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102: How to Book Rock Solid Solar Appointments
58 Plays5 years ago
This episode will teach you hacks to take your solar game to the next level and solidify your appointments.
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:17
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs, and this is our story.
Announcements and Listener Engagement
00:00:35
Speaker
What's up?
00:00:36
Speaker
Taylor Armstrong here, back with another episode.
00:00:40
Speaker
Welcome back to the Solopreneur podcast.
00:00:43
Speaker
If you're a new listener, thanks for checking the show out.
00:00:46
Speaker
If you are a loyal listener, much appreciated to you.
00:00:51
Speaker
So a couple announcements.
00:00:54
Speaker
We have been, we just finished up our giveaway for the 100th episode.
00:00:58
Speaker
And if you're listening to this, unfortunately you missed the giveaway, but there's going to be more in the future.
00:01:06
Speaker
So we want to thank everyone for coming back to the show where the goal is to provide you with the best information, tips, tricks, hacks to take your solar cells game to another level.
00:01:19
Speaker
That's the goal, we've done 100 episodes, let's make it 100 more.
00:01:24
Speaker
And the other announcement is, we need your suggestions for future guests on episodes.
00:01:31
Speaker
I know there's a lot of people out there who are doing crazy cool stuff in the industry.
00:01:37
Speaker
I don't know them all, so I need your
Outdoor Recording in San Diego
00:01:39
Speaker
help.
00:01:39
Speaker
Send me your suggestions.
00:01:41
Speaker
If you're not a member of the Solarpreneur Facebook group,
00:01:45
Speaker
We're gonna be making a post there asking for who you would like to hear on the podcast.
00:01:51
Speaker
So it'd be greatly appreciated if you could go post a suggestion, send me it, tell me why you think we should get them on the show.
00:02:02
Speaker
And then we will definitely reach out to them.
00:02:04
Speaker
So go and do that.
00:02:07
Speaker
So if you haven't noticed already, I am outside San Diego, California, walking around.
00:02:14
Speaker
It is a little bit of a windy day, so hopefully you're not getting a ton of wind feedback.
00:02:19
Speaker
But the goal is to get an episode every week to help you reach your goals.
00:02:26
Speaker
So I'm doing it outside, so I would take the kid on the walk here.
Challenges with Solar Appointments
00:02:31
Speaker
Walking Stockton here, he is nine months old.
00:02:35
Speaker
So if you hear him screaming in the background, disregard that as well.
00:02:39
Speaker
But I just want to do a quick little tip today, quick little episode about how you can solidify your solar appointments.
00:02:49
Speaker
I've been getting really into knocking here as the summer months start.
00:02:54
Speaker
And lucky for me here in San Diego, it is only like 80 degrees here knocking.
00:03:01
Speaker
So it's actually not even bad, but it hits 80 degrees and I'm sweating my butt off.
00:03:06
Speaker
I complain out there.
00:03:10
Speaker
It is tough So definitely shouldn't be complaining, but I definitely feel for all those that are knocking in Texas Arizona Just heard from my buddy in Arizona.
00:03:21
Speaker
They got up to 110 degrees I did my first summer knocking in Texas Dallas and it was blazing hot there Tons of humidity.
00:03:32
Speaker
So you guys had the real knockers out there But I am getting back into my knocking game
00:03:40
Speaker
I've talked in past episodes, but I was previously more just going to appointments.
00:03:46
Speaker
Now I am knocking a bit more, which has been nice.
00:03:49
Speaker
And it's been nice to get out there.
00:03:52
Speaker
But what I've seen, a lot of the newer reps that I'm working with right now, what I've seen that's a big problem is just getting appointments to show up.
00:04:02
Speaker
So how do you get these appointments to stick?
00:04:04
Speaker
We're all trying to book solid solar appointments, solid solar consultations, but how do you actually get them to show up?
00:04:12
Speaker
How do you get all the decision makers there?
00:04:13
Speaker
How do you make sure you set yourself up in the best way to actually close them?
Reducing No-Shows with Same-Day Appointments
00:04:21
Speaker
That's what I want to talk about today.
