The heating and air conditioning (HVAC) industry is booming, and there’s no slowdown in sight. According to the U.S. Bureau of Labor Statistics, more than 46,000 new HVAC technicians will be needed by 2028 to meet demand. For business owners like you, this represents a significant opportunity, but also a major challenge. With increased competition and rising customer expectations, only HVAC companies with strategic systems in place will thrive. You want to be one of them.
That’s where CertainPath comes in. With over 20 years of experience helping HVAC contractors scale, we’ve developed a comprehensive framework for sustainable growth. You can learn more about proven strategies drawn from real success stories, including Sean Mitchell, who went from zero HVAC experience to $8.7 million in sales and a 92% close rate in just two years.
Whether you’re just starting out or ready to scale your company, we have actionable steps to help you grow your HVAC business with confidence. Here’s what to know to get started, so you can make the most of your HVAC business with CertainPath.
7 Proven Strategies for Long-Term HVAC Business Growth
Growing your HVAC business isn’t about guesswork. It’s about following a proven roadmap that will increase potential and offer improved scalability. These seven strategies are designed to drive long-term success through process, mindset, and performance. They’re the same strategies that helped CertainPath member Sean Mitchell generate $8.7 million in just two years with no prior HVAC experience, and they can work for you, as well.
If you want to grow your business sustainably, and eventually remove yourself from day-to-day business operations, this framework is the playbook you’ll want to study.
Understanding HVAC Business Fundamentals Before You Scale
Before diving into strategies, it’s essential to understand the HVAC business landscape. The average HVAC business owner earns around $131,000 per year, while the top 10% bring in $300,000 or more. However, many businesses struggle to reach these numbers due to tight profit margins, which are often under 2%.
The key to profitability is systems and mentorship. Take CM Heating, for example. With CertainPath’s support, they scaled from $5 million to $40 million in five years, proving that when you implement the right processes, significant growth is achievable. It all starts with a solid HVAC business plan that outlines your goals, budget, staffing needs, and marketing strategy—so you’re not just working hard, but working smart toward long-term success.
1. Master Elite Sales Performance with Systematic Preparation
Success in HVAC sales doesn’t happen by accident, and it’s the result of meticulous preparation. Sean Mitchell exemplifies this through his daily rituals of arriving at 6 AM, completing manual heat load calculations, and researching county records before every call. He listens to CSR recordings and even visualizes the customer interaction in his car. Sean also follows the “Trifecta: sales framework, which is:
- Trust: Build rapport early.
- Value: Clearly explain how your solution improves their life.
- Urgency: Help them understand why now is the time to act.
With these elements, you move from selling a product to solving a problem, which has the potential to transform your closing rate. Effective customer communications at every stage ensure prospects feel understood and confident in your solutions, which leads to stronger relationships and higher conversion rates. Your HVAC customers aren’t looking for you to sell them on a product you’re trying to push. They want to know how you can fix the issue they’re having in a way that feels efficient and offers a fair price. When you do that, your sales will grow because existing customers will see the value in what you’re providing to them.
2. Develop an “Algorithm” Mindset for Continuous Improvement
One of Sean’s most powerful insights is his “algorithm” approach to sales. He treats every step of the sales process like an Olympic routine, grading his performance and looking into improving every detail. This mindset is about mastering the “minors.” These are small interactions, like eye contact or how you explain pricing, and they add up.
Sean often says, “Moments create momentum,” meaning that consistent, small wins build long-term success. He has developed an approach that allows him to continue to improve, and to dial in what customers are looking for when they reach out to his company for their HVAC needs. Overall, Sean knows that he can’t please everyone all the time, but there are ways to please most people, most of the time. That’s a big area where he puts his focus.
When you track every variable, including appointment time, home layout, customer demeanor, you gain control over your outcomes. Customers will see the value in what you’re offering, and it will feel effortless as you work your way through showing every customer what you offer, why it will work for them, and how you can help make their life easier and more comfortable.
3. Build Systems That Scale Your Operations
Scalable growth requires repeatable systems, and Sean’s success came from following CertainPath’s proven process to the letter. Like McDonald’s, which delivers consistent customer experiences at thousands of locations, HVAC businesses must operate on clear protocols. CM Heating is a great example of what happens when an HVAC company commits to this strategy.
They built structured install coordination and project management systems that allowed them to grow rapidly while maintaining quality. Without systems, growth creates chaos and can even cause your HVAC business to fail over time, because it can’t stay organized or meet customer needs. With systems, there’s actually more freedom. Everything operates in a certain way, so customers get what they want and you continue to grow as a successful HVAC business.
