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Dec. 7, 2023
Ep 216 - How ZB Electric is Doubling Sales While Enjoying Life
What if you could double your sales and still have time to enjoy life? That's exactly what our guest, Zach Bennett, owner of ZB Electric, has achieved. Together with my co-host, Joseph, we unravel Zach's inspirational journey - from starting solo and tackling obstacles to celebrating some of his most profitable months. He's not only increased his sales figures, but he's also discovered the secret to maintaining a healthy work-life balance, finishing his work early to spend quality time with his son.
In this discussion that you can't afford to miss, Zach generously shares the ingredients of his success recipe. He reveals how hiring a customer service representative, introducing pricing options, and delivering top-notch service all played a part in his business's impressive growth. Additionally, we delve into his personal life, discussing the significant role of faith and the importance of having a clear purpose for your business. As he looks to the future, Zach plans to further scale his business by adding more team members. Tune in to learn how having a compelling purpose, strong values, and a supportive community can transform your business and your life.
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Transcript
Speaker 1:
Hello, hello, hello, and welcome back to yet another episode of Electric Printer Secrets, the Electricians podcast. This is episode 215, one that many of you have been waiting for about how Zach Bennett, zb Electric, has been doubling sales and enjoying life. We've got a ton to unpack here today in just a short time, so let me cut right to the chase. I'm your host, clay Neumeyer. With me, as always, my esteemed co-host, joseph Lucchani. We're the Electricpreneurs just a couple of master electricians with business addictions, hanging in here with you five days a week to help you master your sales, simplify your pricing and deliver premium level service. Joe, would it be wrong of us to want to do that for this fantastic crowd?
Speaker 2:No, it is most certainly not. I'm actually one of the people who has been really enthusiastically waiting for this interview, because Zach is an absolute beast. I am so insanely proud of what he's accomplished.
Speaker 1:You know what? I just want to give you an awesome intro and I just want to point out I don't think people understand how awesome your intros are in every class, every day of the week. Like somehow, joe, you guys got to know this. Joe's got this incredible ability to just recognize who's in the room, even mid-speech, talking through a very technical point or an objection handle, and he'll just be like oh, zach Bennett's in the room. Everyone, zach is such an all-star, such a blessing for us to have Zach here today and he's not setting a short here on this one either. So, joe, thanks for that. Brother, it's really my pleasure, man, I'm happy to be of service. Okay, this is a really cool interview because Zach's one of the few clients that we have that actually started working with me before the service loop electrical big launch, before this podcast. This is a dude who actually hired me on my birthday in 2022.
Speaker 3:That's pretty amazing.
Speaker 1:Extra special, this one's extra special. It hits the heart. We got some great things to unpack. What do you say? We bring them in and get started. I can't wait, man, I'm pumped. Get them out of the waiting room, let's go, all right. All right, zach, will you come back from the green room please? There he is, hey Zach. What's going on, my brother, how are you doing today?
Speaker 3:Oh good, how are?
Speaker 1:you all. Fantastic Joe. How are you Doing? Awesome man.
Speaker 2:I'm doing phenomenal. I'm feeling incredibly blessed today and, Zach man, I appreciate everything you're doing, not only for the team, but for you and your family, and your company and all your employees.
Speaker 3:Yeah, yeah, we appreciate it, Joe.
Speaker 1:So there's some big reasons why Zach's really why we've waited for this long to do an episode with Zach in the first place. Sometimes we've got some clients on the back burner here it's not even appropriate to say that but there's big, big wins happening and you can feel the gravity of them growing. And, zach, you're one of these people I want to give you that credit, brother where it's just like we're just watching patiently to see what really where this potential is and how big it's about to blow up. One of the biggest reasons we waited until now is because this year is almost done. You and I have been working together for a little over a year and a half now, I guess, or right in that sweet spot, and so we've seen some different tides, some different rises, some ebbs, some flows, but ultimately, over this year, you're seeing some really impressive growth. I think overall, you're about to hit about a 50 percent revenue jump from last year. But more recently, you've had three of your biggest months ever at, I believe, if I got the number right 121K, 108k and then 113K month. Does that sound right?
Speaker 3:And is it yes, okay?
Speaker 1:So we're going to jump back into all that. I just wanted to paint a picture for everyone what we're getting into today, because while Zach was doing that, I happen to know for a fact you were leaving work early to go hunting with your boy.
Speaker 2:Yeah, that's a real problem right there.
Speaker 1:I may have said that with some bad tonality to it, like it was a bad thing. It's actually something we're super proud of, man. But can you take us back to the beginning and when we first got together and started working together, about how far in business were you at that point?
