Replay - Hitting Sales Record By Doing Watts Right

Transcript

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Hello, hello, hello, and welcome back to yet another episode of Electricpreneur Secrets, the Electrician's Podcast, and we're on episode 225, and this is no slouch.

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We're hitting sales records by doing what's right with our client, alan, and we've got a huge story for you to connect with, get inspired by and help rise the tide for electricpreneurs everywhere.

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I'm your host, clay Neumeier, with me, as always, my esteemed co-host, joseph Lucani, and we're the electricpreneurs A couple of master electricians with business addictions, here and ready to serve.

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The entrance fee, the admission fee for this, is simple Sit back in the hot seat, listen to everything we have to give and promise to take action and report your wins back to us.

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Not my best intro, joe, but I'm going with it, man, we've got a huge interview today, brother.

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How are you doing today?

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Full steam ahead, man, full steam ahead.

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I'm feeling really really good.

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We've had some good laughs today, as always.

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I love working with you.

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We had an awesome class this morning.

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I'm fired up about that and we're talking to our friend Alan.

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I mean, I like talking to the guy in general.

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Why not here too, right?

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Absolutely.

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You know what I was thinking of this banner, but, as you reminded me, alan is a stud and we're going to give him the goats.

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There they are, there we go.

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If you're watching this live with us on the Facebook live stream.

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We're here five days a week to help you master sales, simplify pricing and deliver premium level service, and Alan's going to help us with that today, so why don't we bring him in, joe, and talk through Alan's story a little bit?

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Can't wait, let's make it happen.

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All right, alan brother, how are you Good?

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How are you guys?

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Fantastic Feels like Groundhog Day here we're trying.

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We're trying to get this right.

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We've tried a couple iterations in the background.

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We got it right this time.

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I am pumped up to hear your story, man, as so many other people are.

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Tell us why electrical?

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Why'd you get into this?

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Why is it important to you?

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that was like three huge questions in one, but I know you got this, brother yeah, so, uh, yeah, man, you know, I kind of really didn't have a choice in the matter, so to speak.

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My dad was an electrical contractor and so I kind of grew up in the trades.

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Essentially he owned an electrical slash HVAC company and so growing up in the summers and on the weekends and things of that nature, I was always helping them wire houses, run duct work, build plenums.

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We were kind of old school and so I just kind of grew up around it and it was never something that I wanted to do.

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Honestly, like I did not want to be an electrician.

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If I could have picked either one of the two, I would have been an HVAC tech, but I really didn't want to do either.

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But my dad, you know, what I wanted to do was what every teenager wanted to do, which was go hang out with their friends and chase girls and things of that nature.

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But my dad said that I put forth some time and some effort and some energy into learning a trade.

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That way I would always have something to fall back on.

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And so that's just kind of how it started, and so I just was born back on it.

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Yeah, I was going to call him on that because think about it.

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When we started off, I think about that's a 90s parents mentality, where it's like you should have a trade to fall back on.

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And now us in 2023 where kids are like you got to get into the trades.

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They are the only stable thing to be in, so your fallback ended up being the most solid foundation you could have ever built yourself on yeah, man, absolutely.

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You know, looking back on it, it's just, it's just one of those things where I, just in the moment, you know, and I didn't really understand how blessed I was, and it's taken some time for everything to come to fruition for me to look back on it and be like man, you know.

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Thank you, dad oh, that's awesome.

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I I love that share and I feel like so many people were kind of given the gift of if you call it a gift their dad or someone trying to pressure them and just be like take the family business, just do the family thing, I'll make this easy for you.

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And as a teenager or young adolescent, you're just like I want nothing of that.

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I want nothing Like leave me alone.

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I want to do my own way, find my own way.

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Yeah.

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And I did, man, and that's you know, that's that's kind of how it unfolded, is?

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You know?

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I don't know if anyone else has ever worked with family, but in high school it was a little bit different, because it wasn't.

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It wasn't a job, it wasn't a career, it was just something that I was casually learning to make some extra money, like there wasn't a lot of pressure to it.

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And when I got out of high school, you know, working with my dad like I would be lying if I said that that wasn't kind of the opposite, you know, like I'm very, very strong willed, and so was he, and so we kind of, to a degree, butted heads a little bit and there kind of came a point in time where the discussion happened about.

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You know, maybe I should go to some other companies and see how they operate and kind of do that, and so that's where you know the foundation was laid with him and I went to some other places and gained some knowledge there and ended up coming back there, and so it was a very perfectly imperfect journey.

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Perfectly imperfect All all right, that's a good way of saying it.

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Nice pickup, sure.

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I'm wondering why go into business for yourself then?

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Did you always see this coming, or was there?

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Was there something that happened?

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That was just like.

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You know what.

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I got to do this on my own.

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What caused this?

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um, you know, that's that's um, that's a good question, clay.

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Um, man, the truth is, man, that, um, my intention was always was to go back and run my dad's business.

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That was always my intentions, you know, because that's that's what supported my mother and things of that nature, and that was kind of that's what was supposed to happen in my mind.

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That's that's how the story was supposed to unfold going forward.

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And, um, in 2016, we lost him.

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Um, he was in a, an accident at work and his work man.

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And, uh, we lost my dad in 2016.

