Your market is 0 properties.Your reps are building the list by hand.
We pulled the Connecticut and Massachusetts state parcel records this morning and counted every commercial and multifamily property inside United Illuminating and National Grid territory. There are 81,614 of them. 48,655 are held through an LLC or a trust, which is precisely why LoopNet, PropStream and the Secretary of State registries are eating the selling days you have left before the program year closes.
This document is the map, the signals, the architecture and the schedule. Every number in it is queryable and sourced. Nothing here is an estimate dressed up as a fact.
Five dates decide
the rest of this year
Roxana told us there is urgency around getting applications submitted and approved before year-end while funding is available. That is correct, and it is sharper than it sounds. Here is the actual calendar.
One of these does not wait for us. Multi-unit dwelling EV applications close 1 October. A built campaign cannot land before then, because inbox warm-up alone takes two weeks. So we do not pretend otherwise: on day one we hand your reps the 2,797 National Grid properties classed as apartments of more than eight units. Every one clears the five-unit MUD threshold, and a further 11,863 sit in the four-to-eight band to triage. Straight out of the parcel file, before the machine is built. Manual, targeted, ten days. Everything else runs to 31 December.
Then the arithmetic: starting this week puts first touches on 21 September, which leaves 70 selling days before the apply-by date and 101 before the program closes for good. Every week of delay costs seven of them, and 2026 is the last year of the current program, so they do not come back.
- Jun 30, 2026Already passed
Federal 30C credit expired
The One Big Beautiful Bill Act ended the Alternative Fuel Vehicle Refueling Property Credit for anything placed in service after June 30. Up to 30% and $100,000 per port, gone. Every EV conversation from here is a utility-money conversation.
- Oct 1, 2026
Multi-unit dwelling EV applications close
This is the deadline inside the deadline, and it is 31 days away. National Grid closes MUD EV-Ready Site Plan applications on 1 October for properties with five or more units. It is the earliest hard cut-off in the whole calendar and it lands on one of your core segments.
- Oct 31, 2026
Massachusetts publishes building-level energy use
DOER releases the Large Building Energy Reporting disclosure: a searchable database and map of reported energy use and emissions for every covered building ≥20,000 sq ft. 6,873 of them sit in National Grid territory. It is the highest-quality prospecting list this market has ever produced, and it is free.
- Nov 30, 2026
Apply by here to leave review time
National Grid asks commercial customers to apply by 30 November so there is time to review before a Pre-Approval Offer Letter can be issued. Applications that land later are gambling on turnaround.
- Dec 31, 2026
Signed pre-approval, or nothing. And the program ends
Signed Pre-Approval Offer Letters received after 31 December are not accepted for Multi-Unit Dwelling, Fleet or Public and Workplace programs. 2026 is the final year of the current National Grid program. Connecticut’s EV program carries the same expected end date, an annual funding cap, and a 2027 waitlist once it is hit.
We counted the market
instead of estimating it
Both states publish a standardized statewide parcel file with owner name, mailing address, use code, building area, year built and last sale. It is free, it is authoritative, and it is the same data the assessors run on. We queried both on 31 August 2026. These are counts, not projections.
Massachusetts, by segment
Every parcel Lionheart sells into. Statewide, from the FY2026 file.
You already have a page built for those operators and no way to reach them at volume.
The single cleanest proxy for end-of-life equipment in the entire dataset.
On National Grid multifamily parcels the UNITS column is null or zero half the time. Filter on it and you silently lose half the market, so we read eligibility off the use code instead.
Four walls, and none of them
are a people problem
Your team went to LoopNet, PropStream, Vision Appraisal, the CT and MA business registries and IDI Corp. Every one of those is a rational response to a specific technical obstacle. There are four of them, each solvable once, by a machine, and then solved for good.
Connecticut's own file is not machine-readable
Massachusetts publishes one standardized use code for all 351 municipalities, so a single SQL filter isolates every apartment building in the state. Connecticut does not. Its statewide file carries at least 2,000 distinct values in the use field, and they are mostly town-specific zoning codes, not use codes. The description column is blank for 600,097 of 1,290,196 parcels.
The fix: a classification pass that reads address, owner, building area, assessed values and room counts and assigns one normalized use class per parcel. It costs roughly a tenth of a cent per row and runs in an afternoon. After that, Connecticut queries exactly like Massachusetts, permanently.
