Feb. 6, 2025
Ep 25 - How to Generate Amazing Sales Using Empathic Options Design
The player is loading ...
00:00
00:00
00:00
What if understanding your clients' emotional needs could skyrocket your sales and set you apart from the competition? In this episode of the Million Dollar Electrician podcast, we promise to unlock the secrets of blending technical expertise with emotional intelligence to transform your business. We'll share how focusing on portable generators while aligning customer needs with creative service offerings can enhance safety and satisfaction. Discover how solutions like emergency backup lighting and custom transfer switches not only address practical problems but also resonate on a deeper emotional level, providing a unique value proposition that justifies a premium price.
Success is within your reach when fear is replaced by faith. Listen to inspiring stories from technicians like Fernando, who closed a $48,000 deal, and Cameron, who is well on his way to becoming a million-dollar technician. These real-world examples prove that aligning skills with customer-centric strategies can lead to unprecedented growth. Plus, we tackle the fear factor in sales, encouraging you to shift your mindset to unlock new heights. Join us for this electrifying journey, and don't forget to subscribe, leave a review, and share this knowledge with fellow electricians eager to elevate their business.
—---------------
Join our community and get access to strategies that’ll help bring your electrical business to the top 🚀 Connect with fellow electricians and tap into a network of support and expertise!
https://www.facebook.com/groups/milliondollarelectrician/
—---------------
Subscribe to our newsletter to receive FREE weekly value pieces packed with strategies, and guides to improve your sales, service and pricing 👆
https://www.servicebyelectricians.com/subscribe-to-our-newsletter
—---------------
See us and our wins at https://www.servicebyelectricians.com/
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 --> 00:00:20.603
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.
00:00:20.785 --> 00:00:30.903
Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.
00:00:30.903 --> 00:00:37.082
Hello, hello and welcome back to another great episode of the Million Dollar Electrician.
00:00:37.082 --> 00:00:39.427
Can't wait to dive into this with you, joe.
00:00:39.427 --> 00:00:40.752
What are we going over today?
00:00:41.359 --> 00:00:48.750
Man, I'm pumped about it because, in honor of us releasing our generator class, I'm noticing that a lot of people are starting to ask questions on generators.
00:00:48.750 --> 00:01:09.186
But I've seen a parallel and it's really blown my mind, and the parallel is this If you understand how to design options properly for a portable generator, you have the framework required to build options for any call that are posed to actually succeed and close at the highest level you've ever seen, and I can prove it.
00:01:09.707 --> 00:01:11.010
That's an interesting parallel.
00:01:11.010 --> 00:01:12.414
Yeah, that one's interesting.
00:01:12.414 --> 00:01:24.513
So it sounds like you're saying knowing how to build options for portable generators is the same end or the equivalent, the parallel to really understanding your client at the highest level.
00:01:24.513 --> 00:01:30.557
And so this is like your secret to unlock options entirely for electricians, correct?
00:01:30.680 --> 00:01:32.167
Hey guys, you're going to want to stick around for this.
00:01:32.840 --> 00:01:35.724
Yeah, this is going to be it, so can I just dive into it.
00:01:35.724 --> 00:01:37.790
Dive right in man, explain, explain.
00:01:38.501 --> 00:01:44.543
So the biggest thing that I noticed is that when we started talking about generators, everyone's all about the automatics.
00:01:44.543 --> 00:01:54.132
They're like, yeah, they're the big ticket, they're the big item, they're the flashy thing, but when you actually look at the sales that are done by them, they're often very low option.
00:01:54.132 --> 00:02:00.191
They're just here's the installation, here's what we're doing, very little additional options.
00:02:00.191 --> 00:02:01.965
Just I'm going to put the system in for you.
00:02:01.965 --> 00:02:10.383
Maybe they offer a maintenance agreement, but that's really the majority of what I'm seeing.
00:02:10.383 --> 00:02:20.472
And the funny thing is is that people often turn their nose to portable generators when they raise them for automatics, and the reason being was that people thought that portables are a less premium or less desired product.
00:02:20.472 --> 00:02:29.960
But I've actually found from experience that if I had the two opportunities, I would always take a portable, because not only are they easier to close, but these options are the way to do it.
00:02:29.960 --> 00:02:32.705
So, with that context in place, here's what I mean.
00:02:34.068 --> 00:02:39.804
In order to design options in any capacity, you need to understand a couple of things.
00:02:39.804 --> 00:02:59.531
One, you need to have a technical understanding of what problem you're solving for the customer in advance and secondly, how can you communicate those problems in advance without being salesy or pushy, and when you combine those two things, the portable is the perfect example.
00:02:59.531 --> 00:03:01.425
So here's what I mean by that.
00:03:01.425 --> 00:03:12.588
Now, technically, the base installation, if you're going to take basic to automatic, it would be here's your interlock, here's your inlet, here's your 30 amp wire.
00:03:12.588 --> 00:03:15.655
Done, handled, okay.
00:03:15.655 --> 00:03:23.524
But if you were going to sell that job, you have to imagine what does a customer now have to do If they lose power.
