How do you sell as a technician -- how do you get in your customer's head so that you connect with them on the things that they want?

This week, Weldon welcomes Gary Elekes to explain the key types of questions you need to ask in order to earn the right to advance the sales process and close the deal.

Plus, Weldon takes Q&A on maintaining profits during the slow season and more! All that on this week's episode of Cracking the Code.

Watch now before it enters the EGIA members-only archive on 11/5.

EGIA recently surveyed our member companies to gauge overall interest in a potential discounted health benefit program for their employees and found overwhelming support from those who participated. We are moving forward in the process of building a discounted employee health benefit program that we can deliver to our member contractors.

In order to create this program, we need your help collecting additional census data on your employees to assist us in crafting a competitive and beneficial program. No names or contact information are needed, and by providing your complete employee census data at www.egia.org/healthcare by Friday, November 9th, you will be entered into a drawing for a $500 visa gift card!

Shoulder seasons -- decreased business during the off-peak seasons -- are a major obstacle for nearly every contracting company. But how do companies attempt to flatten the highs and lows of seasonality? How does the time of year affect hiring, firing and seasonal employees? In this month's Snapshot Survey, we're asking all about overcoming seasonality to learn what's working -- and what's not -- across the industry.

"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.

On ContractorConnect.org, Amanda asked:

“I am putting together a goal board for my guys. I’d like to see what you guys track and any ideas for a good goal board.”

See other contractors’ and consultants’ feedback, and join the conversation yourself, on Contractor Connect – the latest EGIA member benefit free for all members.

On average, when a customer calls to make an in-home sales appointment with your business, how quickly is someone from your company able to come out to their home?

Log-in to access the full Snapshot Survey archives.

The EGIA Foundation’s new industry research report, Bridging the HVAC Employment Gap, is now available, following a special advance launch last month at EPIC2018.

The EGIA Foundation, a 501(c)(3) nonprofit dedicated to improving the future of the home services workforce, partnered with market research firm Decision Analyst for the wide-ranging, comprehensive project that included surveys and in-person interviews with everyone ranging from contractors and manufacturers to high school students, parents and educators.

The final published report investigates the root causes of the HVAC industry’s ongoing workforce shortage, and uncovers conclusions and solutions to help move the industry forward toward a brighter future.

Download your free copy of Bridging the HVAC Employment Gap today, or request a print version for a small donation.

More of the Fall 2018 slate of educational workshops are reaching capacity, but don’t worry, there will be plenty more opportunities to experience the one- to two-day game-changing educational experiences that are garnering rave reviews industry-wide: We have officially announced the Spring 2019 Workshop Calendar!

Twenty-five more acclaimed live educational workshops have been added to the calendar beginning in January, on topics like marketing, financials, customer service, sale, service agreements and much more!

As always, registration is free for EGIA Premium Members!

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.