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The Dominion Coach is being trained and will be available to the whole team soon. If you've been given early access, enter the access code below.
Ask Your Coach
Objections, pitch tweaks, mindset, next-knock strategy — drop it here and get a tactical answer.
Weekly Report
Submit your end-of-week numbers and reflection
›
Objection Handles
18 on-the-door objections with rep-tested handles
›
Set Qualifications
9 requirements every quality set must meet
›
Set Photos
10 required photos for every set submission
›
Training Manual
The full Dominion D2D playbook & training manual
›
Commission Calculator
Estimate your commission on any deal
›
Resources
Training materials, guides, and team documents
›
Posting as—
‹Objection Handles
‹Set Qualifications
All 9 required for a quality set · tap to expand
›
Why it matters
Renters can’t sign. House sitters waste everyone’s time. If the closer drives out and the homeowner isn’t there, that’s a dead appointment.
Tips
- Ask early and directly — don’t dance around it
- If they say “I rent,” pivot immediately to ask if they know the owner
- Trust but verify — “Just to confirm, you’re the one on the mortgage/title?”
Word-tracks
- “Are you the homeowner?”
- “The reason I ask is the program we work with is only available to the property owner — is that you?”
›
Why it matters
Without enough bill history, the system can’t be sized accurately. Additionally, the grid owner will not accept the design. Their system will be denied.
Tips
- Ask them to pull up their online utility account at the door if possible — confirm it exists
- If they’re new to the home, find out when they moved in
- Frame it as doing them a favour — accuracy protects them
Word-tracks
- “How long have you lived in the home for?”
- “The last thing we want is to guess on your system size — having your full usage history means we can guarantee the numbers we show you.”
›
Why it matters
Someone moving in under 3 years (5 on roadtrips) is not a good customer — they won’t see the same returns & perceive the risk of solar too high.
Tips
- Ask straight up — don’t dance around the question
- If they say they’re moving in 1–2 years, don’t pitch — pivot to a referral ask
- Don’t settle for a non-answer — ask until you get a number
- “Roadtrip” markets have higher thresholds — know your current market standard
Word-tracks
- “Do you guys have any plans on moving?”
- If you get a non-answer: “Hey I get it, anything can happen. That said, if you had to best guess it, how long do you think you’ll be in the home for?”
- “I’m not here to put you in something that doesn’t make sense. If you’re thinking of moving soon, I’d rather tell you now than waste your time.”
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Why it matters
An ineligible roof type gets rejected in the site survey. An old roof means the homeowner will need to replace it before install — killing the deal if they’re not prepared for that.
Tips
- Learn the eligible roof list cold — flat, clay tile, certain metals may be off-limits depending on your installer
- Visually assess the roof at the door — if it looks rough, address it proactively
- Frame roof replacement as an investment conversation, not a roadblock
Word-tracks
- “How old’s the roof? Is it asphalt or something else?”
- “The reason I ask is our install team does a full site survey, and part of that is making sure the roof is in good shape. If yours is getting up there in age, it’s actually something we can talk through — sometimes it makes sense to bundle it.”
- “Your roof is definitely looking old and in need of replacement. How soon are you looking at getting that done?”
›
Why it matters
This is one of the top reasons for rescheduled or cancelled appointments, and even if they do sit, they’ll never close. If a spouse finds out about solar for the first time when the closer is already in the home, you lose. The missing decision maker becomes the objection.
Tips
- Ask directly — don’t assume it’s just one person
- If a spouse/partner exists, make their attendance a condition of booking, not a preference
- Frame it as respect for their and our time — “I don’t want to waste anyone’s evening”
Word-tracks
- “How do I spell your partner’s name?”
- “Now obviously, we do require that both you and your partner are there for the appointment. You’re going to have 10 questions, and they’re going to have 10 different questions, so to make sure it’s a good use of both your time as well as our own, we just want to make sure everyone is in the conversation. Sound fair enough?”
- “Ultimately this is a conversation that your spouse will definitely have a say in, so we just make sure everyone is in the room, so we don’t have to keep going in circles. Obviously, you wouldn’t buy a house through a game of telephone, right?”
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Why it matters
A close takes 60–90 minutes. A homeowner who has to leave in 30 minutes will rush, not absorb, and not buy. Time pressure is the closer’s enemy.
