Solar Qualification Standard

The rule above all rules

Your client's criteria win. This page is the Narqix default standard, built from what most US residential installers require. Your campaign brief may raise or lower a threshold, add a gate (for example a specific utility list) or remove one. When the brief and this page disagree, follow the brief and tell your team lead about the difference.

Why qualification protects everyone

• The homeowner does not waste an evening on a meeting that cannot lead anywhere.
• The consultant spends time only where a deal is possible.
• The client pays for leads and appointments, so every unqualified sit is money lost.
• You are measured on qualified sits, not raw bookings.

The qualification gates

Gate	Narqix default standard	How to ask	Notes
Homeownership	Owns the home and lives in it	"Is the home in your name?"	Self-reported ownership is wrong about 10 to 15 percent of the time. "Do you own the home?" is weaker than "Is it in your name?"
Property type	Single-family home preferred	"Is it a house, a townhome, or something else?"	Mobile and manufactured homes often cannot get financing. Condos usually need building approval. Follow client rules
Service area	Inside the client's install area	Confirm the full address and ZIP code	Check against the client's list before qualifying further
Utility	Exact utility company name	"Who is your power company?"	Drives how solar is credited and whether the client serves that utility
Average electric bill	Usually at least USD 100 to 150 per month (client sets it). Below about USD 80 is rarely a fit	"If you think about summer and winter together, what does the bill run on average?"	Ask for the year-round average. Record summer peak separately
Credit (financed deals only)	Only if the client allows the question. Soft, self-reported band	"Would you describe your credit as excellent, good, fair, or still building?"	Many solar loans need a score around 640 to 660 or higher. Never pull credit, never ask for a score number unless the client script does, never ask for an SSN
Roof age and condition	Under about 15 years is ideal	"Roughly how old is the roof? Any leaks or repairs coming up?"	15 to 25 years: flag for inspection. Record leaks, sagging, wood shake, flat roofs
Roof material	Asphalt shingle, metal, tile common	"Do you know what the roof is made of?"	Wood shake and some flat roofs may need special review
Orientation	South best, east or west workable	"Which way does the back of the house face, roughly?"	North-only roofs are weaker. Record what the homeowner says, do not judge it
Shading	Little or no shade	"Are there big trees or buildings that shade the roof during the day?"	Heavy all-day shade can disqualify. The consultant models it properly
HOA	Record it	"Is the home part of a homeowners association?"	Many states limit how far an HOA can block solar. Record, do not advise
Decision makers	Everyone on the title or involved is present, or the homeowner confirms they decide alone	"Is anyone else on the title, or anyone who would want a say in a decision like this?"	The number one cause of failed sits is a missing decision maker
Existing solar	Record it	"Do you have any solar on the home today?"	Usually disqualify unless the client offers batteries or expansion
Timing	Appointment within 48 to 72 hours	Offer two specific near-term slots	Short booking windows show up far more often
Contactability	Lead is callable	Check before dialing	Consent source on file, no DNC flag, inside the calling window

The three outcomes

Every qualified conversation ends in one of three places.

1. Book it

All gates pass, or the only open items are things the consultant handles on site (exact shade, exact roof condition). Book with all decision makers, inside the preferred window.

2. Disqualify it (DQ)

The home cannot be a fit with this client, now or soon. Thank the homeowner warmly, explain simply, and code the reason.

Code	When to use it
DQ-RENTER	Rents the home, no plan to buy soon
DQ-BILL	Average bill far below the client minimum, no reason it will rise
DQ-HOA	HOA prohibition confirmed in writing by the homeowner, and the client does not pursue these
DQ-FIN	No financing path under the client's rules (for example the client requires financing and the homeowner says they cannot qualify and will not consider other options)
DQ-SOLAR	Already has solar, and the client does not sell batteries or expansions
DQ-PROPERTY	Property type the client does not serve
DQ-AREA	Outside the client's service area or utility list
DQ-SHADE	Homeowner confirms heavy all-day shade and the client excludes these
DQ-MOVING	Selling or moving within the client's cutoff (often 1 to 2 years)
DQ-OTHER	Any other clear reason. A note is mandatory

3. Nurture it (NUR)

The home could be a fit later. Keep the relationship, set a date, hand it to the lead manager.

Code	When to use it
NUR-BUYING	Renter who is buying a home soon
NUR-BILL	Bill slightly below the minimum but rising (new EV, pool, more people at home)
NUR-ROOF	Roof needs inspection or replacement before solar
NUR-DM	A decision maker is away two weeks or more
NUR-RESEARCH	Early research, not ready for a consultation
NUR-TIMING	Interested, with a clear reason to wait and a date to come back

Worked examples

Example 1: Book it

Homeowners Janet and Paul Rivera, single-family home in their names for 9 years. Utility recorded. Average bill about USD 210, summer around USD 300. Roof about 8 years old, asphalt, back of house faces south, one tree at the front. HOA yes, no known rules. Both will attend Wednesday at 6 PM.

Outcome: SET. Every gate passes.

Example 2: Nurture it

Homeowner Diane, house in her name, bill about USD 95 average. She just bought an electric car and her husband starts working from home next month.

Outcome: NUR-BILL, next touch in 60 to 90 days. Note: "Bill about 95 avg, new EV last month, spouse WFH from next month. Recheck after summer bills."

Example 3: Disqualify it

Caller says the house belongs to his landlord. He has no plans to buy.

Outcome: DQ-RENTER. "Thank you for being honest with me. Solar needs the owner's approval, so I will not take more of your time today. If you buy a home later, we would be glad to help."

Example 4: Book with a flag

Homeowner owns, bill USD 180, both spouses available, roof about 20 years old with no known leaks.

Outcome: SET with a flag: "Roof about 20 yrs, no leaks known, consultant to assess." Check the client brief first. Some clients want a roof inspection before the appointment.

Example 5: The single decision maker

Homeowner Carlos is keen. His wife is on the title and "will go along with whatever I decide".

Outcome: Do not book Carlos alone. "That is great to hear. Because she is on the title, the consultant needs you both there so nobody has to repeat anything. When are you both usually home in the evening?" Book a time when both attend.

Common mistakes

1. Accepting "yes" to "Do you own your home?" without asking if it is in their name.
2. Writing down one month's bill as the average.
3. Disqualifying grey-area roofs that the client would happily inspect.
4. Booking with "my spouse might join".
5. Asking about credit when the client has not approved it.
6. Skipping the reason code, so nobody can nurture or audit the lead later.

Check yourself

1. Why is "Is the home in your name?" a better question than "Do you own your home?"
2. A homeowner's bill is USD 90 in winter and USD 260 in summer. What do you ask and what do you record?
3. Give two examples of DQ codes and two of NUR codes, with a situation for each.
4. A roof is 20 years old and everything else passes. What do you check before deciding?
5. Which words must you never use about a homeowner's status, and why?

---

© Narqix Academy