Ep 21 - 2025 Momentum: 1 Metric That Can Skyrocket Your Sales

Transcript

WEBVTT

00:00:00.739 --> 00:00:12.313
Hello, hello, hello and welcome to the Million Dollar Electrician podcast, where we help home service pros like you supercharge your business and spark up those sales.

00:00:13.140 --> 00:00:20.606
I'm Joseph Lucani and, together with my co-host, Clay Neumeier, we're here to share the secrets that have helped electricians sell over a million dollars from a single service van.

00:00:20.786 --> 00:00:30.861
Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.

00:00:30.861 --> 00:00:37.372
Hello, hello, hello and welcome back and happy new year.

00:00:37.372 --> 00:00:42.195
If we haven't said that already, Joe, we've been back to back interviews on the podcast here.

00:00:42.195 --> 00:00:51.423
I feel like we haven't even had an opportunity since well like a month ago, to just come in and talk to our folks that keep tuning into this Million Dollar Electrician podcast.

00:00:51.423 --> 00:00:54.612
How are you feeling in this early stage of 2025, brother?

00:00:55.439 --> 00:01:12.302
Well, I mean physically, I'm just getting over a back injury but mentally and emotionally, oh my God, I am out of the gates and ready to go, because the things that we're planning on putting out in 2025 are industry changing and if we don't continue on that trajectory, I'm just not going to be satisfied.

00:01:12.302 --> 00:01:14.510
So we're going to keep putting out the best of what we got.

00:01:15.500 --> 00:01:16.543
Yeah, it's funny you say that.

00:01:16.543 --> 00:01:18.129
Two funny things, actually.

00:01:18.129 --> 00:01:22.606
The first one I'm sure others are thinking how do you hurt your back in your basement from the desk?

00:01:22.606 --> 00:01:35.257
The second thing, though, really related to momentum, and we're going to talk about momentum today, and we're going to talk about metrics today, and one of the most important metrics that we know many people are overlooking.

00:01:35.257 --> 00:01:40.771
They're going to help you absolutely skyrocket your electrical sales in 2025.

00:01:40.771 --> 00:01:42.584
And that is not an understatement.

00:01:42.584 --> 00:01:47.546
Plus, we've got a value piece, a win of the week related to help prove how important this thing is.

00:01:47.546 --> 00:01:52.126
It's one of the most important things we do, but I'm going to hold you in suspense for just a little bit here.

00:01:52.126 --> 00:01:55.284
I want to talk about momentum for a second, if that's okay, joe.

00:01:55.685 --> 00:01:56.649
Go for it, Full steam man.

00:01:57.659 --> 00:02:05.992
I recently I read about and then I heard about in the Audible stat from a book by Patrick Bet-David your Next Five Business Moves.

00:02:05.992 --> 00:02:12.046
It's about business strategy and it was really interesting and he was talking about the S&P 500.

00:02:12.046 --> 00:02:13.792
You know what the S&P 500 is, joe?

00:02:14.340 --> 00:02:17.610
Yeah, like the top investment companies that you would want to get into in a particular level.

00:02:18.259 --> 00:02:20.423
Yeah, yeah, and a big stock right.

00:02:20.423 --> 00:02:29.475
Lots of people put money into that S&P 500 as part of their B-money strategy, as I call it, the investments that will pay you dividends over time.

00:02:29.475 --> 00:02:42.936
And the idea, though, in what he was saying is that back in I think he said the 70s may have been even earlier the expected tenure of a company in the S&P 500 was around 50 years.

00:02:42.936 --> 00:02:45.002
You heard this before.

00:02:45.002 --> 00:02:46.266
Maybe I said it once too.

00:02:46.266 --> 00:02:47.109
You actually did.

00:02:47.109 --> 00:02:56.169
Yes, as this has progressed.

00:02:56.169 --> 00:03:01.721
In the 90s, that got down to 30 years expected tenure, as he said.

00:03:01.721 --> 00:03:07.037
I think he quoted 2019, I want to say was the last check on this one it was now expected that by 2029, that 10 years expected to be just 14 years.

00:03:07.037 --> 00:03:26.501
So what does that tell us about how fast markets are moving these days and how fast that technologies are even expiring and the next new thing is coming up defeating the old and basically making it obsolete and basically making it obsolete.

00:03:26.521 --> 00:03:33.824
Really, the mental image that I've gathered from this is almost like a perpetual motion wheel that's accelerating over time and eventually doesn't slow Back in the day.