The deed names an LLC, not a person
Your ICP note says it plainly: owners “often owning through LLCs.” The data agrees, hard. Of the 71,765 target properties in National Grid territory, 42,796 are titled to an LLC, LP, trust, realty company or corporation. In Connecticut it is 16,807 of 30,548. That is why your team ended up inside the Secretary of State registries: it is the only place the deed turns into a name.
The fix: this is an API chain, not a research task. It runs unattended on 48,655 records and hands your reps a named human with a verified mobile.
You are almost certainly dialing consumer skip-trace data
IDI Corp is a skip-trace tool. It is built to find a consumer at a residential address for collections, investigations and tenant screening. Pointed at a commercial property owner who holds title through an LLC, it returns landlines, disconnected numbers, relatives and prior addresses. Your reps then dial them, hear nothing, and conclude the list is bad. The list is fine. The phone layer is what fails them.
B2B mobile is a different supply chain entirely: a waterfall of providers queried in sequence, each one only paid when it returns a number the previous one missed.
Send us one list your reps are calling now. We will run 250 records through our phone waterfall at our cost and hand back a side-by-side: how many of your numbers are live mobiles, how many are landlines, how many are wrong, and what the waterfall recovered. You will know inside 24 hours whether this is the problem. No commitment attached to it.
Your best closers are doing data entry
You told us the sales lead builds and distributes the lead lists, and that reps work their own leads end to end. In a market of 81,614 properties with a 91-day window, that is the binding constraint. A commissioned 1099 advisor who spends half a week assembling a call list is a closer you are paying to be a researcher, and they feel it.
The sales lead keeps the coaching, the weekly meeting and the pipeline. What they stop owning is list construction, which is the one part of the job that scales better without a human in it.
Twenty-one reasons to call,
ranked and dated
A list is a list. A list where every row carries a specific reason this property, this owner, this month is a sales asset. These are the signals that exist in this market: what each one means, where it comes from, and how many properties it currently fires on.
Deadline pressure
Fires across the whole territory. This is the reason a cold email gets opened in September and ignored in February.
National Grid: apply by Nov 30
Applications are asked for by 30 November so there is review time; the Pre-Approval Offer Letter must be signed by 31 December. Miss it and the project moves to the 2027 budget.
Connecticut hits its annual cap
The CT EV Charging Program carries an annual funding cap. Once it is reached the utilities hold a waitlist, and waitlisted applications are re-evaluated in 2027. Expected program end 31 Dec 2026.
The federal credit already died
PassedOBBBA ended the 30C credit for property placed in service after 30 June 2026. Up to 30% and $100k per port, gone. Every EV economics conversation now rests entirely on utility money.
Mass Save got $500M smaller
The DPU cut $500 million from the 2025-2027 plan, which still carries $3.4B in customer incentives. Less money chasing the same buildings makes early application worth more.
UI raised rates in January
A rate increase converts an abstract efficiency pitch into a line item an owner already noticed on a bill. It is the cheapest opener your reps have.
Property-level · already in hand
Every one of these is a column in the parcel file we have already queried. No vendor, no cost, available on day one.
Built before 2000
50,024 in NG territoryThe single cleanest proxy for end-of-life HVAC, lighting and envelope in the entire dataset. It is also the qualifying condition for the retrofit incentive tiers you sell.
≥ 20,000 sq ft
6,873 in NG territoryLarger project, larger incentive, and from 31 October a building whose actual energy use is a matter of public record.
Changed hands since Jan 2024
7,122 in NG territoryNew ownership is the reliable capex window in commercial real estate. A buyer 18 months in is budgeting; a 30-year holder is not.
Apartments over eight units
2,797 in NG territoryClears the five-unit threshold for multi-unit dwelling EV make-ready and makes in-unit direct install worth the mobilization. Read from the use code, because the unit-count column is not trustworthy. That is the next card along.
Parking lot or garage parcel
4,695 in MAA parcel classed as parking is a site with capacity and no building load competing for the panel. You have a page for these operators already.
One owner, many parcels
Group the file by owner name and the portfolio holders fall out. One conversation, eight buildings. This is the highest-value cut in the entire dataset and it costs nothing.
