Episode 35 - Service Electrician Success - Combat Overwhelmed Clients

@24:49 - Clay Neumeyer (serviceloopelectrical.com)

Welcome to entrepreneur secrets the electricians podcast We're here to help you master sales, simplify pricing and deliver premium level service.

I'm your host, Clay Newmire. This is my esteemed co-host, Joseph the sales bot. Look Annie. You, are you crying today?

@25:15 - Joseph Lucanie (Fathom)

Did I make you tear up? No, I was going to say literally sometimes when I look at the camera too much, right?

@25:20 - Clay Neumeyer (serviceloopelectrical.com)

Look at the light, it can affect my eyes. So occasionally I tear. That's fair. That's fair, man. I have these dramatic and emotional moments as well.

Oh, let me start this show. It really does touch me in a way that sometimes causes me to cry.

It's okay. It's okay.

@25:36 - Joseph Lucanie (Fathom)

Well, I appreciate it.

@25:37 - Clay Neumeyer (serviceloopelectrical.com)

Right. Thank you. Today we've got an awesome show. At least that's my opinion. I think that's Joseph's opinion. And I think that's because it's a real problem that some of our clients are facing right now.

So this one's so important. And it really is about combating overwhelm with clients. Now, what are some reasons that our clients might get overwhelmed as we're trying to really.

run the play and help them to the best of our ability, Joseph.

@26:04 - Joseph Lucanie (Fathom)

Realistically, the thought of creating anywhere between five to six options, if you're not a hundred percent experienced with it, is this an extra level of stress that some people aren't fully accustomed to bearing at this point.

And as a result, what they do is they go to sit down in the kitchen table and they either start to rush it, or they do something where they're not really allowing the customer to engage in motion.

When that happens, usually what ends up happening is both the technician gets overwhelmed because they're trying to rush and the customer gets overwhelmed because they're trying to absorb and they're just not picking it up.

@26:37 - Clay Neumeyer (serviceloopelectrical.com)

Right. Yeah. Super important piece here, guys. So as someone gets overwhelmed, I mean, obviously this is a problem, but what are some of the repercussions if your clients overwhelmed with you and your ability to help them at the highest level?

@26:53 - Joseph Lucanie (Fathom)

Well, that's really big or it comes dangerous because if you think about it, our one sole responsibility is to make the customers like

as better as a result of us being there. And that means that we can't leave them confused. Because the confused mind is always going to say no.

You could have the perfect possible solution. I mean, truly, you could have the perfect solution at the best price and the right time.

But if you can't communicate that properly to them, what happens? You're still gonna end up having to email it over, or you're gonna have to lose the job because the customer's gonna go with someone they think relates with them better, or that they could understand a little bit.

So it's not just having the right solutions. It's being able to communicate the right way. And that's where the defense against overall and the seller board.

@27:37 - Clay Neumeyer (serviceloopelectrical.com)

Right, I love that. And one thing you mentioned is, I think you said already that the technical jargon aspect.

Yep. And how this can interfere. But let's talk first about really, I mean, if we can overcome this, if we can combat over well, I'm a bit of a tongue twister there.

@27:56 - Joseph Lucanie (Fathom)

If we can combat it, what are some of the benefits that we can see then? Okay. Well, once you get over the overwhelm, you become in the position of someone they like, trust and respect, because if they can look at you and say, okay, I understand what you're trying to do.

I'm in the right mindset to absorbing information or giving me. I already know that you're the right fit. There's very few reasons for someone to not give you the conscious thought to move forward.

That's the best part about to fight fighting the overwhelm. When your customers get overloaded. Usually they're just going to shut down.

I don't know how to move forward, or they're going to say, you know what, I can't move forward because I need to email this first they'll start coming up with excuses.

But I'd like to also touch on the how this happens, because you actually described it and I want to really dive into it.

@28:47 - Clay Neumeyer (serviceloopelectrical.com)

Is that okay.

@28:48 - Joseph Lucanie (Fathom)

Let's do it. Okay. The first thing that comes to mind is we had a client who pretty much said that his, his customer had over one moment, where she was like, I don't really know what to do with this.

point it's more than I can currently comprehend I don't know how to move forward. She literally said I don't know how to make a decision.

That's really great feedback and I'm not trying to insult that person at all I think that that's the best feedback you could possibly get.

But the questions that we have to go through is say what in particular was it that sent this person to overwhelm.

