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How to CRUSH Solar Objections - Solar Joe image

How to CRUSH Solar Objections - Solar Joe

E167 ยท The Solarpreneur
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103 Plays4 years ago

Don't forget to visit the following:

  1. https://knockstargivesback.com/give-back
  2. https://thesolaracademy.com/
  3. https://www.solciety.co/

Speaker 2 (00:42):

Solarpreneurs. We have another exciting guest today. We're back with another episode. Hope you guys are doing well today. We have someone that's been a long time coming on the show. If you're on Facebook, you had to have heard of him by now. We've got the one, the only Solar Joe. Solar Joe, thanks for coming on

Speaker 3 (00:59):

Today, man. Thank you for having me, but I'm actually a good and bad cause. First of all, thank you for having me on the Solarpreneurs podcast. I've been a big fan of yours for years, man. And um, I just being invited on is, is a big honor. So thank you. But I did, I have to follow Jory Sullivan's story. I mean, how was anybody starting that one, then I'm going to do that to me.

Speaker 2 (01:23):

Well, we might have a few, we'll have a few between that. So don't worry. You're not going to be right after him.

Speaker 3 (01:30):

Some crazy stuff. That was a good one.

Speaker 2 (01:33):

Yeah, this is awesome. But no, we're excited to have you on. And um, I just said Solar Joe, cause I don't even, I don't even know how to say your last name. Like

Speaker 3 (01:42):

I'm still trying to figure it out myself, but uh, I think it's something like Mousakheel

Speaker 2 (01:47):

Mousakheel Okay. That's

Speaker 3 (01:50):

Really the number one reason why having a nickname, solar, Joe, I would go into, I would go into a home and you know, after I leave, I would write my name, Joe Mousakheel and my phone number. And they would save it in their cell phone as Joan was skill and my number. And they would never find me like, who was that guy? What was his name? So I decided to start doing solar Joe, whenever I left. I said, save that in your phone. That's Solar Joe. So when they look it up, they just remember solar started selling it and I come up. So that's literally how I got solar done.

Speaker 2 (02:21):

Okay. It makes sense. Yeah. No, I figured out, I figured that was part of the reason where's that last, where's that name from even what does that

Speaker 3 (02:28):

My family originally? My, both my parents are from Afghanistan.

Speaker 2 (02:33):

Oh, okay. Gotcha. That's crazy.

Speaker 3 (02:35):

So when I was a kid, I would say on propaganda, Stan, everybody, like, where's that place? What Afghanistan? What is that? Now? It's Afghanistan. Everybody knows that it's a different dynamic and I was a kid.

Speaker 2 (02:47):

That's awesome. Hello name? Can't say I've had, uh, anyone of Afghanistan descent here on the show. So you're the first to say that anymore. Well, cool man. Um, no excited to have you on. And um, yeah, for those that don't, everyone should know Joe at this point, but yeah, he has probably the best, uh, Facebook group for solar. He runs a solar objections group. Um, and they do a lot of like live streams in that, on how to overcome objections and really just some awesome content. So definitely if you're not in that group, I would suggest go and join it today because you're not going to want to miss the fire he has on that.

Speaker 3 (03:24):

Thank you so much. And I feel like I'm just like the host, right? I'm just like, yeah, let me get the best soul pros in the country to do interview. They give trainings and try to organize it. Yeah. So that the page is clean and it's really like, we're getting good value content as opposed to like recruiting and kind of spanning stuff. So I think prior to making sure it's clean and try to get as much value as possible, but thank you so much for that.

Speaker 2 (03:47):

Yeah, for sure, man. No, I'm trying to, we, I have Facebook group as well, so we're preneurs, but all I know I don't do as a n

Recommended
Transcript

Taylor Armstrong's Journey in Solar

00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
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.
00:00:41
Speaker
What's going on, solopreneurs?
00:00:43
Speaker
We have another exciting guest today.
00:00:45
Speaker
We're back with another episode.
00:00:47
Speaker
Hope you guys are doing well.
00:00:49
Speaker
Today, we have someone that's been a long time

Introducing Solar Joe

00:00:51
Speaker
coming on the show.
00:00:51
Speaker
If you're on Facebook, you had to have heard of him by now.
00:00:55
Speaker
We've got the one, the only, Solor Joe.
00:00:57
Speaker
So Joe, thanks for coming on today.
00:01:00
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.
00:01:07
Speaker
I've been a big fan for years, man, and just being invited on is a big honor, so thank you.
00:01:14
Speaker
But did I have to follow Jory Sullivan's story?
00:01:17
Speaker
I mean, how is anybody's story going to get that one, man?
00:01:21
Speaker
How could you do that to me?
00:01:22
Speaker
Yeah, well, hey, we might have a few.
00:01:25
Speaker
We'll have a few between that, so don't worry.
00:01:27
Speaker
You're not going to be right after him.
00:01:29
Speaker
But yeah, it was some crazy stuff.
00:01:31
Speaker
That was a good one.
00:01:32
Speaker
Yeah, this is awesome.

How Solar Joe Got His Name

00:01:35
Speaker
But no, we're excited to have you on.
00:01:37
Speaker
And I just said Solar Joe because I don't even know how to say your last name.
00:01:42
Speaker
I'm still trying to figure it out myself, but I think it's something like Musa Keel.
00:01:47
Speaker
Musa Keel, okay.
00:01:49
Speaker
But that's really the number one reason why I have the nickname Solar Joe.
00:01:54
Speaker
I would go into homes and after I would leave, I would write my name, Joe Musa Keel, and my phone number.
00:02:02
Speaker
And they would save it in their cell phone as Joe Muskill and my number.
00:02:05
Speaker
And they would never find me.
00:02:07
Speaker
Like, who was that guy?
00:02:08
Speaker
What was the name?
00:02:09
Speaker
So I decided to start doing Solar Joe whenever I left.
00:02:12
Speaker
I said, save that in your phone as Solar Joe.
00:02:15
Speaker
So when they look it up, they just remember Solar, search Solar, and I come up.
00:02:18
Speaker
So that's literally how I got Solar Joe.
00:02:21
Speaker
Okay, makes sense.
00:02:23
Speaker
Yeah, no, I figured that was part of the reason.
00:02:25
Speaker
Where's that last, where's that name from even?
00:02:27
Speaker
What is that?
00:02:28
Speaker
My family originally, both my parents are from Afghanistan.
00:02:33
Speaker
Oh, okay.
00:02:34
Speaker
Gotcha.

Joe's Afghan Heritage

00:02:35
Speaker
That's crazy.
00:02:35
Speaker
So when I was a kid, I would say I'm from Afghanistan.
00:02:38
Speaker
Everybody's like, where is that place?
00:02:39
Speaker
What?
00:02:39
Speaker
Afghanistan?
00:02:40
Speaker
What is that?
00:02:41
Speaker
Now it's Afghanistan.
00:02:42
Speaker
Everybody knows Afghanistan.
00:02:44
Speaker
It's a complete different dynamic than I was a kid.
00:02:46
Speaker
Yeah, that's awesome.
00:02:48
Speaker
I love it, man.
00:02:49
Speaker
Can't say I've had anyone of Afghanistan descent here on the show, so you're the first.
00:02:54
Speaker
You can't say that anymore.
00:02:55
Speaker
Yeah, that's awesome.
00:02:58
Speaker
Well, cool, man.
00:02:59
Speaker
No, excited to have you on, and yeah, for those that don't,
00:03:03
Speaker
Everyone should know Joe at this point, but yeah, he has probably the best Facebook

Creating Solar Objections Community

00:03:07
Speaker
group for solar.
00:03:08
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.
00:03:17
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.
00:03:24
Speaker
Thank you so much.
00:03:26
Speaker
And I feel like I'm just like the host, right?
00:03:28
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.
00:03:37
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
00:04:04
Speaker
Yeah, we appreciate everything you've done to bring value and teach other solar pros.

