Why Behind the Words
How do we achieve certainty in the fourth building block?
By having certainty in the first three building blocks.
What is the two path question for I Need to Think About It?
"Are you going to be thinking about whether or not you want to go solar or are you sure you want to go solar, you're just not sure yet who to partner with for you project?"
When is the first IGS payment due?
30 days after activation
What feature in our CRM allows us to gain insight to a project or stipulation?
Opps Cases
What are the steps of the appointment, in order?
SB; CS; HF/Q; NM; MvS; 3O’s; KtB FT; AS; S; BDM; BR
How do we summarize the idea that the homeowner will first believe their voice over anyone else’s?
Telling isn’t Selling
How should you respond if a Homeowner says they need to think about it?
"I hear what you're saying, and I can appreciate that. Because, that tells me you're taking this decision seriously, and you really want to find the best solution for your home."
What credit bureau(s) does Dividend check with during the credit check process?
TransUnion
What team helps you save projects after they cancel?
Retention
Fill in the Blank: What do you think that it is that the government's top economists are looking at that is making them say, "______ for 4% per year rate increases"?
Budget
How do we want to make our homeowner feel?
Important
What is our goal with the I Don’t Like How Panels Look rebuttal?
Gain permission to continue
How recent does a utility bill need to be for IGS?
less than 6 months
What must be done for a project to reach MVP status?
Paperwork submitted, Engineering visit scheduled, and Validation call completed
What pricing business model do utility companies operate under?
Supply & Demand
“Everyone knows..” or “Most people...” are examples of what?
NLP
What are the 4 ways that Momentum makes it's money? (lease)
Federal incentive; State incentive; Depreciation of an asset; New lower monthly payment
How is MSES used differently in NY and FL compared to our other TPO markets?
In Florida and New York markets we use MSES for leases, but in all other markets where we offer TPO we use MSES for power purchase agreements (PPAs).
Who can you call during an appointment for a roof quote?
Nobody; we leave that to the roofing specialists after the engineering visit
To provide comfort and peace-of mind, who do we inform the homeowner that they can contact?
CARE team representative, Customer Support, and Ourselves
Why do we wait for a homeowner to answer our questions, rather than help them answer?
When they verbalize the answer, they solidify their belief.
Deliver the section of the roofing rebuttal that negates the need to get a quote before signing for solar.
The good part for you is that if we find out your roof is unfit for solar, we will not install solar on your home. If we put solar on a bad roof, who do you think is responsible for it? We are! We would stop the project. We don’t want the 25-year obligation of your roof; no company would do that, so we would tell you up front that your roof is unfit for solar. Should you choose to get it through our program, saving you money—or anywhere else because there is no obligation to get it from us—then we can install solar once the roof has been replaced, but we wouldn’t put solar on your roof otherwise.
What 3 options do we have if the homeowner has failed credit with every financial partner, what can we do?
Try another person on title; Co-sign with MSES; Cash.
List 3 of the operational steps between MVP and Installation
Aurora & Trees, Design, HOA, Permitting, Roofing, CP1
List 10 of the Steps Before the Company Story
Show up to the neighborhood 15 minutes early; Show up to the house 2 minutes early; Smile and wave at the house; Keep off the lawn; Knock exactly on time; Ask if they'd like you to take your shoes off; Get to a table; Get/submit the bill; Find out if all decision makers are present; Build Rapport, Ask for a glass of water; Ask how long they've been looking into solar; Ask the appropriate follow-up question; Set the tone.