Understanding the Homeowner’s Concern
Homeowners who raise this objection are trying to weigh an uncertain future against a significant investment. Some fear they won’t live in the home long enough to see real energy savings, while others assume that having solar panels could make resale harder. Financing confusion only adds to the hesitation—especially when homeowners aren’t sure how a loan or lease will affect the sale.
If these concerns go unaddressed, they can delay the decision or lead to a lost sale entirely. The key is offering clear, direct answers that help homeowners feel confident in solar’s value—regardless of how long they plan to stay.
Solar Adds Value: Reframing Solar as a Home Investment—Even for Movers
Reframing Solar as a Selling Point, Not an Obstacle
Solar increases market value—something that matters whether a homeowner stays for five years or sells in one. According to Zillow, homes with solar resell for 4.1% more on average, and a Lawrence Berkeley National Lab study found that solar can add $15,000 or more to resale value. In today’s market, buyers actively seek out energy-efficient homes, and having a solar system already installed makes a listing stand out and sell faster.
Savings That Start Immediately
Even for homeowners planning to move soon, solar still makes financial sense. Monthly energy savings start immediately, reducing household expenses and protecting against rising utility rates. Incentives and rebates can also lower upfront costs, making the return on investment visible within a shorter timeframe.
Common Resale Concerns —and How Solar Actually Helps
Some homeowners believe solar might complicate resale, but today’s buyers are often drawn to energy savings and sustainability. Here are a few common concerns and how to respond:
- “Buyers won’t want solar panels.” In many markets, the opposite is true—buyers actively seek energy-efficient homes, and solar seen as a bonus.
- “Leasing makes resale harder.” Most solar leases are transferable and structured to simplify the process for both the seller and the buyer. In many cases, buyers are eager to assume a lease that gives them lower utility bills with no upfront investment.
- “It will confuse or overwhelm the buyer.” Not when documentation is clear, and the value is obvious.
Financing Doesn’t Have to Be a Roadblock
Most scenarios are simple, whether the system is owned, financed, or leased: Owned solar panel systems transfer easily. Loans can be paid off or passed to the next buyer. Most leases are easily transferable, and many buyers are happy to take on a system that lowers their energy bills from day one.
How Solo Helps Reps Simplify the Message
With Solo’s proposal tools, reps can compare homeowners real estimates—what savings and value look like, whether they stay for 3 years or 10. Flexible modeling lets you compare short-term and long-term returns in a simple, visual format. Even better, Solo proposals include:
- Custom roof layouts and visuals that help homeowners (and their future buyers) understand exactly what they’re getting.
- Real-time energy and cost savings estimates that remove guesswork and build confidence.
- Seamless documentation that makes transferring ownership easy, with precise info on system specs, warranties, and performance history—so buyers know they’re getting a valuable asset, not a liability.
The Bottom Line: Why Solar Still Makes Sense
Positioning solar as an investment, not a complication, turns this objection into an opportunity. When reps show that the system adds real estate value, delivers immediate savings, and won’t derail a future sale, homeowners are far less likely to delay. They begin to view solar as something that strengthens their home’s equity—whether they’re living in it or selling it.
Tools like Solo’s proposal software help reinforce the message. Custom visuals, savings comparisons, and transferable documentation make it easy for reps to show how solar delivers value– whether homeowners stay or sell.
At the end of the day, homeowners don’t want to feel rushed or pressured but want to make smart, informed decisions. By shifting the conversation from long-term commitment to near-term value and using the right tools to back it up, reps can help homeowners feel confident going solar—no matter what the future holds.