Ep 304 - How We’re Taking up the Fight With an Underserved Industry

Transcript

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Hello, hello, hello, and welcome back to yet another episode of Electricpreneur Secrets.

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I believe we're on episode 304,.

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Joe and I couldn't be more pumped brother, I am pumped right up.

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I'm your host, clay Neumeier, with me, as always, my esteemed co-host, joseph Lucani, and we are the Electricpreneurs just a couple of master electricians with business addictions, here and ready to serve.

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And I've got something new here.

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I want to try in this intro today Okay, I got a little two sentence summary that we narrowed down, joe, before I ask you how you're doing today, just to nail it down so everyone knows why we're here, what we're about and what we're going through.

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Today we are ending the rat race by elevating electricpreneurs from confusion to clarity about their business, their pricing, their sales, to clarity and consistency, from getting more leads to taking the perfect call, running the perfect play and even executing the install at the highest level, so you can get that five-star review and more referrals every time.

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Now, man, can I just ask if you were able to get more reviews, in fact a review, a referral and a repeat transaction from every customer you served, how big would your business be then, joe?

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I mean, I don't think I could even track the exponential growth on that, because it's every input that comes in equals a positive output.

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The $10, $20 million organization would have been insane.

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It would have been absolutely insane.

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Never-ending growth.

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And that's what this is all about.

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We're trying to help you, help your customers at a higher level, to help your staff, to help your business, to help everyone within your organization and in that network of yours to thrive.

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And that's what gets us excited every day.

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That, and there's one more thing that gets you excited please tell me these cookies.

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It's these little cookies of course the filter's messing it up, but we got these canadian maple leaf cookies.

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Joe goes crazy, for these used to be.

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Uh, what was that?

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cereal commercial cuckoo for cocoa puffs yeah, yeah, no, literally, like the equivalent is.

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I'm coming to visit you next week and my one condition was that there needs to be a palette, not a box, not a pile of a full-on, dolly driven palette of a box of these cookies.

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That's what I'm waiting for absolutely, man, listen, I want your personal take.

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I know I just gave the spiel.

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I tried my best to read what was written and say the thing.

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But absolutely, why are you here, joe?

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Why are you taking up a fight with an underserved industry?

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I mean being an electrician.

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It's one of the things we have a lot of pride in.

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But I remember when I first started out, the only coaches that I could learn from were HVAC and plumbing coaches and, like you know, the whole big three kind of organizations.

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The thing is is that those people hadn't actually done electric work, so everything that I had to do was take the information, translate it, try to apply it, throw away.

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That doesn't, and I don't want other electricians to have to do that, because it took me seven years to figure out a system that works for electricians.

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Seven years, a lot of trial and error, a lot of sleepless nights, a lot of strain on my family and my relationships and all that.

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So instead of having other people do what we had to go through, like some people do, like oh, I had to go through it, so you will too.

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I want to put a hard line in that and say I had to go through it and I want you to not have to.

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That's why I love that.

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I didn't mean to cut you off there, but one of my mentors told me that once he said a good mentor will show you what not to do.

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It's not do this, do this, do this.

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It's also hey, I'm the bumpers in your bowling lane.

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A lot of us won't even bowl down that alley with our kids because it's too easy.

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Right, you ever bowl with bumpers, joe I actually love to bowl, believe it or not you know, it's one of the things where I don't have.

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I haven't got a chance since I've got, uh, since I've got my kids, but eventually they're going to be old enough where I could take them and then I can reach into that love again.

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It's coming for sure, for sure, and my background is not much different other than my young.

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First business became a train wreck, and so for me, in my mind at all times, there's two paths in business, and one's got a burning dumpster on the end of it and I could smell it, I could feel it, I can hear the crackling and the popping some nights in my sleep.

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Still, you know what I mean.

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Like the shame that was around that.

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This isn't the kind of fire you roast a weenie beside.

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It is like the dumpster fire of life and it just about took me down and through mentorship I was able to find my way.

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You guys have heard our stories before on earlier episodes.

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We're not going to go full depth into that, but that's why we're motivated to be here.

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And, joe, you said some things so important there, but keep in mind it took you seven years with training.

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Yep, that's wrong.

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One of the things you guys maybe don't know this.

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Listen to the podcast.

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But in the background, literally earlier, we get excited about how to take it to the next level, how to serve people in a way that they've never seen service in the electrical industry before.

