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Episode #4 (How To Crush Social Media) With Earl Kapule
59 Plays7 years ago
In this episode of the Solarpreneur podcast we've got solar expert Earl Kapule ready to share some tips on how to dominate social media as a solar professional.
Please rate and review this podcast if you enjoy it and share with another solar professional to help get the word out.
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Transcript
Introduction to Earl Capule and Solar Entrepreneurship
00:00:00
Speaker
What's up, Solarpreneurs?
00:00:02
Speaker
Taylor here.
00:00:02
Speaker
I'm with a special guest today.
00:00:04
Speaker
His name is Earl Capule.
00:00:06
Speaker
He is a San Diegan here with me, so we invited him over to the home studio to talk about how he's leveraging social media to increase his referrals, to close more deals, and to become more of an expert in the solar industry.
00:00:23
Speaker
So enjoy this episode with Earl.
00:00:26
Speaker
Look, in the solar business, there's really only two types of people.
00:00:30
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:35
Speaker
The question is, which one will you be?
00:00:38
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing professionals and how they build multi-million dollar incomes using only the best sales and marketing strategies.
00:00:49
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:55
Speaker
This podcast is your answer.
00:00:57
Speaker
Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
00:01:08
Speaker
Welcome to the Solarpreneur Podcast.
Earl's Unexpected Journey into Solar Sales
00:01:20
Speaker
Good morning, solarpreneurs.
00:01:22
Speaker
I am here with the one, the only Earl Kapule.
00:01:26
Speaker
Had to practice his name a couple of times.
00:01:29
Speaker
Earl, welcome to the show.
00:01:30
Speaker
Thanks, Taylor.
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Speaker
Glad to be here.
00:01:33
Speaker
Cool, man.
00:01:33
Speaker
So we're both San Diegans here, both hanging out in San Diego.
00:01:38
Speaker
Earl is a Hawaiian.
00:01:40
Speaker
He's from Oahu and then I'm from Utah.
00:01:43
Speaker
So we're here today excited to be on the show and Earl's been crushing it in social media.
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The reason why I wanted to invite him on the podcast, I saw him just post and post it on social media.
00:01:53
Speaker
Saw all the interaction he was getting, creating raving fans.
00:01:58
Speaker
He's got a Facebook group.
00:02:00
Speaker
So Earl, tell us a little bit about how you got started in the solar industry and why you chose it.
00:02:07
Speaker
Sure.
00:02:08
Speaker
So it was about five years ago.
00:02:10
Speaker
And I was in the hospital at the time having surgery and an acquaintance came to visit me because he had heard that I was in the hospital.
00:02:19
Speaker
So he came by and we were talking for a while and he asked me what I did for a living or for work.
00:02:24
Speaker
And I told him I did construction in the past in Hawaii as a carpenter and he invited me to...
00:02:30
Speaker
work for a solar company as a site surveyor to survey the roof, take some measurements.
00:02:35
Speaker
He said I could make some money doing that.
00:02:37
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I said, sure, I just have to go to a mission trip first.
00:02:40
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When I get back, you know, well, if the position is still open, I'll take it.
00:02:44
Speaker
And when I got back, the position was already closed, but he told me, hey, we got sales open for solar.
00:02:52
Speaker
And he told me I would have to go door to door.
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And I said, I think I'm good on that.
00:02:57
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I'm not really good at talking to people or going door to door and trying to sell stuff.
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So I thought it wasn't for me.
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But he pushed me and he said, at least come to a meeting, check it out, see how we explain it to homeowners and how it doesn't cost them anything out of their pocket and they actually get to save money.
00:03:13
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So...
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That's how I started.
00:03:15
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I got into it.
00:03:16
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I ended up really liking it.
00:03:18
Speaker
I got really good at it very quickly just because solar pretty much sells itself.
00:03:23
Speaker
And so that's how I got into it about five years
Harnessing Social Media for Business Growth
00:03:25
Speaker
ago.
00:03:25
Speaker
Okay.
00:03:26
Speaker
The accidental salesperson like most people, right?
00:03:29
Speaker
Right.
00:03:30
Speaker
That's awesome.
00:03:31
Speaker
Yeah, a similar thing for my story.
00:03:32
Speaker
I was doing door-to-door pest control, door-to-door, well, I guess, yeah, just pest control and had a friend that made way more money than I did.
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So I'm like, oh, I better check this solar thing out.
00:03:44
Speaker
But same thing.
00:03:46
Speaker
It's nice to have a product that actually saves people money instead of adding bills onto their budget, right?
00:03:53
Speaker
So yeah, that's awesome.
00:03:55
Speaker
Cool story about how he got into the solar industry.
00:03:59
Speaker
And so you've been here in San Diego doing it since then?
00:04:02
Speaker
Yeah, so almost five years now.
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Speaker
Okay, right on, man.
00:04:06
Speaker
So Earl, he's been crushing it, especially using social media and other ways of doing it.
00:04:12
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So when did you get in the whole social media part of solar, Earl?
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I mean, as long as I've been doing solar, I've been trying to use it every now and then.
00:04:22
Speaker
But as far as doing it seriously and consistently, it's been about three or four months since I've been doing it pretty consistent.
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And when I say consistent, I mean on a daily basis.
00:04:34
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Okay.
00:04:34
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So, yeah.
00:04:35
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I've been watching Gary Vee a lot more.
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Just this year, I kind of...
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came across him and I started watching it more and more.
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And I realized that social media is big and it's important if you're in sales or if you're trying to promote something, it's a very powerful platform.
00:04:52
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Yeah.
00:04:53
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Okay.
00:04:53
Speaker
So Gary Vee, he was the one that kind of got you into the social media aspect of it.
00:04:57
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Yeah, definitely.
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Huge influence.
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You know, I see him posting stuff every single day, and it's crazy that he posts his own stuff.
00:05:03
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And so it's pretty motivating that if he can do it, I mean, why can't I do it or anybody else?
00:05:09
Speaker
Whatever they do, why can't they do it?
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You know, everybody has the same amount of time every day.
00:05:13
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Yeah.
00:05:14
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Okay.
00:05:15
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So let's, we're going to get into the social media piece of it.
00:05:19
Speaker
But for you, Earl, what does a typical day in solar cells look like?
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Are you, do you have a set schedule?
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Are you going out?
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Or what does your typical day look like?