Out-of-state mailing address
Absentee owner. The decision runs through the property manager, so the sequence, the channel and the opener all change.
Overlay data · bought or scraped
External sources joined onto the parcel spine. Each adds a reason to call that a competitor does not have.
Reported energy use per building
Oct 31From 31 October, DOER publishes a searchable database and map of energy use and emissions for every covered MA building. Rank by intensity and you have a worst-performers list with an address on it.
Environmental Justice designation
CT DEEP publishes EJ block groups and distressed municipalities. Connecticut pays 100% of make-ready plus 50% of equipment, and the cap that applies depends on whether the site sits in an underserved or a baseline community, up to $40,000 for Level 2. Which cap a building gets is a map join we can run on the whole territory.
Open building permits
A roof, electrical or HVAC permit means a contractor is already mobilized and a budget already exists. Permit data covers ~2,770 jurisdictions and refreshes twice monthly.
Existing EV charging on site
Suppress properties already served and surface the gaps around them. An owner two blocks from four public ports has a tenant-retention argument handed to them.
Expiring affordable-housing subsidy
LIHTC compliance-period ends and HAP contract expirations trigger recapitalization, which is when energy scope gets funded. Address-level, deduplicated, free.
Boston & Cambridge disclosure
BERDO and BEUDO already publish energy and water metrics with owner detail through Analyze Boston. Useful now as a proof of method before the statewide file lands.
Person-level
Applied after the property qualifies, to decide who gets contacted and on which channel.
New facilities or property-management hire
A new person in the seat re-opens vendor decisions that were closed. Job postings surface it weeks before anyone announces anything.
Active on LinkedIn in the last 30 days
Decides routing. Owners who post get the LinkedIn sequence on a rep profile; the rest get email and a dial. Sending LinkedIn messages to a dormant profile burns the sender for nothing.
Registry principal vs. registered agent
The agent is usually a law firm. Scoring the difference is what stops your reps pitching a paralegal in Hartford.
Signals work as weights, not as a checklist. Each property gets one score, so a 1968 apartment building of 40 units in an EJ block group with an open electrical permit outranks a 2019 office park every time. Your reps work the ranking from the top; they never see the rest.
In 0 days, Massachusetts publishes the energy use of every large building in the state
Under the Large Building Energy Reporting law, every Massachusetts building at or above 20,000 square feet has to disclose its annual energy use. Utilities report the electric, gas and steam directly. On 31 October, DOER releases the disclosure: a searchable database and a map, at individual building level, with reported energy use and an emissions profile.
That is a public, address-level list of exactly which buildings in Massachusetts are performing badly, which is the precise question a Lionheart energy advisor exists to answer. There are 6,873 covered buildings inside National Grid territory alone.
Right now nobody in this market is set up to use it. The companies who could are utility implementation contractors who take assigned leads and do not run outbound. Whoever joins that file to owner identity and contact data in the first two weeks has a list nobody else has, in the exact window when the applications are due.
We would have the parcel spine, the entity resolution and the contact layer already built and waiting. On 1 November it becomes a join, and a campaign goes out the same week.
Eight weeks between the data landing and the last signed pre-approval. Only a team already running gets to use them.
Connecticut has no equivalent disclosure law, which is why the CT play leans on the EJ designation, the parcel signals and the funding cap instead. Different state, different lever.
Ten campaigns, and what
goes out the day we start
Signals are only useful once they are attached to a specific reader and a specific offer. This is the slate. Each one is a segment we can isolate from the parcel file today, paired with the thing you sell that it earns. One is a manual sprint that starts the day we shake hands; wave one launches 21 September; wave two follows as the data for it lands.
MUD EV before Oct 1
- Who
- National Grid apartment properties of more than eight units, all clearing the five-unit MUD threshold
- Why now
- MUD EV-Ready Site Plan applications close 1 October. Thirty-one days, and no built campaign can reach them in time.
- What they get
- Handed to your reps as a named list on day one, out of the parcel file, before anything else is built. Phone and field, not sequences. This one is a sprint and we should say so.
Your building is on the list
- Who
- Massachusetts owners of buildings ≥20,000 sq ft in National Grid territory
- Why now
- DOER publishes their building’s reported energy use on 31 October, by name, by address, with an emissions profile.
