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The 10 Commandments of Solid Appointments
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Transcript
Introduction to the Solarpreneur 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.
Taylor's Journey from Struggles to Success
00:00:19
Speaker
I teach you 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.
00:00:43
Speaker
What's going on, solopreneurs?
The 10 Commandments of Appointment Setting
00:00:44
Speaker
Taylor Armstrong here.
00:00:45
Speaker
We're going to be talking about the 10 commandments of appointment setting today.
00:00:49
Speaker
Hopefully that can create enough intrigue for you.
00:00:52
Speaker
But before that, if you're new to the show, welcome back.
00:00:55
Speaker
Or welcome, rather, if you are not new, welcome back.
00:01:00
Speaker
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
And I appreciate all the reviews, all the shares.
00:01:11
Speaker
If you've not done that yet, it would be much appreciated.
00:01:15
Speaker
We are kicking off the holiday season.
00:01:17
Speaker
Typically, people slow down during this time of the year, but I'm going to challenge you.
00:01:21
Speaker
When other people are slowing down, you speed up.
00:01:24
Speaker
I know a lot of people tend to make excuses during this time of year, and there are some things that are tough, a little bit out of our control, such as people rescheduling appointments.
00:01:34
Speaker
for holiday purposes, family coming into town can be a tough time, but you can do things to counter that.
00:01:41
Speaker
And most people I see tend to slow down during this time of year, tend to work less.
00:01:46
Speaker
So why not work harder?
00:01:48
Speaker
See what you can actually do during this time of the year.
00:01:51
Speaker
And if you're leading a team, great time to throw out some holiday incentives, some things that really just challenge your guys to push harder when people are slowing down.
00:02:01
Speaker
When they zig, you zag, right?
00:02:04
Speaker
So that's what solopreneurs are going to do during this holiday season.
00:02:08
Speaker
They're going to continue to dominate and not slow down.
00:02:11
Speaker
So let's jump into the topic, and that is the Ten Commandments of Appointment Setting.
00:02:16
Speaker
I hope you love the Bible because we're going straight to the Bible of Solopreneur to pull out these Ten Commandments.
00:02:23
Speaker
We were just on Mount Sinai the other day.
00:02:26
Speaker
These are the Ten Commandments that were revealed to set appointments.
00:02:31
Speaker
Not to be sacrilegious, but we're going to talk about some things that are very important that everyone should be doing.
00:02:36
Speaker
And what spurred this topic is because if you heard in my last episode, we talked about the blitz we did in Dallas, Texas.
00:02:43
Speaker
Our team probably had 30 appointments fall through during the week.
00:02:47
Speaker
A ton of appointments fall through.
00:02:49
Speaker
Some we couldn't do much about, but some I think our team could have done a better job on a few of the things we're going to discuss today, myself included.
Handling Cancellations and Engagement Strategies
00:02:59
Speaker
I did have a lot of appointments fall through, and as I was kind of going back thinking about why appointments fell through, I realized that at times I was not doing all of these commandments.
00:03:09
Speaker
So we're going to talk about it.
00:03:10
Speaker
Hopefully it helps you and hopefully it gives you a way to counter some of the flakiness of people during this holiday season.
00:03:17
Speaker
At the end of the day, we can never control 100% if people are going to show up for their appointments.
00:03:21
Speaker
So don't beat yourself up.
00:03:23
Speaker
That is a very important thing to consider is that just disconnect yourself from the result, right?
00:03:30
Speaker
Just connect yourself to the input you're putting in.
00:03:32
Speaker
Because no matter what, if you set a perfect appointment, if you set your expectations, if you do everything we're going to talk about today, sometimes it's still not enough because we can't control family emergencies.
00:03:42
Speaker
We can't control whatever's going on with a particular homeowner.
00:03:47
Speaker
I had one last week as I was knocking out in Dallas that I thought was rock solid.
00:03:51
Speaker
We'd rescheduled twice.
