From Small-Town Idaho to $30M in HVAC Sales: Cody Kropp’s Proven Sales Playbook`1
How One HVAC Technician Used Coaching, Systems, and a Customer-First Mindset to Build a $30M Business with a 78% Close Rate
How a Former HVAC Technician Built a 78% Close Rate and an Industry-Leading Sales Machine
What does it take to scale an HVAC business from a small operation in Idaho to over $30 million in sales? Cody Kropp, a small-town HVAC contractor turned industry powerhouse, shared his journey in a recent CertainPath™ webinar and the results speak for themselves. From developing top-performing HVAC technicians to building a consistent, repeatable sales process, Cody’s insights offer a goldmine for home improvement contractors and trades business owners alike.
🎧 Listen to the full conversation on the podcast: $30M HVAC Sales in a Small Town
From Technician to Sales Leader: Cody’s Unexpected Journey
Cody Kropp didn’t begin his career in sales, he started as an HVAC technician. His early days were spent in attics, crawlspaces, and service vans, doing the kind of hard, technical work that defines the HVAC business. But as he gained experience, he also developed a knack for connecting with homeowners and explaining the value of quality HVAC installation, repair, and maintenance.
That shift in mindset, from technical expert to trusted advisor, is what helped him transition from field work to full-time selling.
“I used to think selling was something shady,” Cody admits. “Now I understand that great selling is about helping people make the right decisions for their home and family.”
Building a System That Scales: The 3-Part Sales Framework
Today, Cody runs a team of HVAC professionals that regularly delivers multimillion-dollar results. His system is grounded in simplicity and repeatability, built around three key pillars:
1. Consistent Communication
Whether it’s onboarding a new HVAC technician or coaching a veteran salesperson, Cody emphasizes the importance of daily alignment. His team meets every morning for a quick huddle to set goals, share wins, and keep the team accountable.
“We talk about the mission, we share yesterday’s numbers, and we make sure everyone knows today’s game plan.”
2. Customer Experience First
Cody’s team treats every in-home visit as a premium service, not just a sales opportunity. From wearing shoe covers to offering homeowners real options, they focus on building trust first.
This approach is key to achieving a close rate of over 78%, nearly double the industry average.
3. Sales Coaching for Trades
What transformed Cody’s results most was implementing consistent sales coaching. By investing in HVAC business coaching and mentorship, his team turned average performers into high earners.
“We don’t hire closers, we develop them,” Cody explains. “We give people a path, and we coach them every step of the way.”
Tools, Training, and Tech: Scaling Smart with Software and Support
Cody’s team leverages HVAC business software and contractor management services to streamline everything from scheduling to financing. His advice to other plumbing contractors, electrical contractors, and roofing contractors looking to grow?
“Don’t just work harder, work smarter. Get help. Get coaching. Get the right systems.”
That includes tapping into contractor management software, joining HVAC classes online, and investing in HVAC business training to measure HVAC performance metrics effectively.
Why Cody’s Story Matters to Every Trade Business Owner
Cody’s story isn’t just about one HVAC company. It’s a roadmap for plumbing businesses, roofing contractors, electrician contractors, and any home improvement professional ready to grow without burning out.
If you’re stuck in the field, unsure how to build a scalable team, or struggling to hit consistent sales targets, Cody’s journey proves that business coaching for trades works and that a small-town operation can lead a national movement in contractor success.
Learn from the Best: Take the Next Step
Are you ready to become the next $30M success story? Whether you run a roofing business, an electrical contracting company, or you’re just starting out in HVAC, the formula remains the same:
✅ Clear processes
✅ Ongoing training
✅ Consistent coaching
✅ Customer-first mindset
🎧 Catch the full podcast episode with Cody Kropp here: $30M HVAC Sales in a Small Town
📘 Want access to coaching, systems, and training like Cody’s? Visit CertainPath.com and start your journey today.