There is a level of HVAC sales training that teaches you how to knock on the door, put on shoe covers, ask good questions, present options, follow up, and close the deal.

That stuff matters.

In fact, I train on a lot of those lessons plus other useful ones every professional, top-producing, install calendar-filling HVAC comfort advisor worth their commission check should know over at JimKHVAC.com “Helping People Become HVAC Comfort Advisors”.

But eventually, if you stay in this business long enough, you graduate to a different question:

How are you going to feed the HVAC sales beast when there is no HVAC sales beast food laying around?

I am talking about ugly stretch in January right after the holidays when everybody has already spent too much money, their credit cards are smoking, nobody wants another bill, and your install board suddenly looks like a ghost town.

Or early fall or early spring.

Or any other part of the year when the weather is comfortable, systems are limping along, and the phones are not exactly ringing off the hook…you can picture all this, correct?

Any HVAC comfort advisor can look productive when it is 98 degrees F outside and compressors in condensers are burning out and fading away.

Psh, that’s the easy money, my G.

The next level is knowing how to create legitimate opportunity when the weather is not doing the heavy lifting for you.

Not fake opportunity.

Not scaring Granny because her condenser uses R-410A and you can hear the damn thing start from two yards over.

Not inventing “today only” discounts that mysteriously become available again tomorrow.

I am talking about staying useful enough, connected enough, and sharp enough that opportunity exists before the customer is standing in a 90-degree house begging somebody to make the problem go away.

That is where the real HVAC sales game starts.

Are you in, player?

1. Stop Thinking Transaction. Start Thinking Relationship.

A lot of HVAC comfort advisors mentally delete the customer from their immediate memory database the second the install crew pulls out of the driveway for the final time.

Deal closed.

Commission earned.

Next lead.

Another project penciled on the install calendar (pending permit approval, of course)

That is short-term thinking.

A homeowner who trusted your company enough to spend tens of thousands of dollars with you may become a:

• maintenance plan member
• consistent referral source
• future replacement HVAC system client
• indoor air quality buyer
• new ductwork owner
• person who calls you when their closest relative’s furnace kicks the bed next winter

The sale should not disappear the day the installers leave.

Good HVAC comfort advisors stay memorable and make sure the client knows who to contact for all their HVAC needs (plus the HVAC needs of everyone else they know who owns a home or business in the area that uses AC and heat.).

2. Mine Your CRM to Find Gold

Every HVAC comfort advisor should also have access to Customer Relationship Management (CRM) software from their laptop or tablet.

My HVAC company uses ServiceTitan.

Use your CRM to enter important notes to help you remember the things they cared about. For example:

• Maybe they replaced the upstairs system this year but the downstairs equipment is already 14 years old.
• Maybe they mentioned the bedroom never feels right.
• Maybe they were curious about indoor air quality but did not want to add anything during the original project.

You do not have to chase them around like a desperate timeshare sales rep.

Just stay useful and their ultimate resource for all things HVAC.

Relationships create repeat opportunity.

And that leads to future projects resulting in more commission checks for you.

And that’s what you really want, isn’t it?

And here is the actual move when business gets quiet: open your CRM and start going through the unclosed opportunities from earlier in the season.

Look for homeowners you already met where you documented a real issue, concern, deferred project, comfort complaint, aging piece of equipment, repair history, or anything else that gave you a legitimate reason to continue the conversation later.

Then call them with a specific reason for reaching back out.

Not some weak:

“Hey Mrs. Smith, just checking in to see if you made a decision…”

Come on now, what are we doing?

You are not calling because your lead board looks like a cemetery and you suddenly remembered Mrs. Smith exists.

You are calling with new value.

Maybe it sounds more like:

“Hey Mrs. Smith, when I was there in June, you mentioned that upstairs bedroom never gets comfortable. I was reviewing my notes and had another idea about how we might address that without necessarily doing the entire project we originally discussed. I wanted to run it by you and see what you thought.”

Now there is a reason for the call.

You remembered something specific.

You thought about their HVAC problem.

And you are bringing another potential HVAC solution to the table instead of simply asking whether they are finally ready to buy something from you.

If they do not pick up, leave a short voicemail explaining why you called and let them know you are also going to send an email in case that is easier for them to respond to.

Then actually send the email.

Mention that you just left them a voicemail, remind them about the specific HVAC issue you discussed during your original visit, explain the HVAC solution or idea you wanted to share, and give them an easy way to restart the conversation.

You already earned the right to contact these people.

You met them.

You inspected their HVAC system.

You listened to what was bothering them.

You discussed possible solutions.

And hopefully you documented all that useful intel into your CRM like the professional HVAC comfort advisor worth their commission check that you are.

