March 26, 2019 - Volume 70
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
"Revenue Per Lead & Marketing Budget"

How much are you really losing when you fail to convert a lead? Understanding your average revenue per lead can help quantify the true value of each new prospect and keep your team motivated to close.

This week, Weldon Long provides a detailed explanation of how to find your average revenue per lead and why it matters to your bottom line. Plus, our “Ask the Experts” panel discusses how much your marketing budget should be to gain a competitive advantage.

All that and more, on the latest episode of Cracking the Code!

Watch the Show
Download the Podcast

Watch now before it enters the EGIA members-only archive on 4/1.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on Employee Retention

You finally assembled the perfect team to help take your home services business to the next level. But your job as an employer doesn’t end there! In this month’s Snapshot Survey, we’re asking contractors what it takes to protect a company’s most valuable asset – its people.

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

Take the Survey Now
February’s Contest Winner
Congratulations to Rick True of Batchelor’s Service in Mobile, AL, for winning last month's $100 gift card.
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Free Snippet from Our Biweekly “Ask the Experts” Conference Calls

How should I as the owner deal with negative online reviews?


The question of online reviews is all about making sure you have somebody else answering the question other than the owner. I think owners take the review process personally, especially a negative review. It’s an extension of our own egos. The most important thing is to have a professional do it – someone in your organization who is good at communication or pay a third-party organization to respond …

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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 4/1
10am Pacific (1pm Eastern)
Register for Monday 4/15
10am Pacific (1pm Eastern)
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In February 2019, we surveyed contractors on marketing promotions. Below is the result from one of the questions we asked:

Does your company ever run marketing promotions?

Marketing promotions, like special discounts, rebates, and free equipment with purchase, are great tools to drive new business. According to the contractors who took our survey, 80% reported running special marketing promotions against 20% that do not. Though marketing promotions can be effective year-round, a combined 60% of companies offer promotions specifically in the spring and fall, which tend to be shoulder seasons. In geographic regions that have four true seasons, running marketing promotions can help boost revenue during mild-weather periods where business is naturally slow.


Log-in to access this month’s research report on Marketing Promotions, along with more than six years’ of industry research archives.

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Visit the Contractor University Core Curriculum and Best Practices Library at for training and education resources on marketing, promotional activities and other related topics.

EPIC 2018
Register Now for the Ultimate Educational Experience for Contractors

We’ve assembled an all-star cast of industry titans to deliver you game-changing business expertise under the Vegas lights. Join us for 2 days of inspirational breakout sessions, dynamic networking opportunities, and powerful motivation from unforgettable keynote speakers – including television legend Jay Leno. Just listen to our previous attendee’s experience:

“I don’t know if you can put a price tag on the value of this conference with the amount of networking, information given and overall support for your business. Each speaker had endless amounts of knowledge.”

– Cathleen Helin, Northern Plumbing & Heating

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
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
EGIA Podcast
“HVAC Maintenance Techs”

On, Candace asks:

“Are the techs performing seasonal HVAC maintenance hired for that role or are your service guys running maintenance calls? If you have techs specific to the role of maintenance, how are you compensating, spiffing and/or bonusing them?”


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

As winter is winding down in many regions, a seasonal slowdown may be fast approaching. This is the perfect time to register for EGIA’s educational workshops, chalk-full of helpful strategies to fortify your home services business.

There are 6 live educational workshops on the calendar through the end of spring, on wide-ranging topics that are absolutely crucial to the success of contracting businesses, including business financials, customer service, sales, leadership and technician communication.

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
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
Industry Leading Financing Available for Contractors
The New Flat Rate

The New Flat Rate is the top pricing system that provides menus for HVAC, plumbing and electrical service companies, taking the pressure off the technicians to create a more automated selling process!

Five repair options for every in-home diagnosis promise that customers can choose their level of service -- and the decreased sales resistance results in higher average tickets and increased referrals.

Special Offer for EGIA Members:
$500 off on initial purchase plus a $500 coupon to be used during your first year
HVAC Sales Academy Video
More About This Offer
View All Programs
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Marketing, Branding & Lead Generation Training

Marketing, Branding & Lead Generation 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 marketing, branding & lead generation training, watch the intro video below and take the online class demo.

HVAC Sales Academy Video
Marketing, Branding & Lead Generation Online Class Demo
HVAC Sales Academy Video
Marketing, Branding & Lead Generation Intro Video
For more information about EGIA membership,
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