What’s the secret to scaling your HVACR business to seven figures? Working hard and being the best will only get you so far. Building the right strategy to grow your database and convert customers is where you really need to start─and you don’t have to spend a lot of money to get there.
In 5 Strategies to Add 7 Figures to Your Business, presented by ACCA Strategic Partner Grant Cardone, attendees discovered proven strategies to grow their business without breaking the bank. Hosted by Grant Cardone Enterprises president Jarrod Glandt with special guest Darrin Wetzler, director of Cardone Ventures, this session broke down how HVACR businesses grow their revenue and profitability.
Watch the full webinar recording here.
Here are the top highlights:
Strategy 1: Align, develop, and transition your team
The backbone of any thriving HVACR business is its team. According to Glandt, many businesses fail because they cannot find and retain talented individuals. Businesses that prioritize employee growth and engagement avoid this pitfall by building long-term, career-focused relationships.
Hire for careers, not jobs – Employees looking for more than just a paycheck are more likely to stay if you offer them a clear roadmap for growth. This can include starting as a technician, advancing to senior roles, and eventually managing teams. Setting expectations upfront gives employees an opportunity to see the potential for upward mobility.
Develop employees proactively – To grow your business, you need a proficient and skilled workforce. A proactive development plan, including training and mentorship prepares your employees for leadership roles and helps your business scale.
Implement an employee maturity model – Create a clear progression path for roles and compensation, from entry-level to senior leadership. At Grant Cardone’s organization, this model starts at the interview stage, aligning expectations and creating an environment where employees feel valued and motivated to grow.
Strategy 2: Build, engage, and convert your database
Your database is the lifeline of your HVACR business. Building a robust database and regularly engaging with your audience ensures you’re top-of-mind when they need your services.
10 simple ways to build your database:
Social media: Post instructional videos, share testimonials, and engage with followers.
Lead magnets: Offer easy-to-digest guides or tips to attract potential customers.
Discounts/offers: Even a small incentive, like $25 off, can attract new customers.
Webinars: Host educational events to showcase your expertise and engage prospects.
Free strategy sessions/consults: Lower acquisition costs and grow your database with free consultations.
Online events: Partner with local businesses to create joint webinars on topics like home maintenance.
Podcasts: Highlight local business owners, share their stories, and promote their services while introducing your own.
Paid ads: Ensure your landing page is optimized for conversions.
Affiliates and JVs: Collaborate with complementary businesses, such as pest control or landscaping companies.
Data platforms: Purchase data strategically to expand your reach (but don’t rely on it).
Engage your database regularly by sending emails with tips for home maintenance and seasonal preparation. The key is consistent value-driven communication, so customers think of you first when a problem arises.
Strategy 3: Overcome obscurity with effective marketing
Obscurity is the biggest enemy of any business, and Glandt emphasizes the importance of a well-rounded marketing strategy. HVACR businesses must focus on both organic and paid media to increase visibility.
Top-of-funnel content – Target potential customers who may not yet realize they have a problem. Create organic content on platforms like YouTube, X, and Facebook to educate and engage this audience.
Follow the marketing funnel down – Move prospects from awareness to consideration. Start with content addressing their general needs, then guide them toward specific solutions.
Lead management – Studies show that 44% of businesses never follow up with leads, and only 2% convert on the first interaction. Have a plan to follow up consistently and nurture leads over time.
Glandt underscores that the best-known product always beats the best product. Prioritize visibility to grow your business.
Strategy 4: Engage leads quickly and effectively
Once you generate leads, the speed and quality of your engagement determine your conversion rate.
Speed to lead: Respond to leads within five minutes to reduce the chance of losing them to competitors.
Follow up consistently: Engage leads multiple times over a short period (ex: eight times within 72 hours). Consistent communication demonstrates your commitment and increases trust.
Referral strategies: Turn satisfied customers into brand advocates. Data shows that 91% of happy customers are willing to refer others, but few businesses leverage this opportunity. A strong referral strategy can significantly boost your profitability with minimal effort.
Strategy 5: Implement a consistent and measurable sales process
A well-defined sales process ensures consistency and builds trust with customers. Glandt’s proven sales process includes six key steps:
Greet: Establish rapport with the customer.
Qualify: Understand their needs and decision-making behaviors.
Present: Offer a solution tailored to their requirements.
Propose: Provide clear options with packages to address objections.
Close: Address concerns and finalize the deal.
Follow up: Re-engage customers who don’t immediately convert.
Having a structured process simplifies the customer experience and builds confidence in your services.
Learn more tips at Grant Cardone’s 10X Business Summit
This system is a cornerstone of Grant Cardone’s 10X Business Summit, which has helped businesses like Malek Services grow from $14.5 million to $20 million in one year.
Implementing these strategies helps HVACR businesses streamline operations, engage their audience, and build a scalable foundation for success in 2025. The 10X Business Summit, taking place this January, offers actionable insights and real-world examples of accelerated business growth. The best part? ACCA members can register for free─a $3,000 value.
Want to see more free webinars from our Strategic Partners like Grant Cardone? Become a member and keep an eye out for upcoming events.
The post 5 Strategies to Add 7 Figures to Your HVAC Business webinar recap appeared first on ACCA HVAC Blog.