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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 What's up Solarpreneurs Taylor Armstrong here with another episode.

Speaker 2 (00:46):

Why should you do whatever it takes in deals and what technologies should you be implementing today? That and much more, what are we talking about in the episode today? So let's jump into it first. I want to say, go, um, follow me on Instagram. If you haven't already, I would love to connect with more you guys. Also on Facebook, trying to be a little bit more active on the social medias ever since we did a couple of social media episodes, a few weeks back, but, um, if you are following me, I did a little demo of a new tool that is seriously a goal of mine. You guys need to be using this, and we've talked about this tool actually on previous episodes, we had the founder come on, uh, Brad Mortenson can go listen to that episode, but the tool was RepCard, which hopefully all you are using by now.

Speaker 2 (01:39):

But more specifically, what they came out with was a physical card. It RepCard, it's an app. You can go and do the whole customer follow up. You can send your digital business card, but what they came out with is money is a physical card that you can literally just tap people's phones and it pulls up your digital business card, right there, gay, no need to text them. Then open the link, you tap their phone and boom, your card is pulling up right there. What's sweet about it is you can go on there and you can save your contact straight from that digital card. So you can just tap, save his contact. They're going to be in your phone now and it's going to make it ways you're to follow up with people, get referrals. I did old demo demo of it. So I obviously can't show you in the audio here, but, um, it's nice because they can see all your, your views to then go on there, leave your reviews.

Speaker 2 (02:36):

Um, they can see probably other people in the neighborhood that left reviews, which you should be encouraging them to do. And then with the top of a button, they can also send a referral. They can submit a referral for you. Okay. So I highly suggest that you go get this, um, RepCard hit me up and I can connect you with the guys over at RepCard and then get the physical. I think it's like a hundred bucks. Um, you can get just a card that says RepCard on it, even tap. And I think for an extra a hundred on top of that 200, you can get a, a card with your picture on it, with your company and everything. Okay. So go get one of these things. It is a game changer and I'm already using it. Definitely noticed a difference. Hey, so that's the first, um, thing I wanted to introduce to you guys, and then seconds.

Speaker 2 (03:28):

Um, as far as technology goes, um, another thing we've talked about is we are launching a full custom training platform. Um, it's called Solciety, and I'm sure we will be doing a full launch episode, but just to kind of give you guys the teaser on it and hopefully get your stoke for it. It is looking super bomb. So you can go check out just a preview we've um, finished some videos and things like that. So solciety.co is the website for it. You can go check it out there, but what we're actually going to be doing is doing this for teams. So you, if you or your team is interested in having a full custom training platform for your entire company, this thing's going to be a game changer for you. So whether you're a rep or needing it for your company, um, this is a full app you can get on your phone.

Speaker 2 (04:22):

It has training games from the best in the industry. We're constantly adding more coaches instructors on there. I'm on there. Um, guys like Earl Kapule, Jay Pez, James Swiderski, we're getting some heavy hitters on there. So you're not going to miss out. The full launch fit is actually on July 1st. Okay. So it might already be out depending on when you listen to this, but if you listen to this, right, if you're in June, listen to this episode, go get on there. Cause we are doing some special things for those that are, um, doing sort of the beta testing and getting on it before it fully launches. So you can go check that out at solciety.co You guys are not going to want to miss out on that. Okay. So let's jump into the show today. Um, today I want to talk about just why you should do whatever it takes in your appointments.

Speaker 2 (05:16):

And this is something that I've seen that top producers have that those, um, that really helps set them apart. That really helps them close more deals than anyone else is. They just do whatever it takes. They're so persistent. They have the ability to just keep going when others would quit in a deal. Okay. So giving an example, guys like Jason Newby, he has an office here in San Diego, actually met with their team last week. He's growing to about 40 reps. And I think he's only been a how to soar company like two or three months now is that like 40 reps. Um, and then one of his guys probably going to have him on the show here, um, his first, I think first month and a half or so, he's closed almost 40 deals, something like that. And I'm like, man, Jason, what are you teaching these guys?

Speaker 2 (06:08):

What are you guys doing? And something that he tells his guys. And I know he himself does. I was on a little panel with them at the door to door conference that I went to too. And he just says, Taylor, what we're doing is we're just not quitting. We're just persisting in deals. We're not really following up. They're not even doing any follow-up. They're just going balls to the walls. Just getting deals closed and just not taking no for an answer. Okay. I'll receive. You're not going to be. Yeah. Or you're not going to make people super mad and you gotta be, um, you know, that sneaky, persistent, you can't be the guys that just keep taking nos, nos, nos, nos, nos, and you're coming out. And what the same thing, but what Jason does with his team is he's an expert at picking and rolling it, just weaving through, through these objections, just being super assumptive, assumptive, and getting these deals locked down.

