Sales Best Practices

Introduction

To properly sell an ADU, so that installation is quickly processed by ESP Operations, please decide which of the following scenarios best fits your sales situation. 

ADU: Solar On ADU

Solar installed on an ADU is optimal to offset the energy usage of an ADU that has its own utility
service. To ensure an optimal installation experience, please ensure the ADU meets the
following criteria:

● ADU has a valid permit and plans/blueprints
● ADU has a Title 24 Report (Building Efficiency Standards Report)
● ADU has (or will have) its own utility service/meter

If the ADU meets these criteria, please complete the following steps to ensure an expeditious
installation experience. If you are selling solar on the ADU, or the ADU and the main house at
the same time, there are three options depending on whether the ADU has a separate address.

SALES STEPS: ADU ONLY

If you are selling solar on the ADU only and no solar on the main house, follow these steps:

1. Execute an HIA and financing documents for the ADU address only.

2. Provide the following documentation to ESP when scheduling a site survey.
• Copy of ADU permit (including permit #) and plans/blueprints for
• Copy of ADU Title 24 Report (Building Efficiency Standards Report)

SALES STEPS: ADU & MAIN HOUSE - DIFFERENT ADDRESS

If the ADU has a separate address, please complete the following:

1. Execute an HIA and financing document for the main house address only. ESP will process
this as a separate job from the ADU.
ADUs, NEW BUILDS, & MANUFACTURED HOMES
2. Then, execute an HIA and financing documents for the ADU address only. ESP will process
this as a separate job from the main house.
3. Provide the following documentation to ESP when scheduling a site survey.
• Copy of ADU permit (including permit #) and plans/blueprints
• Copy of ADU Title 24 Report (Building Efficiency Standards Report)

SALES STEPS: ADU & MAIN HOUSE - SAME ADDRESS

If the ADU does not have a separate address, please complete the following:
1. Execute an HIA, but no financing, for the main house system only. ESP will process this as a
separate job.
2. Execute an HIA, but no financing, for the ADU system only. ESP will process this as a
separate job.
3. Execute an HIA and financing for the total system using the main house address. ESP will
use this HIA to achieve NTP from the financier.
4. Provide the following documentation to ESP when scheduling a site survey.
• Copy of ADU permit (including permit #) and plans/blueprints
• Copy of ADU Title 24 Report (Building Efficiency Standards Report)

ADU: Solar On Main House

Solar installed on the main house in order to offset energy usage for an ADU is optimal when an
ADU does not have its own utility service or if you’re unsure. To ensure an optimal installation
experience, please ensure the ADU meets the following criteria:
• ADU has a valid permit and plans/blueprints
• ADU has a Title 24 Report (Building Efficiency Standards Report)
If the ADU meets these criteria, please complete the following steps to ensure an expeditious
installation experience.

SALES STEPS

1. Execute an HIA and financing documents for the main house address only.
2. Provide the following documentation to ESP when scheduling a site survey.
• Copy of ADU permit (including permit #)
• Copy of ADU Title 24 Report (Building Efficiency Standards Report)

ADU FAQ’S

Q: What if I don’t know if solar should go on the ADU or not?
A: If you’re unsure whether to sell solar on an ADU or on the main house, default to selling solar
on the main house. Energy generated from the solar system can be used to offset ADU energy
usage with all but the few utility companies that don’t allow meter aggregation and a new utility
service is required to be installed on the ADU.

Q: What if the ADU isn’t built yet?
A: ESP will still accept a contract to install solar on an ADU or main house if an ADU is not yet
constructed. Please provide a copy of the ADU permit, blueprints, and Title 24 Report so ESP
knows what structure will be built. If you’re selling Solar On ADU, please provide an ETA on the
construction of the ADU so ESP can plan an installation date.

Q: What if I need a solar plan set to get an ADU permit?
A: Building departments in California do not require a full solar plan set in order to issue an ADU
permit. Building departments require a Title 24 Form and minimal solar blueprint requirements to
conform to Title 24’s net-zero guidelines. If you would like assistance with preparing an ADU
Permit to include solar, ESP can connect you with a trusted partner who specializes in ADU +
Solar permits to ensure the structure is legally permitted from the outset.

Introduction

To properly sell solar for a New Build, so that installation is quickly processed by ESP Operations, please decide which of the following scenarios best fits your sales situation. 

NEW BUILD: Plans Complete / No Roof Yet

We can accept blueprints but we cannot conduct a site survey so the project goes on automatic
hold until we can verify site conditions and construction has reached a point where installation
can occur safely.

NEW BUILD: Roof Complete

A new build with a roof can be treated as a normal sale as long as the homeowner understands
the timelines and they qualify for financing while the construction loan is open.

NEW BUILD FAQ’S

Q: When can ESP perform a site inspection on a newly built home?
A: The home needs to have the roof and utility meter globe/MSP installed.

