The short answer: collect a refundable $100-$300 site-survey deposit at the customer portal via Stripe, before scheduling the site survey. Pre-deposit cold leads show up 25-40% of the time; deposit-paid leads show up 85-95%. The deposit is refunded if the home isn't viable for solar or if the homeowner cancels within the agreed window.
Why deposits matter for solar specifically
- Solar pipelines are long (30-90 days from survey to install). Pre-deposit filtering prevents wasted sales-engineering hours on tire-kickers.
- Solar customers shop 2-4 installers. A deposit signals commitment to your specific company.
- Solar leads often involve site-survey driving + utility-data collection — both costly if the homeowner doesn't actually plan to install.
- Solar Launch installers average $32 in install revenue per $1 spent partly because deposit-paid leads convert at 60-75% to install, vs 15-25% for cold leads.
Standard deposit amounts and framing
- $100-$300 refundable site-survey deposit — typical.
- Refundable trigger 1: survey reveals home isn't viable (shading, structural, electrical-panel undersized for solar).
- Refundable trigger 2: homeowner decides not to proceed within a stated window (usually 14-30 days after survey).
- Refund timing: within 7 business days via Stripe refund.
How Solar Launch automates the deposit workflow
- Homeowner scans postcard QR. Lands on per-home customer portal with rendered roof + system size + 25-year savings.
- Stripe checkout integrated on the portal. Homeowner taps "Pay $X to lock in your free site survey + system design."
- Deposit confirmed. Automated email + SMS within seconds of Stripe success.
- Lead created in CRM with deposit-paid status, contact info, and rendered system attached.
- Refund button available in the CRM if the homeowner needs the refund processed.
Legal considerations
Most U.S. states allow contractor deposits but cap them at a percentage of the contract (often 10% or $1,000, whichever is less) before work begins. Pre-contract deposits (site-survey deposits) are typically allowed if clearly refundable and disclosed in writing. California has stricter rules around solar contracts specifically (Solar Home Improvement Contract, separate guarantee + disclosure requirements). Always disclose the refund policy in writing at the customer portal — Solar Launch's portal includes it on every checkout flow. Not legal advice — consult a licensed attorney for state-specific guidance.
Common deposit mistakes
- Deposit too small ($25-$50). Doesn't filter — homeowners pay without commitment.
- Deposit too large ($500+). Scares away serious homeowners who haven't yet built trust.
- Non-refundable framing. Closes deals badly; most homeowners won't pay a non-refundable deposit pre-contract.
- Slow refunds. Drives complaints and reviews. Refund within 7 business days, automatically.
Deposit-paid solar leads. Automated.
Free account, free rendering, $1 per mailed solar quote. Stripe deposit integrated on every customer portal.
Start free →