Now use it.

Your CRM should not be a graveyard for old estimates.

It should be your map showing where legitimate future HVAC sales opportunities are hiding when the phones get quiet.

That is the difference between using CRM software as an administrative chore and using it as an actual sales tool.

One stores information.

The other helps you find your next commission check.

And that’s a really good thing, would you agree?

3. Know How to Sell More Than a Metal Box

If your entire sales vocabulary is composed only of:

• Furnaces
• Air handlers
• Condensers
• Heat pumps
• Boilers

You are leaving a lot of legitimate opportunity on the table.

Homeowners do not wake up thinking:

“Boy, I would really like to purchase an HVAC accessory today.”

They think:

• “My bedroom is freezing.”
• “My house is dusty.”
• “My allergies are killing me.”
• “My electric bill is insane.”
• “My thermostat sucks.”
• “My basement smells weird.”
• “My system is loud.”
• “My wife hates that room.”

Those are modern comfort and indoor-environment problems your HVAC company may have solutions for, would you agree?

Your job is to understand what your HVAC company can legitimately do about them.

That might mean things like:

• Indoor air quality
• Better filtration
• Humidity control
• Smart thermostats
• Zoning
• Duct improvements
• A ductless mini split system
• A phased equipment replacement
• Commercial HVAC if your homeowner client also owns or manages a business property with heating and cooling needs
• Financing
• Whatever other home service solutions your company actually offers

The key is not throwing accessories against the wall and seeing what sticks.

You want to connect your solution to an actual problem.

When the homeowner sees why something matters, it stops feeling like an upsell and starts feeling like advice from a trusted HVAC comfort advisor for life (and beyond).

4. Educate People Before They Are Desperate

In my experience, I’ve found a majority of homeowners have absolutely no idea how old their HVAC equipment is. In addition:

• They do not know its expected lifespan.
• They do not know what repairs have already been made.
• They do not know what replacement might cost.
• They do not know whether their system is performing normally.

They usually start learning all of this at the worst possible time, which is of course:

After their HVAC system breaks.

That is where a good HVAC comfort advisor like yourself has an enormous opportunity to make a nice payday (even during the slow days).

Teach people before disaster strikes with their HVAC system.

If you are looking at a 16-year-old HVAC system with three repairs in four years, you’ll definitely want to talk about that.

If the homeowner complains that the second floor has been uncomfortable for ten years, then now’s a good time to bring that up, yes?

If the system is operating but clearly nearing the point where replacement deserves consideration according to service tech recommendations and age/condition of the existing HVAC system, then yeah, by all means please talk about it.

You are not demanding action.

You are giving them information relevant to their comfort and money.

Unfortunately, one usually demands some sacrifice from the other, but you are there to help turn that pain into temporary sanity and on-demand comfort.

There is a massive difference between:

“Your system is old. You need a new one.”

and:

“Your system is still running. It is also older, it has needed several repairs, and you told me reliability is important because you travel a lot. We can keep repairing it if that makes sense, or I can show you what planned replacement would look like so you have all that information for when that day finally does arrive and you do want to replace it.”

One is pressure.

The other is HVAC comfort advisory selling.

That’s that easy money, do you feel me?

And people generally make better decisions when they have time to think.

Want to learn more useful tips on how to “legally scam” your way into closing more HVAC deals (and cashing more commission checks)?

Check out:

4 Sneaky Ways HVAC Comfort Advisors Can “Legally Scam” Their Way Into Closing More Deals (And Cashing More Commission Checks!)

5. Normalize Planned Replacement

Somewhere along the way, homeowners were taught that HVAC equipment should only be replaced after it dies an honorable death on the battlefield vs the formidable and persistent foes known as abnormal indoor temperatures, less than optimal indoor air quality, and humidity.

Hold up, wait a minute.

Not necessarily, my G.

There is nothing wrong with replacing equipment that still runs.

People replace functioning:

• Cars
• Computers
• Roofs
• Water heaters
• Appliances

Sometimes the timing simply makes sense.

• Maybe the equipment is old.
• Maybe repair costs are stacking up.
• Maybe comfort and overall performance are lousy.
• Maybe energy efficiency matters.
• Maybe the homeowner is remodeling.
• Maybe they are retiring soon and want the major project handled while income is predictable.
• Maybe they would rather replace the system in April than have it blow up during the Fourth of July weekend.

That is a completely legitimate conversation.

The trick is not pretending age alone means equipment is condemned.

An old HVAC system can still operate, no question.

A newer HVAC system can fail.

