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Join us for our upcoming training!  STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom.  The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2pm ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- In this episode of the Heat Pump Podcast, host Ed Smith, co-founder of Amply Energy , is joined by three innovators in the HVAC and heat pump space at the US Heat Pump Summit. Mark Kasdorf (Forge), Grant Gunnison (Zero Homes), and Evan Anderson (Pearl Edison) share their unique business models and approaches to accelerating the adoption of heat pumps. Guest Introductions: Mark Kasdorf - Founder & CEO of Forge. Mark brings a background in software development and an entrepreneurial approach to HVAC, focusing on high-quality heat pump installations with a heavy emphasis on training and technology integration.Grant Gunnison - Founder & CEO of Zero Homes. With a background in general contracting and small satellites, Grant focuses on building a tech-forward home upgrade marketplace with a primary focus on heat pumps and energy efficiency.Evan Anderson - Co-founder of Pearl Edison. Evan has a background in automated driving and focuses on supporting homeowners in energy efficiency and electrification retrofits through a network of high-performance contractors. Key Takeaways: Every model dies if installs fail. All three CEOs — remote, hybrid, and in-person — built quality controls into their process. Cutting corners on design might win the sale, but callbacks and bad reviews will kill the business.Software can let junior salespeople do expert-level work. Forge uses embedded tools so 27-year-olds can run load calcs that would normally require a master electrician — and they're hitting revenue-per-salesperson numbers well above industry standard.Remote design works in some markets, not others. Forge tried it in New England and called it "a disaster." Zero Homes makes it work elsewhere. Experiment to see if it can cut down on your soft costs for acquiring a customer. Ducted systems still need someone in the home. Evan Anderson is pessimistic — short, medium, and long-term — about getting airflow and static pressure data remotely. If you're touching ductwork, plan on a site visit.Utility and municipal partnerships can cut acquisition costs to near zero. All three companies get leads through partners instead of paying for Google ads. Timestamps: [03:44] – Introduction To The Panelists [06:44] – Discussing Challenges And Their Solutions In The Hvac Industry [14:20] – How Each Company Uses Technology To Improve Processes [23:37] – Sales Process And Customer Engagement [26:55] – Lead Qualification To Closing The Deal [32:29] – Scaling The Businesses, and Conversion Rate Success [39:04] – Discussion On Financing Options And Their Impact On Affordability [47:17] – Closing Thoughts: Reflections On Electrification And The Future Of The Market Connect with the Guests: Mark Kasdorf LinkedIn: https://www.linkedin.com/in/markkasdorf/Website (Company): https://www.forgeco.com/ Grant Gunnison LinkedIn: https://www.linkedin.com/in/grantgunnison/Website (Company): https://www.zerohomes.io/ Evan Anderson LinkedIn: https://www.linkedin.com/in/evananderson313/Website: https://www.pearledison.com/ Check out The US Heat Pump Summit: Website: https://www.usheatpumpsummit.com/ Follow Brent Davidson: LinkedIn: https://www.linkedin.com/in/brentdavidson/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergy

Like what you heard in this episode? We're doing a live training on exactly this. STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom. The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2 PM ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- What does it actually take to install millions of heat pumps? We asked the people who would know. Lindsey Dorman (Carrier), Kevin DeMaster (LG), and Jonathan Moscatello (Daikin) work with utilities and rebate programs across the country. Their job: make heat pump adoption actually work for contractors, homeowners, and the grid. We cover quality vs. volume tensions in rebate programs, the future of connected commissioning, why equipment data is still too hard to access, and what each would change with a magic wand. This is the behind-the-scenes view of heat pump programs most contractors never see. Key Takeaways: Why inverter-driven heat pumps are essential for future energy efficiency and grid stability.The importance of proper sizing, installation, and contractor training in heat pump success.How utility programs can avoid “heat pump cowboys” and perverse incentives.What “connected commissioning” is — and why it’s a game-changer for installation quality.The one policy change each guest would make to accelerate responsible heat pump adoption. Timestamps: [00:00] - Introduction to the Episode [04:20] - Meet the Guests  [05:13] - What Do You All Do? Guest Roles Explained [11:19] - Where Heat Pumps Are Thriving and Where They're Fragile [19:18] - What Makes a Good Utility Partner? [24:54] - Tackling Heat Pump Incentive Abuse [32:02] - Connected Commissioning: The Next Evolution [37:32] - Data, Diagnostics & Manufacturer Feedback [43:30] - The Case for Better Equipment Data Access [51:12] - Magic Wand Question: One Change to Accelerate Adoption [56:52] - Final Thoughts & Wrap-Up Connect with the Guests: Lindsey Dorman LinkedIn: https://www.linkedin.com/in/lindsey-dorman-142364117/Website (Company): https://www.corporate.carrier.com/LinkedIn (Company): https://www.linkedin.com/company/carrier/Facebook (Company): https://www.facebook.com/CarrierGlobal/Instagram (Company): https://www.instagram.com/carrier/X (Company): https://x.com/carrier Jonathan Moscatello LinkedIn: https://www.linkedin.com/in/jonathan-moscatello-b5345346/LinkedIn (Company): https://www.linkedin.com/company/daikin-comfort-technologies/ Kevin DeMaster LinkedIn: https://www.linkedin.com/in/kevin-demaster-77647a/Website (Company): https://lghvac.com/LinkedIn (Company): https://www.linkedin.com/company/lg-air-conditioning-systems/Facebook (Company): https://www.facebook.com/lgusahvacInstagram (Company): https://www.instagram.com/lghvacusa/#X (Company): https://x.com/LGHVACUSA Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Like what you heard in this episode? We're doing a live training on exactly this. STOP COMPETING ON PRICE. WIN ON TRUST. Too many contractors are stuck in a race to the bottom. The best ones aren't. The difference? A systematic approach to winning on trust. Join us on Thursday, February 5th at 2pm ET for a live training with the Building Performance Association where we'll share our framework for building a standout business with healthy margins. 👉 Register here: https://info.amply.energy/bpa-win-on-trust-webinar ------------------------------------------------- Paul McHugh has been in HVAC for 35 years and handles 350 installs per year at Ray O. Cook Heating and Air in California. In this episode, he walks us through his complete 8-step sales process—from first contact through commissioning—including the $200 video he sends customers before every appointment. What we cover: The comfort survey that protects you and surfaces real problemsThe 90-second pre-visit video (Paul plays it during the episode)Why Paul calls every customer before arriving"The Big Three": load calculation, duct assessment, equipment selectionHow to demonstrate airflow and pressure problems in front of homeownersUsing extended performance data to select equipmentInstallation handoff documentation that ensures predictable resultsACCA QI certification and third-party verificationHow to handle "you're more expensive" objections Timestamps: [00:00] – Introduction to the Episode [03:11] – Paul's Career and Industry Evolution [08:47] – Defining the Core Problem [10:40] – How the Process Was Developed [19:03] – The Comfort Survey: Understanding the Homeowner [25:00] – Leveraging Technology and Customer Education [30:10] – Initial Appointment: Setting the Stage [36:34] – Load Calculation and Air Leakage Detection [47:55] – Diagnosing Room-Level Comfort Issues [55:52] – Equipment Selection Using Extended Performance Data [01:02:31] – Commissioning and Final Thoughts Follow Paul McHugh: LinkedIn: https://www.linkedin.com/in/paul-mchugh-93830430/Instagram: https://www.instagram.com/lespaulmac/Website (Company): https://www.rayocook.com/Facebook (Company): https://www.facebook.com/rayocook/Instagram (Company): https://www.instagram.com/rayocook1947/YouTube (Company): https://youtube.com/@rayocookheatingandair Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to win on trust, not price? Start with our Trust Checklist to see if your business is doing the things that truly set you apart. 👉 https://bit.ly/the-heatpump-business-model-matrix Then, head to our latest article to learn how the top contractors protect their margins and stay competitive. 👉 http://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix ------------------------------------------------- When leads are scarce, most HVAC contractors chase everything. Mitch Bailey does the opposite—and it's working. The second-generation owner of Bailey's Air Heroes downsized from 50 employees to 12, turns down work that doesn't fit, and built a $3M business around one principle: test, don't guess. Mitch just won the 2024 Jim Davis Technical Excellence Award from NCI. He trains contractors across California. And he's all-in on heat pumps—even when the economics are tricky. In this episode, we dig into:  → Why he refused to budge $5 for a builder (and got fired for it)  → How he shifted from 3-6% margins to 30% by switching to “retail work”  → His "$2 high-tech selling tool" that closes engineer customers  → The balance point COP spreadsheet that shows when heat pumps pencil out  → Why he trains his competition (and why it's strategic)  → His advice: start with load calculations and static pressure testing If you're wondering how to build a sustainable HVAC business without burning out, this one's for you. Timestamps: [00:00] - Introduction [02:44] - Mitch’s Early HVAC Roots [04:21] - Learning Through Experience & California’s Training Programs [07:25] - Taking Over the Business & Embracing Technology [19:49] - Transitioning from New Construction to Retrofit Work [26:37] - Lessons from New Construction: Don’t Compete on Price [33:47] - High-Performance Contracting in Practice [44:13] - Economics of Heat Pumps vs Gas Furnaces [55:45] - Advice for Contractors: Where to Start with Performance Work Follow Mitchell Bailey: LinkedIn: https://www.linkedin.com/in/mitchell-bailey-b3887948/YouTube: https://youtube.com/@baileysairEmail: [email protected] (Company): https://airheroes.org/company/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to win on trust, not price? Start with our Trust Checklist to see if your business is doing the things that truly set you apart. 