Cracking the Code: Recent Episodes
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Want EGIA’s critically acclaimed “Cracking the Code” show on the go? Every Monday, the home services industry’s must-watch weekly show arrives here in audio form, bringing listeners contracting strategies, industry news, roadmaps to success and more with New York Times bestselling author Weldon Long.
How are you performing on lead generation? Many contractors still think lead generation is about ranking on Google and bidding on the right keywords. But the game has changed. You’re not marketing to an audience, you’re marketing to three: traditional search engines, the homeowner, and AI search agents
On this week’s episode of Cracking the Code, Jack Nagy, Founder of MTA360, breaks down how AI is reshaping visibility, why platforms like Reddit now influence whether you show up in AI-driven recommendations, and how different strategies factor into whether your intake team is ever contacted. He explains why contractors must go beyond Google, how to avoid blocking AI crawlers, and how to build a structure that gets every location seen as a standalone authority.
The post AI and the New HVAC Leads Game first appeared on My Contractor University | Dashboard.
What’s the fastest path to double your business growth? Chad Petermen, President & CEO of Peterman Brothers, says it’s mastering your call center! Most contractors already have good lead volume, but they don’t properly manage them. The real opportunity is booking more of the calls you’re already paying for, routing the right tech to the right job, and treating the call center as a revenue engine — not a cost center.
On this episode of Cracking the Code, Chad breaks down the simple disciplines and KPIs that drive higher booking rates, stronger close rates, and faster growth without increasing your marketing spend. Learn how dialing in your call center can transform your business by being there the right way, at the right time, every time.
The post Double Growth with Better Booking first appeared on My Contractor University | Dashboard.
Selling an HVAC business isn’t just a financial milestone. It’s a legacy moment that reflects your leadership and the culture you’ve built. Successful exits happen when owners prepare early and treat the transition as the next chapter of their company’s story, not just a transaction.
This week on Cracking the Code, David Holt sits down with Austin Radke, Head of Mergers & Acquisitions at The Seer Group, to reveal what buyers look for and how smart contractors position themselves for a smooth, high-value sale. Austin shares insights from evaluating hundreds of companies, explaining how team culture, clean financials, intentional planning, and early leadership alignment set standout businesses apart. Learn how to prepare your organization and avoid deal-killing mistakes to ensure your team and legacy thrive long after the handoff.
The post Building a Buyer-Ready HVAC Business From a M&A Expert first appeared on My Contractor University | Dashboard.
Too many contractors still rely on quote-driven sales processes that often cause confusion and slow sales momentum, sometimes to a screeching halt. This week on Cracking the Code, Drew Cameron and Russ Horrocks of Flow Odyssey explore a more customer-focused way to sell: menu pricing.
Together, they unpack how menu pricing simplifies decisions for homeowners and how shifting the conversation from “price” to “outcomes” drives more closed jobs and happier customers. From financing and affordability strategies to the psychology of choice, you’ll learn how to lead transparent, efficient sales conversations that increase conversions and set your company apart.
The post How Menu Pricing Unlocks Trust, Transparency & Sales first appeared on My Contractor University | Dashboard.
Building a strong customer base is great, but building a referral fan base is transformative. Companies that master unforgettable customer service every time can see remarkable growth.
On this episode of Cracking the Code, Mary Jean “MJ” Anderson, retired president of Anderson Plumbing, Heating & Air, unpacks how wowing customers fulled a leading company built on trust, care, and consistency. Discover how you can implement genuine service and empower your team to go above and beyond to transform your customer base into your greatest asset.
The post How Wowing Customers Led to $60 Million in Annual Revenue first appeared on My Contractor University | Dashboard.
External pressures are reshaping the HVAC industry — from tariffs and private equity, to rapidly evolving homeowner expectations. Yet despite it all, top-performing contractors are growing stronger and finding new ways to stay in control by turning challenges into opportunities.
On this episode of Cracking the Code, David Holt sits down with Decision Analyst, a leading marketing research and advanced analytics firm, to speak with Vice Presidents Julie Trujillo and Hilary Selman. Together, they reveal how contractors are adapting to change, expanding into new services, and using smart technology and financing to strengthen customer relationships.
From maintenance agreements that create steady revenue streams to AI tools that enhance customer satisfaction, you’ll discover how to build trust, deliver better experiences, and thrive in today’s competitive landscape. Want to shape the future of the industry? Take part in the Annual Contractor Survey for HVAC Business Leaders and make your voice heard! Take the survey today!
The post How Contractors are Thriving in a Changing Landscape first appeared on My Contractor University | Dashboard.
Everyone’s talking about AI, but here’s the truth — it won’t replace people and it won’t replace critical thinking. The real competitive edge comes from using AI to inform and elevate your customer’s buying journey.
On this episode of Cracking the Code, David Holt sits down with Brigham Dickinson, President and Founder of Power Selling Pros., where he shares how contractors can use AI alongside coaching and accountability to create wow experiences, uncover hidden revenue, and build customer trust that lasts.
From smarter tech adoption to powerful customer touch points, you’ll discover how to integrate AI the right way, enhancing your team and customer experience instead of replacing them.
The post AI That Builds Better Customer Journeys first appeared on My Contractor University | Dashboard.
Tripling a business doesn’t happen overnight. For Barron Heating, AC, Electrical & Plumbing, it came from two core commitments: finding the right people and building the right systems. Video became their tool to earn trust with customers and attract new talent, while training turned green hires into future leaders.
On this week’s episode of Cracking the Code, David Holt, General Manager of Contractor University, sits down with Brad Barron, CEO of Barron Heating, AC, Electrical & Plumbing; Dave Marrs, co-star of HGTV’s Fixer to Fabulous; and Josh Burdick, founder of Whole Home Media. They share how Barron built a $45 million powerhouse by using video to build trust, training to create leaders, and systems to expand sustainably.
From recruiting and training to marketing and storytelling, you’ll hear how to use storytelling and partnerships to scale a contracting business the right way—without the scars of going it alone.
The post How Video and Training Led to 3X Business Growth first appeared on My Contractor University | Dashboard.
Who’s really running your business and what should you focus on? How should you think about finances? The answers to these fundamental questions are often more straightforward than we make them out to be.
On this week’s episode of Cracking the Code, David Holt, General Manager of Contractor University, takes you back to the basics. Through a powerful whiteboarding session, he reimagines how you should view your HVAC business and reveals the three keys to lasting success. Discover how shifting perspective can transform your business into a customer-driven operation that delivers profit, consistency, and long-term growth.
The post The Three Keys to Lasting Success first appeared on My Contractor University | Dashboard.
Being an entrepreneur isn’t for the faint of heart. Running your own business means long days that stretch far beyond a 40-hour work week, tackling challenges head-on, and sometimes feeling like you’re building the plane while it’s already taking off.
On this episode, David Holt, Contractor University’s General Manage, takes you inside the unfiltered life of an entrepreneur. From balancing the demands of your business and time with family, to knowing when to push forward and when to adjust course — David shares the hard truths and practical insights every business owner needs to hear.
Discover how to navigate uncertainty and find resilience in the chaos, so you can thrive as both a leader and a human being.
The post The Entrepreneur’s Journey first appeared on My Contractor University | Dashboard.
Does selling sometimes feel like you’re pushing prospects too hard? Closing more HVAC jobs can be stress-free for you and your customers when you lead with their priorities and turn selling into problem-solving.
This week on Cracking The Code, David Holt, Contractor University’s General Manager and a former contractor, demonstrates his proven stress-free HVAC sales process that makes it easier to close jobs right at the kitchen table. See how a simple, customer-first conversation can build trust, uncover real priorities like safety, health, comfort, and efficiency, and turn selling into educating—helping you land more jobs with confidence.
The post Stress-Free HVAC Sales Process That Works first appeared on My Contractor University | Dashboard.
Does your interview process get the right people in the right roles?
