Why Behind the Words
How do we achieve certainty in the fourth building block?
By having certainty in the first three building blocks.
What can we do with every objection/concern to make the homeowner feel heard?
Write it down.
When is the first Dividend payment due?
60 days after installation
How many times do the words "lease" or "loan" appear in our entire pitch?
Zero
Fill in the Blank: "Our goal as a company is to provide a seamless transition to cleaner, cheaper power with a ________ service."
white glove
Fill in the Blank: People buy with ___ and back it up with ___.
emotion; logic
What do we use to build urgency when a homeowner wants to wait to give referrals?
Their neighbors will see the vehicle with the company’s name and number on the side.
Why should we have the homeowner verbally verify their personal information?
It gets them in the habit of agreeing.
True or False: With square footage proposals, your project will be stipped until a utility bill is provided.
True: A utility bill is required by the financial partner, regardless of how the proposal was generated.
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
What 2 things must you do to establish certainty in YOU.
Get in and stay in rapport; Be seen as expert.
What tool in the Financial T App helps to resolve a Homeowner's concern about the initial higher cost of solar vs their utility bill?
True Cost of Solar
What’s in it for a homeowner to provide ACH with Dividend?
Securing the half-percent discount that was already factored into their interest rate.
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install.
What are the steps to achieving level three Rapport?
Compliment (followed by a question); Learn; Action
Why is it important that we emphasize "that power" when explaining the solar program?
To set accurate expectations
When rebuilding certainty in our product in INTTAI, what 2 questions do we ask to prompt the homeowner to reaffirm their certainty in a functioning system?
"Do you believe that if Momentum were to install this system on your home, it would produce this amount of electricity we spoke about and you wouldn't have to buy it from {UTILITY}?" followed by "What makes you sure of that?"
When are cash payments due and in what amounts?
10% at signing; 30% after completion of design and permitting; 50% after installation; 10% after inspection in order to activate.
During what part of the signing process are concessions to be accounted for?
Generate Docs.
Fill in the Blanks: "BJ's looked into the company's customer service______ and _____ their installation ______ and _______, the products used like _____ and _______, and overall value."
staff and policies; practices and training; panels and inverters
When do we use articles and pictures as logical proof of the features and benefits?
After you established emotional certainty in the homeowner.
Deliver the Tie-Down: EPP
“Now, earning back $YY,YYY is great, but $XX,XXX is even better wouldn’t you agree?” or “Because you agree there is no way our program isn’t going to save you money, would it be a terrible idea to save $XX,XXX instead of $YY,YYY?”
Why is it important to factor in all sources of income the first time checking credit with Dividend?
Correcting it and trying a second time will require proof on income and will be stipped without it.
List the steps to properly enter a referral into the iPad.
(optional: turn on/unlock); Sales App; Referrals/Megaphone; Import Customer; Fill out referral info; Submit
Deliver the line: Full Growth paragraph of Company Story
Now would you agree that in the business world, companies that do it right are easy to spot? Think about Amazon or Chick-fil-A. They didn’t really have to advertise, but giving customers what they wanted made them grow quickly, and now they dominate the marketplace. In solar that’s Momentum. Doing solar better than anyone has landed us on the Inc. 500 and Deloitte 500 lists as the fastest growing company competing with all industries, for 3 years running. Out of tens of thousands of companies of all types, we’re 1 of only 13 to make the list that many times, and we’ve been the highest ranked solar company across the nation for the last five years.