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The Crucial 1st Step of Every Solar Appointment
66 Plays4 years ago
Speaker 1 (00:03):
Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. I teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask a Solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker 2 (00:42):
What's going on Solarpreneurs, Taylor Armstrong back with another episode, hope you're doing well. We are entering the fall season. It is getting dark earlier and earlier, but if you listen to this podcast, you don't care about any of that because you're going to keep closing deals no matter what that's, what this podcast is all about. And if you're here for the first time, as always, we're here to help you close more deals, generate more leads and referrals, and then hopefully have a much better time in the solar industry. But today we're going to be talking about a crucial step in the presentation that if you don't get right, it's going to kill your closing percentages. So what is this step? You'll find out here in a second, but before that a couple quick announcements, we have a new sponsor on the show, and I'm really excited to announce our first sponsor.
Speaker 2 (01:41):
You're going to hear about it on the next episode. So don't forget, make sure you're tuning in every week, Tuesday and Friday. And hopefully this is the first listen of your week. Well, I guess maybe not of your week, because we'd come out on Tuesday, but hopefully when they drop on Tuesday and Friday, hopefully it's the first podcast you go to. And as always, if you have suggestions or have topics or people you want on the show, we welcome that with open arms, always look in the future, more solar pros on here, more Solarpreneurs, people that are doing unique things in the industry that are breaking records, or that just have a good story to share because that's where, what we're about on the show. And so before we get into the topic, just wanted to give a shout out to my boy at young Abner, he gave us a five star review the other week.
Speaker 2 (02:38):
He says, great can podcast Taylor shirt, all the tips and tricks to succeed in this industry. My solar game has drastically improved from listening to the podcast on my way to area. Thanks Taylor, 10 out of 10 to recommend young Abner. You rock appreciate the five-star review. And guys, if you would wouldn't mind, please share the podcast, leave us the review. That's how we keep the show going. And that's honestly what brings me in the motivation. A lot of times it's hearing your comments and reviews. So that being said, let's get into the topic. The reason I'm talking about this is because, um, there's a few changes I've made a spoiler. The step we're going to be talking about is just the beginning of the presentation and that is some people call it different things, but could be called the fact-finding could be called. Pre-framing the deal, whatever you call it, we're going to talk about the crucial steps that you need to take.
Speaker 2 (03:40):
Before you jump into explaining solar, before you start going through your numbers, before you start going through your facts on solar, you need the master, the, you know, the first thing you do in the home, which is pre-phase free framing, which is fact-finding, which is just setting the stage for what is about to happen. So I'm going to talk about a few things that I have mixed up a little bit. Um, give you a few tips, things that I'm current
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Transcript
Taylor Armstrong's Journey
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.
Podcast Purpose: Avoid Solar Mistakes
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.
00:00:42
Speaker
What's going on, solopreneurs?
00:00:44
Speaker
Taylor Armstrong back with another episode.
00:00:47
Speaker
Hope you're doing well.
00:00:48
Speaker
We are entering the fall season.
Consistency in Closing Deals
00:00:51
Speaker
It is getting dark earlier and earlier, but if you listen to this podcast, you don't care about any of that because you're going to keep closing deals no matter what.
00:01:01
Speaker
That's what this podcast is all about.
00:01:03
Speaker
And if you're here for the first time, as always, we are here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Teaser: Crucial Presentation Step
00:01:15
Speaker
But today we're going to be talking about a crucial step in the presentation that if you don't get right, it's going to kill your closing percentages.
00:01:27
Speaker
So what is this step?
00:01:28
Speaker
You'll find out here in a second.
00:01:31
Speaker
But before that, a couple quick announcements.
New Podcast Sponsor
00:01:35
Speaker
We have a new sponsor on the show, and I'm really excited to announce our first sponsor.
00:01:41
Speaker
You're going to hear about it on the next episode.
00:01:44
Speaker
So don't forget, make sure you're tuning in every week, Tuesday and Friday.
