Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
Speaker: I teach you 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? 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. Hey, Solorpreneurs. Today we're going be talking about three timeless principles that will determine your success. if you not If you don't have one of these three principles, then I believe you will eventually not succeed in solar. So welcome the podcast. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. Thank you so much for listening today. We're coming at you free and available every tuesday and friday on apple itunes spotify youtube or wherever you listen to podcasts if you have not already please share the show and you know the drill that's how we get the word out so if you have listened to the even a podcast would love it if you would consider sharing right and so we're going to be continuing on a topic of your keys to success um this was a training we had on our team down here in san diego
Speaker: and ah We talked about a cool little way to resolve some concerns if a customer level has looked into solar before. so Go back to the previous episode if you want to hear a little bit more tactical. but Today, we're going talking about really some more deeper-rooted mindset things that you need in order to have success. Probably much more important than any tactical thing that we could teach you here on the show.
Speaker: and For myself, I always love talking about the tactical mindset. word tracks, things like that, probably more entertaining at times, right? We've all heard success principles. But let's be real, if you don't have base between your ears, figure it out. If you don't apply some general principles of success, then it doesn't matter what we teach you on the show. It's going to be very tough to have success.
Speaker: um Even if you're saying the exact words, that's another person says that they are getting tons of sales. If you don't have the success principles figured out, then you're not going to you're not going have lasting success. So we're to through three things, three keys today. And um these are things that you should be reminding your team about as well.
Speaker: Might be able to take a training from this if you're leading other people. But the first one comes from one of my favorite books in sales, The Greatest Salesman in the World. If you have not read this book, go read it, go reread it.
Speaker: timeless principles in this book and probably my favorites of the scrolls if you haven't read the book basically there's like scrolls of success and uh can't remember how many scrolls i think there's like um what it 10 yeah 10 scrolls of cells success cells secrets So the one that we're talking about today is scroll number three.
Speaker: And that scroll is called I will persist until I succeed. so I'm just going to read through half of this scroll here. And then again, you can go get a copy the book. I think it's like, you know, 10 bucks on Amazon. Quick read, only 100 pages or so.
Speaker: but so this scroll just to take a section from it um he says i will persist until i succeed the prizes of life are at the end of each journey not near the beginning it is not given to me to know how many steps are necessary in order to reach my goal failure i may still encounter at the thousandth step yes success hides behind the next bend in the road never will i know how close it lies until i turn the corner Always will I take another step. If if that is of no avail, I will take another, and yet another. In truth, one step at a time is not to do is not too difficult. I will never consider defeat. Now I will remove from my vocabulary such words and phrases as quick, cannot, unable, impossible, out of the question, improbable, failure, unworkable, hopeless, and retreat, for they are the words of fools. I will avoid despair, but if this disease of the mind should infect me Then I'll work on in despair.
Speaker: i will toil and I will endure. i will ignore the obstacles at my feet and keep mine eyes on the goals above my head for I know that where dry desert ends, green grass grows. Hey, so couple pages of that principle.
Speaker: um Go check out the book if you haven't read it. But ah so many things you can apply here, persisting until you succeed. and if you don't know how to persist, you probably have not been in solar very long because let's not sugarcoat Solar is a difficult industry and people that don't persist, they're out of this industry pretty quick, I would say. So many challenges we go through. And if you haven't developed this muscle of persistence, then it's something you better figure out quick.
Speaker: How do you develop? develop it You develop it by doing hard things every day. And I believe that'll help you persist in solar. right And I've had some challenging situations even just recently. Had a customer where we get everything installed. They don't pass the inspection because they find out his electric panel wasn't permitted. They didn't catch this before.
Speaker: now it's turning this huge headache. We have to go and pull permit again. And there's just so many things, so many variables in solar that can happen where if you don't have this persistent thing figured out, then it's going to be very difficult for you.
Speaker: So remember, persist until you succeed and do everything you can to develop that persistence muscle. right and so The second principle of success is conviction.
Speaker: right One of my favorite books for this is Seller Be Sold by Grant Cardone. you know He talks about the level of conviction, the person with the most conviction is going to win. if you think of it when it comes to solar, a lot of people are convicted they don't need solar.
Speaker: And if you go into an appointment, the homeowner has more conviction that they don't need solar, that they're good on their electric bills than the conviction you have in that your product and the solar is going to help them lower their bill. It's going to help them increase the value of their home and all the other benefits we have to offer.
Speaker: Whoever has the most conviction is going to win in that sales conversation. So check yourself how much conviction do you have in our product that we're offering. Just last week, we had a training, you know, i mentioned that it took some advice from Ashton Buswell in a training he gave us. But he talked about these principles too. And he likened it to if we had a gas card, if we had 100 gas cards that reset every day that allowed people to buy gas for $1 a gallon, how scary would it be going up to home asking if they wanted this gas card?
