How This $8.7M HVAC Contractor Built an 88% Close Rate System

Most HVAC contractors struggle to close even half of their leads. But Sean Mitchell has cracked the code; achieving an impressive 88% close rate while generating more than $8.7 million annually in HVAC revenue. In a recent webinar, Sean pulled back the curtain on how he built his HVAC empire through structure, coaching, and consistent performance metrics.

Whether you’re an HVAC technician, electrician contractor, or roofing contractor, or you’re exploring HVAC business coaching, this sales system can transform your business approach.

The Secret Isn’t Magic; It’s Process

Sean’s results aren’t based on natural charisma or guesswork. His HVAC business runs on a strategic and repeatable coaching system rooted in accountability, training, and math.

“You don’t have to be a born closer,” Sean said. “You just have to follow a process that works.”

His team relies on a consistent sales framework, reinforced through HVAC coaching, tracked with HVAC performance metrics, and powered by the right contractor management software. Any home improvement contractor or trades business can apply this system with the proper structure and tools.

Build the Right Tech Team (And Train Them Right)

One of the key lessons from Sean’s playbook is that your technicians don’t need to be born salespeople, but they do need intentional training. His company’s system includes:

• Plumbing sales training and HVAC business classes before techs go into the field

• Weekly ride-a longs and coaching sessions

• Clear, measurable performance expectations based on HVAC performance metrics

Mitchell pointed out that many HVAC companies fail because they simply “hope” their techs can sell. Instead, his team is equipped with a script, a closing process, and ongoing business coaching for trades. This proactive approach is what separates average HVAC companies from elite performers.

The 3-Step Sales System That Closes at 88%

Sean’s system focuses on creating trust, clarity, and choice during the sales experience. Here’s how it works:

1. Discovery & Trust Building
Technicians begin by listening, asking questions, and showing empathy rather than jumping straight into a sales pitch.

2. Technical Confidence
The tech educates the homeowner on what’s happening, why it matters, and the potential consequences. This builds expert credibility, especially in HVAC installation, HVAC repair, or HVAC maintenance scenarios.

3. Clear Options & Value Stacking
Instead of one big push, Sean’s team presents three tiered options with transparent pricing and value-adds. They often include financing options to reduce buying resistance, increasing close rates and average ticket value.

Pricing with Confidence

One of the most powerful takeaways from the webinar was Sean’s philosophy on pricing. Too many plumbing contractors or home improvement contractors discount out of fear. Sean’s team takes a different approach.

“We don’t discount. We deliver value.”

They focus on educating the client on the “why” behind the price, positioning themselves as trusted providers. This method leads to higher average tickets, increased loyalty, and more confident sales—regardless of whether it’s for HVAC services, plumbing work, or roofing projects.

Tech Stack & Tools That Power the Process

Sean’s entire operation is supported by a powerful HVAC business software platform. This technology enables:

• Lead tracking and customer profiles

• On-site proposals and digital signatures

• Real-time dashboards for technician KPIs

• Close-rate and performance analytics

With the right contractor management software, Sean’s system is scalable, repeatable, and data-driven. Whether you’re a plumbing business, electrical contractor, or roofing business, these tools are critical for long-term growth.

Continuous Coaching = Continuous Growth

Training isn’t a one-and-done event in Sean’s company—it’s continuous. He treats his techs like pro athletes: always practicing, getting feedback, and improving.

“If you’re not investing in training, you’re falling behind.”

This mindset is the foundation of every high-performing trades business. Ongoing HVAC coaching, plumbing sales training, and electrical business development are what drive real performance improvement over time.

Final Thoughts

Whether you’re a roofing contractor, commercial HVAC provider, or electrical contractor, the core of Sean’s success is simple:

• Build a consistent, teachable sales system

• Track results with HVAC performance metrics

• Provide regular coaching and accountability

• Invest in your team’s development with HVAC business training

• Use contractor management services and tools that support growth

Ready to Build a System Like Sean’s?

At CertainPath, we help contractors create scalable, profitable businesses through proven sales systems, coaching, and contractor management services. From HVAC business coaching to electrical contractor software, we provide the support and tools needed to drive results.

Schedule a Free Starter Session
Discover how the right structure, tools, and training can help you build a business that grows confidently; just like Sean’s.