Speaker 3:Six months, seven months, somewhere right there in that area.
Speaker 1:Yeah, so pretty new. Do you remember some of the challenges you were facing at that time?
Speaker 3:Pricing, for sure, that was number one Was not charging enough, didn't know what to charge, didn't have a clue, didn't know how to even come up with how much we needed. So I know that.
Speaker 1:And without knowing that I mean. So many people feel like there's not a good business education in our apprenticeship. What were you doing before? What caused you to go out on your own and take that plunge, even though you didn't quite have those answers yet?
Speaker 3:Going out on my own, just jumping out, I would say just the one to do things different, and obviously I thought I was going to have a lot more money and a lot more time freedom, which ended up I do have that. So I think that was the two biggest things. Was was more money and then time off.
Speaker 1:So I think that's huge, Joe. More money and more time off. Have you ever heard of an electric printer wanting that before?
Speaker 2:It's a weird scenario because, literally, the thing that you're chasing and have achieved is the thing that most people believe is impossible to achieve, like this grind culture that some people have submitted themselves to is like I'm going to put in 60, 70, 80 hours a week and I'm going to build an empire. By God or not, I'm going to make this happen. But you found another way. You found a way to tap into your why and the thing that really motivates you most, and being able to leverage those beliefs and still put it back into the family. And because you put more time into the family, it seems like it gives you vitality to put back into your business, so it creates a success loop that is just so impressive to see accomplished.
Speaker 3:Yeah, yeah I agree, Zach.
Speaker 1:can I ask you a personal question quick?
Speaker 3:Yes, go ahead.
Speaker 1:When you if you can think back to when you started this was the misses on board with it or was she a bit reluctant and how that might impact the family and the stability in the household.
Speaker 3:Yeah, so she was definitely not fully on board. And the biggest thing as far as the coaching side of it, that was a we took out of our personal savings. We just had the faith that it was going to work, that we had to do it.
Speaker 1:The business didn't pay for that to start.
Speaker 3:No, no, we actually had to take out of our personal savings to make that first payment to get rolling so and it immediately come back to us. So it was. She was on board after that, after I showed her what all you had to offer.
Speaker 1:So wow, man. Well, I appreciate that. So since then, have you continued to see her involvement and her excitement for your business grow, or would you say maybe it's the opposite of that?
Speaker 3:Yeah, she's definitely excited about it. Some of the things I come up with she gets a little nervous, obviously. You know it's good to have a little healthy fear about things, so, but she just trusts the that you guys know what you're talking about and that that I'm going to make the right decision.
Speaker 2:So so far, you've never let anyone down, man. You've always been seeming to me the right decision, put it one foot in front of the other. So I'm proud of you for that.
Speaker 3:Thank you.
Speaker 1:So then, just by simple math, then if you hired us in your first year, just six, seven months in, it was August, so 2022, last year was your first year. Then yeah. Okay, and do you mind sharing a bit of roughly where you finished for the year and revenue 2022, we were right at $567,000.
Speaker 3:So that was one curve.
Speaker 1:Nice, nice, and I know you've had it wasn't perfect. I think you've had a guy come and go in the last year as well.
Speaker 3:Yeah.
Speaker 1:But what's your current status then? And, in the size of your company, the number of people in the field?
Speaker 3:So we have two lead guys which I'm one of the lead guys right now, since we lost our other guy and two apprentices and then the CSR.
Speaker 1:Nice, nice. I can't wait to dig into that as well. So for 2023,. How do you feel the revenue is going to finish for this year? Roughly.
Speaker 3:We're going to be right at the 900,000 mark, but we may go a little over as it's getting close, so we're excited.
Speaker 1:Nice, so right in sort of this 40, I think I did the math earlier. It's right around 46, 47% growth, so that's really good. Obviously Very impressive, man. It doesn't tell the whole story, though, because, as we said earlier, you've just come into some massive months In these 100k plus months. That's actually after you lost the other guy, so it's still just you and your other lead right and the two apprentices.
Speaker 3:Yeah.
Speaker 1:Yeah, what would you say has been your secret then? To like the September 121k? What happened there?
Speaker 3:We hired a full-time office manager and that took a huge load off of me. Everybody says that office managers cost money. They make money. So we've proven that. Proven that just over three months, so it's a huge help.
Speaker 1:I love that man. I love the way you said that it's not a cost center, it's an investment center. Joe and I obviously strongly opinionated on this topic. We've done a few podcasts on this and likely we're a part in encouraging this for you. One of the things that stands out in your story is, I believe you told us she's even gotten reviews with her name attached to them. Is that right?