Speaker 2 (07:05):

And so it's something super important, just doing whatever it takes. Hey, in a story to go with it that I've experienced personally. Um, a few weeks ago, it was on a Saturday is having a slower week. And I said, okay, today I don't care. I'm going to go out. I need you a same-day deal. I think I only had, I don't know, I was at one close on the week, so I'm like, okay, need to finish with at least two, I'm going to go out Saturday and they hit it hard and they go get at same day deal. It's closed them up, flock it down. So I had no idea what I was going to do. Um, but I came across this deal, I'm knocking. And it was actually like first or second door I knocked and he tells me he's already signed with another company.

Speaker 2 (07:49):

Um, he says, I'm good, Mike. Oh, cool. No, that's awesome. Uh, yeah, what company you signed with and we start getting into it, just had a conversation. It went less from a sales pitch to more, just a conversation, right. Which is something you all need to be doing. Think of any interaction you have as not a presentation, not a sales pitch, but a conversation with a human being in front of you. So I just started chatting with him. We start talking, he tells me who he went with. And, um, lucky for me, it was a company I was super familiar with. I knew their sales process. Um, I had friends that were, you know, reps at this company, things like that. So I'm like, cool. Well, you know what? We've had several people actually switched our program from that. Um, what I'll do, I'm just going to have our engineers take a look and then we'll get some info back for ya.

Speaker 2 (08:42):

But yeah, we've had, we've been able to get several people, um, better program, better warranties, uh, better equipment. And then also save them a bit more monthly on what they're paying. So let me see at what I can get with, get for you. And then I'll come back by when they're done. Okay. So I was super assumptive. I didn't say, um, are you okay if we come back, give you comparison? I said, no, um, we're going to have them do this. And yeah, let's see. We can do for you. I'll be back. I'll pop back by. So it wasn't an appointment. It was a pop by, and that's what I did. So I came back, started going through everything. And if you guys listened to previous episode, I talked about how important it is for you to know your competitors and actually know their contracts that possible, know what people signed.

Speaker 2 (09:31):

So lucky for me, I knew exactly what type of program this guy was in. I knew the ins and outs of what he had agreed to. And I ha I helped him actually pull up his paperwork from the other company. And we went through it. I showed them, were you aware of this? And there's several things that, um, I'm sure they didn't like, you know, lie to them or try to not tell them things, but things that he might've forgotten that weren't, um, you know, it's been beneficial for him. I went through all these things and it gave me such great credibility. I'm just showing them these things. I say, go to exhibit B, go to this point. And he, he saw that. I knew, um, yeah, knew this competitor pretty well. So if you can do that, no, your competitors talked about it in a previous episode.

Speaker 2 (10:18):

Um, but I did whatever it took. He was not planning on switching. And then, um, what I did is he got hit with the cancellation fee, but I said, no problem. We're going to take care of that. So really I just did whatever I needed to. Um, he kept on shooting objections, reason why, uh, reasons, even though he did want to switch, but reasons why he couldn't reasons why it was too hard. And I just gave him the answer for everything. Oh, you got a cancellation fee. No worries. We'll help you get through that. Oh, your HOA is already reviewing your old design. Oh, no worries. Yeah. Your neighbor actually there, they went through the same thing. I told them stories of people that had switched to us that were that far along in the process and really just helped him, um, feel that I was going to take care of them.

Speaker 2 (11:05):

I was going to give them the best offer and I was going to be there for him. So that's what set me apart. And that's what helped me get that deal. Okay. But really just doing whatever it took in anything, he came at me with, I gave him a solution. Okay. So help people find solutions, help people get what they want and you are going to be rewarded with deals. Okay. And then another, um, yeah, another actually situation. Just last weekend. I had a appointment, um, this was the next day appointment and set on a Friday. He went back on a Saturday and it was pretty closed off. Um, he was one of these guys wearing two face masks. Any guy that you see, especially at this point, that's wearing double face mass. I know they're they mean business. Okay. They're going to be tough.

Speaker 2 (11:52):

Close. Um, I don't know what it is, but people coming at you with double face mask, they are, they're no joke. So he comes with two face masks, um, come to the door and I had prepped him beforehand. I said, um, when I first set the appointment, I said, Hey, we're going to be coming back and all come. Um, just inside your home, it's going to be on a computer. I have all the, all the information, all the details with you. So when I, uh, pop by tomorrow, that's what we'll do. We'll go with you. And he had told me, he's like, ah, okay. And when I came back to the house, he said, well, yeah, I don't feel comfortable with you coming in the home. So we're just gonna have to go outside. So I didn't have much of a choice. He takes me outside.

