Video Script: Day 1 — Your Solar Business Diagnostic

OPENING HOOK (0:00-0:45)

[Camera: Direct to camera, professional background]

"Every solar company that has ever scaled past $5 million in annual revenue started with one thing: an honest, brutal assessment of exactly where they stood. Not where they wanted to be. Not where their business plan said they should be. Where they ACTUALLY were.

I'm talking about real numbers. Real capacity constraints. Real competitive position. Because the companies that skip this step — and most do — they stall out between $500K and $1.5M in revenue, and they never break through.

Today, Day 1 of your 90-day transformation, we're doing the diagnostic that changes everything."

SECTION 1: THE REVENUE & PIPELINE REALITY CHECK (0:45-3:30)

"Pull out a piece of paper or open a spreadsheet. I want you to write down these numbers with absolute honesty.

First: How many installs did you complete in the last 12 months? The industry benchmark for a $1M company is 50+ installs. If you're below that, we need to talk about why.

Second: What's your average system size? The national average is 8.5 kW, but in sunbelt states, it should be 10-12 kW. If you're below 7 kW, your market may be price-sensitive or your reps may be undersizing.

Third: Average contract value. Should be $25,000-40,000 for residential. Below $25K and you're competing on price. Above $40K and you may have a premium positioning opportunity.

Fourth: Gross margin per install. Target is 35-40%. If you're below 30%, you're either pricing too low or your soft costs are out of control.

Fifth: Current pipeline value. Healthy companies maintain pipeline at 3x their monthly target. So if your monthly target is $300K, you should have $900K in active pipeline.

Sixth: Average sales cycle. Should be 30-60 days. Over 90 days and you have a nurturing problem. Under 14 days and you may be leaving money on the table by not upselling.

[Screen share: Show diagnostic template being filled out]

SECTION 2: LEAD SOURCE ANALYSIS (3:30-6:00)

"Now let's look at where your leads come from. Rank each source by volume AND quality. I want two numbers for each: leads per month and close rate.

Door-to-door, referrals, digital, paid ads, partnerships — whatever you're doing.

Here's the critical insight: companies with three or more lead sources, each at 20% or more of total volume, scale faster and are more resilient. If 80% of your leads come from one source, you have a vulnerability. If that source dries up — Facebook changes their algorithm, a competitor saturates your territory, Google raises ad costs — you're in trouble.

I once worked with a company doing $2M annually. 90% of their leads came from one digital agency. When that agency lost their Google Ads account, revenue dropped 60% in 90 days. They almost went bankrupt. Diversification isn't just strategy — it's survival."

SECTION 3: TEAM & CAPACITY REALITY (6:00-8:30)

"Now let's look at your team. For each role, write down current headcount and what you'd need for 3x growth.

Sales consultants: one per $500K in revenue. Canvassers: two to three per sales consultant. Install crews: one per $800K in revenue. Project managers: one per 15 active projects. Office staff: one per $1M in revenue.

Most companies I diagnose are under-capacity in sales and over-capacity in operations, OR the reverse. Very few are balanced. Finding your bottleneck is everything."

SECTION 4: THE 90-DAY COMMITMENT (8:30-10:00)

"Write this down: 'Over the next 90 days, I will build [specific systems] to grow from [current metric] to [target metric].'

Be specific. 'Grow revenue' is not a commitment. 'Generate 40 qualified consultations per month and close 20% at $32,000 average contract value' is a commitment.

Your commitment statement becomes your North Star for the next 90 days. When you're deciding what to work on, ask: does this move me toward my commitment? If not, don't do it."

SECTION 5: TODAY'S IMPLEMENTATION (10:00-11:30)

"Your action items for today:

One: Complete the full diagnostic worksheet. Every number. Be honest.

Two: Calculate your true customer acquisition cost by lead source.

Three: Identify your #1 bottleneck — the single constraint holding back growth.

Four: Write your 90-day commitment statement and post it where you'll see it daily.

Do not skip this. Do not rush through it. This diagnostic is the foundation everything else builds on."

CLOSE (11:30-12:00)

"Tomorrow, Day 2, we're mapping your ideal customer avatar with the specificity that separates amateur solar companies from professional ones. See you then."

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