Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a solopreneur, you might ask?
Speaker: A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Speaker: What's going on, solopreneurs?
Speaker: We have another exciting guest today.
Speaker: We're back with another episode.
Speaker: Hope you guys are doing well.
Speaker: Today, we have someone that's been a long time coming on the show.
Speaker: If you're on Facebook, you had to have heard of him by now.
Speaker: We've got the one, the only, Solor Joe.
Speaker: So Joe, thanks for coming on today.
Speaker: Man, thank you for having me, but I'm actually good and bad, because first of all, thank you for having me on the Solopreneurs podcast.
Speaker: I've been a big fan for years, man, and just being invited on is a big honor, so thank you.
Speaker: But did I have to follow Jory Sullivan's story?
Speaker: I mean, how is anybody's story going to get that one, man?
Speaker: How could you do that to me?
Speaker: Yeah, well, hey, we might have a few.
Speaker: We'll have a few between that, so don't worry.
Speaker: You're not going to be right after him.
Speaker: But yeah, it was some crazy stuff.
Speaker: That was a good one.
Speaker: Yeah, this is awesome.
Speaker: But no, we're excited to have you on.
Speaker: And I just said Solar Joe because I don't even know how to say your last name.
Speaker: I'm still trying to figure it out myself, but I think it's something like Musa Keel.
Speaker: Musa Keel, okay.
Speaker: But that's really the number one reason why I have the nickname Solar Joe.
Speaker: I would go into homes and after I would leave, I would write my name, Joe Musa Keel, and my phone number.
Speaker: And they would save it in their cell phone as Joe Muskill and my number.
Speaker: And they would never find me.
Speaker: Like, who was that guy?
Speaker: What was the name?
Speaker: So I decided to start doing Solar Joe whenever I left.
Speaker: I said, save that in your phone as Solar Joe.
Speaker: So when they look it up, they just remember Solar, search Solar, and I come up.
Speaker: So that's literally how I got Solar Joe.
Speaker: Okay, makes sense.
Speaker: Yeah, no, I figured that was part of the reason.
Speaker: Where's that last, where's that name from even?
Speaker: What is that?
Speaker: My family originally, both my parents are from Afghanistan.
Speaker: Oh, okay.
Speaker: Gotcha.
Speaker: That's crazy.
Speaker: So when I was a kid, I would say I'm from Afghanistan.
Speaker: Everybody's like, where is that place?
Speaker: What?
Speaker: Afghanistan?
Speaker: What is that?
Speaker: Now it's Afghanistan.
Speaker: Everybody knows Afghanistan.
Speaker: It's a complete different dynamic than I was a kid.
Speaker: Yeah, that's awesome.
Speaker: I love it, man.
Speaker: Can't say I've had anyone of Afghanistan descent here on the show, so you're the first.
Speaker: You can't say that anymore.
Speaker: Yeah, that's awesome.
Speaker: Well, cool, man.
Speaker: No, excited to have you on, and yeah, for those that don't,
Speaker: Everyone should know Joe at this point, but yeah, he has probably the best Facebook group for solar.
Speaker: He runs the solar objections group and they do a lot of like live streams and that on how to overcome objections and really just some awesome content.
Speaker: So definitely if you're not in that group, I would suggest go and join in it today because you're not going to want to miss the fire he has on that.
Speaker: Thank you so much.
Speaker: And I feel like I'm just like the host, right?
Speaker: I'm just like, yeah, let me get the best soul pros in the country to do interviews and give them trainings and try to organize it.
Speaker: so that the page is clean and it's really like you're getting good value and content as opposed to like recruiting and kind of spanning stuff so i think probably to make sure it's clean and try to get as much value as possible thank you so much for recognizing that yeah for sure man no i'm trying to we i have a facebook group as well sorepreneurs but all i don't i don't do is near as good of a job at managing it and bringing on quality stuff on that so i'm trying to learn from your facebook group as well but no thank you
Speaker: Yeah, we appreciate everything you've done to bring value and teach other solar pros.
Speaker: So Joe, do you want to tell us kind of how you got into the solar industry and how you, I don't know, decided to start the Facebook group and everything like that?
Speaker: Well, I'm
Speaker: Started a long time ago.
Speaker: Well, before I even moved to California, which is 2004, I was in Manhattan.
Speaker: And back in the day, like late 90s, early 2000s, everybody was a computer specialist, right?
Speaker: Everybody was that.
Speaker: And that's where all the money was.
Speaker: So I was working in Manhattan.
Speaker: and making good money.
Speaker: But it was like, I wasn't passionate about it.
Speaker: It was like a ceiling and you were like, this is all you're gonna make, this is what you're gonna do for the rest of your life.
Speaker: I wasn't excited about it.
Speaker: So when I came to California, which is its own story, I decided to switch things up and I really was excited about sales even in Manhattan because I would see the guys in the sales department like,
Speaker: happy, excited, running around, energized.
Speaker: And our department would be like, boring another day, you know?
Speaker: So I was always like interested in the sales.
Speaker: So I came out to California.
Speaker: I was like, all right, this is my opportunity to try something different.
Speaker: And I just excelled.
Speaker: It just came naturally to me on day one.
Speaker: Whatever it was, I would become the number one salesperson in the company, top salesperson for the year.
Speaker: And it wasn't because I was special gifted in sales.
Speaker: It was like that
Speaker: competitive spirit in people like when you want to win and you want to figure it out like you're going to be creative you can think of things that people are doing so that's when i got my i was like all right i got something i'm
Speaker: I'm pretty good at sales.
Speaker: I'm pretty good at getting people excited, getting the marketing.
Speaker: And then I got into insurance for like seven years because it was one of those jobs you can actually work nine to five and still be in sales.
Speaker: There's not many sales jobs.
Speaker: You can work nine to five and still be, it's like most sales jobs are like you have to work nights and weekends, cars, you know, stuff like that.
Speaker: So I had the opportunity to get a nine to five sales job.
Speaker: I was like, let's go.
Speaker: I did that for years.
Speaker: Salesman of the year.
Speaker: But yeah,
Speaker: Same thing happened though.
Speaker: It was like, it was just a job, right?
Speaker: I was just doing it to get by, get a paycheck.
Speaker: I was never passionate about it.
Speaker: And one day a customer came in and he was like frustrated.
Speaker: He was like, man, I got this solar job and people are, it's like, it's amazing, but people aren't buying it.
Speaker: And I had to, well, talk to me, explain to me what it is.
Speaker: And he explained it to me.
Speaker: I was like,
Speaker: too good to be true.
Speaker: You're making money, you're saving money, it's good in the environment, like where are the negatives?
Speaker: And he was just like, just people don't get it.
Speaker: Mm-hmm.
Speaker: I was like, ooh.
Speaker: So I started like Googling and researching and figuring this stuff out.
Speaker: I was like, all right, there's something here, you know?
Speaker: So I started getting really excited.
Speaker: And my wife, at the same time, I was helping her start her own insurance company.
Speaker: So about after three years, I felt like she was good.
Speaker: It was a weld oil running machine.
Speaker: I said, all right, my opportunity jumped into solar.
Speaker: So I was fully aware of what solar was and how it works.
Speaker: I thought, right?
Speaker: So the beginning of 2016, I said, you know what?
Speaker: I mean, work at the company where Elon Musk is putting his time and effort.
Speaker: Like he's running SolarCity pretty much as I thought, right?
Speaker: And when I worked there, I found out that's not the case.
Speaker: It was just not what I thought.
Speaker: It was great though, because I got great training.
Speaker: They flew me out to Vegas.
Speaker: I mean, I read every word of these lease and PPAs, you know, so I knew exactly what it said, what they were.
Speaker: I'm going to want a couple of poker tournaments while I was out there, which is nice.
Speaker: There you go.
Speaker: But I came back with all this knowledge.
Speaker: But the thing was, this is what the manager told me.
