The player is loading ...
June 20, 2024
Replay - Electricians #STYO
Ever wondered why it's crucial to maintain your pricing integrity in the electrical service business? Today, we not only share personal stories about the challenges of keeping a bald head smooth but also dive deep into the importance of standing firm on your pricing. Through relatable anecdotes, we illustrate how discounting your services can lead to customers scrutinizing your work closely, ultimately diminishing the value of your expertise. Learn how to ensure clients respect the premium service you deliver and the pitfalls of being overworked and underpaid.
We then shift gears to discuss the critical role of educating your customers on electrical safety. It's not just about fixing immediate issues; it's about understanding your client's "why" and offering comprehensive service options that ensure long-term safety and satisfaction. Discover effective strategies to build trust and provide clear, actionable choices that bridge the knowledge gap. By sticking to a thorough offer, you can maintain your professional integrity and avoid underserving your clients, leading to a higher standard of service and long-term client relationships.
Consistency is key, and our final segment stresses the importance of a steadfast sales process. Confidently standing by your pricing helps you differentiate yourself as a premium service provider, attracting the right kind of clients who value quality over cheap fixes. We'll guide you on how to focus on your ideal customer, offer options rather than discounts, and ensure every interaction reflects your commitment to excellence. Join us for actionable steps that will help you master sales, simplify pricing, and achieve your business goals in the electrical service industry.
Transcript
WEBVTT
00:00:03.685 --> 00:00:09.314
hello, hello, hello, and welcome back to another episode, episode 122.
00:00:09.314 --> 00:00:15.891
Joe, I keep getting more excited as it grows of the electricpreneur secrets, the electrician's podcast.
00:00:15.891 --> 00:00:24.503
Now, if you didn't know, if you've been under a rock for the last seven months, if, if you haven't heard of us before and you're just joining us today, guess what.
00:00:24.503 --> 00:00:32.594
We're here five days a week with you to help you, master sales, simplify pricing and deliver premium-level electrical service.
00:00:32.594 --> 00:00:33.636
Why?
00:00:33.636 --> 00:00:42.252
Because we're a couple of master electricians with business addictions, and this is my partner, master electrician Joseph, the sales bot, lucani.
00:00:42.252 --> 00:00:43.424
Joe, how are you doing today, brother?
00:00:44.180 --> 00:00:48.392
I'm having an awesome day, Though I got to admit I got to throw something personal out here.
00:00:48.392 --> 00:00:50.445
If that's all good, All right do it, yeah.
00:00:50.445 --> 00:00:58.912
So speaking of all my bald brothers out there, guys, why did everyone tell us that being bald was harder than actually having a full head of hair?
00:00:58.912 --> 00:01:02.264
Like it is ridiculous how often we actually have to shave.
00:01:02.264 --> 00:01:05.468
I'm literally sitting here going like, oh my God, it's getting so long.
00:01:06.209 --> 00:01:07.070
How often do you shave it?
00:01:08.112 --> 00:01:10.256
Every two days at the at like the minimum.
00:01:10.256 --> 00:01:12.385
Every two days has got to get taken down.
00:01:12.525 --> 00:01:15.371
Is there like a 48 hour timer going down right now?
00:01:16.439 --> 00:01:18.201
Well, yeah, it's called autism pretty much.
00:01:18.542 --> 00:01:20.063
I could feel every hair on my head.
00:01:20.183 --> 00:01:23.046
So it's like, yeah, you can feel it, it's time to get rid of it, let's go.
00:01:23.046 --> 00:01:26.569
I was just hoping that by this point it would just be like it just disappears.
00:01:26.569 --> 00:01:27.189
You know Right.
00:01:27.590 --> 00:01:28.131
And I've seen you.
00:01:28.131 --> 00:01:28.971
You pull the brush out.
00:01:28.971 --> 00:01:32.075
You got the boar brush on the desk right, Literally right here.
00:01:32.515 --> 00:01:33.135
Every single day.
00:01:33.135 --> 00:01:34.456
What's up with that Always going at it?
00:01:34.456 --> 00:01:39.766
Why do you love the boar brush so much?
00:01:39.766 --> 00:01:50.700
So I those of you who might be in the same boat I can feel more things than the average person different sensory, different, nervous, everything like that but, um, I can actually feel the hair on my head.
00:01:50.700 --> 00:01:56.441
So if I use a board, if I use the brush, I don't feel it anymore and it kind of like takes off the edge.
00:01:56.441 --> 00:02:02.528
It's like scratching an itch that you can't quite reach, but it gets it just enough to where you can continue on with your day until I can shave it.
00:02:07.740 --> 00:02:11.574
I find that so interesting because you also don't have as much feeling for how much strength you're exerting.
00:02:11.574 --> 00:02:13.180
This guy hugs like a horse, ladies.