- What they get
- A read of what the state just published about their building, and what the incentive money will pay to fix it before the deadline.
Pre-2000 multifamily, direct install
- Who
- Apartment and mixed-use owners in National Grid territory, built before 2000
- Why now
- Equipment at or past end of life, and a program year that closes in 91 days.
- What they get
- In-unit direct install, PTAC, heat-pump water heaters and envelope work at up to 50% of retrofit cost, the core of what you already sell.
Environmental Justice EV make-ready
- Who
- CT owners with parking, inside a DEEP-designated EJ block group or distressed municipality
- Why now
- Underserved-community status raises the rebate cap to as much as $40,000 for Level 2, on top of 100% of make-ready. Connecticut’s annual funding cap then sends latecomers to a 2027 waitlist. CT runs its own calendar, so this one is live through December.
- What they get
- Make-ready plus equipment at the higher cap, with the application handled. Same pitch, materially more money, and we can tell them which tier they are in before the call.
Parking operators
- Who
- Owners and operators of parcels classed as parking lot or garage
- Why now
- A site with capacity and no competing building load on the panel, which makes it the cheapest EV install in the market.
- What they get
- Charging as a revenue line rather than an amenity cost. You already have the page built for this buyer.
Demand-charge peak shaving
- Who
- Industrial, warehouse and refrigeration-heavy retail with spiky load profiles
- Why now
- Demand charges scale off a single fifteen-minute peak, and January rate increases put the number in front of the owner already.
- What they get
- Your BESS leasing program: peak shaving with no capital purchase. A different buyer and a far larger ticket than a lighting retrofit.
New owners, open budgets
- Who
- Anyone who bought a qualifying property since January 2024
- Why now
- New ownership is the reliable capex window in commercial real estate. Eighteen months in, they are budgeting; thirty years in, they are not.
- What they get
- A walk-through of what the previous owner left on the table and what the programs will fund this year.
Portfolio holders
- Who
- Owners whose name appears on five or more qualifying parcels
- Why now
- They are already managing energy spend across a portfolio and have nobody bringing them a program-wide plan.
- What they get
- One assessment across every building they hold, sequenced to the deadline. Highest contract value per conversation in the entire slate.
Affordable & senior recapitalization
- Who
- LIHTC, HAP and senior-living operators approaching a subsidy or compliance milestone
- Why now
- Recapitalization is when energy scope actually gets funded, and the dates are published years ahead in a free federal database.
- What they get
- Energy scope built into the refinance, using program money to reduce the ask. A long sales cycle you should be starting now, not later.
Contractor & manager channel
- Who
- Electrical and HVAC contractors on the Energize CT and Mass Save directories; management companies on the NEAHMA and MassLandlords rolls
- Why now
- They walk through your target buildings weekly and have no way to monetize a program conversation.
- What they get
- A referral relationship, not a sale. This feeds the partner channel you already run rather than competing with it.
Segments overlap, and that is the point. A 1968 forty-unit building in an EJ block group that traded last year qualifies for four of these at once. It gets one message, from one rep, built on whichever trigger scores highest. Never four. Suppression across the whole slate is enforced before anything sends, which is the part that breaks when a team runs campaigns out of separate spreadsheets.
The first touch for campaign 01,
written out
Slates and architecture are easy to describe and hard to judge. So here is the thing itself: the opening email for the disclosure campaign, as it would land in an owner's inbox on 8 November. Every merge field is a column the pipeline already produces.
Hi {{first_name}},
Your building at {{building_address}} is on the list Massachusetts published on 31 October, with its reported energy use printed next to it. {{why_now}}
I’m with Lionheart Energy. We handle the National Grid rebate applications for commercial and multifamily owners across the territory, and we pulled the disclosure the week it came out.
I put together a one page read on where {{building_address}} sits against similar buildings nearby, and which National Grid programs will pay for the gap. No charge, and no meeting needed to get it.
Want me to send it over?
{{sender_first_name}} Lionheart Energy
{{first_name}}, did this land with you? Happy to just send the page over if that is easier.
A real person checking their note arrived. Not a second pitch, and not a new subject line that breaks the thread. Touches three through five change the angle, ask for the right person, and close the loop.
{{first_name}}, your building at {{building_address}} showed up on the state energy disclosure Massachusetts published on 31 October. I'm with Lionheart Energy, we handle the National Grid rebate applications. Want the one page read on where it landed?