👉 https://bit.ly/the-heatpump-business-model-matrix Then, head to our latest article to learn how the top contractors protect their margins and stay competitive. 👉 http://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix ------------------------------------------------ Live from the U.S. Heat Pump Summit, the panel explores one of the most debated topics in the heat pump industry — real-world energy data versus modeled load calculations. With growing demand for heat pump adoption and improving installation practices, understanding how best to size systems is more critical than ever. Moderated by Ross Trethewey, the session brings together three leading voices in building science and HVAC system design: Alex Meaney, Nate Adams, and Eric Fitz. Together, they debate the merits and limitations of load calculation methods—from the precision of Manual J to the practicality of energy bills and the gut-check of contractor “rules of thumb.” It's an honest, unscripted, and high-energy conversation aimed at bridging the gap between building science nerds and real-world contractors. Key Takeaways: Every load calc is a model. Treat outputs as working estimates, not facts.Triangulate. Combine Manual J, past energy, and field observations. Watch where they agree.Respect air leakage. Inspect attics, listen for wind noise, ask about comfort. When red flags pile up, get a blower door.Question black-box tools. The less data they ask for, the more you should worry.Build feedback loops. Log runtimes, check design-day performance, and refine your assumptions over time. Timestamps: [00:00] - Episode Teaser [02:17] - Intro by Ross Trethewey & guest intros [03:22] - Nate on sizing via utility bills: "I can do it in 2 minutes" [05:10] - Bridging the Adoption Gap [09:16] - Alex defends Manual J: “It’s not that hard if you know your stuff” [12:14] - How to assess infiltration without a blower door [25:21] - Eric breaks down regression modeling using heating degree days [34:36] - The Role of Human Behavior & Assumptions [40:05] - The danger of outliers & the limits of AI-driven sizing tools [52:51] - Triangulation: why using multiple methods is key [59:06] - Final thoughts: pick a method, stick with it, and build your feedback loop Connect with the Guests: Alex Meaney LinkedIn: https://www.linkedin.com/in/alex-meaney-62a6a248/ Website: https://www.meanhvac.com/ Facebook: https://www.facebook.com/alex.meaney.35  Nate Adams LinkedIn: https://www.linkedin.com/in/natethehousewhisperer/ Website: https://www.natethehousewhisperer.com/ Instagram: https://www.instagram.com/natethehousewhisperer/?igsh=bXNyeTAwNGkybWk4# Ross Trethewey LinkedIn: https://www.linkedin.com/in/rosstrethewey/ Facebook: https://www.facebook.com/rosstretheweytoh/ Instagram: https://www.instagram.com/rosstrethewey/?hl=en Twitter: https://x.com/rosstret  Check out The US Heat Pump Summit: Website: https://www.usheatpumpsummit.com/ Follow Brent Davidson: LinkedIn: https://www.linkedin.com/in/brentdavidson/Twitter: https://x.com/thebrentd Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to win on trust, not price? Check out our latest article, and see how leading installers are transforming their business models. 👉 https://bit.ly/the-heatpump-business-model-matrix ------------------------------------------------ In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz explore how to build a mission-driven, customer-focused HVAC company in the electrification space. They speak with Larry Waters and Alex Sloan of Electrify My Home, a California-based company known for their holistic, tech-forward approach to heat pump installations and customer service. With nearly 1,000 installs in just four years, their journey offers insights on scaling a sustainable business while training the next wave of electrification professionals. Larry Waters, President of Electrify My Home, brings over 40 years of HVAC experience and has been a long-time advocate for building science and decarbonization. Alex Sloan, VP of Business Operations and Development, joined the company after being a customer and brings a background in energy efficiency program implementation and systems thinking. Together, they’ve turned Electrify My Home into a regional leader and educator in home electrification. Key Takeaways: Electrify My Home's model works because every counterintuitive decision reinforces the others: Know your ideal customer. This lets you say “no” to some customers with confidence. Adding friction for customers increases ROI. Only people genuinely interested in electrification will complete the lengthy assessment.Stop giving away windshield time. Price realistic