STEPS TO TAKE WHEN WALKING INTO A SOLAR APPOINTMENT

1. Approaching the house

• know the direction and look at tree cove. ( especially in the south and southeast)( this needs to be done for your info, not to talk about cost or any of that but use any tree removal for your advantage as a benefit to your sale- discuss it but never refer to cost, this gives them an opportunity to say if they would cut them down)

• Look at the roof to see if you can determine age and be aware of panel space for placement (this is to see if we need to add the roof, and also if you think you will be able to get 100% coverage to prepare for sale. Also pool heater systems, look at arial also)

• Look at the people's yard up-keep,and cars and so forth ( this will tell you a lot about the people in relation to credit issues)

• Kids toys and flags and so forth ( kids toys usually is a good thing because they wont move as much and there bill is increasing, flags- tells what people stand for or culture)

• Car tags and stickers ( military, sheriff, honor kids, Christian, advertisement)

• Age of electrical connection. ( old houses look at the panel to make sure it doesn’t need replaced, take and send pics if you have questions)

2. Entering the house

• looking around at pictures ( they will tell us family, culture, so on, what we are dealing with)

• The organization of the house. ( tells us more about the people and who they are and usually who runs the house and is a decision maker - compliment things and encourage them)

• Finding a place to sit down for the meeting ( you want to position yourself facing both people , this is a presentation, be strict on this. It is the first step of controlling the meeting and completing the sale. If it doesn’t seem right or both people are not there this is the time to get the bill and reschedule)

• By time if needed ( if they don’t seem ready, take pictures, look at meter, walk around the house)

• Making sure all people that need to be there are there. ( important all decision makers are there , watch excuses)

• Determining head of house and relationship between the two. ( just listen and let them show you, not hard to figure out)

• If home owner is retired then figuring out who needs to be there if any. ( make sure they can make decision, they are capable, who is the house going to, any family, do they have any income, discuss tax credit)

3. Introduction

• Asking owner for the bill. ( do this at any time but this is vital and don’t move forward without) (if they don’t have it assist them in getting it)( if they act weird here they may be just wanting info )

• who you are and the purpose of what you are there for ( be simple and discuss purpose and what you are looking to accomplish)

• Determine mindset of home owner. ( you want to know what they are thinking. Is it higher then good, if its lower then we have to get them to the reality of what is happening)

• Determine knowledge of owner on solar (how much do you know? This will let us know of any quotes, or past experience and so forth)

• Laying the foundation for the sale. ( we are getting them thinking of the opportunity they have sitting in front of them, relate to what is going on and the monopoly they are in)

• Coming into agreement with owner ( presenting our perspective and what we are trying to do and getting them to agree)

• Highlighting the journey of what you are there for ( simplicity of start to finish of what we are looking to accomplish )

4. Starting the sales process

• look at graft on bill and determining the kw usage of the house and monthly expense. ( even if we are sending it in to be designed, we are needing to know this to double check the design and so we can know exactly what they are doing to better help from this moment to the showing of the numbers. This is one of the most important steps. This is also a good time to take for small talk and explain the bill and how they charge)

• Brief history of renewable energy program. ( talk about how its been around forever but now this ability to change meter has changed everything. How they levied against it to try to stop it and actually manipulated the ballets)

• Laying the foundation of a 10 yr investment. ( we have to set the mindset of the 10 years from the start so that the 25 year doesn’t change their mind and it is no big deal)

• Setting the perspective about it not being a sale but a opportunity ( we have to eliminate the sale feeling of the experience and let it be a opportunity to transition)

• Restating the purpose and mentioning the end again. ( just a brief preview of start to finish again and mentioning of the application process for later)

5. Who we are and what sets us apart

• We are contractors. ( contractors not sales company, we do everything in house)

• 18 years of experience ( most companies started when the renewable energy program was released)

• Why you are committed to notifying people of the opportunity. ( your perspective of what solar is to you and why you do what you do)

• Talk about your testimonies of others you have helped. ( testimonies of how you’ve been able to help others, good place also to give testimonies of tax credit to set foundation of sale)

• Explain helio-system and what engineer is generating and comfort them of simplicity. ( how we determine and design system, what is being prepared for them and what you are going to show them)

6. Explain product, warrantee, and strength

• Warrantee of panels (25 yrs, anything, and transferable, this is warranty but life is 45yrs. We give 10 years on labor that is great and more than others)

• Install process. ( talk about the process brief and the install, how we hook to rafters and connect directly to truss that meets all building codes, rated for category 5 hurricane, 250mph uplift and so on )

• Uplift and durability (talk about panels and how strong)

• Process of how they work (if we get approval, start to finish briefing of process)

• Re-cap everything and point to the final application process. ( basic recap to lead into the showing of the numbers)

7. Preparing to show numbers

• pre-setting the sale. ( making sure they understand everything and process, they should have anticipation built up to see if they can get it)

• Re-caping the bill and kw ( restating what they use and spend)

• Reviewing before you show to prepare yourself for presentation. ( reviewing the numbers to double check and to adjust any mindset before presentation)

• Building equity in the kw production. ( remember we want to show them kw, this will help us on anything bad they heard or any negative, we are not sales people we are contractors)

• Recapping on the purpose of not waiting there money anymore. ( recap to build anticipation and get their thinking on the opportunity and coming into agreement again)

8. Presenting the proposal

• Positioning is important to maintain focus and control ( they listen and you show them, maintain control)

• Showing the house and panels and talking about kw production and offset ( they love to see this so re cap on why they are where they are and how this determines the production)

• Save numbers until the end ( stroll down the page, numbers are last, you can mention to build excitement )

• Showing offset and monthly coverage ( re-establish the coverage and annual production that is important, )
• Showing money benefit of what they would spend ( why they spend more in summer and less in the winter)
• Laying the foundation of cost and explaining numbers ( bring up what they have spent and waisted to refresh )

9. Coming into agreement

( make sure it makes since and ask if they would do it if it was like you said)

• completing the application( always point back to the end goal throughout)
• Explaining simplicity of process again and signing of paperwork ( simplicity, just the beginning process to qualify you)
• Asking for info ( roll it into the finish, don’t hesitate and like its the next process, you would be surprised if they didn’t )

10. Completion of sale

• Paperwork
• Signing of everything
• Pictures
• Final re-cap
• Presenting folder and getting reviews
• Presentation of referral opportunity

Notes to remember:

• loan info
• Filling out paperwork
• Solar specialist contract
• Pictures ( the more the better)

Things to be aware of:

• I make the decisions around here
• If they come out with a notepad or computer
• If they just want to see numbers
• If they don’t want you to speak, they just want to ask questions
• If they act like they don’t have time or respect your time
• If they want to keep telling you all they know

Always remember to maintain control and remain in a posture of your there for them, not you!

Have Fun and make lot’s of Money!