February 12, 2019 - Volume 64
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Closing More Deals with 3rd-Party Validation”

Price is always at the forefront of customers' minds. But when you deliver superior service -- and you do, right? -- you won't always beat the cheap guy on price. So how can you minimize the price objection in the customer's eyes? Third-party validation.

This week, Weldon Long explains how to use that third-party validation by pointing to established, trusted sources that can help remind the customer of some of the things that are much more important than price. Plus, Drew Cameron joins the show to continue his conversation on building the "dream team" that will ensure your organization's success.

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

Watch the Show

Watch now before it enters the EGIA members-only archive on 2/18.

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

I just signed up for financing. I’m worried customers will get turned down. What’s the best way to handle that with them?


Typically most of the financing platforms that we get contractors hooked up with through the manufacturers or through EGIA, we only get about 74% of those people or a little more getting approved, I think, with A or B credit, in my experience. Second-look programs can add about another 15 to 20% of people being approved. I know there’s the lenders that are going to specialize in your C and D paper, where people have some credit dings, and whatnot there. So, how do you handle this? I think you have to have multiple lenders first, that do …

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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 3/4
10am Pacific (1pm Eastern)
Register for Monday 3/18
10am Pacific (1pm Eastern)
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In January, we surveyed contractors on paid time-off. Below is the result from one of the questions we asked:

Does your company offer full-time employees paid time-off (PTO), not including paid holidays?

Perks and benefits vary from job to job, industry to industry, but one of the most common across all employers is paid time-off (PTO). According to the contractors who took our survey, its prevalence definitely extends to the home services industry, where 87% of companies offer full-time employees PTO against 13% that do not. While the amount of PTO offered to employees varied widely by company (as seen in the next question), one thing that was relatively consistent was the practice of increasing PTO proportionate to employees’ years of service: 77% of companies offer more PTO to longer-tenured workers, according to respondents.


Log-in to access this month’s research report on Paid Time-Off, 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 human resources, payroll and other related topics.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Flexible Financing Options, Innovative Mobile Apps Simplify the Process

Mosaic, a versatile financing provider with national reach, a myriad of flexible options, and a slew of software products created to speed up and simplify the financing process, is now available on EGIA’s GEOSmart Financing Clearinghouse. Mosaic’s user-friendly point-of-sale app fast-tracks home improvement deals using a mobile device that simply requires a phone number and smartphone, tablet or laptop.

Program highlights include:

checkmark Soft credit check pre-qualification process to determine what customer qualifies for without impacting your credit score
checkmark Transparent project quotes with an interactive payment estimator
checkmark Online, paperless process
checkmark On-the-spot project estimate & monthly payment estimator
checkmark Instant pre-qualification decisions
checkmark Fully paperless process with driver license scan and e-signature for seamless transactions!
checkmark Standard and promotional products available
checkmark Financing ranges from $2,500 to $55,000 for qualified applicants
checkmark Competitive annual percentage rates and monthly payments
checkmark No prepayment penalties
Click below, or call 866-797-7343 for more information and to enroll today!
Learn More
EGIA Members Save $75 On Registration

Join us at the High-Performance HVAC Summit put on by our friends at the National Comfort Institute, April 15-18 in Orlando -- the only event of its kind that focuses entirely on selling and delivering high-performance HVAC systems.

Open to the entire industry, the Summit gathers like-minded performance-based professionals in a powerful event that mixes general sessions, breakout workshops, networking and much more. You'll walk away refreshed and focused on this year's topic: the entire high-performance sales and delivery cycle.

Be sure to attend EGIA's "Breakthrough Business Leadership" workshop immediately following the event on April 18 at the same venue!

EGIA members receive a $75 discount off registration to the NCI Summit and Alliance and Premium EGIA members receive free registration to the April 18th "Breakthrough Business Leadership" workshop! Learn more and register today at the links below.

April 18 Leadership Workshop
NCI Summit Website
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Marketing Promotions

In a perfect world, the phone would ring with new customers all on its own. But the truth is, especially during off-peak times of the year, marketing promotions can be necessary to drum up new business and bring in non-organic leads. But what types of promotions are prevalent among contractors? How do they work? In this month’s Snapshot Survey, we’re asking all about marketing promotions to determine what’s working and what isn’t among home services companies.

Take this month's survey on Marketing Promotions and be entered for a chance to win a $100 Visa or MasterCard gift card.

Take the Survey Now
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
Take Acclaimed Weekly Show on the Go

Cracking the Code, our powerful weekly show hosted by New York Times bestselling author Weldon Long that explores industry news, strategies and roadmaps to success, is now available on the go!

Due to overwhelming demand, an audio edition of the renowned educational show is now in podcast form every Monday, giving contractors a chance to experience those game-changing insights and education on the road, between calls, or anywhere your phone goes.

EGIA Contractor University’s Cracking the Code Podcast is available on most podcast platforms, including Apple and Google, or you can listen directly on EGIA.org.

Listen Now

EGIA Contractor University’s Cracking the Code Podcast is available on most podcast platforms, including Apple and Google, or you can listen directly on EGIA.org.

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EGIA Podcast
“Load Calculation”

On ContractorConnect.org, Harry asks:

“I am looking for a ‘quick’ way to do a heating and cooling load in customers’ homes. My present way takes a very long time and I lose the momentum during the visit. I do bring each sold project back and run it through my Wrightsoft program to be sure to check for errors in sizing and check ductwork. I upsize or downsize and adjust price if necessary. Homes in my area are not consistent in construction. Some are 150 years old, some 40 years old and others newer. Many have additions with totally different constructions, so many of the quick processes for loads seem to fall short.”

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

We’re halfway into the busy winter season – depending on your location – so a seasonal slowdown may be just a few weeks away for many businesses. What better time to focus on training?

More than 25 acclaimed live educational workshops are on the calendar starting at the end of January through the end of spring, on wide-ranging topics that are absolutely crucial to the success of contracting businesses, including marketing, financials, customer service, sale, 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
Industry Leading Financing Available for Contractors
Hire Dimensions

Leveraging technology, mobile platforms, social networks, applicant behaviors and more, Hire Dimensions helps companies attract, recruit, screen, qualify and hire the best skilled labor in their markets.

Special Offer for EGIA Members:
5% rebate on Applicantlist, Hire Dimensions’ flagship tool
HVAC Sales Academy Video
More About This Offer
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Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Leadership Training

Leadership Training is one of the 10 core areas of curriculum available through EGIA Contractor University, designed to help owners and managers develop their skills that facilitate growth in the company. 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 Leadership Training, watch the intro video below and take the online class demo.

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