SouthwestSolar.biz

For anyone who began with Citizenre over the fall, winter and spring of 2006/2007, you may have marked the passage of this time with excitement, sleepless nights, maxed out mobile phone minutes, and a couple false starts with our press release. It certainly has been a roller coaster ride. Naturally, the ups and downs have caused some associates to take pause, or to reevaluate the boundaries of their comfort zones. Others have continued to work consistently and methodically, and with great fervor.

So maybe you’re one of those who have maintained a steady pace working this business. Or maybe uncertainty drove you to sideline your efforts for the time being. Whatever the case, I have tremendous respect for your reasoning—we are all operating from unique and different backgrounds that affect the choices we make.

Regardless of your current level of activity, there are a few things I’d like you to consider. When the press release goes public, a lot of things are going to change. Fast. Homeowners will begin to seek us out for a change! We’ll be inundated with people needing to be trained as associates. The market will become much more competitive. Participation in events and trade shows will become more complex. The pace and volume of business will be ripe for those best positioned to take advantage of this growth.

After signing a non-disclosure agreement along with the other RSDs, we were recently entrusted with a preview of what’s to come. We were left momentarily speechless. It is real and it is happening with such magnitude it’s absolutely spectacular. There’s no denying this has been an imperfect process, but behind the scenes, some very big pieces have come together in perfect union and near silence. And I for one would like to commend you on your patience and tenacity in the face of some pretty big unknowns! We’re about to have a lot of fun.

So I have two words for you: preparation and readiness. If you’re active, inactive, on or off the fence, as long as you are still aligned with this concept, there are steps you can take to be well positioned for this historical event.

Here is what I suggest:

* Read and re-read all your training materials and knowledge base. Be comfortable with the information so you can be confident with the questions you’ll be fielding. Remember, it’s okay to say, “Good question, I’ll get back to you on it.”

* If you have remained fairly active, gather your team together and begin discussing ways you can be better trained and better organized. Set short and long-term goals. Be accountable for those goals.

* Get systems in place for FRA management and customer follow-up so the process is streamlined and efficient for you. Keep in mind that without received FRAs, there will be no site inspection, no installation, and no income!

* Follow up on any current FRAs that have not been verified. Do some “spring cleaning” in your back office and be sure you’ve communicated with customers and associates who need follow-up.

* If you haven’t already, try to achieve 10 team/personal sales to reach sales manager. The training materials at this level will make you better prepared to lead your own business and others.

* Assist members of your team to achieve this promotion to sales manager. The more associates in your organization, the more you and your team will benefit from what has been going on behind the scenes. Many of us will wish we’d worked harder and accomplished more during the down time!

* Be sure you have ample business cards and other supplies handy.

Now is the time to boost yourself and your organization to a better state of readiness. Please make use of the tools in our Powur back office and the tools provided on this site. If there is additional support we can provide, please email me with your request.

Spring Hericks,
Southwest RSD

Following are a few suggestions and guidelines for your first foray into community events. At times we all struggle to find the right words, so below are some examples to help you along. Listen and observe other associates, especially those with more events under their belt—they can share effective tips and techniques they’ve picked up over time as they’ve honed comfortable, easy ways of sharing this program. You can model what’s working for them and spice it up with your own personality and approach. With a little practice, you’ll find your own natural style.

Remember to relax. Smile, make eye contact and allow customers to breathe. Engage them only if they’ve stopped at your booth, or grabbed a flyer or read your banner. Be respectful, pleasant and professional. Apply the Golden Rule. That goes for coworkers and customers alike!

Our solar offering is unique, historical, exciting. But don’t spill all your candy in the lobby. That is, don’t initially overwhelm them with too much information or try to dazzle them with your mastery of solar science! Instead, ask questions. Get them talking. A good rule of thumb? You do 70% of the listening and only 30% of the talking!

So slow down. Don’t feel rushed or put too much pressure on yourself. You can’t say the wrong thing to the right person! This is not about you, it’s about them.

