October 2, 2018 - Volume 46
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Top Questions Techs Ask to Increase Revenue”

What are the top questions that your technicians should ask the homeowner in order to drive revenue while maximizing customer satisfaction?

Gary Elekes joins Weldon Long on this week's episode of Cracking the Code, to lay out the questions your technicians must be asking to ensure they're getting the most out of every home visit.

Plus, Weldon talks the power of mindset and how it can focus you on your goals.

Watch the Show

Watch now before it enters the EGIA members-only archive on 10/8.

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

What numbers should we use to calculate sales commission?


Number one, “what number should we use when calculating sales commission?” Well that all depends on what the compensation program is. Meaning, if you’re paying a draw or a salary or something of that nature – and I’m assuming we’re talking residential replacement as well – that’s going to factor into the answer. I’m not a fan of paying a salary, I’m OK with a draw that you settle up against commissions...

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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 10/8
10am Pacific (1pm Eastern)
Register for Monday 10/15
10am Pacific (1pm Eastern)
EGIA Podcast
“Differentiate From Other Contractors”

How can you set yourself apart from your competition -- truly differentiate yourself from the field?

Consultant, educator and "resultant" Drew Cameron joins Mark Matteson in the latest episode of the Contractor Coffee Club podcast, to offer his tried and true strategies to not just make yourself a better version of the competition -- but morph into a different company entirely that truly stands out from the crowd.

Subscribe On iTunes
Listen Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Sign Up Now to Secure a Seat

More of the Fall 2018 slate of educational workshops are reaching capacity, but don’t worry, there will be plenty more opportunities to experience the one- to two-day game-changing educational experiences that are garnering rave reviews industry-wide: We have officially announced the Spring 2019 Workshop Calendar!

Twenty-five more acclaimed live educational workshops have been added to the calendar beginning in January, on topics like marketing, financials, customer service, sale, service agreements and much more!

As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EGIA Podcast

Consistency Selling, the hotly anticipated new book from New York Times bestselling author and EGIA Contractor University faculty member Weldon Long, is now available!

In this new book, Weldon shares many of the powerful sales strategies and philosophies that helped him eliminate the peaks and valleys from his sales record en route to building an Inc. 5000 business that grew beyond $20 million in sales within just five years!

View a Consistency Selling demo
Order on Amazon
EGIA Podcast
“Heat Load”

On ContractorConnect.org, Nathan asked:

“What is the best heat load app?”

Visit ContractorConnect.org

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
on Overcoming Seasonality

Shoulder seasons -- decreased business during the off-peak seasons -- are a major obstacle for nearly every contracting company. But how do companies attempt to flatten the highs and lows of seasonality? How does the time of year affect hiring, firing and seasonal employees? In this month's Snapshot Survey, we're asking all about overcoming seasonality to learn what's working -- and what's not -- across the industry.

Take this month's survey on Overcoming Seasonality and be entered for a chance to win a $100 Visa or Mastercard gift card.

Take the Survey Now
September’s Contest Winner
Congratulations to Thomas Lucas of Dayco Systems in Atlanta, GA, for winning last month's $100 gift card
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In May 2014, we surveyed contractors on customer testimonials. Below is the result from one of the questions we asked:

Do you provide an incentive to customers for providing a positive testimonial for your company?

One strategy for acquiring customer testimonials is to offer incentives to customers who take the time to provide you with a solid testimonial that you can use in your promotional efforts. However, some contractors choose not to offer incentives because of the added cost and belief that it devalues the testimonial. When we asked the contractors who indicated they did have a strategy for gathering testimonials whether or not they offered an incentive to the customer, 36% said “Yes” and 64% said “No.”

As a follow-up question to the contractors who said they do offer incentives for customer testimonials, we asked what they offered as an incentive. Some of the most common responses were gift baskets, gift cards and discounts on future services. We also asked both the contractors who do provide incentives and the contractors who do not what percentage of their customers provide them with testimonials and, on average, the contractors who do provide incentives to their customers receive testimonials 27% more often.


Log-in to access the full Snapshot Survey archives.

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EGIA Podcast
“Four Steps to Better Flexible Duct Installations”

Flex ducts could be in imminent danger. A few months ago, I wrote about a recent proposal to severely limit the use of flexible (flex) ducts. Due to poor installation methods, the International Association of Plumbing and Mechanical Officials (IAPMO) is proposing to limit use of flexible duct to only five feet in length. How can we move past this proposed change and learn from 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
Industry Leading Financing Available for Contractors
KickCharge Creative

KickCharge Creative has built its success on providing cost-effective, creative marketing solutions that meet well-defined strategic objectives for small business and HVAC companies. They are a full service marketing agency that offers brand development, vehicle wrap design, copywriting, web strategy and
much more.

Special Offer for EGIA Members:
Free brand evaluation ($290 value) and exclusive discounts on service packages
HVAC Sales Academy Video
More About This Offer
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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
For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join
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