Solar sales vs. roofing sales: the two big-ticket door-to-door industries
Short answer: Solar and roofing are the two large-ticket door-to-door industries, and both pay slowly. The difference is what starts the sale and who pays for it. A solar sale starts with the electric bill and is paid for by the homeowner through cash, a loan, a lease or a power purchase agreement. A storm roofing sale starts with damage and is often paid for by the homeowner's insurance company. Solar is a financing conversation; roofing is an inspection and a claim.
| Solar sales | Roofing sales | |
|---|---|---|
| What starts the sale | A high electric bill and a roof that suits panels | Storm damage (hail or wind) or an old roof that needs replacing |
| Who pays for the job | The homeowner: cash, a loan, a lease or a power purchase agreement | Often the homeowner's insurer for storm damage; the homeowner for a retail re-roof |
| Roles | Setters book appointments; closers run them | Canvassers book inspections; the sales rep inspects, signs the homeowner and often manages the job |
| Physical side | Walking neighborhoods | Walking neighborhoods, plus ladders and roof inspections at most companies |
| Sale cycle | Door, appointment, agreement, then weeks or months to install | Inspection, claim, adjuster meeting, approval, build: often one to three months |
| How commission is set | A percentage of the system price or a rate per watt above a base price | A percentage of the job, or a share of the profit on it |
| When it pays | At a milestone such as permit or install | When the roof is built and the job is paid |
| Why deals fall through | Credit declines, roof or shade issues, utility and permit delays | Claims that are denied or approved for less than a full roof |
| Season and place | Year-round in the Sun Belt; follows electricity prices and utility rules | Follows the weather: hail in the Plains and Texas, hurricanes on the Gulf and in the Southeast |
| Rules to know | Solar sales registration or disclosure rules in some states | Deductible laws, limits on negotiating claims, and contractor licensing in some states |
Choose solar sales if
- You like numbers: bills, rates, financing terms
- You would rather not climb on roofs
- You want a role split so you can start as a setter
- You live in a state where solar sells year-round
Choose roofing sales if
- You do not mind ladders and physical work
- You like seeing a project through from inspection to finished roof
- You are willing to travel to where storms hit
- You can explain a process patiently and stay inside what you are allowed to say about insurance
Moving between the two
Many reps work in both over a career, and some companies sell both, since a new roof is often needed before panels go on. A solar closer moving to roofing has to learn inspections and the claim process. A roofing rep moving to solar has to learn financing and utility rules.
In both industries the rep who sets honest expectations at the first visit loses fewer deals during the wait. That habit is the most valuable thing to carry from one to the other.
Apply for both on one application Pick every industry you would consider. Free for reps.
Questions
Which is harder, solar sales or roofing sales?
They are hard in different ways. Solar asks the homeowner to make a long financial commitment, so the conversation and the paperwork are harder. Storm roofing is physically harder and depends on an insurance decision the rep does not control.
Do solar and roofing both pay commission only?
Mostly, yes. Both usually pay commission on completed jobs, weeks or months after the sale. Canvassing and setting roles in either industry sometimes pay an hourly base or a flat amount per appointment. Ask about a draw if you are closing.
Can a roofing rep also sell solar?
Often, yes. Some companies do both, and homeowners who need a new roof before going solar are a natural fit. Check that your rep agreement allows it and that you meet any state registration rule for selling solar.
Read next
- Door-to-door solar sales jobs and the solar sales FAQ
- Door-to-door roofing sales jobs and the roofing sales FAQ
- How Door-to-Door Sales Pay Works
- Where Door-to-Door Sales Jobs Are
- Setter vs. Closer in Door-to-Door Sales