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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 Solarpreneurs! Your secret weapon to closing...

Speaker 2 (00:45):

You're about to find out what that is and how to use it and how to increase your closing ratio by at least 10%, all that, and more in today's episode, let's jump into it. My name's Taylor Armstrong. I'm here to help you close more deals, generate more referrals and make it more enjoyable to be in this awesome solar industry. Hope you're doing well. My voice sounds a little bit nasally it's because we had a little bit of a crisis. Just got back from an event and the knock star event in key west Florida, and a little weekend getaway after that got back and we noticed something smell and super strange in the house, thought it was the trash went and took the trash out. Then, uh, hit the gym. After that, when I got back, it still smelled even worse, like what is going on here?

Speaker 2 (01:39):

So I'm like, okay, I go and decide to get a drink from the fridge, open up the fridge. And I noticed there's like these fruit flies all over the place. I'm going to kind of, that's weird. Then I open up the freezer. This is our spare Ridge. We have, uh, in our second bedroom here, open up the freezer and just the nastiest thing I've ever seen. All this meat just gone that ground Turkey, chicken, apparently our fridge and our freezer got shut off. I don't know what happened, but just nastiest smell. You've ever smelled a smell like a dead body in there. And I'm having nightmares about it. I don't know if I need meat for a couple of days, at least. So anyways, long story short, that is why my place smells terrible right now. Got all the windows open. So you can probably hear crickets chirping outside stuff going on, because look, if I close the windows, I'm going to pass out right now.

Speaker 2 (02:37):

So that's my explanation of why it might be some little nasally or something going on here, but let's jump into it without further ado. I'm going to tell you guys about a secret that I was presented with at this event. And if you haven't followed Taylor McCarthy, Danny, PESI over at knock star, they're doing awesome things. Nominee. I'm going to be sharing a lot of what they shared with us and also just networking with other people there. This is why it's important that you go to events. You don't have to go to every event. Okay? Sometimes I get a little carried away. You go into too many events. I know I've talked about that previously in the podcast, but try to go to, I don't know, an event a quarter or at least a couple of times a year, right? Pick a few events that you can go to to further your craft and network with other people.

Speaker 2 (03:31):

Okay? Cause that's what it's all about. That's how you're going to make improvements. They say your network is your net worth. And I can definitely attest that because some of the things you learn, not from the people, not only from the people speaking, but from the people you associate with, it's that one thing that can possibly take your business to another level. Now I'm going to share one thing that I think will help you take your closing percentage to another level. And I'm saying this because it comes, this is what a couple of guys at the event, actually, multiple guys are phone. This exact closing process and their closing ratio is at like 89 to 90%. Super ridiculous. And then if you follow Taylor McCarthy, he is closing, you know, insane amounts of deals. He closed five deals himself. The other day just went out and knocked the doors, close five in a day.

Speaker 2 (04:27):

And I think before that he had closed like 18 in two weeks. He's he's not doing online leads. He's not getting referrals. These are fresh doors knocked. Most of them close on the spot and that's how he does it. And so this is what he does. I'm going to share it with you. And I'm going to give you guys this sheet that he shared with us, okay. I adopted it for a Solarpreneur. This is a Solarpreneur edition. So it's got some bells and whistles on it and I'm going to gift it to you for free. All you have to do is go to sor, uh, sorry. It's closer.solarpreneurs.com. That's closer.solarpreneurs.com. So head over there and you're going to enter your email. I'm going to gift you this sheet, this template adapted first of all, printers, right? I'm not, I'm not stealing the exact sheet, but I'm going to adapt it, added a few things and need to think, um, Alex Smith, he's actually going to be on the next episode cause he's another person that's using this sheet and is closing 89%.

Speaker 2 (05:36):

He's actually going to be in the next podcast you hear. So we might expound on that a little bit, but head on over to that website type in your email, and you're going to get instant access to this sheet and what it is. Okay. Here's where you can start taking some notes. It's basically a comparison of what they're doing right with the current utility company versus what they're going to get with solar. And here's why this is so cool. Even last week I went to a dual, I closed it up, but the lady's biggest concern. She's a Filipino lady down here in San Diego. She's like Taylor, I've switched, I've switched, uh, cell phone companies. I've switched, um, you know, satellite companies, cable. And they've all told me I'm going to save money, but then there's always like hidden fees, something too good to be true.