Speaker: He said, you know, I was like, hey, there's no ownership options.
Speaker: It's just PPAs and leases.
Speaker: Like, how am I going to have homeowners who want to own the solar system?
Speaker: He was like, oh, yeah, that's going to come later in the year, like end of the year.
Speaker: I was like, what am I going to do?
Speaker: Like, you know, like that's not an option for me.
Speaker: I said, you guys, I know it's not you.
Speaker: It's me.
Speaker: You know, I got to go find some other opportunities.
Speaker: So I was really into like ownership.
Speaker: So I said, let me look for a place that does only ownership.
Speaker: So I worked at a place.
Speaker: I don't want to name names, but I was there for like two years and salesman of the year.
Speaker: The great.
Speaker: It was just also wasn't, it was like kind of felt like I wasn't doing what's best for the home run.
Speaker: I was kind of like forcing whatever the company had.
Speaker: You know, I don't talk to the owner.
Speaker: I was like, you know, having these issues about like, I feel like I'm force feeding things.
Speaker: You should have some more options and maybe different finance options.
Speaker: He would say, just shove it down their throat.
Speaker: That was exact words to me.
Speaker: I said, I just can never forget him saying that to me.
Speaker: Right.
Speaker: And I was like, no, it isn't.
Speaker: not the energy I wanted.
Speaker: So I felt like I needed to find something that was going to be helping the homeowner as opposed to helping the solar company.
Speaker: So I decided to go on my own and figure that out.
Speaker: So I started to work with different companies, different installers.
Speaker: And I started doing a solar seminar tour of California, which was amazing.
Speaker: Working with set and city to city, you know, all over California,
Speaker: full of restaurants of homeowners, a week full of appointments.
Speaker: Like, it was just like killer, right?
Speaker: Like I had all 2020 booked, but guess what happened?
Speaker: COVID, right?
Speaker: COVID hit, struck down.
Speaker: I went from high to zero, bro.
Speaker: Boom.
Speaker: So I really had to start figuring stuff out.
Speaker: That's what I, my, my first virtual was right after that.
Speaker: I never did a virtual before that ever.
Speaker: Yeah.
Speaker: um and i said you know what when i do something i'm all in i'm not like let me just try out yeah i'm like i'm all when i do something um and i figured like let me pivot this is a good time to pivot so i started trying to focus on like training giving value content um so about a year ago i decided to start the facebook page uh solar objections no first group i mean
Speaker: It wasn't like I was just like, oh, let me figure out, let me do something.
Speaker: It was like from years of experience using Facebook groups, I figured what is going to be the most engaging value content.
Speaker: Like I feel like if you're going to start a Facebook group, you should be the best person in that group.
Speaker: Yeah, for sure.
Speaker: So that's what I did.
Speaker: Like I would be a big fan of engagement.
Speaker: I would do comments, whatever, you know, whatever it is.
Speaker: Like there was this one time I remember Bill Murphy, I'm sure you know, he did a contest.
Speaker: It was whoever had the best objection handling for, I think it was not right now or something like that.
Speaker: And I answered it, came up and he offered $250 to the winner.
Speaker: It was crazy content, crazy engagement.
Speaker: And I won.
Speaker: And
Speaker: After that, every objection I would handle, I feel like I kept getting the highest engagement.
Speaker: I kept getting high comments, high likes, high reactions.
Speaker: So I said, you know what?
Speaker: This has something here, right?
Speaker: So I felt like objection handling is a big deal.
Speaker: But also the word objection means more than that, right?
Speaker: It just means like what's going on in these homeowners' minds that have this option and they're not doing it, right?
Speaker: Yeah.
Speaker: It's insane.
Speaker: And that's what I feel like our job as a solar community is to get past.
Speaker: Like, let's figure out why they're not going solar so we can all the industry help them.
Speaker: And so I was doing that, engaging content, just having fun with that.
Speaker: And it was on fire from the beginning, just 100 to 200 people every week just joining on their own.
Speaker: And then one day, Brett Williams, who I'm going to have on my one-year anniversary show, said,
Speaker: He said one day, he was just like, you know what, we should do a live action role play.
Speaker: Or he said we should do a role play on live stream.
Speaker: I said, okay.
Speaker: I literally am like, okay.
Speaker: And I went that Wednesday, that Wednesday, I just went on my first live stream.
Speaker: I had Ahmad Salma.
Speaker: I'm not sure if you know who he is.
Speaker: He's a solar beast and he decided to get on there.
Speaker: And I did terrible.
Speaker: I was like,
Speaker: I was awkward.
Speaker: I just jumped into it.
Speaker: It was like, it was terrible.
Speaker: Right.
Speaker: It was amazing.
Speaker: I mean, he was like tremendous, like tone and overcoming objections, closing me.
Speaker: It was like, I was amazing.
Speaker: I was like, there's something here.
Speaker: I was like, this is awesome.
Speaker: So then I got next one.
Speaker: I like Donnie Kinzer and then Glenn Myers.
Speaker: And it was just like, this is fun.
Speaker: Right.
Speaker: It was just like, it wasn't even work.
Speaker: It was like, I'm talking to people.
Speaker: People were doing role plays or having a training, you know, so it just got addicting to me.
Speaker: And it wasn't even like a job.
Speaker: It was like golfing on the weekends.
Speaker: It was fun.
Speaker: The best part was everybody was enjoying it too.
Speaker: Yeah.
Speaker: And then more people hear about it, the more people get on the show, then you get Michael O'Donnell and you get Jake Hass.
Speaker: It's like it's bigger and bigger on its own.
Speaker: So it was just like my biggest thing was I always do is two things.
Speaker: I do it.
Speaker: Okay.
Speaker: I just do it.
Speaker: There's no, don't be scared.
Speaker: Just do it.
Speaker: And the second thing is I tried to be as creative and different as possible.
Speaker: And those two things taken to me where I've got so far.
Speaker: And I'm not saying I'm anywhere yet, but I have definitely excelled from where I started from this year.
Speaker: I never before a year ago that I do a live stream that I do a virtual.
Speaker: Let's all started one year ago today.
Speaker: I'm not.
Speaker: Wow, that's awesome.
Speaker: Well, congrats on hitting, yeah, almost the one year anniversary.
Speaker: It's a big accomplishment.
Speaker: And yeah, I can tell you just have that excitement.
Speaker: I mean, I can't help just like smiling and getting excited about solar when I hear you talk.
Speaker: Let's go.
Speaker: And so I love that.
Speaker: Love that.
Speaker: And yeah, I think it's for sure, as you know, I mean, you're in what, LA or something?
Speaker: Is that where you're at?
Speaker: Sacramento, Sactown.
Speaker: Okay, Sactown.
Speaker: Okay, well, yeah, I'm in San Diego, so obviously all of California is pretty competitive, you know, with the solar.
Speaker: San Diego, San Diego, I'll tell you right now, that's the most solar beast I've ever seen in my life.
Speaker: Like, there's so many solar monsters in SoCal.
Speaker: It's crazy.
Speaker: Like, every time, I can name, like, probably 10 right now, but, I mean, how do you guys do it?
Speaker: Is it because of SDG&E?
Speaker: Or what?
Speaker: It reminds me of that.
Speaker: I know.
Speaker: I know.
Speaker: Everyone wants to be down here.
Speaker: You got the best weather and beaches and stuff like that.
Speaker: So it is a good place to live.
Speaker: If you are the best solar pro, you could choose anywhere to live.
Speaker: You might as well send you.
Speaker: Yeah.
Speaker: Yeah.
Speaker: But no, that's really what it comes down to though.
Speaker: Just being different and you know, just having your own spin on things.
Speaker: Cause especially in competitive markets, I think that's the only way that you're getting sales is if you're different because every door we go to every homeowner we talk to, I mean,
Speaker: They've usually got multiple quotes.