00:02:13.180 --> 00:02:16.229
Last time I showed up I think I popped a couple of ribs.
00:02:17.580 --> 00:02:18.944
Well, it was with love, my friend.
00:02:18.944 --> 00:02:19.526
It was with love.
00:02:19.526 --> 00:02:20.890
It's a there's a lot.
00:02:20.890 --> 00:02:31.846
There's a lot of fun things about being the way I am, and I've I've learned to look at them as fun things rather than man.
00:02:31.866 --> 00:02:32.407
I'm so fucked up, nice, nice.
00:02:32.407 --> 00:02:35.118
Well, I appreciate that and I appreciate you and I appreciate all of our listeners and viewers.
00:02:35.118 --> 00:02:39.977
If you're with us in the entrepreneur secrets facebook group and the vip welcome guys.
00:02:39.977 --> 00:02:41.924
Thanks for joining us, listen.
00:02:41.924 --> 00:02:46.239
I want to get right to the topic today because we've got some more important stuff to talk about here.
00:02:46.239 --> 00:02:57.276
Joe, we've been nailing the offer all week like really hitting it, trying to help people craft and perfect the craft of theirs so they can actually earn what they're worth.
00:02:57.276 --> 00:03:01.651
We talked about really the offer shift, a belief shift around offers.
00:03:01.651 --> 00:03:05.169
We've talked a bit about being underpaid and underworked.
00:03:05.169 --> 00:03:09.373
We're kind of new to the confidence game we're going to tie into that a bit today.
00:03:09.394 --> 00:03:16.550
Now, yesterday we talked about being overworked and underpaid, which is another serious problem today.
00:03:16.550 --> 00:03:21.888
Equally important, maybe more sticking to your offer.
00:03:21.888 --> 00:03:22.528
The deep dive here.
00:03:22.528 --> 00:03:22.969
How important is this?
00:03:22.969 --> 00:03:23.491
To stick to your offer.
00:03:23.491 --> 00:03:25.074
The deep dive here, how important is this?
00:03:25.074 --> 00:03:26.418
To stick to your offer.
00:03:26.418 --> 00:03:29.889
And I can't wait to talk about some of the problems that arise around this.
00:03:30.901 --> 00:03:37.480
So there is nothing more important than sticking to the offer, and I can explain why from personal example.
00:03:37.480 --> 00:03:49.846
Right, how many times have we been told where we present, let's say, a two, three, $4,000 offer and the customer says, listen, take $500 off, you got the job right?
00:03:49.846 --> 00:03:56.323
Some of us may say, yeah, I'll take $500 off for this, why not?
00:03:56.323 --> 00:04:05.721
I promise you like I will swear on anything that I can swear on that that customer will be looking for where you cut the corners.
00:04:05.721 --> 00:04:12.162
You will never have a customer more attentive to the job you're doing than the job you've discounted.
00:04:12.823 --> 00:04:19.607
Wow, and I feel like we're really speaking to those underworked and underpaid people right now who might be feeling like, well, what's the harm?
00:04:19.607 --> 00:04:20.550
It's 500 bucks.
00:04:20.550 --> 00:04:22.822
I could block this in and have a couple of days work.
00:04:22.822 --> 00:04:23.103
Joe.
00:04:23.803 --> 00:04:25.747
And I can explain it so literally.
00:04:25.747 --> 00:04:28.011
We had a situation once where I had a customer.
00:04:28.011 --> 00:04:30.634
I had just closed a $22,000 job.
00:04:30.634 --> 00:04:44.009
Right Now, when I say just closed, meaning that we're sitting there, the paperwork's written up, I'm getting ready to do the job, and he's getting ready to hand me his credit card and he goes listen, we've worked together for a long time, like it's been a while.
00:04:44.009 --> 00:04:45.273
We've given a lot of work together.
00:04:45.300 --> 00:04:46.526
This is a pretty substantial job.
00:04:46.526 --> 00:04:48.466
Can you take $200 off of it?
00:04:48.466 --> 00:04:52.608
And I literally asked I was like well, what makes you think I can take $200 off?
00:04:52.608 --> 00:04:56.528
And he got mad and he's like cause I just gave you 22,000.
00:04:56.528 --> 00:04:58.163
He's like you don't think?
00:04:58.163 --> 00:05:00.749
He's like should I be getting other estimates at this point?
00:05:00.749 --> 00:05:01.851
Are you not willing to budge?
00:05:01.851 --> 00:05:09.711
And I simply smiled and said I understand where you're coming from and would you be open to hearing why I'm not willing to lower the number?
00:05:09.711 --> 00:05:14.947
He said yeah, sure, tell me, because it's not my money.
00:05:14.947 --> 00:05:17.153
This isn't going to me.
