The 4-Step Visit Checklist

Presentation Station · Residential HVAC replacement visits

Home / client: ____________________ Advisor: ____________________ Date: __________

Their #1 concern, in their words:

1. Discovery

• Confirm the home, people, number of systems, and rooms served.
• Ask: “What made you call? Which concern matters most?”
• Ask when it happens and what they have tried; read back their priority.

2. Your system today

• Use the attic, closet or mini-split view appropriate to the system you are explaining.
• Check the data-plate year and observed condition. Use supporting photos and findings in the conversation.
• Show the component, explain the finding, and connect it to their concern.
• Ask: “Does that picture make sense?” Keep model demonstrations distinct from measured findings.

3. Your options

• Show current versus proposed work, three equipment choices, and optional add-ons.
• Use accurate analogies: single-stage = on/off; two-stage = two outputs; a dimmer better describes variable capacity.
• Review the full price and actual discount before payment comparisons.
• Keep any energy-savings assumptions separate from the payment. Label payments: Example only — with approved credit. The lender’s approval sets the real rate and term.

4. Finance & sign

• Select the active saved approval; review its actual rate, term, and financing lines.
• Check that the selected scope and figures match the agreement and client record.
• Resolve questions before signing the agreement in the app.
• Check that the client record reflects the agreed work and current sale status.
• Confirm the next step that has actually been arranged. For an open quote, set the next contact and send follow-ups yourself.

Next action: ______________________________ Who: ______________ When: __________

Before leaving: the homeowner knows the next step, and the record tells the same story as the visit.