Speaker 3:That's correct, yeah, and what are?
Speaker 1:those reviews, for how do you get a review from the office?
Speaker 3:Just the way she handles it. Scheduling communication that's a huge thing. You know service work. You never know. You get into a call and it may take a little bit longer, so you need to just call that customer, that next appointment, just keep them informed. That's a big deal. And she answers with a smile she really does so. She really cares. That goes a long ways.
Speaker 1:That's awesome. I love that. That's what I was going to ask. Next is actually how do you know it's the right type of person to do that job and do you think that has any weight to it? And I think you just answered that, yeah. So, zach, let me help dig a little bit deeper, if that's okay. What are some of the things that she's been able to take off your plate and obviously allow you to be more productive in sales? Then?
Speaker 3:Yeah, so number one would be the scheduling. Before I would get a phone call, have to wait, try to finish my work, call them back, schedule keeping up with other jobs myself and she's able to answer the phone, get the job scheduled or answer questions, and then all the back end stuff permits insurance stuff there's so much that goes into it. It's crazy. Paying bills, I mean just all the little things that add up, that take, you know, take your time away from the business.
Speaker 2:You know, one of the best ways that I've heard that being described is it's almost like investing into your own mental equity, where this person, even if they didn't produce an actual revenue that was coming in every month you're in a position now to where you're buying your own mental freedom and with that freedom, you now have more vitality to put back into your business as a direct result, which means your clients are likely receiving a better service. Isn't it amazing how only one position will be one person can be an absolute game changer to your entire business.
Speaker 3:Yeah, yeah, it's been amazing.
Speaker 1:That's awesome, and that's awesome. And so the CSR has been a huge piece. The pricing's been a huge piece. What would you say has been the third piece to your success, Zach? That's helped you reach this level so far.
Speaker 3:We started giving options with the sales training we do that. We didn't do it perfect for a little while. We had to, you know, learn our way into it. It was new to us. But given options, even if it's a light switch, people just don't know what's available and a lot of people are just shocked that we even show them what's available out there. You know they may not can get all of it. Maybe they do some of it, but definitely giving them the options, letting them be in control of how much they can spend and what they want to get done.
Speaker 1:Have you now this one's off the cuff of it, man, but just to play devil's advocate, have you experienced people that say, well, we don't want options?
Speaker 3:Oh yeah definitely A lot of people. You get into it and they just want the light switch swapped out, you know, and so you just have to learn how to. Obviously you got to learn through the training of how to deal with those objections, so that's been a huge release.
Speaker 1:And you've managed to stick to the options even despite some of those challenges.
Speaker 3:Yes, yeah, we stick to your offer. That was the biggest thing that we've done is, you know, and it's hard sometimes, it's awkward situations, but just remain in firm and sticking to your offer has been a huge help.
Speaker 1:Do you feel like you could be where you're at without the options and the options training?
Speaker 3:No, I don't think so, because I would have. I had the mindset early on just get in there, fix the light switch, give them the bill and go to the next one, and that's how you make money. That's what I thought, but given the options, it's just opened up a whole new I guess playing field for us. It brings it to another level.
Speaker 1:What has that done for your client reviews and that relationship? Do you think it's actually helped, or is it hurt in some way or indifferent?
Speaker 3:I think definitely reviews. I think several of our reviews mentioned the options. I think it helps you create future business because they know that things are available. Maybe they can't afford it right now but in the future, with either us following up with them or them just calling us back say, hey, I'm ready for that, whatever device. Now that's a little roadmap, yeah.
Speaker 1:I love that you said that, man. When you're seeing it in reviews, you mean in a positive light people are actually saying to you or saying in the review, rather that oh yeah, they came, they provided options, we were able to choose. It was a great experience.
Speaker 3:Yeah, yeah, we've got several like that.
Speaker 1:Wow man Really good stuff.
Speaker 2:Couldn't be happier.
Speaker 1:What we're being led into now is this part that I think a lot of people find really interesting. You know how, when you go in an electrical Facebook group and sometimes if you say something, about 3 million other electricians will jump on to kick you while you're down.
Speaker 2:Anyone else had that experience. If you're watching this, why are we like that? I was going to say just as a trade. It seems like we're always like that.
Speaker 1:Hey, would you say that's been your experience on the inside track with Service Loop Zach?
Speaker 3:Being K-Twan down.
Speaker 1:Is it a supportive culture or is it one that tears you apart, like the Facebook groups?
