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Read it top to bottom. This is a profit-share JV conversation — that's the deal, no debate. You keep it simple: frame it, ask a handful of questions, land the 20%.
Warm, partner tone. You're not pitching — you're agreeing how you both win. Lock the JV as the model from the first minute.
“Les, thanks for jumping on. Quick one before we dig in — it's been a solid couple of months, the leads are flowing, Facebook and WhatsApp are doing their job. What I want to nail today is how we structure this properly so it's genuinely worth it for both of us long-term.”
“You floated a profit share, and honestly that's exactly the model I want too. You keep 80%, we take 20% of the net. That keeps us completely aligned — the only way we earn anything real is if we actually grow your solar side. A flat monthly fee doesn't do that for either of us: you'd be paying whether it works or not, and we've got no reason to push. The JV means we only win when you win. That's the one I want to build.”
He already offered 20% — you're confirming the model, not selling it. Move on quickly.
You can't structure a fair share on numbers you can't see. Ask these naturally, one at a time.
“What's a typical install worth to you — average job value on a private, able-to-pay solar & battery job?”
“And roughly what's your net margin on one of those, once the kit and install labour are out?”
This is the number our 20% sits on — get a real figure, even a range. Everything else is secondary.
“I'm not worried about capacity — I know you've built the infrastructure to go nationwide before. Just confirm for me: how many installs a month could the current teams comfortably handle before it strains?”
“Talk me through your sales team — who's on it, how many, and how are they set up?”
“On finance — I know you offer it. Which agreements have you got in place? I want the full list, including Hometree, so we can build every option straight into the proposals.”
Don't ask about close rate. They've come out of ECO4 into private able-to-pay — they genuinely won't have that number yet, and asking makes it look like you expect them to. Skip it.
This is ours to own and systemise. Reassure him he doesn't need to figure it out.
“The quoting side — leave that with us, it's a system we'll build for you. The idea's simple: a lead comes in off a video or price-based ad, and really all we need from them is where the property is — a map pin — and their annual electricity usage.”
“Ideally we've got most of that before anyone even speaks to them. With the right video ads we bring the cost per lead right down and capture what we need in the quote form up front — and if anything's missing we just ask again over WhatsApp. So by the time we're building the proposal, we've usually already got what we need.”
“From there we put together an OpenSolar proposal, and the important bit is we send it as a link showing all three product options — not just one price — so they can compare and pick what suits them. We'll get that side set up and walk your team through how it runs. You don't need to touch it.”
“How are you taking deposits at the moment?”
“Easy one to fix. We'd get you on something simple like SumUp, so a customer can pay their deposit by card on the spot — right off the proposal. Little thing, but it makes it much easier for someone to say yes there and then.”
This is your strongest card on lead quality. Own it.
“The single biggest lever on lead quality is the video ads. Right now you've got the one 30-second clip — and honestly it's costing you good leads. This is squarely our wheelhouse: we've scripted and run video ads for other installers and clients, and we know exactly what pulls high-quality, ready-to-buy leads.”
“We'd take that side over — the scripting, the creative, what we actually capture in the ad. Get better-quality people coming through and everything after that just gets a lot easier.”
He already knows this — reinforce it, don't oversell.
“You already know why this works with us specifically. The lead engine — the Facebook ads, the Legion side — that's already ours and already running. The playbook's proven; we've got other companies doing exactly this right now.”
“And we're not starting cold — we've been in your business two months already. Facebook ads live, WhatsApp flowing, your team knows the process and the qualification. The two pieces we're adding now are the ones that really matter: the OpenSolar online proposal system — which we'll set up and show you how to run — and the video ads. We can also build the online deposit and finance options straight into the proposal itself.”
“One thing to be clear on so there's no confusion later: we assist sales, we don't run your sales. Your team still closes. We arm them, and we own the demand and the systems around it. The whole point of doing it this way is it's lower risk for you — you're not paying us up front, we build the system, and we only earn our bigger reward if it actually pays out.”
“So the structure's simple — and it's the one you put on the table: 20% of net, you keep 80%. Two things I'll need to make it work: full access to the CRM and pipeline so we can see everything, and we'll pin down exactly how we define ‘net' when we draw the agreement up — nothing to solve today, just flagging it now.”
No objection handling needed — he offered the 20%. Don't argue a point he's already conceded.
“If you're happy in principle, let's agree the 20% JV today and I'll get the agreement drafted. We can nail the finer details — the net definition, the reporting — in the paperwork. Sound good?”
Get the verbal yes. Next steps and timelines can be sorted after — don't overload the close.
Attain Digital · Eco2NW JV call script · internal · profit-share JV, 20% net.