Moved from tech sales into residential HVAC and heat pump demand is stronger than I expected

I moved from tech sales into residential HVAC sales a few months ago, and the heat pump replacement cycle is more active than I expected.

What surprised me is how much the right heat pump brand changes the sales conversation. Homeowners still care about upfront price, but they also ask about rebates, warranty, noise, monthly utility costs, and whether the contractor can actually install it cleanly. When a brand has nice pricing for homeowners and still leaves a reasonable dealer margin, the deal is much easier to explain without sounding like you are pushing the most expensive option.

I am in North America, and going into 2026 it feels like a lot of older AC systems are finally aging out at the same time people are more open to heat pumps. I am doing better than I did in my old role, but I am trying not to confuse a strong market cycle with personal genius.

For people who have been in HVAC or trade sales longer, does this level of demand feel normal, or are heat pumps just in a particularly strong replacement window right now?