Speaker 3:No, no, there's all kind of support. It's a third for everything. It's definitely got the support that you need that actually helps day to day with day to day questions, concerns or problems, just even mental support.
Speaker 1:I love that, because what I was going to say is I was going to go on on the Facebook group that many of us know me from. Originally, the residential electrical business services. Me and Lloyd Mills did lots of stuff at first and someone had said, listen, you can't have both. What they were talking to was have a life and have a growing business. It's this hustler culture that's around where people think we've got to be David Goggins to enjoy a growing business. While we acknowledge and we talk about consistent activity being a huge piece, I firmly believe that you can consistently treat yourself well too in insert activity that brings your livelihood up, or vitality, as we've been discussing. Zach, one of the most interesting pieces in the timing of this is that, while you're hitting your biggest months ever, you're also putting a smile on your face that, I think 2.30 PM you said you've been peace and out of work grabbing the boy from school. Is that right?
Speaker 3:Yeah.
Speaker 1:You're getting out hunting to have father-suntime. How did you manage to prioritize that and even make it a part of your schedule? Or were you just ducking out on the CSR and the wife and everyone and just taking it off Like how did you do this, man People? Need to know this more than anything.
Speaker 3:So just it is a priority Number one family, so just schedule it. I kind of might duck out every now and then actually.
Speaker 2:He's like came clean with it right.
Speaker 1:Yeah, yeah, I know you acknowledge the simplicity of your answer, though You're scheduling it.
Speaker 3:Yeah.
Speaker 1:And when you're finding room in the schedule, you're not filling it with other staff. So what that means is that the CSR has truly taken a lot off your plate, and what it means is that the training and the integrity of your staff and everyone there is truly in tune with your mission and your vision to support this mission.
Speaker 3:Yeah.
Speaker 1:And those customers, because otherwise everything I've seen about lazy people who actually duck out and don't do the things that they need to do. They don't have $121,000 months while they do that.
Speaker 3:Yeah.
Speaker 1:Nothing comes easy. So I'm giving you full credit here. But even the simplicity of your answer, if I can just highlight double underline exclamation mark. It sounds like you just put it on the schedule and you just do it. But I know there's so much more to that for so many people and it gets complicated. Just do it. Yeah, do you have any other advice for someone else who's out there, stuck in the mud, not doing the things that bring them life, so that they can be a little more energetic even in the time they are in business?
Speaker 3:The biggest thing is set your why why you're in business and stick to that, your values. That's the biggest thing and all this will come to you. My priority is my family. I'm a space family in business so I stick to that order and it has served me well. It's hard at times. It really is hard to make the family events, the kids' lunch, boy. It would be easy just to keep working and get that job done or go do that extra job and make that whatever that panel changes on or whatever. But sticking to it and saying no, I'm going to go make this event because I may not be able to make the next one. That's just been my number one thing.
Speaker 2:One thing I want to say about that, and especially when it comes to family, is you have my respect, because it seems like you and I run on a parallel field, where the days are long but the years are short. I love the fact that you prioritize these events, because I heard an interesting quote which was the only people that will remember that you worked late are your kids. Yeah, and the fact is that you chose to say no. I'm building these core memories for something that actually you've built your house on a stone foundation, and Years and years and years in the future, they're gonna remember the times that you went hunting. They're gonna remember the event you went to the baseball game, whatever it is you made. That'll be your legacy as a father. The business is just a bonus, and I'm so proud that you could lead with your faith instead of leading with your fear.
Speaker 3:Yeah, that's good.
Speaker 1:Yeah, I love that too, and it's not the first time that the Y's come up. The Dorian just mentioned the Y as well, right, mm-hmm? We've got this big Y piece, we've got this. What that's, that offer, and sticking to your offer, like Zach said. And then there's the how, that whole sales process, zach. I do want to ask you, though, how big has faith been in in showing up for business every day, and and I don't even I mean go whatever way you want with this, but like in just believing there's a reason and a higher calling for this? Even, how big is that for yourself and all other business owners? Do you think to be able to actually face some of the pains every day and to get through this?
Speaker 3:I think that's it, the Y's you have to have your wine. It can't can't be money to me. I mean, money is just a side effect of this. I think the Really truly wanting to serve people better, give them, you know, the best service you can and really care about them, not just care about selling them something, but selling them, selling them something that they actually need and that will protect their family.
Speaker 2:Mm-hmm, I think.
Speaker 3:Yeah, go ahead.
