Professional HVAC broker Patrick Lange shares at the 2026 IBBA conference about how focusing on a niche can set both the broker and the client up for success.
Horseshoe Beach, FL (PRUnderground) July 13th, 2026
Patrick Lange, President of Business Modification Group, was invited to present two classes at the 2026 International Business Brokers Association (IBBA) annual conference, held May 29 to 31 in Minneapolis, Minnesota. The conference drew nearly 800 business brokers from across the country. Lange taught participants that specializing in a niche can help them better serve their clients.
While the examples Lange shared were rooted in HVAC brokerage, the framework he presented applies broadly to almost any industry. He spoke about the importance of focusing on a specialty and concentrating resources on that niche, rather than spreading resources across unrelated markets. This strategy has been a critical part of his success in helping owners sell their HVAC companies.
“I wanted other brokers to leave with something they could use right away,” Lange stated. “Whether someone works in HVAC or another specialty, many of the principles are the same. I’ve found that consistently sharing knowledge within an area of expertise helps solve real problems, builds credibility over time, and creates lasting relationships.”
Lange founded Business Modification Group after starting, growing, and eventually selling his own HVAC company. This experience gave him firsthand insight into the niche-building framework he taught at the conference. It also informs the one-on-one guidance his firm offers to HVAC and plumbing business owners, from determining how much their HVAC business is worth to finding qualified buyers and negotiating a sale.
Beyond his work with individual clients, Lange regularly publishes educational information covering the ins and outs of buying and selling HVAC businesses. These free resources are designed for those who are still exploring their options and want to understand the process.
Business Modification Group operates across the entire United States and provides complimentary business valuations as part of its brokerage services. To learn more about Patrick Lange or the firm’s services for those looking to buy or sell HVAC companies, visit BusinessModificationGroup.com.
About Business Modification Group
Business Modification Group is a trusted HVAC broker with a reputation for consistently selling a record number of heating, air, and plumbing companies nationwide. They pride themselves as a firm with the most complete database that exists of buyers and sellers specifically in the HVAC business.
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Original Press Release.
