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Tech Tips:

This tech tip was written with the guidance of Nikki Krueger, the Director of Marketing & Business Development at Santa Fe Dehumidifiers. Nikki has been a longtime contributor to HVAC School as a recurring podcast guest and presenter at the HVACR Training Symposium. Most of the illustrations and instructions came from Santa Fe's Ultra V […]

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HVAC School – For Techs, By Techs

Real training for HVAC ( Heating, Ventilation, Air Conditioning and Refrigeration) Technicians. Including recorded tech training, interviews, diagnostics and general conversations about the trade.

In this insightful episode of the HVAC School podcast, Bryan Orr sits down with successful small business owner Matt Bruner to discuss how to build and maintain a thriving HVAC business without the typical stress and overwhelming challenges that many entrepreneurs face. Matt, who has been running his own HVAC company for about two and a half years, shares his refreshingly honest perspective on small business ownership and debunks many of the common myths about entrepreneurial stress.

Matt’s journey from technician to business owner offers a compelling alternative to the traditional “grow fast or fail” mentality that pervades much of the business world. His approach centers on building a business aligned with personal values, particularly the desire to maintain work-life balance while still delivering excellent technical service. Rather than focusing on rapid expansion, fancy equipment, or impressive marketing, Matt chose to start lean, borrow minimal money (only $10,000 from his father for a van down payment), and grow organically while keeping overhead low and stress manageable.

The conversation delves deep into the financial discipline required for successful business ownership, emphasizing the critical importance of separating personal and business finances, understanding your true hourly costs, and charging appropriately from day one. Matt candidly discusses his learning curve with business finances, from initially relying on advice from online communities to eventually working with a business coach and reading key books like “Profit First” to truly understand the numbers behind his operation. Both hosts stress that financial literacy isn’t optional for business owners—it’s a learnable skill that requires dedication but isn’t as intimidating as many people believe.

Throughout the discussion, both Bryan and Matt emphasize that there’s no single “right” way to build a successful contracting business. While some entrepreneurs thrive on rapid growth, multiple locations, and eventual private equity buyouts, others find fulfillment in staying small, maintaining direct customer relationships, and focusing on technical excellence. The key is knowing yourself, understanding your values, and building a business structure that supports your personal and professional goals rather than chasing someone else’s definition of success.

Topics Covered

Personality traits that support successful small business ownership – The importance of being naturally critical, curious, and willing to take control of your destiny
Financial discipline and money management – Separating personal and business finances, understanding billable hours vs. total work time, and charging appropriately from the start
Starting lean and avoiding debt – Matt’s approach of borrowing minimal money, using magnets instead of van wraps, and subcontracting initially to build capital
The learning curve of business finances – Books and resources that helped Matt understand accounting basics, profit margins, and business financial planning
Work-life balance in business ownership – How to build a business that serves your lifestyle goals rather than consuming your entire life
Choosing your business model – The difference between lifestyle businesses and growth-focused companies, and why both approaches can be successful
Technical work vs. business management – Balancing hands-on HVAC work with administrative tasks and knowing when to delegate or systematize
Pricing strategies and customer relationships – How proper pricing from the beginning actually reduces customer complaints and builds a sustainable business model
Common mistakes to avoid – Poor financial decisions, mixing personal and business expenses, undercharging, and chasing other people’s business models
Building systems and staying organized – Using checklists, scheduling business development time, and creating processes to prevent important tasks from falling through the cracks
Partnership considerations – The challenges and benefits of starting a business with partners or family members versus going solo
Long-term sustainability – How to avoid burnout, maintain quality standards, and build a business you can operate for decades

Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool.

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