Calls where a tech could sell.
Count the visits where your tech diagnosed the problem and could present an option. Leave out warranty callbacks and no-shows. ServiceTitan calls these opportunities.
FREE TOOL / PLUMBING, HVAC + HOME SERVICE
What one more yes is worth to your shop.
CLOSE RATE
CALCULATOR.
Three numbers from your field software. See what one point of close rate is worth in a year, and what ten points would add. No email. No signup.
PLUG IN YOUR NUMBERS
1 POINT OF CLOSE RATE$36Kper year
+10 POINTS (40% → 50%)$360Kper year · 25% more sold jobs · about 12 more sold jobs a month
Calls × average sale × 12 ÷ 100 per point. An estimate, not a promise. What you type stays in your browser.
01 / YOUR 3 NUMBERS
PULL THESE
FIRST.
Use the last 90 days, so one slow week or one big job does not skew it.
Sold dollars ÷ sold jobs.
Average only the jobs that sold. A small repair and a full replacement are both in there, and that is fine.
Sold jobs ÷ sales calls.
Times 100. In ServiceTitan, the technician scorecard shows opportunities, close rate and average sale side by side.
02 / THE MATH
ONE POINT,
WORKED OUT.
One point of close rate is one more yes out of every 100 sales calls.
120 sales calls / month×$2,500 average sale×12÷100=$36,000 a year, per point
+1 point
$36K
40% → 41%
about 1 more sold job a month
about 1 more sold job a month
+5 points
$180K
40% → 45%
about 6 more sold jobs a month
about 6 more sold jobs a month
+10 points
$360K
40% → 50%
25% more sold jobs
25% more sold jobs
An example shop, not a benchmark. Put your own numbers in the calculator above.
03 / WHAT’S A GOOD CLOSE RATE?
IT DEPENDS WHAT
YOU COUNT.
Published close rates for plumbing and HVAC run from the 20s to the 70s. Most of that spread is definitions, not skill.
Per lead or per visit?
Counting every phone lead gives a lower number than counting only visits where a tech presented options.
Techs or salespeople?
A dedicated salesperson on replacement leads usually closes more than a service tech running calls.
Same day or follow-up?
Some shops count only same-day sales. Others count estimates that close weeks later.
Repair or replace?
A drain clearing and a full system replacement close at very different rates. Split them if you can.
Benchmark against yourself.
One definition, every month, per tech. My own shop ran a 46% close rate over the 90 days to Sept 27, 2026, from the ServiceTitan tech scorecard.
04 / THE SMALL MOVE
ONE MORE YES IN 100.
That is one point. At 120 sales calls a month and a $2,500 average sale, it is $36K a year, with the same calls, the same trucks and the same team.
05 / WHERE POINTS COME FROM
WHERE I LOOK
FIRST.
Every shop is different. These are the places I check before anything else.
Open estimates
Every unsold option gets an owner and a follow-up date. Good jobs die quietly in the inbox.
Options on every call
Give the homeowner more than one way to say yes, from a repair to a replacement.
Financing on big tickets
When the number is large, a monthly payment option can keep the job alive.
Tech-by-tech numbers
Look at close rate per tech every week. The spread inside your own team shows what is possible.
The full breakdown, with a table by shop size: Close 10% More →
QUESTIONS OWNERS ASK
STRAIGHT ANSWERS.
How do you calculate close rate?
Divide sold jobs by sales calls (visits where a tech could present an option) and multiply by 100. Use the same definition every month so the trend means something.
What is one point of close rate worth?
Sales calls a month × average sale × 12 ÷ 100. At 120 sales calls a month and a $2,500 average sale, one point is worth $36,000 a year.
What is a good close rate for plumbing or HVAC?
Published figures run from the 20s to the 70s because they count different things: leads or visits, techs or salespeople, first visit or follow-up. Compare yourself with yourself, using one definition, per tech, every month.
Is a 10-point jump realistic?
Sometimes. It depends where you start and how you count. Half the jump is half the money, and even two or three points add up. Multiply the 1-point number by any change you want to price.
Does this work outside plumbing and HVAC?
Yes. The math is the same for electrical, drains, restoration and other home service work. Only your three numbers change.
Do you save what I type?
No. The calculator runs in your browser and the numbers you enter are not sent anywhere.
MORE FOR OWNERS
KEEP READING.
Close 10% More →What a better close rate is worth to a home service business.AI for plumbing companies →Six workflows running in a real plumbing shop.AI for HVAC companies →Catch the rush, hand off installs, sell more of the calls you run.ServiceTitan + AI →What I connect around ServiceTitan in my own shop.
FREE 30-MINUTE CALL / NO OBLIGATION
FIND YOUR NUMBER.
- Bring your 3 numbers: sales calls a month, average sale, close rate.
- We work out what 1 point and 10 points are worth to you.
- You leave knowing where I would look first.
Nick Johnson owns a plumbing and HVAC company in Central Ohio and is a named co-inventor on two granted U.S. AI patents from his time at Intuit. More about Nick.