Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

How to Go Broke Selling Service Agreements

By James Leichter
Service agreements can also cause your company serious problems when not properly implemented. Here are top three ways a company loses money with service agreements: 1. They send a “parts changer:” 2. They offer discounts they cannot afford. 3. They price their labor too low.
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Objections: A Natural Part of the Consumer Buying Process

By Drew Cameron
To effectively deal with objections, learn what type of buyer you are dealing with. Create customer-specific variants of three basic ways to handle common objections: Learn as much about the customer as possible. Never let an objection take you by surprise. Never deal with an objection at an emotional level.
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Recruiting for Riches: How to Build Your Winning Sales Team

By Drew Cameron
Action items of effective recruiters, include: Commit adequate time and resources Define the job and compensation program Develop a profile of your ideal candidate.
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To Grow a Contracting Business or Not

By Weldon Long
Again, making a profit is very different form generating revenue. Anyone can open a company and generate revenue. It takes a savvy business expert to turn a profit. Since the beginning of time there are only two ways to grow your business. You can grow your business buy attracting new customers or you can grow your business by solving additional problems for your existing customers.
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Is It Possible to Change Others Behaviors

By Mark Matteson
Dale believed and taught that “It’s possible to change other people’s behavior by changing one’s behavior toward them.” Born in Maryville, Missouri, on Nov. 24, 1888, Dale knew only poverty as a boy. He ascended to become the top salesman in his company and region by hard work and study.
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