Shared vs Exclusive Solar Leads — 12-Month Revenue Compared
Solar leads sold to multiple installers have an 8–15% close rate. Exclusive leads close at 30–45%. Here's the revenue difference over 12 months.
Shared lead close rate
8–15%
Exclusive close rate
30–45%
Avg shared lead cost
$150–$400
Cost per closed job (shared)
$1,000–$5,000
Solar shared leads cost $150–$400 each depending on the platform and market. At a 10% close rate — the shared lead industry average — you spend $1,500–$4,000 per closed job in lead costs alone. On a $30,000 system with a $4,500 installation margin, that is 33–89% of your margin spent on acquisition.
The solar sales cycle compounds the shared lead problem. Unlike HVAC emergencies that close same-day, solar takes 2–6 weeks from first contact to signed contract. During that entire decision window, 4 other installers are following up with the same homeowner. The one who invests the most in follow-up wins — not the one with the best system or price.
Exclusive hub leasing over a 12-month period generates a compounding revenue advantage. In a mid-size city with 20 exclusive solar leads per month at 35% close, that is 7 closed systems per month — $210,000/mo in system value. At shared lead rates (10% close, $300/lead), the same volume of leads costs $6,000/mo just in lead spend with 2 closed systems. Same city, same leads, 3.5× the revenue.
At 30% close rate: 18 leads → 5 jobs × $28K = $140K/mo. Hub lease: $2,700–$8,100/mo. Net: $136K/mo.
Shared vs Exclusive Solar Leads — Side by Side
Same city. Same leads. Different model. Here is what changes when you own the market instead of competing for it.
| Factor | Shared Lead Model | Exclusive Hub Model |
|---|---|---|
| Close rate | 8–15% | 30–45% |
| Cost per closed job | $1,500–$5,000 in lead spend | $500–$750 in lease cost |
| Peak season cost | Price spikes 30–50% — you pay more when demand is highest | Fixed monthly rate — surges captured at no extra cost |
| Lead ownership | Shared with 3–5 competitors simultaneously | Exclusively yours — no competing calls |
| Compounding effect | None — each lead is a fresh race against the same competitors | Reviews, referrals, and repeat calls accumulate in your city over time |
| Sales dynamic | Homeowner comparing 4–5 quotes — decision made on price | You are the only contractor called — decision made on trust and expertise |
Close rate benchmarks sourced from industry data. For licensing and contractor standards, see the Solar Energy Industries Association (SEIA).
The Solar Shared Lead Math — 12 Months of Revenue Compared
Solar leads priced at $150–$400 each sound manageable on a $30,000 average system. At 10% close rate on shared leads, cost per closed job is $1,500–$4,000 in lead spend — 5–13% of system revenue before installation costs.
Solar is a considered purchase with a 2–6 week decision cycle. Shared leads give 4–5 installers equal access to the same homeowner for that entire period. The installer who follows up most aggressively wins — not the one who does the best work or offers the best system.
IRA tax credit leads are the highest-intent solar buyers — homeowners who searched for incentive information have already decided to install. Shared platforms take those high-intent leads and split them 4 ways. You pay $300–$400 for a 10% share of a decision the homeowner already made.
Exclusive hub leasing over 12 months compounds dramatically. At 30% close rate vs 10% on shared, you close 3× as many jobs from the same lead volume at a fraction of the per-job acquisition cost. Over 12 months, the revenue difference in a single mid-size city is $500K–$1.2M.
One solar installer per city. Every inquiry routes exclusively to you — zero competition.
Frequently Asked Questions
What is the real cost per closed solar job on shared leads?
At a 10% close rate on $250 shared solar leads, cost per closed job is $2,500 in lead spend. On a $30,000 system with $4,500 installation margin, that is 56% of your margin spent on customer acquisition — before equipment, permitting, or labor costs.
Why does the solar sales cycle make shared leads especially costly?
Solar decisions take 2–6 weeks. During that window, every shared lead recipient is following up with the same homeowner. The cost is not just the lead fee — it is the sales time invested across a multi-week cycle that may end with a competitor closing the deal on price.
What is the 12-month revenue difference between exclusive and shared solar leads?
In a mid-size city: exclusive model (35% close, 20 leads/mo) = 7 closed systems/mo = $2.52M/yr in system value. Shared model (10% close, same lead volume, $300/lead) = 2 closed systems/mo + $72,000/yr in lead spend = $720K/yr system value. The exclusive model generates 3.5× the revenue.
Are shared solar leads worth it?
At 8–15% close rate on $150–$400 shared solar leads, cost per closed system reaches $1,500–$5,000 in lead spend alone — on a $4,500 installation margin, that is 33–111% of your margin on acquisition. Exclusive hub leasing at 30–45% close rate brings cost per acquired system to $500–$750. Over 12 months in one mid-size city, the revenue difference exceeds $1M.
Why do shared solar leads have such low close rates?
Solar decisions take 2–6 weeks. During that entire window, 4–5 other installers are following up with the same homeowner. The installer who invests the most in follow-up wins — not the one with the best system or price. Shared solar leads reward persistence, not expertise. Exclusive hub access means you are the only installer in the conversation for the full decision cycle.
How many leads per month does a solar hub generate?
A mid-size city solar hub generates approximately 18 exclusive leads per month — 5 jobs × $28K avg = $140K/mo in potential revenue.
Why is exclusive better than shared?
Shared leads go to 3–5 contractors simultaneously. Exclusive hub leasing means every inquiry routes only to your business — no competition, 2–3× higher close rates.
How do I claim a solar hub?
Browse available markets, select your city, and start your lease. One solar installer per city at all times.
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