There were significant changes that rolled out for HERO and PACE at the end of December. But fear not, we’re here to guide you through the updates. Read this presentation for more details.

1. The evolution of PACE in California.

2. Introductions
• 45 minutes on HERO changes for 2018
• 15 minutes of Q&A
• Post-webinar survey
• Copy of webinar and deck via email
MODERATOR
Gillian Molina
Manager, Content Strategy
PRESENTER
Jason Duval
Director, Inside Client
Development
SUPPORT
Alyssa Cherry
Senior Implementation
Manager
SUPPORT
Liza Romaine
Implementation Manager
What to expect today:

3. Webinar How-to
• Ask questions at any time by
going to the Questions section of
your GoToWebinar Control Panel
• Type the question in the box
below and hit Send
• Questions will be captured during
the webinar and answered at the
end if time allows

4. It’s better for you and your customers—a true win-win.
The future of PACE and HERO.
AS PACE EVOLVES, WE EVOLVE.

5. We’re on this journey together–
making PACE stronger, and HERO better.
With your collaboration, we’ve been able to help many homeowners
renovate their homes and save energy—and we’re just getting started.

6. We’re the nation’s leading PACE provider.
That’s boosting local economies. That’s more than enough to renovate every
house in Anaheim, California.
As of December 2017.
Estimated as of December 2017
23k
jobs created
111k
over
homes improved
across America.
CREATING JOBS. IMPROVING HOMES.

7. The landscape is evolving for the better.
These are the updates we have made so far to comply with new laws in California, with
more changes coming at the end of March.
We follow best practices to help contractors and homeowners continue to feel confident
with PACE– all while working hard to streamline the process and make HERO better.

8. Six key updates for California.
PACE gets stronger. HERO gets better.
• Underwriting & home valuation
• Disclosure of property eligibility amount
• Advanced copy of financing docs and
enhanced right to cancel
• More products eligible
• Adding products is easier
• Self-serve online process improvements
HERE’S WHAT WE’LL COVER:

9. Underwriting and Home Valuation
Now, there’s a level playing field for PACE with less confusion for contractors and reps.
New laws in California set standards for underwriting, eligibility criteria, and home valuation
calculations. All PACE providers are evaluating and updating their requirements.

10. Disclosure of Property Eligibility Amounts
New laws in California prohibit PACE providers from giving contractors info that discloses
the amount of funds a property owner is eligible for, or the amount of equity in the home.
Homeowners will receive their approval amount directly. Even though the legislation applies in
California only, Renovate America is adopting this nation-wide as a best practice.
We’ve added the ability to input a project amount within the online application
so you’ll know if the project falls within the homeowner’s approval amount.

11. Advanced Copy of Financing Docs
and Enhanced Right to Cancel
The homeowner will now always receive their financing documents prior to the confirm terms call.
This can help provide greater transparency around the financing between you and the homeowner.
In the event a homeowner does change their mind, the same three-day Right-to-Cancel Period with
PACE still applies. In some cases, the Home Improvement Contract may also become unenforceable.
If the homeowner wants to proceed with the project, it’s important you
understand what happens when a PACE assessment is cancelled within the three-
day period. You must do your part to make sure you have valid contracts.

12. OK, we made it through the weeds.
Now for some HERO enhancements.
These next items are things that aren’t required by law—but we’re doing them
anyway to continue leading the way in PACE, and to make HERO better.
We understand what contractors need,
and this is how we set you up for success:

13. More Eligible Products
We’ve already made changes to allow more HVAC units, windows and doors eligible
for HERO. In the coming months, we will be making changes across more product
categories to allow more homeowners to adopt energy-efficient products.

14. It’s easier to add products online.
As you already know, sales reps don’t often have all the required information on hand to add
products. Now, we’re saving you time in the customer’s home by letting you enter products online.
Stay tuned for ongoing improvements throughout the year
that will help you focus more time with customers.

15. Self-serve Online Process Improvements
Save even more time with our advanced tools. We’ve improved the way we generate financing
docs–and we’ve streamlined ID verification–all to improve the end-to-end process.
Rest assured, we’re still here for full transactional support if you need it.

16. Simple. We do what others don’t—we focus on world-class
support to contractors, and offer easy-to-use online tools.
Plus, we continue to strengthen the PACE industry—while
constantly raising the bar for ourselves.
So how do we truly stand out
from our competition?
We’re building a better business together,
working for the greater good.

17. We provide the best support team so we can be
there for the contractors when they need us.
Coordination with inside
team to optimize pipeline
management
Experienced call center
with extended hours
Most experienced in-field
account managers

18. We’ve streamlined our sales presentation/
process and incorporated new state laws.
Streamlined training time
More understandable to
property owners in the home

19. We continue to advance our technology
to reduce time in the home.
The only required call
is the “Peace of Mind”
confirm terms call
Online add products and
generation of docs

20. Compelling HERO product features.
48-hour funding, fast
approval times, and no
pre-payment penalties
• Qualified homeowners
directed to you from the
Renovate America website
• EGIA rebates available on
HERO Promotional Rate
(HPR) products
• Zero dealer fee and low
interest rate options.
• Project Advance
• DirectPay
• LEF/PPA solar product

21. We’ve already been complying with the majority
of these new regulations for the past year.
We’ve worked out the kinks already, so you will
experience very few hiccups with any of the changes
We’re committed to an easy application experience, fast
approvals and quicker speed-to-funding for your projects

22. LET’S RECAP WHAT CHANGED:
PACE gets stronger. HERO gets better.
• Underwriting & home valuation
• Disclosure of property eligibility amount
• Advanced copy of financing docs and
enhanced right to cancel
• More products eligible
• Adding products is easier
• Self-serve online process improvements

23. QUESTIONS?
844-722-7759
We’re your resource for all things PACE.
Reach out to us—we want to help.

24. Thanks for viewing!
And for everything you do.

25. Q & A
• We’ll start answering questions now
• If you have a question that you haven’t
asked yet, go to the Questions section
of your GoToWebinar Control Panel
• Type the question in the box below
and hit Send

26. • Please answer a 6 question survey that
pops up after you close the webinar
• An email will be sent to you today
with a link to the survey if you prefer
completing it later
• That email will also include a
recording of this webinar as well as a
link to this presentation
• Questions?
Please call us at 1-844-722-7759
Thank you for attending!