Episode 14 - Recession is a REDIRECTION

We're here five days a week trying to help you master your sales, simplify your pricing, and deliver consistent premium level service.

Joseph, how are you doing today?

@4:27 - Joseph Lucanie

I'm feeling great, man. I was gonna say, I mentioned it a little bit earlier. There's a big storm coming to hit New York tomorrow and I can't help it.

It's one of those things where I spend so many years selling generators that the moment we hear any snow, I get like this giddy feeling of being like, oh, power outages.

@4:45 - Clay Neumeyer (serviceloopelectrical.com)

I'm feeling good. Right, yeah. So lots of opportunities, Melton, right? Storms hit, generators. You happen to be a bit of a generator nut.

@4:55 - Joseph Lucanie

HIGHLIGHT: Podcast start - WATCH

It's one of those things where some people, and this is actually gonna be a topic that comes up later.

Some people say, oh, it's snowing. It's no different than, oh, it's a recession or, oh, it's fall. There's always something you can think of to say, where's the opportunity in this?

Yeah. My logic was always, well, you know what? If you know the storm's going to come and you know that people are going to be out, why are you not canvassing those particular areas to say, Hey, I know you just lost power yesterday.

Wouldn't it be great if you never had to experience that emotional pain ever again? Wouldn't it be great if you never had to worry about throwing your food out or worried about having new space heaters or plugging things around the house?

If only there was a company that could solve those problems. Here's a business card, by the way.

@5:39 - Clay Neumeyer (serviceloopelectrical.com)

Yeah.

@5:40 - Joseph Lucanie

Yeah. And just being able to walk away from it.

@5:42 - Clay Neumeyer (serviceloopelectrical.com)

I want to back that up just a second to say one of the things you pointed out is opportunities.

Right? This is just a solution based mental model. Solutions based framework. It's the same thing we want from our employees.

And it's the same thing, that same skill that is really. essential to succeeding in your electrical business. Seeing the problems for what they are.

Opportunities. And so I don't really see recession, I see redirection and I see a bunch of people mystified any time someone mentions recession.

We hear it almost daily. Someone says, well it's not going to sell right now because. I can't do this now because.

Every time we justify that to our subconscious, what do we think is happening to our actual efforts?

@6:31 - Joseph Lucanie

The thing is you're giving yourself a reason to not swing or you're already justifying you whiffing. It's like, oh well, you know, I'm going to try and take a swing at it, but if I miss I'm not going to beat myself up too much.

@6:43 - Clay Neumeyer (serviceloopelectrical.com)

Right.

@6:44 - Joseph Lucanie

And that's really just a defeatist mentality. You're allowing yourself, if you're going to expect to fail, why are you even stepping up?

Why not genuinely try to knock it out? Why not even be okay with it as a single? Just go for it.

@6:57 - Clay Neumeyer (serviceloopelectrical.com)

Here's what I saw in the last. recession, change really, it's change in industry during the pandemic. I think honestly, half the people watching this right now probably started their business in 2020.

I keep giving people pats on the back for that and congratulating them, but that was the big shift in industry.

There's more market players than ever. Guess what? It's still the same problems that people are dealing with, right? Having a solid plan, taking consistent action on that plan and making really measured results and measured reactions.

And the people that have done that are some of the biggest, most successful, quickest growing companies I've ever seen in my life.

@7:45 - Joseph Lucanie

I would agree with you a hundred percent on that. The biggest difference I found with so many of these businesses is there, I guess there's two kinds of mentalities there.

It's slow, but let's batten down the hatches and try to ride it out. And there's the other mentality of, okay, it's slow.

So let's see how much business we can gobble up. Let's see what things we can pivot to. Let's see where the gaps in the plays are.

And in between the two choices, they'll both survive. But the one who's willing to pivot and take action and say, where can I grow?

Where can I improve? That is the person that's gonna get out of the recession. Yeah, they'll still survive, but that one's gonna be that much better.

@8:23 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. Plan, do, check, act, plan, do, check, act, plan, do, check, act, plan, do, check, act. I say that six times fast just to help it stick with you.

Actually I had a first year electrical teacher that did that to us, but it was about freewheeling diodes. And he came in, slight tangent here, but it was, he came in after break, we're first years, I know nothing.

And he's just like, what'd he say? Clipping, clamping, arc suppressing, freewheeling diode. There was one more name in there, I don't remember that, but he said that like 10 times really fast to the extent I'm picturing the wacky, inflatable guy.