00:01:49
Speaker
And hopefully this is the first listen of your week.
00:01:53
Speaker
Well, I guess maybe not of your week because we come out on Tuesday.
00:01:56
Speaker
But hopefully when they drop on Tuesday and Friday, hopefully it's the first podcast you go to.
Listener Engagement and Topics
00:02:02
Speaker
As always, if you have suggestions of topics or people you want on the show, we welcome that with open arms.
00:02:10
Speaker
Always looking to feature more solar pros on here, more solopreneurs, people that are doing unique things in the industry that are breaking records.
00:02:21
Speaker
or that just have a good story to share, because that's what we're about on the show.
00:02:27
Speaker
And so before we get into the topic, just wanted to give a shout out
00:02:32
Speaker
To my boy, Young Abner, he gave us a five-star review the other week.
00:02:38
Speaker
He says, great freaking podcast.
00:02:40
Speaker
Taylor shared all the tips and tricks to succeed in this industry.
00:02:44
Speaker
My solar game has drastically improved from listening to the podcast on my way to area.
00:02:49
Speaker
Thanks, Taylor.
00:02:50
Speaker
10 out of 10 recommend.
00:02:52
Speaker
Young Abner, you rock.
00:02:55
Speaker
Appreciate the five-star review.
00:02:57
Speaker
And guys, if you wouldn't mind, please share the podcast, leave us the review.
00:03:02
Speaker
That's how we keep this show going.
00:03:05
Speaker
And that's honestly what brings me the motivation a lot of times is hearing your comments and reviews.
00:03:11
Speaker
So with that being said, let's get into the topic.
00:03:13
Speaker
The reason I'm talking about this is because...
Importance of Initial Presentation Phase
00:03:18
Speaker
There's a few changes I've made, and spoiler, the step we're going to be talking about is just the beginning of the presentation, and that is, some people call it different things, but could be called the fact-finding, could be called pre-framing the deal, whatever you call it.
00:03:37
Speaker
We're going to talk about the crucial steps that you need to take before you even jump into explaining solar and
00:03:43
Speaker
Before you start going through your numbers, before you start going through your facts on solar, you need to master the, you know, the first thing you do in the home, which is pre-framing, which is fact-finding, which is just setting the stage for what is about to happen.
00:04:03
Speaker
So I'm going to talk about a few things that I have mixed up a little bit, give you a few tips, things that I'm currently implementing.
00:04:13
Speaker
And then you can feel free to take what
Soul Society App for Solar Pros
00:04:16
Speaker
you want.
00:04:16
Speaker
Okay.
00:04:16
Speaker
And a few of these things I get from my friends over at Noxstar.
00:04:21
Speaker
As many of you know, I am in their Noxstar United program.
00:04:25
Speaker
Great way, you know, to network with other people is to get in a mastermind.
00:04:32
Speaker
or a group.
00:04:33
Speaker
And that's what we're doing with our app that we recently launched, the Soul Society app.
00:04:38
Speaker
You get to not only network with other top solar professionals and myself, but you also get direct feedback from us on your presentations.
00:04:49
Speaker
So this is something that we can actually help you with.
00:04:53
Speaker
So let's jump into
Steps for Effective Fact-Finding
00:04:55
Speaker
it.
00:04:55
Speaker
So this fact finding, the first thing you do when you get in the house
00:05:00
Speaker
I'm going to walk you through the steps and we're only going to talk about this today.
00:05:05
Speaker
So we're going to get into what you should do.
00:05:09
Speaker
First thing you do when you get in the home.
00:05:10
Speaker
Okay.
00:05:11
Speaker
So before you start talking, it makes sure you go into the house with your pad of paper and pen.
00:05:19
Speaker
Crucial, crucial thing.
00:05:21
Speaker
And it goes without saying, maybe a lot of you are already doing this.