00:03:33.824 --> 00:03:41.632
Prior to internet, prior to everything being really developed, it took a long time for new ideas to be introduced and really adopted as a whole across an industry.

00:03:41.632 --> 00:03:47.651
Nowadays, you can make one Facebook post share with a million people and you can have an overnight transformation in places.

00:03:47.651 --> 00:04:03.129
So, seeing that technology and freedom of distribution of information has grown, it only makes sense that more people are able to accelerate their company's growth faster and faster and faster 100%, and there's a parallel to this with the world's richest people.

00:04:03.169 --> 00:04:09.663
And if you look at that list, it's been changing more recently than ever before, and you know what We've experienced.

00:04:09.663 --> 00:04:18.151
That growth, too which many people may say was an overnight sensation, as people tend to like to say that when they experience some success.

00:04:18.151 --> 00:04:29.672
We did rise rapidly, using this podcast, by getting in the trenches, with people using leveraging technology being able to do the stuff we do today completely online.

00:04:29.672 --> 00:04:50.533
So, now that we can have international electricians log into classes with us at the blink of an eye, essentially from their car, from their job Sometimes people just throw the headphones in, other times they're setting time aside to be in their office, but the point is they don't even have to travel to see massive wins that we get to talk about today.

00:04:50.533 --> 00:05:03.374
And that all relates to momentum, because if there's anything that's true from what we just discussed, is that business success is about carried momentum in 2025.

00:05:03.374 --> 00:05:09.380
It's about knowing what got you here is not going to get you there.

00:05:10.663 --> 00:05:11.404
Where is there?

00:05:11.404 --> 00:05:13.428
There is in your vision.

00:05:13.428 --> 00:05:26.651
There is that next set of steps you laid out for 2025, for the growth in your business, and you can look at this same lens that you're marketing, at your sales, at your operations.

00:05:26.651 --> 00:05:34.002
Hell, if you're having trouble recruiting electricians, you could be looking at this as you're recruiting, and sometimes we talk to people.

00:05:34.002 --> 00:05:54.103
We find that there's a lot of business owners who haven't maximized another area that they would need to maximize in order to be taken seriously, to gain enough momentum to improve the recruiting, and maybe that specific example is actually the best demonstration I could even talk about in this case.

00:05:55.545 --> 00:06:15.327
Point being, if you'll look at your business as a pool of momentum, if you look at the last year, if you just started last two years, if you've been at this for a bit, three or more, if you're an all-star in this industry, would you say you're growing or are you slowing In 2025,?

00:06:15.327 --> 00:06:19.259
I encourage people to really examine that and take stock of it.

00:06:19.259 --> 00:06:21.245
What are the areas we're growing in?

00:06:21.245 --> 00:06:23.069
What are the areas we're slowing in?

00:06:23.069 --> 00:06:35.456
Because at this time, the way the world is today, how rapidly things are expiring, we can't afford to rest on our laurels.

00:06:35.456 --> 00:06:40.230
I had a mentor used to say progress equals happiness, and I think you and I have had that discussion many times.

00:06:40.230 --> 00:06:43.841
I tend to agree with that, not just professionally, but in our personal and family lives too.

00:06:44.783 --> 00:06:51.966
It's amazing how that happens, because progress is almost an addiction at a certain point, because progress doesn't have an end stop.

00:06:51.966 --> 00:06:55.312
There is no place where everything becomes perfect.

00:06:55.312 --> 00:07:06.560
So, as a result, continuous tweaking of a process and an improvement to a level of getting it there means constant progress, and I love that we can do that and share about that 100%.

00:07:07.343 --> 00:07:12.492
We want to add to a specific area of your momentum today by talking a bit about sales.

00:07:12.492 --> 00:07:21.889
Go figure, we talk about this a lot, but there's definitely a key ingredient we've touched on a few times over the years of doing this now and it deserves extra focus.

00:07:21.889 --> 00:07:34.427
Today we're going to look at it a bit differently because we've got actually a case study analysis that we've done in the background that I think, will really shed light on how powerful this one metric can be for your business.

00:07:34.427 --> 00:07:38.867
Now are we ready to spill the beans on what this topic is?

00:07:38.867 --> 00:07:40.451
I'm ready, man, let's do it.

00:07:40.451 --> 00:07:42.038
I mean, it's definitely sales related.

00:07:42.038 --> 00:07:43.887
It comes down to options.

