Even the most successful HVAC companies are unintentionally “missing it” in critical areas that affect growth and profitability. In this eye-opening course, Paul Kelly reveals the top ten mistakes contractors routinely make – mistakes related to effort, perception, pricing, marketing, call handling, and more. Each mistake is clearly explained with practical examples, followed by simple, effective strategies to help you course-correct.

This session is designed for owners and leaders across all areas of the business – operations, sales, marketing, call center, recruiting, and beyond. You’ll not only learn how to fix current “misses,” but also gain a powerful technique for identifying future blind spots before they become costly errors. These insights will help your team align their efforts, refine their strategies, and outperform the competition.

Whether you’re running a $2 million company or a $200 million operation, this class will challenge your assumptions, sharpen your aim, and provide the clarity you need to move forward with confidence. Get ready to rethink what’s possible and leave with a game plan that’s immediately actionable.

What You Will Learn:

• The top 10 most common mistakes HVAC contractors make
• How to recognize and correct “misses” in effort, perception, and pricing
• Ways to improve marketing, call handling, and offer structure
• A repeatable technique to identify and avoid new “misses”
• How to create alignment across departments to drive results
• Real-world examples of small tweaks that deliver big wins
• Tools to analyze your business and hit your growth targets more consistently

Most business owners are constantly looking for the next tool, tactic, or strategy to grow, but they often overlook the one question that unlocks long-term success. In this powerful session, Paul Kelly reveals the core concept that every leader must grasp to scale their business effectively while reducing personal stress and burnout.

This course goes beyond surface-level advice and digs into the foundational mindset shift that separates thriving business owners from those who stay stuck. You’ll gain a fresh perspective that challenges assumptions and inspires intentional action, whether you’re just getting started or already leading a successful team.

If you’re ready to stop spinning your wheels and start building something that lasts, this session will guide you toward clarity, focus, and a practical path forward. The secret to your next level might be simpler than you think, but only if you’re willing to ask the right question.

What You Will Learn:

• The single most important question every business leader should be asking
• How this question impacts your decisions, priorities, and outcomes
• Why most entrepreneurs ignore it—and the hidden cost of doing so
• A clear framework to apply the concept in your day-to-day leadership
• Real-world examples of businesses that transformed by shifting their focus
• How to regain time, reduce stress, and increase momentum in your business
• Practical next steps to embed this approach into your company culture

Paul Kelly reveals the magic behind what drove Parker & Sons from $7 million in revenue, to over $250 million in annual revenue under his leadership as CEO. Whether you are a $1 million contractor, $5 million or $20 million, you’ll love learning the secrets no one else seems to talk about. This session will include 15 minutes of “Stump the Magician” where you can ask Paul any question.

Attendees will learn the tricks to…

• Selling more HVAC systems
• Making more money (profit)
• Effective marketing and advertising
• Hiring and retaining the best
• And so much more…

Has your business taken the plunge and adopted some form of “pay for performance” – but you haven’t seen the jump in performance you were counting on? Or maybe you’re looking to finally move to pay-for-performance for the first time? Productivity pay does work, and it can be a major catalyst to sending your profitability sky-high – if you have the right framework.

Join Paul Kelly, bestselling author of Tricks of the Trade to Success and one of the true GOATs in the industry, having grown his company in Phoenix, AZ to $250 million in annual revenue! During this presentation, Paul will be pulling back the curtain on performance-based pay – how to design it, roll it out, sell it, and how to use it as a weapon to help propel your business.

“Pay to Play” is not just a sports term; it’s a way for you to reward your team (and you) for being exceptional.

You’ll learn:

• The advantages of hourly vs. commission vs. pay for performance
• How to convince new prospects and current employees to move to pay for performance
• Three promises that are critical to your success
• Designing compensation programs at every level – from technician up to management, and everyone in between
• Attracting and retaining the best team members – ultimately, your biggest advantage or disadvantage
• How pay programs can help drive near unlimited growth in your business