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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. What's up Solapreneurs Taylor Armstrong back with

Speaker 2 (00:44):

Another episode here to help you close more deals, generate more referrals and dominate in the solar industry. Today, we're going to be talking about the two step framework that you can use today to go from one to two closes to four plus monthly. Okay. And the reason I'm seeing one to two to four, plus this is primarily for people that haven't broken through that barrier yet. Hey, that being said, if you are already closing, you know, four or 5, 6, 7, 8, 9, 10 deals, you can implement these things and they are going to help. But the reason I'm saying from one to two to four plus is because this process, I think is the number one thing missing from people that are trying, they start hitting those consistent four plus a month. Okay. And we'll get into that. But before we jump into the topic of today, I wanted to give my boy Surge creator, a shout out.

Speaker 2 (01:40):

If you don't follow a Surge, he is, uh, helping a lot of guys in the solar industry, crush it on social media on Instagram, Facebook, if you don't, if you haven't heard of this guy, go shoot him a follow, look them up. And he's been actually helping us with some of our content, depending on when you're listening to this, you were probably going to see more video content that we're posting along with episodes. We're going to be posting some of these interviews now on YouTube. Okay. So we'll, um, we'll post a link. Once those things come out, but, uh, go search Solarpreneur. They might on YouTube. They might already be out as we're are recording this episode, but Serge has been helping us get some killer video content with some of our recent interviews. So we'd love to hear what you guys think of that.

Speaker 2 (02:28):

Do you want more video? Do you guys like the video or are you just audio people personally? I love the podcasts. I listen to podcasts when I'm at the gym, when I'm driving to deals, when I'm driving out to my turf, to my area. So I'm a huge proponent of podcasts, but I know there's a lot of people that prefer the video. So anyways, let me know what you think. I think it's good to have both options, video and audio, but we're going to be posting more and more video. And we're going to try to get some of these, uh, interviews on a YouTube. So let us know if you vibe with that, let's jump into the episode. So the two-step framework to go from one to two to four plus deals in a month. The reason we're talking about this today is because I'm actually coaching.

Speaker 2 (03:19):

Um, we are doing, we are accepting a coaching clients in our Solciety, inner circle. If you want to find out more about that, go to Solciety.co. There should be an inner circle tab. You can hit that and book a call. If you're interested in some, um, personal coaching and masterminding to take your cells, um, your closes up by 40%, 40 to 50% in a month. Okay. But, um, anyways, the reason I'm talking about this, one of our coaching clients in the inner circle, he is right now, he's not, he's primarily setting appointments and he has closers, but he's working up to, um, close his own deals. And he tells me, Taylor, my goal is in the next two months that we're working together. I want to get closing my own deals and I want to have five deals closed in a month. So I'm like, all right, that's an awesome goal, dude, let's, let's hit it.

Speaker 2 (04:20):

Let's go for it. So we've been working together three weeks or so now we're talking, we're talking, he's making some small improvements, but our last call is the reason for this episode, as we get on the call. And, um, he didn't have, he didn't have much no improvement from the previous week. We talked and I started realizing that a few of our recent calls that we had is we were talking about almost all of the sales techniques. He's like, Taylor, what do you do on the doors? What do you, how do you overcome this? Objection, how do you get more referral? All these cells, specific things, very technical what's, which is awesome to know all the technical sales knowledge and that's going to create improvements. But as I was trying to think, why, why is he making slower improvements? And this was the reasons cause we're focused so much on these little technical things that we weren't, we weren't talking as much about what needed to be talked about.

Speaker 2 (05:25):

And that is the behind the scenes, things that consistency, the routines that showing up every day, working the exact hours that you need, and then making sure you have your routines dialed in. So I started realizing this I'm like, dude, before we get in all the technical sales stuff, again, let's talk about what are you doing every day to show up? What are you doing everyday to be consistent in your morning routine and your evening routine in your hours knocked in your appointments booked. And that's the purpose of these KPIs, right? The key performance indicators is they help you see where the improvements need to be made. So for those that are training new teams, think about that. I think this is the number one thing for newer reps to take them from the couple deals a month to start closing four plus a month, because that's the thing that people don't talk about as much as they need to that.

