1. Finding, training, retaining and compensating ‘all-star’ employees.
2. Control and track your job costs.
3. How do we price to protect ourselves from inflation?
4. Forecast the coming year using the current year’s stats.
5. How much will you need to retire? How to start today!
6. What will your business look like in 5 years – the vision.
7. When is it best to grow your business VS grow your profits?
8. Name your issues; share what you might see coming next year.

Presented by Mike Gorman, Owner of TechKnowledge Systems
Earn Up To 1.5 BPI CEUs

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

 

Click here to register

Home Performance, HVAC, Insulation and Solar businesses are inherently seasonal--often understaffed during peak seasons like the Fall. When the fall season begins to activate fluctuates greatly based on weather and temperatures, and we don’t want our businesses to be completely at the whim of Mother Nature. So is it possible to break the cycle of awaiting those weather triggers?

In this webinar, Energy Circle's Peter Troast will discuss proven business enhancement strategies to activate the market early, in order to help drive revenues and profits across the entire season, not just the peak. He'll share his team's deep dataset of seasonal trigger points and show real-world case studies of marketing tactics that can activate the market prior to that first frost.

Presentation by Peter Troast
Earn Up To 1.5 BPI CEUs

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

Click here to register

It is becoming more and more inevitable that when a consumer arrives on a Contractors’ website, they’re looking for an immediate answer. Data from hundreds of contractors across the country point to this megatrend. Web form submissions are on the decline while phone calls, live chat sessions and other forms of “right now” communication are on the rise. In home performance, that first contact is the critical touchpoint that determines whether you get the job, and how successful you’re likely to be at shifting the customer mindset to a more comprehensive solution to their perceived (or, more often, self-diagnosed) problem. We’ll discuss ways that contractors can prepare their staffs for this new form of homeowner interaction. And we’ll look at all the different online mediums that homeowners may be using to communicate directly with contractors.

Presentation by Peter Troast
Earn Up To 1.5 BPI CEUs

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

Click here to register

The year 2018 continued to provide big change in the digital advertising and lead generation landscape as it affects home performance, HVAC and efficiency contracting businesses. Google’s latest Local Services Ads continue to take the top spot on search, paid search continues to grow more complex, and “Google as Your Homepage” is real. But there is more...the increasing importance of quality, quantity, and diversity of third party reviews for not only humans, but also rankings is growing; and Facebook continues it’s dominant place in many homeowners daily lives. All of this presents a significant opportunity for contractors to improve their lead generation activities, lower marketing costs while growing the business and, ultimately, better the bottom line. In this session, Energy Circle’s Peter Troast will bring clarity to this confusing landscape, and show you simple ways to take advantage of online advertising, review management, Facebook, local search optimization and content marketing.

4 Learning Objectives
● Understand the current status of key online marketing tactics as they affect the home contracting industry
● Learn about specific ways contractors are successfully utilizing these tactics in their business
● Understand how to take control of Google My Business and optimize for lead generation
● Learn which of these tactics can be implemented DIY

Presenter: Peter Troast, Energy Circle
Earn Up To 1.5 BPI CEUs

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

Click here to register

It is imperative that today’s company owner/manager receive steady feedback from their customers. The company needs to know the customers opinion of their service, office staff and overall quality of work. Properly designed and presented Customer Response Cards and/or online reviews provide the needed information for today’s contractor to tweak their companies for maximum profitability. Several physical cards/online review systems will be discussed along with information on how to present the cards including incentive systems for your technicians to give the cards out.

Presentation by Tom Grandy
Earn Up To 1.5 BPI CEUs

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

Click here to register

The last steps of the 10 Steps to Build a Sustainable Business series. 

Step 9: Present the Proposal and Get Paid on the First Visit

  • Make the sale in one move or proceed in ‘baby steps’.
  • Choices can be useful, but too many can be confusing.
  • Breaking your fantasy about what the customer needs to know.
  • How many times should we ask for the order?
  • Can’t afford it all-use the break/fix point for future sales.

Step 10:  Production Secrets; Under-promise and Over-deliver

  • What’s the most efficient size crew?
  • Increase your production by 15% or more?
  • Schedule you Production Team Efficiently
  • Managing your backlog – not too long, not too short.
  • How to guarantee that you will exceed expectations.
  • Create “Raving Fan” clients every time.
  • When and How to Ask for Referral Business
  • Hang on to that relationship with Concierge Club/Service Agreements

Presentation by Mike Gorman
Earn Up To 1.5 BPI CEUs

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

Click here to register

Selling at a premium: What differentiates those people who command a superior price? Winning at a premium is within our control - even in competitive markets where the competition is discounting. Join Lauren Valentine to learn about the skill set and the mindset to sell and win at a premium.