00:03:52
Speaker
He was pretty responsive over text, was pretty interested.
00:03:57
Speaker
And then when we've locked down a solid time, said his wife is going to be there.
00:04:01
Speaker
All good.
00:04:02
Speaker
About an hour before the appointment, he texts me, says, hey, Taylor, my mom got cancer.
00:04:07
Speaker
I'm not going to be able to make it.
00:04:08
Speaker
Like, what do you say to that?
00:04:09
Speaker
Right.
00:04:10
Speaker
So just a freak, you know, thing that happened.
00:04:14
Speaker
So just goes to show that we cannot control everything.
00:04:16
Speaker
Hopefully his mom gets better.
00:04:17
Speaker
But, but man, what are the odds that that happens on a solid appointment where we'd reschedule twice?
00:04:24
Speaker
So anyways, let's jump into the topic.
00:04:26
Speaker
So commandment number one, and this is in no particular order.
00:04:31
Speaker
And these are my opinions.
00:04:32
Speaker
These are things that have helped me.
00:04:34
Speaker
So disclaimer, there's probably other things that people do to make appointments solid.
00:04:38
Speaker
So I would love to hear from our audience, would love to hear from the solopreneurs.
00:04:42
Speaker
Shoot me a DM, send me a message, shoot me an email, taylorsolrepreneurs.com.
00:04:48
Speaker
If you have other things that you think are more important than some of these, or if you have other things that help solidify your appointments.
00:04:56
Speaker
So the first one is set the appointment with all decision makers.
00:05:01
Speaker
And I forgot, thou shalt set the appointment with all decision makers.
00:05:04
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This is a commandment.
00:05:06
Speaker
And should go without saying, if you don't set an appointment with all the decision makers, with the husband and the wife, chances go way up that the husband's just going to tell the wife, hey, honey, a solar guy's coming by to sell a solar.
00:05:17
Speaker
Do you want to meet with them?
00:05:18
Speaker
And they're going to cancel.
00:05:20
Speaker
This happens time after time after time to myself, to people on our team.
00:05:24
Speaker
Happens a lot.
00:05:25
Speaker
So how can you counter this?
00:05:27
Speaker
Sometimes it's not always possible, but you've got to try to talk to both decision makers.
00:05:33
Speaker
So if you are knocking, you can do your best to talk to a way to do this is, you know, asking if the wife is home.
00:05:42
Speaker
You don't want to be creepy about it because that's come back to buy me.
00:05:45
Speaker
And we're going to talk about some other things that will lead right into this.
00:05:48
Speaker
But if at all possible, try to get in front of both the husband and the wife, both the husband and husband.
00:05:55
Speaker
They're gay, right?
00:05:56
Speaker
Although I'm not to discriminate.
00:05:58
Speaker
And that's another thing in California.
00:06:00
Speaker
I've assumed husband and wife way too many times.
00:06:03
Speaker
There are a higher percentage of gay people out there.
00:06:06
Speaker
So let that be a lesson to you.
00:06:08
Speaker
Don't always assume that it's husband and wife.
00:06:11
Speaker
I always just ask just to be safe.
00:06:13
Speaker
I just say, hey, are you the only one?
00:06:14
Speaker
Are you the only one that owns a home here?
00:06:16
Speaker
You married?
00:06:16
Speaker
Okay, great.
00:06:17
Speaker
And then usually at that point, they'll say my partner, they'll say my wife, whatever.
00:06:21
Speaker
And then, you know, you got to try and get in front of them.
00:06:23
Speaker
If you can't, then I would suggest just trying to get them on the phone.
00:06:28
Speaker
If you can get the husband, wife, other decision maker on the phone and really just give your presentation to them, the chances of that appointment canceling go way down.
00:06:37
Speaker
So if at all possible, try to do that.
00:06:39
Speaker
Guys, that's the first commandment.
00:06:40
Speaker
Commandment number two, leave them with some sort of appointment card or some sort of brochure.
