Case study›Solar · San Diego and Sacramento · Manual dialing

A battery team booked 41 appointments from its first 281 homes

An installer’s in-house battery team tested 281 solar homes with no battery on record against its own best list. The test booked 41 appointments, 2.83 times the appointments per home of the team’s own permit lists, and the team moved on to a paid monthly pilot.

Who: A California solar installer’s battery team
Customer type: In-house call team
Sells: Batteries to homes that already have solar, by phone
Market: San Diego and Sacramento
Team: In-house setters of an installer with 150+ sales reps
Dialer: Manual dialing, no autodialer

Solar panels on a dark roof, the conduit running down to a bare wall where no battery hangs — **2.83×**more appointments per home than its own best list

41appointments bookedfrom the first 281 test homes

14.59%of test homes bookedSeptember 10 to 21, 2026

2.83×the rate of its own permit lists195 appointments on 3,790 records

~5%first-day set ratepaid pilot, against a 3% bar

Test counts from the team’s own CRM export. The pilot set rate is the team’s own report.

Its best list was one it built itself

This team sells batteries to homeowners who already have solar. It is part of a solar installer with more than 150 sales reps, and its setters dial by hand.

Before us, its best list was one it built itself: permit records in San Diego and Sacramento. That list set appointments on 5.14% of its homes, 195 of 3,790. The team also gave us a written bar for any new source: a set rate of 3% or better.

41 appointments from 281 homes

We sent a small test file: 281 homes in the same two cities, each with panels on the roof and no battery on record. Between September 10 and 21 the setters booked 41 appointments from it, 14.59% of the homes. That is 2.83 times the appointments per home of their own best list, a list they had been dialing for weeks longer.

Two honest notes

The test was small, cut from the top of a ranked file, and it stopped moving on day seven. And the lift was not in who picked up. The answer rate stayed about the same as on their own lists. The lift was in who said yes.

Then a paid pilot

The team then started a paid monthly pilot in Sacramento. On the first day of that batch the set rate was about 5%, above their 3% bar and above their own 4.7%. They paid for a second month in October.

Before us, and after

Appointments per record

Before5.14%its own permit lists, 195 of 3,790

After14.59%41 of 281 test records

2.83×

First-day set rate

Before3%its written bar; 4.7% on its own lists at 16,000-lead scale

After~5%the paid Sacramento batch

Above its own bar

How it works

We find homes with panels on the roof, take out every home with a battery on record, and send the owner’s cell phone.