Career Transition to Solar

00:04:10
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?
00:04:18
Speaker
Well, I'm
00:04:19
Speaker
Started a long time ago.
00:04:21
Speaker
Well, before I even moved to California, which is 2004, I was in Manhattan.
00:04:27
Speaker
And back in the day, like late 90s, early 2000s, everybody was a computer specialist, right?
00:04:33
Speaker
Everybody was that.
00:04:34
Speaker
And that's where all the money was.
00:04:37
Speaker
So I was working in Manhattan.
00:04:39
Speaker
and making good money.
00:04:41
Speaker
But it was like, I wasn't passionate about it.
00:04:43
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.
00:04:47
Speaker
I wasn't excited about it.
00:04:48
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,
00:04:58
Speaker
happy, excited, running around, energized.
00:05:00
Speaker
And our department would be like, boring another day, you know?
00:05:04
Speaker
So I was always like interested in the sales.
00:05:06
Speaker
So I came out to California.
00:05:07
Speaker
I was like, all right, this is my opportunity to try something different.
00:05:11
Speaker
And I just excelled.
00:05:12
Speaker
It just came naturally to me on day one.
00:05:17
Speaker
Whatever it was, I would become the number one salesperson in the company, top salesperson for the year.
00:05:24
Speaker
And it wasn't because I was special gifted in sales.
00:05:26
Speaker
It was like that
00:05:28
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
00:05:42
Speaker
I'm pretty good at sales.
00:05:43
Speaker
I'm pretty good at getting people excited, getting the marketing.
00:05:46
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.
00:05:54
Speaker
There's not many sales jobs.
00:05:55
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.
00:06:02
Speaker
So I had the opportunity to get a nine to five sales job.
00:06:05
Speaker
I was like, let's go.
00:06:06
Speaker
I did that for years.
00:06:07
Speaker
Salesman of the year.
00:06:09
Speaker
But yeah,
00:06:10
Speaker
Same thing happened though.
00:06:11
Speaker
It was like, it was just a job, right?
00:06:13
Speaker
I was just doing it to get by, get a paycheck.
00:06:16
Speaker
I was never passionate about it.
00:06:18
Speaker
And one day a customer came in and he was like frustrated.
00:06:23
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.
00:06:28
Speaker
And I had to, well, talk to me, explain to me what it is.
00:06:31
Speaker
And he explained it to me.
00:06:32
Speaker
I was like,
00:06:34
Speaker
too good to be true.
00:06:36
Speaker
You're making money, you're saving money, it's good in the environment, like where are the negatives?
00:06:40
Speaker
And he was just like, just people don't get it.
00:06:43
Speaker
Mm-hmm.
00:06:44
Speaker
I was like, ooh.
00:06:45
Speaker
So I started like Googling and researching and figuring this stuff out.
00:06:48
Speaker
I was like, all right, there's something here, you know?
00:06:50
Speaker
So I started getting really excited.
00:06:52
Speaker
And my wife, at the same time, I was helping her start her own insurance company.
00:06:57
Speaker
So about after three

Experience at SolarCity

00:06:59
Speaker
years, I felt like she was good.
00:07:00
Speaker
It was a weld oil running machine.
00:07:02
Speaker
I said, all right, my opportunity jumped into solar.
00:07:04
Speaker
So I was fully aware of what solar was and how it works.
00:07:07
Speaker
I thought, right?
00:07:09
Speaker
So the beginning of 2016, I said, you know what?
00:07:13
Speaker
I mean, work at the company where Elon Musk is putting his time and effort.
00:07:17
Speaker
Like he's running SolarCity pretty much as I thought, right?
00:07:21
Speaker
And when I worked there, I found out that's not the case.
00:07:24
Speaker
It was just not what I thought.
00:07:27
Speaker
It was great though, because I got great training.
00:07:30
Speaker
They flew me out to Vegas.
00:07:32
Speaker
I mean, I read every word of these lease and PPAs, you know, so I knew exactly what it said, what they were.
00:07:39
Speaker
I'm going to want a couple of poker tournaments while I was out there, which is nice.
00:07:41
Speaker
There you go.
00:07:42
Speaker
But I came back with all this knowledge.
00:07:45
Speaker
But the thing was, this is what the manager told me.
00:07:48
Speaker
He said, you know, I was like, hey, there's no ownership options.
00:07:51
Speaker
It's just PPAs and leases.
00:07:52
Speaker
Like, how am I going to have homeowners who want to own the solar system?
00:07:54
Speaker
He was like, oh, yeah, that's going to come later in the year, like end of the year.
00:07:58
Speaker
I was like, what am I going to do?
00:08:00
Speaker
Like, you know, like that's not an option for me.
00:08:02
Speaker
I said, you guys, I know it's not you.
00:08:04
Speaker
It's me.
00:08:05
Speaker
You know, I got to go find some other opportunities.
00:08:07
Speaker
So I was really into like ownership.
00:08:10
Speaker
So I said, let me look for a place that does only ownership.
00:08:14
Speaker
So I worked at a place.
00:08:15
Speaker
I don't want to name names, but I was there for like two years and salesman of the year.
00:08:20
Speaker
The great.
00:08:21
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.
00:08:26
Speaker
I was kind of like forcing whatever the company had.
00:08:28
Speaker
You know, I don't talk to the owner.
00:08:30
Speaker
I was like, you know, having these issues about like, I feel like I'm force feeding things.
00:08:34
Speaker
You should have some more options and maybe different finance options.
00:08:37
Speaker
He would say, just shove it down their throat.
00:08:40
Speaker
That was exact words to me.
00:08:43
Speaker
I said, I just can never forget him saying that to me.
00:08:46
Speaker
Right.
00:08:47
Speaker
And I was like, no, it isn't.
00:08:49
Speaker
not the energy I wanted.
00:08:50
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.
00:08:57
Speaker
So I decided to go on my own and figure that out.
00:08:59
Speaker
So I started to work with different companies, different installers.
00:09:03
Speaker
And I started doing a solar seminar tour of California, which was amazing.
00:09:09
Speaker
Working with set and city to city, you know, all over California,
00:09:14
Speaker
full of restaurants of homeowners, a week full of appointments.
00:09:17
Speaker
Like, it was just like killer, right?
00:09:19
Speaker
Like I had all 2020 booked, but guess what happened?

COVID-19 and the Shift to Virtual Training

00:09:23
Speaker
COVID, right?
00:09:24
Speaker
COVID hit, struck down.
00:09:27
Speaker
I went from high to zero, bro.
00:09:31
Speaker
Boom.
00:09:32
Speaker
So I really had to start figuring stuff out.
00:09:34
Speaker
That's what I, my, my first virtual was right after that.
00:09:38
Speaker
I never did a virtual before that ever.
00:09:40
Speaker
Yeah.
00:09:41
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
00:10:06
Speaker
It wasn't like I was just like, oh, let me figure out, let me do something.
00:10:09
Speaker
It was like from years of experience using Facebook groups, I figured what is going to be the most engaging value content.
00:10:19
Speaker
Like I feel like if you're going to start a Facebook group, you should be the best person in that group.
00:10:24
Speaker
Yeah, for sure.
00:10:25
Speaker
So that's what I did.
00:10:26
Speaker
Like I would be a big fan of engagement.
00:10:28
Speaker
I would do comments, whatever, you know, whatever it is.
00:10:32
Speaker
Like there was this one time I remember Bill Murphy, I'm sure you know, he did a contest.
00:10:39
Speaker
It was whoever had the best objection handling for, I think it was not right now or something like that.
00:10:48
Speaker
And I answered it, came up and he offered $250 to the winner.
00:10:54
Speaker
It was crazy content, crazy engagement.
00:10:57
Speaker
And I won.
00:10:58
Speaker
And
00:10:59
Speaker
After that, every objection I would handle, I feel like I kept getting the highest engagement.
00:11:02
Speaker
I kept getting high comments, high likes, high reactions.
00:11:06
Speaker
So I said, you know what?
00:11:07
Speaker
This has something here, right?
00:11:08
Speaker
So I felt like objection handling is a big deal.
00:11:11
Speaker
But also the word objection means more than that, right?
00:11:14
Speaker
It just means like what's going on in these homeowners' minds that have this option and they're not doing it, right?
00:11:20
Speaker
Yeah.
00:11:21
Speaker
It's insane.
00:11:22
Speaker
And that's what I feel like our job as a solar community is to get past.
00:11:26
Speaker
Like, let's figure out why they're not going solar so we can all the industry help them.
00:11:31
Speaker
And so I was doing that, engaging content, just having fun with that.
00:11:34
Speaker
And it was on fire from the beginning, just 100 to 200 people every week just joining on their own.
00:11:41
Speaker
And then one day, Brett Williams, who I'm going to have on my one-year anniversary show, said,
00:11:47
Speaker
He said one day, he was just like, you know what, we should do a live action role play.
00:11:51
Speaker
Or he said we should do a role play on live stream.
00:11:56
Speaker
I said, okay.
00:11:58
Speaker
I literally am like, okay.
00:12:00
Speaker
And I went that Wednesday, that Wednesday, I just went on my first live stream.
00:12:04
Speaker
I had Ahmad Salma.
00:12:05
Speaker
I'm not sure if you know who he is.
00:12:06
Speaker
He's a solar beast and he decided to get on there.
00:12:11
Speaker
And I did terrible.
00:12:12
Speaker
I was like,
00:12:13
Speaker
I was awkward.
00:12:15
Speaker
I just jumped into it.
00:12:16
Speaker
It was like, it was terrible.
00:12:17
Speaker
Right.
00:12:18
Speaker
It was amazing.
00:12:20
Speaker
I mean, he was like tremendous, like tone and overcoming objections, closing me.
00:12:26
Speaker
It was like, I was amazing.
00:12:27
Speaker
I was like, there's something here.
00:12:30
Speaker
I was like, this is awesome.
00:12:32
Speaker
So then I got next one.
00:12:33
Speaker
I like Donnie Kinzer and then Glenn Myers.
00:12:35
Speaker
And it was just like, this is fun.
00:12:37
Speaker
Right.
00:12:38
Speaker
It was just like, it wasn't even work.
00:12:39
Speaker
It was like, I'm talking to people.
00:12:41
Speaker
People were doing role plays or having a training, you know, so it just got addicting to me.
00:12:46
Speaker
And it wasn't even like a job.
00:12:47
Speaker
It was like golfing on the weekends.
00:12:50
Speaker
It was fun.
00:12:52
Speaker
The best part was everybody was enjoying it too.
00:12:56
Speaker
Yeah.
00:12:58
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.
00:13:03
Speaker
It's like it's bigger and bigger on its own.
00:13:05
Speaker
So it was just like my biggest thing was I always do is two things.