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Like reflecting on your experience of how you actually captured a strata relationship from day one, elevated to the level of like years of work and being that HOA's recommended electrical contractor.

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So anything that came from that residency came right on your plate Additionally all the rest of their properties too.

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It came to the place where we worked with them and they were so happy with how we're treating one organization.

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They're like here's these, here's these, here's these, and then it became like multi-counties worth of just this one organization.

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So it was a great.

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It was a great relationship to have, and I'm really really grateful for them.

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That's why we call it electric printer secrets, because we want you to know that stuff too.

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Imagine having that guy just for a moment get excited with us.

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Imagine having a guide that takes you from the moment of learning where they are, how to build that relationship with them.

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You said you learned how to speak to a board and sell to a board, having that, those specifics in there, so you guys know how to do the exact same thing, so you can literally take it step by tactical step and go and do the exact same things to produce massive relationships for your future.

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Oh, I get excited about this stuff, joe.

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Can you tell I?

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know, and I love it.

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I love your energy, man.

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It's almost contagious the danger is that I like set these things, and people get excited, and then we have to follow through, right.

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We're a man of action, we do the thing we say, so I don't know when that'll come, but it's something we talk about, it's something we get excited about.

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What we're excited about today, that's already done, though.

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Can we talk about academy for a sec?

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I'd be upset if we didn't.

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So let's go into it, and and like a big giveaway on this too, we created the electricpreneur academy, so again, we're able to go that deep in serving an industry that's been neglected by having training so specific to this, and in fact, I don't know, maybe one of the best ways to introduce the academy is to like share, I guess what it is a little bit like we are, but but also like the best uses of it Would you be up for that.

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Yeah, I'm down with that.

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I got a couple of things off the top of mind, all right.

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So basically, we've got this online Academy with all these recorded lessons that now all of these guides are in both Well, both all three video, audio or written.

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And one of the most powerful things that's reflected from this podcast is like we wanted to be behind the windshield of 25,000 service fans every day of the week.

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Helping you between the calls and the Academy is maybe the biggest catalyst to be able to do that.

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So my big thing is, like you know how, joe, things don't always go right on every call yeah, that's life I know you were big on on van university and I'll leave that one for you.

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But, like I really appreciate these academies, this academy for like, if something, it messes up on my call, if I go to a service call, maybe it's just the g GFCI, the demand call, but I felt the pressure and I wasn't able to offer six options.

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I just got completely flabbergasted, couldn't come up with the options, couldn't offer them, ended up walking away with the piddly $150 notorious demand call ticket, one of those Yuck.

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And you know after, right, you know that, feeling like I missed this, I messed this up.

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Maybe you used our post-call fax tool and you're like checking the boxes or not checking the boxes, and then you realize, gosh, this is where it went wrong.

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You know I didn't go to the panel first, right, and using the academy, you're able to between that call and your next call.

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Literally go on, go to walking to the panel step of our demand call process and listen to if you're driving, listen to it between your calls so that you could get pepped back up for the next call to execute flawlessly on the next one.

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That, personally, is like my favorite, bro, I mean you can't go wrong with post-call facts.

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I mean, that's a great way of checking it out.

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Me personally, the thing I love most about the academy is it allows our students to do the things that I was already doing, and the fact that I really, really believe that there is no off time when it comes to training.

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So when I was first starting off, it would literally be I'm always listening to training material in the van, I'm always practicing, there's always a role play time, but, additionally, it's also hard to do so when you don't literally have a ton of time at home.

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So the benefit of the app is that we actually have a both video version and an audio only version.

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The benefit behind it, then, is you can actually listen to the audio while you're driving and you can actually hear the parts of the process, and it's so broken down that the thing you're weakest against so, like when you did your post-call facts and you're like I'm struggling with these objections Great, I'm just going to go to the objections guides, I'm going to listen to that specific objection, get role played and broken down or why or how to address it, and then I know how to practice it.

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The second thing is I always liked to be shown how to do it Like if you tell me how to do it, that's one thing, but if I can do it myself or see it be done, I can respond to it that much better.

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So a very important thing that we did was we actually had me running the play with real customers and we recorded and had it set up and then you can literally watch an actual call in progress and how it works.

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So the benefit behind that is you want to do an opportunity to call, you want to do a demand call, you want to run any part of our plays?

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There is a video of me doing this specific thing so you can watch exactly how it's supposed to be done.

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Can I share why I think that's so important?