00:04:24
Speaker
So I've got three little tips I'm going to share that have been helping me
00:04:29
Speaker
And at the end of the day, really, sometimes no matter what you do, there's going to be no shows.
00:04:35
Speaker
It's going to be people that, husband, wife that doesn't show up.
00:04:40
Speaker
It's going to be people rushing you.
00:04:44
Speaker
I think we all have those things happen.
00:04:47
Speaker
Happens to me, but I have found things that definitely increase your chances.
00:04:52
Speaker
Book a solid appointment, definitely help you so that both homeowners will be there.
00:04:58
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definitely help you solidify the appointment so I'm gonna share those things and then I'd like to hear from other people as well what are you doing helps you solidify appointments what are you doing that helps you confirm these appointments so let's jump into it number one it's probably a lot of important things but I think the most important thing is don't book these appointments out
00:05:28
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Whether you're setting appointments on the phone, whether you're setting them in person, try to set appointments as soon as possible.
00:05:35
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Because the reality of it is people forget, people have stuff come up, the longer interval of time you have between that first contact and the appointment, I think more than anything, homeowners forget the benefits.
00:05:51
Speaker
Why did they even set up an appointment with you in the first place?
00:05:55
Speaker
Why were they interested?
00:05:58
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Because once you step out off that porch, people have very short memories.
00:06:04
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They forget.
00:06:05
Speaker
They think the next day, oh yeah, I had an appointment for solar.
00:06:09
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Why did I even set that up?
00:06:11
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I thought I wasn't interested in solar.
00:06:14
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And they don't even remember what you told them.
00:06:18
Speaker
So one of the biggest keys is set up the appointment soon, as soon
The Importance of Recruitment in Sales
00:06:22
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as you can.
00:06:22
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Because as you give them less time to have those thoughts spinning in their head,
00:06:28
Speaker
have them overthink it, paralysis by analysis, it's going to give you a higher chance to get back in and then they're not going to have to necessarily even put it on their calendar.
00:06:40
Speaker
So my suggestion is shoot for same day appointments as often as you can.
00:06:44
Speaker
This is something that honestly for the first couple years that I started in solar,
00:06:52
Speaker
I didn't think you should do same day appointments.
00:06:53
Speaker
I thought same day cells were for like pest control and alarms.
00:06:57
Speaker
No, solar is more of a, it's a big decision.
00:07:01
Speaker
It needs to be a long term thing.
00:07:03
Speaker
It needs to be something where you give them a couple days, go back for an appointment.
00:07:09
Speaker
But what I was finding is that so many of these people weren't even sitting.
00:07:13
Speaker
So many people wouldn't sit down with us.
00:07:15
Speaker
So many people canceled their appointments.
00:07:17
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A lot of no-shows, stuff like that.
00:07:20
Speaker
so about two years after i started our company started doing this experimenting with same-day appointments and i think i've mentioned a little bit but it literally took our appointment show ratio to just a whole nother level we went from having a couple sit in a day
00:07:44
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to probably took our appointment show ratio up by like 40% or so.
00:07:49
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So it's crazy results of it.
00:07:53
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And just that simple thing, just setting appointments for the same day.
00:07:59
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I'm gonna walk you through how we would do this, what the best way to do it, because a lot of people out there, they're saying, hey, Mr. Jones, what time works for you to come back?
00:08:10
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As you're saying this, the truth is people aren't going to say today.
00:08:15
Speaker
So what you have to do, you need to guide them towards that same day appointment.
00:08:20
Speaker
You need to make that suggestion, give them a gentle push, get them to sit the same day.
00:08:26
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So the way you do this, just like a lot of things in cell, you need to have that assumption, be super assumptive.
00:08:31
Speaker
Hey, Mr. Jones, we actually just wrapped up with...
00:08:36
Speaker
your neighbor Jim across the street.
00:08:38
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So our engineers, they're working on getting the info together for your home.
00:08:43
Speaker
They're actually looking at it as we speak.
00:08:45
Speaker
So when I come back, we'll have all that.
00:08:47
Speaker
And yeah, we'll be done with them in about 30 minutes.
