Pre-Conference Workshop

Entrepreneur Success Workshop

Presenter:
Rob Shallenberger

There is a specific set of skills that successful entrepreneurs have. They take an idea and build it into a profitable reality, yet most entrepreneurs never learn these critical skills and continue to struggle towards their dreams. During this powerful workshop, Rob Shallenberger of Becoming Your Best Global Leadership will share the six keys you need to know to be a successful entrepreneur and live the life you’ve always dreamed.

Whether you have an idea or a mature business, during this bootcamp you’ll discover a very specific process and flow to take any idea from concept to thriving reality. You’ll learn how to save countless hours and dollars by following a prescribed blueprint to grow your business and accelerate profits!

• Create Winning Ideas: Take an idea from inception and grow it into a successful product or service.
• Turn Your Idea Into a Thriving Business: Develop a clear vision, plan, USP, and KPI’s to track and measure progress.
• Stay Ahead of Unknown Threats To Your Plan: Get Access to an e-book filled with tools that every entrepreneur should have.
• Learn From Other Like-Minded Entrepreneurs: Learn from other experience to prevent a lot of future headaches.
• Attract Loyal Customers: Identify 23 ways to create a loyal customer and a sustainable revenue stream.
• Avoid Costly Mistakes: Identify how to hire the right employees the first time and protect yourself from costly mistakes.
• Effectively Balance Your Hectic Schedule & Precious Time: Implement five techniques to prioritize your time, manage stress, and sleep well at night.
• Accomplish Your Biggest Goals and Dreams: Wake up every morning excited, refreshed, and filled with hope and happiness.

Optional Welcome Reception

All conference attendees are invited to a special welcome reception. Wine, beer and appetizers will be served compliments of EGIA.

Check-in & Buffet Breakfast

Opportunity to network, visit exhibitor booths and enjoy a complimentary buffet breakfast. Fredbird, the St. Louis Cardinals Mascot, will be on hand to take photos with all attendees as they arrive. Print and digital copies of all the photos will be available for free compliments of EGIA. Be sure to arrive on-time so you don't miss this opportunity!

Welcome/Intro

Review of the day's agenda and meeting logistics.

Keynote Presentation

Managing the Rapids of Change

Presenter:
Mark Matteson

One of the most important factors for long-term business success, especially in the contracting industry, is the ability to adapt to change. Whether it is the current market conditions, emerging technologies, evolving regulations or new business best practices, your company's future success relies on your ability to embrace the changes that are happening every day within the industry. With that said, dealing with change begins with you and learning techniques from national best-selling author and leading industry consultant Mark Matteson can help you manage the change that is swirling around us. Whether you are a manager, sales rep, director, business owner, educator or frontline staffer, you will walk away from this powerful 90-minute keynote presentation with new ideas on how to:

• Work smarter, not harder, to achieve the results that matter most.
• Stop procrastinating and get more of the right things done.
• Do "first things first", one thing at a time and finish what you start.
• Be a peak performer: think differently and soar.

Presentation

College Level Education for the Contracting Professional

Presenter:
Mike Robinson or Weldon Long

Every now and then something comes along that changes the way we do things. The iPod changed the way we listen to music. Email changed the way we communicate. EGIA is changing the way you build your contracting business and grow your income through the groundbreaking EGIA Contractor University. EGIA Contractor University is the most comprehensive and systematic way to develop business skills and develop your team to drive revenue, increase profits and create the business you've been dreaming about.

We have assembled the most experienced and dynamic faculty ever put together to cover virtually every topic related to operating a successful contracting business in today's marketplace, such as: Finance and Accounting, Pricing Strategies, Sales and Marketing, CSR Call Taking, Operational Excellence, Business Leadership and more. During this presentation, you'll learn how EGIA Contractor University is revolutionizing education in the industry with our unique blend of online and classroom programs, as well as our dollar for dollar investment match that only EGIA, the nation's leading nonprofit contractor association dedicated to contractors' success, can deliver.

Break

Opportunity to network and visit exhibitor booths.

