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What does it take to sell over 20 million dollars in HVAC without feeling like a pushy salesperson or a slick closer?

Adrian catches up with Phil Filaski to unpack it.

Phil, a 20 million dollar salesman, unpacks how he consistently wins high-ticket air conditioning jobs while staying calm, honest, and in control of the process. He shows how he builds trust fast, uses simple paper-based tools, and makes finance work for homeowners so the decision feels easy instead of pressured.

This conversation gives you a sharper way to sell, serve, and get rewarded for the value you bring.

You’ll learn:

• The low-pressure sales process Phil uses to close 30K plus installs
• Why HVAC techs need to master the tools and systems before trying to sell bigger work
• How Phil thinks about success, sacrifice, and building a legacy that outlives the business
• How to ethically use current events and real-world context to create urgency
• Why three clear options on paper still outperform overcomplicated quoting
• How and why around 80 percent of his work is financed and what that means for closing rates
• How to keep your confidence high even when a big quote is on the line

In this episode:

00:00 Meet Phil and the 20M HVAC journey

04:12 The simple, low-pressure sales flow that wins big jobs

11:30 Why tools, process, and technical mastery come before selling

18:45 Creating urgency without pushiness using real-world events

27:10 The power of three-option selling on paper

34:40 How finance fuels 80 percent of Phil’s installs

42:15 Success, sacrifice, and building a legacy in HVAC

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