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RESPECT YOUR TIME
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Transcript
Introduction and Goals of the Podcast
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 Solarpreneur you might ask?
00:00:33
Speaker
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.
00:00:41
Speaker
Yo, what's going on, solarpreneurs?
00:00:43
Speaker
We are here in another episode.
00:00:45
Speaker
Today, we're going to be talking about why you should value your time, why is your time so important, and a whole lot more.
00:00:54
Speaker
Thank you for joining us on today's episode.
00:00:57
Speaker
My name is Taylor Armstrong.
00:00:58
Speaker
If you are new to the show, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:01:07
Speaker
Hope you're doing awesome.
00:01:09
Speaker
We are coming at you free and available every Tuesday and Friday on Apple, Spotify, iTunes.
00:01:15
Speaker
And if you didn't know, we also have a YouTube channel.
00:01:18
Speaker
We're mixing it up.
00:01:19
Speaker
We're posting clips of previous episodes and video content.
00:01:25
Speaker
So go subscribe to that if you have not already.
00:01:27
Speaker
And also a reminder, we're at 197 reviews on Apple now, Apple Podcasts.
00:01:36
Speaker
So if you want to go leave us a review and you have not yet, that would be so rad.
00:01:42
Speaker
Would appreciate it.
00:01:43
Speaker
And might even do something special if you're the lucky number 200.
00:01:48
Speaker
So go give us a review.
00:01:51
Speaker
It doesn't have to be five star.
The Importance of Perception and Value in Sales
00:01:54
Speaker
It's funny because those of you that follow me on social media, we recently started renting out.
00:02:00
Speaker
We have a little additional unit on our property here in San Diego, Escondido to be exact.
00:02:08
Speaker
And we recently put on Airbnb.
00:02:12
Speaker
The first guy that rented out, it's been like, I don't know, eight, nine days.
00:02:16
Speaker
So if you want to do a Blitz out here, hit me up.
00:02:19
Speaker
Just might have a special nightly rate for you here in the Armstrong Casita Airbnb.
00:02:25
Speaker
Hey, but our first guy that rented out, he left us a review and he gave us five stars on everything, but he put three stars on value.
00:02:35
Speaker
So I'm like, what is going on, man?
00:02:37
Speaker
You loved everything except for the value.
00:02:38
Speaker
So I sent him a message.
00:02:40
Speaker
I said, hey, just for future guests, you mind sharing what we can improve on as far as value goes?
00:02:47
Speaker
Just saw that you left a three star review with that.
00:02:50
Speaker
Didn't get a response.
00:02:52
Speaker
So I'm like, dude, come on.
00:02:55
Speaker
Anything below five stars is just a failure.
00:02:59
Speaker
Not really, but sometimes you let reviews get in your head.
00:03:02
Speaker
It's like, I'm just curious why it wasn't a five star.
00:03:06
Speaker
Hey, but appreciate any review you want to leave on the podcast and it helps get us more exposure.
00:03:11
Speaker
It helps us bring more free and valuable content to the ears of our listeners like yourself.
Featuring High Producer Sam Manley
00:03:19
Speaker
Hey, but reviews aside, let's get into the topic of today.
00:03:23
Speaker
I'm excited.
00:03:24
Speaker
We're going to be having another high producer.
00:03:27
Speaker
We've had so many high producers on the show.
00:03:29
Speaker
It's just incredible to hear what guys are doing.
00:03:31
Speaker
Next episode, we're going to be hearing from Sam Manley.
00:03:35
Speaker
He's been selling with Spartan Solar out in Florida and did, I think it was...
00:03:43
Speaker
62 deals in a month.
00:03:45
Speaker
Absolute insanity.
00:03:47
Speaker
And one key factor I see with all these high producers is they are very picky with their time.
00:03:54
Speaker
They are optimizing their time.
00:03:56
Speaker
They're not wasting it.
00:03:58
Speaker
They're offloading things.
00:03:59
Speaker
They're not doing, most of them aren't doing their own laundry.
00:04:03
Speaker
They're not cleaning their own houses.
00:04:05
Speaker
They're extremely picky with their time.
00:04:08
Speaker
So I want to just preview that a little bit.
00:04:11
Speaker
You're going to hear a lot more in the next episode.