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And, um, I was in no place to to be running a small business.

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Um, and you know, I had always struggled with addiction issues growing up, something that I kind of battled my entire life, so to speak.

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And then, when that happened in 2016, and all the guilt and all the shame of not only the time that I had missed with my dad, but also the fact that I wasn't going to be able to carry on that portion of his legacy, just drove the addiction to a place where, you know it, just, I went places and did things that I said that I would never do.

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Ultimately, november of 2017, I got clean and when I went to my first job, just as a kind of a starting point of reference.

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You know, I showed up to my first job with a flat blade screwdriver and one pair of dogs.

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That's all I had in my name.

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And the guy that was there was, you know, the guy that was there was like why do you have a journeyman's license and only this?

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You know, like something about this story isn't quite adding up.

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And I was just honest with the guy man, for the first time in my life I was.

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I was honest about where I was at and my situation in life and the fact that I was willing to work but I needed some help and um, he, he worked with him, man, and it, it just um kind of got me on my path and I, you know, I, I think, know, I think, at about three years clean, I kind of worked my way up there to a point where it was like I'm waiting on a project manager to retire and they ain't going anywhere.

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They weren't like old guys, their early 50s.

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They're not going anywhere, they're firmly planted in their seats, you know and decided that man, why not?

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You know what I mean, why not?

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And that's that's really what it did.

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Man Is I?

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Just to be honest, I just got bored at the other place that I was at, and just not because I needed the money, not because anything else, just like I want to try this new thing.

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I want to try this challenge.

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So yeah, wow, man, that a that's a huge vulnerable, huge vulnerable share and I appreciate you going there with us.

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Man, I know that that's tough, tough times and tough things that you've had to work through.

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Important here is I know for a fact that you know we've had to work around and schedules of working with you to always make room for um, there's a weekly visit.

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Is that right when you go and speak to other people that are having hard times and help them through through these challenges as well?

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Yeah, so that's I mean.

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One of the things is, um, you know, in November of 2017, there were people who I met, a group of people that that were just like me, had struggled the way that I had struggled and been to a lot of the same places and stuff and I think that the thing that was different about that point in time in my life versus every other treatment center or rehabilitation center or counselor or doctor or judge or lawyer or probation officer that stood in front of me was, finally, for the first time in my life, there was someone across from me who had been, who had the experience, in other words, empathy could take place, and so having that experience fast forward to today and over the past six years is I didn't want to, I didn't.

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I never wanted to forget that and I always wanted to like express my gratitude by by going back every Thursday to one of the local treatment centers here and just sharing with those guys that like, hey, I understand, I've been there too and you, you know what I mean.

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There's, there's a way out Totally, totally, man.

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Yeah, I appreciate that.

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I know I have a similar thing.

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Joe's got a similar thing you'll speak to.

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I just wanted to say quick I think the three of us bonded really well because we all share.

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It seems like on one fork in the road that we always hold in our mind there's a burning dumpster.

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Fire down one end and maybe that's what's helped driving us down to the right path.

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Always right, joe, go ahead, brother.

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Yeah, I was going gonna say.

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One thing that I've always respected about you, alan, was those of us, like you, know my past and everything like that.

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But the fact that those of us with a darker past or a more muddled past, I feel we're actually put in those situations for a good reason, because, if you think about it, all the people that you're talking to on the other side of the table may not ever believe that what you have is possible for them.

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And if anyone else told your story who hadn't gone through it, I know I wouldn't have believed it.

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Like, when I was going through what I had to go through, I needed someone who was in my seat to say, yeah, this happened and this is how I overcame it.

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So, if anything, I think you're blessing other people by saying you know what, I've been there and this is how I overcame it.

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So, if anything, I think you're blessing other people by saying you know what, I've been there and this is what's possible.

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On the other side and I'm not judging you for what you've gone through I think that's really changing lives in a big way and I want you to know personally, like from the bottom of my heart, it means so much to me that you do that, and I'm sorry if I've not given you enough credit for it, but I wanted to publicly just say that I have an immense, immense amount of respect for someone who's able to say you know what my scars?

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are now the shield that protects others.

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I appreciate that.

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It just means a lot.

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You're welcome All right Into the business stuff again, thank you for sharing that.

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You're going on three years.

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I believe in your business, right.

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Would you just tell us kind of how did first year, second year and now a third year?

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How is that going?

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And just a quick snapshot.

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I had no idea I have the.

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Really, what I think is kind of the old school mentality about residential electrical work is you're either wiring a new house or you're going in.

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You're replacing an outlet and there's not much money in it.

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I better go to some commercial where there's some money.

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And so the first year in the truck was just taking whatever I could get and you know I mean it was just like survival.

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You know I mean we've all, we've all started businesses and there's like you talk about your back being against the wall is it's like there's no paycheck on friday unless you go make it.

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You better go make it and that's what I did, man, and, and that was like I'm so grateful for that for that time, because it was hard, man, it was a struggle like I did, like dig deep and like find ways to to make things happen.

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That that I didn't.

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It's like I call it follow the bouncing ball, you know, figure out how to pull a permit for the first time.

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You know this stuff like that.

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And then in March of the following year March of last year, really, really January, february I started hearing about home services.