Speaker: They've talked to multiple people.
Speaker: So if you don't know how to crush these objections, overcome them and be a true professional like you and you know, other guys are teaching.
Speaker: I think it's going to really going to be really tough to succeed for sure.
Speaker: So also, yeah, I would add one more thing is caring about the audience and caring about the homeowner goes hand in hand.
Speaker: Like,
Speaker: you can go ahead and like a lot of people I noticed like love training and they give you awesome value, but then you don't get the engagement.
Speaker: And sometimes it's not because they don't have awesome training, awesome values because people don't like to be talked to, or don't be like to be like, I don't know, like feel like you're in college and you're sitting at a place where you're just giving a training.
Speaker: People like engagement.
Speaker: People care about what they care about.
Speaker: So that's why I feel like everything's really working because I listen to the audience.
Speaker: I really try to figure out what they want, what they're needing.
Speaker: And I even ask them, I'll be like, hey guys, you know, give me some feedback.
Speaker: What do you like?
Speaker: What don't you like?
Speaker: And I would take that and I would really use that because at the end of the day, that's what I'm doing this for, is the audience, right?
Speaker: And that's where the gateway comes from.
Speaker: So really caring about the audience and the homeowner.
Speaker: Solar, to me, is something that's so crucial.
Speaker: I don't think people really, it's underrated in the industry how much we should really care about that.
Speaker: Yeah, for sure.
Speaker: No, I love that too.
Speaker: And it's something I'm trying to do on the podcast is just ask people like, what, what, Hey, what do you like about the podcast?
Speaker: What don't you like?
Speaker: And get feedback.
Speaker: And I know you try to do that in a group too.
Speaker: I heard John Lee Dumas, you heard it, the entrepreneurs on fire podcast.
Speaker: It's one of the biggest like entrepreneur business podcasts out there.
Speaker: And he still to this day, hops on phone calls with just like, you know, random listeners and says, Hey, can I call you and just say, Hey, what do you like?
Speaker: What, what needs improvement on the show?
Speaker: I think that's a key factor.
Speaker: Anyone that's trying to build an audience and even, you know, as you're trying to sell to your homeowners, I think it's something we can do as solar salespeople.
Speaker: Hey, what did you like about the process?
Speaker: What didn't you like?
Speaker: And yeah, that's something super important in just making improvements in our sales process.
Speaker: And as we're trying, both trying to build audiences too and add value for people.
Speaker: Yeah, I want to ask.
Speaker: Yes too.
Speaker: Yeah, yeah.
Speaker: Definitely.
Speaker: Yes.
Speaker: Like these guests are amazing.
Speaker: And it's like, they give so much value.
Speaker: It's because it comes out to be about them, what they can offer.
Speaker: And one thing I want to make sure I add is like, there's value from the most, the least experienced to the most experienced.
Speaker: There is value to get from them.
Speaker: And I'm telling you, like even somebody who's like six months in solar, like Joel Gossett, I don't know if you know him from Miami.
Speaker: I mean, this guy is a beast and he's only six months, but because he's different, he's funny, he's outgoing, right?
Speaker: So like, to me, it's not always about like, oh, you're seven years experienced.
Speaker: That means I should learn from you.
Speaker: Like, no, it's like just some people come right off the bat.
Speaker: Like myself, my first month with that new company I worked at after SolarCity,
Speaker: I was selling them in the month or first month.
Speaker: Right.
Speaker: But I didn't have to knock any doors.
Speaker: I just walked into a closing room, which is always makes things a lot easier.
Speaker: Right.
Speaker: Um, so anyway, I don't know.
Speaker: I was getting on to it.
Speaker: Yeah.
Speaker: That's good.
Speaker: No, that's a good point though.
Speaker: I mean, I've, I've been doing this five years.
Speaker: I know you've been in it forever and happens all the time where I get people coming from alarms or other industries that like outsell me their first month.
Speaker: And I'm like, what the heck?
Speaker: I got five years.
Speaker: These guys are coming in and outselling me.
Speaker: But it's because they have that excitement.
Speaker: I think the solar industry is unique that way.
Speaker: And it really is because how many industries can the person come in on the first day, make as much money as the most experienced solar professional.
Speaker: There's not many people out there because the door knocker could know nothing about solar and just be the best hustler and power bill getter and appointment setter and not know anything about solar and make
Speaker: $100,000, $200,000 easily in today's platforms, right?
Speaker: I know.
Speaker: And like, you don't even need to know sellers to make money in the selling industry.
Speaker: And that's something people are starting to figure out too.
Speaker: Yeah, no, it's super unique.
Speaker: Yeah, I mean, I'm on a team right now where we have probably 30 guys on our team that just came from alarms, literally like months ago.
Speaker: And they're used to being on the doors, you know, like 12 o'clock and knock until nine o'clock at night.
Speaker: So they're coming and they're like, oh, that's the same thing we do in solar, right?
Speaker: Like they don't know any better.
Speaker: And here I am knocking my, you know, like three, four hours a day.
Speaker: I'm going hard.
Speaker: At the end of the day, it's a numbers game.
Speaker: You got more doors, you're going to get more homes.
Speaker: I know.
Speaker: So it's like no wonder these guys are outselling me.
Speaker: 100% Yeah, for sure.
Speaker: But yeah, I wanted to ask you, Joe, I know you've as you're coming up on your year anniversary with the group and everything, like what was the goal as you started the group initially?
Speaker: Did you like envision it growing to this point?
Speaker: Or what was your goal starting up the Facebook group?
Speaker: Oh, zero expectancy.
Speaker: Like, I don't expect anything.
Speaker: I hope for the best.
Speaker: But I always try to be genuine.
Speaker: I will always try to offer value, try to help.
Speaker: A big influence to me is Gary Vaynerchuk, Gary V. Not so much that I'm following him, but he gives me good feeling that I'm doing it right.
Speaker: You don't have to make $1,000 on each person you talk to.
Speaker: You just give value and things work out in the end.
Speaker: I'm proving that right there because I'm not making money on the Facebook group.
Speaker: It's not like I'm monetizing it.
Speaker: I'm just trying to get value.
Speaker: But I talk to like...
Speaker: I mean, so many people every day, right?
Speaker: I'm able to give advice and that's always comes with it.
Speaker: So give me, give me value, be able to, um,
Speaker: I just feel like I'm able to do it.
Speaker: It's just hard alone to do that.
Speaker: So if you're in Facebook groups and you feel like you're the most engaging person and you have some good creative posts and you're out there doing it, you may be able to do your own Facebook group too, right?
Speaker: So it's not hard.
Speaker: It's just about wanting to do it, making it like a hobby, doing it every weekend, taking it real, like making sure you care about the audience, give value, be funny, be creative, be engaging, get people on there.
Speaker: Like it's not, it's not something that's a brain surgery.
Speaker: It's something you really want to believe in and do it, you know?
Speaker: Yeah.
Speaker: No, that's what's cool.
Speaker: I think we both know like the money in solar is like selling solar.
Speaker: Like, I don't think you're going to make more money anywhere than like selling solar.
Speaker: So much money to be made.
Speaker: So it's like people that think we're making big money by me doing this podcast or you doing the Facebook group.
Speaker: It's like, no, we're not.
Speaker: I mean, that's not where the money's at.
Speaker: We're making the money in selling solar ourselves.
Speaker: Yeah.
Speaker: that's what I appreciate what we're doing.
Speaker: And yeah, what I'm trying to do too is like, we're just trying to spread the value and, you know, help others.
Speaker: And I've gotten, like you were saying earlier, I've gotten probably more value than anything.
Speaker: Like, I don't care necessarily if tons of people are listening to the podcast, but just by talking to guys like you, like, you know, Mike O'Donnell, all the other high level people we've had on, like, I just can't even care.
Speaker: That is such a great point.
Speaker: I feel like if there was no audience at all,
Speaker: And I can do that once a week and talk to these amazing solar pros alone.
