February 19, 2019 - Volume 65
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
“Fixing Your Service Labor Rate”

Are your prices too high? Maybe. But it's even more likely that they're too low. And that's the best way to work hard and still fail to make a profit.

This week, Weldon Long welcomes Gary Elekes to explain the proper way to set a service labor rate -- and how to establish a higher price that's justified and supported by your brand promise. Plus, Gary and Weldon talk about marketing and brand ideas to help your company stand out from a crowded marketplace.

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 2/25.

EPIC 2018
Registration Now Open for the Can’t-Miss Contractor
Educational Event

Jay Leno, longtime host of NBC’s The Tonight Show, two-time Emmy winner and all around TV icon, will headline EPIC2019, the educational event that gives contracting business owners all the tools they need to take their companies to the next level.

Jay joins opening keynote Max Major, a famed mentalist, hypnotist and magician, along with the most accomplished group of industry educators ever assembled for one-and-a-half days of business-changing breakout sessions, invaluable networking opportunities, unforgettable keynotes and legendary Vegas entertainment.

Registration is now open for the event, with free tickets included at most EGIA membership levels. This event will sell-out, so don’t wait: lock-in your spot today!

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

What’s the best way to build in a service agreement with a new install?


I think this question is as simple as it seems. Certainly, I would recommend building in two or three years or so of the extended service agreement with the sale of that new install. It’s going to be a very, very small percentage, obviously, of a $10,000 or $15,000 or $20,000 system – add in a few hundred bucks. But you want to maintain that relationship with the homeowner. And there won’t be a whole lot of maintenance, obviously, in the first few years other than …

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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)
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 the 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 Cracking the Code is now available 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.

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.

Subscribe On iTunes
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EGIA Podcast
“Service Manager”

On ContractorConnect.org, Ron asks:

“What duties should [service managers] have? When do you know you’re ready for one? $500K, $1 or $2 million? Three or four techs? How should they be held accountable? What should compensation be?”

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 a dozen live educational workshops are on the calendar 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
Industry Leading Financing Available for Contractors
UPS – New Discounts Now Live for EGIA Members

Whether you're looking to gain greater visibility across your supply chain, reach new markets with confidence and ease, provide a robust online platform that attracts new buyers, or deliver a better post-sales experience that turns them into loyal customers, UPS is the answer. And now, they’re offering brand new discounts for EGIA members.

Special Offer for EGIA Members:
  • 10%* on UPS Next Day Air® Early
  • 45% on Domestic Next Day / Deferred
  • 25% on Ground Commercial / Residential
  • International: 50% on Export / 40% on Import / 25% Canada Standard
  • Savings begin at 75%* on UPS Freight® shipments over 150 lbs.
  • UPS Smart Pickup® service for free
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
For more information about EGIA membership,
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