00:05:27
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I mean, most of the time I do have a schedule.
00:05:29
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So I work five to six days a week.
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And I try to schedule it where I'm working two or three hours in the morning and two or three hours towards the evening before the sun goes down.
00:05:40
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And everything in between is I do some social media, some back office work, follow-ups, try to get some referrals.
00:05:48
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But I try to do that every single day.
00:05:49
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So on the doors, social media, on the doors, social media.
00:05:53
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Okay, good schedule.
00:05:55
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And have you always been that way?
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Or did you you kind of develop this process?
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It's funny.
00:06:00
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Yeah, it's funny because I never had experience with sales or door to door or any of that.
00:06:04
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So when I first came on board, most of the salespeople that were selling solar at the time, they would only work 20 hours a week, five days, five days a week, 20 hours.
00:06:16
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And then the rest they would just take time off, you know, they were making good money.
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So they would just relax.
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But at some point, I told myself, what if I did 40 hours like a regular person and treated this like an actual job?
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I wonder if I would make more money.
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And so I did that.
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I started applying it.
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I started making twice as much money.
00:06:34
Speaker
And all the other reps were like, what are you doing?
00:06:36
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And I'm like, I'm just working more.
00:06:38
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Just put in 20 more hours than you.
Commitment and Work Ethic in Solar Sales
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And it's working.
00:06:42
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In this line of work, definitely having a schedule like that and treating it like an actual job can really do a lot.
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It's huge because we were just talking before this, the amount of reps that we see drop off.
00:06:54
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And I think that's one of the biggest things.
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Things that happen is they don't have a consistent schedule, they're not making the money they want to, and then they just give up because they're not willing to put in the work and the consistency.
00:07:05
Speaker
Right.
00:07:05
Speaker
It's that accountability of, you know, when you have a job, you have a boss, you have to check in, you have to check out, you already have a schedule made for you.
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And so in this kind of work, you have to kind of hold yourself accountable or hold each other accountable by putting these schedules together.
00:07:19
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Yeah.
00:07:20
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And funny story I have.
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So Earl, when he first started posting a little bit more, I think I saw him post a picture of the area he had been in and post.
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And I don't know if you remember that post, but something like how you book like, I don't know, six appointments in this certain area or whatever.
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One little dead end and I hit four houses.
00:07:40
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And that was the only four houses I talked to all in a row within 45 minutes or less.
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All of them signed up.
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to get an appointment nice and I decided I'm gonna post this I mean a lot of people spend hours just trying to get one appointment and I got four in less than an hour and so yeah that post got a lot of attention a lot of people started messaging me about that yeah the funniest part was is I started looking at those addresses and I'm like man those addresses sound really familiar
00:08:07
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So I zoomed in on it.
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I pulled up my area and I had just knocked that same area probably like a couple months ago before he had something.
00:08:15
Speaker
Oh my man, this guy just poaching my areas coming in, swooping in right after I go there.
00:08:20
Speaker
Yeah, I remember someone posted, hey, I'm going to go knock there now because they saw the addresses and everything.
00:08:24
Speaker
I'm like, sure, go ahead, you know?
00:08:26
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Yeah, yeah.
00:08:27
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That's funny, man.
00:08:28
Speaker
And did you end up closing any of those?
00:08:31
Speaker
I'm still following up with a couple of them.
00:08:33
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None of them did close yet, but I got their bills, and I have to set up the appointment still.
00:08:38
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Yeah.
00:08:39
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Okay.
00:08:40
Speaker
Well, cool.
00:08:41
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Funny stuff.
00:08:41
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We're kind of battling out here in San Diego.
00:08:44
Speaker
Luckily, I've got plenty of area here in San Diego, right?
00:08:47
Speaker
A lot.
00:08:47
Speaker
Where the both of us.
00:08:49
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So cool.
00:08:49
Speaker
And so let's kind of get into the whole social media.
00:08:52
Speaker
That's going to be the focus of the episode here.
00:08:54
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So we're going to talk about why reps should be using social media, how they should be posting, consistency, how they should be posting, what results they should expect.
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And Earl's going to break it down for us here so we can kind of learn that because I think a lot of reps that I've seen, they don't know.
00:09:12
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They don't even post on social media maybe once a month or
00:09:18
Speaker
less a lot of them and I know I'm included in there I don't post much at all like I should be and so what kind of first of all what what results have you gotten from posting more in social media you see more referrals or tell us about your results
00:09:33
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Yeah, as far as the results, it's been surprising.
00:09:35
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I mean, within the last month, I've been receiving messages almost every single week in my messenger inbox.
00:09:42
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A lot of people are requesting more information about what I do.
00:09:46
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A lot of solo reps or even just reps in general that do door-to-door or in sales, they're wanting to know more about what I do.
00:09:53
Speaker
Yeah.
00:09:54
Speaker
A lot of that, but also some referrals from other people in the sales industry.
00:10:00
Speaker
They may know someone in California and they say, oh, my friend needs solar.
00:10:05
Speaker
People have been seeing me as an expert in the industry, and so they feel comfortable with reaching out to me as far as referring a job to me.
00:10:14
Speaker
For instance, last week, I received a message from someone in Arizona saying,
00:10:19
Speaker
that they needed a 200 kilowatt job installed 600 to 800 panels and they needed an installer for that and so i called one of my installers we said we set up an appointment they got on the phone the next day and right now it's still in the works and so that one seems pretty promising and that was just from posting stuff on social media look at that killer so yeah a realtor of mine he's a friend on my facebook
00:10:44
Speaker
He reached out to me last week and said, hey, I got a really close friend that we sold a house to years ago.
00:10:49
Speaker
They're looking into solar.
00:10:50
Speaker
And the first thing I thought of was you.
00:10:53
Speaker
Why?
00:10:53
Speaker
Probably because I'm posting almost every single day that I do solar or my install.
00:10:57
Speaker
And so people are noticing that I'm someone to go to if they know anybody that needs solar.
00:11:04
Speaker
Yeah, that's huge, man.
00:11:06
Speaker
And I was just asking before this, we're messaging back and forth.
00:11:10
Speaker
And I'm like, Earl, but I don't have like barely any friends even in San Diego.
Building a Social Media Presence and Network
00:11:14
Speaker
How is social media going to help me if I don't have any friends?
