.png)
Million Dollar Electrician - Sale to Scale For Home Service Pros
Rewiring Our Mission: (Electricpreneur Secrets)
Helping Electricians Achieve the $1M Service Van so they can experience ultimate control over their futures.
Join Clay Neumeyer & Joseph Lucanie for a new electrifying episode & High-amperage action item each week to spark up your service van sales to $50K, $70K, $100K, $150K months, and beyond!
Million Dollar Electrician - Sale to Scale For Home Service Pros
Ep 316 - Allstar Options Training
Ready to elevate your electrical service business? This episode promises to unlock the secrets to mastering sales, simplifying pricing, and delivering unmatched service! We're thrilled to introduce Saul, our upcoming guest who sets the gold standard in customer satisfaction and consistency in the electrical industry. Join Clay and Joseph as they dive into powerful strategies for building value through the observation section, balancing educational insights with addressing emotional pain points, and avoiding the dreaded "salesy" approach.
This episode isn't just about fixing wires—it's about crafting meaningful connections and transforming service outcomes. Discover Joe's "four what's" framework, designed to help you become a trusted advisor to your clients and present solutions that resonate deeply. We stress the importance of establishing value before discussing price, and the incredible benefits of role-playing and team training. As we reflect on our progress and look ahead, these insights will arm you with the tools to enhance your communication skills, build stronger client relationships, and accelerate your business growth. Don't miss out on these transformative techniques!
Join us LIVE 5 days a week on the Facebook Community page:
https://www.facebook.com/groups/electricpreneursecrets
And see us and our stories and wins at:
https://www.servicebyelectricians.com
Hello, hello, hello and welcome back to yet another episode of Electricpreneur Secrets. I am your host, clay Neumeier, and this is Joseph Lucani. We are the electricpreneurs just a couple of master electricians with business addictions, here and ready to serve, serve, who Serve you, if you're an electricpreneur looking to master your sales, simplify your pricing and deliver premium level electrical service. The best part about this admission is free Welcome to the jungle. You're with us now and we're going to show you some shit, so buckle up your seatbelts and join us for this all-star options training podcast. How'd you like that for an intro, joe Dude?
Speaker 2:I need what's in your coffee.
Speaker 1:Like I need it.
Speaker 2:I mean, I'm literally here just like living life on the raw, with two toddlers getting my ass kicked on a regular basis.
Speaker 1:And here you are with the energy?
Speaker 2:Is it the sleep? Tell me what's the secret.
Speaker 1:I will tell you the secret, because this is Electric Prenuer Secrets, where we spill all of the secrets. I had a second coffee in about two hours. That'll do it. Okay, it's like on the brink of too much, you know, a little bit of dry mouth happening, the heart's accelerated. But I'm in this man, I'm in it to win it.
Speaker 2:That's like you know, um, you're slipping into auto like autopilot and just running and just going for it and being like wait a second, I got five miles down. What? What do you know? Oh crap, my heart's going crazy, sorry. The fact is is that I'm super glad that you got the enthusiasm. It's contagious and I'm ready to serve.
Speaker 1:Thank you, Thank you. I did my best, man. I did my absolute best with that. Uh, quick announcement Do you want to kick it off again? I know we talked about it in the pre-show. Guys, if you were live with us in the Facebook group then you got some extra value today and you get it every week. We talk a bit in there before the show. But quickly, Joe, tell us about next week's show, just so people know to come back in seven days.
Speaker 2:You're going to want to see this, because we only try to interview the best of the best of the best, and next week is going to be no doubt.
Speaker 2:The reason is is we're going to be interviewing one of our clients named Saul, and he is an absolute machine. The reason why is that what he's managed to do is perfect, a level of consistency that every one of us always try to emulate. He's consistent because of the methods that he's chosen to employ. He operates with the process, but he's taken all the levels of accountability and owned it to where. He never takes no for an answer, not in the sake that he pushes his clients, but he doesn't let his own no's get in the way. He doesn't let any of his own barriers get in the way, and he always manages to get great reviews at the end from his clients saying thank you, we loved the service. So I mean, if you want to be like him and be able to walk out with checks in hand while having customers pat you on the back and thanking you, I mean that sounds like something you're not going to want to miss.
Speaker 1:Awesome, awesome. James is asking a question in the live. How do you share the live? That's a challenge, my friend, but you may be able to write in the comments and just tag a friend if that's what you're looking to do. Otherwise, you can share the podcast. Find the podcast and more of us on ServiceLoopElectricalcom or ServiceByElectricianscom.
