| 01 | Setting Expectations & Discovery | OPENING |
| 03 | Technical Education | TEACH SO IT'S OBVIOUS |
| 04 | Custom Design Review | MAKE IT THEIRS |
| 05 | Hardware & Roof Protection | BUILD CERTAINTY |
| 06 | Installation Process | PRECISION INSTALL |
| 07 | Company Story | WHO WE ARE |
| 08 | The Utility Trap | CHANGE THE LENS |
| 09 | The Bill Swap Presentation | REFRAME COMPLETELY |
| 10 | The Financial Solution | REPLACE, DON'T ADD |
| 11 | The Close | ASK FOR THE DECISION |
| 12 | Post-Close & Referrals | CEMENT & REFER |
| # | STAGE | HOMEOWNER MOVES FROM → TO |
|---|---|---|
| 01 | Setting Expectations & Discovery | Guarded stranger → engaged, qualified participant who trusts you |
| 03 | Technical Education | Confused or skeptical → clear and confident about how it works |
| 04 | Custom Design Review | Generic interest → personal investment in their solution |
| 05 | Hardware & Roof Protection | Uncertain about the product → fully confident in the equipment |
| 06 | Installation Process | Worried about roof damage → trusts the install is precise |
| 07 | Company Story | Unsure who they're dealing with → trusts Pvlyte for 25 years |
| 08 | The Utility Trap | Monthly bill payer → feels the real cost of doing nothing |
| 09 | The Bill Swap | Chose the alternative → hears the reframe |
| 10 | The Financial Solution | Worried about affordability → understands payment replaces the bill |
| 11 | The Close | Sitting on the fence → makes a confident decision |
| 12 | Post-Close & Referrals | Customer → enrolled homeowner and referral source |
Three things happen at this stage — in this order. Discovery first. Why they looked into solar second. Setting expectations third. Do not flip them.
Before you say anything about solar, you need to know who you're sitting across from. Not just their name — their situation. The discovery questions do two jobs: they build genuine rapport, and they surface the intelligence that drives every stage that follows. Ask these naturally, not as a checklist. Find the one that lands and go deep.
A rep who opens with a pitch is a salesperson. A rep who opens with questions is an advisor. Status starts here. The homeowner who feels heard is the homeowner who listens. Use industry-specific language naturally as you go — it signals expertise without announcing it. This is your status tip-off moment.
How long have you guys lived here for?
How old is your roof?
Any plans for electrical upgrades down the road — heat pump, EV charger, hot tub?
How long have you been thinking about solar for?
Once you know who they are, you need to know why they're here. This is the most important question before the presentation starts. Their answer becomes your anchor at the close. Use their exact words back to them in Stage 11.
Cool. And so what's... what's the reason you guys were interested in looking into solar? What's the appeal for you guys?
Let them answer fully. Don't interrupt. Whatever they say — write it down mentally or physically. This is your self-identification anchor.
So, if I were to ask it differently — the three main reasons I hear usually are either for the savings, or for the environment, or because people hate Nova Scotia Power. Which one would that be for you guys?
When they say it themselves, it's conviction. When you say it for them, it's a pitch. The three-option follow-up forces a concrete answer and makes their motivation explicit — you'll return to it word-for-word at the close. The homeowner who said "I hate Nova Scotia Power" is a different close than the one who said "savings." Treat them differently from this point forward.
Now that you know who they are and why they're here, you control the frame of the entire appointment. This is where you set the agenda on your terms — calmly, clearly, and without asking permission. This is not a disclaimer. It's a confidence move.
My job is actually very simple. It's to give you guys all the info about solar — so how solar works, the net metering, the design our engineers did for your house, all the nitty-gritty — the frequently asked questions like warranty, maintenance, snow, those kind of things. I'll go over all of that.
And then the fun part on the right side is basically the numbers, the savings. So it's the best part.
And really, the idea — it's a pretty logical decision at the end of the day. The idea is to do an apple-to-apple comparison with the current option. If it looks like a better option and it's going to save you a bunch of money, great — we'll get you enrolled today, because it actually takes about a month and a half to two months to get the panels on the roof. It's a long project, so it is important to get the ball rolling.
