The Contractor's Business Blueprint

July 3, 2018 - Volume 33

EGIA Contractor University Weekly Update

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE

“Selling with Storytelling”

Stories are inherently compelling. But the way the brain processes them not only makes them engaging and memorable as a form of entertainment, but also a powerful tool when it comes to sales and marketing.

In this week's Cracking the Code, Weldon Long explains how to incorporate stories to improve sales. Plus he answers questions on selling without seeming pushy, using trial closing statements, and more!

Watch now before it enters the EGIA members-only archive on 7/9.

Watch the Show

Free Snippet from the Weekly "Ask the Experts" Conference Calls

QUESTION:
What percentage of total sales should be financed if my sales team is being effective?

DREW CAMERON:
That’s going to vary by company, and there’s a lot of factors in there – how well are they trained on financing, how many programs do you have available for your team to use, because...

Register & Submit Your Own Questions for the Next "Ask the Experts" Conference Calls for Alliance and Premium EGIA Members

Register for Monday 7/9
10am Pacific (1pm Eastern)

Register for Monday 7/16
10am Pacific (1pm Eastern)

In November 2013, we surveyed contractors on Customer Referral Incentives. Below is the result from one of the questions we asked:

Does your company offer incentives to current or past customers for referring other people to your business?

The most effective form of marketing for businesses has often been word-of-mouth advertising from previous customers. Once satisfied customers start telling their friends and family about their positive experience with your company, business can grow through the roof.

With this in mind, many businesses in today’s marketplace are now incentivizing referrals from previous customers in order to maximize their sales. When we asked our contractor network whether or not they offer incentives to current or previous customers for referring friends or family members to their business, 68% said “yes” and 32% said “no.”

Log-in to access the full Snapshot Survey industry research data archives, including the latest summary report on Company Vision & Culture.

Log-in Now

“How to Measure the Unseen”

Technical training meets contractor business development in the latest episode of the Contractor Coffee Club podcast.

David Holt, director of business training and coaching at National Comfort Institute, a leading technical training organization for home services contractors, joins Mark Matteson this week.

David and Mark talk about measuring the unseen metrics in order to grow your business, the new alliance between NCI and EGIA, and much more!

Learn More & Listen Now

“Is Anyone Using Amazon Services?”

On ContractorConnect.org, Candace asks: “Anyone utilizing Amazon Services? If anyone is currently set up to provide service through Amazon Services, I would love to speak to you. I have questions regarding the setup process as well as the actual sales.”

See other contractors and consultants feedback on the pros and cons of Amazon Services, and Join the conversation yourself, on Contractor Connect – the latest EGIA member benefit free for all members.

Visit ContractorConnect.org

“Quickly Check Duct Size with Pressure Measurement”

There’s lots of discussion being kicked around these days about residential ducts being substantially undersized. Here’s a two-minute test that can check the size and performance of your duct system. The instruments are inexpensive and it takes less than 10 minutes to learn to do.

EGIA has partnered with National Comfort Institute (NCI), the HVAC industry’s leading technical training organization, to create the High Performance HVAC Alliance which delivers a powerful new joint membership opportunity for contractors. The new alliance membership option includes all the benefits of both EGIA and NCI premium memberships at a significantly reduced rate.

Join As An Alliance Member

Learn More

on Inventory Management

Inventory is of the utmost importance for any home services company, affecting everything from service management operations to budgeting to even insurance. Few things can impact a company’s bottom line so substantially. In July's Snapshot Survey, we're asking all about inventory management. How do companies make it work for them -- or at least keep it from working against them?

Take this month's survey on Inventory Management and be entered for a chance to win a $100 Visa or Mastercard gift card.

Take the Survey Now

This Event Is 97% Full & Will Be Unavailable Soon

The final remaining spots are going quickly for the flagship EGIA live event that takes place September 27-28 in Las Vegas.

Register now to experience the industry-best keynote speakers, breakout presentations, networking opportunities and resources that can help you take your contracting business to the next level -- whether you're struggling with profitability or simply trying to take that next step.

Keynote speakers include Connie Podesta, renowned human behavior expert, and legendary outdoorsman Aron Ralston, whose harrowing story inspired the Oscar-nominated film 127 Hours. Acclaimed industry consultants like Weldon Long, Gary Elekes, Drew Cameron and more will be on hand too, leading smaller sessions on topics crucial to contracting businesses.

September 26, a kickoff welcome reception will be hosted at the Marquee Nightclub for attendees who can arrive early. Complimentary drinks and hors d'oeuvres will be served, alongside the industry’s best networking opportunities.

All contractors are welcome, and free registrations are available for EGIA Premium, Plus, CBS, and Alliance members. Visit EGIA.org/EPIC2018 for more details or to register for the event that will change your life and impact your business forever!

Visit EPIC2018 Website

Service Management Operations

Service Management Operations is one of the 10 core areas of curriculum available through EGIA Contractor University, designed to make the service and the related functions more efficient and profitable. For each core curriculum topic, online classes, in-person workshops and online library resources (videos, templates, and implementation tools) are available for EGIA members. To learn more about our Service Management Operations, watch the intro video below and take the online class demo.

Service Management Operations Online Class Demo

Service Management Operations
Intro Video

Industry Leading Financing Available for Contractors

Office Depot

A leading global provider of products, services and solutions for every workplace -- from office supplies to digital marketing -- Office Depot boasts more than 2,000 retail stores, award-winning ecommerce sites and a dedicated business-to-business sales organization.

Special Offer for EGIA Members:
10%+ off web pricing on more than 30,000 office supplies -- valid either in-store or online --- and free shipping on online orders of $50 or more.

More About This Offer

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Increase Your Project Pipeline and Boost Your Bottom Line

Finding new ways to grow your business can be one of the biggest challenges for any home services company. As a Ygrene authorized contractor, you will be able to secure larger projects with property owners who are ready to start now. Ygrene provides the training, tools and resources you need to deliver an affordable, competitive home improvement financing solution.

A COMPETITIVE ALTERNATIVE TO TRADITIONAL FINANCING:

	No money down, 100% financing

	Based on home equity, not FICO

	No payment for up to 12+ months*

	Fixed rates with 5 to 30-year terms

	Repaid with property taxes

Call 866-797-7343 for more information and to enroll today!

*Subject to underwriting guidelines and approvals; timing of first payment depends on date of funding; interest accrues during entire deferred payment period.

For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join

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