Solar has a qualification problem: a lead is worthless if the person rents, has a shaded roof, a tiny electric bill, or can't finance. Buying solar leads well is mostly about buying qualified ones. Here's what to look for.
What makes a solar lead qualified
- Homeownership — renters can't install. This is the first filter.
- Roof and sun — suitable, unshaded roof with usable orientation.
- Bill size — a meaningful monthly electric bill is what makes the economics work.
- Credit / financing — most residential solar is financed, so creditworthiness matters.
- Intent — actively evaluating, not idly curious.
Appointments vs raw leads
Appointment-set leads (a confirmed time with a qualified homeowner) cost more but save your closers from dialing dead numbers. Raw leads are cheaper but require your own qualification and scheduling. Pick based on whether your bottleneck is lead volume or closer time.
Fresh vs aged
Solar intent decays fast — a homeowner who requested info last quarter has likely already taken three calls. Always check the freshness date, and treat aged leads as a lower-priced, lower-conversion tier, not a bargain.
Source matters
Opt-in leads (the homeowner asked for info) outperform scraped lists and keep you on the right side of calling rules. A good listing discloses its lead source so you know what you're getting.
Where to buy
On XS Leads you can buy solar leads from reviewed listings that specify vertical, freshness, source, and delivery format, browse what's live, and preview a sample. See also how to buy leads.