If for whatever reason you feel like this is not for you guys, no problem. At least you'll have the info. We'd be happy we met.
Sounds fair?
Throughout this entire stage, you are simultaneously becoming their friend and establishing expertise. Drop industry terms naturally — net metering, PV, microgeneration, offset percentage. Not to show off — to signal you live in this world and know it cold. The homeowner who senses that doesn't question your credibility later. They just listen.
Fear of the unknown kills more solar deals than price does.
Three concepts, in order. Each one is designed to neutralise a common objection before the homeowner even voices it. Do them in order. Each builds on the last.
Think about your roof. From sunrise to sunset, every single day of the year, you have light hitting that roof. And I want to emphasise that word — light. Not just sunshine. Light.
Because here's what most people in Nova Scotia assume — they think solar only works when it's blazing hot and the sun is out. That's not how it works. The panels we put on your roof are called photovoltaic panels, PV panels. Their property is to convert light into electricity. Cloudy day, overcast sky, February in Halifax — there's still light on your roof, and your panels are still producing.
Germany gets less average sun hours per year than Nova Scotia does. And yet they generate a significant portion of their entire national electricity grid from solar. If weather were the limiting factor, Germany would not be doing this at scale.
Now, how does light become electricity in your home? Simple version: PV panels convert light into Direct Current, DC. But your home runs on AC, Alternating Current. So we include inverters — devices that convert that DC energy into AC your home can use immediately.
Solar is not new — it's been around for decades. The reason it wasn't on every roof was simple: batteries. To store the power your panels produced, you needed battery banks. Big, expensive battery banks.
What's the main issue with batteries, in your opinion?
Exactly — cost. A battery system that could actually store meaningful power for a home runs anywhere from $15,000 to $20,000. Sometimes more. That's on top of the panels themselves. So solar wasn't a mainstream decision. It was niche.
Almost a decade ago, Nova Scotia introduced something called the Net Metering program. And this one change made solar accessible to basically any homeowner. You're still connected to the grid — Nova Scotia Power is still your utility. But whenever your panels produce more power than your home is using at that moment, that excess flows back to the grid. And Nova Scotia Power, by law, has to credit your account for it.
Think of it like a bank account for electricity. Summer, big deposits. Winter, you draw from credits. You're using the grid itself as your battery. Except this battery costs you nothing. It's already there.
Most solar companies send someone out to eyeball your roof and build a quote on a laptop at your kitchen table. That's not what happened here.
The system you're about to see was built using your actual roof geometry, your real consumption data from your power bill, and 20 years of local weather data for your specific area. Our platform ran the simulation. Then one of our engineers reviewed the output and signed off on it before I came out today.
So when I show you the numbers — offset percentage, projected production, system size — those are not estimates. They are engineered figures. That's a different standard.
Generic information doesn't close deals. Personalisation does.
So this is what we've designed for your home — let me walk you through it. First, from the street, here's what your roof looks like. You actually have a pretty lucky setup here…
Note the word "lucky." It reframes the homeowner's roof orientation as an asset. Use it when the roof is genuinely well-positioned. Be specific about why.
Based on your roof layout, we've placed [X] panels, [X] watts each. We actually removed a few from this section here… because the angle on that part of the roof reduces efficiency. Adding panels there would increase cost without meaningfully increasing output. So this design is built to maximise your return, not to maximise panel count.
This gives you a [X%] offset — meaning this system covers [X%] of your total annual electricity consumption.
Once the system is live, you can monitor it panel by panel from your phone at any point. You can see your production in real time, how much you've sent to the grid, how many credits you've accumulated. And if any panel is underperforming, the system sends you a notification automatically. You don't need to check — it tells you.
The quiet question in the back of their mind: but what's actually going on my roof, and can I trust it?
The panels we use are the LR8 model from Longi. Longi is one of the largest solar panel manufacturers in the world. Why do we choose these specifically? Two main reasons.
