Pull-Through
What are 3 of the things you can do to improve your pull-through?
Insurance Conversation; Validation Call; Solar Savings Calculation Sheet; Buyer's Remorse Script; Referrals; Selfie; Follow-Up
What are 2 of the 3 feelings are we trying to transfer when building rapport?
I care; I'm just like you; Charisma
What can we use to practice the signing process?
The Training app on our iPads.
Finish the Line: "Well, the reason I ask is I meet the majority of homeowners through two sources..."
"...our amazing referral program, remind me to tell you about that later, and our partnerships."
Deliver the Two Path Question: 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?"
Deliver the Final Line: 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!
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 is a "UCC-1 Filing" also known as?
A mechanic's lien
What do you need to do within the first 15 mins of the appointment?
Submit the bill
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 do we reference to encourage our homeowners to call us with questions rather than their own friends or neighbors that may have solar?
Two identical homes can have vastly different payments because it's relative to the power consumption of each home. We’ve optimized this system to maximize savings for their home.
What is one point of value in delivering a sincere leadership paragraph in the Company Story?
It tells your story; It allows them to follow the lead of experts who have already done the research; It builds certainty in company longevity.
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install.
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?"
Name 2 of the several additional features in the Financial T program to help you get past the no.
EPP; Checks; True Cost of Solar; Sell Your House
What does it mean if a rep is not using Buyer's Remorse in the home?
They are afraid of their sale/they know it isn't solid.
Why is it important that we emphasize "that power" when explaining the solar program?
To set accurate expectations
If payday is on 9/27, when would a project have to install to make it on that paycheck?
8/31-9/13
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?'”
What are the 5 steps/points to resolving concerns about the next homeowner not wanting solar?
Empathize; Zillow/Cost of Living; Next Generation of Homebuyers; Not Meeting the Difficult Buyer; Transferability
How Does It Help Your Deal Stick?: Buyer's Remorse
It prepares the homeowner for the process and emotions that will inevitably follow in the days and weeks after the sale, and what to do when these feelings creep into the mind.
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".
List 3 of the operational steps between MVP and Installation
Aurora & Trees, Design, HOA, Permitting, Roofing, CP1
In our pitch, what should we compare the Supply and Delivery charges on a utility bill to?
Nothing! Comparing it to food/retail delivery would be inaccurate because those products’ base cost is not just the cost of materials, and the utility’s delivery charges include more than just transportation.
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."