Start with the role and the payment trigger
A lead generator, canvasser, setter, closer, and dealer can have very different compensation arrangements. Ask whether eligible work is an accepted lead, a held appointment, a sale, an installation, or another milestone.
A booked appointment is different from an attended appointment. A signed sale is different from an installed project. Ask how those milestones are recorded and what happens when a customer cancels, reschedules, or changes the project.
Understand an illustrative redline calculation
A redline model commonly compares a sale price per watt with an agreed base price per watt. In one sample calculation, a $3.00/W sale price minus a $2.35/W redline creates a $0.65/W difference. For an 8 kW system (8,000 watts), that is $5,200 before any project deductions and split.
If that same illustration includes $1,000 in deductions and a 50% share, the result is ($5,200 − $1,000) × 50% = $2,100. This is arithmetic using sample inputs, not offered terms, typical pay, or guaranteed earnings. A real agreement may calculate deductions or splits differently.
Compare self-generated and company-sourced business
Ask whether lead source changes the split, what counts as self-generated, and how referrals or reassigned opportunities are handled. Compare scenarios with the same system size, sale price, and adders.
Ask about lead availability and quality separately from the compensation formula. A favorable split does not tell you how many appointments you will receive or how many projects will become eligible for payment.
Map the timing and adjustments
Request the payment schedule and the conditions for each milestone. Clarify the treatment of financing, installation, activation, customer changes, cancellations, and any chargebacks. Ask who resolves discrepancies and what project information you can review.
Evaluate gross commission alongside the expenses you would cover, such as travel or tools. Do not confuse gross commission with take-home income. Discuss your own tax and financial circumstances with an appropriate professional if needed.
Get the complete agreement before committing
Record the proposed redline or rate, eligible activity, split, deductions, payout timing, expenses, and cancellation terms together. For setter and canvasser roles, request the specific pay model instead of relying on a closer calculator.
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