00:11:17
Speaker
And he kind of was saying, no, I don't make up excuses and kind of tell me to just do it anyways.
00:11:25
Speaker
But what would your answer?
00:11:26
Speaker
I know you told me, but what's your answer for someone who doesn't have
00:11:29
Speaker
maybe friends or maybe people, homeowners that they think would even see their posts?
00:11:35
Speaker
What do you do with that?
00:11:36
Speaker
Sure.
00:11:37
Speaker
I mean, if you don't have any friends locally, I mean, you can always get friends.
00:11:41
Speaker
Yeah, there you go.
00:11:42
Speaker
Search the internet for friends and add them if they have things in common.
00:11:46
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What I've been doing is joining a lot of local groups or business pages or just hiking groups, all these different types of groups.
00:11:54
Speaker
And then I interact with people there.
00:11:56
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That way...
00:11:57
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People start adding me as friends.
00:11:59
Speaker
Oh, this person is providing value.
00:12:00
Speaker
This person knows what they're talking about.
00:12:01
Speaker
Oh, this person seems cool.
00:12:03
Speaker
And they add me.
00:12:04
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And now I have some local friends.
00:12:06
Speaker
Another way is networking with business people in your area.
00:12:09
Speaker
So I've been networking with realtors and construction people.
00:12:13
Speaker
All these different...
00:12:15
Speaker
businesses that have that are kind of related to solar that could provide referrals and i can provide referrals to them uh where we provide value to each other and so i'm just networking and growing my network constantly and so now i'm getting requests every week as well by these people as well so that's another way because they know a lot of people yeah so like joining groups you'd say just joining any
00:12:38
Speaker
Local area groups where homeowners would hang out.
00:12:41
Speaker
Yeah, definitely.
00:12:43
Speaker
I mean, another thing is you can post stuff in the marketplace or there's like San Diego Craigslist.
00:12:48
Speaker
There's like five different ones of those or the swap meets in the area.
00:12:52
Speaker
All these different types of groups where you can post stuff for free.
00:12:54
Speaker
It's all free advertisement.
00:12:56
Speaker
So you don't need experience to do any of these things.
00:12:59
Speaker
It's just posting things of value, not selling things.
00:13:03
Speaker
It's mostly providing information and value that people need.
00:13:07
Speaker
Yeah, I think that's huge.
00:13:09
Speaker
We were just talking before this about how, yeah, like exactly I said, just the basically free advertisement that you get just from posting these groups.
00:13:19
Speaker
Because people notice you.
00:13:21
Speaker
We're not out there trying to be spammy on groups and just spam people and say, I know some people do that.
00:13:27
Speaker
And then they get kicked out of the groups.
00:13:29
Speaker
Right.
00:13:30
Speaker
Because the thing about that is, yeah, nobody's going to want to trust you and you just seem so salesy.
00:13:35
Speaker
This approach is more of a long-term approach.
00:13:37
Speaker
You definitely need patience.
00:13:39
Speaker
You're building a foundation.
00:13:41
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And until you're seen as an expert...
00:13:44
Speaker
no one is going to start adding you or want to refer anything to you.
00:13:47
Speaker
So it's been a few months, and now it's starting to pick up traction.
00:13:52
Speaker
But for the most part, it's just about providing free information, nothing to do with selling, but the information about what you do and why it benefits other people.
00:14:00
Speaker
Yeah, and that's part of why I had him on the show here because our co-host, James, I know he's all about joining groups and networking with realtors and other places where homeowners are going to hang out.
00:14:12
Speaker
So I started doing this maybe a month ago.
00:14:14
Speaker
I looked up any group that had to do with solar, joined every solar group that I saw.
00:14:20
Speaker
And then I looked up any like San Diego realtor swap meet group.
00:14:25
Speaker
And there's one thing in common that I found in all those groups.
00:14:28
Speaker
And that's that Earl was already there.
00:14:30
Speaker
He beat me to all of them.
00:14:31
Speaker
And I'm like, holy cow, this guy is like in all places in San Diego in social media.
00:14:35
Speaker
I'm like, I got to see what this guy's doing.
00:14:37
Speaker
And I saw him posting in most of them, already adding value.
00:14:41
Speaker
And that's exactly what we want to be doing here.
00:14:43
Speaker
And I think it's paid off for him because even if he doesn't have homeowners reaching out, like you said, he's having other friends that maybe know people.
00:14:51
Speaker
He's being seen by people adding value.
00:14:53
Speaker
So I think that's the key is adding the value first and then people are going to reach out.
00:14:57
Speaker
And I've seen that too, Justin.
00:14:59
Speaker
I've posted in the solar group, stuff like that.
00:15:02
Speaker
And as long as you're adding value, people are always going to reach out, I think.
00:15:06
Speaker
And
00:15:06
Speaker
Say, what are you doing?
00:15:07
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There's always opportunities to coach people.
00:15:10
Speaker
Even by giving your free advice, people are going to remember that and give you referrals later for little things you do.
00:15:16
Speaker
Definitely.
00:15:16
Speaker
So yeah, it's huge, man.
00:15:17
Speaker
And so how have you, as far as the sales go, have you seen a lot more sales?
00:15:22
Speaker
Have you gotten a lot more sales off these referrals and other opportunities you've had to come up?
00:15:27
Speaker
Definitely.
00:15:28
Speaker
So it has opened up a lot more opportunities for me to...
00:15:32
Speaker
engage with people and get more referrals.
00:15:34
Speaker
I've been also using with my customers.
00:15:36
Speaker
My customers have been posting pictures of their install.
00:15:39
Speaker
So I would go to the install, take a picture of it, send it to the homeowner because they don't climb on the roof.
00:15:44
Speaker
Take a picture of it and give it to the homeowner and let them know, hey, share this on your social media.
00:15:49
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And I did.
00:15:49
Speaker
One of my customers just did that a couple weeks ago.
00:15:52
Speaker
And as soon as she posted it, a neighbor from the street over called her right away.
00:15:57
Speaker
And I actually sat with them yesterday and signed them up.
00:16:00
Speaker
So...
00:16:01
Speaker
They got installed two weeks ago.
00:16:03
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The customer called a friend.
00:16:05
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I set up an appointment last week for yesterday, and yesterday I signed him up.
00:16:08
Speaker
There you go.
00:16:09
Speaker
And, I mean, it's powerful because...