Wacky, waving arms, the family guy, I love that, yeah. Okay, all right, I know where to clip in. Flamping diode is freewheeling diode.

I get it. I get it. So same with your business though. Plan, do check act plan, do check act plan, do check act.

Right. As we keep hearing, I hear this all the time and calls winging. It isn't winning it. Would love some help to get an actual process down.

How could winging it win it when it's different every time.

@9:23 - Joseph Lucanie

It's not going to work. The biggest problem is that if you don't have an eye on the target, you're not able to effectively figure out where you're throwing the ball.

It's just not going to work. But realistically, if you're winging it, could you happen to make the pitch work the right way?

Could you happen to throw the dart? If you were blindfolded, they could hit it. It's no different than pin the tail on the donkey, right?

Like it could work, but can you make it happen consistently? And the answer is always going to be no, because if you don't have a process, once again, you are just winging it.

@9:56 - Clay Neumeyer (serviceloopelectrical.com)

I'm glad you said that too, because I actually feel that's a worse position. position to win by winging it leaves you in an even more confusing position where you're going to inevitably lose everything because it's really tough to build the foundation once you're already framing the house.

@10:14 - Joseph Lucanie

Can I touch on that for a second?

@10:16 - Clay Neumeyer (serviceloopelectrical.com)

Please do.

@10:17 - Joseph Lucanie

Cause this actually ties in, you're actually really really on point there. How many people say, you know what? I'm going to email over my presentation where they say you know what?

I need to talk to my wife about this. I need to talk to my husband about this. I need to talk to my partner about this.

Can you just email it over? And we've sold a job like that before. Every one of us has sold the job by just sending it out spray and pray.

@10:43 - Clay Neumeyer (serviceloopelectrical.com)

But it just happens just enough.

@10:46 - Joseph Lucanie

It's just enough to where we think it could happen but it's like a 98% chance it's going to fail.

But for some reason we always bet on that 2%.

@10:55 - Clay Neumeyer (serviceloopelectrical.com)

Why is that?

@10:57 - Joseph Lucanie

It's easy.

@10:59 - Clay Neumeyer (serviceloopelectrical.com)

It's easy. At least resist. I don't know why people don't do this. But it is, it's path of least resistance.

We associate making the call and that connection with resistance actually. There's something they call call reluctance. That's an actual sales term where you guys and us and everyone on the planet tend to fear making that call, imposing on someone's schedule and asking for something.

@11:25 - Joseph Lucanie

Mm-hmm.

@11:28 - Clay Neumeyer (serviceloopelectrical.com)

It's a real problem, call reluctance. So I think that begins to answer the problem. So the email's easier, but the statistics are real, right?

Give you guys an example. If you're in this group, did you get our last email? emails we sent seven people clicked.

So low averages, right? Same thing, even when you're sending a quote over, A, even if the numbers are good, are they gonna take action?

@12:14 - Joseph Lucanie

You know, it actually, I feel like it ties it back to something you said that I thought was actually really, really well said, where when people lead from the heart without a process, they're gonna feel rejected, like on a personal level.

So that actually would tie into why people would wanna email it over more. Because you know that 98% of the time you're not gonna get the job.

But you also know that at arm's length distance, 98% of the time you're not gonna get rejected either because they're not even gonna reply to it.

And then you could say, oh, they might not have seen it. They went with someone else. They wanted to go with someone cheaper.

You justify for them why they chose not to use you. And every justification is how you were not the problem.

It's like, oh, it wasn't me, it was this. Yep. And that process will help because you've got to be willing to say, am I at all part of this problem?

Am I at all something that should be related here? Because if it is, then let me fix me first.

Let me control what I can control instead of let me try to control you and make you do something different.

@13:17 - Clay Neumeyer (serviceloopelectrical.com)

Control me. Let me do my own thing. Definitely. Definitely. Here's the big realization tying this back to the main point.

Recession is redirection. It's not a real thing for electricians guys. We have one of the best jobs on the planet because electron flow is actually increasing, not decreasing as a service electrician.

You actually have more opportunities than any other type of electrician on the planet during any time, because infrastructure keeps going up.

And even during recession times where construction does tend to slow. You're in service or at least a division of it.

Service departments should be able to float your business, pay your bills, and only that minimum. your cashflow issues because I really don't know many that are having big AR accounts.