00:03:23.524 --> 00:03:32.564
They now need to go downstairs physically, throw a switch, turn off all the breakers, throw the switch, go back upstairs, plug the generator and rip the cord.
00:03:32.564 --> 00:03:34.950
Back downstairs, throw the plug, turn the breakers on.
00:03:34.950 --> 00:03:38.668
It's complicated, but if you just took that thing.
00:03:38.989 --> 00:03:40.312
Just that one experience.
00:03:40.312 --> 00:03:42.627
I can show you how you can build options that make it worthwhile.
00:03:42.627 --> 00:03:43.831
Okay, let's do it.
00:03:43.831 --> 00:03:48.132
So, going into it, how does your customer see the transfer switch?
00:03:48.132 --> 00:03:49.965
How are they going to physically see it?
00:03:49.965 --> 00:03:51.830
There's not a way.
00:03:51.830 --> 00:03:53.586
They're going to have to go by phone or by flashlight.
00:03:54.461 --> 00:03:58.091
So wouldn't it make more sense to say let's solve that problem in advance for them?
00:03:58.091 --> 00:04:16.406
Why don't we put in emergency backup lighting that'll have an automatic switch, so that when you lose power you'll have 30 minutes of consistent power as a light line to go from transfer switch to hallway to generator, so that you can operate it fully in a safe and reasonable environment?
00:04:16.406 --> 00:04:19.153
But only the way you could offer.
00:04:19.153 --> 00:04:21.625
That is, if you recognize your clients were experiencing it.
00:04:21.625 --> 00:04:23.470
So that's the first thing.
00:04:23.470 --> 00:04:26.637
Emergency lighting, your clients were experiencing it, so that's the first thing.
00:04:26.637 --> 00:04:27.538
Emergency lighting.
00:04:27.538 --> 00:04:32.526
The second was we said well, what about this transfer system where they had to go and do all those complicated steps?
00:04:32.526 --> 00:04:36.362
If you recognize your homeowner's non-handy, you're setting up for major failure.
00:04:36.362 --> 00:04:49.884
Because in a power outage there's a panic moment, People don't think clearly and, as a result, they could just try and throw the switch and now their 50 amp range is firing up on a 30 amp generator and now the thing doesn't work.
00:04:49.884 --> 00:04:53.500
So let's put in a custom transfer switch.
00:04:53.500 --> 00:05:02.646
With a one touch button it solves their problem in advance Doing the transfer systems, doing the electronics protections, doing the anti-theft.
00:05:03.279 --> 00:05:08.625
So that's the framework, but let's now get into how you can take it and apply it to all options.
00:05:08.625 --> 00:05:26.661
In order to design options at the highest level, you need to understand the emotional pain point of why the client actually wants it and then tie that to your technical understanding of how you can make it as streamlined and quality for them as possible.
00:05:26.661 --> 00:05:33.723
So you take those two things and you'll allow yourself to look at options in a far different way.
00:05:33.723 --> 00:05:35.206
Does that make sense so far?
00:05:35.548 --> 00:05:36.089
It does man.
00:05:36.271 --> 00:05:37.814
Yep, awesome.
00:05:37.814 --> 00:05:43.891
So, with that being said, you can take this in any context, so I'd like you to put me on the spot, if possible.
00:05:43.891 --> 00:05:47.709
Okay, can you think of a thing that would be difficult to make options for?
00:05:47.709 --> 00:05:50.163
And I'll relate this same concept of how we can do it.
00:05:51.326 --> 00:06:01.295
I think something that comes up often that is actually a bit of a superpower for electricians that they tend to actually have trouble making great options for outside of technical is a bathroom fan.
00:06:01.295 --> 00:06:05.899
I think people underdo the bathroom fan every single day of the week, Okay.
00:06:06.281 --> 00:06:12.423
So I'm going to take this example and say let's say, for the easiest example, you are the parent of teenagers.
00:06:12.423 --> 00:06:24.302
Now what happens when they decide to take these long hot showers and the fan doesn't turn on Because it requires you to turn the switch on and people just don't remember to do it?
00:06:24.302 --> 00:06:28.612
So you're the technician and you recognize that this is going to happen.
00:06:28.612 --> 00:06:39.161
And if you know that this is going to happen, why don't you try to prevent in the future so they don't have condensation on the walls, so that they don't have to squeegee the mirrors on a regular basis?
00:06:39.161 --> 00:07:07.543
Right yeah, so why don't we offer a motion control switch or tie it to the vanity light so that when the light comes on in order to be in the shower, you automatically would have the fan come on and, as a result, you're solving an emotional pain which is I don't want to yell at my children and I don't want to have to clean the condensation off the walls and ruin the wallpaper and have to repaint just by.
00:07:07.543 --> 00:07:09.547
Let's tie it into $10 switch.
00:07:09.547 --> 00:07:11.911
It solves a huge problem.
00:07:11.911 --> 00:07:15.464
Going further, you got the bath fan.
00:07:15.464 --> 00:07:26.920
What usually happens when it doesn't get cleaned or when it's been improperly installed you get the consistent dust on the fan blade or on the actual trap involved.
