AGENT SCRIPT:

HI, am I speaking to Mr…. Hi Mr…. I’m John calling you on behalf of the CSP
(California State Programs),how are you today?

The reason for my call It’s just a quick survey to see if your home qualifies for the
new California Energy Program. I’m sure you know by now that we pay some of
the highest utility rates in the country...Are you aware that you can get huge
discounts on your electric bill?

I’ll be brief so I don’t take too much of your time. First off all, the California state
government set a goal of getting at least 30% of all homes in California
renewables by solar because they want people to stop pulling so much from the
big power plants and the grid.

Basically, the State of California and the utility companies began offering
numerous programs and incentives to homeowners who have high electricity
bills as an incentive to look into solar.

There are also federal programs and potentially some local rebates which are all
meant to help homeowners to lower or eliminate the amount of money they have
to spend on electricity each month.

Now, since you may qualify, what we’re doing is offering homeowners the
opportunity to have their home analysed for free by a state-certified solar
specialist.

The specialist comes out and takes a look at your roof and measures the amount
of sun you’re getting to see if solar could even work on your home.

If it does, the solar specialist will show you all the programs that you can qualify
for and how much you could be earning by getting into solar.

There’s no obligation, It’s all free; it’s really just an information visit to let you
know what your options are and to see if it something that is beneficial for you.

The information that (he/she) brings you is going to be good for up to 1 year...so
it’s nothing that you need to get into right away. We’re giving this information
visit to let you know what this option is and know about all the funding that would
be available to help you.
 CLIENT DETAILS:

For booking your free visit consultation we just need a few basic infos….

1. How much in average is your electricity bill?

2. Are you already receiving any discounts with your utility company? If yes,
the bill needs to be over 150usd. If not, the bill needs to be at least 75usd.
3. Can you show the last 3 utility bills during the appointment?
4. Are you the single homeowner? How many co-owners are there in the
house?
5. What is your marital status?
6. Will your spouse be in the meeting?
7. Will the co-owners be in the meeting?
8. How old is the roof?
9. Did you make any foreclose or modification contract for the past 2 years?
10. Did you refinance the house for the past 2 years?
11. Is your credit score above USD 600?
12. You are Mr.…...? Your phone number is………….? Your address is
still………...? The zip code is………….?
13. We have a specialist in your area tomorrow… What is the best time for
booking your appointment?

Perfect! Your appointment is scheduled for “date & time”

Just to let you know, the analysis will take 60 to maybe 90 minutes depending on
your questions and is completely free of charge at no cost commitment. You will
receive a dispatch call a few hours prior to your appointment to let you know who
is coming out.

Thank you for your time and wish you a great day ahead.
 REBUTTALS AND REJECTIONS:

1. I’M NOT INTERESTED

I understand, a lot of people say that to me. It’s really hard to be interested in
something you hardly know. If I may just tell you that there are some programs
that could help you to make money and greatly reduce your electric bill. Only
for your knowledge, your utility company has just approved large increases in
their rates and they’re doing so every year. We’re giving you an opportunity to
find out what options you have as a California homeowner.

Are you aware that if the annual rate increases continue the way they are, utility rates
will double within the next 8 1/2 years? I'm giving homeowners information that can
make them money with the programs available.

Did you know that 20 years ago utility companies have raised the rates more than a
dozen times, they used to charge 5 cents a watt, now it's around 20 cents a watt. Our
goal is to show you could eliminate your electric bill and make money at the same time.

2. I'M ON THE DO NOT CALL LIST / WHY DO YOU KEEP ON CALLING?

The reason behind this is that the government has a law that homeowners must
transition to solar energy in the next 20 years. California state is a free market to
more than 400 solar companies calling homeowners to give information. I'm not the
only one who calls, it could be others as well. Obviously everybody wants to qualify
but not everyone does. Let me ask you quick questions to see if ​YOU MAY
QUALIFY​... (go back to client details as nothing happens)

3. WHY DO MY BILLS CONTINUE TO INCREASE?

The thing is, as people transition to solar, the utility companies would need to raise
their rates to keep their doors open. This means that they are putting the burden on
YOUR shoulders so that they can continue to make money out of their business. How
does that make you feel? Not great right? So we'd like to show you how you can
reduce or eliminate your bills.
4. SOLAR DOESN’T WORK FOR MY HOME

Did you know that if you look at your electric bill you'll see that only a small portion of it
is actually for the electricity you consume. The rest of it is your utility company
charging you for the delivery charges. which means you are playing for solar that you
don't actually have.

