Presentation Close Rate
The percentage of on-site estimates that turn into a signed job. Measured from technician arrival and recommendation to yes/no — the number that shows whether your team can actually sell, not just show up.
Average Ticket — Full System Replacement
What a homeowner actually pays, nationally, for a full HVAC system replacement — and what that means if your price book is underpricing the job.
A High Close Rate Alone Doesn't Pay the Bills
Closing 85% of calls at a $280 ticket generates less gross profit than closing 65% at a $14,500 ticket. Close rate and average ticket have to be read together — celebrating one while the other quietly tanks is one of the most common traps in this industry.
65% close rate × a $14.5K average ticket — a shop closing an industry-typical rate at a correctly priced ticket is already outperforming a shop with a flashier close rate that's quietly underpriced. The fix usually isn't "sell harder." It's pricing and process, together.
Notice we didn't tell you our close rate crushes the industry — it doesn't, and we're not going to pretend it does. A 65% presentation close rate sits at the entry point of the published industry-average band. What actually separates a healthy HVAC business from a struggling one is refusing to underprice the ticket just to manufacture a flattering close-rate number. That's the real lesson in this chart, and it's the one most coaching pitches skip.
Close rate without a correctly priced ticket is a vanity metric. If this sounds like where your business is stuck, it overlaps directly with the pricing and sales-ceiling work covered in HVAC business coaching and the pricing mechanics in how to price HVAC jobs for profit.
HVAC Benchmarks: Frequently Asked Questions
What is a good close rate for an HVAC company?
Published industry benchmarks put the average presentation close rate at 65–75%, with top performers reaching 82–88%. If you're below 60%, that's typically a fixable process problem, not a market problem. But close rate alone doesn't tell the story — it has to be read alongside average ticket.
What is the average HVAC system replacement ticket?
Based on 2026 data from 56,000+ real homeowner projects, the national average for a full HVAC system replacement — equipment and labor, installed — runs $11,590 to $14,100, with many 2,000–2,500 sq. ft. homes landing near $13,430.
Is a high close rate always a good sign?
No. A high close rate achieved through discounting can mean your team is closing more jobs at a lower margin, not actually improving. Close rate and average ticket should move in the same direction — if close rate rises while ticket size falls, that's usually discounting, not a genuinely stronger sales process.
Where do the JordanWORX client figures on this page come from?
They're presented as an illustrative, typical range for JordanWORX-coached clients — not a single audited case study or a specific claimed result. We labeled them that way on purpose, the same way we caveat every benchmark we publish on this site.