Aged Lead Setter Call

Before you dial

• Consent source and date checked. Aged leads carry more consent risk. If the record is unclear, do not dial
• DNC scrub date checked, no flag on the national or internal list
• Homeowner's local time inside 9 AM to 8 PM, Monday to Saturday (stricter state rules apply)
• Attempt count under 3 in the last 24 hours
• Previous notes read: what was said before, past objections, past appointments
• Calendar open with two real slots in the next 48 to 72 hours

The flow

1. Open honestly

You: "Hi, is this (HOMEOWNER NAME)?" Them: "Yes." You: "Hi (HOMEOWNER NAME), this is (YOUR NAME) with (COMPANY NAME). We install solar in (STATE). A while back, in (LEAD MONTH), you asked about solar for your home, and I am checking in to see where things stand. Just so you know, this call may be recorded for quality. Is now an okay time for a couple of minutes?"

Why it works: it names the real time gap. Pretending the inquiry was recent damages trust immediately.

If they say: "I do not remember that."

You: "That is completely fair, it was a few months ago. Our record shows a request from this number through (LEAD SOURCE) in (LEAD MONTH). Are you still curious about solar for your home, or should I close your file?"

If they want the file closed or seem annoyed: "Done. Sorry for the bother." Code DNC if they ask not to be contacted, otherwise NI.

If they say: "I never signed up for anything."

You: "I am sorry for the confusion. I will remove your number now so you are not contacted again."

Code DNC, note the details, flag the lead source to your team lead. Never argue.

2. Find out what changed

You: "When you first looked into it, what got you interested?"

You: "And what happened since then? Did you get busy, or did something make you hold off?"

Why it works: you learn the real reason they paused. Most aged leads did not say no, they just got busy.

If they say: "We already went solar with another company."

You: "Congratulations, I hope it is working well for you. I will update our records so we do not bother you again."

If your client sells batteries or expansion and the brief allows it: "Out of interest, did you add a battery with it?" One question only. Code DQ-SOLAR or note interest in batteries.

If they say: "We moved" or "We sold the house."

You: "Thanks for letting me know. Do you own your new home?"

If yes, and the new address is inside the service area, re-qualify from stage 3 with the new address. If not, code DQ-MOVING or DQ-AREA and thank them.

If they say: "We got a quote and it was too expensive."

You: "That happens a lot. Every home is different, and options and equipment change. Would a second look with fresh numbers be useful, just so you can compare? There is no obligation."

See Objections 7 and 22 in the handbook.

If they say: "We were waiting to see what happened with prices."

You: "That makes sense. A consultation just shows what things look like for your home today. Then you can decide with real numbers instead of guesses."

No urgency claims. No mention of deadlines.

3. Re-qualify (things change)

Even if old notes show the answers, confirm them. Bills, roofs and households change.

You: "Just to make sure my notes are current, is the home still in your name?"

You: "About what does the electric bill run now, on average across summer and winter?"

You: "Has anything changed with the roof since then? Any repairs or a new roof?"

You: "Still the same power company?"

You: "Anything new at home that uses more power, like an electric car, a pool or more people working from home?"

You: "And who else would want to be part of a decision like this?"

Ask the shade, HOA, property type and credit questions only if they are missing from the record or may have changed (credit only if the client allows it).

4. Bridge

You: "Thanks. It sounds like a fresh look could be worth it, especially with (THEIR REASON IN THEIR WORDS). The consultant will go through your current usage, your roof and the options available today. If it does not make sense, they will say so."

5. Book with two choices

You: "(CONSULTANT NAME) has (DAY 1) at (TIME 1) or (DAY 2) at (TIME 2). Which is better for you and (SPOUSE NAME)?"

6. Lock it and confirm

You: "Great. So that is (APPOINTMENT DAY) at (APPOINTMENT TIME), your time, at (PROPERTY ADDRESS), with you and (SPOUSE NAME). Please have a recent electric bill ready. Can I text a confirmation to this number? I will also call the day before to check the time still works."

7. Close or move to nurture

If they are not ready but open:

You: "No problem at all. Would it be okay if I checked in again around (NURTURE DATE)?"

Code NUR-(REASON) with the date.

If they decline:

You: "I understand. Thank you for your time, and take care."

Objections

They say	Handbook entry
"I never signed up"	Objection 3
"Too expensive"	Objection 7
"Waiting for prices to drop"	Objection 20
"We already have quotes"	Objection 22
"Got burned before"	Objection 21
"Too busy"	Objection 13
"Take me off your list"	Objection 30

After the call

(DISPOSITION) / Aged lead from (LEAD SOURCE) (LEAD DATE) What changed since inquiry: (THEIR WORDS). Re-qualified: owner (YES OR NO), avg bill about (AMOUNT), roof (DETAIL), utility (NAME), DMs (NAMES). Next: (NEXT STEP AND DATE). (YOUR NAME)

If SET, use the full standard set note and send the written confirmation. Update any field that changed since the original inquiry.

Check yourself

1. Why must the aged-lead opening name the real time gap?
2. Which two checks matter even more on aged leads than on fresh ones?
3. A homeowner says they already went solar. What do you say and which code do you use?
4. Why do you re-qualify questions that are already in the old notes?
5. Write a nurture close line for a homeowner who wants to wait until after the summer.

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© Narqix Academy