00:08:50
Speaker
Our engineers will have it ready in about 30 minutes.
00:08:52
Speaker
So you guys will be here, right?
00:08:55
Speaker
So you're not asking them.
00:08:57
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You're getting a confirmation from them, but you're not even giving them an option.
00:09:02
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You're telling them that's what's going to happen.
Having Decision Makers Present
00:09:06
Speaker
Hey, solarpreneurs, real quick.
00:09:08
Speaker
If you've been in the solar industry any amount of time, you know that in order to take it to the next level, you need to always be recruiting.
00:09:15
Speaker
What is it?
00:09:15
Speaker
ABR, always be recruiting.
00:09:18
Speaker
So if you need help with recruiting, I wanted to share with you something that helped me take my recruiting skills to the next level.
00:09:25
Speaker
We literally went from an office of less than 10 reps to 25 to 30 reps in less than three months.
00:09:34
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And we did this with reps that continue to sell with us.
00:09:39
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Two or three of them went on to become managers.
00:09:41
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Several of them were top producers in our office.
00:09:45
Speaker
And there are multiple reps that are still with us to this day, more than a year later.
00:09:52
Speaker
So what is it that helped me?
00:09:54
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I took up the services of Ryan Holman with Cells Recruiting University.
00:10:00
Speaker
He helped me develop a system to take my recruiting game to the next level.
00:10:05
Speaker
And he really helped me follow up with the recruits, schedule group interviews with them, get a huge pool of applicants coming in day after day.
00:10:15
Speaker
I wanted to share with you guys his link.
00:10:18
Speaker
If you are looking to take your recruiting skills to the next level, go to Calendly.com slash SRU forward slash Solapreneur.
00:10:29
Speaker
Once again, that's Calendly.com slash SRU slash Solapreneur.
00:10:37
Speaker
SRU is Sales Recruiting University.
00:10:39
Speaker
Ryan will help you take it to the next level.
00:10:49
Speaker
You'll find that as you have this high level of assumptiveness, people are just going to accept it.
00:10:55
Speaker
They'll say, oh, okay.
00:10:56
Speaker
You're not giving them an option.
00:10:57
Speaker
You're saying this is what we're doing.
00:11:00
Speaker
They're going to get, our engineers are going to get the info together, and then we'll be back in 30 minutes.
00:11:06
Speaker
You and your wife will still be here, right?
00:11:08
Speaker
Great.
00:11:09
Speaker
You'll find that 90% of the time if you say this,
00:11:14
Speaker
well I shouldn't say 90% but a lot of times if you just have that high level of symptom-ness just don't even get one option people are going to be okay with you coming back that same day in 30 minutes or whatever the time frame is so that's the big tip with it push for that same day appointment get it going as much as you can make happen
00:11:41
Speaker
and then after that they don't let you do a same day appointment next best thing is the next day appointment after that you can do an appointment in two days but i would strongly recommend just don't book it more than two days out if at all possible you can go through you can track your numbers on this but i guarantee you after two days
00:12:08
Speaker
to be a very very very low percentage of people that show up for their appointments after two days so always make sure you book it within that time frame if you're not booking the same day then you can give them the option close right say okay mr jones i'm meeting with jim tomorrow at three o'clock
00:12:29
Speaker
And then I've got Judy right after that at four.
00:12:33
Speaker
Would five or seven work better for you guys, given the two options?
00:12:37
Speaker
We all know the option close.
00:12:41
Speaker
And again, just people are gonna have objections
00:12:44
Speaker
Occasionally with even booking next day appointments, they're going to say, oh, got a lot of stuff going on.
00:12:50
Speaker
It's a lot of newer reps.
00:12:52
Speaker
I see this all the time where they get one little kickback on having the appointment.
00:12:57
Speaker
They have the homeowner bring up, oh, actually be better next week.
00:13:00
Speaker
I'm more free next week.
00:13:02
Speaker
So newer reps, they're going to try and they're just going to be happy they got an appointment and accept that next week will work.
00:13:10
Speaker
But especially for managers, for owners, get your guys to realize that next week appointments aren't going to benefit you more often than not.
