Good calls. Lost jobs.
Most shops don't have a lead problem. They have a lot of good calls that end with "we'll think about it." Or calls that never get booked at all. That's what I fix, from the phone to the kitchen table to the numbers.
In-home sales training
A clear call flow from the front door to the signed proposal, built around good-better-best options and honest equipment comparisons.
See what's included → BField salesSelling technicians
Help your techs spot replacement opportunities, talk repair-vs-replace without pressure, and hand off or close the right way.
See what's included → COffersPricing & financing
Proposal structure, financing that works in the off-season, and margins that don't get given away at the table.
See what's included → DLeadershipBuilding the division
Standing up or rebuilding an HVAC department: hiring, comp plans, install standards and the handoff between sales and operations.
See what's included → EOperationsOperations & ServiceTitan
ServiceTitan set up the way you actually run, KPIs everyone understands, revenue goals broken down to the week, and calls that book instead of bounce.
See what's included →Four steps. No forty-page report.
- Step 1
Ride along
I go out on real calls with your team. Fastest way to see where jobs are getting lost.
- Step 2
Straight talk
You get a plain read on what's working and what isn't. No fluff.
- Step 3
Build it out
We put together the call flow, proposal templates and offers your people will use.
- Step 4
Coach until it sticks
Follow-up training and call reviews until the new way is just how your team sells.
What's a few points worth?
Put in your own numbers. Then move the sliders to see what a little better on the phone and at the table adds up to over a year.
Based on 50 working weeks. Booked calls × close rate × average ticket. It's a rough look, not a forecast.
I've run the division and run the call.
I still sell in Tampa homes every week, so what I teach comes from this season, not ten years ago. I don't play games and I don't waste your time. People work with people.
The full story →Selling technician, Tampa
Diagnosing, estimating and selling replacements in homes across Trane, Ruud and Goodman lines.
Built and ran the HVAC division
Took the HVAC side from the ground up, then moved into General Sales Manager over the whole sales team.
Founder & president
Started and ran a solar marketing and sales company, so I know what it takes to build a sales org from nothing.
MBA · expected April 2027
Western Governors University, in progress.
B.S. Business Management
Western Governors University.
“Brian was immediately thrown into a role to pretty much single-handedly spearhead an entire new division for our company and succeeded beyond any words that I can say.”
Notes from the truck.
Short, practical reads on selling HVAC, written between calls.
The five numbers I'd check first
Before anyone touches a sales script, these numbers tell you where the money is leaking.
Read it →Selling techsThe repair-vs-replace talk
How to bring up replacement on a service call without sounding like you came to sell.
Read it →Offers0% or a discount in the off-season?
Both work. Here's how to pick, and what it costs you either way.
Read it →Let's talk shop.
If your guys are running good calls and still hearing "we'll think about it," reach out. Worst case, we have a good conversation.