5. WE WOULD NEVER QUALIFY - WE MAKE TO MUCH MONEY

You may be interested to know that the government is paying qualified homeowners to
help clean the environment. The programs available have almost nothing to do with
how much money you make or have. It's all about how much money you're spending
on electricity each and every month ​YOU MAY QUALIFY​. If I can ask you a few
questions, we can see if this will be something that may help you.

6. I NEED A NEW ROOF/ TOO MANY TREES/ NOT ENOUGH SPACE ON MY

ROOF

a. Did you know that having Solar raises the value of your home. There are programs
where you can include the price of the roof / tree trimming job into your installation and
can get it done at a reduced cost. If you need to make changes will be reduced by the
programs. Our technician will be able to educate you about all of that through the
analysis we're offering.

b. Do you have room for ground mounts? Panels don't always need to be put on your
roof, they're much smaller and can be put in many different places.

c. There are special mounting for tile roofs that don't damage or compromise the tiles.
Additionally, the technician most likely won't need to go on your roof in order to capture
enough sunlight to cover all of your electrical needs. The technician will be able to
show all of that to you through the analysis.
7. ALREADY HAD AN
ANALYSIS

a. Ok, so you've had an assessment? How long ago was it? Things change all the
time, there are probably more programs available to you now and we can show all of
that to you. We do have availability this week, what day is best for you?

b. How long ago was it? Was it for purchase or lease? Did you know that the price of
solar panels has dropped 80% over the last 6 years? Do you still have the estimate?
Have your estimate ready when our technician comes out? All of the companies that we
work with are competitive and we'll commit to finding the one that can beat any
numbers that you might possibly have. We have more options than just one solar
company and we bring all the programs with us, not everyone uses them all.We can
have our technician talk to you and I'll put a note here that you've had a consultation
before and want to see what other options you have. When is best for you?

c. I understand, so you have had an assessment. Let me say that often the biggest
solar companies will treat homeowners more like commodities, so if there is
ANYTHING at all strange about your home like shading, roof, location, etc. They will
tell you they cannot do it. Our partners are local, qualified and professional and they'll
discuss all of your options. We can show you roofing, tree-trimming, car-port,
reverse-tilt, different inverters, all kinds of options to show you how to make money.

d. Okay, And how did that go? Would you recall if it was for purchase or lease? Did they
talk about all the programs available this year? Well, from what you've told me it sounds
like the consultation you had wasn't really cost effective, so they must have not gone
over all the programs available to you to help you spend less than your current bill. The
reason I say that is because with you most likely being eligible for solar and the
programs available. I guarantee you, I can help you spend less than your current bill.
California has set aside numerous programs to help homeowners all over California
achieve the goal of
spending less than their current electricity bill. What I'd like to do is provide a
representative licensed by the state to go over all the programs available to you and
to discuss which programs best suit you in your current situation. I have some
availability tomorrow or the following day, which is better?
8. I HATE HOW SOLAR PANELS LOOK LIKE (I DON"T LIKE
SOLAR)

Did you know that today there are over 300 different types of panels - they're much
smaller and can be put in many different places - not just roofs anymore. There are pole
mounts, ground mounts, as well as reverse tilts to accommodate whichever direction
your roof is facing. There are also panels that blend in and have the appearance of the
roof itself.

9. THIS WEEK IS NOT GOOD FOR ME / I DON"T HAVE TIME

a. We just want to let you know that the government is paying qualified homeowners to
help clean the environment. Obviously, everybody wants to qualify but not everyone
does. We're in your area now for the next two weeks, and I'm not sure when we'll be
working in your area again. And by taking a consultation you can hold onto the
information for up to 1 year. Keep in mind that it's completely free solar analysis. By
having your home assessed now you will have a full year to decide if you want to do
anything with that information.

b. It's very good that you are so busy. I'm not sure if this is something that can even
benefit you. And, our technician is already in your area and the appointment only
takes an hour, so I can have him quickly stop by and talk to you and your spouse, give
you the information, see if you qualify, and get out of your hair. I have some
doing-site-inspections in your area for today and tomorrow. Is today at (time 1) good
or tomorrow at (time 2) better?

