Last year, Holden Shamburger cleared over $100,000 as an HVAC technician in Austin, Texas—without working 80-hour weeks or sacrificing his family time. Meanwhile, the Bureau of Labor Statistics reports the median HVAC technician salary hovers around $54,690.
What's Holden doing that the average tech isn't?
That gap between average earners and top performers isn't just luck or location—it's strategy. While many enter the HVAC field expecting a solid middle-class income, a select group of technicians have cracked the code to earning six figures in this essential trade.
This isn't just about working harder. It's about positioning yourself differently in a $130 billion industry that's growing faster than average, according to IBIS World. The opportunities are there—you just need to know where to look.
The Real Numbers: HVAC Salary Breakdown
Before diving into strategies, let's look at what HVAC professionals actually earn across different experience levels and specializations:
Source: Combined data from BLS, Indeed, and HomeAdvisor's True Cost Report
Location significantly impacts these figures. According to HVAC School, technicians in California, New York, and Massachusetts typically earn 20-35% more than those in the Midwest or Southern states, though cost of living differences offset some of these gains.
But here's what's interesting: in every region of the country, there are HVAC technicians breaking the six-figure barrier. Let's discover what they're doing differently.
10 Strategies Six-Figure HVAC Technicians Use to Maximize Income
1. Specialize in High-Demand, Low-Competition Niches
Generic residential HVAC work puts you in a crowded field. Top earners specialize in areas where fewer technicians dare to venture:
- Data Center Cooling: With the explosion of cloud computing, specialized technicians who understand the precise cooling requirements of server rooms can command $40-50 hourly rates or $100,000+ salaries. According to Uptime Institute, data center infrastructure continues to expand globally at 7-10% annually.
- Industrial Refrigeration: Food processing facilities, pharmaceutical companies, and other industrial clients pay premium rates for technicians with specialized knowledge. The International Institute of Ammonia Refrigeration notes that qualified industrial refrigeration technicians remain in short supply nationwide.
- Healthcare HVAC: Hospitals and medical facilities require specialized knowledge of pressure relationships, air filtration, and humidity control. The American Society for Health Care Engineering emphasizes that healthcare facilities must meet strict regulatory requirements for air quality and environmental control, creating demand for specialists.
The ACHR News 2023 Salary Survey showed that commercial and industrial specialists earned an average of 32% more than residential-focused technicians with comparable years of experience.
2. Stack the Right Certifications (Not Just Any Certifications)
Certifications create a clear income ladder in HVAC. According to data from North American Technician Excellence (NATE), certified technicians earn 27% more on average than non-certified peers. Six-figure earners are strategic about which certifications they pursue:
- NATE Certification: Still the gold standard, particularly the senior-level certifications.
- HVAC Excellence: Particularly valuable for commercial specialists.
- Manufacturer-Specific Certifications: Becoming certified on high-end systems from Carrier, Trane, or Lennox can lead to service contracts other technicians can't access.
- Energy Efficiency Certifications: As buildings go green, Building Performance Institute (BPI) certifications or LEED knowledge commands premium rates.
A study published in the HVAC Insider found that each specialized certification can increase earning potential by $5,000-$15,000 annually, with the highest returns coming from niche specializations related to commercial applications.
3. Transition from Technician to Business Owner (Even on a Small Scale)
Nearly every HVAC technician making over $150,000 has some ownership stake in a business. But this doesn't always mean starting a full-service HVAC company.
Some options that require less capital:
- Service Contract Business: Focus exclusively on maintenance contracts, which provide recurring revenue without emergency service headaches.
- Specialized Consulting: Offering energy efficiency audits or system design consultation.
- Partnership Models: Many successful technicians partner with existing companies to lead specialized divisions.
The Small Business Administration notes that HVAC businesses have lower failure rates than many other service industries, with established businesses showing strong profit margins of 12-15% on average.
The business model doesn't have to be complex—just focused and scalable.