00:05:25
Speaker
I know I've talked about in the podcast, but I think it is absolutely essential that you carry just a, what do they call it, a yellow pad, yellow pad of paper.
00:05:40
Speaker
Make sure you have your pen at all times.
00:05:42
Speaker
And if you haven't read Grant Cardone's Closer Survival Guide, he talks about this concept of buyers believe what they see, not what they hear.
00:05:53
Speaker
So why should you carry around a pad of paper?
00:05:55
Speaker
Because they're going to believe what you write down.
00:05:59
Speaker
If you write down that Trump was the best president,
00:06:03
Speaker
of all time, and they're going to believe that.
00:06:06
Speaker
Okay, maybe not.
00:06:07
Speaker
But they're going to take a lot more validity to things that they see in front of them versus just you saying stuff.
00:06:14
Speaker
And it's going to help you stay organized too and write down what the homeowner is saying.
00:06:19
Speaker
Okay.
00:06:22
Speaker
So make sure you have that pad of paper.
00:06:25
Speaker
And what do you do next when you get in the home?
00:06:27
Speaker
The next step is just relax the homeowner.
00:06:30
Speaker
All right.
00:06:32
Speaker
So what do I mean by that?
00:06:33
Speaker
You need to just be a human being.
00:06:35
Speaker
I remember when I was first learning these steps of closing, our VPSLs, that was his thing.
00:06:44
Speaker
He just said, guys, just be a human in there.
00:06:46
Speaker
Don't be a robot.
00:06:48
Speaker
We shouldn't have to teach you how to do this.
00:06:50
Speaker
Just be a human.
00:06:51
Speaker
How would you talk to your friend?
00:06:53
Speaker
How would you talk to someone that you're getting to know?
00:06:55
Speaker
That's how you're going to talk to your potential buyer.
00:07:01
Speaker
is you're going to help them relax because if they're not relaxed, it's going to be tough for them to trust you.
00:07:08
Speaker
And something that I like doing is just keeping pictures of stuff you did in your life on your phone.
00:07:17
Speaker
Okay, so show them.
00:07:18
Speaker
In my case, I got my two-year-old kid.
00:07:20
Speaker
So that's one of the first things I do when I get in the home.
00:07:23
Speaker
So I'll show them a picture of my kid.
00:07:25
Speaker
If they have kids, I'll say, hey, do you have any advice on like how to deal with these kids?
00:07:30
Speaker
They're always bouncing off the walls.
00:07:32
Speaker
Do you have any parenting tips?
00:07:34
Speaker
People love giving advice.
00:07:36
Speaker
So just a little trick that you can do.
00:07:38
Speaker
Keep some pictures.
00:07:39
Speaker
If you don't have a kid, maybe you have a dog.
00:07:41
Speaker
Maybe your friend has a dog.
00:07:43
Speaker
Maybe you're an aunt or an uncle.
00:07:46
Speaker
Keep just some sort of picture on there.
00:07:49
Speaker
And it's a great way to get them talking.
00:07:52
Speaker
If you have a picture of your golden doodle, whatever, say, hey, you guys have been dog owners for a long time.
00:07:59
Speaker
What's your advice?
00:08:00
Speaker
I don't have a dog, so probably better questions with that.
00:08:04
Speaker
But point is, keep some good pictures that can break the ice with them.
00:08:07
Speaker
And then just be a human.
00:08:09
Speaker
You can ask them about their family.
00:08:12
Speaker
I always train my reps for them.
00:08:14
Speaker
If you don't know that acronym, it's family, occupation, relationships.
00:08:20
Speaker
And then I always forget the M, materialistic.
00:08:26
Speaker
Okay, I'm butchering it.
00:08:27
Speaker
I didn't come prepared with what the
Addressing Homeowner Concerns
00:08:29
Speaker
M was or motivations.
00:08:30
Speaker
I think that's what it is, motivations.
00:08:33
Speaker
So what are their motivations in life?
