The Solar Setter/Closer Model: What it Means and Why it Matters

User AvatarDanny Pessy

One thing that I started to notice more in the last few years is the mass adoption of a setter/closer model in Solar. When door to door first started, it was an eat what you kill kinda operation. College kids would flock to different parts of the country for a summer sales program in hopes to make as much money as they could in a short amount of time selling low value contract products to clients.

But now that solar has been taking huge market share in the door to door space, what we’re finding is that the industry is starting to innovate. More people are flooding into the solar industry because of the financial sense it makes for the client, the company, and the planet—so the model has changed.

What is the Setter/Closer Model?

When one rep (the setter) focuses entirely on setting appointments for the other sales rep, known as the closer, will follow up with set appointments to make the sale.

When I first started doing solar in 2016, I was part of the Vivint GM program. We would sell an alarm and a Vivint solar rep would come behind us and close the lead you generated, with solar.

Although that particular program didn’t pan out, the model did. Focus on one thing and do it great (i.e., have one person for setting up appointments and one for closing them). Since then, companies have transitioned their entire business model from self-generated leads to a setter/closer program. 

Setters vs. Closers

The Role of a Setter

Setters have to focus on just one thing in a setter/closer program. That’s getting a customer interested and setting a solid appointment or what I like to refer to as a “pop on by” approach. When trying to scale out a team, it’s much easier to break your program into two sections, and let them master those departments. 

With a setter, only focusing on setting good appointments and not learning the intricacies of solar and how to close deals, it allows them to shorten their learning curve and generate more deals for your company. Rather than trying to figure out how to deal with the emotional rejection that door to door has and figure out how to sell solar in a short time. It’s a perfect way for any organization to scale quickly and efficiently. 

That’s why I’m a firm believer that the seller/closer program is going to dominate the solar industry in years to come.

The Role of a Closer

After an appointment is set, the closer’s role is to come in and finalize the sale. The biggest reason that this new adopted model has become much more effective, is because the top-tier closer now spends less time sifting through uninterested people. They’re finding more customers that are already interested and want more information because of the setter role. If you’re running a business you want your best closers sitting down with as many potential clients as possible. This will give your closers higher closing percentages and in turn get more closed deals on the books. 

Get More Involved in the Future of Solar with me

Because of the success the solar industry has seen with this new model, i will be traveling to select markets and doing a 2 day workshop braking down how to run a setter closer model and closer more solar deals. 8 hours a day breaking down the vision, mindset, and techniques you need to thrive in the saturated solar market.

In addition, I’ll be featuring the top setters and closers in each market and you will get a chance to hear from the best in your locations. 

Are Setters the Future of the Solar Industry?

If you’re in solar you do not want to miss this training. Never before has there been a more detailed breakdown on how to be a successful solar-preneur. If your deals come from; self-generation, setter closer, virtual, or from leads, you don’t want to miss this. Find a city near you, and book your tickets now for the biggest setter/closer workshop ever!

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