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Sure, by all means.

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Have you ever and I know you, you have, so this is maybe rhetorical developing a process and even trying to stick to a process when you don't have these trainings in the middle?

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Often I've found what happens is we get kind of lost in the emotions of it.

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We actually call it the law of separation and the emotions kind of bundle up on us.

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You know how, how uh impactful it is to like package, package options, but when we package problems, it really takes on too much weight and can throw us off course.

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So what I love is actually knowing that that consistent framework is in place, because otherwise what I've found in developing sales processes and my growth over the years is, after every bad call, I'm trying to make changes to the process and that's not the way it should go.

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Correct, it's not a data-driven thing.

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So that's one of my favorite things, man, and ties perfectly into what you said, and I know we've been excited about this.

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But it gets better.

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Yeah, it does.

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Can we tell them what we're doing?

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Yeah, man, yeah.

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So Academy just launched on Monday, but tell them what we're doing.

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Yeah, man, yeah.

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So academy just launched on monday, but today.

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Do you want to speak to it or?

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you want me to by all means take it.

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I can't wait to cheer you on the background, man, this is because this is a big okay, this is a really really big one.

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So okay, already we've found that one of the fundamental problems that really sets electric printers back is pricing.

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We've talked about it multiple times on the podcast.

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We interviewed multiple clients who have had massive wins with us and most of them have all had pricing is one of the first things they had to fix to have these big trajectories.

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I think the last one we did was Dan DT electric right, dan 1.1 in his first year.

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Now update, by the way, we're going to have to have him back on this year because he's well on his way to two if he maintains this trend or above.

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But pricing was the first thing that he worked on, and so for us in the Academy and for us helping for the freemium fans, to the people that follow the podcast and the stuff we put out for free to help you in your business, pricing has been number one.

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It's absolutely so.

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What we decided was we needed to elevate that in the academy in a big way.

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So we broke it down into seven complete steps and recorded trainings.

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It's about 60 minutes worth of video and audio and then the same great training manual for it.

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But then we put that on the Academy and actually now created a trial program so that for the first time ever, simple pricing is completely unlocked for electricians only.

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So today you would have seen on our Facebook posts and you can still grab this if you're listening to this later, or the replay.

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All you got to do is reach out to us or jump on our website and use the contact form at servicebuyelectricianscom, or, as you see in the banner below if you're watching the video, serviceloopelectricalcom.

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Or, of course, engage with us in the comments on this live stream, because we're absolutely live with you on Facebook right now.

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And let us know hey, I'd like to check out this Unlocked Simple Pricing.

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This trial is going to give you two weeks complete academy access to this simple pricing guides and that's going to help at another level.

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That's never been done before.

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Oh, that was a mouthful.

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Is that what you were thinking?

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My gosh, I'm still, honestly, just floored, like even in the creation of what we've done.

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I'm just grateful to get it in the hands of as many people as possible Because, literally I remember when I was coached on how to change my price, there was no thought process behind other than just needs to be more.

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Why does it need to be more?

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It just needs to be more.

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It drove me crazy.

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I went insane thinking about it, and the fact that now it's like we're not going to make our people have to go through that it's going to be.

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Here's specific, actionable steps you can take for free and get complete access to what we're doing and see what we're looking at like it's going to be really worthwhile for someone to want to get involved in this I think it goes without saying.

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We stand heavily against what you just said.

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There is is no, there should be no.

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We absolutely stand against arbitrary pricing, 100%.

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Really, when we get on the call every day with electricpreneurs, we really find there's two scenarios that are happening.

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I know we've talked about this before, but just in general I'd like to touch on this for a moment, by all means.

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Touch on this for a moment, by all means.

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Either we're following the price of others, or our last known employer with this thought that, like, I need to stay competitive, so I'll just charge a little bit less and serve a little bit more, which is a very weird way to look at value, but okay, or there's people in a situation who are kind of in the flat rate, they're over the 300 for that flat rate, they're closer to where they need to be.

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But it still wasn't actually math, it still wasn't a rate derived from calculations on what they need for their specific business and their specific area, and so that's the big challenge and this speaks to that.

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It's absolutely a massive benefit to you guys and it's 100% free A couple of weeks access.

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You'll still have the PDF downloads, downloads.

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You still have the great guides, but you've got a couple weeks to access all of those videos.

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From the moment you sign up, 14 days, 100.

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You're in.

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You get to check it out.

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See what academy is about.

