Gradient Setter Performance Report

Source: SEE Solar Setter Script Training v1.3 (Feb 2026) — Not a rigid script, but the standard for how to handle objections and progress calls

The 6-Step Process

1. Script Ready 2. Ready for Objections 3. Use 3 Relaxers 4. Value Raising 5. Rebuttals 6. Back to Pitch

11 Relaxers (Use 3 per objection)

"Believe me I understand" • "I would feel the same way" • "A lot of people tell me that" • "That's a great question, glad you brought that up" • "I love your honesty" • "I wouldn't expect you to feel any other way" • "Let me ask you a question..." • "That is exactly why I am calling you" • "Oh really? Tell me more about that" • "And I appreciate that..." • "I completely understand..."

Objection Playbook vs. Actual Setter Behavior

5 Value Raising Statements

1. Lock in a fixed lower payment that never increases and eventually disappears
2. Rate protection from utility increases — you're giving a blank check to the utility right now
3. Sell excess electricity back to the grid via net metering
4. $4,000 cash incentive available for qualified homeowners
5. 4% property value increase — FREE, no-obligation energy assessment

Key Insight (Call Type Bucketing Applied): Tina’s 95% and Marco’s 73% are inflated by confirmation calls that were scored before bucketing. Tina has 10 confirmation calls (33% of her transcripts) and Marco has 14 (44%). After excluding confirmations, only IB Cold and OB Cold calls count. Edison (32 IB, 0 conf) and Sebas (33 IB, 1 conf) have the cleanest sales-only datasets. Gisselle has the most dead calls (11) and 5 confirmations — only 52% of her transcripts are real sales. All offshore agents (Ben 22, Yen 2, Darvenie 2, Donita 2) do OB Cold exclusively (×1.15 weight). DNQ + confirmation + dead calls are all excluded from scoring.

Maxwell | B | 8.14 | 50% conversion

Keep doing: Your satellite imagery usage is the best credibility tool on the team. On call #454498 you pulled up the lead's roof mid-conversation and they immediately went from skeptical to cooperative. Your scam-objection rebuttal on that same call (9.75 composite) is the best single rebuttal in the entire dataset — you validated the concern, pivoted to government rebate language, and closed the appointment in under 2 minutes. Keep doing that exact sequence.

Work on:
• Hot mic discipline. Call #26230 (Feb 20) recorded you having a personal conversation about Donna Summer lyrics while the line was open. Multiple other recordings caught background chatter. The mic is always live — treat every second like the lead can hear you.
• Stop offering to "send literature." When a lead hesitates, you default to mailing info instead of fighting for the appointment. Literature doesn't close — once they hang up, that lead is dead. Push for the appointment: "Rather than mail something, let me get a technician out there so you can see the real numbers for your roof."
• Relaxers. Even at your level, you rarely use them. Adding "That's a great question" or "I completely understand" before your already-strong rebuttals would make them land even harder.

Marco | B | 7.05 | 73% conversion

Keep doing: You have the best overall balance on the team — 73% set rate, 2 Half-Court calls, and the only Golden Call (#892425). On that Golden Call you gave the most detailed and honest solar economics breakdown in the dataset, walking the lead through net metering, rate protection, and the $4,000 incentive without sounding scripted. Your confirmation call for Vandiver (Feb 20) showed strong objection handling when the lead pushed back on the "$1.01 cost" — you pivoted cleanly to no-cost ownership.

Work on:
• Relaxers before rebuttals. You handle objections well but jump straight into the counter-pitch. On call #954982 (Kaple, Feb 20) the lead had tree concerns and you went right to problem-solving without acknowledging the concern first. Start with "Believe me I understand" before pivoting — it takes 2 seconds and lowers their guard.
• Fight harder on scheduling blocks. When a lead says "call me back" or "I'm busy," you tend to accept it. Try: "I totally get it — let me just lock in a 10-minute window so you don't miss the incentive deadline." Converting a "call back" into a booked slot is the difference between B and A grade.
• Stay anchored on longer calls. You occasionally drift mid-conversation on calls over 5 minutes. Use your qualify checklist as a mental anchor to keep progression moving forward.

Edison | B | 7.19 | 59% conversion

Keep doing: You're the only setter on this team who uses relaxers at all — that alone sets you apart. Your satellite imagery usage creates instant proof and your 3 Half-Court calls show you can convert genuinely resistant leads. On the Vandiver call (Feb 20, #688061) you got a skeptical lead with a $175/mo bill all the way to a 12:30 appointment by staying patient and methodical through the full qualify sequence.

