April 10, 2018
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“DESTROYING the Price Objection”

Don't just overcome the price objection -- destroy it!

In the latest episode of Cracking the Code, Weldon continues a series on overcoming, and even preventing, the price objection using the product demonstration, and he explains how you can tackle each day with passion and purpose.

Watch the show before it enters the members-only archive on April 15th.

Watch the Show
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Last month, we surveyed contractors on Direct Mail Marketing. Below is the result from one of the questions we asked:

What months do you get the best response rate for your direct mail campaigns?
(select all that apply)

Coming as no real surprise, surveyed contractors picked the end of the shoulder seasons/beginning of busy seasons as the time they got their best direct mail response rates, with June (40% response rate) and November (37%) leading the way, followed by May (34%) and October (31%). Of course, that’s when contractors are gearing up for the busy season, and when homeowners want to ensure their heating and AC are ready for ramped up use, so that’s probably the best time to remind prospective customers what you have to offer – via mail as well as other communication channels.

26% said they don’t know when their best response rates are, which speaks to a lack of measurement and tracking that should be avoided at all costs. If you’re going to spend money on marketing, have systems in place to measure whether you’re actually getting your money’s worth; it’s possible money is being spent on months or products that are generating no return, but without tracking there would be no way to know.


Log-in to access last month’s research summary report on Direct Mail Marketing, as well as the full Snapshot Survey archives

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Visit EGIA.org/Marketplace for exclusive discounts on direct mail marketing services, from our preferred partner MSI.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from the Weekly "Ask the Experts" Conference Calls

“I’m about to start my own HVAC company. My plan is to launch right before the summer with some kind of introduction type special. Any suggestions?”


I think Weldon hit it earlier with his comments about home shows and other things there. I was asked this at another conference I was attending. What I said to them was: You know, I’m in a mindset now where...

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

Register for Friday 4/13
1pm Pacific (4pm Eastern)
Register for Monday 4/16
10am Pacific (1pm Eastern)
EGIA Podcast
“Mastering HVAC Sales with Weldon Long”

In 5 years, New York Times bestselling author Weldon Long went from an ex-convict in a homeless shelter to building an Inc. 5000 HVAC company with over $20,000,000 in sales – and he did it by adopting the “Prosperity Mindset” and perfecting the sales process.

In the latest episode of Contractor Coffee Club, Weldon joins host Mark Matteson to offer some strategies, stips and stories that helped him build his company and his mindset.

Learn More & Listen Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Vehicle Fleet

Every home services company needs vehicles. But how those vehicles are managed can vary widely between companies, from total costs and types of vehicle to how ongoing costs are covered. In April's Snapshot Survey, we're asking all about Vehicle Fleet to determine how companies use them in their overall strategy.

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

Take the Survey Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE

The spring slate of EGIA Contractor University educational workshops is slowing rolling to a close, with four more sessions remaining – two each in Sacramento and Philadelphia.

Each city will host a pair of two-day classroom events, with Sacramento featuring the critically acclaimed Technician Communications & Selling and The Invincible Replacement Sales Professional workshops in April, before those same sessions visit Philadelphia in May. Each offers attendees powerful, digestible insights and strategies that they can take back and implement in their companies immediately. 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 EGIA.org/EPIC2018 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
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Technician Communication & Selling Training

Technician Communication & Selling is one of the 10 core areas of curriculum available through EGIA Contractor University. 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 technician communication & selling training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Tech Selling Class Demo
HVAC Sales Academy Video
Tech Selling Intro Video
Industry Leading Financing Available for Contractors
Mailing Systems, Inc.

A top direct mail marketing company, MSI offers a powerful combination of print and direct mail marketing products that increase customers' sales.

MSI ensures advertising dollars are used effectively using advanced targeting methods, isolating specific customer groups based on criteria like age, income, geographic location, purchase behavior and more. Multi-platform marketing techniques promise a unified message and synergized campaign that's far and above other companies' individual services.

Special Offer for EGIA Members:
Discounts up to 60% for printing and direct mail marketing
HVAC Sales Academy Video
More About This Offer
View All Programs
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!

Learn More & Register
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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