Maximizing the Offseason in Contracting

The Ultimate Customer Experience This Summer and Beyond

Financial Management During Summer’s Chaos

Driving Peak Season Potential for Your Contracting Business

Developing Your People During the Summer

The 5 Factors for a Successful Summer and Beyond

Prioritizing Your Time for High Performance and Productivity

How to Create a Summer Heat Wave, the ABCs of Sales

How to Maximize High-Demand Season Opportunities

Operating with a Plan During the Summer Busy Season

Electric &amp; Gas Industries Association

Though it would be better

Grateful

Cracking The Code

The Introduction to Sales Basics Pt. 1

How to Build Relationships and Investigate Customer Pain

To thrive in the shoulder seasons, you have to capitalize on every opportunity once you're in the home. This week, Steve Mores joins Cracking the Code to explain the true value of Indoor Air Quality (IAQ) products to help you offer more solutions to homeowners without increasing your overhead. All that and more, on this week's episode of Cracking the Code!The post Understanding the True Value of Indoor Air Quality first appeared on EGIA.

To thrive in the shoulder seasons, you have to capitalize on every opportunity once you're in the home. This week, Steve Mores joins Cracking the Code to explain the true value of Indoor Air Quality (IAQ) products to help you offer more solutions to homeowners without increasing your overhead. All that and more, on this week's episode of Cracking the Code!The post <a href="https://egia.org/understanding-the-true-value-of-indoor-air-quality/" rel="nofollow" target="_blank">Understanding the True Value of Indoor Air Quality</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Understanding the True Value of Indoor Air Quality

The Step-by-Step Process of Developing a Business Plan

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson. In the latest episode of Contractor Coffee Club, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments -- and can help you, too. Plus, he discusses recent industry survey data on health benefits, and how benefits and culture factor into recruiting and retention.The post Mastering Sales and the 75% Close Ratio | Podcast first appeared on EGIA.

Over four-plus decades in the industry, Mark Matteson has mastered the skills it takes to not just survive, but thrive as a salesperson. In the latest episode of Contractor Coffee Club, Mark lays out the philosophies and strategies that have helped him achieve unrivaled sales accomplishments -- and can help you, too. Plus, he discusses recent industry survey data on health benefits, and how benefits and culture factor into recruiting and retention.The post <a href="https://egia.org/podcast-mastering-sales-close-ratio/" rel="nofollow" target="_blank">Mastering Sales and the 75% Close Ratio | Podcast</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Mastering Sales and the 75% Close Ratio | Podcast

In Contracting, What Gets Measured Gets Done

When business slows down in the fall, contractors must focus on ways to create urgency for homeowners to buy. On this week's Cracking the Code podcast, Weldon Long and Gary Elekes demonstrate how a non-pushy "repair vs. replace" conversation with your customers can help you generate more revenue during the shoulder season. All that and more, on this week's episode of Cracking the Code!The post The Secret to a Painless "Repair vs. Replace" Conversation first appeared on EGIA.

When business slows down in the fall, contractors must focus on ways to create urgency for homeowners to buy. On this week's Cracking the Code podcast, Weldon Long and Gary Elekes demonstrate how a non-pushy "repair vs. replace" conversation with your customers can help you generate more revenue during the shoulder season. All that and more, on this week's episode of Cracking the Code!The post <a href="https://egia.org/the-secret-to-a-painless-repair-vs-replace-conversation/" rel="nofollow" target="_blank">The Secret to a Painless "Repair vs. Replace" Conversation</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

The Secret to a Painless “Repair vs. Replace” Conversation

In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing. Plus, a segment on how to properly set goals and use them to drive success, and a discussion on the latest Snapshot Survey on holiday bonuses and perks.The post Overcoming Objections first appeared on EGIA.

