HVAC Masters of the Hustle

Episode #320: Tyler Pinder
Date: October 13, 2025
Host: JDubMoneyMaker (Jason)
Guest: Tyler Pinder, Selling Technician at Fast Air (Florida)

Episode Overview

In this episode, JDubMoneyMaker welcomes back Tyler Pinder, a standout selling technician from Fast Air in Florida. The conversation centers on accountability—both personal and peer-to-peer—in the HVAC trades, maintaining the right mindset during slow seasons, practical sales advice, the importance of customer interaction, and building company culture. Tyler shares candid stories from the field, practical techniques, and actionable insights for HVAC professionals striving to level up their careers and teams.

Key Discussion Points & Insights

Tyler’s Role and Journey (03:59, 05:06)

• Progression: Since first appearing on the podcast (Episode #198), Tyler moved into call-by-call management before returning to the field for customer interaction, which he missed.
• Customer Focus: Tyler values genuinely solving problems for customers, whether discovered at the outset or during the call.
  • "It’s a real good feeling when you can sit down with somebody and give them solutions for whatever problem they’re going through." — Tyler (05:20)

Accountability: Personal & Peer-to-Peer (06:09, 21:50)

• Definition:
  • "Accountability to me is going to be holding yourself to a specific standard... Are you worth the money that you’re charging?" — Tyler (06:09)
• Process: Tyler follows a strict diagnostic and communication process on every call, emphasizing consistency even if the system seems new or simple.
• Peer Review: Fast Air implements regular peer reviews where technicians examine each other’s data (photos, notes) from past jobs, promoting transparency and shared high standards.
  • "We go around the room to each technician and we say, pick a call... and the goal is holding that other technician accountable." — Tyler (22:26)
• Results:
  • After just one week of peer review meetings, data capture (photos, notes, recommended estimates) increased by 95%.
• Team Response: The process is positive, constructive, and helps keep everyone accountable without hard feelings.
  • "Team doesn’t want to be in the spotlight, right? The only guy in the room that didn’t take pictures...he’s got to answer for it." — Tyler (24:43)

Mindset & Overcoming Slumps (08:08, 11:53)

• Burnout Experience: Tyler describes his burnout and resulting slump after long hours in management and a challenging season.
• Mindset Shift Technique:
  • Tyler uses a "problem tree," mentally hanging up personal problems before entering a call to ensure each customer gets fresh energy and attention.
    • "Why am I punishing the customer with bad service because of how I’m feeling?" — Tyler (09:16)
• Advice for Others:
  • "Stop thinking with your wallet...Be consistent..." — Tyler (12:07)

Sales Approach, Objections & Urgency Creation (12:56, 16:28, 17:12)

• Not Money-First: Tyler stresses focusing on customer needs, not commission.
• Option Building: Always offer full, clear lists—critical, recommended, and nice-to-haves—without skipping maintenance plans, surge protection, or upgrade options.
• Objection Handling:
  • Example: Overcoming a "home warranty" roadblock by connecting deeper with customer needs and showing added value through Fast Air’s offerings.
  • "When you hear that objection, you just got to do what Tyler does. Ask those pain points..." — JDub (19:46)
• Urgency in Slow Seasons:
  • Stay consistent and proactive about budget conversations upfront to keep the process transparent and close deals, even in shoulder season.

Customer Interaction & Gathering Reviews (14:00)

• Reviews as Revenue Drivers:
  • Tyler’s approach is not to directly ask for reviews unless he’s confident he’s delivered fast, fair, and friendly service.
  • Customers specify techs by name in reviews, driving future sales.
    • "If you’re a commission-based technician, think about the opportunities you can get from your name being mentioned over and over and over again." — Tyler (15:24)

Avoiding Call Prejudgment & Maximizing Every Opportunity (26:35, 27:23)

• Don’t Judge by Appearances:
  • Both Tyler and JDub share times they’ve misjudged a customer’s willingness to invest, only to be surprised.
• Relationship-First:
  • Tyler learned from Jason that making genuine connections—regardless of immediate sales cues—often leads to the biggest wins.

