SAN DIEGO TRU-UPS Flashcards
(17 cards)
Knock door pretty loud!!
Do not knock softly! (If you are, this is why you have so many NH’s)
HO: Hi, can I help you?
Step 1: Greet them with “Hey, hey!”
Step 2: Ask BOTH questions separately for every door.
-How are you? (Wait for their response)
-How is your day going? (Wait for their response)
If they ask how you are doing and it’s daylight:
-I’m doing great, but I can’t stay long..
-I’m great! The weather is perfect today with the breeze..
If it’s dark within the last 30mins of shift call out the darkness before they do:
-I know it’s dark, you’re one of the last homes I have to update before I go home for the night so I’ll be really quick.. you’re Cortez right?
Yes, I’m Cortez. What’s going on?
I’ll be really quick..
I saw the panels on top of your roof.
I’m supposed to be here, my job is to make contact with all of the homes here that have panels (point to their neighbors as you say this).
All of the homes here have been paying a tru-up bill to SDGE..
Tell me, Just so that I have a visual, what are you paying on your tru-up to SDGE?
Hmm… we just paid it. I think it was like $2,500.
Throughout your conversation, constantly repeat back what they’ve just told you. This shows you’re actively listening to them and you’re not sales pitching them like every other salesmen who sounds like a robot.
$2500?
HO: yea, right around there.
Oh no.. that’s not good. That’s not supposed to happen.
So obviously, and I know you know this because you have it on your roof but …
the reason most of the homes and churches and gas stations around here go solar is to get away from the power companies yearly rate increases and -kind of you know.. they get to have more security … of the energy they do pay for and you know be more in control of that themselves, would you disagree?
Alright, Cortez..catch me up to speed..
When did your current system get installed? (You want to know what year because it helps your closers tremendously)
HO: like 2018? 19? Something like that.
Oh okay, yea NEM 1, that sounds about right. (Tell them what nem they are on so you sound like the professional).
(If they said they got installed in June 2024, respond with “ahh, Nem 3.. that makes sense)
So that’s exactly why I’m here.
That’s not supposed to happen. You’re not supposed to be paying the power company… on top of solar. We gotta fix this.
Now Cortez, your current system was installed around 2018-2019, but; remind me..
Did you buy the home with the panels already up there? or did you have them installed yourself -after you moved in??
If they say they bought the home and the panels were already there:
To gain credibility, you can simply say:
Ahhh. That makes sense. Most of the time when this happens, it’s because the previous family had different energy needs.
Now that you’ve moved in, your home requires more energy than what your panels can produce and that’s why -you’re paying a $2500 tru-up.
If they respond Yes to your second question of Remind me, did you install the panels yourself after- you moved in?
HO: Yep.
K, catch me up to speed again..
From the time you installed the panels yourself back in 2018 until today..
Did anything change in your lifestyle like… did you buy an Tesla? Build a pool? Sauna? Hot tub? Did the family size increase from someone else moving in?
HO: yea we bought our first Tesla in 2020 and then my wife’s Rivian in 2022.
Mm (nod head up and down).. there it is.
So, that change .. from buying 2 electric vehicles .. is why you’re paying SDGE $2,500.
Your panels aren’t producing enough for the demands of the home and your home requires more energy.
What we’re going to do is put together an energy audit to show you the options available so that you can get away from SDGE and not pay them again.
Now just so you’re aware,,
You’re entitled to see an audit on your home and it’s our job to disseminate the info to you.
Whatever you do with the info.. is completely up to you
We’re meeting with every home with panels on this street today and tomorrow.
you with me on that?
HO: oh okay.
Yeah. My job is simple. Go ahead and pull up your power bill real quick and I’ll send the PDF to our team. (If they are on paper copy take CLEAR photos of ALL 8 pages!!)
after getting full PDF or photo of 8 pages
So the way this works is …
I’ll send your consumption info from your graph, looks like this (pull up a photo example), and our team will put together your energy audit so that you know exactly how many panels we need to ADD to your roof in order to get you to stop paying SDGE.
Does that makes sense?
HO: yes
Cool. To be clear.. the way this program works is… additional panels go up top… but you’re not paying for the equipment like you did with your first system or even like your neighbors over there did (point across the street)
That’s why I mentioned what we’re doing is a little bit different.
The program is designed to help homeowners like you ADD panels to the roof… but you don’t pay for the equipment or infrastructure… we supply all of that for you.
What you will pay for is- the energy your home requires @ a much lower rate.
Quick example, SDGE bills residents roughly .46c to 52c per kWh on average- depending on where you live.
With this program you could potentially be in the ballpark of almost half of that, but really all depends.
Does that make sense?
HO: Yes. So I don’t pay for the solar equipment but I pay lower rate for the power I do use? .. I just pay you guys instead of SDGE?
Yep. And that’s why I’m here.
(Pull back)
Now to be frank, Cortez..
I’m speaking on what the program is designed to do…
However, it all just depends on your particular situation with the amount of energy you use & the sun light you get & the roof space you have available.
I don’t want to get your hopes up, but.. this might not work for you & realistically.. you might be better off with the power company, but we will know more later on.
Are we on the same page?
Yeah for sure. As long as I don’t pay them or their rate increase that’s what I’m looking for ..
(Stay very calm and pulled back with low tonality)
Makes sense to me.
Now that I have your PDF, like I mentioned I’ll send this to my team.
Last thing I need from you is a quick photo of your thermostat on the wall.
The reason that’s important is because it lets our engineers know that you use your HVAC or split units.
As you know, San Diego has pretty fair weather most of the year, so some people don’t use their A/C or Heat -ever.
HO: oh yeah that’s us!
We don’t use the a/c much, we like the windows and door to be open for the breeze but we use the heat in the winter because my wife gets cold easily.
My wife is the same way! She gets cold so easily and we don’t really use the a/c in summer either
HO: yea!
(Small wins to show commonality between you and them)
Get inside and take a REAL photo of their thermostat.
You never know when they are standing nearby and can see your screen and you want to take a real photo to show proof that you need it.
Enter their info into Enzy at this point
How I qualify without saying things like
“I have to ask you a few qualifying questions and then I’m out of your hair” ❌
“A few yes or no questions and then I’m kicking rocks” ❌
Alright dude, a few pieces of info about you and the home and I’m out of here.
As far as the names on the deed..
Is it just you or is your significant other on the deed as well?
Got it. So both you and the wife?
HO: yep
Any other parties on the deed? Mom? Dad? Sibling?
HO: no just us
If they say yes, my mom:
Mom MUST be at the appt with husband & wife!!
How do you get them to agree to mom attending the appt if they say “oh she doesn’t care about this we’ll just let her know about the info”
Hmm..
Well.. shes obviously important to you so she’s important to us.
Let’s have her here that way it’s a 3-way conversation and we can answer any questions that she has. You know what I mean?
That way we can show you your options but also be respectful to her and she doesn’t miss out. Last thing I’d want is for us to meet and she’s not here.. and then she’s upset with us; does that make sense?
We want to do our due diligence that we all have a 3-way conversation so that we’re all on the same page.
Okay I’ll ask her to be here
Perfect!
Set time. Confirm. Close.
