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Speaker 1 (00:03):

Welcome to the Solarpreneur podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong and 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 fail. online teach you to avoid the mistakes I made and bringing the top solar dogs, the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals. What is a Solarpreneur you might ask 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. Boom! What's going on. Solarpreneurs Taylor Armstrong here.

Speaker 2 (00:47):

Hope you're doing well. Hope you're closing deals. Hope you are surviving the heat of the summer. If not come on down to San Diego, we'll take care of you. Summer here is like 80 degrees, 75. So not too bad recently had, um, some people from Vegas down hanging out with us and I'm like, man, how do you guys knock in that summer heat? I don't know how you do it. So for those knocking in the desert heat, you got my respect, but speaking of heat, we're going to be bringing you the heat, the fire today on the podcast. So I hope you are ready. I hope you're buckled up. Let's dive into it before we get into some awesome content though. I wanted to thank those that have gone and left reviews. I appreciate it so much. And I appreciate those that share the podcasts that tag me on Instagram that, uh, send it to friends, send it to people who could benefit from the content we are dropping.

Speaker 2 (01:43):

That's truly how we're growing the podcast. And that's how people are up leveling themselves in the solar industry. Because the more you share it's good karma, right? When you share good things, good things are going to come back to you. So appreciate that. So why don't I give a couple shout outs, um, on their reviews, we're seeing, um, we got, uh, Sean Zappa. He left early view for us here in July. He says I was struggling with some things. So I searched for a podcast to see if anyone could offer some value. And wow, the guy has made a video about everything I needed highly recommended. I'm so not sure what video you're referring to Sean, but glad we could help you nonetheless, glad you were getting some good nuggets from the podcast. Uh, we got Jacob Lee of OTB productions. He says value, value, value.

Speaker 2 (02:35):

Been super helpful as a new member in the solar community loved the way that Taylor teaches. Very easy to understand and identify with. Appreciate that Jacob Lee guys love it, keep doing what you're doing. And that's all we ask. We're dropping free content every week. And all we ask is that you share it with people and you know, if you like the content, even if you don't like it, go leave a review and send me the feedback. Okay? Cause we love hearing feedback. Good, good or bad. So let's dive into the podcast today. We're going to be talking about a specific objection that I got actually pretty recently. And that objection is Taylor. What happens for moving soon? Solar doesn't make sense. We're going to be moving soon. So we don't really want to do this. And there's a lot of people have good responses to this objection.

Speaker 2 (03:28):

I'm going to tell you why I'm doing the show is because I heard a super good response or a super good way of overcoming this that I want to share with y'all. But the way I typically would overcome it before I heard about this cool secret technique is I would just say, look, um, they've done studies on homes with solar helps them sell. If you own the solar ads, uh, 4.1% onto the value of the home. I show them the Zillow article. If you guys don't have that bookmarked, you need to go bookmark all the articles, all the ammo, all of the good things you can find online that are pro solar, right? That show that solar does help home sell. Okay. So that's what I would typically do. I would show them things like that. Articles I would bring in stories from real estate agents.

Speaker 2 (04:19):

We worked with from other homeowners that had the same objection, but they moved and they were fine. They were just fine. That's how it was old crummy. And that it works. Yeah, those were good ways. And I know other people have good responses, but here's something that I heard that I thought wasn't money in full disclosure. I have a, I haven't actually done this yet because I just barely heard this. But just from hearing it, I know, I know it will work. Know, I know it's going to be good. And so I learned this from my friend, Mikey, Lucas, he's actually going to be on the next episode that you hear coming up and he shared some super cool stuff. And this guy, this guy is just so giving, go give him a fall on Instagram, um, friend him on Facebook. Cause you're not going to want to miss some of the things he shares about one of the show you this, because actually something we didn't talk about in the podcast we did together, he was kind enough to come do a training for our entire team.

Speaker 2 (05:23):

And this is something he actually shared in this training. So I'll talk about the second thing he shared that I got from it. But super giving guy, go give him a follow up. And that brings up another point. If you are not having guest speakers come in your training, I would highly recommended guys, go connect with other people in the industry. Spread the love, spread the knowledge. Okay guys like Mike, you Lucas. He's a spread and a ton of value. Um, I know other people, other managers, other company owners, um, they also do this. They have guest speakers come in, they have guest trainers. They bring in guys, just come share their experiences to keep things fresh. Okay. I know, um, Mo fall, another guy we've found on the podcast. He brings in guest speakers all the time and it doesn't have to be live.

Speaker 2 (06:14):

Right. You bring people on over zoom. Um, just keep things fresh. Keep your reps excited, keep them engaged and keep them just stoked to get out there. And that's one way you can do it is bringing guest speakers, bringing in people to come talk, okay. And you can hit me up. I'm in San Diego. I'd be happy to come and drop some content on your team or I'm going, you know, I'm going through different states. So let me know, love to come and do a training for your team and spread some knowledge. So what did Mikey tell me that it's so secret in overcoming this objection here. Here's what he does. And here's what I love. And here's what I'm going to start implementing immediately. Okay. Step one. You need to get some real estate friend. It's pretty easy to do. Just figure out a way to connect with a real estate agent or someone that has access to the MLS.

