Fresh Web Lead Setter Call

Before you dial

• CRM record open: name, address, phone, lead source, form date and time
• Consent source on file, no DNC flag
• Homeowner's local time is inside 9 AM to 8 PM, Monday to Saturday (stricter state rules apply)
• Attempt count under 3 in the last 24 hours
• Consultant calendar open, with two real slots in the next 48 to 72 hours
• Client brief open: minimum bill, service area, utility list, credit question allowed or not
• Tracker open, water nearby, headset tested

The flow

1. Open and identify (first 15 seconds)

You: "Hi, is this (HOMEOWNER NAME)?" Them: "Yes, speaking." You: "Hi (HOMEOWNER NAME), this is (YOUR NAME) with (COMPANY NAME). We install solar in (STATE). You asked about solar for your home on our website a few minutes ago, so I am following up. Just so you know, this call may be recorded for quality. Do you have two or three minutes now?"

Why it works: your name, the company, the reason and the recording notice all land before the homeowner has to ask.

If they say: "Who is this again?"

You: "Sorry, of course. My name is (YOUR NAME), I am with (COMPANY NAME). We are a solar installation company. You filled in a form about solar for your home earlier today."

If they say: "Now is not a good time."

You: "No problem at all. Would later today or tomorrow be better? I can call at (TIME 1) or (TIME 2), your time."

Set a CB with the exact time and time zone. If they will not give a time: "I will send you a short text with my name so you know who called. Have a good day."

If they say: "I did not fill in any form."

You: "I am sorry for the confusion. Our record shows a request for solar information from this number on (LEAD SOURCE) today. Would you like me to remove your number?"

If yes, or if they are upset: "Done. I am sorry for the bother. You will not hear from us again." Code DNC, note the details, and flag the lead source to your team lead. Never argue about consent.

If they say: "Are you with the government or the power company?"

You: "No. (COMPANY NAME) is a private solar company. We are not connected to your power company. I am calling only because of the solar request from your home."

2. Purpose and permission

You: "My job is simple. I ask a few quick questions to see if your home is a good fit. If it is, I set up a no-obligation consultation with one of our energy consultants, who will look at your real numbers. Is that okay?"

Why it works: the homeowner knows what will happen and agrees to it. Agreement now makes the questions feel welcome.

If they say: "Just tell me how much it costs."

You: "I understand, that is the most important question. The honest answer is it depends on your roof, your usage and the option you choose, so anything I said now would be a guess. That is exactly what the consultant works out. Can I ask a few questions so the consultant comes prepared?"

3. Qualify like a conversation

Ask in this order. Listen fully to every answer. Write as you go.

You: "Just so I do not waste your time, is the home in your name?"

You: "Is it a house, a townhome, or something else?"

You: "Who is your power company?"

You: "If you think about summer and winter together, about what does your electric bill run each month?"

You: "Do you know roughly how old the roof is? Any leaks or repairs coming up?"

You: "Are there big trees or buildings that shade the roof during the day?"

You: "Is the home part of a homeowners association?"

You: "Do you have any solar on the home already?"

You: "Is anyone else on the title, or anyone who would want a say in a decision like this?"

Only if your client brief allows it:

You: "Many homeowners finance solar. Would you describe your credit as excellent, good, fair, or still building?"

Last, the motivation question:

You: "What made you look into solar now?"

Why it works: you explain why you ask, you ask one thing at a time, and the last question gives the consultant the homeowner's real reason in their own words.

If they say: "It is my husband's house" or "My parents own it."

You: "Thank you. Because solar is a decision for the owner, the consultant would need to meet (OWNER NAME) too. Is (OWNER NAME) usually home in the evenings?"

If the owner lives elsewhere and is not involved, check the client brief. Usually code DQ-OTHER or arrange a call with the owner.

If they say: "The bill is around USD 70."

You: "Thanks. Is that the same in summer, or does it go up when the air conditioning runs?"

If the year-round average stays well below the client minimum: "Thank you for being open with me. At that bill level solar usually does not make sense, and I would rather be honest than waste your evening. If your usage goes up, for example with an electric car, we would be glad to look again." Code DQ-BILL, or NUR-BILL if usage is rising.

If they say: "The roof is old, maybe 20 years."

You: "That is helpful to know. The consultant will check the roof condition as part of the visit."