00:08:35
Speaker
So that's a good acronym if you didn't know.
00:08:38
Speaker
And then after you have just built some sort of relationship, built the rapport with them, the next step is you need to set the agenda.
00:08:48
Speaker
So what do I mean by set the agenda?
00:08:50
Speaker
You need to tell them exactly what's going to happen.
00:08:52
Speaker
And you can talk as long as they'll let you, pretty much, right?
00:08:57
Speaker
Unless you're in the hurry to get to the next one.
00:08:59
Speaker
Obviously, you're not going to spend, I guess, within reason.
00:09:02
Speaker
Don't spend hours.
00:09:04
Speaker
You need to be making money, get to other people.
00:09:07
Speaker
But the story with this last week, the deal I closed, this lady, she wouldn't even let me in her house.
00:09:14
Speaker
She was very hesitant.
00:09:16
Speaker
She said, hey, I don't do sales.
00:09:17
Speaker
I don't let sales people in my house.
00:09:20
Speaker
I said, ma'am, I don't, I'm actually not the sales guy.
00:09:23
Speaker
I'm just the one that submits the applications from the neighborhood.
00:09:26
Speaker
I don't even know if we can do this.
00:09:28
Speaker
So you pull back.
00:09:29
Speaker
That's a good way to get them relaxed.
00:09:31
Speaker
Do your takeaway, do your pullback.
00:09:33
Speaker
And they say, so yeah, I just have a couple things to, they just took like a picture of how your roof would look with the solar on there.
00:09:40
Speaker
So it's quick.
00:09:41
Speaker
We just go in the home and just check that out.
00:09:44
Speaker
But yeah, I have to be super quick myself.
00:09:47
Speaker
And then I flip the script on her.
00:09:50
Speaker
Those types of people, you do stuff like that.
00:09:52
Speaker
And what happened after that with this lady is I was in her home for probably 30 minutes.
00:09:57
Speaker
We talked about nothing.
00:10:00
Speaker
related to solar at all we talked about with my kid talked about her kids then 30 minutes later she says okay well anyways i guess you should tell me about solar go ahead she forgot all about the part where she hated sales people where she didn't want people coming in the house selling her stuff so this is why it's so important you need to build the rapport you need to get them to relax get them to chill out
00:10:26
Speaker
Do your takeaways and let them know that you're a human being.
00:10:30
Speaker
You're not someone coming just to sell them, you know, snake oil, whatever.
00:10:34
Speaker
And so after you've done that, make sure you set the agenda.
00:10:41
Speaker
And this is where I've taken a few things from the guys that were at Dockstar.
00:10:46
Speaker
And Taylor McCarthy, if you follow him, he has a great way to buy their, they have some slicks.
00:10:52
Speaker
He has a process of how to go through all this.
00:10:56
Speaker
So I've adapted a couple things from him and a couple things that I was doing before I learned their process.
00:11:03
Speaker
So I think it kind of meshes well, but if you want to go get Taylor McCarthy's exact way to do it, they have a couple slicks and some videos where he also goes through his process.
Key Questions in Solar Presentation
00:11:16
Speaker
And so a couple things I took from them is setting the agenda.
00:11:21
Speaker
Hey, I was already doing this for the most part, but it goes without saying, make sure you tell the homeowner exactly what's going to happen.
00:11:30
Speaker
Homeowners hate surprises.
00:11:32
Speaker
They don't know exactly the steps.
00:11:34
Speaker
They don't know, you know, generally how long it's going to take, what you're going to go over in their head.
00:11:41
Speaker
It's going to be strikes against you.
00:11:44
Speaker
So you need to be pre-framed.
00:11:46
Speaker
Then you know exactly what's going to happen in this presentation.
00:11:50
Speaker
So you say, hey, Mr. Homeowner.
00:11:53
Speaker
So here's what I'll do.
00:11:54
Speaker
Guess we should get to the solar stuff.
