People Are Staying Put 

72% of homeowners aren’t planning on moving anytime soon, and it’s not difficult to see why with the current interest rates. But, 69% of those homeowners live in houses that are more than 20 years old, meaning the HVAC system is due for a replacement or a refresh.  

“People don’t realize how built-in demand is. We know that our homes are aging, but the amount of 20-year-old-plus homes is high,” said Roland Ligtenberg, co-founder and senior vice president, growth and innovation, at Housecall Pro.  

HVAC Spending Is High On the List 

When it comes to home systems, 20% of homeowners said they plan to repair or replace HVAC in 2026, putting it just behind plumbing, appliances, and exterior work, but still ahead of electrical and roofing.  

Looking further into the numbers, most of that money will be spent on repairs, according to the Housecall Pro platform data: repairs were about 88% of HVAC jobs in Q1, and the revenue share rose from 21.6% in Q4 2021 to 31.3% in Q4 2025. This phenomenon was discussed in detail with Ligtenberg on a recent Newsmakers Podcast.  

“It’s a great opportunity for our pros, and pros in general, to make sure they’re not just install-and-replacement shops,” Ligtenberg said.  

There is still revenue to be had in replacement, but Ligtenberg reiterated that right now, repair is “bread and butter.” 

Proactive versus Reactive 

“Homeowners aren’t spending less, they’re just spending differently,” Ligtenberg said.  

While about a fifth of homeowners are actively planning repairs, a whopping 96% plan to spend money on home projects in 2026. However, this is often triggered by a problem — 58% contact a pro because of a sudden issue, while 51% will call because a smaller issue is getting worse.  

The no-cool, no-heat, and other comfort complaints are a big market, but the contractors who are quick to respond are the ones who will be seeing those dollars.  

“Some are planning, but they’re still spending for urgency, and that’s fine,” Ligtenberg added.  

Emergency Response Premiums 

72% of homeowners said they would pay more if their emergency was resolved within 24 hours. In fact, 29% are willing to pay “much more,” and 42% “somewhat more.” 

“The winning ones aren’t the ones that are the cheapest or the biggest. It’s the contractors that are the fastest to respond and the easiest to say yes to,” Ligtenberg said. “If you’re not the fastest one to respond, if you’re not the easiest to say yes to, if you’re not offering financing … you’re going to lose.” 

Budgets Are Tight, But Wallets Are Open 

77% of homeowners are delaying or scaling back projects because of rising costs, but the report shows they are still spending — 56% expect to pay more than $3,000 on home projects this year, and 33% expect to spend more than $7,500. 

“The dollars are there and the dollars are more. It’s just reshaped,” Ligtenberg said, adding that the contractors who are feeling that the market is soft are likely the ones who have become too over-reliant on replacement jobs.   

The Financing Fulcrum 

One of the most actionable findings of the study shows that 62% of homeowners are more likely to move forward with a project if financing is offered, while 68% will get other quotes when pricing comes in higher than expected.  

The takeaway is to present financing at the beginning of a sales conversation, alongside the good-better-best options. Monthly payments can also help reduce sticker shock for full-system replacements.  

The $500 Threshold 

A common way to save on household repairs is to DIY, but the report shows a strong cut off — 57% of homeowners said they would hire a professional if project costs exceed $500.  

With HVAC, most meaningful work will clear that, as the average repair is now hovering around $1,200.  

Delays and Lessons Learned 

41% of homeowners reported delaying a repair that ended up costing them more down the road. With HVAC, the seemingly small issues to homeowners, like dirty coils, weak capacitors, or other ignored maintenance, will lead to bigger failures. The technicians who can clearly communicate this can win maintenance contracts and find themselves with long-term customers.  

“They will delay spending unless you give them a reason to repair a little bit now,” Ligtenberg said. “It’s on the contractor to figure out whether they are using a system that allows them to create good memberships and service plans that have value.” 

Devils in the Details 

When it comes to estimates, the report argues that single-line estimates invite comparison shopping, but detailed estimates with options shift the conversation from “should I hire you?” to “which solution makes the most sense?” 

The Zombie Estimate 

Homeowners aren’t moving, but many are still delaying HVAC work. But, the report emphasizes retargeting estimates that did not close, as a declined estimate today could be a booked job during a heat wave, a failure, or a financing offer.  

It’s again about remaining flexible and offering options.  

“Can you reshape your business a little bit more to be more repair-focused and friendly, fast-response time, getting people on your membership plan so you can still be really sticky when the replacement comes down the line? Because it inevitably will,” Ligtenberg said.