Door Pitch Using the PKQ Method (Memorize This Verbatim!)

Question 1

If HO does any of the following:

1. Cracks opens the door & you only see their eye 👁️
2. Only opens the door halfway where you can’t see their full body or face
3. If they stand behind the screen….
   Do we start pitching them?

Answer 1

NO. DO NOT pitch someone who is hiding behind the door, using it as a “guard” between you and them.

You MUST draw them outside FIRST and get them to cooperate so that you know you hold the authority & control. These types of people are especially guarded compared to the rest.

Question 2

If HO does either of these and Cooperates:

1. Opens the door entirely and stands in the doorway
2. If they walk out onto doorstep and shut the door behind them….
   Do we pitch them?

Answer 2

YES. They are cooperating off the bat, and you have them in front of you where you can be viewed as the authority because you are supposed to be there. These types of people are demonstrating that they aren’t as guarded and are more okay with you being on their doorstep.

Question 3

When they’re using the door as a guard between you and them:

How do we draw them onto the doorstep if they are hiding? What do we say?

Answer 3

Hi there! I’m JP. I’m supposed to be here to update you on the changes in electricity going on in your neighborhood this week. Only takes 2 mins to update you..Can you pop out here real quick? 2 mins and I’ll be out of your hair in no time. Can you pop out here just quickly?

Say this over and over and over until they come outside or tell you to F off.

If they don’t cooperate: I pretend I can’t hear them and I say “I’m sorry i can’t hear you at all, can you pop out here real quick?

Question 4

HO opens the door and says “who are you? Can I help you with something ?”

What do you say first?

Answer 4

Hi! How are you?

How is your day going?

Question 5

HO: I’m fine, how are you?

Answer 5

Respond depending on weather:
1. I’m doing good! Trying to stay out of the heat and keep the bugs off of me, you know how it is right now lol

2. (on cloudy days) look up and say, “I’m doing good! Looks like it’s about to rain though… so I can’t stay long”
3. Oh you know…trying to stay out of trouble!

Question 6

HO: Yes, I know it’s hot / I know it’s about to rain

How can I help you?

Answer 6

You must be … you must be the king / queen of the castle, I assume??

Notes: (I personally have never been a fan of name dropping - “you must be John”?
-I have found ppl feel vulnerable as to how you know their name and if they say NO I’m not John, now the rep has to overcome a potential hurdle.

When using king/queen; they usually laugh or shrug their shoulders “man idk if I’m the King but I’m something, I mean I am the HO”

Question 7

HO: Well idk if I’m the King / Queen. But I am the homeowner,

Answer 7

SHAKE HAND ALWAYS ALWAYS ALWAYS

Great! I’m JP. It’s a pleasure to meet you.

Question 8

HO: Nice to meet you. Why are you here though?

Answer 8

Yep. I’ll be really quick (name they just told you).

Point to roof. Look up. And pause.

“I was just curious..are you… are you selling the home??”

Question 9

HO: What? No I’m not selling.

Answer 9

Repeat the question again (always repeat the selling question a second time)

Okay. Not selling at all?

Question 10

HO: No I’m not selling! And I’m not selling for a LONG time either.

Answer 10

Asking the “Selling Question” before we start pitching does several things in our favor:

1. They think you want to buy the house lol (now its hard for them to assume you’re solar and yell at you in the first 5s)
2. They are confused because no D2D guy has ever asked if they are selling. (By confusing them, we have broken them out of their normal routine of kicking every salesman of the doorstep without listening first)
3. If they say “no I’m not selling” then they have just told you they are in fact the HO and not RENTERS.
4. If they say “no im not selling the home because I actually “RENT” (I tend to believe they are actually renting and not lying to get us to go away)
5. By telling you they aren’t selling the home. They can’t give you the smokescreen after you ask for biz in 3 mins and they tell you “I’d love to see free info but I’m actually selling”

We got em 😏

Question 11

HO: No I’m not selling! And I’m not selling for a LONG time either.

