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  1. #1
    Join Date
    Jul 2008
    Location
    Rochester NY
    Posts
    4,810
    Post Likes

    Home Performance 2.0

    For those looking to offer Home Performance, we've developed a process and are trying to figure out a path for HVAC contractors to follow that won't devastate their current business model.

    Our projects average $27,600, they have a 70% closing ratio end to end, 90% from one step to the next, and a long pipeline (3 months to 2 years). We also get paid for each step (no free consulting) so our sales cost is actually a NEGATIVE number.
    See our case studies here: http://energysmartohio.com/case-studies/

    This is great for fixing the feast/famine that HVAC typically experiences, but you wouldn't want to throw all your current leads into this unless you can go dry for 3 months.

    We think the first step is sharing free chapters in this book with clients and prospects - typically the ones with hard to solve problems first. Download the chapters here:

    http://www.natethehousewhisperer.com...schapters.html

    The next step is to talk about typical decision paths (equipment replacement) in A, B, C format.

    A: Replace same with same, or go down one size. This is far and away the most common path.
    B: Do some paid diagnostics and modeling, replace with equipment more appropriately sized to your load.
    C: Do some paid diagnostics and modeling, make some hypothetical improvements to the home, put together a number of packages that attempt to dramatically reduce equipment size to benefit from comfort, health, durability and efficiency gains of having small long running equipment.

    We are big proponents of #ElectrifyEverything, so we usually will have a full electrification or a path to electrification package. Since 2013 we've removed 8 natural gas meters from homes in Northern Ohio...
    ​Energy Smart Home Performance client process -
    bit.ly/ESHPsteps

    Project Case Studies -
    http://bit.ly/ESHPCaseStudiesdev

    ​Home Comfort Book free chapters -
    bit.ly/HPchapterlist

    Tesla Code - http://bit.ly/TedsTeslaCode

  2. #2
    Join Date
    Jul 2008
    Location
    Rochester NY
    Posts
    4,810
    Post Likes
    Thread Starter
    Please experiment with the chapters, we are just beginning to understand how to use them. Initial responses indicate they really improve trust and alignment of clients and prospects, so meetings are much more productive.

    We have a facebook group - Home Performance 2.0 development where we talk about this.
    We also have a beta group of HVAC contractors experimenting with different approaches.

    Here are some of the feedback comments we've received:

    https://photos.app.goo.gl/FeBiCzZ14ToLCaAH6

    ​Energy Smart Home Performance client process -
    bit.ly/ESHPsteps

    Project Case Studies -
    http://bit.ly/ESHPCaseStudiesdev

    ​Home Comfort Book free chapters -
    bit.ly/HPchapterlist

    Tesla Code - http://bit.ly/TedsTeslaCode

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