00:05:17.153 --> 00:05:19.882
It's not like a pile that I'm sleeping on like a dragon.
00:05:20.904 --> 00:05:27.095
What it is is I have employees that have benefits and are paid the top in their industry.
00:05:27.095 --> 00:05:32.740
We have a shop that allows us to serve you better because we're able to stock all the material better.
00:05:32.740 --> 00:05:39.980
We have a CSR who's always on the phone, who we pay really, really well because she's so good.
00:05:39.980 --> 00:05:45.853
Would you want me to take away from them to give you the $200?
00:05:45.853 --> 00:05:49.990
Do you want me to serve you less for $200?
00:05:50.661 --> 00:05:51.464
Joe, I got chills.
00:05:51.464 --> 00:05:52.665
That's a great response.
00:05:52.665 --> 00:05:53.201
That's like a.
00:05:53.201 --> 00:05:56.211
That's a Emmy Award winning moment right there.
00:05:56.211 --> 00:06:02.745
If I wouldn't know we had the soundboard, you'd hear the rewind sound right now and we just listen to that again.
00:06:02.745 --> 00:06:12.312
But you guys are going to have to do that on your own, with your own finger, because I know some people have had some struggles trying to get out of that pickle and usually the discount wins.
00:06:13.262 --> 00:06:15.572
The funny thing was is the guy actually?
00:06:15.572 --> 00:06:19.180
The reason why I'm so confident in this statement was he actually said you know what?
00:06:19.180 --> 00:06:20.942
I hadn't thought of it that way.
00:06:20.942 --> 00:06:24.785
If you had just told me that you couldn't, I would have fired you.
00:06:24.785 --> 00:06:31.069
But because you told me that it's not yours and it's going to your employees, yeah, I get it.
00:06:31.069 --> 00:06:32.149
I got employees too.
00:06:32.149 --> 00:06:33.290
We're not going to do that.
00:06:33.290 --> 00:06:35.670
Yeah, okay, full, full ticket, do it right.
00:06:36.591 --> 00:06:39.274
So what you also communicated was he got the best price possible.
00:06:40.053 --> 00:06:41.035
Correct he did.
00:06:41.035 --> 00:06:45.637
For the service we're providing, I'm not going to charge a cent more than I have to.
00:06:45.637 --> 00:06:51.884
But if I have to charge it, why the fuck am I lowering it?
00:06:51.884 --> 00:06:53.730
I had to charge it, so do it.
00:06:53.730 --> 00:06:56.382
Stick to it 100%.
00:06:56.401 --> 00:07:07.581
And I feel like where the underpaid and underworked person might struggle a bit is if you did your pricing exercise with us, then we know you've got growth built into that rate.
00:07:07.581 --> 00:07:16.987
But again, let me remind you that if you don't hold steadfast on that rate, there is no growth, you're not going anywhere.
00:07:16.987 --> 00:07:20.273
You hear the question often well, should I?
00:07:20.273 --> 00:07:22.884
Do I need a loan to build my electrical business?
00:07:22.884 --> 00:07:23.125
Do I?
00:07:23.125 --> 00:07:25.370
I need investors to support my marketing?
00:07:25.370 --> 00:07:31.752
No, why would you accept outside money to an unsustainable machine?
00:07:33.819 --> 00:07:44.064
You have to you have to bill for what you need to pay, and if we added that up in a calculator, I don't suggest there's any room for fudging.
00:07:44.064 --> 00:07:48.694
I think that's what Joe is trying to communicate right here, right now.
00:07:49.255 --> 00:07:49.697
I would agree.
00:07:49.697 --> 00:07:56.992
I'm sitting here just silently nodding, I mean, like man, it's nice when we're on the same wavelength and it's like I don't even have to say it, because you're saying exactly what I'm thinking.
00:07:57.514 --> 00:07:58.576
Wonderful, wonderful.
00:07:58.576 --> 00:08:01.550
Now the other situation that I kind of tend to see.
00:08:01.550 --> 00:08:06.389
This is especially when people come into the program and they're adjusting their offer.
00:08:06.389 --> 00:08:08.254
We get in an awkward place.
00:08:08.254 --> 00:08:10.016
And this wasn't a planned thing.
00:08:10.016 --> 00:08:11.908
Again, guys, we throw out of the fancy shit.
00:08:11.908 --> 00:08:14.173
We just come here and talk for you in front of you.
00:08:14.173 --> 00:08:17.970
We learn about subjects as we even speak about them.
00:08:17.970 --> 00:08:18.711
So here we go.
00:08:18.711 --> 00:08:22.019
This is a real um happening right now.
00:08:22.019 --> 00:08:24.569
I already have clients.
00:08:24.569 --> 00:08:30.136
They're part of my old offer structure, the way I used to do options.
00:08:30.136 --> 00:08:33.059
Maybe it was time and material, I was charging hourly.