10. CAN YOU MAIL ME

SOMETHING?

a. Did you know in 2017, there were many fires in California and the utility
companies are being sued for negligence in causing the fires. The level of lawsuits
can potentially bankrupt some of the utility companies.
The reason we don't do mail is that we don't know if you even qualify, I don't want to
waste your time by trying to send you literature in the mail that doesn't give you
answers. So, If I can ask you a few questions, we'll see if this is something that you can
qualify for in the first place. Are you receiving any discounts from your utility company?
b. You can go online to see that there is in fact money available to you to help
homeowners transition to solar, the thing is, that until you have the analysis you won't
be able to determine how much you qualify for. Some of the money is determined by
the size of the system needed for your home, and that can only be determined by
taking measurements and readings of your house. So, that's why we send a technician
out to your home to be able to give you specific figures about what it would look like for
your home to go solar. It only takes an hour, and a half if you have a lot of questions, I
can have the technician stop by and explain it all to you and your spouse.

11. CAN I CALL YOU BACK AFTER CONSULTING WITH MY

SPOUSE?

a. Did you know that married homeowners may qualify for a program jointly and
separately. It's good if your spouse could join. I'm seeing the appointments for the rest
of the week are getting filled up pretty quickly, and I don't know when we're going to be
back in your area. I'd hate for both of you to miss out. It only takes an hour and a half.
We do come out on weekends to be convenient for married homeowners. Is this (day)
at (time) good or (time) better?

b. Did you know that the federal government only has until this year to offer up to 30%
tax credit. Obviously, a lot of people want to qualify but not everyone can and by
getting this information, you would know if this is something that can benefit you. We
do come out on weekends and also at night for busy schedules.

12. I'M IN HURRY; CAN YOU GET TO THE

POINT?

a. The point is, your bills are increasing each year and because of that the State put
money aside ​to give qualified homeowners in exchange for cleaning the air​. So we're
offering homeowners the opportunity to have their home analyzed for free by a
state-certified specialist to see if solar could work for their home and to determine how
much of that money they could qualify for. There's no obligation, it's all free; it's really
just an information visit to let you know what your options are. Is (day) at (time) good
or (time) better?

b. I don't want to rush through this - It's important - It's programs you might be eligible
for to save and make money. ​Let me ask you a simple question to see if you MAY
qualify.
13. ARE YOU WITH THE UTILITY COMPANY? WHAT IS MY ECO
AMERICA?

a. No, I'm with energy programs offered by the ECO AMERICA, We pre-qualify
homeowners for the renewable energy programs offered by the UTILITY
COMPANY, FEDERAL AND STATE GOVERNMENT. Are you spending $___ on
your electric bill?

b. No, definitely not. We're a referral company. We specialize in finding the most
optimal solution ​for your home to become energy efficient so you could save on your
utility bill and make money through the renewable energy programs. Let me ask you a
few questions to see if you MAY qualify, are you spending $____ on your electric bill?
Do you get any discounts from your utility company?

14. WHAT'S THE

CATCH?

The catch is that the state has a goal to reduce emissions and relieve the stress on the
grid, but they know that homeowners won't make a transition to renewable energy like
solar if it doesn't make them money. Therefore, the state and federal gov't, designed
these programs to make solar more profitable for homeowners and to make transition
into it much easier.

15. WHERE DID YOU GET MY

NUMBER?

It's all public information, We are calling in regards to the state and federal
renewable programs.

16.​ ​I'M SELLING MY HOUSE/ I'M TOO OLD

Actually what we're trying to do is show home owners how they can lower their
monthly expenses on electricity and potentially MAKE MONEY from day one. Since
the programs and rebates cover a large
portion of a system, anything left over is paid off with a bill that's less than what you are
currently spending on electricity. So even if you're only in your home for ___ more
years, you will have been saving money that entire time, and possibly have paid the
system off. Now, when you go to sell your house, it will sell at a higher price, normally
$25,000 - $50,000 higher in fact and will sell 20% faster. All we're doing is offering the
analysis to see if it would even work for your home and how much money you could be
receiving to offset the costs.

