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Blown In Attic Insulation Update: Inspect. Estimate. Close.

Year round blown in attic insulation updates for existing homes: Peace of Mind, Signature, and Essentials Basic packages, plus when to switch to a spray foam system.

Document IDFRI-SOP-005
Version & Revisedv3.0 · October 14, 2026
OwnerSales Manager
AudienceSales Representatives
Review CycleAnnual, every fall

Purpose

  • Equip every rep to inspect, estimate, and close blown in attic insulation updates on existing homes, year round.
  • One standard process. Every attic, every rep, every time.
  • Know when an attic is a spray foam job, and switch the recommendation to a spray foam system.
  • Do the best attic inspection the homeowner has ever received.

1. What We Sell

  • Peace of Mind Package: complete removal of existing insulation, vacuumed out and hauled off. Air sealing of the attic floor. Baffles at the eaves. New blown insulation to R49. Depth rulers. Jobsite cleanup.
  • Signature Package: new blown insulation over existing insulation, brought up to R49. Baffles at the eaves. Depth rulers. Jobsite cleanup.
  • Essentials Basic Package: new blown insulation over existing insulation, brought up to R38. Jobsite cleanup.
  • Every package includes a manufacturer warranty on materials and a 1 year workmanship warranty.
Rule Never present more than three options. Always make one recommendation.
Spray foam is not a package It is a separate system with its own quote. See Section 7.

R Value Levels

MaterialR10 / R11R19R30
CelluloseR10 at 3″R19 at 6″R30 at 9″
FiberglassR11 at 5″R19 at 9″R30 at 13″
  • Cellulose reaches the same R value at about two thirds the depth of fiberglass.
  • Code target: R49 for blown insulation on the attic floor.
  • Use these levels to show the gap between what the homeowner has and where they need to be.

2. Before the Appointment

  • Confirm the attic access location with the homeowner.
  • Tools in every attic: depth ruler or gauge, flashlight or headlamp, tape or laser measure, respirator or mask, gloves, phone for photos.
  • Bring a smoke tool when air leakage needs to be shown.

3. The Customer Conversation

Every appointment starts with why they called. Write the answers down. You hand these problems back at the table.

At the Door

Say “I’m [Name] with Flatland Roofing and Insulation. I’m here to get eyes on your attic, show you exactly what’s up there, and give you real options before I leave today.”

Discovery Questions

  • “What made you call us?”
  • “Any rooms that run hotter or colder than the rest of the house?”
  • “How do your summer and winter bills feel?”
  • “How long have you been in the home? Any work ever done in the attic?”
  • “Ever seen or heard critters up there?”

Read the Customer

  • Need it: the home is underperforming.
  • Want it: motivated by comfort or efficiency.
  • Curious: exploring cost and options.
Goal Identify the problem statement (bills, comfort, curiosity, or necessity) before the inspection.

4. Attic Inspection

Say “Give me 15 minutes up there. I’m going to take a lot of pictures so you see what I see.”

A) Access Evaluation

  • Minimum 4 feet of working height in the center.
  • Opening at least 22″ x 30″, safe and stable for a tech and hose.
  • Note obstructions: low trusses, HVAC ducting, water heaters, electrical lines.
  • If access is limited or unsafe, include access modification or an alternate approach in the proposal.

B) Measurements

  • Attic square footage: measure the exterior footprint. Subtract the garage and porches unless they are part of the job.
  • Existing depth: measure at 3 to 5 spots across the attic and average them.
  • Material type: fiberglass, cellulose, mineral wool, or other.

C) Inspection Points

  • Insulation condition: compaction, dust, dirt, rodent droppings, pest damage, age.
  • Air sealing: gaps at can lights, plumbing, wires, bath fans, top plates, open chases.
  • Ventilation: soffit vents clear and baffled, open airflow path from soffit to ridge.
  • Moisture and mold: stained decking, mold spots, musty smells.
  • Mechanical and electrical:
    • HVAC equipment and ducts in the attic
    • Type of gas appliance combustion
    • Open junction boxes, recessed lights, wiring
  • Framing: truss layout and spacing, enough open area for consistent coverage.
  • Headroom: center height and how easily you can reach the edges of the attic.
  • Roof: leaks, damaged decking, daylight. Every roofing issue is a roofing lead.