00:08:33.059 --> 00:08:37.663
Maybe I didn't propose options and that means they don't want options.
00:08:37.663 --> 00:08:40.931
Or maybe it was three options and now we're thinking six.
00:08:40.931 --> 00:08:43.432
Do you keep going with the old way?
00:08:43.432 --> 00:08:45.451
What do we got to do here, joe?
00:08:46.285 --> 00:08:52.993
I don't know if I mean thank God I have sound cancellation microphones, because literally my first thought was like oh, this falls, same fucking stick.
00:08:52.993 --> 00:08:55.639
Why do people do this to themselves?
00:08:55.639 --> 00:08:58.692
Now I understand where you're coming from.
00:08:58.692 --> 00:09:00.677
Right, let's say you're a newer company.
00:09:00.677 --> 00:09:12.118
You've had customers for a long time that you've been working with and they like the old you right, they're remembering a version of you that doesn't exist or shouldn't exist anymore.
00:09:12.118 --> 00:09:18.625
Because the thing is is that you have to know your why just as much as you know your customer's why.
00:09:18.625 --> 00:09:20.668
So let me ask you some questions.
00:09:20.668 --> 00:09:23.894
Why did you raise your rate?
00:09:23.894 --> 00:09:32.145
Did you raise your rate to just buy a Mercedes, or did you raise your rate so that you can employ more skilled people?
00:09:32.145 --> 00:09:42.633
Did you offer options because you're trying to just squeeze more out of your clients or because you feel that you can serve them at a better level?
00:09:42.633 --> 00:09:48.331
Are you offering warranties, club memberships, maintenance packages?
00:09:48.331 --> 00:09:50.777
Are you doing them just as cash grabs?
00:09:50.777 --> 00:09:53.129
For me, it wasn't the case.
00:09:53.129 --> 00:09:58.447
I did the things because I believe in the service that I'm offering to our clients.
00:09:59.230 --> 00:10:05.731
When you believe yourself and you believe your own numbers and you're like is it wrong of me to do this for you.
00:10:05.731 --> 00:10:09.119
You have to ask yourself is it wrong?
00:10:09.119 --> 00:10:17.168
And almost every time you believe yourself, you're going to say no, it's not wrong to offer these customer choices, because you know what.
00:10:17.168 --> 00:10:18.711
Picture it this way.
00:10:18.711 --> 00:10:26.335
Let's say you gave them six choices and your bottom option is you can even say like the 2011 special.
00:10:26.335 --> 00:10:30.552
It's like listen, I'm going to show up when I can on the weekend.
00:10:30.552 --> 00:10:32.076
This is my old rate.
00:10:32.076 --> 00:10:33.807
I can't sustain it.
00:10:33.807 --> 00:10:36.777
But this is something where I'd be even willing to come out and help you.
00:10:36.777 --> 00:10:39.110
But just so you know, it doesn't come with a warranty.
00:10:39.110 --> 00:10:41.125
It doesn't come with really much of anything.
00:10:41.125 --> 00:10:43.669
This is what you would have gotten six years ago from me.
00:10:43.669 --> 00:10:45.793
You want to see what you can get from me now.
00:10:45.793 --> 00:10:49.798
That's five options above it, and I'd be honored to serve you at that level.
00:10:55.865 --> 00:10:56.607
So how would you like to proceed?
00:10:56.607 --> 00:10:57.370
Gosh, I love that man, I love that.
00:10:57.370 --> 00:11:05.390
Okay, I want to pause for a moment and just acknowledge our viewers, our listeners, right now and ask you to do something for you, for us and for this movement that we're going to start right now.
00:11:05.390 --> 00:11:07.192
We're going to start something right here, Joe.
00:11:07.592 --> 00:11:09.215
All right, I'm here, I'm on board, I'm on board.
00:11:09.235 --> 00:11:17.394
Stick to your offer is the name of this episode of Entrepreneur Secrets Hashtag STYO.
00:11:17.394 --> 00:11:18.923
Stick to your offer.
00:11:18.923 --> 00:11:27.539
Guys, if you're on the same page with us and you can see how important this is, please go ahead and comment that in the chat right now.
00:11:27.539 --> 00:11:29.272
Hashtag STYO.
00:11:29.272 --> 00:11:32.807
Ahead and comment that in the chat right now.
00:11:32.807 --> 00:11:33.107
Hashtag s-t-y-o.
00:11:33.107 --> 00:11:43.317
In fact, the next time you're in one of our neighbor groups sister group rebs, any of the other groups that you see us in as well and you see other electricians asking questions around this, just go ahead and hashtag s-t-y-o.
00:11:43.317 --> 00:11:46.229
Let them get curious and say what the hell does that mean?
00:11:46.229 --> 00:11:49.254
And you're gonna go stick to your offer.
