January 29, 2019 - Volume 62
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Dealing with Suspicious Homeowners”

Homeowners can often feel suspicious when they welcome a salesperson into their home -- after all, they're aware that a stranger may be about to ask them to spend a lot of money that wasn't in the budget planning. So how can you alleviate that wariness?

This week, Weldon Long tackles that very question, explaining how simply running your full sales presentation can help put the customer at ease and build the trust you need to continue the relationship.

Plus, Weldon talks the importance of (and strategies for) proper pricing, and he welcomes Drew Cameron to explain adapting your sales process to millennials and other demographics.

Watch the Show

Watch now before it enters the EGIA members-only archive on 2/4.

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

Is there a guideline for my marketing budget as a percentage of total revenue if I’m not doing demand service?


Well, I’d love to be able to give you a magic bullet or the one number that you could hang your hat on and it would work, but unfortunately marketing doesn’t work that way. So the questioner is not doing demand service, so I’m going to take that to mean we’re mostly doing installation, and that we’re targeting replacements as the primary philosophy. So you’re probably going to wind up spending more money than the average company in terms of the KPI’s …

Read More

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

Register for Monday 2/4
10am Pacific (1pm Eastern)
Register for Monday 2/18
10am Pacific (1pm Eastern)
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
The following training materials have been added to the Contracting Best Practices Online Library this week. EGIA Premium & Plus members can now log-in to the EGIA Contractor Portal to access these resources.


checkmark 7.9 – Email Marketing and Lead Generation - Drip Campaigns
checkmark 9.2 - Role of A Service Technician - Professional Techs & Embracing Brand Promise
checkmark 9.5 - Fixing the Customer First - Technician Communication and Sales Process
checkmark 9.22 - Technician Selling - Service Agreements and Accessories
checkmark 15.1 – Standardizing Service Truck Stock
checkmark 16.4 - Installation Capacity Planning - Maximize Efficiency Via Capacity
checkmark 18.2 – Plumbing Business Model and KPI’s for Success
checkmark 18.3 – Developing a Plumbing Whole House Inspection Process
checkmark 18.4 – The Plumbing Brand Promise
checkmark 19.1 – The Ductless Segment – Entering This Vertical
checkmark 19.2 – Pricing Strategy in Ductless for Profitability
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20 Awards Will Be Given to HVAC Students

The EGIA Foundation, a 501(c)(3) nonprofit organization dedicated to improving the workforce shortage facing our industry, is now accepting applications for its scholarship program for the 2019-20 academic year.

Created to help attract young students to the HVAC industry, and once again position it as a first-choice career option, the EGIA Foundation Scholarship Program will award $2,500 apiece to 20 students pursuing an HVAC technical degree, certificate or diploma during the ’19-20 academic year.

To learn more about the program and its eligibility requirements, or to apply, click below.

About the EGIA Foundation
Learn More & Apply
EGIA Podcast
“Overcoming Objections”

In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing.

Plus, a segment on how to properly set goals and use them to drive success, and a discussion on the latest Snapshot Survey on holiday bonuses and perks.

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Listen Now
EGIA Podcast
“Optional Paid Holiday”

On ContractorConnect.org, John asks:

“I am considering having an optional holiday in addition to the six paid holidays we give each year (New Year’s, Memorial Day, Fourth of July, Labor Day, Thanksgiving and Christmas). . . . My thought is if we allowed one paid holiday in addition to the other 6, and in addition to personal days or vacation, that they could choose for religious, ethnic, family, etc. reasons, then everyone would have a day for their reasons. Is anyone else doing this or something similar and what are your thoughts on this?”

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
Sign Up Now to Secure a Seat

It’s a new year! What better time to focus on developing yourself, your team and your company to take your business to the next level?

More than 25 acclaimed live educational workshops are on the calendar this spring, on wide-ranging topics that are absolutely crucial to the success of contracting businesses, including marketing, financials, customer service, sales, service agreements and much more.

Most will sell out, so sign-up today while space is available. As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EPIC 2018
Save Your Spot at the Can’t-Miss Contractor Education Event

After the rave reviews of last year’s EPIC2018 conference, we’re excited to bring back the can’t-miss contractor educational summit on October 3rd and 4th at the Bellagio in Las Vegas.

Preregistration is now open for EPIC2019, which will bring together the most accomplished group of industry educators and world-renowned keynotes ever assembled in the industry. After a day and a half of networking, education and entertainment, attendees will walk away with business-changing insights, powerful strategies, and proven roadmaps to success that can be implemented in their businesses immediately.

Don’t wait, lock-in your spot today!

Pre-Register Now
EGIA Contractor University Event Updates
EGIA Contractor University Event Updates
Industry Leading Financing Available for Contractors
Pearl Certification

A national firm certifying high-efficiency, high-performing homes, Pearl Certification's Pearl Contractor Advantage Network delivers powerful sales and engagement tools to HVAC and other residential contractors.

Pearl Advantage Network contractors can expect to gain real estate broker referrals, leverage and convert leads, and add value (a 5% increase according to an independent study) to customers' homes.

Special Offer for EGIA Members:
25% off membership & 50% off initiation fees
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Pricing Training

As a contractor, you can’t afford to get your prices wrong. Pricing Training is one of the 10 core areas of curriculum available through EGIA Contractor University, ensuring you have all the resources you need to master the subject. For each core curriculum topic, online classes, in-person workshops and online library materials (videos, templates, and implementation tools) are available for EGIA members. To learn more about our pricing, watch the intro video below, take the online class demo and download a free training package of digital resources.

HVAC Sales Academy Video
Pricing Online Class Demo
HVAC Sales Academy Video
Pricing Intro Video
For more information about EGIA membership,
call us at 866-502-2021 or visit www.egia.org/join
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