First, efficiency per panel. Each one operates at 23% efficiency. The industry average is around 15 to 16%. So you're getting significantly more power out of each panel.
But more importantly — the degradation rate. These panels degrade at 0.4% per year. In 30 years, they'll still be operating at almost 90% of the efficiency they had on day one. And that's not just a claim — it's under warranty. The performance is guaranteed for 30 years. If a panel is underperforming even in year 25, it gets replaced. For free.
These panels are made of two sheets of tempered glass — the same material used in car windshields. They're extremely resistant. But more importantly, because of how they're mounted, slightly raised off the surface, they're actually acting as a protective layer for your roof. Everything that would normally hit your shingles — hail, wind, sun, snow — is hitting the panels instead.
And in 10 or 15 years when you need to re-shingle, you don't have to take the panels off. You re-roof around them. The shingles underneath will be in significantly better condition — less material to replace, less labour, less cost.
| WARRANTY | DURATION | WHAT IT COVERS |
|---|---|---|
| Panel Performance | 30 Years | Guaranteed output level. Underperforming panels replaced for free. |
| Micro-Inverters | 25 Years | Full inverter hardware. Unit replaced if it fails. |
| Workmanship | 5 Years | The installation itself — labour, racking, all components on your home. |
Three layers of protection. 30-year panel performance, 25-year inverter hardware, 5-year workmanship on everything we install. One company responsible for all three. No passing the buck.
A homeowner who trusts the product but fears the install will still stall. The unspoken concern: what happens to my roof?
Our team bolts aluminum rails directly into your rafters — the main load-bearing structure of your roof. Not just shingles. Not just decking. Every attachment point is bolted and sealed with heavy-duty rubber sealant. Watertight. Zero movement for 40+ years. Specific clearance gaps around the edges of every panel array — wind passes through rather than catching the panels. Every installation is wind-rated for Atlantic Canada conditions.
No wires are visible on the exterior of your roof. Every cable from every panel is routed internally. All wiring runs through a single conduit through the attic, directly to your electrical panel. No lines hanging off the side of your house.
Stainless steel mesh — a rodent guard — around the full perimeter of every panel array. Prevents birds nesting underneath, stops squirrels chewing through wiring. A chewed wire under a solar panel can cost thousands of dollars to access and repair. The guard eliminates that risk entirely.
In an industry with a history of sell-and-disappear, this concern is legitimate. Lead with it.
Here's something that's genuinely rare in this industry, and I want you to understand why it matters. We don't use subcontractors. Not for the design. Not for the installation. Not for the electrical work. Not for anything.
The person who engineered your system works for Pvlyte. The electrician coming to your home works for Pvlyte. The installer on your roof works for Pvlyte. Everyone from the first conversation to the day your system goes live is the same company.
There's no gap in communication. No passing the responsibility. No situation where you call about something in year 8 and get told to contact someone else. You call us. We handle it. We also include a 5-year workmanship warranty on the installation, which is only possible because we do it ourselves.
Most solar companies send someone to your home with a laptop and build a quote at your kitchen table based on what they can see. That's not what happened here.
The system you've already seen was built by our platform — an AI-driven design engine that uses your actual roof geometry, real consumption data, and 20 years of local weather data for your area. The algorithm runs the simulation. Then one of our certified engineers reviews the output and signs off before anyone comes to your home. You're getting technology-level accuracy on your system design. That is not standard in this industry.
Most large solar companies work like call centres. You deal with someone in another province, the installation is contracted out locally, and if something goes wrong, nobody's clearly responsible.
We work differently. Think of it as a hub-and-spoke model. The hub is our central platform — the AI design engine, the engineering review, the quality standards. The spokes are us — local Solar Advisors, local installers, local service providers who are physically in this community.
So you get precision from the technology layer and accountability from the local layer. That's the combination most solar companies can't offer.
I want to be straight with you. We're a team that's completely focused on this market, backed by technology and engineering standards the big companies can't match for accuracy.
We are a member of CanREA — the Canadian Renewable Energy Association — which means we operate under the highest professional standards in the industry. We're a preferred vendor with Efficiency Nova Scotia. That's not something you just sign up for — it means we've been vetted and endorsed by the provincial energy efficiency authority.
