What's the single most important number when it comes to selling your business? Hint: It's not your net income.

In this episode of HVAC Full Blast, Mary Carter and Stephen Ross are joined by lawyer and business consultant Dan D'Alberto to demystify one of the most critical metrics in business valuation: EBITDA. Many business owners leave millions on the table simply because they don't understand this powerful concept and how it reveals the true cash-flow capability of their company.

From understanding personal add-backs (like beach houses and boats!) to seeing how smart accounting can dramatically increase your sale price, this is a masterclass in financial strategy that every business owner needs to hear.

In this episode, you will learn:

• What EBITDA stands for (Earnings Before Interest, Taxes, Depreciation, and Amortization) and what it really measures.
• The crucial difference between Net Income, EBITDA, and Adjusted EBITDA.
• A real-world example of how a business went from $900k in net income to a $2.7 million valuation by understanding its EBITDA.
• How running personal expenses through your business impacts its final sale price.
• Actionable advice on how to prepare your financials to maximize your company's value for a future transition.

Whether you plan to sell in two years or twenty, understanding EBITDA is the key to building real, transferable wealth. Don't make a multi-million dollar mistake—watch now!

Connect with our guest:

Dan | Purpose Equity

Email: dan@purposeequity.com

Have a question for the show?

Email us at: hvac_full_blast@tranetechnologies.com

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

What separates today’s top HVAC contractors from the rest of the pack?

In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross are joined by TJ O’Connor, President of Farmington Consulting Group, to explore insights from the Contractor of the Future Study—a nationwide research project surveying HVAC contractors across all sizes and markets.

Together, they break down:

• Why consumer financing significantly improves close rates and equipment mix
• How offering more proposal options leads to higher profitability
• The real impact of marketing investment on long‑term success
• Why pricing, job costing, and technology adoption matter more than ever
• How contractors can take practical, step‑by‑step actions to improve their business

This conversation goes beyond opinions and trends, grounding HVAC best practices in real data and real contractor behavior—offering a clear look at what’s working today and where the industry is headed next.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!

Seasonal slowdowns are part of HVAC — but panic doesn’t have to be.

In this episode of HVAC Full Blast, hosts Mary Carter and Stephen Ross dig into what really happens to HVAC businesses during shoulder season and slower months — and how smart owners keep revenue moving without cutting the wrong things.

Drawing from real ownership experience and conversations with contractors across the country, they discuss:

• Why HVAC revenue is rarely linear — and why that’s normal
• Common mistakes companies make when things slow down
• Smarter ways to stabilize cash flow without eroding margins
• How to use existing customers, marketing, and staffing strategically
• Why protecting your people and your process matters most in slow periods

This episode is a practical, honest look at navigating the ups and downs of HVAC ownership — and building a business that can weather every season.

Interested in becoming a Trane dealer? Visit us at partners.trane.com to learn more about how you can partner with a leader in HVAC innovation. Explore opportunities to elevate your business and stay ahead in the market with Trane!