Work on:
• Use relaxers consistently, not occasionally. You use them maybe every 3rd objection. Make it every single one. The leads where you DO use relaxers convert at a noticeably higher rate than the ones where you skip straight to rebuttal.
• Hit all 6 value raising points. You mention the no-cost aspect consistently but rarely hit the $4,000 cash incentive, rate protection, or property value increase. These are the points that push a "maybe" into a "yes." Work them into your qualify-to-schedule transition.
• Legitimacy challenges. When leads question who you are or say "this sounds like a scam," lean into the government rebate angle harder and pull up the satellite imagery earlier. Your imagery is your best weapon — use it before they get suspicious, not after.

Sebas | C+ | 6.13 | 48% conversion

Keep doing: You hit 100% script completion on every appointment call and your delivery is the most consistent on the team — same structure, same pacing, every time. Your 3 Half-Court calls prove you can handle real resistance. On the Mackie call (Feb 20, #789759) you pivoted well from a financing denial to a PPA/lease alternative: "You can finance if you want to own, but they can also put them up for free... much lower rate for electricity." That's exactly the kind of creative reframing that turns a dead lead into a callback.

Work on:
• ORA is your weakest score (4.5/10). You accept soft rejections without pushing back. When a lead says "I'm not interested," you tend to say "Okay, no problem" instead of using the SEE rebuttal: "Which are you not interested in — making money, or cleaning the air?" That one line would change your conversion rate overnight.
• Zero relaxers across 21 scored calls. This is the single biggest gap in your game. Before any rebuttal, start with "Believe me I understand" or "I would feel the same way." It takes 2 seconds and it's the difference between the lead hearing your rebuttal vs. shutting you out.
• Don't let qualified leads walk. You let a $350/mo fully-qualified lead leave without a single rebuttal attempt. That's a closer's dream lead. Any lead over $200/mo who passes qualify deserves a minimum of 2 rebuttal attempts before you let them go.

Tina | C+ | 5.67 | 95% conversion

Keep doing: Highest set rate on the team (95%). Your script execution is near-perfect — you never miss a phase on willing leads. You never lose composure, your credit score judgment is solid, and your qualifying sequence is thorough. On the Foster reschedule (Feb 20, #2019598) you handled a missed appointment cleanly — quickly identified the issue, offered same-day or Monday, confirmed 4PM, and asked the lead to save the calendar date.

Work on:
• Zero Half-Court calls = you only convert willing leads. Your 95% set rate looks great but it's entirely on leads who were already leaning yes. The moment someone pushes back, you fold. Start attempting rebuttals on resistant leads even if you don't convert — the practice builds the muscle. Try one rebuttal per objection this week, even if it feels uncomfortable.
• Zero relaxers across 19 calls. You go straight from objection to pitch. Add "I completely understand" before every rebuttal attempt. It's one phrase that changes how the lead receives your next sentence.
• Learn to improvise. Your script-reading is audible — educated and skeptical leads pick up on it immediately and shut down. Practice the opener and qualify phases conversationally until they sound natural, not mechanical. Record yourself and listen back — if you can hear the script, the lead can too.
• Confirmation calls inflate your numbers. 7 of your 18 appointments are transferred or rescheduled appointments, not cold sets. Focus energy on converting NEW leads from cold — that's where the real growth is.

Darvenie | C | 5.39 | 50% conversion

Keep doing: Most promising of the offshore agents. Your opener structure is clean, your qualification sequence is methodical, and your delivery is controlled and intelligible — much clearer than the other offshore setters. Small sample size, but the foundation is there to build on.

Work on:
• Memorize 3 relaxers this week and use them on every call. Zero relaxer usage so far. Start with: "Believe me I understand" / "That's a great question" / "A lot of people tell me that." Use one before every rebuttal, no exceptions.
• Don't fold on DQ objections. When a lead might not qualify, you give up instead of pivoting. Try: "Let's have the technician take a look anyway — there might be other options for your situation."
• Add value raising. You qualify well but never tell the lead WHY solar benefits them. After qualifying, hit at least 3 of the 6 value points: $4,000 incentive, fixed payments, rate protection. This is the bridge between qualifying and scheduling.

Mayra | C | 4.76 | 44% conversion

Keep doing: Your satellite/map verification for shading is a genuine strength — you catch tree issues early which protects closer time. Your DNC handling is professional. Your borderline bill recovery technique (asking for 12-month average instead of accepting a low number) works when you use it.