budgets remotely, then visit only once the customer has bought into the range.Mission and training make advertising easy. Waters built relationships in sustainability groups and city government early, creating "rabid fans" who refer endlessly. They're still over 40% referral-based after four years.Comprehensive electrification creates lifetime value. Once you're a customer, you keep coming back for the next phase of your journey.Cross-train your crews. Build teams that can handle HVAC, heat pump water heaters, basic electrical work, and envelope tasks.Premium positioning boosts brand. Waters gets customers who tell him, "You're too expensive for me, but I'll tell all my friends about you." That's not a problem—that's brand strength. Timestamps: [00:00] - Episode Teaser [02:07] - Meet Larry Waters & Alex Sloan [07:08] - From Customer to VP: Alex's Journey [10:56] - Customer Journey and Process [18:25] - Knowing Your Ideal Customer [22:25] - Virtual Pricing and Real-World Design [27:05] - Growing the Business While Staying True to Their Core Values [32:04] - Offering Comprehensive Electrification Solutions [36:59] - Why Electrify My Home is Training Other Contractors for Success [42:13] - Electrifying 100,000 Homes by 2035: The Big Goal [43:18] - Final Advice for Contractors Follow Larry Waters: LinkedIn: https://www.linkedin.com/in/larry-waters-31677b19/ Follow Alex Sloan: LinkedIn: https://www.linkedin.com/in/alexjsloan/ Follow Electrify My Home: Website: https://electrifymyhome.com/LinkedIn: https://www.linkedin.com/company/electrify-my-home/Instagram: https://www.instagram.com/electrifymyhomeca/Facebook: https://www.facebook.com/Heatpumppro/YouTube: https://youtube.com/@electrifymyhome?si=4zqZO8qS5yFZZ4n6 Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to win on trust, not price? Check out our latest article, and see how leading installers are transforming their business models. https://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ------------------------------------------------ When DR Richardson tried to install a heat pump in his Boulder townhome, the experience was a disaster. Finding rebates, sizing equipment, vetting contractors — every step was harder than it should be. That frustration led him to co-found Elephant Energy, a tech-enabled platform now operating in Colorado, Massachusetts, and Los Angeles that's redefining how homeowners get heat pumps installed. Elephant's model is straightforward: they own the customer relationship, handle all the sales and rebate complexity, then partner with vetted contractors who show up, install, and get paid quickly. For contractors, it means consistent work with better margins but giving up customer ownership. DR calls it "the Uber of heat pumps" — a comparison that raises an important question: Is this solving contractor problems or creating a new kind of competitor? In this episode, DR walks through Elephant's entire process — from the 60-second online quote to contractor partnerships to managing the nightmare of multi-state rebate programs. We dig into the economics, the quality assurance challenges, and what this model means for the future of heat pump installation. Whether you see Elephant as friend or foe, their approach reveals what problems homeowners and contractors are actually facing — and forces the question of who should solve them. Key topics: tech-enabled HVAC platforms, contractor partnerships, rebate management, the future of home electrification, and whether heat pump installation is fundamentally a craft business or a logistics problem. Key Takeaways: Why the customer journey for electrification is fundamentally broken and how Elephant Energy fixes it.How Elephant’s tech-enabled platform bridges the gap between homeowners and contractors.The strategic role of rebates and the hidden friction they create in the market.What it takes to build trust and quality assurance at scale in the HVAC industry. Timestamps: [00:00] - Episode Teaser [03:18] - Introducing DR Richardson & Elephant Energy [04:08] - Founding Elephant Energy: The Opportunity & Vision [09:10] - Building a Seamless Customer Journey [14:13] - The Digital Experience & Quote Process [17:46] - Contractor Partnerships & Operational Excellence [27:26] - How Contractors Make Money with Elephant [33:13] - The Role and Challenges of Rebates [44:33] - The Future of Elephant Energy [48:33] - Recommended Resources & Closing Thoughts Follow DR Richardson: LinkedIn: https://www.linkedin.com/in/richardsondr/LinkedIn (Company): https://www.linkedin.com/company/elephant-energy-us/Website (Company): https://elephantenergy.com/Facebook (Company): https://www.facebook.com/elephantenergyus#Instagram (Company): https://www.instagram.com/elephantenergy_us/Twitter (Company): https://x.com/elephant_energy Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to win on trust, not price? Check out our latest article. https://info.amply.energy/blog/win-on-trust-the-heat-pump-business-model-matrix Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ---------------------------------------------- In this episode of the Heat Pump Podcast, Ed Smith and Eric Fitz welcome industry veteran Tim De Stasio