Welcome Page - You Can Have This Open As You Warm Up
COMMITMENT: You will not ask your customer a question… you will ask yourself two questions before moving to step two. Does the customer trust me? Does the customer trust me enough to buy from me today? If you answer no to either question… continue to build report until you have an emotional connection and have established trust.
The Setup
“It has been nice getting to know you… what I would like to do, is find out what your needs are (go over annual power usage)…. Do a site walk with you… tell you about the Got Watt difference… go over your solar system design… have you pick which option is best for you and schedule your installation site survey today… sound good?”
Transition after the agenda…
Presenting options: ”Of all the options available to make the switch to solar… there are two pathways to help you save the most money. “ “However, there are three main options you have for power…
- Option 1… Is to do NOTHING…. and keeping paying PG&E some of the highest utility rates in the United States.
- Option 2… Pay the least expensive rates for power available at wholesale pricing… with a zero down, solar power purchase agreement.
- Option 3… Most often homeowner’s favorite, is a solar system ownership model allowing you to benefit from large federal tax credits and incentives.”
“First let’s look at your PG&E Bill and current electric power usage.”
The Survey
Residential Solar Needs Analysis – Key Questions
1. Solar Goals & Motivation
- What’s motivating your interest in solar? (e.g., lowering bills, energy independence from your utility company, environmental impact, increasing home value)
- How long do you plan to stay in your current home? Is this your forever home or are you planning to sell in the next few years?
2. Roof Condition
- Has your roof been inspected recently?
- Do you know how old your roof is? Would you be open to a roof replacement if the current roof is not ideal for solar?
- Are there any shading issues from trees or nearby buildings?
3. System Preferences
- Do you prefer owning the solar system or are you interested in getting your power at the least expensive rate possible with a power purchase agreement?
- Do you experience many power outages each year? Would battery storage (for backup power or off-peak savings) be of interest to you?
- Are you interested in monitoring tools to track energy production and savings? Solar and home battery mobile app…?
4. Budget & Financial Considerations
- Are you looking to pay upfront, finance or explore tax incentives?
- Have you looked into the federal tax credits?
- If the monthly amount you are currently paying PG&E for electricity, would cover most or all of the investment cost for solar and power storage with home batteries… would it make sense to switch to solar?
5. Installation Timing & Expectations
- When are you hoping to have the system installed?
- Are there any upcoming events that could affect timing (e.g., roof work, remodeling, HOA approvals)?
- What would a successful solar experience look like for you?
6. Current & Future Energy Needs
- What’s your average monthly electric bill?
- Have you noticed any recent changes in your energy usage?
- Do you plan to increase energy consumption soon (e.g., adding an EV, pool, home addition)?
7. Do you love me? How much?
Kill the Bill
Current Usage… Go into current annual and monthly usage
- Go over the entire bill details of generation charges, delivery charges, their current rates and the all the nickel and dime fees in the last page of the bill.
Any potential increases in usage over the next few years (EV, Hot Tub, Electric Heat-Pump, etc)…?
- If so, add additional power needs to solar design
- May want to create on option for a solar system to meet current needs and another option for a solar system to provide for current and added electrical needs.
PG&E’s Historical Rate Increases
Some Links with Supporting Documentation
PG&E Rate Increases
https://www.pge.com/assets/pge/docs/account/rate-plans/residential-electric-rate-plan-pricing.pdf
CPUC - PG&E Seeks Increases
PG&E’s Recent Rate Increases - Insane
Supporting Link
PG&E Price Increases from 2019… https://docs.google.com/spreadsheets/d/1IvjC2nZsUCDuBGx84F3csZr8LaJMXXZH-fdXxCGpDG8/edit?usp=sharing
Commitment Questions
“Do you believe PG&E rates will go down, stay the same or continue to go up?”
“Do you want to continuing paying the highest electricity rates in the US?”
Well… then, let’s look at how much you’ll save switching to solar.”
Go Over Solar System Design and Installation Timeline
Solar System Design
“Earlier we went over the energy you are using and annual electric power you need. Not all homes qualify for solar. You have fantastic sun exposure and can definitely save a substantial amount of money making the switch to solar.”