Live Role Plays and Group Engagement

00:13:09
Speaker
I do it.
00:13:10
Speaker
Okay.
00:13:11
Speaker
I just do it.
00:13:12
Speaker
There's no, don't be scared.
00:13:13
Speaker
Just do it.
00:13:14
Speaker
And the second thing is I tried to be as creative and different as possible.
00:13:18
Speaker
And those two things taken to me where I've got so far.
00:13:21
Speaker
And I'm not saying I'm anywhere yet, but I have definitely excelled from where I started from this year.
00:13:27
Speaker
I never before a year ago that I do a live stream that I do a virtual.
00:13:32
Speaker
Let's all started one year ago today.
00:13:33
Speaker
I'm not.
00:13:34
Speaker
Wow, that's awesome.
00:13:35
Speaker
Well, congrats on hitting, yeah, almost the one year anniversary.
00:13:39
Speaker
It's a big accomplishment.
00:13:41
Speaker
And yeah, I can tell you just have that excitement.
00:13:43
Speaker
I mean, I can't help just like smiling and getting excited about solar when I hear you talk.
00:13:48
Speaker
Let's go.
00:13:49
Speaker
And so I love that.
00:13:50
Speaker
Love that.
00:13:50
Speaker
And yeah, I think it's for sure, as you know, I mean, you're in what, LA or something?
00:13:55
Speaker
Is that where you're at?
00:13:55
Speaker
Sacramento, Sactown.
00:13:57
Speaker
Okay, Sactown.
00:13:58
Speaker
Okay, well, yeah, I'm in San Diego, so obviously all of California is pretty competitive, you know, with the solar.
00:14:05
Speaker
San Diego, San Diego, I'll tell you right now, that's the most solar beast I've ever seen in my life.
00:14:13
Speaker
Like, there's so many solar monsters in SoCal.
00:14:16
Speaker
It's crazy.
00:14:17
Speaker
Like, every time, I can name, like, probably 10 right now, but, I mean, how do you guys do it?
00:14:22
Speaker
Is it because of SDG&E?
00:14:23
Speaker
Or what?
00:14:25
Speaker
It reminds me of that.
00:14:27
Speaker
I know.
00:14:27
Speaker
I know.
00:14:27
Speaker
Everyone wants to be down here.
00:14:28
Speaker
You got the best weather and beaches and stuff like that.
00:14:32
Speaker
So it is a good place to live.
00:14:34
Speaker
If you are the best solar pro, you could choose anywhere to live.
00:14:37
Speaker
You might as well send you.
00:14:38
Speaker
Yeah.
00:14:40
Speaker
Yeah.
00:14:41
Speaker
But no, that's really what it comes down to though.
00:14:42
Speaker
Just being different and you know, just having your own spin on things.
00:14:46
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,
00:14:54
Speaker
They've usually got multiple quotes.
00:14:56
Speaker
They've talked to multiple people.
00:14:57
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.
00:15:06
Speaker
I think it's going to really going to be really tough to succeed for sure.
00:15:09
Speaker
So also, yeah, I would add one more thing is caring about the audience and caring about the homeowner goes hand in hand.
00:15:18
Speaker
Like,
00:15:19
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.
00:15:25
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.
00:15:37
Speaker
People like engagement.
00:15:38
Speaker
People care about what they care about.
00:15:41
Speaker
So that's why I feel like everything's really working because I listen to the audience.
00:15:44
Speaker
I really try to figure out what they want, what they're needing.
00:15:48
Speaker
And I even ask them, I'll be like, hey guys, you know, give me some feedback.
00:15:51
Speaker
What do you like?
00:15:52
Speaker
What don't you like?
00:15:53
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?
00:15:59
Speaker
And that's where the gateway comes from.
00:16:01
Speaker
So really caring about the audience and the homeowner.
00:16:06
Speaker
Solar, to me, is something that's so crucial.
00:16:09
Speaker
I don't think people really, it's underrated in the industry how much we should really care about that.
00:16:13
Speaker
Yeah, for sure.
00:16:14
Speaker
No, I love that too.
00:16:15
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?
00:16:20
Speaker
What don't you like?
00:16:21
Speaker
And get feedback.
00:16:22
Speaker
And I know you try to do that in a group too.
00:16:24
Speaker
I heard John Lee Dumas, you heard it, the entrepreneurs on fire podcast.
00:16:29
Speaker
It's one of the biggest like entrepreneur business podcasts out there.
00:16:33
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?
00:16:40
Speaker
What, what needs improvement on the show?
00:16:43
Speaker
I think that's a key factor.
00:16:44
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.
00:16:51
Speaker
Hey, what did you like about the process?
00:16:53
Speaker
What didn't you like?
00:16:54
Speaker
And yeah, that's something super important in just making improvements in our sales process.
00:17:00
Speaker
And as we're trying, both trying to build audiences too and add value for people.
00:17:05
Speaker
Yeah, I want to ask.
00:17:06
Speaker
Yes too.
00:17:07
Speaker
Yeah, yeah.
00:17:08
Speaker
Definitely.
00:17:08
Speaker
Yes.
00:17:09
Speaker
Like these guests are amazing.
00:17:11
Speaker
And it's like, they give so much value.
00:17:13
Speaker
It's because it comes out to be about them, what they can offer.
00:17:16
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.
00:17:23
Speaker
There is value to get from them.
00:17:25
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.
00:17:34
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?
00:17:39
Speaker
So like, to me, it's not always about like, oh, you're seven years experienced.

Earning Potential in Solar Industry

00:17:44
Speaker
That means I should learn from you.
00:17:45
Speaker
Like, no, it's like just some people come right off the bat.
00:17:48
Speaker
Like myself, my first month with that new company I worked at after SolarCity,
00:17:54
Speaker
I was selling them in the month or first month.
00:17:56
Speaker
Right.
00:17:57
Speaker
But I didn't have to knock any doors.
00:17:58
Speaker
I just walked into a closing room, which is always makes things a lot easier.
00:18:02
Speaker
Right.
00:18:03
Speaker
Um, so anyway, I don't know.
00:18:04
Speaker
I was getting on to it.
00:18:05
Speaker
Yeah.
00:18:06
Speaker
That's good.
00:18:06
Speaker
No, that's a good point though.
00:18:07
Speaker
I mean, I've, I've been doing this five years.
00:18:09
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.
00:18:17
Speaker
And I'm like, what the heck?
00:18:18
Speaker
I got five years.
00:18:19
Speaker
These guys are coming in and outselling me.
00:18:21
Speaker
But it's because they have that excitement.
00:18:24
Speaker
I think the solar industry is unique that way.
00:18:27
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.
00:18:35
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
00:18:48
Speaker
$100,000, $200,000 easily in today's platforms, right?
00:18:52
Speaker
I know.
00:18:52
Speaker
And like, you don't even need to know sellers to make money in the selling industry.
00:18:55
Speaker
And that's something people are starting to figure out too.
00:18:57
Speaker
Yeah, no, it's super unique.
00:18:59
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.
00:19:07
Speaker
And they're used to being on the doors, you know, like 12 o'clock and knock until nine o'clock at night.
00:19:12
Speaker
So they're coming and they're like, oh, that's the same thing we do in solar, right?
00:19:15
Speaker
Like they don't know any better.
00:19:17
Speaker
And here I am knocking my, you know, like three, four hours a day.
00:19:20
Speaker
I'm going hard.
00:19:22
Speaker
At the end of the day, it's a numbers game.
00:19:27
Speaker
You got more doors, you're going to get more homes.
00:19:29
Speaker
I know.
00:19:29
Speaker
So it's like no wonder these guys are outselling me.
00:19:33
Speaker
100% Yeah, for sure.
00:19:35
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?
00:19:43
Speaker
Did you like envision it growing to this point?
00:19:45
Speaker
Or what was your goal starting up the Facebook group?
00:19:48
Speaker
Oh, zero expectancy.
00:19:50
Speaker
Like, I don't expect anything.
00:19:52
Speaker
I hope for the best.
00:19:53
Speaker
But I always try to be genuine.
00:19:56
Speaker
I will always try to offer value, try to help.
00:19:59
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.

