Pricing your deals
Pricing a deal is mechanical once you know the four steps. Get them right and your monthly is correct on the first calculation.
The four-step pricing flow
Section titled “The four-step pricing flow”Step 1: Get your floor cost
Section titled “Step 1: Get your floor cost”Your manager gives you a floor cost for every unit and adder. The floor cost reflects:
- Unit base costs (9K / 12K / 18K / 24K)
- DAC vs non-DAC pricing
- Adders (sub-panel, decommissioning, removals, electric water tank, etc.)
- Rebate considerations
Add up everything that’s part of this specific deal. That’s your total floor cost.
Step 2: Add your commission
Section titled “Step 2: Add your commission”This is what you make on the deal. You decide how much, within reason.
Typical reps add $5,000 to $7,000 per deal. Some pad more, some less. Anything you add above the floor is your commission.
Step 3: Calculate your sticker price
Section titled “Step 3: Calculate your sticker price”Floor cost + your commission = sticker price
The sticker price is the total project cost you present to the homeowner before any rebates.
Step 4: Subtract rebates → financed amount
Section titled “Step 4: Subtract rebates → financed amount”If the deal is decommissioning, the homeowner gets a Con Edison Clean Heat rebate. Subtract the rebate from the sticker price:
Sticker price − rebate = financed amount
The homeowner does not separately apply for this at the sales appointment. Your job is to price the total project, apply the rebate in the calculator/portal, and present the net financed amount.
The financed amount is what gets plugged into your finance calculator (Palmetto, Green Sky, Synchrony, etc.) to produce the monthly payment.
If the deal is non-decommissioning, there’s no rebate — sticker price equals the financed amount.
A worked example
Section titled “A worked example”Two-family DAC, decommissioning:
| Step | Calculation | Amount |
|---|---|---|
| Floor cost (units + adders) | from your manager | $19,000 |
| Your commission | rep choice | $6,196 |
| Sticker price | floor + commission | $25,196 |
| DAC rebate | Con Edison + NYSERDA stack | −$10,000 |
| Financed amount | sticker − rebate | $15,196 |
That $15,196 goes into the Palmetto calculator. Out comes the monthly payment.
The ethical floor
Section titled “The ethical floor”You can technically charge $4,000 per unit if the homeowner agrees. You shouldn’t.
There’s a lot of money to be made in HVAC, but it doesn’t have to come at the homeowner’s expense. Be ethical. Treat their home like your own. There’s a real reason for this:
See Referrals for the full picture on why this compounds.
Why “make any amount over your floor” is true and requires discipline
Section titled “Why “make any amount over your floor” is true and requires discipline”The mechanical truth is: anything you charge above your floor cost is your commission. Sunny doesn’t cap you. But your manager and your reputation will.
Settle on a commission target with your manager. Stick to it. The good reps don’t beat their best month by gouging — they beat it by closing more deals at a fair number.
The dealer calculator
Section titled “The dealer calculator”The pricing tool is live: sunny-dealer-calculator.pages.dev. Pricebook in. Commission set. Quote out.
See The dealer calculator for the full walkthrough — the six sections, the share-link rules, and a worked example you can replicate in the live tool to confirm your numbers.