaker
And then agree on a number.
00:11:58
Speaker
So is it fair to say that they're going up 5% to 7%?
00:12:01
Speaker
Okay, whatever it is, put down a number.
00:12:05
Speaker
And then with solar, assuming you are doing financing, right?
00:12:09
Speaker
0%.
00:12:10
Speaker
Okay, there's not going to be an escalator.
00:12:13
Speaker
So 0%.
00:12:15
Speaker
Then you're building value in all these things.
00:12:17
Speaker
Okay, so I'm giving you the SparkNotes version, but obviously you want to build value.
00:12:22
Speaker
You want to tell stories.
00:12:24
Speaker
You want to ask them great questions, which again, we'll do another episode on.
00:12:28
Speaker
Okay, you're going to see a next spot that says interest.
00:12:31
Speaker
That's where you can talk about, okay, well, right now,
00:12:35
Speaker
How much do you think it costs to maintain the infrastructure of the utility company?
00:12:39
Speaker
It's like 100 years old, right?
00:12:41
Speaker
Probably be pretty expensive.
00:12:43
Speaker
So in all, to be blunt, you guys are paying 100% interest right now.
00:12:49
Speaker
You're paying for all the repairs of the utility.
00:12:52
Speaker
They're putting band-aids on all the different repairs they're making on the equipment.
00:12:57
Speaker
So you're paying interest in that.
00:12:59
Speaker
Guess what?
00:13:00
Speaker
With solar, it's only going to be 2.9% or whatever it may be.
00:13:04
Speaker
Okay, you can put down the interest.
00:13:07
Speaker
And then tax credits, okay, with their utility.
00:13:11
Speaker
How much do you guys get any tax benefits paying your electric company?
00:13:17
Speaker
they ever given you like cash back or anything no okay cool so here's what's cool about the solar your neighbors have liked that they've gotten money back federal government is incentivizing people to go solar so for this year luckily got extended because of covid but they're going to give you 26 of the value of the system back in the taxes in the form of credits
00:13:39
Speaker
So for you, it's going to be about nine grand, whatever it is, write it down.
00:13:44
Speaker
Added home value, again, something you want to show them proof for, but add a home value.
00:13:49
Speaker
Maybe it's 15 to 20 grand.
00:13:52
Speaker
Pull up the Zill article, pull up whatever proof you had, show them that they're going to get some value added to their home.
00:13:58
Speaker
In California, we're saying, hey, look, have you probably noticed all the new homes are being built with solar?
00:14:03
Speaker
Have you seen that?
00:14:05
Speaker
Yeah, that's because they actually passed a lot of new homes need to be built with four hours.
00:14:09
Speaker
So obviously it's helping them sell quicker and for more.
00:14:14
Speaker
And then 25-year savings, break down the numbers, break down what they're going to save, 25-year cost investment, and then you can just add up.
00:14:24
Speaker
And here's where you can just write.
00:14:27
Speaker
You can just add up straight what they're paying for utilities.
00:14:29
Speaker
So if they're paying $150,000 average, $1,800 a year, Mr. Homeowner, what does the number $18,000 represent to you?
00:14:40
Speaker
That's how much you'd spend paying over 10 years, right?
00:14:43
Speaker
So put that down, then you put plus inflation.
00:14:46
Speaker
So 20-year cost, double that would be 36 grand plus inflation.
00:14:51
Speaker
So 25-year cost would be, what is that, half that?
00:14:55
Speaker
45, I think.
00:14:57
Speaker
45 plus inflation.
00:14:58
Speaker
Okay, so you don't have to get, yeah, you don't have to break it down exactly, but put the plus inflation so they can see that you're giving them the bare minimum numbers.
00:15:09
Speaker
Okay, and then once you do this, they have it all side by side.
00:15:14
Speaker
Okay, and what's really cool about this is you can leave this page with them.
00:15:19
Speaker
So guess what they're going to have in their head?
00:15:21
Speaker
My customer the previous week, she's focused so much on the 40 grand she's going to spend.
00:15:28
Speaker
But if I would have left this with her, she has this in front of her.
00:15:31
Speaker
She says, okay, I'm paying, yeah, with solar, I'm paying 40 grand, but...
00:15:36
Speaker
wow look at this I'm actually saving 60 grand and that's yeah and that's like without an inflation factoring into
00:15:46
Speaker
So start using this.
00:15:47
Speaker
I'm excited to hear what you think about it.
00:15:50
Speaker
And I'm just going to, yeah, I'll be blunt.
00:15:52
Speaker
I haven't started using it yet because this is just content we got straight from some of these top closers at the event.
00:16:01
Speaker
But I'm just going off what I hear other people.
00:16:04
Speaker
A lot of the things I'm sharing, I'm just starting to implement it myself.
00:16:08
Speaker
Okay, so if other people are getting awesome results with it, it's all about the results, right?
00:16:13
Speaker
You follow people that are getting insane results.
00:16:16
Speaker
And that's what I'm sharing with you here.
00:16:18
Speaker
I'm sharing you something that people are getting insane results from, 80 to 90% closing ratios.
00:16:25
Speaker
So start using this.
00:16:26
Speaker
That's why I wanted to gift it to you for free.
00:16:28
Speaker
Again, head on to closer.solarpreneurs.com and get a copy of this and just print them off.
00:16:35
Speaker
Print off 10 of them.
00:16:36
Speaker
Try it this week.
00:16:37
Speaker
leave it with your homeowner leave it with your next clothes and let me know if it helped you
00:16:43
Speaker
Okay, so I'm gonna start implementing it.
00:16:46
Speaker
Excited to hear what our solopreneur crowd thinks of it.
Feedback and Strategy Implementation
00:16:50
Speaker
Let me know if it's helped you and send it to someone.
00:16:53
Speaker
Send it to someone on your team that could also use some help in their closes.
00:16:58
Speaker
And most importantly, drill, practice, rehearse, role play like this, sorry, role play the sheet like crazy and then come up with great questions that you can use as you're explaining it to the homeowners you present to.
00:17:12
Speaker
So that's what we got today.
00:17:13
Speaker
Hope this was valuable to you.
00:17:15
Speaker
And don't forget, tune in to next episode because we're going to hear Alex Smith, who is also using this sheet and has his team closing at an 80% ratio.
00:17:25
Speaker
So you won't want to miss out.
00:17:27
Speaker
This guy is doing crazy stuff in his business over in Florida.
00:17:31
Speaker
So we'll see you on the next one and keep closing deals.
Announcing Solcitee: A Resource for Solar Professionals
00:17:37
Speaker
Hey Solarpreneurs, quick question.
00:17:38
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?
00:17:48
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.
00:18:00
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:18:11
Speaker
And it's called Solcitee.
00:18:13
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:18:32
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:18:38
Speaker
So go to soulcidity.co to learn more and join the learning experience now.
00:18:46
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
00:18:53
Speaker
We'll see you on the inside.