4. Invest in Your Team Through Strategic Hiring and Training
Your team is your greatest asset, and Sean Mitchell’s story proves this. With no HVAC experience, he was trained into an elite closer through structured onboarding and coaching. He came from a background of advertising and auto sales, but those are very different from showcasing the value of HVAC to customers in need of repair or replacement support.
When you adopt the “always be recruiting” mindset, you’re constantly looking for people who align with your values, even when you’re not actively hiring. If you only hire when you realize you need more people, you’ll be choosing from a smaller pool of immediate applicants. There might be some great people there, but you also may have to choose from a group that doesn’t necessarily fully fit where you’re headed as a company. If you’re always recruiting that’s more easily avoided.
Once you hire someone, invest in their success through ongoing training, coaching, and accountability for the long term. Also, never underestimate the power of professional appearance and conduct. Customers notice when your team operates like pros, and a good experience with every team member they come into contact with means a higher chance they’ll use your business again and refer you to others.
5. Master the Psychology of Customer Relationships
Understanding human behavior gives you a competitive edge. Sean Mitchell says, “All customers are exactly the same. They feel vulnerable, they seek information, and they want to trust you.” That insight drives his approach to:
- Match energy and body language
- Build rapport using shared interests, like complimenting their dog
- Focus on connection, not just presentation
When customers feel seen and understood, they’re more likely to say yes, because it’s harder to say no to a friend than to a stranger. You don’t have to befriend every customer, and some are more open to interaction than others, but finding ways to connect with them goes a long way toward helping them feel comfortable with you and encouraging them to choose you over other HVAC companies. This connection is also what encourages long-term loyalty through services like HVAC maintenance agreements, which ensures customer satisfaction while providing you with recurring revenue and more predictable scheduling.
6. Leverage Technology and Data-Driven Decision Making
Modern HVAC growth depends on smart technology. Tools like ServiceTitan and Real provide powerful insights, allowing you to track job performance, technician efficiency, and call outcomes. Your field techs will benefit from this, as well, because mobile apps make it easy to manage workflows, while customers appreciate real-time updates and digital proposals.
Data-driven businesses make better decisions. It’s essential to analyze what’s working (and what isn’t), so you can optimize faster and scale smarter. When you couple that data with a personal touch and blend it with customer relationships, you set up a winning experience for your team and your customers. This should all be part of a broader HVAC marketing strategy that aligns your brand messaging, customer experience, and performance goals- including marketing tactics like Google local services ads to boost visibility and attract high-intent potential customers.
7. Focus on Goal Setting and Intentional Growth Planning
Growth doesn’t happen by accident. It’s a planned experience that comes about through hard work, dedication, and a focus on strategies that work. Sean lives by the mantra, “You literally write your paycheck.” He sets specific monthly goals, tracks his progress, and holds himself accountable. It’s critical to know your numbers, including:
- Monthly sales targets
- Average ticket price
- Closing rates
- Profit margins
With these in hand, you can plan when to expand services, hire more staff, or enter new markets, all while maintaining quality and profitability. Without the numbers you won’t know when you’re ready to do more, or you may feel overconfident and end up stretching your company too thin. That could result in missed opportunities or poor customer interactions, both of which could harm your business’ present and future. You can also use these insights to uncover upsell opportunities, maximize revenue from existing hvac customers, and build long-term value through continued engagement.
Real Success Stories: How CertainPath Members Achieved Explosive Growth
Real contractors have been using CertainPath’s system to grow their HVAC businesses and achieve significant levels of success. For example:
- Sean Mitchell went from zero experience to $8.7 million in two years, closing 92% of his leads.
- CM Heating scaled from $5 million to $40 million in five years, gaining more time, revenue, and freedom.
- Other CertainPath members have grown from $500K to $120 million using the same framework.
These aren’t anomalies. They’re repeatable results when you follow a proven system. You can read more case studies here and see the value we offer to HVAC businesses and other companies just like you. When you’re ready to start scaling and growing your business, we’re the right choice for accomplishing more.
The Sean Mitchell Sales Process: A Step-by-Step Breakdown
Because many HVAC businesses aren’t growing the way they could, and yours might be one of them, it’s critical to understand the processes that bring in results. Then, you want to see how those processes translate into action and adjustment for your company’s specific needs. Looking at how another HVAC company has used our support and guidance to grow can be a big part of understanding what you need to do next.
To help you visualize how you can do more, here’s a brief snapshot of Sean’s winning sales process:
Pre-Call:
- Review CSR recordings to prepare, address concerns, etc.
