Owned and Operated - Episode #226: HVAC Owner Makes $4M/Month (Here’s How)
Release Date: July 22, 2025
Hosts: John Wilson and Jack Carr

Introduction

In this compelling episode of "Owned and Operated," host John Wilson welcomes Brian from T.R. Miller, an accomplished HVAC business owner who is on the verge of achieving an impressive $4 million in monthly revenue. The discussion delves deep into the strategies, challenges, and insights that have propelled Brian's business to this remarkable milestone.

Breaking Down the $4 Million Month

John Wilson opens the conversation by expressing his eagerness to understand the intricacies behind Brian’s $4 million month. He probes into various aspects such as seasonality, membership models, and managing an HVAC business at scale.

John Wilson (00:00): "You're about to hit $4 million a month. I want to understand the $4 million month. I want to understand the seasonality, I want to understand the memberships and like, how you're managing an HVAC business at scale."

Brian emphasizes the critical role of retention rates of field professionals in achieving such high revenue.

Brian (00:10): "Retention rates of field pros. I think that's where the magic is. The thing that we've been super focused on the last two years is career progression for our field pros..."

Diversifying Revenue Streams

Brian shares his business evolution, highlighting that they initially focused solely on HVAC until 2020, when they expanded into plumbing, sewer, and electrical services. This diversification has been pivotal in stabilizing monthly revenues, with plumbing contributing approximately $1 million monthly.

Brian (01:32): "Plumbing will probably, I would say month over month is about a..., I would say probably a million month over month between our plumbing service install and like our sewer teams."

Managing Seasonality

Seasonality poses a significant challenge, particularly in months like February and March, where HVAC demand typically dips. Brian outlines strategies to mitigate these slow periods:

1. Flexible Scheduling: Increasing the number of install trucks from 5-6 to 10 during peak months to handle higher demand.
2. Shift Management: Implementing varied shifts, such as AM and PM shifts, and extending workdays to maximize technician bandwidth.
3. Membership Models: Creating membership programs to ensure consistent work for team members year-round, thereby maintaining steady revenue streams.

Brian (02:31): "Some of the things we've thought about over the years is, like, what's our minimum hours per technician, minimum calls and then where do we, where can we flex up to?"

Increasing Operational Capacity

To handle peak seasons effectively, Brian discusses operational adjustments:

• Additional Installations: Technicians are trained to handle multiple systems a day, transitioning smoothly between tasks.

  John Wilson (06:01): "Are your installed crews running several systems a day?"

  Brian (06:05): "The way we think about it, yeah, the answer is yeah."

• Maximizing Call Efficiency: Maintaining high-quality service by ensuring thorough inspections to minimize callbacks, thereby preserving brand reputation and customer satisfaction.

  Brian (11:00): "We still need to do thorough inspections because we can't have callbacks either because that's bad for brand reputation as well and customer service."

Sales Strategies: Comfort Advisors vs. Selling Techs

Brian elaborates on the hybrid sales model his company employs, which integrates Comfort Advisors and selling technicians. This approach ensures higher conversion rates and accurate sales, as Comfort Advisors focus solely on selling, while technicians handle installations.

Brian (12:05): "We're a hybrid. So we do have comfort advisors... And some of our sales model is in the home. We do have one selling tech or two selling techs."

This model contrasts with traditional methods where technicians also handle sales, often leading to inconsistent sales quality and misplaced offerings.

Brian (14:24): "We just know we have higher conversions if we're in the home with a Comfort Advisor... And we're selling the right stuff."

Retention Through Career Progression

A cornerstone of Brian's success is his focus on career progression for field professionals. By providing clear career paths and professional development opportunities, Brian ensures high retention rates, reducing the constant need for hiring and training new technicians.

Brian (22:04): "It's not only how can I flex up? ... how can we really retain these?"

John echoes the importance of career mapping, sharing his experience with developing a career ladder that offers both vertical and horizontal growth opportunities within a large team.

John Wilson (26:05): "We created a map that shows it. So, like, here's where you start... Here's where you can grow with Wilson."

Leveraging Technology and Process Optimization

Brian credits the use of dispatch software and automation in improving operational efficiency. By automating call assignments, the company optimizes technician schedules, ensuring maximum productivity without overburdening the team.

Brian (21:43): "We use software to automate that whole process of like, what should the next call be? I think has really helped our bandwidth."

Overcoming Competitive Challenges

The episode also touches on competition within the HVAC industry, highlighting how companies like Four Seasons and Heartland employ aggressive sales and pricing strategies. Brian discusses the importance of maintaining competitive pricing models while ensuring quality service to sustain long-term profitability.

Brian (17:54): "They have a comfort advisor team of like 20 to 30 or if not more, maybe 50, who knows where."

Key Takeaways

1. Diversification is Crucial: Expanding service offerings beyond HVAC stabilizes revenue and reduces reliance on seasonal demand.
2. Retention Over Recruitment: Focusing on career progression and employee satisfaction significantly lowers turnover rates.
3. Flexible Operations: Implementing flexible scheduling and shift systems enhances capacity during peak seasons without compromising service quality.
4. Hybrid Sales Models: Combining Comfort Advisors with selling technicians increases conversion rates and ensures appropriate service offerings.
5. Technological Integration: Utilizing dispatch software and automation tools optimizes operational efficiency and technician deployment.
6. Competitive Positioning: Maintaining competitive yet profitable pricing strategies is essential in a highly competitive market.

Notable Quotes

• John Wilson (00:00): "You're about to hit $4 million a month. I want to understand the $4 million month."
• Brian (02:31): "How can we really retain technicians the best of your ability during February or March?"
• Brian (11:00): "We still need to do thorough inspections because we can't have callbacks either because that's bad for brand reputation as well and customer service."
• John Wilson (26:05): "We created a map that shows it. So, like, here's where you start... Here's where you can grow with Wilson."

Conclusion

Brian's insights into scaling an HVAC business to achieve $4 million monthly revenue provide a valuable blueprint for entrepreneurs in the home services industry. By prioritizing employee retention, diversifying services, leveraging technology, and adopting effective sales strategies, Brian demonstrates a comprehensive approach to sustainable business growth. Listeners are encouraged to implement these strategies to unlock their own business's potential for success.

For more in-depth discussions and actionable advice, visit www.ownedandoperated.com.

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