Why Behind the Words
Why do we continuously tell the homeowner if you qualify?
It builds scarcity and urgency.
When is the first IGS payment due?
30 days after activation.
What is the two path question for I Need to Think About It?
"Are you going to be thinking about whether or not you want to go solar or are you sure you want to go solar, you're just not sure yet who to partner with for you project?"
What does CP1 status mean for your project?
Ready to install!
Fill in the blank: "The biggest thing that separates us from our competitors is that we do not ________ any of our work."
Subcontract
Why is it important to address buyer's remorse during the closing?
To discuss what comes next and to reduce the likelihood of cancellation by addressing common post-purchase anxieties.
What credit bureau(s) does Dividend check with during the credit check process?
TransUnion
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 is the number 1 cause of cancellations?
Agreement concerns.
What is the last question in our net metering script?
So, what questions do you have for me about net metering?
What must you do to establish certainty in YOU?
Get in and stay in rapport; Be seen as expert.
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 is our goal with the I Don’t Like How Panels Look rebuttal?
Gain permission to continue.
What kind of setbacks may be illustrated on an irradiance map?
Wind and Fire
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
What are three of the five advantages to doing the walkaround?
Rapport; Attention; Visual; Referrals; Exclusivity
What is the Truth in Lending section of the Dividend agreement?
It outlines their payment amount and schedule.
When handling INTTAI, if the homeowner never brings up price, how do we make sure "Value" is on their list of things they're looking for in a company?
Now that's a great list. IF you got all of those things but found out after the fact that you could have gotten it all for less would you be happy?
Explain how tree concessions work.
The homeowner pays for it and is reimbursed upon installation.
Finish the line: "After hearing about the Solar Program, a lot of people ask,..."
“If the government is funding solar for everyone, then why doesn’t everyone have it?”
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".
What is section 5 of the IGS agreement?
Conditions to be Met Prior to Installation of the System.
When met with “I make all the decisions," how do we help them see the value in getting the other person involved?
Help them understand two people with different minds may come up with different questions; neither of them would buy a car without at least telling the other person first.
Other than at point of sale, when are 3 times the homeowner should be contacted reminding them of their engineering visit, and how?
48 hours prior by email, morning of by text, 30-60 minutes out by phone call.
Deliver the Growth Paragraph of the 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.