Answer 11

who, what, why:

Great. Well I’m JP, as you can see from my shirt I work for Lumio. I’m Supposed to be here to update you on the changes in electricity…going on, on your street this week.. you might see some of our vans and trucks driving around… reason for that is a lot of your neighbors have been pretty upset with FPL’s RATE INCREASES.
Tell me… what do you know about those RATE INCREASES up until this point?

Question 12

HO: what do I know about the rate increases? “This and that” rates are high.

Answer 12

That’s exactly why I’m here.
Now, I’ve updated enough of your neighbors here so far to learn that… many of them are moving in or out of the neighborhood often because they are military, and some people own real estate to rent out as vacation homes.
Just so that I’m caught up to speed.. how long have you been in the home using FPL for?

Question 13

HO: I’ve been in the home for 6yrs.
(Doesn’t matter how long they say)

Answer 13

Wow. Okay great. So you’ve been here for XYZ months or XYZ years,

This is a beautiful home.
Just so that I have a visual..
What do you typically pay for power here?
Like, what did you pay…say.. idk last month for example?

Question 14

HO: It’s not bad. Probably around $250

Answer 14

No matter what $$ amount they say. Respond and act confused so they feel their bill is out of the norm.

$250? Hmm… do you .. have a pool in the backyard and that’s what’s causing your bill raise to $250?

Question 15

Whether they have a pool or not:

Answer 15

Okay so no pool.
Okay so you do have a pool!

Follow their answer with:

Do you have the Brady bunch living with you? Big family inside? Causing the bill to climb that high?

Question 16

Yes I have a family.

Answer 16

Gotcha. Makes sense.
Okay so tell me “name”
Paying $250 month after month after month…
I don’t think I have to ask this but how does it make you feel… to pay $250 for power each month?

Question 17

HO:
it sucks
Or -
it’s not bad, I like paying it

Answer 17

(Time to build hurt, do not skip this!)

Well that’s exactly why I’m here.
Let me ask you this..
If you could pay less than $250 like you mentioned you’re paying now,
Like if you could pay less … on all of your household bills …
Would that be beneficial to you as a homeowner??

Question 18

HO: well, obviously. Who wouldn’t want that?

Answer 18

(Meat and Taters)
Calmly say:
Yea. That’s exactly why I’m here.
Slick them, get close..

We have this program called Net Metering. Now John, this might not be for you.. it might not.
But just so you’re aware.. with Net Metering we can POTENTIALLY… eliminate that high $250 you mentioned you’re paying to FPL..
And ELIMINATE it down to zero (basically you won’t pay FPL for electricity anymore)
And instead, we replace that with a lower, fixed solar bill.

Question 19

HO: Solar?!

Answer 19

Yep. Solar. But I’m not here to suggest that you go solar today..

Because What IM doing here today is a little bit different. And it might not be for you..

All this is - is a bill swap
Now John, I am NOT claiming Solar is free.
Nothing in life is free right?
Simply put, what you’re paying now @$250.. you could potentially pay less than that …
and it cost you nothing out of pocket to get you there, like zero dollars down and no install costs etc

Question 20

HO: I don’t want to buy solar, I’m not interested .

Answer 20

Yep. I’m not here for that.

I am getting way ahead of myself because I am NOT here to suggest that you go solar. Don’t even know if it could work on your roof to be frank..

What I’m doing today is a little bit different..

Question 21

HO: I still don’t want Solar

Answer 21

Yep. Not here to suggest that you go solar. I think if you were interested… you’d already have it on your roof right?

Only reason I stopped by today and I know that I’m being boring..

Is because I just left your neighbors house.
Do you happen to know your neighbor Frank Schimmel? Like 4 houses down there is a white F-150.. do you know Frank Schimmel or KNOW WHATS GOIN ON YET?? <— say this every single time.
____________________________________________
Notes: “do you know what’s going on yet” is a trailing statement to evoke curiosity on why their neighbor is relevant to them to begin with.