Providing Value Inspired by Gary Vee

00:20:09
Speaker
You don't have to make $1,000 on each person you talk to.
00:20:15
Speaker
You just give value and things work out in the end.
00:20:18
Speaker
I'm proving that right there because I'm not making money on the Facebook group.
00:20:21
Speaker
It's not like I'm monetizing it.
00:20:23
Speaker
I'm just trying to get value.
00:20:24
Speaker
But I talk to like...
00:20:26
Speaker
I mean, so many people every day, right?
00:20:28
Speaker
I'm able to give advice and that's always comes with it.
00:20:31
Speaker
So give me, give me value, be able to, um,
00:20:36
Speaker
I just feel like I'm able to do it.
00:20:38
Speaker
It's just hard alone to do that.
00:20:40
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?
00:20:49
Speaker
So it's not hard.
00:20:50
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.
00:21:04
Speaker
Like it's not, it's not something that's a brain surgery.
00:21:07
Speaker
It's something you really want to believe in and do it, you know?
00:21:10
Speaker
Yeah.
00:21:11
Speaker
No, that's what's cool.
00:21:12
Speaker
I think we both know like the money in solar is like selling solar.
00:21:15
Speaker
Like, I don't think you're going to make more money anywhere than like selling solar.
00:21:20
Speaker
So much money to be made.
00:21:21
Speaker
So it's like people that think we're making big money by me doing this podcast or you doing the Facebook group.
00:21:26
Speaker
It's like, no, we're not.
00:21:28
Speaker
I mean, that's not where the money's at.
00:21:29
Speaker
We're making the money in selling solar ourselves.
00:21:31
Speaker
Yeah.
00:21:32
Speaker
that's what I appreciate what we're doing.
00:21:34
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.
00:21:39
Speaker
And I've gotten, like you were saying earlier, I've gotten probably more value than anything.
00:21:44
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.
00:21:57
Speaker
That is such a great point.
00:21:59
Speaker
I feel like if there was no audience at all,
00:22:02
Speaker
And I can do that once a week and talk to these amazing solar pros alone.
00:22:06
Speaker
I'm getting value out of that, right?
00:22:07
Speaker
I'm learning so much and I'm like a sponge.
00:22:10
Speaker
I try to pick up and learn as much from everybody.
00:22:12
Speaker
So that's a great point.
00:22:13
Speaker
That's another thing why I value it too.
00:22:14
Speaker
I'm learning each week too.
00:22:16
Speaker
Yeah, I know.
00:22:17
Speaker
So it's so awesome to be able to do that.
00:22:19
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?
00:22:31
Speaker
I mean, it's kind of like, you know, I guess I golfing on the weekend.
00:22:34
Speaker
What's your goal with golfing the weekend?
00:22:36
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.
00:22:42
Speaker
You know, like, that's how I look at it.
00:22:44
Speaker
It's not, I don't look at it as like, oh, I'm going to take over the world.
00:22:47
Speaker
I'm like, I'm having fun doing it.
00:22:49
Speaker
You guys want to join me too.
00:22:50
Speaker
Let's go.
00:22:51
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.
00:22:59
Speaker
because they see me on video talking every day.
00:23:01
Speaker
So they feel like they message me, Hey Joe, I got a question about this.
00:23:03
Speaker
Like I really do value that part of it too.
00:23:06
Speaker
So I would just try to make sure people know more about that.
00:23:10
Speaker
We can do strategy sessions.
00:23:11
Speaker
We can talk, give advice.
00:23:14
Speaker
Besides that, not much.
00:23:16
Speaker
I'm part owner in the solar Academy now.
00:23:19
Speaker
Awesome.
00:23:20
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
00:23:44
Speaker
Just because I recruit you, you can be good at it.
00:23:46
Speaker
You might just waste your time.
00:23:47
Speaker
You might not do anything.
00:23:49
Speaker
I can't make you be good at solar, right?
00:23:51
Speaker
But I can know that I have all for education, training, that you will not lose with that.
00:23:56
Speaker
That's going to be something you can take with you no matter where you go.
00:23:58
Speaker
And I know you get the value out of it, right?
00:24:00
Speaker
So that's why I feel like recruiting to training is where my natural instinct is towards.
00:24:04
Speaker
So not to say that, but it's really about giving value, but also making sure that people know there's another training.
00:24:11
Speaker
There's trainings out there.
00:24:12
Speaker
Yeah, I love that.
00:24:13
Speaker
And yeah, I'm sure you'd agree.
00:24:14
Speaker
But when we first started in the industry, it's like it was so tough to get training from outside sources.
00:24:19
Speaker
It's like you learned from your manager and that was about it.
00:24:22
Speaker
Right.
00:24:23
Speaker
So now it's so cool what you're doing, what other people are doing.
00:24:25
Speaker
You know what my first training was when I worked at that seller company?
00:24:30
Speaker
Yeah, what's that?
00:24:31
Speaker
You know what my first training was at the first company?
00:24:34
Speaker
One ride-along.
00:24:37
Speaker
One ride-along, two ride-alongs.
00:24:39
Speaker
That was my

Importance of Comprehensive Training

00:24:40
Speaker
solar training.
00:24:40
Speaker
That to me should not be happening.
00:24:43
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?
00:24:50
Speaker
That's the natural instinct.
00:24:52
Speaker
You want to just go from, you know, you want to do it all if you can do it, make more money.
00:24:56
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.
00:25:03
Speaker
And that's where I think the industry is missing is a solar training, a closure training.
00:25:08
Speaker
Yeah.
00:25:09
Speaker
Right?
00:25:09
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.
00:25:19
Speaker
Like, it doesn't come naturally to people to know that.
00:25:22
Speaker
And a lot of people will rely on the...
00:25:25
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?
00:25:32
Speaker
It's going to be what's best for the company, what's best for their product.
00:25:34
Speaker
It's not going to be what's best for them.
00:25:36
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.
00:25:46
Speaker
Now you can just go use that, right?
00:25:48
Speaker
They want to train.
00:25:49
Speaker
You ever heard them say like, I want you to know as little as possible.
00:25:52
Speaker
I want people to know as little as possible.
00:25:54
Speaker
Right?
00:25:54
Speaker
Right?
00:25:55
Speaker
Because I want you to be brainwashed to what I sell, what I do.
00:25:58
Speaker
Because that's how we're going to make the most money together.
00:26:00
Speaker
Right?
00:26:01
Speaker
And that's why I feel like I don't want a person that knows as little as possible.
00:26:03
Speaker
That's ridiculous.
00:26:04
Speaker
Right?
00:26:04
Speaker
Like, why would you want somebody that doesn't know anything?
00:26:06
Speaker
I want the person that knows as much as possible.
00:26:07
Speaker
And I'm going to help them level that up more.
00:26:09
Speaker
Yeah, no, I love that.
00:26:11
Speaker
Awesome.
00:26:12
Speaker
Awesome.
00:26:13
Speaker
Well, Joe, I wanted to jump in.
00:26:14
Speaker
Obviously, you're the solar objection guy and that's what people know you as.
00:26:18
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.
00:26:27
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.
00:26:35
Speaker
So, yeah, is that okay with you if we do some, I don't know, a few objections?
00:26:40
Speaker
You can give us some highlights of what the best are saying out there to overcome some objections?
00:26:45
Speaker
Let's go, baby.
00:26:46
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.
00:26:53
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
00:27:19
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

