Replay - Niche Electrical Secrets : Generator Class Review

Transcript

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hello guys and welcome to entrepreneur secrets, the electricians podcast.

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If you're new to us then you ought to know that we're here live with you five days a week, and when I say live, I mean there's no rehearsals, no fancy shit and you could be joining us right here in the facebook group entrepreneur secrets, the podcast community electric Electricians.

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Only, of course, if you're a plumber or HVAC guy, you can listen, but it's at your own risk, the risk that you might hear us talk about nothing other than electrical.

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Just a couple of master electricians with business addictions here every day to help you master sales, simplify pricing and deliver premium level service.

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I am your host, clay newmire, with me, as always, my esteemed co-host, joseph lucani, and head coach the service loop electrical in the generator workshop, clinic class absolute value volcano that we just went through.

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Yeah, how are you doing and how are you feeling right now?

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Because, like it was just half an hour ago, we were live for a long time.

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So the thing is, I love going off passion.

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I actually had a sign on my wall says, do it passion or not at all, and I truly wanted to deliver the best generator class that anyone had ever seen, and I feel like we did a pretty damn good job with that.

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But with that being said, man, sometimes it can be an emotionally draining thing being on, so much you know.

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Yeah, well, on this podcast I thought we could talk about a few of the favorite highlights just guess what if you guys missed this?

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I'm sorry.

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The recording's really not available except for clients.

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On the inside track of our group and the better practice group that we have at service loop electrical, if you're interested, of course, you can always reach out.

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We're happy to help you with that.

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But on the outside I think we're going to put these workshops on again Now.

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It might be a while before we get back to generators.

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But what do you say?

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We do it every other month.

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I could definitely see us doing a workshop of some sort every other month because there's so much.

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There's so much that goes into it, like literally, even though we were teaching it just seeing the reactions and the aha moments that people were having when, like, presented with the information it's almost addicting Like.

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I got into this because I felt that electricians were so drastically underserved in our industry.

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This is an industry surrounded by HVAC and plumbing coaches, and no one has ever turned a pair of Lyman pliers.

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And finally, for the first time ever, I really felt that we were contributing to a goal that was beyond ourselves.

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We gave out amazing information on generators and I was able to speak from both personal experience and good stories that we've all learned from throughout the trade.

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Rob Gailey's in the chat with us says I'm back for more.

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You guys are unstoppable.

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Rob, you're going to do ear damage if you keep listening to us.

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today I feel like I love you, rob, if I could just give a quick moment, because I know I'm going to stitch him here.

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Rob is such a good dude because, no matter what he does, he's always pushing his hundred percent.

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So, rob, if you're listening, man, if I had a hat I'd be tipping that at you, brother.

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Yeah, that's awesome.

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Thanks for joining, rob and Joe.

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I'm just hearing a little bit of echo.

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Would you mind pulling your mic a little closer for us today?

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How about that?

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That's better?

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Ah, there, he is.

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There he is.

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Guys, I want to celebrate you, if you're listening to this and you attended the workshop.

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I do want to celebrate you guys again for participating, for bringing your valuable time and contributing to your future as well as ours.

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I mean, we're really trying to rise the tide that floats all boats, and every bit of that energy and attention counts.

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Now, here's how good it went.

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The numbers are in Joe.

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The dropping 93% show up rate out of 45 confirmed guests.

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That's amazing.

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That's great, Right At our first break an hour in 93% retention rate, meaning we just lost a couple, and all the way down to two and three quarters of an hour we were just down to 83% retention, which is an incredible attention span for anyone.

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So you know what that means.

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Teacher did a good job.

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You did great man.

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I'm honored.

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Thank you, it really means a lot of you say that.

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It's one of those things where I wanted to speak from the heart, because I feel like people really don't understand how valuable generators are, not just as a commodity, but as a long-term, lifetime, valuable relationship with your client, and it's a major source of differentiation.