00:11:57
Speaker
So I do have to be a little bit quick.
00:11:58
Speaker
Hopefully that's okay with you.
00:12:00
Speaker
But today all I'm gonna do, pretty cut and dry here.
00:12:04
Speaker
I'm just gonna show you a picture of what it would look like on the roof.
00:12:08
Speaker
Go over some numbers so you can see a comparison.
00:12:10
Speaker
And then if it makes sense, I'm the application guy.
00:12:14
Speaker
So I'm the one that submits the applications for the neighborhood.
00:12:17
Speaker
If it makes sense, we'll submit an application, see if they even can approve your home.
00:12:23
Speaker
But if it doesn't, then we're not going to do anything.
00:12:26
Speaker
Does that sound fair to you?
00:12:27
Speaker
Okay, so that's pre-framing the deal.
00:12:30
Speaker
They know what's going to happen.
00:12:33
Speaker
And then once you've gone through a couple other questions,
00:12:37
Speaker
At the end of all that, I say yeah.
00:12:39
Speaker
So I'm just going to go through a few general things so you guys know exactly how the program works.
00:12:45
Speaker
Be pretty quick.
00:12:46
Speaker
And then after that, I'm just going to draw a line down the middle of this sheet of paper, giving an apples to apples comparison.
00:12:54
Speaker
So you can see exactly what it looks like.
00:12:56
Speaker
Then we'll go from there.
00:12:57
Speaker
Sound good?
00:12:58
Speaker
Great.
00:13:00
Speaker
So that's what I say to set up the deal to pre-frame it.
00:13:04
Speaker
Lots of other great one-liners that people are saying.
00:13:06
Speaker
So write down one-liners a year.
00:13:10
Speaker
Maybe it's your manager.
00:13:12
Speaker
Maybe it's other people on your team.
00:13:15
Speaker
This is why it's so important, I think, to be part of some type of team or at least some type of program mastermind is because you can take what other people are saying.
00:13:24
Speaker
And I'm constantly learning from the community myself.
00:13:28
Speaker
So make sure you're keeping a notes app on your phone or a notes section on your phone of just phrases you like and things that you can implement in your presentation.
00:13:41
Speaker
Okay, and so after you have set that agenda, you walk them through a set of questions.
00:13:47
Speaker
So my line is, hey, so before we even get to the solar piece, I just go through a couple questions with you just to be sure we can benefit the home.
00:13:57
Speaker
Is that okay?
00:13:58
Speaker
Great.
00:14:00
Speaker
And then my questions, I ask them, are number one, have you ever checked out any type of solar for the home?
00:14:08
Speaker
Have you ever looked into any solar type options?
00:14:12
Speaker
And I hear some people say, have you ever gotten a solar quote before?
00:14:17
Speaker
The reason I don't love this question is because you're putting in the homeowner's head that they should have looked at quotes.
00:14:25
Speaker
We want to be the people that are different.
00:14:27
Speaker
We don't want to think that we're just coming by with another solar quote.
00:14:32
Speaker
What we're doing, we're giving them an experience.
00:14:34
Speaker
We're introducing them to a solar program that they have not looked into before.
00:14:39
Speaker
If they get it in their head that this is just another solar quote being dropped off,
00:14:45
Speaker
If it's something that they already may have looked into, then it's game over.
00:14:48
Speaker
What are they going to do?
00:14:49
Speaker
They're going to go get more quotes.
00:14:51
Speaker
So that's why I think it's important you phrase it this way.
00:14:54
Speaker
Have you ever looked into any solar type programs and you want them thinking that this is different?
00:15:02
Speaker
You want to get it in their head that what you're doing, what you're presenting to them is different than anything they looked at before.
00:15:10
Speaker
And as you're doing this, you're interviewing them.
00:15:12
Speaker
You're writing down all the answers to their questions.
00:15:16
Speaker
So that's question number one.
00:15:18
Speaker
Have you ever looked into solar before?