@14:06 - Joseph Lucanie

Well, that's the thing. If you're doing it right and you're tracking your progress and you have a consistent closing ratio and your average ticket is doing well, if you have a consistent process you follow like the one we're teaching, you shouldn't have cashflow issues because there's only three outcomes to the call.

Every single call is going to go one of three ways. Yes, we've got the job. No, we don't have the job.

Or yes, they didn't give it to us now, but we have a date on the calendar for when they'll give us a final decision.

That's the only three ways a call can go. Someone saying they'll get back to me is a no. They're getting bids, a no.

Anything that's either a yes, no, or I've got a D, those are the only three I'm willing to accept.

@14:52 - Clay Neumeyer (serviceloopelectrical.com)

Totally. Right off the cuff even here, let's do a live troubleshooting training.

@14:57 - Joseph Lucanie

Sure. Revenue is low. It seems like people aren't spending money right now.

@15:05 - Clay Neumeyer (serviceloopelectrical.com)

We're not hitting our targets, revenue is low. Where would that bottleneck be? Or where should I start looking?

@15:12 - Joseph Lucanie

So the first thing that I'd want to think about is when they say people are not buying. I would first want to say, OK, have you changed the options that you're currently designing?

Have you yourself started limiting the options? Or is it something that you've presented the exact same way and people are actively telling you no?

So I would want to monitor that.

@15:35 - Clay Neumeyer (serviceloopelectrical.com)

I want to go back even a step further and say, are we still getting the same volume of leads?

@15:40 - Joseph Lucanie

Going back even further, all right.

@15:42 - Clay Neumeyer (serviceloopelectrical.com)

You have me as a sales leader going through and looking at that. But yeah, you're right. No, totally. And your answers, I feel, is next.

But so simple, like where is the bottleneck? Because a lot of people won't look at this. They just go, revenue is low.

And you start to panic. And you're looking at the 30,000 foot view. And everything seems the same, but tickets are.

low, whatever that means to you in this time. So are we getting the same amount of leads? If yes, okay, are we getting the same conversions?

What are your averages? What have you been hitting? What's your target? Now are we hitting that? One of those two, right?

Yeah, one of those two is gonna lead to that result of how many customers do we have? Well, if we have the same number of leads and we have the same number of conversions, then we have the same average number of customers, then we're just dealing with low tickets.

And now I would say we're going back to what you said. All right, now we're back into the tech facing client infrastructure of the process.

@16:46 - Joseph Lucanie

Now, if I would say in addition to that, going through the self diagnostic forms can even help even more with that.

Because now we know, okay, I've got the right amount of leads. Now when you follow the process form, it's is it me?

Is it something that... customer saying, or is it me reacting to what the customer saying?

@17:03 - Clay Neumeyer (serviceloopelectrical.com)

Yeah.

@17:04 - Joseph Lucanie

Am I getting my commitments? What am I doing in this process?

@17:08 - Clay Neumeyer (serviceloopelectrical.com)

I want to give these guys a bit of a metaphor on this one. Guys, if you're watching this live, go ahead and throw one in the chat.

If you've ever seen one of those, um, like a gutter spout with the little water, uh, I'm butchering this.

@17:22 - Joseph Lucanie

It fills with water and overflows to the next one.

@17:26 - Clay Neumeyer (serviceloopelectrical.com)

Chain, but off the spout and it keeps filling and overflows to the next filling overflowing to the next. So instead of like a gutter drop, it's like a decorative way to let water come down from yeah.

@17:37 - Joseph Lucanie

Greg knows with the words for this thing, right? Almost like a fountain spout then, right?

@17:41 - Clay Neumeyer (serviceloopelectrical.com)

Because if it flows from the gutter and then drops down, it's another point. And then it's another point, almost like a decorative light.

It just overflows and runs to the next one overflows, runs to the next one overflows till it gets to the ground.

So we're getting some ones. So clearly I've made some sense out of this. If you looked at your business in that way and the troubleshooting we're doing right now, you're going to see the

Well, it's a fountain, Justin says. Gutter chain, perfect, thank you, Greg. So if you looked at it that way and you knew the top one was leads, we're happy, that's our average.

If you looked at it that way, it would be very simple to troubleshoot why there's no water out of the bottom, right?

All you would do is just look at the bottom and say there's no water. And you'd start one by one looking up the chain and seeing where the water's overflowing and where it's not filling up.

