December 18, 2018 - Volume 57
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“CSR Selling Skills”

Your customer service reps and lead coordinators are a key point of first-contact, but many go through the motions and miss a big opportunity on that first call.

This week, Weldon Long explains how the lead coordinator can glean everyday, seemingly insignificant information from the homeowner that, when passed on to the salesperson, can be the difference between a closed sale and a missed sale. Plus, customer service expert Brigham Dickinson joins Weldon to explain the three elements that go into being a great dispatcher, as well as some key tips for selling service agreements over the phone.

All that and more in the latest episode of Cracking the Code! Watch now before it enters the EGIA members-only archive on 12/31.

Watch the Show

Watch now before it enters the EGIA members-only archive on 12/31.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Holiday Bonuses & Perks

The holidays are upon us and the end of the year approaches. Are bonuses and holiday parties on their way for employees? How do you use the season – or do you – to make an impression on your team? In this month’s Snapshot Survey we’re asking all about holiday bonuses and other perks to learn some of the prevailing best practices and areas of improvement in the industry.

Take this month's survey on Holiday Bonuses & Perks and be entered for a chance to win a $100 Visa or Mastercard gift card.

Take the Survey Now
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from Our Regular “Ask the Experts” Conference Calls

I would like to sell more IAQ. Do you have any recommendations to help me do this?


It comes down to, when I walk in the house on a sales call or a service call, I have to look for all of the additional problems that I can solve. I told this story last week and I’ll do it again this week, because it really goes to the heart of the issue: I had a contractor come out to my house …

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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 1/7
10am Pacific (1pm Eastern)
Register for Monday 1/21
10am Pacific (1pm Eastern)
EGIA Podcast
“Building Tomorrow’s HVAC Workforce”

In a special episode of the Contractor Coffee Club, Mark welcomes Bruce Matulich, chairman of the EGIA Foundation. Bruce discusses the mission and activities of the 501(c)(3) nonprofit, which is dedicated to turning around the industry’s workforce shortage by using scholarships, research and other initiatives to attract more, younger people to the industry. And Mark and Bruce talk about what contractors, manufacturers and everyone in the industry can do to help the Foundation generate tomorrow’s HVAC workforce today.

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EGIA Podcast
“Lead Generation”

On, George asked:

“Do you track where your leads come from and look at the dollar value of each lead generation to determine where to put your advertising dollars?”


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 last month’s Snapshot Survey, we asked contractors about choosing equipment brands. Below is the result from one of the questions:

Do you carry multiple equipment brands?

While there are some intangibles and soft skills that are inarguably central to your business’s success – trustworthiness, expertise, overall customer experience – a customer’s need for working equipment is what makes the phone ring, so the actual equipment your company offers is still vital. According to our respondents, nearly 4 out of 5 companies – 78% – offer multiple brands of equipment, while 22% exclusively carry a single brand. There are various schools of thought to either side of the question – vetting out the perfect manufacturer for your customer and committing to them, for example, versus offering a wide range of products to ensure you have the right equipment for absolutely everyone. The important thing is considering those various factors and how they fit into your overall company philosophy, goals, customer profile and more, as well as finding a distributor that you trust and work well with.


Log-in to access the complete research summary report on choosing equipment brands, as well as the full Snapshot Survey archives.

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Visit the interactive Contracting Best Practices Library at for training and education resources on service management operations, budgeting, equipment and much more.

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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
Operational Excellence - Measured

Operational Excellence - Measured is a real-time software that uses performance metrics and benchmark-setting to deliver daily measurement of employee performance in order to grow your business and its profitability.

Special Offer for EGIA Members:
Exclusive pricing menu with discounts up to 60%!
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
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