Every system we install is engineered and reviewed before anyone goes near a roof. Our reputation is being built right here, in this community, one home at a time. I'd encourage you to look us up, ask around, check us out. We want you to verify us before you move forward.
Nobody changes because of a monthly bill they're used to paying. People change when they confront what that bill actually costs them over time.
Stop. Let them answer. In appointment after appointment, homeowners say the same thing: there was no choice. They didn't choose NSP. They had no alternative.
Exactly. No choice. That's what a legalized monopoly looks like. You pay whatever they bill you, every month, with no alternative. You get a receipt, and then you start over again next month.
You're not a customer. You're a renter. You're renting your power.
Which of those points hits home most for you, John and Mary? The bill that keeps going up with no ceiling, or the fact that there's nothing to show for it at the end?
Let them answer fully. Don't interpret or finish their sentence. Note exactly what they say. When you return to this at the close, it's their reason closing the deal, not yours.
Three questions before the reframe. By the time you present the swap, they've already sold themselves.
Q1: By the way, are you guys the kind of people who, whenever you have something you like, you tend to recommend it to the people around you? Friends, family, neighbours?
Q2: If someone asked you, why did you choose to go solar and with Pvlyte, what would you answer?
Q3: And why are you choosing to go solar specifically?
Here's the thing. The money is already leaving your household every month. We're not asking you to spend more. We're asking you to change where it goes.
Instead of that payment going to Nova Scotia Power indefinitely — at an increasing rate, with nothing to show for it — a similar amount goes toward a system on your roof. One you own. One that adds value to your home. One that, when it's paid off, means your power is essentially free.
It's just swapping one bill for another. But one has an end date, and one doesn't.
And on top of the monthly picture, this system adds immediate equity to your home. For a system sized for your home, you're looking at approximately $[X] in added property value from day one. The next buyer isn't just buying a house — they're buying reduced energy costs built in. That's an asset. Not a receipt.
The rule: never present a cost. Present a comparison.
So, your system. Everything is included in this number: design and engineering, all 15-plus people involved in the project, all the permits, the hardware, the installation, the warranties, and HST. No hidden fees. The starting point for your system is $[total]. And here's how we structure it so you're not writing a cheque for that number.
Right now: $[X] a month to Nova Scotia Power. Going up every year.
With solar: $[Y] a month. Fixed. Never changes.
One of those payments ends. The other one doesn't.
Now, here's something that surprises almost every homeowner. While we're handling the permits and doing the installation — which takes about six to eight weeks — your payment during that entire phase is only $[construction phase amount] a month.
So from the day you sign until the day your system goes live, you're paying almost nothing. The full payment only kicks in once your system is producing. You're not paying for something that isn't working yet.
| # | STEP | WHAT HAPPENS |
|---|---|---|
| 01 | Site Survey — Week 1–2 | Engineer assesses your roof and electrical setup. You don't need to prepare anything. |
| 02 | Permits — Weeks 2–5 | We handle microgeneration, net metering, and municipal permits. You don't fill out a single form. |
| 03 | Installation Day — Week 6–8 | Typically one day. Our own team. Racking bolted to trusses. Micro-inverters mounted. Panels on. Master electrician walk-through after every install. |
| 04 | Utility Connection | Nova Scotia Power installs a bidirectional electricity meter. Once that's in — your system is live. |
If the previous stages have been run correctly, the close is not a dramatic moment. It is a logical conclusion.
Before I show you exactly how we structure this, I want to make sure we're completely on the same page.
Is there anything about the system itself, the way it works, or how we've designed it for your home that doesn't sit right?
If the financial structure works, is there any reason — other than the numbers — that would stop you from getting this going today?
So here's where we are. Right now you're paying $[X] a month to Nova Scotia Power, and that number goes up every year. With the system we've designed for your home, your payment is $[Y] a month. Fixed. Doesn't move. And it ends.