Age is just one piece of information. Other important factors can also play a major role, such as:

• Equipment condition
• System repair history
• Overall comfort
• Energy efficiency
• Reliability and “peace of mind”
• Homeowner priorities
• Budget

Show the trade-offs.

Then, sit back and let them decide using all the HVAC information you provided them.

A planned replacement is frequently better for everybody.

The homeowner gets time to think and isn’t in panic mode having to make a snap judgment.

The HVAC comfort advisor gets more time to orchestrate and fine tune the whole show.

The contractor gets time to schedule.

The installation team gets time to execute the job without everybody running around like somebody pulled the fire alarm.

Want to learn more about what you should do after the homeowner says “Yes” and before Day 1 of the install? Check out:

“Congrats, You Sold the HVAC Job. Now Don’t Disappear Like a Magician in Khakis.” A Step-By-Step Guide for HVAC Comfort Advisors on How to Move a Deal from Accepted Proposal to Day 1 of the Install Like an Experienced Professional Who Has Actually Done This Before

6. Use “Shoulder Season” Sales Incentives Without Becoming Sus AF

There is nothing wrong with using incentives during slower periods.

The problem starts when every incentive becomes:

SIGN TODAY OR THIS PRICE VANISHES AT MIDNIGHT.

Seriously?

Sometimes the real value has nothing to do with cutting the equipment price. Instead, find out whether there is another way to create value:

• Maybe the HVAC company can offer better scheduling flexibility.
• Maybe an extended warranty is available.
• Maybe a maintenance agreement can be included.
• Maybe financing creates a better payment structure.
• Maybe your company genuinely has a manufacturer promotion available.
• Maybe the customer can choose an install date before the summer rush starts.

All of those things have value, correct?

You do not have to train your customers to believe the only reason to buy HVAC equipment in March is because you knocked $2,000 off the price.

You’re better than that, buddy. You know it, and I know it.

Owners should know it, too.

Discount addiction kills profit margin for your HVAC business.

And profits are how you and your colleagues get paid, right? OK, just checking.

Value creation protects profits. These are the same profits that fund everyone’s paychecks (plus your commissions earned from HVAC deals closed.)

Figure out what problem the incentive is supposed to solve.

If you do not know, you probably should not be throwing discounts around like infielders trying to throw the ball into my mitt when I play 1st base in mens league baseball.

Want to learn more about how HVAC sales is oddly similar to mens league baseball?

Check out:

5 Weird Lessons Men’s League Baseball Taught Me About HVAC Sales (and Life)

7. Work the Maintenance Relationship

Maintenance plan members are some of the most obvious long-term opportunities in HVAC.

They are already clients.

They already trust the company enough to let somebody into their home.

You already know something about the condition, performance, and history of their existing equipment.

That does not mean every HVAC maintenance call should turn into a replacement ambush.

That is how you destroy trust.

But legitimate HVAC findings by the service technician performing seasonal maintenance on the client’s HVAC systems create legitimate conversations, know what I am saying?

A maintenance customer with HVAC issues like:

• aging equipment
• rising repair costs
• changing comfort needs
• recurring reliability problems

clearly has a right to know what their options are after the service tech documents a legitimate replacement recommendation and brings you in to handle the tech-generated lead…

…(and presumably collect their split of the commission if that’s how your company handles their business, but you didn’t hear that from me, capisce?)

Not because you are trying to squeeze a lead out of them.

Because information has value.

The homeowner may say:

“Not now.”

Great.

Document it in your CRM under their account. Perhaps set a reminder to circle back a few months into the season to see if they are still good with what they got or would be open to seeing something more aligned with their highest and best version of reality regarding their home’s HVAC (and beyond).

Keep taking care of them.

When “not now” eventually turns into “okay, now,” guess who they are more likely to call?

The trusted HVAC comfort advisor of choice for life (and beyond) who has been useful in the past and is worth getting an estimate from again (along with others, including close and distant relatives and acquaintances who might know HVAC…you know, just to keep you honest and make sure diligence is done when due).

8. Use Technology to Stay Present Without Becoming Annoying

Technology should make HVAC sales easier.

Instead, some companies use it to generate an avalanche of automated garbage.

Text.

Email.

Another email.

Reminder.

Reminder about the reminder.

“JUST CHECKING IN.”

“LAST CHANCE.”

“FINAL FINAL CHANCE.”

Stop all that noise, there’s already too much of it these days, I’m sure you’d agree.

Technology should instead help homeowners understand and revisit a decision.

We are of course talking about super advanced high tech things like:

• Good proposals that clearly connect your proposed solution to their actual problem
• Clear photos
• Useful videos
• Financing tools
• Educational emails
• Service reminders
• Organized follow-up
• CRM notes
• Automations where they actually make sense

Your customer should be able to pull up your proposal three weeks later and remember exactly what you talked about when it comes to their HVAC issue and your solutions.

