Cracking the Code

Proactively dealing with objections can help maintain your average ticket during the summer busy season.

In this week’s #CrackingTheCode episode, Weldon Long demonstrates a systematic approaches to overcoming objections and holding margins during the sales process.

All that and more, on this week’s episode of Cracking the Code!

Focusing on the right priorities during the summer can prime your contracting business for success throughout the rest of the year.

Weldon Long introduces the importance of driving your service agreement base and making sure your salespeople are properly trained on the repair-vs-replacement conversation. Plus, Gary Elekes explains how to provide an exceptional customer experience and our experts discuss getting home owners to the table.

All that and more, on this week’s episode of Cracking the Code!

The last thing we want to do is lose an opportunity during the summer.

Weldon Long demonstrates a role playing exercise that can help dial in your customer service representatives and dispatchers to capitalize on every opportunity. Plus, Gary Elekes explains how to effectively dispatch the right technician to every call.

All that and more, on this week’s episode of Cracking the Code!

Is your contracting business equipped to maximize your profits during the summer busy season?

Weldon Long discusses why holding margins is especially important during the busy summer season and Gary Elekes teaches you how to structure your pricing to maximize profits year around. Plus, our panel of experts discuss how to transition from hourly wage to piecework pay.

All that and more, on this week’s episode of Cracking the Code!

What gets measured gets done!

In part five of an ongoing series on service technician training, Weldon Long explains why accountability is an important tool to drive consistent and permanent results. Plus, Gary Elekes discusses performance reviews and the experts outline the challenges and opportunities involved in acquiring another company.

All that and more, on this week’s episode of Cracking the Code!

The majority of all sales presentations end without the salesperson formally asking for the order even once.

In part four of an ongoing series on service technician training, Weldon Long introduces the final steps of the R.I.S.C. process to show you how to provide solutions and more importantly, conclude your sales presentation by securing a yes or no answer. Plus, Gary Elekes shares his approach for tracking digital conversions.

All that and more, on this week’s episode of Cracking the Code!

Customers rely on your expertise as a home services professional to solve their problems, even if they’re unaware a problem exists.

In part three of an ongoing series on service technician training, Weldon Long introduces step two of the R.I.S.C. process and how you can utilize the “investigation” stage to diagnose problems and deliver solutions. Plus, Gary Elekes helps you understand which questions to ask during the different stages of the in-home sales journey.

All that and more, on this week’s episode of Cracking the Code!

Consistent results come from consistent activities. Whether it’s instillation, maintenance, or sales, you must follow a process to get reliable results.

This week, Weldon Long explains the RISC process to help you systematically approach sales opportunities and improve your close rate. Plus, Gary Elekes outlines his technician sales training process and Drew Cameron discusses helping your customers get financing.

All that and more, on this week’s episode of Cracking the Code!

Selling is about high service, never about high pressure. This perspective lies at the core of the Prosperity Mindset.

This week, Weldon Long explains how to shift your selling approach to create more opportunities. Plus, resident experts Mike Treas and Gary Elekes discuss improving communication and preparing yourself for success.

All that and more, on this week’s episode of Cracking the Code!

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.

This week, Weldon Long provides a detailed explanation of how to find your average revenue lead and why it matters. Plus, our “Ask the Experts” panel discusses how much your marketing budget should be to remain competitive in the industry.

All that and more, on this week’s episode of Cracking the Code!