Operational Expertise
How many times do the words "lease" or "loan" appear in our entire pitch?
0
What is the full name of our in-house financial partner?
Momentum Solar Energy Services
Who do we reference that says “homes sell 20% faster with solar than those without?”
Forbes (Home)
What feelings are we trying to transfer when building rapport?
I care; I'm just like you.
What are the steps of the appointment, in order?
SB; CS; HF/Q; NM; MvS; 3O’s; KtB FT; AS; S; BDM; BR
What team helps you save projects after they cancel?
Retention
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.
What is the two path question for a Cancel at Door?
"Were you looking for a better time or did you find an alternative way to save on your electricity?"
Why do we mention that we have our own app?
It demonstrates differentiation and credibility.
Deliver the Tie-Down: Customer Experience of Company Story.
Knowing that solar is going to be in your home for the long run, doesn't that make you feel more comfortable?
What must be done for a project to reach MVP status?
Paperwork submitted, Engineering visit scheduled, and Validation call completed
When does Sunlight's hard check happen?
Upon installation
Identify the true objection: "What if I don't want it in 5 years?"
What if the Next Homeowner Doesn't Want Solar?
What are two reasons we ask if the homeowner would like us to take our shoes off?
Cultural respect; Giving control so we can take it back; Eliminating awkward barriers.
What tie-down solidifies belief in Momentum’s longevity as a company?
Now, does that sound like a leadership team you can depend on?
Who can you call during an appointment for a roof quote?
Nobody; we leave that to the roofing specialists after the engineering visit
Which finance 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
“Everyone knows..” or “Most people...” are examples of what?
NLP
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!)
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
What 3 options do we have if the homeowner has failed credit with every financial partner, what can we do?
Try another person on title; Co-sign with MSES; Cash
Deliver the conclusion the solar side of INTTAI
"Well, by saying no to enrolling in solar while it may be available to you today, you're saying yes to the Utility company 10 years from now in that exact same scenario, so let's see if we can get you qualified."
Why do we ask a homeowner if they would try to qualify to lock in today's rates with the utility company, if given the option?
It gets them to vocalize belief in price protection.
Deliver the "permit poaching" section of Buyer's Remorse.
Now during this time you're going to be contacted by unscrupulous solar companies trying to steal your project from Momentum. These companies get your name from public permitting records and will make it seem as if they were sent at the direction of the utility or the permitting office. This is called Permit Poaching. Now if they haven't figured out how to get customers without stealing, would you trust them to figure out a complicated solar installation? Of course not. I bring this up because we've had several homeowners fall victim to this practice and they reach out to Momentum for help when these companies couldn't get the job done. So now, when all of a sudden you start getting more than the usual amount of calls and knocks from solar companies you know what's really going on.