Hi (customer), This is Mary, I work alongside your power company, we are

actually calling in regards to the rate increases that were just announced.
What’s happening is your power company has increased their rate for the past
3 months and they have 2 more increases scheduled by the end of the year. The
reason for my call is to inform you that (energy company) is required by law to
offer you the Net Metering Program.
Are you familiar with it sir/ma'am? So the net metering program is able to
reduce your energy bill by 25 to 35% and lock in a flat monthly rate that never
goes up. This program does work on Renewable energy, have you ever looked at
any of the old solar programs before? (Pause). Well this is something totally
different, there is 0 upfront cost, the only thing you would pay is that one flat rate
which is about 30% lower than your bill right now.(if they ask for more info)
What (energy company name) gets out of it is you produce renewable energy
which gets pumped back into the grid, and what you get out of it, is a lower
monthly bill which never goes up. Does it make sense? It's a bill swap.

Having said that, we are currently scheduling free energy assessments for
qualified homeowners. What does your average bill look like? Ok, Great! We can
help you out with that. How old would you say your roof is? (Pause) Are you the
sole owner of this property? If not, we will need both homeowners to be present
during the meeting.(Pause) Do you have any trees covering your roof?(Pause)
Since this program works on government incentives, would you say your credit
score is above or below 650? Lastly, What is a good email to catch you at?
(Pause)

WARM IT DOWN

Ok , sir/ma’am before we hang up I want to just set the expectations properly

for this appointment. First, I will need you to have your power bill ready before
the specialist arrives. Great. For the appointment to take place we will need both
homeowners to be present. Mr./Mrs. Customer I have you down for (Blank
O’Clock on Blank Date) and your current address is (Blank) and your phone
number is (Blank) and your email is (Blank). Mr (blank ) is there any reason at
all you couldn’t make the appointment at this time? So again my name is (Blank)
and I do thank you for your time today.

Rebuttals:

Is this about Solar?

Yes, Have you looked at any of the old solar programs before? (Pause) so this program is
completely different there is ZERO upfront cost. You literally don't pay a single penny. And then
instead of paying a bill that keeps on rising you will pay one lower locked in bill that never goes
up. You will immediately save money and increase the value of your home.
Mr/Mrs. Customer if this is something that can save you ten of thousands of dollars, wouldn't it
be worth 20 minutes of your time?

SEND ME AN EMAIL, I'll just go to the energy providers website

So here is the thing, with this program every home and home owner has their own unique
numbers and designs. So we must equate a number of different factors to create a design
specific for you. Unfortunately I couldn’t know what those numbers would be without scheduling
you for an appointment for our expert to disclose them to you.

I don't give information out on the phone. I'm sorry. I don't even know you. Who are you?

Well, like I said, my name is (Blank) and I'm not gonna ask you for any sensitive information like
what's your credit card numbers or social security number. Like I said in the beginning, I'm not
selling you anything, my only job here is to educate you on the things that have been happening
to your electrical bill and give you some options that you have through this new act.

Is this a scam?

Well I’m a numbers girl and I wouldn’t be calling you if it was a scam. You’re gonna see it for
yourself. If I was scamming you I would be asking you for credit card numbers, or for your social
security number but I'm not gonna do that. Okay, my only job here is to save you money and
that's it.Okay, so Just give me a try and you'll figure it out later on and you can go into Google or
research this by yourself. You can go on Google as we speak and type in the inflation reduction
act or type in Duke/Teco/FPL.. electrical increases in 2023 and you’ll realize that everything that
I'm talking about is actually happening.

My insurance right now, I don't think that putting solar on my roof would be a good fit for
me.

Well, first of all, we put ten years of guarantees on your roof and 25 years guarantees on your
solar. And like I said there’s no upfront cost to switch and no money out of pocket. So you’re
literally gonna start saving from day one.

What happens when I sell my house?

The good part of the inflation reduction act is it has transfer of ownership So it means that
whenever you try to sell your home, there's a couple perks that come with it. First You can sell
like 20% faster, It brings out the value of your house of 4% every single year. and whenever
you’re trying to sell it, it directly just transfers from your name to the New homeowners name
and that would be it, they will have the lot payment as you do for the rest life part of the loan.

It will ruin my roof

Well actually the panels that we're gonna put on your roof can withstand a category 4 so with
that, It's like an extra layer of protection that you have on your roof that's gonna protect you from
you know, sunlight, rain, dust, or whatever happens literally it can withstand category 4 so
you're good on that.

Someone I know got solar and wasn't impressed, they were not saving money.

Well, that's the bad part if you go through other solar companies, they won't offset a 100%, but
going through us we make sure that you offset a hundred percent of your needs. So you're
gonna start saving money from day one. The thing about solar is just to have one payment, not
have two payments, not paying for your solar and for your electrical bill. So if you want to save
money, we need to offset 100% of your needs. So you only have one payment.

Not interested

Sorry, okay So you're not interested. Okay I'm not selling you anything. Like I said in the
beginning, my only job here is to educate you. Okay, and you didn't even see the numbers yet.
So I'm a numbers guy, if numbers don't make sense, I wouldn’t be bothering you. But I can see
that you can save a lot of money. So you're not accepting anything at least like let me show you
the numbers how much you can be saving, So you can make an informed decision. Fair
enough?

Relative has a solar company

So what we could do is just compare the price, because we take pride in our company because
of the prices that we give out, we make our own installations and we do everything in-house. So
this is gonna be way cheaper than whatever is on the market right now, so if you would like we
can compare prices with the other company and we can go from there. Fair enough ? They're
ugly on the roof. We have the extra thin panels and the black ones. So they're looking real good
on the roof. But still, if you don't want anything on your roof, we can build separate structures
called pergolas, so we can put it in the front yard, or in the backyard, and nothing on your roof.

I’m not with that electric company!

Oh okay, sorry about that. We do actually work alongside all the major electric companies in the
state of Florida on the program that I am calling you about today. (What program is that?)
(Start in the middle of the script when explaining what the net metering program is)

We are INDUSTRIA SERVICES we work alongside the goverment to provide this on

incentive, we are a third party that actually acts through the government and their
incentives alongside with the biggest power companies on Florida

Appointments run from 9 am to 7 pm

*IMPORTANT*
Winning Mindset
Understand this:

• You’re are here to help the prospect

• The work you do is extremely important
• Not a VA
• Not a salesperson
• Don’t get put off by rude people
• There are enough people out there. Think abundantly
• People want to feel heard and understood
• Most people aren’t aware of the problem they face, this is why we must have an
explorative conversation and uncover things with the prospect
• Your energy matters, keep an upbeat attitude and have fun

Limiting beliefs

• I’m just spamming people

• This person won’t be interested
• This is too hard for me
• I’m manipulating people
• I’m afraid of rejection
• What if they find out I’m not the business owner
• What if I ruin the conversation or say something the wrong way

The winner’s mindset

Nonchalant attitude + genuine curiosity + structured conversation = A player

Give + Invite Don’t Sell

• When selling the outcome is a transaction. When giving and inviting the outcome is an
experience. The latter gets you way more results
• No one likes being told what to do so don’t
• To guide and invite means to show up as a leader where you can have a genuine
conversation, guide the conversation and suggest a course of action
• Be the doctor, ask questions then politely offer a suggestion

Dos and Don’t(s)

Do
 • Be genuine
• Be curious
• Be concise
• Be nonchalant
• Guide, take control

Don’t
• Be random
• Be dry
• Be rude
• Elongate the conversation
• Be inefficient
• Be lazy