Q&A - Tips for Moving to HVAC Sales - Short #226

In this short Q&A podcast episode, Bryan answers a listener-submitted question and gives some of his tips for moving to HVAC sales from field technician/installer roles. The world of sales has a different pay structure, which makes it an appealing option to many technicians. Salespeople need to be able to have money conversations with confidence and not be afraid to talk about pricing. You can practice these conversations with friends or fellow technicians, including answering questions and responding to objections. Sales confidence is another key to success in sales. Many successful sales techs go into sales with the assumption that the client wants to work with them and aren't timid because they're confident they'll make the sale. Great salespeople also seek out feedback to learn and grow from. Many great salespeople in the HVAC industry also benefit from learning about load calculations, equipment selection, and duct design, particularly via the ACCA manuals and software like Wrightsoft and Kwik Model 3D. The HVAC Grapevine, NCI, and TEC all have great educational resources about building science. Deploying test instruments, including blower doors, duct blasters, and thermal imaging cameras, also gives you vital information about the structure and shows clients that you're going above and beyond for their comfort; you're delivering quality and doing so with integrity. Communication skills are a crucial part of sales, and the best thing you can do to start honing your communication skills is to ask good questions and listen for valuable answers. Empathy is also important in sales, and it's most effective when you can understand your client's priorities.     Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Take the HVAC School Industry Pulse Survey by WorkHero at https://hvacrschool.com/industrypulse.  Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android

This unique podcast episode is a commentary on the phenomenon of "white shirt techs" in the HVAC industry - a term that refers to technicians who focus heavily on sales and maintaining a pristine appearance rather than technical expertise. While there's nothing inherently wrong with having good sales skills or maintaining a professional appearance, there needs to be a balance with actual technical competency. The episode serves as part of a manifesto series heading into 2025, addressing important industry trends and concerns. There is a delicate balance between sales and service in the HVAC industry, particularly in residential services. Some companies and technicians may prioritize metrics like average ticket price and five-star reviews over providing genuine solutions to customers' problems. While it's important to discuss money and options with clients, we shouldn't resort to fear tactics or make promises that products can't fulfill, particularly in areas like indoor air quality solutions and UV lights. The podcast raises important questions about professional identity and integrity in the HVAC field. Technicians should occasionally step back and think about whether they've lost their passion for actually fixing equipment and solving technical problems in favor of focusing solely on sales. He argues that the best residential technicians maintain their interest in the mechanical aspects of the work, even as they develop their customer service and sales skills. The episode concludes with a call for technicians and companies to invest more time in technical training and to maintain their commitment to solving real problems rather than just selling solutions. Key Topics Covered: &]:mt-2 list-disc space-y-2 pl-8"> Definition and characteristics of "white shirt technicians" The balance between sales skills and technical expertise Problems with fear-based selling and overpromising in HVAC The importance of third-party verification for product claims Discussion of specific products like surge protectors and UV lights The role of maintenance agreements and their value proposition The future sustainability of sales-first business models The importance of maintaining passion for the technical aspects of HVAC Professional appearance versus technical competency The relationship between pricing and actual value delivered The role of customer reviews and their potential manipulation Training priorities: technical skills versus sales techniques   Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android

In this short podcast episode, Bryan answers a listener-submitted question about double flares and their application in the HVAC/R industry. Flare connections are common in certain types of equipment, and they connect the copper to the appliance. As a result, when we make a flare, our goal is to make it leak-free. A regular flare requires you to cut the copper, clean it, put the flare nut on, and make the flare with a flaring block (or a flaring tool). You can also put a little bit of oil on the flare cone to prevent galling. Modern power flaring tools are common nowadays, especially in markets where we install a lot of mini-splits. We also use torque wrenches to tighten the flare connection according to the manufacturer's specs. In mission-critical applications where we have toxic or flammable refrigerants under high pressure, we especially want leak-free connections. Double flares make more sense in these scenarios for extra security (though we may use different connection types). A double flare requires you to use a double-flare die that flares over the edge, though those double-flare dies are more common in older flaring kits and may not exist for power tools or spin tools.    Double flares are usually less practical than other alternatives that exist on the market. For example, some manufacturers make flare gaskets to reduce the likelihood of leaks, and these are functionally similar to a double flare.    Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android

