Cracking the Code

By Contractor University Powered by EGIA

Want EGIA’s critically acclaimed “Cracking the Code” show on the go? Every Monday, the home services industry’s must-watch weekly show arrives here in audio form, bringing listeners contracting strate... more

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FAQs about Cracking the Code:

How many episodes does Cracking the Code have?

The podcast currently has 362 episodes available.

Cracking the Code episodes:

August 03, 2025 Chasing Greatness: Becoming an Industry GOAT
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 dominate their market.

Learn how to stop taking notes and start taking action that matters. Surround yourself with top performers and learn to lead with the kind of drive that builds $250M+ businesses. Because most know what to do. Few actually do it.
The post Chasing Greatness: Becoming an Industry GOAT first appeared on My Contractor University | Dashboard.
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42min
July 27, 2025 The Psychology Behind Buying HVAC: Part 2
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, rebuild confidence, and give homeowners the power to choose comfort levels that fit their needs and their budget.
The post The Psychology Behind Buying HVAC: Part 2 first appeared on My Contractor University | Dashboard.
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18min
July 21, 2025 The Psychology Behind Buying HVAC: Part 1
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 Times bestselling author Weldon Long unpacks the psychology behind HVAC buying decisions. Learn how to use tiered pricing to ease objections, rebuild confidence, and give homeowners the power to choose comfort levels that fit their needs and their budgets.
The post The Psychology Behind Buying HVAC: Part 1 first appeared on My Contractor University | Dashboard.
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23min
July 14, 2025 Top 10 Critical KPIs for Contractors: Part 2
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 show you how to cut through the noise, focus on what counts, and use data to drive better decisions, streamline operations, and fuel long-term success.
The post Top 10 Critical KPIs for Contractors: Part 2 first appeared on My Contractor University | Dashboard.
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18min
July 07, 2025 Top 10 Critical KPIs for Contractors: Part 1
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 essential KPIs every contractor should track and how to use them to improve financial and operational performance. When you understand the right KPIs, you gain real insight for smarter decisions, better processes, and sustainable growth.
The post Top 10 Critical KPIs for Contractors: Part 1 first appeared on My Contractor University | Dashboard.
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26min
June 29, 2025 Building a Prosperity Mindset: Part 2
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 episode, New York Times bestselling author Weldon Long tells his own story on how he achieved the growth mindset through years of self-reflection and gives you a framework to root out what’s holding you back in your mental state.
The post Building a Prosperity Mindset: Part 2 first appeared on My Contractor University | Dashboard.
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28min
June 23, 2025 Building a Prosperity Mindset: Part 1
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 how to shift out of survival mode, take control of your outcomes, and start building a business that rewards you for the value you bring—not just the hours you work.

Discover how to reframe your thinking, attract more success, and lead your team from a place of abundance.
The post Building a Prosperity Mindset: Part 1 first appeared on My Contractor University | Dashboard.
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30min
June 16, 2025 Building Strong Customer Relationships: Part 2
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 Cracking the Code, Russ Horrocks dives into how belief, presence, and passion drive connection. When techs lead with authenticity, they free themselves to engage naturally even when the answer is no. Keep refining your approach, stay positive, and treat people the way they want to be treated. It’s not about forcing a result — it’s about showing up with confidence and letting your passion do the talking.
The post Building Strong Customer Relationships: Part 2 first appeared on My Contractor University | Dashboard.
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32min
June 09, 2025 Building Strong Customer Relationships: Part 1
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 Horrocks unpacks how to move beyond scripts and communicate to build trust. It’s about listening with purpose, showing up with intention, and allowing your technicians to guide a genuine conversation. When they lead with authenticity and passion, customers don’t just hear a diagnosis – they believe it.
The post Building Strong Customer Relationships: Part 1 first appeared on My Contractor University | Dashboard.
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31min
June 02, 2025 Drive Excellence with Performance-Based Pay: Part 2
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 rewarded.
In this episode, Weldon Long and Gary Elekes unpack the nuance and importance of a performance-driven culture. They dive into how to set clear company, departmental, and individual goals, create transparency around how progress is tracked, and ensure incentives reinforce your core values.
The post Drive Excellence with Performance-Based Pay: Part 2 first appeared on My Contractor University | Dashboard.
...more
34min

FAQs about Cracking the Code:

How many episodes does Cracking the Code have?

The podcast currently has 362 episodes available.

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