How Much Do Solar Leads Cost in 2026? Exclusive vs Shared, by Market

If you install residential solar, you've seen both ends of the lead market: $30 shared leads from marketplaces and $150+ exclusive appointments. The sticker price is misleading. What matters is cost per closed deal — and that's where the math flips.

What solar leads actually cost

Shared solar leads (sold to 3–6 installers) typically run $25–$45 each. Exclusive, homeowner-verified leads run $60–$180 depending on market, with appointment-set leads at the top of that range. Live transfers price higher still.

The close-rate gap

Shared solar leads close at roughly 1–3% for most installers, because the homeowner gets called by four other companies within the same hour. Exclusive verified leads — where homeowner status, utility bill and roof condition are confirmed before delivery — close at 6–12% for operators with a disciplined follow-up process.

Run the numbers

Spend $4,000 on shared leads at $35 each: ~114 leads, ~2 deals at a 2% close rate. That's $2,000 per acquisition. Spend the same $4,000 on exclusive leads at $110 each: ~36 leads, ~3 deals at an 8% close rate. That's $1,333 per acquisition — and your reps spend their time quoting instead of racing four competitors to the same phone number.

What to demand from any solar lead provider

Homeowner verification (not renters), utility bill threshold ($120+/month is the common floor), roof condition self-report, credit pre-screen band, and express TCPA consent naming your company. If a provider can't show you the capture form and consent text, walk away.

Use our ROI calculator to model your own market, or check live pricing for your install footprint on the pricing page.