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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 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 fail. I 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, shake the room of what is going on. Solarpreneurs, Taylor Armstrong,

Speaker 2 (00:46):

Ready to light some fire under you and get you crushing the rest of your summer. Hope you're doing well. We are in August. Now, the timing of this recording and crazy how fast the time has gone. You got one month before, basically the end of the summer. So let's go. If you aren't where you are wanting to be. Let's push hard. After this last month, we had a meeting last week where, uh, Jason newbie, the guy I work with, he showed us this video by Gary V up to post it in the show notes, but where he talks about how August is his favorite month for those that don't follow Gary V. He used to work in the wine industry and he talked about how August was basically the month where all these wine, uh, I don't know, whatever you call them, white and people who wait, make the wine.

Speaker 2 (01:42):

Um, okay. I don't know what the word you can tell. I don't drink wine, but the guys who manufacture the wine, right? He was talking about how they take August basically off because the whole days you think in Thanksgiving, Christmas voles, they're just slammed, slammed with customers and making tons of wine during those months. But August it's kind of their slower month. So Gary V said, he always pushed extremely hard during this month because he knew the rest of his competitors. Guess what? They're all in The Bahamas, they're out snoozing. They were taking a nap. So we should think the same way about August. Go look up that video. If you haven't seen it, push extremely hard and don't let up just because of summer is going. I do have regrets when I sold at pest control. And that is, I would always slow down in August.

Speaker 2 (02:32):

I knew, okay, I got two more weeks left. I'm going back to school. I'm going to slow down and enjoy the rest of the summer. I'm going to take it easy. But solar, we are a new breed of salespeople and we do not slow down. We speed up. We Zig when other people are zagging. So let's go. That being said, got done with my little, uh, rant on August today. I want to talk about a couple of things you can do to just access that motivation and really turn your bad week into a good week. Got a couple of weeks recently where they started off pretty terrible cancellations appointments, fallen through things out of my control, HOA issues and some tough situations that really got me de-motivated to start the week. And I want to share a few things I've done that have helped me turn those bad weeks into good weeks.

Speaker 2 (03:29):

So just in general though, before I hop into those, just yet general, you should be working as a team. This is something I talked about. When I went to a Sam Taggart's event, he's a little door to door tour, go back and listen that episode if you haven't already. But he talked about how door to door sells. It should be similar to like riding in a pack of bikes and Peloton, right? You look at those bikers, Lance Armstrong, all these guys biking, they go in packs. They go in groups. And when you're selling, especially if you're going door to door should be no different figure out a way to get in a group. And if you are not surrounded by an awesome sells organization by a great team, then get in our coaching program. That's why we just launched Solciety, did a whole episode on it last week.

Speaker 2 (04:22):

So go listen to that. But Solciety is designed. So you can be surrounded by people that are trained to level up, people that are trying to improve and even more so you can get into our coaching, our inner circle coaching. If you want to be held ultra accountable, get one-on-one coaching from the best and really make that jump towards your goals that you've been waiting for. So consider that. But the point is, get yourself surrounded by people who are going to motivate you, who are going to inspire you, who are doing better than you and who are, uh, driving you to improve every day. Okay? And if anything, yeah, hits some doors together. Hey, I experienced that all the time. Where last thing I want to do is go knock on that door. But lately I've been getting people out with me. I say, Hey, I'm going to go knock with you.

Speaker 2 (05:14):

Come shadow me, Michael. Donald talks about this golden door award winner. He had to have someone knocking him. Even Mike O'Donnell gets lazy out there, not lazy, but he knows himself that he's not. It's going to be tough for him to go get out of his car and knock by himself hard as doors, that corridor. So if you're struggling with that, get someone to train, say, Hey, meet me at the Starbucks. We're hitting the doors, meet me at, uh, Kentucky avenue. We're hitting this street. Come shadow me for a little bit. Have someone go shadow you and go out, you know, go out with someone for a little bit, switch off doors for a little bit, if need to, but really just getting your groove. Okay. Get someone out, let them see what you're doing. And you're going to push harder when someone's shadowing you too.