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I mean, it's literally right from there.

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So it was 100 a mirror of it?

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is that the exciting thing you were talking about us mentioning, though?

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I'm actually really pumped about the thing, because I wanted to talk about the long-term access that we're able to provide all right, this is like so what did uh, what did nathan say in the group the other day?

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I think I'm gonna faint.

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It's a value, yeah, value explosion or something like that, yeah and I gotta admit in their defense.

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We have been just dropping constant improvement after improvement, after improvement, so we probably should have staggered their announcements every now and then.

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But hey, we're live, so we're not going to stagger it here.

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Bro, I'm invested.

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We're pushing this industry.

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Let's go, go ahead, all right.

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So what we're going to be doing is we how do you even say this the right way?

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I have found that there's really two types of mentalities when it comes to training.

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Either you want your students to stay with you forever, or you want to empower them to not need you.

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We want our students to be empowered.

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We genuinely want to not to be locked into us forever.

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We want to be able to be a place that they can come to, to be served and, when they have their needs met, be able to continue on their trajectories.

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So we're actually offering lifetime access to our programs, meaning that once someone completes a certain amount of time with us, they'll have access to everything that we've ever done on this academy and all of its continuous improvements forever, like literally forever, as long as we are still alive.

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This is something that you're going to have access to, and I feel like that is probably the thing I'm most excited for, because it's us putting our money where our mouth is.

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It's like I want to represent change, so here's the change that we're bringing.

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A hundred percent, man.

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I love that.

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I think you spoke to that very, very well.

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I want to also empower, just like you said.

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We share that.

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I want to empower electricpreneurs long-term and at that point it only makes sense that we would give them that access, entirely different from anything else.

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I've seen where most people are like oh, you pay for a year, you're out after the year so that you'll want to come back for more.

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Not only like you said, not only are you going to get the lifetime access, but that's going to improve.

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So let me ask a question to test this, joe, and you answer the best you can.

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For example, earlier we were talking about, you know, nerding out on like a specific strategy for HOA Right and helping others be able to take that strategy and employ it today to build these relationships.

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Well, if someone got lifetime access granted today and that didn't happen for 13 months, 14 months from now, and they're a lifetime member, would they see that training?

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100%.

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Yeah, literally it's going to be one of those things that they're going to get constant access and updates to what we're doing.

00:18:51.528 --> 00:19:02.005
So, literally, you're going to have a password and it's not going to get revoked, which means that you can constantly just keep coming into it and seeing how the industry changes and adjusting for it.

00:19:02.005 --> 00:19:07.807
The last thing I want to do is give you some sort of material and then you go to take it in five years from now.

00:19:07.807 --> 00:19:18.128
It's not as relevant, so it's constantly updated and it's constantly going to be improved, and I'm going to be personally overseeing it as well, so it's going to be my baby as I grow it.

00:19:18.128 --> 00:19:22.653
So, yes, you will get a hundred percent access to this, provided you meet those conditions.

00:19:23.317 --> 00:19:25.001
Brother, I've been working with you for a while now.

00:19:25.001 --> 00:19:26.705
That is your queen bee role.

00:19:26.705 --> 00:19:38.855
If you guys don't know this, watching, listening right now joe loves to create new content for electricians to develop their skills and reach new levels.

00:19:38.855 --> 00:19:42.174
You've said it multiple times you're not trying to make anyone become.

00:19:42.234 --> 00:19:51.674
You trying to make people better than you yeah, I really I want to make the program, I want to make me the floor of the program, like a lot of times people say like, oh well, you're special.

00:19:51.674 --> 00:19:55.327
I'm not special, I'm just very disciplined.

00:19:55.327 --> 00:20:03.890
And if I can take those approaches and mentalities and styles and teach you all the skills that I've learned through trial and error, I'll make everyone better than me.

00:20:03.890 --> 00:20:08.823
Because you don't have to take the seven years of trial and error, you could just take the answers and run with them.

00:20:08.823 --> 00:20:11.426
Because you don't have to take the seven years of trial and error, you could just take the answers and run with them.

00:20:11.426 --> 00:20:16.594
So I'm grateful that, instead of boosting myself up, if I could lower myself and raise others, I'm okay with that too.

00:20:19.019 --> 00:20:20.461
I just want this community to be served.

00:20:20.461 --> 00:20:21.042
I love that man.

00:20:21.042 --> 00:20:22.425
Great share, great share.