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I started hearing about this philosophy of residential service and things of that nature and I started listening to some podcasts and around around the end of February, march of last year, I think that the biggest, the biggest turning point in the business at all was I took a hard line in the sand of we are a residential service company only, I mean to the point where people would call and want us to do commercial and I would respectfully decline and that's all we did was residential service.

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And then I started learning about options and we were given half as many options, as should be given Three instead of six.

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But it was something you know, I mean, it was something, man, and I just happened to make some really, really, really key key hires guys that are still with me today and we just we just went and it just happens, you know, just the right place at the right time, and I feel like I didn't waste a whole lot of time.

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We found our niche and we made a commitment to that niche and last year, by the end of the year, we ran 1.23 million out of my garage.

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So it was that's the good thing.

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Yeah, you can imagine the chaos that it was.

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I mean it was.

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It was hard, it was hard on me, it was hard on the guys that there were.

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There were far more that didn't make it to the end of the year than did make it to the end of the year, and that's kind of one of the one of the things that I knew that was was lacking going into this year was like this philosophy, once again, of culture and what that is and what that.

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What is our culture, what is our identity?

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Who are we?

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What do we do?

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Things of that nature, and that that is as well as wanting to have like some sort of sales process so we can train people.

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Like I don't want to be the one to have to always do it or or depend on the couple of guys within the business Like how can we train people to serve at a high level that will result in enough revenue for us to keep the doors open and everybody be happy?

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And that's when we got with you guys.

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I love that and I'm hearing a couple of things.

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Joe, I'm sure you picked out a couple of things there, but you mentioned two or three big things that were massive shifts.

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But it was mostly about niching down, like deciding hey, I'm going to work in service and do nothing else.

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And I want to really explore that a bit more with you because that niching is so important and it's not just for electricians, like we see this in almost every industry, where people really get distracted by every big number that comes their way.

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And next thing you know, for some reason, right that generalist mentality there's just more month at the end of the money than money at the end of the month, more month at the end of the money than money at the end of the month.

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But, interesting enough, that was a very personal decision to focus on the niche.

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But then you said well, culture was the next big shift that you were looking for.

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So a couple of your biggest mentality shifts and biggest breakthroughs in your business weren't even necessarily about a sales process yet or the offer, training or any of this stuff that we talk about often, but just the personal side of it, and I think that's so impactful and really wanted to call attention to that.

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Do you think here's the hard question you'd be where you are today if you did not focus on the service?

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I mean in a sense of revenue like growth and size.

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No, no, I mean, here's the thing.

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I think that I was fortunate enough to do it before we had a commercial side of the business even going, so there was no revenue drop before we got back up to strictly running residential service.

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It's there was.

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It was just a decision that was made without a loss of revenue at all.

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I say that to say that the numbers speak for themselves.

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I mean, it's not that I never did commercial work or that I didn't study the numbers commercial against residential.

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I mean to be honest, the whole reason that I did that niche is because I knew that the margins were higher.

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I knew that there was no accounts receivable.

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I knew that the customers were grateful.

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I knew that they were going to call us back, they were going to refer me.

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Well, they weren't just going to want to hold me down to themselves.

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So no, there's, there's.

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I don't think that you know, I just want to say and I don't know if I'm stretching it here, but it almost seems like it's a gift that your father is giving you, even when he's not around because you think about all the years you spent in there, like all the years you spent wiring houses and doing it and working with your old man, and those lessons helped you shape this business, even though originally you're like I never want to go there.

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But lo and behold, here we are and you have all those memories of your father guiding your business.

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Isn't that like a beautiful thing?

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Like when you look at it that way and you're like the thing that I thought I was running from was actually the biggest blessing that I didn't realize I had.

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Yeah, every day.

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I mean I don't I don't just say that lightly, you know that's, that's the realization that gets deeper and deeper as time goes on how much of a blessing that that period of time in my life was.

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Yeah, yeah, I know like I've heard a lot of people say like they've had, you know, deceased relatives.

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You know, I hope I've heard a lot of people say like that have had, you know, deceased relatives.

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You know, I hope that they're proud of me.

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It's like no man.

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Like I know my dad is proud of me.

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There's no doubt in my mind.

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Yeah, there was another piece there that I really wanted to drill down a bit, and I know that it wasn't even us at this time, but you mentioned like listening to some podcasts and that being a bit of a breakthrough for you.

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How big was that really for you?

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I know we've chatted about this before and it seemed like there was a mega mentality shift that kind of led to that second year being over a million dollars.

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Yeah, you know, I believe what you put in is what you're going to get out.

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I've always, I've always believed that, and so I became obsessed, man, I truly became obsessed, and I don't know how specific you want me to get with which podcast or or what, but yeah, feel free to mention any podcast.

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Yeah, I mean the first first one was was waste no day.

00:18:58.930 --> 00:19:00.584
I believe there's there's an.

00:19:00.584 --> 00:19:03.731
There's an episode on there that that attracted my attention.

00:19:03.731 --> 00:19:17.286
It was running a service call like a three million dollar electrician, and I know there's not a whole lot of similarities between me and that guy, but just that possibility was like what you know what, like I would hope to get there as a business and this guy's doing it in residential service.

