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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.

Speaker 2 (00:42):

What's up Solarpreneurs Taylor Armstrong. Back with another episode here in the studio, hope you're doing well. And as always, we're doing these podcasts to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry. Hopefully we can achieve that for you. So today we're going to get into an episode. I just got back from an event it's called, uh, driven. Um, if you're following me on social media, maybe saw me post about it by great Amanda. So I'm going to recap a few things from that event. Thought there was a lot of speakers that can apply directly to you. Uh, you know, the solar industry and some good takeaways. I got to someone to give you a little recap on a few takeaways. I got that I, I think will benefit everyone listening to this podcast today.

Speaker 2 (01:35):

Um, before we get into that, we are, uh, approaching how we in here. It is October at the time of this recording. And just remember with October, you are out there and trick or treating for free money. If you're knocking doors and whatever you're doing, really, if you are sending out online ads, if you're getting leads, remember it's just trick or treating, you know, you're just trick or treating out there. So that's the little tip of this month. Make sure you come across with that trick treating mindset, any door you knock thing. All right, I'm going to get my candy today. I'm going to get my dough today. And that's the mindset you got to have. We've had some incredible guests on just got done actually with a podcast. Um, you're going to hear about as soon don't want to spill the beans on it quite yet, but uh, this dude I think set the industry record for most deals closed in a month.

Speaker 2 (02:29):

He's he coming up on bat here in a couple of weeks as podcasts will drop. So stay tuned for that, but um, just great takeaways I've gotten and it's to have the extreme confidence that you're going to close. Any deal that you walk up to you with, you're going to book any appointment that you S um, you know, any door you knock, you're going to book an appointment with them. Really that's the big key here is people have that extreme confidence. Hey, Andy, I always think of this job like a sport, cause really it's not that much different. The great people in sports have extreme confidence that they're the best that they're achieving. The greatest things that they're the goats. And guess what the great people in the solar industry, they have that exact same mindset. They think they're the best and that's why they're having an extreme success.

Speaker 2 (03:18):

So to remember that just fresh on my mind as I get out of this podcast interview. So let's jump into this event, takeaway that I had and the main takeaways I'm going to given you are from Andy Frisella okay. If you haven't listened to my podcast on 75 hard, that was few months ago. Go check that out. And I would invite all of our listeners to go try 75 hard. If you haven't, it's going to get your brain on a different level, as far as thinking and breaking past limitations. So Andy Frisella, if you don't know him, just give a little background. He started a supplement company called first forum. That's formed with P H O R M and now he speaks on just kind of like politics. He's not like a politician like speak or whatever, but he just, um, believe deeply that our country's heading in the wrong directions.

Speaker 2 (04:08):

So that's what his podcast is focused on. Now it's called real AEF. So another highly recommended podcast, but he just has that hustle mindset. And he's, you know, tons of people listens. I think he has like the top business podcast. It's been the top business podcasts for years and he has just a mindset that I think can apply to our industry, um, and sells directly. He's been at for a long time. So he's one of the speakers I liked. This event is called driven. It's put on by Albert [inaudible] and for the event, review is a great event. The speakers world was probably one of the best speakers lineup I have ever seen at an event. Um, Albert, I will say, I'm not a huge fan of, uh, Albert Sophie's listening to this, then I apologize, but, um, didn't love his speaking, but he did bring a lot of Latino audience to the event.

Speaker 2 (05:02):

He's a Mexican and, and that was a big focus of his talk is that he had success being a Mexican and I'm like, dude, anyone can have success. It doesn't matter what race you are. I know there's limitations. But, um, anyways, that overall was a great event. And as always, always be looking for ways you can level up events, I think are one of the best ways is networking with other people and then learning from amazing speakers like this. So I want to jump into a few of these takeaways. You're going to be a quicker episode, but Andy Frisella, he just talked on basically that mindset. You need to have to push past your limitations and he gave five tips. I'm going to be given examples that we can use in the solar industry on this podcast today. And then just think about how can you apply these things in your life, in all areas, because what he talked about, it applies to everything.