00:06:48
Speaker
I don't know if your company has something, you can leave them.
00:06:51
Speaker
I've noticed that my percentage goes up.
00:06:53
Speaker
If I have a little card, I can leave them.
00:06:55
Speaker
Lately, I've been using the rep card.
00:06:57
Speaker
They have the little top cards.
00:07:00
Speaker
And obviously, we're just audio here.
00:07:02
Speaker
So
00:07:02
Speaker
a little tougher to show you, but we are making video versions of these.
00:07:06
Speaker
But hit me up if you want to see an example of this.
00:07:08
Speaker
You can just go to RepCard.
00:07:09
Speaker
They have some little illustrations with the QR code on the back, people in scan.
00:07:14
Speaker
So I've been leaving people with that.
00:07:16
Speaker
I've used in the past just appointment cards where I fill out the name, phone number, email address,
00:07:23
Speaker
kilowatts used during the year and leave them with that.
00:07:28
Speaker
Because if you leave them with something, they have something physical to hold on to.
00:07:32
Speaker
It makes it more real that you're coming back.
00:07:34
Speaker
And yeah, I think it's just better.
00:07:36
Speaker
It reminds them of the benefits or reminds them when you're coming back.
00:07:39
Speaker
So we've used that a lot.
00:07:41
Speaker
Just a little card that explains why you're coming back and gives a little summary of the program.
00:07:46
Speaker
Because what will happen once you leave that doorstep, usually they're forgetting the entire reason you came.
00:07:52
Speaker
They're forgetting all the benefits you explained to them.
00:07:54
Speaker
So if you have something that kind of reminds them of that and also reminds them of the time, then that's going to help a lot.
00:08:00
Speaker
Okay.
00:08:00
Speaker
And then one I didn't just to go with that one I didn't include in here is getting the bill.
00:08:05
Speaker
Obviously, if you can get the actual utility bill or usage, then that's making them have more skin in the game.
00:08:14
Speaker
That will also make the appointment.
00:08:16
Speaker
a lot more solid but i actually didn't include that in the 10 so my bad that's a bonus one right there
00:08:21
Speaker
Okay, commandment number three, thou shalt get inside the home.
00:08:25
Speaker
Okay, and this is one that's a little bit controversial.
00:08:27
Speaker
I've had a lot of people that don't really do this, that don't really agree with this.
00:08:32
Speaker
But let me tell you, I've had so much more success when I can get in people's homes to set the appointment.
00:08:38
Speaker
And we've discussed these on the podcast, but just getting in the home, what does it do?
00:08:42
Speaker
Number one, it shows them that you're going to be coming back inside the home with them.
00:08:47
Speaker
Number two, it buys you more time to get all the information on the porch.
00:08:52
Speaker
You're a pest in the home.
00:08:53
Speaker
You're a guest, right?
00:08:55
Speaker
Repeat that 10 times.
00:08:56
Speaker
So make sure you do whatever possible to get inside that home.
00:09:00
Speaker
And it's going to make it way more likely that you can talk to the other decision makers, the other homeowners.
00:09:05
Speaker
It's just going to buy you way more time to get the actual bill.
00:09:09
Speaker
So much easier to get the bill, to get all the usage when you're inside the home rather than pulling teeth.
00:09:14
Speaker
and trying to get people to give it to you on the porch.
00:09:17
Speaker
If you cannot get inside the home, then the next best thing, pull them out to like the meter, pull them out around the back of the house, point something out to them.
00:09:25
Speaker
Cause if they're just behind their door the whole time, that solid appointment is getting less solid by the second.
00:09:31
Speaker
So worst case, try to get them in a different location, move them.
00:09:34
Speaker
All my pest control guys know what I'm talking about.
00:09:36
Speaker
If you can move them to the meter, move them somewhere outside by the house, it's going to also buy you time.
00:09:41
Speaker
Okay.