This week, Drew Cameron and Gary Elekes build on last week’s discussion about recruiting mistakes, sharing practical strategies for screening candidates over the phone, leveraging multiple interviewers, and asking the standardized questions that reveal who is truly a fit.
You’ll discover a repeatable system to streamline your hiring process, save time, and zero in on A+ performers who can help drive revenue and strengthen your business.
The post Interview Questions to Find A+ Employees first appeared on My Contractor University | Dashboard.
Hiring the right people is hard enough. What happens when the wrong person is already on your team?
In this week’s episode, Contractor University faculty members Drew Cameron and Gary Elekes dive into the real-world challenges of recruiting in the trades, and what happens when personal relationships complicate professional decisions. They share lessons learned from their own experiences and offer proven strategies to help you avoid costly hiring mistakes.
Whether you’re growing your team or managing the one you’ve got, this episode will help you recruit smarter, build a stronger culture, and protect your business from the inside out.
The post Avoiding the Biggest Recruiting Mistakes first appeared on My Contractor University | Dashboard.
Do you know how to maximize your operations during the summer rush? It starts with aligning your people, processes, and priorities — then turning every opportunity into measurable results.
In this episode, Contractor University faculty member Drew Cameron shares his approach to operational maximization—keeping customers happy, employees motivated, and opportunities fully captured during the busiest months of the year. From driving more leads to optimizing every interaction, you’ll learn how to make the summer season your most successful yet.
The post Driving Operational Maximization first appeared on My Contractor University | Dashboard.
Customers don’t sit in on staff meetings, and they won’t study your mission statement, but they feel the effects of how your business runs every time they interact with your team.
In this week’s episode, contracting business expert Gary Elekes shares how internal leadership changes can create real results in the field. He breaks down the steps he took to rebuild trust with his team, strengthen customer relationships, and reverse declining sales trends. Learn to lead with intention and see the payoff in both culture and revenue.
The post Leadership That Drives Brand Trust first appeared on My Contractor University | Dashboard.
The best contractors aren’t just skilled — they’re hungry, humble, and always leveling up. Going from a profitable business to a leader in the industry takes more than discipline.
In this week’s episode, Mark Matteson, best selling author and TEDx Speaker, sits down with industry titan Paul Kelly, who shares the mindset behind RAISING GOATS; A new program built for contractors who are ready to dominate their market.
Learn how to stop taking notes and start taking action that matters. Surround yourself with top performers and learn to lead with the kind of drive that builds $250M+ businesses. Because most know what to do. Few actually do it.
The post Chasing Greatness: Becoming an Industry GOAT first appeared on My Contractor University | Dashboard.
The best in-home sales strategies aren’t flashy.
Don’t think high-tech, think high-touch. With thoughtful, structured, customer-first selling techniques your team will close more sales without being pushy or too hands off.
On this week’s episode, New York Times bestselling author Weldon Long unpacks the psychology behind HVAC buying decisions. Learn how to use tiered pricing to ease objections, rebuild confidence, and give homeowners the power to choose comfort levels that fit their needs and their budget.
The post The Psychology Behind Buying HVAC: Part 2 first appeared on My Contractor University | Dashboard.
What really makes homeowners say “Yes,” when making HVAC purchasing decisions?
It’s not always about the price — it’s about the feeling behind your purchase. Even when homeowners trust the contractor and want a better system, that initial sticker shock can trigger doubt and stall the sale. So how do you keep customers engaged without racing to the bottom on cost?
On this week’s episode, New York Times bestselling author Weldon Long unpacks the psychology behind HVAC buying decisions. Learn how to use tiered pricing to ease objections, rebuild confidence, and give homeowners the power to choose comfort levels that fit their needs and their budgets.
The post The Psychology Behind Buying HVAC: Part 1 first appeared on My Contractor University | Dashboard.
Is Your Business Focused on the Right Numbers?
Not all metrics are created equal—and if you’re tracking the wrong ones, you could be missing key opportunities for growth. Real success comes from measuring what truly impacts your bottom line.
In this week’s episode, Next Level Business Coaches Bob Larkin and Darrel Yashinsky dive into the core KPIs that matter most for contractors. They’ll show you how to cut through the noise, focus on what counts, and use data to drive better decisions, streamline operations, and fuel long-term success.
The post Top 10 Critical KPIs for Contractors: Part 2 first appeared on My Contractor University | Dashboard.
Are you measuring what really matters in your business?
Achieving financial success in your business is built on understanding what functions truly move the needle. That starts with knowing which key performance indicators (KPIs) to track, how to track them, and how to interpret what they’re telling you.
On this episode, Next Level Business Coaches Bob Larkin and Darrel Yashinsky break down the essential KPIs every contractor should track and how to use them to improve financial and operational performance. When you understand the right KPIs, you gain real insight for smarter decisions, better processes, and sustainable growth.
The post Top 10 Critical KPIs for Contractors: Part 1 first appeared on My Contractor University | Dashboard.
What’s holding you back from reaching your full potential in business?
Success requires concentration on even the smallest processes and aspects of your company. But to truly unlock that success, you first need to examine your mindset. Focus is power. Just like the sun’s focused rays can cut through steel, your energy and attention, when dialed in, can help you achieve remarkable results.
On this episode, New York Times bestselling author Weldon Long tells his own story on how he achieved the growth mindset through years of self-reflection and gives you a framework to root out what’s holding you back in your mental state.
The post Building a Prosperity Mindset: Part 2 first appeared on My Contractor University | Dashboard.
What separates a struggling contractor from one who builds a thriving business? It’s not just technical skills or a business degree, it’s mindset. A prosperity mindset doesn’t just help you close more sales; it reshapes how you see opportunity, value, and growth.
On this episode, NYT bestselling author Weldon Long breaks down the principles behind a prosperity-focused way of thinking. You’ll learn how to shift out of survival mode, take control of your outcomes, and start building a business that rewards you for the value you bring—not just the hours you work.
Discover how to reframe your thinking, attract more success, and lead your team from a place of abundance.
The post Building a Prosperity Mindset: Part 1 first appeared on My Contractor University | Dashboard.
Why do some techs struggle to gain traction with customers, while others using the same process consistently connect and convert?
It often comes down to how they show up in the moment. The most effective techs aren’t just diagnosing, they’re having real conversations. When there’s no pressure to sell, they can focus on sincerely sharing what they know and building trust.
In this episode of Cracking the Code, Russ Horrocks dives into how belief, presence, and passion drive connection. When techs lead with authenticity, they free themselves to engage naturally even when the answer is no. Keep refining your approach, stay positive, and treat people the way they want to be treated. It’s not about forcing a result — it’s about showing up with confidence and letting your passion do the talking.
The post Building Strong Customer Relationships: Part 2 first appeared on My Contractor University | Dashboard.
Why do the “right” words to a customer sometimes fail to produce results?
Techs often start with a concept, a maintenance agreement or a diagnosis, that can often fall on deaf ears. The outcome-focused nature of sales can lead to rigid interactions and stop technicians from following their instincts that creates that magic piece of the sales puzzle – a human connection.
In this episode, Russ Horrocks unpacks how to move beyond scripts and communicate to build trust. It’s about listening with purpose, showing up with intention, and allowing your technicians to guide a genuine conversation. When they lead with authenticity and passion, customers don’t just hear a diagnosis – they believe it.
The post Building Strong Customer Relationships: Part 1 first appeared on My Contractor University | Dashboard.
What if your pay structure actually inspired innovation and accountability?
Performance-based pay motivates your employees to do more than just complete tasks—it encourages them to think strategically, identify missed opportunities, and improve processes across the board. When compensation is tied to results, the outcome is a culture where innovation and efficiency aren’t just encouraged—they’re rewarded.
In this episode, Weldon Long and Gary Elekes unpack the nuance and importance of a performance-driven culture. They dive into how to set clear company, departmental, and individual goals, create transparency around how progress is tracked, and ensure incentives reinforce your core values.
The post Drive Excellence with Performance-Based Pay: Part 2 first appeared on My Contractor University | Dashboard.
