Sunrun Certification Exam: Quiz!

SunRun offers customers a refund if their system under produces shown in Exhibit A. (1)  How does SunRun calculate this rate for Power Plan and Total Solar (specifically, why is the refund not something like $0.16 per kWh)?(2)  What else can you point out to reassure a customer that SunRun wants their system to produce all the power that's agreed upon?

Only homeowners with the following characteristics can qualify for SunRun:

• Homeowners with their name on the deed of the property

• Homeowners with cell service

• Homeowners with good credit

• Homeowners connected to the electricity grid

• All of the above

Why does SunRun need to check a homeowner’s credit for Power Plan and Total Solar?

• SunRun takes on risk when buying a system on a customer's behalf. This is even true with Total Solar, as there is a delay between when SunRun purchases the system and the customer pays SunRun.

• SunRun doesn’t have to check credit for either option

• SunRun only has to check credit with Power Plan

• SunRun needs all customers to have a 750 FICO score

How can you find out if a customer is approved for SunRun before they sign the agreement?

• Have the customer fill out the credit application and fax it back to our office

• Have the customer send their credit score in an email to SunRun

• You can’t

• Have the customer check their own credit and call SunRun

• None of the above

Currently, what is a passing SunRun FICO score, and does it ever change?

• 750 and SunRun will never change this

• 600 and SunRun can change that number at anytime

• 700 and SunRun can change that number at anytime

• 700 and SunRun will never change this

• 600 and SunRun will never change this

You can find the SunRun proposal at http://proposal.sunrunhome.com. You can also log in from the SunRun homepage. When logging in from that homepage, where do you click to access the SunRun proposal tool:

• On the link that says, customer login

• You can’t login from the homepage

• On the link that says, partner login

If you are having trouble with your password in to the proposal tool, what should you check?

• You should make sure the URL says http://proposal.sunrunhome.com/login and you are not on www.sunrunhome.com

• You should double check to make sure you are using the correct password

• You should make sure that you are using Mozilla Firefox as your internet browser (instead of Internet Explorer)

• You should refresh your page and verify Caps Lock is not on

• All of the above

When you sell a SunRun deal, we always enjoy a text message, email, or phone call.  But what do you need to do (in the proposal tool) to make sure SunRun is properly tracking your number of "Sold Deals"? Hint: Look at the picture below

• Call SunRun

• Mark this deal as sold in the online proposal tool

• Tell your office

• Archive the proposal so it’s not in your proposal history

• Send up 2 green flares followed by 1 red flare

If you are playing around with pricing in the proposal tool, and want to see variations of a proposal for one customer, how should you do this?

• Create various proposals from scratch each time

• Have SunRun create the tests for you

• Don’t ever create test proposals in the online tool

• Create a proposal and then select the “test” button at the bottom of the inputs page, each time you run a test

• None of the above

SunRun surveyed 10,000 California homeowners who considered going solar, but never went solar.  The following are the top 4 reasons they DID NOT go solar.  Objection - Solar is too expensiveObjection - I may sell my house in 5-7 yearsObjection - I want to wait for technology to improveObjection - Repairs and maintenancePick the following that puts them in order from top reason to bottom reason.

• Objection 1 - Repairs and maintenance Objection 2 - Solar is too expensive Objection 3 - I may sell my house in 5-7 years Objection 4 - I want to wait for technology to improve

• Objection 1 - Solar is too expensive Objection 2 - I may sell my house in 5-7 years Objection 3 - I want to wait for technology to improve Objection 4 - Repairs and maintenance

• Objection 1 - Solar is too expensive Objection 2 - I want to wait for technology to improve Objection 3 - I may sell my house in 5-7 years Objection 4 - Repairs and maintenance

• Objection 1 - I may sell my house in 5-7 years Objection 2 - I want to wait for technology to improve Objection 3 - Solar is too expensive Objection 4 - Repairs and maintenance

• California homeowners always go Solar.

Objection 1.  Maintenance and RepairsThe top reason consumers consider solar but do not actually go solar is concern over repairs and maintenance.  To help with this, all SunRun systems include Full System Management for free.  What does Full System Management include (select all that apply)? 