Speaker 2 (05:55):

And that's why when we highlighting Frisella in specific, um, just because I thought it's most applicable and most takeaways I got that I can go do these things in change my results today, especially when it comes to solar sales. And then number two, cause he is actually, um, I guess I shouldn't say this, um, prematurely, but if he is hopefully coming on the podcast soon, so stay tuned for that. And um, that's line work, working out the details. So don't quote me on it yet, but I got a verbal confirmation. Hey Andy, for sale, it's going to be sick. Okay. So the first takeaway and first point he made is make sure you call your mind to your purpose, make sure you know where you want to go. And this mistake I realize I've been making right now, I've got a lot going on. I've got the podcasts, we're launching our society training platform.

Speaker 2 (06:49):

We're making some huge changes to that coming up very soon. So a lot of work with that. And then I realized that I lose. I've lost focus on really how many deals do I want to be closing a month? What's my purpose. Hey, what, what do I want to be doing with the money I'm making in solar? And one of my goals, favorite month, I've lost purpose. And I've lost really sight on the clarity that I used to have in solar. So I want to remind, especially the people that have been in solar for a while, make sure that you call your mind your purpose. Make sure you remember what, what's my crystal clear goal. What do I want to do with the money I'm making? And um, just remind yourself why you're doing it. Vision boards are a great way to do that. We talked about it before, but put your goal on your mirror, put it somewhere you can see and then remind yourself of that.

Speaker 2 (07:41):

Okay? Cause I go month after month, I've been in this industry, well almost six years now. And at this point, sometimes it gets easy for me. Am I okay? I'm just going to close. I'm just going to go for a couple of deals this week, where the guys that are having extreme success, they know, okay, this month I'm going to close 15 deals and here's what I'm going to do with that money I'm making, here's the investment I'm going to make. Make sure you have that type of clarity. And then number two, Andy talked about make up your mind that rules are set in stone. So he's in me. What does he mean by this? Basically just doing the hard things, even when you don't want to do them so we can apply this, especially when it comes to solar. Um, if we're out there on the doors knocking doors for trying to get in a specific amount of duels for trying to hit a specific amount of hours, what's the minimum.

Speaker 2 (08:33):

What's the minimum thing that you're going to let that you're going to do this today. Right? How many hours are you going to work minimum? So make sure you have, as a rule, that's set in stone for me, we recently did. We're going to knock, um, eat no matter how many deals we have that day, we recently started talking about at our company, okay, we're going to 15 doors minimum. Even if we have, I don't know, five, six deals that day five, six appointments. We're still going to go out and we're going to hit our 15 doors. Okay. So something like that. What's your non-negotiable what thing are you going to do? No matter what's maybe it's, you're going to follow up with five people no matter what every day. So set something in stone and make sure you do it in Andy. What I thought was really cool.

Speaker 2 (09:21):

He talked about when we start to compromise, it leads to complacency and then that complacency, it will lead to lack of confidence, which will eventually lead to quitting. And as he said that, I'm like, well, that is why a lot of people have quit in solar because they start compromise. They start compromising the little things that they were supposed to do that day. And then what does that do? Leads the complacency. Ah, I didn't hit, I didn't hit my 15 doors today. Um, yeah, I, I don't have to do that every day. I'll just do it when I'm feeling like it. Then that leads to the lack of confidence. And most people quit after that. Okay. If they don't quit, they're going to start making way less money and selling themselves short. So that was the second point. And then number three, he talked about, get your mind clear on the specific critical tasks that are essential for you.

Speaker 2 (10:10):

And if anyone follows Andy Frisella, he has something, he calls a powerless. I know he has like a planner. You can go buy a new this, but it was funny. He was talking about his planner. He's like, guys, I don't even have this planner to myself. To be honest, he doesn't even have his own product. He's like, you can do this on a piece of paper in a notebook. And his thing is, write down five critical tasks that must be done to consider your day a win. So I thought that's a great idea for people that maybe you've gotten some bad habits. Maybe you're not clear on what you need to do, do this. And your daily planning, try it, pick out the five things you need to do to consider that data win and all he does at the end of the day, he puts a w next to it.

Speaker 2 (10:53):

If he got it done, he puts an L next to it. If he lost, if you didn't get it done. And then once you execute a specific task for 21 days, you take it off your list. And at that point, hopefully it's a habit, right? If you miss three days of that thing of that thing, that's helping you win the day. Then that task must go back on the list. So for our Solarpreneurs, think about what five things do you need to do today? What are your five critical tasks? Maybe two, you need to knock the 15 doors. Like I was saying to maybe it's you need to make, um, knocks X amount of doors or talk to X amount of homeowners or get an X amount of appointments. If some of these things, obviously you can control more than others, but think about five things that you can control, the hours you work, the, uh, contacts you make the follow-ups you do.

