How To Be a REAL Comfort Consultant

In this comprehensive episode, Bryan Orr sits down with Tim De Stasio to explore the world of comfort consulting and performance contracting in HVAC. Tim, who sold his contracting company to focus on this specialized field, shares his methodical approach to diagnosing home performance issues that go far beyond traditional HVAC troubleshooting. Working primarily in the humid coastal North Carolina market, Tim has developed a thorough process that treats the house as a complete system rather than just focusing on equipment.

Tim's journey into comfort consulting began when he recognized the value of comprehensive home performance testing after seeing the work of practitioners like Michael Housh. His approach combines ethical selling with rigorous testing and data collection, allowing him to stand behind his recommendations with confidence. Unlike traditional HVAC service calls that might only involve checking refrigerant levels, Tim's comfort consultations can take an entire day and involve extensive testing protocols that examine everything from building pressure to thermal imaging.

The conversation reveals how this type of work requires a fundamental shift in thinking - from being an equipment-focused technician to becoming more like a field engineer or building scientist. Tim emphasizes the importance of having repeatable processes and comprehensive checklists, using tools like Safety Culture app to document findings with photos, notes, and annotations. His methodology starts with a detailed pre-visit questionnaire and includes preparing clients for what will be a very different experience from typical HVAC service calls.

Perhaps most importantly, Tim demonstrates how proper diagnostics can lead to ethical sales opportunities. By using tools like blower door tests, thermal imaging, building pressure measurements, and comprehensive system evaluations, he can provide clients with data-driven recommendations prioritized by impact and return on investment. His approach includes a two-week period for analysis before delivering final recommendations, ensuring thoughtful conclusions rather than rushed judgments.

Topics Covered

• The Business Model of Comfort Consulting - How Tim structures his three-pronged business: home performance testing/comfort consultations, HVAC design for contractors, and training
• Preparing Clients for the Process - Using pre-visit questionnaires, YouTube videos, and setting proper expectations for an all-day, disruptive home evaluation
• Comprehensive Visual Assessment - The "hands in pockets" approach, starting with exterior building examination including gutters, downspouts, vent terminations, and moisture issues
• Interior Documentation Process - Room-by-room photo documentation, thermal imaging for missing insulation and thermal bridging, and moisture meter readings
• Crawl Space and Attic Inspections - What to look for in foundation issues, vapor barriers, insulation conditions, and air sealing problems
• Ventilation System Testing - Using flow boxes to measure bathroom fan performance, checking kitchen exhaust, and verifying dryer connections
• Building Pressure Testing Protocols - Stack effect measurements, worst-case depressurization testing, dominant duct leakage assessment, and building pressure balance testing
• Blower