Ep 261 - 1M Launch Series 2024 - Finale episode - looking for the next mountain

Hello, hello, hello and welcome back to yet another episode of Electricpreneur Secrets, the Electricians podcast. I am your host, Clay Neumeyer, with me, as always, my esteemed co-host and master of sales, the best teacher I've ever met. Joe, little plug for your brother, joseph Lucani. We are the Electricpreneurs just a couple of master electricians with business addictions here and ready to serve who serve you, because if you're listening to this, you might be a service electrician out there looking for a little bit of help to master your sales, simplify your pricing and deliver premium level service. And we intend to do that today to help you with all that and more. And the cost is simply you sitting back, taking everything we give, just promising to take action and report your wins back to us. Oh my gosh, that's a mouthful Joe Right here on this. Well, the finale episode, episode 261 of our million dollar launch series. How are you doing, brother?

It feels really surreal. You know why? Because I doubled down and actually it was something about my post today that actually ties in with this, and it was if you could go back to year one day, one in your new business, what would you tell yourself? And it's so funny how we're saying it at the finale conclusion of our what would we do in a year? One million dollar launch? What would you tell yourself? That's actually the interesting part. I saw so many different variations of like investing in your marketing. Learn this. Learn that I actually have a slightly different approach in that I believe that if I were to go back and talk to 22 year old Joe, we would not be relatable, and the reason being is that I was a completely different person at 22 than I am at 33. And it wouldn't have been business advice. It would have been at the end of this struggle. If you put in your time and you do the best decisions that you feel are right for both you and the customer, at the end of this you will find the happiness you're chasing.

I love that man. That's a really good insight, though, too, and I love the levels you went into on that, because, honestly, I would agree, I wouldn't be ready, at that age of myself either, to take the advice that I would have for some of the advanced electric printers that we speak to today. There's no possible way, and there's also nothing wrong with that. Is there? That's okay.

I mean, we're not always primed to receive information. Sometimes, I mean, le, have you experienced it in your life before where someone gave you good advice? You look back at it and be like, yeah, I probably should have done that. But when you look back at them you're like piss off man, I'm not gonna listen to you.

Absolutely. I mean, that's in part, honestly, man. What you're saying is in part why we do this in this way.

Exactly.

Some people say what's in it for you? Why do you give so much away? Because when people step up to the stage to invest, they know exactly the kind of training they're getting and they know that we're a couple of suckers with hearts on our sleeves. Hey, every once in a while we're gonna dip into the emotional stuff. Every once in a while we're gonna touch on some spiritual stuff. And that's just us. We're not like all tradespeople. We don't claim to be and never will be, so in some ways it's also helping disqualify so that no one comes to our table looking for something that just isn't here.

And the best part about that is I've actually constrained a Tupac quote to finish it off. Okay, which is the thought of if they're not right for our table? I want everyone to know that just because we don't want you, just because we don't feel like you're at our table, doesn't mean I want you to go hungry. It just means that this isn't the right table for you. I hope you succeed in every endeavor you use. It's just, our table is for our people.

Nice touch, man, nice touch. My post kind of ties in with my post today, ties in with our million dollar in the finale as well, but I went a bit of a different angle. I went I was thinking forward here, but really around this idea of like I think one of the biggest challenges of everything we talked about in that million dollar launch series really is growth and scale beyond what we talked about, because it requires some different skill sets and it requires some additional intestinal fortitude and everyone can agree the biggest actual challenge that's happening right now in skilled trades is finding more seasoned skilled trades and we address this in our own unique way by starting with getting the biggest levers under our midst and the smallest levers delegated to, like a CSR, an office manager. That stuff is so important In fact, being that I just trickled into that by accident. I mean I literally stumbled into this. There was no plan, but we had the most incredible testimonial from one of our clients today in class Juliet. You guys remember Dorian had his interview with us right and they're listening right now and I'm sure Juliet's glowing, getting blushy, I'm sure for like five or six, maybe seven minutes she taught our class this morning on organic marketing, because how much business they've got. And something key that she said was actually that someone came back and told them about their business, described how they serve at the highest level. Using their words, described their business. To them and to me it was like ring the bell. That's it. To be able to do that in a small business is huge. And that's coming from again you guessed it a CSR office manager position who wholly believes in their business. Obviously, john, running out of breath, you gotta save me man, it's all good. Real living, real living. John, I'm going way out going big this year.

