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 off Strong
Smile, stand confident, and ask how they're doing. Interrupt whatever they were preoccupied with using a clean ice breaker, then identify who you are and the company you represent.
Paint the Why
Paint the path — give them the reason you're at their door. For solar it's grid strain from AI data centers and rising rates; for windows, roofing, and stucco it's visible damage plus available state incentives.
Address Objections
Ask questions to get them talking, build rapport, and qualify the home — and to surface the real objection so you can handle it.
Rebuttal
A calm, confident response that reframes the objection, removes emotional resistance, and redirects back to why you're there. First objection = smokescreen (A.R.T); the same objection twice = legit (A.R.A.T).
Kindle the Fire
Set expectations, confirm all decision-makers will be present, and tie it down. Ask for 30–45 minutes with both homeowners.
Schedule / Close
Close for a specific time — never an open-ended question. Offer two options, collect contact info, and have them repeat the time back to you.
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.
Objection Handling 101
These are your known variables. When you hear them, the response should be automatic - leaving your mind free to read the person and adapt.
Smokescreen vs. Legit
The first time a homeowner gives an objection, treat it as a smokescreen - something they use to get out of the conversation, not a real concern. Move through it with A.R.T. When they give the same objection a second time, treat it as legit - they just don't have enough information yet. Overcome it with A.R.A.T.
The A.R.T Method — Smokescreen (1st objection)
Move past the smokescreen and get back to the pitch.
Agree: "I completely understand..." • Redirect: "That's exactly why I'm here..." • Transition: "As I was saying..." (move back into the pitch)
The A.R.A.T Method — Legit (same objection, 2nd time)
Same as A.R.T, but now you Address the concern with an approved script before transitioning.
Address is where you use one of the approved objection scripts below. A legitimate concern doesn't mean it should exist - it just means they don't yet see the value of the proposition.
1 "I'm ok with what I have now"
+"I completely understand."
"The reason we're stopping by isn't about changing anything today - it's just about making sure what you have is still working the way it should. Small issues can lead to big issues over time; this just helps you stay ahead of that."
"So like I was saying before..." (transition back to Paint the Why)
2 "I'm not interested"
+"Totally fair - most people aren't interested."
"A lot of homeowners don't get the opportunity to take advantage of the state programs, since only ¼ of homes get selected. I just need a minute to see if this applies to your home."
"So like I was saying..." (transition back to the pitch)
3 "I'm going to wait / we're not ready"
+"That's totally fine - most people feel like if it isn't broken, don't fix it."
"That's why there's no commitment to getting the information. Good information never puts you at a disadvantage, and when the time is right, we want you to have everything you need to make an informed decision."
(transition back into the pitch)
4 "The total cost is way too much"
+"I completely understand how you feel - most homeowners I talk to feel the same exact way."
"But what they found is there are no-money-down, no-money-out-of-pocket programs, and in many cases state incentives that can help depending on the home. Good information never puts you at a disadvantage - it just helps you decide if this makes sense for your situation."
(transition to the close)
5 "I need to speak with my wife/husband"
+"I completely understand - I wouldn't want to decide without my significant other either."
"We definitely want both of you present during the meeting so every question either of you have gets answered in full. Do you know when your wife/husband will be home? Do they work mornings or nights?"
(transition to Kindle the Fire)
6 "I'm not going to be here long enough"
+"Completely understood - everyone plans to move within a 7-year period; that's just how the market works."
"But as long as you plan on living in the home through the rest of this year, and if you're selected for the Smart Grid (or model home) program, you'll likely benefit from the sale and equity when you do move."
(move back into the pitch to close)
7 "I'm too old"
+"I completely understand - that's something we hear a lot."
"This isn't about starting something new or taking on a long-term project. Most homeowners do this simply to protect the value of the home and make things easier for themselves or their family down the road."
"Would you say good information would put you at a disadvantage?" (transition to Kindle the Fire)
8 "I've already looked into it"
+"I completely understand."
"Most people who've looked into it already just want a second set of eyes. This isn't about redoing anything or changing decisions - but with new state incentives, you can make sure what you were told still makes sense."
(transition to Kindle the Fire)
9 "I have a guy / I know someone who can do it"
+"That's perfect - most homeowners we talk to already know someone or have someone in mind."
"This isn't about replacing your guy or changing what you want to do with your home. I always ask people - would you go to a car dealership and buy the very first car you see? That's all this is: making sure you have something to compare before you make a final decision."
(transition to Kindle the Fire)
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!