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It's not nearly touched on and I felt like it was a disservice to not share my knowledge on it yeah, I, I appreciate that, and you know what I know they did as well, everyone that showed up.

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So again, thank you guys.

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Now I was hoping we could touch on just a few of the highlights.

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There are some big takeaways here and you know what, if I pull the notes up and really started at the beginning, I think we're going to find a few things.

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But one of the big things I really loved about what you said in the class was this principle of actually being a generator specialist, owning that identity and actually having the generator logo and having that identified on your van.

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Why is that a superpower for guys looking to do this work?

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that identified on your van.

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Why is that a superpower for guys looking to do this work?

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So, unfortunately, we've come to the conclusion that right now, the only offers that people are making is when the customer specifically comes out to you and says hey, do you do generators?

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Other than that, the average electrician isn't bringing it up right.

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So the easiest transition that you can do is by making it known that you do it for the customer to ask.

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So what I did was we had a Generac logo, we had a Champion logo, we had a Kohler logo, and they were all on our van and they were all facing the same side.

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So we made it a point to have that side facing the customer's door usually.

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So what happened is we'd get to the door they'd open up.

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Is we'd get to the door they'd open up and they would get to see, without me even mentioning it, that we did generators.

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And a lot of times they would come up with oh, I know I called you for this, but you get to do generators by any chance.

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Well, that's a great question.

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Why do you ask?

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Well, I was actually looking into one.

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Okay, well, I know you only called me for for this, but if I was able to find a way and the stars aligned and I was able to give you a quality solution at a price you thought was fair.

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What would we do?

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And people were volunteering to move forward just by seeing a sign joe.

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I think they call that inception.

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This is a movie about this.

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It was hard to follow, essentially putting ideas that are yours into someone else's head and cause them to ask a question that they're actually curious about.

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And it's nothing unethical about it because, at the end of the day, I truly do believe that every single family in America could use a generator system.

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I'm not pushing something that I don't believe in.

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I'm pushing something that I genuinely think is going to improve every life of someone who has it.

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So, with that in mind, you can ethically position yourself to be the generator provider in your area.

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And when you become the generator provider in your area, you also not only become different than your competitors, but you become a household name, and both of those things really, really enhance the quality of your relationship and reputation.

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So, just to be clear, if I niche in something specific, such as generators, do you think they'll hire me for other things that are more general electric?

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Oh you, sir.

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All right, so to speak, on what Clay is talking about.

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Imagine you just installed a $25,000 piece of equipment into someone's home and you let them know that you have a solid warranty where you're going to be the only one who comes back and maintains it and you're going to be coming back year after year for the ongoing generator maintenance.

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Your name and your number is on their panel.

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It's on the outside.

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You had a great relationship.

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Everything went gravy and every time it fires up, they think of you.

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That is the best possible way to ingrain yourself in that customer's life, because every time the generator fires up, they're thinking of you.

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Every time they lose power and it works, they're thanking you.

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Every time they walk down to their panel, they see your sticker.

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Now any other job that they have in their home.

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You'd have to really have messed up for them to say, yeah, I'm never calling that guy again.

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More than likely, they at least give you the first shot and at that point the job is yours to lose.

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So why not position yourself to get more opportunities?

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I love that you said that the job is yours to lose, and it goes perfectly with something I've said many times before and since.

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We're really talking about marketing a niche right now.

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If you successfully market the problem that you want to solve to the people with said problem, then that sale is yours to screw up.

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Just one more time, I'll keep saying this on repeat If you can market the problem that you want to solve to the people facing that problem, then that sale is yours to mess up.

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Have you ever, ever, ever, ever had great success just saying we do residential electrical?

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What problem solving hard pass, it's too general right, you're right, you know.

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Think about it Commercial, residential, industrial you might as well add agricultural to there, because no one's going to know what you do and no one identifies.

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As I'm a residential person, they say I'm a family of four.

