EGIA Contractor University

“Cracking the Code” Podcast Archive


Introduction to Google Local Services for Contractors

Episode: 100 | May 25th, 2020

On this week's Cracking the Code podcast, Gary Elekes discusses how to utilize Local Services by Google to generate leads for your contracting company.

Digital Marketing with iMarket Solutions

Episode: 99 | May 18th, 2020

On this week's Cracking the Code podcast, learn how to implement digital marketing strategies to capture more leads and increase revenue for your home services business.

Comfort Advisor Social Styles Pt. 2

Episode: 98 | May 11th, 2020

On this week's Cracking the Code podcast, Gary Elekes continues his segment on comfort advisor social styles to help you adapt your sales presentation to the unique needs of each customer.

Comfort Advisor Social Styles Pt. 1

Episode: 97 | May 4th, 2020

On this week's Cracking the Code podcast, Gary Elekes continues his segment on successful sales strategies to help you understand how to adapt to individual customer social styles.

The Lead Coordination Function in Sales

Episode: 96 | April 27th, 2020

On this week's Cracking the Code podcast, Gary Elekes discusses the lead coordination function in sales to help you create a seamless brand experience.

Prepping Your Credibility Sales Manual

Episode: 95 | April 20th, 2020

On this week's Cracking the Code podcast, Gary Elekes teaches you how to prep your credibility sales manual to build trust with potential customers.

The Introduction to Sales Basics Pt. 2

Episode: 94 | April 13th, 2020

On this week's Cracking the Code podcast, Gary Elekes completes his series on the fundamentals of sales basics to help you refine your revenue generation strategy.

The Introduction to Sales Basics Pt. 1

Episode: 93 | April 6th, 2020

On this week's Cracking the Code podcast, the master of contractor sales, Gary Elekes, kicks off a series to share over 30 years of proven sales techniques.

Finding the Right Business Operating System

Episode: 92 | March 30th, 2020

In this week's Cracking the Code podcast, James Leichter helps contractors identify an effective business management software.

The Fundamentals of Sales Management Part 2

Episode: 91 | March 23rd, 2020

In this week's Cracking the Code podcast, Gary Elekes continues his series on sales management to help you learn the fundamentals.

The Fundamentals of Sales Management Pt. 1

Episode: 90 | March 16th, 2020

On this week's Cracking the Code podcast, Gary Elekes teaches you how to develop the fundamentals of sales management to help boost day-to-day performance.

Implementing Ongoing Education at Your Company

Episode: 89 | March 9th, 2020

On this week's Cracking the Code podcast, learn how implementing ongoing education at your company can increase employee performance and engagement.

Talking to Your Team About Your Personal Finances

Episode: 88 | March 2nd, 2020

On this week's Cracking the Code podcast, learn how to talk to your team about your personal finances in a way that makes sense.

Talking to Your Team About Money

Episode: 87 | February 24th, 2020

On this week's Cracking the Code podcast, James Leichter returns to teach you a strategy for talking to your team about money.

Increasing Service Revenue with a Diagnostic Approach

Episode: 86 | February 17th, 2020

On this week's Cracking the Code podcast, James Leichter demonstrates how to increase service revenue with a diagnostic approach.

How to Involve Homeowners in the Perfect Service Call

Episode: 85 | February 10th, 2020

On this week's Cracking the Code podcast, Weldon Long continues his segment on the perfect service call with steps 2 and 3 of the process.

3 Steps to Running a Perfect Service Call

Episode: 83 | February 3rd, 2020

On this week's Cracking the Code podcast, learn Weldon Long's 3-step process for running a perfect service call.

Using Load Calculations to Build Trust During the Sales Process

Episode: 82 | January 27th, 2020

On this week's Cracking the Code podcast, learn how to use load calculations to establish credibility and trust to support your sales process.

How to Calculate Your Labor Rates

Episode: 81 | January 20th, 2020

On this week's Cracking the Code podcast, financial expert Gary Elekes illustrates in simple terms what factors need to go into establishing your demand service labor rate.

The Crucial KPIs to Track for Long-Term Success

Episode: 80 | January 13th, 2020

On this week's Cracking the Code podcast, EGIA's expert faculty shares 10 crucial KPIs that will help you optimize operations and sustain a positive cash flow throughout the year.

In Contracting, What Gets Measured Gets Done

Episode: 79 | January 6th, 2020

On this week's Cracking the Code podcast, EGIA's expert faculty introduces you to key performance indicators (KPIs) you should be tracking to improve your operations and keep your contracting business profitable year-round.

The Step-by-Step Process of Developing a Business Plan

Episode: 78 | December 16th, 2019

On this week's Cracking the Code podcast, EGIA's expert contracting faculty teaches you the step-by-step process of developing a business plan.