• Money-back performance guarantee and SunRun monitoring

• All-inclusive system insurance coverage

• 18-year full-service warranty, complete system maintenance, and annual panel washing

• Flexible options for (a) moving and (b) end of agreement

• All of the above

Objection 1.  Maintenance and Repairs As part of SunRun's Full System Management, SunRun offers a money-back performance guarantee for solar systems. SunRun takes the state-calculated output of the system and calls 105% of that value the "Estimated Output."If the state-calculated value is 10,000 kWh in year 1, what is SunRun's "Estimated Output?"

Objection 1.  Repairs and Maintenance If the state calculated value for system output is 10,000 kWh in year 1, then SunRun’s "Estimated Output" is 10,500 kWh. In the contract, SunRun guarantees 95% of this "Estimated Output" if the customer chooses Power Plan instead of Total Solar.Using those numbers above, how many kWh is the money-back guarantee based on for Power Plan.

Objection 2.  Solar Power is Too Expensive If someone is concerned about the overall cost of the solar system, what are the two payment plans SunRun offers to make solar more affordable?

• Full System Management

• Power Plan

• Total System

• Total Solar

• Total System Management Plan

Objection 2.  Solar Power is Too Expensive If someone wants to minimize their initial investment and have a lower hybrid bill and fix their rate for 18 years, what SunRun plan probably works best for them?

• Full System Management

• Power Plan

• Total System

• Total Solar

• Total System Management Plan

Objection 2.  Solar Power is Too ExpensiveIf someone wants to purchase a system, but is worried about maintenance or does not think they can take advantage of the tax credit, what might be the best option for them?

• Full System Management

• Power Plan

• Total System

• Total Solar

• Total System Management Plan

Objection 2.  Solar Power is Too ExpensiveUsing the knowledge that the price for Total Solar is simplyGross System Costminus the State and Local Solar Rebatesminus the Federal Investment Tax Creditminus a SunRun Pricing Factor (which is $1019 in this particular case)what is the Total Solar Price of the system shown below?

Using the knowledge that the price for Total Solar is simplyGross System Costminus the State and Local Solar Rebatesminus the Federal Investment Tax Creditminus a SunRun Pricing Factor (which is $1019 in this particular case)What are some of the selling points of Total Solar vs. a Cash Purchase?(select 2 answers)

• You only have a small utility bill left over (or none), and you still get Full System Management (which includes production guarantees, panel washing, insurance, monitoring, repairs and maintenance for inverters, etc.)

• Total Solar is always exactly 5% less than a purchase price

• You monetize the federal tax credit immediately, which is perfect for a customer that does not have a tax bill at year end of $7911 in the example above. ALSO, it is a $1019 better deal than cash (in the example above).

• If your system overproduces, you get all that power for free!!!

• If your neighbor builds a 2nd, 3rd, and 4th story and casts a shadow over your roof, SunRun will refund your money and take the system off your roof.

Objection 2.  Solar Power is Too ExpensiveIf someone starts with the SunRun Power Plan, but then comes into some money and wants to pre-pay their power, what discount can they receive?

• 25% discount

• 10% discount

• No discount

• The lesser of (a) Prime Rate plus 100 points or (b) 5.0%

Objection 3.  What if I sell my home? The average homeowner in California moves every 5-7 years.  What are the 3 options if someone moves?

• Transfer the agreement to the new owner with no fee

• Pre-pay the remainder of their power

• If the new homeowner does not want a discounted utility bill with a fully-maintained system, they have the option of just not paying

• Have the system removed for free

• Purchase the equipment

Objection 3.  What if I sell my home? From SunRun’s experience, almost all home sales result in a transfer of agreement.  What are the selling points of simply transferring the agreement?

• The new home buyer gets a discounted utility bill with no upfront cost. This makes the home more attractive.

• There is no additional fee and it is only a 2 page addendum to the contract. Realtors can call SunRun with questions, too.

• No matter the technical ability of the new home buyer, Full System Management takes care of it and alleviates worries that a future owner will say “no.”

• The initial owner has only risked their small upfront payment and typically recouped their costs before the sale.

• All of the above. And by checking this block, I promise to memorize this answer and deliver it quickly, confidently, and with eloquence.

Objection 4.  I want to wait for technology to improve or the price of solar to drop. Why is it bad for customers to wait for technology to improve (man-powered hamster wheel generators, for example) or just to see what happens to the solar market?

