EGIA Contractor University Content Update 1/27/23

The following new resources have been added to the Contractor University Online Platform. Contractor University members can click the resources below to download the new resources and start using them today!

Documents

December 2022 Snapshot Report: Disruptive Technology: Disruptive technology refers to innovations that significantly alter the way that consumers, industries, and businesses operate. Within the home services trades, advancements in products and services are happening almost daily and the most successful contractors have their fingers on the pulse of this progress. In December 2022’s Snapshot Survey, we asked our nationwide network of contracting business owners about how they navigate disruptive technology to give their companies the biggest competitive advantage.

2022 Snapshot Survey Anuual Report: Contractor University surveys its contractor network every month on a specific focus area to gain insight into how contractors are evolving their business practices to achieve maximum success. At the conclusion of each month, Contractor University publishes a summary of the survey results and makes findings available exclusively for Contractor University members. These monthly survey reports are a quick and easy way for contractors to see what is working and what isn’t working for their peers within the industry.

Enclosed in this annual report are all of the individual Snapshot Survey research reports that were provided to Contractor University members in 2022. The Snapshot Survey Program is just one of the benefits that Contractor University members have access to.

Videos

How to be the Best Sales Professional in Your Market: There are certain characteristics and qualities that separate the most successful sales professionals in the HVAC industry from their counterparts. And while one’s overall sales success can depend on many factors, there are 3 specific traits and behaviors that all salespeople are capable of controlling to ensure they become the ultimate sales professional in their market.

Join renowned Contractor University founding faculty members Drew Cameron, Weldon Long, and Gary Elekes as they review and explain the various ways that HVAC sales professionals can achieve the “3 States of Being” that unlock the opportunity to dominate any market. You will learn how to differentiate yourself from your competition, create a consistent sales call game plan and ensure that you can track the results you and your company expect.

Emergency Marketing Planning for the SEER2 and IRA Changes for HVAC Contractors: Beginning Jan 1, 2023 new Department of Energy rating standards will be in full effect. The updated regulations to SEER2 will establish that newly manufactured residential and commercial HVAC equipment, including but not limited to air conditioners and heat pumps meet updated minimum energy efficiency standards as set forth by the DOE. It is critical that HVAC contractors have a plan on how to deal with these changes.

In addition, the new Inflation Reduction Act (IRA) creates a huge opportunity for the residential HVAC industry. Generous tax credits and cash rebates authorized under the legislation have the opportunity to fuel our industry for the next 10 years… IF you understand the legislation and know how to use it to your advantage.

Join industry experts Gary Elekes, Drew Cameron and Weldon Long as they discuss the details of both of these major changes and how you can use it to grow your company.

Top 10 Critical KPI’s for Contracting Businesses: Achieving the financial success that contracting business owners dream of can be challenging, especially if you don’t know where to begin. But it all starts with a simple concept: knowing what’s important to measure and monitor, and what isn’t.

Join Gary Elekes, Contractor University Founding Faculty Member, in this can’t-miss virtual workshop that will change how you think about what you should be measuring in your business. You’ll learn about the top 10 key performance indicators that every contracting business should be monitoring, how they can bring you success, and walk away knowing you have the right structure in place to maximize your company’s performance.

Millionaire Mindset for HVAC Business Owners: Every day, contractors discover the formula to building a business that is sustainably profitable year-in, year-out, without the seasonal dips and inability to find good hires. How can you be one of those contractors?

Hear from New York Times bestselling author Weldon Long, a founding faculty member of EGIA Contractor University and a residential HVAC expert, about the strategies that have transformed businesses just like yours into industry leaders and financial juggernauts. You’ll learn the 3 most important factors to creating profit in your residential HVAC company, the powerful wealth secret hidden in the classic Think and Grow Rich, how to focus on and execute your most important wealth priorities on a daily basis, and more.

Recruiting for Results: Do you struggle to source, recruit, hire and retain top-producing people? Do you make bad hires that either quit or have to be de-hired? Are you frustrated by hiring people that are not “as advertised”?

Join Drew Cameron as he shares how to more readily distinguish between candidates who are the seeds of success, the weeds of waste, and the ghosts that turn into the “Phantom Menace” that can haunt your company for years, even after they are gone, and profit greatly as a result.

Service Agreements – The Life Blood of Contractor Profitability: Service agreements have been around for many decades, and consistently companies may struggle to create value for homeowners and transact to the metrics we all desire to maximize profitability and client experience. If we think of service agreements as a marketing process, that lens allows a clearer picture of the lifetime value of a customer, and additional referrals and sales.

In this workshop, Gary Elekes breaks down the tried and true best practices for implementing a highly successful, profit-generating service agreement program in your company. Learn how service agreements can keep your crews busy during the slower shoulder seasons, how to save years of trial and error mistakes by preventing costly implementation missteps, and more.

The Proven Formula for Properly Pricing Your Service Labor Rate: One of the biggest mistakes contractors make is not pricing their service labor rate correctly. If you are not priced correctly, bad things are going to happen. What you might not know is that there is a proven formula for properly setting your service labor rate to ensure profitability and long-term sustainability.

Join Gary Elekes as he provides a step-by-step breakdown of the entire process for accurately setting your service labor rate, factoring in all of the necessary components so that your company has the best opportunity for long-term success and profitability.

Three Deadly Sins of the Summer Selling Season: It’s summer, which means the leads are likely pouring in and, hopefully, profits are soaring. But even at the busiest time of year, contractors can miss out on untold amounts of sales and revenue if they fall victim to the three deadly sins of the summer selling season.

Join New York Times bestselling author and residential HVAC Sales Expert, Weldon Long, as he uncovers the three things that can rob your company of profitability. You’ll learn how to prevent the two biggest objections from homeowners, the strategy to schedule lost summer sales throughout the rest of the year when you need them, and much more.

Top Technician Mindset: Do your technicians think your prices are too high? Do they think that homeowners just want a cheap price? Do they think “sales” is a four-letter word?

Join New York Times bestselling author and EGIA Contractor University Founding Faculty Member, Weldon Long as he addresses the limiting beliefs and expectations that can undermine the performance of service and selling technicians. Learn how to get your technicians to take consistent action towards being a top producer, how to get them focused on achieving powerful results on every service call, and be committed to achieving their sales and income goals.

Who Are You? Stand Out, Don’t Fit In With Your Brand and Marketing: Are you speaking the language of the consumer in a venue that reaches them? Are you connecting with suspects, prospects, and existing customers at a meaningful level that translates into sales? People dial into a specific frequency, and most contractors only broadcast static with their marketing and sales messages that fall on deaf ears and blind eyes. You need to say what you mean and mean what you say, but only as it’s relevant to the consumer. You need to know the consumer’s story before you share your story, or you are not telling a story the consumer wants to hear.

Join Drew Cameron as he shares why there is a disconnect between contractors and consumers, and how contractors can overcome the struggle to connect, convert, and create profit.

Building a Company Culture Around Training: Given the increasing skilled labor shortage, most contractors are having a harder time hiring people, and settling for less-skilled new hires. For a company that wants to grow by 30, 40, or even 50 percent, they need to grow their people at that same rate – even though most contractors take a passive approach to training. So what’s the solution? How can you build a training culture that will help you reach your most aggressive growth goals?

Get the answers with Dan Clapper, HVAC Market Director for Interplay Learning, as he deep dives into proven best practices in recruiting, developing, and promoting technicians, along with the tools and training to do a full audit of your current numbers, personnel skills, and training programs. You’ll walk away ready to build a hiring and training pipeline that will ensure you never again say those dreaded words: “I can’t find good people.”