Speaker 2 (06:27):

I see everyone wants to talk about the sexy sales techniques, the sexy closing lanes, the things that you can say on the door, what's the magic words that people are going to sign up instantly. But guess what if you're not putting in consistent hours, if you are not, if you don't have your Headspace dialed in, if you're not there mentally, if you're not following your routines, your morning routine, it's going to make it super tough to have success. Even if you are the world's greatest, closer, even if you know all the cool lanes, even if you know all the good stuff. If you read all of the sells books in the world, none of that matters if you can't be consistent. And if you can't do the small little things, day after day decree success, okay. And I brought these books up quite a few times in the podcast, but go read.

Speaker 2 (07:15):

I'm looking at it right now on my bookshelf. It's the slight edge and the compound effect. They talk about it. And there's a reason why those are two of the best. I would say personal development books that have been written because they're not talking about secret lines. They're just talking about being consistent, doing something small every day. And that's, what's going to create a massive results in your life. So think about that. What is the things, what are the things that you can do every day to create the mental space you want to get in? When I was at this knock star event, um, a couple of weeks back, we've been talking about it kind of all lately. Um, Taylor McCarthy, Danny Pessy two awesome, awesome guys in the door to door training industry. Um, they're changing the game of, for solar training. They got some great content, but I was at their mastermind event and they're in key west Florida.

Speaker 2 (08:15):

And this is something that Taylor McCarthy was talking about. He was telling us how he closed five deals in a day, all self-generated just him going out and knock. And he closed five in a day. And then he closed like 14 in the week. Um, yeah, all knocking himself, no leads, no setters, none of that. And someone was asking him like to, what did you do to create that? And the question he threw at us, he asked us to write down what our perfect day of knocking looks like. What's our knocking process in what he meant by that is, and this is a good exercise for, to go through. Um, if you have a notepad or something, it's be a great time to pause and write the answer to this down. Think back to the time when you had a massive day on the doors, massive day, closing to some of your most successful days, what were the things you did during that day?

Speaker 2 (09:17):

Okay. Maybe you haven't had a ton of success yet, but write them down. Think what were the routines you went through? How did you feel? What were the hours you worked make a checklist of those things. Okay. And this is something that Taylor had us do and kind of rate ourselves on. Okay. I'm sure you can notice a difference in the things you did on your days of massive success versus days where you didn't have much, much success. So notice those things. Did you take a, I dunno, ice bath that day? Did you do some meditation? Did you exercise? What type of food were you eating? How many hours did you work? Hey, some key things you can notice if you went through this exercise. Okay. And now start to think about, are you doing those things? Day after day, are you implementing falls? Little things that gave you the success that day, are those things that you implement in your day-to-day routine?

Speaker 2 (10:21):

Maybe so, maybe not. So what McCarthy told us is his perfect day and knocking looks like this, and this is how he, he got the five deals in a day, in 14 in a week. He said, guys, my perfect day of knocking is this nine 30 to 10. I knocked my first door. That's when I get out there before I get out, though I go in, I, yeah, my cooler full of ice. That's this trigger habit. Any of you have read, um, the power of habit. That's a great book as well, Charles Duhigg um, they talk about what are the triggers that you can put in a place for your habits. That's something to think about. So for those that are out knocking, what type of triggers do you have that can trigger you into knocking mindsets for Taylor McCarthy? He goes, and he fills up his cooler with ice.

Speaker 2 (11:15):

He goes to the gas station and then he gets all his drinks, his Gatorades. Cause he's not, he's not taking breaks to go, come back and go to gas stations. Right. He's gearing up for a full day and knocking. So from nine 30 to 10, before he's going to a gas station getting his ice. That's his trigger for his habit, which is getting out and knocking. So once he gets his ice, he knows, right? It's game time. That's his equivalent of like, I dunno, LeBron James chalking up his hands before the game, throwing it in the air. This is what Taylor McCarthy does. He gets his eyes. So I think what are, what's the key, what's the trigger you can put into place for when you're knocking for, when you're closing that can get you into that, right? Mindset can let your brain know. All right.

Speaker 2 (12:04):

It's time to go. Once I do this, that means it's time to go knock stem, to go close timing, to go work it because this job, as you know, you don't have people babysitting you. Lot of the times. There's a lot of people, a lot of solar guys out there that are getting out by themselves, much easier with the team, got respect for guys that are lone Wolf in it. But think of some trigger you can put into place. And then after that to McCarthy, he's hitting his first door from nine 30 to 10. And then from 10 to 12, he calls that just as like extra bonus time as bonus sales, anything he gets from 10 to 12 that's, um, just kind of icing on the cake. He's not necessarily expecting any deals, any, he closes from men, but he's going out there and he's just trying to talk to people.

