Why Behind the Words
What are the 4 building blocks in order?
You; Company; Product; Value
Fill in the blank: "The biggest thing that separates us from our competitors is that we do not ________ any of our work."
Subcontract
What is the full name of our in-house financial partner?
Momentum Solar Energy Services.
What is a "UCC-1 Filing" also known as?
A mechanic's lein
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.
Why do we mention that we have our own app?
It demonstrates differentiation and credibility.
Fill in the blanks: BJ’s wholesale club looked into the company's customer service______ and _____ their installation ______ and _______, the products used like _____ and _______, and overall value.
staff and policies; practices and training; panels and inverters
In IGS, what needs to be emailed to the homeowner and signed before a credit check and be emailed?
Electronic Consent
What is the number 1 cause of cancellations?
Agreement concerns
When should we use pictures/articles?
After we have established emotional certainty, pictures/articles ca provide logical certainty to back it up.
How do we want to make our homeowner feel?
Important
Why do most companies subcontract?
It saves THEM money
How recent does a utility bill need to be for IGS?
less than 6 months.
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install
Identify the true objection: "What if I don't want it in 5 years?"
What if the Next Homeowner Doesn't Want Solar?
Why do we build pain around the status quo?
Change only happens when the pain of staying the same outweighs the pain of change.
To provide comfort and peace-of mind, who do we inform the homeowner that they can contact
CARE team representative, Customer Support, and Ourselves
What is the Truth in Lending section of the Dividend agreement?
It outlines their payment amount and schedule.
If payday is on 9/27, when would a project have to install to make it on that paycheck?
8/31-9/13
When rebuilding certainty in our product in INTTAI, what 2 questions do we ask to promt the homeowner to reaffirm their certainty in a functioning system?
"Do you believe that if Momentum were to install this system on your home, it would produce this amount of electricity we spoke about and you wouldn't have to buy it from {UTILITY}?" followed by "What makes you sure of that?"
Throughout INTTAI, where is each building block solidified?
1: During the give up/rapport building; 2: Company side; 3&4: Solar Side
Fill in the blank: "If they had included an insert that said you may be able ________________ with them permanently.."
"to qualify to lock in today's rates "
What are IGS Solar's 3 limits on obligation to deliver, per the IGS agreement?
1. IGS is not a utility company 2. electricty needed beyond the system's production comes from the utility company 3. IGS will not pay for structural or electrical upgrades required for installation.
List 3 of the operational steps between MVP and Installation
Aurora & Trees, Design, HOA, Permitting, Roofing, CP1
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."