• Efficiency of panels is improving slowly. But the bottom line is that solar prices are dropping slower than the utility prices are rising.

• State rebates are running out faster than prices are improving

• The federal incentives will not last forever. They are established to inspire action immediately.

• Only A and C

• A, B, and C above

Objection 5.  Can I trust SunRun? Based on SunRun’s experience in the market and in the home, one of the most common final objections is the worry that SunRun will not be around to honor its obligations for 18 years. To overcome this objection, sales teams should start with SunRun’s financials and reputation.  Please select the applicable concepts to highlight with the homeowner.

• $105M in financing from a very conservative US Bank secured in the midst of a national financial meltdown (November 2008)

• Funded by the investors of Netflix and Facebook

• Articles in USA Today, Wall Street Journal, etc.

• #1 in residential PPA’s with 2000+ systems owned by SunRun

• All of the above. And by checking this block, I promise to memorize this answer and deliver it quickly, confidently, and with eloquence.

Objection 5.  Can I trust SunRun? For this final objection (the worry about SunRun’s health and ability to honor its 18 year agreement), what section of the Power Plan can you find proof that SunRun must contribute 18 years of funds for maintenance and repairs.(for example, the answer needs to be written in the format of number and letter like 99f or 1c or 19x)

• Section 5d

• Section 13a

• Section 2c

• Section 15a

• Section 3f

In section 4 (b) of the Power Plan agreement it states that the customer agrees to purchase all electricity energy produced by the Solar Facility.For example, you have created a 75% offset system, the Estimated Output is 10,500 kWh for the year, and the customer is paying $0.20 per kWh.  Let's say it is 115% sunnier than expected and the system produces 12,075 kWh.  Does the customer have to pay $0.20 per kWh for the extra, over-produced 1,575 kWh?

• No, if the system over produces the customer does not have to pay SunRun

• No, the system should be designed to never over produce

• Yes, the customer is agreeing to pay for ALL power produced by the system. But the customer will be replacing more of the expensive, unpredictable utility bill with a solid, clean, low-cost SunRun electricity bill ($0.20 in this example).

• Yes, but at a discounted rate

The Initial Term refers to 18 years or the date that the customer runs out of their allotted electricity.  Which of the following is an option at the end of the Initial Term with SunRun? (select the 3 that apply)

• The Agreement is automatically renewed if the customer does not notify SunRun (but the customer will be contacted by SunRun 30-60 days prior to that date)

• The homeowner can ask SunRun to remove the system for free

• The customer can purchase the system for Fair Market Value

• SunRun will take the panels off the roof but it is up to the customer to repair their roof.

• SunRun will remove the panels for free and completely upgrade the roofing materials to the latest and greatest technology.

In section 11 the agreement states that the customer can purchase the system for Fair Market Value.  When can the customer exercise this right? (select all that apply)

• On the 5th anniversary of the Initial Term

• At the end of the Initial Term

• When selling their property or if SunRun is in default of its obligations

• In accordance with section 11D, the customer can call SunRun at any other time during the Initial Term to discuss purchasing the system. If they do so, it will be at Fair Market Value but it is not constrained by a minimum or maximum value.

• All of the above. And by checking this block, I promise to memorize this answer and deliver it quickly, confidently, and with eloquence.

When completing a SunRun deal and sending it to your operations department or to SunRun, which of the following must be submitted to before it can be completely approved? (Select the 3 that apply)

• A picture of the customer's property

• A signed SunRun Customer Agreement

• A signed construction agreement (EPC)

• A copy of their utility bill

• Deposit of $1000

When a customer is signing a SunRun Power Plan Agreement, which of the following sections must the customer initial or sign? (Select the 3 that apply)

• Signature and date on page 10 of the agreement (after section 20). This is the section where SunRun prefers both spouses sign!

• An initial on the bottom of every page

• An initial after the Insurance Section

• An initial by the monthly payment option they would like to select in Exhibit B

• An initial after the Options to Purchase Section

What is the default billing type for monthly SunRun monthly bills?

• Via email unless they contact SunRun and ask for paper billing

• SunRun sends out monthly paper bills in the mail

• Bills? What bills. I thought this stuff was free.