In this episode of the HVAC School Podcast, Bryan interviews Zach about duct coatings and their applications in HVAC systems, particularly focusing on the Hardcast RE500 product. The discussion delves into the importance of proper duct coating applications and their benefits for both contractors and customers. Zach, who has extensive experience in duct cleaning and restoration, shares his expertise on the proper application and benefits of duct coating systems. The conversation explores how modern ductboard comes with a clear coat that offers some protection, but additional coating can provide significant benefits, especially in high-velocity areas near equipment. They discuss how coating creates a smoother, more cleanable surface that's almost comparable to sheet metal in terms of friction resistance. Zach emphasizes that coating should only be applied after proper cleaning, as it's not meant to cover up dirty ducts but rather to protect and improve cleaned surfaces. A significant portion of the discussion centers around the practical applications for HVAC contractors, particularly during equipment changeouts. Bryan proposes the idea of coating the first 5-10 feet of ductwork near equipment during changeouts, as these areas experience the highest velocity and are most susceptible to fiber shedding and moisture issues. The conversation also addresses the cost-effectiveness of coating versus replacement, with the coating being approximately one-fourth to one-fifth the cost of replacement. Key Topics Covered: &]:mt-2 list-disc space-y-2 pl-8"> Hardcast RE500 duct coating product and its applications Benefits of duct coating, including reduced friction, fiber containment, and improved cleanability The importance of proper surface preparation before coating application Comparison between coated ductboard and sheet metal surfaces Drying and curing times for duct coatings The relationship between duct cleaning and coating services Cost comparison between coating and replacement Special considerations for coastal environments NADCA certification and training requirements The importance of proper application techniques and professional certification Health and safety considerations regarding fiberglass ductwork The role of duct coating in preventative maintenance Application methods, including airless sprayer and brush/bucket techniques Quality control and industry standards for duct coating   Learn more about NADCA at https://nadca.com/.  Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android

In this short Q&A podcast episode, Bryan answers a listener-submitted question about metacognition and more about critical thinking, reflective analysis, and challenging biases. Metacognition is the ability to think about thinking; it's about breaking things down, noticing your own thoughts, and understanding the "why" behind their thoughts. Metacognition is beneficial when applied to the "wide" aspects of the "wide-narrow-wide" mindset; it helps with broad analysis and is less useful during the narrow phase when you want a flow state. Unpacking our biases is useful, but it's most important in positions of power. Biases and assumptions have the most widespread effect when they're leveraged on others by authority figures, but they show up in any position of power (or lack thereof). Many of these are baked into us as mental shortcuts called heuristics, which are the same things that tell us not to touch stoves for survival; they're ingrained, but we have to be able to challenge those and unpack the reasons when it comes to assumptions about other people. However, this activity is time-consuming and not best used in situations where immediate action is needed. Humans have a strong proclivity for pattern recognition for survival reasons. However, one of the downsides of strong pattern recognition is the risk of associating correlation and causation without taking the proper investigative steps to confirm the relationship between things. The scientific method exists to test a hypothesis and explore the relationship between things in our world. Learning and being open to complex relationships are components of a great mindset to apply to HVAC work as well, and humility and curiosity are at the forefront.   Franco, Zeno E., Kathy Blau, and Philip G. Zimbardo. "Heroism: A conceptual analysis and differentiation between heroic action and altruism." Review of general psychology 15.2 (2011): 99-113. https://doi.org/10.1037/a0022672 Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