00:07:26.920 --> 00:07:28.343
You get the consistent dust on the fan blade or on the actual trap.
00:07:28.343 --> 00:07:28.463
Yeah.
00:07:28.463 --> 00:07:35.185
So if you were to do that and say now, as a result, this customer is going to have to take time out of their day to clean that, that's a problem.
00:07:35.185 --> 00:07:36.367
So what do you do?
00:07:36.367 --> 00:07:47.733
I'm going to spackle around the actual trap itself and I'm going to air seal it so it's no longer having a negative pressure, allowing attic insulation to pull through, thus creating that gap.
00:07:47.733 --> 00:07:53.384
So just by changing how you're going to install it, they now don't have that problem.
00:07:55.026 --> 00:07:58.456
Going further, people want to have bath fans.
00:07:58.456 --> 00:08:00.081
They want them quiet.
00:08:00.081 --> 00:08:01.887
Great, you're always going to put in a quiet one.
00:08:01.887 --> 00:08:04.754
But what about when it's right over the shower?
00:08:04.754 --> 00:08:08.168
People walk in and say that's the best place because it absorbs all the humidity.
00:08:08.168 --> 00:08:14.672
But now, as a New Yorker, I step out and it's 10 degrees outside and I have tile floor.
00:08:14.672 --> 00:08:17.899
I'm going to be cold, even if the shower was scalding.
00:08:17.899 --> 00:08:20.312
Why don't you put in a heated fan?
00:08:20.312 --> 00:08:24.357
People will complain and say, oh well, the circuit doesn't require it.
00:08:24.357 --> 00:08:29.932
Okay, but it's still an emotional pain point and no one else is going to offer it.
00:08:29.932 --> 00:08:32.966
So why don't you offer running that circuit?
00:08:33.729 --> 00:08:35.254
I can tell you from experience.
00:08:35.254 --> 00:08:43.576
Last week I looked at a house that we considered buying and my feet were so darn cold I said let's get out of here just from cold feet.
00:08:43.576 --> 00:08:53.528
Hot upstairs, cold floor downstairs it was going to be a pain in the ass to solve that problem no, you're gonna have to rip it up and do radiant flooring or it's just not fun.
00:08:53.870 --> 00:08:59.167
Yeah, so, even taking this exact fan, now emotional pain you're already running that circuit.
00:08:59.167 --> 00:09:05.099
Why not run an extra circuit into the attic Because they could want something?
00:09:05.099 --> 00:09:13.975
And if you've already made the effort of fishing a line down, why don't you run this spare thing which solves a future emotional pain point of?
00:09:13.975 --> 00:09:17.873
I wish I would have thought of that when you were opening the walls, but we thought of it for you.
00:09:17.873 --> 00:09:21.945
Wish I would have thought of that when you were opening the walls, but we thought of it for you.
00:09:21.945 --> 00:09:35.955
So the key is just from this example, we have to, as skilled technicians, understand the framework of what is actually happening with our installations and then tie that technical experience to what emotional problems the customer's experiencing.
00:09:35.955 --> 00:09:39.953
Because people don't buy logically, we buy emotionally.
00:09:39.953 --> 00:09:50.927
And when you can solve the root cause of what a person's really afraid of, not that you're fear-mongering, but you're able to speak to something that they didn't even know they wanted to have.
00:09:52.110 --> 00:10:11.284
And now you've created a blue ocean because you've got you with, let's say, coming back to this portable example where you have a, I'm providing the system and I'm doing electronics protection and the anti-theft and the emergency lighting and the maintenance package and the conservators and the closer inlets and the transfer switches.
00:10:11.284 --> 00:10:16.116
And then you've got Bob who has I'm going to put an interlock and an inlet on the other side of the wall.
00:10:16.116 --> 00:10:19.552
There's no comparison anymore.
00:10:19.552 --> 00:10:31.738
They can't do apples to apples and, as a result, when they do work with you, even if you were triple, quadruple, five times the price, you're getting a service that no one else is going to provide.
00:10:31.738 --> 00:10:39.089
So if you want to be served this way, I'll match their price when they're willing to match my service, and so far I haven't had any takers.
00:10:39.089 --> 00:10:40.611
I love that.
00:10:40.611 --> 00:10:40.892
How would you?
00:10:40.912 --> 00:10:44.097
like to proceed Really good shares, really good shares.
00:10:44.097 --> 00:10:56.274
And if they don't take you on the emergency lighting, then you could get some branded swag, some branded flashlights, and offer those with every option that you have in case the power goes out.
00:10:56.913 --> 00:11:00.860
You know what would be even better, like get a little hard hat and have a little miner's hat in the front and be like.
00:11:00.860 --> 00:11:01.921
You're going to need this, trust me.
00:11:02.345 --> 00:11:04.091
Yeah, we'll even install the hook beside your bed.
00:11:07.008 --> 00:11:08.513
Man talking about a heavy level inception.
00:11:09.044 --> 00:11:14.113
Time for wins of the week, and I know that you have some that you're particularly jazzed about.
