Mastering the Playbook
Finish the Line: "Well, the reason I ask is I meet the majority of homeowners through two sources..."
"...our amazing referral program, remind me to tell you about that later, and our partnerships."
Where do we find the proposal after submitting the bill?
Slack
What is the full name of our in-house financial partner?
Momentum Solar Energy Services
True or False: during INTTAI, we should wait until AFTER the homeowner gives their list before we start tying those things back to what momentum does.
False: We never tie their list to what momentum does. The point of the list is to build towards the concept that the research has been done for them.
What is the number 1 cause of cancellations?
Agreement concerns
What statistic came from the industry’s top financial partners?
"We have the highest post-installation customer satisfaction rating of any company at scale."
What is a "UCC-1 Filing" also known as?
A mechanic's lien
What is the term and rate we lead with when pitching Dividend?
25 years at 6.99%
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."
How can you use your CRM to improve your pull-through?
Keeping an eye on your projects' progress allows you to keep homeowners up to date and reassured.
Why do most companies subcontract?
It saves them money.
What are 4 of the many factors used in designing an irradiance map?
Azimuth; Pitch; Slope; Tilt; Roof Space; Shading; Geographic Location; Historical Weather Patterns
How recent does a utility bill need to be for IGS?
The bill needs to be as recent as possible from the last 6 months.
Name 2 of the several additional features in the Financial T program to help you get past the no.
EPP; Checks; True Cost of Solar; Sell Your House
What do we reference to encourage our homeowners to call us with questions rather than their own friends or neighbors that may have solar?
Two identical homes can have vastly different payments because it's relative to the power consumption of each home. We’ve optimized this system to maximize savings for their home.
True or False: We should coach the homeowner to rely on their CARE team representative or Customer Support when they have questions.
False: You should be coaching them to call you with any concerns.
True or False: You must request a notary link via email.
False: You must request a notary link via slack.
Which financial partner does not allow concessions?
MSES
What are the 4 ways that Momentum makes it's money?
(lease)Federal incentive; State incentive; Depreciation of an asset; New lower monthly payment from the homeowner.
Why is it crucial that we ask the homeowner about any reservations they may have about their future with Momentum?
It's our last chance to handle any reservations while still in the home. After walking out the door, any issues that come up will be handled over the phone.
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; Askt the appropriate follow-up question; Set the tone
How do you resolve the stip when an IGS agreement with a name that doesn’t match the property report?
Have the homeowner sign s name amendment and provide proof of ownership.
What 3 options do we have if one homeowner has failed credit with every financial partner, what can we do?
Try another person on title; Co-sign with MSES; Cash
Knowing that the utility company comes with a lifetime commitment and isn't free, what is the only thing the homeowner has to give up in the value exchange?
Status Quo
How Does It Help Your Deal Stick?: The Validation Call
Reviewing with a third party helps ensure that you covered all of the details and that they understand everything they have signed.