October 16, 2018 - Volume 48
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“What Are Technicians REALLY Selling?”

Equipment? Service? Expertise? What exactly are our technicians selling in their relationship with the homeowner?

Gary Elekes takes on that question of finding your true motivation in serving your customer, while Weldon Long handles the viewer Q&A on getting your team to buy-in to ongoing training, and much more! All on this week's Cracking the Code!

Watch now before it enters the EGIA members-only archive on 10/22.

Watch the Show
EGIA Podcast
Bridging the HVAC Employment Gap Now Available Online

The EGIA Foundation’s new industry research report, Bridging the HVAC Employment Gap, is now available, following a special advance launch last month at EPIC2018.

The EGIA Foundation, a 501(c)(3) nonprofit dedicated to improving the future of the home services workforce, partnered with market research firm Decision Analyst for the wide-ranging, comprehensive project that included surveys and in-person interviews with everyone ranging from contractors and manufacturers to high school students, parents and educators.

The final published report investigates the root causes of the HVAC industry’s ongoing workforce shortage, and uncovers conclusions and solutions to help move the industry forward toward a brighter future.

Download your free copy of Bridging the HVAC Employment Gap today, or request a print version for a small donation.

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

How should we deal with price objections? For example, “I can get it on Amazon for $30 and you’re charging $400. I’ll do it myself.”


Well, this is a really common problem that we face, both on the sales side and on the service side, because people do know they can buy the capacitor or buy the igniter or something online for a very inexpensive number. But if a homeowner ever brings up with me, “How can you charge $400 for this capacitor? I can go online and get it for $30,” or whatever, you know, I always have a simple analogy that I use. I say, “Mr. or Mrs. Homeowner ...”

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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 10/22
10am Pacific (1pm Eastern)
Register for Monday 10/29
10am Pacific (1pm Eastern)
EGIA Podcast
“The Power of a Proven Script”

"Forget trying to sell your prospects; let them buy. People buy you."

In the latest episode of the Contractor Coffee Club podcast, host Mark Matteson explains the power of asking "why?" -- for both you and your customer.

Plus, he lays out the proven sales script he's refined over the decades, and how to use it to maximize your close ratio.

Subscribe On iTunes
Listen Now
EGIA Podcast
Pre-Register Now for EPIC2019

On September 27 and 28, more than 400 contractors, business leaders, speakers, and other home services industry stakeholders descended upon the Cosmopolitan of Las Vegas for two days of intensive learning, inspiration and best practices.

For the unrivaled event, EGIA welcomed legendary keynote speakers Aron Ralston of 127 Hours fame and human behavior expert Connie Podesta, with other presentations offered by industry luminaries Weldon Long, Drew Cameron, Gary Elekes, Josh and Paul Kelly, Mark Matteson and Mike Treas.

While that event is officially in the books, EPIC2019, scheduled for October 3-4 at the Bellagio of Las Vegas, is less than a year away and preregistration is now open! But don’t hesitate: this year’s event sold out three months in advance, and we anticipate next year's event will sell out even sooner.

Pre-Register 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
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
EGIA Podcast
“Piece Rate”

On ContractorConnect.org, Harry asked:

“I am considering putting my install technicians on piece rate. Does anybody have experience doing this? Pros and the cons?”

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
In June 2014, we surveyed contractors on service hours. Below is the result from one of the questions we asked:

What Days of the Week Does Your Business Complete Work in the Field?

In today’s 24/7 world, contractors can gain a leg up on their competition and ultimately increase their business’s bottom line by offering service hours that better meet the needs of their customers’ busy schedules. With this in mind, we wanted to know what days of the week the contractors within the EGIA network were offering their services to customers. Every contractor that we surveyed indicated that they provided services Monday through Friday, however, only 59% said they provided services on Saturdays with just 28% doing so on Sundays.


Log-in to access the full Snapshot Survey archives, including the latest research summary report on local events & home shows.

Log-in Now

Visit the interactive Contracting Best Practices Library on EGIA.org/University for training and education resources on event marketing and much more.

EGIA Podcast
“Why System Performance Measurement Works”

The quest for greater energy efficiency has been promoted by the government using utility company programs for more than a quarter of a century. This movement has made consumers aware that higher efficiency equipment is the right thing to use. Manufacturers have responded with higher efficiency equipment and contractors have consistently been able to increase the sales price of their systems because of this.

An increasing number of HVAC contractors are voluntarily measuring the performance of the HVAC systems they install. They do it because their customers are willing to pay extra for the assurance of increased efficiency and verified comfort. Let’s take a closer look …

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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
Silver Bullet Price Page

The Silver Bullet Price Page is "the Easiest Way to Sell with Financing." It lets your customers see their equipment choices and monthly payments in one quick view, while helping your salespeople close more jobs and sell more high-efficiency equipment than ever before using price-page templates that simply and clearly lay out your prices, packages and offerings for the customer.

Special Offer for EGIA Members:
15% instant discount off the published price and a 100% money-back guarantee.
HVAC Sales Academy Video
More About This Offer
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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
For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join
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