Key takeaways will include:
• What really motivates people to buy. (Hint: It’s not “low price!”)
• 7 key steps that will help you sell at a premium
• What you can do before the budget conversation to set the stage for premium pricing
• Key attitudes for a premium mindset
• How to differentiate yourself from the competition and demonstrate real value

Presentation by Lauren Valentine
Earn Up To 1.5 BPI CEUs

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

About the Presenter 
Lauren Valentine is a Sales Trainer at Sandler Training – the global leader in management, sales, and customer service training and consulting. Since joining Sandler Training in 2015, Lauren has had the opportunity to work with businesses in a wide variety of industries and sizes, helping them to develop high performance behaviors, winning attitudes, and superior techniques which ultimately increase market shares, profits and customer retention. She is a practitioner of the Sandler methodology and has been recognized for her performance, having achieved “Rising Star,” “Bronze,” “Silver”, “Gold” and “Platinum” Awards for revenue production in under two years. Most recently, she was awarded the opportunity to speak in front of an international audience of her peers at a Sandler Conference.

Click here to register

The keepers, teachers, and coaches of a company are the leadership and management. Our understanding and use of the System of Profound Knowledge® is a measurement of our maturity in Quality Management. Dr. Deming said that his teaching is "based on the knowledge of living, and knowledge about a system." The System of Profound Knowledge® is a map for leading, performing, and living in concert. His philosophy is truly just as pertinent today as it was in the past. His philosophy is timeless because it has a basis in systems thinking, which is natural. This webinar will lead us through the four (4) foundational principles Deming taught during his entire professional life. It is sure that any company that is willing to learn, and then implement the System of Profound Knowledge ®, will exceed in leadership and performance in their company and personal life.

During this webinar, you will learn:

  1. Why our appreciation of a system is essential to company success
  2. How the knowledge of variation smooths out company problem-solving by distinguishing systemic causes of problems from unique events
  3. How having a good knowledge of human behavior assures the harmony of a company's relationships
  4. How the theory of knowledge will lead us as we help develop employees and a learning company

John Tooley, Senior Building Science Consultant with Advanced Energy

Earn Up To 1.5 BPI CEUs

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

Click here to register

No matter the size of your company, every owner and/or manager has a bit of a twinge in their stomach when it comes to raising their hourly rates for service and/or installation projects. However, the reality is that rates MUST go up as the cost of doing business increases. This webinar is designed to help reduce the fear factor of raising your rates. Suggestions, stories, and doing a few math problems should provide the courage needed to raise your hourly rate, when it simply must happen to maintain profitability. The three (3) things customers are "really" concerned about will be discussed along with real life stories about how little effect raising your rates actually has when the customer if given what they "really want".

During this webinar, you will learn that when the costs of doing business increases, hourly rates MUST increase to maintain profitability. This presentation is designed to help take the fear factor out of having to raise your hourly rates.

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.

Click here to register

Step 7: Inform Your Prospective Clients about How to Choose a Contractor. Step 8: What Information Does the Prospect Need to Make a Decision?: We may habitually share the wrong information with the homeowner without realizing it.

Did you ever consider that we become more adept at buying a product/service the more often we actually buy it? How many times have your prospects bought 'building performance'? In fact, your prospects likely don't know what they don't know. Happily, the contractor who does the best job of informing the prospect often sells the job at his or her price.

What Information Does the Prospect Need to Make a Decision?: We may habitually share the wrong information with the homeowner without realizing it. For many home-owners the technical side of the solution might as well be written in Greek. But the homeowner does understand the price.

During this webinar, you will learn:

  1. 25 things the prospect needs to know before choosing a contractor
  2. If YOU were going to choose a contractor, what would you want to know?
  3. How to see the world from your prospect's eyes
  4. How and why we use tools and exhibits to inform the prospect.
  5. Prospects will buy on price only when there is a lack of other information.
  6. To make it easy for the prospect to buy from you    
  7. Why wealthy people finance home improvements
  8. Why financing is a GREAT opportunity for the homeowner
  9. How and why you can sell more easily when financing is involved

Mike Gorman, TechKnowledge
Earn Up To 1.5 BPI CEUs

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

Click here to register

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