Cracking the Code

In a special episode of the Contractor Coffee Club, Mark welcomes Bruce Matulich, chairman of the EGIA Foundation. Bruce discusses the mission and activities of the 501(c)(3) nonprofit, which is dedicated to turning around the industry’s workforce shortage by using scholarships, research and other initiatives to attractive more, younger people to the industry. And Mark and Bruce talk about what contractors, manufacturers and everyone in the industry can do to help the Foundation generate tomorrow’s HVAC workforce today.

Everyone has room for improvement, at work or in their personal lives. Anyone could book one more call, close one more sale. But how do you change well-established habits? In the latest episode of Contractor Coffee Club, host Mark Matteson talks about the importance of setting a new normal and explains how to set a new comfort zone in order to achieve hitherto unseen results.

Mastering sales is the theme on the latest episode of Contractor Coffee Club. This time, host Mark Matteson shares the 10 most proven strategies embraced by industry leaders across the board — strategies that result in unrivaled success and, in one particular case, a 95% close ratio.

Less than 15 years ago, Parker & Sons did $7 million in sales. In 2018, they’ll surpass $100 million. How did they accomplish such incredible growth?

In the latest episode of Contractor Coffee Club, Parker & Sons owner Paul Kelly joins host Mark Matteson to explain exactly what he’s done, what his company focuses on, and what they continue to strive for in order to reach those heights … and continue that growth.

“Forget trying to sell your prospects; let them buy. People buy you.”

In the latest episode of the Contractor Coffee Club podcast, host Mark Matteson explains the power of asking “why?” — for both you and your customer.

Plus, he lays out the proven sales script he’s refined over the decades, and how to use it to maximize your close ratio.

How can you set yourself apart from your competition — truly differentiate yourself from the field?

Consultant, educator and “resultant” Drew Cameron joins Mark Matteson in the latest episode of the Contractor Coffee Club podcast, to offer his tried and true strategies to not just make yourself a better version of the competition — but morph into a different company entirely that truly stands out from the crowd.

In the latest episode of the Contractor Coffee Club podcast, Mark Matteson taps his decades of HVAC sales experience to lay out some simple rules for sales success, in the latest episode of the acclaimed podcast. He explains the secret weapon that’s more valuable than anything else when it comes to closing sales and satisfying customers – and it’s a tool you already have.

95% of visitors are leaving contractors’ websites without doing anything. They don’t take action. They don’t book a call. That’s not only a wasted opportunity, but potentially mass amounts of wasted marketing dollars.

In the latest episode of Contractor Coffee Club, Mark Matteson welcomes Trevor Flannigan, COO of HomeServiceChats, who talks about strategies for converting more website visitors and maximizing marketing spend.

Mark Matteson continues his series on sales in the latest episode of Contractor Coffee Club. This time, Mark offers seven things that will drive your sales mentality and success rate, along with other strategies and tactics that have helped him master HVAC sales over the last several decades.

Plus, a look at industry research data on inventory management and what it means for your company.

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson.

In the latest episode of Contractor Coffee Club, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments — and can help you, too. Plus, he discusses recent industry survey data on health benefits, and how benefits and culture factor into recruiting and retention.