Does it feel like you’re paying for hours worked rather than results delivered?
Implementing a pay structure based on merit doesn’t just change compensation structure, it changes your culture. You inspire your team to take ownership, perform at a higher level, and align their goals with the mission of your business. Performance-based pay isn’t about going all-in on commission or locking into a salary, it’s a balanced system designed to reward efficient and quality work.
In this week’s episode of Cracking the Code, Weldon Long and Gary Elekes break down what it takes to implement performance-based pay the right way. This pay structure requires solid operational processes, fair benchmarks, and alignment across your team. With the right systems and support in place, performance-based pay turns speed and quality into a competitive edge that helps everyone be more successful!
The post Drive Excellence with Performance-Based Pay: Part 1 first appeared on My Contractor University | Dashboard.
Does your customer service suffer when things get busy? Is your dispatch team constantly playing catch-up?
When dispatching is aligned with customer service, everything changes. The right tech shows up at the right time. Urgent calls get handled with care. Your team runs smoother—and your customers feel it.
In this week’s episode of Cracking the Code, Weldon Long talks shop with Gary Elekes and gives the tools you need to use your internal information alongside routing algorithms to dispatch with precision. With smart systems and the right people, urgency becomes your advantage, not your downfall.
The post Customer Service & Dispatching Alignment: Part 2 first appeared on My Contractor University | Dashboard.
Is your dispatching team in alignment with your technicians? Do your front-line employees provide service that creates loyal customers—or are they just moving through calls?
When the summer rush hits, your team’s ability to communicate clearly and deliver a seamless experience can make or break customer loyalty. Clients don’t just want fast service—they want to feel seen, understood, and confident that your company is on top of it.
On this week’s episode, Weldon Long sits down with Gary Elekes to talk smart dispatching and quality customer service. Learn how internal communication, clear processes, and small personal touches can transform your operations—and turn every service call into a powerful trust-building opportunity.
The post Customer Service & Dispatching Alignment: Part 1 first appeared on My Contractor University | Dashboard.
Do you have an expert confidant who truly understands your business—and can guide you to highs while avoiding the lows?
Having someone to bounce ideas off of, challenge your thinking, and offer real-world advice can be the difference between staying stuck and scaling up. When owners get the right support, they stop second-guessing and start trail blazing.
This week, hear how a third-generation business owner found that kind of support through Next Level Coaching and can now sleep at night. One-on-one coaching helped him increase profit from 18% to 26% in a year, led to key team hires, and helped him break growth records. Learn how having a trusted coach in your corner helps you focus on what matters most and grow your business exponentially.
The post 1-on-1 Coaching: The Shortcut to Contractor Growth first appeared on My Contractor University | Dashboard.
Do your customers understand how today’s purchasing decision shapes future savings and support?
When you shift the conversation from convoluted payment plans to long-term value, customers feel more at ease moving forward. Highlight how bundling upgrades, repairs, and maintenance—especially with flexible financing—sets them up for fewer surprises and smarter spending down the road.
In this week’s episode of Cracking the Code, Drew Cameron shares how to lead with financing strategies that highlight value, ease decision-making, and position you as the trusted expert. Learn how to turn short-term choices into long-term wins—for your customers and your bottom line.
The post Top 5 Ways to Maximize Sales with Payment Plans: Part 2 first appeared on My Contractor University | Dashboard.
Nobody likes surprise costs, especially in the thousands. With 70% of customers using payment plans for their purchase and spending 110% more on average when they do, flexible payment solutions aren’t just nice—they’re often necessary.
Don’t let pricing stand in the way of helping your customers. Reduce sticker shock by equipping your team with smart strategies that turn cost concerns into confident commitments.
In this episode of Cracking the Code, Drew Camron explains how to be a financial resource and creative ways to subsidize costs to make it easier for customers to say yes. Learn how to boost customer satisfaction and increase profits at the same time!
The post Top 5 Ways to Maximize Sales with Payment Plans: Part 1 first appeared on My Contractor University | Dashboard.
Struggling to scale your business effectively?
You’re not alone. Overwhelmed teams with communication and workflow breakdowns can hinder sustainable growth.
Drive transformation by changing your culture. Recognize and reward both problem identifiers and solvers, all while aligning with a compelling unified vision.
In this episode of Cracking the Code, Gary Elekes outlines actionable strategies for building a scalable business, from refining processes to enhancing communication. Start to lay a strong foundation for continuous business growth.
The post Scaling Your Business for Sustainable Growth: Part 2 first appeared on My Contractor University | Dashboard.
Do you know what gaps might hinder your company’s growth?
Transitioning from a startup with a few employees to a multi-million-dollar business is about more than just scaling operations — it’s about thoughtfully refining processes and building a culture with a growth mind-set.
In this episode of Cracking the Code, Gary Elekes stresses the importance of identifying gaps and reverse engineering them for successful project plans. He also dives into the transformative power of transparency in building productive, accountable teams for long-term growth, so success is shared.
The post Scaling Your Business for Sustainable Growth: Part 1 first appeared on My Contractor University | Dashboard.
How do you differentiate yourself in the market and stand out as a quality provider?
Having high standards isn’t enough. Getting third-party appraisals and certifications can dramatically increase your number of closed deals and average ticket price.
In this week’s episode of Cracking the Code, Drew Cameron sits down with Cynthia Adams, the CEO of Pearl Certification, to discuss how their certifications have helped contractors stand out from their competition. Plus, there is added exposure with partnerships and integrated directories!
The post Earn Homeowner Confidence with Third-Party Certifications first appeared on My Contractor University | Dashboard.
Are you considering selling your business but unsure about the market?
Do you know when the best time to start planning your exit strategy is?
Learn the importance of planning for a sale from the beginning instead of fixating on multiples and how focusing on net income opens up a clearer evaluation. Understand the parallels between the business and real estate markets for accurate pricing essential for a quick sale.
In this episode of “Cracking the Code,” business broker Patrick Lam answers these critical questions and more, providing valuable insights for both business owners and prospective buyers. Tune in for practical guidance that will help you navigate the complexities of buying and selling for contractors.
The post Selling Your Business: Top 10 Insights from an Expert Broker first appeared on My Contractor University | Dashboard.
Does your company have a greater purpose that your team can get behind?
What truly drives your business? The “Why” behind your company gives a foundation to shape your culture, strengthen your community, and rally your team.
In this week’s episode of Cracking the Code, Drew Cameron shares insights on investing in your company culture and discovering your greater purpose. Find out how to elevate your brand and create an environment where your employees feel valued and motivated to contribute to a shared vision.
Don’t miss out on this opportunity to transform your workplace into a thriving community. Check out the video and start building a purpose-driven organization today!
The post The “Why” Behind Your Business first appeared on My Contractor University | Dashboard.
In the contracting industry you often hear “I can’t find good people!”
It’s time to change the narrative.
With a projected 21% increase in technician demand this year alone, now is the perfect time to arm yourself with effective recruiting strategies to prepare for busy season.
On this episode, Drew Cameron gives you the tools to build a consistent recruitment process, identify candidates who are eager and can be trained, and create a culture of excellence.
The post Finding Good People: The Technician Edition first appeared on My Contractor University | Dashboard.
Are you tired of pouring time and resources into leads that just don’t convert? Save time and money while closing more leads. It’s more manageable than you might think!
In this week’s episode of Cracking the Code, Weldon Long covers how you can improve efficiencies and see higher conversion rates. You’ll learn key aspects of appointment setting and communication strategies to properly set a lead and, most importantly, how to get to the ultimate goal: a closed sale.
The post Qualifying and Setting Sales Leads, Part 2 first appeared on My Contractor University | Dashboard.
Maximize your sales potential by mastering lead qualification and setting! Don’t chase your tail with leads that are a bad fit or might not be ready to purchase. Instead, focus your efforts on qualifying prospects and engage with those most likely to convert and add to your sales success.
This week, Weldon Long shares valuable insights on identifying quality leads, prioritizing prospects, and guiding leads over the finish line. You’ll learn effective strategies for engaging customers and gain practical tools to jump-start sales.