Speaker: I'm getting value out of that, right?
Speaker: I'm learning so much and I'm like a sponge.
Speaker: I try to pick up and learn as much from everybody.
Speaker: So that's a great point.
Speaker: That's another thing why I value it too.
Speaker: I'm learning each week too.
Speaker: Yeah, I know.
Speaker: So it's so awesome to be able to do that.
Speaker: But yeah, I mean, with that being said, do you have any like future plans for the Facebook group or I don't know, any exciting stuff coming up with that or what's your plan for the future with the solar objections group?
Speaker: I mean, it's kind of like, you know, I guess I golfing on the weekend.
Speaker: What's your goal with golfing the weekend?
Speaker: I go, let's just to get better and better, have fun doing it, get more people that want to do it with me.
Speaker: You know, like, that's how I look at it.
Speaker: It's not, I don't look at it as like, oh, I'm going to take over the world.
Speaker: I'm like, I'm having fun doing it.
Speaker: You guys want to join me too.
Speaker: Let's go.
Speaker: But I also like the interactions personally, like people don't know who I am, but now they feel like they know me better.
Speaker: because they see me on video talking every day.
Speaker: So they feel like they message me, Hey Joe, I got a question about this.
Speaker: Like I really do value that part of it too.
Speaker: So I would just try to make sure people know more about that.
Speaker: We can do strategy sessions.
Speaker: We can talk, give advice.
Speaker: Besides that, not much.
Speaker: I'm part owner in the solar Academy now.
Speaker: Awesome.
Speaker: chief of revenue officer there so a big part of it is too is making sure that the training is out there in the industry um i think you are a big believer in the same thing right like third-party training is so important and that's what i'm really a big believer i'm not a big believer in recruiting for like a platform like tools like epc or a solar company because i feel like
Speaker: Just because I recruit you, you can be good at it.
Speaker: You might just waste your time.
Speaker: You might not do anything.
Speaker: I can't make you be good at solar, right?
Speaker: But I can know that I have all for education, training, that you will not lose with that.
Speaker: That's going to be something you can take with you no matter where you go.
Speaker: And I know you get the value out of it, right?
Speaker: So that's why I feel like recruiting to training is where my natural instinct is towards.
Speaker: So not to say that, but it's really about giving value, but also making sure that people know there's another training.
Speaker: There's trainings out there.
Speaker: Yeah, I love that.
Speaker: And yeah, I'm sure you'd agree.
Speaker: But when we first started in the industry, it's like it was so tough to get training from outside sources.
Speaker: It's like you learned from your manager and that was about it.
Speaker: Right.
Speaker: So now it's so cool what you're doing, what other people are doing.
Speaker: You know what my first training was when I worked at that seller company?
Speaker: Yeah, what's that?
Speaker: You know what my first training was at the first company?
Speaker: One ride-along.
Speaker: One ride-along, two ride-alongs.
Speaker: That was my solar training.
Speaker: That to me should not be happening.
Speaker: And I think that's a good point to bring up is that a lot of people want to go from door knocker to closer, right?
Speaker: That's the natural instinct.
Speaker: You want to just go from, you know, you want to do it all if you can do it, make more money.
Speaker: But at the end of the day, what's going to happen is that you're going to not have the right information to help that homeowner and you're just trying to make more money.
Speaker: And that's where I think the industry is missing is a solar training, a closure training.
Speaker: Yeah.
Speaker: Right?
Speaker: Like that extra level of knowing what you're talking about, knowing how to explain things, knowing how to design things, knowing what the roof looks like, knowing the different parts of the roof, knowing the electrical, knowing the breaker box.
Speaker: Like, it doesn't come naturally to people to know that.
Speaker: And a lot of people will rely on the...
Speaker: company to get the training, but no matter what company you work out, it's not going to be, it's going to be their training, right?
Speaker: It's going to be what's best for the company, what's best for their product.
Speaker: It's not going to be what's best for them.
Speaker: And that's to me, it's like, yes, no matter where you work, the reason why they don't want to train you the best possible is because you'll go because you have all this training and knowledge.
Speaker: Now you can just go use that, right?
Speaker: They want to train.
Speaker: You ever heard them say like, I want you to know as little as possible.
Speaker: I want people to know as little as possible.
Speaker: Right?
Speaker: Right?
Speaker: Because I want you to be brainwashed to what I sell, what I do.
Speaker: Because that's how we're going to make the most money together.
Speaker: Right?
Speaker: And that's why I feel like I don't want a person that knows as little as possible.
Speaker: That's ridiculous.
Speaker: Right?
Speaker: Like, why would you want somebody that doesn't know anything?
Speaker: I want the person that knows as much as possible.
Speaker: And I'm going to help them level that up more.
Speaker: Yeah, no, I love that.
Speaker: Awesome.
Speaker: Awesome.
Speaker: Well, Joe, I wanted to jump in.
Speaker: Obviously, you're the solar objection guy and that's what people know you as.
Speaker: And I know you've had, you know, tons of the best on your live streams, just hearing what they say to overcome specific, specific objections.
Speaker: So I wanted to jump into a few of that, give our listeners just some actionable things they can do some, you know, maybe some one liners, things like that.
Speaker: So, yeah, is that okay with you if we do some, I don't know, a few objections?
Speaker: You can give us some highlights of what the best are saying out there to overcome some objections?
Speaker: Let's go, baby.
Speaker: Well, you're not a homeowner, so I might not treat you just like a homeowner, but I'll do my best to answer the objections given the linings I use.
Speaker: okay cool so yeah let's let's just do a few objections um you know let's let's act like we're in the home and everything over overcome these objections so uh joe um yeah you know we've been looking into solar for a while um but yeah we're moving probably in like three four years so we just don't think it's you know might make sense for us so that's what's been holding us back no i totally understand and you know moving in three four years like
Speaker: people don't know exactly when they're going to move and if you're going to move three or four years you feel like you want to have this big start and then you have to change things let me ask you a question though in the next three four years how much money do you think you're going to spend on your electricity um i don't know i mean i guess we're like 150 bucks a month right now so
Speaker: What is that?
Speaker: I don't know.
Speaker: Maybe it's about 1800, 1800 a year.
Speaker: And then over the next four years, you're looking about $7,000, maybe increased rates.
Speaker: It could be eight to 10, maybe if you got some crazy rate spikes, right.
Speaker: That money is being spent no matter what.
Speaker: Would you agree?
Speaker: Mm hmm.
Speaker: So instead of throwing that money away, we can put it towards a solar system that you're going to be getting your money back when you do sell your home.
Speaker: Now, the goal is to make sure you have the right advisor to make sure you get the right system at the right price to know that's set up for you.
Speaker: So you don't have these crazy extra costs that shouldn't be associated with it.
Speaker: And also getting a real estate agent who's green certified to make sure they understand how to help you sell that solar system too.
Speaker: If you have those two things, you're going to be in good shape.
Speaker: Boom.
Speaker: There you go.
Speaker: Love it.
Speaker: Love it.
Speaker: I have to understand is that they're spending money on electricity anyway.
Speaker: You know, that's, that's our truly try to get across the board.
Speaker: Yeah, no, that's huge.
Speaker: Yeah, I love the, you know, renting versus owning comparison.
Speaker: And I think once people understand that, it's like clicks in their head for sure.
Speaker: But whenever they give me numbers specifically, I like to use that against them.
Speaker: And that's why you said that.
Speaker: Like if you said different words, I would have maybe done a different objection.
Speaker: But when they say numbers like that,
Speaker: Then they had those numbers stuck in their head.
Speaker: And now you can really put that money in there because they said it to you.
Speaker: They said four years, right?
Speaker: So now you say, well, four years, that's $10,000.
Speaker: You want to throw that money away or do you want to pay yourself?
Speaker: Right?