00:16:11
Speaker
I didn't even have to go through my whole presentation yesterday.
00:16:14
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I was a quarter of the way through and she said, you don't have to sell us.
00:16:18
Speaker
We trust our friend and it's a good deal.
00:16:20
Speaker
And we've been wanting Solar for so long.
00:16:22
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And as soon as we saw her post, we reached out.
00:16:25
Speaker
And so that's the power of social media just right there.
00:16:28
Speaker
One person posting a picture of their install can create a lot more referrals.
00:16:34
Speaker
There you go.
00:16:35
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Yeah.
00:16:36
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That's crazy.
00:16:36
Speaker
And I don't know about everyone else, but anything I can do to knock less doors and just have people come to me
00:16:42
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Definitely.
00:16:42
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I like that a lot better.
00:16:44
Speaker
Knocking doors is good, but if we can get off the doors and have people becoming us.
00:16:48
Speaker
Right.
00:16:48
Speaker
I mean, in the beginning, I was a little skeptical.
00:16:52
Speaker
I found myself spending quite a bit of time in the beginning trying to provide value in all these groups.
00:16:58
Speaker
Like you were saying, I'm part of many groups.
00:17:01
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And every time someone posts something that I can answer the question to, I was always answering the questions.
00:17:06
Speaker
Even when I was on the door, sometimes it would take time away from the door.
00:17:10
Speaker
But I kept reminding myself that this is going to pay off, it's going to pay off, it's going to pay off.
00:17:13
Speaker
And eventually it did.
00:17:14
Speaker
And so if you're thinking, I don't want to waste, it's a waste of time and it's time consuming, et cetera, you know, that's kind of the wrong mindset.
00:17:22
Speaker
You want to think of it as an investment.
00:17:24
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So you're investing your time in social media because once you build up that momentum,
00:17:29
Speaker
then you're going to be able to spend less time on it.
00:17:31
Speaker
And it's just going to run itself.
00:17:35
Speaker
So like I said, now people are just messaging me nonstop and I'm not even engaging as much as I used to in the beginning just because I've picked up some momentum.
00:17:42
Speaker
Yeah.
00:17:43
Speaker
So with a rep, let's say we have a newer rep, hasn't never posted on social media, doesn't have much experience.
00:17:51
Speaker
What would you tell them?
00:17:51
Speaker
How do you like start doing this?
00:17:53
Speaker
What's the baby steps that you can make towards first starting to post?
00:17:58
Speaker
So someone new and never posted on social media before?
00:18:03
Speaker
Definitely the first thing you wanna do is try to, as far as people that are looking on your personal page or your business page, you wanna let them know, definitely, I'm new at this, I'm still learning.
00:18:12
Speaker
I'd love to share with someone what I do and how I do it, part of my training.
00:18:17
Speaker
And then reach out to experts, experts in your field, joining all these groups just like Taylor did, and then asking a lot of questions, becoming more engaged with the groups.
00:18:30
Speaker
So then people will reach out to you.
00:18:32
Speaker
Then you start building a network from there.
00:18:34
Speaker
Yeah.
00:18:35
Speaker
And I think what's interesting is, at least for me, what held me back for a long time is just having that fear of not being the best.
Overcoming Hesitations and Learning from Experts
00:18:43
Speaker
I know there's people that make more money in solar than I do right now, and there probably always is going to be someone that's making a little bit more, having more installs, selling more.
00:18:52
Speaker
But the truth is we don't have to be the best at these things to still provide value, still push content out.
00:18:59
Speaker
I was just watching.
00:19:00
Speaker
We watched Catch Me If You Can last weekend.
00:19:03
Speaker
You seen that movie?
00:19:04
Speaker
Yeah, yeah.
00:19:04
Speaker
Good movie.
00:19:05
Speaker
Yeah.
00:19:06
Speaker
And this guy's crazy.
00:19:07
Speaker
He's, what, less than under 21.
00:19:10
Speaker
He's already been a doctor, a lawyer, a pilot, and he doesn't even know anything about all these things.
00:19:17
Speaker
If you haven't seen that movie, I would go watch it because it really shows that you don't have to be the best at these things.
00:19:23
Speaker
If you're good at selling, you can like, I mean, you can really fake anything you want to pretty much.
00:19:29
Speaker
Right.
00:19:29
Speaker
Obviously you're going to get caught if you're just like not pushing yourself and not learning new things, people are going to call you out.
00:19:35
Speaker
But,
00:19:36
Speaker
I think if you're just putting yourself out there, striving to post and everything, people are going to notice that and people are really going to appreciate the value you're giving.
00:19:44
Speaker
Yeah, you get those haters.
00:19:45
Speaker
Have you gotten any haters on social media yet?
00:19:49
Speaker
Not a whole lot, but on specific pages, I've gotten that, but that's because those pages are known for that.
00:19:54
Speaker
Yeah.
00:19:55
Speaker
But on the more professional pages, I haven't really gotten anything.
00:19:58
Speaker
It's been all positive.
00:20:01
Speaker
And that's the thing.
00:20:01
Speaker
That's a good point you bring up.
00:20:02
Speaker
The newer people, I'm sure there's a lot of people out there scared to post stuff just because they don't want to get trolled or someone's going to think it's not a good question or not a good tip.
00:20:14
Speaker
But you just do it anyway because the worst that's going to happen is nobody's going to like it or comment.
00:20:19
Speaker
Then you know what kind of post is not going to work.
00:20:21
Speaker
You have to try it and then...
00:20:24
Speaker
Then you keep posting, you'll find which ones people actually like.
00:20:27
Speaker
They like and comment on like the one that you found with the picture of the four homes that I got.
00:20:32
Speaker
I posted it with the bills on it.
00:20:34
Speaker
Yeah.
00:20:35
Speaker
A lot of people like that.
00:20:36
Speaker
So stuff like that.
00:20:37
Speaker
Post your results.
00:20:38
Speaker
You know, people always put out positive positivity when you post something like I got a sale today.
00:20:44
Speaker
So anything and everything you can think of, when you're going out there every day, just post something from your day.
00:20:51
Speaker
Today I went out, knocked on some doors, had a couple good conversations, whatever it might be.
00:20:55
Speaker
But keep it simple.
00:20:57
Speaker
You can also look at what other people are posting and which ones are getting a lot of likes and attention.
00:21:02
Speaker
And now you know what kind of posts are working.