D) Photos

  • The more photos, the better. Document everything.
  • Ruler in the insulation in every depth photo.
  • Shoot problem areas, air leaks, mechanicals, vents, roof deck, the access hatch, and potential roofing issues.
  • Photos are your best sales tool. They build trust and prove the recommendation.

5. Safety Stops

FindingAction
VermiculiteSTOP. Do not disturb it. No quote until it is tested.
Knob and tube wiringSTOP. An electrician clears it before we install.
Mold or waterFLAG. The source gets fixed before install.
Open junction boxes, recessed lightsPhotograph and note in Proline.

6. Choosing the Package

The attic decides the recommendation. Lead with the package that solves their problem.

PackageLead With It WhenScope
Peace of MindInsulation is heavily compressed, over 20 years old, or has rodent or pest damage.Removal, air sealing, baffles, new blow to R49, depth rulers.
SignatureInsulation is in decent shape, just too thin, and the homeowner wants code level.Blow over existing to R49, baffles, depth rulers.
Essentials BasicBudget conscious homeowner or rental property, insulation in decent shape.Blow over existing to R38.

7. When to Recommend a Spray Foam System

Same inspection, same process. Only the recommendation, quote, and presentation change.

Recommend spray foam when ALL of these are true

  • HVAC equipment or ductwork is in the attic.
  • The attic has plenty of room: at least 6 feet of height, with easy access to the edges.
  • The attic is a reasonable size compared to the home.

Attic Size Rule

  • Spray foam pulls the whole attic into conditioned space.
  • If the attic would nearly double the home’s conditioned square footage, the savings disappear.
  • Recommend a blown package instead.

Combustion Check (Gas Furnace or Water Heater in the Attic)

  • The appliance must have a sealed combustion chamber that draws its own makeup air from outside.
  • Spray foam turns the attic into a conditioned space with no ventilation. Without sealed combustion, gas fumes exhaust into the conditioned space.
Rule No sealed combustion, no spray foam. Recommend a blown package.

If It’s a Spray Foam Job

  • Capture the extra measurements the spray foam quote needs: roof pitch, gable dimensions, and the appliance combustion type.
  • Build a separate spray foam system quote in Proline.
  • Present the spray foam system as the recommendation.

8. Estimating in Proline

  • Open the attic insulation update quote template in Proline.
  • Enter the inspection numbers. Proline produces the price for all three packages.
  • Price on the spot, at the kitchen table.
  • Never adjust price outside of Proline.
  • Minimum: $1,000 on every attic insulation update.
Pricing rule Lowering price means removing scope. Never cut margin.
Tax credits Do not promise any federal tax credit. The 25C insulation credit ended for installs after December 31, 2025.

9. The Kitchen Table

Show, Don’t Tell

  • Pull up the photos. Let them look before you talk.
  • Tie every photo to a problem they gave you.
Say “You said the back bedroom runs hot. Here’s the insulation over that room. 3 inches, packed down.”

“Here’s where air is moving straight from your living space into the attic.”
  • Put the ruler on the table.
Say “This is what you have. This is where it should be.”

The Gap

Say “Right now you’re sitting around R[X]. Code calls for R49. That gap is what you’re paying for every month.”
  • One number. No building science lecture.

The Packages, Top Down

  • Peace of Mind: “We vacuum out everything up there, seal every leak on the attic floor, and blow in fresh to R49. Clean, healthy attic and a fresh start.”
  • Signature: “We blow in over what you have and bring you up to R49, with baffles to keep your attic breathing and depth rulers so you can see it.”
  • Essentials Basic: “We blow in over what you have and bring you up to R38. A solid improvement at the lowest investment.”
Recommend “Based on what I saw, I recommend [package], and here’s why: [their problem, solved].”

Before the Price Lands

  • Financing available.
  • Manufacturer warranty on materials.
  • 1 year workmanship warranty.