00:09:42
Speaker
And I've done other podcasts on this, but just briefly, the way I get inside the home is I just simply say at the end of my presentation on the doors, I'm going along with the appointment card.
00:09:53
Speaker
I say, Hey, what we do today, it's just a quick form we fill out to make sure your home is even qualified.
00:09:58
Speaker
Make sure we're not wasting any of your time.
00:10:00
Speaker
Then that way we can see if we're able to produce all the energy you're using.
00:10:03
Speaker
So just a couple of basic things we fill out and I'll leave you with a copy too.
00:10:06
Speaker
Do you have just corn on the table?
00:10:09
Speaker
We can borrow real quick.
00:10:10
Speaker
Do you want me to take my shoes off?
00:10:12
Speaker
Then just lean in.
00:10:13
Speaker
This gets me in a lot of homes.
00:10:14
Speaker
Okay, so try that.
00:10:16
Speaker
Practice that.
00:10:17
Speaker
Drill it.
00:10:18
Speaker
Rehearse it.
00:10:19
Speaker
In worst case, if they don't let you in the home, then like I said, move them to a different place.
00:10:23
Speaker
Okay, commandment number four.
Effective Appointment Confirmation Techniques
00:10:25
Speaker
Thou shalt get them to write the appointment time.
00:10:28
Speaker
Hey, and so what I mean by this, when you are going over the actual time that you're going to come back, which make sure they know you're coming back to sit down, make sure they know
00:10:38
Speaker
You know, it's not going to be a five minute thing that you're just dropping in the mailbox.
00:10:42
Speaker
That's happened to me so many times with appointment setters.
00:10:44
Speaker
I get back and they think I'm just, you know, leaving something in the mailbox for them.
00:10:48
Speaker
So make sure you're setting expectations with them.
00:10:51
Speaker
But as you're going over the actual time you're coming back, I think the best thing, get them to write it down.
00:10:56
Speaker
What does it do when people write it down for themselves?
00:10:59
Speaker
It's activating the senses.
00:11:00
Speaker
It's activating the muscle memory.
00:11:02
Speaker
Way more likely to remember the year coming back.
00:11:04
Speaker
And it makes it real in their mind when they write it themselves.
00:11:08
Speaker
So try this little hack.
00:11:10
Speaker
I think I heard this first from Grant Cardone maybe.
00:11:12
Speaker
But way more solid appointments if you can get them to write it.
00:11:16
Speaker
Next best thing, if they're not going to write it, get them to put it in their phone, in their calendar.
00:11:21
Speaker
That'll also make it more real to them.
00:11:23
Speaker
Commandment number five.
00:11:26
Speaker
Thou shalt not say the word...
00:11:28
Speaker
appointment.
00:11:29
Speaker
Okay.
00:11:29
Speaker
I know I've been saying appointment this whole time, but, uh, you got to remember these little words trigger people and shout out to Taylor McCarthy for this.
00:11:37
Speaker
If you haven't listened to Taylor McCarthy's podcast that we've done, we're going to do a new one soon with them here.
00:11:43
Speaker
But he goes over all the words that you should not be saying in sales.
00:11:47
Speaker
Stuff like contracts, stuff like appointments, stuff like sales, stuff like customers.
00:11:52
Speaker
Replace it with family-friendly words, words that aren't going to trigger a buyer response in their head or a response that they're being sold.
00:12:01
Speaker
Because anytime you say appointments, it sounds like a bigger commitment.
00:12:04
Speaker
What do we think of when we think appointments?
00:12:06
Speaker
Doctor's appointments, sales appointments,
00:12:11
Speaker
I don't know, people typically don't have the most positive things associated to appointments.
00:12:16
Speaker
So what do you say instead?
00:12:17
Speaker
You say pop by, you say drop by, things like that makes it less of a big deal in their head and yeah, makes it stickier.
00:12:27
Speaker
So try that when you're out there.
00:12:28
Speaker
Eliminate the word appointment from your vocabulary.
00:12:31
Speaker
Replace it with Popeye.