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I don't adjust to recognize as commercial.

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I'm a small, family owned business.

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Appeal to the people and the emotions that are connected to those people and they will intrinsically choose you over your competitors and then, as we began saying there, they'll continue to choose you for every other problem that they have, so long as you continue to show up and address the problems that they're having.

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It's incredible.

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Can I touch on something for a moment?

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Go ahead.

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So another thing that I really thought was a big takeaway was our insistence that we should be servicing portable generators, because it ties in exactly what we're talking about right now.

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So the typical relationship when it comes to a portable generator is very few people are actually properly servicing them Because, at least in my area, you couldn't find anyone to come maintain it.

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What you would have to do is the customer would have to one remember and know that it needs to be serviced, and they're not going to be capable of doing it themselves.

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If that's the case, they have to call around to local engine repair shops or maintenance shops and things like that.

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None of them offer a delivery service.

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So you have them trying to hoist this generator into their van.

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Hope to God they have a truck or an SUV, so they're lifting a three to 200 pound generator into their back van, driving it to a location, hauling it out, paying for someone to do something, then having to go pick it up, re-hoist it, re-unload it, and it came out to $250.

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The thing was is that we would recognize that by charging 385 for a maintenance we were saving people a huge amount of time, because what's the price difference?

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$138 is your time hauling a generator in and out four times one in one out, one in one out and driving across town and dealing with someone that you may not trust or like.

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And now you have a generator that, if you lose power while you don't have it there, you can't use it.

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Is that worth $138?

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And the answer was a resounding yes, and so much so that we were selling them in bulk.

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I have one customer in mind that bought five years in advance of generative maintenance.

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So if you aren't servicing portable generators, the big question is why?

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Why are you not on this yet?

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Huge opportunity, definitely, and you know what that really brings.

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Me to another point and a big takeaway and this goes for many things, not just generators, but when we start talking about when to offer things, I think we agree, and I think this was a big takeaway that generator is something that should be offered all the time, always under every circumstance you can offer a generator, and can I explain why?

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Yeah, please.

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Okay.

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So the thing is is that there's only three circumstances to where a customer understands they want a generator.

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Either, a, they specifically come out of their way to tell you about it.

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B, you've created the options for them to be invited to ask.

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Or three, you are physically offering it to them.

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The first two we can control.

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We can control what's on our vans, we can control our terminology and we can understand how it benefits their lives.

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We then offer it during our options.

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So, two out of three we've already gotten.

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But you can do three out of three if you follow our process, because we actually use certain words to elicit them to actually think for themselves and say well, actually do you do generators?

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Well, if I said I would, what would happen?

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Then?

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We just talk about it.

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Let's get this figured out.

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Great, let me see what I can do to help you out.

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So interesting, you didn't just say yes, just there.

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Ah yeah, I love that you caught up on that.

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You do generators.

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Oh yes, that's the worst thing you can say.

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In fact, I would almost rather you don't say anything rather than say yes.

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And here's why the law of scarcity is so important in these sorts of situations, because if someone says, do you do something, and you say I mean, oh yeah, oh yeah, we do that, we do it tons of them, we do them all the time you haven't answered their question.

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They know why I was taught never answer a question unless you know why it's being asked.

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So if someone says, do you install generators?

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Well, great question.

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Why do you ask?

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Well, I'm thinking about getting a generator.

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I'm surprised.

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I figured you guys didn't really lose power around this area.

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How often do you even lose?

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Like once or twice a year?

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No, we lose like four or five times a year.

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Oh, but is it only for like an hour or two?

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No, you kidding me.

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We lose power for a day at a time.

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Okay, I'm really sorry to hear that.

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Well, if I were to able to offer a generator solution and it was fair and gave you the quality you're looking for and the reliability you're looking for and you found, you can afford it, but what happened?

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We just do it All right, great, let's take a look.

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Simple as that.

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If you can get the customer to see what's happening and be willing to say, yes, I want to hear more about this.

