SOLAR SCRIPT V1

Hello [John] This is [Your Name] from [Bright Energy] we are reaching out to homeowners in
[City/State Name] as research indicates that energy prices are projected to increase in the
next few months!
1. Can I have a minute of your time and ask you a few quick questions?

Or
Hi [John], this is [Your Name] from [Bright Energy]. I’m reaching out because research indicates
that energy prices are projected to increase in [State] for homeowners, and I wanted to ask you
a couple of questions about it then I'll be on my way in about 30secs unless you need some
additional information. Can I go ahead?

Answer: YES

● Thanks for your time, the first question may sound obvious to you, but do you believe
inflation is real? Do you believe about everything is costing us more than it used to?

Answer: YES.
- Yes, unfortunately for us, in that case, how much would you say was one of your most
recent utility bills approximately?
Prospect gives an an answer.
For example: 150 per month.

Give them feedback: Oh, is it usually around 150 or just recently?

Prospects answers…

You:

● EXACTLY, and [John] if there was a secondary option that will allow you to save money
and be inflation-proof,
Would you want to learn about it and find out about it?

Answer: YES

You: This is exactly why we're calling you today, you probably have looked into Solar energy
before, have you?
If Yes
And how long ago have you guys looked into it?
Prospect answers…

Well, just a couple a years ago. It used to cost from 10grand to 15grand just to get the system
installed and it didn't make sense to a lot of people. However, a lot has changed in [State] now
and there's a new program that can allow homeowners to have it installed up and running and
inflation proof literally with zero dollars out of pocket cost, so zero upfront cost.

It even gets better because this program will allow you as a homeowner to have the same
payments or less than what you're currently paying for your electric bill. The only difference is
you would be putting those payments towards something which you'll eventually be the owner
of.

And to keep them engaged, ask : Was this similar to what you have looked into or was it
something that required you to pay something upfront?
In case if they mentioned that they have already looked into it.

Now you might be thinking what’s the catch here, right [John]?

PROSPECT : YES

The catch is not everyone qualifies for this program and only so many will have the option to get
it. Now all you need to qualify for this is to be the homeowner which I'm guessing you are,
correct?

And you should have a credit score of 650 or greater, do you think you have that?

Prospect: Yes I have a good credit score.

Okay, well just to give you more details about this program specifically tailored to your situation
and energy consumption, all I need is a copy of one of your most recent utility bills.
Do you receive them by mail or to your phones?

If they said : why would you want my utility bill :

Say : so I can send it to our solar experts, then they'll crunch up the numbers for you and show
you if this is something reasonable number wise, and financially for you and your family based
on your energy consumption and utility bill.

Prospect: by mail, / or on the phone

Perfect, I’ll shoot you a text from my personal phone number as we speak, and send me a
picture of it please, so I can send it to our solar experts, and they will crunch up the numbers for
you and see if this is something that would make sense to you [John], okay?
Prospect: Okay.

Perfect, and [John] do you live here alone or with your family?

Answer: WITH MY FAMILY

● That's awesome, wife and kids?

Answer: YES, WIFE AND 2 KIDS. AND I'VE JUST SENT YOU A PICTURE OF MY UTILITY
BILL.

● Awesome, Our solar expert will be reaching out later on today/tomorrow. Would you
guys be available today at 5 pm or 7 pm?
Answer: 7 pm sounds good,

● Perfect, I will have our expert shoot you a text so as to explain all of your questions, and
show you all the numbers and how much you’ll be saving short and long-term. Sounds
good [John]?

Answer: ALRIGHT PERFECT

● Okay, just expect a call or a text message at [7pm later on today], other than
that, you stay safe and have a blessed day!

Answer: Okay thank you!

You take care, bye bye.

In case they said, I'm not home I can't get you a copy of the utility bill now.
Say : okay, no worries. Send it to me when you're in a place where you can. How soon should I
expect you your text so I can check my DMs?

SOLAR SCRIPT V2 (simplified)

Hi, is this [Homeowner's Name]?

Prospect: Yes, it is. Who’s calling?

Caller: Hi [Homeowner's Name], this is [Your Name] from [Your Company]. How are you today?

Prospect: I'm good, thanks. How can I help you?

Caller: I'm reaching out because I wanted to share something that might interest you. We have
a solar energy program where homeowners can install solar panels with no upfront costs and
benefit from a 30% tax incentive. Do you have a minute to chat about it?

Qualification Questions:
Prospect: Sure, go ahead.

Caller: Great! Just to confirm, are you the homeowner of [Home Address]?

Prospect: Yes, I am.

Caller: Fantastic! And if you don’t mind me asking, do you know if your roof is in good condition
and gets a decent amount of sunlight throughout the day?

Prospect: Yes, it is.

Caller: Perfect! Lastly, would you say your credit score is above 650?

Prospect: Yes, it is.

Key questions :

1. Can I have a minute of your time and ask you a few quick questions? And I’ll be on my
way unless you need some more information. ?
2. Can I confirm that you are or one of the homeowners?
3. Have you received a notice in the mail that your electricity bill is slightly increasing?
4. How much do you pay on average for electric bills?
5. If you can qualify for a secondary energy option, that will allow you to pay a more
sustainable and consistent bill, and less for your electricity and be inflation-proof, would
you wanna know about it ?