There's usually only a couple of things. The most common is trade jargon. Now when I say trade jargon what do you usually what does that usually mean to you?

@29:31 - Clay Neumeyer (serviceloopelectrical.com)

Well I tend to blow things out of the water so let's go for that route here and just say would it be incorrect to me saying that the bible we learn from is that thick.

All these terms now I know and see you see that it comes with one term that I love it's my favorite not withstanding.

What does that even mean? Come on right from the get go we're being trained to be lawyers and then we get in the field and you're working under someone right and they want you to call things.

a certain way. Then you get to the supply host and if you use the wrong term, you get the wrong part.

So I think this jargon is really it is bred throughout the entire trade, not to mention electrical and electronics tend to attract a certain type of person.

@30:16 - Joseph Lucanie (Fathom)

And you know, the fact that you said lawyer really brings me back into a situation that think dials this down perfectly.

@30:21 - Clay Neumeyer (serviceloopelectrical.com)

Okay.

@30:22 - Joseph Lucanie (Fathom)

So I was actually working with a lawyer and we were going through and a great guy became a close personal friend of mine at this point.

But I'm reading him the line items of my options. Like this was way before I was doing the process correct, but he was going through it.

I was telling him everything he was going to get. And he was like, Joe, stop. I'm like, stop what?

He's like, I'm a lawyer. I could read this if I wanted to read it. Just tell me what I got to do and let's get it done.

And I'm like, you don't want to know how many outlets we're going to be like, no, I want to know this problem is going to be fixed.

So can you stop reading so I can move forward with it? I got things to do today. And literally what that

The moment was, it changed a lot of how I thought about options. Because the NEC and all our trade organizations and everyone that we go to to work with and train us, says we need to give line items.

We need to communicate every single thing. When really, we don't. We need to communicate the things that are most important to the client.

And when we're aligned emotionally with the client, they will willingly choose to move forward with us. It's as simple as that, but it's something that so many of us skip.

So I'd like to ask a question to the crowd if that's OK.

@31:35 - Clay Neumeyer (serviceloopelectrical.com)

Let's do it.

@31:35 - Joseph Lucanie (Fathom)

All right.

@31:36 - Clay Neumeyer (serviceloopelectrical.com)

You're going to be my eyes on it.

@31:37 - Joseph Lucanie (Fathom)

You got it. So if I were to say for any of you guys, you have a bad outlet. How much does you think that that should cost?

Just bad outlet just by the terms alone. Usually can't be much, right?

@31:54 - Clay Neumeyer (serviceloopelectrical.com)

I would say. Yeah. Because anyone can go and home depot, by the way, right? And find the price of $8.

A good outlet.

@32:01 - Joseph Lucanie (Fathom)

Yeah. I mean, we go to Home Depot and there are boxes of them, not even a box. There's an open, there's an open container, which is loose outlets in it that you can get for anywhere from 50 cents to $2.

The customer in their mind says, ah, an outlet should take 20 minutes to do. Shouldn't. But this is, that's only take about 20 minutes.

The outlets $2. How much could it cost? Maybe you charge us $200 an hour. Okay. Well, this job should probably take about $75.

Are any of us charging $75 to do anything anywhere?

@32:32 - Clay Neumeyer (serviceloopelectrical.com)

Of course not.

@32:34 - Joseph Lucanie (Fathom)

So the thing is, is that we need to communicate what the part does, not what the part is. And when you can describe that, you can talk to anyone, regardless of their technical understanding, and you could do some more place from ethics.

So instead of I have a bad outlet, I have a faulted electrical point. This is a point of the electrical circuit that distributes electricity.

So I have a faulted electrical distribution point. When you can. describe that to someone, you're actually being less confusing.

Because now they know what's wrong and where it's wrong. Does that make sense?

@33:08 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. So the adaptation of language is something that someone who's not trained in our trade can understand intuitively.

@33:17 - Joseph Lucanie (Fathom)

Exactly. So there's another one that actually makes really good comparisons to this. And I mentioned the law in our classes, but I remember there was a call I went to where I'm not going to do a really nice lady opens and I said, I need to see your panel.

She said what? I was like, where the breakers are? What? Where do you shut them off in case of an emergency?

The fuse box. And I remember like, it wasn't a fuse box. It was a brand new panel, but she knew it as a fuse box.