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You've ceased to become a salesperson and you have become a conduit to solutions.

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I love that, and it brings up a recent episode where this was discussed about when they're accepting the price and how we can actually begin to train them to defeat their own buyer's remorse.

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Can we just touch on that length of two quickly?

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Is that okay, joe?

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Oh yeah, I love doing that.

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So let's say the customer at the very end, has decided that they want to pick an option.

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Now, our standard is we're always going to be doing between five to six options, right?

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And let's say the customer has chosen your silver choice, option three.

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That's a great choice, if you don't mind me asking, what do you like about it?

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Well, the goal is that one statement is we are reaffirming that they've made a good choice, which is 100% true, because any choice they've made with you is a good choice, because you know your company is going to be honorable, ethical and give a good quality install and a solid warranty.

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So they did make a good choice and a solid warranty.

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So they did make a good choice.

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Then you've asked what did you like about it?

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What they've done there is now they're convincing you why they like it.

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The third thing you're going to do is say well, if you don't mind me asking I mean, that's a great choice, but there were cheaper options at the bottom.

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Are you sure you don't want to look at those?

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You're doing another thing here After they've already convinced you why they like the choice, they are then telling you why they don't like the cheap choice.

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And what that's doing is you're practicing with them, whether they realize it or not, how to defend your price and your service to your competitor, because you know the neighbor is going to say oh, you got a generator, how much did it cost?

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$15,000.

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Oh, that sounds like a lot.

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You probably could have gotten it cheaper.

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Well, actually, yeah, they actually did offer me cheaper options, but it really wasn't what I was looking for.

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This is really going to solve what I really need.

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And now, just by you doing that exercise, you're not getting that call two weeks later of hey, you know, I was just thinking I didn't get a breakdown on this.

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By any chance, send that over, just for my own records.

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Do you want to send me a breakdown on this whole job and just hold off on the install until I get that?

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Is that okay?

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No.

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You're preventing that whole problem.

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Absolutely.

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I love the way you articulate that, man.

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It's pure gold and I want to be careful not to give too many nuggets away.

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So today we're going to keep this a bit shorter.

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Joe, is there anything you wanted to add to that that we missed on those nuggets?

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Yeah.

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I feel like there's so much that went into that particular statement and everything we did in the class.

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But I would say, for anyone who wants to get with generators or they're only familiar with the type that they've installed but they haven't likely been intimately familiar with those systems If you had a system at your house, you not only understand the installation, you know how to make it beautiful enough that it's good enough for your own home.

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You understand the servicing of it, which is so important because if you're going to be a premium service provider, you better be turnkey.

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That means you know how to service your unit and there's a huge credibility boost to where.

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Imagine going to a customer and them saying, well, is this really a good system?

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And you pull out your phone.

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You'd be like I have the exact same one.

00:19:16.000 --> 00:19:19.144
Even more so if you're a Kohler dealer.

00:19:19.144 --> 00:19:30.744
Kohler has the ability of doing remote starts via an app, so you can actually hold up the app on your phone and say this is my system.

00:19:30.744 --> 00:19:31.647
Do you want to see it run?

00:19:31.667 --> 00:19:37.122
Press on and you can actually watch it run via your cameras Love that I do, and there was a big action item in there.

00:19:37.122 --> 00:19:44.645
I do want to add to that and it comes with a little quote, and you can even call this the all-star action.

00:19:44.645 --> 00:19:48.784
In some ways it's smaller, but you know what complexity is the enemy of execution.

00:19:48.784 --> 00:19:49.946
So I want to help out here.

00:19:49.946 --> 00:19:56.126
You don't have to be great to start, but you do have to start to become great.

00:19:56.126 --> 00:20:07.859
I mean, it's one of the most powerful quotes I know and it's one of the things that I've truly based my own life off of, and it's one of the things that electricians need to keep hearing.