The post Qualifying and Setting Sales Leads, Part 1 first appeared on My Contractor University | Dashboard.
Making thoughtful, strategic hiring decisions is crucial for every contractor. In fact, hiring the wrong staff can cost businesses up to 30% of an employee’s first-year earnings!
This week, Drew Cameron shares valuable insights on how to avoid common recruiting mistakes, such as hiring unsuitable candidates or opting for quick hires. You’ll learn how to set clear goals, utilize different screening methods, and maintain a structured hiring process.
The post Recruiting & Retention for Results first appeared on My Contractor University | Dashboard.
Poor indoor air quality causes or aggravates 50% of all illnesses. That means that offering indoor air quality solutions to your customers isn’t just a best practice – it’s nearly an obligation. But how do you educate your customers in a way that helps them see the value and power of IAQ?
This week, Drew Cameron closes out his series on IAQ by talking about the proper protocol and process to best serve your customers. You’ll learn how to investigate and gather data; analyze and share findings; and quote solutions and payment options. The result? More closed sales and increased customer satisfaction.
The post All About Indoor Air Quality, Part 4 first appeared on My Contractor University | Dashboard.
What if the air inside your customers’ homes was 100x more polluted than the air outside? Wouldn’t that concern them? And wouldn’t it provide you, as an HVAC professional, an important avenue to further serve them?
This week on Cracking the Code, Drew Cameron continues his ongoing series on air by discussing the Stack Effect and what it means for your customers. Since indoor air is breathed and rebreathed and doesn’t escape the home, it can be up to 100x more polluted than outdoor air – and that’s where you and your IAQ options comes in.
Head to the Show Page to watch this week’s episode on video.
The post All About Indoor Air Quality, Part 3 first appeared on My Contractor University | Dashboard.
We cannot live without air – it’s the most important thing for every single one of us. So of course it’s the most important thing for your customers. And one of the best ways you can serve them is by ensuring the air they’re breathing is the best it could possibly be.
This week, Drew Cameron is continuing his conversation on air and indoor air quality. He’ll walk through some eye-opening metrics on what exactly it is we’re breathing, and some proven points you need to know whenever you enter your customer’s home to have a conversation.
The post All About Indoor Air Quality, Part 2 first appeared on My Contractor University | Dashboard.
What is your personal vision? More importantly, what are your team members’ personal visions? The most engaged and productive members of any team tend to have this one thing in common: They have a personal vision that aligns with their role and responsibilities. As a leader, one of your most important jobs is to help them discover theirs.
This week, Rob Shallenberger of the acclaimed Becoming Your Best Global Leadership is sharing one of the 12 HVAC leadership principles that’s shared by most successful leaders and companies. As he’ll tell you, your person vision doesn’t need to change the world; it needs to change your world.
The post 12 Principles of Highly Successful Leaders first appeared on My Contractor University | Dashboard.
When you walk in the home as a service tech, it’s not always just about determining if a unit’s broken. Sometimes a unit seems to be functioning fine, but between carbon dioxide, carbon monoxide, allergies, odors and chemicals, everyone in that home is breathing unhealthy air.
In this episode of Cracking the Code, Drew Cameron is talking all about indoor air quality, and why it’s crucial to offer IAQ solutions every time you step in the home. IAQ is quality of life, and there’s no faster way to create a customer for life than by making sure their family is healthy and safe.
The post All About Indoor Air Quality first appeared on My Contractor University | Dashboard.
Every business wants a customer with their ideal buying behaviors. But customers aren’t born with those behaviors – it’s the business’s responsibility to incentivize the buying behavior that they’re seeking.
In this episode, contracting legend Drew Cameron is talking all about the payment options that you can offer that will incentivize buying for your customers. It’s not about simply being rigid – it’s about being adaptable to your customers by offering a variety of options that will gently guide them to make a choice.
The post Payment Options That Incentivize Buying first appeared on My Contractor University | Dashboard.
Making something comfortable and affordable is the first step to appealing to your customer. But if it doesn’t make sense to them in their everyday life, they just won’t want to buy.
In this episode of Cracking the Code, contracting business sales expert Drew Cameron explains a simple framework to help customers by making what’s valuable to them affordable to them – and it starts with educating them on four different ways that they can buy from you.
The post Show Customers All the Ways They Can Buy first appeared on My Contractor University | Dashboard.
You’re ready to scale your business, now all you need is a list of priorities. What’s first? Thankfully, there are three crucial categories you need to organize around in order to simplify your growth plans.
In this episode of Cracking the Code, industry experts (and HVAC business owners) Weldon Long and Gary Elekes continue their discussion on how to scale your business. They’ll share that important 3-step checklist and how you can prioritize through situational analysis.
The post How to Scale Your Business, Part 2 first appeared on My Contractor University | Dashboard.
Every day, you’re either affirming your current habits and routines or breaking them and starting new ones. As a business owner, you need to create a working environment for your technicians that will consistently reinforce your goals for them.In this week’s episode of Cracking the Code, Contractor University faculty members Russ Horrocks and Weldon Long continue their discussion on teaching technicians how to embrace their inner service mindset in order to boost profits.
The post How to Get Technicians to Sell pt. 2 first appeared on My Contractor University | Dashboard.
Technician Communication pt. 1 | Cracking the Code PodcastThe post Technician Communication pt. 1 first appeared on My Contractor University | Dashboard.
Top 5 Ways to Maximize Profits and Sales with an HVAC Payment PlanUnderstand the secrets to boosting profits and skyrocketing sales in our latest episode of Cracking The Code—Top 5 Ways to Maximize Profits and Sales with Payment Plans. Hosted by industry expert Scott Deming, this episode delves into the power of financing options and how they can be a game-changer for HVAC businesses.
Discover innovative strategies for leveraging payment plans to reach a broader customer base. Financing isn’t just about closing deals; it’s a tool to overcome objections and make your high-quality services accessible to a wider audience. In this episode, Drew Cameron unravels the top objections customers have towards financing and how to counter them effectively.
One of the biggest hurdles in selling through payment plans is the misconception around interest rates. Many customers hesitate, associating financing with hefty interest payments. In this episode, we debunk the myths surrounding financing, shedding light on how even legendary figures like Warren Buffett have embraced it to their advantage.
Learn how to communicate the value of financing to your customers, turning objections into opportunities. The episode provides actionable insights into addressing common concerns and showcasing the tangible benefits of flexible payment options. Whether it’s overcoming budget constraints or turning a one-time sale into a long-term relationship, payment plans are a strategic tool for every HVAC business.
Don’t miss out on the transformative wisdom shared in Cracking The Code’s latest episode. Tune in to master the art of maximizing profits and sales through savvy payment planning. Unleash the full potential of your HVAC business and watch your sales soar to new heights!
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In the latest episode of Cracking The Code, Scott Deming dives deep into the realm of HVAC business coaching, engaging in a compelling interview with Eric Krzywicki, who shares his transformative journey with the coaching program. The episode unfolds as a valuable resource for business owners seeking insights into navigating the challenges of the HVAC industry.
Eric Krzywicki’s success story serves as a testament to the efficacy of HVAC business coaching with the Next Level Coaching program. He underscores the importance of leveraging the comprehensive resources and expertise offered by the program. Krzywicki emphasizes that embracing the guidance of seasoned professionals is crucial for growth. By tapping into the wealth of knowledge provided by HVAC business coaching, he not only expanded his business but did so strategically, fully aware of what lay on the growth horizon.
The episode unravels the layers of HVAC Business Coaching, revealing how it goes beyond traditional coaching paradigms. It is not merely about generic advice; instead, it offers tailor-made solutions for the unique challenges faced by HVAC contractors. This personalized approach is what sets the coaching program apart, providing a roadmap for success in a dynamic and competitive industry.
