In this episode of Accelerated HVAC Success, Matt Maleske, owner and founder of CTM (Coach, Train, Motivate), outlines what he sees missing in contractor development throughout the HVAC industry. He highlights the value of a structured Sales & Application course and how technology has simplified key elements of selling—like financing and accurate heating and cooling load calculations—making it easier to present complete solutions with confidence. Matt also addresses the decline in consistently offering financing and load calculations, and why contractors who prioritize both see higher close rates, larger tickets, and stronger profitability.

He also unpacks the impact of Daikin’s Energy-Skilled Sales & Application course, where technicians learn to execute every step—from discovery to load calculations to financing—so they can deliver a thorough, professional recommendation. By avoiding assumptions and confidently offering all available options, skilled technicians elevate the customer experience and drive long-term growth.