August 14, 2018 - Volume 39
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“How Training & Better Processes Build Better Companies”

Training and building processes within a company require a big time investment. But are they worth it? Is there a clear ROI?

In this week's episode of Cracking the Code, Weldon Long explains the strategies behind and merits to implementing processes and focusing on training. Not only will it have a positive financial impact, but it will produce a company that's less dependent on an ever-present owner or management team.

Plus, a segment on building a prosperity plan that leads to sales success!

Watch the Show

Watch now before it enters the EGIA members-only archive on 8/20.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on After-Hours Service Calls

After-hours service calls can be a tricky proposition to juggle. Offering the convenience to your customers can be a big draw, as they know they’ll never be caught without heat or air conditioning. But figuring out how to manage the process and what to pay for it can be difficult. In this month’s Snapshot Survey, we’re asking all about after-hours service calls to get an idea of what’s working in the industry – and what isn’t.

Take this month's survey on After-Hours Service Calls 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

What method of billing should we use for the best profits?


"Collect your money," is the answer. You can decide which market segment that applies to, but in residential change-out it’s payment upon completion of the job. All jobs ought to be finished in the same day unless bid otherwise. Services, same thing. We should be up front in pricing discussions and collect our money when we’re done. Maintenance can be either the monthly debits, or we favor...

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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 8/20
10am Pacific (1pm Eastern)
Register for Monday 8/27
10am Pacific (1pm Eastern)
EGIA Podcast
“Mastering Sales & the 75% Close Ratio”

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson.

In the latest episode of the Contractor Coffee Club podcast, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments -- and can help you, too.

Plus, he discusses recent industry survey data on health benefits, and how benefits and culture factor into recruiting and retention.

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Listen Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In February 2014, we surveyed contractors on in-home sales presentations and job quoting strategies. Below is the result from one of the questions we asked:

How long does your typical in-home sales presentation last for new installation projects?

Convincing a homeowner to take the time to listen to your sales pitch is half the battle, but once you have their attention, it is critical to deliver a powerful presentation that makes the homeowner want to hire your company rather than your competitor. One important factor for an effective sales presentation is its overall length. In-home presentations should be comprehensive but they also need to be respectful of the homeowner’s time. When we asked our contractor network how long their typical in-home presentation lasted, the most common answer was 31-60 minutes at 44% followed by 61-90 minutes at 35%.


Log-in to access 5+ years of Snapshot Survey industry research archives, including last month’s summary report on Inventory Management.

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Visit the interactive Contracting Best Practices Library on for training and education resources on in-home sales, inventory management and more.

EGIA Podcast

On, Anonymous asked:

“Where is the best place to look for a service manager? Where do you hire them? Would it be smart to hire a service manager before hiring technicians? So far in our business we have been running the business and service calls, and we are ready to hire full time techs and managers to keep techs busy but also on check.”

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

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
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
“Beware of These Four Common Mistakes When Measuring Static Pressure”

If you talk to anyone experienced in measuring static pressure, they will admit they’ve dealt with inconclusive and goofy readings that didn’t make sense. This typically results in a frustrating but rewarding day, because they learned something they won’t forget.

Most questionable readings start with overlooking and/or ignoring static pressure measurement basics. To refresh your memory, I thought it would be fun to look at four common mistakes the best in our industry make when measuring static pressure.

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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
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.

Learn More
Meet The Recipients
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
Leadership Training

Leadership Training is one of the 10 core areas of curriculum available through EGIA Contractor University, designed to help owners and managers develop their skills that facilitate growth in the company. 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 Leadership Training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Leadership Class Demo
HVAC Sales Academy Video
Leadership Intro Video
Industry Leading Financing Available for Contractors

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HVAC Sales Academy Video
Special Offer for EGIA Members:
Earn a 3% Rebate on all services
paid quarterly
More About This Offer
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