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Paul McHugh has been in HVAC for 35 years and handles 350 installs per year at Ray O. Cook Heating and Air in California. In this episode, he walks us through his complete 8-step sales process—from first contact through commissioning—including the $200 video he sends customers before every appointment.

What we cover:

• The comfort survey that protects you and surfaces real problems
• The 90-second pre-visit video (Paul plays it during the episode)
• Why Paul calls every customer before arriving
• "The Big Three": load calculation, duct assessment, equipment selection
• How to demonstrate airflow and pressure problems in front of homeowners
• Using extended performance data to select equipment
• Installation handoff documentation that ensures predictable results
• ACCA QI certification and third-party verification
• How to handle "you're more expensive" objections

Timestamps:

[00:00] – Introduction to the Episode

[03:11] – Paul's Career and Industry Evolution

[08:47] – Defining the Core Problem

[10:40] – How the Process Was Developed

[19:03] – The Comfort Survey: Understanding the Homeowner

[25:00] – Leveraging Technology and Customer Education

[30:10] – Initial Appointment: Setting the Stage

[36:34] – Load Calculation and Air Leakage Detection

[47:55] – Diagnosing Room-Level Comfort Issues

[55:52] – Equipment Selection Using Extended Performance Data

[01:02:31] – Commissioning and Final Thoughts

Follow Paul McHugh:

• LinkedIn: https://www.linkedin.com/in/paul-mchugh-93830430/
• Instagram: https://www.instagram.com/lespaulmac/
• Website (Company): https://www.rayocook.com/
• Facebook (Company): https://www.facebook.com/rayocook/
• Instagram (Company): https://www.instagram.com/rayocook1947/
• YouTube (Company): https://youtube.com/@rayocookheatingandair

Follow the Hosts:

• Ed Smith: https://www.linkedin.com/in/ed-smith-5aa8716
• Eric Fitz: https://www.linkedin.com/in/ehfitz/
• Amply Energy Website: https://www.amply.energy/
• Amply Energy YouTube: https://www.youtube.com/@amplyenergy
• Amply Energy Facebook: https://www.facebook.com/amplyenergy
• Amply Energy Instagram: https://www.instagram.com/amply_energy/