Work on:
• FIGHT for your leads. On call #363757 you let a $300/mo fully-qualified lead — owned home, good roof, no trees — walk away without a SINGLE rebuttal. That's the biggest missed opportunity in the entire dataset. A closer would have killed for that lead. Any objection from a qualified lead deserves a minimum of 2 rebuttal attempts.
• Zero relaxers + zero value raising = no tools. You have nothing between "qualify" and "give up." Memorize 3 relaxers and 3 value raising points this week. Use them on EVERY call, even the ones that feel like dead ends. You can't improve without reps.
• Fix your tonality (4.9/10). You sound like you're reading a script — low energy, flat delivery. Practice the opener and qualify until they sound conversational. Record yourself, listen back, and compare to how Marco or Maxwell sound.
• Never say negative things on a live line. On call #1825880 (Feb 20) you said "This one is not going anywhere" while the lead could still hear you. You also quoted "four years" for the bankruptcy requirement instead of the correct seven per SEE script. Both are fixable with practice.

Gisselle | C- | 3.88 | 42% conversion

Keep doing: You can complete appointments on cooperative leads. 10 appointments from 24 scored calls shows the basic mechanics are there. On call #545717 (Feb 20) you recovered from a rough start where the lead couldn't understand you and still got a 6PM appointment.

Work on:
• Pick one name and stick with it. You introduce yourself as both Gisselle and Michelle across different calls. Identity confusion immediately kills trust. Choose one and use it every single time.
• Learn the spouse objection rebuttal. On call #990506 you lost a near-set by insisting both spouses be present. The fix is simple: "Totally fine if just one of you is there — the technician can follow up with your spouse afterward." The goal is getting someone in the home, not both on the phone.
• Don't go silent when you don't know an answer. On call #574784 (Feb 20) the lead asked about panel costs and you gave a vague "depends on what you qualify for" instead of a strong no-cost reassurance. When unsure, say "Great question, let me check on that" — dead air is a dead lead.
• Stop over-qualifying on credit. You're killing warm transfers by asking credit questions too aggressively upfront. Let borderline leads through to the closer — they have more tools to work with.
• Zero relaxers + zero value raising. Same prescription: memorize 3 of each and use them every call this week.

Ben | F | 1.55 | 0% conversion

Keep doing: You stay professional even when leads are hostile. You don't get rude or argumentative, which is a baseline that some agents don't even hit.

Work on:
• Accent is your #1 barrier. A lead on call #406410 explicitly said "your English is very broken." This creates an instant trust wall that no script can overcome. Consider accent reduction coaching, or reassignment to scheduling confirmation where the lead already agreed to the appointment and cold-call resistance isn't a factor.
• 86% dead call rate (19 of 22 calls). Most of your calls never become conversations. The first 10 seconds decide everything — practice your opener until it's crisp, clear, and confident. Record it 50 times and listen back.
• Switch from "Capitol Energy" to "Solar Rebate Program." Your vague opener triggered multiple "this is a scam" accusations. The SEE standard opener is clear and legitimate-sounding: "Hi, this is [name] with the Solar Rebate Program."
• Attempt at least ONE rebuttal before accepting rejection. You fold at the first "not interested." Even if the rebuttal doesn't convert, the practice builds the muscle you need.

Yen | F | 1.65 | 0% conversion

Keep doing: Polite demeanor and you attempt value mentions occasionally, which is more than some offshore agents do.

Work on:
• First 15 seconds are everything. Leads disconnect before you get to qualify because the opener doesn't land. Slow down, enunciate each word, and practice the opener 50 times until it's crisp. Your pace is too fast for leads to process.
• Fix run-on sentences. Your sentence construction makes it hard to follow. Use short, punchy statements — one idea per sentence. Instead of chaining clauses together, pause after each point and let the lead respond.
• Switch to "Solar Rebate Program" opener. The vague "Capitol Energy / energy update" intro triggers immediate scam suspicion. Clear opener = more leads staying on the line.
• Try ONE rebuttal before accepting "not interested." You currently fold at the first sign of resistance. One attempt is all it takes to start building the habit.

Donita | F | 1.85 | 0% conversion

Keep doing: Small sample size — only 2 calls scored, so there's room to improve with coaching and more reps.

Work on:
• Your opener sounds like a bill collector. Leads go defensive immediately because they can't tell what you're calling about. Rewrite to the SEE standard: "Hi, this is [name] with the Solar Rebate Program." Say it clearly and with energy — you want the lead to hear "rebate" and "program," not a vague company name.
• Lead with the value, not the mystery. You bury the solar pitch until the lead drags it out of you. Flip it: open with the benefit. "We're reaching out to homeowners in your zip code who qualify for a government solar rebate." Now they know why you're calling and they have a reason to stay on.
• Accent coaching. Like Ben, comprehension is a genuine barrier. Consider accent reduction or reassignment to a role with less cold-call resistance (scheduling confirmations, data verification).
• Memorize 3 relaxers and use them. Zero relaxers, zero value raising, zero persistence on objections. Start with the basics: learn 3 relaxers and use one before every rebuttal, even if it feels forced at first. The habit has to start somewhere.