Speaker 2 (06:29):

I just don't believe that it's going to work out the way you're saying and ended up overcoming her concerns, overcome their objections. But the biggest thing after that, she kept on focusing so much on the total price. Her panels were going to cost her like 40 grand. She needed decent amount of panels up there. And I kept on saying, you're going to pay like 80 grand to the utility company or the same amount of time. So what's the big deal. So like, yeah, that's so expensive. I don't think people pay that much for solar and it's so many panels. So I had to just like drill it into her head. Just repeat after, repeat after, repeat that. Yeah, but you're not paying anything upfront. You're just redirecting your power. It's going to be cheaper monthly bill. And she kind of got it. But now that I'm looking back, if I were to use this sheet that you're going to get access to, it would have helped so much because it's just an apples to apples comparison.

Speaker 2 (07:30):

What they're getting right now with utility versus what they're going to get going solar. Okay. So if you downloaded the sheet, if I were you, I would pause right now, go head on over to close.solarpreneurs.com and just download it, putting your email, okay. Get it. And then you have this in front of you. But what you're going to see is it's just, it's nothing super fancy, but it's a line down the middle of the sheet. And then you're going to see two spaces. You're going to see for the current utility company versus what they get with solar. And then it's going to have a bunch of different, um, well, we'll just break it down here. So it's going to have your offset. So just the offset of energy, obviously with the utility company, I mean, it's just a hundred percent offset, right? I mean, I don't know.

Speaker 2 (08:22):

Um, with that, it's more just comparing like with solar, we're going to give them a bigger offset, right? So this is just like, and see that they're not getting extra power. They're going to pay for the extra power, right. With the utility. But with solar me, we're going to give them 115% offset, which is what we usually do here. So it's comparing that. So all these different boxes, it's just a line down the middle and then it's going to give them just visually, they're going to be able to see what the difference is. They're getting with solar. And that's one of the things we learned when you go in your presentations, all you say is Mr. Homeowner. My job is very simple. Actually, all I'm going to do is just draw a line down on the Nova sheet. So you can see which what you're getting now versus what would happen with the solar.

Speaker 2 (09:07):

If we did get your home approved on it. That makes sense. Great. If we would submit an application, see if we can get your home approved, if not, we're not going to do anything, but that's all it is just going to draw a line down the middle of the middle of this sheet and we'll show you the comparison. That's a great way to preface what you're going to do. And then again, if they can see this visually, it's going to make it so much easier to give them, get that in their heads, get the comparison. And I know if I would've had this the other week, instead of having to just repeat after repeat, after repeat, I was just talking, right. I wasn't using the other means of communication, which is visually, which most people are visual learners. So if you can get them even write in themselves, but more importantly, taking in visually, then they're going to grasp what you're telling them much quicker.

Speaker 2 (09:57):

Okay. So the first one is offset the second space on there, you're going to see as monthly. So that's talking about what they're paying monthly to the utility currently, right? So monthly, maybe it's 150 with solar moves can be a hundred bucks. So you're going to write that name with them and you're going to get them obviously to agree out. So as you're presenting this, you're going to be asking them. So how much do you pay monthly and get them to tell you we're going to do another episode on questions that you can ask. Cause that's actually the next takeaway I got from the event that I'm going to start improving right away is just better questions. If you can help the customers, um, the homeowners really realize these things themselves versus you just telling them that's way more powerful than you telling them. So ask them questions, Mr.

Speaker 2 (10:47):

Homeowner, how much you paid monthly. Okay. So here's what would happen with the solar is instead of paying 150, you would only pay a hundred bucks. Okay. And then yearly do the math with them. Make sure it's crystal clear. Make sure they understand it. So yearly 150 adds up to 1800, right? Versus a hundred adds up to 1200. So that would be a $600 difference right. For the year. Okay. Now inflation. This is where you want to make sure you have proof of what you're saying because people are skeptical out there. If you just start throwing out numbers, you definitely want to be able to back it up so you can ask them inflation. Mr. Homeowner, how much do you think inflation is right now? 3%. Okay. So 3%. But with electricity here's, what's been happening. They just had a 10% rate increase. And this is where I like to pull up proof of what's been happening.

Speaker 2 (11:41):

So either go to it, depending on what market you're in find proof. Right? And I've talked about this before, bookmark your different folders and where you can just pull up this ammo of the rate increases or whatever's happened. So pull that up with them and say that they can see and then agree on a number. So is it fair to say that they're going up five to 7%? Okay. Whatever it is. Put down a number and then with solar, assuming you are doing financing, right. 0%. Okay. There's not going to be an escalator. So 0%, then you're building value in all these things. Okay? So I'm giving you the spark Noax spark notes version, but obviously you want to build value. You want to tell stories. You want to ask them great questions, which again, we'll do another episode on, okay. You're going to see next a spot that says interest.