Speaker 2 (11:45):

These are all things you can control. So what are things like that? And also, you know, just things that are helping you in your, in your, what are five things you can put on the list and then start to do that. And then you're going to see very clearly if you're winning or losing. So I thought that was a great thing. Something I'm going to start implementing right away. Then number four, he said, intentionally, focus your mind on what you will gain, not what you're giving up. This is a great tip. Just in general, anything you're trying to achieve. If you focus on the things you're giving up, it's gonna make it way harder to have success. He gave the example of like a diet, right? If you focus on, oh, I'm giving up my Twinkies, I'm giving up my Krispy Kreme donuts. I'm giving up my, uh, pizza hut.

Speaker 2 (12:30):

Like all these things. If you focus on that piece of it, it's gonna make it way harder to have success because your mind is so focused on your mind is gonna want whatever you're thinking about. Right? So if you're thinking about all that junk food, it's going to make it way harder to have success in whatever diet you're trying to be a part of. So that's a good example, but also it applies to sales, right? Um, if I'm out there knocking doors and I have fallen, I know cause I've fallen in this chap. Um, a lot myself is I'm focusing on, oh, I gotta go out and work. If I'm focusing on, oh, I need to knock five hours today. Um, this is going to, it's going to be hot out there. It's going to suck. My legs are going to be tired. All these things, the more attention you give them, the more it gets in your brain.

Speaker 2 (13:15):

That's no different whether you apply it to a diet, whether you play it to sales, whether you apply it, apply it to closing deals, whatever your mind thinks about that's what's going to happen, right. Law of attraction right there. So, um, consider that as you're outworking today, focus on the good things, right? Oh, I'm going to talk to 20 homeowners out here. That's all I need to do for me. That's a lot easier than I'm going to go out and knock four hours can be hot skin. My legs are going to be tired. Repeat at yourself. This is what affirmations are for. Hey I'm I follow a river Skinner guests we had on the podcast, but he puts out a great pod podcast and great content. He gives, he talks about affirmations or something that helps them all the time. As y'all, as he's out closing deals, he's on the doors.

Speaker 2 (14:02):

I love myself. I love myself. I love myself. I'm the greatest salesman in the world. All these things. You're going to repeat it verbally. And it's training your mind to think about those things rather than the negatives, right? So that's how you do it. And that's a great key to success as you're out there closing soul retails. And the last point before we wrap up is mentally transform negative emotions into triggers. Hey, and a great book. I would recommend, I think I've mentioned it before, but as the power of habit by Charles Duhigg, he talks about these triggers. Okay. So think about how you can transform the negative into a trigger for the positive. A N Andy said, emotions can't force you to do anything, understand, understand that your emotions are commentators, not commanders. Okay? So even if you feel depressed, overwhelmed, use those as triggers to go out and work harder.

Speaker 2 (14:56):

And Andy talked about that's how he's had success in all his businesses. Any time he calls him test days, anytime where he felt terrible, he didn't want to go work. He didn't want to push that day. Old days. He pushed even harder because he knew if he could train his brain to push, even when he felt terrible and didn't want to do anything that day, then it's going to make it that much easier when he did feel decent. So go and do it have a test day. We're all going to feel like not knocking doors, where I'm going to feel like not going to that next deal. We're going to feel like we suck, but if we can push past it and do it anyways, that's going to train our brain brain to have success and execute in spite of the negative day. And then go read that book power habits.

Speaker 2 (15:41):

It's a, if you want to get more in depth on it, Charles, do he, he talks about all the triggers and in our habits and really ways we can set ourselves up for things to be a trigger instead of a hindrance. So that those are some key takeaways. I hope you enjoy those. So I was, um, maybe a little bit over the, all over the place with my notes here, but I thought he had some super powerful things. We can start applying today in the solar industry, my Solarpreneurs. Let me know if you have anything else that helps you on those tough days. Look forward to connecting with you more. That's the episode today, send it to someone that needs help. And that's really what we're trying to do. We're trying to help as many people as possible. So don't forget push hard even when you don't want to.

Speaker 2 (16:24):

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.