You've run the numbers. Solar looks like it makes sense for your home. Now comes the part most homeowners aren't prepared for: the sales meeting.
Solar installers range from excellent to predatory. The good ones are transparent, patient, and happy to answer every question. The bad ones rely on high-pressure tactics, vague quotes, and contracts with important terms buried in fine print. The questions below help you tell the difference and make sure you're getting the right system at a fair price.
1. Are you licensed, insured, and NABCEP certified?
This is the first thing to ask, and any reputable installer should answer without hesitation. Licensing requirements vary by state, but every installer should hold a valid contractor's license in your state along with both liability insurance and worker's compensation coverage.
NABCEP (North American Board of Certified Energy Practitioners) certification is the industry's highest credential. It isn't required everywhere, but it signals that the installer has completed rigorous training and knows how to design and install a system safely. Ask to see the certificate. A good installer will have it ready.
2. Who actually does the installation?
This question surprises a lot of homeowners. Many solar companies sell contracts and then hand the physical installation off to a third-party subcontractor, sometimes the lowest bidder. That isn't automatically a problem, but you deserve to know.
Ask whether the installers are employees or subcontractors, whether they have experience with your roof type, and what the timeline looks like from signing to installation day.
If the work is subcontracted, ask how the company ensures quality and who you contact if something goes wrong. Unclear answers here are a yellow flag.
3. What equipment are you installing, and why?
Not all solar panels perform the same over 25 years. Ask for the specific make and model of the panels, inverter, and any other components. Then ask why they're recommending that particular combination for your home.
Key things to know about the panels:
- Efficiency rating is how much sunlight the panel converts to electricity.
- Degradation rate is how quickly output declines over time. Look for 0.5% or less per year.
- Performance warranty should guarantee at least 80% output after 25 years.
For inverters, ask whether they're proposing a string inverter or microinverters. Microinverters cost more upfront but perform better on roofs with any shading and are generally easier to troubleshoot.
4. What does the quote actually include?
Ask for an all-in number covering equipment, labor, permits, inspections, utility interconnection fees, and any other costs. A trustworthy installer will break this down line by line. Vague ranges or "we'll figure it out later" are red flags.
The quote should also include:
- Annual energy production estimated in kWh
- Projected annual savings in dollars
- Payback period based on your actual usage
- All financing options with APR clearly stated
- State incentives and utility rebates applied to the total
If an installer gives you a price without explaining how they arrived at it, ask them to walk through the breakdown. Transparency here reflects how they'll handle the rest of the project.
5. What warranties cover my system?
There are three separate warranties to understand. Confusing them is one of the most common mistakes homeowners make.
- Panel manufacturer warranty typically covers 25 years and protects against defects in the panels themselves.
- Performance warranty guarantees the panels will produce a minimum percentage of their rated output over time. Look for 80% or better at year 25.
- Workmanship warranty covers the installation itself. Look for at least 10 years, and ideally 25.
Also ask what happens if the installer goes out of business before the workmanship warranty expires. Established companies with long track records carry less risk here than newer entrants.
6. How do you handle permits and utility interconnection?
A full-service installer handles all of this for you: permit filings, inspections, and the paperwork to connect your system to the grid and get net metering approved. If an installer tells you that you need to contact your town hall or utility yourself, that's a red flag.
Ask how long the permitting process typically takes in your area and what could cause delays. Experienced local installers know your municipality's requirements and can give you a realistic timeline.
7. What happens after installation?
Ask about system monitoring. Most modern installs include an app that shows real-time production data. Ask who you contact if output drops unexpectedly or something breaks. Ask what the process is if you need the panels removed for a roof repair. If you're financing, ask what happens to the loan if you sell the home before it's paid off.
Good installers have clear, practiced answers to all of these. Hesitation or vague responses about post-installation support are a sign the company's customer service doesn't match their sales pitch.
The red flag that overrides everything else
If an installer pressures you to sign the same day by creating urgency around pricing, incentives, or availability, walk away. A solar system will be on your roof for 25 years. Any company worth working with will give you time to compare quotes, read the contract, and make a decision you feel confident about.
Getting at least three quotes is the single most effective way to protect yourself. Prices and quality vary significantly, and comparison shopping is the fastest way to spot both bad deals and bad actors.