@18:54 - Joseph Lucanie

Where you got the leaves packed in it.

@18:56 - Clay Neumeyer (serviceloopelectrical.com)

If you looked at your business that way, would that be simple for you guys? but it's a simple way to view it.

That's what we call the bottleneck, and it's somewhere. In a traffic scenario, you ever see where there's a bridge in the middle of a highway?

Right, we've all got that, where six lanes come down to three or four? It's a bottleneck. Your business has them too.

And a recession's no different. It's just numbers are going to change because activities change in a market. The way people make decisions changes a bit.

So recession is redirection.

@19:32 - Joseph Lucanie

Go ahead. I didn't mean to interrupt on that. I was going to say, there's also another really big opportunity that some people aren't thinking of.

Now, I remember in 2020, whenever things were going really south for a lot of people, there were also other companies that were really, really growing.

And the reason being is that where everyone else is struggling, this is a great opportunity for you. Because where are their key players?

Where are their apex level people? If they can't keep them employed, what are they gonna do? I remember one of the reasons I started, I actually joined a company back in 2011, was that was still during the time of the recession.

Remember in 08, 09, like everything was still going bad. There was a company that put a commercial out and said, we have so much work we need to hire.

It was obviously a marketing ploy, but I remember thinking, I was like, they're hiring now? I gotta check and see what they got going on.

Yeah. So what's stopping you guys from doing the exact same thing? You can advertise to your clients and you've got great opportunities while also highlighting and getting the key players to join your team.

@20:40 - Clay Neumeyer (serviceloopelectrical.com)

Definitely. And that's awesome. And I love that. And it's so much about positioning. So here's the thing, the big point here that we're gonna drive home with this recession piece, recession piece rather, is that giving power to a recession means that you don't have a choice in the matter.

you're back to hoping things work out. You can take control of a recession or any matter. You can, and you can react to those by plan, do, check, act as we talked about, and looking at what's going wrong in the market and how to make it right again.

And a big way to deal with that, when money stops moving, electricity doesn't. So what does that mean? It means as a service electrician, there's gotta be a way to move money again.

What are your financing options? How are you locking in the right things for people to maintain their quality of life while they turtle over their money for everyone else?

@21:42 - Joseph Lucanie

I remember, I love financing. I remember the smallest job I ever financed was $342. The thing is, is that if you don't offer it on every single opportunity, your client won't know that you have it or won't be able to take it.

So imagine you're in a recession and people are saying. and saying, oh, well, they can't buy now. It's February, it's the slow season anyway, and it's a recession, we're screwed.

If you can finance someone for 18 months at 0%, which so many companies now offer, you can tell your customer, I understand that times are hard.

And that's why here at Serviceable Electrical, we've designed these positions so you don't have to stress about it so much.

What you can do is you can take the tax return you're gonna get this year and apply it to the balance.

You don't have to make any other payments until next February. And you can apply that tax return as well.

So that means you can have all this time where your panel's actually still working and you don't have to worry about the lights flickering anymore, but you don't have to worry about where the money's gonna come from.

If I said I could do that, what would happen then? And now you have the ability of moving projects.

@22:49 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. Yeah, it's huge. And something else we've talked about before, of course, follow-up is big on this. Again, the biggest takeaway I would say guys is not letting yourself.

program that subconscious and allowing yourself to believe that there are things that you can't control here. There are absolutely things you can control and things you can do to move people and move their decision-making and move their money during any time, any, because electricity's a necessity.

We're required workers. All right. Did we beat that to death?

@23:30 - Joseph Lucanie

Pretty sure both of us are holding bats at this point.

@23:33 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, yeah, okay. So we got another topic, guys, that came in from one of our listeners. As you know, this podcast is also driven from a Facebook group, Electpreneur Secrets, and we've got Justin Goldsboro was asking if we could help him handle a bit of an objection where clients want to, I'm assuming, reduce the tab by pitching in and doing some of the work for him.

Mm-hmm. Is that something you've encountered? Hunter before Joseph?

@24:02 - Joseph Lucanie

Yes, unfortunately it is, but it's definitely something we can help him with. And Justin, I appreciate you asking a great question because if you're thinking it, I'm very certain that a lot of people are thinking it as well.

@24:11 - Clay Neumeyer (serviceloopelectrical.com)

So how would you handle this?

@24:13 - Joseph Lucanie

So we ran into this a lot when we first started business, when we were dealing with, go figure, dealing with generators.