Effective Sales Meeting Strategies
00:04:13
Speaker
But speaking of time, I was in an appointment today and this guy, he seemed pretty interested.
00:04:22
Speaker
Things were going all right.
00:04:24
Speaker
This is like 10 minutes in the house.
00:04:27
Speaker
But the one problem was his wife wasn't there.
00:04:31
Speaker
So, of course, naturally, I've been doing this for a long time, seven years to be exact.
00:04:36
Speaker
I've been to so many appointments where it was a one-legged, where only the husband and wife was there, and didn't close.
00:04:44
Speaker
Because 99% of the time, they're like, I'm not going to do anything without my wife.
00:04:50
Speaker
Or if they do say they can make the decision, the other 1% of the time, or like...
00:04:57
Speaker
Even when they do say that, most of the time they come back at the end and say, hey, I still want to run this by my wife, significant other, whatever.
00:05:07
Speaker
So I just learned a lot of lessons that no matter how many times they say they can make a decision, you almost always just want to reschedule it for when all decision makers are there.
00:05:19
Speaker
Hey, it just, yeah, that's not what, that's what top producers do.
00:05:23
Speaker
They're respectful of their time where they don't want to go an hour and a half, two hours of attempted closing and not get the deal.
00:05:32
Speaker
How are you going to produce it at a high volume if you're spending time when there's not going to be a decision made that day?
00:05:38
Speaker
Hey, so I got a little bit of footage of,
00:05:41
Speaker
And I'll walk you through what I do in these situations because I've also had a backfire to where you're explaining to them, hey, I want to meet with a husband when your wife's there.
00:05:51
Speaker
And they can just sense that, oh, this guy just wants to get the clothes.
00:05:55
Speaker
This guy just wants to sell me.
00:05:57
Speaker
That's why.
00:05:59
Speaker
No, you know what?
00:05:59
Speaker
Just show me the information and I'll pass it on to her.
00:06:02
Speaker
This can happen, but I think there's some word tracks.
00:06:05
Speaker
There's some ways of explaining it where you can make it sound genuine, not just like you're trying to get both of them there to sell them the same time.
00:06:12
Speaker
Because if people sense that you just want all decision makers there so you can get like a same day decision, whatever, that's where they put up the walls.
00:06:21
Speaker
That's where they're resistant.
00:06:22
Speaker
That's where they say, no, just show me the information.
00:06:25
Speaker
I'll pass it on to my wife, which you never want to do.
00:06:28
Speaker
Hey, so I'm going to play a little clip of what I said today that worked and some tips I have with it and hopefully helps.
00:06:37
Speaker
So let's pull it up here.
00:06:39
Speaker
And as usual, I record these on Ciro, S-I-R-O.
00:06:43
Speaker
It is the best video.
00:06:45
Speaker
option to record your presentations to have your reps if you're managing a team record their presentations um hit me up if you want a demo of it can hook you up solopreneur vip zero demo okay but let's check it out so this is just at the end of you know 10 minutes we answered a few questions then here's what i said okay but yeah speaking of that though i guess as we pulled
00:07:22
Speaker
I don't know, whatever.
00:07:23
Speaker
Yeah, because if that's the case, just because, yeah, I know my wife's typically on different questions
00:07:51
Speaker
So yeah, we can just do that.
00:07:53
Speaker
Is she like home soon?
00:07:54
Speaker
Do you think it's going to be?
00:07:56
Speaker
No, it'll probably be a little while.
00:07:58
Speaker
Okay.
00:08:00
Speaker
So yeah, you notice that the key thing here is I'm telling them why we want the wife to be home.
00:08:07
Speaker
Hey, just along with anything, you need to tell them why you want that, right?
00:08:12
Speaker
I see the mistake all the time as newer reps, they're setting up appointments and they're saying, Hey, what's your phone number?
00:08:18
Speaker
What's your email?
00:08:19
Speaker
Okay.
00:08:20
Speaker
When are you going to be here?
00:08:21
Speaker
But they're not saying why.
00:08:23
Speaker
So you need to give the why behind the thing you were asking.
00:08:28
Speaker
So in this case, the why is because, hey, our job is to run the applications.
00:08:34
Speaker
And to get the ball rolling on the homes, you're not saying our job is to sell you solar.
00:08:38
Speaker
Our job's to close you today.
