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 Solarpreneur you might ask?
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.
Speaker: What's up, solopreneurs?
Speaker: Your secret weapon in closing.
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%.
Speaker: All that and more in today's episode.
Speaker: Let's jump into it.
Speaker: My name's Taylor Armstrong.
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.
Speaker: Hope you're doing well.
Speaker: My voice sounds a little bit nasally.
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
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
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
Speaker: So anyways, long story short, that is why my place smells terrible right now.
Speaker: Got all the windows open so you can probably hear crickets chirping outside, stuff going on.
Speaker: Because look, if I close the windows, I'm going to pass out right now.
Speaker: So that's my explanation of why it might be sounding a little nasally or something going on here.
Speaker: But let's jump into it.
Speaker: Without further ado, I'm going to tell you guys about a secret that
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
Speaker: But try to go to, I don't know, an event a quarter or at least a couple times a year, right?
Speaker: Pick a few events that you can go to to further your craft and network with other people.
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
Speaker: will help you take your closing percentage to another level.
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.
Speaker: And their closing ratio is at like 89 to 90%.
Speaker: Super ridiculous.
Speaker: And then if you follow Taylor McCarthy, he is closing insane amounts of deals.
Speaker: He closed five deals himself the other day, just went out, knocked the doors, closed five in a day.
Speaker: And I think before that, he had closed like 18 in two weeks.
Speaker: He's not doing online leads.
Speaker: He's not getting referrals.
Speaker: These are fresh doors knocked.
Speaker: Most of them closed on the spot.
Speaker: And that's how he does it.
Speaker: So this is what he does, I'm gonna share it with you, and I'm gonna give you guys
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
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
Speaker: So we might expound on that a little bit.
Speaker: But head on over to that website, type in your email and you're going to get instant access to this sheet.
Speaker: And what it is, OK, here's where you can start taking some notes.
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.
Speaker: And here's why this is so cool.
Speaker: Even last week, I went to a deal.
Speaker: I closed it up.
Speaker: But the lady's biggest concern, she was a Filipino lady down here in San Diego,
Speaker: She's like, Taylor, I've switched cell phone companies.
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.
Speaker: I just don't believe that it's going to work out the way you're saying it.
Speaker: Then ended up overcoming her concerns, overcoming the objections.
Speaker: But the biggest thing after that, she kept on focusing so much on the total price.
Speaker: Her panels were going to cost her like 40 grand.
Speaker: She needed a decent amount of panels up there.
Speaker: And I kept on saying, you're going to pay like 80 grand to the utility company over the same amount of time.
Speaker: So what's the big deal?
Speaker: She's like, yeah, but that's so expensive.
Speaker: I don't think people pay that much for solar.
Speaker: And it's so many panels.
Speaker: So I had to just like drill it into her head, just repeat after repeat after repeat.
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
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
Speaker: And then you're going to see two spaces.
Speaker: You're going to see the current utility company versus what they get with solar.
Speaker: And then it's going to have a bunch of different, well, we'll just break it down here.
Speaker: So it's going to have your offset.
Speaker: So just the offset of energy.
Speaker: Obviously, with the utility company, I mean, it's just 100% offset, right?
Speaker: I mean,
Speaker: I don't know.
Speaker: With that, it's more just comparing, like with solar, we're gonna give them a bigger offset, right?
Speaker: So this is just so they can see that they're not getting extra power.
Speaker: They're gonna pay for the extra power, right, with the utility.
Speaker: But with solar, maybe we're gonna give them 115% offset, which is what we usually do here.
Speaker: So it's comparing that.
Speaker: So all these different boxes, it's just a line down the middle.
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.
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.
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.
Speaker: If we did get your home approved on it, if it makes sense, great.
Speaker: We would submit an application, see if we can get your home approved.
Speaker: If not, we're not gonna do anything.
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.
Speaker: That's a great way to preface what you're gonna do.
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.
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?
Speaker: I wasn't using the other means of communication, which is visually, which most people are visual learners.
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 quicker.
Speaker: Okay, so the first one is offset.
Speaker: The second space on there you're gonna see is monthly.
Speaker: So that's talking about what they're paying monthly to the utility currently, right?
Speaker: So monthly, maybe it's 150.
Speaker: With solar, maybe it's gonna be 100 bucks.
Speaker: So you're gonna write that in with them.
Speaker: And you're going to get them, obviously, to agree.
Speaker: So as you're presenting this, you're going to be asking them, so how much do you pay monthly?
Speaker: And get them to tell you.
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.
Speaker: It's just better questions.
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.
Speaker: So ask some questions.
Speaker: Mr. Homeowner, how much you pay monthly?
Speaker: Okay.
Speaker: So here's what would happen with the solar is instead of paying $150, you would only pay $100.
Speaker: And then yearly, do the math with them, make sure it's crystal clear, make sure they understand it.
Speaker: So yearly, 150 adds up to 1800, right?
Speaker: Versus 100 adds up to 1200.
Speaker: So that would be a $600 difference, right, for the year.
Speaker: Okay, and inflation, and this is where you wanna make sure you have proof of what you're saying.
Speaker: Because people are skeptical out there.
Speaker: If you just start throwing out numbers, you definitely want to be able to back it up.