Speaker 2 (06:06):

Okay. So there they're just a couple general things. Oh yeah. And last thing, get a segue. I've been posting a little bit about that on the Instagram, but on the gram, get yourself a mini segue. Trust me. It makes it way more fun to be on the doors. Especially if it's hot outside, you can get going. I dunno, 12 miles an hour on these things. Feel the wind in your hair. You feel like a dog sticking its head out of the window. You need one of these mini segues. If you're going to be out knocking doors too. Okay. So two things though, these are the top two things that helped me in a few of these weeks that I really struggled, that I felt like my numbers were down. That I felt like I wasn't having a good week at all. So number one, treat Saturdays as the holy grail of knocking.

Speaker 2 (06:56):

Okay. And a lot of people know this, I forgot it for a while. I was actually with a company where we took Saturdays off crazy as it sounds, but we took Saturdays off just mostly because our VP of sales wanted to, you know, be with his family that day. So he said, uh, I'm taking that day off. Everyone else should do. It was optional. So we, I took that day off for quite a while actually. But now I am being reminded of how big Saturdays can be this day can literally turn your terrible week into an, you know, a decent week and why it should go without saying, but obviously more people are home. People are in a better mood. Decision-makers are there most Saturdays, both husband and wife are there, right? Where during the week, most of the time, it's just one spouse, depending on when you knock, right?

Speaker 2 (07:48):

But this allows you to set more, same days. This allows you to get in the door and close them that same day. That's why in our team here in San Diego, we say, Saturdays are for same days. You need to get out on the weekends. Push will seem days. You're getting people in a great mood and it's giving you an opportunity to get some deals without even having an appointment set up. So this is what I did actually last week. This is where I'm doing this episode because last week it was a pretty average week. I had one close, I think on Thursday, I'm like, I need at least one more on the week, especially cause I mean, uh, the knock start coaching group and working with Taylor McCarthy and those guys and Taylor, he was really pushing me. He's like, dude, I need you to hit some bigger numbers.

Speaker 2 (08:41):

I'm going to this next month. I'm going to an event down in key west. Tiffany, you're going to hit me up, come say hi, but Taylor's saying, Hey man, I need your producing some big numbers. Cause you're coming to this event. You're taking days off. So I'm like, all right, I cannot have a week where I only hit one. I need minimum two this week. So I'm like, okay, God's Saturday coming Thursday, Friday, we're soup for tough days. I think I was out knocking, um, five or six hours. Both of those days. I think I only got three appointments and all of them fell through all three appointments. Um, so I'm like, okay, Saturday needs to be massive. Get out there. I set three same days. And I talked about this in my Instagram stories. So apologize if you've already heard it before, but I set, um, my first same day in the morning guy was pretty chill out the door, but I get it.

Speaker 2 (09:36):

Yeah. I go in, he says, Hey, we're not filling out any applications, but show me some numbers. And I'm like, okay. Yeah, no problem. Um, I wouldn't expect it or do anything if it didn't benefit you. And if didn't look like it was beneficial and something you guys needed, obviously thinking that, okay, I'm going to turn this guy around. I'm going to get them closed up. I'm going to get them making a decision today. And I almost did it, but I get to the end. We built some value. I told him why as neighbors are doing it right now. I said, we need to get this soon. So you can get grandfathered named in these net metering rates. And you can get your tax credits before it goes down eventually. And he seemed to be buying it. But then when we put pen to the paper, getting the last four of his social and all that, he just laid the clamp down.

Speaker 2 (10:27):

He's like, no, no, I'm not doing it. He hesitated. I had him hesitated and think about it for probably 15, 20 seconds. But then he went back to it and then it just started driving me crazy. I could not get the bottom of why he didn't want to, you know, at least see if his home would get approved. Right. You're doing the takeaways. I'm doing the pull back saying, Hey man, let's just see if it's even an option for you guys. We got to do the site survey. We gotta check the home, pull back like crazy. But he was not biting on these. And he was not giving me any reason why he didn't want to at least see if you could get approved for solar. So that first same day was a dud. Um, we ended up just, he was getting frustrated and I was getting nowhere.

