How measuring system “blood pressure” can boost credibility, customer trust, and your bottom line.
You’ve probably heard the phrase “high-pressure sales.” It brings to mind an image of a pushy salesperson trying to talk a customer into buying something they don’t really need. That kind of salesmanship has no place in the world of High-Performance HVAC™ contracting.
But what if I told you there’s another kind of “high pressure” that CAN lead to more sales — if you know how to read it?
I’m talking about static pressure — the blood pressure of an HVAC system.
When you measure static pressure and use it to have honest, data-driven conversations with your customers, you move away from guesswork and toward credibility. You’re not selling anymore — you’re helping homeowners make informed decisions based on science. That’s the foundation of a high-performance business.
First, Some Background
I’ve been in this industry a long time — since 1976, to be exact. My first job out of trade school paid $2.75 per hour. Back then, I was cutting holes, roughing in ductwork, and trying to figure out how the systems I was installing actually worked.
Like many young technicians, I learned through trial and error, and I made plenty of mistakes. I didn’t always do things the right way, but every mistake became a lesson.
My path took a turn in the mid-1990s when I joined Retrotec, selling blower doors nationwide. That’s where I got my first taste of field training. Each sale came with three days of hands-on instruction, and I started to see the power of testing and measuring.
Retrotec also gave me a TSI flow hood, which I took on every call. Before long, contractors were asking if I could balance air systems.
That question — “Can you balance air?” — led me to National Comfort Institute (NCI), where I met Rob Falke and learned what true air diagnostics looked like. I became NCI’s first instructor in 1999, and it’s been my passion ever since.
Teaching these classes isn’t just a job — it’s part of who I am. And the message I bring contractors is simple: Measure. Don’t guess.
The Static Pressure Connection
At the 2025 NCI Summit, I taught a session called, “Implementing Static Pressure on Every Service Call.” Because honestly, that’s where it belongs: on every call.
Static pressure is the most powerful diagnostic tool in your bag. It indicates the overall health of a system. And it allows you to turn technical data into a simple, relatable story your customer can understand.
To make that connection, I often compare static pressure to human blood pressure.
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