HVAC Full Blast

What makes a great salesperson—and how do you get there? In this episode, Mary Carter and Stephen Ross sit down with Samantha Coats, Sales Excellence Leader, to talk about the power of fundamentals, coaching, and continuous improvement . From youth sports to HVAC sales, they break down how top performers are built through repetition, accountability, and mindset—not just talent. They also dive into...

Summer is when HVAC companies shine—but it’s also when things can start to slip. In this episode, Mary Carter and Stephen Ross talk about what really happens during peak season—from higher stress and more mistakes to slipping product mix and lost revenue opportunities. They share practical ways to stay sharp, including slowing down your process, reinforcing your sales fundamentals, and keeping you...

In this episode, Mary Carter and Stephen Ross break down the real ways contractors approach job costing, from flat rate and time-and-materials to divisor methods and gross profit per crew day . They also dive into the hidden challenges behind pricing, including team confidence, customer objections, and how growth impacts your overhead. If you’ve ever wondered whether your prices are too high, too...

Heat pumps are having a moment—and the terminology is getting confusing fast. Chelsea Hudson (Product Manager – Heat Pumps) joins Mary Carter and Stephen Ross to simplify what heat pumps do, when dual fuel makes sense, and what “ cold climate ” really means (spoiler: it depends on who’s defining it). You’ll also hear how comfort expectations impact callbacks, why some regions are leaning into heat...

In this episode of HVAC Full Blast, Carter, Mary and Stephen Ross are joined by Craig Johnson, Director of Contractor Experience at Trane Technologies, to break down the Trade Warriors program — a veteran‑focused HVAC training and placement initiative designed to help address the skilled labor shortage.  Trade Warriors helps transitioning military service members move into HVAC careers through an...

Tired of putting out fires all day? Trina Swenson, an operational excellence / continuous improvement coach, breaks down practical problem-solving for real businesses—how to spot the “nagging” repeat issues, use the 80/20 rule , get to root cause , and create a process that makes it easier for the next person to win. Expect simple frameworks (like Plan–Do–Check–Adjust ) and a reminder you’ll want...

What's the single most important number when it comes to selling your business? Hint: It's not your net income. In this episode of HVAC Full Blast , Mary Carter and Stephen Ross are joined by lawyer and business consultant Dan D'Alberto to demystify one of the most critical metrics in business valuation: EBITDA . Many business owners leave millions on the table simply because they don't understand...

What separates today’s top HVAC contractors from the rest of the pack? In this episode of HVAC Full Blast , hosts Mary Carter and Stephen Ross are joined by TJ O’Connor, President of Farmington Consulting Group , to explore insights from the Contractor of the Future Study —a nationwide research project surveying HVAC contractors across all sizes and markets. Together, they break down: Why consumer...

Seasonal slowdowns are part of HVAC — but panic doesn’t have to be. In this episode of HVAC Full Blast , hosts Mary Carter and Stephen Ross dig into what really happens to HVAC businesses during shoulder season and slower months — and how smart owners keep revenue moving without cutting the wrong things. Drawing from real ownership experience and conversations with contractors across the country,...

Repair or replace? It’s one of the most debated — and emotionally charged — decisions in HVAC today. In this episode of HVAC Full Blast , hosts Mary Carter and Steven Ross are joined by David Holt, Director of Education and Coaching at EGIA , for a candid conversation about how contractors, technicians, and homeowners really navigate repair versus replacement decisions. Together, they explore: Why...

Join hosts Mary Carter and Stephen Ross as they sit down with senior loan officer Jordan Cordero from Live Oak Bank for a candid deep dive into contractor financing—what it really takes to fund growth without starving your business of cash. From SBA 7(a) loans and why they exist, to buying a competitor, purchasing a shop, or rolling real estate into a deal to improve payment terms, Jordan breaks d...

Designer–contractor Anthony Carrino, known for his HGTV background and decades of real‑world building experience, breaks down what “comfort” really means inside a modern home—and why it’s far more than setting a thermostat. Learn how temperature, humidity, airflow, and ventilation work together, why tightening a home’s envelope can backfire without an ERV, and the simple design decisions that prev...

Virginia Zunk, finance leader at Trane and HVAC insider, dives into what it’s really like to work with family—and why it can be both a superpower and a challenge.  Learn how to set boundaries without burning bridges, why emotional expectations matter more than you think, and the surprising upside of having your biggest cheerleader in the same building. Plus, hear the story behind the “dessert side...