00:11:14.113 --> 00:11:15.745
I've got a list here in front of me.
00:11:15.745 --> 00:11:17.307
Do you want to go first or second, joe?
00:11:18.428 --> 00:11:20.591
I'd love to touch on one of them and you can fill in the rest.
00:11:20.591 --> 00:11:22.212
If that's okay, let's go All right.
00:11:22.212 --> 00:11:26.096
So today I feel like it was like a proud dad moment.
00:11:26.096 --> 00:11:30.881
I, honestly, I stood up in class, I gave the person a round of applause, I made everyone just acknowledge it.
00:11:39.284 --> 00:11:43.357
So we had a client come in during class this morning that said, hey, one of my technicians has been struggling recently and, as a result, he's kind of been going through it.
00:11:43.378 --> 00:11:51.347
And instead of deciding to kind of say what was me, he said no, no, no, I'm going to dial in, I'm going to double down, I'm going to go all in and hell or high water, I'm going to make it happen.
00:11:51.347 --> 00:12:00.653
So I've been working with this individual in class and really helping him out, and in our options class we actually help him design a particular project that was very, very extensive.
00:12:00.653 --> 00:12:11.988
Well, in class today he came in and he said my technician, the one you've been working with, had just left for the largest presentation that he ever could make in his entire career.
00:12:11.988 --> 00:12:22.429
If he sells it, not only it doesn't matter which option to take anything from silver up, it'll be the largest sale he's ever made in his entire life and we say, well, I have faith he's going to do it.
00:12:22.429 --> 00:12:25.337
I've worked with him, I trust him, he's that good.
00:12:25.337 --> 00:12:28.291
I believe he's going to do it and I'm going to set that energy and let it happen.
00:12:28.291 --> 00:12:36.610
Halfway during class I get the text right in the chat he sold a $48,000 platinum.
00:12:37.331 --> 00:12:44.690
And the cool thing was is he was substantially higher than the competition, like it was not even close.
00:12:44.690 --> 00:12:49.071
I don't remember the exact numbers, but it was like I think it was like double or triple of what it was.
00:12:49.071 --> 00:12:50.696
Oh, actually I can go even further.
00:12:50.696 --> 00:12:51.206
I mean further.
00:12:51.206 --> 00:12:51.947
I do know the numbers.
00:12:51.947 --> 00:13:05.474
So he had a situation where they had tried getting four to five other quotes or other people to give them quotes, and people would look at the project and most of them wouldn't even give a number because they thought it would be too hard to do.
00:13:05.474 --> 00:13:10.232
And some that did give numbers were like I'm going to walk in and shoot from the hip and walk away from it.
00:13:10.232 --> 00:13:30.696
And he stayed and did a full design, presented six options, came back from the two call close and delivered something that was at such a high level that the customer couldn't say no to it and then ended up giving him a $24,000 deposit at full service rate and pretty much just come back waving his laurels in the air.
00:13:30.696 --> 00:13:31.698
It was awesome.
00:13:33.384 --> 00:13:35.611
Here's what I find particularly amazing about this.
00:13:35.611 --> 00:13:45.905
We're talking about Fernando, and Fernando actually, despite feeling like he was in a bit of a slump, is is just finished his biggest month ever before that sale.
00:13:45.905 --> 00:13:55.000
He hit $74,000 for the last 30 days and so, adding that to it, that puts me at.
00:13:55.000 --> 00:14:00.125
If our math's right, I mean that's over a hundred thousand dollars by fernando in the last 30 days.
00:14:00.125 --> 00:14:01.149
That is amazing.
00:14:01.149 --> 00:14:02.413
So congrats to you, brother.
00:14:02.413 --> 00:14:04.640
You are truly uh.
00:14:04.841 --> 00:14:15.009
On the track of a million dollar electrician, speaking of which we have another one, austin reported that cameron, his guy, uh doing a little over 83k in january.
00:14:15.009 --> 00:14:22.269
He says that's the pace for a million dollar tech and that's ignoring the 32k sale he's been working on for the last week.
00:14:22.269 --> 00:14:24.714
That's about to pay their deposit this Friday.
00:14:24.714 --> 00:14:30.500
So congrats again to Cam and congrats to you guys having your biggest months ever.
00:14:30.559 --> 00:14:40.285
Scott Hayes if you remember from a podcast, ladies and gentlemen, if you're following for a while now, you may have seen Scott Hayes podcast where he was having his first 30, 40k months.
00:14:40.285 --> 00:14:47.866
Scott just had uh, he says, my small one van company brought in 66k for january this slow season.
00:14:47.866 --> 00:14:52.403
If you guys are slow out there, there's no reasons for all over north america.
00:14:52.403 --> 00:14:58.941
We're seeing record months, great things happening for our teams here in jan, and the winds keep going.
00:14:58.941 --> 00:15:21.267
But I think, in interest of time, we'll stop there with three big ones Congratulations, you guys, on just being exceptional electricians and premium service providers amen to that all right, joe, if someone wants to get started today and start offering portable generators, start building their options out better for for that or even the exhaust fan.