What would end up happening is you'd have someone who would have an offsite generator and they'd say, well, to save money, I'll do the trenching.

And then you won't have to worry about it. Cause you know, electrician are expensive diggers, right? Okay, well, that's not the situation we want to deal with.

Because what we found out was so many people wouldn't dig a straight line. They'd be like, well, there's a rock in that way.

So we'll just go around that. And then we got to do another rock around here. And you'd have like these S curve trenches.

Can you try dropping PVC or rigid into an S curve? It's not gonna work. So what do you normally have to end up doing?

You either got to dig it yourself. Or you've got to go back to the client and say, listen, you did it wrong.

You've got to re dig it. And I'm going to come back on the day that you do, or you're telling me you got to upcharge him.

Are any of these situations things that you want to happen?

@25:14 - Clay Neumeyer (serviceloopelectrical.com)

No. And Lloyd says, or too shallow is another concern.

@25:17 - Joseph Lucanie

Definitely. Yeah. I was gonna say, you know, someone drops by and they're like, you quote the job in PBC, it's gotta be a minimum of 18 and they've got a six inch trench.

And they're like, well, I mean, rigid goes six inches.

@25:27 - Clay Neumeyer (serviceloopelectrical.com)

Why not?

@25:28 - Joseph Lucanie

Yeah. So what do we do? We need to explain to the customer that when we do it, it's to enhance the level of service we're providing to them as well as to reduce the anxiety that they have to experience.

What that might sound like is. Walter and I use Walter because there's a particular customer in my mind who made that serpentine trench is about 50 feet of thanks, Walter.

So what you would want to instead tell this person other than what I did. is you would wanna go to them and be able to say, I understand that you wanna make that trench for us.

And I wanna say, thank you. I'm sure the reason why you're doing that is because you wanna save money and you're trying to make my job easier.

And I can't blame you for wanting to do that. But can I ask you a question?

@26:15 - Clay Neumeyer (serviceloopelectrical.com)

But. You can always tell.

@26:17 - Joseph Lucanie

But. Can I ask you a question, right? So what happens in that thing is now, I know I'm gonna call it, when we use the word but, we're negating everything we previously said.

So we're talking them up and saying, this is great. I'm sure you're thanking them. We're showing gratitude. But becomes a transition statement.

But can I ask you a question? Sure, what's up? Well, if we're digging this trench, let's say day of job, we find that we have to do it differently.

Are you gonna be onsite and available to redig at a moment's notice? Would you be comfortable knowing that if we need to make something different that we're just going to have to redo it ourselves and charge you even though you already dig it?

Are you okay if now, if there's. ever an issue, we wouldn't be able to warranty it because we didn't map it out.

You're okay with all that, right?

@27:06 - Clay Neumeyer (serviceloopelectrical.com)

No.

@27:08 - Joseph Lucanie

So that's why here at Service Hube electrical, what we do is we provide a turnkey experience, so all you have to do is write the check.

What we'll do is we're going to map out the location of exactly where it needs to go. We're going to be coming and doing a site review prior as we physically put spray paint down on the track.

Do you understand where the lines are going to be? We're going to be coming and excavating it properly. We're going to be calling dig safe to ensure if there's ever any underground scenarios, which on us rather than on you.

And we're going to be able to do it where when we're done, instead of just taking the compacted dirt and rocks and throwing it right on top of it, we're going to be coming with top soil.

And we're going to be putting grass seed and seeding and everything on top. Even more so at the end of the season, when it compacts down and settles in the spring, we're going to be coming back because we do a post-charge post-job safety inspection, and we'll be evaluating and adding more dirt.

to make sure that it's flush and even with the ground. Now, is it safe to say that I, you wouldn't mind me doing that for you, or if you want to even enhance it in further, could you blame me if we wanted to do that for you?

What do you think the customer would say?

@28:15 - Clay Neumeyer (serviceloopelectrical.com)

I love that. And what you've just showed them, you've just given them some visuals, a little bit of imagination as to the work to follow and the problems that could be encountered, which really they've got it simplified in their minds.

Hey, I'm just going to dig the trench and I'm going to save thousand 1500 bucks. Awesome.

@28:36 - Joseph Lucanie

Same thing. Same thing applies with Spackley. How many times do you have the thing of, oh, well I'll open the wall.

Do they ever open the whole wall? Do they ever open enough of it?