00:12:33
Speaker
And with that, again, make sure you're setting the proper expectations.
00:12:37
Speaker
It is an appointment, but don't make them think it's just a Popeye to drop something off.
00:12:42
Speaker
Hit number six.
00:12:43
Speaker
Commandment number six.
00:12:45
Speaker
Text them after you set the appointment and get them to respond.
00:12:49
Speaker
This is another thing that helps tremendously.
00:12:52
Speaker
Another thing that I think I got from Taylor McCarthy.
00:12:55
Speaker
Make sure, so after you go over the details, after you go over, you know, what's going on with you coming back, this is a good time.
00:13:05
Speaker
Text them.
00:13:06
Speaker
Okay, and then make sure, super important, I always just text them my rep card, which I suggest that to everyone.
00:13:13
Speaker
Get on rep card, send it to all your people.
00:13:15
Speaker
But get them to like it.
00:13:16
Speaker
Get them to send a thumbs up.
00:13:18
Speaker
My line is, I just say, hey, so I'm going to text you just some links to our websites, things like that, if you guys want to do any research, look things up beforehand, write down all your questions.
00:13:28
Speaker
I'm going to text you this.
00:13:30
Speaker
You should have just gotten it.
00:13:31
Speaker
Great.
00:13:31
Speaker
Okay, do you mind sending me just like a thumbs up just so I know it's YouTube?
00:13:34
Speaker
Perfect.
00:13:35
Speaker
And then what you're doing, you're starting that text relationship with them.
00:13:39
Speaker
And I know some people are like, hey, never text your customers.
00:13:42
Speaker
They're going to cancel.
00:13:44
Speaker
But I think if you can get that text relationship started and if you've done all these other things to solidify it, then texting is just going to be another, you know, salt thing that makes it more solid on top of all that.
00:13:56
Speaker
If it's a crappy appointment, if you haven't done any of the other things we talked about before this, and if it's obvious that it's probably not going to sit, then yeah, then this isn't going to really do anything.
00:14:09
Speaker
It's just going to be probably an excuse for them.
00:14:12
Speaker
So I guess if it is a super crap appointment and you're just texting them and you think it's very likely that it's going to cancel,
00:14:18
Speaker
then yeah, at that point, I guess you can just throw them one on the wall and see if it sticks, not text them and show up the next day.
00:14:24
Speaker
But if you do these steps, if you solidify it, I think this is definitely better and we'll prepare them more.
00:14:29
Speaker
Okay, so that's commandment number six.
00:14:32
Speaker
Commandment number seven, thou shalt make sure they know why you're coming back.
00:14:36
Speaker
Okay, we mentioned this already a little bit, but what's the reason you're coming back?
00:14:41
Speaker
People don't know why you're coming back.
00:14:43
Speaker
Why would they sit down with you?
00:14:44
Speaker
right so make it very clear my uh my reasons for coming back is three things number one you're going to show them the design of where the panels will go what it would look like on their home number two you're going to show them the numbers the savings um and the new bill the redirection the redirected bill and number three you're going to see if their home is eligible
00:15:05
Speaker
Not every home can qualify.
00:15:07
Speaker
So that's what we're going to do when we come back.
00:15:09
Speaker
Does that sound fair?
00:15:10
Speaker
Great.
00:15:10
Speaker
Do a little tie down after that.
00:15:12
Speaker
Right.
00:15:12
Speaker
And so, yeah, super important.
00:15:15
Speaker
If they don't know why you're coming back, then they probably aren't going to sit down.
00:15:20
Speaker
So it's like they don't think you need to come back.
00:15:21
Speaker
Okay, commandment number eight, set the appointment no more than two days out.
00:15:28
Speaker
This should be like appointment setting 101.
00:15:31
Speaker
Obviously, the longer you set the appointment out, the less solid it's going to be in general.
00:15:36
Speaker
I know you can follow up, and I've been proven wrong on this.