00:13:20
Speaker
You occasionally have some clothes, occasionally have some meat.
00:13:24
Speaker
But that's an objection.
00:13:27
Speaker
That's just smoke screen people are throwing out there.
00:13:29
Speaker
It's going to be very rare that people aren't available in the next two days.
00:13:34
Speaker
Everyone should have 30, 45 minutes.
00:13:39
Speaker
at some point in the day, the next two days.
00:13:42
Speaker
So figure out when they're free, work with them.
00:13:45
Speaker
Don't let them throw in the smoke screens at you.
00:13:48
Speaker
Just lock down a time.
00:13:49
Speaker
That's step number one.
00:13:52
Speaker
Don't set an appointment more than two days out.
00:13:55
Speaker
Okay, and then second step is make sure you have all the homeowners present.
00:14:03
Speaker
Another thing that a lot of newer reps struggle with is booking one-legger appointments.
Getting Inside the Home for Appointments
00:14:10
Speaker
wife's not going to be there husband's not going to be there make sure you lock down a time where both of them are there and another key with this that teach a lot of our newer guys make sure you're getting in the home as you book appointments if you're setting them over the phone okay it's different but as you're out knocking doors get inside the home as much as possible so when you get inside the home
00:14:40
Speaker
Guess what, the husband's probably gonna be inside watching the game.
00:14:45
Speaker
Guess not right now, there's no games on right now.
00:14:47
Speaker
Watching golf maybe.
00:14:49
Speaker
Maybe the wife's in there cooking dinner.
00:14:52
Speaker
You're gonna talk to just one spouse at the door.
00:14:57
Speaker
So as you get inside the home, you're gonna meet the other homeowner and have a chance to talk to them.
00:15:05
Speaker
And then as you're inside the home,
00:15:09
Speaker
becomes way more of like a pest pest what's that word pesky situation I think it's your pest on the porch you're a guest in the kitchen something like I always butcher that saying but if you're getting this home reality is you're gonna buy yourself more time you're gonna be able to build some rapport with that homeowner
00:15:34
Speaker
you're going to be able to get their energy usage which everyone should be doing too as they set up appointments you're going to solidify it it's a lot of benefits with getting in the home i know right now with covid it is trickier but what we have been doing that's helped is just let me bring a mask around
00:15:57
Speaker
talked about it in last episode i don't necessarily wear a mask because i'm knocking i know some people probably disagree with that but what i do out here in san diego is i just have it in my pocket people are concerned about it then slip it right on okay it shouldn't be an excuse to not get in the home so as you're finishing your pitch your door approach
00:16:24
Speaker
your last word should be okay Mr. Jones so I just have to fill out a quick form to make sure you are the homeowner here and then make sure we can produce the amount of energy that you're using so it's really quick but it's okay if I borrow just the corner of the table there do you want me to take my shoes off that's our line so you're not asking them permission to come inside well first you are but you're asking them if you want
00:16:54
Speaker
for them to take, or if you want, if they would prefer you to take your shoes off.
00:17:01
Speaker
And then whether they answer yes or no, they didn't say no, don't come in.
00:17:05
Speaker
They said no, don't worry about taking your shoes off.
00:17:08
Speaker
So again, the key with this, just having that high level of sumptiveness, you're doing it with everyone.
00:17:15
Speaker
In the previous episode, we talked about dropping names to your advantage.
00:17:20
Speaker
So you're going to want to do a lot of this.
00:17:22
Speaker
have a high level of assumptiveness and that's gonna help you get inside these homes.
00:17:27
Speaker
Okay, and then as you're inside the home, as you're setting up the time, as you're setting up the same day appointment, get the other homeowner involved.
00:17:39
Speaker
If you can, re-pitch him.
00:17:42
Speaker
I had an appointment like this yesterday where I did talk to the husband and he shut it down.
00:17:49
Speaker
And yeah, it sucks, I didn't book the appointment.
Using Reminders and Excess Leads
00:17:52
Speaker
But really it saved me time in the end because what would have happened, I would have set up the appointment with the wife, then I would have got there, it would have been the same result with the husband.
