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/lgusahvac
• Instagram (Company): https://www.instagram.com/lghvacusa/#
• X (Company): https://x.com/LGHVACUSA

Follow the Hosts:

• Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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 problems
• The 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 selection
• How to demonstrate airflow and pressure problems in front of homeowners
• Using extended performance data to select equipment
• Installation handoff documentation that ensures predictable results
• ACCA QI certification and third-party verification
• How 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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/@baileysair
• Email: [email protected]
• Website (Company): https://airheroes.org/company/

Follow the Hosts:

• Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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=en
• YouTube: https://www.youtube.com/@timdestasiohvac/featured
• Course 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-5aa8716
• Eric 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 pros
• How AI voice agents and outsourced operations reduce costs and improve responsiveness
• The sales strategy behind an 80% close rate for high-efficiency heat pump installs
• Why Mike refuses to offer good-better-best options and only sells one product
• How 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 Technology
• Web Design/SEO: CI Web Group (with proprietary AI for dynamic content optimization)
• Google Ads: Mixing Group
• Video/Social Media: Ascend Creative
• AI Call Center: Onepath
• Back Office Support: Work Hero
• Rebate Financing: Eli Build (provides 95% of rebate via ACH overnight)
• Dispatch: Philippine-based virtual assistants
• AI 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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

1. Customer acquisition costs are becoming unsustainable for traditional approaches
2. Specialization creates new partnership opportunities for installation-focused contractors
3. Quality 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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply 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

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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

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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-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply Energy Instagram: https://www.instagram.com/amply_energy/