How To Scale Your Business Cracking The Code podcast

30:41

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 .…

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Customer Service & Dispatching Alignment: Part 2 24:06

11 days ago24:06

24:06

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 .…

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Customer Service & Dispatching Alignment: Part 1 32:13

18 days ago32:13

32:13

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 .…

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1-on-1 Coaching: The Shortcut to Contractor Growth 18:39

25 days ago18:39

18:39

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 .…

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Top 5 Ways to Maximize Sales with Payment Plans: Part 2 23:37

4 weeks ago23:37

23:37

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 .…

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Top 5 Ways to Maximize Sales with Payment Plans: Part 1 24:28

6 weeks ago24:28

24:28

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 .…

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Scaling Your Business for Sustainable Growth: Part 2 25:36

7 weeks ago25:36

25:36

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 .…

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Scaling Your Business for Sustainable Growth: Part 1 24:50

8 weeks ago24:50

24:50

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 .…

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Earn Homeowner Confidence with Third-Party Certifications 30:27

9 weeks ago30:27

30:27

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 .…

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Selling Your Business: Top 10 Insights from an Expert Broker 14:47

10 weeks ago14:47

14:47

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 .…

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The “Why” Behind Your Business 19:36

11 weeks ago19:36

19:36

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 .…

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Finding Good People: The Technician Edition 20:24

12 weeks ago20:24

20:24

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 .…

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Qualifying and Setting Sales Leads, Part 2 13:57

13 weeks ago13:57

13:57

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 .…

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Qualifying and Setting Sales Leads, Part 1 13:43

13 weeks ago13:43

13:43

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 .…

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Recruiting & Retention for Results 14:30

15 weeks ago14:30

14:30

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 .…

Cracking the Code

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All About Indoor Air Quality, Part 4 26:29

16 weeks ago26:29

26:29

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 .…

Cracking the Code

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All About Indoor Air Quality, Part 3 11:44

17 weeks ago11:44

11:44

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 .…

Cracking the Code

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All About Indoor Air Quality, Part 2 15:05

18 weeks ago15:05

15:05

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 .…

Cracking the Code

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12 Principles of Highly Successful Leaders 14:11

19 weeks ago14:11

14:11

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 .…

Cracking the Code

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All About Indoor Air Quality 14:55

20 weeks ago14:55

14:55

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 .…

Cracking the Code

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Payment Options That Incentivize Buying 13:51

21 weeks ago13:51

13:51

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 .…

Cracking the Code

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Show Customers All the Ways They Can Buy

22 weeks ago

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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 .…

Cracking the Code

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How to Scale Your Business, Part 2

24 weeks ago

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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 .…

Cracking the Code

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How to Scale Your Business 26:05

25 weeks ago26:05

26:05

Cracking the Code

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Design Principles for Residential Comfort Advisors 21:57

27 weeks ago21:57

21:57

Cracking the Code

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How to Use QR Codes in Your Marketing 19:06

28 weeks ago19:06

19:06

Cracking the Code

1
How We Learn 11:46

29 weeks ago11:46

11:46

Cracking the Code

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How Digital Marketing Adds to Your Overall Marketing Plan 23:22

30 weeks ago23:22

23:22

Cracking the Code

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How to Use Financing to Adapt to the Modern Consumer 23:52

31 weeks ago23:52

23:52

Cracking the Code

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Three Ways to Optimize Your Sales Process 25:55

33 weeks ago25:55

25:55

Cracking the Code

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What is Price Conditioning?

35 weeks ago

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Cracking the Code

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How to Approach Different Types of Buyers 21:48

36 weeks ago21:48

21:48

Cracking the Code

1
What Makes A Good Leader? 21:59

37 weeks ago21:59

21:59

Cracking the Code

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How to Build Trust and Generate Customer Referrals 19:50

38 weeks ago19:50

19:50

Cracking the Code

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How to Get Technicians to Sell pt. 2 25:38

39 weeks ago25:38