September 18, 2018 - Volume 44
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“3 Keys for Success as a Tech”

There are plenty of strategies, tactics and attitudes floating around in the industry. But in particular, there are three universal keys that anyone can do to align themselves toward success and become a successful contractor.

In this week's episode of Cracking the Code, Gary Elekes joins Weldon Long to lay out the keys to prepare for and achieve success as a contractor.

Plus, Weldon fields viewer questions on eliminating "one-leggers," communicating with your customer without technical jargon, and more!

Watch the Show

Watch now before it enters the EGIA members-only archive on 9/24.

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

What is the best way to assemble install pricing?


You’ll get a difference of opinion depending on the application we’re doing business with, so I would qualify the answer to this question with: It depends on the market area you’re working in and the applications you’re working with. So, for example, Miami, we’re going to be doing pretty much straight cooling only, so that would be a very different application than, say, the Northeast where we might be doing hydronics and we might be doing some plumbing...

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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 9/24
10am Pacific (1pm Eastern)
Register for Monday 10/1
10am Pacific (1pm Eastern)
EGIA Podcast
“The Sales Secret Weapon”

Mark Matteson taps his decades of HVAC sales experience to lay out some simple rules for sales success, in the latest episode of the acclaimed podcast. And he explains the secret weapon that’s more valuable than anything else when it comes to closing sales and satisfying customers – and it’s a tool you already have.

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EGIA Podcast
“The Best Thing So Far …”

On, Drew asked:

“Please share the one thing you have done so far this year that has had the greatest impact on your life, the lives of those you serve, and/or your business.”


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
The following training materials have been added this week to the Contracting Best Practices Online Library. EGIA Premium & Plus members can now log-in to the EGIA Contractor Portal to access these resources.


checkmark 3.1 – Chart of Accounts for the Trades
checkmark 11.5 – Multiyear – Multi-system Service Agreements
checkmark 17.1 – Software Plan – Defining a Company Plan for New Software
checkmark 17.2 – Evaluating Software – Vetting Vendors

checkmark 4.9 – The Daily General Manager’s Report

checkmark 4.9 – General Manager’s Report
checkmark 11.5 – Multiyear Multi-system Service Agreement Pricing Tool
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Local Events & Home Shows

More and more often, marketing and lead generation has shifted online. But there are still tried and true in-person methods to drum up new business, including an industry favorite – the home show, and other live, face-to-face events. In this month’s Snapshot Survey, we’re asking all about local events and home shows to better understand how contractors are embracing event marketing.

Take this month's survey on Local Events & Home Shows 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 April 2014, we surveyed contractors on telemarketing. Below is the result from one of the questions we asked:

Does your company do any form of telemarketing?

Unlike many other forms of marketing, telemarketing allows businesses to make a direct 1-on-1 personal connection with potential customers and create a level of engagement that is unsurpassed when compared to alternative marketing methods. With that said, a large percentage of customers find telemarketing intrusive and annoying. So the question is, can telemarketing be an effective marketing tactic for contracting businesses? When we asked our contractor network if they did any form of telemarketing, 59% said “no” and 41% said “yes.”


Log-in to access 6+ years of industry survey data and research reports, including the latest report on after-hours service calls.

Log-in Now

Visit the interactive Contracting Best Practices Library on for training and education resources on telemarketing, after-hour service calls and much more.

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
“How to Plot Fan Airflow”

The most important diagnostic truth about a system is that you can determine the amount of air the system fan is moving. Let’s take a look at how fan airflow can be plotted in less than five minutes to open the door to a new level of diagnostics and troubleshooting.

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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
Industry Leading Financing Available for Contractors
Fresh-Aire UV

Fresh-Aire UV is the leading provider of ultraviolet light, photocatalytic, and carbon indoor air quality products for residential and commercial applications. Guaranteed for a lifetime of performance, all Fresh-Aire UV systems can be designed for surface or airborne disinfection to remove up to 99.9% of mold, bacteria and viruses from central air systems, mini-splits, PTACS, and fan coils.

Special Offer for EGIA Members:
Buy 10 Get 1 Free for a Year!
HVAC Sales Academy Video
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Financial Structure Training

Establishing a financial structure that allows your business to not merely survive, but to thrive, is one of the most crucial yet oft misunderstood foundations of a contracting company. Learn financial basics including benchmarking and KPIs, departmentalization, how to create a financial plan, and much more.

HVAC Sales Academy Video
Financial Structure Class Demo
HVAC Sales Academy Video
Financial Structure Intro Video
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