Episode 57 - For Electricians By Electricians

@8:45 - Clay Neumeyer (serviceloopelectrical.com)

Welcome to Electricpreneur Secrets, the Electrician Podcast. I'm your host, Clay Newmeyer with me as always my esteemed partner and co-host Joseph the sales bot,Lucanie

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

If I didn't say it, I do not say it enough.

That is electricians only.

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

Question for you, Joseph.

@9:25 - Clay Neumeyer (serviceloopelectrical.com)

Do you say, eelectricians or electricians?

@9:29 - Joseph Lucanie (Fathom)

Electricians. 

- Clay Neumeyer (serviceloopelectrical.com)

Sometimes when I really go after it, it's like electricians, like an eel in the ocean. 

 - Joseph Lucanie (Fathom)

There you go.

@9:38 - Clay Neumeyer (serviceloopelectrical.com)

How are you doing today?

@9:39 - Joseph Lucanie (Fathom)

I'm having a great day. I was going to say I've been really pumped about this topic because I feel like we've had a lot of questions and a lot of people reach out asking for service and they're very confused as to why we say no.

So I wanted to explain why.

Is it okay to kind of just jump into it?

@9:52 - Clay Neumeyer (serviceloopelectrical.com)

Jump right in, man. Why?

@9:54 - Joseph Lucanie (Fathom)

Right. Awesome. So, Clay and I started off as electricians. being both master electricians, we've seen our share of all different kinds of industries.

And I have - 

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

Sorry, jumping in just if you haven't heard our interviews of the past, please go back and listen to Joseph's actually just an incredible story.

And electrical chose us both in different ways. So here we are, right? Please continue.

@10:21 - Joseph Lucanie (Fathom)

No, no worries. The thing is, is that we chose electric and it has been probably the best electrician has helped us really transform our lives, our careers, and all different things.

So I'm very grateful for the industry. But the one thing that I really, really remember when I was coming up into it was how left out we felt.

Like, if you guys listened to my interview, you remember that the reason I got so good was because I thought that an electrician was supposed to sell at the same rate level and capacity as an HVAC technician.

I was trained by HVAC technicians and plumbers and all the related coaches regarding like the multi-train providers. And the thing was is that it almost always sounded like, well, this will apply to electric too.

And I ended up chasing numbers that weren't realistic. And I was holding myself to a very, very difficult standard that really wasn't likely achievable.

The thing was, is that we realized in that that's the biggest gap. How can we expect to thrive and grow in a specialized industry when the people training us have never had to do the things we're doing?

And at the same time, really don't understand what it's like running these kind of service calls. Does that make sense, Clay?

@11:39 - Clay Neumeyer (serviceloopelectrical.com)

Oh, 100%. And it shines through when you're working with one of our clients on the inside, Alan, going through generator and spending a dedicated 45 minutes with this individual and on a couple of occasions and being able to talk through every aspect of that installation, just like we aim to do in the class that's coming up.

Guys, if you're not with me, us in the Facebook entrepreneur group, you need this access. You got to get there and get engaging with us, especially if you want to get into this generator class.

I'm telling you, this is an absolute clinic. Joseph's putting on. So having that level of detail is impossible with someone that hasn't done it first.

A few hundred thousand, maybe 2000 times.

@12:23 - Joseph Lucanie (Fathom)

It takes a lot of effort in order to get these kind of reps in. And I feel like that's why it's so important.

So what Clay and I did was we designed a process. Now we took conglomerations from every trainer that we've ever seen, every book, every inspiration, like we built on psychology, but it's broken down step by step in the call of an electrical call.

Like it's really part of our process. You will go to the panel. And here's what you do with the panel.

Then it's saying we're going to go look at the fault of diagnosis. And we're going to ask questions that are electrically focused to gain certain answers.

You could not take this play and give it to another trade and expect it to translate. But that's what we were expected to do when we were learning from everyone else.