- Research home details, such as square footage and county records
- Visualize the appointment outcome in your car
Phone Call:
- Match the customer’s tone and energy, so they feel heard
- Build trust with transparency and professionalism right from the beginning
In-Home Visit:
- Conduct a comfort survey to determine needs and goals
- Educate customers using simple, clear language that gives them information and options
- Use storytelling to highlight benefits, so customers can see themselves in the process
Close:
- Use assumptive language to indirectly encourage the customer
- Choose appointment-based closing phrases such as “Let’s get this on the calendar”
- Reinforce the customer’s decision with a follow-up call or email
This process is teachable, repeatable, and proven to convert. When you learn it and fully commit to it, you’ll have the opportunity for stronger sales, a higher close rate, and better customer interactions. That not only leads to repeat customers and good reviews, but it can also mean more referrals that can bring in additional customers and scale your business faster.
Common HVAC Business Growth Mistakes to Avoid
Many HVAC businesses fail not because of lack of effort, but because of avoidable missteps. The good news is that yours doesn’t have to be one of them. There are some significant key mistakes to steer clear of, including:
- Competing on price: Make sure all your HVAC techs focus on value, not necessarily being the cheapest option
- Skipping systems: Scaling without HVAC systems or proper HVAC business software leads to chaos, and that can make current problems worse
- Hiring reactively: Always be recruiting, not just when desperate, so you choose the best people to become part of your team
- Ignoring training: Your team needs ongoing support to succeed, even if they’ve been there for a while
- Doing everything yourself: Delegate and document to free yourself, so you can control your business instead of letting it control you
- Overlooking digital presence: In today’s market, your online visibility is critical. Investing in search engine optimization and digital marketing helps ensure your website appears when customers search for local HVAC services and on social media platforms, giving you an edge over competitors
It’s easy to get caught up in the idea that you’re the only one who knows how to run your business the right way. That may be true in the very beginning, but as you scale you also need to delegate duties and trust others. With proper training and a proven system you can feel confident that a team member taking over specific duties knows what they’re doing and will get it right.
Advanced Strategies: From Good to Elite Performance
If you’re ready to take things to the next level with your HVAC business, these elite strategies separate the good from the great:
- Sean’s “algorithm” mindset: Constantly analyze and improve, so you’re always moving forward with your company’s goals
- Energy management: Schedule three to four high-quality calls a day, each lasting two to three hours, instead of multiple, short calls all the time
- Market domination: Study your competitors, and then look for ways you can outperform them in experience and value
- Mentorship and community: Surround yourself with high achievers through CertainPath, so you can learn from the best as you scale
- Marketing optimization: Take full advantage of hvac lead generation services that specialize in targeting qualified prospects. These services can help you maintain a steady flow of new opportunities while you focus on building relationships and delivering exceptional service
Elite growth comes from elite habits and the willingness to push past comfort zones. When you truly want to see what your HVAC company can do, you need to be open to habits and changes that will increase your success, even if they feel uncomfortable in the beginning.
Ready to Transform Your HVAC Business Like Sean Mitchell Did?
Sean’s story is proof that explosive growth is possible, even if you’re starting from scratch. He went from zero HVAC experience to $8.7 million in just two years using CertainPath’s system, and you can see strong growth, as well.
CM Heating transformed their business from $5 million to $40 million, gaining not just revenue, but balance and freedom. It’s truly possible to take a small HVAC business, or a brand new one, and turn it into the type of strong and sustainable company you envision. Whether you’re just starting or already established, you can use these same strategies to build your own HVAC business with purpose, clarity, and proven systems.
If you’re serious about growing your HVAC business, take the first step today. Book your free 90-minute Starter Session with CertainPath and get customized insights for your business. We’re here to help you learn, grow, and make the most of your opportunities.
Frequently Asked Questions
How long does it typically take to see significant growth in an HVAC business?
Many CertainPath members see measurable improvement within months and major growth within one to three years.
What’s the minimum investment needed to grow an HVAC business effectively?
That depends on your market and goals, but structured training, marketing, and software tools are essential investments.
Can someone with no HVAC sales experience really achieve results like Sean Mitchell?
Yes! Sean did it with the right systems, mindset, and mentorship, and others can do the same.
How important is it to follow a proven sales process versus developing your own?
Following a proven process accelerates learning and results. You can customize later, but it’s essential to start with what works.
What’s the biggest mistake HVAC business owners make when trying to grow?
Many HVAC business owners try to scale without systems or chasing growth without understanding their numbers.
How do you maintain high closing rates while increasing call volume?
By improving efficiency, pre-call preparation, and emotional energy management.
Should I focus on residential or commercial HVAC services for faster growth?
Both can be profitable, but residential offers faster sales cycles and recurring service opportunities.
How can I prepare my technicians to become effective salespeople?
Train your HVAC professionals on communication, educate them on your value, and incentivize performance.
What role does financing play in achieving higher closing rates?
Offering flexible payment options reduces objections and increases customer comfort.
How do I compete against lower-priced competitors?
Focus on delivering value, building trust, and highlighting your differentiators, not on being the cheapest.