Sent from {{sender_name}}'s own profile, in their name. Same trigger, same deliverable, same question, one third the length.
- Names the sender and the companyA cold reader answers who is this, why me, what do they want in about three seconds.
- Carries a deliverableThe one page read. An ask with nothing attached to it is a favor request.
- First line is about themTheir building, their address, their number. Not an industry fact talking at them.
- A rendered why-now, not a template hole{{why_now}} is a whole pre-written sentence per record or an empty cell. Spintax cannot see a blank variable.
- One question, one CTASend it over, yes or no. Nothing to schedule, nothing to decide.
- 112 wordsUnder the 120-word cap, with the proof point intact.
- No price anywhereThe number belongs on a call, after they have seen the read.
We wrote it from public facts because we have not seen your approved script, your multifamily template or your utility-specific versions yet. Copy that already converts beats copy we invent, so the real sequences get built on yours. What this shows is the shape: a trigger the reader can verify themselves, a named sender, something concrete on offer, and one question.
Seven stages, and a rep
touches none of them
This is the part that replaces list building. It runs on a schedule, it checkpoints, and it produces the same artefact every week: a ranked, deduplicated, contactable list with a reason attached to every row.
Spine
MassGIS standardized assessors and the CT OPM CAMA & parcel layer land in Postgres as one table with a stable parcel key. 3.85 million rows across both states, refreshed on the state publication cycle.
Normalize
A small model reads address, owner, building area, assessed split and room counts on every CT parcel and writes one normalized use class. This is the step that turns 2,000 town zoning codes and 600,097 blanks into a filterable column.
Qualify
Territory filter, then the signal weights: age, size, units, recent sale, portfolio depth, EJ designation, parking capacity. Every property leaves this stage with a score and a named reason to call.
Resolve
Entity-owned parcels go to a Secretary of State API that pulls live from the state registry and returns principals, registered agent, formation date and status. Agents are down-weighted; principals are kept.
Enrich
Email and mobile run as separate provider chains, each queried in sequence and each paid only when it returns what the previous one missed. Results cache for 90 days so the same person is never bought twice.
Route
Suppressions applied first: existing customers, live applications, prior contacts. Then each lead is routed by channel fit and assigned to the rep who owns that territory, so nobody works the same building twice.
Deliver
Sequences fire from warmed inboxes and rep LinkedIn profiles. A reply or a booked meeting posts by webhook into Monday.com with full context, and the mobile number is already in Dialpad when the rep picks up.
Every spend-bearing stage stops for approval with a cost estimate and a sample first. You see the 100-record test before we run 48,000.
The spine, the normalization and the enriched records live in a database you own. If we part ways, the asset does not leave with us.
The architecture is state-agnostic. Adding NJ means pointing the spine at another parcel source, not rebuilding anything.
Which databases actually
earn their place
You asked what to buy. The honest answer is that the two most valuable datasets in this market are free and published by the states you already sell in. Everything below them is bought narrowly, to solve one named problem each.
On Apollo, don't
Skip itApollo is a good tool for selling software to companies with a website and a LinkedIn page. Your buyer is a person who owns a 1974 apartment building through an LLC that has neither. Apollo has no parcel data, no ownership resolution, and its keyword search returns roughly half false positives on service and property verticals. You would be paying a platform fee for coverage you can beat with a waterfall of specialists at lower cost, and specialists you only pay when they actually return a working number.
Put the same money into the mobile waterfall and the registry API. That is where the bottleneck actually is.
Keep PropStream and Vision Appraisal for one-off property lookups during a live deal. They are fine at that. What they cannot do is hand you 48,655 owners at once.
Almost nobody in this category
actually prospects
We mapped the competitive set across both states. It sorts into three archetypes, and the useful finding is what none of them do: not one competes by systematically working a mapped territory with multichannel outbound. Demand in this category arrives through the utility channel, through referral, or through search. That is the opening.
Utility implementation contractors
CLEAResult, Franklin Energy, Resource Innovations, ICF, TRC, Willdan
They hold the program contract and receive assigned leads from the utility. Demand arrives; it is not created.
They compete for the utility contract, not for the building owner. If a property is not already in the program funnel, nobody at these firms is calling it.