No, and it's fine and, honestly, the way I thought you were going to share was how one of our clients ended up getting a $36,000 sale from the experience that they gave their office. Like, literally, a customer was talking to us or a client was talking to us and said we just got a $36,000 rewire, but the why was the big factor. It was that the they actually got a quote. There was $26,000, it was $10,000 less, but they declined it because they said that the office experience was so turnkey and just so like welcoming and friendly and confident and they felt the whole process was going to be handled. They're like we want that experience across the board and we're willing to pay more for it.

100%, and before, during and after, right, yeah, If the process is well laid out, I mean that's round the clock care. Not that we're going to be on the phone with them all the time, but every bit of their experience will still be tied to that office person. And if I was batting 1,000%, really looking to play in the big leagues here, I would make sure that that person is the person they experienced on their next call as well. Oh my gosh. Yeah, the continuity between that is a huge advantage, right? Also I mean that was something that was sort of addressed. In a situation like that, especially if you've got multiple people in the office at that stage Like, how important is it to come back and address that person in front of everyone, even give some reward to that, maybe dinner for everyone. Like, everyone wins when you win, we all win. When you win, we all win. When you win, we all win. I just love that man.

Yeah, I really think that's something that has to happen, and you know they did say that they celebrated that team player and that everyone was aware about it. But, like, literally break out the fireworks because that's the ultimate win. We're not trying to teach you sales lines and scripted things that you're just supposed to throw at your client. We're trying to teach genuine, authentic emotional connection that you can convince and ensure your clients that you're serving before, during and after with true white glove experience. And the fact that it was delivered and then resulted in a sale of that magnitude, with that much gap between the next customer shows or within the next competitor, shows that there is some serious, tangible benefit to this stuff and that it's not all just a smiling voice in the background. Your CSR just made you $10,000 more.

Incredible, huge win. And that's the beginning. Right, it's just the beginning, and that really brings our full point around. And I'm going to tie this all together now because I never really finished with my post and what it was about today. But it's all so important too. The next mountain and why we call this really seeking the next mountain to climb is because that's life. Life is about the movement, it's about the activity, it's about this present time and the steps we're taking. And it always is and always will be. We can reflect on the past and we can project into the future, but we can't live there. We can only live in now. And when we get to the top of the mountain, like our million dollar launch, let's say we did hit it, like Dan did. Let's say we hit $1.1 million in our first year, like we intended to, or at least strategized to, how long would you say we sit there, joe, and look around and just acknowledge and celebrate?

I mean, I would acknowledge and celebrate that for a good while, but the thing is that I can't linger there Like the thing. The real thing that comes down to it is, when you linger in your successes, you can often be blinded to the next mountain. Because, really, if you think about the mountain, you climb to the top, you're dancing, you have the fire pit going off, everyone's loving it, but you can sometimes forget that that mountain's shadow isn't just the sun. There is actually the next thing to climb.

Yeah, I love that reference to the sun. The irony here is that we called this series million dollar launch, but it was just to have a strong foundation. That's all it was. The million dollars is just representation, to say wow, we built something that shouldn't just fall apart here, that won't just disappear tomorrow. We built something that people believe in and we're getting some greetings, tons of people joining us, engaging, live with us today. Maybe this is our new favorite time we're catching some Easterners, I'm sure, near the end of the day. Thank you guys for joining, but that idea, that principle alone, reaching the million dollars, shouldn't even be a goal. To be honest, for us again, it's just a signal that we're able to build something powerful. Let's say you followed our 28 episodes, whatever ended up being for this series. And let's say you end up doing the mini course that's coming from this to help you in that endeavor. And let's say you finish at 650, 700,000, and you accomplish all the things that we aim to accomplish in that year and in that series. That's still a great success. You might not be quite where you want to be, but at that rate you're still going to afforded that growth and if you Properly use the organic marketing, then you've got strong foundations and you've got a way to grow this already. Go ahead, joe.

You know, I think the biggest win would be from. That is, even if you ended up at like 500,000 let's just say that you ended up half where you thought you were going to be from a million, mm-hmm. But if you followed the things the right way, if you followed the bouncing ball, what you'd be sitting on is a strong stone foundation and not built on the sands of summer. Yes, and what I mean by that is that our whole principle is training to completely eliminate the slow season. Peaks and valleys happen in business, but if you follow it in the approach that we're teaching, what you'll see as a consistent and gradual climb, because we're not training to like like some HVAC companies do, to just maximize your summer or maximize your winter. We're trying to be consistent across the board and if you can do that and implement the growth and implement the changes and have all these steps, it's almost like cranking back the lever which each turn, the next gear clicks and you're not going backwards.