The Close

Ask “Which of these makes the most sense for you?”
  • Then stop talking.
On a yes “We collect 50% to get you on the production schedule. The rest is due at completion.”

10. Objections

Too Expensive

  • Financing first, then step down a package. Never drop price on the same scope.
Say “Totally fair. Let’s look at financing first and see what that does monthly.”

Then: “We can step down to [package]. Less scope, same quality install.”

Getting Other Quotes

Say “Good, you should. When you compare, ask three things: what R value, how many inches or bags, and whether air sealing and removal are included. A cheaper quote usually means less material.”

Talk to My Spouse

Say “Makes sense. What do you think they’ll ask?”
  • Answer it now. Get them on speaker before you leave if possible.

Need to Think

Say “What part are you still thinking through? Price, option, or timing?”
  • Solve the real one.

11. After the Sale

  • Collect the 50% deposit, then the job goes to production.
  • Save all photos and notes in Proline.
  • Every customer keeps the photos and written options, signed or not.

12. Key Talking Points

  • Blown insulation installs fast but only performs when air sealing and airflow are right.
  • Old, compressed, or contaminated insulation loses its ability to slow heat. Removal gives us a clean floor to seal.
  • Educate every customer. Photos win the sale.
  • Benefits: comfort every season, lower energy use, a healthier attic, longer roof life.
  • Speak with confidence: “Based on what I’m seeing, here’s what I recommend.”

13. Door Knocking & Community Awareness

Why Door Knocking Works

  • Roughly 50% of homes in our market need insulation updates. Every other house is a potential customer.
  • Most homeowners don’t know their attic is underperforming until someone shows them.
  • Face to face builds instant trust.

S.L.A.P. Formula (Adam Bensman)

S: Say Hi and Break the Ice

Friendly, personal, eye contact.

Say “Hey, I’m [Name] with Flatland Roofing and Insulation. Your yard looks great.”

L: Let Them Know Why You’re Here

Local and neighborly.

Say “We just helped your neighbor a few doors down with their attic. We’re checking a few homes in the neighborhood before the next season hits.”

A: Ask an Open Ended Question

Get them talking.

Ask “When was the last time anyone checked your attic insulation?” or “Any rooms that run hot in summer or cold in winter?”

P: Present Your Pitch

Tailor it to their answer.

Say “We’re doing free attic inspections right now. Half the homes we check are under insulated, and we can usually fix it in a single day. Takes about 10 minutes to look.”

On Every Door

  • Match their energy. Confident, helpful, never pushy.
  • Wear branded gear. Carry a tablet or clipboard.
  • Qualify fast: drafty rooms, hot rooms, high bills.
  • Get name, address, phone or email, and best inspection time. Log it in the CRM immediately.

Social and Community Presence

  • Post before and after photos and short crew clips: blowing, sealing, baffles.
  • Educate: R values, attic health, efficiency.
  • Tag locations and use local hashtags.
Message “Most homes in this area don’t have enough insulation. Fast, clean attic upgrades, usually done in one day. Local, professional, fully insured.”

14. Wrap Up

Every rep leaves this training able to:

  • Run a complete, consistent attic inspection.
  • Spot the safety stops and handle them correctly.
  • Choose between Peace of Mind, Signature, and Essentials Basic.
  • Recognize a spray foam attic and switch the recommendation.
  • Build an estimate in Proline and price on the spot.
  • Present three packages, recommend one, and close.
  • Handle the four core objections without cutting price.
Core message Insulation isn’t about thickness. It’s about total home performance. Educate the homeowner and you win the trust and the sale. If you don’t understand something, ask.

Revision History

VersionDateSummaryApproved By
1.0April 29, 2026Reformatted from sales training PDF. Winter focus.Sales Manager
2.0October 9, 2026Rebuilt year round. Three option system including spray foam.Sales Manager
3.0October 14, 2026Spray foam removed and moved to its own system and quote. Packages are now Peace of Mind, Signature, and Essentials Basic. Spray foam recommendation criteria added.Sales Manager

FLATLAND ROOFING AND INSULATION. BUILT RIGHT. BUILT TO LAST.