Handling Objections in Sales

00:27:37
Speaker
bucks a month right now so
00:27:41
Speaker
What is that?
00:27:42
Speaker
I don't know.
00:27:42
Speaker
Maybe it's about 1800, 1800 a year.
00:27:45
Speaker
And then over the next four years, you're looking about $7,000, maybe increased rates.
00:27:51
Speaker
It could be eight to 10, maybe if you got some crazy rate spikes, right.
00:27:57
Speaker
That money is being spent no matter what.
00:28:00
Speaker
Would you agree?
00:28:01
Speaker
Mm hmm.
00:28:02
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.
00:28:09
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.
00:28:16
Speaker
So you don't have these crazy extra costs that shouldn't be associated with it.
00:28:20
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.
00:28:26
Speaker
If you have those two things, you're going to be in good shape.
00:28:29
Speaker
Boom.
00:28:30
Speaker
There you go.
00:28:31
Speaker
Love it.
00:28:31
Speaker
Love it.
00:28:33
Speaker
I have to understand is that they're spending money on electricity anyway.
00:28:37
Speaker
You know, that's, that's our truly try to get across the board.
00:28:39
Speaker
Yeah, no, that's huge.
00:28:41
Speaker
Yeah, I love the, you know, renting versus owning comparison.
00:28:44
Speaker
And I think once people understand that, it's like clicks in their head for sure.
00:28:48
Speaker
But whenever they give me numbers specifically, I like to use that against them.
00:28:53
Speaker
And that's why you said that.
00:28:54
Speaker
Like if you said different words, I would have maybe done a different objection.
00:28:57
Speaker
But when they say numbers like that,
00:28:59
Speaker
Then they had those numbers stuck in their head.
00:29:01
Speaker
And now you can really put that money in there because they said it to you.
00:29:04
Speaker
They said four years, right?
00:29:06
Speaker
So now you say, well, four years, that's $10,000.
00:29:07
Speaker
You want to throw that money away or do you want to pay yourself?
00:29:10
Speaker
Right?
00:29:10
Speaker
So I try to use what they're saying against them.
00:29:14
Speaker
Yeah.
00:29:15
Speaker
Love it.
00:29:15
Speaker
Love it.
00:29:16
Speaker
Yeah.
00:29:16
Speaker
Powerful.
00:29:18
Speaker
Um, all right, let's do another one.
00:29:19
Speaker
How about, um, yeah, you know what, Joe, I love this, but I just don't really want to have another loan.
00:29:25
Speaker
Like, I don't know, we're trying to keep debt down.
00:29:28
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.
00:29:35
Speaker
Well, you sound just like my wife.
00:29:37
Speaker
She said the same exact thing to me.
00:29:39
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.
00:29:44
Speaker
That's what she told me.
00:29:45
Speaker
But what I told her was that, babe, we're spending money either way.
00:29:50
Speaker
And if we're going to get a loan, why don't we get the best loan possible?
00:29:54
Speaker
What's the best loan possible?
00:29:56
Speaker
The loan that you make the most money on, right?
00:29:58
Speaker
So if you can get more loans that's making you a lot of money, would you stop getting loans?
00:30:02
Speaker
Would you keep getting more of those loans?
00:30:05
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
00:30:21
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
00:30:40
Speaker
Sometimes when a solo pro will hear this, they automatically go to PPA or at least I don't like a loan.
00:30:45
Speaker
You can do that.
00:30:45
Speaker
I'm not saying there's nothing wrong with that and a homeowner will go with it.
00:30:47
Speaker
But sometimes the homeowner just doesn't understand how good this loan is.
00:30:51
Speaker
And once they realize how good the loan is, then maybe PIP is not the best option for them.
00:30:55
Speaker
So I think we should really make sure the homeowner knows how amazing these loans are.
00:30:58
Speaker
Yeah, for sure.
00:31:00
Speaker
Especially if you do it right, because if you do it wrong, it could be bad, right?
00:31:04
Speaker
But I'm talking about the right advisor giving the right option, okay?
00:31:07
Speaker
Yeah, definitely.
00:31:08
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.
00:31:18
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.
00:31:26
Speaker
Anything you look for?
00:31:28
Speaker
I always listen to the homeowner and I even tell him a joke, like I have these big ears for a reason.
00:31:32
Speaker
It's to listen to you better.
00:31:33
Speaker
Right?
00:31:34
Speaker
Like I really, I really focused on trying to listen to them what they do.
00:31:38
Speaker
Um, but sometimes there is conditions and
00:31:41
Speaker
And the more experienced you get as a solar pro, the more you find those conditions and tell the homeowner no.
00:31:47
Speaker
But that's powerful.
00:31:48
Speaker
You wanna be able to tell homeowner no in a lot of situations.
00:31:50
Speaker
And then maybe just veer it off towards the ambassador program or referral program.
00:31:55
Speaker
But if they're in the right, if they're not a condition, right?
00:31:58
Speaker
Everybody knows what condition is that there's no way to overcome that objection, right?
00:32:02
Speaker
There's no, there's not an objection, right?
00:32:04
Speaker
But most of the cases are objections.
00:32:06
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.
00:32:15
Speaker
Like, it's ridiculous for you to say no, but I understand, right?
00:32:19
Speaker
Like, you don't know me.
00:32:20
Speaker
You don't know what you're signing.
00:32:21
Speaker
It's a lot of money.
00:32:23
Speaker
Like, that feeling.
00:32:24
Speaker
You know what I'm saying?
00:32:25
Speaker
Like, yeah, it sounds great, but what's the catch?
00:32:27
Speaker
What's going on?
00:32:28
Speaker
So I always try to make him feel like, yeah, I totally get it.
00:32:31
Speaker
I've been there.
00:32:32
Speaker
I'm not here to, like, sell you something.
00:32:35
Speaker
I'm here to give you options that you may not know you're aware, that you may not be aware of.
00:32:40
Speaker
Great.
00:32:40
Speaker
If you don't want to
00:32:44
Speaker
Want to do it?
00:32:44
Speaker
That's awesome.
00:32:45
Speaker
That's no problem.
00:32:45
Speaker
But at least you should know all your options.
00:32:47
Speaker
So you're making the best decision for yourself and your family for your home.
00:32:49
Speaker
Does that make sense?
00:32:50
Speaker
Yeah.
00:32:51
Speaker
Awkward silence is good too.
00:32:52
Speaker
Yeah.
00:32:55
Speaker
That's awesome.
00:32:56
Speaker
Yeah, no, it's true.
00:32:56
Speaker
And yeah, I mean, just writing objections down, really listen to people.
00:32:59
Speaker
I think everyone appreciates that.
00:33:01
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.
00:33:08
Speaker
And it's just the fact that you're writing it down, checking them off as you actually answer their concerns and objections.
00:33:14
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.
00:33:21
Speaker
So I think it's super powerful.
00:33:24
Speaker
And it's normal, right?
00:33:26
Speaker
Like they want to, they don't want to feel like this is the first time or this crazy question.
00:33:30
Speaker
Like, this is normal.
00:33:31
Speaker
Like my wife just had the same thing I've talked to her about.
00:33:33
Speaker
Like that makes them feel like this is really happening in my own world.
00:33:37
Speaker
And they can relate more.
00:33:38
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.