00:19:17.286 --> 00:19:19.794
It was like what you know what, like I would hope to get there as a business and this guy's doing it in residential service.

00:19:19.794 --> 00:19:21.619
It was like I need to learn more about this.

00:19:21.619 --> 00:19:24.486
Like where, where can I get information about this?

00:19:24.486 --> 00:19:28.114
You know for sure, yeah absolutely.

00:19:28.380 --> 00:19:29.624
Yeah, no thanks for sharing that.

00:19:29.624 --> 00:19:39.467
I mean, as you know, we're friends with the waste no day guys too, and I started on there and I know they've helped a ton of people and they're absolutely blowing up, so honorable to them.

00:19:39.467 --> 00:19:47.511
Um, another thing that happened in the background in another episode we did with dan antonelli now you are branded by kick charge as well.

00:19:47.511 --> 00:19:49.497
Is that right, correct?

00:19:49.497 --> 00:19:52.284
Yeah and did that have like.

00:19:52.284 --> 00:19:58.075
Did you notice a considerable growth impact from that rebranding, both internally and with clients?

00:20:00.921 --> 00:20:10.075
Yeah, it's funny that you mentioned it internally and externally, with clients, because, yeah, I mean, the first thing was like this, like aura of pride.

00:20:10.075 --> 00:20:21.785
All of a sudden, it was within the facility and within the group of guys that just wasn't there before facility and within the group of guys that just wasn't there before, you know everybody.

00:20:21.785 --> 00:20:28.211
All of a sudden, we had wrapped vans and and our uniforms and we got our badges, you know, and it was like thing that could be something to like.

00:20:28.211 --> 00:20:31.201
All of a sudden, it feels like we're something that looks like we're something.

00:20:31.201 --> 00:20:32.705
You know, we were a step closer.

00:20:32.705 --> 00:20:36.044
We're something, yeah, we're something.

00:20:36.104 --> 00:20:47.926
All of a sudden, you know, and I think that, um, the why behind that, though, was because what happened is how we got the name what's right, you know, and the tagline is in darkness and light, we do what's right.

00:20:47.926 --> 00:20:48.007
Now.

00:20:48.007 --> 00:20:49.932
I didn't think of that, you know.

00:20:49.932 --> 00:20:54.891
What happened is is through numerous interviews similar to this one with dan and his team.

00:20:54.891 --> 00:21:18.212
They were the ones who came up with that because of the story and the premise of we built the company from day one on the premise of do the right thing for the right reason, with the core value of integrity, which is doing the right thing, even when no one's watching, and so that reflected our name and it was just kind of like a battle cry all of a sudden where, like, and kind of a joke within the business as far as, like, guys would have questions and I'm like what's the right thing to do?

00:21:22.286 --> 00:21:30.625
I love this like play on words and then all of a sudden, man, we, you know, people were like we've seen your van, we see you all over town.

00:21:30.625 --> 00:21:39.233
I'm like, yeah, we were all over town with the same number of vehicles last year, it's just it just looks different's more catching and we started getting calls from neighbors.

00:21:39.339 --> 00:21:42.509
This is before we even really started running the Good Neighbor program.

00:21:42.509 --> 00:21:48.410
We started getting calls from neighbors that were seeing us in the neighborhood and people just calling off of the van wraps.

00:21:48.410 --> 00:21:54.089
And yeah, man, a tremendous internal and external influence that that provided.

00:21:55.412 --> 00:21:55.913
I love that.

00:21:55.913 --> 00:21:56.574
I love that.

00:21:56.574 --> 00:22:02.949
Okay, well, let's fast forward to today, then, a bit more of kind of this, this becoming of our relationship.

00:22:02.949 --> 00:22:08.308
Now, I know that when we met, that was back earlier in 2023, first quarter, I think.

00:22:08.308 --> 00:22:26.685
We started working together at the end of March and, from my memory, what it serves me is you were just really looking for more like sales consistency and something to kind of pave this pathway to make sure that you had a trainable, consistent process so that you could also have more culture control.

00:22:26.685 --> 00:22:28.932
I think that was really a huge focus for you.

00:22:28.932 --> 00:22:34.126
But now, even down in the nitty-gritty details, I'm sure people are waiting for you.

00:22:34.126 --> 00:22:44.854
You told me on our first call that you would die on the hill of three options, and at our 90-day review, you said that you would die on the hill of six options.

00:22:44.854 --> 00:22:48.807
Can you help us understand that change?

00:22:48.807 --> 00:22:51.272
What happened there to cause that for you?

00:22:54.942 --> 00:23:00.612
So what caused the change essentially was a lot of resistance at first.

00:23:00.612 --> 00:23:05.752
Um, and I just, you know, I just uh, and I didn't even know why the resistance was there.

00:23:05.752 --> 00:23:07.920
You know, I didn't understand.

00:23:07.920 --> 00:23:13.662
You know, all it was was like there's this old saying that it's not the change, it's the resistance to the change.

00:23:13.662 --> 00:23:23.452
That's hard, and I think that that for me, when I started looking at it, for me, this is just for me, and I don't have this is not say our way versus that ain't.

00:23:23.452 --> 00:23:24.799
That's not what I'm saying.