Speaker 2 (12:32):

He refused to let me in inside the house. And we're just standing back on his AC unit. Okay. He says, just set your stuff here, show me what you got. And I'm like, oh my gosh, everyone knows that if you can't get inside the house, um, if you can't get at that kitchen table, you are fighting a major uphill battle. So I'm in his backyard. I know it's going to be a really tough close, but again, I'm just thinking, okay, what is this guy bought? He's bought lots of other things. I can close this. He's a buyer. And does another thing that helps me a lot. Grant Cardone talks about this, but just look for things that they have bought. They have the Tesla front, do they have, um, out of camper, look up their cars, look at all the things they have purchased in the past.

Speaker 2 (13:20):

Okay. If you can build your evidence, this evidence in your head of things that they have purchased, then that's going to help you. Even if loo look for things that seem like silly that people would buy, it's like, okay, they have this, uh, I don't know this pile of junk here that they bought. They spent money on. Okay. They can definitely buy some soar. They can definitely let me help them out with solar. They're willing to go buy stuff like this. That's a little games I play in my head that helps me a ton. Just looking for that evidence of things they have purchased in the past. Okay. But we were going, I'm fighting an uphill battle. And my goal was just take it as far as I could. Okay. Some of these, you know, it's going to be a tough close, like this one, but take it as far as you can see where it goes and we go through it.

Speaker 2 (14:08):

He's skeptical. He's not wanting to sign today. But, um, just pushing through the deal, just being assumptive, I've eventually get them to close. Eventually get them to do the unthinkable. That he was no way he wanted to do that day. I said, okay, we're just going to get the ball rolling. Um, we need to did the takeaway, Hey, we need to see if we can get your home approved, where you, we need to fill out these forms and then have our guys come check it. And the meantime, yeah, you can re you can review it all. This is our agreement. We're going to summit with you. You review it all. Worst case scenario. If you feel like something isn't working for you guys by all means, let me know. And then no problems at all. We'll just scrap the whole thing. But this, um, I mean, obviously we, if we get it approved on our end, you can't think of anything that wouldn't be beneficial for you.

Speaker 2 (14:58):

Right? Mr. Customer. See what he says, do go a trial close and he's like, no, everything, everything looks good. Um, yeah. Seems like it would work for us. Great. Well, yeah, we'll just get a few forms and they're just going to verify the credit and then, uh, we'll fill out a couple of forms that there you'll get everything that I told you in writing. And then we'll get this started for you. Then hopefully cross our fingers. It does go well on our end. Hopefully we don't have to turn your home down, but, um, yeah, it's going great. Showing them a few testimonial videos, um, got them sold on the credibility that we built with the people we had already helped in the neighborhood. Okay. So just do whatever it takes. Don't quit and deals. I see this so many times where people just quit and deals.

Speaker 2 (15:43):

They do not want to get to that uncomfortable point. And I still get super uncomfortable in almost every deal I go to because no one wants to sign up the first day. Everyone wants to think about it. Everyone wants to, um, you know, have 10 days to review the contract. Okay. But our job is to get people to take action. Our job is to get people to realize that by waiting, they're missing out on things. So have that mindset and really just think of yourself as someone serving how many people are not going to do this because they get scared of waiting. How many people are not going to do this because they weren't doing with someone that helped them understand the benefits and that helped them take that action. Okay. So that's the biggest thing our industry needs as closers guys that can close them on why they should have an appointment to see their solar proposal, which don't use those words, but, um, have a pop by and see their solar information, right.

Speaker 2 (16:40):

For the words that I use. So think of that as you were out there and knocking as you out there, setting appointments as you're out closing deals, just do whatever it takes. Um, I think how far can you go? How uncomfortable can you make it that they feel like they need to get in on this? Okay. And then use those tools. Guys, go check out solciety, the training platform, get yourself a RepCard, a physical card. And then last thing, send us questions. I loved hearing from our listeners. What questions you guys have? I went and talked to Jason Newby's team last week, um, was able to go in for one of their trainings. And it was cool. Got to stand up here. Some of their questions that a lot of new guys have. So if you have suggestions on who you'd like to hear on the show, if you have a, I dunno, questions, concerns anything you want us to jam on in the show, give you, what's working for us here at Solarpreneur and, um, yeah. Have experts on, they can talk about it. Let us know. We'd love to check those things out and thanks again for listening. We will see you guys on the next episode.

Speaker 3 (17:51):

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 society's closed the public and membership is by invitation only, but Solarpreneurs can go to society.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.