For contractors contemplating participation in the Next Level Coaching program, Eric Krzywicki’s narrative is a compelling invitation. The episode encourages business owners to seize the opportunity for growth, armed with insights and strategies that have proven successful for others in the field. By immersing themselves in the coaching experience, contractors can unlock their business’s full potential and navigate the complexities of the HVAC industry with confidence.
Tune in to Cracking The Code for an illuminating exploration of Next Level Coaching and discover how it can be a game-changer for contractors aiming not just for growth, but for sustainable and informed expansion.
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This week on Cracking The Code, we’re back with part two of our exploration into planning for scaling and expansion with Gary Elekes. Building upon the essential insights shared in part one, this episode delves deeper, bringing together the valuable lessons to help you forge an actionable plan for your business growth.
Scaling a business isn’t just about theory; it’s about turning insights into action. In part two, Gary provides a roadmap for translating the strategic considerations discussed in the previous episode into a concrete plan. Whether you’re in the early stages of contemplating growth or actively engaged in scaling your operations, this episode equips you with actionable steps to navigate the complexities.
Gary emphasizes the need for a tailored approach. One size does not fit all when it comes to scaling, and in this episode, he guides you in customizing strategies that align with your unique business goals. From setting realistic timelines to identifying key performance indicators, Gary’s expertise ensures you’re not just planning for growth but executing it effectively.
The episode explores case studies and real-world scenarios, illustrating how businesses have successfully implemented scalable strategies. Gary draws on his wealth of experience to provide practical tips on overcoming challenges and leveraging opportunities during the scaling process.
Tune in to part two of Cracking The Code and join Gary Elekes as he transforms theoretical knowledge into practical steps. This episode is your actionable guide to taking the lessons from part one and applying them to your business, ensuring a well-executed plan for scaling and expansion.
Don’t miss the chance to gain actionable insights that can make a real difference in your business. Tune in and embark on the journey of turning scaling aspirations into a reality with Gary Elekes as your expert guide.
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This week on Cracking The Code, our host, Gary Elekes, takes you through the intricate process of planning for scaling and expansion in part one of a two-part episode. Whether you’re currently considering scaling or planning for future growth, Gary provides essential insights to ensure your business expansion is both successful and sustainable.
Scaling a business requires a strategic approach, especially if you’ve never operated on the scale you’re aiming for. Gary guides you through the planning stages, addressing critical questions. How do you determine the right scale for your business, and what factors should you consider during the planning process? Identifying hidden challenges is crucial, and Gary explores common problems that may arise during the scaling process.
In this episode, Gary emphasizes the importance of understanding the optimal size for your business. It’s not just about growing for the sake of growth; it’s about strategic expansion that aligns with your business goals and market demands. Gary shares valuable insights on how to set realistic growth targets and avoid common pitfalls associated with rapid expansion.
As the first part of this two-part series, the episode lays the foundation for a comprehensive exploration of the intricacies involved in scaling a business. Whether you’re a seasoned business owner or a budding entrepreneur, Gary’s expertise will equip you with the knowledge needed to navigate the challenges of scaling and ensure a smooth and successful expansion journey.
Tune in to Cracking The Code and join Gary Elekes as he provides actionable advice on planning for scaling and expansion, setting the stage for the growth and success of your business.
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On this week’s Cracking The Code, host Drew Cameron is joined by Cynthia Adams, CEO of Pearl Certification, to delve into the intricacies of the Inflation Reduction Act. The Act, designed to curb the adverse effects of inflation, holds particular relevance for contractors by giving them special discounts and rebates to offer to their customers.
As the show unfolds, Adams adeptly navigates through the nuances of the Inflation Reduction Act, providing contractors with invaluable insights. The act’s impact on pricing strategies, cost management, and overall financial stability becomes a focal point. By dissecting the complexities, the show equips contractors with actionable knowledge to mitigate potential challenges.
The absence of quotation marks is intentional to maintain a conversational and informative tone, aligning with the nature of a podcast-style show. This approach allows the content to flow seamlessly, providing a comprehensive understanding of the Inflation Reduction Act and its implications for contractors.
In this engaging episode, Adams goes beyond the surface, unraveling the layers of the Act to offer practical strategies. Contractors gain a strategic advantage by adopting a nuanced approach to the complexities of the legislation. The show emphasizes the need for contractors to align their practices with the Act, ensuring compliance while optimizing their business operations.
The “Cracking The Code” show becomes a valuable resource, facilitating a deeper comprehension of the Inflation Reduction Act’s impact on the contracting industry. As Adams shares her expertise, contractors are empowered to make informed decisions, effectively steering their businesses through the challenges posed by economic fluctuations.
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Creating a distinct identity for your HVAC company is crucial in a competitive market. Setting your business apart from local competitors requires a strategic approach to showcase quality and expertise. The differentiation process is not only about standing out but also about communicating your commitment to excellence to potential customers.
Investing time and resources in this endeavor can lead to significant returns. One effective way to elevate your brand is by leveraging organizations like Pearl Certification. By obtaining accreditation from a recognized entity, such as Pearl Certification, your business gains a “gold star” status that extends beyond the local level. This national acknowledgment not only reinforces your commitment to quality but also builds trust and credibility with consumers.
In a podcast interview between Flow Odyssey President and Contractor University faculty member Drew Cameron and Pearl Certification Co-Founder and CEO Cynthia Adams, the discussion likely delves into the importance of this accreditation in shaping consumer perception. When customers recognize a national brand associated with your local business, it can positively influence their decision-making process.
Furthermore, the podcast might explore how such accreditation aligns with the values of Contractor University, emphasizing the significance of continuous learning and industry best practices. Overall, the blog post attached to this podcast aims to shed light on the impact of differentiation on HVAC companies, offering insights and strategies for businesses looking to position themselves as leaders in their communities.
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Establishing a robust set of “rules of engagement” for your service team is crucial when facing the age-old dilemma of whether to repair an existing utility or opt for a complete system replacement. This decision-making process has endured in the contracting world, posing a challenge that demands a thoughtful approach. By developing a clear and informed strategy, your service technicians become equipped with the expertise needed to navigate this quandary when interacting with customers in their homes.
A well-defined repair vs. replace framework serves as a guiding principle for your service techs, offering a structured approach when presenting options to customers. This ensures that technical information is relayed clearly, providing customers with a comprehensive understanding of the situation before they make a decision. Often, customers might assume that techs are motivated solely by profit, emphasizing the need for transparent communication. In reality, a rational and informed decision is paramount for customers, as it prevents them from overspending on unnecessary replacements or repeatedly repairing a fundamentally flawed unit
Empowering your service team with the knowledge to make these distinctions not only saves time and effort but also results in fewer service calls and expenses for your customers. Ultimately, a well-informed decision-making process benefits both your business and the customers you serve, fostering trust and satisfaction in every interaction.
That’s where Contractor University’s new 5-part on-demand video course comes in. In this course, you will be able to watch the following training videos designed to help with the evergreen dilemma of Repair vs. Replace. Listen to the first episode here for free!
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Gary Elekes takes the helm once again, steering the course qualifying and setting leads so that your company can run its sales process as smoothly as possible. Making sales that align with the overarching goals of your business isn’t just a strategy; it’s a philosophy that permeates every aspect of your operations. In this insightful presentation, Gary delves into the multifaceted approach needed to achieve sales that truly contribute to your business’s success.
One key aspect of maximizing sales productivity is reimagining the onboarding process. Gary emphasizes the importance of making this phase faster and more intentional. By streamlining onboarding, new recruits can swiftly transition into their roles, armed with the knowledge and tools they need to contribute meaningfully. This intentional approach isn’t just about getting recruits to work faster; it’s about setting the stage for long-term success by providing a solid foundation for growth.
One key aspect of maximizing sales productivity is reimagining the onboarding process. Gary emphasizes the importance of making this phase faster and more intentional. By streamlining onboarding, new recruits can swiftly transition into their roles, armed with the knowledge and tools they need to contribute meaningfully. This intentional approach isn’t just about getting recruits to work faster; it’s about setting the stage for long-term success by providing a solid foundation for growth.
