Episode 37 - Service Electrician Success - Why You Need PIA Clients and How to Win Them Over

@6:29 - Clay Neumeyer (serviceloopelectrical.com)

Whoo, that muscle memory really pays off. We've got a great show for you guys today and it's going to help you master your sales, simplify your pricing and deliver premium level service.

That's what we're here to do with you every day. And this muscle memory, this man who cannot be stumped is going to help us again today as we talk through.

The PIA client. What that even means, how do you defeat this, how to combat this person and why you actually need them in your business?

Mm hmm. Where does the PIA client, we're done.

@7:00 - Joseph Lucanie (Fathom)

Yeah. talking about Joseph, what is this problem? The pain in the ass client, every single one of us has one.

And yet for some reason, we can't ever seem to get rid of them. The pain in the ass client could look like a lot of different people.

It could be the one that doesn't seem to respect your time. It could be the one that never seems to quite pay on time.

It could be the one that doesn't want to pay. It could be the one that doesn't respect you. There's so many things.

But the pain in the ass client almost always acts in opposition to your core value. That's usually the first way to indicate that this person's a pain in the ass.

@7:35 - Clay Neumeyer (serviceloopelectrical.com)

Right. And I've heard of companies actually building into their process to, let me not avoid, but qualify out, disqualify the PIA client.

But I'm wanting to say, you know what, what if we challenge that? And what if our process was deliberate in dealing with PIA clients?

@7:57 - Joseph Lucanie (Fathom)

Mm hmm.

@8:01 - Clay Neumeyer (serviceloopelectrical.com)

What do you think the competitors are going to have trouble with? Probably the same client. If you could break through to that person, would there be value in that?

And would I be wrong to say that they may, may become one of your best lifetime clients?

@8:16 - Joseph Lucanie (Fathom)

Can I touch on that for a moment?

@8:17 - Clay Neumeyer (serviceloopelectrical.com)

Let's do it.

@8:18 - Joseph Lucanie (Fathom)

Jump right in, man. So I can think right off top of my head, I have, I had, I wanted to have, but it's, I had a customer where he was my best and my worst customer ever.

Currently I believe we had sold him up to 300 to $325,000 in residential electrical work over the course of a year, year and a half.

@8:40 - Clay Neumeyer (serviceloopelectrical.com)

Just a little bit, just a little bit then. Not a whole bunch of work, just a bit.

@8:45 - Joseph Lucanie (Fathom)

Just, well, it was, it was consistent. It started off where he wanted a hundred to 200 amp service. Then we gave him a 200 amp service.

Then he wanted a generator to go with it. So within, he set it up with the 20 kw generator.

Then he realized he was too cold in his house. space heaters to be installed. Then he wanted a bigger panel because he needed to accommodate all the space heaters.

So we gave him a 300 amp service. Then he needed a bigger generator to accommodate the new loads. So we got him a bigger generator.

Then we put in more 100 recess lights into his house. Then we had to repaint the whole house. Then it was new life.

Just it was a constant, constant thing.

@9:21 - Clay Neumeyer (serviceloopelectrical.com)

At any point, here's my question. At any point in the early stages of this, did you see that big number like this is a 300,000 dollar client coming?

@9:31 - Joseph Lucanie (Fathom)

No, I literally thought this guy, I could not wait to get away from me. Smelled. It was just like the house was dirty.

He was always in his boxers like all the time, like never like never shaved, you know, just like this guy, just this guy.

And the reason why I considered my PIA client was because I knew if I could sit down and break him down that we could always get a sale.

But it sometimes it would take up to eight hours to close a deal with this guy. was ramble and talk, but I'd walk out with $35,000, $40,000 every time.

But he just, he just wouldn't stop talking. And his house was always covered in garbage, but he had money and he was willing to spend it on things he felt were valuable.

@10:15 - Clay Neumeyer (serviceloopelectrical.com)

Wow. So his valuation process was a bit. Lengthened, let's say extended compared to the average. I mean, that's a long time.

And guys, I mean, sometimes it feels like eight minutes can feel like an eternity. Imagine busting with someone for eight hours.