One of those payments is forever. The other one isn't. Let's get this started.
| STEP | NAME | WHAT IT DOES |
|---|---|---|
| L | Listen | Let them say it fully. Don't interrupt. They are telling you exactly how to close them. |
| A | Acknowledge | An empathy statement. Shows you heard them. Lowers their guard. |
| R | Restate | Repeat their objection back as a question. Makes them hear it. Often they soften it themselves. |
| I | Isolate | Confirm it's the only thing left. "Other than that, is there any reason we can't move forward?" |
| C | Close | Deliver the rebuttal, rebuild certainty on that specific point, and return to the close statement. |
Of course, and I want to make sure you're making this decision with full confidence. Let me ask you something. You're not going to waste your time thinking about something you're not serious about, right? So help me understand — what phase of this are you still working through? Is it whether the system makes sense? Is it the numbers? Or is it just making the decision today?
I ask because business decision-makers all agree — the best time to make a decision is when all the facts are right in front of you. We just went through your numbers together. You agreed the bill swap makes financial sense. You told me ownership and fixed payments are what matter most. So, is it the product, the company, or the investment? If you can say yes to all three, we've made a good decision. Can we go ahead and get this going?
I completely understand. Here's what I'd say though: solar isn't like buying a TV. Every company designs a different system, uses different equipment, and backs it differently. When you're comparing — how accurate is the design? Was it built on your real data? Is the installation their own team or a subcontractor? What are the actual warranties?
Let me ask you something directly. If you go out, look at other companies, and find either a higher price, the same price, or a lower price with corners cut — what happens? If it's higher, you'd call us back anyway. If it's the same, we're just as good and you already know us. And if it's cheaper, it's cheaper for a reason. Knowing that — does it really make sense to delay what you already know makes sense for your home?
I respect that, and I wouldn't want you to make any decision you're not fully confident in. But let me ask: what changes between today and next week that makes the decision clearer? The numbers don't change. The system doesn't change. I'm not trying to pressure you — I'm asking you to make a new decision based on the information in front of you, not a habit that was built for a different kind of purchase. What would it take to be able to say yes to the product, the company, and the investment right now?
Absolutely, this is a household decision and it should be made together. Can we get them on the phone right now? I can walk through the key points in five minutes. If not, let's book a time when you're both available. I want to make sure whoever wasn't here gets the full picture, not a second-hand version.
Help me understand — we've gone through everything together. You both agreed the structure makes financial sense. Is there something specific that one of you still wants to work through? Because I'd rather address it now than have it come up later when the details aren't fresh.
That's fine — there's always someone out there who'll give you a lower number. Do you think cheaper means better in this situation? You're putting something on your roof that needs to last 25 to 30 years. When a solar company comes in cheaper, something was removed to get there — either equipment quality, design accuracy, or accountability after installation. We made a decision as a company: it's easier to explain our price one time than to apologise for quality for the next thirty years.
That's worth knowing. The site survey includes a full structural assessment — if there's a concern about its condition, our team will flag it before a single panel goes up. And our racking system is designed so that re-shingling can be done around the panels without removing the whole system. The racking stays, the panels get lifted, new shingles go in. Standard part of how we install.
Solar panels work on light, not direct sunlight. Germany, which has less sun hours than Nova Scotia on average, generates a significant portion of their national electricity from solar. The system we've designed for your home already accounts for seasonal variation and Nova Scotia's specific light hours. The production numbers I showed you are based on your actual location data — not perfect weather estimates.
Two things on that. First, the system adds immediate equity to your home. The value increases from day one. When you sell, you're not losing the investment — you're likely recouping it and then some. Second, the warranty and financing are both transferable to the next buyer. So even if you move in three years, the system has been working for you the entire time, your bill has been lower, and you're selling an asset someone else now wants. Either way — staying or moving — this works in your favour. Which direction are you leaning right now?
The system we've designed is $[X]. Spread across 25 years, that's $[X÷9125] per day. Less than a cup of coffee. Now compare that to what doing nothing costs you. At your current bill going up 7% every year, you're spending more per day — and that number grows every single year. The question isn't whether you can afford solar. The question is whether you can afford to keep paying the alternative.