@28:50 - Clay Neumeyer (serviceloopelectrical.com)

They couldn't possibly. They have no idea what they're talking about. How would they know?

@28:54 - Joseph Lucanie

Unless you're going to come by and start spray painting the wall or chalk lining and saying, cut here, cut this, cut that.

But then if you're doing all that, who's actually doing the work, right. Then they get to blame you and they don't do it.

@29:06 - Clay Neumeyer (serviceloopelectrical.com)

Well, I did what you marked out. Yeah. Send them a, an apprenticeship application form while you're at it. Hey, it's like, Hey, if you want to pay me for an apprenticeship, I can take that onto your invoice.

No problem. All right. All right. So I think we hit that one pretty good. Justin, let us know if that helps you out, brother.

Of course, there's always more you can do, but there's always less. What's easy to do is easy not to do.

He says, you'll be trying this today. Let you know how it goes.

@29:33 - Joseph Lucanie

Awesome. Justin. Love it.

@29:35 - Clay Neumeyer (serviceloopelectrical.com)

Thank you so much, Justin.

@29:36 - Joseph Lucanie

I'm impressed that you're taking the action on it. That's really what's going to separate you. So I love that.

@29:41 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, definitely. And a big topic last week was action. A big topic always is action guys. That's why we're here five days a week to get behind the windshield with you and help you take actual actions towards your goals to make real progress that is measurable.

Right. Because this is attainable for you. We believe that. Our process works, it's been proven. And so we just want to be here with you those five days a week can help you with that.

Action items for this one, Joseph.

@30:10 - Joseph Lucanie

So if we're going to take action on this, the first thing is I want you to be willing to say, you know what, no, I'm not going to let this recession kick me on my ass.

I'm not going to let outside forces determine what is going on in my business. Because at the end of the day, you're at the top of the pyramid.

You and your company, all things flow through you and disperse the rest of your team. So if you yourself are acting like this is something that's going to cripple you, what are your employees seeing?

What did your office see? What are your customers seeing? It all flows from the top. So the first thing is you need to have the mentality to say, I am going to get through this and I'm going to be able to pivot to make better success and better success in the future.

That's the action. That is just a bare minimum action as a mindset thing.

@31:01 - Clay Neumeyer (serviceloopelectrical.com)

Definitely, I love that, I love that. And I'm gonna add to it just a little bit, really focusing on identification of the root cause.

Mm-hmm. That's the equation of life is cause and effect. And most people live in effect, they're constantly looking at the symptoms and how to treat the symptoms.

We need to first identify the cause to have a lasting impact on the effect. Or as one of our mentors, Ryan Holiday says in his books, the obstacle is the way.

You first have to identify what is that big rock that we're gonna be chipping away at here. Amen to that.

As we said earlier, revenue is down, it's just a little too big and zoomed out to fix. There could be too many possibilities with that, so identifying that problem.

All right, do you have an all-star action in mind? That I do.

@31:51 - Joseph Lucanie

Perfect. All-star action takes a little bit further. You first need to have the first one, which is I'm willing to have the mentality that this will not defeat me.

but the all-star action is what actions are you taking immediately that is going to help you gain more business?

Remember, the company that I ended up going to work for, I left IBM to join. And the thought was because they were advertising saying they had so much work, they needed to hire people.

I was willing to leave a very successful career to say, you know what, I gotta go to this company.

They clearly have their stuff figured out. So the all-star action is where can you position yourself to not only your clients, but your future Apex employees to say, I am the company that you wanna be working for.

That could be community outreach events, that could be commercials, that could be door hangers, that could be EDBMs, that can be anything that you're doing.

That could even be you going to your supply house and saying, hey, do you know anyone that's looking for work right now?

We just have more than we can keep up with. People will be like, you have what? Yeah, tell me what you got going on.

Like, what do you need? People will be. drawn to you because you'll be a mystery. An enigma always needs an answer.

Be the answer.

@33:07 - Clay Neumeyer (serviceloopelectrical.com)

Definitely, definitely. And that ties perfectly into our positioning workshop, available to our clients and our program, of course. Guys, we do give these little drips away.

We are here to help you five days a week. Again, thank you for joining us in the Electropreneur podcast.

And really, looking forward to seeing you again tomorrow and helping you again. Did I miss anything there, Joseph? You're on fire today.

All right. Cheers, everyone. We'll talk to you again tomorrow. Take care.