@10:32 - Joseph Lucanie (Fathom)

He literally has the record for my longest presentation ever. And I consider myself a, if I may say so, a pretty adequate closer.

And the thing is, is that for me to take eight hours to close this guy, right?

@10:45 - Clay Neumeyer (serviceloopelectrical.com)

There it is. Modus in uniform, adequate closer. We'll change your name from sales bot to Joseph, adequate closer, the canny.

It's actually a mouthful. Sorry.

@10:54 - Joseph Lucanie (Fathom)

No, it's fine. It's the reason why I say it is I never want to be the one who. toot my own horn.

@11:01 - Clay Neumeyer (serviceloopelectrical.com)

So I'm going to always leave it in a place of neutrality and I'll have other people do it for me if we appreciate that.

We'll put you back up brother.

@11:07 - Joseph Lucanie (Fathom)

I appreciate you man. But the thing was this guy took every single presentation. If I saw him on the calendar, I would say listen, I don't I can't see my schedule, but block it.

Block the whole calendar out. I'm going to be with this guy all day. So Joe, you're just going there to quote him for some light block the whole day out.

And then I'd get there at 8am and I'd leave at 8pm. Like it'd be like if you should be ridiculous.

@11:30 - Clay Neumeyer (serviceloopelectrical.com)

Wow, to get back to my family, sir.

@11:33 - Joseph Lucanie (Fathom)

Yeah, I got to get back to my family. But the point was why I'm even getting into this is this.

You're never going to recognize who your best clients are until you really invest in the emotional relationship. He was not an easy sale.

He was not a pleasant person. He was asking numbers and facts and IQs and all these different things. He was barely dressed.

His house was in shambles. But the thing was is that we We believed in offering premium level service to everyone we came in contact with.

It was our creed. We will never skimp on service. Until you tell me no, I'm not going to leave.

I'm gonna stay here and continue to push to serve you at my best levels. And eventually he recognized. He's like by like month six, he was like, you know, all right, Joe, I know you're coming by.

Probably gonna buy something. I don't know what I gotta do. Should I call the credit card in advance to get the limit raised?

Like he just knew, he just knew what was gonna happen. But the thing is, is that I want you to start questioning your own limiting beliefs.

Those pain and the ass customers, if you can really become their God, their emotional safe haven, what you'll find is that they'll never even call the competitor for anything.

No. Because you're willing to do something that no one in their lives are willing to do. Not just no other service providers doing, no one in their life is likely doing for them.

Showing them they are worth your. time, energy, hassle, and effort.

@13:02 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, I agree with that 100%. And guys, if you're in the Facebook with us engaging live right now, please let me know by show of hands have you ever had a PIA client?

I'm expecting a lot of hands on this one. Live or watch in the replay. Have you faced these guys?

And what's that major quality that you recognize? Are you trying to disqualify them on that quality? Let us know some of that stuff.

I would love to chat through that with you. Now, I think one of the biggest things to answer my own question a little bit is it comes off guarded.

And we talked a bit about this in the sales class before. I'm a fully assertive and dominant male when I'm in that situation.

And there's a home service provider at my house. So I do have a dirty little secret, though. If they run the play and they run it well, I cave hard.

And I am that person. I value my time so much that I won't mess around ever again. D I have been 5% positive over much of this in the crowd do calciumots CO2 and given that you today littered through

I will simply call that person and only that person for all my needs, desires, problems and inquiries really.

@14:08 - Joseph Lucanie (Fathom)

They're completely right. And I got them in. I'm the same way. Most good sales people respect good sales people, but we will just grill the bad sales people.

You can't help it like yourself in your post today, the solar installer. Yeah. So literally I had a situation just to touch on that.

The other day, a door to door sales person came to me and I opened it. I never want to disrespect the door to door sales person.

I had to do door to door before. I respect the grind. I'm going to give him the time of day.

And he was just awful. I mean, like, fuck him awful. He didn't even introduce himself. He didn't introduce his company.

He just went right in the trade jargon. Hey, just want to let you know you're your south facing son and you would be ideally perfect for this type of solar.