Speaker: So you can ask them, inflation, Mr. Homeowner, how much do you think inflation is right now?
Speaker: 3%?
Speaker: Okay.
Speaker: So 3%, but with electricity, here's what's been happening.
Speaker: They just had a 10% rate increase, and this is where I like to pull up proof of what's been happening.
Speaker: So either go to, depending on which market you're in, find proof, right?
Speaker: And I've talked about this before.
Speaker: Bookmark.
Speaker: your different folders where you can just pull up this ammo of the rate increases or whatever's happened.
Speaker: So pull that up with them so they can see.
Speaker: And then agree on a number.
Speaker: So is it fair to say that they're going up 5% to 7%?
Speaker: Okay, whatever it is, put down a number.
Speaker: And then with solar, assuming you are doing financing, right?
Speaker: 0%.
Speaker: Okay, there's not going to be an escalator.
Speaker: So 0%.
Speaker: Then you're building value in all these things.
Speaker: Okay, so I'm giving you the SparkNotes version, but obviously you want to build value.
Speaker: You want to tell stories.
Speaker: You want to ask them great questions, which again, we'll do another episode on.
Speaker: Okay, you're going to see a next spot that says interest.
Speaker: That's where you can talk about, okay, well, right now,
Speaker: How much do you think it costs to maintain the infrastructure of the utility company?
Speaker: It's like 100 years old, right?
Speaker: Probably be pretty expensive.
Speaker: So in all, to be blunt, you guys are paying 100% interest right now.
Speaker: You're paying for all the repairs of the utility.
Speaker: They're putting band-aids on all the different repairs they're making on the equipment.
Speaker: So you're paying interest in that.
Speaker: Guess what?
Speaker: With solar, it's only going to be 2.9% or whatever it may be.
Speaker: Okay, you can put down the interest.
Speaker: And then tax credits, okay, with their utility.
Speaker: How much do you guys get any tax benefits paying your electric company?
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
Speaker: So for you, it's going to be about nine grand, whatever it is, write it down.
Speaker: Added home value, again, something you want to show them proof for, but add a home value.
Speaker: Maybe it's 15 to 20 grand.
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.
Speaker: In California, we're saying, hey, look, have you probably noticed all the new homes are being built with solar?
Speaker: Have you seen that?
Speaker: Yeah, that's because they actually passed a lot of new homes need to be built with four hours.
Speaker: So obviously it's helping them sell quicker and for more.
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.
Speaker: And here's where you can just write.
Speaker: You can just add up straight what they're paying for utilities.
Speaker: So if they're paying $150,000 average, $1,800 a year, Mr. Homeowner, what does the number $18,000 represent to you?
Speaker: That's how much you'd spend paying over 10 years, right?
Speaker: So put that down, then you put plus inflation.
Speaker: So 20-year cost, double that would be 36 grand plus inflation.
Speaker: So 25-year cost would be, what is that, half that?
Speaker: 45, I think.
Speaker: 45 plus inflation.
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.
Speaker: Okay, and then once you do this, they have it all side by side.
Speaker: Okay, and what's really cool about this is you can leave this page with them.
Speaker: So guess what they're going to have in their head?
Speaker: My customer the previous week, she's focused so much on the 40 grand she's going to spend.
Speaker: But if I would have left this with her, she has this in front of her.
Speaker: She says, okay, I'm paying, yeah, with solar, I'm paying 40 grand, but...
Speaker: wow look at this I'm actually saving 60 grand and that's yeah and that's like without an inflation factoring into
Speaker: So start using this.
Speaker: I'm excited to hear what you think about it.
Speaker: And I'm just going to, yeah, I'll be blunt.
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.
Speaker: But I'm just going off what I hear other people.
Speaker: A lot of the things I'm sharing, I'm just starting to implement it myself.
Speaker: Okay, so if other people are getting awesome results with it, it's all about the results, right?
Speaker: You follow people that are getting insane results.
Speaker: And that's what I'm sharing with you here.
Speaker: I'm sharing you something that people are getting insane results from, 80 to 90% closing ratios.
Speaker: So start using this.
Speaker: That's why I wanted to gift it to you for free.
Speaker: Again, head on to closer.solarpreneurs.com and get a copy of this and just print them off.
Speaker: Print off 10 of them.
Speaker: Try it this week.
Speaker: leave it with your homeowner leave it with your next clothes and let me know if it helped you
Speaker: Okay, so I'm gonna start implementing it.
Speaker: Excited to hear what our solopreneur crowd thinks of it.
Speaker: Let me know if it's helped you and send it to someone.
Speaker: Send it to someone on your team that could also use some help in their closes.
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.
Speaker: So that's what we got today.
Speaker: Hope this was valuable to you.
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.
Speaker: So you won't want to miss out.
Speaker: This guy is doing crazy stuff in his business over in Florida.
Speaker: So we'll see you on the next one and keep closing deals.
Speaker: Hey Solarpreneurs, 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.
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.
Speaker: And it's called Solcitee.
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.
Speaker: Currently, Soul Society is open, launched, and ready to be enrolled.
Speaker: So go to soulcidity.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
Speaker: We'll see you on the inside.
