12 solar sales tactics to recognize before you sign
What they say at the door, what hides in the paperwork, and what to do if you already signed.
- There is no federal program that gives homeowners “free” solar panels.
- The 30% homeowner tax credit ended after 2025, but some pitches still use it.
- If you signed at home, you generally have three business days to cancel in writing.
General consumer information, not legal advice. If you think you were misled, contact your state attorney general’s consumer protection office.
Most solar companies are legitimate, and solar can be a good investment for the right home. But it’s also a big-ticket, long-term purchase sold door to door, by phone, and through online ads, which makes it a magnet for aggressive and sometimes deceptive sales. The end of the homeowner solar tax credit has added a new wrinkle: some pitches haven’t caught up, and some sellers are counting on you not knowing.
Here are the tactics consumer protection agencies and homeowners report most often, and what a trustworthy company does instead.
What you might hear at the door
1. “There’s a government program that pays for your panels”
“You qualify for the free solar program in your area.”
There is no federal program that installs free panels on homeowners’ roofs. “Free” usually means a lease, a power purchase agreement, or a loan with nothing due today, and you pay over 20 years or more. Some states and utilities do run real low-income solar programs, but you can confirm those directly with your state energy office.
2. “You’ll get 30% back at tax time”
The federal Residential Clean Energy Credit ended for systems placed in service after December 31, 2025. A 2026 quote for a system you’d own that subtracts a 30% federal credit is either outdated or misleading. Ask the seller to name the exact credit in writing. Our explainer on what happened to the solar tax credit has the details.
3. “Your electric bill will go to zero”
Even with solar, most homes still pay their utility something: fixed monthly charges, connection fees, and power used at night or on cloudy days. How much you save depends heavily on your utility’s net metering rules.
4. “We’re working with your utility”
Some sellers imply they represent your power company. Utilities generally don’t send solar salespeople door to door. Ask for a business card and license number, then call your utility using the phone number on your bill, not a number the salesperson gives you.
5. “This price is only good today”
A real quote doesn’t expire before you can read the contract. Deadline pressure is designed to stop you from comparing offers. A reputable company will leave a written proposal and give you time.
6. “Can I see your electric bill?” in the first five minutes
Installers do need your usage history to size a system, but there’s no reason to hand over your account number to someone you just met. Share a copy with the account number covered until you’ve checked the company out.
What might be hiding in the paperwork
7. Signing on a tablet without seeing the full contract
Some homeowners say they were asked to tap through signature boxes on a tablet without seeing the whole agreement. Ask for the complete contract as a PDF or on paper, and read it before you sign anything, including a “preliminary” form or credit check.
8. A loan price that’s higher than the cash price
Many solar loans include a “dealer fee” the lender charges the installer, which is often folded into the price you pay. The Consumer Financial Protection Bureau has warned that these fees can make the financed price much higher than the cash price without being clearly disclosed. Always ask for both prices side by side.
9. A loan built around a tax credit you won’t get
Some solar loans were designed so that the payment jumps unless you pay down a chunk of principal, usually with your tax refund, by a set date. With the homeowner credit gone, that structure can leave you with a much higher payment. Ask whether the loan has a re-amortization date and what happens if you don’t make a lump-sum payment.
10. Savings that depend on huge utility rate increases
A savings chart that assumes your utility rates will climb sharply every year can make almost any deal look good. Ask for the estimate using today’s rates with no increase. If it only works with big hikes, it’s a weaker deal.
11. Missing lease terms
If it’s a lease or PPA, the contract should spell out any yearly payment increase, what happens when you sell your home, who pays for roof work, and the buyout price. If those aren’t clear, see our list of questions to ask before signing a solar lease.
12. An unlicensed contractor, or pressure to skip your cancellation window
Check the company’s license with your state contractor licensing board. And be wary if installers want to start work right away, before your cancellation period ends; once panels are on your roof, cancelling gets much harder.
What a trustworthy installer does:
- Gives you a written proposal and time to compare it.
- Shows a cash price and a financed price, plus every fee.
- Sizes the system from 12 months of your actual usage.
- Names any incentive precisely and puts it in writing.
- Provides its license number and proof of insurance on request.
- Explains warranties for panels, inverter, workmanship, and roof leaks.
If you already signed
- Check the date. If you signed at home with a door-to-door seller, the FTC’s Cooling-Off Rule generally gives you until midnight of the third business day to cancel. Many states have similar or longer protections.
- Cancel in writing. Use the cancellation form the seller must give you, or send a dated letter. Keep a copy and proof you sent it.
- Contact your lender, too. If a loan was part of the deal, tell the lender in writing that you cancelled.
- Report it. File complaints with your state attorney general, your state contractor licensing board, the FTC at ReportFraud.ftc.gov, and, for loan problems, the CFPB at consumerfinance.gov/complaint.
Common questions
Is solar itself a scam?
No. Solar is a real technology that saves many households money. The problem is specific sales practices. If your home is a good candidate, you can get honest quotes; our checklist of signs your home is a good fit is a good place to start.
How can I check whether a solar company is legitimate?
Verify its contractor license with your state, search your attorney general’s site and the Better Business Bureau for complaints, and ask for local references with installs at least a year old. Industry certification such as NABCEP for installers is a plus.
What if the cancellation window has passed?
You may still have options if you were misled, especially if sales practices broke state law. Contact your state attorney general and consider talking to a consumer attorney or legal aid office.
How do I compare offers fairly?
Line up system size, expected production, total price, cost per watt, warranties, and financing terms. Our guide on how to compare solar quotes walks through each number.
Sources: Federal Trade Commission (Cooling-Off Rule and solar scam guidance); Consumer Financial Protection Bureau (solar financing); state attorney general consumer protection offices. Updated October 2026.