Tips
- Confirm this explicitly when booking — don’t assume
- If they have a hard stop, reschedule to a better time rather than force a rushed appointment
- Frame the time ask around getting them the best experience, not just covering yourself
Word-tracks
- “The appointment typically runs about 60 to 90 minutes — I want to make sure we’re not rushing you.”
- “Our guy is thorough — he’s going to walk you through everything and answer all your questions. Do you have any commitments to run to after this appointment time?”
- “If we leave and you have questions unanswered, we haven’t done our job. Let’s find a time where there’s no rush, just in case.”
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Why it matters
A verbal “sure, Tuesday works” is not a set. If it’s not in their calendar and yours, it doesn’t exist. Unconfirmed appointments don’t show.
Tips
- Watch them add it to their and their spouse’s phone/calendar before you leave the door
- Send a confirmation text the next day (unless on roadtrip)
- Confirm the address, time, and who will be there out loud before leaving
Word-tracks
- “Go ahead and throw that in your calendar right now while I’m here — I want to make sure it doesn’t get buried.”
- “As I’m sure you can imagine, with the new program going on, we have a TON of clients in the calendar, so I just want to make sure we avoid any reschedules. [day] at [time] works for you and [spouse] 1000%?”
- “Just to confirm before I head out — [day], [time], at this address, and [spouse name] will be there too. Does that all look right?”
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Why it matters
Every day between the set and the appointment is a day for them to talk themselves out of it, talk to a neighbour, or forget who you are. Show rate and close rate both drop sharply past 10 days.
Tips
- Always lead with tomorrow or the day after — not “what works for you in the next week”
- If they push back on urgency, anchor it to their benefit (“earlier = faster savings start date”)
- Know your closer’s availability and offer specific windows, not open-ended choices
Word-tracks
- “Our guy is actually in your area tomorrow evening — would 6 or is 7 better for you and your spouse?”
- “As this area is approaching the grid capacity, and we have a ton of interest in the neighbourhood, we obviously want you to have a look at the numbers before we hit cap. So, are afternoons or evenings typically better?”
- “He’s pretty booked out, but I can squeeze you in this week. Does Monday work, or is Tuesday better?”
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Why it matters
An “info session” mindset means they’re not deciding — they’re just listening. If the homeowner thinks the closer is coming to educate them with no expectation of a decision, the closer has no leverage and no path to a close.
Tips
- Frame the appointment correctly at the door — it’s a consultation where they’ll see real numbers and make a decision
- Avoid language like “he’ll just come explain how it works” — that kills urgency
- Plant the seed that if it makes sense for their home, they’ll have everything they need to move forward that night
Word-tracks
- “He’s not coming to give you a lecture — he’s going to pull up your actual home, run your real numbers, and show you exactly what this would look like for your specific situation. If it makes sense, you’ll know that day. If it doesn’t, he’ll tell you that too.”
- “If it is able to [their UVP, i.e. ‘save you money with no costs upfront’] is that something you guys could see yourselves being... excited about? Awesome, so if everything makes sense, then we’ll help you get started.”
- “The point of the appointment isn’t to pressure you — it’s to get you real information so you can make a real decision. Does that sound fair?”
‹Set Photos
10 required photos — tap each to expand
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Minimum 8 months of usage data required. Bill must be issued within 2 months of today.
✓ Best practice: Get the PDF directly from the customer — ensures full bill, correct address, and accurate proposal.
✗ Angled or partially cut-off photos will cause proposal errors.
›
Photo of the kWh charges section — what the customer is currently paying per kWh.
Without this, post-solar savings will be estimated only. We cannot guarantee accuracy on the proposal.
›
Clear photo of all electrical panel labels and switches — main panel and any subpanels.
Engineers use this to determine the maximum number of solar panels the electrical infrastructure can support, and whether upgrades are needed.
✗ Blurry or partial panel photos will delay the proposal.
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Close-up of the main breaker switch showing the amperage number (e.g. 100A, 200A).
✗ If unclear, engineers will assume the lowest amperage — may result in an unnecessary electrical upgrade.
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Only required for Eaton or Federal Pioneer panels.
Eaton: Bus bar rating is on the inside door cover, below the Eaton logo.
Federal Pioneer: Rating is between the switches.
✓ Best practice: If unsure whether your panel has a visible busbar, take enough photos to show the full panel without removing the cover.