Rob Rotondo, fractional CMO and HVAC marketing veteran, breaks down exactly how to build a profitable marketing program from scratch—whether you're doing $2M or $12M in revenue. Learn why most marketing campaigns fail in the first 30 days, how to leverage manufacturer brands for better ROI, the real truth about website performance in the AI era, and why sales and marketing alignment is the secret...

Why do 85-90% of HVAC contractors use the same "best, better, good" pricing strategy? And more importantly—how can you beat them at their own game? In this episode, Mary and Stephen break down the psychology behind pricing choices, reveal why traditional approaches leave money on the table, and share a smarter strategy that increases closing ratios and average tickets. Learn how to talk about budg...

What happens when your HVAC system breaks down in year five, and you thought you had a ten-year warranty? For homeowners, it's a shocking repair bill. For contractors, it could be a hidden liability threatening their entire business. In this episode, hosts Mary Carter and Stephen Ross sit down with Tommy Cue VP of Strategic Partnerships at JB Warranties, to unpack the often-confusing world of exte...

In this lively episode of HVAC Full Blast, Mary and Stephen sit down with Allison Lincks for a candid conversation about breaking stereotypes, leadership in the trades, and building an HVAC dream team. Amidst real-life background noise and business banter, Allison shares her journey from customer service rookie to operations manager—proving talent trumps titles and that women bring serious power t...

Tips, mistakes, and stories from the field—this episode of HVAC Full Blast tackles how to run meetings that actually get results. Whether you’re in sales, service, or management, discover the secrets for getting to decisions, building trust, and escaping the dreaded “this could’ve been an email” feeling. No rambling, just actionable advice and real talk! Interested in becoming a Trane dealer? Visi...

Mary Carter and Stephen Ross welcome stress physiologist, author, and keynote speaker Dr. Rebecca Heiss for an honest, energetic chat about handling stress in the home services industry. Think stress hurts your performance? Think again! Dr. Heiss reveals why stress is actually the secret ingredient to success...when you learn how to harness it. From managing unexpected HVAC emergencies to dealing...

On this episode of HVAC Full Blast , hosts Mary Carter and Stephen Ross are joined by special guest Lorne Sederoff from SearchKings for an inside look at how search engine marketing and AI are reshaping success in the HVAC industry. Listen in as they share real stories from contractors, unpack the evolution from traditional SEO to paid advertising, and discuss how platforms like ChatGPT are changi...

In this episode of HVAC Full Blast, hosts Mary Carter from Trane and Stephen Ross from Sandler tackle one of the industry's most pressing, yet rarely discussed topics: mental toughness . In the ever-changing world of HVAC, professionals regularly face challenges ranging from shifting market conditions and supply chain disruptions to personal setbacks. Mary and Stephen share real-life stories and p...

Tune in as hosts Mary Carter with Trane and Stephen Ross with Sandler (rocking matching striped shirts) welcome Tim Mozley, a trailblazer in business expansion. Discover how Tim transitioned from Marine pilot to multifaceted business owner, tackling duct cleaning, HVAC, plumbing, and electrical services with savvy. Dive into tales of business growth, operational struggles, and the surprising chall...

In this special bonus episode, hosts Stephen Ross and Mary Carter bring listeners a lively, conversational recap of their recent live webinar focused on the soon-to-expire 25C HVAC tax credit. Joined by expert guests, they break down everything contractors, dealers, and homeowners need to know about qualifying systems, practical selling strategies, and business planning to make the most of this op...

Mary Carter with Trane and Stephen Ross with Sandler dive deep into the world of belief systems and personal growth in this enlightening episode of HVAC Full Blast. Explore how understanding your own psychology can be a game changer in business. Discover the impact of your upbringing on present-day decisions, how to tackle negative belief systems, and why a career coach or sports psychologist migh...

Mary Carter with Trane and Stephen Ross with Sandler explore the pressing labor challenges in the HVAC industry, focusing on hiring , retention , and compensation strategies . Delve into the evolving marketplace dynamics as Mary and Stephen share their experiences and expertise, tackling issues like talent recruitment and maintaining competitive advantages amidst industry changes. Discover creativ...