If you don’t trail, most of you will hear things like “no idk my neighbor and idc about him what does any of this have to do with me??!”

Question 22

HO: hmm no I don’t know Frank, what’s going on?

Answer 22

Oh. Yeah.. you might see him in the evening running by your house with his golden retriever, Marley?

Question 23

HO: you know what I have seen him!

Answer 23

Yep. So Frank has asked us.. to sit down with him tomorrow,
To go over his free home savings report.

All that does just so you’re aware:
Is show how solar works, where it could go (if anywhere), and the bottom line of savings.

Question 24

HO: Oh okay, so it’s shows how solar works?

Answer 24

Mhm.

More importantly the bottom line of savings.
Because like in your case for example,
You mentioned you’re paying that high $250 right?

Question 25

HO: yea $250 or something like that

Answer 25

Okay.
So in your case, if solar can’t save you money from paying $250..

Well why would you do anything else than what you’re doing with FPL, right?

Question 26

HO: exactly. If I don’t save money I don’t want it

Answer 26

Totally agree.

Not sure if you could save money just yet. This might not be for you.

You might actually be better off staying with FPL

Question 27

HO: oh okay

Answer 27

Yeah. So you have to be ELIGIBLE to even see this savings report. Right now, (shrug shoulders) not sure if you’re eligible to be blunt.

But again: that’s why I’m here.. to find out IF you can even see this info.

Question 28

HO: I’m sure I’m eligible, trust me

Answer 28

Hmm. I’m not sure. Most people aren’t tbh.

My job is pretty simple though.
Remind me, who.. who typically pays the electric bill here? Is that you or.. a significant other?

And how do you usually get that bill? Digitally over the phone - or are you old school like me and still do the paper copy?

Question 29

HO: I pay online

Answer 29

Great.

Super simple to find out if you’re Eligible.

I’ll need a quick photo of your KWH graph from your electric bill. I’m sure you’ve seen that on the top right a bunch of times?

So I’ll need a quick photo of that graph, and a photo of your thermostat hanging on the wall inside.

Question 30

HO: okay

Answer 30

The reason I need those photos is because I am going to send those photos to my engineers and they are going to run a heat scan on your roof (basically they see how much sun your roof gets, solar needs sunlight right?)
From there, they will do an energy audit based off that green KWH graph to see how many panels you need

Question 31

HO: Gotcha

Answer 31

Once my engineers run the tests on your roof, THAT information is what lets them know if you’re ELIGIBLE to see your savings report.
(Remember you might not be able to see this report)

Don’t worry though, if you aren’t eligible for this is just means that 1 of the tests the engineers did on your roof doesn’t make sense; therefore .. we won’t even create a savings report for your home, know what I mean?

Question 32

HO: yeah, that makes sense

Answer 32

Great.

If you aren’t eligible, no savings report for you.

But if you are: we will need to pick a time that works best for you and your spouse for us to pop in and walk you through the details tomorrow

Question 33

HO: okay great that sounds fine

Answer 33

Is your spouse home at the moment so I can update her? 2 mins and I’ll be out of your hair

Question 34

Ho: yes she’s inside cooking dinner

Answer 34

Perfect. So I need to update her for 2 mins, grab the photos of the graph and thermostat and I’ll be on my way, sound fair?

Question 35

HO: of course

Answer 35

Cool. Let’s pop inside so I can catch some A/C and get away from these bugs

Do you have a corner of a table?

Question 36

Ho: yes come on in

Answer 36

Shoes on or off?

I don’t wear shoes in my house so it won’t hurt my feelings

Question 37

Ho: haha you can keep them on. The thermostat is right here

Answer 37

Excellent.
(Take a real photo of the thermostat in case they are behind you and can see your screen. You don’t want them to catch you in a lie)

Then, Get the photo of their electric bill..