Speaker: So I try to use what they're saying against them.
Speaker: Yeah.
Speaker: Love it.
Speaker: Love it.
Speaker: Yeah.
Speaker: Powerful.
Speaker: Um, all right, let's do another one.
Speaker: How about, um, yeah, you know what, Joe, I love this, but I just don't really want to have another loan.
Speaker: Like, I don't know, we're trying to keep debt down.
Speaker: So we might just want to like save up until we can like buy a system and not have to like do a loan.
Speaker: Well, you sound just like my wife.
Speaker: She said the same exact thing to me.
Speaker: She was like, I tell you, she'd have like two car loans, we got a mortgage, and we have, she does not want any more loans.
Speaker: That's what she told me.
Speaker: But what I told her was that, babe, we're spending money either way.
Speaker: And if we're going to get a loan, why don't we get the best loan possible?
Speaker: What's the best loan possible?
Speaker: The loan that you make the most money on, right?
Speaker: So if you can get more loans that's making you a lot of money, would you stop getting loans?
Speaker: Would you keep getting more of those loans?
Speaker: uh more of them i guess let's go right yeah like loans aren't bad if you make money on a loan that's amazing how many times can you borrow money and make money guaranteed yeah that's true that's true let's get rid of the car loan and then we'll place it with a shoulder loan how's that sound
Speaker: dude that's so funny i know if people have like you know loans on their cars and rv outside and it's like i don't want another loan it's like are you kidding me you have like three loans and now you don't want a loan that's actually good and gonna be like saving you money this is the thing sometimes
Speaker: Sometimes when a solo pro will hear this, they automatically go to PPA or at least I don't like a loan.
Speaker: You can do that.
Speaker: I'm not saying there's nothing wrong with that and a homeowner will go with it.
Speaker: But sometimes the homeowner just doesn't understand how good this loan is.
Speaker: And once they realize how good the loan is, then maybe PIP is not the best option for them.
Speaker: So I think we should really make sure the homeowner knows how amazing these loans are.
Speaker: Yeah, for sure.
Speaker: Especially if you do it right, because if you do it wrong, it could be bad, right?
Speaker: But I'm talking about the right advisor giving the right option, okay?
Speaker: Yeah, definitely.
Speaker: And so as you're getting so many objections and what you're hearing from other people, how do you recognize Joe, if people like have true objections or just, you know, just treat it as kind of an excuse.
Speaker: What do you look for as you're hearing homeowners to be able to kind of identify if this is okay, this is just kind of an excuse or this is like a legit objection.
Speaker: Anything you look for?
Speaker: I always listen to the homeowner and I even tell him a joke, like I have these big ears for a reason.
Speaker: It's to listen to you better.
Speaker: Right?
Speaker: Like I really, I really focused on trying to listen to them what they do.
Speaker: Um, but sometimes there is conditions and
Speaker: And the more experienced you get as a solar pro, the more you find those conditions and tell the homeowner no.
Speaker: But that's powerful.
Speaker: You wanna be able to tell homeowner no in a lot of situations.
Speaker: And then maybe just veer it off towards the ambassador program or referral program.
Speaker: But if they're in the right, if they're not a condition, right?
Speaker: Everybody knows what condition is that there's no way to overcome that objection, right?
Speaker: There's no, there's not an objection, right?
Speaker: But most of the cases are objections.
Speaker: So I feel like it's to me, it's like I'm going to a homeowner and offering them a $10,000 check that we get to split as long as we both sign it.
Speaker: Like, it's ridiculous for you to say no, but I understand, right?
Speaker: Like, you don't know me.
Speaker: You don't know what you're signing.
Speaker: It's a lot of money.
Speaker: Like, that feeling.
Speaker: You know what I'm saying?
Speaker: Like, yeah, it sounds great, but what's the catch?
Speaker: What's going on?
Speaker: So I always try to make him feel like, yeah, I totally get it.
Speaker: I've been there.
Speaker: I'm not here to, like, sell you something.
Speaker: I'm here to give you options that you may not know you're aware, that you may not be aware of.
Speaker: Great.
Speaker: If you don't want to
Speaker: Want to do it?
Speaker: That's awesome.
Speaker: That's no problem.
Speaker: But at least you should know all your options.
Speaker: So you're making the best decision for yourself and your family for your home.
Speaker: Does that make sense?
Speaker: Yeah.
Speaker: Awkward silence is good too.
Speaker: Yeah.
Speaker: That's awesome.
Speaker: Yeah, no, it's true.
Speaker: And yeah, I mean, just writing objections down, really listen to people.
Speaker: I think everyone appreciates that.
Speaker: And I mean, I, what I do is I write every objection down, you know, ask them, do the fact finding this beginning of the stage.
Speaker: And it's just the fact that you're writing it down, checking them off as you actually answer their concerns and objections.
Speaker: I see almost just like a weight lifted from people's shoulders as you're like overcoming the things that they told you and, you know, getting close to this.
Speaker: So I think it's super powerful.
Speaker: And it's normal, right?
Speaker: Like they want to, they don't want to feel like this is the first time or this crazy question.
Speaker: Like, this is normal.
Speaker: Like my wife just had the same thing I've talked to her about.
Speaker: Like that makes them feel like this is really happening in my own world.
Speaker: And they can relate more.
Speaker: And like when they hear their wife complaining about their lungs, like, oh, that's a normal thing that people have to talk about.
Speaker: You know, I did a Facebook
Speaker: Facebook posts based on that, like my conversation with my wife about going solar.
Speaker: And it was just based on that, just having that conversation.
Speaker: Because there's a real story, right?
Speaker: Like I didn't make that up about my wife with the loan.
Speaker: Like that's a real story.
Speaker: And that's what really helps when you have real genuine stories you can use to convey to the homeowners.
Speaker: Yeah, so powerful.
Speaker: They hear it from someone else's perspective.
Speaker: Okay, how about this one, Joe?
Speaker: Here's one we hear in California, probably more than other states.
Speaker: Yeah, you know what?
Speaker: I like this seems like it makes sense.
Speaker: But yeah, you know, I should probably go I know there's like a bunch of other companies out there.
Speaker: So can you leave that?
Speaker: Do you have a card?
Speaker: And then I want to go get a few other quotes.
Speaker: And then I'll get back to you, Joe.
Speaker: Of course, that's exactly what I do.
Speaker: Like I don't actually work for a company.
Speaker: I actually work for the homeowner because I want to make sure that you're getting exactly what you need.
Speaker: So what I can do is help you with that.
Speaker: But if you want to do your own, of course, I'll let you do that.
Speaker: So what we can do is set up another appointment after you're done with your quotes.
Speaker: And what we're going to do is I'll show you my best option.
Speaker: So, you know, all the options and you choose the one that makes the most sense.
Speaker: So when you think your last quote you're going to get next week or maybe 10 days from now?
Speaker: Um, yeah, probably.
Speaker: Yeah.
Speaker: I mean, we want to get it done kind of quick, so maybe like two weeks.
Speaker: Two weeks, no problem.
Speaker: So do you think you can get all your quotes done within two weeks?
Speaker: Uh, yeah, that's, yeah, that's fair.
Speaker: Okay.
Speaker: So can you do me one favor?
Speaker: Um, just don't sign with anyone yet, just to make sure I can give you that last option before you make any final decision.
Speaker: Would that be fair?
Speaker: Uh, yeah, that's fair.
Speaker: Okay.
Speaker: So today is the ninth.
Speaker: I actually have the 15th or 16th available, which better for you.
Speaker: Um, let's go the 15th, I guess.
Speaker: Perfect.
Speaker: Morning, afternoon.
Speaker: Uh, afternoon works.
Speaker: All right.
Speaker: 12 or two.
Speaker: Uh, two o'clock.
Speaker: Boom.
Speaker: So what I did there was really focused on not trying to sell you right now anymore.
Speaker: Right?