In today's podcast, Bryan talks with legendary Hydronics author and trainer Dan Holohan about the history of steam heating and some practical applications of old ideas. Recently, Dan has been working on more novels, having published two of them over the past few months. Steam heating is a “lost art” nowadays; it has become increasingly uncommon and has been disappearing since the Vietnam War. Many people who understood steam heating either retired or died after the Vietnam War. Many elements of steam heating are difficult to understand or surprising. (For example, steam pressure has a surprising relationship with velocity: low-pressure steam moves through piping much more quickly than high-pressure steam.) So, Dan Holohan is on a mission to revive that knowledge and teach the newer generations about the lost art. There are many older steam heating systems still operating today, especially in the older large buildings in New York. Dan learned a lot about steam heating when working on these old systems and optimizing them. Most of the time, he optimized those systems by removing unnecessary accessories, not by adding components like steam traps. Many old boilers used coal as a heat source. Nowadays, many old boilers have been fitted with conversion oil burners with thermostats, but they are still piped for coal. Some systems now have multiple risers or massive vents on the main riser to prevent the thermostats from getting too hot too early and satisfying the thermostat too early. We call that master venting, which reduces pressure and allows steam to move very quickly and efficiently. Dan also discusses: The 2-PSI standard Transportation metaphors for BTUs in steam Harmful renovations for old boilers Replacement vs. restoration mindsets Gaps in steam boiler education Monopolizing the market if you HAVE the education Boiler piping and venting Two-pipe vs one-pipe steam   Find out more about Dan and hydronic heating at HeatingHelp.com. Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

In this short Q&A podcast episode, Bryan answers a listener-submitted question about superheat, including what it is and how we measure it. Superheat is the number of degrees a refrigerant is above its saturation point. The saturation point is where you will have a liquid-vapor mix, so superheat only exists when a substance is a vapor. Saturated refrigerant should only exist in the evaporator and condenser, during which it is being boiled or condensed.  We usually measure superheat at the evaporator coil outlet and compressor inlet. The superheat at the evaporator outlet is usually around 5-14 degrees Fahrenheit, and it's often between 10 and 20 degrees at the compressor inlet (compressor superheat). However, many systems try to get lower superheat values, and some manufacturers may require higher superheat values at the compressor inlet to prevent liquid refrigerant from getting into the compressor. Accumulators can help keep liquid refrigerant out of the system as well. We may also measure superheat coming out of the compressor on the discharge line (discharge superheat); this superheat may exceed 100 degrees Fahrenheit. Discharge superheat can let you know if the compressor is overheating the oil and causing breakdown or carbonization. We use superheat to set the charge for fixed-orifice metering devices (as opposed to subcooling for TXVs), as superheat is a measure of how well we're feeding our evaporator coil. When the system is off, the superheat will be 0. A system will equalize, and the refrigerant will be at saturation when that happens.   Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

In this episode of the HVAC School podcast, Bryan interviews Zach from Southeast Clean Air Solutions about the intricacies of professional duct cleaning. Zach specializes in addressing duct cleaning challenges specific to the Southeastern climate, with a particular focus on fiberglass-lined ducts. The conversation delves into the complexities of cleaning different types of duct systems, highlighting the significant variations in time, technique, and approach depending on the duct materials and home configuration. The discussion reveals that duct cleaning is far more nuanced than many homeowners realize. A typical residential duct cleaning can take between six to eight hours, with metal ductwork being significantly faster to clean than flexible ducts or fiberglass-lined systems. Zach emphasizes the importance of careful cleaning techniques, especially with delicate flex ducts that can easily be punctured or damaged during the cleaning process. He recommends a two-person approach, with one team member working inside the home and another in the attic or crawl space to ensure thorough and safe cleaning. Beyond the cleaning process, the podcast explores critical maintenance strategies for maintaining clean and efficient HVAC systems. Zach and Bryan discuss the importance of proper filtration, home maintenance, and understanding when duct cleaning is truly necessary. They challenge the common misconception of a fixed cleaning schedule, instead advocating for system assessment based on specific conditions like household dust, humidity, and the health needs of home occupants. Key Topics Covered: &]:mt-2 list-disc space-y-2 pl-8"> Duct cleaning techniques for different duct materials (metal, flexible, fiberglass-lined) Time requirements for professional duct cleaning Challenges of cleaning ducts in various home configurations Importance of proper filtration and maintenance Factors determining duct cleaning frequency Risks associated with poorly maintained duct systems Two-person approach to thorough and safe duct cleaning Specialized considerations for homes in humid climates Post-cleaning sealant application for fiberglass-lined ducts   Learn more about NADCA and find certified duct cleaning contractors at https://nadca.com/.  Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