Question 38

Ho: here’s my bill

Answer 38

Sweet. I’m going to send this PDF from your phone to mine, can you text it to me?

My number is 123-455-7890

Question 39

HO: k, I just texted it to you

Answer 39

Sweet. Got it!

Okay, now that I have these photos John, like I mentioned I’m going to send these to our engineers and they will run their tests to find out if you’re even eligible to see the info

Question 40

Ho: okay

Answer 40

“SO THE WAY THIS WORKS FOR US IS”: <— very important to start with this!

They will get back to me tomorrow morning and they will give me a yes or no

If they say yes: we get a green light
If they say no: we get a red light

If we get the red light.. no savings report will be created for you okay? That way we remain cordial of your time.

Question 41

HO: yep makes sense, I appreciate that

Answer 41

Okay great

Now, if we get the green light which is what we’re hoping for. We will need to pop in tomorrow to go over the details with you

With that being said, are you more of a morning or evening person?

Question 42

Ho: hmm. I work all day

Answer 42

Totally get it.
I work all day too.

Just so that I’m tracking,
What time do you usually go to work?
What time do you usually get home?

Question 43

Ho: I work from 7am - 4pm

Answer 43

Gotcha. So home by 4 usually?

Question 44

Ho: yep, like 4:15 or 4:30 I don’t work far

Answer 44

Great. So looking at my schedule..
Looks like we have ..
a 6pm or 730pm Tomorrow

Which one of those works best for YOU and your SPOUSE?

Question 45

Ho: let’s do 6

Answer 45

Great.

“So the way this appt is going to work is:”

^ implied authority. I am telling them what I expect. The 1 sentence is an extremely important frame-up. They are not in control. They do not decide to make us pitch on the porch or in garage or cancel last second.

Since you’re telling me that 6pm is good for both of you ..

I’m going to block that time for you two and we will NOT allow anyone else to book with us tomorrow at 6pm. We are allotting that time for you and your family only.

With that being said, any real reason you BOTH won’t make it at 6pm sharp?

Question 46

Ho: nope we will both be home

Answer 46

Cool.

So you’re on the schedule for Tomorrow at 6pm.

Remember, we are only coming over if you are Eligible. If you’re not, enjoy your day.. maybe I’ll see you at the beach lol

Question 47

Ho: 😀 I understand

Answer 47

Perfect.

Before I go; let’s talk about tomorrow morning so that you’re fully prepared.

^reiterating my implied authority.

If you get the green light tomorrow morning:
My engineer will pop in at 6pm and sit INSIDE at your kitchen table. He will have his iPad in hand and he’ll sit down AT YOUR KITCHEN TABLE with YOU and YOUR SPOUSE to go over all of the details and answer any questions you have, sound fair?

Question 48

Ho: that sounds fair we can do that

Answer 48

Cool.

Qualify, enter lead into solflow, always save their number and ask them to save your number on the spot

Any questions for me before I get out of your hair? Sorry for being so boring lol

Question 49

HO: no you’re not boring! We actually like you compared to the rest

Answer 49

Thank you.

Okay I’ll call you at 7am tomorrow sharp, to let you know either way if you’re eligible or if you are not

Question 50

HO: Perfect thank you!

Answer 50

Talk to you tomorrow!

Question 51

Qualifying Questions

Answer 51

1. Silly question.. is your name on the deed here? Any other parties on the deed as well?
2. Alright John, with the Potential of going solar.. there are quite a few government incentives in the form of tax credits. Not sure which tax credits you qualify for but .. it’s company policy that I ask.. do you make 40k of combined income?
3. Now, just like with the tax credits; there are quite a few different options for the savings reports that might be available to you. In order for us to align which one might be most appropriate…what was your credit the last time you looked?

671? When was the last time you checked and saw 671?
Okay, do you mind pulling that up one more time so that we have the most up to date number?

(Always always verify credit on their phone you will find plenty of sub 650 credit scores at this time, do not set them!)