Speaker 2 (07:07):

Just the online, you know, website online database, where you can find all the homes that have sold and look into that. Which as far as I know, um, yeah, it's basically real estate agents that have access to this. I'm sure there's other ways find someone with access to the MLS. And then on this site, you can actually see all the data of the homes that have sold, but what's so powerful about it is you can see which homes sold with solar. So there you have it. So what Mike, he does, he's given us this training. He's holding up this sheet. He's saying guys, I have this sheet sitting in front of them. I don't let them see what's on it. And tell him, going through my prison presentation. Then I get to a point where I'm talking about what happens if they sell their home.

Speaker 2 (07:55):

Cause you want, this is a main concern that people have, right? What happens when they sell their homes with solar? Almost every single deal I go do out here in Southern California, they have this objection, right? They've heard friends and family that it's been a nightmare for selling their home, that they had to transfer a lease PPA. And it was just a huge hassle. This is people's concern in their objection. So you need to address it, address it beforehand, before they can bring it up to a possible. So Mikey does, he has a sheet. He's not showing them in the beginning, but what this sheet has is basically a spreadsheet and it's showing a hundred people or as many people as you can fit on this sheet, he had, I think two pages of people that have sold their homes. Eight people have sold their homes with solar rather.

Speaker 2 (08:49):

So when people go to bring this up, say Mr. Customer, Mr. Jones, um, yeah, this actually the people in your area, in your zip code, all of these people have actually just sold their home with solar on it. Um, as you can see, there's about a hundred people on this sheet. They sold their home with solar and they're still standing, went fine for them. What, what is this doing? It's giving them proof, giving them proof that things happened that way. Right? So it's really just another thing you can add into your arsenal. Number one, go befriend. Someone that has access to this MOS, this database of homes that have sold. Number two, go through it. You don't have to do this yourself. Okay. Get yourself a virtual assistant or someone can do this for you, but take that data, put it on the spreadsheet and then classify it by zip code, depending where you are slinging your solar app.

Speaker 2 (09:46):

Super powerful. You can show them this sheet. Then a objection is crushed. Okay. So I'm going to be trying this again. I haven't done this yet, but I thought it was genius. So go out and try this. Let Mikey know you appreciated it. Let him know that was money. That tip he shared. And we didn't, he didn't cover this in the podcast. So I hope he's okay with me sharing this. If not, Mike, am sorry for sharing all your secrets, but I learned this from him. I'm going to go out and implement it. And then the second thing that he did share in the training he did for our team real quick, that I want to touch on is just really doing self evaluation as much as possible. So what did he mean by that is just recording your deals. Okay. We've talked about this pretty recent in the podcast, but it's a vital importance recorded.

Speaker 2 (10:34):

Every interaction possible you have with customers. And this serves for two reasons. Number one, you're going to be able to use that as trainings for your reps. But number two, you're going to be able to self evaluate yourself or send it to a manager or send it someone. And they can give you an evaluation. If you have these things, if you keep jacking them, these things are worth gold, right? Gives you the tools to actually improve. It gives you the play by play of what actually happened. And Mikey, he shared with us a sheet to do an actual evaluation of your door approach. Okay? So go hit up. Mikey. I know he'll gladly share this with you or I can connect. You hit me up and we can get you this sheet, but have some type of rubric. When I was in, um, high school, middle school college, I studied music as I've talked about before, we would go to these competitions and be judged on all our music performances and these judges, they weren't just doing blind evaluations.

Speaker 2 (11:38):

They had a rubric. They had basically a score sheet with how our actual performance was. So when we got to the end, we'd be graded. They give us like a one was superior or two was like, excellent. The goal was to get a one, but we had the tools to do this because we could see the exact sheet, the exact rubric they're granting us on. It said, okay, how's this tonality, how's this tempo. How's this rhythm. How has this intonation, all these different geeky music terms that I was judged off of. It's the same thing we need to be doing for solar. Right? So get yourself a rubric. How was my body language? How was my tonality? How was my confidence? How was my posture? All these things you need to be thinking about as you're in your presentations and as you were hitting doors, it's, that's what we talked about.

Speaker 2 (12:30):

That's what we jammed on. Hope you got something from this episode. Again, I can't wait for you guys to hear it. The next show we did with Mikey, he dropped some serious wisdom on us. And if you thought this was good, wait until you hear his episode. He tells a story how he got in the industry and we go over a ton of just nuggets. They're going to help you and your team out tremendously. So don't miss the next episode. Hope you guys enjoyed it. Thanks for sharing. Thanks for the reviews. And we will see you guys on the next one.

Speaker 3 (13:00):

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. For the last three years, I've been placed in the fortunate position to interview dozens of elite 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 solar learning community, exclusively for solar professionals to learn, compete, and win with the top performers in the industry. And it's called Solciety. 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 to help you or your team to be held accountable by the industry's brightest minds. For, are you ready for it? Less than $3 and 45 cents a day currently Solciety's closed the public and membership is by invitation only, but Solarpreneurs can go to solciety.co to learn more and have the option to join a wait list. When a membership becomes available in your area. Again, this is exclusively for Solarpreneur listeners. So be sure to go to www.solciety.co to join the waitlist and learn more now. Thanks again for listening. We'll catch you again in the next episode.

The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.