Meet the Pastor Dominating HVAC Sales: $3.5M Closed at 64%, Working Only 3 Days a Week
Learn the sales mindset, process, and leadership approach that transformed one man's career from the pulpit to one of the top-performing HVAC contractors in the country.
🎧 Listen to the full podcast episode: Successful Contractor Podcast – Meet the Pastor Dominating HVAC Sales
From Preaching to Profits: A Sales Journey Rooted in Service
For many home improvement contractors, the transition from technician to top sales performer is a challenging leap. But for Chris White a former pastor turned comfort advisor at Best Air in Texas the leap was less about sales tactics and more about service.
“I never wanted to be a salesperson,” Chris shared in his interview. “But I believe sales is helping someone make the best decision for their home and family.”
In 2023, Chris closed over $3.5 million in HVAC sales, working just three days a week. His 64% close rate wasn’t achieved through pressure it came from trust, education, and values-based connection.
The Sales Mindset That Wins Customers
As a comfort advisor in a competitive HVAC business, Chris built his approach on transparency and relationship-building. Instead of pushing high-dollar options, he presents good-better-best choices and lets the homeowner lead the way.
This strategy is crucial for HVAC contractors, plumbing contractors, and electrical contractors who want to close more deals without burning out their teams or scaring away customers.
Chris’ advice?
“People can feel when you care about their needs. Be curious, not pushy.”
Using Process and Presentation to Boost Close Rates
Chris follows a structured sales process rooted in what he calls “pastoral presence”: being calm, confident, and fully focused on the homeowner.
He incorporates visuals and system photos, educates homeowners on HVAC installation, and makes every option crystal clear.
This aligns closely with top-performing contractor management services, where processes, not pressure, win long-term loyalty.
Partnering with a Strong Team and Culture
Chris gives significant credit to Best Air’s culture, driven by owner Caleb LaGrone and leadership coach Chris Loudermilk, a respected trades business coach and HVAC coach with CertainPath.
With the right business coaching for trades, Chris learned to:
-
Review his numbers weekly
-
Understand HVAC performance metrics
-
Refine follow-up techniques
-
Communicate better with dispatch and install teams
This level of clarity and accountability is key for any contractor looking to improve their HVAC sales, plumbing business, or electrical contractor service model.
Results That Speak for Themselves
Chris closed:
-
$3.5M in revenue in one year
-
At an average ticket size of $16,000+
-
With a consistent close rate over 60%
He accomplished this while only working Monday through Wednesday, an inspiration for HVAC technicians, electricians, and plumbing sales training teams looking for balance and performance.
Why His Success Matters to Contractors
For roofing contractors, metal roof contractors, plumbing contractors, or electrical business coaches, Chris’s story offers a powerful lesson: Sales doesn’t have to be pushy to be profitable.
“You don’t need to be slick or loud,” Chris says. “You need to be steady, sincere, and structured.”
In an industry where HVAC technician salary, technician burnout, and operational inconsistency can derail growth, this kind of example reminds us what’s possible when leadership and process align.
Tools and Training That Support Growth
Through CertainPath, Chris leveraged:
-
HVAC business coaching
-
HVAC business classes
-
Peer groups and sales huddles
-
A repeatable process that reduces overwhelm
He also benefited from HVAC business software that tracked his KPIs, supported accountability, and simplified his schedule, tools every electrical contractor or roofing business can benefit from.
A Word to New Comfort Advisors
Chris encourages new salespeople, especially those moving from the field or from other industries, to be themselves and lean into service.
“You’re not just selling an HVAC system. You’re offering peace of mind, safety, and comfort. Lead with that.”
Whether you’re exploring HVAC classes online, evaluating contractor management software, or scaling your commercial HVAC division, success starts with people, and a plan.
Final Thoughts
Chris White’s journey proves that with strong values, clear process, and the right coaching, even the most unlikely candidates can become top-performing sales professionals.
From HVAC services to electrical contractors, every business can benefit from aligning heart and hustle.
🎧 Want to hear more?
Listen to Chris White’s full story on the Successful Contractor Podcast.