Skip to content
Heat Exchanger Experts
  • Home
  • About Us
    • Blog
    • Our Team
    • Testimonials
    • Gallery
  • About the Course
    • FAQs
    • Seminars
    • HVAC Nate Certification Training in Fort Collins CO
  • Register Now
    • Schedule
  • Our Manual
  • Shop
  • Contact Us
Upcoming Classes
Upcoming Classes

LAST CHANCE TO GET ON OUR 2025 FALL SEMINAR TOUR!

Heat Exchanger Experts
Furnace Repair Training Courses

Walking Clients Through Furnace Repair or Replacement

By Heat Exchanger Experts / September 20, 2023

Walking Clients Through Furnace Repair or Replacement

One of the major reasons that HVAC professionals across the country line up to attend a heat exchanger training course from our team is to better learn how to guide their clients toward a repair or replacement for their furnace. If you’re looking for the right tools and tactics to build up your HVAC techs as trustworthy experts, then read on for some helpful tips!

NAVIGATING REPAIR AND REPLACEMENT FROM THE SALES SIDE

We’ve all been the homeowner on the other side of the sales situation, and it isn’t always a comfortable feeling. Most people have the impression in mind that their HVAC specialist will attempt to upsell them toward a new furnace or expensive repair regardless of its necessity, so it is your job to counteract that misconception and build a trusting relationship. After all, repeat business is hugely important in this industry, as general maintenance, not one-time upsells, will account for the lion’s share of your cash flow.

The 5,000 Rule

One go-to sales staple is the classic “5,000 rule,” which gives homeowners and HVAC reps alike a tangible break-even point to point toward. Explain to the homeowner that they should take the proposed repair cost or estimate and multiply by the age of their furnace, if the number they receive is over 5,000, then it is usually worthwhile to replace the furnace, rather than repair it. This helps to build confidence when the number is lower than 5,000 and a repair is recommended, but can sound a bit too convenient for your company when the opposite is true. All in all, we think this is helpful, but don’t recommend it as a hard-and-fast rule.

Know Your Rebates

If you start talking about a replacement furnace, you’ll likely be looking at a set of glazed-over eyes within a matter of moments. Remember, your customers are imagining a worst-case scenario that leaves them scraping by for the next few months out of the blue. If you can give them some reassurance on the spot by stating that there are currently certain promotions, rebates, and grants being put on by your company, the government, or even the local energy and gas company, then you can put much of those fears to rest, replacing them for the hope of a cushioned fall down the rabbit hole of costs.

Furnaces Get Old

If the furnace in question is old, don’t be shy about telling the homeowner that. Even if a repair seems to be simple and easy, it may not be worth even finding out. If you tell a homeowner with an 18-year-old furnace that they’re likely going to have to replace it in a few years, repaired or otherwise, and can actually save some money by upgrading to an energy-efficient model that happens to feature numerous rebates, they may jump at the chance. Remember, cost is a huge concern, but paying to fix and re-fix the same old, dying furnace over and over isn’t something that many homeowners are going to want to do. This isn’t a chance to upsell them with a high-pressure sales pitch, but rather a chance to bring it to their attention; even if they plan to sell the home, any realtor and inspector will quickly indicate that the furnace is on its last leg, which will likely leave them indirectly paying for a new one anyways.

Undergo Heat Exchanger Training

You simply cannot say whether a heat exchanger repair is necessary or not without heat exchanger training. This means that if any of your HVAC techs haven’t undergone this training, they’re shooting in the dark and likely replacing many good exchangers and failing to notice far more that are soon to fail. In either case, this can make your company look terrible if a functioning repair quickly opens up to a larger problem when the heat exchanger happens to give out a few months later; in instances like this, do you find it likely that the homeowner will trust your techs when they say the furnace needs to be replaced? No, of course not, they’ll be taking their business elsewhere instead.

Find out more about our heat exchanger training or request a session near you today!

About The Author

Heat Exchanger Experts

Previous

Ways to Learn from Heat Exchanger Experts

Next

Signs Of Carbon Monoxide Poisoning

Related Posts

Heat Exchanger Experts

Who We Are — Heat Exchanger Experts

Exchanger Experts / By Heat Exchanger Experts
Hvac Service Tech Training

The Importance of Hands-On Learning

Exchanger Experts / By Heat Exchanger Experts
Cracked Heat Exchanger

The Dangers of a Damaged Heat Exchanger

Exchanger Experts / By Heat Exchanger Experts
Gallery

Is it Time For a Heat Exchanger Seminar?

Exchanger Experts / By Heat Exchanger Experts

2 thoughts on “Walking Clients Through Furnace Repair or Replacement”

  1. Calgary Air
    December 26, 2023 at 10:27 am

    Walking clients through furnace repair or replacement requires expertise, thanks. Can you share an instance where your team successfully guided a client through the decision-making process, ensuring they made the right choice for their heating system?

  2. Calgary Air
    November 24, 2024 at 1:56 pm

    I’m grateful to know choosing between repair and replacement is always tough. What are the key cost and efficiency factors homeowners should consider?

Comments are closed.

Search

Recent Posts

  • Common Signs of a Failing Furnace Heat Exchanger
  • Top Benefits of Attending HVAC Training Seminars in 2025
  • How HVAC Technician Classes Prepare You for NATE Certification
  • What Makes Heat Exchanger Inspection Training So Valuable for Technicians?
  • How to Explain a Cracked Heat Exchanger to Your Clients
Heat Exchanger Experts
As the author of the Heat Exchanger Experts® Residential Heat Exchanger Manual, Heat Exchanger Experts Inc. founder, Ellis Prach is considered one of the foremost experts when it comes to troubleshooting cracked heat exchangers.
Quick Links
  • Home
  • Seminars
  • Schedule
  • Manual
  • FAQs
  • Privacy Policy
  • Sitemap
  • Home
  • Seminars
  • Schedule
  • Manual
  • FAQs
  • Privacy Policy
  • Sitemap
Contact Info
Email

info@heatexchangerexperts.com

Phone No

(970) 482-1194

Address

6116 East County Road 52, Fort Collins, CO, US, 80524

Facebook-f Youtube
Subscription

Subscribe to our newsletter.

Copyright © 2025 Heat Exchanger Experts | Designed & Developed by X3 Marketing

  • Home
  • About Us
    • Blog
    • Our Team
    • Testimonials
    • Gallery
  • About the Course
    • FAQs
    • Seminars
    • HVAC Nate Certification Training in Fort Collins CO
  • Register Now
    • Schedule
  • Our Manual
  • Shop
  • Contact Us
Upcoming Classes
Upcoming Classes
  • Home
  • About Us
    • Blog
    • Our Team
    • Testimonials
    • Gallery
  • About the Course
    • FAQs
    • Seminars
    • HVAC Nate Certification Training in Fort Collins CO
  • Register Now
    • Schedule
  • Our Manual
  • Shop
  • Contact Us
Shopping Cart
Scroll to Top