Regional energy services firms
CMC Energy, New Ecology, Bright Power, Steven Winter Associates
Referral and repeat client. Association presence at IREM, BOMA, MassLandlords and NEAHMA. Conference panels and explainer content.
Relationship-led growth is linear and slow. Bright Power is already publishing guidance on the Massachusetts disclosure law, so they can see the signal. What they do not have is a mapped territory and a sending system to act on it in two weeks.
EV charging specialists
SWTCH, Voltrek, Qmerit, EverCharge
Hardware and OEM channel partnerships, installer networks, incentive-led marketing pages ranked on search.
Single-product. They cannot follow an EV conversation into heat pumps, lighting, envelope or a BESS lease, so their share of any given building caps out early.
The directories cut both ways
Second campaignEnergize CT and Mass Save both publish participating-contractor directories, and NEAHMA and MassLandlords publish member directories of management companies across New England. Those are competitor maps, and they are also lists. The electricians and HVAC contractors on them walk through your target buildings every week and have no way to monetize a program conversation. Same machine, different sequence, and it feeds the referral channel you already have rather than competing with it.
Three channels, one list,
your reps still close
You said you were open to a combined approach rather than email alone. That is the right call, because this buyer is genuinely hard to reach on any single channel, and the three cover each other's gaps. What does not change is who closes.
Cold email
You have Google Workspace on the primary domain and no separate sending infrastructure. That is the correct state to be in, because cold volume never goes out of the domain your applications and contracts are sent from. We stand up dedicated sending domains and warmed inboxes alongside it.
- Sending domains registered day one
- Inboxes warm through 19 September
- Volume ramps; it does not start at full
- Your primary domain stays untouched
Property owners answer LinkedIn when they will not answer a stranger by email. Each participating advisor keeps their own profile and their own voice; the sequencing runs underneath it. Real people, real profiles, and never synthetic identities, which fail verification and turn a temporary limit into a permanent one.
- Multi-sender across advisor profiles
- Acceptance rate governed, pacing enforced
- One tool per account, no stacking
- Routing keyed to recent activity
Phone
This is the change your advisors will feel first. Instead of a hand-built list of skip-traced landlines, the number in Dialpad is a verified mobile for a named principal at a building that already scored, and the rep has the reason to call on screen before it rings.
- Verified B2B mobiles, not consumer data
- Ranked by score, worked top down
- Reason-to-call attached to every record
- Sits inside Dialpad, no new tool
Routing
A reply, a form fill or a booked meeting posts by webhook into Monday.com with the property, the owner, the signal and the thread. The territory owner gets it immediately. Nothing sits in a shared inbox waiting for someone to notice it.
- Webhook to your existing board
- Assigned by territory on arrival
- Full context, not just a name
- Speed-to-lead measured and reported
You asked about live transfer. You don't want it.
Live transfer is a call-center product. It works when the offer is transactional and the buyer decides in four minutes. Yours is a multi-thousand-dollar capital improvement with a utility application, a site walk and a landlord who wants to think about it. A stranger warming a prospect for ninety seconds and handing them over adds a seam exactly where trust needs to be continuous.
What you actually described wanting is rep time back. That comes from removing list building, not from removing the first conversation. Your advisors should keep the first call. It is the part they are good at and the part they are paid for. Given what they are dialing today, they will take the trade happily.
Live on 21 September
Onboarding takes days. Inboxes need two weeks to warm, and nobody can rush that part without burning the domains. Lists get built during the warm-up, so nothing sits idle. Start this week and first touches land 21 September.