Breakout Sessions

OPTION 1:

The Best Kept Secret to Securing Customers for Life: What Google, Amazon and Others Don’t Want Contractors to Know

Presenter:
Drew Cameron

Drew will share with you a revolutionary new solution for producing a reliable revenue stream to grow your business and secure your customers for life, with a hook that makes it nearly impossible for them to quit your company or be stolen by a competitor. Learn why HVAC, Plumbing, Electrical and Home Performance contractors are in the best position to fill this need that is in increasingly high demand by customers. Don't let this opportunity fall to the online product and search giants – Amazon and Google; the big box retailers; the phone, cable, security companies; or the online home services lead aggregators. Fair warning: If you’re not on the cutting edge, you will find it hard to catch up or you may miss out entirely!

Learning objectives:

• Help make your customers’ lives easier by saving them time and money while providing a peace of mind that has been lacking in their lives.
• Discover the product sales and recurring monthly opportunities to grow your business and profits.
• Eliminate competition, cross-promote all your services, and expand your ecosystem of offerings into other services your customers need, want, and want to buy from you in order to lock-in your customer base FOREVER!

OPTION 2:

Marketing Schmarketing

Presenter:
Elaina Burdick

Let's face it folks, HVAC is not a "sexy" industry (consumers get excited about buying iPads® and granite countertops – not heat pumps), so we need to be especially strategic about how we market ourselves.

Too often contractors engage in "reactive" marketing: the radio station rep tells you what an amazing deal they have if you buy a package today, or the SEO company rep scares you into thinking that you need to be number 1 in the internet search results if you want to stay in business. Or your territory manager tells you on December 1st that you need to use your marketing co-op dollars by the end of the year, or you'll lose them.

If you've tried marketing your company without an annual marketing plan, or you've found yourself rushing to place an ad because your competition is, then you are reacting. Typically, the result of reactive marketing is a lot of dollars spent, with little to no ROI. HVAC marketing works best when it's proactive, strategic and repetitive. Take your service company to the next level with a solid, strategic, marketing plan. Effective marketing of a service company follows fundamental rules, and we'll discuss them in this session.

• Learn the 7 steps to appropriate HVAC marketing
• Understand the importance of branding
• Avoid reactive marketing
• Discuss fundamentals of an effective website
• Learn how to spend advertising dollars wisely – not spend more of them

OPTION 3:

Making More and KEEPING More of Your Hard Earned Money!

Presenter:
Gary Elekes

Recognized industry thought-leader Gary Elekes will overview and demonstrate the new EGIA online comprehensive library of training and implementation resources for contractors. With over 17 years of "hands on" development and proven field success in businesses from $300,000 to $30,000,000+, this new EGIA business evaluation toolset, along with fully developed step-by-step implementation methodologies, will help you KEEP MORE OF YOUR HARD EARNED MONEY through greater profitability! During this powerful 90 minute breakout session, you will:

• Discover the most underperforming areas of your company
• Learn to set goals and prioritize those goals
• See the online materials available at your fingertips to achieve those goals

OPTION 4:

Book More Calls, WOW More Customers and Make More Money!

Presenter:
Brigham Dickinson

“Too many businesses are so concerned with getting as many inbound calls as possible that they forget to focus on what really matters: booking the calls they already get.” – Brigham Dickinson, President and Founder of Power Selling Pros

The customer touchpoint on the phone is the fastest, easiest way to make more money. Brigham Dickinson has mastered the science of first impressions and getting the most out of every call. In his interactive breakout session, Brigham will explain:

Learning objectives:

• How customer service representatives can increase a company’s revenue by $125K per year simply by booking one more call a day – without spending an extra dime on marketing or advertising.
• How companies can double their revenue in 2-5 years by changing the way they handle phone calls.
• How to make customers want to do business with you by delivering a WOW experience at every point of contact.

OPTION 5:

How to Be a Profit-Making, Cash-Flowing Financial Superstar!