00:21:06
Speaker
So try not to recreate, reinvent the wheel.
00:21:09
Speaker
Just see what's working and do a lot more of that.
00:21:12
Speaker
Yeah, I think that's huge because there's already, I mean, Earl talked about Gary V here.
00:21:19
Speaker
Earl talked about all these influencers.
00:21:21
Speaker
We already have all these people to pattern, other people in sales and everything.
00:21:24
Speaker
So really, we don't even have to reinvent the wheel.
00:21:27
Speaker
We can just put our own twist on it.
00:21:30
Speaker
Anything we say, we can twist.
00:21:32
Speaker
There's a lot of sales gurus.
00:21:33
Speaker
We got Grant Cardone.
00:21:34
Speaker
We got all these sales guys.
00:21:36
Speaker
But they're not talking specifically for solar.
00:21:39
Speaker
So what if we just take what we learned and then just talk about how we'd applied it to solar?
00:21:44
Speaker
A lot of that stuff we can do without having to be some genius or really recreate our own.
00:21:49
Speaker
Right.
00:21:49
Speaker
Just kind of recreate what they're already doing, right?
00:21:51
Speaker
Exactly.
00:21:52
Speaker
So yeah, I think that's huge.
00:21:54
Speaker
And as far as like posting with homeowners, so after every install you get, are you going back to your installs and taking pictures every time or what does that look like?
Social Proof and Customer Engagement Strategies
00:22:04
Speaker
Definitely.
00:22:04
Speaker
I just posted a post on all these solar pages the other day that if you're in solar and you're not going to your installs, you need to, you know.
00:22:13
Speaker
Yeah.
00:22:13
Speaker
They're powerful instead of spending time knocking on the doors, you can knock on the doors near your install, but also be there for the customer take some pictures posted on social media.
00:22:22
Speaker
Because everybody you know is going to see it.
00:22:24
Speaker
And that just makes it more real to the people that are on your social media that you do solar.
00:22:29
Speaker
So people are seeing my installs week after week and they're like wow he must be serious about what he does it's not just something he does on the side.
00:22:35
Speaker
He's a full-time solar rep.
00:22:39
Speaker
And so it's really important.
00:22:40
Speaker
I tell my guys all the time.
00:22:42
Speaker
And I even go there, take some pictures with the customer.
00:22:44
Speaker
The other week, I did a testimonial with the customer.
00:22:46
Speaker
We did a Facebook Live.
00:22:48
Speaker
And so you're going to see a lot more of those.
00:22:50
Speaker
And I don't see enough of it.
00:22:51
Speaker
I'm friends with a lot of people in the solar industry.
00:22:54
Speaker
And I don't see enough of that.
00:22:55
Speaker
Yeah.
00:22:55
Speaker
There you go.
00:22:56
Speaker
He's also a pizza delivery guy.
00:22:58
Speaker
See him out there delivering pizza to his installers or whatever.
00:23:01
Speaker
Also important, taking care of the installers.
00:23:03
Speaker
You want them to do a really good job, so get them some drinks, get them some food, and talk to them, get to know them, and treat them well because you take care of them, they'll take care of your customer.
00:23:14
Speaker
Yeah, there you go.
00:23:15
Speaker
I thought that was funny.
00:23:16
Speaker
I'm like, wow, I never treated my installers that good.
00:23:20
Speaker
But it's true.
00:23:21
Speaker
I mean, imagine how good they're going to take care of your customers.
00:23:23
Speaker
If they see you showing up, they're like, wow, this guy is serious about this customer.
00:23:27
Speaker
Definitely.
00:23:27
Speaker
I mean, Simon Sinek talks about that a lot, about taking care of your employees so your employees can take care of your customers.
00:23:32
Speaker
A lot of companies, they treat the customers better than their employees.
00:23:38
Speaker
And employees can't treat the customers well because they're not being treated well.
00:23:42
Speaker
Yeah, that's huge.
00:23:44
Speaker
And so from an install standpoint, let's go back to when you weren't posting at all to now that you're you've been posting a lot more consistently and everything.
00:23:53
Speaker
You've been seeing a lot more sales come in, a lot more installs.
00:23:58
Speaker
You're making like way more now that you've been posting on social media.
00:24:02
Speaker
Definitely.
00:24:02
Speaker
Definitely.
00:24:02
Speaker
It's been helping.
00:24:03
Speaker
It's been a supplement to what I've been already making.
00:24:07
Speaker
Um,
00:24:08
Speaker
The referrals are coming in a lot more, definitely.
00:24:11
Speaker
So with my customers posting, with myself posting, a lot more referrals are coming in through social media.
00:24:17
Speaker
It's definitely working right now for me.
00:24:19
Speaker
Okay.
00:24:20
Speaker
And tell us about your kind of referral process.
00:24:22
Speaker
Are you giving some sort of incentive to people that refer or what's your referral process?
00:24:27
Speaker
Yeah, definitely.
00:24:28
Speaker
So what we offer is anywhere from $500 to $1,000, depending on the size of the system, and then depending on how many referrals they give.
00:24:36
Speaker
But right out the gate, it's about $500 to $1,000 per referral.
00:24:39
Speaker
Okay, cool.
00:24:42
Speaker
And so, and then like each time you get a cell, how are you asking referrals after?
00:24:49
Speaker
Is it you're just posting with them?
00:24:51
Speaker
Or you ask them after each cell too?
00:24:53
Speaker
Or how does that what does that look like for you?
00:24:56
Speaker
Yeah, it's usually right in the presentation, even before the install.
00:25:00
Speaker
I hear a lot of people talking about waiting until the install, but it's a long period of time.
00:25:05
Speaker
When they're excited, when they signed up, I want to get them to start calling people, start letting people know, start posting on social media right away, letting them know that the referrals will help you pay for your system, you know, help pay for your first year of electricity.
Maximizing Referrals and Customer Relationships
00:25:21
Speaker
And I put it in many different ways, but I tell them it's important to really start reaching out to them because they're going to be looking into solar, and if they can get it through you, it's going to help you pay for your solar as well.
00:25:32
Speaker
And we sometimes give incentives that if you can reach out to a few people before the next 30 days, before your system is installed, we give bigger incentives.
00:25:42
Speaker
Just because if they don't give referrals within a month or two, it's most likely they're not going to.
