New rep ramp — first hour path

A new rep does not need the whole library first. They need the order of operations, the non-negotiable rules, the pricing path, and the traps that create bad promises.

First-hour path

1. Start with Deal-type decision tree so every lead becomes a clear job type.
2. Read Con Edison rules quick reference before promising rebates or NYSERDA / EFS.
3. Use Choosing the right financing option to match homeowner constraints to payment path.
4. Practice The 30-minute close so the price reveal happens after the baseline is agreed.
5. Scan Common pitfalls index before going into the field.

Verified field answer Guide UX / reviewed Apr 2026

New reps start with decisions, not chapters

If the rep can classify job type, spot stop conditions, pick financing, and avoid the top pitfalls, they can use the rest of the guide on demand.

Use when

A rep is onboarding, shadowing, or about to run early appointments.

Say / do

Give them the first-hour path, then point them to moment pages during real deals.

Trap

Do not ask new reps to read every page before they learn which questions matter in the home.

Decision treeCon Edison rulesPitfalls

What they should be able to answer from memory

• Is this decommissioning, non-decommissioning, or hybrid?
• Which permits apply?
• Does NYSERDA / EFS work on this deal?
• What is the monthly-payment baseline script?
• Which conditions force a pause before promising install timing?

Next reps should read

In-home scoping → Pricing and financing → Review and retention →