00:07:43.887 --> 00:07:49.889
We're going to demonstrate exactly how this works and, like we said, we got a win of the week for you to help drive that home.

00:07:50.519 --> 00:08:14.146
So, in a conversation with one of our great electricians that we're talking to in the DMs and the channels online, if you're looking to have a conversation, understand your numbers or productivity or momentum better, you can always reach us there on Instagram, at Clay Neumeier, facebook Clay Neumeier or Joseph Lucani, or our page, million Dollar Electrician, and we can get some clarity for you there.

00:08:14.146 --> 00:08:18.740
This individual we're not going to name them, but we're going to spit some numbers.

00:08:18.740 --> 00:08:23.187
So are you guys ready to just really focus on a couple of numbers here for a second?

00:08:23.187 --> 00:08:24.745
We'll do some breakdowns together.

00:08:24.745 --> 00:08:26.425
Let's do it, man, I'm so ready.

00:08:26.425 --> 00:08:39.052
Someone sent us a screenshot of their current sales status their account Again, no names, but the screenshot contained some pretty good numbers for an electrician in sales.

00:08:39.052 --> 00:08:45.784
The first number we saw for the year was about $380K in sales, so not too bad right.

00:08:45.784 --> 00:08:51.432
If we break that down 12 months, we're at about 31K a month and change.

00:08:51.432 --> 00:08:55.121
Would you consider that one someone doing pretty well, joe.

00:08:56.164 --> 00:08:57.187
I mean it depends on where they're at.

00:08:57.187 --> 00:08:57.909
You know what I mean.

00:08:57.909 --> 00:09:05.631
Like, if it's an individual who's a service tech, or yeah, or a new person who's growing up, then yeah, but it's all about the perspective of where they're at.

00:09:06.232 --> 00:09:13.591
Okay, great Sales opportunities to meet that 380 and change About 430.

00:09:13.591 --> 00:09:17.067
Okay, Okay, that's opportunities.

00:09:17.067 --> 00:09:29.054
The close rate on this just over 50% and an average close ticket of $1,706.

00:09:30.121 --> 00:09:37.191
The two things that stand out the most is the closing ratio and the average ticket, because I'm sure that there are some people listening to that going, wow, it's amazing.

00:09:37.191 --> 00:09:39.245
And I want to just speak to that a little bit.

00:09:39.245 --> 00:09:41.283
Sure Industry standard.

00:09:41.283 --> 00:09:50.174
If you were going to say an untrained electrician who just got off the street and he had an offer that was a good offer, how often would that offer be closed on?

00:09:50.174 --> 00:09:52.201
It's between 40% to 45%.

00:09:52.201 --> 00:09:59.384
So this individual is above average standard and the average ticket in those ranges is around $500 to $600.

00:09:59.384 --> 00:10:07.399
So he's above average in both sales and in conversion ratio and I think that's worth recognizing, at least in this situation 100%.

00:10:07.541 --> 00:10:16.366
I'm glad you said that and to me, if I'm picking someone out of a lineup, this is a serious candidate for huge potential in what they're doing.

00:10:16.366 --> 00:10:19.985
They clearly understand sales, they know their numbers.

00:10:19.985 --> 00:10:21.105
They shared them with us.

00:10:21.105 --> 00:10:25.912
An average ticket at that rate means the company's doing some good stuff, for sure.

00:10:25.912 --> 00:10:32.393
Now there's an interesting metric that we're going to get to here, but I want to give the comparison case study first.

00:10:32.393 --> 00:10:39.384
So we looked at one of our clients and now coach ambassadors Congratulations, dorian.

00:10:39.760 --> 00:10:45.732
We started to look at some of Dorian's numbers in a comparison here, just to draw up this case study analysis.

00:10:45.732 --> 00:10:52.245
Dorian, in about a year, sold right around that 750 mark.

00:10:52.245 --> 00:11:08.043
Okay, so 100% more sales than this individual, based on their average ticket of just under 3,000, would have actually seen less sales opportunities by about 50 or 60.

00:11:08.043 --> 00:11:13.801
And the close rate just under 70%, right around that 67% mark.

00:11:13.801 --> 00:11:19.580
Last we checked in, and that average ticket again being around 2,900.

00:11:19.580 --> 00:11:20.157
Nicely done, dorian.

00:11:20.157 --> 00:11:20.198
And that average ticket again being around $2,900.

00:11:20.198 --> 00:11:22.410
Nicely done, dorian.