00:15:21.676 --> 00:15:22.297
What's your like?
00:15:22.297 --> 00:15:23.961
Top three tips then.
00:15:23.961 --> 00:15:28.756
Um, give us a little summary breakdown to just take action on this sure.
00:15:28.817 --> 00:15:33.408
So we're gonna say like, if you have like green is a garden hose your first day in a van.
00:15:33.408 --> 00:15:34.357
What would I do for options?
00:15:34.378 --> 00:15:36.043
they they never listened to us before.
00:15:36.043 --> 00:15:37.559
They just stumbled on this.
00:15:37.559 --> 00:15:42.605
Here we are and their mind is just spinning right now with potential, with opportunity.
00:15:42.605 --> 00:15:44.341
But we don't want to leave them there.
00:15:44.341 --> 00:15:47.465
We want them to take some steps forward and do something about it.
00:15:47.995 --> 00:15:50.923
So here's step one of the flight of stairs that I'm going to expect you to walk on.
00:15:50.923 --> 00:15:58.477
But step one is this I'm assuming you're only doing one option.
00:15:58.477 --> 00:16:11.849
That itself is a take it or leave it you need at a minimum to do three options titled gold, silver, bronze, or titled premium, permanent fix, mid-range or trade standard fix, temporary solution or temporary repair.
00:16:11.849 --> 00:16:16.174
The reason being is that you need to have something that a client can say.
00:16:16.174 --> 00:16:21.426
If I walked into this and I picked this option, I'm set for three years.
00:16:21.426 --> 00:16:25.639
If I take this option, I'm set for two years.
00:16:25.639 --> 00:16:29.066
If I take this option, I'm set for one year.
00:16:29.768 --> 00:16:37.179
And just as a technician, I'm certain you can look at a problem and say man, I don't trust this is going to be fine for the next three years.
00:16:37.179 --> 00:16:44.725
If I had to come back out here and I personally had to take this, this is my company, Nah, this GFI is going to trip again.
00:16:44.725 --> 00:16:46.187
I got to offer something better.
00:16:46.187 --> 00:16:50.589
So the bottom option is just change a GFI the option above that.
00:16:50.589 --> 00:16:53.779
Let's just localize it to make sure that you're not going to have any issues.
00:16:53.779 --> 00:16:59.594
It's not going to protect anything, load side and let's just localize it to make sure that you're not going to have any issues.
00:16:59.594 --> 00:17:00.114
It's not going to protect anything.
00:17:00.114 --> 00:17:00.234
Load side.
00:17:00.234 --> 00:17:02.274
And then the top option is let's just localize them all or I'm going to get a better circuit to it so the microwave doesn't trip when the fridge comes on.
00:17:02.274 --> 00:17:15.807
Either way, you start with a framework of three of premium, mid-range economy, or three years, two years, one year, and that would be your first step into a much larger and more rewarding world.
00:17:17.195 --> 00:17:17.897
Really good stuff.
00:17:17.897 --> 00:17:19.403
Okay, what's next for you?
00:17:21.296 --> 00:17:21.757
We're next.
00:17:21.757 --> 00:17:23.020
Okay, so the next thing on top.
00:17:23.080 --> 00:17:26.681
Oh, sorry, was that all three for you, because I could throw one in too.
00:17:26.721 --> 00:17:27.482
I mean, I could keep going.
00:17:27.482 --> 00:17:29.836
It depends on how much you want me to throw in.
00:17:29.836 --> 00:18:08.560
If you want to go further and beyond that, the next thing that I would do is say if you want to create options now we tied into earlier saying how you need to tie emotional concerns the best thing is just say, for each line item that you offer, look at yourself in the mirror and be able to articulate I did this for you because the reason being is because if you can take that concept of saying here's the problem, here's the thing I see that we're trying to solve and here's how this solves it, you will have a far more compelling presentation, because people may say well, they just called me for the GFI, how do I even get to that?
00:18:09.624 --> 00:18:19.883
Well, you are the technician, you have a justification to replace the cloth line, to replace the fridge that's tied in with the outdoor lighting circuit GFI.
00:18:19.883 --> 00:18:21.768
There's a justification to do these things.
00:18:21.768 --> 00:18:23.939
And the homeowner doesn't know that.
00:18:23.939 --> 00:18:25.423
And how should they?
00:18:25.423 --> 00:18:28.076
Why should they know that You're the electrician?
00:18:28.076 --> 00:18:46.488
So you take your knowledge, you say I did this for you because and if you can look at yourself in the mirror and have a believable reason that makes sense to you, you will find that your customers will far more properly receive your actual presentations and be more likely to give you the deposit same day.
00:18:47.434 --> 00:18:47.896
I love that.
00:18:47.896 --> 00:18:49.321
So we've got two big ones there.
00:18:49.321 --> 00:18:51.298
You said go ahead and make some options.
00:18:51.298 --> 00:18:53.244
Here's a way that you could do it, even for a GFI.
00:18:53.244 --> 00:18:55.859
Now you've just enlightened them with that.
00:18:55.859 --> 00:18:57.064
What's the last one?
