Don’t Sell Ductless

Don’t Sell Ductless!


I know dozens of contractors making millions of dollars selling ductless mini-split installations.

But that doesn’t mean you have to. Maybe you have enough money already. Maybe you don’t want to grow. I know plenty of guys like that too, which is perfectly fine. (And it’s better for us guys who do want to sell more ductless.)


A Profitable Mini-Split Installation Business Needs a System.

Ductless mini-split installation becomes very profitable when you have a system. When you systematize your ductless business from front to back, sales, marketing and installation. But we all know systemization takes time and effort, so you might as well put it off for another season. Maybe even for another year. I feel your pain. We all have a long list of things we want to fix in our business or add to our business.


Selling More Ductless Equals More of Everything Else.

Once you have finally systematized your ductless mini-split business, you will need to hire more people to keep up with the results of your optimized marketing and sales processes.

You’ll need at least a couple of installation technicians. Maybe a salesperson. Maybe even an admin to help you keep track of all your ductless sales leads. But hiring people is our biggest challenge, isn’t it? I can understand why you wouldn’t want the burden of staffing up. You will need another truck or two, and eventually, you might even outgrow your shop. Who needs all that aggravation?


A Systematized Ductless Mini-Split Business Is A Money Printing Machine.

A systematized ductless mini-split business is going to cause cash to pile up, and some guys don’t know how to handle this. Your systematized mini-split business will smooth out the seasonal ups and downs and allow you to plan. It removes the drama from the shoulder seasons, but I know some people who need drama to feel alive. Maybe that’s you. I don’t know. I will tell you that I have practically killed myself and everybody around me for the last several years developing and fine-tuning the system behind my ductless mini-split business, and for the first time in twenty years, I am enjoying my life outside the business. But having a life outside the business isn’t for everybody. I get it.


Don’t sell ductless. Somebody else will.


Contributed by: Michael Cappuccio


N.E.T.R., Inc.

Mike, also known as the King of Ductless, is the owner of N.E.T.R. Inc., a highly successful HVAC company in North Andover, MA. After a long career in the industry, Mike now devotes most of his time to training fellow dealers on how to dominate the ductless game at the training facility he built at his company headquarters.  Check out his course schedule and register for a class at:

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