Cali script with knowledge base
California Script:
This script is looking for quality homeowners that currently pay over $150 per month on their
electric bill.
Introduction:
"Hey ______ , this is ______ with the Clean Power Program, we reached out to you, about 7-8
months ago we sent out a proposal for the government subsidized solar program. Did you
already get the solar panels installed?"
If they say they do NOT have solar:
__________
React to whatever they say to transition:
“No we never got it , it was too expensive”
-"That’s the reason I am calling.
This is government subsidized. There's no loan or nancing. I'm not selling you anything.
Some of your neighbors have been getting quali ed for the Clean Power Program.
Last time we reached out you were paying over $150/month, are your bills still that high?"
if they don't specify , ask "how much are you paying now each month?"
react to it (multiply by 12 "That's over ______ dollars every year, way too much!”)
___________(if already interested skip this next paragraph)
"So the electricity rates keep climbing multiple times a year, they keep going up. PGE has
become the 2nd most expensive electric company in the country. There's over 10,000
companies in the USA and PGE is top 3 most expensive. Most homes that get approved with
our program pay up to 50% less money every month, and you don't need to pay any money
out of pocket"
Check with them their gas bill (PG&E charges for both electricity and gas so make sure you
note the amount they are paying in electricity and the amount they pay in gas separately)
"is that amount you are paying all for electricity?
"How much is your gas bill?"
Closing line: "If you were able to cover all your electricity needs , but pay up to 50% less, does
that sound like something that would bene t you?"
Very important update- this is to avoid no shows . Make sure you keep a clock at your desk so
you constantly know what time it is in paci c time
"Usually we just do a quick assessment of the house to see if it's a good candidate for the
program, we're actually gonna be in your area on (optional: say a street close to their house
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from google maps) at the same time tomorrow. (Same time as it is currently on the call) Does
(5pm) work for you or did you want to do earlier around 1pm?"
(Always give the customer two options, if they don't agree for tomorrow push for the day after
tomorrow, it needs to be the closest time possible or they'll forget about the appointment. The
highest closing percentage is to go in person, but if the customer insists for a phone or zoom
call you can do that as well)
Once you book the appointment ask the qualifying questions
Qualifying questions:
To con rm, you and your wife/husband own a home at_____?(con rm address)
And how old is the roof?
And are you on the Care program or anything like that?
then say, "Awesome, we can't wait to help you! In the next couple of minutes you will get a text
from one of our eligibility specialists con rming the appointment time and day. The text will ask
you about receiving updates on rate discount programs that may become available, make sure
you reply yes to that."
_________
(done with script)
Post in the group chat the full information:
Name____________
Appointment type , date, and time__________
Address, city, state, zip code_________
Email_________
Phone number___________
Avg bill__________
Notes_______________
_________
If YES on having solar and getting a *true up
*Note: a True Up Bill is a something that homeowners have to pay when their solar system is
not producing enough energy to cover their usage. When they use all the electricity generated
by their solar system and need additional electricity from the grid, they have to pay a True Up
Bill to the electric company.
_______
"Oh okay nice, and how’s the system working for you? Are you getting a true up bill?"
(Wait for answer) "How much was your last true up bill?"
If less than $1500 say
"Okay, i am not sure if that amount is high enough to qualify, but I will have one of our
specialists look into it and give you a call.
"There’s a program now that actually reduces whatever your payment is by up to 50%, without
paying anything out of pocket!"
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If more than $1500
OK so with (true up total) per year you qualify for the Clean Power Program. I'm not selling you
anything. There’s no loan or nancing required.
We would install backup batteries for you at no cost to you so we can try to eliminate the whole
amount on your electric bill, which is absolutely wonderful because with the increases, a lot of
people have been reaching out and saying man I used to be paying 4 or 500 bucks and now
I'm paying &2000 or $3000 because I got an electric car or I got other people living there.
But yeah, you know I want to just share with you all the information. A couple of my guys are in
your area on (Optional: nearby street name) tomorrow i'll have one of them stop by and say hi,
swing by for 20 minutes to give you all the program information and just answer all your
questions and leave you with everything so that, you know, when you do your own due
diligence, you can have everything you need.
Proceed to the set:
Does (5pm) work for you or did you want to do earlier around 1pm?"
then say, "Awesome, we can't wait to help you! In the next couple of minutes you will get a text
from one of our eligibility specialists con rming the appointment time and day. The text will ask
you about receiving updates on rate discount programs that may become available, make sure
you reply yes to that."