Speaker 2 (12:58):

And then from what he does after that, he breaks it into, uh, quarters. And I guess it's not really for, I think he called them quarters, even though it's kind of three times thoughts. But instead of thinking, I'm knocking all day long, 10 to 12 is a bonus extra curricular time. 12 to three is his first quarter three to six is a second quarter and six to nine is his third quarter. And that's another pro tip right there. If you are knocking, um, you know, really any amount of time, make sure you break up your hours and it's something like that. The brain can manage quarters and little chunks of time, a lot better than it can. All right. We're going to be out here eight hours. That sounds pretty daunting. Right? So break it up into chunks. And that's what he does. That's his perfect day knocking every time there's a end of a quarter, 12 to three, he's going back to his car.

Speaker 2 (13:58):

He's getting a Gatorade, he's getting a snack, taking a little break. Okay. But he's not sitting in the car. He's not hanging out there. That's what he does. Okay. So the point of all this, make sure you have your perfect knocking day in place in the two-step framework is this number one, get a list of all the habits that are, um, contributing you, having success, write down exactly what your routines need to be. Write down the things that are helping you that have helped you have big days. And once you identify all of these habits, for example, you know, you craft your morning, your team, you exercise, you get out of bed at a specific hour, you do your meditation. This is what I talked about with my client. And then you make your green smoothie. It doesn't necessarily have to be these things, but these are just examples of things you can throw into your dailies habits.

Speaker 2 (14:55):

You can track. And then the other thing we put into place for my coaching student there is he wanted to be on the doors at one o'clock okay. Maybe it's different. Maybe your, maybe your goal is to just knock four hours for the day or go to X amount of appointments. But whatever your goal is, whatever you know is going to help you to have success. That's what you need to be tracking, measuring, and adjusting. So for my student, it was, he wanted to be on the doors by one, and then he wanted to be knocking until eight 30. Okay. So what we did is we assigned points to all these habits and all these things that he's trying to put into place because at the end of the day, he knew, he knew a lot of they close. It is a lot of the lines they say on the doors, but what he is missing and the reason he's not getting four plus deals in the month right now is because first he needs to get consistent with these things.

Speaker 2 (15:53):

First, he needs to get consistent with being out on the doors at a specific time with doing his perfect morning routine. Okay. And so if you're not closing four plus deals, or even if you are, this is a great exercise to go through, start tracking these habits, figure out what you're missing, write them all down and then assign a point value to them. That's what we've put into place. Okay. So maybe you're getting a point for waking up on time. Maybe you're getting a point if you're a green smoothie and then give yourself a couple of points for getting on the door as it can at a consistent time. And for him, it was, he wanted to talk to 15 homeowners in a day as he was out there. Cause that's what he can control. Right? He can't necessarily control how many appointments he books, but he can control how many people he talks to out there.

Speaker 2 (16:48):

Okay. So if you are for a rep or if you were training reps or even, yeah, if you are having success out there, go through this framework, all right. Write down the habits to things you want to be improving and then track them. Okay? This is something that every rep should do every week. Check these old things, give yourself points for them, make it a game, gain a guarantee. It's going to be something that increases the amount of cells, especially if you haven't tasted a ton of success yet, it's going to be the thing that if you are only closing one or two deals a month, just doing this, making this little change, tracking, measuring, adjusting, and seeing what's missing, that's going to be the number one thing. They can take you to four paws deals in a month. So try it, train your reps on it.

Speaker 2 (17:40):

Hey, let me know what you think. Share it with someone that's having trouble in their routines or being consistent and keep crushing out their hope. The end your summer is going awesome. Make sure they push super hard these months. Cause this one people are getting their high electric bills. Hope you enjoyed the episode. And next time don't miss out because we're going to have someone that is doing awesome things. His name's Dan Dunn. He is the CEO of harness power. It's a company that's, I think they're in four or five different states and his reps are doing awesome. He's doing awesome things in his company. So you're not gonna miss out on what he has to say next time on the Solarpreneur podcast. So keep crushing and we'll see you soon.

Speaker 3 (18:28):

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.