Why You Must Have an Operating Plan

Episode: 77 | December 9th, 2019

On this week's Cracking the Code podcast, learn why you must have an operating plan that aligns with your brand promise.

How Your Brand Promise Drives Revenue

Episode: 76 | December 2nd, 2019

Customer service should be at the heart of your brand promise because customers will spend 10% more for the same product if they receive better customer service.

The Importance of Your Brand Promise

Episode: 75 | November 25th, 2019

Your brand promise identifies the character of your company and it's important to communicate that to everyone in your marketplace.

Why Service Agreements are Great for Your Customers

Episode: 74 | November 18th, 2019

On this week's Cracking the Code podcast, Weldon Long continues our segment on “Core Strategies” focused on helping you develop and deliver your brand promise.

Catalyze Growth by Prioritizing Service Agreements

Episode: 73 | November 11th, 2019

On this week's Cracking the Code podcast, Weldon Long continues our segment on “Core Strategies” to give you proven techniques that will help you grow your service agreement customer base.

How to Build Relationships and Investigate Customer Pain

Episode: 72 | November 4th, 2019

On this week's Cracking the Code podcast, Gary Elekes explains two critical aspects of the demand service process - building relationships and diagnosing problems.

Developing a Demand Service Process that Maximizes Profits

Episode: 71 | October 28th, 2019

Consistent effort achieves consistent results. In this week's Cracking the Code, Gary Elekes teaches you 3 key elements for developing a demand service process that maximizes profits.

Communicating the Value of IAQ to Your Homeowners

Episode: 70 | October 21st, 2019

Steve Mores of Dynamic Air Quality Solutions returns to Cracking the Code to teach you how to communicate the value of IAQ to your homeowners.

Understanding the True Value of Indoor Air Quality

Episode: | October 14th, 2019

Understanding the true value of Indoor Air Quality can help you provide more solutions to the homeowner and increase your average ticket without increasing your overhead.

6 Crucial Conversations to Maximize Revenue

Episode: 68 | October 7th, 2019

On this week's Cracking the Code Podcast, Weldon Long gives you 6 crucial conversations to maximize revenue and capitalize on every opportunity.

The Secret to a Painless “Repair vs. Replace” Conversation

Episode: 67 | September 30th, 2019

Weldon Long and Gary Elekes teach you how to have a non-threatening "repair vs. replace" conversation to drive revenue in the shoulder season on this week's Cracking the Code show.

Using Technology to Drive Profit

Episode: 66 | September 23rd, 2019

Special guest John Anderson of Silver Bullet Price Page joins Cracking the Code to explain how contractors can use technology to drive profit.

3 Steps to a Powerful Customer Experience

Episode: 65 | September 16th, 2019

Customer service is the cornerstone to any successful contracting company. In this week's Cracking the Code podcast, learn the 3 steps to a powerful customer experience.

Mistakes to Avoid After the Summer Busy Season

Episode: 64 | September 9th, 2019

Mild temperatures mean less urgency for your homeowners to make purchases. Weldon Long gives you the key mistakes to avoid after the summer busy season is over.

How to Increase Profit by Improving Customer Service

Episode: 63 | September 2nd, 2019

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.

Running Promotions in the Slow Seasons

Episode: 62 | August 26th, 2019

Running promotions in the slow seasons is necessary to sustain your business year around. Learn how to execute effective promotions in this week's Cracking the Code podcast.

How to Sell to Tough Customers

Episode: 61 | August 19th, 2019

Learn how to keep your homeowners comfortable throughout the sales process and provide a great customer experience in this week's Cracking the Code podcast.

Communicating the Value of Service Agreements

Episode: 60 | August 12th, 2019

Service agreements are an important tool that keeps business flowing during the shoulder seasons. Learn how to effectively communicate the value of service agreements to your homeowners in this week's Cracking the Code podcast.

How to Overcome the Price Objection

Episode: 59 | August 5th, 2019

Learn how to overcome the price objection by using third-party validation to strengthen the value of your contracting services.

Improving Sales by Focusing on the Customer

Episode: 58 | July 29th, 2019

Weldon Long outlines the perfect approach to improving sales by staying focused on the customer in part nine of our continuing summer training series.

How to Destroy the 3 Bid Objection

Episode: 57 | July 22nd, 2019

Learn how to destroy the 3 bid objection by demonstrating the trustworthiness of your brand and making your home owners feel safe.

Diagnosing Problems and Recommending Solutions

Episode: 56 | July 15th, 2019

Closing more home services contracts comes down to diagnosing problems and recommending solutions.

