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Comfort advisor pay

How much do HVAC comfort advisors make?

Pay for HVAC replacement sellers from every source we could check directly, and what each one actually measures. Read the notes before you quote a number in an offer or an interview.

The data

Every source, and what it actually counts.

Government wage data first, then vendor data, targets and postings. The label on each figure tells you which kind of number it is.

Annual wage, sales reps (41-3091) · BLS · May 2025

HVAC, plumbing & electrical contractors

NAICS 2382 · 42,090 on W-2

10th $43,460Median $78,17090th $138,300

All specialty trade contractors

NAICS 238 · 93,810 on W-2

10th $39,640Median $72,80090th $134,460

All industries

Every employer · 1,256,010 on W-2

10th $37,980Median $69,99090th $148,840

Light band: 10th to 90th percentile. Dark band: 25th to 75th. Dot: median. Annual wages for W-2 employees, commission included.

HVAC, plumbing and electrical shops pay their W-2 sales reps above both the specialty-trades median and the all-industry median of $69,990. The mean, $87,260, sits above the median, the usual sign that a smaller group of high earners pulls the average up.

BLS covers W-2 employees only. Reps paid as 1099 contractors are not in any of these bars.

Source by source

Scroll sideways on a phone. Each source name opens the original page.

Pay sources for hvac comfort advisor roles, with what each measures, the figure, its date and notes
SourceWhat it measuresFigureDateNotes
BLS OEWS, 41-3091 in NAICS 2382BLSMedian annual wage, sales reps at building equipment contractors (NAICS 2382: HVAC, plumbing, electrical)$78,170May 2025W-2 only. Covers every sales rep these firms employ, not just in-home replacement sellers.
BLS OEWS, 41-3091 in NAICS 2382BLS90th percentile annual wage, sales reps at building equipment contractors (NAICS 2382)$138,300May 2025The highest percentile BLS publishes for this series.
BLS OEWS, 41-3091 in NAICS 2382BLSMean annual wage, sales reps (41-3091) at building equipment contractors (NAICS 2382: HVAC, plumbing, electrical)$87,260May 2025Above the median: a long top end.
BLS OEWS, 41-3091BLSMedian annual wage, sales representatives of services (41-3091), all industries$69,990May 2025Baseline across every industry.
ServiceTitan, field service metrics (our arithmetic)TargetCommission implied by two ServiceTitan targets: 9% commission on $1.5M of annual sales. Our arithmetic on targets, not an average or a typical income$135,0002026Our arithmetic on two ServiceTitan targets. A goal to plan around, not an average.
PayScale, HVAC Sales RepresentativeVendorTotal pay range (base, bonus, commission and profit sharing) for an HVAC sales representative, from salary profiles reported to PayScale$38k-$108kNov 2024Self-reported by PayScale users. Average base alone is $57,383.
PayScale, HVAC Sales RepresentativeVendorRange of annual commission reported by HVAC sales representatives on PayScale$4k-$49kNov 2024Self-reported commission, on top of base.
Housecall Pro, citing ZipRecruiterVendorHVAC sales representative pay range, as cited by Housecall Pro from ZipRecruiter$59,500-$110,000Jun 2026Secondhand: Housecall Pro citing ZipRecruiter. We could not open ZipRecruiter's page to check it.
Treeline postingPostingFirst-year earnings potential advertised for a 100% commission home comfort advisor role in Middle Georgia, with a company car and 3-6 in-home appointments a day. Posting expired Feb 2024$120,000-$200,000Feb 2024Advertised potential for a straight-commission seat. Not earnings, and the posting has expired.
Level placementsLevel dataPay of reps hired through LevelNot yetn/aNot published yet. We will add pay data from our own placements here once it is compiled by role and trade.

Reading the numbers

Why the numbers don't match.

  • W-2 vs 1099

    BLS surveys employers about their payroll. An advisor paid as a 1099 contractor is not in the $78,170 median at all. Whether that pushes the true figure up or down depends on who the 1099 sellers in your market are, and BLS can't tell you.

  • Advertised vs earned

    The Treeline posting advertised $120,000-$200,000 in first-year potential. That is what one employer said a straight-commission seat with a company car could pay, not what anyone in it earned. Postings sell the top of the range.

  • Base vs total

    PayScale's average base, $57,383, looks low next to BLS because it leaves commission out. BLS counts commission as wages. Compare total pay with total pay, and ask whether a quoted figure is before or after cancels.

  • Targets vs averages

    ServiceTitan publishes targets for a strong advisor: close rates, ticket, annual sales and commission. Multiplying targets gives you a goal, not a benchmark. Every one of them is labelled Target on this page.

Pay structures

How HVAC shops pay their advisors.