So the hypocrisy gets the stop. Now we get to say we are for electricians, by electricians. We no longer want you guys and us to feel like we're the neglected trade.

We don't want to be the most educated and yet often the last person that gets served. It doesn't make sense and it's not fair and it's not right.

And the thing about things being fair is sometimes you have to be the one to make that change yourself.

Does that make sense, bud?

@13:43 - Clay Neumeyer (serviceloopelectrical.com)

100% 100% I didn't want to interrupt you before, but one of my favorite parts of the whole sales process that you began to touch on is some of the little, little, syncresies that are in between.

Like the moment we're walking with the client for the first time and how important that conversation that dialogue is because finally we're moving towards a solution together.

Finally and people don't recognize that.

They don't recognize that hey face to face we're looking at each other as the problem.

@14:10 - Joseph Lucanie (Fathom)

Mmmm-mmm

@14:15 - Clay Neumeyer (serviceloopelectrical.com)

These little tiny micro moments that our process is able to leverage and make the most up. It's quite often some of the things that we hear back from in our testimonies saying that those were the little silver bullets.

Those little things that made the difference. I have to touch on that, sorry.

@14:34 - Joseph Lucanie (Fathom)

No, it's fine that's why I asked right? So the ultimate thing is this. Some people will say well if you love electricians so much, shouldn't it be the other way around?

Like how many times have you heard a multi-trade company go? What would we do? HVAC plumbing? Oh and this applies to electricians too.

When really it's general sales training that you have to hyper translate to your own industry. We said. That's not going to fly anymore.

@15:01 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, the fundamentals are like in some cases, but the specifics just aren't there. So what happens is when you have a specific question and you're in one of those training programs, what kind of answers do you get?

@15:15 - Joseph Lucanie (Fathom)

You get general vague broad stroke brushes. And sometimes we need specific actionable assignments like, okay, I'm going to a Tesla call and I've got the customer that's in a high end facility and they need to know how the different ways we can get this set up for them.

Now you could talk about all the sales tricks in the world, but if you don't understand the installation that they're at, you won't be able to understand why the customers are motionly requesting these things.

So you have to both blend the technical understanding, which we provide, as well as the customer service understanding, and then engaging it with the bow of good customer service.

So our goals deliver the full package to you so you don't have to do what we did. I struggled for seven years trying to piece together a system from different programs I've learned to make this work and it granted it worked great.

I was selling 1.3 million dollars out of my van but you shouldn't have to take that long. It's unreasonable.

Most businesses fail within three years. Why should I wait for you to get through that struggle, strip and save, save only at the end to say hey you know what you've made it now let's work the other.

@16:32 - Clay Neumeyer (serviceloopelectrical.com)

Joseph I've never said this before on here but what I love most about your journey and your story and how you came to this sales process design is the fact that you didn't give up.

The tenacity and the intestinal fortitude that you displayed in just being resilient and sticking with it because the reality is that I know without being there with you that what that took was trying something.

In fact let's back it up. I'm going to You go full scientific process on you, full science method, right?

Identifying the gap, doing some research, taking some advice in that research from other trade coaches, right? Then creating a hypothesis, well, maybe if I do this, this will happen.

Then running the play, running the play, running the play, collecting the data and making a decision is step six of the scientific method of whether to accept or seven years, you did that over and over.

You did it with how you stood at the door. You did it with what you said on the way to the panel.

You did it with what you said when you opened the panel, you did it with options, design, placement of every ounce of this process.

You must have ran that play over and over and over to arrive at this optimal result.

@17:51 - Joseph Lucanie (Fathom)

Thank you. I appreciate the kind words. And, you know, once again, I mean, if you guys listen to my story, I like to say that it was like, you know, oh, I'm really proud of what I.

I did. I was just trying to survive. I knew that if I didn't get this figured out, there was going to be a 9 millimeter in my head, and I did not want to have that in pace.

