5 Red Flags Your “Comfort Advisor” is just a salesperson

5 Red Flags Your “Comfort Specialist” Is Just a Salesperson

Because some “experts” are just there to move boxes. I’ve spent years in the HVAC industry — in homes,

on ladders, and across the table from homeowners trying to make a smart choice. I know how it works

behind the scenes, and I’ve seen firsthand how some companies train their reps to *sell*, not solve. That’s

exactly why I started Coming To Specs: to give homeowners a voice, and the clarity they need to avoid

getting steamrolled by slick sales tactics. When someone comes to your home to quote a new heating or

cooling system, they might call themselves a “comfort advisor,” a “home specialist,” or some other

warm-and-friendly title. But here’s the truth: Not everyone quoting HVAC systems is actually qualified to

design or install them. Some are trained professionals. Others are trained closers. And if you don’t know

the difference, you could end up with a system that’s oversized, poorly installed, or flat-out wrong for your

home — all because someone was more focused on commission than comfort. Here are five red flags that

the person sitting at your kitchen table might be more salesperson than specialist.

1. They skip the sizing — and go straight to options

If someone walks in, looks around, and starts recommending equipment without asking how your current

system performs or measuring your home, that’s not a professional — that’s a pitch. Proper sizing requires

a load calculation (Manual J), and if they’re not doing one, they’re guessing. HVAC isn’t one-size-fits-all —

it’s not even “one-size-fits-most.” The right system depends on how your home is built, insulated, and

used.

2. They ask how much you want to spend — before they ask what you need

When budget is the first (or only) question, you’re not getting a design consultation — you’re being

qualified as a sales lead. Of course budget matters. But a true comfort professional starts with comfort

problems, sizing, and system needs — then helps you balance those with what makes financial sense.

Anyone can sell to your budget. Only a pro can design to it.

3. They use brand names like they’re luxury cars

“We only install [insert big brand here] because it’s the best.” Okay… based on what? If someone’s trying

to sell you on brand alone — and not talking about installation quality, ductwork, or system sizing —

they’re not solving problems. They’re pushing product. The truth is, most major brands are fine. What

matters most is how the system is selected, installed, and commissioned.

4. They talk about comfort — but never mention airflow

If you’re talking HVAC and the word “airflow” never comes up, that’s a problem. It’s not just about

equipment — it’s about how well that equipment moves air through your home. Ductwork sizing, return air,

static pressure — if they don’t bring these up, they’re not talking comfort. They’re talking equipment sales.

5. The quote shows up fast — and full of fluffThere’s nothing wrong with quoting on the spot — if the person took the time to ask the right questions,

assess your home, and explain their design process. But if the quote shows up an hour after they walk

through the door — and it’s mostly brand logos, “limited-time discounts,” and vague phrases like “comfort

package” — that’s not a thoughtful recommendation. That’s a sales pitch. A good quote tells you what’s

being done, how it was sized, and why it’s right for your home. If it feels like marketing, that’s probably all it

is.

Final Thoughts

Some HVAC reps are professionals. Others are salespeople with a clipboard. It’s up to you to spot the

difference. And if you’re not sure what you’re looking at — or who you’re dealing with — I can help you

make sense of it before you sign. Book a Consultation