00:23:24.880 --> 00:23:43.961
I'm just giving my experience here, which was that I did three options and then, slowly but surely, I started to open my mind not to six, but to the possibility that maybe there could be more than three, which led to four and five and six and seven, and so before long I had to tone it back down to six.

00:23:43.961 --> 00:23:58.451
So six just kind of fell into place, and what I mean by that is, you know, I don't know how granular you want me to go with this, but just from a logical standpoint, I said last year there's some meat left on the bone in between good and better.

00:23:58.451 --> 00:24:05.713
There should be an option in between there that people can step up to without having to step up thousands of dollars there.

00:24:05.713 --> 00:24:07.242
That should be there anyway.

00:24:07.242 --> 00:24:15.650
And so, once I started to understand the premise of six options, it's like that's right, why wouldn't they have to talk to the middle and to the bottom?

00:24:15.650 --> 00:24:20.551
And that was just like oh my God, I don't make sense, you know.

00:24:20.551 --> 00:24:34.836
And so, and I think that's where for me, you know, I think that there are certainly situations where only giving three, in my opinion, would be a little bit unethical.

00:24:35.321 --> 00:24:36.210
I think they should.

00:24:36.210 --> 00:24:50.448
If we're going to give options and we're going to give them a menu of choices, you know I prefer I stand, I'll stand on the hill and die honored of six, but at least there should at least be some option in between the bare minimum and thousands of dollars in the middle.

00:24:50.448 --> 00:25:06.348
And I think that's wrong to not give people not at least like, use our professionalism and our expertise and our training to give them an option that makes them to where they can enjoy their home more and it's more safe, without spending all of that money, unless they want to.

00:25:06.348 --> 00:25:13.394
You know, and that's where, like, for me, it was like dang man, like that, was it clay?

00:25:13.394 --> 00:25:16.482
I don't know if that answers your question but it was a great answer.

00:25:16.522 --> 00:25:20.573
Joe, go ahead man, I was gonna say it really sounds like you're doubling down to doing what's right here.

00:25:20.573 --> 00:25:25.691
You know, like you, you know where I stand when it comes to sex options.

00:25:25.691 --> 00:25:34.204
Man, like I, I'm all die on that hill and I know you and I had to go back and forth a couple of times on why and how and everything, but you know what.

00:25:34.204 --> 00:25:38.192
You're right when you focused on the integrity behind it.

00:25:38.192 --> 00:25:42.569
Like everyone can say good, better, best, but you simply saying you know what.

00:25:42.569 --> 00:25:45.307
There should be some stepping stone between you.

00:25:45.307 --> 00:25:49.704
Know what we're going to just do a restoration of your panel and we're going to gut the whole thing.

00:25:49.704 --> 00:26:00.384
There's got to be something in between there and I'm glad that you could grasp that and really just you know, put it into your own belief value yeah, yep, yeah, I agree.

00:26:01.586 --> 00:26:04.051
There was one more kind of thing.

00:26:04.051 --> 00:26:05.673
I wanted to pick on you a little bit, brother.

00:26:05.673 --> 00:26:24.587
I hope you don't mind, but we had this moment where you had said to me you know, clay, in the beginning, on that first call, you told me that I might have an attachment to my sales process, an emotional attachment that might be difficult to overcome.

00:26:24.587 --> 00:26:40.203
And at the time you had said but I didn't even think I had a sales process to be attached to, but later on, in that 90 day review sort of the same situation there was kind of this aha moment that we had together where you shared okay, no, I was, and that was a real challenge actually to overcome.

00:26:40.203 --> 00:26:47.644
Do you kind of have some words for this and maybe helping others to embrace that change and the resistance to the change that you mentioned?

00:26:50.971 --> 00:26:53.540
Yeah, I mean I think that you know.

00:26:53.540 --> 00:27:16.490
Just to kind of touch on what you said, I think if you do something for a period of time, whether you know what you're doing or not know what you're doing, especially when you're a selling technician and you go into a home, you may not realize that you're doing these certain things throughout the call, but after doing them for a period of time, that is repetition.

00:27:16.490 --> 00:27:18.204
They're pretty similar.

00:27:18.204 --> 00:27:23.301
It's a series of steps, the goal is the same and it's a sales process of some sort.

00:27:23.301 --> 00:27:53.883
I just didn't realize what it was or anything, and there was no troubleshooting it of any kind, and I think I was just very ignorant to the, to the fact that I was emotionally attached to the way that I had done it for for the year prior and I think that um, moving more in towards a process, I mean it was, it was a hard shift, man, it is a hard shift, but it for me it's, it's been incremental, like I had this belief.

00:27:53.883 --> 00:28:04.326
So I started off with you guys not thinking that I had a process and that we were just going to modify what I was already doing a little bit, like I'm already doing pretty good.

00:28:04.326 --> 00:28:11.268
And then it was like well, if you're going to do it this way, these are some non-negotiables, these are some of the things that you're going to have to do.

00:28:11.268 --> 00:28:16.760
And so my idea of what was going to happen completely transformed, and that was a lot of change.

00:28:16.800 --> 00:28:24.528
So there was a lot of resistance to that and, just like anything else, the one thing that I haven't done, thanks to you guys, was was quit.

00:28:24.528 --> 00:28:25.809
Like I never quit.

