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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 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; […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]