The Sales Process That Took Us From Losing Money to $12.5K Tickets
Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast
Process as the core lever
Brandon summarizes that systems and repeatable process—not unicorn sellers—drove their success.
We break down how we tripled our HVAC average ticket—from $5,000 to $12,500+—and finally made sales profitable. In this episode, we walk through the painful mistakes, system overhauls, and process changes that turned HVAC from a money-loser into a real growth engine.
If you run a home service business, this episode is a masterclass in why “selling harder” doesn’t work—but selling better systems, earlier financing, and structured options does. We unpack how repair-first thinking killed profitability, why discount-driven comfort advising nearly sunk us, and how process—not unicorn salespeople—changed everything.
In this episode, we cover:
- The $5K → $12.5K Jump: How our HVAC average ticket actually scaled (and why it failed at first).
- Repair vs. Replacement: Why “fixing everything” was a disservice to homeowners and the business.
- Sales Process Evolution: From selling techs → comfort advisors → systemized selling.
- Software & Systems: How structured options unlocked premium equipment and IAQ sales.
- Financing Strategy: Why introducing financing early boosted close rates by 13% and added ~$6K per job.
🚀 What You’ll Learn:
- Why higher average ticket doesn’t automatically mean higher profit.
- How offering full systems (instead of single components) changes everything.
- Why premium equipment sells when it’s presented correctly.
- The biggest mistake contractors make with financing conversations.
- How process beats talent in HVAC sales—every time.
📞 Sponsored by Quo — The Modern Business Phone for Service Pros
Missed calls mean missed business. Quo (formerly OpenPhone) is the AI-powered phone system that logs calls, creates summaries, and automates follow-ups — keeping your team connected and customers happy.?
🎁 Start your 7-day free trial and get 20% off your first six months at
💼 Big Reputation — Stop chasing reviews and watching competitors outrank you. Big Reputation is the AI-powered review + SEO platform built for home service pros. Automate review generation, respond with AI, track local SEO, and integrate with your CRM. Setup is free, and your first month’s on the house.
🎙️ Hosts:
John Wilson: https://x.com/WilsonCompanies
Brandon Niro: https://www.linkedin.com/in/brandon-niro-957b86196/
More Ways To Connect with O&O
John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC
📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.
The AI-powered Podcast Player
