As we approach the end of 2024, HVAC business owners are under pressure to meet their year-end revenue goals. Finding ways to close more deals and boost your bottom line is critical. That's why Breezy is thrilled to have welcomed Jason Walker to the "HVAC Insider Series," a monthly online masterclass designed to equip HVAC professionals with proven strategies to thrive in today’s competitive market.

Jason is a highly successful HVAC business owner and one of the most in-demand sales trainers in the industry. His session, 7 Steps to Maximize Your HVAC Revenue: Proven Sales Techniques for Closing 2024 Strong, provided a step-by-step roadmap for HVAC professionals to maximize their sales before the year ends.

Jason has generated over $18 million in residential replacements as a comfort advisor, so he knows what it takes to win in the HVAC industry. As an active owner/operator of Royalty Heating & Air and the host of the #1 podcast HVAC Masters of the Hustle, Jason’s insights are drawn from real-world experience.

Here’s a recap of his 7-step process to help HVAC businesses close strong:

1. Door Knock

Setting the tone for a successful visit starts with taking control and making a solid first impression. Jason emphasized the importance of professionalism: introducing yourself and your company, using the client’s full name, wearing protective gear like floor savers, and being clear about the purpose and expectations of the appointment. This builds immediate trust and sets the stage for success.

2. Comfort Survey

To build rapport and ensure the customer’s needs are fully understood, Jason advises using a comfort survey to assess the homeowner’s heating and cooling preferences. This step is essential for offering personalized solutions that resonate with the client.

3. PowerPoint Presentation

This is where you introduce yourself, your company, and why your business stands apart from the competition. Jason shared how to plant seeds of value throughout the presentation, strategically addressing potential concerns and planting doubts about competitors—ultimately steering clients toward trusting your services.

4. Heat Load Calculation and IAQ Presentation

Personalized recommendations are key. Jason advocates for using heat load calculations and indoor air quality (IAQ) presentations to further demonstrate your expertise and build relationships with homeowners.

5. Spartan Brag Bag

Jason introduced the concept of the "Spartan Brag Bag"—a kit filled with visual aids from previous installations or services. This tactic gives you the chance to showcase your work, explain technical details in simple terms, and differentiate yourself from the competition.

6. Warranties and Guarantees

Offering clear and strong guarantees is a game-changer. Jason outlined his own set of warranties, such as the “$500 No Frustration Guarantee,” “No Lemons Guarantee,” and “Property Protection Guarantee.” These assurances make it easier for clients to trust your services and feel comfortable making a purchase.

7. Presenting Options

Presenting financing options as part of a matrix showing different system levels of efficiency is key. Jason shared how small increases in monthly payments can unlock better systems for clients, helping you upsell while still providing value to the homeowner.

Jason Walker’s Proven Track Record

With over $2.2 million sold in his first year as a comfort advisor and more than $18 million in residential replacements sold over the last six years, Jason’s strategies are tried and tested. His coaching has helped HVAC companies nationwide boost their average tickets by 10% to 40%, making him a trusted leader in the HVAC sales world.