00:15:40
Speaker
A few of my newer reps have told me.
00:15:42
Speaker
I remember one of my buddies, he set an appointment for like two weeks out and swore it was solid.
00:15:47
Speaker
I'm like, dude, it's going to fall through.
00:15:49
Speaker
There's no way.
00:15:50
Speaker
It's like, oh, no, no, they're just got a lot going on right now.
00:15:53
Speaker
He followed up with them.
00:15:54
Speaker
He texted them.
00:15:55
Speaker
He was sending them stuff about solar.
00:15:57
Speaker
Sure enough, they sat down and they're really solid two weeks later.
00:16:01
Speaker
So it can happen.
00:16:02
Speaker
But in general, try not to set appointments more than two days max out.
00:16:08
Speaker
It's just really people forget.
00:16:10
Speaker
Not only they forget the appointment time, but they forget all the benefits.
00:16:14
Speaker
And even if you do send them two weeks out, it just creates more follow up for yourself, more stress than is needed, in my opinion.
00:16:21
Speaker
So you can be like my buddy that did two weeks out, but he had to spend a lot of time just texting, reminding them of the benefits, reminding them why we're coming back.
00:16:30
Speaker
I don't got time for that.
00:16:31
Speaker
I want to move on to the next appointment.
00:16:33
Speaker
So always my goal is same day, next day, and then two days out.
00:16:37
Speaker
Worst case scenario.
00:16:38
Speaker
Okay, so that's commandment number
Creating Urgency and Managing Client Information
00:16:40
Speaker
eight.
00:16:40
Speaker
Number nine, thou shalt not give too much information when setting the appointment.
00:16:45
Speaker
And this one, we had several instances of this in Dallas where just our team, they were giving out way too much information on the door.
00:16:56
Speaker
Okay, remember the goal of door knocking, it's not to sell solar, it's to sell the appointment, it's to sell why you're going to come back, it's to sell the expectations.
00:17:05
Speaker
And then when you get back, it's to sell solar.
00:17:07
Speaker
So too many of us were selling solar on the doors.
00:17:10
Speaker
That is not the goal.
00:17:11
Speaker
You need to sell the appointments, you need to create the intrigue, you need to get them curious about the program, you need to get them thinking it's new, it's exclusive.
00:17:20
Speaker
it's cool, whatever.
00:17:21
Speaker
Right.
00:17:22
Speaker
And that's when you're going to get the appointment and that's when you're going to get them to agree to you coming back.
00:17:26
Speaker
So one of our team members, we were knocking a little bit together one day and I saw him at a door.
00:17:35
Speaker
He was at this door for probably 15, maybe 20 minutes.
00:17:38
Speaker
And I'm like, oh, this appointment's in the bag.
00:17:40
Speaker
He got it.
00:17:40
Speaker
He comes back.
00:17:41
Speaker
He's like, oh, dude, I didn't get it.
00:17:44
Speaker
The guy, he wouldn't, I was close, but he just wouldn't agree to sit down.
00:17:48
Speaker
Like, what happened, man?
00:17:49
Speaker
You had it.
00:17:49
Speaker
You were there forever.
00:17:50
Speaker
And he's like, yeah, well, what changes?
00:17:52
Speaker
He was pretty interested.
00:17:53
Speaker
He was asking buying questions, but he asked how long the program's for.
00:17:58
Speaker
And what our team members, what he said at that point, he tells the guy, oh, yeah, so it's a 25-year loan you finance, but it's going to be less than what you're paying right now.
00:18:09
Speaker
But yeah, we finance it.
00:18:10
Speaker
The rates are really low, and it's just a loan you take out.
00:18:13
Speaker
Maybe it wasn't quite that, but I know he mentioned finance.
00:18:16
Speaker
I know he mentioned it was like a long-term financing, 25 years.
00:18:20
Speaker
He brought up interest rates.
00:18:21
Speaker
So at that point, if you bring up interest rates, if you bring up loan, if you bring up financing, typically it's over at that point, right?