00:28:25.809 --> 00:28:26.431
I never.

00:28:26.431 --> 00:28:31.596
I got mad, I got sad, I got cried, I screamed every, every emotion that there was to feel.

00:28:31.596 --> 00:28:32.497
I felt them all.

00:28:36.221 --> 00:28:37.788
But on the other side of that, it was like, why not just try the one thing?

00:28:37.788 --> 00:28:38.432
What if you just tried the ones?

00:28:38.432 --> 00:28:39.679
What if you just changed this one little thing?

00:28:39.679 --> 00:28:40.863
Well, that worked.

00:28:40.863 --> 00:28:44.267
What about this other little thing and this other little thing and this other little thing?

00:28:44.267 --> 00:28:56.690
And I'm in, and that's what started it, and I'm I'm kind of I'm more of the type that, like I'm not, I'm not going to tell you something, that I think that something works, just to toot your own horn.

00:28:56.690 --> 00:29:02.830
Like, I'm going to get my experience and if I think it works, then I will do it, and that is what I will share and nothing else.

00:29:02.830 --> 00:29:16.321
And I say that, to say that, through those incremental shifts, that is what's got me to a point to where, like, I believe in this process because it's worked, because it's worked, that's it.

00:29:16.583 --> 00:29:17.667
Just because it worked.

00:29:19.221 --> 00:29:20.747
Really good feedback there.

00:29:21.961 --> 00:29:23.625
And I'm still learning.

00:29:23.625 --> 00:29:24.267
I'm not.

00:29:24.267 --> 00:29:27.204
I have by no means.

00:29:27.204 --> 00:29:29.448
I don't think that I haven't mastered.

00:29:29.448 --> 00:29:33.410
I think that I've come a long way and I've still got a longer ways to go.

00:29:33.410 --> 00:29:34.471
That's what I think.

00:29:35.901 --> 00:29:39.163
Well, as long as you're walking that journey, man, I'm really excited to be walking it with you.

00:29:39.163 --> 00:29:42.101
You've really just been a pleasure to have as a student.

00:29:42.101 --> 00:29:56.609
I know that you and I we have our bouts every now and then, but you know, at the end of the day, at the end of the day, there isn't anyone that I'd rather want to be working with, because I know that once you commit to something, there is nothing on this good green earth that's going to pull you off the path of it.

00:29:56.609 --> 00:30:00.674
If you believe that there's something, you go for it, and your teeth are out every time.

00:30:02.362 --> 00:30:03.306
I appreciate that bro.

00:30:04.380 --> 00:30:05.403
So huge growth.

00:30:05.403 --> 00:30:08.348
But, alan, I got to get your cheeks a bit rosy here.

00:30:08.348 --> 00:30:14.425
You currently hold two of our program records, both involving sales.

00:30:14.425 --> 00:30:24.506
So biggest month at just under $183,000 from your van and biggest week at just over $97,000 from your van.

00:30:24.506 --> 00:30:35.963
And now, honestly we kind of alluded to this in the marketing bit and a bit earlier in the conversation you're almost at 900,000 in sales for the year from your van.

00:30:35.963 --> 00:30:40.353
And being that you started in April, I've done the math and run it back.

00:30:40.353 --> 00:30:48.309
If we went April to April and continue with this trend, you may even beat Joseph's 1.3 million record.

00:30:48.309 --> 00:30:51.089
Not to jinx it, brother, I'm at a wood desk and I am knocking.

00:30:51.089 --> 00:31:02.386
I don't want to do that to you Anyone superstitious with us today, but, man, there's got to be a few top, like a few things that have really amounted to this for you.

00:31:02.386 --> 00:31:07.082
Would you just share, like your top three, what's helped you achieve this?

00:31:09.806 --> 00:31:30.481
yeah, I mean the first one was having a sales process like a written out not written out necessarily, but like a guideline as far as how to run a residential service call, and the benefit to that was we could, I could see, we could see where things were going wrong and we could correct it where it was going wrong.

00:31:30.481 --> 00:31:36.769
In other words, before, without having any guidelines, it was either you got the sale or you didn't get the sale.

00:31:36.769 --> 00:31:38.000
What went wrong?

00:31:38.000 --> 00:32:00.113
Wrong kind of call, wrong kind of person, you know, whatever, whatever it was that I could come up with or whoever could come up with, and having a sales process to be like no, this went well, this went well, this went well, this went well, right, here, something was off and being able to trace back to that and be like okay, maybe this, maybe that.

00:32:00.113 --> 00:32:08.940
So that just having a sales process that enabled us to troubleshoot where it's going wrong, what the deal is, so on and so forth.

00:32:09.460 --> 00:32:12.009
The second biggest one was, for me, was generators.

00:32:12.009 --> 00:32:43.366
So we had never I had installed some generators, but I had what's Right Electric, k&k Electric before we were what's Right, had never installed a generator period until we got with you guys, and so we've done, I think, $125,000, $130,000 in generator sales this year alone, and I've been the only one to sell generators, so we're still training on that, so that helped a lot.

00:32:43.366 --> 00:32:50.565
Also something I don't think it's talked about a whole lot that I think that we do that.

