Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
Speaker: What is a Solarpreneur you might ask?
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.
Speaker: Yo, what's going on, solarpreneurs?
Speaker: We are here in another episode.
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.
Speaker: Thank you for joining us on today's episode.
Speaker: My name is Taylor Armstrong.
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.
Speaker: Hope you're doing awesome.
Speaker: We are coming at you free and available every Tuesday and Friday on Apple, Spotify, iTunes.
Speaker: And if you didn't know, we also have a YouTube channel.
Speaker: We're mixing it up.
Speaker: We're posting clips of previous episodes and video content.
Speaker: So go subscribe to that if you have not already.
Speaker: And also a reminder, we're at 197 reviews on Apple now, Apple Podcasts.
Speaker: So if you want to go leave us a review and you have not yet, that would be so rad.
Speaker: Would appreciate it.
Speaker: And might even do something special if you're the lucky number 200.
Speaker: So go give us a review.
Speaker: It doesn't have to be five star.
Speaker: It's funny because those of you that follow me on social media, we recently started renting out.
Speaker: We have a little additional unit on our property here in San Diego, Escondido to be exact.
Speaker: And we recently put on Airbnb.
Speaker: The first guy that rented out, it's been like, I don't know, eight, nine days.
Speaker: So if you want to do a Blitz out here, hit me up.
Speaker: Just might have a special nightly rate for you here in the Armstrong Casita Airbnb.
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.
Speaker: So I'm like, what is going on, man?
Speaker: You loved everything except for the value.
Speaker: So I sent him a message.
Speaker: I said, hey, just for future guests, you mind sharing what we can improve on as far as value goes?
Speaker: Just saw that you left a three star review with that.
Speaker: Didn't get a response.
Speaker: So I'm like, dude, come on.
Speaker: Anything below five stars is just a failure.
Speaker: Not really, but sometimes you let reviews get in your head.
Speaker: It's like, I'm just curious why it wasn't a five star.
Speaker: Hey, but appreciate any review you want to leave on the podcast and it helps get us more exposure.
Speaker: It helps us bring more free and valuable content to the ears of our listeners like yourself.
Speaker: Hey, but reviews aside, let's get into the topic of today.
Speaker: I'm excited.
Speaker: We're going to be having another high producer.
Speaker: We've had so many high producers on the show.
Speaker: It's just incredible to hear what guys are doing.
Speaker: Next episode, we're going to be hearing from Sam Manley.
Speaker: He's been selling with Spartan Solar out in Florida and did, I think it was...
Speaker: 62 deals in a month.
Speaker: Absolute insanity.
Speaker: And one key factor I see with all these high producers is they are very picky with their time.
Speaker: They are optimizing their time.
Speaker: They're not wasting it.
Speaker: They're offloading things.
Speaker: They're not doing, most of them aren't doing their own laundry.
Speaker: They're not cleaning their own houses.
Speaker: They're extremely picky with their time.
Speaker: So I want to just preview that a little bit.
Speaker: You're going to hear a lot more in the next episode.
Speaker: But speaking of time, I was in an appointment today and this guy, he seemed pretty interested.
Speaker: Things were going all right.
Speaker: This is like 10 minutes in the house.
Speaker: But the one problem was his wife wasn't there.
Speaker: So, of course, naturally, I've been doing this for a long time, seven years to be exact.
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.
Speaker: Because 99% of the time, they're like, I'm not going to do anything without my wife.
Speaker: Or if they do say they can make the decision, the other 1% of the time, or like...
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.
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.
Speaker: Hey, it just, yeah, that's not what, that's what top producers do.
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.
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?
Speaker: Hey, so I got a little bit of footage of,
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.
Speaker: And they can just sense that, oh, this guy just wants to get the clothes.
Speaker: This guy just wants to sell me.
Speaker: That's why.
Speaker: No, you know what?
Speaker: Just show me the information and I'll pass it on to her.
Speaker: This can happen, but I think there's some word tracks.
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.
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.
Speaker: That's where they're resistant.
Speaker: That's where they say, no, just show me the information.
Speaker: I'll pass it on to my wife, which you never want to do.
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.
Speaker: So let's pull it up here.
Speaker: And as usual, I record these on Ciro, S-I-R-O.
Speaker: It is the best video.
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
Speaker: I don't know, whatever.
Speaker: Yeah, because if that's the case, just because, yeah, I know my wife's typically on different questions
Speaker: So yeah, we can just do that.
Speaker: Is she like home soon?
Speaker: Do you think it's going to be?
Speaker: No, it'll probably be a little while.
Speaker: Okay.
Speaker: So yeah, you notice that the key thing here is I'm telling them why we want the wife to be home.
Speaker: Hey, just along with anything, you need to tell them why you want that, right?
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?
Speaker: What's your email?
Speaker: Okay.
Speaker: When are you going to be here?
Speaker: But they're not saying why.
Speaker: So you need to give the why behind the thing you were asking.
Speaker: So in this case, the why is because, hey, our job is to run the applications.
Speaker: And to get the ball rolling on the homes, you're not saying our job is to sell you solar.
Speaker: Our job's to close you today.
Speaker: I know hopefully no one's saying that.
Speaker: But you're doing it in a softer way.
Speaker: You're saying our job is to see which homes qualify.
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.
Speaker: So I just want to make sure she's in the loop.
Speaker: I don't want to send guys out if she doesn't know what's going on and her questions aren't answered.
Speaker: So let's go ahead and come back.
Speaker: I'll just come back when she's here too.