How to Keep Your Dispatch Board Full

Episode: 55 | July 8th, 2019

A successful call center is the cornerstone of any great contracting company. Learn the tools to build a world-class team of CSR's that consistently books calls on this week's Cracking the Code.

How to Produce the Contracting Results You Deserve

Episode: 54 | July 1st, 2019

In this week's Cracking the Code podcast, our team of experts continue their CSR, technician, and sales training to help you set and accomplish meaningful goals for your contracting company.

The Pattern For Excellence

Episode: 53 | June 24th, 2019

Consistent actions promote consistent results. In this week's Cracking the Code episode, learn the framework that will keep your CSRs, service technicians, and salespeople moving forward on a path of success.

How to Achieve Growth Through Change

Episode: 52 | June 17th, 2019

In part three of our summer training series, learn how changing your mindset towards CSR, service tech, and sales training can lead to success during the summer busy season.

Continued Summer Training for CSR’s and Salespeople

Episode: 51 | June 10th, 2019

In part two of our summer training series, learn how to align your CSR's behaviors with your brand experience and prepare your salespeople for success.

Driving Profit with Continued Summer Training

Episode: 50 | June 3rd, 2019

When you're busy during the summer, training can often suffer. Here are bite-sized training segments to help your employees continue to deliver exceptional service to your customers.

How to Improve Sales Skills During the Summer

Episode: 49 | May 27th, 2019

Proactively dealing with objections can help maintain your average ticket during the summer busy season.

Service Tech Priorities During the Summer

Episode: 48 | May 20th, 2019

Focusing on the right priorities during the summer can prime your contracting business for success throughout the rest of the year.

Improving CSR Skills During the Summer Season

Episode: 47 | May 13th, 2019

Improving the skills of your customer service representatives and dispatchers is a critical part of preparing for the summer busy season!

Pricing During the Summer Season

Episode: 46 | May 6th, 2019

Is your contracting business equipped to maximize your profits this summer? Learn how to price your products and services to capitalize on the summer rush.

Using Accountability to Achieve Goals

Episode: 45 | April 29th, 2019

What gets measured gets done! Learn how accountability can improve success at all levels of your contracting business in this week's Cracking the Code podcast.

Closing Sales Opportunities by Providing Solutions

Episode: 44 | April 22nd, 2019

Weldon Long explains how to conclude your in-home sales presentation by positioning yourself as competent and trustworthy.

Uncovering Customer Problems with the Investigation Process

Episode: 43 | April 15th, 2019

Customers rely on your expertise as a home services professional to solve their problems, even if they're unaware a problem exists.

The Right Process Promises Consistent Results

Episode: 42 | April 8th, 2019

Consistent results come from consistent activities. Whether it's instillation, maintenance, or sales, you must follow a process to get reliable results.

Becoming an Exceptional Service Technician with the Prosperity Mindset

Episode: 41 | April 1st, 2019

Selling is about high service, never about high pressure. This perspective lies at the core of the Prosperity Mindset.

Understanding Your Revenue Per Lead & Marketing Budget

Episode: 40 | March 25th, 2019

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.

Service Agreements as a Marketing Tool

Episode: 39 | March 18th, 2019

Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.

Pricing Maintenance Agreements

Episode: 38 | March 11th, 2019

Service agreements are the lifeblood of a contracting company. So pricing them properly is just as important. This week on Cracking the Code, Gary Elekes lays out the factors that need to go into every company’s pricing equation to ensure they’re set up for long-term financial success.

The Value of Saying ‘OK’

Episode: 37 | March 4th, 2019

Don’t always pull out the pricelist. Sometimes, the correct response to your customer is to simply listen and say “OK.” Steve Mores explains as he continues the discussion on selling IAQ during planned maintenance calls.

Driving Revenue During Planned Maintenance

Episode: 36 | February 25th, 2019

How can you drive offseason revenue, one of the most frequent problems for contracting companies? Take advantage of those planned maintenance opportunities. Weldon Long and IAQ expert Steve Mores discuss a few strategies for boosting revenue through IAQ and accessories on this week’s show.

Fixing Your Service Labor Rate

Episode: 35 | February 18th, 2019

Your prices are too low. This week, we talk about how to charge the higher labor rate you need to be profitable. And how, by delivering on your brand promise, your customer will be more satisfied as a result.

Closing More Deals with 3rd-Party Validation

Episode: 34 | February 11th, 2019

Your sales secret weapon? 3rd party validation. That’s how to get your customer focused on something besides price and start building trust and rapport. Weldon Long explains in the latest episode of Cracking the Code.

Using Guarantees to Sell More Systems

Episode: 33 | February 4th, 2019

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.