4. Master Maintenance Agreements and Recurring Revenue
The financial difference between technicians trapped in the "emergency call cycle" and those earning six figures often comes down to maintenance agreements.
Top-earning technicians and business owners focus on converting one-time service calls into ongoing relationships. A single $300 quarterly maintenance agreement delivers $1,200 annually with predictable scheduling—and often leads to equipment replacement opportunities.
The strategy:
- Develop a compelling maintenance package with clear value propositions.
- Create tiered offerings that allow customers to choose their commitment level.
- Build systems to manage and renew these agreements automatically.
5. Leverage Digital Presence for Premium Positioning
Six-figure HVAC professionals don't just have technical skills—they have visibility. Even those working for larger companies build personal brands through:
- Specialized Knowledge Content: Creating YouTube tutorials or writing for industry publications.
- Google Business Profile Optimization: Managing reviews and visibility for themselves or their businesses.
- Industry Forum Participation: Becoming known experts in specialized online communities.
This visibility translates directly to higher rates or better employment opportunities. Curtis from HVAC Guy built a following of 70,000 subscribers on YouTube demonstrating complex troubleshooting techniques.
“I won’t go into detail, but I easily make more money than the engineers that designed the equipment I work on. If you are hard working drug free, willing to learn, and stay out of trouble you have a leg up on 95% of the competition in the trades, and can advance rapidly into higher paying positions.”
6. Build Strategic Industry Networks and Referral Systems
The highest-paid HVAC professionals rarely find work through generic job boards. Instead, they cultivate relationships with:
- General Contractors: For new construction opportunities.
- Property Management Companies: For steady, year-round work.
- Complementary Trades: Electricians, plumbers, and other professionals who can refer specialized work.
- Industry Associations: Like ACCA for connections to commercial opportunities.
7. Work Where the Money Is (Union Jurisdictions or Premium Markets)
Geography and organizational affiliations matter tremendously in HVAC earning potential:
- Union Membership: UA Union technicians often earn 30-40% more than non-union counterparts in the same region.
- Premium Markets: Beyond obvious coastal cities, areas with extreme climates or concentrated wealth offer premium opportunities.
- Regional Specialization: Understanding the unique HVAC challenges of desert conditions, marine environments, or extreme cold.
8. Develop Consultative Sales Skills (Without Being Pushy)
The gap between average and top HVAC earnings often comes down to the ability to recommend appropriate upgrades and additions that benefit customers.
Six-figure technicians learn to:
- Thoroughly analyze customer needs beyond the immediate repair.
- Present options with clear ROI explanations.
- Communicate complex technical issues in accessible language.
Many companies offer commission structures that reward appropriate system upgrades and add-ons. The most ethical and successful technicians focus on genuine customer needs rather than unnecessary upselling.
9. Target High-Value Commercial and Industrial Clients
Residential HVAC work can provide a good living, but six-figure incomes typically involve at least some commercial or industrial clients, where:
- System complexity justifies higher rates.
- Project scales are larger.
- Ongoing maintenance is more consistent and lucrative.
- Specialized knowledge creates barriers to competition.
Commercial refrigeration specialist Marcus Johnson explains:
"The financial calculation is simple. Residential calls might average $300-400, and you might complete 2-3 daily. My average commercial refrigeration service contract is worth $25,000 annually, and I manage about 30 of these relationships personally."
10. Embrace Technological Evolution and Energy Efficiency
Forward-thinking HVAC professionals position themselves at the intersection of traditional HVAC knowledge and emerging technologies:
- Smart HVAC Integration: Connecting climate systems with home/building automation.
- Alternative Energy Systems: Heat pumps, solar thermal integration, and geothermal.
- Building Management Systems: Advanced controls and monitoring for commercial applications.
Real World Success: From Average Tech to Six Figures
Holden Shamburger’s career trajectory illustrates many of these principles in action. Starting as a residential service technician in Texas, he implemented a strategic plan:
Year 1: Getting Started
Holden began his HVAC career earning $10 an hour. It wasn’t much, but by the end of the year, he had made just under $20,000. He worked as a residential service technician and installer, getting hands-on experience with basic HVAC systems. Despite the modest pay, he saw potential in the trade and decided to stick with it.
