You do not want to be the sole source of a financing mechanism the owner has never heard of — that puts you in the position of selling and puts every question back on you. The move this document makes is to let the owner learn the fundamentals from the administering authority while you stay the trusted coordinator. Covers the reframe from bearer of expensive news to bringer of the solution, how to run the conversation (open with their list, not the acronym), the four features owners care about, how to answer the qualification question precisely, and why not to answer the lease question at all. Then the referral itself, with timing, a suggested message, and six objections with responses. Ends with the discipline: because Missouri imposes no rigid ratio test, the judgment falls to you — bring the projects that genuinely benefit the owner and pass on the ones that do not.
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