00:11:22.410 --> 00:11:23.533
100%.

00:11:23.533 --> 00:11:30.784
With just a conversion rate of just 12%, 13% higher, 100% sales difference.

00:11:30.784 --> 00:11:40.361
Average ticket about $1,200 higher Again, 100% sales amount difference in that period.

00:11:41.573 --> 00:11:47.019
The question becomes why and it's in this hidden metric that we've really held on to until now.

00:11:47.019 --> 00:11:52.280
The first case average options offered were at 1.5.

00:11:52.280 --> 00:12:03.179
Dorian's average options offered are going to be right around the five mark Almost an inverse on this one metric.

00:12:03.179 --> 00:12:13.740
Very few people track it, very few people offer as many options as we suggest, and so I wanted to break that open and talk about this metric.

00:12:13.740 --> 00:12:15.234
Joe, I would love to.

00:12:15.234 --> 00:12:15.996
Options are my jam.

00:12:15.996 --> 00:12:22.258
Do you really feel that's the one thing driving the difference, the 100% sales difference in this case?

00:12:22.258 --> 00:12:23.730
Analysis, yes.

00:12:24.051 --> 00:12:29.532
And here's why I can say, both from personal experience as well as data we've collected, this is really what we found.

00:12:29.532 --> 00:12:38.636
We have no idea at face value what someone is going to purchase, what they want and what level they're going to want to go to.

00:12:38.636 --> 00:12:49.658
I have personally experienced in the field where I've gone to homes that I am literally covering my nose in and that I feel that they're not going to want to buy or put a cent into this home.

00:12:49.658 --> 00:13:03.894
And they buy a $30,000 package and a lot of times it's because no one offered me those options, no one told me I could do this a different way, and people will buy them, whether you've ever expected them to, and they'll be happier because of it.

00:13:03.894 --> 00:13:09.100
And even further, if I can dial this down, it also shows customer satisfaction.

00:13:09.961 --> 00:13:21.309
When you receive one option and you make a purchase on it and it's usually under that thousand dollars you're going to find that people are consistently asking for the breakdown or they're asking you how long it's going to take you to do.

00:13:21.309 --> 00:13:40.557
But when you offer the options and they had the ability of choosing their own level and then, following our process, you're able to eliminate their own concerns about it, you'll find that their satisfaction goes up because they're buying a more premium service, get to be treated in a better way and have a more permanent and sustainable outcome.

00:13:40.557 --> 00:13:45.909
Be treated in a better way and have a more permanent and sustainable outcome.

00:13:45.909 --> 00:13:54.500
So, yes, your sales increase, the quality of your service increases, your customer satisfaction increases, which increases repeat business, and you actually do more with less work.

00:13:54.500 --> 00:13:55.562
Who's?

00:13:55.663 --> 00:13:56.770
losing in this arrangement.

00:13:56.770 --> 00:13:59.398
Yeah, I don't know.

00:13:59.398 --> 00:14:07.018
I'm often saying when I talk to people about this there's three winners in this situation and it's it's not even really that.

00:14:07.018 --> 00:14:13.926
Uh, winners is the right word, it's, it's obligations, it's an obligation for me as an electrician.

00:14:13.926 --> 00:14:14.769
I'll give you an example.

00:14:14.769 --> 00:14:18.844
My brother moves and he says hey, clay, can you come help me move a bed couch?

00:14:18.844 --> 00:14:21.032
And I go okay, yeah, everyone loves moving.

00:14:21.032 --> 00:14:24.000
Let's ask your back, joe, if you want to go help someone move Right.

00:14:24.910 --> 00:14:25.110
I don't.

00:14:25.110 --> 00:14:27.057
I don't quite drink the beer anymore, so I can only eat the pizza.

00:14:27.398 --> 00:14:28.400
There you go, there you go.

00:14:28.400 --> 00:14:32.139
And then he says the magic words hey, by the way, there's a.

00:14:32.139 --> 00:14:37.053
There's just a light on the outside that isn't working at this place.

00:14:37.053 --> 00:14:41.698
Look, I know you're not really on the tools much anymore, but you know we're brothers, just have a look.

00:14:41.698 --> 00:14:48.647
And I held my forehead, looked down and I shook it and I just went oh, and he goes.

00:14:48.647 --> 00:14:50.495
Well, it's not that big of a deal, man, you don't have to.