00:15:21
Speaker
And then there's a couple things that, you know, depending on the home, you may have to go through.
00:15:26
Speaker
If you already got their utility bill, you need to make sure you're asking them, obviously, the questions.
00:15:34
Speaker
Do you plan on using more electricity?
00:15:36
Speaker
Do you think this is accurate for how much electricity you've been using?
00:15:40
Speaker
have their bill in hand, right?
00:15:42
Speaker
Make sure you go through that with them.
00:15:45
Speaker
Make sure you tell them that you want to design their system for what they're going to use in the future, not necessarily for what they use in the past.
00:15:53
Speaker
And something I've learned here from guys on our team is just make it an us versus them scenario.
00:16:00
Speaker
You want to put yourself, put your program against other, you know, against other things they may have looked at.
00:16:08
Speaker
They have heard things about solar, which in here in California, everyone's heard about solar.
00:16:14
Speaker
So you want to say things like, yeah, so Mr. Homeowner, you probably heard in the past where people still had to pay extra bills to the utility company or it wasn't covering all the energy they're using.
00:16:26
Speaker
So what we're doing with this program that's different is we design it for what you're going to use in the future.
00:16:31
Speaker
Because most people, they tend to use more energy.
00:16:35
Speaker
That being said, do you guys anticipate in the next year, do you anticipate using more energy than you did last year?
00:16:42
Speaker
Do you plan on getting your pool put in?
00:16:45
Speaker
Do you plan on getting the hot tub?
00:16:47
Speaker
Do you plan on buying a Tesla?
00:16:49
Speaker
Do you plan on mining some Bitcoin here in the house?
00:16:54
Speaker
Whatever it is, make sure you're designing it for the future.
00:16:57
Speaker
That's a great way to
00:16:59
Speaker
to kind of tackle that objection they had in their head that it's going to be the same thing that they looked at before.
00:17:06
Speaker
So make sure you're going through that.
00:17:09
Speaker
And then here's the part that I took from my friend Taylor McCarthy that I love, and I didn't think of it this way.
00:17:16
Speaker
And my old question, it used to be, what questions or concerns would you guys have about solar?
00:17:22
Speaker
And then they would say the typical, oh, how much is going to save me?
00:17:27
Speaker
What happens if something breaks up there?
00:17:30
Speaker
Yada, yada, yada.
00:17:32
Speaker
That's all good.
00:17:33
Speaker
And I will be writing those down.
00:17:34
Speaker
But what I learned from Taylor McCarthy that I thought was genius is take it on the offense.
00:17:41
Speaker
So you tell them the questions that they should have first and you tackle them.
00:17:46
Speaker
And why do you do this?
00:17:47
Speaker
It makes you look like the expert.
00:17:49
Speaker
It makes you look prepared.
00:17:51
Speaker
And we all know
00:17:52
Speaker
If you're knocking doors or overcoming objections, what's the best way to overcome an objection?
00:17:57
Speaker
It's to beat them to it.
00:17:59
Speaker
It's to bring up the concern before they can.
00:18:01
Speaker
Because if you do that, you're taking the wind out of their cells.
00:18:06
Speaker
They have nothing to hit you with.
00:18:08
Speaker
So when I heard this from McCarthy, I thought it was genius.
00:18:12
Speaker
I think it's great.
00:18:13
Speaker
So give them the main concerns that people would have.
00:18:16
Speaker
Then you can still ask them if they have questions after that.
00:18:19
Speaker
But I've found since I've started doing this,
00:18:22
Speaker
Probably, I don't know, 80 to 90% of the time, they don't have questions aside from these questions that I bring up.
00:18:32
Speaker
So Taylor McCarthy, he calls it the five main questions.
00:18:36
Speaker
And if you don't know these, I would write them down.
00:18:38
Speaker
This is the one big thing that I've changed in my presentation.
00:18:42
Speaker
And so the questions are, what happens to my roof?
