PODCAST ARCHIVE
On this week's Cracking the Code podcast, learn about the "Trusted Authority" approach to contracting and how to develop a lasting relationship with your customers.
On this week's Cracking the Code podcast, learn about the evolution of consumer purchasing and how to adapt your offers in a way that's relevant to today's consumer purchasing expectations. .
On this week's Cracking the Code podcast, technician's learn how to effectively participate in role-play and ride along exercises for professional development.
On this week's Cracking the Code podcast, learn the framework for creating a plan to move you toward your personal and business goals.
In this week's Cracking the Code podcast, learn to create an effective strategy to attract and keep great salespeople.
In this week's Cracking the Code podcast, leadership guru Steve Shallenberger helps you approach life and business for health and longevity.
On this week's Cracking the Code podcast, learn the 3 core components of financial statements and how to set them up properly to become much more profitable.
On this Cracking the Code podcast, Steve Shallenberger introduces the key principles of strategic planning that will help you align your team from top to bottom.
On this Cracking the Code podcast, Drew Cameron and Russ Horrocks introduce 4 elements to an effective sales meeting to help you develop your teams skills.
On this week's Cracking the Code podcast, Rob Shallenberger introduces 3 principles of top-performing companies and how you can utilize them to help your contracting company soar.
On this week's Cracking the Code podcast, Drew Cameron explains time-tested strategies for recruiting talent to your home services business.
On this week's Cracking the Code podcast, Drew Cameron continues his discussion on shoulder season marketing to help you avoid the seasonal downturns in contracting.
On this week's Cracking the Code podcast, we conclude our interview with Armen Vartanian of Comfort Pros to give you an inside look at running a successful HVAC company.
On this week's Cracking the Code podcast, Drew Cameron begins a series on shoulder season marketing to help you avoid the seasonal downturns in contracting.
On this week's Cracking the Code podcast, we introduce a new contractor interview series to help you learn real-world tactics to grow your business from boots on the ground.
On this week's Cracking the Code podcast, Drew Cameron lays out some of the basic strategies to keep business level while transitioning to the slow season.
On this week's Cracking the Code podcast, Gary Elekes continues his discussion on developing your service technicians to help your company grow in a positive direction.
On this week's Cracking the Code podcast, Gary Elekes lays the framework for why consistent training is crucial to the success of your service technicians.
On this week's Cracking the Code podcast, Gary Elekes concludes his discussion on how to educate your salespeople on basic and advanced HVAC principles.
On this week's Cracking the Code podcast, Gary Elekes explains how to educate your salespeople on basic and advanced HVAC principles.
On this week's Cracking the Code podcast, how to choose the right software to efficiently manage your home services inventory.
This week, Gary Elekes outlines a 10-step process to the Perfect Service Call that will help your techs maximize each in-home opportunity.
On this week's Cracking the Code podcast, we conclude our four-part series with EGIA member, Ben Carter, to discuss raising your labor rates and how to be open to change.
In this week's Cracking the Code podcast, we continue our four-part series with EGIA member, Ben Carter of SoCo Heating and Cooling, to discuss attracting top talent and setting big goals for your contracting company.
In this week's Cracking the Code podcast, we continue our series with Ben Carter to share his perspective on building your network, understanding pricing, and running a successful HVAC business online.
In this week's Cracking the Code podcast, EGIA Contractor University member, Ben Carter, shares his experience running a successful HVAC company.
On this week's Cracking the Code podcast, Gary Elekes concludes his discussion on selling the value of maintenance agreements to your homeowners.
On this week's Cracking the Code podcast, learn how to effectively sell the value of maintenance agreements to your home services customers.
On this week's Cracking the Code podcast, learn how to become a top-performing technician and an irreplaceable asset to your company.
On this week's Cracking the Code podcast, learn how to get more Google reviews from customers to drive more revenue to your home services business
In this week's Cracking the Code podcast, Gary Elekes teaches you how to overcome the challenges of working with family to succeed in small business.