But the only thing that connected was where do you emergency shut offs? It's like, oh, now I know what you're asking.

system. Wouldn't it make more sense to say this is what it's doing in the home? And this is what our customers would know that it's uses.

Why don't we align ourselves to that? So it's the concept of verbal packaging in a way that just enhances the level that the customer can understand.

Does that make sense?

@34:17 - Clay Neumeyer (serviceloopelectrical.com)

It does. Yep. Yep. For sure. Okay. So say we've got the language right. And still we go to present our six options as we suggest.

@34:27 - Joseph Lucanie (Fathom)

And there's overwhelm happening. The next is then we have to consider, is this a visual alert? Because I've heard from even electricians that six options can feel overwhelming.

Like if I were to say guys, close your eyes right now, I'm going to read you six choices and they're all going to be different.

And at the end of it, I need you to make a decision on which one you think is best for you and your family.

Oh, but by the way, I'm not going to talk about our trade. I'm going to talk about roofing or welding or something completely out of our normal area of expertise.

Do you think you'd be at least wanting to say, can I at least see it? Can you email it over so I can share it with my well-der friend and figure out what is going on here?

Would you blame the customer for doing that? No, I wouldn't. So there's actually another way that you can formulate it.

If you're always doing two premium, two mid range, and two economy choices, or even if you do five choices, I'm okay with that too.

But you have a scale from the finest money combined to the most economic they can get. What you can ask is, okay, let's slow it down a bit when they say that they're overwhelmed.

Let's hit the brakes for a little bit. When it normally comes to the safety of the home or the reliability of the system, or the comfort of the family, how do you usually take care of these things?

You usually do more of the best of the best, you usually do more trade standard, you usually do more economy.

Where do you usually find yourself? Wherever they say, then I want you to take your hand if you're doing a physical paper, you'd cover it with your hand, or if you're using a tablet, you zoom in so you can...

only see the two options that they're looking for. So you do the eliminated entire category. It's like, OK, let's slow it down piece by piece.

Let's look at the premium ones first, or let's look at the mid-range. Let's look at the economy first. Take a look based on these.

What do you think?

@36:15 - Clay Neumeyer (serviceloopelectrical.com)

So now backing out 30,000 foot view, what I'm getting from this really is that the six options are as much for us and being prepared to help them with any array that we can imagine at that point that may fit the scenario.

But then we go through the process of eliminating as many of those options as possible and only showing them what we've now really linked to their best possible opportunities.

@36:42 - Joseph Lucanie (Fathom)

Correct. Because, granted, you want to have your options to have the widest range. The wider the net, you have the better.

But at the same time, what we're trying to do is say, if they're overwhelmed, a lot of times it's a visual overwhelm.

We're going to talk about audio overwhelm as well. But visual overwhelm as there is two. too much to input, I literally, the words are blurring, I can't see it, I can't make sense of this.

The best thing you can do is, okay, this is not a problem, soften your voice, make sure this isn't gonna be a problem, and I'm happy to help you with this.

Do you mind if I ask you a question? There's no force here. Do you mind if I ask you when it comes to the quality of the system, when it comes to the reliability of it, when it comes to the comfort of your fame?

How do you normally do things? And then you guide them to the three choices, with three different categories. Even if they say, well, I can't do premium, I usually do mid-range or nothing.

Okay, so now you've just took away two choices and you got it to four. Four is weightless, but four is weightless overall and then six, two is less than four.

But eventually, once you can get them there, then it's easier to start eliminating. And when they could start eliminating things, it's the best possible outcome.

Cause then they're willingly saying, I don't want that, I don't want this, I don't want that. Wow, tell me about that third option.

and now you're able to guide them towards the right solution.

@38:03 - Clay Neumeyer (serviceloopelectrical.com)

Love it.

@38:04 - Joseph Lucanie (Fathom)

Now, there's a little more that goes into it. Second part, our option, we have our presentation format is specifically designed to prevent overwhelm.

So the first thing is, that was if you had a visual customer. Some customers get overwhelmed with audio. Like in other words, if the sound is too much or they try to listen rather than watch, those are the kind of customers that like look up or look away because they're absorbing and they're visualizing whatever they have in their own head.

So a good tell for that is if you talk to someone and they start doing this, like if you tell their engagement, they're looking up or they're blinking a lot, that usually means that they're trying to conceptualize a vision from what you're telling them.

They're not going to do it from watching. They're going to do it from listening. There's two things that we do in our presentation step that's super helpful.