00:25:48
Speaker
Yeah.
00:25:50
Speaker
Forget about it.
00:25:51
Speaker
Yeah.
00:25:52
Speaker
What I've been doing lately is I take their phone before I even leave and I say, look, I know you're probably going to forget my name when I step out of here.
00:25:59
Speaker
So I'm going to put my name in your phone.
00:26:02
Speaker
So I put my name, I put Taylor, and then I put Solar after it.
00:26:05
Speaker
That way, if they forget my name, they just type in solar and I show up right under their name.
00:26:09
Speaker
That's a good idea.
00:26:10
Speaker
Definitely.
00:26:12
Speaker
I can't say how many homes I've knocked on that already have solar.
00:26:16
Speaker
And when I ask them what company did they go with, they don't even remember the name of the company.
00:26:21
Speaker
Every time.
00:26:22
Speaker
I'm trying to be memorable to my customers by always going back to them, always reaching out, going to their homes.
00:26:28
Speaker
Even after the install is well over with, I still visit them and say, hi, how do you like everything?
00:26:33
Speaker
And it's more of a...
00:26:35
Speaker
concierge solar service.
00:26:38
Speaker
We're walking them through the whole process and then we're still there even after the system is installed.
00:26:43
Speaker
And so a lot of my customers text me right now and then and they're like, oh, they stay engaged.
00:26:48
Speaker
I have one customer from a couple years back.
00:26:50
Speaker
He still texts me like every other month.
00:26:52
Speaker
Hey, I'm still working on some more referrals.
00:26:54
Speaker
He's given me six referrals so far.
00:26:56
Speaker
Oh my gosh.
00:26:57
Speaker
So you want to really stay in touch with them.
00:26:59
Speaker
I don't see that enough as well.
00:27:00
Speaker
Solar reps stay in touch with their customers.
00:27:03
Speaker
They just get a sale and they move on.
00:27:05
Speaker
But it's really important to stay in touch.
00:27:08
Speaker
And I think that's one difference between like other door to door things we have.
00:27:12
Speaker
I mean, you got alarms, you got pest control there.
00:27:14
Speaker
That's kind of most of the time.
00:27:15
Speaker
It's, I think kind of a one and done.
00:27:18
Speaker
So you get this cell and then you're just out of there.
00:27:20
Speaker
Right.
00:27:21
Speaker
But what I've been trying to do better at is just like Earl said, actually following up with these people, having the conversations with them, texting them back and forth.
00:27:30
Speaker
Because at first I thought solar be exact same, just sell them at the door and then never talk to them again.
00:27:35
Speaker
Right.
00:27:36
Speaker
But there's so much potential, and I know I have so much more room to get more referrals and follow up other people.
00:27:43
Speaker
Do you have any kind of schedule when you're following up with your past customers or talking to them?
00:27:51
Speaker
Is it a regular basis or whatever?
00:27:54
Speaker
Yeah, I mean, I try to follow up with them as we're going through the process weekly.
00:27:59
Speaker
Okay.
00:28:00
Speaker
Even after they're done with the install, maybe once a month.
00:28:03
Speaker
Okay.
00:28:03
Speaker
And every now and then I'll just go through my list of customers and make sure I've touched base with all of them at least once a month.
00:28:12
Speaker
Yeah.
00:28:13
Speaker
If I'm in the neighborhood, I'll just stop by and say hi.
00:28:16
Speaker
You know, talk to the neighbors.
00:28:17
Speaker
Hey, do you know the Johnsons?
00:28:18
Speaker
You know, they got installed last month.
00:28:20
Speaker
And so it's just the difference between farming and mining.
00:28:23
Speaker
You know, mining, you're just going from one place to the next.
00:28:26
Speaker
And in the farming, you're just really farming a neighborhood and trying to get the whole neighborhood to go solar and not just get one sale and then jump to the next neighborhood.
00:28:34
Speaker
Yeah, that's awesome.
00:28:37
Speaker
Well, cool.
00:28:37
Speaker
Thanks for sharing with us a little bit about your referral process.
00:28:42
Speaker
And with, I know you'd mentioned a little bit about how frequent you post on social media, but do you have any, like, is it set times during the day or do you have like a set time where you're saying, okay, I'm posting now, or you said it's just kind of like after you're done with your morning knocking or how does that work?
00:29:01
Speaker
So I have set an alarm on my phone at 3 o'clock.
00:29:05
Speaker
My alarm lets me know Facebook posts, Instagram posts.
00:29:09
Speaker
So I'm usually trying to post anywhere between 2 and 4 p.m.
00:29:13
Speaker
And if I do post again, it's later in the day around 6, and sometimes I'll even post in the morning.
00:29:18
Speaker
So I'm still testing which one gets the most engagement, but from what I found is around between 3 to 4, when people are getting off work and whatnot, a lot more people are seeing it.
00:29:29
Speaker
okay yeah cool and tell us a little bit about your content like that's one of the things that i think has held me back and other reps too is like i don't know what to post yeah i'll post once or twice but then how do you keep thinking up coming up with content what do you what are you gonna post each day sure i mean it's pretty difficult at first i was like man i'm not a content creator and you know i'm not a blogger or anything like that and so did a little research on google you know what kind of content do people
00:29:56
Speaker
want or what do they read, what do they like.
00:29:59
Speaker
When on YouTube search for solar videos, educational videos and so things like that.
00:30:03
Speaker
So I would post
00:30:06
Speaker
It goes from articles to videos to just me posting personally, but I try to stick with those three things.
00:30:12
Speaker
So I'll look for videos that can help homeowners get more educated about solar, but also maybe 10 different ways to make your home more energy efficient.
00:30:20
Speaker
So not just about solar, but ways to save them money and make their home more efficient.
00:30:25
Speaker
Anything to do with clean energy and not just specifically selling them solar.
00:30:29
Speaker
And so I really want to educate homeowners more about the clean energy industry.
00:30:34
Speaker
And so I would look for articles by National Geographic about solar.
00:30:37
Speaker
So you look for names that are well known.
00:30:39
Speaker
So when you use National Geographic, more people are more likely to watch it or to read it.
00:30:44
Speaker
And so I do things like that or just simple posts about solar.
00:30:51
Speaker
how to simplify, how I've simplified solar for people.
00:30:54
Speaker
You know, I, I, like I'll put here all the myths that people have and then I answer them, you know, simple things like that.
