November 27, 2018 - Volume 54
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Are You Making the Profit You Deserve?”

It's a question that's pressing for every contracting business owner: Are you making the profit you deserve?

This week, Weldon Long talks about cost of goods sold, overhead, pricing and everything that goes into the divide between total revenue and profit -- and how to maximize each.

All that and more, on this week's episode of Cracking the Code!

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Watch now before it enters the EGIA members-only archive on 12/3.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Choosing Equipment Brands

Sure, your company is selling service and expertise -- the solution to a problem -- but the equipment itself is still a big part of every industry company's business. So how do you decide what brand to sell? Should you offer a variety, or vet out a single brand that you think is in your client's best interest? In this month's Snapshot Survey we're asking all about choosing equipment brands to learn what practices are being implemented across the industry -- and why.

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

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

How can soft skills increase margins?


To get more directly to the answer of the question, in terms of how soft skills can drive profitability, let’s just take a couple of them, right? Let’s start with communication skills. Well what’s the number one skill you need to be effective in sales? It’s …

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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 12/3
10am Pacific (1pm Eastern)
Register for Monday 12/10
10am Pacific (1pm Eastern)
EGIA Podcast
“The 10 Qualities of Industry Leaders”

Mastering sales is the theme on the latest episode of Contractor Coffee Club. This time, host Mark Matteson shares the 10 most proven strategies embraced by industry leaders across the board -- strategies that result in unrivaled success and, in one particular case, a 95% close ratio.

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EGIA Podcast
“Compensation for Installs”

On, Ron asked:

“Hourly vs piece work for installs: What should be or what is the percentage of an install in labor? If piece work, what is the rate for an 80% gas furnace, AC and coil, and so on?”


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 2014, we surveyed contractors on business cards. Below is the result from one of the questions we asked:

Aside from company and contact information, what does your company include on business cards?

Business cards can be structured in a near infinite number of ways, and one of the key considerations is determining what information should be listed on the card. Name, job title, address, phone and email address are items that are essentially universal on business cards, but when we asked contractors what additional information they listed on their cards, website address (89%), license number (64%) and a list of their services (46%) were most prevalent. Some contractors indicated that they included a list of their awards, certifications and a customer referral bonus offer on their cards as well.

While it increases printing costs, printing on both sides of the card provides businesses with more space to include all of the information they want to fit onto their cards. Of the contractors we surveyed, 72% said they printed on both sides of their business cards. With that said, it is important not to overcrowd your card with too much information. Layout is important and hiring a professional to handle the design can help you achieve the optimal card for your business. We found that 55% of the contractors we surveyed chose to design their own cards in-house rather than outsourcing the design work to a professional third-party.


Log-in to access the Snapshot Survey archives – more than six years of industry research data – including last month’s summary report on overcoming seasonality.

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Visit the interactive Contracting Best Practices Library on for training and education resources on business card-related principles like branding and marketing.

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

After another successful, sold-out run this past fall, EGIA’s educational workshops are back starting in early-2019!

More than 25 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.

Sign up today before they’re sold out. As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EPIC 2018
Save Your Spot at the Industry’s Preeminent Education Event

EPIC2018 is in the books but, after it sold out three months in advance, you don’t want to wait to reserve your spot for EPIC2019.

Next year’s conference will take place October 3-4 at the Bellagio in Las Vegas, and will be built upon the same foundation that made EPIC2018 such a success: a commitment to helping individuals and companies grow and improve, access to industry experts and world-renowned keynote speakers, and unrivaled networking opportunities!

Don’t wait, lock-in your spot today!

Pre-Register Now
Industry Leading Financing Available for Contractors

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Special Offer for EGIA Members:
Up to 25% off monthly services & up to 15% off website design
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
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