Dealing with Suspicious Homeowners

Episode: 32 | January 28th, 2019

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?

Overcoming Objections

Episode: 31 | January 15th, 2019

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.

Belief Builds Sales

Episode: 30 | January 1st, 2019

To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?

Building Tomorrow’s HVAC Workforce

Episode: 29 | December 15th, 2018

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 nonprofit, dedicated to turning around the industry's workforce shortage.

How to Change Your Comfort Zone

Episode: 28 | December 1st, 2018

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?

The 10 Qualities of Industry Leaders

Episode: 27 | November 15th, 2018

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.

How the $100 Million HVAC Company Was Built

Episode: 26 | November 1st, 2018

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?

The Power of a Proven Script

Episode: 25 | October 15th, 2018

"Forget trying to sell your prospects; let them buy. People buy you."

Differentiate From Other Contractors

Episode: 24 | October 1st, 2018

How can you set yourself apart from your competition -- truly differentiate yourself from the field?

The Sales Secret Weapon | Podcast

Episode: 23 | September 15th, 2018

Mark Matteson taps his decades of experience to lay out simple rules for sales success and explain the secret weapon that's more valuable than anything else when it comes to closing sales and satisfying customers.

Converting More Website Visitors | Podcast

Episode: 22 | September 1st, 2018

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, ...

7 Laws of Sales Success | Podcast

Episode: 21 | August 15th, 2018

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...

Mastering Sales and the 75% Close Ratio | Podcast

Episode: 20 | August 1st, 2018

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson. ...

How Training & Culture Drive Growth | Podcast

Episode: 19 | July 15th, 2018

In the latest episode of Contractor Coffee Club, Mark welcomes Eric Knaak, who explains the strategies, tactics and overarching philosophies that have helped build one of the Northeast’s most successful service companies.

How to Measure the Unseen | Podcast

Episode: 18 | July 1st, 2018

Technical training meets contractor business development in the latest episode of the Contractor Coffee Club podcast. . . .

Consistency is the Key to Success | Podcast

Episode: 17 | June 15th, 2018

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.

Proven Leadership Strategies with Gary Elekes | Podcast

Episode: 16 | June 1st, 2018

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, a month, and know the company can thrive without them.

Turn Your Job Into Your Calling | Podcast

Episode: 15 | May 15th, 2018

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 the value of vehicle wraps!

Financing Musts for Every Contractor

Episode: 14 | May 1st, 2018

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.

What Gets Measured Gets Done

Episode: 13 | April 15th, 2018

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 Mark calls the "Hour of Power" can transform your day-to-day life -- personal and professional.

Mastering HVAC Sales with Weldon Long

Episode: 12 | April 1st, 2018

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 host Mark Matteson to offer some strategies, stips and stories that helped him build his company and his mindset.

In Conversation with Josh Kelly, RevuKangaroo

Episode: 11 | March 15th, 2018

Josh Kelly, co-founder of RevuKangaroo, a leading online reputation management system, joins Mark on the latest episode. Josh explains not just what contractors need to know when it comes to how contractors' online reviews affect their Google rankings, but also relates how he took his family's HVAC company from $6.5 million to $80 million+ in ...

Sparking Your Success, Part 3

Episode: 10 | March 1st, 2018

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...

In Conversation with Ryan Kalmbach

Episode: 09 | February 15th, 2018

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?

Sparking Your Success, Part 2

Episode: 08 | February 1st, 2018

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...

In Conversation with HVAC Sales Coach Mike Treas

Episode: 07 | January 15th, 2018

In our latest episode, host Mark Matteson welcomes the industry-renowned HVAC Sales Coach Mike Treas to the microphone...

In Conversation with James Leichter

Episode: 06 | January 1st, 2018

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...

Sparking Your Success, Part 1

Episode: 05 | December 15th, 2017

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...

In Conversation with Brigham Dickinson

Episode: 04 | December 1st, 2017

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 joins host Mark Matteson as the longtime friends chat about some industry insights and strategies that can impact businesses immediately.

What Four Decades Selling Has Taught Me

Episode: 03 | November 15th, 2017

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 unique strategies he's learned over his four decades in sales and contracting. Plus Mark answers contracting questions submitted by listeners previews his upcoming webinar on how to achieve 75% closing rates.

In Conversation with Contractors

Episode: 02 | November 1st, 2017

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 Heating and Air Conditioning over its last 70+ years – including some that originated with Mark himself.

How to Connect in Work & Beyond

Episode: 01 | October 13th, 2017

In the first episode of the Contractor Coffee Club podcast, host Mark Matteson, introduces the podcast, shares 10 key human relations principles, and previews future guests and episodes.