00:31:00
Speaker
Um, and try to just get people a better understanding of what solar is.
00:31:03
Speaker
Cause there's a lot of misconceptions out there.
00:31:05
Speaker
Yeah.
00:31:05
Speaker
So from, as a sales reps, uh, standpoint, you want to try to think of what, what's stopping a lot of the homeowners you've met with to,
00:31:12
Speaker
From going solar, then post about that.
00:31:15
Speaker
Because if you're getting that in the doors or in the homes, then that means a lot more people are having that as well.
00:31:20
Speaker
But by posting it on social media, then you're trying to clear some of that up.
00:31:24
Speaker
Yeah.
00:31:25
Speaker
And that's definitely true.
00:31:26
Speaker
You can go on YouTube, you can go on any of these sites and search what people are looking for when it has to do with solar.
00:31:33
Speaker
There's other sites.
00:31:34
Speaker
I know I've been on like buzzsumo.com.
00:31:36
Speaker
There's sites where you can go look up what people are searching for and key topics, things like that.
00:31:41
Speaker
I think for a beginning solar rep, I think a good place to start is just posting about your installs, sharing the pictures of your installs.
00:31:49
Speaker
Like Earl said, going back to these people, taking the pictures,
00:31:53
Speaker
It's something that I know I've just been like, oh, it's a huge hassle.
00:31:56
Speaker
I'd rather just go out and knock more doors or try and go get more new leads rather than go back to installs.
00:32:02
Speaker
But like you've seen, it's a small investment of time that can potentially be a huge payoff.
00:32:07
Speaker
Definitely.
00:32:08
Speaker
You could have 10 referrals come from one person you go back to, right?
00:32:12
Speaker
It's always going to come back to patience again.
00:32:14
Speaker
With going door-to-door, you always want to get the next sale, get the next sale, and the next door.
00:32:19
Speaker
But what the social media are doing is what's offering –
00:32:22
Speaker
is long-term success, referrals, networking.
00:32:25
Speaker
That's something you won't really get on doors.
00:32:27
Speaker
And so it's just another way to create more revenue for you.
00:32:32
Speaker
Yeah.
00:32:34
Speaker
And for a newer rep, Earl, how long would you expect it to take for them to start getting referrals or seeing any sort of result coming in?
00:32:42
Speaker
From social media?
00:32:43
Speaker
Yeah, social media.
00:32:44
Speaker
Start posting.
00:32:46
Speaker
I guess it's going to depend.
00:32:47
Speaker
But I've been seeing results within three months with the consistency I've been doing.
00:32:52
Speaker
And I think anybody can do that, even a newer rep, regardless of their experience.
00:32:57
Speaker
Even though I have five years experience, I haven't been doing anything specific or special that you need five years.
00:33:04
Speaker
You just go to install, take some pictures.
00:33:06
Speaker
Hey, this customer used to pay $300.
00:33:08
Speaker
Now they pay $150.
00:33:10
Speaker
Simple things like that.
00:33:11
Speaker
But consistency is going to be one of the main things.
00:33:14
Speaker
If you can post consistently,
00:33:17
Speaker
eventually people are going to notice you.
00:33:19
Speaker
At first they're not, but if they see you every single day, now they're going to start realizing this person is serious.
00:33:24
Speaker
They're an expert in this industry.
00:33:26
Speaker
They're getting a lot of sales, a lot of installs.
00:33:29
Speaker
Maybe I should give them a chance, give them a shot and reach out to them.
00:33:32
Speaker
Eventually they will because they've seen you so much.
00:33:35
Speaker
Yeah, I think anyone can start.
00:33:38
Speaker
And I don't think it's necessarily, I don't think you have to be posting like solar, solar, solar, solar
Engaging Content Mix for Broader Audience Reach
00:33:45
Speaker
every day.
00:33:45
Speaker
You can post about other things too.
00:33:47
Speaker
But I think the key is joining these solar groups, joining groups where homeowners would gather.
00:33:54
Speaker
contributing to those groups and then yeah posting about your solar maybe mixing that in with other things is that something you do is it kind of solar and then you throw in some personal things or definitely yeah a little bit of everything you know uh just personal things you know maybe at the beach or hanging out um
00:34:11
Speaker
But also, you mentioned realtors.
00:34:14
Speaker
You could even post a video about the different programs that are easier to transfer a sale of a home.
00:34:21
Speaker
Homeowners are worried about buying a home with solar or selling their home with solar.
00:34:25
Speaker
So you can educate people on that because that's a topic that needs to be talked about.
00:34:29
Speaker
So you research it and then you talk about it or leave a post or an article about it.
00:34:32
Speaker
Yeah.
00:34:33
Speaker
And it's true.
00:34:34
Speaker
My co-host, James, he talks about getting these realtor groups, adding value to them.
00:34:38
Speaker
Because the truth is most realtors don't know that much about solar.
00:34:42
Speaker
Right.
00:34:43
Speaker
A lot of them heard terrible things about it and stairway.
00:34:47
Speaker
So if we're adding value, guess who they're going to come to?
00:34:49
Speaker
They're going to come to the person that's posting, right?
00:34:51
Speaker
Exactly.
00:34:52
Speaker
Come to the person that's adding value.
00:34:53
Speaker
Exactly.
00:34:54
Speaker
That's why it's huge to be posting.
00:34:56
Speaker
I mean, as you get more advanced, you could even put on webinars and even go to some of these realtors' offices, maybe do a free presentation.
00:35:07
Speaker
Yeah, if you're adding the value, I don't think they're going to deny you coming in and talking about solar with them, right?
00:35:13
Speaker
Go into these groups and let them know, hey, we can do a free educational presentation for you on the utility rates, on solar, all these things that could benefit your customers.
00:35:21
Speaker
Yeah.
00:35:22
Speaker
And trust me, they will sense if you if they can sense that you're just trying to sell them or milk them for referrals.
00:35:28
Speaker
They're not going to like that, too.
00:35:30
Speaker
Right.
00:35:30
Speaker
Because I've tried that a couple of times, just calling organizations.
00:35:33
Speaker
Hey, can I and I kind of presented it the wrong way.
00:35:36
Speaker
I'm just like, hey, I want to come talk about solar.