00:11:50.277 --> 00:11:52.669
Run the play, joe.
00:11:52.669 --> 00:11:56.542
I gotta throw in another situation where people tend to get a little bent on this.
00:11:56.542 --> 00:11:59.808
Okay, we nailed demand calls.
00:11:59.808 --> 00:12:00.350
Do you remember?
00:12:00.350 --> 00:12:02.695
It was just a week ago?
00:12:02.695 --> 00:12:03.876
Demand call lotto.
00:12:03.876 --> 00:12:10.558
We talked through it a ton, and one of the challenges that we've seen in that is this whole.
00:12:10.558 --> 00:12:13.066
They called me for one single thing.
00:12:13.066 --> 00:12:24.434
Now they're kind of acting crazy like I'm crazy and all I want to do is get my options and run the play, but I'm feeling this gap and the trust gap and whatever else.
00:12:24.434 --> 00:12:35.679
That is like they see through me, like I'm trying to sell something and and all I do is like it's kind of like you mentioned of noticing like a furnace with no power and it was the switch.
00:12:35.679 --> 00:12:37.097
You remember we talked about that.
00:12:37.097 --> 00:12:39.772
Yeah, how do we help people with this?
00:12:39.772 --> 00:12:48.956
We've talked a bit about this in a class earlier too, but how do we help electricians understand how important it is this S-T-Y-O?
00:12:50.076 --> 00:12:57.311
So the closest thing that comes to mind is that we have to acknowledge that most customers consider that we're sorcerers.
00:12:57.311 --> 00:13:05.196
They really don't understand how electricity works until it suddenly just doesn't work and they have to call the sparky magician to come and fix it right.
00:13:05.196 --> 00:13:12.451
The thing is, because they don't understand electricity to the same extent, they don't know what they don't know.
00:13:12.451 --> 00:13:16.716
And it's our obligation, not just responsibility.
00:13:16.716 --> 00:13:27.070
We are obligated by honor to teach them the things that could make them safer, or at the very least, to say I'm going to put it in your court you were a grown ass man.
00:13:27.070 --> 00:13:28.650
I'm going to give you the choices.
00:13:28.650 --> 00:13:35.946
I can suggest what I think is the right thing, but you'll have a complete range of choices and you choose what you think is best.
00:13:35.946 --> 00:13:46.110
So let's say, the customer calls and says I have one bathroom switch, right, I got one switch that's not working.
00:13:46.110 --> 00:13:52.508
There's a lot of questions that usually come around that I always found and said do you know their why?
00:13:52.508 --> 00:13:58.566
If you know their why, you can allow yourself to get more options available.
00:13:58.566 --> 00:14:00.289
As I know, we touched on previous episodes.
00:14:00.289 --> 00:14:03.236
Right For what I recommend.
00:14:03.236 --> 00:14:10.658
There's always a list of things that you can offer, no matter whether they're handy, or whether they've never even owned a screwdriver in their life.
00:14:10.658 --> 00:14:14.755
And this is the circuitry identification.
00:14:15.865 --> 00:14:28.374
The reason why I feel this is so important is because you, as an electrician, if you went to their home and you didn't know where the breakers were or what was controlling what, wouldn't you have to work harder in order to find it.
00:14:28.374 --> 00:14:30.269
You'd have to do it anyway.
00:14:30.269 --> 00:14:32.688
Right, yeah, but you're the electrician.
00:14:32.688 --> 00:14:33.410
You at least know.
00:14:33.410 --> 00:14:35.317
Hey, the air conditioning is not working.
00:14:35.317 --> 00:14:38.751
I'm looking for anywhere from a two-pole 40 to a two-pole 60.
00:14:38.751 --> 00:14:40.977
I know that's probably the one it is.
00:14:41.325 --> 00:14:42.408
Customer has no idea.
00:14:42.408 --> 00:14:44.975
They don't know where to find the air handler switch.
00:14:44.975 --> 00:14:58.236
But if you were to label it and make it clearly identifiable, like I love, qo series home line or, sorry, qo series square D, because they actually have a built-in fault indicator.
00:14:58.236 --> 00:15:11.229
So imagine changing a panel for a customer and saying, hey, instead of you fiddling around for the breaker, that's off, we had a light right next to each breaker that would tell you which one it was and then directly correlating I have a number on it.
00:15:11.229 --> 00:15:15.706
You can see that number means this, and every single thing on that circuit is there.
00:15:15.706 --> 00:15:19.413
Would that be wrong of us to do for someone?
00:15:20.196 --> 00:15:23.042
no, no, quite necessary.
00:15:23.042 --> 00:15:23.322
I.
