Meet the Pastor Dominating HVAC Sales: $3.5M Closed at 64%, Working Only 3 Days a Week

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Jared Dean isn’t winging it — he’s a master HVAC sales tactician. With over two decades in the industry, Jared has developed a precise, proven process that earns trust, overcomes objections, and closes premium HVAC systems at a staggering $25K average ticket with a 64% closing percentage.

Jared works just three days a week in the field, serves full-time as a pastor, and still sold $3.5 million last year. In this conversation, he opens up his playbook — step by step.

What you’ll walk away with:
• The first 10 minutes that make or break the sale — Jared’s subtle script to uncover decision-makers and secure time commitment without pressure.
• How to “price-condition” like a pro — Set the stage for high-ticket HVAC sales without triggering objections.
• The four-option close that boosts average ticket and drives confident, fast decisions.
• How storytelling + strategic vulnerability generate instant trust (and eliminate hard closing).
• What to say after they say “yes” — Jared’s post-sale move that slashes cancellation rates.
• The 5-minute habit that separates amateurs from elite sales pros — and accelerates long-term mastery.

Jared proves you don’t need to work 60-hour weeks or be a natural-born closer to dominate in residential HVAC sales — you need a system, heart, and the discipline to follow through.

Chapters:
00:00 – Meet Jared Dean: From Church Helper to $3.4M Salesman
02:15 – Childhood Hustle: 80 Hours a Week for $50
04:40 – From Sales Rookie to HVAC Millionaire
07:20 – Why Nashville? Chasing Music, Losing Business, Finding Purpose
11:00 – How CertainPath Took Him From Debt to Millions
13:20 – The Dangerous Comfort of “Success”
15:44 – God, Bankruptcy, and a Life-Changing Phone Call
21:40 – Thrown Into the Fire: 200 Employees and 98 Home Depots
27:30 – Why Failure Was Jared’s Greatest Asset
31:00 – Turning Tragedy Into Triumph: A Story of Restoration
36:45 – Sales Tactics That Actually Work (And Why Most Don’t)
42:50 – His First $25K Sale—and Why It Was So Personal
45:00 – Selling 3 Days a Week and Crushing It
48:30 – How to Build Instant Rapport (Even If You’re Awkward)
52:15 – The Secret Behind Jared’s “Icebreaker” Superpower
56:03 – Sales Walkthrough: Pen, iPad, Blue Polo, Old-School Tape Measure
57:34 – Why He Hates Polos and Loves Gray Hair
01:01:00 – Mastering the Art of Friendly Control at the Door
01:06:10 – Forget Selling—Just Be Human First
01:11:50 – The Power of Transparency in Big-Ticket Sales
01:17:30 – Jared’s Complete Persuasion System Revealed
01:22:12 – No Magic, Just Process: The Tabs That Close Deals
01:30:58 – Why Trust Is the #1 Sales Tool You’re Ignoring
01:34:40 – Drug Testing, Clean-Cut Culture, and “Indoor Dogs” Only
01:40:20 – Why Selling Isn’t About Air Conditioners
01:46:50 – When Your Job Is to Be a Therapist in Disguise
01:51:00 – How He Turned a Sales Call Into a Lifelong Lesson
02:00:00 – The Emotional Toll—and Reward—of Selling with Heart
02:08:00 – Building a Life, Not Just a Business
02:17:07 – 21 Years of SGI: Growth, Grace, and Grit
02:22:03 – “I’m Glad I Am”: A Legacy of Redemption and Connection

Show Notes
The Successful Contractor Podcast is a part of the CertainPath family. CertainPath builds successful home service businesses—and has for 25 years. We do it by providing contractors with a proven path to success, professional coaching, software solutions, and a member community of 1,200+ strong. Doubling your sales, with a 20% net profit, and an inspiring company culture is ALL possible. Let us show you the way. With CertainPath, Success is Made Certain. Visit www.mycertainpath.com for more information.

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