Cracking the Code

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 advan...

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 co...

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 Co...

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 sh...

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 dem...

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...

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 hir...

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...

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 busies...

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 cus...

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 dom...

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, re...

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 T...

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 sh...

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 es...

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...

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...

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 Crackin...

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 Horro...

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 r...

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...

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...

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...

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 bus...

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 e...