00:18:45
Speaker
Number two, what happens if we move?
00:18:48
Speaker
Bottom line, what is the cost to me?
00:18:51
Speaker
Who maintains the system?
00:18:53
Speaker
And when do we start saving money?
00:18:56
Speaker
And if you think about it, these are basically all the concerns that people have with solar.
Handling Installation and Cost Queries
00:19:00
Speaker
You just brought them up before they could.
00:19:02
Speaker
And so you bring it up and you answer it before they can even ask them.
00:19:08
Speaker
Before you're even talking about solar, you answer these questions.
00:19:13
Speaker
So as far as the question number one was what happens to my roof?
00:19:19
Speaker
So the answer to that, Mr. Homeowner is the roof, the solar up there, it would actually keep the roof cooler.
00:19:28
Speaker
So it prolongs the life of the roof.
00:19:31
Speaker
And then the other nice thing is if they pick your home on the program, then they're actually going to warranty the roof where the panels are, or they're going to guarantee the roof where the panels are.
00:19:41
Speaker
Okay.
00:19:42
Speaker
Assuming you should, most companies have some type of basic penetration guarantee.
00:19:48
Speaker
but tell them that the roof is protected where the panels are.
00:19:53
Speaker
And the second question was, what happens if we move?
00:19:57
Speaker
Another big concern.
00:19:58
Speaker
And if they move, you answer this one.
00:20:02
Speaker
If you move, it transfers over the same way the utility company would, and the new homeowner is able to be more economical with their future expenses.
00:20:12
Speaker
Great answer.
00:20:14
Speaker
Question number three was bottom line, what's the cost to me?
00:20:18
Speaker
Okay, McCarthy's answer is your cost is diverting or redirecting what you would have paid to the utility company and now have the ability to start paying yourself.
00:20:29
Speaker
Question number four was who maintains it?
00:20:33
Speaker
As far as the maintenance goes, we're on the hook for the next 25 years to service and maintain the system.
00:20:40
Speaker
And something I've added into that is another takeaway type thing, which is why they are a little bit strict with who actually gets approved on the program.
00:20:49
Speaker
In the past, anyone that owned their solar would have to do all the maintenance with it.
00:20:54
Speaker
It was a big added cost.
00:20:55
Speaker
Cool thing about this program is if your home is approved and everything goes well, then we actually cover for the next 25 years.
00:21:04
Speaker
And then the last question was when do we start saving money?
00:21:08
Speaker
As far as savings go, the idea is now that you're producing power on-site rather than you throwing your money away, it would now be stored in a piggy bank where you have an endgame.
00:21:18
Speaker
It's a great questions and answers from Taylor McCarthy again.
00:21:23
Speaker
This is something that I did change.
00:21:26
Speaker
Love what he's doing with that.
00:21:28
Speaker
So I would suggest definitely adding that into your presentation, into your intro there.
00:21:36
Speaker
And then the last thing that I do after we've gone through these, what do you, so first question again was, had you ever looked into any solar type options for the home?
00:21:48
Speaker
And then you're going through the five main questions.
00:21:54
Speaker
And then I also typically ask them, what's your goal with solar?
00:21:57
Speaker
A lot of people will say, we want to save money.
00:22:00
Speaker
And this is where you dig in a little bit deeper.
00:22:03
Speaker
This is a mistake I used to make as well.
00:22:06
Speaker
Everyone says we want to save money, but what does that mean?
00:22:09
Speaker
They're expecting to cut their bill down 90%.
00:22:11
Speaker
They're expecting to be zero.
00:22:14
Speaker
So figure out what their expectation is.
00:22:17
Speaker
And
Securing Pre-commitments
00:22:18
Speaker
a good line I use for this, I say, okay, well, so if we cut your bill down, let's say 30%, and give you way more energy, would that be a win for you?
00:22:28
Speaker
I'm talking in California's market, so I know people outside of California, maybe that's not possible.
