The High Performance Edge Podcast
00:11:28 · Larry Waters
[00:11:28] S2: Absolutely. So we're we're a we're a comprehensive company. We come in and look at how we can decarbonize your home in the most efficient way possible, which can all in our mission statement. And and and then share the benefits of the new technology with people. So this is just a transfer of technology. Yeah. No different than when you got rid of your flip phone and got a smartphone. The government didn't tell you how to do that. Yeah. These are these are real easy arguments to get around. The government didn't tell you how to go from the tube TV to the flat screen TV. You just did it because it's better technology. Right. That's what this whole thing is. And if we frame it that way, it's everybody's opportunity.
00:12:05 · Peter Troast
[00:12:05] S1: Got it. Alright. Let's shift and talk a little bit about their... You know, the the processes, you know, business processes that you have, you know, you have adopted, somewhat radical change to, like, the traditional contracting method. And and in a lot of ways, as I said before, in advance of what these tech companies did. So classic fashion. Right? Smart, you know, smart business people usually from outside our industry parachute in. They take a look at, you know, at at how things go. They look for opportunities for disruption, and they look at the friction points. And, you know, some of those, you know, that they are very clear about is is an in house visit being like a... The huge impediment to the kind of scale and the business model, the nature of the quoting process. You know, there's a lot of badmouthing, quite frankly, of the customer experience process when it comes to dealing directly with a contractor. And in so many ways, you know, you've you've kind of before they even declared these to be sort of, things to disrupt, you were doing it. So talk about... You know, tell us first of all about how your process does work and how the... How you made those decisions and how they've been received by the market.
00:13:13 · Larry Waters, Peter Troast
[00:13:13] S2: Yeah. So I... One thing that I knew when I started was I was not gonna be everywhere all the time. There was no possibility for me to do that. And I also knew who the persona of the buyers were that were interested in what I was providing. Yeah. Which is like a full project, making the house more efficient and putting in the right equipment. [00:13:32] S1: Yeah. [00:13:32] S2: And so I knew these people very technical oriented, technology oriented even on that end. So I said, I'm gonna remove the resistance of the process and just do an intake form that triggers a virtual assessment. And I'm gonna sell the reasoning of that virtual assessment to each customer differently of why we do this. Interesting. I mean, if if you're super climate oriented, it does. It saves a lot of carbon emissions. Like, if somebody gets four people come out to their house and I come virtually, I'll ask them, what do you think the embedded carbon in your process has been so far? Don't you wish you would have found us first? Right? I'm gonna save you time and effort. I'm not gonna... There's no pressure on this. We're gonna deliver everything, give handshake agreement. And so basically, they go through and fill out a pretty decent little form, which eliminates the people that are just kicking tires. [00:14:30] S1: Just tire kickers. Yep.
00:14:30 · Peter Troast, Larry Waters
[00:14:30] S1: Just tire kickers. Yep. [00:14:32] S2: And because they're not gonna spend the time, they do have a little bit of... They got a little bit of sweat in the game. And and then we've got a comprehensive report to go by. We do a little work on our end, a little Internet research. And then we put together a a a virtual assessment, and I have the virtual assessment put together. Once I determine what the customer's personality type is, I can alter my virtual assessment process to them exactly. And I could do that all from my computer screen in the background. You can't, it's harder to do on-site. And then we offer, know, what, well, you're the only one that hasn't come out. You can't see this. And I says, no, but I've done 2,000 of these projects. Right? So Yeah. We know enough to give you some budget numbers and then come out, and this way it's no pressure. People appreciate that. Yeah. And it's really saved us a lot of time and effort and gas and road miles and all the things. Yeah. And and and it's truly unique. We we have altered it a little bit now to where we're we're moving into a different marketplace and and bringing in different personas. So we do offer a... We'll do a on-site service for you first if you want it, but the uptick on that is small. Really? Like, most people wanna start virtually.
00:14:32 · Larry Waters, Peter Troast
[00:14:32] S2: And because they're not gonna spend the time, they do have a little bit of... They got a little bit of sweat in the game. And and then we've got a comprehensive report to go by. We do a little work on our end, a little Internet research. And then we put together a a a virtual assessment, and I have the virtual assessment put together. Once I determine what the customer's personality type is, I can alter my virtual assessment process to them exactly. And I could do that all from my computer screen in the background. You can't, it's harder to do on-site. And then we offer, know, what, well, you're the only one that hasn't come out. You can't see this. And I says, no, but I've done 2,000 of these projects. Right? So Yeah. We know enough to give you some budget numbers and then come out, and this way it's no pressure. People appreciate that. Yeah. And it's really saved us a lot of time and effort and gas and road miles and all the things. Yeah. And and and it's truly unique. We we have altered it a little bit now to where we're we're moving into a different marketplace and and bringing in different personas. So we do offer a... We'll do a on-site service for you first if you want it, but the uptick on that is small. Really? Like, most people wanna start virtually. [00:15:42] S1: Yeah. Amazing. Amazing. And and and, you know, I'm... I can speak for... Because I, you know, know this intimately that your form, you know, that you... That folks fill out, the virtual assessment is, you know, is pretty elaborate. Right? I mean, by the standards
00:15:42 · Peter Troast, Larry Waters
[00:15:42] S1: Yeah. Amazing. Amazing. And and and, you know, I'm... I can speak for... Because I, you know, know this intimately that your form, you know, that you... That folks fill out, the virtual assessment is, you know, is pretty elaborate. Right? I mean, by the standards [00:15:56] S2: of a lot of questions. [00:15:57] S1: It's asked a lot of questions. Right? By the standards of a marketing guy who said to ask as few questions as possible so we can get as many leads as we want, This one requires some work, and your numbers are quite remarkable in terms of completion rates. So, how'd you how'd you do... How'd you accomplish what you're not supposed to be able to do?