You're going to pay for electricity one way or another — that's not a choice. The choice is what you get in return. Right now, you pay $[X] a month and get a receipt. In 25 years, you've contributed $[lifetime total] to Nova Scotia Power. Nothing to show for it. With solar, you pay a similar amount and at the end you own an asset. You are paying for this product whether you get it or not. The only difference is where the money goes and what you have at the end.
I want to be straight with you. The incentive structure we're working with right now — the current financing rates — these aren't guaranteed to be here in six months. Nova Scotia Power's rates have been moving faster in recent years than any previous period. Every month you wait, you're paying into the system you're trying to get out of. I'm not trying to create pressure. I'm trying to make sure you don't look back in two years and wish you'd moved when the conditions were right.
When you sign with us, this isn't a transaction. It's a long-term relationship. We're not a company that installs and disappears. Our team does the installation. Our warranty covers the workmanship. I'm personally your point of contact for anything that comes up. If something needs attention in year eight, you call us. That's the commitment we're making. We're in this for the same 25 years the system is.
There are really only three things that can happen from here. First, you do nothing. Keep paying Nova Scotia Power. Let the bill keep going up. But you yourself said that's not what you want. Second, you shop around and find a cheaper option — lower quality, less accurate design, worse warranty. Third, you move forward with a system engineered for your home, installed by our own team, backed by the strongest warranties in the industry. In the first two options, you're still paying. In the third, you're building something. Which one makes sense for your family?
What was the part of what we've covered that felt most valuable to you? [ Let them answer ] Right — the [fixed payment / ownership / roof protection / home equity / no subcontractors]. That's a lot of value that's tough to put a price tag on, isn't it?
Here's what we could do to make this cheaper. We could use a lower-tier panel brand — 10-year warranty instead of 30. We could skip the engineering review. We could use subcontractors. Would you want us to do any of those things?
The difference between what you were hoping to pay and what you're looking at, spread over 25 years, is $[difference÷9125] per day. Wouldn't you agree it's better to invest a few extra cents per day than to compromise on something that's going to be on your roof for three decades?
No problem — this is a significant decision and you should feel completely comfortable with it before you move. What I'd like to do is set a specific time to reconnect — not "whenever you're ready," but an actual appointment. What does your schedule look like Tuesday or Wednesday? I'll send you a summary of everything we covered so you have the numbers in writing.
The close is not the end of the sale — it's the beginning of the relationship.
John and Mary, you can just sign here and I'll be on my way. [ Pause, let it land, then smile ] I'm just kidding. Let me walk you through exactly what you're signing so everything is clear.
So, who's on the power bill? I'll start with that person's ID. And can I get both your email addresses? One for the account documents, one for the system monitoring setup.
Keep the energy warm and light while you complete the paperwork. Follow up on something from the rapport stage. The sale is done. Be human. Small talk prevents the moment from feeling transactional.
One last thing, and this is completely optional, but most of our homeowners love it. For every person you refer to us who enrolls, we send you $500. No paperwork, no conditions. Just have them mention your name when they reach out.
And if you're comfortable with it, I'd love to leave one of our signs on your front lawn. People will ask about your experience. When they do, just send them our way. Every referral is worth $500 to you, and it helps us build right here in your community.
Two optional upgrades worth mentioning. Critter guards — mesh around the perimeter of the panel array to prevent birds and squirrels from nesting underneath. Strongly recommended in Nova Scotia. Snow guards — mount at the bottom edge of the panels to break up snow as it slides off. Worth considering if your panels are positioned over a walkway or door.
You'll receive an email within 24 hours with your signed documents and a summary of everything we covered today. Someone from our team will be in touch within two to three business days to schedule your site survey. If any questions come up between now and then, you have my number. Use it.
Welcome to the Pvlyte family, John and Mary. This was a great decision.
Memory triggers for reps who have already studied the full playbook. Use in training, not in the appointment.
Five items. Do not skip any. A complete pre-flight is the difference between a sharp appointment and a stalled one.