_______
Common Objections
If the customer says " i'm not interested" you should say:
"I hear that all the time, with the old way of doing solar there was a loan involved, you had to
put a big down payment, and they had a lien on your house.
With the new government subsidized program that's available, there's no loan, there's no lien,
and you don't have to buy any of the equipment. Instead of getting the electricity from your
utility company, you get it through our program for up to half the cost.
And what it does, besides lower your bill, is it eliminates the rate increases that your utility
company does every year."
“Many people have already reach out me”
Well, this is government subsidized program, Was everyone else trying to sell you everything
and trying to get you to take a loan, blah blah blah? Because I wouldn’t do that either to be
honest with you…. What does your average electricity bill look like?
…I would love to show you who WE are and what WE can do for you. again, this is government
subsidized. I don’t know what other people told you, if they were trying to get you to take out a
loan or a second mortgage…none of that exists here with us. The only thing you would pay is
up to 50% cheaper on your current bill.
_____
If they say"what do i pay/how much does it cost
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Say
"The only thing you would pay for if you decide this is what you wanna do, is 50% cheaper on
your electricity bill"
____
If the customer says "I'm busy now, can you call me back later?" You should say:
"I understand you're busy, if you can just give me 30 seconds of your time I can see if I can
even help you or not."
_______
If they say "i don't want to commit to anything or i am busy"
Say
Listen, it's a 20 minute conversation. You'll de nitely see the di erence between us and any
other companies you might've spoke with in the past in the rst ve minutes. We wanna show
you who WE are and what WE can do…..We’re literally o of [ blank ] Road tomorrow with
some of your neighbors. Would love for one of the boys to stop by and say hi. It's not a big
deal. It's no commitment on your end.
___
If the customer says " I don't pay a lot for electricity so it's not worth it," you should
say:
"That may be the case now, but what the utility company does 6 to 8 times a year in small
increments, is they raise the price of electricity on you. So every 3 to 5 years your payment
almost doubles. We can lower your rate and lock it in so those rate increases don't a ect
you."
If they say "my bill is not that high right now"
Say - you'll be protected from all the upcoming price hikes. I'm sure you already know they're
building 30 AI data centers here in California. The rst 4 are coming online in the next couple of
months and each one is bigger than a Costco. They're gonna be consuming a lot of energy.. 18
months from now two years from now there's gonna be a lot of hikes in PG&E and the local
electric companies and a lot of blackouts so we're not only protecting you now but for the
future.
________
If the customer says "solar's too expensive," you say…
" Most solar companies are on a redline model and they have to sell the system at a certain
price, so the numbers don't really pencil out. We're one of few companies that has a no redline
model so we're able to undercut all those other companies’ prices and actually provide savings
to our customers."
_________
If they say the tax credits are gone say
" Yes, it’s true they removed the 30% federal tax credit we’ve all heard about, but the state of
California dumped a few hundred million dollars into this program. It's not Federal government
incentives anymore, it's California state tax incentives. I would have a specialist come by
tomorrow and show you exactly how it works"
then set the appointment.
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___________
If they question why it's government subsidized or whats the catch:
Say
"i'm gonna be straight up with you. We don't play games here. We don't hide stu . It's our tax
dollars and I'm sure just like me you've been working for years and years paying taxes and so
it's your tax dollars and my tax dollars you might as well take advantage of it. “I’ll have a
specialist come by tomorrow and show you exactly how it works”
Right now we're seeing about getting 50% o of your bill but we're also looking into years
down the road when that bill reaches $350/$400 ( double their current bill)
_________
Qualifying questions:
Well, you and your wife/husband own a home at_____?(con rm address)
And how old is the roof?
And are you on the Care program or anything like that?
Typical checklist for quality sit:
Con rm they are homeowners (not renters)
Avg bill ideally $100 or more , but still possible with lower
If True Up , should be $1000+ and have roof space
Trees cannot excessively block sunlight from the roof
Date and time of appointment clearly con rmed
Mention the text they will get
Roof in condition to get solar
Moderate credit score (usually 620+)
People with really low credit scores or debts over $1000 to PG&E usually don't have a
chance.
Con rm how they check bills and that a copy of their electric bill will be ready or accessible
during appointment.
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