00:32:50.565 --> 00:32:55.087
I don't know if some do or don't, but that's just generators.

00:32:55.087 --> 00:32:58.648
That's a generator transaction.

00:32:58.648 --> 00:33:07.625
We take a piece of the pie and was like this much went to the generator but there's a lot of the rest of the pie that was connected to that generator work that we got.

00:33:07.625 --> 00:33:24.755
I'm like I don't know, I don't know how much to contribute to that, but I am aware that by having that niche also it bleeds off into other areas, if that makes sense.

00:33:25.380 --> 00:33:27.699
So generators having a sales process.

00:33:27.880 --> 00:33:29.861
Yeah, yeah.

00:33:29.980 --> 00:33:39.394
Yeah, so same things like your maintenance agreements, your first class agreements, the customers that came after you sold the generator, the neighbors that were connected to it.

00:33:39.394 --> 00:33:43.150
I also know that you're you're definitely niched on the portable installations.

00:33:44.599 --> 00:33:45.161
Portables.

00:33:45.161 --> 00:33:53.974
Yes, what I was, what I was kind of referring to is you know, there are a lot of companies in our area, not a lot.

00:33:53.974 --> 00:34:04.609
I've seen some installations by multiple different companies in our area where, to the best of my knowledge, they never even took the panel cover off and hooked the generator up to it.

00:34:04.609 --> 00:34:17.001
You know, I mean there were just, you know, situations where you know, we look at everything, we look at the panel, we make sure of the electrical system and so kind of.

00:34:17.001 --> 00:34:29.947
What I was referring to is the panels that we've gotten to replace as a result, all the surge protectors that we've gotten to put in as a result, business that is accrued because of a generator, if that makes sense.

00:34:30.849 --> 00:34:31.271
That does?

00:34:31.291 --> 00:34:36.788
I appreciate you clarifying Massive, and what would your third, uh, big, big top three?

00:34:36.788 --> 00:34:42.931
Uh, you know SOPs that you've leveraged or strategies that you've leveraged here, um, in this last year.

00:34:44.701 --> 00:34:49.152
So I think I think the last six options for sure.

00:34:49.152 --> 00:34:51.849
Um, but here's the thing about that.

00:34:51.849 --> 00:35:06.184
I had a teacher to do those six options Cause you could you imagine trying to do six options without knowing how to do six options or what the framework is supposed to be, or or anything like that?

00:35:06.184 --> 00:35:07.208
Does that make sense?

00:35:07.208 --> 00:35:23.447
So, having six options, knowing how to use six options and understanding the ethicality behind six options, that was all explained to me by Joseph is the third one for sure, because if someone I could have came up with, I guess I could have came up with six options.

00:35:23.507 --> 00:35:27.364
I never would have, but even if I could have I would just would have confused people.

00:35:27.364 --> 00:35:31.902
I would have known, at least marginally, how to use them where I'm at today.

00:35:31.902 --> 00:35:36.871
So the third one would have to be six options and Joseph teaching me those options.

00:35:36.871 --> 00:35:38.295
I got to give credit where it's due.

00:35:39.420 --> 00:35:53.402
So I'm grateful to have been in your corner, man, and, like I said, any knowledge that I possess I'm happy to share with all of our students, but you've truly been a pleasure to work with, and knowing that you're taking the knowledge and doing something with it it means a lot.

00:35:53.402 --> 00:36:02.547
Like there are so many people who listen to these podcasts who may not take action, but it really, really makes me happy when someone's like you know what.

00:36:02.547 --> 00:36:05.688
I heard you, I saw it, I did the thing and here's the result.

00:36:05.688 --> 00:36:08.550
So thank you for being a man of action.

00:36:09.590 --> 00:36:19.936
Speaking of taking action and we're in our final moments here too, but I have a feeling whatever gets said here about the future of your business and what you want is actually going to happen.

00:36:19.936 --> 00:36:22.697
Alan, what do you see for the future of Wattsrite?

00:36:28.072 --> 00:36:29.275
How big are you going for, brother?

00:36:29.275 --> 00:36:38.713
You know, clay, to be honest man, I really haven't given that much thought and to to be completely honest, I have, and I think our market would bear a five to seven million dollar company.

00:36:38.713 --> 00:36:43.849
Um, but again, what I've got is good enough.

00:36:43.849 --> 00:36:49.822
Dude, it really is man like I and I and I I mean that from the bottom of my heart like I'm the richest man that I know.

00:36:49.822 --> 00:36:54.230
It doesn't have anything to do with money, you know it's, it's.

00:36:54.230 --> 00:36:57.215
I didn't intend to do 270 the first year.

00:36:57.215 --> 00:37:00.269
I didn't intend to do 1.23 last year.

00:37:00.269 --> 00:37:02.387
I didn't intend to do 1.7 this year.

00:37:02.387 --> 00:37:03.603
I didn't intend.

00:37:03.603 --> 00:37:05.389
It was never my plan.

00:37:05.389 --> 00:37:17.728
I mean, we've had goals and we've kind of worked towards them, but we've just focused on getting better, serving the customers better and, ultimately, building the culture, and I think that everything else will take care of itself.

00:37:17.728 --> 00:37:23.431
I know that maybe that wasn't the answer you were looking for, but we're going to try to do $2 million.