to explore the evolution and future of HVAC, with a special focus on heat pumps and whole-home performance evaluations. From the technical nuances of equipment sizing and commissioning to actionable strategies for scaling home performance businesses, this episode offers an expansive view of what HVAC excellence looks like today and where it's headed. Tim De Stasio is a seasoned HVAC professional with over 25 years in the industry. Having worked as a technician, contractor, and now a highly respected consultant and trainer, Tim recently won the 2025 HVAC Tactical Awards “Mentor of the Year.” Key Learnings: The 90-day no-breakdown guarantee works — By doing comprehensive 60-point HVAC assessments that catch predictive repairs before they become callbacks, Tim can guarantee his work with zero failures to date.MAD Air is the hidden gremlin — Mechanically-assisted depressurization from closed bedroom doors at night causes most humidity problems in homes. Most contractors never diagnose this because they don't test pressure imbalances with a blower door.Size heat pumps aggressively — Manual J has enough safety factors built in. Houses have changed since 2012 energy codes. Your most inefficient heat pump can heat a home without strip heat down to 35°F or lower. Never lock out heat pumps below 35°F — Lock out the strip heat above 35°F, but let the heat pump run. This misconception literally killed people during the Texas freeze when contractors told homeowners to shut off heat pumps in cold weather.Stop installing air conditioners — The cost difference between a 14 SEER AC and 14 SEER heat pump is a few hundred dollars. Every cooling system replacement should be a heat pump, even if you're keeping the existing furnace.This model isn't scalable (yet) — Spending all day at one house doing comprehensive diagnostics doesn't work with traditional HVAC economics. But for boutique shops willing to charge Rolls-Royce prices and do Rolls-Royce work, there's a profitable path.Building science separates you from competition — Blower door tests, thermal imaging, Manual J calculations, and duct analysis show customers a level of thoroughness they've never seen. When you're doing work competitors won't, price becomes less critical. Timestamps: [00:03:12] – Tim’s Journey into HVAC [00:12:57] – Technician to Business Owner to Educator [00:18:47] – Why Heat Pumps Are the Future [00:21:55] – The 60-Point Evaluation Process [00:29:32] – Home as a System: Comfort Consultation Workflow [00:46:05] – Scaling Ethical Home Performance Services [00:51:10] – Common Heat Pump Installation & Design Mistakes [01:05:55] – Final Thoughts and Resources Follow Tim: LinkedIn: https://www.linkedin.com/in/tim-de-stasio-0618824a/Instagram: https://www.instagram.com/timdestasiohvac/?hl=enYouTube: https://www.youtube.com/@timdestasiohvac/featuredCourse Careers: https://coursecareers.com/explore/hvac?campaign=Promo1&a=TimDestasioHVAC Follow Comfort Science Solutions LLC:   Website: http://www.comfortsciencesolutions.com/Email: [email protected] Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergy

Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ----------------------------------------------- Most HVAC companies grow by adding people, overhead, and complexity. But what if you could grow faster, more profitably, and with fewer people? In this episode of the Heat Pump Podcast, HVAC entrepreneur Mike Townsend breaks down how he's rethinking the entire HVAC business model — ditching traditional back office roles, leaning into AI, and focusing 100% on high-efficiency heat pumps. With just 10 field staff and no dedicated office, his new venture, Veteran Heating, Cooling, Plumbing & Electric, hit $600K in sales in its first six weeks. This is a masterclass in lean, scalable business design for modern HVAC contractors. Mike Townsend is a U.S. Army veteran and seasoned HVAC entrepreneur with 30 years of experience. After scaling his previous company to $15 million before selling to private equity, he’s now starting over—with a leaner, AI-driven business model that challenges industry norms. His deep operational insight and hard-earned lessons make him a must-listen for anyone in the trades. Expect to Learn: Why Mike eliminated roles like service managers and built a team of self-managed prosHow AI voice agents and outsourced operations reduce costs and improve responsivenessThe sales strategy behind an 80% close rate for high-efficiency heat pump installsWhy Mike refuses to offer good-better-best options and only sells one productHow geo-targeted recruiting and community-focused marketing give him a hiring edge Timestamps: [00:00] - Episode Teaser [02:35] - Meet Mike Townsend: Army Veteran to HVAC Entrepreneur [06:08] - Founding His First Company and Learning the Hard Lessons [17:08] - The Corporate Stagnation That Sparked Innovation [26:05] - Building the New Model: AI-driven, Fully Outsourced Operations [41:20] - $600K in 6 Weeks: What’s Working and Why [47:37] - Why Mike Only Sells Heat Pumps and How He Closes the Deal [51:36] - Using AI & Amply for Precise System Design [56:15] - Resource List: Tools, Vendors, and Hiring Secrets [59:34] - Final Thoughts