Using Personal Stories in Sales

00:33:44
Speaker
You know, I did a Facebook
00:33:47
Speaker
Facebook posts based on that, like my conversation with my wife about going solar.
00:33:51
Speaker
And it was just based on that, just having that conversation.
00:33:53
Speaker
Because there's a real story, right?
00:33:54
Speaker
Like I didn't make that up about my wife with the loan.
00:33:56
Speaker
Like that's a real story.
00:33:57
Speaker
And that's what really helps when you have real genuine stories you can use to convey to the homeowners.
00:34:02
Speaker
Yeah, so powerful.
00:34:03
Speaker
They hear it from someone else's perspective.
00:34:05
Speaker
Okay, how about this one, Joe?
00:34:08
Speaker
Here's one we hear in California, probably more than other states.
00:34:11
Speaker
Yeah, you know what?
00:34:12
Speaker
I like this seems like it makes sense.
00:34:14
Speaker
But yeah, you know, I should probably go I know there's like a bunch of other companies out there.
00:34:20
Speaker
So can you leave that?
00:34:21
Speaker
Do you have a card?
00:34:22
Speaker
And then I want to go get a few other quotes.
00:34:25
Speaker
And then I'll get back to you, Joe.
00:34:27
Speaker
Of course, that's exactly what I do.
00:34:28
Speaker
Like I don't actually work for a company.
00:34:30
Speaker
I actually work for the homeowner because I want to make sure that you're getting exactly what you need.
00:34:34
Speaker
So what I can do is help you with that.
00:34:36
Speaker
But if you want to do your own, of course, I'll let you do that.
00:34:39
Speaker
So what we can do is set up another appointment after you're done with your quotes.
00:34:42
Speaker
And what we're going to do is I'll show you my best option.
00:34:45
Speaker
So, you know, all the options and you choose the one that makes the most sense.
00:34:49
Speaker
So when you think your last quote you're going to get next week or maybe 10 days from now?
00:34:54
Speaker
Um, yeah, probably.
00:34:56
Speaker
Yeah.
00:34:56
Speaker
I mean, we want to get it done kind of quick, so maybe like two weeks.
00:35:00
Speaker
Two weeks, no problem.
00:35:00
Speaker
So do you think you can get all your quotes done within two weeks?
00:35:04
Speaker
Uh, yeah, that's, yeah, that's fair.
00:35:06
Speaker
Okay.
00:35:07
Speaker
So can you do me one favor?
00:35:08
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.
00:35:14
Speaker
Would that be fair?
00:35:15
Speaker
Uh, yeah, that's fair.
00:35:17
Speaker
Okay.
00:35:17
Speaker
So today is the ninth.
00:35:19
Speaker
I actually have the 15th or 16th available, which better for you.
00:35:24
Speaker
Um, let's go the 15th, I guess.
00:35:27
Speaker
Perfect.
00:35:27
Speaker
Morning, afternoon.
00:35:29
Speaker
Uh, afternoon works.
00:35:30
Speaker
All right.
00:35:31
Speaker
12 or two.
00:35:31
Speaker
Uh, two o'clock.
00:35:34
Speaker
Boom.
00:35:35
Speaker
So what I did there was really focused on not trying to sell you right now anymore.
00:35:41
Speaker
Right?
00:35:41
Speaker
Like, you don't want to tell the person, no, don't get quotes right now.
00:35:44
Speaker
You can do that.
00:35:45
Speaker
It just doesn't work for me.
00:35:46
Speaker
Like, everybody's personalities are different.
00:35:49
Speaker
And you can do whatever is better for your personality.
00:35:51
Speaker
I'm just giving what works for me.
00:35:53
Speaker
But that works for me in the past and what works for me today.
00:35:56
Speaker
I try to really listen, let them get their quotes.
00:35:58
Speaker
And when they do talk to me, I let them know what my option is and how it's different than theirs.
00:36:03
Speaker
If they like it, great.
00:36:04
Speaker
If not, they chose the other one.
00:36:05
Speaker
I did everything I could to help close that home on them.
00:36:07
Speaker
Yeah, got it.
00:36:09
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.
00:36:17
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.
00:36:28
Speaker
So let's like, come on, build value and actually add some value instead of just competing on price all the time.
00:36:34
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.
00:36:44
Speaker
Like, okay, Joe, we got another quote.
00:36:47
Speaker
It's like 10 grand cheaper than you.
00:36:49
Speaker
So what do you do at that point?
00:36:51
Speaker
Do you try to like build the value?
00:36:53
Speaker
And do you have any stories of where you've still gotten to sell?
00:36:56
Speaker
Like, you know, selling a lot higher than other quotes that people have gotten?
00:37:00
Speaker
Well, I'm not being $10,000.
00:37:03
Speaker
No, no, it always comes down to every quote is different.
00:37:08
Speaker
And it's really comes down to educating the homeowner, right?
00:37:11
Speaker
Like if you don't let the homeowner know that saying I'm getting 18 panels, it doesn't mean anything.
00:37:18
Speaker
How many times have you heard that Taylor?
00:37:19
Speaker
Like, Oh, I'm getting 18 panels.
00:37:22
Speaker
Yeah.
00:37:23
Speaker
That means nothing.
00:37:25
Speaker
I'm like telling them that it doesn't mean anything.
00:37:28
Speaker
But solar pros talk like that with the homeowners.
00:37:30
Speaker
You got 17 panels here.
00:37:32
Speaker
So they think that's the most normal talk.
00:37:34
Speaker
And it's not, right?
00:37:35
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.
00:37:48
Speaker
Like, Mr. Homeowner, I noticed your roof.
00:37:51
Speaker
You're going to have panels in different parts of your roof.
00:37:53
Speaker
I think it might be a good idea to have
00:37:56
Speaker
hide the condo in the attic.
00:37:58
Speaker
Oh, you can do that.
00:37:59
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.
00:38:11
Speaker
And I'm just like naturally against that.
00:38:13
Speaker
I'm always like trying to figure out what the homeowner wants.
00:38:16
Speaker
And sometimes you couldn't be missing a crucial part of the game.
00:38:22
Speaker
So as a
00:38:23
Speaker
If somebody, okay, for me, I'm a little different.
00:38:26
Speaker
Okay.
00:38:26
Speaker
I try to be different and there's so many kinds of homeowners out there.
00:38:30
Speaker
So let's think of the worst kind of homeowner we can think of.
00:38:33
Speaker
Okay.
00:38:34
Speaker
We get a homeowner.
00:38:36
Speaker
He was on the phone.
00:38:36
Speaker
He's like, hey, I don't want to deal with you.
00:38:38
Speaker
I don't want you to come over.
00:38:40
Speaker
Just send me your phone over the phone.
00:38:41
Speaker
I got 10 other quotes.
00:38:43
Speaker
I know exactly what I want.
00:38:44
Speaker
I know how solar works.
00:38:46
Speaker
I know everything it takes.
00:38:49
Speaker
And I ask him, well, if you do go solar, do you have friends or family and neighbors?
00:38:52
Speaker
Oh, yeah, yeah.
00:38:53
Speaker
I'm the guy.
00:38:54
Speaker
Everybody knows I'm the resource.
00:38:56
Speaker
searcher, I'm a solar guy, I know everything about solar.
00:38:59
Speaker
Once I get solar, everybody's gonna follow me.
00:39:01
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?
00:39:08
Speaker
I don't want to waste my time with you, right?
00:39:10
Speaker
It's gonna be one or the other.
00:39:11
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?
00:39:19
Speaker
And they'll go over all the reasons why, oh yeah,
00:39:25
Speaker
So then I asked them, why don't you want to sell solar?
00:39:29
Speaker
And then they'll try to give me their reasons.
00:39:31
Speaker
I'm like, oh, that's not true.
00:39:32
Speaker
So I start overcoming objections for them to be a solar pro.
00:39:37
Speaker
Okay.
00:39:38
Speaker
Okay.
00:39:38
Speaker
Then I'm recruiting that homeowner to actually sell solar now.
00:39:43
Speaker
I mean, sell.
00:39:44
Speaker
Nice.
00:39:44
Speaker
So every objection they have, like, oh, I don't know anything about solar.
00:39:47
Speaker
Well, I'm actually a very experienced advisor.
00:39:49
Speaker
I'll be able to walk you through the whole process.
00:39:51
Speaker
Oh, I'm not going to be able to get on a platform.
00:39:54
Speaker
It's going to take too long.
00:39:54
Speaker
Actually, it takes one or two hours, and you'll be ready to go.
00:39:57
Speaker
Wow.
00:39:58
Speaker
So it goes from like, what?
00:40:00
Speaker
I didn't know that.
00:40:01
Speaker
Now I'm completely different than everybody else they talk to.
00:40:04
Speaker
They're signing on my team, and they gave me six or seven referrals we're about to sign up to.
00:40:09
Speaker
Well, that's crazy.
00:40:10
Speaker
I ain't blown, right?
00:40:11
Speaker
Yeah.
00:40:13
Speaker
That's the stuff I'm talking about.
00:40:14
Speaker
Be different.
00:40:15
Speaker
When people are going one direction, go the opposite direction.
00:40:18
Speaker
That's where I really strive with my sales game.
00:40:21
Speaker
That's so powerful.
00:40:23
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.
00:40:34
Speaker
Because guess what?
00:40:37
Speaker
99% probably of other salespeople don't know the technology.
00:40:40
Speaker
They don't know how to recognize if people are going to need a panel upgrade or not.
00:40:45
Speaker
They don't know how to tell if the roof is going to need work.
00:40:49
Speaker
So things like that, if you can take the homeowner out or, hey, Mr. Homeowner, did you actually see this on your panel?
00:40:54
Speaker
Did you see this about your roof?
00:40:56
Speaker
He recognized those things and the other people that are coming didn't recognize it.
00:41:00
Speaker
Guess who they're going to want to go with?
00:41:01
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.
00:41:08
Speaker
Yeah, there's like two different kinds of sales pro, right?
00:41:10
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.
00:41:15
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?
00:41:22
Speaker
Yeah.
00:41:22
Speaker
What the key part that's missing is the in-between, connecting those two things.
00:41:28
Speaker
Yeah.
00:41:29
Speaker
That's what the Solar Academy is.
00:41:31
Speaker
through bringing to the table, bringing to the industry.
00:41:34
Speaker
It's not one or the other.
00:41:35
Speaker
It's not having the knowledge, sales savvy, but combined with the tech savviness.
00:41:40
Speaker
And that's where you get a monster solver on the next level.
00:41:45
Speaker
100%.
00:41:46
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.
00:41:57
Speaker
Learn how to be an expert, learn how to explain those things.
00:42:00
Speaker
And I like what you're saying about actually, like, you know, recruiting homeowners to sell for you and get your referrals.