00:20:22.425 --> 00:20:25.430
Here's what a few of the users so far have shared.

00:20:26.151 --> 00:20:28.575
Adam said hey, there's so much value in these videos.

00:20:28.575 --> 00:20:29.359
It's crazy.

00:20:29.359 --> 00:20:31.484
It's literally dropping gold, one after another.

00:20:31.484 --> 00:20:32.907
It's hard to grasp it all.

00:20:32.907 --> 00:20:36.383
Nick said my favorite thing is the audio only.

00:20:36.383 --> 00:20:42.244
Sometimes I have an hour drive here and there and it's a perfect time to listen and I can quickly find it in the app.

00:20:42.726 --> 00:20:47.766
I think Clay said at one podcast that if you cabbed up over 15 minutes you should be learning.

00:20:47.766 --> 00:20:49.951
That might've been out of your mouth too.

00:20:49.951 --> 00:20:52.787
Joe, we've had on the podcast.

00:20:52.787 --> 00:20:54.686
Of course he's still rocking with us.

00:20:54.686 --> 00:20:58.965
In fact, he started out on the free movie you listen to podcasts and was sending us pictures of checks.

00:20:58.965 --> 00:21:02.640
Guys, I love the one-on-one feel and the focused environment.

00:21:02.640 --> 00:21:05.143
He says this is going to be great for my tech and I.

00:21:05.143 --> 00:21:10.288
It's too convenient not to make this non-negotiable for all our employees going forward.

00:21:10.288 --> 00:21:15.473
Nathan, this is literally the best thing since sliced bread Trey.

00:21:15.473 --> 00:21:16.213
This was great.

00:21:16.213 --> 00:21:17.395
The Academy is sweet.

00:21:17.395 --> 00:21:25.125
Exclamation mark Just sold my second platinum for $10,500 with a 50% deposit.

00:21:25.125 --> 00:21:28.675
And, joe, I know this isn't so much Academy relative, but you had a big win in class this morning.

00:21:28.675 --> 00:21:29.960
It was massive.

00:21:29.960 --> 00:21:31.983
Would you want to talk to that quick?

00:21:32.645 --> 00:21:34.108
yeah, no, I gotta say so.

00:21:34.108 --> 00:21:36.053
Brian, I want to shout you out, man.

00:21:36.053 --> 00:21:37.001
Can I give the last name?

00:21:37.001 --> 00:21:37.483
Is that okay?

00:21:38.946 --> 00:21:44.863
tenfold yep brian from penfold electric, who consistently delivers tenfold.

00:21:44.863 --> 00:22:02.711
I want to personally say I'm so freaking proud of you because not only did he come into class today, which is awesome energy and awesome class, like he was I love him, he's an awesome dude but he told me that he had two sales, just two, and what could they add up to?

00:22:02.711 --> 00:22:08.388
Turns out, they add up to over 76 000, but that's not even the big win.

00:22:08.388 --> 00:22:10.252
That's not the big win, that's nice.

00:22:10.252 --> 00:22:12.061
The big win.

00:22:12.082 --> 00:22:20.086
What really gets my engine purring is the fact that he said that these calls, the $44,000 call that he had gotten.

00:22:20.086 --> 00:22:31.241
He would have gotten it for $3,000 because he would have done what everyone else would have done, but because he was able to provide them options what everyone else would have done.

00:22:31.241 --> 00:22:37.923
But because he was able to provide them options, they specifically chose him, even though he was more, because he was able to serve at a higher level, and they bought a $44,000 job.

00:22:37.923 --> 00:22:47.982
Literally, he was just like well, instead of doing it back to yesterday's standards, I'll just at least make an offer to bring it to today's standards, and if they don't want it, then great, if they do, then awesome.

00:22:47.982 --> 00:22:52.952
And they took it willingly and happily so.

00:22:52.952 --> 00:23:01.613
Instead of getting a $3,000 job, he got more than 10 times the amount and had the customer literally hugging him with that with gratitude.

00:23:01.613 --> 00:23:04.203
That's why I'm so happy.

00:23:05.046 --> 00:23:07.231
That's amazing, man, and I think you followed that up with.

00:23:07.231 --> 00:23:09.463
I'll never not offer six options again.

00:23:09.463 --> 00:23:10.846
Is that how it went?

00:23:11.228 --> 00:23:13.112
Pretty damn sure, brian, you know what man?

