As HVAC contractors, we owe it to the world and ourselves to do what we can to help protect our environment.

I have a way you can do that and make lots of money.

As HVAC contractors, we owe it to the world and ourselves to do what we can to help protect our environment. 

I have a way you can do that and make lots of money. 

Let me ask you two simple questions: 

Do your remove the refrigerant from old equipment? Do you haul away the old equipment? 

If you answered yes to both of these questions, I will show you how to get into high-end homes and make lots of money. 

But first let me tell you a story about how by asking myself these two questions I landed a job that every other company in my area had been trying to get for years. 

I was working as a service tech for a HVAC company in Racine, Wis., and we received a call from the home of very prominent- and very rich - woman.

When I got there, I met her maintenance man, who said that the air conditioning was out in half the home and that the last company to service the equipment had been putting in refrigerant at least twice a season for years to keep it running. 

Once I saw the equipment, I couldn’t understand why no one had ever replaced it. The units were at least 30 years old and couldn’t have had a seasonal energy-efficiency rating higher then six.

The maintenance man said numerous companies had tried to convince the homeowner to replace the equipment. I asked the maintenance man if money was a concern. I knew this was a crazy question, since she was a multimillionaire. As I had thought he would, the maintenance guy said no, it wasn’t about money. He said at least a dozen different sales representatives had tried to convince her to put in new equipment. 

I asked the maintenance man to tell me everything he could about the woman and her family. It turned out she owned a company that was known throughout the world for being very environmentally friendly. 

I recharged the units with the understanding that the homeowner would allow a salesman from my company to come back and give her a quote on new equipment. 

I went back to the office and sat down with the salesman who was going to make the call on the homeowner. I explained to him exactly how to get the sale. Here is what I said to him. 

Let her know:
  • We reclaim and recycle refrigerant in order to protect the environment and conserve our natural resources. We will recycle all her old equipment so that it does not just fill up landfills and will help conserve our natural resources.
  • And by replacing the 6-SEER equipment with high-efficiency equipment and the current 50- to 60 percent-efficient unit with a 90-plus-rated furnace, she will be conserving electrical and natural gas resources.
After the salesman told her all this, we got the job of replacing two complete systems as well as new air cleaners and humidifiers and we even sold her a new higher-efficiency water heater. All at a price that was $5,000 more then anyone else had ever quoted. And all of it was just doing things every good contractor should be already doing. 

But that wasn’t the end of it. She recommended us to all her friends, which lead to numerous other jobs with as good, if not even better, profit.

Please do your part to protect our environment. As you can see, it is well worth it in many ways.