Set expectations and reassure the homeowner. Some people might think you are taking a video of their home which can make them uncomfortable. Address that right up front to put them at ease. Let them know you may take a few photos to help document and visualize the project details.

Example message:

“Do you mind if I scan your home? I’m just taking measurements, not a video of your home.”

Without going into the all of the gory details about Manual J, help the homeowner understand why precise physical dimensions, measurements and construction assumptions allow you to understand the heat the building loses (in the winter) and gains (in the summer). Knowing what the building needs allows you to figure out the right equipment and system for the home.

Example message:

“I need to size your heat pump to handle winter and summer heat losses and gains. It needs to be goldilocks-sized to make sure you are comfortable year-round.”

Homeowners have likely never seen technology like this. Give them a basic understanding of what the tech is and what it does. Learn more about LiDAR.

Example message:

“I’m using LiDAR and AI so I can take precise measurements of your home. LiDAR is like RADAR, but with light instead of radio waves.”

Let the homeowner know that you are going to walk through the home to both take measurements and verify key assumptions like insulation in walls, window performance and local design conditions.

Example message:

“I take precise measurements throughout your home, enter things like insulation levels, and then get certified heating and cooling requirements.”

Demonstrate your value and how you are different from the competition.

Example message:

“Oh, have other companies NOT precisely calculated your heat loss and gain? How are they accurately sizing equipment if they are not doing that?”

Encourage the customer follow along with you. Show them what you are seeing and use it throughout the entire visit as a way to educate and engage the homeowner.

Example message:

“This helps me pick the right equipment that is tailored to your home.”