Empowering Homeowners as Advocates

00:42:07
Speaker
Think about it.
00:42:08
Speaker
Think about this, right?
00:42:09
Speaker
Like the biggest players in the game, millionaires in solar have one thing in common.
00:42:14
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.
00:42:22
Speaker
They are the referral king.
00:42:23
Speaker
They have homeowners lined up referrals.
00:42:25
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?
00:42:34
Speaker
So I actually bought the domain sellyourselfsolar.com just because it was available.
00:42:38
Speaker
And I was like, that's perfect.
00:42:40
Speaker
Just to be able to send it to homeowners too.
00:42:42
Speaker
Yeah, that's sweet.
00:42:43
Speaker
Yeah, because I can imagine like sometimes, you know, you're pulling teeth to get people to give you referrals.
00:42:48
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?
00:43:00
Speaker
And this is the best part.
00:43:01
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.
00:43:06
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.
00:43:12
Speaker
He wants to go sell the shop.
00:43:13
Speaker
I must want to make the commission on it.
00:43:15
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.
00:43:22
Speaker
Yeah, that's awesome.
00:43:25
Speaker
So much easier.
00:43:25
Speaker
That's the thing.
00:43:26
Speaker
That's the thing.
00:43:27
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.
00:43:40
Speaker
Everybody needs the tools, right?
00:43:41
Speaker
But you also need the training.
00:43:44
Speaker
Right?
00:43:44
Speaker
And then some people get the order wrong.
00:43:47
Speaker
And I would say it's like this.
00:43:48
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.
00:43:54
Speaker
You really have somebody in your hands that you're taking care of.
00:43:57
Speaker
So imagine a doctor, a person who wants to become a doctor.
00:44:00
Speaker
Okay?
00:44:01
Speaker
Now they have a choice.
00:44:03
Speaker
They can either get
00:44:04
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
00:44:16
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
00:44:43
Speaker
That's awesome.
00:44:44
Speaker
That's a good point.
00:44:47
Speaker
How many people started working at a company and start blasting that company?
00:44:51
Speaker
Oh, it's taking too long.
00:44:52
Speaker
This is not going on.
00:44:53
Speaker
This is a problem.
00:44:54
Speaker
And they started, they have one install they're working on the whole time and that's their experience.
00:45:00
Speaker
Maybe it wasn't the company's fault.
00:45:02
Speaker
It might've been the solar pro there.
00:45:04
Speaker
I know.
00:45:04
Speaker
I know.
00:45:04
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.
00:45:16
Speaker
It's like, come on, man.
00:45:17
Speaker
You're going to go look for better pay that has zero training when you have zero installs.
00:45:24
Speaker
This is how I've always been.
00:45:25
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?
00:45:32
Speaker
Like to me, everybody should get Attic Run.
00:45:34
Speaker
What happens is the breaker box.
00:45:35
Speaker
What happens if there's like, you have to ask the question, not just red lines.
00:45:39
Speaker
Red line plus how does everything else work too, you know?
00:45:43
Speaker
I know, 100%.
00:45:44
Speaker
Yeah, people forget about that.
00:45:46
Speaker
So yeah, super good points, Joe.
00:45:49
Speaker
And I wanted to ask you as we're wrapping up here, what's the craziest objections you've heard in your group?
00:45:57
Speaker
Any standout over the past year?
00:45:59
Speaker
Crazy ones?
00:46:01
Speaker
I mean, there's so many like crazy objections.

Challenges with Real Estate Agents

00:46:05
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.
00:46:12
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.
00:46:22
Speaker
And they think they know more than everybody else.
00:46:24
Speaker
So that's the most frustrating objection.
00:46:28
Speaker
And I get the most amped up with because they act like they're so nonchalant about it, too.
00:46:33
Speaker
They're like, yeah, no, it doesn't add value just because the other house wasn't worth the same.
00:46:37
Speaker
It's like, no.
00:46:38
Speaker
Like, what are you talking about?
00:46:40
Speaker
You know how much money we're talking about people are getting?
00:46:43
Speaker
So that's, to me, the most frustrating.
00:46:45
Speaker
But also when people call solar a scam.
00:46:48
Speaker
You know, like, it's like, okay.
00:46:50
Speaker
Like, I mean, you're just like, you just know talking to you anymore.
00:46:53
Speaker
Right?
00:46:53
Speaker
Like, I can't even have a conversation with you.
00:46:56
Speaker
To me, that's the problem.
00:46:57
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.
00:47:05
Speaker
Like this one, this is like every day, all day.
00:47:08
Speaker
But I'm like begging people.
00:47:10
Speaker
I'm not convincing people.
00:47:12
Speaker
I'm just like, if you're here to listen, I'm here to help.
00:47:14
Speaker
I'm here to talk to each other.
00:47:15
Speaker
So that's what I like for it.
00:47:16
Speaker
Look, respect.
00:47:17
Speaker
I get the respect.
00:47:18
Speaker
I can have a good conversation.
00:47:20
Speaker
Yeah, I know.
00:47:20
Speaker
That's a huge pet peeve of mine is when like a third party, like a real estate agent.
00:47:25
Speaker
The other day I had someone's financial advisor, like, Oh, my financial advisor told me solar doesn't make sense.
00:47:32
Speaker
Okay.
00:47:32
Speaker
Do they even know what this is?
00:47:34
Speaker
They have solar themselves.
00:47:35
Speaker
Like, no, they know what it is.
00:47:36
Speaker
A lot of money.
00:47:37
Speaker
No, no, no.
00:47:38
Speaker
They know what it is.
00:47:39
Speaker
They know exactly what it is.
00:47:40
Speaker
That's what the problem is because if they take the money out,
00:47:46
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
00:48:15
Speaker
you know, financial advisor, real estate.
00:48:16
Speaker
Some people say like, oh, we just need to teach them.
00:48:18
Speaker
We need to educate them.
00:48:20
Speaker
I'm like, guys, I've been trying this for years.
00:48:23
Speaker
It's not working.
00:48:24
Speaker
I don't know what else we got to do.
00:48:26
Speaker
The problem is that people who don't listen or don't want to listen aren't going to get trained.
00:48:31
Speaker
They're not going to learn.
00:48:32
Speaker
The first key to being a good student is to be coachable, to be ready to learn.
00:48:36
Speaker
If you're not ready to learn, you're not going to learn anything, you know?
00:48:38
Speaker
Yeah, I would agree for sure.
00:48:41
Speaker
So Joe, I know we got to wrap up pretty soon here.
00:48:44
Speaker
Do you want to tell us a little bit about what you're doing with Solar Academy?
00:48:47
Speaker
I know you mentioned you're working with Amor now.
00:48:50
Speaker
You're the C Chief Avenue Officer.
00:48:52
Speaker
Is that right?
00:48:53
Speaker
Yes, sir.
00:48:54
Speaker
Okay, let's go.
00:48:55
Speaker
And yeah, they're doing some pretty incredible things.
00:48:57
Speaker
I know you guys just had their little retreat in Vegas.
00:49:00
Speaker
Yeah, I was sad I missed out on that.
00:49:02
Speaker
Looked freaking awesome.
00:49:04
Speaker
Looked like you guys had a good time out there.
00:49:07
Speaker
It really was.
00:49:07
Speaker
Yeah.
00:49:08
Speaker
Some great connections, great people.
00:49:10
Speaker
I learned a lot.
00:49:12
Speaker
I mean, lifelong connections now.
00:49:14
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?
00:49:23
Speaker
I know.
00:49:24
Speaker
Yeah, it looked fun.
00:49:24
Speaker
Did you guys end up doing the skydiving and stuff?
00:49:26
Speaker
I saw that was part of it or something.
00:49:29
Speaker
Yeah, so skydiving is one of those things you have to pay me to do.
00:49:33
Speaker
Okay?