Speaker: Like, you don't want to tell the person, no, don't get quotes right now.
Speaker: You can do that.
Speaker: It just doesn't work for me.
Speaker: Like, everybody's personalities are different.
Speaker: And you can do whatever is better for your personality.
Speaker: I'm just giving what works for me.
Speaker: But that works for me in the past and what works for me today.
Speaker: I try to really listen, let them get their quotes.
Speaker: And when they do talk to me, I let them know what my option is and how it's different than theirs.
Speaker: If they like it, great.
Speaker: If not, they chose the other one.
Speaker: I did everything I could to help close that home on them.
Speaker: Yeah, got it.
Speaker: So yeah, something that I've seen too, Joe, I mean, obviously in California, what's annoying is sometimes people are just cutting margins, cutting margins, and then left with nothing.
Speaker: And then just, that's what drives me nuts about people competing is they just to get the sell, they drop their commission to, I don't know, a hundred bucks a kilowatt maybe or something, basically make nothing to get the sell.
Speaker: So let's like, come on, build value and actually add some value instead of just competing on price all the time.
Speaker: But what do you do when you have, if you're, you know, closing like that, going back, let's say you come back to the home and, you know, they drop their price a ton.
Speaker: Like, okay, Joe, we got another quote.
Speaker: It's like 10 grand cheaper than you.
Speaker: So what do you do at that point?
Speaker: Do you try to like build the value?
Speaker: And do you have any stories of where you've still gotten to sell?
Speaker: Like, you know, selling a lot higher than other quotes that people have gotten?
Speaker: Well, I'm not being $10,000.
Speaker: No, no, it always comes down to every quote is different.
Speaker: And it's really comes down to educating the homeowner, right?
Speaker: Like if you don't let the homeowner know that saying I'm getting 18 panels, it doesn't mean anything.
Speaker: How many times have you heard that Taylor?
Speaker: Like, Oh, I'm getting 18 panels.
Speaker: Yeah.
Speaker: That means nothing.
Speaker: I'm like telling them that it doesn't mean anything.
Speaker: But solar pros talk like that with the homeowners.
Speaker: You got 17 panels here.
Speaker: So they think that's the most normal talk.
Speaker: And it's not, right?
Speaker: And so educating the homeowner to know why they're making their decisions on what financing option they're choosing, what solar panel they're choosing, what inverter they're choosing, what other upgrades they may not know about.
Speaker: Like, Mr. Homeowner, I noticed your roof.
Speaker: You're going to have panels in different parts of your roof.
Speaker: I think it might be a good idea to have
Speaker: hide the condo in the attic.
Speaker: Oh, you can do that.
Speaker: You know, that could really separate you from the competition and making sure they know the differences and just really educating, but also like before educating, listening, a lot of times we were as solo consultants, we're so focused on selling what we have.
Speaker: And I'm just like naturally against that.
Speaker: I'm always like trying to figure out what the homeowner wants.
Speaker: And sometimes you couldn't be missing a crucial part of the game.
Speaker: So as a
Speaker: If somebody, okay, for me, I'm a little different.
Speaker: Okay.
Speaker: I try to be different and there's so many kinds of homeowners out there.
Speaker: So let's think of the worst kind of homeowner we can think of.
Speaker: Okay.
Speaker: We get a homeowner.
Speaker: He was on the phone.
Speaker: He's like, hey, I don't want to deal with you.
Speaker: I don't want you to come over.
Speaker: Just send me your phone over the phone.
Speaker: I got 10 other quotes.
Speaker: I know exactly what I want.
Speaker: I know how solar works.
Speaker: I know everything it takes.
Speaker: And I ask him, well, if you do go solar, do you have friends or family and neighbors?
Speaker: Oh, yeah, yeah.
Speaker: I'm the guy.
Speaker: Everybody knows I'm the resource.
Speaker: searcher, I'm a solar guy, I know everything about solar.
Speaker: Once I get solar, everybody's gonna follow me.
Speaker: Now, in that situation, a lot of people would just drop their drawers, give everything low or say, I can't help you, see you later, right?
Speaker: I don't want to waste my time with you, right?
Speaker: It's gonna be one or the other.
Speaker: So what I do, I think approach as, well, do you want, I'll ask them a question like, so tell me, why do you want to buy solar?
Speaker: And they'll go over all the reasons why, oh yeah,
Speaker: So then I asked them, why don't you want to sell solar?
Speaker: And then they'll try to give me their reasons.
Speaker: I'm like, oh, that's not true.
Speaker: So I start overcoming objections for them to be a solar pro.
Speaker: Okay.
Speaker: Okay.
Speaker: Then I'm recruiting that homeowner to actually sell solar now.
Speaker: I mean, sell.
Speaker: Nice.
Speaker: So every objection they have, like, oh, I don't know anything about solar.
Speaker: Well, I'm actually a very experienced advisor.
Speaker: I'll be able to walk you through the whole process.
Speaker: Oh, I'm not going to be able to get on a platform.
Speaker: It's going to take too long.
Speaker: Actually, it takes one or two hours, and you'll be ready to go.
Speaker: Wow.
Speaker: So it goes from like, what?
Speaker: I didn't know that.
Speaker: Now I'm completely different than everybody else they talk to.
Speaker: They're signing on my team, and they gave me six or seven referrals we're about to sign up to.
Speaker: Well, that's crazy.
Speaker: I ain't blown, right?
Speaker: Yeah.
Speaker: That's the stuff I'm talking about.
Speaker: Be different.
Speaker: When people are going one direction, go the opposite direction.
Speaker: That's where I really strive with my sales game.
Speaker: That's so powerful.
Speaker: And yeah, that's something I've learned from you, JKS, Solar Academy, for sure, is just having a basic knowledge of actually the technology and panel upgrades, those things.
Speaker: Because guess what?
Speaker: 99% probably of other salespeople don't know the technology.
Speaker: They don't know how to recognize if people are going to need a panel upgrade or not.
Speaker: They don't know how to tell if the roof is going to need work.
Speaker: So things like that, if you can take the homeowner out or, hey, Mr. Homeowner, did you actually see this on your panel?
Speaker: Did you see this about your roof?
Speaker: He recognized those things and the other people that are coming didn't recognize it.
Speaker: Guess who they're going to want to go with?
Speaker: They're going to want to go with the expert and the person that actually told them the truth about these things and recognized it before that happened.
Speaker: Yeah, there's like two different kinds of sales pro, right?
Speaker: There's going to be the one that's sales, who just focus on excitement, getting in the soul, get to the next stage.
Speaker: And then you have the techie guys who are just like, want to explain everything thoroughly, you know, the electricity, you know, the roofing, all that stuff, right?
Speaker: Yeah.
Speaker: What the key part that's missing is the in-between, connecting those two things.
Speaker: Yeah.
Speaker: That's what the Solar Academy is.
Speaker: through bringing to the table, bringing to the industry.
Speaker: It's not one or the other.
Speaker: It's not having the knowledge, sales savvy, but combined with the tech savviness.
Speaker: And that's where you get a monster solver on the next level.
Speaker: 100%.
Speaker: And so, yeah, for our listeners, take the time to really, you know, learn the objections, go in Joe's group, listen to what other experts are saying, and then also learn the technology piece of it.
Speaker: Learn how to be an expert, learn how to explain those things.
Speaker: And I like what you're saying about actually, like, you know, recruiting homeowners to sell for you and get your referrals.
Speaker: Think about it.
Speaker: Think about this, right?
Speaker: Like the biggest players in the game, millionaires in solar have one thing in common.
Speaker: To me, I've talked to all of them and as many as I can, I mean, and one thing that all in common is that there were referral masters.
Speaker: They are the referral king.
Speaker: They have homeowners lined up referrals.
Speaker: So I was thinking, wait, why not, instead of making the homeowner sell a solar, why not get them to be a solar and then be your referral master?
