This 30-minute run through of the new industry professionals website will help BPI GoldStar Contractors and BPI Certified Professionals find information they need to recertify, find a Test Center, and more.

You can also find a handy how-to guide in the May/June edition of BPI's e-Newsletter: http://www.bpi.org/newsletter/mayjune-2017.

Earn 0.5 BPI CEUs by attending the entire webinar.

Everyone creates and consumes value. We are constantly making decisions about whether something is worth our money, or trying to convince others to part with their money. That is the essence of pricing. Ninety-five percent of contractors fail within the first 5 years of business. Most often, the only difference between the ones that succeed and fail is that the survivors figured out how to make money sooner rather than later (too late).

During this session, you will learn about:

• When do customers assess a product primarily or solely based on its price?
• When do customers assess a product primarily or solely based on its price?
• Selling at a higher or lower price places different demands on managers and requires different skill sets.

Mike Gorman, TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

This session will reveal how to develop a leadership approach that is focused on loyalty.

We will cover the difference between satisfaction and loyalty. Loyal employees are the pathway to loyal customers. We will also look at increasing lead generation and closure rates by developing loyal customers.

During this session, you will:

• Recognize the difference between growing and developing a loyal company
• Calculate the dollar value of loyal customers
• Prepare to cultivate both loyal customers and loyal employees

John Tooley, Advanced Energy
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

This presentation will literally list, and review, the major danger signs that are plainly saying, "Stop, take note, trouble ahead!"

90% of all the companies that start up fail the first year! Only one company out of a thousand will ever see its twentieth birthday. Those are scary, but true, statistics. There are lots of reasons companies fail but the bottom line is that there are always "danger signs" along the way that are most often ignored. 

During this session, you will:

• Learn about the seven (7) danger signs
• Determine if YOUR company is in danger
• Discover if there are any possible trouble areas, and what to do about them

Tom Grandy, Grandy Associates
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

There are three systems that are part of the most important processes for creating and maintaining cash flow in businesses. These complex processes are so inter-dependent that if one fails the others falter.

When you arrive on the job, you have a process for installing a water heater, shell sealing, insulation, a new kitchen, building an addition, or diagnosing the building’s performance (all complex activities). However, you may have no processes in your business to assure sustainability. Sustainability is most often dependent on cash flow. When these processes work, profits follow. When there is a failure in one of these systems you might actually begin going out of business, regardless of how big you are or how long you have been in business. Sadly, too many contractors start going out of business the day they open their doors. The real issue is that often we don’t know what we don’t know!

During this session, you will learn about:

• The three (3) most important systems to generate cash flow
• How to add job descriptions, bookkeeping, and job cost accounting
• Increasing your odds of survival in this difficult business

Mike Gorman, TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

This program will simply present how flat rate pricing works and the potential benefits and/or pitfalls for the company and the customer. Nearly all company owners have strong feelings for, or against, flat rate pricing for the residential service side of their business. The intention is not to “persuade” you to move towards flat rate pricing, but to inform you of the facts so they can make an educated decision for or against it.

During this session, you will:

• Review the mechanics of how flat rate pricing works
• Learn the benefits, and potential problems, of moving to flat rate pricing
• Hear about "up front" pricing for trades where flat rate programs are not currently available

Tom Grandy, Grandy Associates
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.

This session will explore some simple things your competitors get wrong that you can get right to generate more leads, more sales, happier customers, and higher profits.

Can you explain clearly who you are and what you do? Is a customer more or less likely to sign an $8,000 contract with you if you took steps to avoid getting dirt on their carpet? Who is more likely to get my business, Contractor A who responded within 24 hours, Contractor B who took three weeks, or Contractor C who never got back to me? Many of the "secrets" of successful, profitable contractors center on providing excellent customer service and dealing with customers on their terms. 

During this session, you will learn how to:

• Establish an effective foundation for a consultative sales process
• Avoid some of the common contractor sales pitfalls
• Prepare your whole company to boost sales

Mike Rogers, OmStout Consulting
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.