Freedom Leads

Request Onboarding

To be activated each rep should join one Appointment Onboarding Zoom. The call is every Monday and Wednesday at 11am PST, join before 11:05.

Link: https://us06web.zoom.us/j/7690096089
Passcode: 133032

Requirements & Rules

In home face to face appointments only, no virtual or phone appointments.
Appointments are sent out for individual Reps to accept or decline based on close%.
Appointments are not intended to be shared.
You must maintain a high close rate to continue to get leads from this source.
If less than half of leads given to the rep are accepted, the rep will be paused until they join another onboarding zoom.

About the Leads

To set an appointment, Customers are pre-qualified with the following:

Address
Verify homeowner
Credit at or above 640
They under 79 or have taxable income
Electric Utility Company
Average monthly electricity bill
Looking and asking about shade on the roof. If so, are they willing to trim or remove?
The Call Center notes have extra applicable information Each appointment is scrubbed by the Appointment Operations team. Customers receive an appointment reminder text. If the customer cancels with BSM before they are contacted by the Rep, the appointment will not count against the Rep’s close%.
All Freedom Sourced Projects will be enrolled in the Freedom Advantage program at no additional cost
Only accept any appointments that you reasonably can run.
Each appointment is scrubbed by the Appointment Operations team. Customers receive an appointment reminder text.

Lead Assignments

Reps are more likely to get appointments in Territories that have less reps.

Appointments are dispatched in the following order:

Reps in Primary territory with Highest Net Close%, down to 6%
Reps in Secondary territory Highest Net Close%, down to 6%
Reps in Primary with no sales, less than 10 accepted appointments, with the most self-gens first.
Reps in Secondary with no sales and less than 10 accepted appointments, with the most self-gens.
If there are extra appointments: Reps in Primary and Secondary territories with <6% Net Close%.

For Reps to continue receiving Company Appointments, their net close% should be above 5% ( a close of 10% with a Realization of at least 50%).

Picking Territories

Reps can adjust their territories anytime in their LIGHTSPEED User Settings Preferences. Secondary territories are optional.
All territories should be in a drivable distance.
Reps should use the toggle to pause appointments if they will be unavailable for a period of time.

Accepting Leads

When Reps are assigned an Appointment they will receive a text and email notification directing them to open the “Leads” Tab in LIGHTSPEED.

Reps have 45 minutes to accept the appointment if they are available, or decline if they are not.
Click “New Appointments” in the top corner and a window will pop up with each appointment's time and zip code. The rest of the customer information will be visible in the Leads table after the appointment is accepted.

Finding Accepted Leads

Accepted appointments can be found in the “Leads” tab. Use the “Source” filter to see “Freedom Generated” Appointments. Managers can also view their team members’ appointments from their own LIGHTSPEED.

Disposition an Appointment

All Appointments need to be dispositioned. They will disappear from Reps’ portals in 96 hours (4 days) unless dispositioned.

Go to “Leads,” click to open the appointment, and select the appropriate disposition:

Working Appointment—Appointment stays visible in Reps’ LIGHTSPEED ‘Leads’ for 14 days
Follow-up Set—Appointment stays in Reps’ LIGHTSPEED ‘Leads’ for 14 days
Sales Disqualified—For unserviceable homes. Appointment leaves Reps’ LIGHTSPEED Dashboard
Customer no-show—Not working the appointment. Appointment leaves Reps’ LIGHTSPEED Dashboard

Lead Fees

Instead of charging for the lead or Appointment up front, an appointment fee is taken on projects that install. Fees lock in on the 1st of each month and are determined by each individual rep’s 60 day Net Close%.

The Appointment Report shows the locked in Net Close% in the top left corner. This can be cross referenced against the table of Net Close% pricing for each state at the bottom. New Reps and Reps with no data will start on the most expensive tier for that month.

The middle chart shows the current 60 day Net Close%. At the end of the month, that data will become the locked in rate in the top left for the next month.

Appointment fee is based on Net Close Rates: (Close Rate) x (Sold Projects/Active Projects) = Net Close Rate

Reference Appointment Fee Report in Lightspeed to view effective Net Close Rate (updates first of every month) utility docs, W9 Blockers, sales documents post install, redesign cases with transformer upgrades.

If the customer cancels with BSM, the appointment will not count against the Rep’s close%.

Secondary Projects on a Lead

If it appears that the deal would not have been closed without the Freedom appointment, it will be considered a Freedom sourced project. Some indicators that a project will be Freedom sourced are:

Second homes for the same homeowners when the rst project was Freedom sourced
Second system for the same home when the rst project was Freedom sourced
Appointment was accepted by another Rep in your organization/team ● Appointment puts a non-progressing homeowner back into contact with a Rep
*Referrals from Freedom projects will be Self-Gen projects

If you believe that a project should be a Self Gen, please submit a dispute. Disputes over Lead Source need to be submitted by a Sales Manager/Leader and must include a screenshot or other evidence that the Project was not a result of a dispatched appointment. The dispute will be resolved depending on the timeline of events and the evidence provided.

Contacting Customers

Customer phone number is now available in Aurora (Home Depot Retail leads are not eligible to called prior to appointment)

Solar Marketing Territory Map

This link is also available in LIGHTSPEED in preferences by the territory selection field. Territories are built based on zip codes, drive times, and population for marketing purposes. Territories are In-home, all territories selected should be in driving distance. Please do not add ‘Out of Area’ territories.

Territory Map

Support

If you have Freedom Appointment questions please text (951) 261-8044 for the quickest response. You can also email appointments@brightsolarmarketing.com and the Appointment Operations team will reply to you when they can.

sunnova-thd@freedomforever.com (Home Depot Retail Leads)

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