Pull-Through
True or False: Validation calls are not required for cash deals because there is no financial partner.
False: Validation calls are required for all deals.How do we achieve certainty in the fourth building block?
Finish the Line: "If you qualify, we take care of..."
"...the design, engineering, permitting, materials, installation, and activation of your system."
What is the first thing we review with Homeowner in an agreement?
Their personal information
What can we do with every objection/concern to make the homeowner feel heard?
Write it down.
What does CP1 status mean for your project?
We are ready to schedule the installation.
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.
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 credit bureau(s) does IGS check with during the credit check process?
All three (Experian, Equifax, Transunion)
What do we bring up if the BJ’s discussion doesn’t resolve INTTAI?
The Invisible Hand
Why are thorough appointment notes important?
Leaders and other departments rely on them for additional information about the appointment and homeowner.
Fill in the Blanks: "Now, during this time, everyone I’ve spoken to tells me they’ve experienced a mixture of emotions that ranges from ___________ to ___________ with a touch of _______."
excitement; impatience; anxiety
Deliver the Tie-Down: What tie-down solidifies belief in Momentum’s longevity as a company?
"Does that sound like a leadership team you can depend on?"
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.
What MUST we do before asking the two-path question in INTTAI?
We must deflect and build rapport.
What must be done for a project to reach MVP status?
All paperwork must be submitted, an engineering visit must be scheduled, and a validation call completed.
Deliver the Next Line: "They get your name from public permitting records and make it seem as if they were sent at the direction of the utility or the permitting office."
"This deceptive practice is called Permit Poaching."
How do other companies cut corners on Insurance?
They just get a general liability policy, or they let the worker’s comp. portion lapse.
Which financial partner does not allow concessions?
MSES
What should we focus on to get past a Cancel at Door, no matter the path?
Significant savings for a small commitment of time.
True or False: You must request a notary link via email.
False: You must request a notary link via slack.
How Does It Help Your Deal Stick?: The Insurance Conversation
It will solidify in their mind that they are making the right decision by going with you and Momentum today, rather than risk going with someone that cuts corners
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.
What is section 5 of the IGS agreement?
Conditions to be Met Prior to Installation of the System
Deliver the Line: the last paragraph 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."
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