What is a qualified lead?

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(This information is subject to change)

Technically, a solar lead is someone that agrees to having a solar consultation. We need to find out if a lead is "QUALIFIED" for a free solar analysis. MOST companies see leads as "black and white" and don't understand the "gray area" when it comes to leads. We take every lead case specifically with "black and white" general qualifications.

"Gray" area qualifications

"Black and White" General Qualifications

ALL homeowners/decision makers/title holders will be present for the appointment (This includes spouses, trustees, lawyers, financial advisers, "people that pay the electric bill," and anyone the homeowners states "I don't do anything with out (person's name))
Electric bill average is over the minimum requirement on average (DWP $140 every 2 months, Edison $70 a month, PGE $70 a month, SDGE $70 a month, BWP $140 every 2 months, GWP $70 a month, PWP $70 a month, OTHERS NOT LISTED $200 a month)
No discounts on their electric bill except Senior 65+ and Employee discount is ok (If they have discounts like CARE, LOW-INCOME, MEDICAL BASELINE, FERA, LIFELINE, etc, then their electric average needs to be at least $180 a month AFTER discount to be "QUALIFIED")
Homeowners have 3-6 months of bills they have access to (3 electric bills are needed to give an "average kilowatt usage" when they get the solar analysis and some electric companies bill people once every 2 months)
EVERYONE has 90 minutes set aside for the solar analysis (to get a proper analysis done for a home, on average it takes about 90 minutes)
Customer needs to be able to speak ENGLISH or SPANISH ONLY. We do not have reps that speak other languages. *UPDATE* [AS OF 9/13/18 WE ARE NOT ACCEPTING SPANISH ONLY LEADS. CUSTOMER MUST SPEAK ENGLISH UNTIL FURTHER NOTICE]
The homeowners are interested in solar (obviously a solar lead SHOULD have some interest in solar)

Handling the “Elderly”

There are potential clients we talk to that sometimes raises RED FLAGS that makes it so that there needs to be some digging done to make sure we are ethically and correctly scheduling an appointment for the right person/people. This is to avoid elderly abuse or at least avoid the accusation of elderly abuse.

Red Flags when dealing with elderly people

30+ years owning the home (Most people first buy a home when they are 45 years old)

If the h.o sounds shaky, elderly, or out of it (example: Client states something random or crazy sounding like, “Are we going to go to Costco for the pigtail lightbulbs too?”)

If the h.o starts switching their answers throughout the call (example: Client states something like, “I’m 62 years old….” then later on in the conversation states “I’m 72 years old….”)

Rules when scheduling Elderly people

No singles/widows over age 75 years old without a family member being there

No married people both over the age of 80 years old without a family member being there

Exceptions

If you approached the lead the way stated in this and they do not want their family there because “I handle everything, they have nothing to do with me” and they sound coherent, then schedule the appointment, send it through, and hope for the best. Leads like that go to 3rd party QA judgement

Handling 30+ years owning the home:

1st Get their age: "Wow, that's amazing! You must have been born in the house. If you don’t mind me asking, how young are you?"

(If they are single or widowed and answer 75 years old or younger, then that's fine as long as they sound coherent) (If the married customer says 80+ y/o then we NEED a family member present under the age of 75 years old)

2nd Get family member there: You can approach getting a family member to be there by saying,

"Wow, I would have never guessed that, you sound amazing. Now I know when my mom got a solar consultation, I made it very clear to have me there as well, since I am sure you understand 4 ears are better than 2, I was wondering...Do you have a son or daughter that you would like to be there for the solar consultation with you as well? "

9 times out of 10 they will say something like , “ Oh yea, my son John takes care of things and helps me with stuff all the time .. . . .”

That’s when you need to find out if the person you are talking to can schedule the appointment for everyone, needs to talk to their family to find out when they will be available, or if you need to talk to their family member that “HANDLES THINGS” to schedule this appointment.

Use common sense and ethical judgment and you should be fine.