To start, have a copy of our terms and conditions in hand along with a copy of the FRA so you can point to highlighted areas of interest as they come up in conversation (thereby avoiding any shock factor if you try to get them to review all those pages at once at the end!).

Ready? Here are some ideas to get you started:

“Have you ever considered or looked into solar?”

or

“Are you interested in saving money on your electrical bill?”

Give them the space to reply, but be ready with one more hook just in case they too easily dismiss you, believing we’re the same old same old.

“We’re an entirely new approach to solar power.”

This is important to state as it effectively means they must drop any preconceived notions about the costs or hassles of traditional solar. This is a whole new ballgame we’re talking about here.

“…There’s no big, expensive purchase, installation or maintenance costs as with traditional solar. You basically rent the equipment from us for about the same cost of what you’re paying for your electricity now. And you can secure today’s electrical pricing for up to 25 years.”

“Do you live here in __________?”

“Who is your electricity provider, if you don’t mind me asking?”

“Are you happy with them?

This last question, depending on where you are in the country, really gets people to open up. They really start talking. Listen. Listen. Listen. From these questions you can glean their attitudes toward solar and tailor your conversation to meet their needs. Give pause between questions so they may answer. Take your cues from their responses. They will reveal what issues/topics move them most, and you will know where to place emphasis throughout your conversation—on cost savings, environmental sensitivity, energy independence, etc.

“As your neighbors’ rates continue to climb, over time, you enjoy significant savings as your rates with Citizenre stay the same for up to 25 years.”

If you know the market well, and have estimated how much we can save the average homeowner in your area, go ahead and tell them the percent saved at today’s rate. Very few people will walk away from real savings on their energy bills. Be prepared to back up your claims with the solar savings calculator, articles on rate increases, etc.

“So… we’re here today signing up homeowners who wish to reserve their system, basically getting people ‘in line’ to have one of our solar engineers come to your home to assess your property. Would you like to see what is possible for your home?”

Asking for the sale in this manner is very non-threatening and also seems to have the effect of creating acceptance and openness about the process. 

“In essence, you get to reserve a solar system, and secure your electrical rate… assuming your home qualifies as a good candidate for solar.”

Most customers ask how to qualify, what is involved. More questions:

“What does your home look like? What is your tree cover or shade factor? Ridgeline orientation? Roofing materials? How long since your last roofing?”

Have customers begin telling you why they are good candidates for solar. It is always more powerful when customers paint this picture in their own minds, visualizing panels on their home, imagining themselves through this process. In this way they take ownership of the program and are far more likely to be solid, qualified customers. Also, most people just enjoy talking about and describing their homes to you! If they are agreeable, begin filling in the required fields on the FRA with them.

Describe in brief what happens if you haven’t already covered it.

“When this signed form is received by our corporate office, you’re officially entered in our system. You can log in anytime at this web site ______________ (or the join the solution site) and view “My Account” to stay in touch with the latest developments and press releases on Citizenre. You can also contact me anytime for updates. Our engineers should be contacting you sometime early in 2008 to begin site inspections and determine expressly how we can meet your energy needs. At this point, you will be presented with the capability/design of a solar system for your home, which you either decline or approve. We proceed from there.”

Answer additional questions about the terms, why 80% of our customers choose the 25-year agreement because of its flexibility, etc.

Respond with “That’s a great question…” and “Good point” as they bring up certain ideas and really validate them with answers that are clear and concise.

Getting a signed FRA is pretty easy at this point as you’ve essentially gone through it and the terms and conditions during the conversation.

Always let them know what happens next: The customer will get a copy of the FRA to sign and mail in to Corporate (this is paramount—stress that without receipt of this important document, they are not made official, not really “in line”); that they get an account on the JoinTheSolution site; how referrals work, etc.

Thank them for joining the solution… and remind them once again about the referral program by supplying them with a few extra business cards!

Have a good time! What we’re doing is fun!

