When I first connected with Evergreen Solar Solutions in 2023 through the SunPower network (shocker), I was instantly intrigued. While the company was still relatively new to solar—just two years in—the team behind it brought serious firepower: over 30 years of experience in the high-stakes world of timeshare sales.

Tony Milazzo, the founder, knew how to close. His background was built on high-volume, high-pressure, and high-reward selling—but what he wanted to do next was di$erent. He saw an opportunity to take proven hospitality-style incentive strategies and bring them into solar, not as a gimmick, but as a way to build trust, spark excitement, and keep deals moving with momentum.

What happened next? Let’s just say it involves family vacations, cruise ships, and a whole new way to win solar deals without dropping your price. Tony believed that the timeshare model could work for solar. As he explained, “In timeshare, we had to sell fast, build value instantly, and overcome objections before they even came up. It was all about getting people emotionally invested in the idea of a reward before they even sat down. That’s how timeshare wins—they get you hooked on the incentive. You’re not just there for a pitch; you’re there for the trip, the gift, the upgrade. And once someone imagines that reward, they’re far more likely to stay open to the offer.”

Now, solar isn’t the same pitch but the principles carry over. People want to feel like they’re getting something now, not just saving money over 25 years. !e long-term ROI is great, but most homeowners are thinking in shorter cycles—bills, vacations and family budgets. So, we asked ourselves, “How can we make it worth someone’s time just to learn about solar?” That’s where the travel incentives came in.

We took what worked in the timeshare world—high-perceived-value rewards with low actual cost—and tailored it to solar, where trust and education are key. !e result? A softer, more inviting entry point that doesn’t feel like a sales trap. Just an invitation to learn and get rewarded for it.

Anna: So, what was the first incentive you rolled out?

Tony: Simple. “Take a meeting with us, and we’ll give you a 3-day, 2-night mini vacation valued at $375.” No strings, no gimmicks. Just a thank-you for your time. And if they sent over a utility bill before the consultation? We upgraded it to 4-days and 3-nights—valued at $575.

Anna: And how did people respond?

Now, solar isn’t exactly the same—but the principles carry over. People want to feel like they’re getting something now, not just saving money over 25 years. The long-term ROI is great, but most homeowners are thinking in shorter cycles—bills, vacations, and family budgets. So we asked ourselves, “How can we make it worth someone’s time just to learn about solar?” That’s where the travel incentives came in.

We took what worked in the timeshare world—high-perceived-value rewards with low actual cost—and tailored it to solar, where trust and education are key. The result? A softer, more inviting entry point that doesn’t feel like a sales trap. Just an invitation to learn—and get rewarded for it.

Anna: So what was the first incentive you rolled out?

Tony: Simple. “Take a meeting with us, and we’ll give you a 3-day, 2-night mini vacation valued at $375.” No strings, no gimmicks. Just a thank-you for your time. And if they sent over a utility bill before the consultation? We upgraded it to 4 days and 3 nights—valued at $575.

Anna: And how did people respond?

Tony: They loved it. It broke the ice and got people to engage, and they showed up. We made redemption easy—just a $100 refundable online credit card deposit to cover taxes and fees, which typically comes out to about $16 per night. And there’s nothing shady about it—no hidden conditions, no timeshare presentations, just a clean, simple online booking process. Compared to companies still mailing checks or adding fine print? This felt like real value with zero hassle.

Anna: What about after the consultation? How did you use the incentive to help close the deal?

Tony: If the consultation went well—and most did—we’d say, “This feels like a great decision for your family. If you decide to move forward with Evergreen, we’ll trade your mini vacation for a full trip to celebrate your smart choice.”

The full vacation upgrade added a powerful emotional reward at the point of decision, which helped push people past the hesitation that usually creeps in when it’s time to sign. This approach was really designed to increase the close rate and minimize cancellations. The customer isn’t just buying solar, they’re picturing themselves on a cruise or a Vegas getaway, celebrating the fact that they made a smart financial move. That emotional anchor makes it harder to walk away. This is an easy decision. You’re creating differentiation without lowering your price or squeezing margin. You’re giving the customer a reason to say yes today.

Anna: Sounds like an unbeatable combo, a solar system and a vacation! What kind of trips are you offering that get people to say yes on the spot?

Tony: Our go-to offers are a Las Vegas getaway or a dream cruise—both with airfare included and valued over $2,000. But we’ve done it all: Hawaii, Disney, you name it. If the customer has a dream, we make it part of the pitch.

When people imagine themselves relaxing on a beach or making memories with their kids, going solar stops being just a financial choice, it becomes an easy win. We connect emotional payoff to a logical decision, and that’s when the magic happens.

Anna: And for the skeptics out there—what’s the catch? How do you make this affordable?

Tony: That’s the beauty of it. The mini vacation—the marketing incentive—costs us about $10. The upgraded trip for customers who go solar costs us between $150 and $220 (or less with bulk purchases). We work with a travel partner that taps into unused hotel, airline, and cruise inventory and they know that with any type of promotion there is always a ‘burn rate,’ meaning that some people never redeem their trip, which allows them to offer these amazing prices. So everyone wins: the dealer gets to pitch a high-value incentive for the homeowner while keeping overall investment low, and the travel partners win by having more people at their properties spending money. It’s an overall economic booster compared with more traditional incentives we see dealers do, i.e., a $500 Visa Gift Card.

Anna: What’s been the overall impact?

Tony: Total game changer. More appointment sits, higher close rates, and fewer cancellations. Customers feel valued, and the team feels confident offering something unique. Compared to traditional rebates or inflated loan buy-downs? It’s a no-brainer.

We’re not just selling solar—we’re creating a moment. Something customers remember, talk about, and feel good about long after the panels are installed. It taps into the same emotional current as timeshares: they’re doing this for their family.

And the money they save with solar? That’s future vacations, weekend getaways, college funds—it’s quality of life. When you tie that vision to the decision, it becomes more than a utility upgrade.

That’s how you stand out. That’s how you close.