Speaker 2 (11:13):

So finally I just stood up and said, okay, I got to go. And just walked out the door quick psycho. It gets the point where if you're running in circles, getting anywhere, just move on to the next door. Right. We had run in circles for probably 10, 15 minutes was not giving me any reasons, given me nothing to work with and was just getting frustrated. So kind of stormed out of there. Then the second, same day I went to Feld credits got in pretty interested. Yeah. And actually didn't even run it. She told me she had a bankruptcy, but yeah, just how it goes. So I was feeling pretty defeated. I'm like, man, maybe this is how it's going to end. Maybe I'm only going to get one on the week, but I busted out my calm app. If you guys don't have some sort of meditation app, I would highly recommend calm or there's.

Speaker 2 (12:06):

Um, there's one other one. I like I'm forgetting what it's called right now, but a couple of meditation apps. I think those are key. If you're having mindset issues on the door, do a quick meditation. Okay. Take five minutes. Um, yeah, I went and they see my car for five minutes, but the key is don't get stuck in your car or wherever you're at. Right? So take a five minute meditation, get your mindset. Right. Did some affirmations. And then I got back out there said, I'm going to, I'm going to get that one that one's out there. Not leads me to my next point. The second point, which is always knock one more door. Okay. If you haven't heard this concept, one more door, always live by that live by a standard. And it's what top producers talk about all the time. Um, going back to Mike O'Donnell he lived by this every time he closes a deal, he says, I'm going to go out.

Speaker 2 (13:08):

I need to get at least one. No, I'm not leaving the area till I get one. No. So can be that, but just do one more. It's amazing to me. How many times where again, I'm having a terrible week or I haven't gotten anything on the day and I do one more. It turns into a close deal. Turns into an appointment. Turns my day around. So whether it's one more door, whether it's knocking till 8 0 5, when you're going to knock till eight, just think of ways you can do one more gang. I'm not telling you go all night, but do one more than you're planning on doing. And that's what I did on Saturday. I had gotten two same days. So I was happy about that. Like sweet to same day appointments got inside both of them, but there's gotta be someone that's going to close.

Speaker 2 (13:58):

So I go, I go, I'm knocking. I'm getting no one home. After that Saturday, it's like three 30 at that point. Usually knock 10 to three on Saturdays. So I'm like, come on. I need, I need to find someone out here. So just about they give up and I said, okay, I'm not getting people home. I need to find at least just one person that's here. So at this point I'm not knocking every door. I'm just wandering the neighborhood now found someone outside. He was a renter like Dan, I go in the back, this one of those neighborhoods where they have like garages behind the homes. And so I see one garage door open might get that's it that's my cell. I go, he answers the door, get inside. He said he had just barely gotten two quotes for solar. He's looking to get solar soon.

Speaker 2 (14:50):

I said, well, we got what you're looking for. Did the presentation, buckled him up? Boom, let's go. So that's how you need to do it. This is how you turn your bad weeks into good ones. My Solarpreneurs, you push, you do big Saturdays, Saturdays or four-seam days. And then you go one more door. You do one more and then you're expecting you to do you get that one last? No. Even after you told yourself, you're going to quit. Excuse me, got allergies here. So that's my message for today. Go out, be great. This week, crush your summer goals and do not slow down whatever you do. If you need that extra accountability. If you need that extra push, go on to our website, excuse me again. Solciety.co hit the inner circle tab. Click apply. Book a call. We'll see if it's a good fit for the program. So we'll see you on the other side and we'll see you in the next episode.

Speaker 3 (15:52):

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 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 the Solciety, this learning community with designed from the ground up to level the playing field to give solar pros access to proven members who want to give back to this community and help you or your team to be held accountable by the industry. Brightest minds four, are you ready for it? Less than $3 and 45 cents a day currently Solciety is open, launched, and ready to be enrolled. So go to Solciety.co To learn more and join the learning experience. Now this is exclusively for Solarpreneur listeners. So be sure to go to solciety.co And join. We'll see you on the inside.

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.