Speaker: And then going on, here's a few more things to help.
Speaker: Okay.
Speaker: So we'll just do that in and that way.
Speaker: Cause you want to be respectful of your guys, Simon, how does playing telephone back and forth?
Speaker: Yeah.
Speaker: That's pretty slam too.
Speaker: So we're not able to like keep coming back and forth.
Speaker: So we're just coming when she's here.
Speaker: Yeah.
Speaker: All right.
Speaker: Just evenings typically best for both of you?
Speaker: Yeah.
Speaker: Probably 5.30 in the year or something.
Speaker: Okay.
Speaker: We're pretty booked up this weekend.
Speaker: But if we came by, I think, one day Tuesday, even, I work for them.
Speaker: Right, and you let her know too, so she's not surprised.
Speaker: So that's pretty much it.
Speaker: So you can see this guy's chill.
Speaker: He was a Marines guy.
Speaker: Super chill dude.
Speaker: Luckily some people give you some pushback.
Speaker: But I think the key here is again just let them know why you're coming back.
Speaker: Lock down a time.
Speaker: You notice he says, oh, you got my phone number.
Speaker: You can give me a call.
Speaker: Never leave it hanging at just that.
Speaker: Should go without saying always set a time.
Speaker: Hopefully that's solar cells 101.
Speaker: But set the time you're going to come back.
Speaker: Figure out what their schedule is.
Speaker: Always narrow it down.
Speaker: Hey, afternoon, evening is better.
Speaker: Then narrow it down from there.
Speaker: Because if you just start throwing out times, people are going to say no, no, no, no.
Speaker: But if you already narrowed down that evenings are typically best, then they can't get out of that.
Speaker: It's like, dude, you just told me evenings are best for you.
Speaker: So that's how you can set an effective appointment or be more effective at setting the appointment.
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.
Speaker: Key is leave your card, leave something, have them write down the appointment time and have them put that on the fridge.
Speaker: And then make sure you prep them for what they're going to tell their wife.
Speaker: Because you know the wife's going to come home.
Speaker: Honey, what did you sign us up for?
Speaker: Who's coming by Wednesday at 530?
Speaker: You got to make sure that the guy knows what to say.
Speaker: So I try to prep them a little bit.
Speaker: Hey, just let her know it's not a big deal.
Speaker: It's not some long drawn out thing because what do homeowners think?
Speaker: What do spouses think?
Speaker: Oh, this guy is going to come camp out in our living room.
Speaker: He's going to be here two hours.
Speaker: Never leave.
Speaker: So make sure you prep them.
Speaker: Just say, hey, let her know it's not a big deal.
Speaker: We're not going to take a lot of time.
Speaker: We'll be pretty quick.
Speaker: We're just going to go over two things, a design and then a numbers chart.
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.
Speaker: If it makes sense, we'll submit an application, see if the home's a candidate.
Speaker: If it doesn't, we're not going to do anything.
Speaker: Sound good?
Speaker: Cool.
Speaker: Yep, so you've prepped them.
Speaker: You've had them write it down.
Speaker: You can throw in a lock close.
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.
Speaker: Cool.
Speaker: All right.
Speaker: You're not going to ghost me, right?
Speaker: Throwing something like that if you want to be extra cautious, extra cautious, especially we're shooting this around Halloween time.
Speaker: So I think it is throwing there.
Speaker: Good thing to throw in there.
Speaker: Hey, you're not going to ghost me.
Speaker: It's coming up on Halloween.
Speaker: You're not going to pull any ghosting acts, any disappearing acts, are you?
Speaker: You'll be here for sure.
Speaker: Good.
Speaker: There's the joke.
Speaker: Steal my jokes.
Speaker: Hopefully you'll like them.
Speaker: But yeah, that's pretty much it, guys.
Speaker: So hopefully that is helpful.
Speaker: Use that.
Speaker: Be respectful of your time.
Speaker: Make sure you are valuing your time.
Speaker: So many people that I see, they're new in the industry or even experienced, guys.
Speaker: They're doing full presentations and they're just shooting up half-court shots, expecting to drain them.
Speaker: But we want to shoot layups, right?
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.
Speaker: Okay, so send this to someone that is sitting with lots of one-leggers.
Speaker: Let them know.
Speaker: Tap them on the shoulder.
Speaker: Say, hey, start respecting your time and listen to Taylor's podcast.
Speaker: Okay.
Speaker: And hopefully it helps them.
Speaker: Then tell them to Venmo me a hundred bucks.
Speaker: I'll send you my Venmo handle.
Speaker: Okay.
Speaker: Just joking.
Speaker: But next episode, you're going to hear from Sam Manley.
Speaker: This dude is a beast.
Speaker: Make sure you don't miss out on it.
Speaker: It's going to be dropping this coming Tuesday.
Speaker: Guys, a closing machine, 62 deals in one month.
Speaker: Absolute insanity.
Speaker: So don't miss out on that podcast.
Speaker: We got much more coming your way.
Speaker: Thanks for listening.
Speaker: I love you guys.
Speaker: We'll see you on the next one.
Speaker: Hey, solopreneurs.
Speaker: Are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: We'll see you next time.
Speaker: able to improve it until I figured out what was going wrong.
Speaker: That's why I'm excited to announce for Eliminate Time we are doing a free sales diagnostic.
Speaker: You'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So act now we have six bucks for this month so book a call now don't miss out on
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an s dot com.
Speaker: I'll send you out a calendar link and we will figure out a time that works best.
Speaker: So shoot that email and let's increase your sales.
