For setters, at the door and on the phone. Free.
Solar appointment setter script: sets that actually sit
A solar appointment holds when every decision-maker is booked, the homeowner has said their reason in their own words, and the time was repeated and confirmed. Here's the time-setting script word for word, the handoff sheet, five steps to fewer no-shows, and the phone rules for warm follow-up.
Written for reps by Damien Day: 5+ years in solar, from door-to-door and setting to closing and training sales teams. Founder of The Day Company LLC.
Updated October 2026
Conversation, set, sit
- ConversationYou talked at the door or on the phone.
- SetA real time, every decision-maker, and their reason in their own words.
- SitThe appointment actually happens.
A set that doesn't sit wastes your closer's evening and the homeowner's patience. Track all three from day one: your own numbers are the only ones that matter.
The time funnel, word for word
- You
Here's what makes sense. [Closer], our [title], sits down with you for about 45 minutes, looks at the real bill and shows you the side-by-side. If it doesn't make sense, they'll say so.
- You
Is tomorrow or the next day better?
- Homeowner
- Tomorrow.
- You
Afternoon or evening?
- Homeowner
- Evening.
- You
[Closer] is meeting a neighbor at 5. Does 4 or 6 work better for you and [spouse]?
- Repeat it back
Six o'clock tomorrow, you and [spouse], with a recent bill. Got it.
Only real times. Mention the 5 o'clock only if it's real. Say the time back two or three times before you leave: “So, six tomorrow.” Then: “See you at six.”
- Don't book anyone who said they won't be home, or whose spouse won't come.
- No “only two spots left” and no “the program closes Friday.”
Confirm the address and the text
- You
And this is [address], right? What's a good number to text you a confirmation?
Under the TCPA and the FCC's rules (47 CFR 64.1200), a text message is a call. A confirmation text to the number they just gave you for that is fine. Marketing texts need proper written consent under your company's policy. Never add the number to a mass-text list.
The handoff sheet
Fill it in before you leave the street. Your closer should never walk in blind.
- You
[Closer], [homeowner] is expecting you [day] at [time], both of them. Their reason: [their words]. Roof is about [age]. They asked about [question].
Five steps to fewer no-shows
Most appointments that fall apart had a weak spot at the door: one decision-maker, no real reason, a vague time, or a homeowner who felt pushed.
- At the door. Every decision-maker booked. Their reason written in their words. The time repeated two or three times. The address confirmed.
- Same day. A short confirmation text, only to the number they gave you for it:
Hi [name], it's [your name] with [company]. Confirming [closer] at [time] tomorrow. Reply here if anything changes.
- Day of. A reminder through the channel they agreed to, per your company's process.
- Before you drive off. Log the set in your company's system with your notes, so your closer can make the confirmation call.
- If no one answers. Knock once, wait, leave a note with the closer's contact, log it, and make one follow-up through a channel they agreed to.
- No guilt trips (“I already blocked the time”), no repeated texts, and never show up unannounced after a cancellation.
Free: the 10 objections you're hearing now, on one page. A short, true answer and a next step for each, plus a commission calculator.
Get the free cheat sheetWarm phone follow-up: who you may call
| You may call or text | You may not |
|---|---|
| Leads who asked to be contacted (a web form, a call-in) | Purchased or scraped lists |
| Homeowners you met who gave you their number and agreed to calls or texts | Numbers on the National Do Not Call Registry, unless a real exception applies under your company's policy |
| Existing leads and customers, under your company's policy | Anyone who said “stop” or “don't call,” and anyone by cold text or autodialer |
- Hours: 8 a.m. to 9 p.m. in their time zone, or your state's stricter hours (in Florida, sales calls stop at 8 p.m.).
- How long a lead lasts under the Telemarketing Sales Rule: an inquiry covers 3 months, a purchase 18 months, and written permission until it's withdrawn.
- Say your name and company first. Honor “stop” right away, and log it.
The rest of the rules, from the 3-day cancellation notice to credit checks, are on the solar sales compliance checklist.
Sales training only. Phone rules vary by state and change. Follow your company's calling policy, and check with its compliance team when you're not sure.
The inbound callback, in three lines
- You
Hi, is this [name]? This is [your name] with [company]. You asked about solar on our website [today]. Is now a good time for two minutes?
- Homeowner
- Sure.
- You
Great. I'll ask a few quick questions so we only book a visit if it makes sense. Do you own the home?
Then the same survey you'd run at the door. Start there: the solar door-to-door script. Pushback on the phone? Five objections, answered word for word.
Questions
Can I text a homeowner I met at the door?
A confirmation text to the number they gave you for that is fine. Marketing texts need proper written consent under the TCPA and your company's policy. Never add the number to a mass-text list.
Can I call old leads?
Only with valid consent or a current business relationship, and never a number on a Do Not Call list without a real exception. Under the Telemarketing Sales Rule, an inquiry covers 3 months and a purchase 18 months.
What causes most solar no-shows?
Usually a weak spot at the door: one decision-maker, no real reason in their own words, a vague time, or a homeowner who felt pushed. Fix those four first.
Should setters ask about income or credit?
No, not at the door or on the phone. Income, credit and Social Security numbers belong, if anywhere, in the lender's process with the homeowner's permission.