00:18:29
Speaker
At that point, red flags are going off in their head.
00:18:31
Speaker
Oh, I don't want to take a loan.
00:18:32
Speaker
It's getting close to holidays.
00:18:35
Speaker
I don't want to pay all this.
00:18:35
Speaker
And even if you get them to understand, hey, well, it's less than what you're paying.
00:18:39
Speaker
Interest rates are really low, whatever.
00:18:41
Speaker
It doesn't matter at that point because, again, it's a trigger word for them.
00:18:44
Speaker
It's kind of like saying the word appointments.
00:18:46
Speaker
If you mention loan financing, anything like that, especially on the doors.
00:18:50
Speaker
Yeah, you're in trouble at that point.
00:18:52
Speaker
So that's what happened.
00:18:53
Speaker
This guy, he went from being interested to just not considering it at all right after those words were brought up.
00:18:59
Speaker
So make sure you don't bring up too much information.
00:19:02
Speaker
Okay, and then commandment number 10, last commandment, and maybe the most important, you tell me.
00:19:09
Speaker
But number 10 is create enough pain for them to take action.
00:19:13
Speaker
If you do not create pain in your appointment setting, why should people look for a solution?
00:19:18
Speaker
And I remember I had a coach that I was working with.
00:19:21
Speaker
My very first coach I hired, he was through Brian Tracy.
00:19:26
Speaker
I don't even know if Brian Tracy still does coaching now.
00:19:28
Speaker
It wasn't Brian Tracy himself, but...
00:19:30
Speaker
through his company.
00:19:32
Speaker
His name was Coach Tom.
00:19:33
Speaker
And I think I hired him for like, I don't know, maybe it was three months.
00:19:37
Speaker
We worked together and just a sales coach.
00:19:40
Speaker
And he had some helpful stuff.
00:19:41
Speaker
But one of the biggest takeaways I got from him is Coach Tom was
00:19:45
Speaker
We're going over this very topic of just having pain in our goals.
00:19:50
Speaker
We're talking about my goals.
00:19:51
Speaker
So I think I told him I wanted to hit 20,000 in a month, maybe it's 15, 20,000, just pretty new at solar still.
00:19:59
Speaker
And he starts asking me why I want to do that.
00:20:02
Speaker
So I had my why's, whatever.
00:20:04
Speaker
I told him a couple of things.
00:20:05
Speaker
And he asked me this.
00:20:07
Speaker
He says, Taylor, what's the chance if I tell you let's go make $20,000 this weekend?
00:20:11
Speaker
Let's shorten it.
00:20:12
Speaker
What if it was this weekend?
00:20:14
Speaker
What do you think the chances are?
00:20:15
Speaker
And I'm like, yeah, that'd be pretty tough.
00:20:19
Speaker
Probably not very likely.
00:20:21
Speaker
So yeah, not very likely.
00:20:23
Speaker
And then the second question he asked, well, what if I told you your wife got cancer and...
00:20:30
Speaker
She has.
00:20:31
Speaker
There is a cure for this specific type of cancer, but it requires $20,000.
00:20:36
Speaker
You have five days to get it.
00:20:38
Speaker
So you have this weekend to get it.
00:20:40
Speaker
Now what are the chances of you getting $20,000 over the weekend?
00:20:43
Speaker
That might go.
00:20:43
Speaker
Okay.
00:20:47
Speaker
Yeah, I can probably figure out a way if that's the case.
00:20:49
Speaker
And so as he's going over this, I'm like, wow, it is so important to have that why to have the pain behind whatever we're doing, whether it's our goals, whether it's helping our customers, because if our customers, if our homeowners don't have the why, don't have the pain.
00:21:04
Speaker
Then it's going to be very tough for them to take the action.
00:21:07
Speaker
So for you, what type of pain are you creating as you set that appointment?