One is the observation second, which is specifically designed to introduce information in the most bite of the day. as possible fashion.

And the second is how we structure our options. Which would you prefer I talk about first?

@39:08 - Clay Neumeyer (serviceloopelectrical.com)

You choose, man.

@39:09 - Joseph Lucanie (Fathom)

Go ahead. So when we structure our choices, what we'd want to do as well is we'd have two premium, two mid-range, and two economy.

What we end up having is the first choice becomes a full description. The second choice becomes same as above with or without.

The main value of that is it establishes this is the platinum category. If you want the best, this is the best.

If you want to suddenly less than that, well, this is that without this. The customer can bite size it, same with the mid-range.

So we have option one, which was the best, gets a full description, second one, same as above with or without.

The third one, full description again, one beneath that. Same with above with or without. Bottom, full description, bottom, bottom.

Same as above with or without. Why that's so effective is because what it's doing is allows the customer to once they understand their buying category, they now get to very easily say, okay, well, what's the difference between this and this?

I usually do a little bit better. I see an option for 7500 and option for 6300. What's the difference?

Okay, I can see it right here. This is same as a bulb, but you're not painting. Well, I want you to paint.

Okay, let's do that. Let's do the one above it. Simple and easy, right?

@40:35 - Clay Neumeyer (serviceloopelectrical.com)

Yep, a piece of cake.

@40:37 - Joseph Lucanie (Fathom)

Awesome. The other way is if we talk about our observation section and how we're initially introducing the information. Because sometimes this gets skipped over.

It can be a problem, right?

@40:48 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, I was just going to say, let's back it up and say, what is the observation section?

@40:52 - Joseph Lucanie (Fathom)

What are we talking about here? Okay, not a problem. So the observation section is a portion of our presentation.

Which slowly introduces the information. produces the reason why we're even going to tell them about options. Because could you imagine you get a call and the customer says, I got a ceiling fan in my living room, I want you to put it up, I already bought it, it's right here.

And then they see you making multiple options for it. They don't really understand the why. There's like, well, what could it be?

It's just there's a fan, there's the ceiling should be clicking drag right? What could be so hard about this?

Yeah, it's like, not necessarily. So the observation section is the part of the call where we're slowly introducing not only what they call this for.

So by saying, first, what do they call us for? We know for a fact that it's okay, john and Amanda requested an installation of a ceiling fan in their living room.

Directly beneath it is what are we currently experiencing? There is currently nothing but a switched light in that room.

There is a current ceiling ceiling fixture currently in that room controlled by a single switch or a single light in control point.

Okay, what is further than that? What's currently there is that we. notice that the wiring existing in the wall is either not great, or we noticed that the circuit is feeding it is sharing with other fittings, or we noticed it could be anything it could be perfect.

And you could simply say, well, we just recognize that the enclosure in the ceiling is not rated for the fan.

Or we recognize that you only have one switch on the wall. Wouldn't it make more sense to say that if you had a remote and that remote fails, that now requires additional installation.

If you ever let's say you lose the remote, what happens? You're going to have the customer operate by pull chain.

That's not going to be a great way, right? So the moral of the story of the observation section slowly introduces to the customer what they originally call the sport, what the conditions are currently found, what about the conditions that we found are going to relate to that initial installation.

And then lastly, what are the other things that we found in addition to that? So what that might be like at the end is, well, I understand that's what's going on with the current room.

While we were here, we detected you don't have any fire protection systems in the room. We recognize that you don't have any fire protection systems anywhere outside the hallways.

That would be the last thing you can interject. Now, by doing it in that aspect, it allows the customer to start understanding a little bit more without having to be an electrician as well.

Make sense?

@43:20 - Clay Neumeyer (serviceloopelectrical.com)

It does. Yeah. So the observations really drive the rest of that presentation process and give it the why behind everything without it, it might look like you're reaching again.

@43:32 - Joseph Lucanie (Fathom)

HIGHLIGHT: How BECAUSE prevents overwhelm - WATCH

No one wants that. None of us want to be salespeople. None of us feel like we want to sell anyone anything, but people love to buy.

It's always important to give them the opportunity to do so. There's another thing that you can do to prevent overwhelm.

So one word thing, it's a word because I'm sure I've touched on this before, but it's incredibly important to prevent overwhelm.