And you could probably reduce your bill. And I'm like, I'm not playing. I was like, first off. I'm Joe.

What's your name, buddy? And then walked him through and I was like, can I help? You know, I'm actually a residential electrical sales specialist.

I'll even tell you what you need you to get me on the calendar. I was like, can we just slow it down?

And I'll even book an appointment if you do it right. And I did. I told him how to run the play.

I was like, go back to your van, come back, let's do it again. Let's run it. And then I'll book an appointment if you do it right.

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

OK, just to be clear, you made him go back to the van. You took full control of this.

@15:33 - Joseph Lucanie (Fathom)

Yes.

@15:34 - Clay Neumeyer (serviceloopelectrical.com)

He goes back to his van and comes back and you role played it with him. And then signed up for a meeting.

@15:39 - Joseph Lucanie (Fathom)

Yep. They're actually coming by later today.

@15:41 - Clay Neumeyer (serviceloopelectrical.com)

Awesome. I love you for that. That's amazing. But this guy's got to be shaken up.

@15:47 - Joseph Lucanie (Fathom)

He actually was really uncomfortable at first. But the thing was, it wasn't such a big problem. Because the thing is, is that when you stop treating people like people, that's when the big concern is.

There is always a person behind the service. And if you could recognize that there's this person there, it's very hard to be cruel.

Well, at least for me, I mean, I'm sure there's some people who are okay with it, but personally I never felt, I never felt power in being cruel to others.

@16:15 - Clay Neumeyer (serviceloopelectrical.com)

No.

@16:16 - Joseph Lucanie (Fathom)

You know, so I know what he's going through. He's not going to door to door. Some people aren't answering.

Some people aren't even going to give him the time of day. They're yelling at him through the ring camera and saying, no, I don't want to talk to you.

Or he's sitting in the sun and cooking all day. Maybe he gets one or two appointments and even then they're not closing.

So wouldn't it be better to say, you know what? This guy might become a great sales one one day.

He really might. But he's never going to unless we can give him a kickstart.

@16:42 - Clay Neumeyer (serviceloopelectrical.com)

Right.

@16:43 - Joseph Lucanie (Fathom)

And I'm happy to do that for him and get a little investment into the karma, karma bank.

@16:47 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, perfect. I love the karma bank. Maybe one day he becomes a client.

@16:51 - Joseph Lucanie (Fathom)

Who knows? Never know. Never know.

@16:53 - Clay Neumeyer (serviceloopelectrical.com)

Be a great story, right? All right. So you were telling the story, big client, 300k. The guy took all your time, seemed to.

like a big pain in the ass, but it was worth the squeeze.

@17:06 - Joseph Lucanie (Fathom)

It really was. The thing is, is that as I mentioned earlier, when you see the person behind the problem, you're able to engage in it in a different way.

A lot of the pain in the ass clients usually have emotional issues, or they've got social issues, or they're not great at communicating, or they're frustrated about and feel out of control in their lives.

And anytime someone feels that way, they're going to react negatively or over the top. Being someone like myself, or I get it, I get what it's like being awkward.

I know what it's like to not have any friends. This guy related with me in that regard. He wasn't similar to me from the narrative urgency standpoint, but he was a very lonely, very sad person with no friends and no family.

But he had a ton of money. The thing was, is he was so used to not have anyone want to talk to him, he didn't look.

like he had money, but he had a ton because he acquired his mother sold a brownstone or acquired a brownstone in Brooklyn in the twenties.

Forgot what for like 32 cents in a bag of nickels like. And then he sold it in 2020, 2019.

So he was sitting on a fortune, had no idea what to do with it. And at the same time, had no one to invest in him.

He had no one in his life that was close to him.

@18:28 - Clay Neumeyer (serviceloopelectrical.com)

Right.

@18:29 - Joseph Lucanie (Fathom)

So look, yeah. So looking at the moral of the story is looking back when you see a person, you have to recognize what are they going through.

And then when you can have that level of grace, suddenly they're not such P O S's. Sometimes they're like, you know what?

I managed to sad lonely old dude. I can help with that.