Transparency is a linchpin in the quest for heightened productivity. Gary Elekes advocates for being fully transparent with employees about the reasons behind certain processes and protocols. When team members understand the “why” behind the “what,” they are more likely to embrace and execute tasks with a sense of purpose. This transparency fosters a culture of trust and collaboration, essential elements for achieving collective goals.
In the ever-evolving landscape of business, recruitment processes cannot remain static. Gary stresses the importance of keeping recruiting practices up to date with the changing times. This involves leveraging modern technologies, understanding the shifting dynamics of the workforce, and aligning recruitment strategies with the current demands of the market. An agile recruitment process ensures that your team is composed of individuals equipped to navigate the challenges and opportunities of today’s business environment.
As Gary Elekes unfolds strategies for setting minimum parameters around service calls, the focus is on optimizing lead generation. Wasting precious time on jobs with low returns is a common pitfall. Gary provides insights into fine-tuning the lead generation process, ensuring that service technicians invest their efforts where they yield the greatest impact. It’s a strategic approach that aligns sales efforts with the revenue goals of the business.
In conclusion, Gary Elekes’ comprehensive presentation goes beyond the surface of sales strategies. It delves into the intricacies of efficient onboarding, transparent communication, adaptive recruitment processes, and optimized lead generation. By embracing this holistic approach, businesses can unlock the true potential of their sales teams, making sales that not only match but elevate the goals of the organization.
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Are the customers you serve serving your business effectively? In this week’s enlightening session, Gary Elekes dives into the qualifying and setting leads, shedding light on why it’s not just about acquiring leads but ensuring that each lead aligns seamlessly with your business goals. The success of a contracting business is intricately linked to the quality, rather than the sheer quantity, of leads.
Gary Elekes emphasizes the importance of aligning your sales process with the scale and objectives of your contracting company. It’s not a one-size-fits-all approach; rather, it’s a strategic alignment that ensures the services your business provides are in sync with the needs and expectations of the customers. By carefully curating your leads, you optimize your sales process to deliver maximum impact and sustainable growth.
Lead vetting is an art that requires precision and foresight. Gary Elekes guides you through the process of evaluating potential customers to determine if their requirements align with what your business offers. This strategic vetting is a proactive step to ensure that your team’s time and resources are invested where they will yield the greatest return.
Time is a precious resource, especially in the contracting business. Gary Elekes’s insights empower you to minimize wasted time by focusing on leads that hold the highest potential for conversion. By refining your lead vetting process, you enhance the efficiency of your sales team and create a streamlined pathway to success.
Ultimately, the goal is to create a mutually beneficial relationship between your business and your customers. Gary Elekes’s approach to lead vetting is centered around fostering partnerships that not only meet the needs of the customers but also contribute to the growth and prosperity of your contracting business.
In conclusion, the key to optimizing your sales process in the contracting industry lies in strategic lead vetting. Gary Elekes’s expertise provides you with the tools to align your business goals with the services you offer, refine your lead vetting process, minimize wasted time, and ensure that each customer contributes to the success of your contracting enterprise. It’s about quality over quantity, strategic alignment, and creating a pathway for sustained growth and profitability.
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The sales process is the backbone of any thriving business. It’s the engine that drives growth, revenue, and overall success. In this week’s installment, Drew Cameron takes you on a journey to unlock the true potential of your business by delving into the intricacies of a finely-tuned and tested sales process. This exploration isn’t just about making a sale; it’s about crafting an artful and strategic approach that aligns seamlessly with your business goals.
One of the foundational principles of boosting your sales is aligning your process with your unique business vision and objectives. Drew Cameron’s insights will guide you in identifying where your sales process currently stands and how it fits into your overarching business strategy. It’s about ensuring that every step in your sales journey contributes meaningfully to your growth and success.
To fine-tune your sales process, you must be willing to ask critical questions about your business. Are you targeting the right audience? Is your messaging resonating with potential customers? Are your sales tactics optimizing conversion rates? Drew Cameron’s expertise will help you navigate these questions and more, shedding light on areas where adjustments can make a significant impact.
The journey to a finely-tuned sales process is an ongoing one. It’s about embracing a culture of continuous improvement. Drew Cameron’s insights empower you to view your sales process as a dynamic entity, ready to evolve and adapt in response to changing market dynamics and customer preferences.
Ultimately, the goal is to maximize the impact of your sales efforts. It’s not just about closing deals; it’s about nurturing relationships, delivering value, and creating brand advocates. Drew Cameron’s guidance provides you with the tools to transform your sales process into a customer-centric journey, where every interaction leaves a positive impression.
In conclusion, sales are the lifeblood of your business, and the key to elevating your sales lies in a finely-tuned and tested process. Drew Cameron’s expertise will equip you with the knowledge and strategies to align your sales process with your business goals, ask the right questions for improvement, and create a culture of continuous refinement. This journey is about more than just increasing sales; it’s about building a sustainable path to lasting success.
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Unsure of exactly how to manage keeping your price rates competitive while covering costs and increasing profits? This week, Gary Elekes gives Part Two of his presentation on his proven formula for pricing, based on his decades of experience in the home services industry. He’ll help you get comfortable with your balance sheet and teach […]
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Selling service agreements is a fundamental strategy that the most successful contracting companies use to achieve continuous growth. This week, Weldon Long continues our segment on “Core Strategies” to give you proven techniques that will help you grow your service agreement customer base. Many times, the job of selling service agreements falls on the service […]
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There are certain strategies that every business owner can utilize to consistently achieve top-tier results. In episode one of a new series on core strategies, Gary Elekes introduces 3 key elements of your Demand Service Process and how to make your customers feel valued during every interaction. Plus, Weldon Long introduces UNFILTERED, EGIA’s new show […]
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Indoor Air Quality (IAQ) products present an opportunity to improve the health and wellness of your customers and can greatly increase your revenue. Steve Mores joins Cracking the Code for part 2 of our continuing series on IAQ to help you provide dynamic solutions for your homeowners’ indoor air quality needs. All that and more, […]
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To thrive in the shoulder seasons, you have to capitalize on every opportunity once you’re in the home. This week, Steve Mores joins Cracking the Code to explain the true value of Indoor Air Quality (IAQ) products to help you offer more solutions to homeowners without increasing your overhead. All that and more, on this […]
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If you want to thrive in the slow season, you have to make sure your service techs aren’t leaving money on the kitchen table. This week, Weldon Long helps you teach your technicians exactly what to say to your customers to capitalize on every opportunity and maximize revenue. All that and more, on this week’s […]
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When business slows down in the fall, contractors must focus on ways to create urgency for homeowners to buy. On this week’s Cracking the Code podcast, Weldon Long and Gary Elekes demonstrate how a non-pushy “repair vs. replace” conversation with your customers can help you generate more revenue during the shoulder season. All that and […]
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Using technology can help you sell more upgrades and accessories at better margins. This week, special guest John Anderson of Silver Bullet Price Page introduces software that can help you streamline your in-home sales presentation and easily offer financing to your contracting customers. All that and more, on this week’s episode of Cracking the Code!
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People will spend 10% more for the same product with better customer service. On this week’s Cracking the Code Podcast, Gary Elekes introduces three key elements to building an excellent customer experience and explains how to align your entire company to deliver on that experience each and every time. All that and more, on this […]
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With summer winding down, mild temperatures mean less urgency for your homeowners to make purchases. On this week’s Cracking the Code Podcast, Weldon Long revisits the basics of the sales process and helps you prepare your team for success during the fall shoulder season. Plus, your CSRs will learn how to align their processes with […]
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Excellent customer service is no longer a nice-to-have, it’s a must-have! On this week’s Cracking the Code Podcast, Gary Elekes explains why a positive customer experience is crucial to the success of your contracting company. Plus, Gary also describes the value of online reviews and Weldon Long helps you get back to the basics of […]
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Using promotions can help you continue to sell during seasons where extreme weather isn’t creating urgency for homeowners to buy. This week, our experts explain why promotions are necessary and how you can utilize them to keep business booming year around. All that and more, on this week’s episode of Cracking the Code!