00:20:07.859 --> 00:20:09.765
As we say so often present, not perfect.

00:20:09.765 --> 00:20:11.155
Present not perfect.

00:20:11.155 --> 00:20:13.721
Just showing up, just getting started.

00:20:13.721 --> 00:20:14.883
That's hard part.

00:20:14.883 --> 00:20:19.439
Break it down to the smallest next step, and that's what we're doing right here, right now.

00:20:19.439 --> 00:20:40.846
So if it's taking a training with us, if it's going to a Generac training, a Kohler training, if it's simply, I have enough experience to be confident in offering this, put it on your van, put it on your business cards, put it in your marketing, start marketing the specific problem you aim to solve and begin reaping those rewards.

00:20:40.846 --> 00:20:42.269
This is huge.

00:20:42.269 --> 00:20:47.481
And now, if furthering your training is something you'd like to consider.

00:20:47.481 --> 00:20:52.950
We already mentioned having another workshop and it being really bimonthly every other month.

00:20:52.950 --> 00:20:57.376
That means we're going to have six per year monthly, every other month.

00:20:57.376 --> 00:20:58.398
That means we're going to have six per year.

00:20:58.419 --> 00:21:02.478
The way today turned out just reinforced this idea for us and it's something we definitely want to continue to bring to this industry.

00:21:02.478 --> 00:21:06.690
In fact, I've already gotten started on the next one.

00:21:06.690 --> 00:21:10.057
I've already got it built into Facebook.

00:21:10.057 --> 00:21:11.221
The event is scheduled.

00:21:11.221 --> 00:21:15.868
So, guys, july 26th, wednesday, 6 am Pacific.

00:21:19.674 --> 00:21:22.823
July 26th, wednesday, 6 am Pacific, 9 am Eastern, we're going to be fully dismantling and putting back together club memberships.

00:21:22.823 --> 00:22:00.723
So if this is something that you've been trying to perfect for a while, or something you've dreamt of perfecting, something you've thought of doing and haven't quite yet got started, this is when you're going to want to attend as we break it all down to the itty bitty pieces and build it all up to a position where you can take action and just like our client good honorable mentions already today Alan, who sold seven in the first 40 days with us, that could be you and that looked like for him, I mean 50 clients a year in first class that he gets to go do deep dive inspections with to offer more things to.

00:22:00.723 --> 00:22:03.088
Is there ever a slow season after that?

00:22:18.194 --> 00:22:19.942
we know Thanksgiving comes and then after that it's Christmas, is a problem.

00:22:19.942 --> 00:22:25.142
We can't buy because it's Christmas, then January comes and they can't buy because it's after Christmas, then February comes and they can't buy because of taxes.

00:22:25.142 --> 00:22:33.523
But if you can pre-schedule call that the customer specifically sees value in and you can load your winter up in advance.

00:22:33.523 --> 00:22:35.868
There is no more slow season.

00:22:35.868 --> 00:22:39.920
Your winter up in advance, there is no more slow season, and that's what.

00:22:39.940 --> 00:22:40.803
First class memberships really help to do.

00:22:40.803 --> 00:22:47.762
I love that and, Joe, I appreciate you and your boundless energy to continue to help electricians today and every day.

00:22:47.762 --> 00:22:50.188
Man, I had a good time this morning with you.

00:22:50.188 --> 00:22:55.217
I had a great time during this podcast, but we got to wrap this one up, guys, you know where the value is.

00:22:55.217 --> 00:23:05.762
It's right here Letrepreneur Secrets helping electricians rise five days a week through mastery of sales, simplified pricing and deliver premium level service.

00:23:05.762 --> 00:23:07.567
Joe, thank you so much.

00:23:07.567 --> 00:23:08.980
We'll see you guys again tomorrow.

00:23:09.584 --> 00:23:11.332
Truly my pleasure, and I can't wait to see you then.

Replay - Niche Electrical Secrets : Generator Class Review

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