Mastering the Playbook
What partnership do we mention by name in Company Story?
BJ’s
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 can we use to practice the signing process?
The Training app on our iPads.
What is the full name of our in-house financial partner?
Momentum Solar Energy Services
How do we achieve certainty in the fourth building block?
By having certainty in the first three building blocks
Fill in the Blank: "Momentum has been in the business for ___________ and we're one of the oldest true solar companies in the country."
Over a decade
What story do we tell when going through the Solar Side of INTTAI?
The utility company trying to get them back after ten years of saving money with solar.
What is a "UCC-1 Filing" also known as?
A mechanic's lien
What credit bureau(s) does IGS check with during the credit check process?
All three (Experian, Equifax, Transunion)
Why do we emphasize that the company does not subcontract its work?
To distinguish ourselves from our competitors in terms of quality control and build certainty in a high-quality installation.
What pricing business model do utility companies operate under?
Supply & Demand
How do we conclude the I Don’t Like How Panels Look rebuttal?
We gain permission to continue.
What kind of setbacks may be illustrated on an irradiance map?
Wind and Fire
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES
How do we define certainty?
The absence of doubt
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.
What are the 4 ways that Momentum makes its money? (lease)
Federal incentive; State incentive; Depreciation of an asset; New lower monthly payment from the homeowner
Who can you call during an appointment for a roof quote?
Nobody; we leave that to the roofing specialists after the engineering visit
Which financial partner does not allow concessions?
MSES
What is the purpose of the last paragraph of the company story?
To build certainty in Momentum by drawing a correlation between growth and quality of work
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.
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 do you resolve the stip when an IGS agreement with a name that doesn’t match the property report?
Schedule a time with your customer for the following morning to complete the call with IGS.
How do we avoid signature stips with IGS?
By using the Select Style feature
When do we use articles and pictures as logical proof of the features and benefits?
After you established emotional certainty in the homeowner