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Photo taken roughly 8 feet away to show the panel's location (basement, garage, bedroom, etc.).
Helps engineers understand the install environment and plan the cable run.
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Close-up photo of the electricity meter on the side of the home.
Used to verify the address, identify potential install upgrades, and determine if third-party consent forms are needed at time of close.
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Wide shot of the meter area from approximately 8 feet away to show the full context of the meter location.
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3 photos of the outside of the home — 1 from the front and 2 from the sides.
Structural engineers use these to determine the slope of the roof. Also assists in verifying the address.
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Google Maps overhead screenshot with the customer's home clearly circled.
Ensures the proposal is built for the correct property.
✗ If no roof is visible in the overhead view, drone shots may be required — contact your manager.
‹Commission Calculator
Step 1 — Your Position
Estimated Commission
—
Select your position to get started
All figures are estimates based on standard pay structure. Verify with your manager for exact amounts.
‹Resources
›
✓ Eligible
Asphalt Shingles
▸ tap to see photo
Corrugated Sheet Metal
▸ tap to see photo
Standing Seam Metal
▸ tap to see photo
Rubber
Euroshield ONLY
▸ tap to see photo
Cedar Shake Shingles
▸ tap to see photo
Metal Shingles
▸ tap to see photo
Ceramic & Clay Shingles
▸ tap to see photo
✗ Ineligible
Torch on Tar
▸ tap to see photo
Slate Shingles
▸ tap to see photo
Flat Roofs
▸ tap to see photo
Tar & Gravel Roof
▸ tap to see photo
Gravel Roof
▸ tap to see photo
Stone-Coated Metal Roof
▸ tap to see photo
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⚠️ Important: Sets submitted outside your assigned turf without following this process result in 100% loss of all commissions from that sale plus a $1,000 fine on your next paycheque.
1
Email ben.vanderloo@fireflysolar.ca with:
Subject: Referral Request
Body: Customer full name + full address (including city)
Subject: Referral Request
Body: Customer full name + full address (including city)
2
Wait for your RM to reply with approval. Allow ~24 hours.
3
Once approved, you can now submit the set for the referral.
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Customer Facing
📱 Customer Phone: 1-888-912-9462
info@fireflysolar.ca ✓ Customer OK
General inquiries, GHL updates including customer, project/permitting/payment questions.
service@fireflysolar.ca ✓ Customer OK
Post-install concerns. App questions, panel damage, system issues.
payments@fireflysolar.ca ✓ Customer OK
Where customers send e-transfers — password: Firefly. Enter customer full name in "message".
cancels@fireflysolar.ca ✓ Customer OK
Customers looking to cancel at any point in the process.
Sales Rep Only — Do Not CC Customer
ben.vanderloo@fireflysolar.ca Regional Manager
Referral requests, turf approvals, escalations, and manager-level questions.
kulwinder.singh@fireflysolar.ca Sales Manager
Escalations, manager-level questions, and support.
1stop@fireflysolar.ca Internal Only
General inquiries, project updates (no customer), support, external EPCs (Shift & Kuby), GHL updates.
submissions@fireflysolar.ca Internal Only
Contract error updates, submission questions before deal is marked sold.
payroll@fireflysolar.ca Internal Only
Pay stub questions, updated banking info, GST number changes.
onboarding@fireflysolar.ca Internal Only
Managers onboarding new reps, replacement ID badge requests.
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"Master the message, not the words."
Ignite
→
Agitate
→
Align
→
Advance
1 · Ignite
Command attention. Control the room. Build authority fast.
"I'll walk you through exactly how your utility setup works, and what switching to ownership would look like."
"My only goal today is to make sure you fully understand your options so you can make an informed decision either way."
⚡ Trigger: Authority + Rapport — enter with calm certainty, not jokes.
2 · Agitate
Expose the pain. Quantify the cost. Make inaction feel risky.
"Notice this admin line? That's a $12/month subscription just for the right to keep buying power."
"Utilities in Alberta move rates whenever they want — and you've got no say in it."
"The biggest risk isn't going solar too soon — it's waiting until your grid caps and you lose the option forever."
⚡ Trigger: Loss Aversion & Future Pacing — frame staying as the risk, not switching.
3 · Align
Release tension. Bridge from pain to solution. Stack value before price.
