Introduction
Most agents do not fail because they cannot explain solar.
They fail because they speak to the wrong people.
Your success depends on one thing:
Speaking to people who already have a problem and are ready to solve it.
What a Good Prospect Looks Like
You are not looking for everyone.
You are looking for people who already feel the problem.
A strong prospect will usually:
- Be frustrated with ongoing power outages or blackouts
- Be concerned about rising electricity costs
- Already be thinking about solar or alternatives
- Be open to a short conversation
If these are present, you have a valid opportunity.
The Three Types of Opportunities
Every prospect you meet will fall into one of three groups.
New Install
These are people who do not have solar yet.
They want to:
- Reduce electricity costs
- Protect themselves from power outages
- Become more energy independent
Optimisation
These are people who already have solar.
But:
- Their electricity bill is still high
- Their system is not performing as expected
- They are disappointed with the result
Upgrade / Conversion
These are people with systems that were poorly designed.
- The system does not match their usage
- The system is undersized or incorrectly configured
- They need structural correction, not small adjustments
How to Start the Conversation
Keep it simple and natural.
You are not pitching.
You are opening a conversation.
Use one of these:
“Are you happy with what you are currently paying for electricity?”
or
“Have you looked at solar, or are you already running a system?”
Then listen.
How to Identify the Opportunity
As the person responds, place them into one of the three categories.
If they say:
“I don’t have solar yet”
→ New Install
“I have solar but it’s not saving much”
→ Optimisation
“I think my system was done wrong”
→ Upgrade / Conversion
Do not overthink this.
Just identify the category.
The Key Qualifying Question
Once you understand their situation, ask:
“Has anyone shown you what your system will produce per day in writing?”
This connects directly to Lesson 1.
What Makes a Qualified Lead
A lead is only valid if you have the following:
- Full name and surname
- Contact number
- Email address
- Property address
- Average electricity usage (bill or estimate)
If any of this is missing, the lead is incomplete.
What to Avoid
Do not:
- Try to convince uninterested people
- Spend time explaining technical details
- Chase people who clearly have no need
- Argue or push
Your job is to identify, not persuade.
Daily Activity Focus
Your results come from consistency.
Focus on:
- Speaking to people every day
- Asking simple questions
- Identifying the three opportunity types
- Capturing complete information
More conversations lead to more qualified leads.
Summary
You are not looking for everyone.
You are looking for people who:
- Have a problem
- Are aware of it
- Are open to solving it
Identify the type of opportunity, ask the right question, and capture the correct details.