January 8, 2019 - Volume 59
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“How to Sell to Millennials”

Millennials. They’re almost looked at as an alien species considering how many questions have been asked, papers have been written and videos have been recorded explaining (or wondering) how to market to, communicate with and just overall do business with them. So … how can we sell to them?

This week, Weldon Long taps his history of sales and the prevailing data on millennials to explain how you can adapt your sales process to cater to their interests and passions – starting with changing the “C” in the classic ABC’s of sales: it’s no longer “Always Be Closing.”

Plus, Drew Cameron joins the show to talk about recruiting, hiring and how to build the dream team that will give your company the leg up over its competition.

Watch the Show

Watch now before it enters the EGIA members-only archive on 1/14.

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

How should we compensate our managers?


Interesting question. It’s a little generic, so I’m not really sure which department we’re talking about per se. But I guess whenever I talk about compensation, I always answer the same way: Compensation depends on the objectives …

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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 1/21
10am Pacific (1pm Eastern)
Register for Monday 2/4
10am Pacific (1pm Eastern)
EGIA Podcast
“Belief Builds Sales”

To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?

In the latest episode of Contractor Coffee Club, Mark Matteson lays out strategies for boosting that belief in what you're doing, along with three other habits that are proven to boost your business. Plus, a discussion on the latest contractor survey results on how to choose equipment brands that yields a few best practices.

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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Paid Time-Off

Of course every company pays their employees when they’re at work. But offering paid time-off (PTO) is also a common benefit, depending on company size and role, and can have an impact on recruiting, retention and many other components of the business. In this month’s Snapshot Survey, we’re asking all about your company’s approach to PTO to learn how the industry is utilizing it and how it’s impacting bottom lines.

Take this month's survey on Paid Time-Off and be entered for a chance to win a $100 Visa or MasterCard gift card.

Take the Survey Now
EGIA Podcast
“Customer Showcase Displays”

On ContractorConnect.org, Alberto asks:

“Has anyone created a showroom display for their customers? Something that will immediately show the customer what a complete install will entail?”

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 December 2018, we surveyed contractors on holiday bonuses & perks. Below is the result from one of the questions we asked:

Which factors are considered when determining holiday bonuses?

Eighty percent of surveyed contracting companies give their employees a holiday bonus. So how are those companies determining bonuses? Most cited years of service (54% of respondents), followed closely by individual performance (52%) and company performance (50%). Another oft-cited factor was the bonus recipient’s current salary (16%), while 14% of respondents said there essentially were no factors – all holiday bonuses given out are equal. While “years of service” is a rather straightforward measure, some other factors, such as company or individual performance, can be determined using a number of different methods. The most commonly mentioned measures included earnings before interest and taxes (EBIT) on the company level, while “individual performance” ranged from personal financial impact on the company to a bonus structure tied to overtime hours worked.


Log-in to access this month’s research report on Holiday Bonuses & Perks, along with more than six years’ of industry research archives.

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Visit the interactive Contracting Best Practices Library at EGIA.org/University for training and education resources on financial structure, compensation and other related topics.

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

More than 25 live educational workshops are now available on topics like marketing, financials, customer service, sales, service agreements and much more. As always, registration is free for EGIA Premium Members! Sign up today before they’re sold out.

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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
Lytx DriveCam

Committed to making good companies even better, Lytx harnesses the power of data to improve human behavior. Setting the standard for vehicle video safety technology, Lytx helps their clients realize significant ROI by lowering operating and insurance costs, while achieving greater efficiency and compliance – and saving lives.

Special Offer for EGIA Members:
10% discount on Lytx DriveCam Enterprise, DriveCam Protect and GPS Fleet Tracking
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In-Home Sales

In-Home Sales 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 in-home sales training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
In-Home Sales Class Demo
HVAC Sales Academy Video
In-Home Sales Intro Video
For more information about EGIA membership,
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