00:22:34
Speaker
Maybe you're even increasing their bill.
00:22:37
Speaker
But adjust it to whatever market you're in.
00:22:39
Speaker
Maybe it's, if we kept your bill the same as it is right now, but kept it at a set rate and gave you a little bit more energy, would that be a win for you?
00:22:48
Speaker
Most people, it's going to be a no-brainer to say yes to that.
00:22:52
Speaker
And then you've already got a pre-commitment.
00:22:55
Speaker
And then the last question I'll throw in there is, do you guys plan on moving?
00:22:59
Speaker
but you already, you know, brought up the answer to that question.
00:23:02
Speaker
So there you have it.
00:23:05
Speaker
So those are the questions I typically go through as you are doing your fact finding.
00:23:10
Speaker
And then to put a bow on all this, after I've gone through all these things, all the steps,
00:23:16
Speaker
I try to pre-frame it one more time, say great.
00:23:20
Speaker
So now, like I said, I'm going to go through just a couple of general things about solar with you guys.
00:23:26
Speaker
Make sure you know exactly how it works.
00:23:28
Speaker
And then, like I said, if everything does make sense and looks good for the home, we would submit a quick application, fill out a few forms, get the ball rolling to see if we can actually approve the home.
00:23:41
Speaker
And then another thing you can bring up at that point is credit.
00:23:45
Speaker
Let them know that there will be a soft credit check.
00:23:49
Speaker
So you can ask them about their credits too if you haven't already.
00:23:52
Speaker
A lot of times you'll do that before you even get into the house for the appointment.
00:23:56
Speaker
So these are what I'm doing.
00:23:59
Speaker
in my fact finding hope it helps and I'm sure I will continue to add more things to it make tiny adjustments but make sure you have a set process in your head something that makes sense so that's the steps that you go through asking those questions you can use a lot of those lines that I brought up let me know if you guys have any other one-liners anything else that's working really well
00:24:25
Speaker
As you set the stage for your appointments, hope that helps and send it to someone that is struggling with their closing.
00:24:31
Speaker
Because chances are, if you are not doing an awesome job, if you're not drilled this like crazy, then this could be a big reason why you're not closing the deals that you need to.
00:24:43
Speaker
So you set the stage like this, you get them to make that pre-commitment.
00:24:49
Speaker
then the rest of the appointment should be a breeze just going through, you know, the facts and the figures and button them up with it.
00:24:56
Speaker
Okay.
00:24:58
Speaker
So share this with someone, you know, that needs help in
Upcoming First Sponsor Feature
00:25:01
Speaker
their presentation.
00:25:01
Speaker
And don't forget next episode, we're going to announce the first ever sponsor for the podcast.
00:25:08
Speaker
I'm so excited.
00:25:10
Speaker
You're not going to believe who it is.
00:25:11
Speaker
Okay.
00:25:12
Speaker
So tune into the next episode and we actually have,
00:25:17
Speaker
you know, the man behind the company that's sponsoring the show.
00:25:20
Speaker
He's coming on the podcast.
00:25:22
Speaker
So you're going to hear from him as well.
00:25:24
Speaker
A couple people on his team.
00:25:26
Speaker
So you're not going to want to miss it.
00:25:28
Speaker
And we will see you on the next show.
00:25:30
Speaker
Hope you enjoyed it and close lots of deals this week.
00:25:33
Speaker
Peace.
Sol Cite Learning Community
00:25:35
Speaker
Hey, solopreneurs, quick question.
00:25:37
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?
00:25:47
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:25:59
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:26:10
Speaker
And it's called a Solcitee.
00:26:12
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:26:29
Speaker
Currently, SolCity is open, launched, and ready to be enrolled.
00:26:37
Speaker
So go to SolCity.co to learn more.
00:26:41
Speaker
and join the learning experience now.
00:26:45
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcite.co and join.
00:26:52
Speaker
We'll see you on the inside.