00:18:57.064 --> 00:18:58.480
What's the third action they could take?
00:18:59.255 --> 00:19:11.659
So the third thing to say and this is going to sound crazy, but it's actually a mindset, and we just taught this the other day in class People, especially electricians, focus on designing the job or worrying how they're going to do it before they even sell it.
00:19:11.659 --> 00:19:18.176
And because of that they psych themselves out of it and they're like oh man, I don't even know how I'm going to get that line into the attic, I'm going to cut this.
00:19:18.176 --> 00:19:20.226
No, no, no, we're just going to tap off something.
00:19:20.226 --> 00:19:22.454
Well, you can't lose what you don't have.
00:19:22.454 --> 00:19:26.319
You don't have the job, so you can't lose it.
00:19:26.859 --> 00:19:39.720
The way that you're going to do it is, instead of saying I need to have a complete design for an unpaid client, say I know that I can solve this problem and if, given this many hours, I'm certain I would do it.
00:19:39.720 --> 00:19:47.243
So, even if you weren't fully familiar, you do know you could put a number on paper that would say I am dead.
00:19:47.243 --> 00:19:51.017
Certain hell or high water, I'll get it done For this number, I'm getting it done.
00:19:51.017 --> 00:19:54.544
So, one, be willing to offer the options.
00:19:54.544 --> 00:19:58.439
Two, be willing to go and say I did this for you because.
00:19:58.439 --> 00:20:04.298
And three, don't psych yourself out of not offering it because you're worried that you don't know how to do it.
00:20:04.298 --> 00:20:05.862
Sell it first.
00:20:05.862 --> 00:20:09.699
Have the problem to solve and then solve it.
00:20:09.699 --> 00:20:11.625
Don't solve problems in advance.
00:20:12.588 --> 00:20:16.510
I love that Really good advice, man, and you gave some great, great frameworks today and some huge advice.
00:20:16.510 --> 00:20:21.468
I love that Really good advice, man, and you gave some great, great frameworks today and some huge advice, and I think that should help so many people.
00:20:21.468 --> 00:20:30.561
Guys, I'm going to go ahead and put Joe on the spot here a little bit and say that if you want to receive some Joe advice, you can reach out to him.
00:20:30.561 --> 00:20:33.607
We are not celebrities, we're just people.
00:20:33.607 --> 00:20:37.224
We're electricians like you, a couple of master electricians with business addictions.
00:20:37.224 --> 00:20:42.320
As we say, we're on Facebook every single day and you can actually find Joseph on there.
00:20:42.320 --> 00:20:43.144
Adam is a friend.
00:20:43.144 --> 00:20:52.117
Add me too, while you're at it, and go ahead and reach out and tell us what's plaguing you with your options, what pains are you feeling out there and what would you like to get to?
00:20:52.117 --> 00:20:55.083
We'd be happy to give you a little guidance there, joe.
00:20:55.083 --> 00:20:59.509
Anything else you want to drop in this episode before we say goodbye, man, at the end of the day.
00:20:59.709 --> 00:21:04.972
I just want to let everyone know that your biggest enemy when it comes to sales is your own fear.
00:21:04.972 --> 00:21:10.227
Sometimes you need to put faith in front of fear in order to overcome your biggest challenges.
00:21:10.227 --> 00:21:17.440
So, instead of being worried about what you can't do, start having faith of what you can do, and that will lead you to the promised land.
00:21:18.262 --> 00:21:18.845
Mic drop.
00:21:18.845 --> 00:21:20.378
We'll see you guys next week.
00:21:20.378 --> 00:21:22.045
Be blessed, be well.
00:21:22.045 --> 00:21:26.946
And that's a wrap for today's episode of the Million Dollar Electrician Podcast.
00:21:27.115 --> 00:21:31.386
We hope you're buzzing with new ideas that charge up to take your business to the next level.
00:21:31.615 --> 00:21:35.469
So don't forget to subscribe, leave a review and share the show with fellow electricians.
00:21:35.469 --> 00:21:36.766
Together we'll.