So the question comes down to saying, I had no choice. And I'm glad that I had no choice because it allowed me to suffer in a way that now I have a product that I get to share with you.

And through my suffering, I can actually remove the sufferings of others. And that's why I feel like this is such an important mission to stay on.

So the thing about, we originally talked about why we turn away other traits, right? And it's not because we believe that we're better than anyone, right?

I'm, if you put me next to an HVAC technician or a plumber, I'll be the best electrician out of them, but I'm not what I'm not.

So I'm not going to say that their jobs are easy. But at the same time, we need to know that if I ask them to run my play or they

ask me to run their play, it would be almost like going through something that doesn't necessarily apply to your situation or reality.

So we've actually considered doing this on a two-way street. We will only work with electricians or those that are actively and persistently pursuing growing electrical divisions in their company.

If you want to work with an electrician and you are a team, but we don't believe in working with people that we can't guarantee wins for.

So as a result, we respect the other trades enough to say, there are plenty of other coaches, there's no one else for us, but you can go anywhere.

So let us stay with those that we know we can serve at the highest level and they can go wherever they feel is best for them, and there's no ill intention.

I want to help you too, but I need to help my people first. And when every one of our electricians are good, then perhaps one day we'll expand our borders.

But until we're behind the windshield of every electrician in North America, I'm not changing those things.

@20:13 - Clay Neumeyer (serviceloopelectrical.com)

I love that. I love that. And just to add to your compliments here that are asking have Joseph, I've never met anyone else like you in my life.

You're really remarkable. And that's the secret that these people know. Anyone that's on the other side and any of the love you guys to and we want you to be prosperous and find good fulfillment in your venture, absolutely.

But it's the people that have worked with you already that are just drawn to come back and they see the difference.

I see the difference. I've never had the kind of training that you provide. It is remarkable to work with you.

Remarkably detailed, like I said, it just shines through how much thought has gone into this program. And I just can't say that.

that enough. So it's no surprise to me that that people want to keep coming back.

@21:05 - Joseph Lucanie (Fathom)

Mmm-mmm

@21:08 - Clay Neumeyer (serviceloopelectrical.com)

People want to have you in their influence. I've even heard you say people wanted to fly you out and have you drop everything and just come on board and run their company for them.

@21:15 - Joseph Lucanie (Fathom)

That actually happened. And if I could touch on that, there was a situation where when I was transitioning my career from being a multi-trade trainer to an electrical specific trainer, I actually had other companies and people that I'd worked with, actually more than one, were like, listen, my electrical division's rough.

I'll make you an offer. Drop everything you're doing. Let's fly out to the Midwest. You will run my electrical division.

We'll give you a fat salary and you can just grow our teams. And it was a great offer. Don't get me wrong.

And I'm super grateful that people can believe in me like that. But I believe my purpose is aligning with you, Clay.

I purposely believe that I am here to better the electricians of every person that that we come in contact with.

And you know what? I'm certain that if I took over that electrical division, they'd be the best electrical division in the area.

But I know if I stay here and I continually put out the knowledge I know, we can be making every electrical division that listens to be the best that they've ever seen.

And I feel like that's worth turning away a slightly more lucrative salary for the sake of saying, you know what?

I'm doing things for the right reasons. This is a divinely inspired mission that I will not turn from.

@22:29 - Clay Neumeyer (serviceloopelectrical.com)

I love that. And Brian, Mr. Ezy Pezy on the inside says, you are the difference from anybody else in your industry talking to us.

The personal touch and experience separate you from any competition.

Cheers to you, Brian. Thank you for that. Oh, you can't see my cup. There it is. 

@22:42 - Joseph Lucanie (Fathom)

Yeah, you know what?

@22:46 - Clay Neumeyer (serviceloopelectrical.com)

Mystery cup. Where'd it go?

@22:49 - Joseph Lucanie (Fathom)

Yeah. All right, cheers.