00:15:23.322 --> 00:15:42.087
I want to piggyback onto this and I tend to carry a little bit of passion about this one, because we're really talking about at least it seems in the conversations we've had is that in this situation it can make you kind of doubt yourself a bit, it can make you feel a little bit crazy, and I just want to reiterate how.
00:15:42.087 --> 00:15:52.815
That's only because they have the home field advantage, and by they I mean we could be talking about a partner, we could be talking about a single person in this, this home.
00:15:52.815 --> 00:16:03.811
Maybe there's three people you're addressing, but the greater that number is on this home field advantage, the more crazy you might feel, because they might agree that this isn't what they expected from you.
00:16:03.811 --> 00:16:13.148
They expected someone to come and flick a switch or put a meter on it and fix it, but but again, they don't even know, they have no idea.
00:16:13.327 --> 00:16:29.880
I remember pre-trade calling an electrician for a home warranty deal when I worked for a general contractor, and I remember selecting that electrician from the yellow pages in our phone book and I remember thinking, god, I hope he can fix this receptacle because it's not working.
00:16:29.880 --> 00:16:39.950
The reality is, if our apprentice can't fix the receptacle he's not working at this point, right like plug tester, plug it in tells me there's no neutral.
00:16:39.950 --> 00:16:42.655
Oh, my god, that wasn't that hard right.
00:16:42.655 --> 00:16:49.394
So when he did this, it was pure magic, pure fucking magic, joe, long before I ever got into the trade.
00:16:49.394 --> 00:16:56.871
But that just displays the level of understanding that they truly have 99 of the time.
00:16:57.933 --> 00:17:01.125
So let me try to correct this for you guys a little bit.
00:17:01.125 --> 00:17:03.568
You're not crazy.
00:17:03.568 --> 00:17:06.353
You're not doing the wrong thing.
00:17:06.353 --> 00:17:09.196
Yes, it, it's their house, but it's your clinic.
00:17:09.196 --> 00:17:21.449
And if you don't do the right thing, which is run your offer, stick to your offer, hashtag S-T-Y-O if you don't do that, then they're gonna end up underserved.
00:17:21.449 --> 00:17:29.913
And if we're underserving, then you might as well be fucking tank top Terry, chucking a truck, ben and a Dan.
00:17:29.913 --> 00:17:31.178
I just made that one up.
00:17:32.613 --> 00:17:33.215
Yeah, I love them.
00:17:33.215 --> 00:17:40.577
I went in doubt, but there was actually something that I wanted to bring up that you inspired me to say If I can piggyback off what you're saying, let's hit it.
00:17:40.577 --> 00:17:50.156
In addition to this, if you don't stick to your offer the first time you meet them, you have handcuffed yourself for the next time.
00:17:50.156 --> 00:17:54.291
They call you, and I don't think people really think of the lifetime value of the client.
00:17:54.291 --> 00:18:06.842
So let's say you meet a brand new client and you don't run the play, or you, even worse, you offered a discount when they haggled you Either A.
00:18:06.842 --> 00:18:11.337
If you didn't offer options the second time, they'll never expect second options.
00:00:03.685 --> 00:00:09.314
00:00:09.314 --> 00:00:15.891
00:00:15.891 --> 00:00:24.503
00:00:24.503 --> 00:00:32.594
00:00:32.594 --> 00:00:33.636
00:00:33.636 --> 00:00:42.252
00:00:42.252 --> 00:00:43.424