Spring you can refer to it at this address:

http://southwestsolar.biz/press/wp-content/uploads/2007/06/spring001.jpg

Ecopreneurs with Goals

An associate who is passionate about Citizenre can impact friends and family with our unique approach to solar. But an associate with goals can move far beyond family and friends and can actually help change how our country produces and consumes electricity!

You’ve got to think it and you’ve got to ink it.

What do you want?

When do you want it?

What steps are you willing to take to get it?

“Successful people are willing to do the things that unsuccessful people are unwilling to do.”

Becoming an
Ecopreneur with Goals

Goal Setting

“By recording your dreams and goals on paper, you set in motion the process of becoming the person you most want to be. Put your future in good hands—your own.”
~Mark Victor Hansen

      Focus on what you want to bring into your life. What do you want and when? Set goals that are measurable, specific, vivid and motivating. Make them believable. Make them for professional and personal purposes. Consider in detail the kind of business, income, relationships, mental and physical well being you want to attract into your life.

      Write down your goals on blue note cards (studies have shown this color to be particularly effective). Describe your goals in the present tense, or as if they have already happened. Keep them visible.

      Visualize completion. Visualize how good you’ll feel when they’ve been accomplished. List the benefits that will be yours when you reach your goals. Revel in the wonderful feeling of success and satisfaction for a moment. What does that look like and feel like to you?

Be Accountable

      Make an accountability contract. Depending on the goal, identify a friend, coworker or spouse with whom you can share these goals, a person to whom you must be accountable. Know each other’s goals, set daily or weekly timetables, and report to each other on progress made.

      Set a training or support group with other associates. Share lessons learned, what works and what needs improving. Have a potluck, make it fun!

Time Management

      Come up with a “daily method of operation” or DMO. That is, have a plan of action for each day. Plan the time you have for your business. Set the hours and identify the tasks that must be completed. Talk to people. Share our solution. Get those FRAs in the mail. Invite referrals. You don’t have to be extraordinary to be successful in our business. Just do ordinary things over and over again.

      Don’t procrastinate. Do the thing you like least, first. Whatever it is—that phone call or stack of mail you’ve been avoiding—get it over with. You’ll feel good knowing it’s done and be able to move on to more productive and enjoyable work.

      Maximize “pay time” versus “no-pay time.” Examples of pay time include making sales and referral calls, following up with customers, preparing and sending in FRAs. These activities directly impact your earnings. No-pay time might include organizing your office, catching up on emails, researching and educating yourself. While still valuable, try to accomplish these during off peak hours when you can’t be connecting to customers. Think about what you do each day, fill your day with activities that earn income, and you will be successful.

      Stay on goal time, not clock time. What do you want to accomplish today? Regardless of whether it will take you one hour or ten, when you’ve met this goal, stop. Make time for yourself, your family, a hobby, etc. This will help you achieve personal balance.

      Voew time as a precious, finite resource. Spend it wisely.

Goal Setting Worksheet

What’s my purpose in participating in this business?

How does making a difference change my life?

When would I like to have that happen?

How would more time or money change my life?

What steps am I willing to take to make this happen? In terms of time? Money? Commitment?

What obstacles will I need to overcome?

What strengths do I bring to the table?

Where would I like to see my income in a year? In 3-5 years?

Are my actions in line with my goals?

Are my goals reflected in the results I’m producing?

How many FRAs do I want to have and by when? What steps will get me there?

How many events, presentations, ads or pinups do I need to reach this goal?

Here’s a recent Broadcast from Rob Styler, President of Powur of Citizenre.

This is a long stream and David is in the last part. Before David, Jeff Wolfe, who has been active critic of ours, shares his model and his perspective. He is not aggressively against us in this interview, but he suggests that we are not real.

David’s responses are great and the enthusiasm of the hosts is priceless.
http://www.bestrateofclimb.com/EFF-Episode5.mp3
David does not come on till the end, so you can let it download and then forward it.

Thanks,
Rob