October 30, 2018 - Volume 50
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Questions Selling Techs Need to Ask”

How do you sell as a technician -- how do you get in your customer's head so that you connect with them on the things that they want?

This week, Weldon welcomes Gary Elekes to explain the key types of questions you need to ask in order to earn the right to advance the sales process and close the deal.

Plus, Weldon takes Q&A on maintaining profits during the slow season and more! All that on this week's episode of Cracking the Code.

Watch the Show

Watch now before it enters the EGIA members-only archive on 11/5.

EGIA Podcast

EGIA recently surveyed our member companies to gauge overall interest in a potential discounted health benefit program for their employees and found overwhelming support from those who participated. We are moving forward in the process of building a discounted employee health benefit program that we can deliver to our member contractors.

In order to create this program, we need your help collecting additional census data on your employees to assist us in crafting a competitive and beneficial program. No names or contact information are needed, and by providing your complete employee census data at www.egia.org/healthcare by Friday, November 9th, you will be entered into a drawing for a $500 visa gift card!

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

What are your thoughts on offering extended labor guarantees on new installs and existing equipment?


On existing equipment with a new component sale only, I would take that on time and inspection of the equipment – not necessarily by my salesperson, per se, but by my service technician or installation technician who goes on that job. Inspect the existing …

Read More

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

Register for Monday 11/5
10am Pacific (1pm Eastern)
Register for Monday 11/19
10am Pacific (1pm Eastern)
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
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
“Goal Boards?”

On ContractorConnect.org, Amanda asked:

“I am putting together a goal board for my guys. I’d like to see what you guys track and any ideas for a good goal board.”

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 July 2014, we surveyed contractors on appointment scheduling. Below is the result from one of the questions we asked:

On average, when a customer calls to make an in-home sales appointment with your business, how quickly is someone from your company able to come out to their home?

First impressions are everything, and one of the key factors toward shaping a positive first impression with a prospective customer is your ability to schedule an appointment as quickly and conveniently (for the customer) as possible. If a customer has to wait several days/weeks to meet with your company and shuffle around their busy schedule, there is a good chance you could lose their business. An effective appointment scheduling process can go a long way toward improving a business’s revenue and increasing their customers’ satisfaction.

When we asked our contractor network how quickly they were able to schedule in-home sales presentations with their customers, over three quarters of the contractors we surveyed said they are able to schedule the appointment within 2 business days.


Log-in to access the full Snapshot Survey archives.

Log-in Now

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

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
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
Industry Leading Financing Available for Contractors
Service Partners

The largest distributor of residential fiberglass insulation and contractor accessories in North America, Service Partners supplies insulation, insulation accessories, fireplaces, gutters, roofing, drywall, acoustical material and other building products to thousands of contractors and retailers nationwide.

Special Offer for EGIA Members:
3% quarterly reward on purchases!
HVAC Sales Academy Video
More About This Offer
View All Programs
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
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
For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join
Connect with EGIA on Social Media
Follow Us on Twitter
Like Us on Facebook
Follow Us on LinkedIn
Follow Us on LinkedIn