In this short podcast, Bryan talks about electric vehicles and whether EVs present an opportunity for HVAC technicians. The residential sales lead at Kalos recently mentioned that keeping an EV in a conditioned garage is advantageous, and it's an upgrade we can offer our customers. In hot weather, EV battery performance and health can be degraded. On top of that, the vehicle consumes power when the vehicle gets hot so that the A/C can control the climate inside the car and preserve the interior. Most people also charge their electric vehicles in the garage at night, so it would stand to reason that conditioning the garage can yield energy savings and improve vehicle longevity. Attic encapsulation above the garage is also an option to limit warm, moist attic air from leaking into the garage; HVAC upgrades can include using closed-cell foam to encapsulate the attic and install a dehumidifier in there. Conditioning a garage requires you to think about insulation. In our market (Florida), block walls don't insulate very well. Even when we can't do very much with the walls, we can usually use some polyiso boards inside the garage. However, we could get some moisture challenges, and carbon monoxide could be an issue if combustion appliances are in the garage (like furnaces, water heaters, or gas-powered cars). We can recommend using heat pump water heaters, and we should quote a low-level CO monitor in cases when garages have a CO risk.  It's important to make sure the garage remains separate from the rest of the house even when we do these upgrades. Keeping the garage separate helps prevent chemicals from getting into the airstream, especially yard chemicals or cleaners.   Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

The podcast delves into the world of HVAC chemical solutions through an in-depth conversation with Becca Stamey, the marketing director at Refrigeration Technologies. The discussion provides insights into the company's unique approach to developing cleaning products, rooted in a commitment to safety, effectiveness, and customer feedback. Founded by John Pastorello, a chemist turned HVAC technician, the company has always prioritized creating products that are non-toxic, non-corrosive, and environmentally friendly. Becca highlights the range of Viper products, from condenser and evaporator cleaners to pan and drain sprays and all-purpose cleaners. Each product is carefully formulated with specific purposes in mind, such as the enzyme-based evaporator cleaner designed to address odor issues and break down biofilm. The conversation emphasizes the company's innovative packaging, particularly the Venom Packs, which offer concentrated, durable, and space-efficient solutions for technicians. The podcast also underscores the company's commitment to quality control, with U.S. manufacturing and personal oversight from the leadership team. The episode provides a behind-the-scenes look at Refrigeration Technologies' growth and dedication to the HVAC community. The company has been named to the Inc. 5000 list of top-growing companies for three consecutive years and is expanding its manufacturing capabilities. Becca discusses the company's social media presence and community engagement, including their "Tech of the Month" program, which highlights and celebrates HVAC technicians who embody the company's values. Key Topics Covered: &]:mt-2 list-disc space-y-2 pl-8"> Viper's chemical product line and unique formulations Condenser and evaporator cleaning solutions Innovative Venom Pack packaging Importance of non-toxic, environmentally friendly cleaning products Company's manufacturing process and quality control Social media engagement and community recognition Recent company growth and expansion Upcoming appearances at industry events like AHR Expo   Learn more about Refrigeration Technologies at https://www.refrigtech.com/. You can also follow Refrigeration Technologies on Instagram, LinkedIn, Facebook, YouTube, and TikTok (ViperHVAC). Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.  Purchase your tickets or learn more about the 6th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android.   Subscribe to our YouTube channel.  Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.