00:08:40
Speaker
I know hopefully no one's saying that.
00:08:42
Speaker
But you're doing it in a softer way.
00:08:44
Speaker
You're saying our job is to see which homes qualify.
00:08:47
Speaker
And at the end of this, Mr. Homeowner, we would submit applications and, you know, schedule our guys to come out and check the home.
00:08:56
Speaker
So I just want to make sure she's in the loop.
00:08:58
Speaker
I don't want to send guys out if she doesn't know what's going on and her questions aren't answered.
00:09:02
Speaker
So let's go ahead and come back.
00:09:04
Speaker
I'll just come back when she's here too.
00:09:06
Speaker
And then going on, here's a few more things to help.
00:09:10
Speaker
Okay.
00:09:13
Speaker
So we'll just do that in and that way.
00:09:18
Speaker
Cause you want to be respectful of your guys, Simon, how does playing telephone back and forth?
00:09:22
Speaker
Yeah.
00:09:22
Speaker
That's pretty slam too.
00:09:24
Speaker
So we're not able to like keep coming back and forth.
00:09:26
Speaker
So we're just coming when she's here.
00:09:28
Speaker
Yeah.
00:09:31
Speaker
All right.
00:09:38
Speaker
Just evenings typically best for both of you?
00:09:42
Speaker
Yeah.
00:09:44
Speaker
Probably 5.30 in the year or something.
00:09:50
Speaker
Okay.
00:09:54
Speaker
We're pretty booked up this weekend.
00:09:57
Speaker
But if we came by, I think, one day Tuesday, even, I work for them.
00:10:11
Speaker
Right, and you let her know too, so she's not surprised.
00:10:51
Speaker
So that's pretty much it.
00:10:57
Speaker
So you can see this guy's chill.
00:11:00
Speaker
He was a Marines guy.
00:11:01
Speaker
Super chill dude.
00:11:03
Speaker
Luckily some people give you some pushback.
00:11:05
Speaker
But I think the key here is again just let them know why you're coming back.
00:11:13
Speaker
Lock down a time.
00:11:14
Speaker
You notice he says, oh, you got my phone number.
00:11:16
Speaker
You can give me a call.
00:11:17
Speaker
Never leave it hanging at just that.
00:11:19
Speaker
Should go without saying always set a time.
00:11:21
Speaker
Hopefully that's solar cells 101.
00:11:25
Speaker
But set the time you're going to come back.
00:11:29
Speaker
Figure out what their schedule is.
00:11:31
Speaker
Always narrow it down.
00:11:32
Speaker
Hey, afternoon, evening is better.
00:11:34
Speaker
Then narrow it down from there.
00:11:36
Speaker
Because if you just start throwing out times, people are going to say no, no, no, no.
00:11:40
Speaker
But if you already narrowed down that evenings are typically best, then they can't get out of that.
00:11:44
Speaker
It's like, dude, you just told me evenings are best for you.
00:11:48
Speaker
So that's how you can set an effective appointment or be more effective at setting the appointment.
00:11:53
Speaker
And then the other big key with this is have them write it down, especially for guys that seem like they're going to space out, not remember.
00:12:02
Speaker
Key is leave your card, leave something, have them write down the appointment time and have them put that on the fridge.
00:12:11
Speaker
And then make sure you prep them for what they're going to tell their wife.
00:12:14
Speaker
Because you know the wife's going to come home.
00:12:16
Speaker
Honey, what did you sign us up for?
00:12:17
Speaker
Who's coming by Wednesday at 530?
00:12:20
Speaker
You got to make sure that the guy knows what to say.
00:12:23
Speaker
So I try to prep them a little bit.
00:12:25
Speaker
Hey, just let her know it's not a big deal.
00:12:27
Speaker
It's not some long drawn out thing because what do homeowners think?
00:12:30
Speaker
What do spouses think?
00:12:32
Speaker
Oh, this guy is going to come camp out in our living room.
00:12:34
Speaker
He's going to be here two hours.
00:12:36
Speaker
Never leave.
00:12:38
Speaker
So make sure you prep them.
00:12:39
Speaker
Just say, hey, let her know it's not a big deal.
00:12:41
Speaker
We're not going to take a lot of time.
00:12:43
Speaker
We'll be pretty quick.