Speaker 2 (12:31):

That's where you can talk about. Okay. Well right now, how much do you think it costs to maintain the infrastructure of the utility company? It's like a hundred years old. Right? Probably be pretty expensive. So in all to be blunt, you guys are paying a hundred percent interest right now. You're paying for all the repairs of the utility. They're putting band-aids on all the difference. Um, repairs are making on the equipment. So you're paying interest in that. Guess what? With solar, it's only going to be 2.9% or whatever it may be. Okay. You can put down the interest and then tax credits. Okay. With their utility. How much do you guys get any like tax benefits, paying your electric company? Have they ever given you like cash back or anything? No. Okay, cool. So here's, what's cool about the solar. Your neighbors have liked that they've gotten money back.

Speaker 2 (13:25):

Federal government is incentivizing people to go solar. So for this year, luckily got extended because of COVID. But they're going to give you 26% of the value of the system back in the taxes, in the form of credits. So for you, it's going to be about nine grand. Okay. Whatever it is, write it down, added home value. Again, something you want to show them proof for. Okay. But at a home value, maybe it's 15 to 20 grand pull up the Zillow article, pull up whatever approves you had, show them that they're going to get some value added to their home in California. We're saying, Hey look, have you probably noticed all the new homes are being built with solar? Have you seen that? Yeah, that's because they actually passed a law that all new homes need to be built with store hours. So obviously it's helping them sell quicker and for more.

Speaker 2 (14:14):

Okay. And then 25 year savings break down the numbers, break down what they're going to save 20 five-year cost investment. And then you can just add up. Okay. And here's where you can just write. Um, you can just add up straight what they're paying for utilities. So if they're paying 150 average, 1800 a year, Mr. Homeowner, what does the number 18 grand represent to you? That's how much you spent in paint over 10 years. Right? So put that down then you put plus inflation. So 20 year costs, double, that would be 36 grand plus inflation. So 25 year cost would be, what does that have that a 45, I think 45 plus inflation. Okay. So you don't have to get, yeah. You don't have to, you know, break it down. Exactly. But put the plus inflation so they can see that you're giving them like the bare minimum numbers.

Speaker 2 (15:09):

Okay. And then once you do this, they have all side by side. Hey, and what's really cool about this is you can leave this page with them. So guess what they're going to have in their head? My customer, the previous week, she's thinks she's focused so much on the 40 grand she's going to spend. But if I would have left this with her, she has this in front of her. She says, okay, I'm paying. Yeah. With solar, I'm paying 40 grand. But wow. Look at this. I'm actually saving 60 grand and that's. Yeah. And that's like without the inflation factor into. Okay. So start using this. I'm excited to hear what you think about it. Okay. And I'm just gonna, yeah. I'll, I'll be blunt. I haven't started using it yet because this is just content. We got straight from the, some of these top closers at the event.

Speaker 2 (16:01):

Yeah. But I'm just going off what I hear other people, all of the things I'm sharing, I'm just starting to implement it myself. Okay. So if other people are getting awesome results with it, it's all about the results, right? You follow people that are getting insane results. And that's what I'm sharing with you here. I'm sharing you something that people are getting insane results from 80, 90% closing ratios. So start using this. That's why I wanted to gift it to you for free. Again, head on the closer.solarpreneurs.com. You can get a copy of this and just print them off, print off 10 of them, try it this week, leave it with your homeowner, leave it with your next close. And let me know if it helped you. Hey, so I'm going to start implementing it, excited to hear what our Solarpreneur crowd thinks of it.

Speaker 2 (16:50):

Let me know if it's helped you and send it to someone, send it someone on your team that could also use some help in their closes. And most importantly, drill practice, rehearse, rural play like this roll. Role-play the sheet like crazy. And then come up with great questions that you can use as you're explaining it to the homeowners you present too. So that's what we got today. Hope this was valuable to you. And don't forget to tune into next episode because we're going to hear Alex Smith who is also using this sheet and has this team closing at an 80% ratio. So you won't want to miss out. This is doing crazy stuff in his business over in Florida. So we'll see you on the next one and keep closing deals.

Speaker 3 (17:37):

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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.