In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing. Plus, a segment on how to properly set goals and use them to drive success, and a discussion on the latest Snapshot Survey on holiday bonuses and perks.The post <a href="https://egia.org/podcast-overcome-objections/" rel="nofollow" target="_blank">Overcoming Objections</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Overcoming Objections

The Importance of Your Brand Promise

Gary Elekes

Great contracting companies start at the top with leadership. Leadership sets the tone for the rest of the team, putting talented people in a position to excel and helping bring the best out of those who could use a little more attention. Good leadership allows the owner to step away for a day, a week, a month, and know the company can thrive without them. In the first international episode(!) of the Contractor Coffee Club podcast, Mark Matteson is joined by legendary industry consultant Gary Elekes. Gary shares some tried and true leadership strategies and coaching tactics he's picked up over his three-plus decades in home services -- strategies that have helped him succeed at some of the biggest-name companies in the industry, as well as in his role as a serial entrepreneur who has acquired and turned around a number of contracting companies since 2003; strategies that allow him to sit in the Cayman Islands while his companies can survive without him.The post Proven Leadership Strategies with Gary Elekes | Podcast first appeared on EGIA.

Great contracting companies start at the top with leadership. Leadership sets the tone for the rest of the team, putting talented people in a position to excel and helping bring the best out of those who could use a little more attention. Good leadership allows the owner to step away for a day, a week, a month, and know the company can thrive without them. In the first international episode(!) of the Contractor Coffee Club podcast, Mark Matteson is joined by legendary industry consultant Gary Elekes. Gary shares some tried and true leadership strategies and coaching tactics he's picked up over his three-plus decades in home services -- strategies that have helped him succeed at some of the biggest-name companies in the industry, as well as in his role as a serial entrepreneur who has acquired and turned around a number of contracting companies since 2003; strategies that allow him to sit in the Cayman Islands while his companies can survive without him.The post <a href="https://egia.org/proven-leadership-strategies-with-gary-elekes/" rel="nofollow" target="_blank">Proven Leadership Strategies with Gary Elekes | Podcast</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Proven Leadership Strategies with Gary Elekes | Podcast

In part one of a three-part series, host Mark Matteson relates his book, "Sparking Your Success," to the home services industry, illustrating various motivational techniques, self-improvement strategies and more that can maximize individual and company performance. Additionally, Mark responds to a Snapshot Survey question on whether training new hires who already have experience is necessary, and he fields a listener question on boosting morale.The post Sparking Your Success, Part 1 first appeared on EGIA.

In part one of a three-part series, host Mark Matteson relates his book, "Sparking Your Success," to the home services industry, illustrating various motivational techniques, self-improvement strategies and more that can maximize individual and company performance. Additionally, Mark responds to a Snapshot Survey question on whether training new hires who already have experience is necessary, and he fields a listener question on boosting morale.The post <a href="https://egia.org/sparking-your-success-part-1/" rel="nofollow" target="_blank">Sparking Your Success, Part 1</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Sparking Your Success, Part 1

The most successful contractors offer financing with every purchase. Not only can it increase the average ticket, it can improve customer satisfaction, enabling homeowners to buy the unit that's the best fit for them without breaking the bank -- rather than just purchasing the cheapest unit, even it’s wrong for them. Contractor financing guru Eric Howarth joins Mark Matteson in the latest episode of Contractor Coffee Club, sharing some powerful financing information and resources that every contractor needs to know.The post Financing Musts for Every Contractor first appeared on EGIA.

The most successful contractors offer financing with every purchase. Not only can it increase the average ticket, it can improve customer satisfaction, enabling homeowners to buy the unit that's the best fit for them without breaking the bank -- rather than just purchasing the cheapest unit, even it’s wrong for them. Contractor financing guru Eric Howarth joins Mark Matteson in the latest episode of Contractor Coffee Club, sharing some powerful financing information and resources that every contractor needs to know.The post <a href="https://egia.org/contractor-coffee-club-ep14/" rel="nofollow" target="_blank">Financing Musts for Every Contractor</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Financing Musts for Every Contractor

How Your Brand Promise Drives Revenue

Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation. All that and more, in the latest podcast episode!The post Using Guarantees to Sell More Systems first appeared on EGIA.

Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation. All that and more, in the latest podcast episode!The post <a href="https://egia.org/using-guarantees-to-sell-more-systems/" rel="nofollow" target="_blank">Using Guarantees to Sell More Systems</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Using Guarantees to Sell More Systems

Finding techniques to disarm difficult customers and provide a great customer experience is key to the success of your contracting company. In this week's episode of Cracking the Code, learn how to keep your homeowners comfortable throughout the sales process by using third-party validation and analogies they can understand. Plus, your selling techs will learn to sell more service agreements and how to overcome the "I want to think about it" objection. All that and more, on this week's episode ofCracking the Code!The post How to Sell to Tough Customers first appeared on EGIA.

Finding techniques to disarm difficult customers and provide a great customer experience is key to the success of your contracting company. In this week's episode of Cracking the Code, learn how to keep your homeowners comfortable throughout the sales process by using third-party validation and analogies they can understand. Plus, your selling techs will learn to sell more service agreements and how to overcome the "I want to think about it" objection. All that and more, on this week's episode ofCracking the Code!The post <a href="https://egia.org/how-to-sell-to-tough-customers/" rel="nofollow" target="_blank">How to Sell to Tough Customers</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

How to Sell to Tough Customers

Why Service Agreements are Great for Your Customers

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!The post Closing Sales Opportunities by Providing Solutions first appeared on EGIA.

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!The post <a href="https://egia.org/closing-sales-opportunities-by-providing-solutions/" rel="nofollow" target="_blank">Closing Sales Opportunities by Providing Solutions</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

Closing Sales Opportunities by Providing Solutions

In the third episode of the Contractor Coffee Club podcast, host Mark Matteson taps his unique background and shares some of the valuable lessons and singular strategies he's learned over his four decades in sales and contracting. Plus Mark answers contracting questions submitted by listeners and previews his upcoming webinar on how to achieve 75% closing rates.The post What Four Decades Selling Has Taught Me first appeared on EGIA.

In the third episode of the Contractor Coffee Club podcast, host Mark Matteson taps his unique background and shares some of the valuable lessons and singular strategies he's learned over his four decades in sales and contracting. Plus Mark answers contracting questions submitted by listeners and previews his upcoming webinar on how to achieve 75% closing rates.The post <a href="https://egia.org/what-four-decades-selling-has-taught-me/" rel="nofollow" target="_blank">What Four Decades Selling Has Taught Me</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

What Four Decades Selling Has Taught Me

If you want to thrive in the slow season, you have to make sure your service techs aren't leaving money on the kitchen table. This week, Weldon Long helps you teach your technicians exactly what to say to your customers to capitalize on every opportunity and maximize revenue. All that and more, on this week's episode of Cracking the Code!The post 6 Crucial Conversations to Maximize Revenue first appeared on EGIA.

If you want to thrive in the slow season, you have to make sure your service techs aren't leaving money on the kitchen table. This week, Weldon Long helps you teach your technicians exactly what to say to your customers to capitalize on every opportunity and maximize revenue. All that and more, on this week's episode of Cracking the Code!The post <a href="https://egia.org/6-crucial-conversations-to-maximize-revenue/" rel="nofollow" target="_blank">6 Crucial Conversations to Maximize Revenue</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

6 Crucial Conversations to Maximize Revenue

What actually protects homeowners - empty promises from random companies or the demonstrated trustworthiness of your brand? In part eight of our continuing summer training, our expert faculty introduces the first step in building trust with your homeowners to overcome the 3 bid objection. Your CSR's will also learn the true value of every lead to make sure they're not letting any opportunity slip away. All that and more, on this week's episode ofCracking the Code!The post How to Destroy the 3 Bid Objection first appeared on EGIA.

What actually protects homeowners - empty promises from random companies or the demonstrated trustworthiness of your brand? In part eight of our continuing summer training, our expert faculty introduces the first step in building trust with your homeowners to overcome the 3 bid objection. Your CSR's will also learn the true value of every lead to make sure they're not letting any opportunity slip away. All that and more, on this week's episode ofCracking the Code!The post <a href="https://egia.org/how-to-destroy-the-3-bid-objection/" rel="nofollow" target="_blank">How to Destroy the 3 Bid Objection</a> first appeared on <a href="https://egia.org/" rel="nofollow" target="_blank">EGIA</a>.

How to Destroy the 3 Bid Objection

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