Speaker: Probably wouldn't be that scary, right? Because you know that, hey, you're paying $5, $6 a gallon. If you're in California, you're paying like over $6 a gallon for gas right now. And I got this card that's going to give it to you for $1.
Speaker: Like shouldn't be that hard, right? Should be easy to have conviction on it. Should be easy to offer this to people. Well, when it comes to solar, we have something pretty similar that we're doing. right maybe we're not getting a 80 discount on electricity but really that's what we we're doing is locking in a price of something that people have to have for much lower many more benefits and we need to develop that level of commission because if not it's going to be tough to sell the product over time all right so that's the second principle and then last but not least We heard this cool story in this training. And again, this was taken from Ashton Buswell's training. i Thought it was so powerful, though, that I'm like, man, I got to share this. So I hope he doesn't mind me sharing it. But the story goes like this. There was a carpenter or home builder.
Speaker: and probably leaving out a few details. But the home builder, he was about to retire. he had a really successful career. He was known as one of the most successful home builders this whole country, or I think the story goes is some like foreign country. Okay, but legend had it. He was the most successful home builder, um did everything just at craftsmanship that was unlike anything else. And so as he was getting retired, ready to retire, his company came to him.
Speaker: and said, um hey, you know what, we want you to build just one last house. Yeah, we'll let you retire, but we need you to build this one last house. And he was already like, you know, looking towards the retirement days. He was already kind of checked out, but he's like, all right, you know what, one more house, whatever, it's fine.
Speaker: So he goes and builds this house, but you know, his heart's just not in it. He's doing, he starts to cut corners. He's like, yeah, you know, it's one more house. Let's just try and get this done. and um he does it at a level that's much lower than all the other houses he's done.
Speaker: and then he goes back to his boss and he says, all right, um I'm ready to retire. This house is done. His boss says, okay, great. um As a retirement presence, here's the keys to the house you just built. You know, the builder's shock just realizes that he had cut all these corners.
Speaker: He'd done a much lower quality of work than any other house. And come to find out this was his own house he was building, his own house he was constructing. Just devastated.
Speaker: He lives out the rest of the day in a low quality house. Okay. But a pretty cool principle to consider there. And that is we're building our own house every day in this line of work. The training we got, this was likened into just selling ethically, right? um So easy to maybe misrepresent, so easy to exaggerate things, but we're building our own house. And you can compare it to almost anything we do in solar, right? You can compare it to every door you knock as a brick, every skill you practice as a brick, every time you follow through on your word as a brick. Every time you exaggerate to make a sell, you're building with weaker materials.
Speaker: Every time you choose discipline over comfort, you're strengthening the foundation. So another thing to reflect on, how are you building your house, right? Are you exaggerating things to customers? Are you showing up late every day when you said you're going work eight hours? Are you only working six hours?
Speaker: Are you cutting corners in your processes? Because if you are, it's going to catch up to you. And do you want to be the person 10 years from now looking at the house you built in solar, realizing that you sold yourself short, you didn't work like you should have, you're going to live with that regrets, right? You can either leave with the discipline of hard work now, or the pain of discipline, plan they say, right? or the pain of the regrets that will come in the future.
Speaker: So powerful principle there. And um again, feel free to take that story, use it in ah training, use it for your guys, because definitely struck us. It really illustrated the point to us. What what type of house are you building yourself right now? Okay, so I hope these give you some basic things to just remember very important principles. Number one, persisting. Are you persisting until you succeed?
Speaker: Number two, do you have conviction that's higher than anyone you're encountering out there as you're knocking doors, making calls, however you're getting leads, however you're selling? number Number three, what type of house are you building yourself? Do you have the discipline to sell ethically and to not cut corners? Because if not, you're going to pay the price later down the road.
Speaker: So I hope these give you some things to think about today. We've got some exciting episodes. Just give you a little teaser for the next episode, we've got one of my friends, Tom Davenport, that came on. He's going talking about some alternative ways of financing solar,
Speaker: alternative options that you probably have not heard of. And so pretty shocking some of the ways that we have to offer for people that you might not have heard of. So tune into next episode. Keep shooting me any suggestions you have. Would love to hear them or i would love to get connected with any person you think has a cool story to share about solar or about their solar journey.
Speaker: Thank you for supporting the show and we'll see you on the next episode. So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
Speaker: But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
Speaker: It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show. you need to give my listeners a great deal. And they did.
Speaker: So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
Speaker: Okay, back to the show. What's up, solopreneurs? Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind.
Speaker: One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
Speaker: So what we've done, we created the top 10 most downloaded, most listened to, and i would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
Speaker: We put them together all in one sheet. So you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
Speaker: We will have that in the show notes. Go download it right now. And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how.
Speaker: So go download it and we'll see you on the other side.