17. WHY DO ALL THE TITLE HOLDERS HAVE TO BE

HOME?

a. You and your spouse each individually can qualify for programs and by having them
there we'll be able to maximize the amount of money that the technician will be able to
get you. What we are setting out to do the job that we are saying we'll do. We can work
around your schedule - we work up until 7 every night and both weekend days to
accommodate busy spouses. Would Saturday be good, or would Sunday be better?

b If I may, I understand It's very difficult to find a time when you are both available.
However, I want to explain something to you and you can tell me how to handle it.
Unlike any other presentations like a roof or a garage door or a swimming pool, what
we are doing here is not something that makes your house better looking or more
comfortable; this is a financial presentation, but the bottom line in the end is to make
you make money.

c. We are governed by the Federal Government, the State of California, your city and
your utility company. As you can imagine, there are many regulations. At least one of
them says that all homeowners must agree because their taxes will be affected. So,
depending on a number of factors we want to know the best way to figure it out because
a. I do not know if you are qualified at all b. I do not know if your spouse qualified c. I do
not know if your home is qualified To do this we need to send a specialist to come look
at everything. These are state certified experts that know how to analyze the house,
check tree coverage, look at the electric bill, and then we'll see if this even makes sense
for you. If it does, you should put a lot of money into your pockets. So I think it is to your
benefit to help me figure out a good day that would work for everybody.
d. Well we are sending technicians out to your house for free, and we want to be as
efficient as we possibly can. Undoubtedly, your spouse will have questions about how
solar is going to work for the home, especially since they can possibly qualify and we
want to make sure that everyone involved has an opportunity on our first visit. This
way we don't have to spend more of your time explaining anything to your spouse.
19. I DEAL WITH AN H.O.A - THEY DON'T ALLOW SOLAR

1. Do you have a shared roof? Answer must to be: "NO"

2. Do you have roof rights? Homeowners must pay for roof repairs and not the HOA.

3. Do you have permission from your HOA to go solar? Must have permission

20. HOW MUCH DOES IT COST / HOW DOES SOLAR BENEFIT ME?

a. Well there are too many factors that determine what is suitable for your home.
They take into consideration such factors as: the size of your roof, the direction it
faces, shading issues, the size of your bills, your geographical location. Also, I don't
even know what you will qualify for.

b. I do know that the programs and rebates will cover a large portion of the total cost of
a solar system. The portion of the system not covered by the programs is paid off with
a bill that is equal to or less than what you are currently spending on electricity. The
advantages of this are that from day one of your bills are lower, they'll stay lower and
will not be subjected to the rate hikes you receive from your utility company each year.
And once the panels have become paid off, you'll be able to produce electricity for free
for the rest of the lifetime of the panels. And they have 25-year warranties on them so,
for at least that long way they'll be producing electricity for your home. Not to mention,
they can actually make you money if you produce more electricity than you use.

c. This is the best scenario we are trying to show homeowners, but I don't even know if
solar is going to work for your home. That's what the analysis is for; to see if we can
make solar work for your home in this way. Keep in mind that it's free analysis and the
technician will leave you with the information and it's
good for a year. Did that answer your question?

d. That's a very good question, and that's exactly why we're sending a technician out
to the home. There are so many things they need to assess to determine the cost that
I wouldn't know where to begin. Also, I don't want to mislead you,. If your home is
suitable, the technician we send out will be able to go over everything and give you all
that information.
21. I DON'T HAVE ENOUGH MONEY / IF IT COSTS ANYTHING I DON'T WANT
IT!

a. If you don't have much money then these programs may be just what you are
looking for because (continue to paragraph b)

b. Our goal here is to show homeowners how they can spend less than what they
are spending now towards a solar system that will produce all energy needs. Solar
does cost money, but: (continue to next paragraph)

c. You would take the money you're spending towards your utility company and
re-route it to pay off your solar system. After you make a transition to solar you will be
producing all of your electrical needs from your system and won't need to pay your
utility company any longer. Your rates will be locked in and you won't receive any more
rate hikes from your utility company, and once the panels are paid off then the real
savings come in because you'll be producing all of your electricity for free!!

d. In truth, you don't have enough money to keep throwing away your utility company
every year. You're essentially renting your electricity when you could be owning your
own power plant and making money.

22. HOW DOES SOLAR MAKE ME

MONEY?

