Have you ever set out to smash a personal sales record or grow your HVAC business, only to find the universe hurling obstacles your way like a rogue HVAC unit? I still remember the day I landed my first ‘big fish’ commercial install—right after my car battery died, my phone kept buzzing with family drama, and my mentor reminded me: ‘If you’re facing trouble, you’re heading somewhere important.’ In this post, let’s drop the sugarcoating and talk honestly about what goes down when big deals, big goals, and big problems collide.
Reality Check: Big Goals Attract Big Headaches
When it comes to overcoming challenges in sales and driving HVAC business growth, there’s a gritty truth you need to accept: the bigger your ambitions, the more the universe seems to throw wrenches in your path. Whether you’re a technician aiming for a record sales month, a manager steering a multi-million dollar project, or a business owner scaling up, you’ll quickly learn that goal setting for technicians is only the beginning. The real work is in anticipating and navigating the obstacles that inevitably follow.
The Cosmic Law of Big Goals
Scott Bell, a seasoned HVAC sales leader, puts it plainly:
“The bigger the goal, the bigger the deal, the bigger problems that you’re going to face in between them.”
This isn’t just motivational fluff. There’s a near-universal rule in the HVAC industry: the loftier your goals, the more likely you’ll be tested. Bell estimates that 80–90% of the time, ambitious pursuits meet resistance. Think of it as cosmic resistance training—every time you reach for something bigger, you’re met with a new set of challenges designed to test your resolve.
Obstacles: Not If, But When
If you’re setting big goals, you should expect big headaches. These aren’t just minor inconveniences. In the world of HVAC business growth and overcoming challenges in sales, setbacks can take many forms:
- Technical failures—unexpected equipment breakdowns, supply chain delays, or software glitches.
- Emotional stress—self-doubt, frustration, and burnout can creep in, especially when progress stalls.
- External demands—family emergencies, regulatory hurdles, or even something as random as car trouble on the way to a big pitch.
Bell himself has faced it all, from IRS letters arriving at the worst possible moment to vehicles breaking down during crucial projects. Even industry veterans aren’t immune. After every big win comes a fresh challenge, proving that the universe isn’t against you—it’s testing you.
Anticipating Obstacles in Projects
One of the most valuable skills for HVAC leaders is anticipating obstacles in projects. When you’re managing a large installation or closing a major deal, you can almost count on something going sideways. Bell uses the analogy of an ocean wave: the bigger the project, the bigger the wave—and the bigger the problems that come with it. If you’re riding high on a major opportunity, prepare for the undertow.
- Expect last-minute changes from clients or vendors.
- Prepare for team members to get sick, distracted, or pulled away by other priorities.
- Budget extra time and resources for troubleshooting and problem-solving.
Recognizing these patterns isn’t about being pessimistic. It’s about building emotional resilience and strategic foresight. As Bell says,
“The universe isn’t against me. It’s testing me.”
Self-Doubt, Inertia, and Distractions: The Hidden Enemies
It’s not just external setbacks that threaten your progress. Self-doubt and inertia are powerful forces that can sabotage even the best-laid plans. You might question your abilities, hesitate to make decisions, or lose momentum when the going gets tough. Add in outside interruptions—phone calls, urgent emails, or unexpected visitors—and your focus can quickly unravel.
For HVAC technicians and sales professionals, goal setting is about more than just numbers on a whiteboard. It’s about preparing mentally and emotionally for the inevitable curveballs. You’ll need grit, adaptability, and a willingness to learn from every setback.
Embracing the Test
So, what’s the takeaway? If you’re aiming for HVAC business growth or setting ambitious sales targets, know that you’re signing up for a series of tests. The universe isn’t singling you out; it’s simply the nature of big goals. About 80–90% of the time, you’ll face resistance. But with the right mindset and preparation, you can turn every headache into a stepping stone for success.
The Seven-Layer Burrito of Distractions (And Why You Need a Roadmap)
Managing distractions in business isn’t just a nice-to-have skill—it’s a survival tool, especially in the world of HVAC sales and project management. Every time you set out to close a deal, launch a new service, or tackle a major installation, you’re not just fighting the competition. You’re up against a relentless, seven-layer burrito of distractions that can derail your focus and momentum at any moment.
Layer 1: Internal Inertia and Self-Doubt
It starts inside your own head. You know what needs to be done, but inertia creeps in: “I really don’t want to do this right now.” Then come the internal fights—“Am I good enough? Can I really pull this off?” As Scott Bell puts it,
“You start on your project and then you know you have to overcome your problems and your issues with your internal drive and your inertia and somebody comes and distracts you.”
Managing these internal distractions is the first step in building a distraction plan for success in the HVAC business.
Layer 2: Interpersonal Interruptions
Once you’ve gotten past your own resistance, here come the people. Colleagues, family, and friends all want a piece of your attention. Maybe a coworker needs help with a project, or a family member calls with an “urgent” question. These interruptions are inevitable, and if you don’t anticipate them, they can eat up your most productive hours.
Layer 3: Unpredictable Life Events
Life has a way of throwing curveballs just when you’re hitting your stride. The phone rings with an emergency, or you get an unexpected letter from the IRS. As Scott Bell notes, “Mail wasn’t on my bingo square. Getting cut off in traffic and getting into a car accident wasn’t on my bingo square.” These events aren’t just possible—they’re probable, especially when you’re in the middle of a big project.
Layer 4: Environmental and Natural Disasters
Sometimes, the universe itself seems to conspire against you. Earthquakes, storms, power outages—these are the ultimate reminders that some obstacles are completely out of your control. In the HVAC business, weather can delay jobs, damage equipment, or create urgent new demands. Anticipating obstacles in projects means accepting that nature gets a vote, too.
