August 28, 2018 - Volume 41
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Doing the Ordinary Things Extraordinarily Well”

Doing the right thing in the big moments is key; but consistently doing the little, ordinary things extraordinarily well is even more vital to success.

This week, Weldon Long explains how to be extraordinary when doing the ordinary -- and then watch those seemingly inconsequential moments build up into massive successes.

That, plus strategies for hiring the right people and much more, in this week's episode of Cracking the Code!

Watch the Show

Watch now before it enters the EGIA members-only archive on 9/3.

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

How should we handle our technicians’ hours on a slow day?


We don’t want to waste people’s time, as far as the people on our staff, number one, and second we don’t want to waste consumers’ time. We’ve got limited resources and we have to use those to the best of our ability when we have them. Obviously it varies based on the company and how you’re set up and what you’ve got in place, so I’ll throw out a few ideas. If you’ve got service agreements and you’ve got some precision tune-ups ...

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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 9/10
10am Pacific (1pm Eastern)
Register for Monday 9/17
10am Pacific (1pm Eastern)
EGIA Podcast
“7 Laws of Sales Success”

Mark Matteson continues his series on sales in the latest episode of Contractor Coffee Club. This time, Mark offers seven things that will drive your sales mentality and success rate, along with other strategies and tactics that have helped him master HVAC sales over the last several decades.

Plus, a look at industry research data on inventory management and what it means for your company.

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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
In March 2014, we surveyed contractors on sales staff compensation. Below is the result from one of the questions we asked:

How Is Your Company’s Sales Staff Compensation Structured?

One of the biggest management challenges for any growing business is determining how to compensate their sales staff effectively. Executing a well-designed sales compensation plan can help companies create a sales culture of high performance where individual goals are aligned with those of the organization. When we asked our contractor network how they structured the compensation for their sales staff, 41% said they paid only commission, followed by 37% who said they paid a combination of salary and commission, and finally, 22% said they paid salary only.


Log-in to access 6+ years of Snapshot Survey research archives, including the latest summary report on Inventory Management.

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Visit the interactive Contracting Best Practices Library on for training and education resources on sales, financial structure, compensation and more.

EGIA Podcast
“Customer Wants to Connect Via Facebook”

On, George asked:

“Just wanted to know what everyone else may be doing in regards to your personal Facebook account when a new customer sends you a friend request.”

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
“Demystifying the Duct Traverse”

One of the most effective ways to measure airflow is through a method known as a traverse. While a traverse offers an accurate means of determining airflow, HVAC professionals rarely use it due to its intimidating nature. Let’s look at this time-proven measurement technique and see if we can remove some of the mystery surrounding it.

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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
Learn More
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
Industry Leading Financing Available for Contractors

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Special Offer for EGIA Members:
Free marketing consultation that provides you with candid and specific marketing insights into the best methods to grow your unique business. A $1000 value!
HVAC Sales Academy Video
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Service Management Operations

Service Management Operations is one of the 10 core areas of curriculum available through EGIA Contractor University, designed to make the service and the related functions more efficient and profitable. 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 Service Management Operations, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Service Management Operations Online Class Demo
HVAC Sales Academy Video
Service Management Operations
Intro Video
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