00:18:01
Speaker
So in a way I was actually happy because I'm like sweet, I just saved myself a trip to this home.
00:18:08
Speaker
I would have spent minimum 15-20 minutes getting ready for this appointment, having everything set up.
00:18:17
Speaker
So now I know I didn't need to worry about it.
00:18:20
Speaker
So even if you have spouses that cancel it, that are mad that their wives set it up, if you can find that out when you're in the home before you go back for the actual appointment, it's going to be much better.
00:18:30
Speaker
Okay, that's number two.
00:18:33
Speaker
Get all decision makers there.
00:18:34
Speaker
Okay, and the last tip I have with this, book and solid appointments.
00:18:40
Speaker
Don't be afraid to send some reminders.
00:18:43
Speaker
This is another thing, when I started in the industry, guys were so afraid, and I was actually even taught this by a lot of my past managers, is, oh, don't send out reminders.
00:18:54
Speaker
Don't call them, don't do anything, because if you're doing that, that just gives them an easy out to cancel the appointment.
00:18:59
Speaker
So don't ever remind them, just show up.
00:19:03
Speaker
And yeah, I can see the thinking behind that.
00:19:06
Speaker
Because some people, yeah, if they're going to cancel over the phone, sometimes you'll get to the house and you can talk them into still making the appointment happen.
00:19:15
Speaker
So I do understand the thinking behind that.
00:19:18
Speaker
But I also see...
00:19:22
Speaker
I also see that just kind of the fear-based mentality, like it's kind of the scarcity mindset, is you're just planning for appointments to happen.
00:19:30
Speaker
But really you should be keeping so many appointments in the pipeline, so many leads in the pipeline, that if one cancels, it doesn't matter, you got two more to replace them.
00:19:38
Speaker
Grant Cardone talks about this all the time too.
00:19:41
Speaker
Have so many leads, create yourself new problems.
00:19:45
Speaker
Make it the problem that you're so busy that you don't have time to go to all your appointments.
00:19:50
Speaker
Then you're going to be stoked when one falls through because sweet, that means you can go to the other two you had set up.
00:19:56
Speaker
So that's the key with it.
00:19:58
Speaker
And I bring that up because I think you should remind people of appointments.
00:20:03
Speaker
Okay, for those reasons, it's going to clear up your schedule for other appointments that maybe you needed to go to.
00:20:11
Speaker
and then also with this as i started when i did this over and over and over i would get such a low amount of appointments that actually sit down with me just kind of going back to their home crossing my fingers that they would show up that's it would just really demotivate me like i knew i should go back out knocking but i had an appointment no show and i'd be like oh well this was already blocked off of my calendar
00:20:38
Speaker
I drove to it, took the time.
00:20:41
Speaker
Nah, I'm just going to hang out for a little bit.
00:20:43
Speaker
So it was laziness on my part, but if I could have confirmed these appointments beforehand, if I could have had them canceled beforehand and not showed up, then it would have made it a lot easier to go out and do some more prospecting, make some more phone calls, knock on doors.
00:21:01
Speaker
So that's my opinion of it.
Strategic Appointment Booking
00:21:03
Speaker
Do the reminders.
00:21:05
Speaker
Give them a phone call.
00:21:06
Speaker
I'm a big fan of phone calls.
00:21:08
Speaker
And with same day appointments, that's the other reason for same day appointments.
00:21:11
Speaker
You don't have to do any of this.
00:21:13
Speaker
You don't have to worry about spending time confirming them, spending time sending out texts, emails.
00:21:19
Speaker
You can just show up.
00:21:21
Speaker
But if you are booking next day appointments or two days later, I think it is important.
00:21:27
Speaker
Send them a reminder text.
00:21:30
Speaker
And like I mentioned in the beginning, a big reason that people cancel, it's not because they forgot a lot of times about the appointment time.
00:21:39
Speaker
It's more they forgot what are the benefits.
00:21:42
Speaker
So that's a key with it.
00:21:44
Speaker
As you're sending reminders, as you're sending emails, don't just remind them about the appointment time, remind them of the benefits too.
00:21:51
Speaker
Why did they want to book an appointment with you in the first place?