The HVAC plans we found pay a percentage of what the advisor sells, either of the sale price or of the gross profit on the job. What changes from shop to shop is the base, the ramp and who carries the cost of a discount.
Commission calculator

  • Percent of sale

    Commission on the sold price. ServiceTitan's target rate is 9%. Easy to explain and easy to recruit with, but it pays the same rate on a heavily discounted job as on a full-price one.

  • Percent of gross profit

    Commission on the job's GP. EGIA's example plan pays 15% / 12% / 15% of GP by trimester, plus 20% of GP above budget. Discounts and free add-ons come out of the advisor's pay too, which protects margin.

  • Training wage, then commission

    EGIA's example starts with a training wage for the first 90 days, one it says isn't meant to be livable. Other plans bridge the ramp with a draw against commission.

  • Straight commission

    No base at all. It suits a proven advisor with steady issued leads. It is a hard start for someone who doesn't know your price book yet.

Run any of these plans at your own ticket, close rate and lead count before you put it in an offer.

Open the calculator

What drives earnings

Four things that move an advisor's pay.

  • 01

    Lead mix

    Tech-generated leads close far better than marketed ones. ServiceTitan targets 75-85% on tech leads, 65-80% on self-gen and 25-35% on marketing leads. Two advisors on the same plan earn very different money depending on who gets the tech turnovers.

  • 02

    Average ticket

    ServiceTitan's target replacement ticket is $7,700+, and it warns the figure varies a lot by market. Good/better/best options, financing and add-ons are where the advisor moves it.

  • 03

    Close rate and volume

    Close rate times leads run is the advisor's volume. ServiceTitan's CSR scorecard targets 2 sales leads booked per comfort advisor, without naming a time period. Ask how a quoted close rate is counted: signed jobs, or jobs that survived the cancel window.

  • 04

    Gross profit

    On a GP plan the advisor earns on margin, so a discount cuts their own pay. EGIA's example sets a target of $4,500 a day in gross profit, which steers advisors toward full-price, well-scoped jobs.

For owners and for reps

For owners

The offer that pulls a proven advisor

A strong comfort advisor already earns well where they are. In our experience the best ones move for three things: a plan they can calculate themselves, commission paid on time, and enough good leads to earn. Put the lead mix in writing: issued leads a week, the share from techs, and who works the rehash.

Show the plan worked through at your real average ticket, and say when commission pays: at sale, at install or when the job is paid. Caps on earnings, heavy clawbacks and plans that change after the start date put good advisors off fast. If you're weighing a GP plan, see how HVAC companies structure commission.

Get comfort advisorsHiring guideJob description

For reps

What to ask before you move

Ask for the lead mix, the last advisor's close rate on each lead source and the average ticket. Ask when commission pays and what happens to it on a cancel. Good companies share those numbers gladly.

Bring commission statements or W-2s. We check close rate, pay history and references before a company meets you, so your numbers speak for you. It's free for reps. Apply as a rep.

Apply as a repHow it works for reps

Methodology

How we built this page.

  • BLS has no comfort advisor code. We use sales representatives of services (SOC 41-3091) at building equipment contractors (NAICS 2382), the closest published match. That industry also includes plumbing and electrical contractors, and it covers every sales rep they employ.
  • BLS figures are from the May 2025 OEWS release, pulled from the BLS data series and checked on 20 Oct 2026. OEWS counts commission as wages and leaves out the self-employed.
  • We left out salary sites that blocked a direct check, such as ZipRecruiter and Glassdoor. Where another source quotes one, we say so.
  • In the source tables, every figure carries a label: BLS, Vendor, Target or Posting. Postings are advertised pay. Targets are goals. Neither is an average.

Written by [Author name, title]. Last updated Oct 20, 2026.

FAQ

Common questions about this pay.

  • What is the average salary for an HVAC comfort advisor?

    BLS doesn't track comfort advisors by name. Its closest series, W-2 sales reps at HVAC, plumbing and electrical contractors, shows a median of $78,170 and a mean of $87,260 for May 2025. Advisors paid as 1099 contractors are not included.

  • How much can a top comfort advisor make?

    The 90th percentile in that BLS series is $138,300. At ServiceTitan's targets, commission alone would be about $135,000. Treat both as reference points. Figures in job postings run higher and are not earnings.

  • What commission do HVAC comfort advisors get?

    ServiceTitan's target is 9% of sales. EGIA's example plan pays on gross profit instead, at 15% / 12% / 15% of GP by trimester. Some seats are straight commission; others start with a training wage.

  • Is percent of sale or percent of GP better?

    Percent of sale is simpler to explain and to recruit with. Percent of GP protects margin, because a discount costs the advisor too. A GP plan only works if your job costing is good enough for the advisor to check their own pay.

  • Should my first comfort advisor be on commission only?

    Our usual advice is a base or a draw for the first two to three months, then commission. Commission-only can attract great people, but a new advisor with no cushion tends to discount to get deals through. A base buys you an advisor who sticks to your pricing while they learn your leads.

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