December 12, 2017
EGIA Contractor University Weekly Update
 
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Last month, we surveyed contractors on Service Management Operations. Below is the result from one of the questions we asked...
 

At what rate does your company convert demand service customers into service agreement customers?

The warmest service agreement leads are demand service customers – they’re already inviting your company into the home, agreeing to a conversation, and encouraging a relationship with your company. When we asked at what rate respondents’ companies converted demand service customers into service agreement customers, we found the leading result to be 31-40 percent of the time (22% of respondents). That was followed closely by 21-30 percent of the time (18%) and 11-20 percent and 0-10 percent (both 14%). According to Gary Elekes, an EGIA Contractor University faculty member and a service department efficiency expert, service agreements need to be offered at 100% of all demand service calls. A minimum of 25% of those demand service calls should actually be converted into service agreements, with a target goal of 50%.

 
 

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Tech Mindset, Part 2
 

Gary Elekes is back, again joining the Cracking the Code weekly show to continue the discussion on mindset. This week, he's talking about an effective selling mindset with your service techs, the process of change, and how to move into the implementation stage -- how to start encouraging sales beyond the demand service call.

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

QUESTION:
What percentage of my total revenue should be spent on marketing?

 

GARY ELEKES:
There’s no one right answer to that. The percentage of marketing expenses is going to rely, and be linked heavily, to the goals and the growth patterns that the company desires. So, we always like starting off with an operating plan. What I’m trying to accomplish, for example, in 2018...

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

 
 
Register for Owner/GM Call
Monday 12/18
10am Pacific (1pm Eastern)
 
 
 
Register for All Staff Call
Friday 1/5
1pm Pacific (4pm Eastern)
 
 
 
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
 

We are happy to announce a new slate of educational workshops that are now available to help you grow your business. Premium members receive two free registrations to every workshop while space is available! All other contractors are eligible to register at an additional cost. Learn more and register today by clicking on the links below.

 
 
 
View Full Event Schedule
 
 
 
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Financial Structure
 

No matter your knowledge of home services, the skills of your contractors or the effectiveness of your customer service, if your company’s financial structure is too flawed, your company may just be doomed. But with the proper financial structure, the sky is the limit. From inventory basics and cash flow statements to KPIs and accounting methods, this month’s Snapshot Survey asks you all about financials to get an idea of what’s working in the industry – and what’s not.

Take this month's survey and be entered for a chance to win a $100 Visa or Mastercard Gift Card.

 
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November’s Contest Winner
Congratulations to Lisa Joles of Lew’s Reliable Heat & A/C Inc. in Fairport Harbor, OH, for winning last month's $100 gift card.
 
 
EGIA Podcast
“In Conversation with Brigham Dickinson”
 

The founder and president of Power Selling Pros, Brigham Dickinson is a renowned name in the home services industry. Brigham, an EGIA Contractor University faculty member, is a leading authority on customer service and call-handling, and how they can drive sales within an organization.

In the latest episode of the Contractor Coffee Club podcast, Brigham joins host Mark Matteson as the longtime friends chat about some industry insights and strategies that can impact businesses immediately.

 
 
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
 
EPIC 2018
The Ultimate Success Summit for Home Services Contractors
 
 

September 27-28 at the Cosmopolitan of Las Vegas

It’s time to start planning for EPIC2018, the incomparable new event from EGIA Contractor University! Coming to the Cosmopolitan Hotel in the heart of the Las Vegas Strip on September 27 and 28, 2018, the powerful new event offers two full days of business-changing insights from EGIA Contractor University’s renowned faculty, headliner keynote presentations, networking opportunities, exhibitor tables and more!

On Wednesday, September 26, from 5-7pm, EGIA will host an unforgettable welcome reception at the Marquee Nightclub, complete with complimentary drinks and hors d’oeuvres for all attendees. That networking opportunity precedes a conference kickoff the morning of Thursday, September 27. The event will wrap-up by 2:30pm on Friday, September 28, giving attendees plenty of time to enjoy the city for the weekend.

Premium members receive 2 free registrations and Plus members receive 1 free registration. All other contractors are welcome to register for a small additional cost.

Mark your calendars now & save the date! More information and registration will be available soon.

 
 
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Customer Service & Dispatching Training
 

Customer Service & Dispatching Training is one of the 10 core areas of curriculum available through EGIA Contractor University, created to streamline and improve the customer service process and help companies book more of the calls they’re already receiving. 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 Customer Service & Dispatching Training, watch the intro video below and take the online class demo.

 
HVAC Sales Academy Video
 
 
Customer Service & Dispatching Online Class Demo
 
 
HVAC Sales Academy Video
 
 
Customer Service & Dispatching
Intro Video
 
 
 
 
Industry Leading Financing Available for Contractors
Fresh-Aire UV
 
 

Fresh-Aire UV is the leading provider of ultraviolet light, photocatalytic, and carbon indoor air quality products for residential and commercial applications. Guaranteed for a lifetime of performance, all Fresh-Aire UV systems can be designed for surface or airborne disinfection to remove up to 99.9% of mold, bacteria and viruses from central air systems, mini-splits, PTACS, and fan coils.

Special Offer for EGIA Members:
Buy 10 Get 1 Free for a Year!
 
HVAC Sales Academy Video
 
 
More About This Offer
 
 
 
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Industry Leading Financing Available for Contractors
 
At EGIA, we have found that the most successful contractors throughout the country all have one major thing in common: they offer financing options with every sale. Yet it can be confusing weaving your way through all the financing solutions in the marketplace, and costly to pick the wrong one for your company. Our GEOSmart Financing Clearinghouse solves that problem. EGIA will clear the way and help you pick the right program for your business. We have done the research, vetted the leading finance service offerings, and leveraged our national buying power to secure the best financing solutions for our EGIA members.
 
 
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For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join
 
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