Homeowner sounds shaky, elderly, or starts switching up their answers throughout the call:

"I want to make sure I qualify you for all programs available for homeowners, Do you happen to be over the age of 75?" If they say yes, say "Wow sir/ma'am, I would have never guessed, you sound great by the way! If you don't mind me asking, how old are you?" (If they are single or widowed and answer 75 years old or younger, then that's fine as long as they sound coherent) (If the married customer says 80+ y/o then we NEED a family member present under the age of 75 years old)

You can approach getting a family member to be there by saying " Now I know when my mom got a solar consultation, I made it very clear to have me there as well, since I am sure you understand 4 ears are better than 2, I was wondering...Do you have a son or daughter that you would like to be there for the solar consultation with you as well? "

9 times out of 10 they will say something like , “ Oh yea, my son John takes care of things and helps me with stuff all the time .. . . .”

Use common sense and ethical judgment and you should be fine.

DO NOT SCHEDULE WITH PEOPLE OVER 90 YEARS OLD

We do NOT work with ANY Irrigation Districts (IID, MID, TID) & SMUD

HOME STRUCTURE TYPES AND HOW TO DEAL WITH IT

Qualifying question: Is your home a single family home? It's not like a duplex, town house, condo, apartment, mobile home, manufactured home correct?

(If it’s anything except a single family home, you need to do some digging on duplex-quadplex, condo/townhome, and mobile/manufactured homes.)

If customer lives in a duplex, triplex, or quadplex:

(We need to find out if the lead and appointment getting set can even go solar and sell on the first appointment)

Agent states: "Do you own the whole property?"

(If they own the whole property, perfect. If they share it with other owners, we need to dig and get everyone to be there.)

Agent states: "Wonderful, how many meters do you have?"

(You need to find out how much they are spending on the meter that they want solar for and only one meter on the property has to qualify to make the whole property eligible)

Customer states: I have 2 meters

Agent states: "Okay and how much are you spending on just electricity on the meter you want to have the solar consultation for?"

Customer states: I'm spending about 100$ on my meter.

Agent states: "Wow, that's a very high bill, and is the other unit being occupied? Like are you renting it out or is it separately owned?"

(We need to find out what the other units are used for and by who)

Customer states: It's separately owned by other people.

Agent states: "I see, and would you have to consult with them if you were to move forward with going solar?"

(We need to know if there are other “decision makers” that should be involved)

(If yes for consult with others) Agent states: "Okay so since you would have to run it by them first, when would be a good day & time for all of you to receive this information?"

(If no, then that’s even better) Agent states: "Okay wonderful, when would be a good day and time for you to have the free solar consultation done?"

(The more information you get the better so if they want solar for the whole home and all meters, you must get the electric average for both meters, whoever lives in the other units would have to be present, and whoever's name the bills come under would have to be present.)

Townhouse / Condos:

(We need to find out if the lead and appointment getting set can even go solar and sell on the first appointment)

Agent states: "Okay, and are you part of an HOA?

(We need to know if there are restrictions or CC&Rs that may put a snag in the solar buying process)

(if yes) Agent states: “Oh you are. And do they allow solar in your community if you were to move forward with it?”

(We need to know if solar is in the area and if not, then we need to see if they can get an approval for solar)

(if yes) Agent states: “Okay, so you have roof rights, correct?”

(We need to clarify if they have roof rights or not, basically who takes care of the roofs)

(if yes) Agent states: Wonderful so how much are you averaging.... "

(Proceed to next qualifying question)

For Connected roofs:

Agent states: "I see you have connected roofs, would you have to consult with your neighbor if you were to move forward with solar?"

(We need to know who would need to be there for the appointment. If roof is shared and both owners takes care of the roof, everyone has to be there for the appointment)

(if yes, make sure neighbors are on board might need them there for appt)

If HOA doesn’t have or allow solar, then WE CAN’T HELP, DNQ.

Mobile home / Manufactured home:

(We need to find out if the lead getting set can even go solar)

RULE: Must own an acre of land for ground mounts.

Agent states: "Okay and do you own the mobile home?

(if yes) Agent states: “Wonderful, now do you own at least an acre of the land that the mobile home is on?"

(if yes, go to next qualifying question) "Great! So then ...."

(If they do not own the mobile home and are part of a MOBILE / MANUFACTURED HOME PARK, then WE CAN’T HELP, DNQ. If they do not own at least an acre of the land, then WE CAN’T HELP, DNQ.)

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