Qualifiers
QUALIFIERS 2.0
Initial Resistance
Site Quality
Miscellaneous
100
You ask a homeowner this to confirm ownership before moving forward.
What is “How long have you owned the home?”
100
For roofing, this follow-up question helps uncover hidden issues that might affect eligibility beyond just age.
What is “Have you needed any repairs since it’s been replaced?”
100
A homeowner says “I’m good” or “Not interested.” These are examples of this type of objection.
What are examples of smokescreens or brush-offs?
100
This home has a big issue making it a poor candidate for solar. Look at the trees all around it. What’s the problem?
What is too much shading?
100
This is the very first step of the 7-step button-up, and it sets a time boundary with the homeowner.
What is the Time Condition (“Awesome [name], 30 more seconds and I’ll let you get back to your day…”)?
200
If a homeowner says their electric bill is $400, this is the follow-up you should use to clarify.
What is “Oh no, I didn’t mean for the whole summer, just for one month?”
200
A homeowner says “No, I haven’t had my MassSave energy audit yet.” This is the best way to respond and keep the conversation moving.
What is “Perfect, that’s why I’m here. Have you been getting letters about energy upgrades?”
200
Instead of walking away when you hear a brush-off, you should do this to lower resistance and keep the door open.
What is pass by, ask why, or test them (then just say bye)?
200
This roof looks big, but in reality, it’s chopped up into small planes. What feature ruins clean square footage here?
What are dormers?
200
During button-up, this step makes sure the homeowner and spouse are aligned, and is often followed by a laugh about trucks full of equipment.
What is the Spouse (“Do you own with a spouse/family member/significant other?”)?
300
This qualifier helps you determine how you’ll ask to grab their electric bill.
What is “Do you get the bill digitally or paper copy?”
300
For solar, asking this question helps determine whether the roof may need replacement before installing panels.
What is “How old is your roof, roughly?”
300
A homeowner says “I’m not planning to do any work soon.” This is the transition statement you use while nodding.
What is “Ok, then this is something for the future, right?”
300
Look closely at this roof, it has skylights, vents, and a chimney. These are all examples of what type of site problem that eats up usable space?
What are obstructions (chimneys, skylights, plumbing vents, stacks, etc.)?
300
Step 6 of the button-up changes depending on when the appointment is scheduled. This is what you explain for appointments more than 48 hours out.
What is the Confirmation Process (“We’ll call to confirm since it’s outside of 48 hours… pick up the local number so we can confirm”)?
400
Asking this checks whether you’ll be dealing with an R2 discount or other alternative utility programs.
What is “Are you on any special programs with your current utility provider?”
400
For HVAC, this qualifier builds pain by uncovering both cost and frequency of a homeowner’s outdated fuel system.
What is asking “How much do you pay for oil, and how often do you have to fill the tank?”
400
All of these objections — “We can’t afford it,” “Maybe when the kids finish college,” “When we get our tax return,” “We just bought the house,” or “We just did the driveway” — are really saying the same thing. This is…
What is “Not now, just later”?
400
This house has a wide, clean asphalt roof with just one small skylight. Would you set it, and why?
What is yes, because it’s a simple, clear roof with plenty of usable space?
400
This step of the 7-step button-up is all about building rapport and making yourself memorable by talking about anything but products.
What is the Cool Down?
500
To qualify for state and federal solar incentives, HVAC rebates, or roofing programs, someone in the home must meet this requirement.
What is having a credit score of 650 or higher
500
As a high-value qualifier for HVAC, this two-part question reveals both the type of system they rely on and its lifespan.
What is “How do you heat and cool your home, and how old is that system?”
500
When handling “not now, later” objections, this core rebuttal helps you pivot to a close: free, no obligation, guaranteed in writing, and you’re already in the neighborhood. Handshake.
What is “Great, that’s why we do it this way! The estimate is free, no obligation, guaranteed in writing for the future — I’ve been speaking this whole time, my name is ___ and your name is?”
500
This flat roof type can be a good candidate as long as it’s in solid condition and not shaded. What type of roof is it?
What is a rubber roof?
500
This tactic both secures contact information and makes the homeowner finish the number for you.
What is “Perfect, and what’s the best number to reach you at? Is it a 781 or 603…?” (stare at phone until they finish it)