00:00:00.739 --> 00:00:12.313
00:00:13.140 --> 00:00:20.603
00:00:20.785 --> 00:00:30.903
00:00:30.903 --> 00:00:37.082
00:00:37.082 --> 00:00:39.427
00:00:39.427 --> 00:00:40.752
00:00:41.359 --> 00:00:48.750
00:00:48.750 --> 00:01:09.186
00:01:09.707 --> 00:01:11.010
00:01:11.010 --> 00:01:12.414
00:01:12.414 --> 00:01:24.513
00:01:24.513 --> 00:01:30.557
00:01:30.680 --> 00:01:32.167
00:01:32.840 --> 00:01:35.724
00:01:35.724 --> 00:01:37.790
00:01:38.501 --> 00:01:44.543
00:01:44.543 --> 00:01:54.132
00:01:54.132 --> 00:02:00.191
00:02:00.191 --> 00:02:01.965
00:02:01.965 --> 00:02:10.383
00:02:10.383 --> 00:02:20.472
00:02:20.472 --> 00:02:29.960
00:02:29.960 --> 00:02:32.705
00:02:34.068 --> 00:02:39.804
00:02:39.804 --> 00:02:59.531
00:02:59.531 --> 00:03:01.425
00:03:01.425 --> 00:03:12.588
00:03:12.588 --> 00:03:15.655
00:03:15.655 --> 00:03:23.524
00:03:23.524 --> 00:03:32.564
00:03:32.564 --> 00:03:34.950
00:03:34.950 --> 00:03:38.668
00:03:38.989 --> 00:03:40.312
00:03:40.312 --> 00:03:42.627
00:03:42.627 --> 00:03:43.831
00:03:43.831 --> 00:03:48.132
00:03:48.132 --> 00:03:49.965
00:03:49.965 --> 00:03:51.830
00:03:51.830 --> 00:03:53.586
00:03:54.461 --> 00:03:58.091
00:03:58.091 --> 00:04:16.406
00:04:16.406 --> 00:04:19.153
00:04:19.153 --> 00:04:21.625
00:04:21.625 --> 00:04:23.470
00:04:23.470 --> 00:04:26.637
00:04:26.637 --> 00:04:27.538
00:04:27.538 --> 00:04:32.526
00:04:32.526 --> 00:04:36.362
00:04:36.362 --> 00:04:49.884
00:04:49.884 --> 00:04:53.500
00:04:53.500 --> 00:05:02.646
00:05:03.279 --> 00:05:08.625
00:05:08.625 --> 00:05:26.661
00:05:26.661 --> 00:05:33.723
00:05:33.723 --> 00:05:35.206
00:05:35.548 --> 00:05:36.089
00:05:36.271 --> 00:05:37.814
00:05:37.814 --> 00:05:43.891
00:05:43.891 --> 00:05:47.709
00:05:47.709 --> 00:05:50.163
00:05:51.326 --> 00:06:01.295
00:06:01.295 --> 00:06:05.899
00:06:06.281 --> 00:06:12.423
00:06:12.423 --> 00:06:24.302
00:06:24.302 --> 00:06:28.612
00:06:28.612 --> 00:06:39.161
00:06:39.161 --> 00:07:07.543
00:07:07.543 --> 00:07:09.547
00:07:09.547 --> 00:07:11.911
00:07:11.911 --> 00:07:15.464
00:07:15.464 --> 00:07:26.920
00:07:26.920 --> 00:07:28.343
00:07:28.343 --> 00:07:28.463
00:07:28.463 --> 00:07:35.185
00:07:35.185 --> 00:07:36.367
00:07:36.367 --> 00:07:47.733
00:07:47.733 --> 00:07:53.384
00:07:55.026 --> 00:07:58.456
00:07:58.456 --> 00:08:00.081
00:08:00.081 --> 00:08:01.887
00:08:01.887 --> 00:08:04.754
00:08:04.754 --> 00:08:08.168
00:08:08.168 --> 00:08:14.672
00:08:14.672 --> 00:08:17.899
00:08:17.899 --> 00:08:20.312
00:08:20.312 --> 00:08:24.357
00:08:24.357 --> 00:08:29.932
00:08:29.932 --> 00:08:32.966
00:08:33.729 --> 00:08:35.254
00:08:35.254 --> 00:08:43.576
00:08:43.576 --> 00:08:53.528
00:08:53.870 --> 00:08:59.167
00:08:59.167 --> 00:09:05.099
00:09:05.099 --> 00:09:13.975
00:09:13.975 --> 00:09:17.873
00:09:17.873 --> 00:09:21.945
00:09:21.945 --> 00:09:35.955
00:09:35.955 --> 00:09:39.953
00:09:39.953 --> 00:09:50.927
00:09:52.110 --> 00:10:11.284
00:10:11.284 --> 00:10:16.116
00:10:16.116 --> 00:10:19.552
00:10:19.552 --> 00:10:31.738
00:10:31.738 --> 00:10:39.089
00:10:39.089 --> 00:10:40.611
00:10:40.611 --> 00:10:40.892
00:10:40.912 --> 00:10:44.097
00:10:44.097 --> 00:10:56.274
00:10:56.913 --> 00:11:00.860
00:11:00.860 --> 00:11:01.921
00:11:02.345 --> 00:11:04.091
00:11:07.008 --> 00:11:08.513
00:11:09.044 --> 00:11:14.113
00:11:14.113 --> 00:11:15.745
00:11:15.745 --> 00:11:17.307
00:11:18.428 --> 00:11:20.591
00:11:20.591 --> 00:11:22.212
