Having a list of questions to ask homeowners during a solar consultation is just the beginning. But knowing why you’re asking and what you’re listening for separates a sales rep from a solar advisor.
1. What interests you most about solar?
This open-ended question tells you what matters most to the homeowner—savings, sustainability, independence, or all of the above. Their answer helps you tailor your message and build a story around their motivation.
2. How long do you plan to live in this home?
The longer the homeowner plans to stay, the better the ROI of solar panels. But even if they’re planning to sell, this allows you to talk about the resale value and transferability of residential solar panels.
3. What are you currently paying for electricity?
Understanding their average monthly utility bill allows you to personalize the value proposition. Help them look it up on their account if they don’t know.
4. Have you looked into solar before?
Asking this question helps you understand the hurdles they already have and the obstacles you will need to overcome. If they’ve spoken to other solar sales reps, find out how their experience was and what they would prefer this time around.
5. Do you know how solar financing works?
This opens up a conversation about the variety of financing options—loans, leases, PPAs—and lets you explain them simply.
6. Would you prefer to own your system or pay a lower monthly bill?
This question reframes the lease vs. loan conversation in a way that focuses on the homeowner’s goals.
7. What questions do you have about how solar actually works?
Encourage curiosity. Many homeowners are unsure how solar ties into their utility, or how it performs in different weather.
8. Have you considered adding battery storage or EV charging in the future?
This introduces the idea of future-proofing their home and increasing energy independence, which helps raise deal size and value.
9. Are there any trees or shade on your property that concern you?
Rather than waiting for design surprises, ask upfront. It shows you’re thinking ahead and sets you up to explain how Solo evaluates shading.
10. What day-to-day energy needs are important to you?
Are they worried about outages? Want to run AC 24/7? Their answers help you propose the right system size and features.
11. What timeline are you hoping for?
Some homeowners want speed; others need time to think. Knowing their pace helps you match your follow-up and close cadence.
12. Who else will be involved in making the decision?
Uncover all decision-makers early. If it’s a spouse or partner, ensure they’re part of the conversation before diving into financing.
13. Have you heard anything about solar that makes you hesitant?
What to listen for: Concerns like “It’s too expensive,” “It doesn’t work in cloudy areas,” or “I’ve heard it hurts your roof.” Most of the hesitations homeowners have are outdated and will allow you to clarify and educate.
14. What have you heard from friends or neighbors who’ve gone solar?
Listen for stories or thoughts (positive or negative) that may be influencing their perception. Be prepared to address concerns like poor installation experiences or unkept savings promises and how your process differs.
15. Do you have any questions or doubts about how solar works today?
What to listen for: This opens the door to address outdated info — like the belief that solar is only viable with high upfront costs or that technology hasn’t improved. It helps you step into the role of trusted advisor.
Asking the right questions shows you’re not just trying to sell—you’re trying to serve. And when you pair that approach with tools like Solo’s fast, accurate proposals and integrated financing, you give homeowners the confidence to move forward.