If you produce MORE electricity than what you use, you will develop credits with the
utility company and at the end of the year if you have leftover credits then your utility
company will pay you for them.

23. IS THIS LEASING /

RENTAL?

We usually only show purchasing options because there are more advantages - you
will be able to receive the rebates and incentives to help offset the costs of the
system. If you lease a system you will not receive those rebates, it also becomes hard
to sell your house because of the lease agreement, you will lose your roof rights (the
solar company may add more panels than you need for them to make profit out of it),
and you cannot benefit from the net-metering program.

24. IS THIS A 0-DOWN

PROGRAM?

It's possible to get no money down, I really can't say for sure if you and your
household will be able to do so. We would really need to have the analysis to see
what you're qualified for and see if that is a possibility for you. Our goal is to show you
the best and least expensive way you can transfer to solar by trying to qualify you for
as many programs as we can, but again all of that would be determined through the
analysis.

25. I HAVE A BAD

CREDIT

As long as it has been more than three years since you have been discharged from a
bankruptcy we can still get you qualified for some of the programs.

26. WHICH COMPANY IS COMING OUT TO MY

HOUSE?

We're a referral company that specializes in connecting homeowners with a reputable

solar company in your area that;

1. Local to you.

2. Use American made panels.

3. Have a slot time available for the date and time you want.

4. All of the technicians have been "Live Scanned" (fingerprinted for felonies) so we're
not going to send just anybody out to your house.

5. Is willing to absorb some of the incentives - meaning they will pass incentives on to
you before it has been received.

So between now and the date and time of the appointment we will build a profile and
do our research for the best company that fulfills this criteria and will offer the most
programs for your home, then 2-3 hours before the appointment on the day of, we will
call you to give you the name of the technician, the company that he is with, and make
sure it's still a good time for you.

26. CAN YOU TELL ME THE NAME OF THE

COMPANY?

I really can't say for sure at this moment, rest assured the company we do find
will fulfill our strict criteria.

27. WHAT SEPARATES YOU FROM ANY OTHER

COMPANY?

a. We offer more options than any other single solar company.

b. We also work with lots of roofing companies and tree trimming companies.

c. We specialize in getting you and your home qualified for every program and every
dollar available.

d. We promote American made panels.

e. Any company that we work with is competitive and we will work to find you and your
home the most optimal solution possible in order for your home to make a transition to
solar.

28. HOW DO YOU GET

PAID?

When a company comes out to your house and gives you the information, we will get
a referral fee - no matter what the outcome is.

29. I ALREADY HAVE

SOLAR

Oh fantastic, good for you. Was it able to lower your electricity bill like it was meant
to?

IF YES: Ok, the reason I ask is that I talk to people all day who are not interested
and I'm always curious to find out how solar is beneficial for homeowners. if you
don't mind me asking, did you choose the purchase or leasing option?

Regardless of their response: Ok great, can I ask what made you choose that option
over the other? Because I know there are mixed results for different homeowners
and reasons why they choose to go solar.

30. WHAT KIND OF PROGRAMS ARE

THERE?

First there was the California Solar initiative, but that program is nearly gone. Now,
different utility companies throughout CA have started their own programs modeled
after the CSI that can assist homeowners in making a
transition to solar. Right now there are so many programs in CA that I wouldn't be able
to describe them all. The technician we send out would be much more familiar than I
am to give you the specifics about what is available for you.

31. WHAT PROGRAMS DO I QUALIFY

FOR?

At this point, I don't really know; again, that would be something to talk to the
technician about. In addition to the state and Utility programs, there are federal and
local programs and incentives that are also available which the technician would go
over with you.

32. IS THIS ABOUT

SOLAR?

No and yes. No because this is about making you money and helping to save the
environment. And yes, because solar is one of the options that we will show you;
However, it's not the only option as there are many programs the technician will show
you on how your home can be more energy efficient and save you money. It just so
happens to be that solar is one of the best options because it can make you the most
amount of money. The technician will go over everything with. What's the best day.

I personally am not selling you anything but we are connecting homeowners with
companies who will show you many programs including solar. If it's something that
benefits you, the information is good for a year and any decision you make is up to
you.

33. WHAT ARE YOU

SELLING?

I personally don't sell you anything over the phone, I am, however, giving
homeowners information about some solar programs that can help you eliminate
your electric bill.