Every one of us are electricians, at least if you're listening, this you probably should be. But the thought is, is that how many years of trade knowledge, how many years of schooling, how many years of field experience did it take for you to be adequate in understanding electrical systems?

That probably took several years of nothing else. Yeah. But our customers who we talk to, we don't change our language for.

So we may understand why a search protector is valid. Like, how do you offer a search protector on a ceiling fan call?

Typical, right? You could just throw it in. But I like to tie everything I offer and needs to be tied up with the main reason they call this.

So maybe it doesn't have bulbs. Maybe it's built in LED driver. Those are becoming more and more popular. Or maybe it gets a light a leer where it's got the ceiling fan and the light in one enclosure.

The thing is, is that all of those have sensitive electronics. If that takes a burn, now that LED driver is not going to function.

And the only way to change it is to physically come. completely redo the fixture. Or you go through a long warranty process.

So I could say the reason why I offer this electronic safety system, because when I looked at the fan, I saw an area that's going to be susceptible to damage.

And the last thing I want you to do is have to pay for this twice. Was I wrong to offer you a way that you don't have to deal with that?

@45:17 - Clay Neumeyer (serviceloopelectrical.com)

Never.

@45:19 - Joseph Lucanie (Fathom)

And that's how you can tie it in and make it accurate. Love it. So I'm going to I'm going to e-brake it for a moment because I feel like I just have a straight monologue for my monologue for a while.

@45:29 - Clay Neumeyer (serviceloopelectrical.com)

Okay, really important. And then I'll just tie in something else here, you guys. Very important, very, very important to recognize that in all things, we're trying to take action based on data trends, not intuition, not gut feelings.

In the moment, we've got to rely on our gut and the collective of our experience and knowledge and intuition to this point so that we can respond.

But when we're done responding, when we're done the reactiveness of just in the moment stuff and dealing with the overwhelmed customer, it's so important in all cases of your business and your development to go back to the proactive mindset.

And that's a physical shift that's got to be consciously coupled. Meaning literally we have to think about that. We're coming from a reactive place.

It's kind of proactive, reactive, proactive really is a sandwich. Would you agree with that? Proactive is in the role play.

The preparation, as one of my mentors said, the six P's, proper preparation prevents piss poor performance. Right? It's important stuff.

So that proactive approach, but then we get there and it becomes reactive. It becomes okay. How well do I know the process?

How well do I understand their needs? How well do I articulate how our process and service solves those needs and provides x, y, z benefits?

But that is reactive. It's all we can do. That's a moment of communication. It's awesome. And we need that muscle memory like you have, Joseph.

So we have to train for that. But then as we're done and we're walking away and we're doing our post call self diagnostic, it's time to become proactive again and recognize, okay, I need data.

I have to record this stuff because when I run my second, third, or fourth call today, I'm gonna forget what just happened.

And then that data is gone. So we need the data from that reactive state so that we can be proactive in building this up again.

If we started to see a trend of this happening, right? The data trend would be able to tell us what exactly we need to work on.

So it's so important, guys. I just wanted to highlight that again. The scientific method follows exactly that. We have to record the data and have a data set large enough to make an informed decision.

Proactively, not reactively, so that it follows. was basically what we call the law of separation, which is emotion out, logic in, data in, informed decision.

@48:08 - Joseph Lucanie (Fathom)

I would agree with you completely. I love that six P's by the way. I was like, so was it practice preparation prevents peaceful performance?

@48:17 - Clay Neumeyer (serviceloopelectrical.com)

Proper preparation prevents peaceful performance yet.

@48:20 - Joseph Lucanie (Fathom)

I'm using that.

@48:21 - Clay Neumeyer (serviceloopelectrical.com)

That's awesome. You can go to five P's if you want it more age appropriate. Then you don't have to use the piss in there.

That's just for effect for impact, I think.

@48:30 - Joseph Lucanie (Fathom)

Well, I think based on our existing language, I don't think that's the least offensive where we use it.

@48:36 - Clay Neumeyer (serviceloopelectrical.com)

We've been known to say fuck a time or two, like Christ books. Damn right. OK, so action items with this, you guys, how do we begin?

Well, I think the six P's come into play. The proactive state.

@48:50 - Joseph Lucanie (Fathom)

But what do you think, and Joseph? So I have an all-star action left top of my mind, but I'd say the bare minimum, bare minimum is practice, right?

Because the two tying together. View. Do you mind if I just take a crack at her?