Presenter:
Ellen Rohr

From "The Plumber's Wife" to the president of ZOOM DRAIN franchising, Ellen Rohr has lived and learned what it takes to create cash and profits in our industries. Ellen says, "It's easy to be a Superstar Financial Manager. Create a compelling game and keep score. Invite your team to play, and they will fix everything." Her interactive breakout session will focus on Making Money…

• The REAL reason you aren't as successful as you would like to be. Oooh, this is some tough love.
• How to make money every month. It takes offense, defense and a willingness to let go of what (and who) doesn't work.
• The 3 minute budget. No-fuss goal setting.
• The FEW numbers that make ALL the difference. The simpler you make your financial systems, the more money and cash you can make.
• No arguments reporting. End the never-caught-up accounting excuses.
• How to open the books. Do's and Don'ts for getting your team in on the game.
• "If I were a rich man…" What a day, week, month, year in the life of a Contracting Superstar looks like!
• Building wealth. There are only 4 ways to grow your assets…and two of them stink.

BONUS! Ellen will share her one-page financial report – The Financial Quick Check – the key to better, faster, more profitable decisions!

This is NOT dry-as-dust accounting. This is "street smart" strategy for creating real wealth in business. You won't learn this in college.

OPTION 6:

How to Enjoy a 75% Close Ratio; Sales Success Strategies

Presenter:
Mark Matteson

Just what do the very best sales professionals do? How would you like to consistently enjoy a 75% close ratio and become the top producer in your company or region? Sales is an art AND a science. You need both to lead the field. During this breakout session, national best-selling author and leading industry consultant Mark Matteson will uncover the common denominators of sales success and provide you with the tools you need to close more sales and be more profitable. You'll discover:

• Why qualifying your prospects is key and what strategies are effective for doing so
• Five closes that flat out work
• How to develop "breakthrough relationships" and "endless referrals"
• The #1 business skill no one talks about

Lunch

Opportunity to network, visit exhibitor booths and enjoy a complimentary buffet lunch.

Breakout Session

All breakout sessions are repeated.

Break/Transition

Opportunity to network, visit the exhibitor booths and move back to the main ballroom.

Presentation

The Best Way to Maximize Your Bottom Line: WOW Your Customer

Presenter:
Brigham Dickinson

To demand the price you charge, you must WOW your customers! Without great service, you risk losing them to the lowest bidder. Customers are choosing experience over price; they’re choosing experience over brand. You are living in a customer experience-driven economy. Customer experience is the new marketing. What are you doing to improve your customer experience?

The internet has leveled the playing field for your home services business. Search engines like Google have empowered customers with the ability to learn about your company as well as your competition. Sites like Yelp and HomeAdvisor have become go-to avenues for customers to immediately share and receive feedback before they pick up the phone to call you. As a business owner, you must equip your team with the tools they need to deliver more than just the average customer experience. You no longer have a choice ... you must WOW them!!! 

In his presentation, Brigham will share how to:

• Compete in a customer-driven Information Age
• Connect with customers to close more sales
• Create an indispensable team that is passionate about their job
• Build your brand around a Customer WOW Experience

Reception

Complimentary open bar (beer, wine & spirits) and Hors d'oeuvres will be served. This will be another great opportunity to network and visit the exhibitor booths.

Continental Breakfast

Opportunity to network, visit exhibitor booths and enjoy a complimentary continental breakfast.

Keynote Presentation

Business Un-Complicated: How to Get What You Want out of Business and Life

Presenter:
Ellen Rohr

Are you making things too complicated? Discover how to simplify and amplify your business and UN-leash your life.

Ellen Rohr suggests, "We are too old to waste time. You can't work twice as hard to be more successful. Instead, intensify your focus and take fewer, faster steps!"

In this lively Keynote, we'll explore a simple, six-step approach to UN-planning…

• Set Sight. Who do you want to be…and why? Time to ask the BIG questions!
• Build the Team. End the "I can't find good people" problem.
• Make Money. There are only a few numbers that matter. Quit making it so hard!
• Get it Sold. How to create a sales-focused culture…without insulting your soul.
• Get it Done. Developing sure-fire systems for getting stuff done.
• Make Sure. When is enough enough? What does the finish line look like?

BONUS! Ellen will share the #1 most powerful time-saver she's uncovered in over 20 years of in-the-trenches contracting.

In 90 minutes, you could have a whole new business strategy! Ready to shake things up? Why not!

Break/Transition

Opportunity to network, visit the exhibitor booths and move to breakout rooms.

Breakout Sessions

All breakout sessions are repeated.

Lunch

Complimentary boxed lunch, an opportunity to network and visit exhibitor booths.