Episode 13

full
Published on:

15th Apr 2025

$20M Salesman with Phil Filaski

Get your free copy of The Smart Sales System.

The step-by-step sales framework built for trade business owners.

https://tradesformation.systeme.io/smartsales

What does it take to sell over 20 million dollars in HVAC without feeling like a pushy salesperson or a slick closer?

Adrian catches up with Phil Filaski to unpack it.

Phil, a 20 million dollar salesman, unpacks how he consistently wins high-ticket air conditioning jobs while staying calm, honest, and in control of the process. He shows how he builds trust fast, uses simple paper-based tools, and makes finance work for homeowners so the decision feels easy instead of pressured.

This conversation gives you a sharper way to sell, serve, and get rewarded for the value you bring.

You’ll learn:

  • The low-pressure sales process Phil uses to close 30K plus installs
  • Why HVAC techs need to master the tools and systems before trying to sell bigger work
  • How Phil thinks about success, sacrifice, and building a legacy that outlives the business
  • How to ethically use current events and real-world context to create urgency
  • Why three clear options on paper still outperform overcomplicated quoting
  • How and why around 80 percent of his work is financed and what that means for closing rates
  • How to keep your confidence high even when a big quote is on the line

In this episode:

00:00 Meet Phil and the 20M HVAC journey

04:12 The simple, low-pressure sales flow that wins big jobs

11:30 Why tools, process, and technical mastery come before selling

18:45 Creating urgency without pushiness using real-world events

27:10 The power of three-option selling on paper

34:40 How finance fuels 80 percent of Phil’s installs

42:15 Success, sacrifice, and building a legacy in HVAC

Follow TradesFormation

https://link.me/trades_formation

https://tradesformation.com.au/



Next Episode All Episodes Previous Episode

Listen for free

Show artwork for TF Unlocked: The Tradie Business Podcast

About the Podcast

TF Unlocked: The Tradie Business Podcast
Sell. Scale. Systemise - The no BS podcast for Home Service Tradies
TradesFormation Unlocked with Adrian Fadini - the tradie business podcast for Plumbing, Electrical, HVAC, and home service business owners who want to grow with confidence.

This is your wake-up call. Your line in the sand. The moment you stop grinding through jobs and start building the business you know you’re capable of.

If you’re in the home service trades - Plumbing, Electrical, HVAC, and beyond this podcast cuts straight to what actually shifts your results: selling with confidence, leading with clarity, tightening your systems, and creating growth you can sustain.

Every episode gives you real stories, practical tools, and the kind of insights that get you out of your head and into action.

It’s time to step up.
It’s time to take control.
And it’s time to build a business that works without burning yourself out.

About your host

Profile picture for Adrian Fadini

Adrian Fadini

Adrian Fadini built Plumber To The Rescue from the ground up and turned it into one of Sydney’s most respected service trade businesses. He knows what it takes to build something that lasts—because he’s lived it.

After selling the business to his biggest competitor in 2012, he stayed on for two years, securing major commercial accounts—strata firms, pub groups, and businesses needing ongoing plumbing and electrical services.

Through it all, Adrian learned the power of training—not as a nice-to-have, but as a non-negotiable. It’s how he levelled up his team, created consistency, and built a business that could grow without him in the driver’s seat.

For over a decade, Adrian’s been coaching tradies across the service trades—plumbing, electrical, HVAC—you name it. He’s worked with clients at every stage, from solo operators trying to get off the tools to multi-million dollar businesses chasing serious scale.

Now, he brings all that experience to the table—real-world strategies, proven systems, and a genuine drive to help other tradies sell better, scale stronger, and systemize for long-term success.