"You're turning your roof into an income-producing asset — it works for you instead of against you."
"Every year your power rate increases, this setup saves you more. You're beating inflation by owning your power."
"Same principle as paying off a mortgage instead of renting forever — shifting from expense to equity."
⚡ Trigger: Anchoring & Contrast — once utility pain is anchored, solar looks inexpensive.
4 · Advance
Turn understanding into commitment. T-Chart → price → self-persuasion → paperwork.
"Can you see how this will provide value to you? Can you tell me how?" (Ask each spouse individually.)
"Well, as long as all of that makes sense, let's jump into the next steps."
"Does that make sense? Perfect — so all I'll need from you is a piece of ID, like a driver's license."
⚡ Trigger: Assumptive Close + Self-Persuasion — have them articulate value, then transition calmly.
✓ Tier 1 Non-Negotiables (Must Cover)
✓ System offset percentage (consumption covered)
✓ Financing structure (5-yr fixed 0% or 2.99%, then refinance or pay off)
✓ Monthly payments before install (small, no-interest)
✓ Customer requirements (utility consent form if applicable)
◎ Tier 2 — Recommended
Solar Club overview — sell excess, buy deficit (concept only)
✗ Prohibited Statements
✗ Financing is transferable (false)
✗ Grid-tied solar prevents blackouts (false)
✗ Deposits are refundable after 10-day window (false)
◈ Style Modules
⚔️ The Gladiator
Assertive, commanding, decisive. Best for skeptical clients. Uses silence, eye contact, and pacing. Watch: rushing emotional connection.
♟ The Strategist
Calculated, consultative, surgical. Best for analytical buyers who need clarity. Uses visuals and structure. Watch: over-explaining.
🤝 The Craftsman
Warm, personable, trust-based. Best for emotional buyers who decide with gut. Uses stories and connection. Watch: over-agreeing or losing tempo.
›
💵 Cash
✓
Firefly Solar Installation Agreement — SIGNED✓
Firefly Consent Form — SIGNED✓
Most Recent Utility Bill✓
Photo of Government ID from BOTH Signees✓
Method of Payment (Cash, Cheque, or E-Transfer)✓
Site Survey Booked🏦 FinanceIt
✓
Firefly Solar Installation Agreement — SIGNED✓
Firefly Consent Form — SIGNED✓
Most Recent Utility Bill✓
Photo of Government ID from BOTH Signees✓
FinanceIt Application Approved & SIGNED✓
Site Survey Booked›
Email the template below to colleen@kymand.com and CC the Sales Rep who will be closing. Your roofing quote will be sent back as a reply.
SUBJECT:[Customer Name] – Roofing Quote
BODY:
NAME: [Full Name]
FULL ADDRESS: [City & Postal Code]
PHONE NUMBER: [Phone]
EMAIL: [Email]
APPOINTMENT: [Date / Time]
GARAGE INCLUDED: [Y / N]
ROOF TYPE: [Type]
ROOF AGE: [Age]
SETTER: [Name]
CLOSER: [Name]
›
📋 Note: Check daily if fund requests have been sent. Give clients 24hrs to fund on their own — if they don't, call. Waiting longer decreases your chances.
1
"Hey [NAME], it's [YOUR NAME] calling. How's it going? Awesome! Well hey, I'm just calling to see if you got an email — could you check for me real quick? I'll wait."
→ They'll ask "What am I looking for?"
→ They'll ask "What am I looking for?"
2
"Do you see an email from FinanceIt? Should've come in on [DAY]. Awesome, just open that up for me real quick."
→ Wait for them to open it.
→ Wait for them to open it.
3
"Do you see a blue Continue button? Perfect, just give that a click for me."
4
"Is it asking for your birthday or phone number? Awesome, just put that in real quick."
5
"Now do you see a little yellow Authorize button? Perfect, just click that."
→ If stuck: "Now scroll to the bottom. Just click the little box and hit Authorize."
→ If stuck: "Now scroll to the bottom. Just click the little box and hit Authorize."
6
Wait for funding confirmation email to come in.
"Perfect, that's all — thanks [NAME]! Have a great rest of your day!"
"Perfect, that's all — thanks [NAME]! Have a great rest of your day!"
›
📬 Cheque
Payable to: Firefly Solar Inc.