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Finding techniques to disarm difficult customers and provide a great customer experience is key to the success of your contracting company. In this week’s episode of Cracking the Code, learn how to keep your homeowners comfortable throughout the sales process by using third-party validation and analogies they can understand. Plus, your selling techs will learn […]
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Service agreements are an important tool that keeps business flowing during the shoulder seasons. In this week’s episode of Cracking the Code, Gary Elekes explains the wide-ranging benefits of service agreements and how to get your technicians to sell more of them. Plus, your CSRs will learn how to handle the time objection and your […]
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Having a transparent conversation with your homeowners about price considerations can help you close more deals. In this week’s Cracking the Code episode, learn how to use third-party validation to strengthen your brand value and overcome the price objection. Plus, your CSRs will learn how to prevent one leggers and your selling techs will learn […]
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It’s important to capture as much customer information as possible to give your sales staff the best opportunity to convert leads into revenue. In part nine of our continuing summer training, Weldon Long outlines the perfect approach to qualifying your leads and improving sales by staying focused on the customer. Plus, your sales people will […]
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What actually protects homeowners – empty promises from random companies or the demonstrated trustworthiness of your brand? In part eight of our continuing summer training, our expert faculty introduces the first step in building trust with your homeowners to overcome the 3 bid objection. Your CSR’s will also learn the true value of every lead […]
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Effective sales is about high service, never about high pressure. In part seven of our continuing summer training, Weldon Long outlines a solutions-driven sales approach to help your technicians prioritize the needs of your customers. Plus, our team of experts offer valuable sales strategies that will help your CSR’s and sales people achieve next-level results. […]
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A successful call center is the cornerstone of any great contracting company. In part six of a continuing summer series, Brigham Dickinson gives you the tools to build a world-class team of CSR’s that consistently books calls. Plus, Gary Elekes helps your service techs set goals and Weldon Long gives your sales advisors the first […]
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Success is the result of a positive mindset and when you choose to be successful, there’s no limit to what you can achieve. In part five of a continuing summer series, our team of contracting experts focus on CSR, technician, and sales training to help you set and accomplish meaningful goals. Plus, Gary Elekes talks […]
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Any time you have the opportunity to serve, you have the opportunity to win. In part four of a continuing series on summer training, Brigham Dickinson introduces the Pattern for Excellence to help you provide a “WOW” experience for you customers. Plus, Gary Elekes talks about the importance of offering whole-home services to your homeowners, […]
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If you’re not changing, you’re not growing. In part three of a continuing series on summer training, Gary Elekes concludes his customer experience CSR training and Weldon Long teaches you how to convert undecided leads into customers with a value-based approach. All that and more, on this week’s episode of Cracking the Code!
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During the summer busy season, an overwhelmed team can often lose sight of the bigger picture. Continued training can realign your technicians, CSRs, and salespeople with your company goals. In this week’s Cracking The Code episode, Weldon Long introduces part two of a continuing summer training series to align your CSR’s behaviors with your brand […]
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For some companies, 70% of revenue is generated during the summer time. When you’re so busy, training can often suffer. In this week’s #CrackingTheCode episode, Weldon Long introduces a series of short trainings you can give your technicians, CSRs, and salespeople to keep your business running smoothly through the chaos of summer. All that and […]
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Proactively dealing with objections can help maintain your average ticket during the summer busy season. In this week’s #CrackingTheCode episode, Weldon Long demonstrates a systematic approaches to overcoming objections and holding margins during the sales process. All that and more, on this week’s episode of Cracking the Code!
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Focusing on the right priorities during the summer can prime your contracting business for success throughout the rest of the year. Weldon Long introduces the importance of driving your service agreement base and making sure your salespeople are properly trained on the repair-vs-replacement conversation. Plus, Gary Elekes explains how to provide an exceptional customer experience […]
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The last thing we want to do is lose an opportunity during the summer. Weldon Long demonstrates a role playing exercise that can help dial in your customer service representatives and dispatchers to capitalize on every opportunity. Plus, Gary Elekes explains how to effectively dispatch the right technician to every call. All that and more, […]
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Is your contracting business equipped to maximize your profits during the summer busy season? Weldon Long discusses why holding margins is especially important during the busy summer season and Gary Elekes teaches you how to structure your pricing to maximize profits year around. Plus, our panel of experts discuss how to transition from hourly wage […]
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What gets measured gets done! In part five of an ongoing series on service technician training, Weldon Long explains why accountability is an important tool to drive consistent and permanent results. Plus, Gary Elekes discusses performance reviews and the experts outline the challenges and opportunities involved in acquiring another company. All that and more, on […]
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The majority of all sales presentations end without the salesperson formally asking for the order even once. In part four of an ongoing series on service technician training, Weldon Long introduces the final steps of the R.I.S.C. process to show you how to provide solutions and more importantly, conclude your sales presentation by securing a […]
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Customers rely on your expertise as a home services professional to solve their problems, even if they’re unaware a problem exists. In part three of an ongoing series on service technician training, Weldon Long introduces step two of the R.I.S.C. process and how you can utilize the “investigation” stage to diagnose problems and deliver solutions. […]
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Consistent results come from consistent activities. Whether it’s instillation, maintenance, or sales, you must follow a process to get reliable results. This week, Weldon Long explains the RISC process to help you systematically approach sales opportunities and improve your close rate. Plus, Gary Elekes outlines his technician sales training process and Drew Cameron discusses helping […]
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Selling is about high service, never about high pressure. This perspective lies at the core of the Prosperity Mindset. This week, Weldon Long explains how to shift your selling approach to create more opportunities. Plus, resident experts Mike Treas and Gary Elekes discuss improving communication and preparing yourself for success. All that and more, on […]
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What are you really losing when you fail to convert a lead? Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close. This week, Weldon Long provides a detailed explanation of how to find your average revenue lead and why it matters. […]
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Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round. This week, Weldon Long welcomes Gary Elekes to outline the ways you can use your service agreements as a marketing tool to reach customers that LOVE doing business with your company. Plus, our “Ask the Experts” panel explains […]
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Pricing your maintenance agreements too low is a surefire way to sink your home services business. But proper pricing isn’t rocket science, you just need the right approach! This week, Weldon Long welcomes leading expert Gary Elekes to outline the key considerations you’ll need to assess when setting your service agreement pricing. Plus, our “Ask […]
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Bundling IAQ products together is a powerful way to solve your customer’s problems while your techs are already in the home for a service maintenance call. But make sure you know when to get out the price list, and when to just listen to the client and simply say “OK.” This week, Weldon Long once […]
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Planned maintenance is a great chance to have face time with the customer and remind them that your company stands behind your equipment. But it can also be a great opportunity to drive revenue when it may not be your busy season. How? This week, Weldon Long welcomes resident IAQ expert Steve Mores, and the […]
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Are your prices too high? Maybe. But it’s even more likely that they’re too low. And that’s the best way to work hard and still fail to make a profit. This week, Weldon Long welcomes Gary Elekes to explain the proper way to set a service labor rate — and how to establish a higher […]
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Price is always at the forefront of customers’ minds. But when you deliver superior service — and you do, right? — you won’t always beat the cheap guy on price. So how can you minimize the price objection in the customer’s eyes? Third-party validation. This week, Weldon Long explains how to use that third-party validation […]
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Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation. All that and more, in the latest podcast episode!
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How can you build trust with a suspicious homeowner? How can you ensure your prices are perfectly set to balance profitability and customer-appeal? How can you adapt your sales process to millennials and other generations? All that and more, in the latest podcast episode!