00:21:13
Speaker
And this is something I talked about in the previous podcast about my blitz, but it was tough for us to create pain in Texas because they have not seen as many rate hikes.
00:21:23
Speaker
Electricity is a lot cheaper there.
00:21:25
Speaker
And I didn't figure out until later in the week to create pain.
00:21:28
Speaker
So whatever market you're in, figure out those ways to create pain.
00:21:32
Speaker
And something to keep in mind with it too is it does not have to be about electricity necessarily.
00:21:36
Speaker
It does not have to be pain associated around solar all the time.
00:21:41
Speaker
But how can you create pain and other things going on in their lives?
00:21:45
Speaker
Have they seen gas prices go up?
00:21:47
Speaker
Have they seen the cost of food go up?
00:21:49
Speaker
Have they seen, I don't know, issues in their kid's school?
00:21:53
Speaker
If you can't create paint around electricity, then create it around other things.
00:21:57
Speaker
Create it around inflation.
00:21:58
Speaker
Create it around prices of homes.
00:22:00
Speaker
And then compare it and then tie it back into solar.
00:22:03
Speaker
So yeah, Mr. Homeowner, what's cool is, yeah, I know it's terrible with inflation going up, with price of food.
00:22:09
Speaker
And that's why so many people are looking into this.
00:22:11
Speaker
Because...
00:22:13
Speaker
Although we can't control the price of food, this is something that has put your neighbors in control.
00:22:18
Speaker
So they can counteract some of that inflation that they're seeing from food, from seeing their mortgage, their rates go up with cars, whatever.
00:22:27
Speaker
This is a way they can counteract this because they lock in a fixed amount for their electricity and they take ownership of it.
00:22:34
Speaker
So that's actually why we're meeting with so many people, not necessarily because the electricity has been super expensive, but just because there's so much uncertainty with the war in Ukraine with, I don't know, you name it, put in whatever piece of pain that you can think of.
00:22:50
Speaker
Okay, and so I hope that helps.
00:22:51
Speaker
Those were the 10 commandments of appointment setting.
Listener Interaction and Future Insights
00:22:54
Speaker
Send this to someone that has been sitting in their cells that have been breaking these 10 commandments.
00:23:00
Speaker
Send this to someone who needs help sending more solid appointments.
00:23:05
Speaker
And again, we'd love to hear from y'all.
00:23:08
Speaker
If you solopreneurs have any other advice or any other things that you think should get factoring in those 10 commandments,
00:23:15
Speaker
or any other things that help a lot in your appointment setting.
00:23:18
Speaker
And then don't miss out on the next episode.
00:23:21
Speaker
We are going to have someone very special on the podcast.
00:23:25
Speaker
His name is Mr. Blake Randall.
00:23:28
Speaker
Interviewed him at the Pure headquarters in Texas.
00:23:30
Speaker
He is their number one.
00:23:32
Speaker
I believe most installed solar accounts in the company and winner of the Noxar competition, just crazy good at sales.
00:23:41
Speaker
And their current VP of sales right now and closing trainer.
00:23:46
Speaker
So don't miss out on him.
00:23:48
Speaker
He shares some gold, some fire, some nuggets.
00:23:50
Speaker
You're going to love it.
00:23:51
Speaker
So we'll see you on the next show.
00:23:53
Speaker
Peace out, push hard, and don't let the holidays get in your head too much.
00:23:58
Speaker
We'll see you on the next one.
00:24:01
Speaker
Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:24:07
Speaker
Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
00:24:13
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
00:24:18
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:24:26
Speaker
So at now we have six bucks for this month.
00:24:29
Speaker
So book a call now.
00:24:30
Speaker
Don't miss out.
00:24:32
Speaker
What you're going to do is send an email to taylor at solarpreneurs.com.
00:24:36
Speaker
That's taylor at solarpreneurs with an S dot com.
00:24:41
Speaker
I'll send you out a calendar link and we will figure out the time that works best.
00:24:45
Speaker
So shoot that email and let's increase your sales.