Five steps from sunlight to savings. Know this like your name.
| PV | Photovoltaic | Converts light directly into electricity. The technology in every panel on a roof. |
| DC | Direct Current | What panels produce. Flows in one direction. |
| AC | Alternating Current | What your home uses. Inverters convert DC to AC. |
| kWh | Kilowatt-Hour | The unit on every power bill. Measures energy used. Average NS home uses ~12,000 kWh/year. |
| NM | Net Metering | Nova Scotia's grid credit program. NSP must credit you at full retail rate for power you export. |
Every Solar Advisor starts at the door. The fastest path to the closer seat is setting great appointments consistently and learning the product cold. Here's exactly what the track looks like.
Your job is the door. Build rapport, qualify the homeowner, surface interest in solar, and book a confirmed appointment with both decision-makers present. You're the first impression Pvlyte makes.
You set and close your own appointments. You run the full 12-stage buyer journey from Stage 1 to Stage 12 in the home. This is where the real income starts. Nova Scotia average system size is over 11 kW — the math is significant.
You set and close your own pipeline, take sets from Setters, train new reps in the field, and run nightly wrap-up calls. You get paid on your own production and earn an override on your team's volume.
The average system size in Nova Scotia is over 11 kW — significantly larger than other Canadian markets. That's because NS homes use more electricity (electric heat, older stock). Larger systems mean larger deals. The math on commission per deal here is better than almost anywhere else in Canada.
Before you knock a single door, these three things need to be locked in. They're not optional extras — they are the pitch.
Eight non-negotiable operating standards. Not aspirations. Standards.
Every homeowner you encounter is one of these four types. Your job is to identify which one in the first 30 seconds and adapt accordingly. Mirror and match — body language, tone, pace, energy.
Regardless of type, the five tools always apply. What changes is the proportion and intensity of each.
You are getting the homeowner to talk about themselves. People love to talk about their own lives. Your job is to ask the right questions and listen like you mean it.
| F | Family | Talk about kids, spouses, parents, pets. "Are those your kids in the photo? How old are they?" Double-tap topics — if they engage, go deeper. It should feel like a conversation, not an interview. |
| O | Occupation | What do they do? Where? How long? Occupation tells you financial confidence and decision-making style. An engineer is an Owl. A business owner is often a Bull. |
| R | Recreation | Sports, hobbies, interests. Look for gear in the garage, sports team stickers, golf clubs. "Is that a kayak? Do you paddle here in NS?" Common ground builds trust faster than anything. |
| M | Materials | Clothing, jewellery, tattoos, visible interests. A Pvlyte or university hoodie. A military cap. A Celtic FC sticker. Something that connects you to them specifically. |
| S | Surroundings | Anything visible — garden, vehicles, house itself. "You've got a great south-facing roof — that's actually rare in this neighbourhood." You've just previewed your expertise before you've said a word about solar. |
Once rapport is built, these six impulse triggers move a homeowner from curious to committed. Learn all six. Use the right ones for the right personality type.
| F | Fear of Loss | Not everyone qualifies. "We're qualifying homes in this area — not every property works." If the homeowner doesn't act now, they may have to pay more later for the same thing. Use for Bulls and Tigers. |
| U | Urgency | The cost of delay is real. NSP rates have been increasing faster in the last three years than in any previous period. Every month they wait, they're paying more into the system they're trying to get out of. Use for any type. |
| J | Jones Effect | Drop neighbour names. "Your neighbour at number 14 — John — we're actually working on his system right now." People want what others around them have. Always ask for neighbour names as part of every set. Use for Tigers and Lambs. |
| I | Importance | The sooner they start, the sooner they save. NS power bills are going up for the rest of their life. There is no end date to that bill. But there IS an end date to a solar payment. The importance of acting now is mathematically real. Use for Owls. |
| G | Greed | Newest technology. Property value. Inflation hedge. This is not negative greed — it's helping them see the asset they're building. Use for Bulls and Tigers who respond to upside language. |
| I | Indifference | You don't need this deal. "I'm talking to a lot of homes in this area — I'm just seeing who it makes sense for." Be detached from the outcome. Guard your time and energy. Indifference is the most powerful status signal you have. Use for every type. |
Every set runs through these five steps. In order. Every time. The content varies by homeowner — the structure never does.
Divide every field day into three rounds. Round 2 is where sets happen. Rounds 1 and 3 are what make Round 2 possible.
| ROUND | TIME | OBJECTIVE |
|---|---|---|
| Round 1 | 2 PM – 5 PM | Learn the territory. Find out who works from home, who's retired, who already has solar. Build your picture of the street. Get video testimonials from existing solar homes — regardless of who installed. |
| Round 2 | 5 PM – 8 PM | PRIME TIME. Most decision-makers are home. This is when the majority of your sets happen. Do not leave the field during this window. Not for food, not for calls, not for anything that isn't a set. |
| Round 3 | 8 PM+ | Callbacks. Only go back to homes where you have a solid, confirmed conversation and the decision-maker was busy earlier. Don't show up unannounced to a cold door after 8 PM. |
This is not a suggestion — this is data. The closer you book to the set, the higher the close rate. Always push for the next day.
| BOOKING WINDOW | ESTIMATED CLOSE RATE | WHAT THIS MEANS |
|---|---|---|
| Next day after set | ~80% | Book here whenever possible. Always. |
| 2+ days from set | ~60% | Still good. Try to get within the week. |
| 5 days out | ~30% | Momentum is fading. Remind text required. |
| 1 week+ | ~10% | Almost always a waste of everyone's time. |
Not every door is worth your time. A quality set has all of these:
Every objection gets the same three phases. Don't argue. Don't apologise. Acknowledge, use social proof, and close.
When all else fails, this one-liner is designed to make a non-buyer reveal themselves definitively. Use it only after two or three attempts have failed.
If they say no to this, they are not your customer. Move on immediately and ask about neighbours instead — make it a win by getting referral information.
Every common objection at the door, word for word. Study these until you don't need to think about them. The goal is to make the homeowner feel understood and curious — not sold to.
The most common smokescreen — it almost always means 'you haven't told me why this is relevant to me yet.'
This is 100% a smokescreen. People have dinner every day — there's nothing special about it. Keep it tight and disarming.
If they're clearly in the middle of something real, use judgment and walk away. If it's a deflection, push through briefly.
They assume you're asking them to spend money. Establish that you're not — you're a qualifier, not a salesperson.
Best practice is to bring this up yourself before they can. If you know another company has been through the street, lead with it.
Hear it for what it is: 'you haven't built enough value for me and I want you to go away.' Don't give them the card — they will never call.
Get both decision-makers present for the set. Never set for a solo. If they want to think about it, close on a specific next step.
This is not a no to solar — it's a no to the conversation so far. Redirect to the financial picture, not the product.
Words that kill sets:
Replacements: