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How to Close 25+ Deals a Month
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The biggest question we're faced today, whether for competitions or personal goals, is how can we produce more? This episode gives you genuine tips on how to optimize your lifestyle and routines to keep yourself more open to opportunities on the doors.
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Transcript
Taylor's Journey from Struggles to Success
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you 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? 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.
How to Close 26 Deals in a Month
00:00:41
Speaker
Hey, what's going on, solopreneurs? Today we're going talking about how you can close 25 plus deals in a month. Recently had my biggest month in a long time and was able to get 26 deals in a month, so I'm going share some things that I did different and some things you can apply and do the exact same thing that I just did. so Welcome to the podcast. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:01:08
Speaker
Doing this podcast, sitting down today, which usually if you watch the video, you see me standing up. I like standing. For me, it's easier to, I feel like, you know project the voice a little bit more, just have a little little more excitement when I'm speaking. So hopefully I don't come off too monotone today sitting down here in the chair, but there's a good reason for it. I'm actually doing this podcast sitting down because I busted up the kneecap last weekend and was doing little jujitsu competition and unfortunately didn't go my way.
Knee Injury and Its Impact
00:01:40
Speaker
Not sure what's going on with it, but every time I put weight on it, just get a pretty sharp pain.
00:01:45
Speaker
So I'm taking it easy, got my crutches nearby and we're rocking crutches for a minute, seeing if it'll improve. It's been two and a half days now, been icing it, but I might have to go get an MRI soon.
00:01:57
Speaker
So if you train sports or do jujitsu, whatever, take it from me. If you already had something sore, maybe ah consider sitting out the competitions.
00:02:07
Speaker
I had sore knee, actually had a knee injury earlier in the week and decided to compete anyways. made it worse. So live to train another day, right? Especially in this job makes a little bit tougher when you struggle to walk. Okay, but we're still here bringing you fresh content. And I'm still out there closing deals as much as I can. Slowed down the knocking definitely while I'm on crutches, but who was able to get out there
Maximizing Sales Efficiency Techniques
00:02:33
Speaker
close one today. so We're going to talk about some ways you can maximize your efficiency and get the most deals possible in a month. so If you haven't hit big numbers, the first step is you got to believe that it's possible. You got to change your mindset that you can do hard things. You can hit big numbers. and If you haven't hit, you know maybe you're someone that you haven't even hit 10 deals in a month. It's like, okay, how how are we going to hit 25 if you haven't even hit 10?
00:03:00
Speaker
So I think the key is you stretch yourself gradually, you see what's possible. You start to increase your frame of what you think is doable, right? um I remember for so long, I thought it was 10 deals in a month. I'm like, man, if I could just hit 10 deals in a month,
00:03:16
Speaker
I will be so happy that will be all the money that I could dream of making. And then it's like you hit 10. Then all of a sudden you're like, oh, well what about 15? You gradually break these barriers, then it becomes easier. So the first key is challenge yourself to break through to that next level for you. Maybe it's just hitting 10 in a month.
00:03:33
Speaker
Maybe it's hitting five in a month. Maybe you started. You need to challenge your concept of what's possible and do the next big thing. okay And, you know, it does make this easier if you have setters.
00:03:46
Speaker
There's definitely people that have gone out and hit 20, 30 deals in a month without setters. it's ah It's harder, but if you have people setting up appointments, if you're supplementing your own appointments with ah people on your team, it does make it quite a bit easier to hit it because they're the ones
Sacrifice and Work-Life Balance
00:04:03
Speaker
filling your schedule. so just keep in mind not all numbers are created equal i did this with setters okay open disclaimer i do have um some good setters that are cranking this month i believe i think was about 20 of the deals were from setters about five were from self-generated or referrals or my own knocking makes way easier to get your setters cranking but the first point
00:04:25
Speaker
is number one, you got to be willing to outwork everybody. And if you do have setters, you got to be willing to take appointments pretty much whenever. For me, I work every day except for Sunday. You know, it's just a season of grind, trying to get ahead and pay off some debts, trying to get ahead in multiple areas. So for me, it's the time where I'm going to work as much as I can. right? And you need to, if you have family, you need to make sure your family's on the same page. Just definitely come with sacrifice.
00:04:51
Speaker
Love what Taylor McCarthy says. if you follow Taylor McCarthy, he always says next to the word success in the dictionary is sacrifice because you can't have success without sacrificing one thing or another. And for me, Many times it has come sacrificing time with family that can change. I go through seasons. There's times where i sacrifice the job for family, but but you got to make that determination for yourself. Is this a season of sacrifice for you?
00:05:16
Speaker
And if it is, maybe you need to do, maybe you need sacrifice the time with friends and family. Maybe you need to put things on pause you can get ahead in other areas of life. So just remember that there are seasons and everything. and You need to decide what you're going to sacrifice if you truly want to hit.