00:00:44.180 --> 00:00:48.392
00:00:48.392 --> 00:00:50.445
00:00:50.445 --> 00:00:58.912
00:00:58.912 --> 00:01:02.264
00:01:02.264 --> 00:01:05.468
00:01:06.209 --> 00:01:07.070
00:01:08.112 --> 00:01:10.256
00:01:10.256 --> 00:01:12.385
00:01:12.525 --> 00:01:15.371
00:01:16.439 --> 00:01:18.201
00:01:18.542 --> 00:01:20.063
00:01:20.183 --> 00:01:23.046
00:01:23.046 --> 00:01:26.569
00:01:26.569 --> 00:01:27.189
00:01:27.590 --> 00:01:28.131
00:01:28.131 --> 00:01:28.971
00:01:28.971 --> 00:01:32.075
00:01:32.515 --> 00:01:33.135
00:01:33.135 --> 00:01:34.456
00:01:34.456 --> 00:01:39.766
00:01:39.766 --> 00:01:50.700
00:01:50.700 --> 00:01:56.441
00:01:56.441 --> 00:02:02.528
00:02:07.740 --> 00:02:11.574
00:02:11.574 --> 00:02:13.180
00:02:13.180 --> 00:02:16.229
00:02:17.580 --> 00:02:18.944
00:02:18.944 --> 00:02:19.526
00:02:19.526 --> 00:02:20.890
00:02:20.890 --> 00:02:31.846
00:02:31.866 --> 00:02:32.407
00:02:32.407 --> 00:02:35.118
00:02:35.118 --> 00:02:39.977
00:02:39.977 --> 00:02:41.924
00:02:41.924 --> 00:02:46.239
00:02:46.239 --> 00:02:57.276
00:02:57.276 --> 00:03:01.651
00:03:01.651 --> 00:03:05.169
00:03:05.169 --> 00:03:09.373
00:03:09.394 --> 00:03:16.550
00:03:16.550 --> 00:03:21.888
00:03:21.888 --> 00:03:22.528
00:03:22.528 --> 00:03:22.969
00:03:22.969 --> 00:03:23.491
00:03:23.491 --> 00:03:25.074
00:03:25.074 --> 00:03:26.418
00:03:26.418 --> 00:03:29.889
00:03:30.901 --> 00:03:37.480
00:03:37.480 --> 00:03:49.846
00:03:49.846 --> 00:03:56.323
00:03:56.323 --> 00:04:05.721
00:04:05.721 --> 00:04:12.162
00:04:12.823 --> 00:04:19.607
00:04:19.607 --> 00:04:20.550
00:04:20.550 --> 00:04:22.822
00:04:22.822 --> 00:04:23.103
00:04:23.803 --> 00:04:25.747
00:04:25.747 --> 00:04:28.011
00:04:28.011 --> 00:04:30.634
00:04:30.634 --> 00:04:44.009
00:04:44.009 --> 00:04:45.273
00:04:45.300 --> 00:04:46.526
00:04:46.526 --> 00:04:48.466
00:04:48.466 --> 00:04:52.608
00:04:52.608 --> 00:04:56.528
00:04:56.528 --> 00:04:58.163
00:04:58.163 --> 00:05:00.749
00:05:00.749 --> 00:05:01.851
00:05:01.851 --> 00:05:09.711
00:05:09.711 --> 00:05:14.947
00:05:14.947 --> 00:05:17.153
00:05:17.153 --> 00:05:19.882
00:05:20.904 --> 00:05:27.095
00:05:27.095 --> 00:05:32.740
00:05:32.740 --> 00:05:39.980
00:05:39.980 --> 00:05:45.853
00:05:45.853 --> 00:05:49.990
00:05:50.661 --> 00:05:51.464
00:05:51.464 --> 00:05:52.665
00:05:52.665 --> 00:05:53.201
00:05:53.201 --> 00:05:56.211
00:05:56.211 --> 00:06:02.745
00:06:02.745 --> 00:06:12.312
00:06:13.262 --> 00:06:15.572
00:06:15.572 --> 00:06:19.180
00:06:19.180 --> 00:06:20.942
00:06:20.942 --> 00:06:24.785
00:06:24.785 --> 00:06:31.069
00:06:31.069 --> 00:06:32.149
00:06:32.149 --> 00:06:33.290
00:06:33.290 --> 00:06:35.670
00:06:36.591 --> 00:06:39.274
00:06:40.053 --> 00:06:41.035
00:06:41.035 --> 00:06:45.637
00:06:45.637 --> 00:06:51.884
00:06:51.884 --> 00:06:53.730
00:06:53.730 --> 00:06:56.382
00:06:56.401 --> 00:07:07.581
00:07:07.581 --> 00:07:16.987
00:07:16.987 --> 00:07:20.273
00:07:20.273 --> 00:07:22.884
00:07:22.884 --> 00:07:23.125
00:07:23.125 --> 00:07:25.370
00:07:25.370 --> 00:07:31.752
00:07:33.819 --> 00:07:44.064
00:07:44.064 --> 00:07:48.694
00:07:49.255 --> 00:07:49.697
00:07:49.697 --> 00:07:56.992
00:07:57.514 --> 00:07:58.576
00:07:58.576 --> 00:08:01.550
00:08:01.550 --> 00:08:06.389
00:08:06.389 --> 00:08:08.254
00:08:08.254 --> 00:08:10.016
00:08:10.016 --> 00:08:11.908
00:08:11.908 --> 00:08:14.173
00:08:14.173 --> 00:08:17.970