00:23:13.112 --> 00:23:41.910
I'm proud of you, because if you're able to do six options for the first one, which I think was 33, and the second one, which was 44, man, keep the energy going, because that's how you know you're serving your clients, because if your offer is too small, you are leaving something on the table, but because you pushed not to do something more than necessary, but to do what was necessary, that's why you're able to serve them so much better and I'm really, really, really proud of your efforts.

00:23:42.839 --> 00:23:43.603
100%, brother.

00:23:43.603 --> 00:23:44.305
Great sharing.

00:23:44.305 --> 00:23:45.328
Congratulations, brian.

00:23:45.328 --> 00:23:47.868
We're pumped up for you and everyone else who's winning right now.

00:23:47.868 --> 00:23:49.547
You guys can always send us your wins.

00:23:49.547 --> 00:24:00.211
I know today we took extra time to talk more about this fight, some ways that we're taking up that fight, and if that seemed like Charlie Brown's teacher to you at all, well, guess what?

00:24:00.211 --> 00:24:07.489
Next week we'll be back with a deep dive niche problems that we can deal with, guys, so we're going to help you on your journey.

00:24:07.489 --> 00:24:10.113
Continue to empower you behind the windshield of your van.

00:24:10.113 --> 00:24:12.596
Joe, is there anything else you wanted to add to this one?

00:24:12.596 --> 00:24:13.683
I guess a couple of action items.

00:24:13.683 --> 00:24:16.704
I was going to say that's where we're at right now.

00:24:16.704 --> 00:24:18.939
All right, let's throw down a couple of action items.

00:24:18.939 --> 00:24:20.626
Do you have a basic or an all-star today?

00:24:23.202 --> 00:24:31.434
I can do both, but I would say I mean we pretty much offered about the Academy access Like literally, you can get this for free.

00:24:31.434 --> 00:24:33.928
This is literally for free.

00:24:33.928 --> 00:24:37.969
There's nothing, no hoops, no jumps, no fiery rings.

00:24:37.969 --> 00:24:38.250
You got it.

00:24:38.250 --> 00:24:39.291
It's literally free.

00:24:39.291 --> 00:24:49.390
So if you're not willing to take and take the action of just messaging us to get something for free, I don't know how I'm going to help you going for it.

00:24:49.470 --> 00:24:51.525
I'm sorry, I'm literally giving it to you.

00:24:51.525 --> 00:24:55.029
I'm saying here, take the thing and grow with it.

00:24:55.029 --> 00:24:57.125
You just got to take it.

00:24:57.125 --> 00:24:58.685
That's literally bare minimum.

00:24:58.685 --> 00:25:00.484
Just take the thing.

00:25:01.380 --> 00:25:04.246
As we always say, take everything we give, just promise to take action.

00:25:04.246 --> 00:25:13.775
I'm going to throw an all-star right on top of that one and say it's not enough to actually sign up for this 14-day simple pricing, better level than ever, academy access for that.

00:25:13.775 --> 00:25:15.463
But you got to do.

00:25:15.463 --> 00:25:18.747
The thing Could take you an hour to two hours complete.

00:25:18.747 --> 00:25:22.788
If you did back-to-back-to-back, you'd have a better understanding of your pricing than ever before.

00:25:22.788 --> 00:25:29.866
Take action on that and go turn out some sales at a much better number that you know is accurate, because you deserve that.

00:25:29.866 --> 00:25:31.385
You deserve to know what's in your future.

00:25:31.385 --> 00:25:45.425
You deserve a sustainable company that runs with you or without you, and we're gonna keep coming back here and taking up that fight with this industry for this industry, to help every underserved electrician accomplish just that.

00:25:45.425 --> 00:25:46.690
Joe, I wanna thank you, man.

00:25:46.690 --> 00:25:48.743
Today was absolute fire and a ton of fun.

00:25:48.743 --> 00:25:52.550
I got maple cookies sitting right here for you, brother, see you on Sunday.

00:25:53.092 --> 00:25:56.088
You're lucky I'm not reaching to the screen to get it, that's literally where I'm at right now.

00:25:57.375 --> 00:25:57.897
Thank you, guys.

00:25:57.897 --> 00:25:58.701
We'll see you next week.

00:25:58.701 --> 00:25:59.523
Cheers to your success.

00:25:59.544 --> 00:26:00.205
Can't wait to see you then.

Ep 304 - How We’re Taking up the Fight With an Underserved Industry

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