5B 6020 2nd St SE, Calgary AB T2H 2L8
5B 6020 2nd St SE, Calgary AB T2H 2L8
🏦 Electronic Funds Transfer (EFT)
Available upon request.
📲 E-Transfer
Send to: payments@fireflysolar.ca
Enter customer full name in "message"
Password: Firefly
Enter customer full name in "message"
Password: Firefly
›
1
Racking Rail System
Racking rails bolted to trusses via Flashings sealed with Butyl Rubber Sealant. Green Bonding Wires ground the system. Micro-inverters mount directly to the racking.
▸ tap to see photo
2
Panels + Solar Combiner Box
Panels mount to racking and wire into a flashed Solar Combiner Box (looks like a black vent) — the only roof-to-home access points.
▸ tap to see photo
3
Minimal Roof Contact
Other than racking and combiner boxes, nothing touches the roof. Ensures 25+ year longevity and allows re-shingling around the system.
▸ tap to see photo
4
Panel Border Clearance
Every system keeps a 4–12 inch border around the array to minimize wind damage and ensure proper drainage.
▸ tap to see photo
5
Cable Run to Electrical Panel
A Black Tech Cable routes from the attic along the exterior wall (following wall lines and eavestroughs) to the electrical panel near the electricity meter.
▸ tap to see photo
6
Disconnection Box + Breaker
Cable enters a Solar Disconnection Box (On/Off switch) and a Two Pole Breaker in the panel. All labels included. Master Electrician walk-through post-install.
▸ tap to see photo
7
Bidirectional Meter
Utility installs a Bidirectional Electricity Meter to allow export/import from the grid. System ready for energization.
▸ tap to see photo
8
Optional: Critter Guards
Mesh guards prevent birds/rodents from nesting under panels. Installed on exterior borders of every array.
▸ tap to see photo
9
Optional: Snow Guards
Mount at bottom of panels to break up snow as it slides off. Recommended near doors, walkways, or roof edges.
▸ tap to see photo
›
The path from Setter to Regional Manager. Tap any role to see what unlocks it, the work, and the intangibles required to succeed.
1
›
📋Roles & Responsibilities
Attend Setter Meetings
Generate Leads
Build relationships with customers
Educate on solar basics
🔥Intangibles
Coachability — ego is the #1 thing that kills setters early; you must be willing to be corrected daily.
Consistency over intensity — showing up every shift matters more than one big day.
Resilience — you will hear no hundreds of times before you hear yes; your attitude on door 50 must match door 1.
Basic discipline — punctuality, dress, phone off at the door.
Hunger — you are here to earn a promotion, not a paycheque.
↓
2
›
🔓Requirements to Unlock This Role
Book 60 sets within 2 months (VP approval required)
Shadow 8+ appointments
Pass the Closers Exam
📋Roles & Responsibilities
Attend Closer Meetings
Set and close appointments
Provide customer service and client management
🔥Intangibles
Emotional control — in-home selling requires you to manage your own state under pressure; panic or desperation kills deals.
Ownership mentality — no blaming the lead, the area, or the weather; your numbers are your responsibility.
Process discipline — closers who skip steps of the pitch to "feel out" the customer consistently underperform; trust the system.
Competitive drive — you should know where you rank on the leaderboard at all times and care about it.
Professionalism — you are in someone's home; your appearance, tone, and follow-through reflect on the entire team.
↓
3
›
🔓Requirements to Unlock This Role
Fund 6 sales in 1 month
Fund 25 lifetime sales
Pass Leadership Review by RM
Must own a vehicle
📋Roles & Responsibilities
Maintain energy and motivation in car groups
Set and close appointments
Take sets from setters
Train setters in the field
Train closers in-home
Set the pace for team production
Conduct reverse shadows
Run car group activities
Run interviews
Run trainings
Conduct nightly wrap-up calls and basic reporting
🔥Intangibles
Lead by example — your team watches your output before they listen to your words; produce first.
Accountability without excuses — as a lead, your team's bad days are your problem to solve, not explain.
Energy management — you set the emotional temperature of the car group every single shift.
Communication — clear, direct, consistent communication with your reps and upline.
Patience — developing setters requires repetition and tolerance; your job is to build people, not just hit numbers.
Self-awareness — you must know your own weaknesses before you can develop others.