Speaker: So I actually bought the domain sellyourselfsolar.com just because it was available.
Speaker: And I was like, that's perfect.
Speaker: Just to be able to send it to homeowners too.
Speaker: Yeah, that's sweet.
Speaker: Yeah, because I can imagine like sometimes, you know, you're pulling teeth to get people to give you referrals.
Speaker: But if people are like, you know, if they're coming more from the mindset, oh, I want to sell solar, I want to actually be on the team, then they're actually, they're going to be much more effective, I would imagine, in getting referrals, right?
Speaker: And this is the best part.
Speaker: Even the ones who were like, you know, I'm just going to do it, get my own, you know, solar system, that's it.
Speaker: Even then, like this is happening this week, email me like, I know I wasn't going to sell, but I have a neighbor I was talking to about it.
Speaker: He wants to go sell the shop.
Speaker: I must want to make the commission on it.
Speaker: So now he's actually sending another customer that's not a referral because he's actually the solo pro on the deal and I get to split the commission with him.
Speaker: Yeah, that's awesome.
Speaker: So much easier.
Speaker: That's the thing.
Speaker: That's the thing.
Speaker: I feel like what's missing is not, it's not like, oh, you, we need both two things in the industry is tools, which is like power or Titan or, you know, any place you can sell, sell it from.
Speaker: Everybody needs the tools, right?
Speaker: But you also need the training.
Speaker: Right?
Speaker: And then some people get the order wrong.
Speaker: And I would say it's like this.
Speaker: I know solar is not like being a doctor, but there is some similarities to it just because you're fixing things, you're helping home on or out.
Speaker: You really have somebody in your hands that you're taking care of.
Speaker: So imagine a doctor, a person who wants to become a doctor.
Speaker: Okay?
Speaker: Now they have a choice.
Speaker: They can either get
Speaker: all the best tools in the world and just right away off the bat or they can start with all the best training in the world now which one is a doctor the one who wants to be a doctor should go towards
Speaker: uh best training because you can't use the tools yeah it's like i've got this drill not sure how to use it but uh but it's the best one on the market open your mouth it looks amazing though
Speaker: That's awesome.
Speaker: That's a good point.
Speaker: How many people started working at a company and start blasting that company?
Speaker: Oh, it's taking too long.
Speaker: This is not going on.
Speaker: This is a problem.
Speaker: And they started, they have one install they're working on the whole time and that's their experience.
Speaker: Maybe it wasn't the company's fault.
Speaker: It might've been the solar pro there.
Speaker: I know.
Speaker: I know.
Speaker: That's why, yeah, sometimes what drives me nuts sometimes in the industry is people just hunting for like the best red line, the best pay, and they've only got like one install under their belt and they're already hunting for better pay.
Speaker: It's like, come on, man.
Speaker: You're going to go look for better pay that has zero training when you have zero installs.
Speaker: This is how I've always been.
Speaker: Even when people are trying to run to the bottom of the red lines, I would always still be like, well, are they getting Attic Run?
Speaker: Like to me, everybody should get Attic Run.
Speaker: What happens is the breaker box.
Speaker: What happens if there's like, you have to ask the question, not just red lines.
Speaker: Red line plus how does everything else work too, you know?
Speaker: I know, 100%.
Speaker: Yeah, people forget about that.
Speaker: So yeah, super good points, Joe.
Speaker: And I wanted to ask you as we're wrapping up here, what's the craziest objections you've heard in your group?
Speaker: Any standout over the past year?
Speaker: Crazy ones?
Speaker: I mean, there's so many like crazy objections.
Speaker: And the one that's like to me, there's two of them that's really like just mind blowing is real estate agents.
Speaker: Just to me, that's the one of the biggest things hurting the solar industry is the misinformation and real estate agents and mortgage professionals are giving out the industry.
Speaker: And they think they know more than everybody else.
Speaker: So that's the most frustrating objection.
Speaker: And I get the most amped up with because they act like they're so nonchalant about it, too.
Speaker: They're like, yeah, no, it doesn't add value just because the other house wasn't worth the same.
Speaker: It's like, no.
Speaker: Like, what are you talking about?
Speaker: You know how much money we're talking about people are getting?
Speaker: So that's, to me, the most frustrating.
Speaker: But also when people call solar a scam.
Speaker: You know, like, it's like, okay.
Speaker: Like, I mean, you're just like, you just know talking to you anymore.
Speaker: Right?
Speaker: Like, I can't even have a conversation with you.
Speaker: To me, that's the problem.
Speaker: Like when you have somebody you came out of conversation with, like, that's to me, like my goal, like this day in my life is just have good conversations all day long.
Speaker: Like this one, this is like every day, all day.
Speaker: But I'm like begging people.
Speaker: I'm not convincing people.
Speaker: I'm just like, if you're here to listen, I'm here to help.
Speaker: I'm here to talk to each other.
Speaker: So that's what I like for it.
Speaker: Look, respect.
Speaker: I get the respect.
Speaker: I can have a good conversation.
Speaker: Yeah, I know.
Speaker: That's a huge pet peeve of mine is when like a third party, like a real estate agent.
Speaker: The other day I had someone's financial advisor, like, Oh, my financial advisor told me solar doesn't make sense.
Speaker: Okay.
Speaker: Do they even know what this is?
Speaker: They have solar themselves.
Speaker: Like, no, they know what it is.
Speaker: A lot of money.
Speaker: No, no, no.
Speaker: They know what it is.
Speaker: They know exactly what it is.
Speaker: That's what the problem is because if they take the money out,
Speaker: to pay for the solar system that's less money they have to play with so why would they tell them oh yeah i think there's money they're saying no no not at all it's like asking a taxi company how do i buy a car like no buying a car is a bad idea you shouldn't do that you should just call us tomorrow when you get up you know like come on who do you ask me for advice bro i know so yeah those guys yeah they got to be silent somehow i don't know if we got to start a strike against them but it's like stop losing those deals if you're
Speaker: you know, financial advisor, real estate.
Speaker: Some people say like, oh, we just need to teach them.
Speaker: We need to educate them.
Speaker: I'm like, guys, I've been trying this for years.
Speaker: It's not working.
Speaker: I don't know what else we got to do.
Speaker: The problem is that people who don't listen or don't want to listen aren't going to get trained.
Speaker: They're not going to learn.
Speaker: The first key to being a good student is to be coachable, to be ready to learn.
Speaker: If you're not ready to learn, you're not going to learn anything, you know?
Speaker: Yeah, I would agree for sure.
Speaker: So Joe, I know we got to wrap up pretty soon here.
Speaker: Do you want to tell us a little bit about what you're doing with Solar Academy?
Speaker: I know you mentioned you're working with Amor now.
Speaker: You're the C Chief Avenue Officer.
Speaker: Is that right?
Speaker: Yes, sir.
Speaker: Okay, let's go.
Speaker: And yeah, they're doing some pretty incredible things.
Speaker: I know you guys just had their little retreat in Vegas.
Speaker: Yeah, I was sad I missed out on that.
Speaker: Looked freaking awesome.
Speaker: Looked like you guys had a good time out there.
Speaker: It really was.
Speaker: Yeah.
Speaker: Some great connections, great people.
Speaker: I learned a lot.
Speaker: I mean, lifelong connections now.
Speaker: It's just crazy how when you spend time with somebody in person for a few days, you get to know that person completely different than just from Clubhouse or from Facebook, you know?
Speaker: I know.
Speaker: Yeah, it looked fun.
Speaker: Did you guys end up doing the skydiving and stuff?
Speaker: I saw that was part of it or something.
Speaker: Yeah, so skydiving is one of those things you have to pay me to do.
Speaker: Okay?
Speaker: I go, do you want to jump out of a plane?
Speaker: Well, how much are you going to pay me to do that?
Speaker: Nothing?
Speaker: No.