Humorous Anecdotes in Sales

00:49:34
Speaker
I go, do you want to jump out of a plane?
00:49:36
Speaker
Well, how much are you going to pay me to do that?
00:49:37
Speaker
Nothing?
00:49:38
Speaker
No.
00:49:38
Speaker
Like, why would I jump out of a plane?
00:49:40
Speaker
Actually, it's a funny story.
00:49:41
Speaker
A homeowner, because we're talking about skydiving, and he was like, oh, I love skydiving.
00:49:46
Speaker
I skydive all the time.
00:49:47
Speaker
I was like, I might be skydiving in a few weeks.
00:49:53
Speaker
And he was like, well, if you skydive, I'll make sure I'll definitely buy your deal from you.
00:49:57
Speaker
So like, okay, that's an occasion where I'm going to go skydive now because at least I'm getting something.
00:50:03
Speaker
Like that's where my mind really shifted.
00:50:05
Speaker
I was like, well, I can get paid to do this.
00:50:06
Speaker
Let me just wait on this now.
00:50:09
Speaker
Nice.
00:50:09
Speaker
So what did you send him the picture of you in there then?
00:50:11
Speaker
And then he signed the next day or...
00:50:14
Speaker
Yeah, no, he definitely goes to me after that, but still, the story was so funny.
00:50:18
Speaker
But you know what I would do is that in-house skydiving?
00:50:22
Speaker
I don't know what that's called.
00:50:24
Speaker
Oh, the indoor skydiving?
00:50:25
Speaker
Indoor, yeah.
00:50:26
Speaker
Yeah, that's fun.
00:50:27
Speaker
Yeah, that's fun.
00:50:28
Speaker
As long as my life is not at risk, I'll definitely go to that one.
00:50:30
Speaker
Yeah, for sure.
00:50:32
Speaker
Oh, cool.
00:50:33
Speaker
And so, yeah, with Solar Academy, do you guys have, I don't know, anything exciting coming up with that?
00:50:37
Speaker
Or what's your role with all these guys now?
00:50:40
Speaker
It's been amazing.
00:50:41
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?
00:50:50
Speaker
What is it?
00:50:51
Speaker
What is the Seller Academy?
00:50:53
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
00:51:15
Speaker
Nice.
00:51:16
Speaker
Yeah.
00:51:16
Speaker
So guys, check out Solar Academy, Jcast, Solar Joe.
00:51:19
Speaker
They're doing awesome things with that.
00:51:21
Speaker
And then go join the group.
00:51:23
Speaker
Anywhere else people can connect with you, Joe, or anywhere else you want to point our listeners to.
00:51:29
Speaker
everybody get on the solar objections Facebook group.
00:51:31
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.
00:51:42
Speaker
Like I said, I try to host it.
00:51:44
Speaker
Awesome solar pros.
00:51:45
Speaker
Like a lot of posts, I don't even say anything.
00:51:47
Speaker
And you get 50, 60 gold nuggets in these posts.
00:51:50
Speaker
Go through the solar objections group.
00:51:53
Speaker
group.
00:51:54
Speaker
And in that group, we have an awesome live stream every Wednesday at 4 p.m.
00:51:59
Speaker
PST, 7 p.m.
00:52:00
Speaker
EST.
00:52:01
Speaker
This week, we have an awesome solo pro.
00:52:03
Speaker
His name is Jake Wilson.
00:52:05
Speaker
I'm not sure if this is going to be going into the future, but go back and check that one out.
00:52:09
Speaker
It's going to be about a solo refinance.
00:52:12
Speaker
But every Wednesday, 4 p.m.
00:52:13
Speaker
PST, check us out.
00:52:14
Speaker
We're going to be live with the different new awesome solo pro.
00:52:17
Speaker
And we're going to have our one-year anniversary show on August 11th.
00:52:22
Speaker
Hopefully that'll be out by then.
00:52:24
Speaker
August 11th, Brett Williams, the one that sparked the idea in the first place, will be our one-year anniversary guest.
00:52:30
Speaker
So definitely check out that live stream for sure.
00:52:33
Speaker
Let's go.
00:52:34
Speaker
So guys, go hop on the group.
00:52:37
Speaker
Yeah, tell Solar Joe you appreciate him for coming on the show today.
00:52:40
Speaker
And then go join the, yeah, get on the live streams too.
00:52:44
Speaker
What I've been starting to do is, you know, make a note in your phone or something.
00:52:47
Speaker
Keep track of these one-liners.
00:52:49
Speaker
So you heard Solar Joe overcome a ton of, you know, objections today.
00:52:52
Speaker
And then you're going to hear even more when you get in this group.
00:52:55
Speaker
keep track of the ones you like and start using them.
00:52:57
Speaker
Cause I think that's what happens.
00:52:58
Speaker
Guys get on these trainings and things like that.
00:53:00
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.
00:53:09
Speaker
So that's the thing.
00:53:10
Speaker
If you're hopping on these trainings, make sure you're actually utilizing and implementing the content that you're hearing.
00:53:16
Speaker
So, uh, Joey, appreciate you coming on.
00:53:18
Speaker
Um, any final words of advice or anything else that's helped you?
00:53:21
Speaker
You want to leave with our solopreneurs before we say goodbye here?
00:53:25
Speaker
Two things, man.
00:53:26
Speaker
Like, first thing, I want to, I'm really excited about Peru.
00:53:29
Speaker
I mean, that's going to be, it's getting so much excitement.
00:53:31
Speaker
Oh, yeah, I'm going to like that.
00:53:32
Speaker
With the Solar Academy and Noxstar and Danny Pesty putting it together, man.
00:53:37
Speaker
And I'm so excited about going down there with awesome solar pros.
00:53:41
Speaker
They're going to be trying to build some orphanages or buildings for young youths that need help out there.
00:53:47
Speaker
So that's really amazing.
00:53:48
Speaker
And that's going to be later in the year.
00:53:50
Speaker
What's the website for that?
00:53:52
Speaker
So do you know the website?
00:53:53
Speaker
So you guys can check that out.
00:53:56
Speaker
SolarGivesBack, I think is one of them.
00:54:00
Speaker
SolarGivesBack.com.
00:54:02
Speaker
NoxstarGivesBack.com, I believe too.
00:54:05
Speaker
But I'll make sure with that.
00:54:07
Speaker
Yeah, we can put it in the notes.
00:54:08
Speaker
Yeah, NoxstarGivesBack.
00:54:10
Speaker
But yeah, we'll put it in the show notes so you guys can go check that out.
00:54:14
Speaker
Awesome.
00:54:15
Speaker
And the last thing I say, guys, you know, I am open.
00:54:18
Speaker
I am here for advice.
00:54:20
Speaker
I'm here to help.
00:54:20
Speaker
I'm here to give value.
00:54:21
Speaker
Anything you need.
00:54:23
Speaker
I offer a free strategy session to zoom or a phone call and I make it nice and easy to get to.
00:54:28
Speaker
Just go to the solar dot Academy.
00:54:31
Speaker
Can't get easier than that.
00:54:32
Speaker
Right.
00:54:33
Speaker
You got a free zoom with me.
00:54:34
Speaker
We get the talk shop.
00:54:35
Speaker
I'm not going to be salesy, push it in any direction.
00:54:37
Speaker
They want to help you out.
00:54:38
Speaker
See what I can do to give you value.
00:54:39
Speaker
Just check it out.
00:54:41
Speaker
Go to the solar dot Academy.
00:54:43
Speaker
solar.academy.
00:54:45
Speaker
All right.
00:54:45
Speaker
So yeah, take advantage of that.
00:54:47
Speaker
I mean, how cool is that?
00:54:48
Speaker
You get Solar Joe himself offering to do a call and help you take yourself to the next level in the solar business.
00:54:54
Speaker
And Taylor is the man, everybody.
00:54:56
Speaker
This guy is awesome.
00:54:58
Speaker
Great guest.
00:55:00
Speaker
Check out all the shows.
00:55:01
Speaker
The one with Joey Sullivan was amazing.
00:55:04
Speaker
I just listened to that one.
00:55:05
Speaker
It was off the hook.
00:55:06
Speaker
You do great at these hosts.
00:55:07
Speaker
You ask great questions.
00:55:08
Speaker
I really appreciate being on you, man.
00:55:08
Speaker
You're the man.
00:55:10
Speaker
No, I love it.
00:55:10
Speaker
Yeah.
00:55:10
Speaker
And thanks for coming on.
00:55:11
Speaker
That's all we're trying to do is, you know, up-level ourselves, hear from experts like yourself.
00:55:16
Speaker
So thanks again, Joe.
00:55:18
Speaker
We'll be connecting with you more.
00:55:19
Speaker
And guys, tell Joe thanks for coming on today.
00:55:21
Speaker
And with that being said, we'll talk to you soon, Mr. Solar Joe.
00:55:25
Speaker
Peace.
00:55:27
Speaker
Hey SolarPrinters, quick question.
00:55:29
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:55:38
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite solar professionals.
00:55:44
Speaker
and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:55:50
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.
00:56:01
Speaker
And it's called Soul Society.
00:56:03
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?
00:56:18
Speaker
Less than $3.45 a day.
00:56:22
Speaker
Currently Soul Society is closed to the public and membership is by invitation only.
00:56:26
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.
00:56:35
Speaker
Again, this is exclusively for Solopreneur listeners, so be sure to go to www.solciety.co to join the waitlist and learn more now.
00:56:48
Speaker
Thanks again for listening.
00:56:49
Speaker
We'll catch you again in the next episode.