Year 2: Long Hours, Bigger Paychecks
In his second year, Holden’s hourly wage increased to $13. The job was tough, requiring long hours and a heavy workload, but he put in the effort. With overtime playing a major role in his earnings, he ended up making around $40,000 that year. However, the physical toll and grueling schedule made him reconsider his position, and after a year, he transitioned out of that role.
Years 3-5: The Slow Climb
Holden entered a challenging phase in his career, one that many HVAC techs experience—a lull where pay doesn’t increase much, and opportunities feel limited. During this time, he was making around $12 an hour, earning between $20,000 and $30,000 annually, with his true average landing around $28,000 to $30,000.
But these years weren’t wasted. At the start of his third year, he transitioned into light commercial HVAC and began working with low-temperature refrigeration. This shift marked a turning point, as he started developing more specialized skills. By the time he reached his fifth year, he had stepped into heavy commercial work, working with VRF systems, centrifugals, and high-end facilities. These years of learning and refining his craft would soon pay off.
Years 6-7: Breaking Through
With five years of experience under his belt, Holden fully committed to the heavy commercial side of HVAC, specifically in critical facilities. This decision significantly boosted his earnings. His hourly wage jumped to between $32 and $35, and he started taking on additional work to maximize his income.
Not only was he working in critical facilities, but he was also moonlighting with a residential HVAC company for $20 an hour and teaching night classes as a passion project. These combined efforts pushed his earnings to between $60,000 and $70,000 over this two-year period.
Year 8+: Reaching Six Figures
In his eighth year, Holden hit a major career milestone—he secured a role that paid $42 an hour. This position finally allowed him to break into six-figure earnings. While his base pay alone didn’t quite add up to $100,000, overtime and additional side work made up the difference. Since then, he has maintained a six-figure salary, proving that HVAC can be a highly lucrative career for those willing to put in the work.
Holden’s story is a testament to the value of persistence and continuous learning. From struggling in his early years to reaching financial stability and career success, his journey shows that the HVAC trade rewards those who stay committed and keep pushing forward.
Your Six-Figure HVAC Action Plan
Based on the strategies of top earners, here's a roadmap to elevate your HVAC career to the six-figure level:
Immediate Steps (0-6 months)
- Identify 1-2 specializations aligned with your interests and local market demand.
- Research certification requirements for your chosen specialization.
- Begin building a professional online presence (LinkedIn profile, Google Business Profile).
Short-Term Goals (6-18 months)
- Obtain at least one advanced certification in your specialization.
- Develop relationships with 3-5 strategic partners who can refer specialized work.
- Create a system for offering and tracking maintenance agreements.
Medium-Term Goals (18-36 months)
- Consider business models that allow for ownership or profit-sharing.
- Build a portfolio of case studies demonstrating your specialized expertise.
- Develop processes that maximize your productivity and service quality.
Long-Term Vision (3-5 years)
- Position yourself as a recognized authority in your specialized niche.
- Establish recurring revenue streams that provide stability.
- Consider mentoring or training others in your specialty (creating additional income streams).
The Bottom Line: It's About Value, Not Hours
The common thread among six-figure HVAC professionals isn't working longer hours—it's delivering more value per hour through specialization, business acumen, and strategic positioning.
As the HVAC industry continues to evolve with new technologies and efficiency standards, the opportunities for specialized, highly-compensated professionals will only increase. The technicians who align their skills with these emerging needs—rather than competing solely on price for generic services—will find themselves in the enviable position of earning six figures in a field many assume has a strict earnings ceiling.
The path is clear: specialize strategically, build valuable relationships, create recurring revenue streams, and position yourself where the high-value work exists. With dedication to this approach, the six-figure HVAC career isn't just possible—it's predictable.