00:35:39
Speaker
your group and in san diego you mentioned the word solar puts an instant trigger in people's bad word so you got to be careful with how you're and that's why it's so important i think to be adding value first right and then these people seeing your name and knowing what you're all about right and then you can go in and ask stuff from them or ask to do a free presentation because if you just come like a cold call like i did and call an organization and say
00:36:04
Speaker
anything about solar most likely is they're gonna be like no you're trying to you're trying to sell a solar especially in san diego right right so yeah i think that's huge well cool so we are about getting close to wrapping up here um so i want to ask you earl where can people find more about you or tell us about some of these maybe solar groups i know you have a group so talk to us about how people can find you on social media and what you're up to
00:36:29
Speaker
Yeah, so I started a solar group just for solar reps.
00:36:32
Speaker
It's called D, the number two D, D2D Energy Experts.
00:36:38
Speaker
And so there I've been posting content about door knocking when it comes to solar, but a lot more than just door-to-door.
00:36:45
Speaker
Also the closing and the installs and social media.
00:36:49
Speaker
So a lot of free content there just for the solar reps.
00:36:52
Speaker
I wanted to make something specific for people that are in solar and also do door-to-door or maybe they want to get into door-to-door.
00:36:59
Speaker
So D2D Energy Experts.
00:37:02
Speaker
And I also have a page that it's my business page as a solar rep for anyone to see.
00:37:08
Speaker
So it's Earl, the energy expert.
00:37:11
Speaker
And this is where I post installs and pictures and videos and free content for just anyone to see customers.
00:37:19
Speaker
And it's just a business page.
00:37:22
Speaker
Okay.
00:37:22
Speaker
That's another question I was going to ask you.
00:37:25
Speaker
So I know everyone has their personal page, but what's the benefit of creating this business page or how do you leverage that?
00:37:32
Speaker
Yeah, so I mean, it's just to separate personal from business.
00:37:35
Speaker
But at the same time, I still use my personal page to do all the installs and everything because I have way more friends on that page.
00:37:42
Speaker
But eventually, I'm trying to filter people into the energy expert page.
00:37:47
Speaker
That way, when customers or anyone is trying to look me up, I can let them know that.
00:37:52
Speaker
Here's my business page where you'll find a lot more about what I do and what I talk about, any webinars or anything.
00:37:57
Speaker
It'll be there.
00:37:58
Speaker
And it'll be easier for customers or anyone to find more information about what I do on that page rather than my personal page.
00:38:04
Speaker
Okay.
00:38:07
Speaker
So I do suggest starting a business page for your solar business.
00:38:14
Speaker
It'll be beneficial in the long run.
00:38:15
Speaker
So a lot of people use Facebook.
00:38:16
Speaker
They're starting to use Facebook like a Yelp.
00:38:18
Speaker
Yeah.
00:38:19
Speaker
So they're looking if you have a page and they look, they go through your page, you know, so if you have a business one, they can go through there and just, if they're just looking for business rather than seeing all your personal posts.
00:38:28
Speaker
yeah that's cool that's huge awesome and so yeah we've learned quite a few things from earl here today um i think the actionable steps we can take is just starting starting to your first post if you haven't done anything like that i think posting the installs the pictures of that and then number two just joining those groups where homeowners are contributing in those and adding value and then really becoming an expert
00:38:54
Speaker
Like I see Earl as the expert, as an expert on solar just because he's been everywhere.
00:38:59
Speaker
Can't get this guy out of my feed, man.
00:39:02
Speaker
So just becoming that expert, people look for you.
00:39:05
Speaker
And I mean, Earl, for I know maybe he doesn't even know that much about solar, but just because he's posting and just because I see him in my feed, in my head, he's an expert.
00:39:15
Speaker
And so that's what I think all of us can have that opportunity, whether we're day one in solar cells or whether we're five years like Earl here.
00:39:24
Speaker
And so that's kind of the actionable steps that I'm getting.
00:39:27
Speaker
And so if you can give one advice to a newer solar rep, Earl, or to the solar industry, what would it be to kind of wrap things up here?
00:39:37
Speaker
Sure.
00:39:37
Speaker
I mean, again, I'm just going to hit on patience.
00:39:40
Speaker
Patience is huge.
00:39:42
Speaker
When you're trying to do something new, and especially when it comes to social media, these things don't happen overnight.
00:39:48
Speaker
No one saw me as an expert at first, but as I posted more and more, they began to, like you just said, in your head, you see me as an expert.
00:39:57
Speaker
And so because of all these posts, as long as it makes sense, I mean, the value is there.
00:40:01
Speaker
and it's helping someone improve their game, then that's going to really help you in the long run.
00:40:07
Speaker
So be patient, start posting.
00:40:09
Speaker
And like we said earlier, you know, don't reinvent the wheel.
00:40:12
Speaker
Look at what's working.
00:40:13
Speaker
You can look at some of my posts and do something similar.
00:40:17
Speaker
But just take your time and be patient with it.
00:40:19
Speaker
Yep.
00:40:19
Speaker
Yep.
00:40:21
Speaker
There you have it.
00:40:22
Speaker
Well, Earl, we want to thank you for being on the show.
00:40:25
Speaker
Thanks for rocking it in the solar industry.
00:40:27
Speaker
And we're going to post in the show notes where you can find more about him.
00:40:31
Speaker
But again, his page is D2D Energy Experts.
00:40:35
Speaker
So go check out his page and check out what he's doing.
00:40:39
Speaker
And yeah, you can begin to start doing similar things and come up with your own posts.
00:40:44
Speaker
And I know Earl, I'm sure if you send him a message or anything, he'll be happy to help as well, right?
00:40:49
Speaker
For sure.
00:40:49
Speaker
Okay.
00:40:50
Speaker
Okay.
00:40:51
Speaker
Right on.
00:40:51
Speaker
Well, thanks, Earl.
00:40:52
Speaker
And we'll post these notes and keep rocking it in the solar industry.
00:40:56
Speaker
Let's go close some deals.
00:40:58
Speaker
Thanks, Taylor.
00:40:59
Speaker
Yeah, take care.
00:41:01
Speaker
Wow, what another amazing episode of the Solarpreneur Podcast.
00:41:06
Speaker
Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
00:41:15
Speaker
It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:41:23
Speaker
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00:41:29
Speaker
going to impact you and help you take your sales game to the next level.
00:41:33
Speaker
See you guys in the next episode.