00:14:50.495 --> 00:14:57.013
And I said no, you don't understand, I can't just look at the light, we can't.

00:14:57.893 --> 00:15:01.414
So the first person in this equation that we have to take care of is the electrician.

00:15:01.414 --> 00:15:04.136
As an electrician, I have to do my due diligence.

00:15:04.136 --> 00:15:11.100
It's not just that there's a light not working, it's that there's a light not working and that means there's deeper rooted issues here, and there were.

00:15:11.100 --> 00:15:13.923
There was clearly homeowner wiring happening.

00:15:13.923 --> 00:15:19.025
They couldn't figure out the switch box, and so there was some wires mixed up etc.

00:15:19.025 --> 00:15:21.626
And that led to, again, deeper analysis.

00:15:21.687 --> 00:15:23.447
But you've got to start at the panel first.

00:15:23.447 --> 00:15:25.697
We've got to make sure the emergency shutoffs work.

00:15:25.697 --> 00:15:44.996
We've got to make sure that the homeowner or in this case my brother even knows how to operate those or identify the circuit to be safe, right and by the time you're done, your diligence is required and you have now the collective of your knowledge and experience to be able to communicate these things and how we see.

00:15:44.996 --> 00:15:56.792
Most people mistake this as they communicate along like take the the homeowner with you and communicate your technical jargon, when really we should get this on paper because I need to sleep tonight.

00:15:56.792 --> 00:16:01.039
That's the point less, more solutions.

00:16:01.039 --> 00:16:13.542
So is it the right thing for the electrician to detail their findings, their experience and their knowledge in this situation and what's possible on a simple document that the homeowner can understand too?

00:16:14.669 --> 00:16:18.789
Yes, and there's actually an additional benefit to it that actually benefits more people as well.

00:16:18.789 --> 00:16:19.634
Can I get into that too?

00:16:19.634 --> 00:16:21.173
Yeah, awesome.

00:16:21.173 --> 00:16:25.940
So there are some people who are thinking right now well, sure, why don't you just change the light?

00:16:25.940 --> 00:16:28.379
I mean, obviously, maybe just be crosswire, that's all you need to do.

00:16:28.379 --> 00:16:41.818
But hear me out, if you were to just provide that and do the fix and you didn't go into the additional things, or you verbalized your repairs and you said, hey, there are more concerns, you don't have to do them right away, what do you want me to do today?

00:16:41.818 --> 00:16:44.764
And they say just do the middle fix, and you never put it on paper.

00:16:45.830 --> 00:16:57.250
If there was ever a concern, let's say down the line, something didn't work or a problem happened again and you knew that it was from a disconnected or a further concern and they chose not to address it.

00:16:57.250 --> 00:17:06.019
And then they call you back for a warranty call instead of it now being an argument of well, I told you, and you said, no, it's well, let's just review the options.

00:17:06.019 --> 00:17:07.413
Hey, you know what?

00:17:07.413 --> 00:17:12.675
I see that we actually did notify you this in the observations and we created four options on how we can get that resolved.

00:17:12.675 --> 00:17:14.851
Which of these do you want to do to get that taken care of?

00:17:14.851 --> 00:17:17.615
It's no longer an argument anymore.

00:17:17.615 --> 00:17:27.351
So they have clear expectations of what can go wrong and how they can solve it, and as well as how much time commitment they're going to put into it 100%.

00:17:27.571 --> 00:17:30.160
And that's the next winner that I was going to mention is the business.

00:17:30.160 --> 00:17:33.417
You, the business owner, if you're in business for yourself.

00:17:33.417 --> 00:17:38.301
If not, share this with your boss, because they should be thinking about this thing called liability.

00:17:38.301 --> 00:17:39.185
We all should.

00:17:39.185 --> 00:17:49.951
We want to carry momentum and reduce risk and liability, not reliability, just about how to mix up there and reduce those liabilities as much and as often as possible.

00:17:49.951 --> 00:17:52.195
So is it really?

00:17:52.195 --> 00:18:04.219
Isn't it a no brainer to say that by having that and what you just explained reduces liability on the company, because the first person the fire department's going to call is the last electrician that was in the home.

00:18:04.882 --> 00:18:13.256
Exactly, and it's a scary situation when you go up to these homes and then you're like how do I convince the homeowner to do these things without seeming like I'm pushing something?

00:18:13.256 --> 00:18:26.063
That's where the observations are so helpful and, if anything, I feel like offering more options is less pushy, because it's like here's your menu.

