March 13, 2018
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
4 Ways to Minimize Risk & Maximize Sales

Minimize your homeowners' risk in doing business with you, and you'll maximize your sales.

From guarantees to trust-building and everything between, Weldon Long explains four methods to minimize risk and earn your homeowners' trust -- and sales -- in the latest episode of Cracking the Code.

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

How do I determine how much of a percentage of my overhead to allocate to demand service calls?


This is a complicated question, so we’re kind of diving in right off the bat. Overhead allocation is a step beyond the gross profit line being departmentalized. So, when allocating overhead to the service department, replacement department, new construction, commercial – any of the departments – there’s basically some principles that we follow...

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Register for Friday 3/16
1pm Pacific (4pm Eastern)
Register for Monday 3/19
10am Pacific (1pm Eastern)
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Last month, we surveyed contractors on the Perfect Service Call. Below is the result from one of the questions we asked...

Are your techs instructed to invite the homeowner to observe the diagnosis?

Contractors are largely split over whether or not to invite homeowners to observe the diagnosis on a service call, with 55% of respondents indicating that their company’s technicians are specifically instructed to extend the invite while 45% have no such policy in place. While preferences vary, having the customer accompany the tech on the diagnosis can ease the interaction in the home, helping the customer build trust and rapport with the tech, while the tech builds credibility that they know what they’re doing. Trust, of course, lays the groundwork for a long-term relationship which can beget more sales down the line.


Log-in to access last month’s research summary report on the Perfect Service Call, as well as the full Snapshot Survey Archives

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Learn More About The Perfect Service
Call In Our Best Practices Library
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on Direct Mail Marketing

Direct mail marketing. Most every contracting company participates in it to some degree, but does it work? What kind of response rate is common? How much does the average company spend? In March’s Snapshot Survey, we’re asking all about the topic to get an idea of how companies use direct mail marketing as part of their overall strategy.

Take this month's survey, on the Direct Mail Marketing, and be entered for a chance to win a $100 Visa or Mastercard Gift Card.

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EGIA Podcast
“Sparking Your Success, Part 3”

In part 3 of an ongoing series, Mark Matteson talks about how attitude and goal-setting can yield big results on the job and off, paying particular attention to how those simple ideas helped transform him from a service tech to his company's best salesperson.

Plus a peek at the latest Snapshot Survey summary report on digital branding, and discussion of a topic that's important but far too overlooked by contractors.

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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE

Nine educational workshops remain on our spring schedule, bringing business-building knowledge and insights to a city near you. Attendees to this year’s previous workshops have lauded the growth-potential the events have helped them bring to their businesses.

Topics for the one- and two-day sessions include: Pricing for Double Digit Profit, The Invincible Sales Professional and Technician Communication & Selling.

Each offers understandable, actionable insights attendees can take back and implement in their company immediately, and free registrations are available for EGIA Premium Members.

View Full Event Schedule
EPIC 2018
Register Now for the Event That Will Help Your Business Realize its Potential

EPIC2018, the ultimate success summit for home services contractors, is coming to Las Vegas September 27 and 28, featuring a line-up of powerful speakers, networking opportunities and breakout sessions to help you take your business to the next level.

Special keynote presenters include human behavior specialist Connie Podesta, who can help you understand your customer and competitor, and Aron Ralston, upon whom the Oscar-nominated film "127 Hours" was based!

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

Visit EPIC2018 Website
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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
Operational Excellence - Measured

Operational Excellence - Measured is a real-time software that uses performance metrics and benchmark-setting to deliver daily measurement of employee performance in order to grow your business and its profitability.

Special Offer for EGIA Members:
Exclusive pricing menu with discounts up to 60%!
HVAC Sales Academy Video
More About This Offer
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Industry Leading Financing Available for Contractors

The EGIA Foundation, a 501(c)(3) nonprofit public charitable organization committed to educating, researching and developing the next generation of qualified workers for the home service industry, is proud to announce that the EGIA Foundation Scholarship Program is now accepting applicants for the 2018-19 academic year.

Up to 20 scholarships of $2,500 each will be awarded to qualified applicants who are pursuing an HVAC technology-related course of study at an approved institution during the 2018-19 academic year.

For more details click the links below.

EGIA Foundation Website
Scholarship Press Release
EPIC 2018
Special Discount for EGIA Members

EGIA is proud to partner with the Home Performance Coalition for an exciting conference and trade Show focused on building science, healthy housing, technical innovations and more. Visit the EGIA booth April 23-26, 2018, in Philadelphia, PA, and make sure you take in the open Q&A session with EGIA Contractor University’s Drew Cameron on how to boost your sales!

Use promo code NATEGIAZ for $100 off the current registration rate!

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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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