Home Performance Academy
2 weeks. 2 goals. Everything you need to succeed at the door.
"Train so hard that 90% of the variables are already carved into muscle memory. That leaves you with 100% of your brainpower to focus on the 10% you couldn't foresee."
When Navy SEALs prepare for a mission, they practice until every tactic is automatic. Not to be robots - but to free their minds for what matters: reading the situation, adapting in real-time, solving the unknown.
That's your goal here. Memorize the script and objection handling so completely that when you're at the door, you're not thinking about what to say. You're fully present - reading the homeowner, connecting with them, handling whatever they throw at you.
Be the ringmaster of the conversation, not the dancing elephant.
The S.P.A.R.K.S Script
This is your 90%. Know it so well that the words flow without thinking.
Start Strong
First impressions matter. Introduce yourself, mention the neighborhood, and create immediate relevance.
Paint the Why
Help them understand WHY this matters right now. Connect their situation to the solution.
Address Objection
When they push back, don't fight it. Acknowledge their concern before responding.
Rebuttal
Now that you've acknowledged, provide information that addresses their specific concern.
Kindle the Flame
Bring them back to the value. Re-engage their interest with benefits and social proof.
Schedule
Don't leave without setting the next step. Get a specific time for the consultation.
The goal: Know this flow so well that you never have to think about what comes next. When S.P.A.R.K.S is automatic, you can give 100% of your attention to the person in front of you - their body language, their tone, what they're really saying.
Top 10 Objections
These are your known variables. When you hear them, the response should be automatic - leaving your mind free to read the person and adapt.
The A.R.T Method
One framework for every objection. Practice until it's instinct.
When someone throws an objection at you, you shouldn't be thinking "wait, what do I say?" The A.R.T response should flow automatically - so you can focus on how they're saying it, what they really mean, and how to genuinely connect.
1 "I'm not interested"
+"I totally understand, and I wouldn't expect you to be interested in something you don't know much about yet."
"The only reason I'm here is because your neighbors have been saving 30-50% on their utility bills with zero out of pocket."
"So let me ask you this - do you own your home?"
2 "Now's not a good time"
+"No worries, I caught you at a busy moment - I'll be super quick."
"I'm just dropping off information about the new energy programs. Takes 30 seconds."
"Real quick - are you the homeowner?"
3 "It costs too much"
+"I hear you - that's actually the most common concern people have."
"That's exactly why we offer $0 down programs. Most homeowners actually pay less per month than their current bill."
"What's your average monthly bill right now?"
4 "I need to talk to my spouse"
+"Absolutely - any major decision should involve both of you."
"That's actually perfect - our specialist can come by when you're both home so you can get all your questions answered together."
"Would evenings or weekends work better for both of you?"
5 "I'm renting"
+"No problem at all!"
"Do you happen to have the landlord's contact info? Many landlords love this because it increases property value at no cost to them."
"Also, do you own any other property or know anyone who might be interested?"
6 "We're selling the house"
+"Oh nice, that's exciting!"
"Actually, homes with solar sell 20% faster and for 4% more on average. It's a huge selling point right now."
"When are you planning to list it?"
7 "My bill isn't that high"
+"That's great - you're probably already being efficient."
"The thing is, rates are going up 6-8% every year. What's $150 today will be $250 in a few years. This locks in your rate forever."
"What are you paying right now, roughly?"
8 "I've heard bad things about solar"
+"I appreciate you being upfront about that - there are definitely some bad companies out there."
"That's exactly why we back everything with a 25-year warranty and have a 4.8 star rating. We don't disappear after install."
"What specifically did you hear? I want to make sure I address that for you."
9 "We already have solar"
+"Awesome! You're already ahead of the game."
"How's it been working for you? We also do battery storage which can help during outages and peak rate times."
"Do you know any neighbors who might be interested? We have a referral bonus program."
10 "Just send me information"
+"I'd be happy to!"
"The thing is, every home is different - roof angle, shade, usage. The specialist can give you exact numbers for YOUR home in about 15 minutes."
"Would tomorrow afternoon or Thursday evening work better to get those custom numbers?"
Your 2-Week Journey
By Day 9, the script and objections are muscle memory. You're ready for anything.
Orientation
Learn the script
Off Script
Must be memorized
Make the Cut
100 doors or 40 contacts
Final Exam
Graduate!