↓
4
›
🔓Requirements to Unlock This Role
Achieve 36 team sales funded in a rolling 3 months
Pass Board Review (interview process, economies of scale, area management, basic business acumen)
📋Roles & Responsibilities
Onboard new hires
Run trainings
Run road trips
Conduct interviews
Train sales reps in-field and in-office
Develop team leads and implement "train the trainer" practices
Manage area operations
Lead from the front
⚙️Minimum Maintenance
40 personal sales funded per year
🔥Intangibles
Systems thinking — you can no longer rely on personal output alone; you must build processes that produce results without you present.
Retention focus — recruiting is expensive; your ability to keep reps engaged and progressing is a core skill at this level.
Emotional intelligence — you are now managing personalities, not just performance; reading people and adjusting your approach is non-negotiable.
Organizational discipline — multiple legs, trainings, road trips, and reporting all require you to be structured and proactive, not reactive.
Identity as a developer — your wins are your reps' promotions, not your personal deals.
↓
5
›
🔓Requirements to Unlock This Role
Develop and add 2 Team Leads from different legs
Fund 138 team sales in a rolling 6 months (275/year pacing)
Pass Board Review (higher-level escalation management, HR issues, retention practices)
📋Roles & Responsibilities
Run trainings and interviews
Train setters and closers (focus on reverse shadowing)
Knock with reps to provide support
Lead from the front
Develop Assistant Managers
Retain reps
Run road trips
Handle escalations
⚙️Minimum Maintenance
40 personal sales funded per year
150 team sales funded per year
🔥Intangibles
Vision — you must be able to see potential in people before they see it in themselves and build a plan around it.
Strategic patience — at this level, results are delayed; you plant seeds in week one that show up in month three.
High standards without micromanagement — your team must feel your expectations without feeling suffocated.
Resilience under pressure — team slumps, rep departures, and missed targets are your reality; your composure in hard moments defines your culture.
Business ownership mindset — treat your team like a business; track your metrics, manage your costs (time, energy, turnover), optimize your outputs.
↓
6
›
🔓Requirements to Unlock This Role
Promote 10 Closers
Fund 275 team sales in a rolling 6 months (550/year pacing)
Pass Board Review
Promote 2 Assistant Managers from different legs
📋Roles & Responsibilities
Manage client relationships (retention, credit fails, post-sale escalations)
Handle region-wide escalations and day-to-day problem solving
Identify regional issues, propose solutions, and present to the board
Budget road trips
Develop new revenue channels
Develop leadership at all levels within the region
Vision casting and culture creation
⚙️Minimum Maintenance
10 personal sales per year funded
300 team sales per year funded
🔥Intangibles
Executive presence — you represent the region to the board and to the market; how you carry yourself in every room matters.
Long-horizon thinking — decisions at this level ripple for months; impulsiveness is a liability.
Culture architecture — you don't just manage performance, you build the environment that produces it.
Political intelligence — managing upward (board), laterally (other RMs), and downward simultaneously requires situational awareness and diplomacy.
Legacy mindset — your measure of success is the leaders you produce, not the deals you close.
›
⚠️ New as of Sep 2, 2026: Proposals now come out at MAX offset by default — no more sub-100% offset designs when 100% is reachable. If the design requires a meter breaker upsizing or service line upgrade, it cannot be sold until the email confirmation below is received — with the homeowner(s) CC'ed.
1
Check Pipe's activity log. Design notes state the max system size compatible with the existing meter breaker / service line, plus the minimum amperage required for the max-offset design.
2
Customer doesn't want to pay for the upgrade? Request a redesign — the design will be fit to their current service size.
3
Customer accepts the upgrade? Send the email below with the homeowner(s) CC'ed. The system cannot be sold until this confirmation is sent.
TO: engineering@fireflysolar.ca, submissions@fireflysolar.ca, projects@fireflysolar.ca, bracko@fireflysolar.ca
CC: [Homeowners' email address]
SUBJECT: Homeowner Approval for Max-offset Proposal
BODY:
"[Homeowners' full name] requesting PV proposal for [Cx address] wishes to move forward with the [XX]kW design. They acknowledge and accept responsibility for the required meter breaker upsizing and/or service line upgrade, including all associated costs. Firefly cannot determine or guarantee utility upgrade costs; the homeowner is responsible for verifying these costs directly with their utility provider."
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