00:21:55
Speaker
Why are other neighbors doing it?
00:21:58
Speaker
So my recommendation is keep a tab in your notes if you're using an iPhone, which you all should be.
00:22:04
Speaker
That's what the true salespeople use, iPhones.
00:22:07
Speaker
Just kidding.
00:22:09
Speaker
But...
00:22:10
Speaker
they're the best but keep a notes tab keep some sort of saved template of reminder text of reminder emails because you don't want to be sending out a new text every time so if you're not already doing this just keep them they're called canned responses just keep them saved somewhere so easy accessible so you're not typing out a new reminder you're not sending out a new email it's gonna save you tons of time and all you have to do is copy and paste it over
00:22:39
Speaker
update the name and shoot it out.
00:22:42
Speaker
I'm also a big fan of selfie videos.
00:22:45
Speaker
These are something we used to do a ton.
00:22:48
Speaker
Need to try to incorporate it again, but then record a quick selfie video of what you're doing.
00:22:55
Speaker
People love that.
00:22:57
Speaker
So experiment with those two things and we're all about helping people save time.
00:23:03
Speaker
So don't be afraid to automate things too.
00:23:06
Speaker
If you're using, there's a lot of different CRMs out there, but I've mentioned before I use one called High Level.
00:23:14
Speaker
And it's great because you can set up templates in there, set up triggers.
00:23:19
Speaker
So it's a touch of a button that all these automations are going out.
00:23:22
Speaker
You can set up a reminder text sequence to go out and set up reminder emails.
00:23:28
Speaker
If someone no-shows an appointment, you can set up an automated sequence that will go out and try and get them to reschedule the appointment.
00:23:36
Speaker
Hey, I don't have time to do all this stuff myself.
00:23:39
Speaker
So set up something like this.
00:23:41
Speaker
Get all those sequences set up.
00:23:44
Speaker
If you have emails you send out, hey, we missed you.
00:23:46
Speaker
This is what's going on.
00:23:49
Speaker
We can get you in the schedule while we're out here.
00:23:53
Speaker
We're going to give you a free Nest Thermostat.
00:23:55
Speaker
We're going to, I don't know, maybe you got a promo going on in the neighborhood.
00:24:00
Speaker
So have all these things set up beforehand.
00:24:04
Speaker
So that way it's going to save you time.
00:24:05
Speaker
It's going to get these things automated for you.
00:24:07
Speaker
Okay, so that's my suggestions.
00:24:13
Speaker
Don't forget to send reminders.
00:24:15
Speaker
Don't be afraid of it.
00:24:16
Speaker
Embrace it.
00:24:18
Speaker
If you do these three things, don't set up an appointment more than two days out.
00:24:24
Speaker
Be sure all the decision makers are there.
00:24:26
Speaker
don't be afraid to send reminders and call I promise you it's gonna help your appointments be much more solid and the last thing in closing make sure you set the expectations what's gonna happen in that next appointment what are you gonna go over are they gonna be signing up then hey it shouldn't should never be a surprise when you ask them to fill out an application when you ask them to sign documents so if they know this beforehand
00:24:56
Speaker
If you've already told them what's going to happen, you're going to set up the likelihood of you closing the deal that much more.
Episode Conclusion and Feedback Request
00:25:04
Speaker
Make sure you're doing those things, okay?
00:25:07
Speaker
And let me know what you thought of the episode.
00:25:09
Speaker
Again, go in the Solar Preneur Facebook group and let me know who you want to see on the show, who you know that's crushing it right now.
00:25:18
Speaker
And as always, we're looking to bring the best content to you.
00:25:21
Speaker
Apologize for some of the wind and cars we had driving by.
00:25:25
Speaker
But hopefully you got the message.
00:25:27
Speaker
And we will see you all next week.
00:25:30
Speaker
Keep crushing in these summer months and stay cool.
00:25:32
Speaker
Peace.
00:25:34
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:25:37
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:25:48
Speaker
And we do it all for free.
00:25:50
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
00:26:02
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:26:11
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:26:16
Speaker
So take care of that now and we'll see you on the next episode.