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In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections — and why objections may not be such a bad thing. Plus, a segment on how to properly set goals and use them to drive success, and a discussion on the latest Snapshot […]
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To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services? In the latest episode of Contractor Coffee Club, Mark Matteson lays out strategies for boosting the belief in what you’re doing, along with three other habits that are proven to boost your business. Plus, […]
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In a special episode of the Contractor Coffee Club, Mark welcomes Bruce Matulich, chairman of the EGIA Foundation. Bruce discusses the mission and activities of the 501(c)(3) nonprofit, which is dedicated to turning around the industry’s workforce shortage by using scholarships, research and other initiatives to attractive more, younger people to the industry. And Mark […]
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Everyone has room for improvement, at work or in their personal lives. Anyone could book one more call, close one more sale. But how do you change well-established habits? In the latest episode of Contractor Coffee Club, host Mark Matteson talks about the importance of setting a new normal and explains how to set a […]
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Mastering sales is the theme on the latest episode of Contractor Coffee Club. This time, host Mark Matteson shares the 10 most proven strategies embraced by industry leaders across the board — strategies that result in unrivaled success and, in one particular case, a 95% close ratio.
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Less than 15 years ago, Parker & Sons did $7 million in sales. In 2018, they’ll surpass $100 million. How did they accomplish such incredible growth? In the latest episode of Contractor Coffee Club, Parker & Sons owner Paul Kelly joins host Mark Matteson to explain exactly what he’s done, what his company focuses on, […]
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“Forget trying to sell your prospects; let them buy. People buy you.” In the latest episode of the Contractor Coffee Club podcast, host Mark Matteson explains the power of asking “why?” — for both you and your customer. Plus, he lays out the proven sales script he’s refined over the decades, and how to use […]
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How can you set yourself apart from your competition — truly differentiate yourself from the field? Consultant, educator and “resultant” Drew Cameron joins Mark Matteson in the latest episode of the Contractor Coffee Club podcast, to offer his tried and true strategies to not just make yourself a better version of the competition — but […]
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In the latest episode of the Contractor Coffee Club podcast, Mark Matteson taps his decades of HVAC sales experience to lay out some simple rules for sales success, in the latest episode of the acclaimed podcast. He explains the secret weapon that’s more valuable than anything else when it comes to closing sales and satisfying […]
The post The Sales Secret Weapon | Podcast first appeared on My Contractor University | Dashboard.
95% of visitors are leaving contractors’ websites without doing anything. They don’t take action. They don’t book a call. That’s not only a wasted opportunity, but potentially mass amounts of wasted marketing dollars. In the latest episode of Contractor Coffee Club, Mark Matteson welcomes Trevor Flannigan, COO of HomeServiceChats, who talks about strategies for converting […]
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Mark Matteson continues his series on sales in the latest episode of Contractor Coffee Club. This time, Mark offers seven things that will drive your sales mentality and success rate, along with other strategies and tactics that have helped him master HVAC sales over the last several decades. Plus, a look at industry research data […]
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Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson. In the latest episode of Contractor Coffee Club, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments — and can help you, too. Plus, he discusses […]
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Isaac Heating and Air, out of Rochester, NY, has seen rapid growth and expansion over the last few decades, with plenty more underway. And that growth has been built on two pillars as much as anything else: company culture and extensive (and continuing) training. In the latest episode of Contractor Coffee Club, Mark Matteson welcomes […]
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Technical training meets contractor business development in the latest episode of the Contractor Coffee Club podcast. David Holt, director of business training and coaching at National Comfort Institute, a leading technical training organization for home services contractors, joins Mark Matteson this week. David and Mark talk about measuring the unseen metrics in order to grow […]
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The difference between excelling in your work and simply keeping your head above water? Consistency. Perfect the process and run it consistently and, more often than not, you’ll succeed. Mark Matteson talks consistency and its role in success, on the latest episode of Contractor Coffee Club.
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Great contracting companies start at the top with leadership. Leadership sets the tone for the rest of the team, putting talented people in a position to excel and helping bring the best out of those who could use a little more attention. Good leadership allows the owner to step away for a day, a week, […]
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What’s the difference between a job, a career, and a calling? And how can you turn your job into your calling — and make yourself irreplaceable to your employer or your customer in the process? Mark Matteson explains on the latest episode of Contractor Coffee Club. Plus a Snapshot Survey focus on vehicle fleet and […]
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The most successful contractors offer financing with every purchase. Not only can it increase the average ticket, it can improve customer satisfaction, enabling homeowners to buy the unit that’s the best fit for them without breaking the bank — rather than just purchasing the cheapest unit, even it’s wrong for them. Contractor financing guru Eric […]
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Where performance is measured, performance improves. But how do you know what to measure? And how can you use that measurement to ensure your performance — salespeople, service techs, anyone — is where it should be? Mark Matteson explains that and more in the latest episode of Contractor Coffee Club. Plus, how the simple method […]
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In 5 years, New York Times bestselling author Weldon Long went from an ex-convict in a homeless shelter to building an Inc. 5000 HVAC company with over $20,000,000 in sales – and he did it by adopting the “Prosperity Mindset” and perfecting the sales process. In the latest episode of Contractor Coffee Club, Weldon joins […]
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Josh Kelly, co-founder of RevuKangaroo, a leading online reputation management system, joins Mark Matteson on the latest episode. Josh explains not just what contractors needs to know when it comes to their Yelp, HomeAdvisor, Google and Facebook reviews affecting their search engine ranking, but also some of the marketing and operational strategies he used to […]
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In part 3 of an ongoing series, Mark Matteson talks about how attitude and goal-setting can yield big results on the job and off, paying particular attention to how those simple ideas helped transform him from a service tech to his company’s best salesperson. Plus a peek at the latest Snapshot Survey summary report on […]
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What can contractors learn from someone in the supply side of the home services industry; someone with a history working with contractors as well as manufacturers? In our latest episode, host Mark Matteson welcomes Ryan Kalmbach, CEO of Johnstone Supply, Fresno Group, who shares some interesting insights and experiences from his nearly two decades with […]
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In part two of our “Sparking Your Success” series, host Mark Matteson continues adapting his bestselling book for professionals. Today, he explains the importance of how you talk to yourself, and how setting different habits can change your life — professionally and beyond. Plus, Mark’s response to the latest Contractor Snapshot Survey on annual budgets.
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In our latest episode, host Mark Matteson welcomes the industry-renowned HVAC Sales Coach Mike Treas to the microphone. Mike offers his take on the issues and opportunities facing the industry right now, how he got started, and dives into the Ask the Experts calls he’s featured in every week, where he responds in real-time to […]
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James Leichter has accomplished a lot over his decades in the home services industry, founding companies like Aptora and Mr. HVAC, as well as establishing himself as a renowned industry consultant and founding faculty member of EGIA Contractor University. In our latest episode, host Mark Matteson talks with James about their histories in the industry, […]
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In part one of a three-part series, host Mark Matteson relates his book, “Sparking Your Success,” to the home services industry, illustrating various motivational techniques, self-improvement strategies and more that can maximize individual and company performance. Additionally, Mark responds to a Snapshot Survey question on whether training new hires who already have experience is necessary, […]
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The founder and president of Power Selling Pros, Brigham Dickinson is a renowned name in the home services industry. Brigham, an EGIA Contractor University faculty member, is a leading authority on customer service and call-handling, and how they can drive sales within an organization. In the latest episode of the Contractor Coffee Club podcast, Brigham […]
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In the third episode of the Contractor Coffee Club podcast, host Mark Matteson taps his unique background and shares some of the valuable lessons and singular strategies he’s learned over his four decades in sales and contracting. Plus Mark answers contracting questions submitted by listeners and previews his upcoming webinar on how to achieve 75% […]
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Every market is different, but there are some universal best practices in the home services field; tactics that can contribute to success in any city, any company, any year. In our latest episode, host Mark Matteson chats with his friend Rick Busby about some of the strategies and insights that have helped guide Busby’s Heating […]
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In the first episode of the Contractor Coffee Club podcast, host Mark Matteson shares 10 key human relations principles – inspired by Dale Carnegie’s book How to Win Friends and Influence People – that can help home services contractors make meaningful connections with their customers and coworkers. These principles reveal that the easiest way to […]
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