In an NEM 3.0 world, solar ownership is something that has become a challenge to sell, but it doesn’t mean it’s unsellable. This episode points out things you should use in your presentations and general tips on framing the deal to be more suitable for the homeowner.

• California’s solar market has shifted to PPAs and leases due to new NEM3 battery requirements.
• Urgency around expiring federal solar tax credits creates a limited-time sales opportunity.
• Selling ownership resonates because people relate it to owning homes and cars.

• Avoid sales “trigger words” like “loan” or “contract” to reduce customer anxiety.
• Re-engage old leads by highlighting the tax credit deadline and urgency.