@22:51 - Clay Neumeyer (serviceloopelectrical.com)

Anyways, no, I agree and I appreciate that, Brian. And that's what we aim to do. And there's something else we often say, you know, don't listen.

But we say, watch what we do as well. There's something unique about the way that I run our business.

And you can see it right now. I attracted an Apex player right across from me. And of course, Joseph has a seat at the table, a big one.

He's everything to this business. So there are partners worth having, guys. If you're someone that's erased that philosophy, that the fastest sinking ship is a partnership, you really need to check the logic on that one in your framework for business and relationships and communication and prosperity and balance.

There are so many advantages to partnerships when done correctly. Now, the other piece that I just want to do from display, from leading from example, as you'll hear me say, we can't push a string across the table, but we can pull one.

What you're seeing is me empowering my partner, empowering this person across from me and allowing them to be better at me.

Better than me at many things to one of the strengths we have here is that i didn't hire someone who is me.

How do i do that i would end up with a team of strength that are just like mine. How easy is it to delegate when you hire people that are just like yourself.

@24:18 - Joseph Lucanie (Fathom)

It's ridiculous and it's always possible because it's like the expression of how many cooks are in the kitchen or another fun one is too many e-gores not enough mad scientists.

@24:30 - Clay Neumeyer (serviceloopelectrical.com)

Exactly so i've heard this before and you know what it might even be in tommy mellows book little plug for tommy i think i saw this in a little excerpt not that i read the book yet but.

Sometimes you hire people you don't like. Little tangent but sometimes you just recognize that everything i'm not. And they care you don't necessarily have to get along or be friends with these people not saying that's our case we get along quite well and are really happy.

Having a great time because our vision is so aligned. Anyway, I wanted to tie in those apex attraction moments there and how you can begin to challenge your framework and lead your business different too.

It's going to take some different ideas to push a business in this market, in this time, isn't it?

@25:19 - Joseph Lucanie (Fathom)

All right. So I got some action in all stars.

@25:23 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. Yeah. I mean, we don't have a ton more time, but I did want to touch on a bit about what happens on the inside because that question comes out a lot.

We do get people reaching out and saying this question, hey, do you guys coach? Hey, can you guys help me?

Is there a paid inside track to this thing or is it all just the podcast? So I want to be very clear and direct and just shout out how, how this system works.

Once again, if that's all right. That means all right. So we've been on record here saying that we created a bank service loop, electricals, and

bank. We have you guys here. We give away free value every day. We show up for you. We want to guide you to the teller, open an account and make a deposit.

Lastly, we want to help you realize that deposit. That's why when you became part of our Facebook group, the first thing we did is offer you our front door value piece.

It'll help you and your CSR take the calls and deploy a club membership program if you don't have one already and begin selling that club membership before you ever put people on the calendar.

Why would we want to do that, Joseph?

@26:33 - Joseph Lucanie (Fathom)

Because realistically, the best and there are so many benefits of a first-class membership, but the best benefit is it allows you to not only qualify who you're working with, but imagine this.

On one hand, you've got a customer who's willing to pay a $150 diagnostic and you've got another customer who's like, you know what?

I like your company so much. I'm going to pay you $400 upfront. You can lock me in for a continuous annual safety inspection.

But I expect the absolute best service. And as long as you give me that service, I'll keep paying. Who do you want?

That's a guaranteed customer that not only sells who wants, but twice and then continuously throughout their lifetime retention value to the company.

@27:16 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. And just to highlight, I mean, imagine removing all that discomfort where it comes to presenting your price and presenting your options and wondering if they're going to buy and having that edge of knowing we already have an established relationship here from the moment we began talking.

I know the kind of person this is, and they know the kind of provider we are.

@27:31 - Joseph Lucanie (Fathom)

Mmm-mmm

@27:35 - Clay Neumeyer (serviceloopelectrical.com)

Superpower, super power. So we give that as soon as you join our Facebook group. And I know Facebook's inconvenient for some.