00:18:26.063 --> 00:18:26.416
I mean you, you choose whatever you want.

00:18:26.416 --> 00:18:27.071
You got the filet mignon on one side.

00:18:27.019 --> 00:18:27.692
We got spam on the bottom.

00:18:27.692 --> 00:18:27.834
What do you want to eat?

00:18:27.834 --> 00:18:29.075
Yeah, I love the restaurant analogy.

00:18:29.075 --> 00:18:30.029
Imagine walking into a restaurant.

00:18:30.029 --> 00:18:34.646
They're like, oh, you're having shrimp, shrimp skewer, or get out it's like I have a shellfish allergy.

00:18:34.646 --> 00:18:42.579
It's like not today, you don't yeah, shrimp skewer, it's 29, or leave, that's it right.

00:18:42.579 --> 00:18:45.284
Not even, hey, could I get some potatoes or anything?

00:18:45.324 --> 00:18:48.559
french fries, french fries if it's coconut shrimp, sign me up.

00:18:48.559 --> 00:18:48.961
I don't care.

00:18:48.961 --> 00:18:52.516
I will sit at a coconut shrimp restaurant, eat the skewers all day for $29.

00:18:52.516 --> 00:18:53.859
I'm fine with that fair enough.

00:18:53.880 --> 00:18:55.692
The third winner, as you mentioned the homeowner.

00:18:55.692 --> 00:19:09.593
Right, there's carfax, millions of cars on the road across north america and we have complete history reports on what these cars have been up to, what people have done to them, what accidents they've been in, and yet there's no home facts.

00:19:09.593 --> 00:19:11.678
We've talked about this once or twice.

00:19:11.678 --> 00:19:24.173
The homeowner deserves to know the health, the basic health, of their system, what's next for it and and what's beneath it, what isn't okay, what does need to be repaired or at least considered.

00:19:24.173 --> 00:19:28.005
It's just a no-brainer, it's a win-win-win.

00:19:28.005 --> 00:19:30.412
So this is something I constantly communicate.

00:19:30.412 --> 00:19:34.963
Joe, let me ask you your opinion, then, on this case analysis today.

00:19:34.963 --> 00:19:48.667
If subject a, the first person we mentioned, wasn't at 1.5, but we managed to get their average options up closer to four, are you confident then that both their conversion rate and their average ticket would start to climb?

00:19:48.667 --> 00:19:49.069
Adam Draper.

00:19:49.290 --> 00:19:51.608
Substantially, if not exponentially, preston Pysh.

00:19:52.070 --> 00:20:01.170
Okay, scale of one to 10, rate this how confident are you, 10 being absolute confidence, one being not very confident at all.

00:20:01.190 --> 00:20:16.067
Adam Draper, I would say a 10 or an 11, and here's why the thing is that you're showing up with a fully loaded chamber compared to just one at a time, and, additionally, people like to buy differently, and we're in North America.

00:20:16.067 --> 00:20:18.734
Freedom is one of those things that's a hot word for a lot of people.

00:20:18.734 --> 00:20:33.711
So, having the ability of saying you have the freedom to choose whatever level of quality, reliability and service you want, you can control your budget, you control what you're going to receive, you can control how I serve you Hands off, I'll do whatever you want.

00:20:33.711 --> 00:20:40.996
Of these choices, the customer now has the willing freedom to do what they want and how they see fit.

00:20:40.996 --> 00:20:50.038
So there's less negotiating, there's less back and forth, there's less apples to apples and more how can I serve you in the way you want to be served?

00:20:51.643 --> 00:20:53.750
I appreciate that Time for win of the week.

00:20:53.750 --> 00:20:56.298
Joe, you've got this one nailed down today.

00:20:56.298 --> 00:20:58.987
Please share with us who's our big winner and why.

00:20:58.987 --> 00:21:00.391
What happened that's so special.

00:21:01.480 --> 00:21:02.482
Nathan from Rise Electric.

00:21:02.482 --> 00:21:03.907
I love Nate personally.

00:21:03.907 --> 00:21:04.710
He's an amazing guy.

00:21:04.710 --> 00:21:07.767
But there's a particular win that happens Now.

00:21:07.767 --> 00:21:10.781
I'm sure you guys have picked up over time options on my jam.

00:21:10.781 --> 00:21:25.028
I love, love designing options and we actually have multiple option design classes per week where you join me in a class and you can present any kind of call and I'll help you design six options and teach you what the logic got me to do that.

