To the Point Home Services Podcast

The Home Services Podcast That Gives Back

Episode 253: Smart Pricing Strategies to Help Grow Your AC Company with Patrick Kelley

January 14, 2025

Episode 253: Smart Pricing Strategies to Help Grow Your AC Company with Patrick Kelley

Published: January 14, 2025
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On today’s episode of To The Point, we welcome Patrick Kelley, owner of Sano Heating and Air! Alongside Chad Peterman and special guest co-host Travis Ringe of ProSkill Services, Chris Yano and friends speak to Patrick about his journey through the trades. Listen to Patrick’s story now!

From Serving the Country to Servicing HVAC Systems

After serving two tours of duty in Fallujah and being honorably discharged, Patrick found himself searching Craigslist for job opportunities in 2009. He found an ad for an entry-level technician role at Service Champions and, after a large group interview, had his foot in the door. Before long, Patrick was working his way up the ladder and winning awards for sales.

Patrick was ambitious and would leave Service Champions after nearly a decade to serve as a GM at Absolute Air, as well as a stint at Goettl with Ken Goodrich. He was learning the business side of the trades, which prepared him for starting his own business: Sano Heating and Air. Now, a few years into running the business, Sano is continuing to scale and head toward bigger and better things under Patrick’s leadership!

In today’s episode, we talk to Patrick about:
  • His background in the Marines and Brazilian Jiu-Jitsu
  • Getting a start in the trades at Service Champions
  • Handling objections and becoming a sales pro
  • Becoming a GM at Absolute Air and learning the business side of the trades
  • Starting and growing his own business in a competitive market
  • Managing and growing your team with a great culture
  • Pricing services right and providing quality service
  • And more!

Competition Breeds Winners

After struggling in the first year and undercutting the competition, Patrick is now following Leland Smith’s advice and pricing right for growth. Sano is focused on providing the best service in the area – a very competitive SoCal territory – and succeeding in growing a great business with a great culture. Patrick is driven by competition and is increasing his marketing and looking to build a talented management team for even further growth.

Until the next episode … NO. ZERO. DAYS.

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