So if you're listening to this and going, ah, Facebook, tell you what, I get it. I get it. But you can actually access our public group without even having a Facebook account by going to your browser, typing in www.facebook.com.

forward slash groups forward slash electric pernersecrets. Okay to enter you're going to come to our group and guess what right from there you can message us you can comment you can engage and you can get that front door piece and open an account with us so we can help you realize that value and start winning today.

What happens after you win. You share the wins with us you go on our windwall we've got a running post a running thread on this group page called the windwall and the link to it it's a Canva link it's a big whiteboard now it looks a lot prettier we doctored it up last week so it looks like you're in our house there's a poster on the wall and all the wins that are adding up and collecting every week are on this windwall.

This piece is so important because what we've done is just like gallon said when he first got our follow up script.

I'm playing on house money. We want everyone to see the development that they desire and money shouldn't be the reason.

Why not? Professional development is one of the best levers in a small business. We got a whole episode coming on that where we talk about the advantages of being a contractor.

Am I ripping through this too quick or we get?

@29:13 - Joseph Lucanie (Fathom)

Dude, you're slaying it.

@29:14 - Clay Neumeyer (serviceloopelectrical.com)

I'm going to keep going. I'm going to keep going then. So if you recognize that professional development is a line item on your fixed expenses and attacks the deductible expense, then you also recognize that your personal growth depends on your business.

All your business needs to do is make a healthy amount of money so that you're profitable enough to run that line item, that professional development and training right down there.

And it should be a big fat number. If you're in our business, that number represents about 30,000 a year in growth.

Because no matter what happens to this business, I want to be 30 K richer. And what I call C money, that's personal development.

How about you, Joseph? 

@29:57 - Joseph Lucanie (Fathom)

Amen. The thing is. I have a funny expression that always tends to apply, which is nothing takes away the knowledge of your brain other than a concussion.

Really anything you have anything that stored anything you learn make you a better more functional person and no one can take that from you.

It's not on a resume. It's not on someone else's dime you paid for it. You earned it you retain it.

@30:27 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, so imagine this imagine you get into business. You didn't get help with your pricing, right? You kind of stuck in the bottom.

You don't have a sales process, right? We don't know that we're profitable. How long should we go like this?

We can't afford professional development or training. We can't even really figure out where that bottom line is. Like many of the contractors we get on the call with no offense guys.

If you're feeling that way currently. There's an 80% failure rate. We weren't taught business and we were not taught electrical specific business.

It's like finally service loop electrical is brought to our industry. Like finally, there's someone help you with this.

@31:07 - Joseph Lucanie (Fathom)

Mmm-mmm

@31:10 - Clay Neumeyer (serviceloopelectrical.com)

So imagine your pricing was right.

Imagine that professional development line item and training line item in your fixed expenses said $30,000. And imagine now a group like us helped you get those wins ahead of ever having to invest it with stuff like our follow up script and our front door script and all the value we give on this podcast five days a week.

All you have to do is take action, realize the value and come back and tell the bank that deposits, realize what so you can play on house money.

And on the inside, we have a chat with you and all of our clients set up so that we're in constant engagement five days a week at our silver level.

Guys can be with us for an hour a day, five days a week on top of this podcast that they so desired reality is that's a lot of time.

Do you have to? Absolutely not. Keep a. see massive benefits in an hour to two hours a week. But it takes an investment.

So that's what it looks like really on the inside. That's what this inside track looks like. It's an essential letter to help you from no investment to great investment, lifetime customer growing with us and doubling your profitability, maybe doubling your revenue.

Right? For some guys, like I gave a shout out for our friends on the inside, Rapid Electrical earlier, doubled their price.

And in yesterday's strategy class, you know what Chris said to me, since we doubled our price, we haven't even seen a price objection because the silver bullets you guys have helped us with in the sales process, building this into the service rate.

People see it as an advantage. Incredible testimony. And you guys can hear that one for yourself. I posted on the windwall this morning.

