How do I find out if a solar installer’s leads depend on a single sales partner?

A lead source report is the first request. It should list each customer, the date of the sale and how the installer found them. Be wary if the seller cannot produce it, or if the source column is mostly filled with a vague label such as "referral". Ask the seller to define each label, and compare the report with bank deposits so the sources match the money.

Then look at the paper behind the main partner. Is there a written agreement, and does it say who owns the customer relationship, who handles follow-up and what happens if either side walks away? Does the partner send leads to other installers too? A partner who can switch to a competitor tomorrow is a different risk from one tied in by a signed agreement. Your lawyer can read that agreement and tell you whether it passes to a buyer.

Last, ask what the installer would do if that partner vanished. Is there a website, a repeat-customer stream, an in-house sales person? Ask to speak with the partner before closing, with the seller present. Check marketing spend too. If one partner is paid per lead or per signed sale, ask how those fees are recorded, because the cost of that relationship should show up clearly when you study profit.

Key takeaways

• Get the lead source report and match it to deposits.
• Ask who owns the customer relationship under any partner agreement.
• Speak to the main partner before you commit.