Most solar reps completely mishandle roof conversations, and it’s costing them sales, installs, and credibility.

In this episode of Car Door to Front Door, Mike Brand breaks down one of the biggest opportunities in solar: leveraging roof upgrades to create more value for homeowners while increasing close rates and reducing attrition.

You’ll learn:

• The three biggest mistakes reps make with aging roofs

• Why avoiding the roof conversation destroys trust

• How to uncover reroof opportunities early in the sale

• The right way to position roof costs and home upgrades

• How to build urgency without sounding desperate

• Why partial reroofs often make more sense than full reroofs

• The framework Mike has used to help homeowners solve a major future expense while keeping more deals on track

If you’re selling solar and want to save more accounts, create more value, and turn potential objections into opportunities, this episode is for you.

Episode 5: The Follow Up Game

Most sales reps focus on getting the deal. The best reps focus on getting the install.

In this episode, Mike Brand breaks down the critical post-sale process that separates average reps from elite producers. From setting proper expectations and maintaining customer communication to resolving concerns, preventing cancellations, and creating a world-class customer experience, you’ll learn the small details that protect your deals and increase your install rate.

The reality is that a signed contract is just the beginning. The reps who consistently install the most accounts understand how to guide customers through the entire journey, from sale to PTO, while building trust every step of the way.

If you’re in solar, door-to-door sales, or any high-ticket industry, this episode will give you practical strategies to save more deals, reduce cancellations, and maximize the value of every sale you make.

Car Door to Front Door with Mike Brand. Turn drive time into game time.

In Part 4 of The Art of Getting Glass to Roof, Mike Brand breaks down three of the most overlooked skills in sales: framing, takeaways, and managing expectations.

Learn how top-performing reps control the flow of the conversation by setting the right frame, reducing buying pressure through strategic takeaways, and creating a smoother customer experience by eliminating surprises before they happen.

Mike explains the two key moments in every sales process where framing is critical, how to use takeaways to increase trust and lower resistance, and why properly managing expectations dramatically reduces cancellations and improves close rates.

If you’ve ever felt like homeowners were getting overwhelmed, hesitant, or falling off after the sale, this episode will show you how to create clarity, confidence, and momentum throughout the entire process.

Topics Covered:

• The two frames every sales presentation needs

• How to set the stage and control the conversation

• Using takeaways to reduce buying pressure

• Why not every homeowner should feel like a guaranteed customer

• Managing expectations before paperwork and site surveys

• Preventing surprises that lead to cancellations

• Creating momentum through clarity

• Why confusion creates hesitation and clarity creates action

The Art of Getting Glass to Roof is a 5-part sales training series designed to help door-to-door reps master the psychology, communication, and process behind elite-level sales performance.

In Part 3 of The Art of Getting Glass to Roof, Mike Brand dives into one of the most misunderstood skills in sales: objection handling.

Most reps view objections as roadblocks. Top performers view them as opportunities. In this episode, Mike explain why avoiding objections leads to cancellations, how to proactively bring up concerns before homeowners do, and why the best salespeople actively seek out objections rather than fear them.

Learn the Law of First Mention, a simple framework for handling objections without creating resistance, and how to address the most common concerns around solar, including escalators, 25 year agreement, moving, ownership, and savings.

If you want to increase conversions, reduce cancellations, and build more trust with homeowners, this episode is essential.

The Art of Getting Glass to Roof is a 5 part sales training series designed to help door-to-door solar reps master psychology, communication, and process behind elite-level sales performance.

Part 2 of The Art of Getting Glass to Roof covers four pillars of elite sales performance: Connection, Social Proof, Urgency, and Credibility.

Learn how to build authentic relationships, use humor effectively, create trust, leverage social proof, and help homeowners understand why acting now matters.

These principles have helped me generate over 1,000 self generated solar installs over my career and I guarantee that if you master and implement these principles your sales and installs will sky rocket.

The sale isn't complete when agreements are signed. The sale is complete when glass is on the roof. In Part 1 of The Art of Getting Glass on Roof, Mike Brand breaks down the 4 P's every rep must master to reduce attrition and increase installations: Process, Problem, Pain, and Protection. Learn how top performers keep customers committed from the initial sale through installation by creating certainty, reinforcing value, and preventing buyer's remorse. If you want more deals installed and fewer cancels, start here.