Mastering the Playbook
Deliver the Tie-Down: Part One of Company Story
"Does that sound like a leadership team you can depend on?"
If the homeowner asks about moving panels from the front of the home, what objection are they likely hiding?
I Don’t Like How Panels Look
What does CP1 status mean for your project?
Ready to install!
Why do we smile and wave at the house?
Good first impression to the homeowner and shows the neighbors you were expected.
When is the first IGS payment due?
30 days after activation
What do you need to do within the first 15 mins of the appointment?
Submit the Bill
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 team helps you save projects after they cancel?
Retention
People buy with ___ and back it up with ___.
Emotion; Logic
If you run a soft credit pull, what does this mean?
The pull isn't listed on the credit bureau report and doesn't affect credit.
Fill in the Blanks: These companies get your name from ____ ____ ____ and will make it seem as if they were sent at the direction of the utility or the permitting office.
Public permitting records
Why do we avoid saying "I agree" or "I understand" with most rebuttals?
Doing so would suggest that we, the expert, would have the same reservation.
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install
Why is it important that the homeowner understands that this is a federally incentivized program?
It provides legitimacy and reduces skepticism.
When does Dividend's hard check happen?
Within 1-2 hours of signing
What is the last line of buyer’s remorse?
(I’ll be here for every step of that journey with you, and I really appreciate you choosing myself and Momentum for your home!)
What are the 4 ways that Momentum makes it's money? (lease)
Federal incentive; State incentive; Depreciation of an asset; New lower monthly payment
During what part of the signing process prompts concessions to be accounted for?
Generate Docs
What is the prupose of the Inc and Deloitte 500 paragraph of the comapany story?
To build certainty in Momentum by drawing a correlation between growth and quality of work.
What is the difference between IGS and MSES, in terms of when someone can purchase their system?
MSES: 66 months; IGS: 5 years
Deliver the "penalty pricing" section of Kill the Bill
"Now, did you know that utility companies are one of the only places on the planet where the more you buy of something the higher the price they charge you for each unit? We're typically used to places like BJ's or COSTCO where the more you buy of something the cheaper it becomes. Utilities use a different pricing model based on supply and demand that actually penalizes you for being a good customer. The more you use, the higher the rate they charge you."
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.
True or False: We should not answer questions about roofs because the technician will have more reliable answers for them during their Engineering visit.
False: The technician is only there to take pictures, not provide roofing information.
If the homeowner sees how this saves them money, why must we ask if they see any way where they wouldn’t?
If the worst-case scenario is playing out in their mind, and we don't address it, they will not have absolute certainty and we will end up with objections to qualifying, including most commonly "I need to think about it".
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.