The Resources and Vendors That Make It Work: For contractors interested in Mike’s approach, here’s his go-to vendor stack: Accounting: Out of the Box TechnologyWeb Design/SEO: CI Web Group (with proprietary AI for dynamic content optimization)Google Ads: Mixing GroupVideo/Social Media: Ascend CreativeAI Call Center: OnepathBack Office Support: Work HeroRebate Financing: Eli Build (provides 95% of rebate via ACH overnight)Dispatch: Philippine-based virtual assistantsAI Sales Coaching: Noso Labs Follow Mike Townsend: LinkedIn: https://www.linkedin.com/in/mike-townsend-0743a12a/Facebook: https://www.facebook.com/R.Mike.Townsend/Instagram: https://www.instagram.com/r.mike.townsend/ Follow Company:  Website: https://www.servicebyveteran.com/LinkedIn: https://www.linkedin.com/company/veteran-hcpe/ Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 Zero Homes is on the rise — and they’re hiring! Explore exciting career opportunities on their hiring board: https://jobs.lever.co/zerohomes Contractors, this is your chance to partner with a fast-growing, innovative company. Learn how you can join the Zero Homes contractor network today: https://www.zerohomes.io/contractors Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit ---------------------------------------------- Guest: Grant Gunnison, CEO of Zero Homes Grant Gunnison learned the brutal economics of contracting the hard way — at age 23, after his father's death, he dropped out of grad school to run the family business with 18 employees, no price book, and a filing system of manila folders. What frustrated him most was that customer acquisition consumed 25% of revenue, with contractors spending hours in trucks driving between appointments. But the real revelation came when he discovered why contractors avoid heat pumps: designing a furnace takes "about five seconds" while heat pump systems require "three hours" with no guarantee of winning the job. This $500 design cost systematically discourages heat pump installations in favor of simple changeouts. Zero Homes eliminates this problem by removing site visits entirely. Homeowners use their smartphone for 20 minutes to create a digital twin of their home, enabling remote heat pump system design and quoting. The Department of Energy validated this approach as "just as accurate as sending a person into the home" with better consistency than manual assessments. The model completely inverts traditional contractor economics: instead of making money on equipment margins while absorbing design time risk, contractors receive install-ready jobs and get paid $180-200/hour for labor. The approach creates unexpected opportunities, particularly in rural markets where contractors typically can't justify long drives to bid jobs. Quality control remains rigorous through 30-40 item commissioning checklists and live video calls for initial installations. Key Takeaways Customer acquisition costs are becoming unsustainable for traditional approachesSpecialization creates new partnership opportunities for installation-focused contractorsQuality installation still commands premium pricing even in systematized models Timestamps: [02:14] - Overview of Zero Homes [04:54] - Why Heat Pumps? [11:41] - Building a Marketplace for Home Electrification [15:10] - The Homeowner Journey [17:58] - Contractor Economics: Making it Work for Everyone [29:35] - Quality Control & Design Process [35:56] - The Risks & Rewards of Partnering with Zero Homes [43:05] - Advice for HVAC Entrepreneurs Follow Grant Gunnison: LinkedIn: https://www.linkedin.com/in/grantgunnison/Facebook: https://www.facebook.com/grant.gunnison Follow Zero Homes:   Website: https://www.zerohomes.io/LinkedIn: https://www.linkedin.com/company/zerohomes/Facebook: https://www.facebook.com/people/Zero-Homes/61577379394691/  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 ---------------------------------------------------------- Join the best heat pump contractors at the US Heat Pump Summit November 18-19, 2025 | DCU Center, Worcester, MA The annual gathering of top contractors advancing their work with heat pumps. Get world-class business and technical training from industry leaders, plus direct access to regulators, rebate providers, and energy experts shaping the future of our industry. Get 10% off registration with code AMPLY https://bit.ly/us-heatpump-summit  ---------------------------------------------------------- In this episode of the Heat Pump Podcast, hosts Ed Smith and Eric Fitz are joined by Nate Adams, a renowned expert in building science and home performance. Known as the "House Whisperer," Nate brings years of experience in optimizing HVAC systems to improve comfort and energy efficiency. He shares his perspectives on the challenges and opportunities in the field of electrification for residential homes. The conversation centers around practical approaches to sizing HVAC systems, the importance of feedback loops for understanding system performance, and the role of electrification in creating more sustainable and comfortable homes. Key Takeaways: The importance of sizing HVAC systems correctly to improve both comfort and energy efficiency.How heat pumps offer a