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.
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👉 Book your demo
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🎙️ Hosts:
John Wilson: https://x.com/WilsonCompanies
Brandon Niro: https://www.linkedin.com/in/brandon-niro-957b86196/
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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.