Speaker: Like, why would I jump out of a plane?
Speaker: Actually, it's a funny story.
Speaker: A homeowner, because we're talking about skydiving, and he was like, oh, I love skydiving.
Speaker: I skydive all the time.
Speaker: I was like, I might be skydiving in a few weeks.
Speaker: And he was like, well, if you skydive, I'll make sure I'll definitely buy your deal from you.
Speaker: So like, okay, that's an occasion where I'm going to go skydive now because at least I'm getting something.
Speaker: Like that's where my mind really shifted.
Speaker: I was like, well, I can get paid to do this.
Speaker: Let me just wait on this now.
Speaker: Nice.
Speaker: So what did you send him the picture of you in there then?
Speaker: And then he signed the next day or...
Speaker: Yeah, no, he definitely goes to me after that, but still, the story was so funny.
Speaker: But you know what I would do is that in-house skydiving?
Speaker: I don't know what that's called.
Speaker: Oh, the indoor skydiving?
Speaker: Indoor, yeah.
Speaker: Yeah, that's fun.
Speaker: Yeah, that's fun.
Speaker: As long as my life is not at risk, I'll definitely go to that one.
Speaker: Yeah, for sure.
Speaker: Oh, cool.
Speaker: And so, yeah, with Solar Academy, do you guys have, I don't know, anything exciting coming up with that?
Speaker: Or what's your role with all these guys now?
Speaker: It's been amazing.
Speaker: It's like they haven't even launched before I joined and now we're actually launching and I'm getting so many people like asking me about it and how can I get help?
Speaker: What is it?
Speaker: What is the Seller Academy?
Speaker: work and I just explained it very simply it's two really main things we're gonna have an awesome solar closer training okay and we're gonna be able to help companies add solar to the game or they can staller and add the sales part of their game like you're if you need help adding solar or getting to the next level solar get on a zoom with me I'll be able to get you in the right direction
Speaker: Nice.
Speaker: Yeah.
Speaker: So guys, check out Solar Academy, Jcast, Solar Joe.
Speaker: They're doing awesome things with that.
Speaker: And then go join the group.
Speaker: Anywhere else people can connect with you, Joe, or anywhere else you want to point our listeners to.
Speaker: everybody get on the solar objections Facebook group.
Speaker: If you're in solar, any capacity, like at all, and you want to know what's going on in solar and who's talking solar, you want to see the solar trainings, you want to get value content, not just for me.
Speaker: Like I said, I try to host it.
Speaker: Awesome solar pros.
Speaker: Like a lot of posts, I don't even say anything.
Speaker: And you get 50, 60 gold nuggets in these posts.
Speaker: Go through the solar objections group.
Speaker: group.
Speaker: And in that group, we have an awesome live stream every Wednesday at 4 p.m.
Speaker: PST, 7 p.m.
Speaker: EST.
Speaker: This week, we have an awesome solo pro.
Speaker: His name is Jake Wilson.
Speaker: I'm not sure if this is going to be going into the future, but go back and check that one out.
Speaker: It's going to be about a solo refinance.
Speaker: But every Wednesday, 4 p.m.
Speaker: PST, check us out.
Speaker: We're going to be live with the different new awesome solo pro.
Speaker: And we're going to have our one-year anniversary show on August 11th.
Speaker: Hopefully that'll be out by then.
Speaker: August 11th, Brett Williams, the one that sparked the idea in the first place, will be our one-year anniversary guest.
Speaker: So definitely check out that live stream for sure.
Speaker: Let's go.
Speaker: So guys, go hop on the group.
Speaker: Yeah, tell Solar Joe you appreciate him for coming on the show today.
Speaker: And then go join the, yeah, get on the live streams too.
Speaker: What I've been starting to do is, you know, make a note in your phone or something.
Speaker: Keep track of these one-liners.
Speaker: So you heard Solar Joe overcome a ton of, you know, objections today.
Speaker: And then you're going to hear even more when you get in this group.
Speaker: keep track of the ones you like and start using them.
Speaker: Cause I think that's what happens.
Speaker: Guys get on these trainings and things like that.
Speaker: But if you're not actually, you know, writing down the ones you're going to use, the one-liners, the, um, you know, overcoming the objections, then you just forget about it.
Speaker: So that's the thing.
Speaker: If you're hopping on these trainings, make sure you're actually utilizing and implementing the content that you're hearing.
Speaker: So, uh, Joey, appreciate you coming on.
Speaker: Um, any final words of advice or anything else that's helped you?
Speaker: You want to leave with our solopreneurs before we say goodbye here?
Speaker: Two things, man.
Speaker: Like, first thing, I want to, I'm really excited about Peru.
Speaker: I mean, that's going to be, it's getting so much excitement.
Speaker: Oh, yeah, I'm going to like that.
Speaker: With the Solar Academy and Noxstar and Danny Pesty putting it together, man.
Speaker: And I'm so excited about going down there with awesome solar pros.
Speaker: They're going to be trying to build some orphanages or buildings for young youths that need help out there.
Speaker: So that's really amazing.
Speaker: And that's going to be later in the year.
Speaker: What's the website for that?
Speaker: So do you know the website?
Speaker: So you guys can check that out.
Speaker: SolarGivesBack, I think is one of them.
Speaker: SolarGivesBack.com.
Speaker: NoxstarGivesBack.com, I believe too.
Speaker: But I'll make sure with that.
Speaker: Yeah, we can put it in the notes.
Speaker: Yeah, NoxstarGivesBack.
Speaker: But yeah, we'll put it in the show notes so you guys can go check that out.
Speaker: Awesome.
Speaker: And the last thing I say, guys, you know, I am open.
Speaker: I am here for advice.
Speaker: I'm here to help.
Speaker: I'm here to give value.
Speaker: Anything you need.
Speaker: I offer a free strategy session to zoom or a phone call and I make it nice and easy to get to.
Speaker: Just go to the solar dot Academy.
Speaker: Can't get easier than that.
Speaker: Right.
Speaker: You got a free zoom with me.
Speaker: We get the talk shop.
Speaker: I'm not going to be salesy, push it in any direction.
Speaker: They want to help you out.
Speaker: See what I can do to give you value.
Speaker: Just check it out.
Speaker: Go to the solar dot Academy.
Speaker: solar.academy.
Speaker: All right.
Speaker: So yeah, take advantage of that.
Speaker: I mean, how cool is that?
Speaker: You get Solar Joe himself offering to do a call and help you take yourself to the next level in the solar business.
Speaker: And Taylor is the man, everybody.
Speaker: This guy is awesome.
Speaker: Great guest.
Speaker: Check out all the shows.
Speaker: The one with Joey Sullivan was amazing.
Speaker: I just listened to that one.
Speaker: It was off the hook.
Speaker: You do great at these hosts.
Speaker: You ask great questions.
Speaker: I really appreciate being on you, man.
Speaker: You're the man.
Speaker: No, I love it.
Speaker: Yeah.
Speaker: And thanks for coming on.
Speaker: That's all we're trying to do is, you know, up-level ourselves, hear from experts like yourself.
Speaker: So thanks again, Joe.
Speaker: We'll be connecting with you more.
Speaker: And guys, tell Joe thanks for coming on today.
Speaker: And with that being said, we'll talk to you soon, Mr. Solar Joe.
Speaker: Peace.
Speaker: Hey SolarPrinters, 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 solar professionals.
Speaker: 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 solar learning community exclusively for solar professionals to learn, compete, and win with the top performers in the industry.
Speaker: And it's called Soul Society.
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?
Speaker: Less than $3.45 a day.
Speaker: Currently Soul Society is closed to the public and membership is by invitation only.
Speaker: But solopreneurs can go to soulciety.co to learn more and have the option to join a waitlist when a membership becomes available in your area.
Speaker: Again, th is is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
Speaker: Thanks again for listening.
Speaker: We'll catch you again in the next episode.
