October 23, 2018 - Volume 49
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“The Three Keys to Tech Selling”

There are three things you must know in order to sell as a technician.

This week, Weldon Long lays out the "must" list for selling technicians. He also fields viewer questions on whether salespeople can act as primary lead-generators and how to handle the "I won't need AC in a few weeks" objection.

All that and more, on the latest episode of Cracking the Code!

Watch the Show

Watch now before it enters the EGIA members-only archive on 10/29.

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
Free Snippet from the Weekly "Ask the Experts" Conference Calls

How do I know if a marketing campaign is successful?


I think the high-level question is, “How do I know my marketing dollars are working?” So, you basically have two mechanisms working at the same time in marketing. You always have brand – and brand is something we simply identify as …

Read More

Register & Submit Your Own Questions for the Next "Ask the Experts" Conference Calls for Alliance and Premium EGIA Members

Register for Monday 10/29
10am Pacific (1pm Eastern)
Register for Monday 11/5
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
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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
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
“Employee Retention”

On ContractorConnect.org, Jesse asked:

“My company is experiencing a problem with keeping employees from leaving skilled positions to other jobs. We faced this problem a couple of years ago and now we are seeing a repeat. Examples below. . . .”

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 September 2018, we surveyed contractors on local events & home shows. Below is the result from one of the questions we asked:

How many local events does your company participate in per year?

While the vast majority of respondents indicated their companies do attend local events, the frequency of those events varied widely. Two local events per year was the leading response, by 20% of those surveyed, followed closely by four (17%) and three (16%) events. Events can be a great lead generation platform, but the exact number of local events a company engages in is less important than how they strategically fit into a company’s overall marketing budget, seasonal personnel availability and other considerations.


Log-in to access the full Snapshot Survey archives.

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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
Industry Leading Financing Available for Contractors
Advanced Energy Products

Advanced Energy Products (AEP) is a leading distributor of high efficiency building products including lighting, HVAC, insulation, window, power strips, plumbing and PV system components. Thanks to its direct relationships with 100+ manufacturers, AEP offers unrivaled pricing alongside its famously committed customer service.

Special Offer for EGIA Members:
6% instant discount on all purchases of at least $1000!
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Customer Service & Dispatching Training

Customer Service & Dispatching Training is one of the 10 core areas of curriculum available through EGIA Contractor University, created to streamline and improve the customer service process and help companies book more of the calls they’re already receiving. 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 Customer Service & Dispatching Training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Customer Service & Dispatching Online Class Demo
HVAC Sales Academy Video
Customer Service & Dispatching
Intro Video
For more information about EGIA membership,
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