That is useful technology doing a lot of the heavy lifting for you, isn’t it?

I already know your answer is “Absolutely yes.”

The goal is not to automate humanity out of the process and let the AI overlords take over and enslave humanity.

I mean, at least not while we still have HVAC systems that will eventually need replacement.

One should only hope!

The goal is to automate the boring parts so the human part gets better.

CAUTION: “Proactive” Does Not Mean “Predatory”

This is where some HVAC comfort advisors could get themselves into hot water (and I don’t mean from a hydronic air handler, if you catch my drift).

The lesson here is not:

Find more ways to scare people into buying HVAC equipment.

It is the exact opposite.

Show people what is real. Things like:

• Equipment age
• Current condition
• Repair history
• Comfort issues
• Efficiency concerns
• Available options
• Potential consequences of waiting (higher bills, system downtime, unnecessary frustration and anger on top of day-to-day stress of this thing called LIFE)

Then pipe down and let adults make adult decisions.

If the homeowner wants to repair it, repair it.

If they want to plan replacement for spring, plan it.

If they want to replace it today, great. (You’re on it.)

If they want to do absolutely nothing, begrudgingly but professionally respect it.

The fastest way to destroy a long-term customer relationship is turning every interaction into a hostage negotiation.

This Is the Difference Between Being an “Order Taker” and an HVAC Comfort Advisor Worth Your Commission Check

Anybody can look like the best HVAC comfort advisor in the world (and beyond) when the weather creates unlimited urgency.

When it is 98 degrees outside and the homeowner’s AC is dead, the lead came preheated.

The harder question is:

What value do you create when nobody desperately needs you today?

That is where experienced HVAC comfort advisors separate themselves from the mediocre “order takers”.

You know, the ones who couldn’t be bothered learning from useful HVAC sales articles like this one you’re reading right now.

But not you. You got the goods, I can tell.

You are also the type of HVAC comfort advisor who remembers clients (at least your CRM does!)

You educate.

You uncover problems.

You understand your HVAC company’s full capabilities.

You follow up intelligently.

You create future opportunity without manufacturing fear.

And when business slows down seasonally during ‘shoulder season,’ you do not sit around staring at the phone wondering why nobody is calling.

You put on your company-branded trucker hat and go to work.

Because eventually the weather changes again.

But if your entire business strategy depends on waiting for Mother Nature to generate desperation, you do not really have a strategy.

You have a weather app. (“OHHHH!” – Paulie Walnuts from “The Sopranos”)

Do not wait for the weather to make the homeowner desperate. Stay useful enough all year that they call you before desperation is the only reason to buy.

That is how you feed the HVAC sales beast.

Ready to Stop Waiting for the Phone to Ring?

Good.

Because HVAC comfort advisory is not a spectator sport, player.

If you want to get sharper, close more legitimate HVAC deals, create more year-round opportunity, and become the kind of comfort advisor who actually knows what the hell they are doing when the easy leads dry up, get over to:

JimKHVAC.com

Get your FREE access to:

“How to Become an HVAC Comfort Advisor” Free eBook

Learn the fundamentals, understand the role, and start building the mindset of a professional HVAC comfort advisor worth their commission check.

HVAC Comfort Advisor Academy

7-day email course to help new HVAC comfort advisors who want to learn the real game (not just how to wear shoe covers and smile politely at the homeowner.)

Complete the free training and earn your:

HVACCACP Certification

Because if you are going to call yourself an HVAC Comfort Advisor, you might as well have some receipts, right?

And when you need help before, during, or after the deal, meet:

JimK – “The Best AI Chatbot for HVAC Comfort Advisors”

JimK is loaded with field-tested HVAC sales knowledge designed to help comfort advisors think through real situations, sharpen their communication, improve their sales process, and become more useful to homeowners and their HVAC companies.

Got an objection?

Ask JimK.

Need help preparing for an estimate?

Ask JimK.

Trying to follow up without sounding desperate?

Ask JimK.

Phones are dead, your install calendar is getting skinny, and you need to figure out where your next legitimate HVAC opportunity might be hiding?

YOU ALREADY KNOW WHAT TIME IT IS.

Open the CRM.

Talk to JimK.

Get useful.

Feed the beast.

And go earn that next commission check.

JimKHVAC.com

Helping People Become HVAC Comfort Advisors

The training is free.

The eBook is free.

The HVACCACP certification is free.

JimK your HVAC sales mentor available 24/7 is standing by.