Layer 5: Traffic Jams and Travel Delays
Scott Bell uses a simple but powerful analogy: driving from Sacramento to Tahoe. On paper, it’s a 90-mile trip. In reality, it can take anywhere from two to three hours, depending on weather and traffic. “If I wanted to drive to San Francisco from where I’m at, it’s about 90 minutes most of the time. Coming back is like four hours at this time.” The lesson? A good roadmap means prepping for traffic jams, not just hoping for open highways. In business, this translates to building extra time into your project plans and expecting the unexpected.
Layer 6: Emotional and Mental Fatigue
Even your own playlists, moods, and energy levels can sabotage you. Burnout is real, and it often sneaks up when you’re juggling too many distractions at once. Building a distraction plan for success means scheduling breaks, using routines to reset your focus, and sometimes even laughing at the chaos.
Layer 7: The Murphy’s Law Bingo Card
Scott Bell swears by inventing your own “bingo card” for Murphy’s Law moments. List out the quirky, unplanned problems you’ve faced before—car accidents, IRS letters, emergency phone calls, emotional stress. When (not if) they pop up again, you can check them off and keep moving.
“And I just kind of got to laugh at them. I just kind of got to like, okay, this is the game that’s being played.”
Building Your Distraction Plan for HVAC Business Growth
- Anticipate obstacles in projects: List common and uncommon distractions before you start.
- Schedule buffer time: Plan for delays, emergencies, and interruptions.
- Communicate boundaries: Let colleagues and family know when you need focus time.
- Keep your bingo card handy: Expect chaos, and don’t let it throw you off your game.
Managing distractions in business isn’t about eliminating them—it’s about expecting them, planning for them, and building the resilience to keep moving forward. In the HVAC industry, your roadmap to success is only as good as your plan for navigating the seven-layer burrito of distractions.
Making Adversity Work: Emotional Resilience Hacks
In HVAC sales, adversity isn’t just an occasional hurdle—it’s a daily reality. The universe, it seems, has a knack for tossing wrenches into even the best-laid plans. But what separates the top performers from the rest isn’t luck or even technical skill; it’s emotional resilience in sales. As Scott Bell’s mentorship advice reminds us, the ability to bounce back, reset, and keep moving forward is the true engine behind long-term success. Let’s break down the practical, sometimes quirky, but always effective coping mechanisms for stress that keep high achievers on track.
One of the most powerful tools in Scott’s arsenal is the “timeboxed meltdown.” Instead of letting frustration spiral, he gives himself permission to be mad—but only for a set period.
“I pull out my phone and I set a timer for 15 minutes and I’m like, I can be mad for 15 minutes.”
This isn’t just about venting; it’s about creating a safe, controlled space for emotion, then shutting the door and getting back to business. Sometimes, he’ll even break the tension by talking like a pirate or a 1930s gangster, injecting humor into the process. This creative coping mechanism isn’t just entertaining—it’s a proven way to disrupt negative thought patterns and regain perspective.
But what happens when the timer goes off and the frustration lingers? That’s when Scott leans on a toolkit of mood-resetters: blasting a favorite playlist (think French Touch from the 2000s), belting out “Bohemian Rhapsody” in traffic, or queuing up standup comedy. Even something as simple as a fresh haircut can serve as a reset button. The key is to break the cycle of frustration with something that makes you laugh or feel good, accelerating your bounce-back after setbacks. Research in sales coaching consistently shows that these creative coping mechanisms are essential—not optional—for achieving big goals.
Of course, emotional resilience in sales isn’t just about quick fixes. It’s about anchoring your actions to a deeper mission. Scott’s approach is to constantly remind himself of his purpose and the importance of self-belief in achieving goals. When the universe throws obstacles—whether it’s a string of “random” TSA checks or a tough quarter—he reframes the situation as a test, not a punishment.
“You have the ultimate capability to really think through: how do I fix this?”
This mindset shift is crucial. Instead of seeing adversity as a sign to quit, it becomes a challenge to overcome, a game to play and win.
Creating an internal script is another cornerstone of Scott Bell’s mentorship advice. When setbacks hit, he tells himself, “I deserve this. I belong. This is for me.” This isn’t empty self-talk—it’s a deliberate act of self-affirmation that builds mental toughness. In the same way that Indiana Jones had to take a leap of faith across an invisible bridge, sales professionals must trust in their own abilities and the roadmap for success they’ve created. The obstacles are real, but so is the reward on the other side.
If you’re serious about growth in HVAC sales, now is the time to make your own list. What are the rituals, playlists, or self-care tricks that help you reset? What internal messages will you rely on when the pressure mounts? Write them down. Use them. And remember: adversity is not a sign you’re off track—it’s proof you’re in the game. The universe may throw wrenches, but with emotional resilience, a clear mission, and a little humor, you’ll keep moving forward.
In the end, the gritty realities of sales are what forge true professionals. By embracing effective coping mechanisms for stress and anchoring your progress to self-belief, you’re not just surviving adversity—you’re making it work for you. That’s the real roadmap for success in HVAC sales, and the heart of Scott Bell’s mentorship advice. So set your timer, cue up your comedy playlist, and take that next step—because you belong on the other side of the bridge.
TL;DR: Chasing big wins in HVAC—or any field—means bracing for curveballs. Prepare mentally, create a plan for distractions, and trust in your ability to handle setbacks. Remember, it’s you vs. you, and resilience is everything.