superior experience compared to conventional heating and cooling systems.Why many HVAC systems are often oversized and how this negatively impacts comfort.The value of monitoring system performance and gathering real-world data to optimize HVAC solutions.A comprehensive look at Manual J calculations, the issues with input data, and why “being aggressive” with inputs is the way to size systems correctly. Timestamps: [00:00] - Introduction to Nate Adams [03:34] - The House Whisperer's Approach [06:14] - Nate's HVAC Career Path [12:46] - Electrification and Heat Pumps [17:57] - The Debate on Heat Pumps and Furnaces [21:34] - The Misconception of Manual J [24:53] - Understanding Manual J Calculations [32:23] - Feedback Loops for Better Comfort [36:34] - Aggressive Sizing for Comfort [45:28] - The Challenge of Scaling HVAC Solutions [57:00] - Closing Thoughts Follow Nate Adams: LinkedIn: https://www.linkedin.com/in/natethehousewhisperer/ Website: https://www.natethehousewhisperer.com/ Instagram: https://www.instagram.com/natethehousewhisperer/?igsh=bXNyeTAwNGkybWk4# Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Ready to design heat pump systems that really work? Grab our free manual S cold-climate heat pump selection tool—the same systematic approach that helps contractors get sizing right the first time: https://bit.ly/heatpump-manual-s-free-tool ---------------------------------------------------------- Shawn LeMons has worn nearly every hat in the world of building performance and HVAC. From growing up in off-grid homes to earning top building science certifications and co-owning a heat pump contracting business, his journey is full of lessons for contractors. In this episode, Shawn joins hosts Ed Smith and Eric Fitz to talk about: Why Manual J is the best wrong tool we haveDesigning systems at 11,000 feet and the balance of math + judgementHow referrals and diligence outcompete paid marketingThe importance of tradespeople’s dignity, mental health, and sustainable growth Whether you’re scaling a contracting business or sharpening your design process, this conversation offers both practical strategies and grounded wisdom. Timestamps: [00:00] - Introduction [02:23] - Early life lessons in unique homes [15:12] - Why focus on heat pumps [19:21] - Incentives, early adopters, and Colorado’s growing demand [28:23] - A homeowner-first sales and design process [36:38] - Looking ahead: shop ownership, recycling, and team wellbeing [39:12] - Mental health in the trades and valuing hands-on genius [43:53] - Final advice: stay curious, stay informed, stay human Follow Shawn LeMons: LinkedIn: https://www.linkedin.com/in/shawnlemons/  Follow:   Website: https://mtnwesthp.com  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 -------------------------------------------------------------------- In this episode of The Heat Pump Podcast, Ed Smith and Eric Fitz sit down with Jake Yurek and Evan Anderson, Co-Founders of Pearl Edison — a startup rethinking how heat pumps and residential electrification projects get done. Pearl Edison doesn’t sell hardware or traditional SaaS; instead, they act as a concierge service, bridging the gap between utilities, homeowners, and contractors. Their white-labeled platform (like DTE’s Heat Pump Concierge) simplifies the process for homeowners while handing contractors fully designed, install-ready jobs — cutting acquisition costs and boosting quality outcomes. Jake and Evan discuss the origins of their mission, their unusual business model, and how they’re applying software-driven workflows and diagnostics to deliver better, faster installs at scale. From reducing the burden on expert designers to learning from the failures of Heat Pump 1.0, they explain how Pearl Edison is helping avoid the coming "heat pump revolt" and building trust between all parties involved. This episode is packed with lessons for anyone building in energy efficiency, HVAC, or climate tech. Key Learnings: Pearl Edison provides fully scoped, install-ready jobs to contractors.Homeowners receive upfront estimates, design options, and rebate info.The model removes guesswork from sizing and scoping heat pump systems.Contractors retain pricing flexibility and avoid low-quality rate card models.Guided in-home assessments enable better central system design.Utility partnerships support growth while safeguarding customer experience. Timestamps: [00:00] - Introduction [02:30] - Meet Jake & Evan and how Pearl Edison started [04:07] - Jake & Evan’s career journeys and how they reconnected [08:35] - Pearl Edison’s white-labeled B2B model explained [15:52] - On pricing, bidding, and contractor flexibility [18:22] - Traction: Where Pearl Edison is operating now [27:25] - How smarter diagnostics empower homeowner decision-making [37:34] - What’s keeping them up at night — and what excites them [40:01] - Advice for startups and contractors in the space Follow Jake Yurek: LinkedIn: https://www.linkedin.com/in/jakeyurek/  Follow Evan Anderson: LinkedIn: https://www.linkedin.com/in/evananderson313/  Follow Pearl Edison:   Website: https://www.pearledison.com/ LinkedIn: https://www.linkedin.com/company/pearledison/  