● Common Objections :
0- I'm not ready for this now, I have other stuff to take care of /or I don't
want to make any decisions now.
So, correct me if I heard you wrong. All you need is more time and information to
eventually make an informed decision, does that sound about right?
Of course, you most definitely need more time.
Here's the thing, we're gonna get your qualification process going and show you
all the numbers and what you qualify for so you actually have something at hand
to truly think about. Would that be fair?

1- I'm not interested in Solar.

Slight chuckle, oh this is a little bit different.. I don’t know if you know, but
(go into a story about price increases, etc…)

Or
I hear ya, you’re right, it used to be really expensive and made no sense, but a
lot has changed where now it would be 0$ to get it done, and then it would just
lower your electric bill- how much did you pay last month?

Did you know that you don't need to win the lottery to get this done or take any
money out of your checking account? A lot of people paid 0$ to get it done, and
now they just pay less for power. How much did the energy company charge you
for power last month?

2- I'm not interested in Solar.

I hear ya, have you actually sat down with someone and seen the numbers, or
was it just something on a call like this?

Gotcha, I’m glad you didn’t do it yet because it used to be really expensive, but
now if you qualify. It costs 0$ to get it done and then it usually ends up being less
than what you pay.

3- I'm not interested in Solar.

I’m sure you have a good reason for saying that, would you mind sharing it with
me?
4- Don’t like how they look
I agree, but I’m sure you check your bank account more than you look at your
roof right? Haha
Or
That’s the neat thing, it used to be super ugly looking you probably remember the
blue panels, the ones we use are a lot more clean looking (describe them)

5- Can’t afford it :
I’m sure you plan on paying for power next month right? That’s why I’m here, if
you qualify, this would actually eliminate your electric bill and replace it with a
more affordable solar option.
That’s exactly why I’m here, a lot of people can’t afford their rising electric bills
which is the whole reason why we're reaching out today. The families we help
are usually saving money on day one.

6- I’m moving.
That’s awesome! Where are you headed?
Would you say 6 months or maybe closer to 1-2 years?
---> If it’s over 1 year: I’m really glad you told me, if you qualify for our movers
program, this could drastically reduce your electric bill and put money back in
your pocket when you sell the home.
Or
I think we can both agree, in the x time that you’re living here, the utility company
isn’t going to refund you any money right?
But when we go solar, you actually could get money back when you sell.

7- I know someone that had a bad experience

Really!? What happened?
Wow I’m glad you told me, that’s actually one reason why so many of the
neighbors work with us, because we’re a little different. What’s funny is I just
happened to be calling, but we do the majority of our business based on
referrals.
We are more selective with which families we choose to help. We look for people
that will be vocal about a REALLY good experience.
⁃ pull back, I don’t know if your the vocal type, if someone went above and
beyond for you and put your family in a much better situation, if someone asked,
if you would share that experience? Or would you keep it to yourself?

8- I don’t like solar.

Really? What was the red flag for you?

9- I don’t want two bills.

I’m so glad you told me, there’s a lot of families who feel the same way and that’s
why they like to work with us. If the numbers don’t come back looking amazing
for the home we won’t even give you a call back, but just because your roof
seems to be really good, I would be surprised if this wasn’t going to be a home
run for you guys!

10- Your the 3rd+ guy this week

They send the ugly ones first! Haha
Nah I’m just kidding, did you actually sit down with them and see the numbers or
was it just a convo you guys had?

11- I’m too old

Out of all the age groups, families that are retired are my favorite to help. I
assume you’re retired or on a fixed income?
---> That's exactly why so many people who are in the same boat are going solar
—because their budget doesn't allow them to pay more every year for the same
electricity.

12- Hard to sell home

Do you know anyone that had that issue? What happened?
---> I’m glad you told me, the families we help out here have never had an issue,
in fact the homes in your specific market with the panels are selling faster than
homes without it.
13- They don’t work or last very long.
You’re right, some panels don’t last very long, our panels will actually last longer
than you’ll likely even live in the house.

14- I don’t want to go into debt.

I gotcha, some I’ve heard that a few times. Did you buy your home in cash?
Why did it make sense to finance a home compared to rent?
Solar is no different, it makes way more sense to own your power and add value
to your home than it does to continuously throw money away to the utility
company.

Do you plan on paying power next month?

How long have you lived here?
The goal of this is instead of donating thousands of dollars and being in debt to
the utility, you can actually re-direct this money back into the value of your home,
so the money stays with your family.

15- Tired of looking into it

I totally understand. What was your experience like?
Since you already know so much about solar we’ll keep it short and simple and
just show you what’s different. I hear this all the time where it doesn't make
sense with most of these other companies, but sometimes the numbers come
back on our end and we are able to surprise people. I’ll just do a design for you-
if it looks awesome we’ll pop back by and show you, if not it’s no big deal.
Sounds fair?

16- My spouse isn’t interested

What concerns did she/he have?
So a lot has changed, I’m sure he/she’d love to know about this, if he/she’s home
now go ahead and grab her real quick for me so I can explain this to her (act
busy)

17- Tell me more about it ?

So, As opposed to what you're doing right now, for example if you're paying a 100 bucks to the
utility company. The issue here is in 5 years from now. It's not gonna be the same. It's gonna
double if not triple in 5 years or 10years due to inflation. So what this program does is it actually
protects you from this problem by giving you a non-changing bill where it's gonna be totally the
opposite since it's gonna go down over time eventually. Why is it gonna go down because
you're putting those payments into the system that you got installed and eventually it's gonna
disappear and you're gonna have total ownership over your energy.
Does that make sense?