The Meeting Map

A Way To Get More Of Your Prospects To Choose Passive House

The Meeting Map is a way to structure your meetings with potential clients. It breaks the meeting into a number of stages and gives the person looking to build a home a procedure to make a decision—a decision that is easier and based in long term outcomes. 

Bad Decisions & Low Conversion Rates

Only a small percentage of people who meet with a passive architect or builder to talk about building a new home end up opting for a passive house. 

So how do architects and builders get more people to opt for a passive house? And how do they get those who do opt for a passive house to have more durable commitments (so they don’t change their minds later)?

How do they get people to see the value of the energy and repair savings? The value of a home designed using the latest building science? Of higher air quality?

The Meeting Map


Home buyers usually are not practiced in making this decision and make a lot of mistakes without knowing it.

For instance, they might focus on what is easy to evaluate (such as the beauty of a kitchen) instead of what is important (such as air quality or the elimination of cold and hot zones in the home). They discount the value of certain things, such as energy savings, and then end up building homes that make them poorer and less healthy.

The Meeting Map (which includes a small book to help the person evaluate a house) is designed to reduce the incidence of common mistakes. It gives the person a number of objective measures to make the decision easier and less subject to error. 

We expect the Meeting Map to increase the number of clients who opt for a passive home—and make the commitments of those clients stronger and more durable.  


Effects on the Meeting


Perceived as a working in own interest
(low trust and credibility)

Perceived as working in prospect’s interest
(high trust and credibility )

Ease Of Decision

Difficult due to complexity and lack of objective measures

Easier due to objective measures, salience of criteria and use of contrasts


Weak due to poor weighting of variables

Strong due to pledge to use criteria, connection between criteria and outcomes

Conversion Rate

Low due to high number of alternatives and high number of barriers

Higher due to reduced number of alternatives and reduced barriers



This purchase includes instructions on pre-meeting correspondence and client information collection, copies of a book to give to your clients, instructions on how to respond to certain questions and how to differentiate your products from other builders and architects, as well as the training on how to use this tool in your meetings.

Contact us to order the Meeting Map.