ESP does not install solar on manufactured, prefabricated, or mobile homes. While it may
be disappointing for some sales partners and homeowners to hear this, here is the “why” behind
our stance on these projects:

● We opened a test phase to determine if manufactured homes could be sold with certain
additional criteria, and ultimately the success rate - even with rigorous additional checks
- was very low.
● The upfront costs associated with permitting and design for manufactured homes are
much higher than other standard home types.
● Utilities changed PTO protocol after NEM submission on several projects without
warning, which extended the project timeline and caused a poor experience for the
homeowner after expectations were already set.
● System sizes tend to be smaller due to limited space, resulting in lower savings for
homeowners and lower earning potential for our partners.
● Ground Mounts may be a viable option only when ownership of land is verifiable.

OUTBUILDINGS & OTHER SUPPORTING STRUCTURES

A non-livable structure is defined as any structure on the property with no quarters or living
space inside it. To install on other non-livable structures, ESP must determine that the structure
can fit the proposed arrays as well as support the additional weight of the installed solar panels.
Also keep trenching costs in mind to reach any outbuildings. For structures like sheds, barns,
carports, pergolas, gazebos, stand-alone patio covers, and other non-livable structures, this
may require the evaluation of a professional engineer and incurred costs will be passed
along as an adder

GROUND MOUNTS

Ground Mounts are acceptable solutions where ownership of the land is verifiable but the home
itself does not qualify. Follow the Ground Mount instructional video in our QuickBase
Training/Onboarding Library.

GROUND MOUNTS FAQ

Q: The homeowner has a hill or slope on their property with good sun exposure. Can we install
solar on it?
A: Proposed ground mounts located on sloped terrain over 15 degrees is outside ESP’s scope
and will be disqualified. Standard ground mount angle is 15 degrees, and therefore anything
steeper is not within our standard procedures. Type of terrain will also come into play, as well as
amount of brush or other obstructions. Proposed ground mount locations need to be clear of
bushes and ground cover.

Overview

You

Most-Common Configurations For Solar + Storage

• Whole Home Backup: aka “ Power Around the Clock”
  • Requires multiple batteries, likely 25 kWh or more, and will back up all loads for a homeowner in the event of a power outage. The amount of time the backup power will last depends on the homeowner's usage during an outage, specifically with large loads like an AC.  
• Partial Backup (Circuit Preference)
  • Moderate backup for designated loads, often for appliances that the homeowner deems essential, during an outage that can either carry minimal loads for a longer period or include moderate loads for a short period. Likely requires 10kWh or more.
• Self-Consumption Only (Rate Arbitrage)
  • Designed for reducing power bill costs via NEM 3.0 through behind-the-meter usage, this is generally the least expensive type of battery setup, but it’s important to note that this will not provide any backup if the power goes out.

Note that all of these configurations are expected outcomes after you’ve discussed them with the homeowner and sized the system using appropriate tools. Be clear with the homeowner that, if they change any of their energy usage habits post-install (just like with solar), then the benefit they receive from the system is likely to shift.

Single-battery systems cannot support air conditioning. In addition, compatibility with electric vehicle chargers, water heaters, dishwashers, pool pumps, well pumps, ovens, and dryers is subject to manufacturer specifications. A desire to use multiple large electrical loads at the same time will likely require additional batteries. It is not recommended to back up air conditioning units because of their high electrical power draw. 

Overview

As you walk through a pitch with the homeowner, make sure to effectively use Discovery in your sales presentation agenda. You want to ask questions and come to a consensus on which usage profile they match up with best.

• NEVER HOME (Low Self-Consumption): generally a homeowner who frequently works a 9-5 job or is away from the home/not using a lot of electricity during the sunniest hours of the day

• HOME 50/50 (Medium Self-Consumption): a homeowner with a more flexible schedule, who may use a moderate amount of electricity during certain times but not all day

• ALWAYS HOME (High Self-Consumption): generally a homeowner who works from home and uses a lot of electricity during the daylight hours, so they can maximize the solar energy being used for in-home loads before it gets stored in a battery or exported (sold) to the grid

Discovery Questions To Ask A Homeowner

1. WHEN do you use your power? Do you consume most of your energy during the day, or after the sun goes down?
   1. Do you work from home or commute to an office for a regular 9-5?
   2. Do you have kids? Are they homeschooled or in class/extracurricular activities during daylight hours?
   3. Do you have an EV? Do you charge it during the day, after work, or overnight?
   4. Do you have electric appliances that you run during the day, afternoon/evening, or at night (AC, laundry, electric heat/hot water, stove, pool pump, other)?
   5. Are you planning to add or remove any large consumers of electricity, such as buying an EV, having a person move in/out of the house?
   6. If needed, are you willing and able to change or shift these habits to help save even more money with solar? (only if strongly recommended)
2. HOW do you use your power? Do you want to save a little energy to sell back to the grid for an ROI, or conserve more energy for backup power?
   1. If backup: How often does your power go out, and for how long? Does this inconvenience you in any significant way?
   2. Would the ability to power specific devices in an outage be worth an extra investment (computer/Wi-Fi, fridge, garage door, lights)?
3. Are you on a special rate plan (CARE)? 

QuickBase Steps - 3 Key Inputs

6. Configuration (Self-Consumption, Partial Backup, or Whole Home Backup)
7. Self Consumption Level (Low, Medium, High)
8. Capacity (3.3-20 kWh, or 13.2 / 27.6 for FranklinWH)