Not a scam — a trade-off most reps never explain. Real solar loan interest runs 6-12%. Financiers offer 3-5% rates by "buying down the rate" with an upfront dealer fee baked into your project price — sometimes 25-35% of the total.
The sliding scale: staying 10+ years and never paying early? Low rate + high fee wins. Paying off fast or moving soon? No fee + higher rate wins. In the middle? A 10-15% fee splits the difference. The scam isn't the fee — it's signing up for a huge fee without knowing it exists, then paying off a loan early and eating a fee you never needed. Ask for both quotes side-by-side. A good rep shows you the comparison without being asked.