00:12:44
Speaker
We're just going to go over two things, a design and then a numbers chart.
00:12:48
Speaker
We just put side by side what you guys would save on this program and compare that to your bill and answer all the questions.
00:12:56
Speaker
If it makes sense, we'll submit an application, see if the home's a candidate.
00:12:59
Speaker
If it doesn't, we're not going to do anything.
00:13:01
Speaker
Sound good?
00:13:02
Speaker
Cool.
00:13:03
Speaker
Yep, so you've prepped them.
00:13:04
Speaker
You've had them write it down.
00:13:05
Speaker
You can throw in a lock close.
00:13:08
Speaker
Hey, Mr. Homeowner, just one more time, any reason you can see that any reason you can think of besides like a nuclear meltdown, you guys wouldn't be here on Wednesday.
00:13:18
Speaker
Cool.
00:13:19
Speaker
All right.
00:13:19
Speaker
You're not going to ghost me, right?
00:13:21
Speaker
Throwing something like that if you want to be extra cautious, extra cautious, especially we're shooting this around Halloween time.
00:13:27
Speaker
So I think it is throwing there.
00:13:29
Speaker
Good thing to throw in there.
00:13:30
Speaker
Hey, you're not going to ghost me.
00:13:31
Speaker
It's coming up on Halloween.
00:13:33
Speaker
You're not going to pull any ghosting acts, any disappearing acts, are you?
00:13:37
Speaker
You'll be here for sure.
00:13:38
Speaker
Good.
00:13:39
Speaker
There's the joke.
00:13:40
Speaker
Steal my jokes.
00:13:42
Speaker
Hopefully you'll like them.
00:13:44
Speaker
But yeah, that's pretty much it, guys.
00:13:46
Speaker
So hopefully that is helpful.
00:13:48
Speaker
Use that.
00:13:48
Speaker
Be respectful of your time.
00:13:50
Speaker
Make sure you are valuing your time.
00:13:52
Speaker
So many people that I see, they're new in the industry or even experienced, guys.
00:13:57
Speaker
They're doing full presentations and they're just shooting up half-court shots, expecting to drain them.
00:14:02
Speaker
But we want to shoot layups, right?
00:14:05
Speaker
We want to get husband-wife there, and we want to be efficient with our time, and we're going to have a much higher chance of closing it rather than just throwing up half-court shots.
00:14:14
Speaker
Okay, so send this to someone that is sitting with lots of one-leggers.
00:14:18
Speaker
Let them know.
00:14:20
Speaker
Tap them on the shoulder.
00:14:21
Speaker
Say, hey, start respecting your time and listen to Taylor's podcast.
00:14:26
Speaker
Okay.
00:14:27
Speaker
And hopefully it helps them.
00:14:28
Speaker
Then tell them to Venmo me a hundred bucks.
00:14:32
Speaker
I'll send you my Venmo handle.
00:14:33
Speaker
Okay.
00:14:34
Speaker
Just joking.
00:14:36
Speaker
But next episode, you're going to hear from Sam Manley.
00:14:39
Speaker
This dude is a beast.
00:14:40
Speaker
Make sure you don't miss out on it.
00:14:42
Speaker
It's going to be dropping this coming Tuesday.
00:14:45
Speaker
Guys, a closing machine, 62 deals in one month.
00:14:48
Speaker
Absolute insanity.
00:14:50
Speaker
So don't miss out on that podcast.
00:14:51
Speaker
We got much more coming your way.
00:14:53
Speaker
Thanks for listening.
00:14:54
Speaker
I love you guys.
00:14:55
Speaker
We'll see you on the next one.
00:14:57
Speaker
Hey, solopreneurs.
00:14:58
Speaker
Are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:15:02
Speaker
We'll see you next time.
00:15:05
Speaker
able to improve it until I figured out what was going wrong.
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00:15:09
Speaker
That's why I'm excited to announce for Eliminate Time we are doing a free sales diagnostic.
00:15:14
Speaker
You'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:15:20
Speaker
So act now we have six bucks for this month so book a call now don't miss out on
00:15:25
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:15:30
Speaker
That's taylor at solarpreneurs with an s dot com.
00:15:33
Speaker
I'll send you out a calendar link and we will figure out a time that works best.
00:15:37
Speaker
So shoot that email and let's increase your sales.