Sprint on MUD, build the spine
- Day one: the 2,797-property MUD list handed to your reps
- Kickoff, ICP lock, disqualifiers agreed
- Sending domains registered, inboxes provisioned
- Parcel spine ingested · CT and MA, 3.85M rows
- Monday.com and Dialpad access, rep roster and territories
Normalize, qualify, resolve
- Inboxes warming, untouched, no sending
- Connecticut classification pass runs
- Territory filter and signal scoring applied
- Entity resolution begins · QC gate at 100 records
Enrich, write, load
- Contact waterfalls at volume · email and mobile
- Sequences written from your approved script and templates
- Advisor LinkedIn profiles onto the system
- Suppressions loaded · dry run and preflight
Launch
- First touches land across all three channels
- Routing live into Monday.com
- Reps working a ranked list with reasons attached
- 70 selling days to the apply-by date, 101 to program close
Ramp and tune
- MUD applications in before the Oct 1 cut-off
- Volume ramps as inbox reputation allows
- Replies scored weekly on positive reply rate, not raw reply rate
- One variable tested at a time, confidence-weighted
- Second campaign into the contractor and manager directories
The disclosure play
- DOER publishes building-level energy use on Oct 31
- Joined to the spine and ranked by intensity within days
- “Your building is on the list” campaign out by Nov 8
- Full push into the National Grid deadline
Six things, and two of them
actually matter
Everything else in this document is our side of the work. This is yours, and the first two are the ones that change the outcome.
Your ICP disqualifiers
The one question the intake did not answer. Minimum unit count? Minimum square footage? Property types that never convert? Owners you will not sell to? This single input decides how much of the 81,614 we actually build, and it is worth more than anything else on this list.
A sample call list, 250 rows
Whatever your reps are dialing this week. We run it through the phone waterfall at our cost and hand back the side-by-side. It costs you nothing and it settles the phone question with evidence instead of opinion.
The sales collateral you mentioned
The approved call script, the cold email templates (multifamily plus the UI and National Grid versions), the customer presentation, and the EV and warranty FAQs. Copy that already converts beats copy we invent. You told us these exist; we have not seen them.
A recent proposal
The EV charging example you offered to share. It tells us how you frame value and what an owner actually says yes to.
Suppression list
Current customers, live applications, open proposals, anyone a rep is already working. Cold-emailing an existing customer is the fastest way to lose the room.
Sender consent
Which advisors are willing to lend their LinkedIn profile. Their profile, their voice, their name, and they keep every reply.
Three things we noticed
on your site
Not part of any scope, no charge attached. You mentioned the website is being cleaned up and rebuilt, so the timing is good.
Your commercial services page is selling in Baltimore
The eligibility paragraph on lionheartenergy.com/commercial-services reads “all commercial, industrial, government, institutional and nonprofit customers (rate schedules G, GS, GL, P and T) in BGE’s service territory.” BGE is Baltimore Gas and Electric, template residue. It is the page a rep sends a prospect to after a good call.
You never name the utilities on the site
The pages say Connecticut, Massachusetts and New Jersey but never say United Illuminating, National Grid or Eversource. Owners search the utility name, not the state, and naming the program is the fastest credibility signal you have. Worth fixing inside the rebuild you already have underway.
The per-rep intake pages are the right instinct
You already run a separate customer-info page per advisor. That is exactly the structure that lets inbound be attributed to the rep who sourced it. Wire those to the same webhook and rep-sourced and campaign-sourced leads land in one pipeline with the credit intact.
The window is the whole argument
None of this is difficult in February. In February the funding has reset, the deadline is ten months out, and an owner has every reason to think about it later. The reason to move now is that 2026 is the last year of the current National Grid program, multi-unit EV closes in 31 days, and after 31 October 6,873 buildings will have their own energy performance published where anyone can read it. Every one of those is a dated, external, verifiable reason for an owner to take the call.
Your advisors are good at the conversation. They are spending their week assembling the list instead of having it. That is the whole problem, and it is a solved one.
On credibility, there is no case-study page in here on purpose. Every number above was produced in a day, from public sources, before you engaged anyone. The territory joins, the parcel counts, the Connecticut data-quality finding, the signal library, the slate. That is the work sample, and it is roughly what week one looks like.
Sources
Every figure in this document is queryableParcel counts were produced by live queries against the MassGIS and CT OPM feature services on 31 August 2026. Massachusetts figures use the FY2026 standardized assessors' file; Connecticut figures use the 2024 CAMA & parcel layer. The Connecticut commercial and multifamily count is a floor rather than a total, because 46.5% of Connecticut parcels carry no use description, so the true figure is materially higher and is one of the things the normalization pass resolves. National Grid territory is defined by the 171 standalone cities and towns in the published Massachusetts Electric service list; United Illuminating territory by its 17 municipalities. Program dates and incentive figures are as published by the utilities and agencies listed above and should be re-confirmed before any commitment is made to a customer.
Confidential · Prepared for Lionheart Energy · 1 September 2026