00:21:26.300 --> 00:21:30.872
Nathan had a particular situation that every one of us is terrified of.

00:21:30.872 --> 00:21:39.403
He made a presentation like he designed the full thing and then, for God knows whatever reason, it disappeared.

00:21:39.403 --> 00:21:42.008
He could not find it on his iPad.

00:21:42.008 --> 00:21:44.413
He put the work in, but it's gone.

00:21:44.413 --> 00:21:47.446
He shows up and he has a presentation in an hour.

00:21:47.446 --> 00:21:49.811
He's like I don't know what I'm going to do.

00:21:49.811 --> 00:21:51.563
I thought I had it.

00:21:51.563 --> 00:21:52.925
I went to go load it up before.

00:21:52.925 --> 00:21:56.573
I wanted to double check, because that's our process, double check and I don't have it.

00:21:56.573 --> 00:21:59.868
So, all right, let's do it, let's get it done.

00:21:59.868 --> 00:22:02.567
We got six options.

00:22:02.567 --> 00:22:05.727
We redesigned the whole job right from what he told me it needed to be.

00:22:05.727 --> 00:22:07.626
We designed six options.

00:22:07.626 --> 00:22:10.729
He then goes to that customer and sells a platinum.

00:22:11.400 --> 00:22:16.132
So you had to reprice it in class too, yeah, and then he sold the platinum.

00:22:16.132 --> 00:22:17.365
Do you remember what the platinum was worth?

00:22:18.040 --> 00:22:18.321
I don't.

00:22:18.321 --> 00:22:18.663
Honestly.

00:22:18.663 --> 00:22:24.929
Offhand I was going to say I can go back and look at the physical reference of it, but I just know that when he reported it he said I closed the platinum on.

00:22:25.799 --> 00:22:27.066
Nonetheless, massive win.

00:22:27.066 --> 00:22:29.147
Congratulations, nate.

00:22:29.147 --> 00:22:30.465
Excuse my stutter on that one.

00:22:30.465 --> 00:22:33.182
That's a big deal to come in under pressure.

00:22:33.182 --> 00:22:43.790
You guys know that feeling and otherwise the outcome would have been I'm sorry, I don't have a presentation, either can't present or wing it completely, which I would not advise.

00:22:43.790 --> 00:22:47.815
That would be a rebooking and potentially losing that job altogether.

00:22:48.595 --> 00:23:04.859
And there's actually a metric behind that as well and that I was taught that at every rescheduling moment, you reduce your ability to close at almost 50%.

00:23:04.859 --> 00:23:07.431
Wow, and then I was taught that at every rescheduling moment, you reduce your ability to close at almost 50% Because people believe that their time needs to be respected more than almost anything else, especially in today's dynamic industry.

00:23:07.431 --> 00:23:18.568
In fact, there's even a rule beyond that saying if you've had to reschedule someone twice, it's not even worth going the third time, because the ability you're going to have to communicate value is so much lower.

00:23:18.568 --> 00:23:22.174
It's almost better to refer them out and just cut your losses.

00:23:22.174 --> 00:23:31.828
So you've got to be on time, you've got to be punctual and you've got to be prepared, and Nathan, luckily, was able to do all three with our help.

00:23:32.799 --> 00:23:34.105
Oh man, that's a great share.

00:23:34.105 --> 00:23:37.241
And I had a mentor teach me do all three with our help.

00:23:37.241 --> 00:23:37.844
Oh man, that's a great share.

00:23:37.844 --> 00:23:39.107
And I had a mentor teach me if you're not early, you're late.

00:23:39.107 --> 00:23:41.896
No such thing as on time being that moment early, being prepared.

00:23:41.896 --> 00:23:46.969
So good on nathan for being prepared and finding that ahead of time coming to class.

00:23:46.969 --> 00:23:57.340
Good on you, joe, for doing what you do so exceptionally well, which has helped people both I really see it a couple ways raise their top option of seeing what's possible.

00:23:57.461 --> 00:24:01.271
So often electricians come to us and they just say but how do you come up with six?

00:24:01.271 --> 00:24:03.182
It's driving them nuts.

00:24:03.182 --> 00:24:06.211
That's exactly what we aim to help you with, guys.

00:24:06.211 --> 00:24:09.625
If you're not in the program already, there's still a how for you.