@18:47 - Clay Neumeyer (serviceloopelectrical.com)

Love that. Another place where strategic empathy serves us. It truly, you know, taking a step in their shoes. So Joe, if you're listening to this right now and you're saying, I get it.

The pain in the ass client, sometimes maybe I'm giving up too easy. There could be a benefit. I don't know what's on the other side of this door if I'm able to get this person to open that door with me.

But we can all agree that it's gonna be a pain in the ass for everyone. So everyone's trying their little key in this lock.

@19:21 - Joseph Lucanie (Fathom)

Mm-hmm.

@19:22 - Clay Neumeyer (serviceloopelectrical.com)

Little intestinal fortitude, little resilience, could go a long way. Exactly. How do we begin to adopt that? How do we begin to combat this and really stay with people?

And what do you think is, or some of the biggest things there?

@19:37 - Joseph Lucanie (Fathom)

There's two different ways we can do it. And it depends on the two different aspects of why this person's a POA or PIA.

PIA, yeah. I was gonna say I'm combining two different phrases. POS and PIA. Yeah, they're both, a lot of them are both.

The first is that when you allow someone to have control over your process, you allow them to strong arm you.

And a lot of people who... PIA. are these PIA clients need to feel like they have control over something.

A lot of times that is because they don't have control in the areas that they really want that control.

So the first thing is when you recognize that someone won't give you ground, you also have to look at it with grace and say, you know what, this guy probably has no control over anything else.

And suddenly it softens your heart a little bit. It gives you a little bit of grace to say, you know what, yeah, I get it.

I may be your electrician on this one, but I'm going to go home to a loving family and this guy won't.

So let's try and give him a little grace while I'm here.

@20:36 - Clay Neumeyer (serviceloopelectrical.com)

I'm here. Yeah, that shift in mentality alone. I just want to interject and say, truly doing that and embodying that, you will be able to come back from the heart and stick with this longer.

Right. I'm just keeping in mind, being there so many times myself, it's frustrating to be in this place of, I know I can help you.

Right. I know what the gap is. is if only you will help yourself and just join me in this mission.

Really, that's what I always feel in that place.

@21:07 - Joseph Lucanie (Fathom)

But how do we get them to see it? The way we get them to see it is by not bending in our values and our stances of what is the right thing to do.

And I have a story about that.

@21:19 - Clay Neumeyer (serviceloopelectrical.com)

If you don't mind, if I can talk about it, I love stories.

@21:21 - Joseph Lucanie (Fathom)

Let's go. So I don't know if I mentioned this one before, but I feel like it's really relevant to this particular situation.

For anyone who lives in New York, you know that there is a place called Keras Joel. It is the number one Orthodox acidic Jewish community.

I believe in the country, if not the world. It also, unfortunately, happens to be the lowest, I think the highest poverty rate in the entire country.

Wow. So there's not a lot of, there's not, there's not so on paper, there's not a lot of affluent people there, right?

@21:54 - Clay Neumeyer (serviceloopelectrical.com)

You see this come up on the schedule and you're thinking, yeah, no bias, no bias, no bias, serve at the highest level.

@22:00 - Joseph Lucanie (Fathom)

Let's go. Exactly. So what ended up happening was I showed up to the door and it was right before the high holiday.

And the issue with this customer was he had not paid his electric bill. They didn't want to pay it.

Said he had it. He just said, I just didn't want to pay it. I felt it was too high.

So I didn't want to do it. So it was a shell of a power, right? Then he said, okay, you showed off my power.

I'll pay the bill. Then when he actually came back and they were going to reenergize the power, they realized his house was so unsafe because it was all cloth exterior.

The aluminum was exposed. The meter was an A frame. The panel inside was completely rotten out. But like we're not going to reenergize this.

This is clearly unsafe. So the problem is, is that in this particular orthodox faith before the high holidays, they're not allowed to touch anything.

They have to literally sit Shabbat where they're going to be in a home and they can even light a candle.

They can't cook. They can't do anything. So when it's dark and you have no heat and you have no power, you can't even have anything on them at it.

You literally have a have to just sit there. So he needed this back on. And he was calling all the electricians in the area and no one would come help them because primarily they would go within their own circle.

