July 31, 2018 - Volume 37
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“How to Be a High-Performing Contractor”

Anyone can be a typical contractor. But it takes something extra to be a high-performing contractor.

In this week's episode of Cracking the Code, NCI's David Holt joins Weldon Long once again as the two explain how to become a high-performing contractor, from avoiding improper solutions and poorly designed systems, to making sure you uncover every problem -- not just the one that initiated the phone call.

Plus, Weldon discusses the power of positive thinking and visualization, responds to industry survey data on core values, and more!

Watch the Show

Watch now before it enters the EGIA members-only archive on 8/6.

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

The season is very busy right now, but I know this will drop off in September. When would you suggest I start marketing so I can make the phone ring September 1st?


This is a great question, because it goes to one of the real differentiators of what makes a company successful, and that’s being a good marketing organization, and knowing how to get the phone to ring, and to generate service calls and sales opportunities, that kind of thing. My standard rule was I always...

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

Register for Monday 8/6
10am Pacific (1pm Eastern)
Register for Monday 8/13
10am Pacific (1pm Eastern)
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
The following training materials have been added to the Contracting Best Practices Online Library this week. EGIA Premium & Plus members can now log-in to the EGIA Contractor Portal to access these resources.


checkmark Creating a WOW Experience via Technician Communication (9.7)
checkmark Technician Selling & Communication - Creating a WOW Experience Using Social Styles (9.8)
checkmark Top Questions for Technician to Ask for Selling Success (9.11)
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EGIA Podcast
20 Students Selected for Their Passion & Commitment to Industry

The EGIA Foundation has selected its first-ever class of scholarship recipients, a group of students who will be pursuing education in an HVAC-related field at an accredited two-year college, vocational or technical school, or other approved institute during the 2018-19 academic year!

One of the EGIA Foundation’s core activities, the scholarship program helps to improve the ongoing workforce shortage in the home services industry by awarding twenty $2,500 scholarship to select dedicated individuals who are currently seeking education to better prepare themselves for a career in the industry.

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Meet The Recipients
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In January 2014, we surveyed contractors on Television Advertising. Below is the result from one of the questions we asked:

How Much of Your Overall Marketing Budget Does Your Company Normally Spend on Television Advertisements?

Of the 53% of contractors who said that their company does do television advertising, 39% said that they allocate 21-30 percent of their overall marketing budget towards TV advertisements. When budgeting for television ads, it is important to factor in the development costs of your commercial. The costs associated with developing TV ads can vary widely based on a number of factors, but, with that said, small businesses should plan to spend at least $2,500 to develop even the most basic of TV commercials.

Once you have developed your TV commercial, the next consideration is purchasing ad space on stations. Experts suggest the following strategies can help you save money when purchasing space for your television ads: pay for the advertisement space up front; buy in bulk, purchase ad space when the economy is down; and seek out co-op advertising opportunities with the manufacturers of the products you sell.


Log-in to access the full Snapshot Survey industry research data archives, including last month’s summary report on Employee Benefits.

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Sign Up Now to Secure a Seat

EGIA’s acclaimed live educational workshops are back this fall and, as always, registration is free for EGIA Premium Members! Upcoming workshops include:

View Full Event Schedule
EGIA Podcast
“How Training & Culture Drive Growth”

Isaac Heating and Air, out of Rochester, NY, has seen rapid growth and expansion over the last few decades, with plenty more underway. And that growth has been built on two pillars as much as anything else: company culture and extensive (and continuing) training.

In the latest episode of Contractor Coffee Club, Mark Matteson welcomes Eric Knaak, VP & General Manager of Isaac, who explains the strategies, tactics and overarching philosophies that have helped build one of the Northeast’s most successful service companies – with more than 340 employees and nearly 30,000 service agreements.

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EGIA Podcast
“Is Yelp a Necessary Evil?”

On ContractorConnect.org, Tim asked: “Reviews good, bad or indifferent, our clients are looking and they are forming opinions of your company based on what strangers are telling them. If you have great reviews, no problem. But we all know that you can’t please everyone every time. Yelp will not do anything to remove bad reviews and they remove great reviews randomly. Necessary evil? You tell me.”

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

Visit ContractorConnect.org
EGIA Podcast
“Four Issues You Can Discover with Static Pressure”

It’s unfortunate there are still some in our industry who don’t see static pressure measurement as an opportunity. Instead, they view it as smoke and mirrors, hocus pocus, and something extra to do on each call. The readings aren’t valuable to them.

What if I could show you four ways that static pressure testing expands your troubleshooting ability, exposes the problems behind your headache calls, and uncovers additional work? Would you reconsider its value then?

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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
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
EPIC 2018
Sign Up for the Waiting List

EPIC2018, EGIA’s hotly anticipated contractor conference, is officially sold out!

Featuring can’t-miss keynote presentations from sales psychology expert Connie Podesta and legendary outdoorsman Aron Ralston, who’s harrowing story inspired the Oscar-nominated film 127 Hours, as well as breakout sessions led by some of the industry’s most acclaimed educators, EPIC2018 takes place September 27-28 at the Cosmopolitan of Las Vegas.

While the conference registration has reached capacity, you can now join the waitlist. In the event of cancellations, spots will be filled from the waitlist in the order they joined.

Join the Waitlist
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Marketing, Branding & Lead Generation Training

Marketing, Branding & Lead Generation 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 marketing, branding & lead generation training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Marketing, Branding & Lead Generation Online Class Demo
HVAC Sales Academy Video
Marketing, Branding & Lead Generation Intro Video
Industry Leading Financing Available for Contractors

A groundbreaking software program founded by a contractor, ReviewBuzz helps you get the most online reviews on the sites that matter most, including Yelp, Google, Facebook and more. All feedback is tied to the employee who performed the service, simplifying employee recognition and identifying service issues that may need correction.

Special Offer for EGIA Members:
Free 30-day trial, plus an EGIA-sponsored 7% reward, paid quarterly, off the subscription cost
HVAC Sales Academy Video
More About This Offer
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