00:24:09.625 --> 00:24:25.089
We've got a value piece that sheds more light on the six option secrets and we will guide you through some of this, including the observation section how to structure your six options, how to start with the best option first, how to begin to explain those in simple terms.

00:24:25.089 --> 00:24:26.634
All of that in this value piece.

00:24:26.880 --> 00:24:43.913
So, wherever you heard this first, or on the social media channels we mentioned before Facebook, instagram or the Facebook group, even even heck on our website, servicebyelectricianscom, use the contact form and just type in 6OptSecrets and you can get that value piece there too.

00:24:43.913 --> 00:24:51.300
In short time, I've got a feeling we'll be announcing a workshop just on options design alone.

00:24:51.300 --> 00:24:57.522
So do give us a follow on Instagram, on Facebook, in our Facebook group there, to make sure that you don't miss that.

00:24:57.522 --> 00:25:03.123
As you know, we're posting every day, giving value in every way and everywhere that we can.

00:25:03.123 --> 00:25:10.392
Joe, is there anything else that you wanted to add to this episode to help our listeners and viewers with their options design?

00:25:11.054 --> 00:25:13.019
Yes, I think I can give an action assignment.

00:25:13.019 --> 00:25:19.211
That'll help someone who's doing one option understand the logic it takes to do more in a very short period of time.

00:25:19.211 --> 00:25:19.551
Can I take?

00:25:19.571 --> 00:25:19.991
a crack at it.

00:25:19.991 --> 00:25:21.154
Yeah, man, let's do it.

00:25:21.154 --> 00:25:21.441
Okay.

00:25:21.441 --> 00:25:28.344
So the biggest issue with the average technician offering options is understanding the value ladder that comes from it.

00:25:28.344 --> 00:25:33.021
So the way that I understand is going from one to three is the first hurdle.

00:25:33.442 --> 00:25:45.010
Right, the way that I would describe it is your top option is saying if I were to leave this home, what could I do to guarantee I won't have to come back for the next two years?

00:25:45.010 --> 00:25:53.569
Then your middle option is if I were going to do this repair, how confident do I feel that this would last one year?

00:25:53.569 --> 00:26:02.373
And then your bottom option is if they needed the most minimum fix possible, could I at least guarantee it for 30 days?

00:26:02.373 --> 00:26:13.307
And if you can present those three things, this is how that would translate I could reset the GFI and that would very likely keep it from tripping for the next 30 days.

00:26:13.307 --> 00:26:20.590
I could replace the GFI and, as a result, I'm going to have a situation where it's going to last longer but the fault is present.

00:26:20.590 --> 00:26:28.064
Or I could address the circuit concerns and localize all those GFIs so it's far less likely to trip at all.

00:26:28.064 --> 00:26:30.672
And that's your three options, right there.

00:26:31.575 --> 00:26:34.443
Really good stuff Premium, mid-range economy.

00:26:34.443 --> 00:26:38.846
All you got to do is double down to get to six More on that in the value piece.

00:26:38.846 --> 00:26:40.291
Guys, go ahead and grab that.

00:26:40.291 --> 00:26:42.580
Talk to us where we recommended there.

00:26:42.580 --> 00:26:44.750
We can't wait to be here again with you next week.

00:26:44.750 --> 00:26:48.567
We've got big, exciting stuff coming in the near future.

00:26:48.567 --> 00:27:07.265
We've got another interview to do with Dorian, we've got another interview to do with Dan Totten, we've got Mike Hurley coming on here shortly to show us and tell us about how he doubled his revenue from 80K months to 168K in under 90 days, and, amongst others, there's much, much more than that.

00:27:07.265 --> 00:27:09.605
So, guys, we'll see you again next week.

00:27:09.605 --> 00:27:10.448
Thanks for joining us.

00:27:10.448 --> 00:27:11.369
Can't wait to see you.

00:27:11.369 --> 00:27:12.051
May y'all be blessed.

00:27:12.051 --> 00:27:17.172
And that's a wrap for today's episode of the Million Dollar Electrician Podcast.

00:27:17.339 --> 00:27:21.632
We hope you're buzzing with new ideas that charged up to take your business to the next level.

00:27:21.859 --> 00:27:25.703
So don't forget to subscribe, leave a review and share the show with fellow electricians.

00:27:25.703 --> 00:27:28.026
Together, we'll keep the current flowing.

Ep 21 - 2025 Momentum: 1 Metric That Can Skyrocket Your Sales

Listen On

Recent Episodes