- Go over the solar system design in Open Solar and Aurora to show them how you use solar software to accurately design a system that will meet all their electric power usage needs.
Timeline of Steps of Solar Installation
- Transition from design to installation…. ”The most important decision you’ll make switching to solar, is who you choose to do business with. The design of your solar system and the company you hire to install it are vital to your level of satisfaction.”
- Go over installation steps and timeline of the project.
Got Watts Difference
Got Watts Difference
- “Our project managers, solar design engineers and installation team are fantastic!!! That is why Got Watts is the highest customer rated solar company in the East Bay. It’s our people!”
- Go over the Got Watts differences
Go over all the slides that show the Got Watts Differences…. Slides are self explanatory.
The Best Solar System Warranty in the Industry
Got Watts is an Elite Partner of Solar Insure.
- One of only three Elite Partners nationwide
Go Solar Insure Benefits on the Slide
Solar Insure is Backed by Zurich North America
- A Multi-Billion dollar company
- The Zurich Insurance Group owns Farmer’s Insurance
Commitment: Does it give you peace of mind knowing you have a 30 Year Warranty covering all your equipment, the labor and roof penetration?
Got Watts - The Highest Customer Rated Solar Company
Got Watts Stellar Reputation…for Over 15 Years
Go Over the Different Customer Review Sites and Our High Ratings
Commitment: “At the end of the day, most homeowners tell us they decided to do business with us… because Got Watts has the best local reputation. Is that what‘s most important to you as well?”
Option Close and Closing Statement
Option Closing
Transition from the design of the solar system to the financial options and savings of making the switch to solar.
- “Of all the options available to make the switch to solar… there are two pathways to help you save the most money.”
- “Both of these options offer zero down and low monthly payments upon approved credit.”
- “Keep in mind… either of these options is far better than the third option of doing NOTHING and continuing to pay PG&E incredibly high rates.”
Option 1
“The first option is to just purchase the power at the lowest monthly payment available. This option immediately saves you the most money upfront.”
- “Since Goodleap owns the solar system, they are responsible to monitor performance and maintain the system including replacing any parts at no cost to you for the life of the system…. For 25 years they’ll maintain the system!!! Plus, they guarantee power production and will pay you if the system does not produce the guaranteed amount of annual electric power.”
- “SUPER EASY SETUP… with immediately savings and the lowest wholesale pricing for power.”
Option 2
“The second option is for those who want a pathway to own their solar system at the lowest price possible.”
- “This can be a cash purchase or can be financed with zero down and a low monthly payment upon approved credit.”
- “This option does not save as much immediate money as the power purchase agreement option, but does save you the most over the lifetime of the system… and you’ll own the system so you’ve added equity value to your home.”
Write Out the Numbers as You Present
“The Standard Price for this system is $XXX,XXX”
“With the power purchase agreement… ZERO DOWN…. your monthly payment for 25 years of guaranteed power starts at just $XXX a month.”
“To own the system outright… day one, you can pay the standard price of $XXX,XXX via cash or financing.“
“However, to get the lowest price possible… you partner with HDM Renewable Finance.”
- “You own all the power the system creates starting day one. You give HDM ownership of the equipment for six years, they capitalize on the commercial federal tax advantages not available to you (they must monitor and maintain the solar system to create a guaranteed amount of power…. for six years to get all the tax incentives)… HDM will then transfer ownership of the equipment back to you at the end of year six.”
- They share the tax benefits with you by giving you… a xx% up front discount saving you $XX,XXX on your system cost. Absolutely incredible!”
- Making the cost of your system only $xx,xxx
You can either pay this in cash or with Go Green financing at zero down and $XXX a month
- Upon your approved credit the Go Green financing with Travis Credit Union is at 6.99% and is a 15 year term…. No pre-payment penalties.
If along the way they seem to be clearly leaning toward one option…. Go directly to the closing statement.
- If they seem unsure of what option is best for them… show them the Saving Calculator Spreadsheet. Once you go through the savings… Go directly to the closing statement.
Transition immediately to your closing statement
“Of these… Which option is best for you… would you like to go with the Power Purchase Agreement… or the ownership model with HDM?”
If questions come up or you want to explain the available Federal Tax Credits and how to partner with HDM to share in the tax incentives go to this page