Definitely, man Definitely. And that's tying all this together, that next mountain, our continued sustainable growth, is all dependent on a few key things and it's really this concept of I like to joke with calling it ladder logic, but it's a ladder and the three components. We've got two side rails in the rungs. One side rail is your personal, your personal development. We can get attached to these stories. I am unable to do this because I'm too sad all the time. I am not able to do something, because I don't communicate well with people, I am not good at small talk, I am all these negative I am's can really hold us back, and it's like having no side rail on this ladder. In anything that you'll put there in that sentence, whether it's I'm mediocre or I'm not good at, or I'm only just beginning, forget all of that and know that those are all skills and you get to work on that. The development's not done. Just like Joe said, with his younger self versus the now self, you're a different person. Go ahead, joe, jumping. I.

Had a thought that I didn't want to break your flow, but I thought of a good way of describing how you can't lean more Side than the others on the ladder I. It's not that the ladder, the rungs, are wrong, it's that the feet of the ladder are too long. If you put in one too many, it does this. Can you imagine if one ladder was a foot off on the feet? And, yeah, maybe you don't have a bunch of two by fours that you can wedge underneath it, like we shouldn't be doing in the first place? Eventually, no matter what you do, you lean against the wall. It's gonna shift. But when you have a strong foundation and the feet are on solid ground and they're the same length and they have the variability deflects, I know that I feel comfortable climbing and changing that service. But if I'm leaving one side or the other, I know I'm gonna fall the moment I start climbing it. So build it on good foundation.

And here's the three pieces. Right, we covered personal on the other side, rail though, process, Everything you're doing now at some point I shouldn't say everything. Let me recount that we wanna get you as a business owner to just the half dozen things that you should be doing, but most of us are doing about six times that at least 36, between 36 and 3600 things. Did you see that raised hand in this? I did that, Bathem, you know what? Automatically recognizing my hand and recording it. If you guys are watching us live I'm doing thumbs up here, it just notices it anyway. So the process is doing what we do, but then writing it down, recording it. Google Docs is a great tool, being able to link all these processes out, because most of what you do now you shouldn't be doing long-term, and that's that idea of the big levers. And as you're able to delegate those, you're building the other side rails. So I'm improving as a person, Our process is improving and being more and more delegated. Then all I need is the people which are the rungs to climb to the next level, and sometimes it's just one rung away, and sometimes it's three or five or six, but on that next level is where you're then going to learn again Develop your person. It's a whole new level. You got whole new lessons to learn leadership delegation this keeps happening. And then you're going to what? Develop your process again, because there's a bunch of shit on that level you shouldn't be doing too. And then you're going to get the right people to climb the ladder to the next level. Anyone else picturing Donkey Kong with us here?

I love that reference. Just going to the next level. Except there's someone throwing barrels at you. Except this time we have the up, down, up down AB star in order to get past the barrels.

Up down, up down, ab, up down. Yeah, cheat codes. Right, there you go. You've got to wrap this up because I got another meeting coming up, Joe, but let's come up with a couple of action items. Do you want basic or all-star today? Take either one, whichever you prefer. Ok, I'll do basic. It's hard not to be all-star because we've gone deep today. The key to everything we're doing is resilience Still consistent activity happening over and over and over again. It's something I'm going to tie to. That that we've talked about today is this idea of the second mountain. Our goals have to be big enough and we have to believe in them to keep going day after day after day. That's as simple as it is. What am I believing in and am I working towards it every day? One foot in front of the next, joe, that's a big basic. Can you follow that up with an all-star?

I can.

All right brother, Hit them.

So, at the end of the day, there's something that you need to remember and I want to speak to every single business owner who's got errors on this and that is you cannot hate the events that shaped you. What I mean by that is that you may look at your business and say, just like we did. What would you tell yourself all those years ago? You're in that moment right now, like you're there. If someone magically time traveled back to you and tapped you on the shoulder and say these are the things you've got to do, you'd be robbing yourself of the experience that shapes you to who you could become. So every time you look at this journey, I want you to look back at it and say I am doing the best I can with what I know and with what I have. If I could do better, I would do better, but I'm not going to hate myself for doing the best I can. I will only focus on the effort and not the result.

Bingo man. That's hot mic in it. We got to let you guys go. But this has been another episode, episode 261, bit of a review of this million dollar launch. Thank you guys for joining us with that as we continue to help you master your sales, simplify your pricing and deliver premium level electrical service. Join us on Facebook. Come see us on the website, servicesuperlegicalcom. If you need anything, reach out. We're here to help. We'll see you again tomorrow. Cheers, joe. Very well, it's a wonderful seeing you.