And the only time they would call us the boy is when they really needed someone. So we show up, it's around like three in the afternoon, he has to be done by sundown.

He's got to be done by sundown. Otherwise, he can't do anything. And I'm like, okay, I can help you.

This is what's going to call us. I think it was only like, at the time, like $2,000, it really was not a substantial amount.

Yeah. And this guy literally grabbed his beard and was pulling and like yelling at the sky and saying it was too much, he couldn't possibly do it.

I just realized that like angry, but also looks like he's driven mad at this point. Literally, it was the point where he's like praying to the sky and like asking for deliverance and like, it was the whole nine yards, it was like, I can't, there's no way.

I can't do it. I don't have this money. It's never going to happen. and I can't do it. My cousin, Lee Azer, is very old.

He's in Brooklyn. He can come up. He'll do it for a quarter of the price. I'm like, OK, well, where's laser?

Well, he can't come because of the high holiday. OK, would you want to wait and not have power until he comes back?

Well, no. OK, so how would you like to proceed? And eventually, no, no, no, can't do it, can't do it, can't do it.

This is the point of the story, though, that's really important. When you have a PIA client, they are insisting that they cannot do something.

He was swearing that he had no money. There was nothing in his life that he could do. He couldn't help.

And I needed to show mercy to him. I couldn't. I literally could not. I gave him the best price I literally could.

Even 2000, I'm looking at him like, I **** that I undersell it that much. But I did. So I said, I can't help you.

I'm sorry. I want to help if you change your mind, call me back. So I walk away. And actually, I drive away.

I didn't make it one block. This old man was chasing me on foot. He was. chasing my van on foot.

Wow. And literally, yeah, like you think about it, like a 60 something year old man in a beard full black dress, everything like following me the entire way.

I thought maybe I left a screwdriver or something and I pulled over. I was like, what's going on? How can I help?

And he's like, how much was it? And I'm telling him out and he goes, okay, he pulls a shop right bag out of his black shirt and he pulls stacks, stacks of $100 bills.

And he counts them out and he hands them to me. And he goes, he gives me $200 extra. He's like, do it right.

So I turned around. I did the installation. Now some of you guys might be thinking like, oh, well, he had to.

It was desperate. I want to tell you the second half of the story of why it's so important to show grace to your PIA clients.

This person, not only, he couldn't do it during the high holiday, but as soon as the holiday ended, this was like a week or two later.

He wrote us a five star review on every single site that we have.

@26:00 - Clay Neumeyer (serviceloopelectrical.com)

had access to.

@26:01 - Joseph Lucanie (Fathom)

Wow. And he said that we were the only one and even, he even said, even though they were a boy, he treated me with the best respect.

And like literally he showed me treated with respect. And not only that, but he referred me to almost all of his family.

He invited us over for dinner. This guy became a lifelong client. And if I just caved, what would have happened?

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

Not that.

@26:27 - Joseph Lucanie (Fathom)

Definitely not that. So the point of the story here guys is this. You have two types of clients. One who is really going to try and take advantage of you because they feel like they can.

The second is going to be the person who tries to take an advantage of you because they know no other way of control in their lives.

And we cannot fault either one of them. If they're taking advantage of you because they feel like they can, you need to stand your ground and say, I don't need this.

And if they're trying to. take advantage of you because they have no other aspect. Please, I, I implore you all.

Show grace, empathy, and that client, both of those types of clients became lifelong, some of the best clients I've ever had in my life.

So please keep that in mind.

@27:18 - Clay Neumeyer (serviceloopelectrical.com)

Even the second one, just to give this a number and really highlight the benefit. The first guy he said was definitely worth over 300k.

@27:26 - Joseph Lucanie (Fathom)

The second, I mean, by time you factor in the review, the repeat, the referrals, like, well, well, over $50,000 because we started off where it was, I think, a $2,000 job.

He connected me to his brother and then one of his cousins. And both of those we did two service upgrades for, and then we became established more in that community.

And then we ended up one of his brothers that he connected me to again was a GC and we did projects for that.