Speaker 2:No, I'm so sorry to interrupt you there, but I was gonna say you're so right, and I think that's what people get wrong with the options that you've managed to nail down, which is you're not selling something just to increase the ticket. You're selling something that drew like significantly or directly impacts the customer's life, either in a way of convenience, in quality and reliability and service, and I like that you're saying I'm gonna give them things that they actually need. I Really love that. I wanted to make sure that, if no one else picked up on that, I see you, brother.
Speaker 3:Yeah, yeah, thank you.
Speaker 1:Super humbled men. This has been an awesome interview. I want to respect your time because I recognize you've just got a couple minutes left here. What's next for ZB electric? What do you see as your next big moves and what's your vision for this, if you wouldn't mind sharing? In short, there's that.
Speaker 3:Oh Wow, I've got a lot of stuff in my head. I think the biggest, the biggest move for us right now is, like I said, I've been in the field, I've been playing electrician and businessman and that it's taking a toll. So I think hiring is our next thing, hiring the lead guy, just trying to Get the processes nailed down and then scale up. I think that's the most important thing is having the processes and the backside Office work, you know those things lined out and then and then trying to scale even further. So Nice, so you can spend more time in the bush.
Speaker 1:Yeah, that's right. This time get paid for it, I love it. Yeah, awesome then, is there anything else, any other bit of your personal message or anything you wanted to Tell anyone who's listening to this?
Speaker 3:I Think number one? I think number one is just Get your price and right. Know your, or first know your. Why get your price and right and when it gets tough, just stick it out. Just stick to it, know that it's gonna work. If you get a plan or you need a plan and stick to that plan, some little things will change, but the main thing is stick to the plan. It's especially if you have a business coach, like I do. Stick to their plan, it's gonna work.
Speaker 1:So yeah, I love that, zach. It's truly been a pleasure, man, joe. Any last words for Zach before we let him go today.
Speaker 2:Zach, if anything, the only thing I just want to add is a thank you. It's not every day that you run into someone that is not just coachable, but it's a genuine pleasure to coach, and I want to say you are one of those kind of people and I just wanted to thank you From the bottom I are for the opportunity that I've had to serve you.
Speaker 3:Yeah, thank you. Thank y'all for what y'all do, truly our pleasure and thank you, zach, for your contribution.
Speaker 1:Speaking of which, in part of that contribution, I know sometimes people listen to this and maybe they want to reach out. Is that something? You're open to? Having a messenger chat with someone if they wanted to talk to you about this?
Speaker 3:Yeah, definitely some of your message and we'll talk.
Speaker 1:Thanks, zach. Have a great one, brother. We'll see you soon.
Speaker 2:Thank you. Wow, I know right that is a heavy hitting individual.
Speaker 1:Zach's story is so impressive to me, joe, and obviously that's why we've invited him here, and I really hope everyone's enjoyed this one that one went a bit longer than we wanted. Is there anything else you wanted to highlight from that that really stood out, joe.
Speaker 2:I guess the one thing that I really hope that if anyone takes away from it's that Zach's the kind of individual who Understands what his priorities are and is willing to put them on the schedule. It's one thing to say like I know who I am, I know what I want, and still not make the event. But the fact that he would literally say I'm gonna take this and I'm not going to take a call Because I'm going to commit to this, shows not only the kind of person he is kind of father is, kind of friend he is but the just the kind of business that he's running. It's really an amazing operation. You don't see things like this all the time 100%.
Speaker 1:There was an action item buried in there, I know, and you just claimed it right away, but just to paint the picture, that is an action item for you. Folks, Go ahead, take action, Put yourself on the calendar. Put what needs to be done next on the calendar, Put your future next, so that you have this path lit for you to follow. Get some vitality back. Grow your business through that extra energy, because passing that energy and brightening other people is going to take you a long way as it has Zach. Have complete faith in everything that's about to happen for him as well. Continue to happen. I should say and final notes on this one, guys, If you haven't got it yet, you can grab Zach's top three secrets that he mentioned today. He discussed that sustainable pricing in their pricing exercise. You're going to be able to get that as part of this value piece, providing the options as part of it, but also the CSR, why your CSR should be your next hire. Guys, all of that wrapped up into one value piece bundle. So you can get that by commenting on this post, engaging with us on the Facebook group, and that I think the code is ZBTop3 for that one. Other than that, guys, this has been another powerful episode of Electric Permanence Secrets. Episode 215, how ZBs Doubling Sales While Enjoying Life. Thank you, Zach again, and thank you Joe again. This has been another episode of us helping you master your sales, simplify your pricing and deliver premium-level electrical service. Cheers to your success. We'll see you again tomorrow.
Speaker 2:Can't wait for it. See you all soon.
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