Change is always uncomfortable. The very thought of doing something different is anesthetizing to most of us, causing us to stumble forward in hopes that the road we’re on will take us somewhere that’s halfway decent. All those dreams we had as children were destroyed long ago by the industrialized educational programs in this country that trained the “Why?” out of us, and with the “Why?” went the “Why not?” and all sense that we could do something different, that our dreams were worth holding on to.

The momentum required to overcome this inertia is ginormous! We aren’t inspired to change by money (it’s only temporary), by accolades (it’s even more temporary), or by our own economic survival. What I think, and I may be wrong, is that we are inspired to change when something deep down inside us sparks those childhood dreams. You know, the ones where you were the hero that saved everyone, where you were brave, strong, held to your values like a rock in spite of the odds against you, and came out on top because the good guys always win in the end.

That tiny, glowing ember of a burnt dream bursts into a flame when you find your destiny, that task you were designed for, that purpose for your life that you are compelled to pursue with passion. This is what fuels the momentum to carry us passed the point of no return, to stand on our hind legs like people and shout at the universe “I will succeed!”

Even though we know the odds are against us, we know that we will make it. We know that nothing will stop us- not because we are so great at what we do, but because we simply won’t give up. And it’s not that we don’t recognize the dangerous world we walk in- we see those dangers, but we are no longer cowed by fear into inaction.

One question I ask my business consulting clients is “If it were absolutely impossible for you to fail, what would you be doing with your life?”

All too often, the answer I get is something completely unrelated to what they are doing now. Why? Because they are afraid to step out and risk everything in pursuit of their dreams.

I’m convinced that 98% of success is just showing up and not quitting. The other 2% is learned behavior.

I remember one Building America research project I worked on. The local HVAC contractor was asked to install a high performance duct system designed by a colleague of mine from Florida, Dennis Stroer. About 4 months after the job was completed, I ran into Hector at another client’s office.

“Hector, how did that duct system work out? Was it less expensive to install?” “Yes.”, he replied.

“Was it faster to install?” “Yes.”, he replied.

“We know it performs better because we’ve tested it- so it’s less expensive, faster, and performs better?” “Yes.” he replied.

“So you’re going to put it in that way in all your homes from now on?” “No.” he replied, “It’s different, so we didn’t like it.”

Fear of change is costing that HVAC company thousands of dollars every year, the builders they work for thousands of dollars in unnecessary expenses, and the homeowners who have to live with crappy HVAC systems thousands of dollars over their tenure in the home. All because they are afraid to change.

1. Listen very carefully & patiently to what your prospect says.

2. Make sure you understand their objection by repeating it as a question: “So, if I have understood you correctly, what you are saying is… (repeat their objection). In addition to that, are there any other objections?” This is usually when the real objection surfaces.

3. Acknowledge and show respect for their point of view. Say: “I can understand why you might say that. In fact, we’ve heard this before from other clients. But what they found- and I’m sure you will too- is that we provide quality services at a fair price.”

Alternate endings:
“We know the climate, the codes, the construction methods suitable for this area, so we know what works and what doesn’t.”
“The job gets done right, mitigating risk for you and reducing comfort callbacks. We provide personalized service and accountability.”
“Our staff is trained in the latest standards which make us more efficient. This keeps our expenses down and that is reflected in our price.”
“We have staff available to respond to your questions, comments, concerns, and complaints.”
“Everyone pays the same rate- and we disclose all charges up front.”
“We offer discounted rates on additional services, saving you money.” Be absolutely honest with your response. They can tell when you are being a deceitful, bottom-feeding scumbag.

4. Check that your answer has met their concern by asking them, “Does that make as much sense to you as it does me?” For Pete’s sake, only say this if your proposal actually makes sense.

5. Ask for the business. “Would you like us to go ahead and start?” At this point, BE QUIET. Wait for them to talk. More salespeople screw up because they are afraid of silence. If they could only keep their trap shut- but they usually talk their way out of a sale.

6. If they say they can get it for less somewhere else, respond with “I’m sure you aren’t the cheapest builder (or whatever industry they are in) in town. I’m also certain our competitor knows the value of the services they provide. I know the value of what we do, and our price is fair.”

This two day course was developed by RESNET and is only delivered through RESNET-accredited Green Rater Training Providers. Designed for HERS Raters, it provides an additional certification for them but is also a useful introduction to green building for builders, architects, home inspectors, and government officials.

This course is recognized as meeting one of the prerequisites for the US Green Building Council’s LEED for Homes Green Rater course and is taught by a LEED for Homes Green Rater Faculty member.

The course is scheduled for Wednesday, June 1st and Thursday, June 2nd, 8 am to 5 pm.  Lunch is not provided.

Cost: $200.00

Location:
Austin, TX
The specific location is TBD, but will be in a hotel meeting room at a location with convenient access to restaurants.

Click here to sign-up today!

I have seen homes where the builder conditioned part of the attic without insulating the roofline or gable wall and there was a case where a code official (in ignorance) required a builder to condition the garage with a duct from the house in order to keep the water pipes from freezing.  The garage IS NEVER INSIDE THE BUILDING ENVELOPE!  If there is a desire to provide conditioning to the garage, it must be conditioned by a separate system than the house.

The builder gets to define the building envelope by deciding where to place the insulation and air barriers.

The building envelope’s function is to protect the occupants of the home from the elements (air, heat, cold, water).

One myth about the building envelope is that all we need to do to improve it is to add more insulation.  A certain utility program recommended increasing the amount of attic insulation to R-49 to decrease the amount of heat loss and gain through the ceiling; at the same time, they recommended that extensive airsealing shouldn’t be done because “houses need to breathe” and airsealing would increase the amount of pollutants in the home.

This is another myth: airsealing the home prevents pollution from entering the home from the basement, crawlspace, carport, attached garage, attic and outside.  By the way, houses don’t need to breathe, but people do- so add intentional ventilation for the people!

Building a high performance home requires that a systems approach is used.  The home is made up of many smaller, interdependent systems.  Changes to one system may have an affect on another system, leading to cost changes (for better or worse) or improved energy efficiency (or lowered).  It is important to get an accredited professional involved in the process in order to ensure that you end up with the home you intended to build.

Why should a builder build a high performance home?  Perhaps they want to separate themselves from the competition, improve customer satisfaction, increase profitability or save the planet.

However, I think that the best reason is because it is the right way to build a home that will stand the test of time.  Leaving that legacy for those who follow us on this planet is incredibly important.  As homebuilders, we are creating works of public and private art, sculptures for people to live in and marvel at.  It goes beyond providing simple shelter to creating something of value that has an impact for generations.

Brett Dillon