In this week's Cracking the Code podcast, Gary Elekes finishes his training series on how to run a daily huddle with your service techs.
On this week's Cracking the Code podcast, learn how to run an effective daily huddle with your service techs. Listen and subscribe today!
On this week's Cracking the Code podcast, learn why having a consistent daily huddle with your employees is so important for sustained success.
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.
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.
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.
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.
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.
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.
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.
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.
In this week's Cracking the Code podcast, James Leichter helps contractors identify an effective business management software.
In this week's Cracking the Code podcast, Gary Elekes continues his series on sales management to help you learn the fundamentals.
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.
On this week's Cracking the Code podcast, learn how implementing ongoing education at your company can increase employee performance and engagement.
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.
On this week's Cracking the Code podcast, James Leichter returns to teach you a strategy for talking to your team about money.
On this week's Cracking the Code podcast, James Leichter demonstrates how to increase service revenue with a diagnostic approach.
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.
On this week's Cracking the Code podcast, learn Weldon Long's 3-step process for running a perfect service call.
On this week's Cracking the Code podcast, learn how to use load calculations to establish credibility and trust to support your sales process.
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.
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.
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.
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.
On this week's Cracking the Code podcast, learn why you must have an operating plan that aligns with your brand promise.
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.
Your brand promise identifies the character of your company and it's important to communicate that to everyone in your marketplace.
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.
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.
On this week's Cracking the Code podcast, Gary Elekes explains two critical aspects of the demand service process - building relationships and diagnosing problems.
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.
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 can help you provide more solutions to the homeowner and increase your average ticket without increasing your overhead.
On this week's Cracking the Code Podcast, Weldon Long gives you 6 crucial conversations to maximize revenue and capitalize on every opportunity.
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.
Special guest John Anderson of Silver Bullet Price Page joins Cracking the Code to explain how contractors can use technology to drive profit.
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.
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.
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 is necessary to sustain your business year around. Learn how to execute effective promotions in this week's Cracking the Code podcast.
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.
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.
Learn how to overcome the price objection by using third-party validation to strengthen the value of your contracting services.
Weldon Long outlines the perfect approach to improving sales by staying focused on the customer in part nine of our continuing summer training series.
Learn how to destroy the 3 bid objection by demonstrating the trustworthiness of your brand and making your home owners feel safe.
Closing more home services contracts comes down to diagnosing problems and recommending solutions.
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.
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.
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.
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.
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.
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.
Proactively dealing with objections can help maintain your average ticket during the summer busy season.
Focusing on the right priorities during the summer can prime your contracting business for success throughout the rest of the year.
Improving the skills of your customer service representatives and dispatchers is a critical part of preparing for the summer busy season!
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.
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.
Weldon Long explains how to conclude your in-home sales presentation by positioning yourself as competent and trustworthy.
Customers rely on your expertise as a home services professional to solve their problems, even if they're unaware a problem exists.
Consistent results come from consistent activities. Whether it's instillation, maintenance, or sales, you must follow a process to get reliable results.
Selling is about high service, never about high pressure. This perspective lies at the core of the Prosperity Mindset.
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.
Building enticing offers into your service agreements can help support strong customer relationships that drive business year-round.
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.
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.
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.
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.
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.
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.
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?
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.
To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?
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.
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?
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.
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?
"Forget trying to sell your prospects; let them buy. People buy you."
How can you set yourself apart from your competition -- truly differentiate yourself from the field?
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.
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, ...
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...
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 welcomes Eric Knaak, who explains the strategies, tactics and overarching philosophies that have helped build one of the Northeast’s most successful service companies.
Technical training meets contractor business development in the latest episode of the Contractor Coffee Club podcast. . . .
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.
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.
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!
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.
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.
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.
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 ...
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...
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 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 our latest episode, host Mark Matteson welcomes the industry-renowned HVAC Sales Coach Mike Treas to the microphone...
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...
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...
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.
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.
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.
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.