The Right Stuff
Things every Sunrun
customer needs to know
July 2012
1CONFIDENTIAL
CSLB#: 969975
Setting the Stage – Sunrun Accreditation
 #1 priority is customer
experience
 Saying The Right Stuff in
the home
= great customer experience
= more referrals and fewer
cancellations
 Everyone selling Sunrun
must be accredited
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More
Customer
referrals
Misunderstanding
Sunrun Accreditation Basics
1.
Watch this webinar
2.
Take an online test
o
Link to test will be sent (via email) after this webinar
o
14-day window to pass test
o
Directions are in email you should have received
o
You can take test as many times as you like within 14 days
3.
Sign each deal you sell (beginning 8/1/12)
o
4.
5.
3
You acknowledge that you sold the deal according to the Right Stuff and
the Sunrun Code of Conduct
Include your Sunrun ID# on the agreement
o
You should have received this via email
o
Email sunrunhelp@sunrunhome.com if you need assistance
All deals must be marked as sold with the name of the sales rep who sold
the deal (beginning 8/1/12)
Look for this email
Image of Sunrun ID email
here
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Housekeeping Items
 Changes to the Agreement
 Roof warranty
 Renewal terms for leases
5
Your Host: Grayson Morris
6
7
The Right Stuff Game
Show Rules
 Present contestant with homeowner
misunderstanding
 Contestant picks a panelist
 Determine if the panelist is right or wrong
 Contestant with the most number of
points wins!
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9
10
Ken goes first.
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Homeowner misunderstanding: The purchase
price will be $0 at the end of the agreement.
The Right Stuff:
• Buyout cost is its fair market value.
• Other options:
• You can renew your agreement in one-year
increments, or
• Sunrun will remove the system at no cost
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Sunrun Solar Superstar Scoreboard
0
13
1
Emily, you’re up.
14
Homeowner misunderstanding: If Sunrun goes
out of business, then you get a free system.
The Right Stuff:
• Your agreement would be maintained and upheld
by one of Sunrun's investment partners
• All the terms and conditions will remain the
same.
• Alternatively, you may purchase the system.
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Sunrun Solar Superstar Scoreboard
1
16
1
Ken, let’s see what we have for you.
17
Homeowner misunderstanding: Sunrun has a
bumper-to-bumper warranty/coverage for the next
20 years, including any roof leaks having to do with
the solar facility.
The Right Stuff:
• [PLACE HOLDER UNTIL 2nd WEEK OF JULY
18
Sunrun Solar Superstar Scoreboard
1
19
1
Em, let’s check out the next one.
20
Homeowner misunderstanding: You can buy the
system at any time during the agreement.
The Right Stuff:
• You have the option to buy the solar system at:
• The 5th anniversary
• When moving
• At the end of the agreement.
Note: At any other time you can call the Sunrun
customer care team and discuss buying the solar
system (no guarantee).
21
Sunrun Solar Superstar Scoreboard
2
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1
Ken batter’s up.
23
Homeowner misunderstanding: You can switch
from monthly to the Prepaid agreement at any time.
The Right Stuff:
• You can switch payment options 21 days after
signature or before installation begins, whichever
comes first.
Note: this is new as of July 13th, 2012
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Sunrun Solar Superstar Scoreboard
2
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2
Em, let’s get you the next one.
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Homeowner misunderstanding: Sunrun
guarantees savings.
The Right Stuff:
• Sunrun does not guarantee savings because
savings are based on assumptions about future
electricity usage and utility rate increases
• Sunrun does guarantee the amount of power
your solar system will generate
• Sunrun will provide you that power at the rate
specified in your agreement.
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Sunrun Solar Superstar Scoreboard
3
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2
Homeowner misunderstanding: If you move and
the new buyer doesn’t want the system, the contract
is cancelled, and Sunrun will take the panels back.
The Right Stuff:
When moving, you have three options with Sunrun:
• Assign the agreement to the new homeowner
(most common)
• Pay off the rest of the monthly payments
• Purchase the solar system from Sunrun
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Sunrun Solar Superstar Scoreboard
3
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3
Homeowner misunderstanding: You’ll never get
another bill from your utility.
The Right Stuff:
• After when you move forward with Sunrun, you
are still connected to the grid
• You are still charged by your local utility for the
additional energy you need for your home
• Assuming your usage stays the same, your utility
bill will decrease once the Sunrun system is
turned on
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Sunrun Solar Superstar Scoreboard
3
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3
Homeowner misunderstanding: Your utility bill will
always be “X” dollars a month.
The Right Stuff:
• Assuming your electricity usage stays constant,
the solar system will offset “X” amount of your
total usage
• Sunrun can’t guarantee how much you’ll pay to
your utility
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Sunrun Solar Superstar Scoreboard
3
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4
Homeowner misunderstanding: If better
technology becomes available then Sunrun will
replace the panels with new ones.
The Right Stuff:
• You’re getting great technology that is available
today
• Sunrun does not do technology upgrades
• Sunrun does guarantee the amount of power
your solar system will generate
• The true asset of solar is the electricity, not the
panels
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Sunrun Solar Superstar Scoreboard
3
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4
Homeowner misunderstanding: Sunrun’s
maintenance includes panel washing.
The Right Stuff:
• Maintenance provided by Sunrun does not
include panel washing
• There is no scheduled panel washing
• If the system underperforms, Sunrun will do it’s
best to bring it back to the guaranteed production
level
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Sunrun Solar Superstar Scoreboard
3
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5
Homeowner misunderstanding: You can cancel
the agreement at any time without any
consequences.
The Right Stuff:
• Before installation – You could be forfeiting your
deposit
• After the installation – You will owe a "make
whole" payment to Sunrun.
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Sunrun Solar Superstar Scoreboard
4
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5
Homeowner misunderstanding: Sunrun shows a
very conservative production number, and you can
expect at least 10% more production each year.
The Right Stuff:
• We do our best to accurately estimate the
system production
• Sunrun's customer Agreement shows estimated
annual production
• Sunrun guarantees that amount of production
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Sunrun Solar Superstar Scoreboard
5
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5
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Sunrun owns the system.
You are signing a 20 year agreement.
You're purchasing the electricity the system produces.
The initial payment is $X. If your agreement includes a
deposit, $500 is due now, and the remainder, if any, is
due at time of installation.
In the first year, the monthly payment is $Y. There is no
monthly payment for prepaid customers.
Your monthly payment will increase by Z% each year.
You'll likely be installed in about X months.
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Sunrun Solar Superstar Scoreboard
6
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5
Sunrun Solar Superstar
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To Recap…
 All sales reps selling Sunrun must be accredited
 Take the Sunrun accreditation test
 Test directions are in the email you received
 You have 14 days to pass this test
 You can take it as many times as you’d like in 14
days
 Beginning August 1st you must sign each agreement
you sell and include your Sunrun ID#
 Beginning August 1st all deals must be marked as
sold in the proposal tool and name of sales rep must
be selected in dropdown
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