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to help build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 --------------------------------------------------------------- If you're a heat pump contractor feeling burnt out, wondering if this whole electrification thing is worth the hassle, or questioning whether you can build something meaningful in HVAC — this episode is your shot of inspiration. Stephen Hong is just over 30 years old. He's got a materials science degree from Virginia Tech. He's been running Electrify Colorado Mechanical for only a year and a half. And listening to him talk about heat pumps, you'd think he just discovered fire. "Heat pumps are the pearl of HVAC," Stephen says, and he means it. Not because they're easy money or simple installs, but because they're challenging. Because they matter. Because when you get one right, you're not just fixing someone's comfort — you're making a real dent in climate change while working on what Stephen calls "the most immense responsibility" — people's homes. This isn't your typical contractor success story. Stephen's path wound through disaster relief work, dead-end construction jobs, and answering a Craigslist ad from a guy who asked: "Do you want to help people stop burning dinosaur bones?"  Key Learnings Quality installs start with airtight refrigerant handling — leaks can reverse years of climate gains.Transparency and education are Stephen’s tools for building trust with homeowners.A heat pump project done well is a climate solution and a customer service win.Scaling a business means balancing growth with quality and training.Partnering with great electricians is critical to whole-home electrification success.Humility and honesty go further than “sales talk” in winning customers’ trust. Timestamps: [00:00] - Introduction [02:45] - Meet Stephen Hong and Electrify Colorado Mechanical [04:26] - Stephen’s path from engineering to disaster relief to HVAC [17:24] - The 5,000 details that make or break an install [22:48] - Building trust through radical transparency [30:40] - His vision for growing the business — slowly and sustainably [37:02] - Stephen’s advice: Be human, ask for help, respect the responsibility Follow Stephen Hong: LinkedIn: https://www.linkedin.com/in/hongs1/  Follow Electrify Colorado Mechanical:   Company’s Website: https://electrifycolorado.us/ Company’s LinkedIn: https://www.linkedin.com/company/electrify-colorado-mechanical/  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/

Want to build the future of heat pump software? We're hiring a software engineer to help contractors measure homes faster and design systems more accurately. Check out our open role. https://info.amply.energy/sr-mobile-engineer-may-2025 ------------------------------------------------ In this episode, Ed Smith welcomes Jonathan Pires, Area Sales Manager at Mitsubishi Electric, to explore what separates thriving HVAC contractors from the rest. Jonathan shares hard-earned insights from the field, explains how Mitsubishi’s Diamond Contractor Program works, and offers concrete tools that contractors often overlook — but shouldn’t. From the importance of software and sales training to key installation missteps, this conversation is packed with real-world advice for anyone working in heat pumps. Key Takeaways: Contractors who leverage software to develop repeatable, faster, more accurate processes outperform those who don’t.Mitsubishi’s Diamond Contractor Program offers major (and free) perks.Many install issues trace back to lack of load calculations and poor homeowner education.When it comes to heat pumps, homeowner expectations must be set around system behavior like noise, defrost, and setbacks since they differ from traditional systems.Simple tools like price books and financing integration can dramatically impact close rates.Selling from your own wallet often limits customer opportunity — focus on value, not assumptions. Timestamps: [00:00] - Introduction [04:11] - Background of Jonathan Pires [08:26] - What an Area Sales Manager actually does day-to-day [11:36] - Marketing support and overlooked Mitsubishi dealer resources [17:16] - Overview of the Diamond Contractor Program and scorecard [25:07] - Case study: reclaiming weekends through automation [34:02] - Avoiding callbacks: setting proper expectations with homeowners [39:00] - Ducted vs. ductless: when and how to use both [41:39] - Best resources for contractors looking to upskill Follow Jonathan Pires: LinkedIn: https://www.linkedin.com/in/jpires781/  Follow Mitsubishi Electric:   Website: https://www.mitsubishielectric.com/en/ LinkedIn: https://www.linkedin.com/company/metushvac/ Facebook: https://www.facebook.com/MitsubishiElectric/ Instagram: https://www.instagram.com/mitsubishielectric/ YouTube: https://www.youtube.com/channel/UCkDaGvT5PvALPg9sjhVEusA  Follow the Hosts: Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716Eric Fitz: https://www.linkedin.com/in/ehfitz/Amply Energy Website: https://www.amply.energy/Amply Energy YouTube: https://www.youtube.com/@amplyenergyAmply Energy Facebook: https://www.facebook.com/amplyenergyAmply Energy Instagram: https://www.instagram.com/amply_energy/