00:05:31
Speaker
some big numbers um in the coming month. So decide what that is for you. And if you do want to hit those big numbers, be willing to outwork everybody and be willing to take appointments pretty
Managing Appointments and Training for Sales
00:05:42
Speaker
much whenever. If you're on an set or closer, got to be willing to basically take appointments whenever. 8 a.m. appointments, 9 p.m. appointments,
00:05:50
Speaker
We had a stacked calendar and you know I was trying to not say no to any appointments. Number two, speaking of appointments, if you are, especially if you are a running set or closer, you need to watch your calendar like a hawk. And if you do have appointments fall through, if you have people that know show you,
00:06:06
Speaker
Whatever happens, well, first of all, try to stack multiple appointments. Huge secrets. Any top producer will tell this. Do time windows. If you do have the appointment volume, then, you know, top guys, they are confirming appointments because that's ideal, right? If you can get a confirmed appointment, both decision makers are even better. i wasn't confirming all appointments this previous month when I hit the 26 deals. I was making sure they're solid, but what i what I was doing what the second point is, is if you have something fall through, you need to immediately let that setter know.
00:06:39
Speaker
But then you also shoot out a message and let guys know, hey guys, open for same days for the next two hours. um Open for same days. Then maybe throw out an incentive, have guys run and get you a same day.
00:06:53
Speaker
and Because so many times had stuff fall through, i would let our setters know. And then ah guys are hungry, they go out, they grind. And many times I would have another appointment to replace it in within a half an hour. Okay, so you got to make sure you train your guys well, make sure they're hungry.
00:07:11
Speaker
Yeah, have go out and get a same day when something falls through. And that leads in the third point third point here. Last but not least, knock yourself, right? um Some guys, I get it. Some guys get a calendar so stacked with them maybe referrals, setter appointments. Sometimes it's tough to find the time to knock.
00:07:30
Speaker
And um I did struggle to find the time. A lot of times it was like, I got to catch up on some missing items for this customer. And so if you can outsource as much as possible, give yourself time to do the most important tasks, the money making activities, it's going to be ideal. Yeah, if anything, knock with your guys between appointments, right? If you have some time, try to outsource customer management and type things.
00:07:52
Speaker
ah Get out with your guys, knock with them. It's going to help your guys too if you can get out with the turf with them. Show them how it's done. There's no reason you can't do the job and train at the same time by simply just having someone follow you out there. One thing I did that I had been slack on little bit on is just making a conscious effort to try to train guys. Got a few deals just by being out there training guys.
00:08:15
Speaker
and When I did have appointments fall through, paid off because that's when obviously you make more on a safe self-generated deal. than at just relying on set appointments. Okay, and yeah, so again, just to that point, outsource as much as possible. well This is the only way that I've been able to have longevity in this job and have a family, have three kids, is by just trying to outsource as much as possible.
Outsourcing for Business Focus
00:08:36
Speaker
You know, we've done multiple episodes on this, but when I get home, it's not I'm not spending time cleaning, not spending time doing laundry. We've got someone that helps with that.
00:08:47
Speaker
It's been a good thing to outsource. So in my head, if you can go take an appointment, if you can go get one more deal, you're easily going to pay for things like that, a house cleaner or for even cooking meals. You know, I'm married, so shout out to my wife. She's really good at planning meals, things like that. But if you're not, then you got to consider outsourcing as much as possible if you do truly want to hit big numbers and go have a massive month to gear up for the summer. Okay, so these are just a few things that helped this past month.
00:09:16
Speaker
um If you do these, apply them and i keep your tools sharp, constantly try to improve, constantly try to learn, keep tuning in the podcasts. You can go have breakthroughs. You can go and change your month. You can change your week. You can change your financial future. just by implementing these things. So be willing to out out hustle anyone, be willing to be the hardest worker in the room, get your calendar dialed, make sure to update your team if you have things fall through so they can set you more appointments, so can get your same days. And then number three, just maximizing your time, go out and knock with your team when you do have those appointments that fall through.
00:09:54
Speaker
or any other spare time. That's how you're going also train your guys and not just be always in deals. So I hope these things helped you. Would love to hear um any other the suggestions you guys have, the listeners, for going out and having a massive month.
00:10:09
Speaker
And let me know if these things helped you. We got some exciting guests coming up and please let us know any other topics or guests that you want featured on the show. We'll see you on the next episode.
Introduction to SolarScout App
00:10:21
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:10:32
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called SolarScout. But it's not a door-knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:10:55
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:11:10
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:11:23
Speaker
Okay, the show.
SolSciety: A Community for Solar Pros
00:11:25
Speaker
Hey, solarpreneurs, quick question. 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.
00:11:36
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. 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. And it's called Solcitee.
00:12:01
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.
00:12:21
Speaker
Currently, SolSciety is open, launched, and ready to be enrolled. So go to SolSciety.co to learn more. and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join. We'll see you on the inside.