Dominate Ductless - Grow Your Ductless Heat Pump Profits

Paul Bojko didn't start out in ductless. He launched A-Guy in 2017 doing remodeling and repair with just enough HVAC on the side to keep the phone ringing. Then he sat through a two-day class I taught in Schaumburg, Illinois, and by his own account, the light bulb went off completely. He dropped remodeling entirely and never looked back.

Today, mini-splits and ductless run about 80% of A-Guy Heating & Air's business; the company finished the year up 30%, and other contractors in his Chicago-area market call him for sizing help before handing him the jobs they don't want to touch. One of those handoffs was a multi-zone IntelliHEAT install worth close to $40,000.

Paul and I get into what actually moved the needle: the rebrand with KickCharge that turned A-Guy Home Services into A-Guy Heating & Air with a ductless mascot on every van, the roughly 18 months of SEO work with Comfort Media Group it took before the results showed up, why video and augmented reality do the selling before he ever reaches the front door, and how a market that had never heard of a mini split now calls him to service them.

If you're dabbling in heat pumps and wondering whether to go all in, this is the one to listen to.

Click here to connect with Paul.

Click here to visit the A-Guy Heating and Cooling website.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm that helps HVAC distributors and ductless heat pump manufacturers position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Click here to learn more about growing your ductless business with Dominate Ductless.

 

Adam Hunt is an account manager with the F.W. Webb Company out of Malden, Massachusetts, and he got to the supply side the long way — through my install trucks.

Twenty years ago Adam was at the Peterson School studying HVAC when he answered an ad for N.E.T.R. His mother made the call that set up the interview. He walked in not knowing an open-ended wrench from a Phillips screwdriver, and when I asked him why I should hire him, he told me it was because he didn't know anything and he'd do it my way.

Twelve years installing residential ductless and commercial refrigeration, four more running installation, and now he's on the other side of the counter serving 20 to 30 contractors. In this conversation Adam lays out what the refrigerant transition is doing to contractor confidence, why the market is shifting from rebate-driven to efficiency-driven, and why nearly every system going out his door is a heat pump.

Click here to connect with Adam.

Click here to visit the FW Webb website.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm that helps HVAC distributors and ductless heat pump manufacturers position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Click here to learn more about growing your ductless business with Dominate Ductless.

Dominate Ductless Podcast Welcomes Rachel Collins of Comfort Solutions Heating & Cooling in Winston, GA

Rachel Collins breaks the mold as a comfort advisor at Comfort Solutions in Winston, Georgia.

With a finance background in auditing and sales reporting, she brings analytical precision to HVAC sales that few competitors match. After experiencing failures with budget ductless brands, Rachel discovered Mitsubishi three years ago and hasn't looked back.

She reveals her meticulous approach: spending an hour minimum per consultation, creating detailed proposals with rebate calculations, and leaving same-day quotes using Diamond Builder and Manual J software. Rachel shares how she overcomes DIY objections, handles aesthetic concerns, and why her finance training helps identify business inefficiencies.

Her 2026 focus: leveraging video marketing to showcase real customer energy savings stories.

Click here to visit Comfort Solutions Heating & Cooling, LLC's website.

Click here to connect with Rachel Collins on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Click here to learn more about growing your ductless business with Dominate Ductless.

Tripp Jordan from Sales Builder Pro shares his journey from insurance agent to top-performing HVAC comfort advisor (65% close rate over 4,500 calls) to sales trainer. The conversation exposes a shocking reality: 50% of HVAC contractors still cannot leave a quote for a heat pump system at the kitchen table. Tripp explains how Sales Builder Pro solves this with built-in ductless design calculations, real-time proposal tracking, automated follow-up systems, and the ability to quote complex multi-zone systems in under three minutes. The platform has helped contractors generate an additional $330,000 per sales rep by enabling first-call closes with higher margins.

Click here to schedule your Sales Builder Pro Demo.

Click here to connect with Tripp on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Click here to learn more about growing your ductless business with Dominate Ductless.

Lisa Forrest, Partnership Manager at Contractor Commerce, discusses their e-commerce platform designed specifically for HVAC contractors.

The platform plugs into existing contractor websites, enabling them to sell products, service memberships, and provide instant online estimates 24/7.

Lisa reveals a game-changing development: Google recently added an "online estimate" filter to searches, giving contractors with pricing transparency a significant advantage.

With 45% of online estimates converting to in-home visits and 70% of those closing, contractors can no longer afford to ignore digital transformation as non-contractor e-commerce companies increasingly dominate the market.

Click here to schedule your demo of Contractor Commerce

Click here to connect with Lisa Forrest on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Click here to learn more about growing your ductless business with Dominate Ductless.

 

Navy veteran David Daher shares his remarkable HVAC journey from aircraft carrier machinist to successful business owner in Lake Elmo, Minnesota.

After nearly losing his company to bad hires and internal resistance in 2016, David flew to Boston in 2017 for intensive training that completely transformed his approach. By focusing on ductless heat pumps, he tripled revenue from $600K to $2M in three years before selling in 2020.

Now running VisionAiry Heating and Cooling as a one-man operation moving to 100% heat pump work, David reveals his unique sales approach of bringing actual units to consultations, handling aesthetic objections, and why proper installation practices separate professionals from DIYers.

Click here to visit VisionAiry Heating and Cooling's website.

Click here to connect with David Daher on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Benji Queen of Variable Comfort Solutions brings a refreshingly different perspective to HVAC entrepreneurship.

With an accounting degree and restaurant ownership experience, he entered the industry in 2019 with business acumen first, technical HVAC skills second.

Benji reveals how proper business planning, standardized processes, and understanding true labor costs transformed his approach after attending Dominate Ductless training twice.

He candidly discusses the technician-to-owner trap, why 70% of contractors don't know their real costs, and his counterintuitive hiring philosophy that prioritizes attitude over technical ability.

Benji's message to traditional contractors: stop working IN your business and start working ON it!

Click here to visit Variable Comfort Solutions' website.

Click here to connect with Benji Queen on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.

Former corporate executive Leo Sharkey shares his journey from chemistry, mechanical engineering, and plant management to acquiring Jay Moody Heating and Cooling in 2020.

With zero HVAC field experience but strong business acumen, Leo tripled revenue in 21 months by focusing on proper system design, aggressive heat load calculations, and high-touch customer service. He reveals how his engineering background drives process optimization, discusses winning jobs at double competitors' prices through technical expertise, and explains why his company runs 7,000+ Manual J calculations. Leo offers candid advice on brand focus, warehouse efficiency, and why heat pumps naturally dominate his Massachusetts market.

Click here to visit Jay Moody Heating and Air Conditioning's website.

Click here to connect with Leo on LinkedIn.

Mike Cappuccio is the founder of Dominate Ductless, a training and consultancy firm focused on helping HVAC distributors and manufacturers of ductless heat pumps position and train their contractors for rapid growth.

Dominate Ductless offers group workshops for contractors as well as self-paced, online courses focused on all aspects of running and growing an HVAC contracting company. Click here to review the courses.

Mike is also the founder of N.E.T.R., Inc., a Boston-area HVAC contractor specializing in the installation of ductless heat pumps where he grew the business to $15MM before selling it to Sila in 2021.