Communication, Training, and Team Culture (21:50, 43:55)

• Role Play, Meetings, and Feedback:
  • Fast Air does weekly Tuesday meetings (sometimes Fridays too), focusing on skills, objection handling, and peer accountability.
• Positive, Supportive Environment:
  • Compassion, not robotic expectations, drives retention and performance.
    • "It’s got to operate like a non-dysfunctional family...compassion goes a really long way with creating a good culture." — Tyler (43:55)
• Management Tips:
  • Know your team’s personal goals.
  • Help them through slumps individually.
  • Foster open and constructive feedback.

Goal Setting & Financial Motivation (36:57, 37:39, 39:59)

• Personal Goals:
  • Tyler sets daily and annual income goals, breaking them down into achievable per-call targets.
    • "I don’t want to make less than $2,000 a day. I don’t want to leave my house for less than two grand." — Tyler (37:52)
  • If he exceeds targets early, he continues at the same pace, knowing tough days will come.
• No Income Cap:
  • Both host and guest reiterate: in HVAC sales, “the cap is yourself.”
• Tracking and Group Alignment:
  • Management knows team and individual financial goals, aligning company targets accordingly.

Tales from the Field (32:12, 33:11)

• Most Memorable Call:
  • Tyler recounts a late-night call at a hoarder’s home with ominous signs, sending his mom the address out of concern for safety—an example of the unpredictability and grit needed in the industry.
• Dealing with Difficult Situations:
  • Tyler keeps calm, de-escalates, and focuses on completing the job, demonstrating professionalism in high-stress moments.

Vision for the Future (46:42)

• Five-Year Outlook:
  • Operating his own AC company (not in the field), investing in property, and creating a legacy for his newborn daughter.
    • "I want something, a legacy, that I can leave her." — Tyler (46:42)

Notable Quotes & Memorable Moments

• On Accountability:
  • "Are you worth the money that you’re charging? I have to hold myself accountable, follow the process that we put in place, every single step." — Tyler (06:09)
• On Peer Accountability:
  • "We do a peer review system... the goal is holding that other technician accountable for the photos that were required on the job." — Tyler (22:26)
• On Mindset Shift:
  • "Don’t punish the customer with bad service because of how I’m feeling." — Tyler, quoting his mentor Dustin (09:16)
• On Forgetting the Wallet:
  • "Stop thinking with your wallet. That’s huge, man... Be consistent." — Tyler (12:07)
• On Building Culture:
  • "It’s got to operate like a non-dysfunctional family... Compassion goes a really long way with creating a good culture." — Tyler (43:55)
• Field Story:
  • "I thought I was going to get murdered. It almost doesn’t sound real, man..." — Tyler (32:12)

Timestamps for Important Segments

• 03:59 — Tyler’s recent career progression and why he loves fieldwork
• 06:09 — Tyler’s definition and application of accountability
• 08:08 — Burnout, slumps, and the “problem tree” strategy
• 11:53 — Mindset advice for techs facing challenges in slow seasons
• 12:56 — Sales list structure and consistent offerings
• 14:00 — Gathering reviews and their impact on sales
• 16:07 — Personal and company goal-setting
• 17:12 — Overcoming the “home warranty” objection
• 21:50 — Weekly communication and peer accountability meetings
• 26:35 — Addressing technician prejudgment and missed opportunities
• 32:12 — Wildest field call: the hoarder house story
• 36:57 — Setting goals and tracking progress
• 43:55 — Building culture and why it’s foundational
• 46:42 — Tyler’s five-year personal and professional vision

Final Takeaways

• Accountability, consistency, and a customer-centric mindset are key to success in HVAC.
• Building a supportive, communicative, and transparent team culture is just as important as technical skills.
• Success in the field comes from genuinely caring about people, continuous self-improvement, and not prejudging opportunities.
• The future is bright for ambitious HVAC professionals who are willing to own their space, embrace feedback, and set clear goals.

Host JDubMoneyMaker sums it up:

“Our job is to hyperfocus on relationship before business...our goal is to make them happy, right? To exceed, not meet, but exceed their expectations every single time.” (30:06)

Closing advice from Tyler:

“You got to own your space inside the customer’s home...let’s own that closet, own out there by the condenser...own the space.” (48:02)

An energizing episode for HVAC professionals looking to up their game, improve their team, and move toward becoming a master of the hustle.