So it was like, just all the time I had, I'm thinking 50 grand, but it very likely could have been more over the lifetime base of their client.

@28:01 - Clay Neumeyer (serviceloopelectrical.com)

Right. And if you hadn't stuck with that, if you hadn't run the play, and again, as we mentioned in the beginning, the muscle memory helps with this guy's role play practice.

What do they say about iron in a cup of water? Starts with Austin.

@28:13 - Joseph Lucanie (Fathom)

Oh yeah. There's a good example. I don't know where exactly I heard this, but there's a great quote. It was, iron rusts if left in water within eight hours.

And the purpose of that is this. If you're not practicing constantly, you will become rusty in some aspect of your process.

So that's why your process needs to become you. The way I talk to all of you now, I mean, once again, I'm not a social person.

I do this through muscle memory, through attention, and through my intention of delivering great service. This is the result of it.

If you adopt your own process or the process we teach, and you make it a core belief and a core value to who you are, now it's always going to be authentic.

And you'll always be able to. Communicate the highest levels.

@29:01 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. I'm tying another quote in there. I may you may have heard me say this before but Predictably people do not rise to their highest potential, but they fall to their lowest standards.

Yeah This is that Exactly if you will practice if you will have that muscle memory, right? It's no different than playing a guitar An instrument you got to stay on this If you'll just give it five ten fifteen minutes a day if you'll listen on the way to the to the house If you'll discuss the job on the way to the house you will be better prepared as we said before the six P's We mentioned that this week proper preparation prevents piss poor performance.

I love that freaking quote I'm gonna I'm gonna I'm gonna coin that rubber you know full circle tie that into as you've been saying training for the low season not the high season This again is that it's

Being prepared for these moments when we're challenged in our process, not all the times where it comes easy. Anyone can win there.

You want to win when you're at the bottom. That's what's also going to attract your all-stars. And that's what's going to get you these lifetime client value from people that no one else can sell.

Night and day difference in your future. Can't stress it enough.

@30:27 - Joseph Lucanie (Fathom)

I wanted to add one more thing to that if possible.

@30:29 - Clay Neumeyer (serviceloopelectrical.com)

Hit it.

@30:31 - Joseph Lucanie (Fathom)

I don't believe that there is a person that cannot be sold. I don't say that in a way of manipulation or as a way of goading over anyone.

I really, truly believe that if someone were to call you, they have already have an emotional problem that they're trying to solve.

In one aspect or another. Maybe that problem is buried. Maybe it's real deep and they're not revealing it. But I do believe in my heart if you can find that emotional cause.

And you can solve it every single person you come in contact with, you can close.

@31:06 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, really positive point there. Well, we already gave a couple of actions, but did you want to highlight those again?

And then what I'd like to do in brief is maybe just introduce what's different about tomorrow.

@31:18 - Joseph Lucanie (Fathom)

Okay. Sweet.

@31:19 - Clay Neumeyer (serviceloopelectrical.com)

I'd be happy to. Yeah.

@31:21 - Joseph Lucanie (Fathom)

So the action item I'd say is the very first is understand what your values are. Right. The reason why I'd say that is there are some people that you'll work with that you're like, you know what?

I don't need you. Right. There's going to be occasionally someone that you're going to be like, you know what, you are just outright disrespectful and I'm not going to tolerate that.

Doesn't mean you have to disqualify everyone, but you at the very least your bare minimum action is know your line.

Know where that line stands and be willing to edge that line if necessary. Make sure you know what are you willing to stand for and what are you not?

Does that line know how are you reeling that back in? Or how do you disqualify yourself profession? I'd say it's the bare minimum action, but that makes sense?

@32:08 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, super important, definitely.

@32:11 - Joseph Lucanie (Fathom)

The all-star action honestly sounds more like therapy and emotional conditioning than anything else. But the all-star action is we are all connected in ways that we cannot see.

Life is serendipitous. It is a beautiful, beautiful expression of just existence. And when you look at it that way, there's a lot that you can take away from it.

So instead of looking at this difficult customer as someone who's really trying to cause harm to your day, instead look at this person like, wow, they must really be sad to be living in this situation.