That's my rant for the inside track. Joseph, I know that that just influenced the action items today. But that's why.

It's four electrical four electricians by electricians. Please help me out bail me out with an action here because we got to go.

No worries.

@33:08 - Joseph Lucanie (Fathom)

So the action item that I would say like if we like to go by bare minimum actions and all star actions, the bare minimum action that I would say in this circumstance is are you an electrician or are you someone who just happens to do electric?

The reason being why I feel like that's an important thing to know is because we are here to help every electrician.

If you're an HVC or an UreHVN implombing, you're welcome to listen. Just like we were welcome to listen to all of your trainings.

But the thing is is that now I want you to interpret and say, is this for me? As long as you're an electrician, I guarantee you'll get value.

So the even if you've just put in 30 minutes a day, I'm certain you're going to find things that are going to improve your bottom line as well as your

@34:00 - Clay Neumeyer (serviceloopelectrical.com)

your conversions. And I'm adding to that one because it's not enough for you to hoard it for yourself. Everyone's going to get away for this.

And it really helps if you'll spread that message and help others to it's counterintuitive. We all feel like we should hold the secrets electric printer secrets.

The reality is there is no secrets. We're giving it all away guys. Make sure to share this with other electricians so they can grow and prosper and get the balance data's dire as well.

All star that actually was going to be the all-star action in my opinion. And the reason why I poached it.

Sorry.

@34:37 - Joseph Lucanie (Fathom)

The reason being is that you taught me something that I feel has been absolutely crucial in my personal development, which is learn, do, teach.

So let's say you're the kind of person that takes action on these things. You show up, whether you're in class or you're on our Facebook or you're listening to the podcast, you're learning, right?

Then I want you to take action on the lessons that we're doing. I want you to put it in the practice, run the play, achieve success from it.

But the most important part is then teach what you've learned to someone else. The reason being is has two full effects.

One, when you teach, you become better because you'll find that all the simple questions that people ask are often the basics that you've neglected for a long period of time.

Stick to simple, stick to basics, and the play will always run smoother. The second benefit of teaching other people is not only does it benefit you, but imagine if all electricians stopped racing to the bottom.

Imagine a scenario to where every electrician you met was comfortable and capable of charging their worth. What kind of industry change would that look like?

What would that do to the customers that you meet? No longer are you going to be saying, well, okay, it's a $99 diagnostic.

How many hours is you going to be here for that? Instead, they'll be like, Oh, it's $99 from him to come out and evaluate the situation.

And then there's going to be additional after. Okay, that makes sense. So your bare minimum is shut up, but your all star is not only show up, put it into play, but actively try to teach each other's sound fair.

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

Yeah, absolutely. And you know what? Once again, I'm just going to add a little tidbit to this because today we also talked about this inside track guys.

And if you're interested in learning more about that, just know that there is a no pressure, no commitment process, but you can reach out to us directly on Facebook.

DMS joined the group. Talk to us. In fact, when you join the group, one of us will reach out to you personally to offer that front door piece at this point, right?

So there's a ton of one to one engagement that happens in our process. But also if you're interested in just getting a business health check, we've got a little test that can be done on your own.

Or do you just log in and answer a few questions and it's going to let you know how you're doing and where to improve really in your business.

So invaluable stuff guys cannot wait to get that to you. Thank you again.

@37:12 - Joseph Lucanie (Fathom)

We must go because we got a class to teach a sales class right after this.

@37:16 - Clay Neumeyer (serviceloopelectrical.com)

So this has been another episode of Entrepreneur Secrets, the electricians podcast. It electricians double underlined, circle it. But exclamation mark, exclamation mark, if you're an electrician, please pass this thing on guys.

Let us know how we're doing. Leave us some reviews as we help you master sales, simplify pricing and deliver premium level service.

@37:40 - Joseph Lucanie (Fathom)

Thank you.

@37:42 - Clay Neumeyer (serviceloopelectrical.com)

Cheers to your success.