April 23, 2019 - Volume 74
EGIA Contractor University Weekly Update
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
"Closing Sales Opportunities by Providing Solutions"

The majority of all sales presentations end without the salesperson formally asking for the order even once.

In part four of an ongoing series on service technician training, Weldon Long introduces the final steps of the R.I.S.C. process to show you how to provide solutions and more importantly, conclude your sales presentation by securing a “yes” or “no” answer. Plus, Gary Elekes shares his approach for tracking digital conversions.

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

Watch the Show
Download the Podcast

Watch now before it enters the EGIA members-only archive on 4/29.

Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
on TV and Radio Advertising

Advertising through television and radio has been a long-lived marketing approach for reaching highly targeted audiences. But has broadcast advertising lost its luster in today’s digital landscape? In this month’s Snapshot Survey, we’re revisiting two previous surveys to understand how your company is currently utilizing tv and radio and how broadcast advertising has evolved over the last five years.

Take this month's survey on TV and Radio Advertising 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
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 2.1 - Company Scaling Up Growth Template
checkmark 13.11 - 360 Degree Leadership Appraisal
checkmark 20.1 - Credit Application - Commercial Client
checkmark 20.1 - Commercial Building Survey Form
checkmark 20.1 - Commercial Customer Assessment Form - Questions for Interview
checkmark 20.1 - Customer Relationship Form - CRM Data Entry
checkmark 20.1 - Commercial Equipment Rental Subcontract Form
checkmark 20.1 - Equipment Survey for Commercial Pricing
checkmark 20.1 - Commercial Labor Services Detail for Pricing Maintenance
checkmark 20.2 - CAM Commercial Account Manager Pay Plan
checkmark 20.2 - Commercial Sales Tracking Tool - CAM Sales Tracking
checkmark 20.2 - Commercial Account Manager (CAM) Role Description
checkmark 20.2 - Commercial (CAM) Offer Letter for Employment and Pay
checkmark 20.2 - Commercial Operations Manager Role Description
checkmark 20.3 - Commercial Maintenance Sales Process (CAM) Sales Presentation
checkmark 20.3 - Commercial Sales Process - Maintenance Selling - Benefits Matrix
checkmark 20.3 - Commercial Proposal Agreement Form - Maintenance Proposal
checkmark 20.3 - Commercial Maintenance Direct Marketing Letters
checkmark 20.3 - Commercial Maintenance Existing Client Direct Marketing Referral Letters
checkmark 20.3 - Commercial Prospect Scripts - Cold Calls
checkmark 20.4 - Commercial Maintenance - Manpower and Labor Planner
checkmark 2.7 Scaling a Growth Business
checkmark 20.1 - Commercial Strategy for Entry into Maintenance
checkmark 20.3 - Maintenance Proposal - Commercial Sales Process
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Submit HVAC Scholarship Application by April 30, 2019

The EGIA Foundation is awarding 20 scholarships of $2,500 to students studying HVAC at an accredited community college, technical/vocational school, or other approved technical institute during the 2019-2020 academic year.

The last day for application submission is APRIL 30. Please share this opportunity with any high school seniors or recent graduates looking to advance their career in HVAC.

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

Visit EGIA Foundation
Learn More & Apply
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
In March 2019, we surveyed contractors on employee retention. Below is the result from one of the questions we asked:

How long has the average technician been employed at your company?

Turnover can be disastrous for a business owner, with an estimated cost of 200% of a year’s salary for highly-skilled positions. So once you’ve acquired new talent, it’s even more crucial to keep them onboard. According to the contractors who took our survey, the most common term-of-employment for technicians (37%) is two and four years. It’s encouraging to see that nearly half (47%) of reported technicians have been employed four or more years. Contractors also communicated similar employment durations for office workers, with the majority having worked for their respective companies for two to four years.


Log-in to access this month’s research report on Employee Retention, 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 EGIA.org/University for training and education resources on leadership, human resources, hiring, and other related topics.

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

I’ve seen a huge influx of companies using subcontract workers for installs. Do you see this becoming the new norm?


I have not seen a huge influx of that. I’ve seen it here and there. Maybe it just depends on the part of the country but personally, I haven’t seen a ton of it. It might be the plan of the future for the Amazons of the world and the big box stores that are looking to sell equipment and partnering with someone to install it. I guess you could look at that as a kind of subcontractor relationship. …

Read More

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

Register for Monday 4/29
10am Pacific (1pm Eastern)
Register for Monday 5/13
10am Pacific (1pm Eastern)
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
Learn Industry Leaders’ Keys to Success at Contractor Leadership LIVE
Sign Up Now to Secure a Seat

The final EGIA Contractor University in-person workshop of our spring session kicks off tomorrow in Philadelphia!

There’s still time to take advantage of this training opportunity to help you elevate your consumer buying experience just in time for the summer rush.

There are few spots left – and the slate of fall workshops is still five months away – so sign up today while space is still available. As always, registration is free for EGIA Premium Members!

View Full Event Schedule
EGIA Podcast
“Shoulder Season Marketing Ideas”

On ContractorConnect.org, Kenneth asked:

“I’m looking to see what shoulder season marketing campaigns have been successful. Any ideas would be appreciated.”

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.

Industry Leading Financing Available for Contractors
Office Depot

A leading global provider of products, services and solutions for every workplace -- from office supplies to digital marketing -- Office Depot boasts more than 2,000 retail stores, award-winning ecommerce sites and a dedicated business-to-business sales organization.

Special Offer for EGIA Members:
10%+ off web pricing on more than 30,000 office supplies -- valid either in-store or online --- and free shipping on online orders of $50 or more.
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,
call us at 866-502-2021 or visit www.egia.org/join
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