00:37:25.021 --> 00:37:26.530
We're going to try to do $2 million.

00:37:27.760 --> 00:37:29.507
You know I actually like your first answer more.

00:37:29.507 --> 00:37:42.804
The reason being is that it showed that you focused on culture, you focused on doing the right thing, but it was also a place of gratitude, and I don't know if anyone else caught up with that, but gratitude means a lot to me.

00:37:42.804 --> 00:37:44.449
It's central to who we are.

00:37:44.449 --> 00:37:54.813
But the fact that you're like, you know what I'm the richest man and it doesn't have to do with money that says a lot about your character because, yeah, as a man of faith, you get it.

00:37:54.813 --> 00:37:56.907
You know, when we feel like you've been blessed.

00:37:56.907 --> 00:37:59.188
Is there any feeling better than that?

00:37:59.188 --> 00:38:04.684
Is there any amount of money you'd pay to trade it, to change it or trade it?

00:38:04.684 --> 00:38:10.291
You've done the thing that people would say that someone in your situation couldn't have done.

00:38:10.291 --> 00:38:14.005
Then we know where the blessing came from and I'm proud of you for getting there.

00:38:16.103 --> 00:38:18.907
I appreciate that very impressive, alan.

00:38:18.907 --> 00:38:20.471
Uh, closing comments.

00:38:20.471 --> 00:38:22.454
Man, I know that we could keep going.

00:38:22.454 --> 00:38:25.085
In fact, I'm sure we will again someday.

00:38:25.085 --> 00:38:32.545
We'd love to have you back and and continue to work with you, of course, but do you have any closing comments for this 2023?

00:38:32.545 --> 00:38:42.835
If someone's in sort of maybe where you were chucking a truck even, or in that next year of yours or anywhere in between going into 2024, like, what am I going to change?

00:38:42.835 --> 00:38:43.697
What am I going to do?

00:38:43.697 --> 00:38:45.804
What's your best advice?

00:38:45.804 --> 00:38:47.510
That you would want to leave that person.

00:38:47.510 --> 00:38:50.827
So the best advice is don't give up.

00:38:51.679 --> 00:38:52.583
You know I mean you can't.

00:38:52.583 --> 00:38:54.086
You can't get anywhere if you don't give up.

00:38:54.086 --> 00:38:54.708
You know I mean you can't.

00:38:54.708 --> 00:38:55.771
You can't get anywhere if you don't give up.

00:38:55.771 --> 00:38:56.594
Find people who are smarter than you.

00:38:56.594 --> 00:39:03.391
Put yourself in their vicinity and be willing to try what it is that they're suggesting that you do that that is what got me here.

00:39:05.980 --> 00:39:06.300
Huge.

00:39:06.300 --> 00:39:09.030
Anything else you wanted to say before we let you go, brother?

00:39:10.221 --> 00:39:12.992
Yeah, just, uh, you know, just thank you to you guys.

00:39:12.992 --> 00:39:33.800
You guys, probably you know you guys aren't going to mention it, but getting me to go from, you know, three options to six options and some of the ups and some of the downs that we've experienced, that I've experienced, you know, in the, the emotional volatility that's come along with selling and not selling, and struggling and learning, and all those things.

00:39:33.800 --> 00:39:41.407
And you guys, uh, you never backed away from me, man, you were always there in my corner, and you don't find that very often.

00:39:41.407 --> 00:39:45.246
And I know that it's not driven by money, it's driven by a desire to serve.

00:39:45.246 --> 00:39:50.552
And so I, you know, thank you guys for everything, for real, thank you.

00:39:52.041 --> 00:39:53.025
Truly the pleasure is ours.

00:39:53.025 --> 00:39:59.492
It truly was a pleasure and is a pleasure to continue to coach you all right, alan, we're gonna see you out.

00:39:59.512 --> 00:40:02.862
Brother, we'll chat with you in the back after as we wrap up the episode.

00:40:02.862 --> 00:40:04.784
Thank, you man.

00:40:04.784 --> 00:40:11.521
All right jeesh oh man we went a bit longer today, but that was worth it, wasn't it?

00:40:12.043 --> 00:40:17.811
yeah, you know, alan's one of those guys that I feel like we could talk to all day because there's such a depth to his story.

00:40:17.811 --> 00:40:24.092
But even more, even beyond his story, his character is something that's almost like an enigma.

00:40:24.092 --> 00:40:26.344
You wonder like how did it happen?

00:40:26.344 --> 00:40:29.733
How did you get here, what, what was the secret sauce?

00:40:29.733 --> 00:40:45.505
And really, at the end of the day, it's alan had a process that worked for him, that he was able to embrace, and he took it to the moon yeah, you know I'm not a huge fan of like super happy story endings, and it's a good thing.

00:40:45.545 --> 00:40:46.688
This isn't the story ending.

00:40:46.688 --> 00:40:49.902
We're just at the you know end of the first chapter here in 2023.

00:40:49.902 --> 00:41:04.349
But I've seen such a trend between our guests in these last few months and you know what I see across all of them, man, is they're all leading with heart and it's a perfect reflection of what we're doing here and trying to do for electric printers everywhere.

00:41:05.032 --> 00:41:08.686

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