Check the client brief. Book with a flag, or code NUR-ROOF if the client requires roof work first.

If they say: "My wife handles all of this" or "My husband decides."

You: "That makes sense. Since it is a big decision for the home, the consultant always meets everyone involved at the same time. When are you both usually home together?"

If they say: "We rent."

You: "Thank you for telling me. Solar needs the owner's approval, so I will not take more of your time today. Are you planning to buy a home in the next year or so?"

Yes: code NUR-BUYING with the expected date. No: DQ-RENTER, thank them warmly.

4. The honest bridge

You: "Thank you, that is really helpful. From what you have told me, it is worth having the consultant look at your home properly. They will go through your actual usage, your roof, and the options that make sense for you today. If it does not make sense, they will tell you straight, and there is no obligation."

Why it works: it gives a real reason to meet without promising any result.

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)?"

For a virtual consultation:

You: "It is a video call of about (APPOINTMENT LENGTH) minutes. The consultant shares their screen, so a laptop or phone works fine. (DAY 1) at (TIME 1) or (DAY 2) at (TIME 2)?"

Why it works: two specific choices are easy to answer. "When works for you?" usually leads to "I will let you know."

If they say: "Neither works."

You: "No problem. Is evening or weekend usually easier for you both?" Then offer two new specific options inside the next 72 hours.

If they say: "Can you just email me something?"

You: "I can send you a text with our company details. The thing is, a general brochure cannot show your own numbers, which is what really matters. Could we pencil in (DAY 1) at (TIME 1)? If it does not suit after you look at the details, just reply and we will move it."

6. Lock the appointment

You: "Perfect. Let me read it back. That is (APPOINTMENT DAY) at (APPOINTMENT TIME), your time, at (PROPERTY ADDRESS), with you and (SPOUSE NAME). The consultant is (CONSULTANT NAME). Please have a recent electric bill ready, paper or online."

You: "Is it okay if I text a confirmation to this number? I will also call you the day before, just to make sure the time still works."

Why it works: the read-back catches mistakes, and the homeowner hears every commitment once more in their own words.

7. Close warmly

You: "Thank you, (HOMEOWNER NAME). You will get the text in a minute. Have a great rest of your day."

If the answer is no after two respectful attempts:

You: "I understand completely. Thank you for your time today. Take care."

If they ask you to stop calling, at any point:

You: "Understood. I will remove your number right now. Sorry for the bother."

Code DNC before the next dial.

Objections

Use the Respect, Ask, Answer, Offer method. Maximum two attempts, then a graceful exit. Full responses are in the Solar Objection Handbook.

They say	Handbook entry
"Not interested"	Objection 1
"How did you get my number?"	Objection 2
"Is this the government?"	Objection 4
"How much does it cost?"	Objection 8
"How much will I save?"	Objection 9
"Send me information"	Objection 11
"I need to talk to my spouse"	Objection 12
"Take me off your list"	Objection 30

After the call

Before the next dial:

1. Disposition: SET, CB, NI, DQ-(REASON), NUR-(REASON) or DNC.
2. Fill every required field.
3. Write the note in the standard format:

SET / (APPOINTMENT DAY AND DATE) (APPOINTMENT TIME) (TIME ZONE) / (IN-HOME OR VIRTUAL) / (PROPERTY ADDRESS) Owners: (NAMES), attending: (WHO). Owned (YEARS) yrs. (PROPERTY TYPE). Utility: (UTILITY NAME). Avg bill about (AMOUNT), summer about (AMOUNT). Roof: about (YEARS) yrs, (MATERIAL), (ORIENTATION), shade (LEVEL). HOA: (STATUS). Motivation: (THEIR WORDS). Concerns: (THEIR WORDS). Source: web form (LEAD DATE). Consent on file: yes. Recording notice: yes. Next: confirmation call (DATE). (YOUR NAME)

1. Send the written confirmation text (Voicemail and SMS Pack, text S3).
2. Make sure the set is visible to the confirmer.

Check yourself

1. What four things must you say in the first 15 seconds?
2. The homeowner says the bill is USD 70. What do you ask next?
3. Write the two-choice booking line for a virtual consultation.
4. Why do you read the appointment back?
5. A homeowner says, "I did not fill in any form." What do you do?

---

© Narqix Academy