Understanding the Objection: What Homeowners Are Really Worried About
HOA restrictions are a valid concern, and can leave the homeowner feeling out of control because of the feeling that someone else could stop the whole project.
When homeowners say:
- “I don’t think my HOA regulations allows solar,”
- “I’ve heard it’s impossible to get approved,” or
- “What if they force me to remove the system later?”
—they’re expressing a fear of wasted time, conflict, or a hard “no” from a third party they don’t control.
What drives this fear?
- Outdated word-of-mouth horror stories.
- Confusion over aesthetics vs. outright bans.
- Lack of clarity on their state’s protections.
- Stress around forms, timelines, and red tape.
Instead of brushing past this concern, the best reps meet it with calm confidence:
- Acknowledge it. “Totally fair question—this one comes up a lot.”
- Clarify the facts.
- Offer support beyond the sale.
What HOAs Can (and Can’t) Do About Solar
Here’s where strong reps become trusted educators. Your job isn’t to win an argument—it’s to simplify a topic that feels complicated, so homeowners can see a clear path in front of them.
What homeowners need to know:
In most states, HOAs can’t outright ban solar.
Over 30 states—including California, Texas, Florida, Arizona, and New Mexico—have solar access or solar rights laws. These laws prevent HOAs from denying solar outright, even if they can request adjustments.
HOA restrictions are usually about placement—not permission.
Most rejections happen because of visibility or aesthetic concerns. These are often solvable through thoughtful design.
Solo helps design around the restrictions.
Tools like PitchDeck™ allow reps to show custom layouts that accommodate visibility rules or neighborhood guidelines—turning the “problem” into a simple design tweak.
The approval process is often faster than homeowners think.
Especially when you provide supporting documents (site plans, system renderings, panel layouts), HOAs tend to review and respond faster—because everything they need is right there.
Tip: Some homeowners are relieved to learn their HOA process is as simple as submitting a proposal, layout, and one approval form. Offer to help with it directly—this builds trust and shows you’re a true partner.
How to Handle HOA Concerns
The key isn’t to defeat the objection—it’s to transform it into a moment of confidence and clarity. Here’s how:
1. Reframe the situation. “Let’s take a look at your HOA’s process together. It’s usually a quick form, a layout, and a week or two of review. I’ll help you prep everything they’ll need.”
2. Show them exactly what the HOA will see. Use Solo’s proposal visuals to show how the system looks from the street or the backyard. It makes the process feel real, not hypothetical.
3. Offer an HOA Support Packet. If your company provides templated packets with visual layouts, site info, and cover letters, offer to send it over. If not, consider helping the homeowner build one using Solo’s exportable materials.
4. Make HOA help part of your value proposition. Most reps won’t walk homeowners through this process. The ones who do stand out immediately—and close more confidently.
Wrapping It Up:
Helping a homeowner through HOA concerns isn’t a detour—it’s a value-add. The right design tools, clear facts, and a little empathy go a long way in turning a “what if” into “let’s do it.”
HOAs don’t have to slow down your sales. They’re just another part of the process—and when you make that process feel simple, you position yourself as more than a rep. You become the reason they feel confident going solar.