Part of the 90 Leads resource library. This article reflects guidance as of October 2026.
A heat-pump estimate should explain more than the equipment model and total price.
The homeowner also needs to understand the installation scope, the assessment behind the proposal, and the applicable compliance work.
For California contractors, clear explanations of permits, sizing, and Title 24, Part 6—the Energy Code—can make the proposal easier to compare.
The key is to explain the actual project requirements without turning them into a universal sales claim.
Identify the applicable code edition
As reviewed October 13, 2026:
- The 2022 Energy Code generally applies to permit applications submitted from January 1, 2023, through December 31, 2025.
- The 2025 Energy Code applies to permit applications submitted on or after January 1, 2026.
The permit-application date matters. Do not choose the edition solely from the article’s archive date or the year installation work occurs.
Confirm the project’s requirements with the authority having jurisdiction, including relevant local requirements and any applicable exceptions.
Separate new construction from an existing-home changeout
New construction and existing-home alterations are not interchangeable.
CEC guidance distinguishes the 2025 new-single-family prescriptive provisions from the requirements applicable to existing-home alterations. Do not tell every homeowner that state Energy Code rules require replacing an existing gas furnace with a heat pump.
A prescriptive approach follows specified compliance requirements. A performance approach evaluates compliance through an approved whole-building method.
Customers do not need every technical detail, but they do need accurate explanations of which path and project requirements apply.
Explain why sizing is part of the proposal
A heat pump should not be selected only because the old equipment had a particular capacity.
Manual J is a residential heating-and-cooling load calculation used to determine the home’s heating and cooling requirements.
Explain what your assessment includes and how it informs equipment selection.
Avoid telling the customer that “bigger is better.” DOE guidance identifies oversizing and excessive cycling as potential contributors to comfort and efficiency problems.
The assessment should support the proposal—not become a phrase added to make the estimate sound more technical.
Make the included work visible
A useful proposal can identify:
- Equipment and controls.
- Sizing and selection work.
- Existing components retained.
- Duct or airflow work included.
- Electrical work and any separate trade coordination.
- Permitting.
- Applicable testing, field verification, and documentation.
- Cleanup, disposal, and important exclusions.
Some requirements depend on the equipment replaced, the existing system, the applicable code, and available exceptions. Do not describe every testing item as mandatory for every project.
Instead, explain what applies to this job and who is responsible for completing it.
Help homeowners compare scope—not just price
One proposal may include duct modifications or compliance work that another does not clearly address.
That does not automatically make the lower-priced proposal wrong. It does make scope clarification important.
Provide a short comparison checklist:
- What equipment is included?
- What existing components remain?
- What installation work is included?
- Who handles permitting and applicable verification?
- Which costs or conditions are excluded?
This helps the customer ask informed questions without attacking another contractor.
Keep savings and incentive claims separate
Equipment selection, projected operating costs, and incentive eligibility are different subjects.
Do not use an uncertain rebate to make the installation price appear guaranteed. Do not promise savings without a defensible basis and clearly stated assumptions.
If financing is offered, make sure the marketing accurately reflects the actual terms.
A strong California heat-pump proposal makes the work understandable: what is being installed, why it was selected, and what is required to complete the project correctly.
That explanation is often more useful than another equipment slogan.