@49:03 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, definitely. Awesome. Let's do it.

@49:05 - Joseph Lucanie (Fathom)

The first level is practice. Simply practicing is it could be alone. It could be with the spouse. It could be the us.

It doesn't matter. But the thought of is someone saying this out loud. Are you practicing your presentation? Are you practicing your option design?

Literally just repetition in and of itself is going to make you faster and more capable on your feet. Because if it's your first time doing it, it would exactly took you an hour to do.

But I'm telling you, after about 10 years of doing it, you can get options done in like 15 minutes.

And we literally demonstrated that today in our sales class. It was, hey, what do I do with a ceiling fan call?

Boom. We designed two actually option sheets and we were done.

@49:46 - Clay Neumeyer (serviceloopelectrical.com)

It was less than 20 minutes. And the nice thing is, of course, with that data, with that experience, you're going to have templates too.

It doesn't take that long. In home service, there really does come down to about half dozen to a dozen things.

We're doing over and over and over.

@50:02 - Joseph Lucanie (Fathom)

Correct. You're completely accurate in that. So if the bare minimum is practice, what is the all-star action? The all-star action, I'm gonna say, is gonna be a little more challenging.

The all-star action is I want you to practice, but I want you to specifically practice to someone who has no idea what electrical systems are.

I want you to find your plumbers. I want you to find your HVAC guys. I want you to find your roofers, your garage door techs.

And I want you to practice with them. The reason being is that if you talk about electrical components to an electrician, you could use all the wrong words and we wouldn't miss it.

You'd be like, oh yeah, he's talking about a delta Y system, I get it. Like, no, the average customer doesn't know the inside of a transformer, so it's not gonna help.

But if you're working with someone, picture the little old lady who lives down the street. Everyone knows one. You can always picture that now.

Can you communicate your service in a way that Gladys will understand? If you do. you become affected at delivering your presentation.

If Gladys is confused, what does that mean about your delivery? What does that mean about your trade jargon? Speak to the simplest and you will always end up being more successful than if you spoke from a place of expertise if you would.

@51:20 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, I love that. I love that. And I want to throw this in because you said the grandmother comment, the older the, the, the, the, the, I just about said, see now to stop myself.

Because that's not what we want you to practice on guys. Don't go for a see now, but the more.

The home or something like that. Absolutely. The elderly, but also the children. I'm such an advocate for trying to get this across to a fifth grader, just like that show.

@51:46 - Joseph Lucanie (Fathom)

Are you smarter than a fifth grader?

@51:49 - Clay Neumeyer (serviceloopelectrical.com)

Right. These young, impressionable minds are often tough cells, unless there's candy attached, try and sell it without candy to your kids and see how it goes.

Try and really check in with them and their understanding. and use that kind of language. Because as we said earlier, complexity is the enemy of execution and it confused mine never buys.

@52:10 - Joseph Lucanie (Fathom)

I wanna say something to that because you just jogged a thought in my mind and I felt like I'm gonna lose my mind if I don't share it.

@52:15 - Clay Neumeyer (serviceloopelectrical.com)

All right, hit it and then we're dropping this.

@52:18 - Joseph Lucanie (Fathom)

Awesome. When you sell to children, you have to become out.

@52:23 - Clay Neumeyer (serviceloopelectrical.com)

Sounds dirty already.

@52:23 - Joseph Lucanie (Fathom)

No, I'm saying, let me explain. Let me explain this. So when you said talk to children and talk to the elderly, it requires two different approaches, but both of them are important for your presentation.

Children aren't listening to the words, they're listening to the emotions. The elderly may not care as much about the emotion, but they do care about the information that's behind it.

So if you can emotionally deliver coherent information, you will always end up more successful than if you did. Boom, love it.

@52:54 - Clay Neumeyer (serviceloopelectrical.com)

Like, as they say, 70% of what we say is not in the words we use, but if the words you use, if the words we use, if the words we use, if the words we use,

words are using are confusing them that's going to be a problem. Absolutely. Guys, thanks for joining us on another episode of Lechopreneur Secrets, the Electrician Podcast.

We're here to help you master sales, simplify pricing, and deliver premium level service. I'm Clay Neumeier. This is Joseph Luvcany.

We love what we do. We love helping you guys and really trying to rise this tide, rise all boats.

See you guys winning out there.

@53:24 - Joseph Lucanie (Fathom)

Can't wait. Wish you the best. Cheers.