00:08:17.970 --> 00:08:18.711
00:08:18.711 --> 00:08:22.019
00:08:22.019 --> 00:08:24.569
00:08:24.569 --> 00:08:30.136
00:08:30.136 --> 00:08:33.059
00:08:33.059 --> 00:08:37.663
00:08:37.663 --> 00:08:40.931
00:08:40.931 --> 00:08:43.432
00:08:43.432 --> 00:08:45.451
00:08:46.285 --> 00:08:52.993
00:08:52.993 --> 00:08:55.639
00:08:55.639 --> 00:08:58.692
00:08:58.692 --> 00:09:00.677
00:09:00.677 --> 00:09:12.118
00:09:12.118 --> 00:09:18.625
00:09:18.625 --> 00:09:20.668
00:09:20.668 --> 00:09:23.894
00:09:23.894 --> 00:09:32.145
00:09:32.145 --> 00:09:42.633
00:09:42.633 --> 00:09:48.331
00:09:48.331 --> 00:09:50.777
00:09:50.777 --> 00:09:53.129
00:09:53.129 --> 00:09:58.447
00:09:59.230 --> 00:10:05.731
00:10:05.731 --> 00:10:09.119
00:10:09.119 --> 00:10:17.168
00:10:17.168 --> 00:10:18.711
00:10:18.711 --> 00:10:26.335
00:10:26.335 --> 00:10:30.552
00:10:30.552 --> 00:10:32.076
00:10:32.076 --> 00:10:33.807
00:10:33.807 --> 00:10:36.777
00:10:36.777 --> 00:10:39.110
00:10:39.110 --> 00:10:41.125
00:10:41.125 --> 00:10:43.669
00:10:43.669 --> 00:10:45.793
00:10:45.793 --> 00:10:49.798
00:10:55.865 --> 00:10:56.607
00:10:56.607 --> 00:10:57.370
00:10:57.370 --> 00:11:05.390
00:11:05.390 --> 00:11:07.192
00:11:07.592 --> 00:11:09.215
00:11:09.235 --> 00:11:17.394
00:11:17.394 --> 00:11:18.923
00:11:18.923 --> 00:11:27.539
00:11:27.539 --> 00:11:29.272
00:11:29.272 --> 00:11:32.807
00:11:32.807 --> 00:11:33.107
00:11:33.107 --> 00:11:43.317
00:11:43.317 --> 00:11:46.229
00:11:46.229 --> 00:11:49.254
00:11:50.277 --> 00:11:52.669
00:11:52.669 --> 00:11:56.542
00:11:56.542 --> 00:11:59.808
00:11:59.808 --> 00:12:00.350
00:12:00.350 --> 00:12:02.695
00:12:02.695 --> 00:12:03.876
00:12:03.876 --> 00:12:10.558
00:12:10.558 --> 00:12:13.066
00:12:13.066 --> 00:12:24.434
00:12:24.434 --> 00:12:35.679
00:12:35.679 --> 00:12:37.097
00:12:37.097 --> 00:12:39.772
00:12:39.772 --> 00:12:48.956
00:12:50.076 --> 00:12:57.311
00:12:57.311 --> 00:13:05.196
00:13:05.196 --> 00:13:12.451
00:13:12.451 --> 00:13:16.716
00:13:16.716 --> 00:13:27.070
00:13:27.070 --> 00:13:28.650
00:13:28.650 --> 00:13:35.946
00:13:35.946 --> 00:13:46.110
00:13:46.110 --> 00:13:52.508
00:13:52.508 --> 00:13:58.566
00:13:58.566 --> 00:14:00.289
00:14:00.289 --> 00:14:03.236
00:14:03.236 --> 00:14:10.658
00:14:10.658 --> 00:14:14.755
00:14:15.865 --> 00:14:28.374
00:14:28.374 --> 00:14:30.269
00:14:30.269 --> 00:14:32.688
00:14:32.688 --> 00:14:33.410
00:14:33.410 --> 00:14:35.317
00:14:35.317 --> 00:14:38.751
00:14:38.751 --> 00:14:40.977
00:14:41.325 --> 00:14:42.408
00:14:42.408 --> 00:14:44.975
00:14:44.975 --> 00:14:58.236
00:14:58.236 --> 00:15:11.229
00:15:11.229 --> 00:15:15.706
00:15:15.706 --> 00:15:19.413
00:15:20.196 --> 00:15:23.042
00:15:23.042 --> 00:15:23.322
00:15:23.322 --> 00:15:42.087
00:15:42.087 --> 00:15:52.815
00:15:52.815 --> 00:16:03.811
00:16:03.811 --> 00:16:13.148
00:16:13.327 --> 00:16:29.880
00:16:29.880 --> 00:16:39.950
00:16:39.950 --> 00:16:42.655
00:16:42.655 --> 00:16:49.394
00:16:49.394 --> 00:16:56.871
00:16:57.933 --> 00:17:01.125
00:17:01.125 --> 00:17:03.568
00:17:03.568 --> 00:17:06.353
00:17:06.353 --> 00:17:09.196
00:17:09.196 --> 00:17:21.449
00:17:21.449 --> 00:17:29.913
00:17:29.913 --> 00:17:31.178
00:17:32.613 --> 00:17:33.215
00:17:33.215 --> 00:17:40.577
00:17:40.577 --> 00:17:50.156
00:17:50.156 --> 00:17:54.291
00:17:54.291 --> 00:18:06.842
00:18:06.842 --> 00:18:11.337