Mackenzie from Snyder's Heating and Cooling in Missouri joins the podcast to share about how training has impacted how she runs her visits.

This includes how to get the most out of training, how to do a really good call ahead, and why she is able to sell so many maintenance agreements.

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If you're running estimates for new HVAC systems, this episode is for you. Josh from East Coast Heating and Air joins the podcast to discuss his path from installation technician to comfort consultant, and how your process and how you present solutions can play a larger role in helping customers say “yes.”

Josh breaks down what he wished he had done differently back when he was a tech and shares simple, real-world tips to improve your estimate conversations, stand out in the home, and build trust with homeowners, without being “salesy.”

Key Takeaways & Tips:

• You Build the Trust by Being Prepared: Do your homework and make a great call ahead.
• Make the Time with the Homeowner Count: Go beyond “they’re interested.” Ask who’s making the decision and what matters most: comfort, looks, timing.
• Ask, Don’t Talk: Great estimates start with good questions. Listen more than you speak.
• Don't build an estimate, build the right solution that the customer wants

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In this episode of The Trusted Technician Podcast, Derek sits down with Carlos, Residential Sales Manager at Aqua Plumbing and Air in Florida. Carlos shares how he went from a lost young Marine to a high-performing HVAC technician—and ultimately a leader shaping the next generation of techs. He opens up about the mindset shifts that fueled his success, the challenges of transitioning into management, and why asking for help can be a technician’s greatest strength. Whether you’re on your first service call or leading a team, this conversation will inspire you to push past fear, embrace growth, and maximize your potential.Key Takeaways

• Mindset drives success – knowing your “why” and staying mentally strong separates good techs from great ones.

• Keep learning and ask for help – proactive learning, training, and mentorship accelerate growth.

• Focus on people, not just repairs – building trust with homeowners and teammates leads to bigger wins.

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Joey from Horne Heating and Air Conditioning in North Carolina has worked through installing, running service and maintenance calls, and now has a full-time focus on what he enjoys most...selling HVAC systems. He believes your success comes down to your process, trust, and relationships, and not to your prices.

Key Takeaways:

• Selling HVAC systems in the off-season
• What does it mean to have a process
• What do customers want when they are replacing their systems

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Julie from Anderson Heating & Cooling in North Carolina shares her experience from nearly two decades as a maintenance technician and why she loves running Maintenance Agreement calls. She strongly believes in building trust and taking care of people and their homes.

Key Takeaways:

• Why maintenance calls are her favorite calls.
• Why her customers trust her so much.

• How she sells so many systems on maintenance visits.

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DJ from Geerts Plumbing & Heating in Iowa joins this episode to share about how he’s off to a great start after the first quarter of the year. He’s learned to ask some great questions and then let the customer think about it and answer. Listen in to hear some of his questions he asks!

Key takeaways:

• It’s not about what you say, it’s about what the customer says, so let them talk.
• What he’s learned about customers and what they want.
• The mindset behind setting a big goal and having a plan to hit it. 

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Chad from HVAC Comfort in Michigan shares how fully committing to following a process as an HVAC technician has led to big improvements in his calls.

Key Takeaways:

• Changing his mindset about the opportunities that exist and what homeowners are expecting.
• Understanding the homeowner's goals and concerns.
• Getting motivated by seeing what was possible.
• Ongoing conversations throughout the call help to notoverwhelm homeowners

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Austin from Universal Heating & Cooling in Tennessee joins to share how he enjoys helping his HVAC customers but makes sure to ask questions first before jumping into any type of education mode.

Key takeaways:

• Make sure your customers are up to date on industry trends and changes.
• Stay consistent by having a way to reset yourself in between calls.
• Be self-aware about the process you want to follow to make corrections.

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Josiah from Daniell Heating & Air in Arkansas shares the

Key Takeaways:

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Franco from Cowboys Air Conditioning & Heating in San

Key Takeaways:

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