00:11:22.212 --> 00:11:26.096
00:11:26.096 --> 00:11:30.881
00:11:39.284 --> 00:11:43.357
00:11:43.378 --> 00:11:51.347
00:11:51.347 --> 00:12:00.653
00:12:00.653 --> 00:12:11.988
00:12:11.988 --> 00:12:22.429
00:12:22.429 --> 00:12:25.337
00:12:25.337 --> 00:12:28.291
00:12:28.291 --> 00:12:36.610
00:12:37.331 --> 00:12:44.690
00:12:44.690 --> 00:12:49.071
00:12:49.071 --> 00:12:50.696
00:12:50.696 --> 00:12:51.206
00:12:51.206 --> 00:12:51.947
00:12:51.947 --> 00:13:05.474
00:13:05.474 --> 00:13:10.232
00:13:10.232 --> 00:13:30.696
00:13:30.696 --> 00:13:31.698
00:13:33.384 --> 00:13:35.611
00:13:35.611 --> 00:13:45.905
00:13:45.905 --> 00:13:55.000
00:13:55.000 --> 00:14:00.125
00:14:00.125 --> 00:14:01.149
00:14:01.149 --> 00:14:02.413
00:14:02.413 --> 00:14:04.640
00:14:04.841 --> 00:14:15.009
00:14:15.009 --> 00:14:22.269
00:14:22.269 --> 00:14:24.714
00:14:24.714 --> 00:14:30.500
00:14:30.559 --> 00:14:40.285
00:14:40.285 --> 00:14:47.866
00:14:47.866 --> 00:14:52.403
00:14:52.403 --> 00:14:58.941
00:14:58.941 --> 00:15:21.267
00:15:21.676 --> 00:15:22.297
00:15:22.297 --> 00:15:23.961
00:15:23.961 --> 00:15:28.756
00:15:28.817 --> 00:15:33.408
00:15:33.408 --> 00:15:34.357
00:15:34.378 --> 00:15:36.043
00:15:36.043 --> 00:15:37.559
00:15:37.559 --> 00:15:42.605
00:15:42.605 --> 00:15:44.341
00:15:44.341 --> 00:15:47.465
00:15:47.995 --> 00:15:50.923
00:15:50.923 --> 00:15:58.477
00:15:58.477 --> 00:16:11.849
00:16:11.849 --> 00:16:16.174
00:16:16.174 --> 00:16:21.426
00:16:21.426 --> 00:16:25.639
00:16:25.639 --> 00:16:29.066
00:16:29.768 --> 00:16:37.179
00:16:37.179 --> 00:16:44.725
00:16:44.725 --> 00:16:46.187
00:16:46.187 --> 00:16:50.589
00:16:50.589 --> 00:16:53.779
00:16:53.779 --> 00:16:59.594
00:16:59.594 --> 00:17:00.114
00:17:00.114 --> 00:17:00.234
00:17:00.234 --> 00:17:02.274
00:17:02.274 --> 00:17:15.807
00:17:17.195 --> 00:17:17.897
00:17:17.897 --> 00:17:19.403
00:17:21.296 --> 00:17:21.757
00:17:21.757 --> 00:17:23.020
00:17:23.080 --> 00:17:26.681
00:17:26.721 --> 00:17:27.482
00:17:27.482 --> 00:17:29.836
00:17:29.836 --> 00:18:08.560
00:18:09.624 --> 00:18:19.883
00:18:19.883 --> 00:18:21.768
00:18:21.768 --> 00:18:23.939
00:18:23.939 --> 00:18:25.423
00:18:25.423 --> 00:18:28.076
00:18:28.076 --> 00:18:46.488
00:18:47.434 --> 00:18:47.896
00:18:47.896 --> 00:18:49.321
00:18:49.321 --> 00:18:51.298
00:18:51.298 --> 00:18:53.244
00:18:53.244 --> 00:18:55.859
00:18:55.859 --> 00:18:57.064
00:18:57.064 --> 00:18:58.480
00:18:59.255 --> 00:19:11.659
00:19:11.659 --> 00:19:18.176
00:19:18.176 --> 00:19:20.226
00:19:20.226 --> 00:19:22.454
00:19:22.454 --> 00:19:26.319
00:19:26.859 --> 00:19:39.720
00:19:39.720 --> 00:19:47.243
00:19:47.243 --> 00:19:51.017
00:19:51.017 --> 00:19:54.544
00:19:54.544 --> 00:19:58.439
00:19:58.439 --> 00:20:04.298
00:20:04.298 --> 00:20:05.862
00:20:05.862 --> 00:20:09.699
00:20:09.699 --> 00:20:11.625
00:20:12.588 --> 00:20:16.510
00:20:16.510 --> 00:20:21.468
00:20:21.468 --> 00:20:30.561
00:20:30.561 --> 00:20:33.607
00:20:33.607 --> 00:20:37.224
00:20:37.224 --> 00:20:42.320
00:20:42.320 --> 00:20:43.144
00:20:43.144 --> 00:20:52.117
00:20:52.117 --> 00:20:55.083
00:20:55.083 --> 00:20:59.509
00:20:59.709 --> 00:21:04.972
00:21:04.972 --> 00:21:10.227
00:21:10.227 --> 00:21:17.440
00:21:18.262 --> 00:21:18.845
00:21:18.845 --> 00:21:20.378
00:21:20.378 --> 00:21:22.045
00:21:22.045 --> 00:21:26.946
00:21:27.115 --> 00:21:31.386
00:21:31.615 --> 00:21:35.469
00:21:35.469 --> 00:21:36.766