They must really be lonely to be this bitter. And when you can look at someone with a perspective of grace, it becomes a lot easier to be forgiving and patient with them.

When you look at them and face value and you're like, dude, you just suck in every aspect. of life and I want nothing to do with you.

It becomes very hard to be tolerant. But when you can say, you know what, I can tell you're probably suffering, even if you're not letting me on.

And I'm not gonna let it get to me, because my life's work, and my family loves me. But I'm gonna do my best to leave you better than I found you.

That is the all star action.

@33:19 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, I love it, man. Sticking with it. So much in businesses about that intestinal fortitude, I can't say it enough.

If you can stomach it, it's usually worth the squeeze. Guys, we're here every day trying to help you master your sales, simplify your pricing and deliver premium level service.

I certainly believe this episode has a place in that mission. We want to talk to you briefly on what's coming up here, because we've got some exciting stuff.

We decided to add a little bit more to this value deposit that we're making five days a week. And we're super excited about this.

So I'll just briefly introduce it and saying that about a week and a half ago. Joseph and I decided that it would be a big advantage for you and a big value deposit if we could actually go and do some work with emerging technologies, some of the new exciting stuff and break that down and help you with simple terms to explain it in simple ways to incorporate it in your options and offer it.

How did I say that, Joseph? Is there anything else you want to add to that?

@34:24 - Joseph Lucanie (Fathom)

There's only one thing that I'd want to stress and that this is just us equalizing the playing field. I'm guaranteed, if you went to any plumbing shop, they would talk to you about the latest, you know, water softening systems and water conditionings, water treatments, the emergency automatic shutoffs, all those things exist.

Or if you're in HVAC, that IEQs, or you're going to have the best kind of new filtration systems, or you're going to have the energy saving systems.

All the latest technologies from the center, you all know about it. But when was the last time you heard someone talk about electrical training and electrical...

electrical... product that wasn't in some boring code seminar where there's holding things like in this connection, A to B is how you get to see the three.

It's like, no, one wants to hear that. So we're going to take a step further. And we want to make this playing field equal for all of the trades.

And we are standing for electricians like you.

@35:20 - Clay Neumeyer (serviceloopelectrical.com)

I love that. So what are we diving into tomorrow? What that looks like, guys, is tomorrow would be live on the Facebook group Friday.

Optional Friday is Joseph really made there with his posts that you put out and have people reach out for help with any options.

That's still going to be standing as well.

But optional Friday live on the Facebook group every week, we're going to go into some technology, something new and help you with those options specifically, as we said, if you're listening to the podcast, that's likely going to drop on Monday, just because of the day latency there.

HIGHLIGHT: optional Friday - intro to Home Link MTS conversion to ATS - WATCH

Either way, weekly, Friday or Monday, if you want it soon. I was going to say what we're talking about is there is a particular, I'm not going to give too much away, but there is a particular scenario where people struggle between portable generators and automatic generators.

@36:09 - Joseph Lucanie (Fathom)

And there's actually a transitional equipment that you can install that you can not only lock the customer in with an automobile with a portable installation, but you can also give them the grace of saying when you're ready, we've already done a lot of things.

So, you know, we've got a lot of things that we've got to do with the customer. And you can also give them the grace of saying when you're ready, we've already done half the installation at this point, and you're already ready for an automatic transfer system.

And now the conversion goes from I had a customer I sold a $3,000 portable system to, and now this customer is buying a $16,000 automatic generator system, and they're only going to buy exclusively for me because I set it up that way.

Wow.

@36:51 - Clay Neumeyer (serviceloopelectrical.com)

Yep.

@36:52 - Joseph Lucanie (Fathom)

Can't wait to unpack that with you, buddy.

@36:54 - Clay Neumeyer (serviceloopelectrical.com)

As always, guys, thank you for joining us sincerely. Hope you've received so much value. from today, we're here to help you master sales, simplify pricing and deliver premium level service.

Thank you, Joe, for joining us again. We'll talk to you guys next time. All right, we'll have your pleasure.

We'll have your pleasure.

@37:10 - Joseph Lucanie (Fathom)

Take care, all.