Speaker 1:The cool thing about Saul and next week's podcast and today's podcast is it all revolves around a conversation that we started last week, remember when I got excited and got ahead of myself and said, hey, we're gonna give away this observation section, which is a huge key to building value in your options. So, guys, if you are having trouble with maybe more basic tickets, a lower average ticket on those calls, this is something that can really help. Another situation we've found is you know how, when you're walking around with a client, you're still kind of inspecting their problem or the opportunity that you're investigating, and you find yourself maybe sometimes saying too much, kind of giving them all the answers in the process. Well, this is what we'd suggest to hold back on some of that information and organize it into a presentation of options that are tied to their needs, how they're seeing the problem. And that is huge, joe, how big would you say that is to actually making a big sale?
Speaker 2:So the thing is is that most customers don't call because they're expecting to have a huge problem. It's usually my breaker's tripped. My GFI is tripped. The switch at the top of the stairs controlling my furnace someone left it off. It's not trying to find more things to just add on top of it. It's how can we learn to understand what the emotional pain points and trigger points for this customer are, be able to speak to them in a way that they'll understand and resonate? So when you do present your solutions, you're able to say I did this for you, because that actually points back to something you've talked about already. So it's absolutely key. If you don't do this step, the biggest problem is you are going to come across as salesy. Your customers are very likely going to be running into a situation where they're either not going to believe you or they're not going to listen, and that's when you get that glazed over. Deer in the headlights just oh, can't you just email this over to me? Yeah, that's not going to happen anymore if you do this process.
Speaker 1:Yeah, I love that, but hey, we're kind of aiming off the cuff here and sharing this. Hey, dorian's with us, tiffany's with us, thanks, james and you guys. Yeah, we got the whole crew here today. We're having a good time, but it's one thing to sit here and shoot off the cuff, guys. What I'm saying is today and last week we started actually giving access to this specific training away. So you can grab this too. If you're live with us in the Facebook group, all you've got to do is throw a one in the chat, make that really easy for you in the comment section. You throw a one up. Austin's going to connect with you. He'll set you up with this value piece so that you can get the actual training with the actual guide on the screen, in recording and even some downloadable content there. That's free. Why do we do this? Why do we do this, joe? Why do we keep giving so much away?
Speaker 2:for free. I mean, the main reason is is because we want to create a space that's different than anything that's ever existed before. When I remember when we first started off and I mean when I say first start, I mean like as electricians, when we were starting our businesses, first in the game, there was really no one as an electrician that could help us. It was go learn from an HVAC coach, go learn from a plumbing coach, that's it. That's really all there was. So we wanted to create a space for electricians that were able to learn from actual people who own a pair of lineman pliers and are able to do the job that they're teaching you to do Absolutely.
Speaker 1:I agree with that 100% and I don't really believe in harboring information. That's why we did this podcast. It's why we didn't stop doing this podcast, even daily, until we had a year's worth of content that you guys could listen to on the way to the job. Because we hated feeling alone in this, we hated not having anything. We needed inspiration, we needed information, we needed experience. We didn't have that stuff. I don't believe that shit should be in between us as a gap, if that makes sense. I believe that should be in between us as a strength and a bond. Because also, now you know if you need implementation help, we're here, and that's the God's honest truth. So you guys know that we know help, we're here, and that's the God's honest truth. So you guys know that, we know that and we want to honor that relationship till the end of days. So we're not going anywhere, brother.
Speaker 2:Yeah, you know, there's one expression that I believe my father taught me, which was good judgment comes from experience. But experience comes from bad judgment, and there's really only two schools of thought here. It's either you go out yourself and make the mistakes and be willing to survive said mistake to be able to grow from it, or just learn from the mistakes we made, like I'm willing to tell you the mistakes I've made, you're openly admitting the mistakes you've made. We've learned from other people's mistakes throughout the decade of training. We've done so. Rather than having to make them yourself, just learn from our own failures so that you can climb above us. I'm happy to be the bar of where this program could be. I want people to grow and be better than us, so why would we harbor if that's?
Speaker 1:the goal. I agree, and James has great feedback in the chat live here guys, again on the Facebook live, james says hey look, the biggest trouble is fighting the resistance from customers stating the price is too high. James, we'd love to tell you how this training, specifically today, is going to help with that in a big way. If you can imagine in your process uncovering bits of their feelings, their experience about their home electrical system and what they called you for better than the next person, then can you also imagine how your options are able to speak to things that were still covered for others who provided the same estimate, and what that means is that you'll be different than anyone else. It means that you'll actually be seen as someone who understands and really cares for that experience that they've had and their electrical system going forward, and you can't really put a price on that, can you? Joe?
Speaker 2:I mean we could try, but no, the fact is that, no, realistically, there is no price when it comes to that. At the end of the day, the customer needs to know that if they have someone in their home that they can trust, who understands them, understands their problem and is willing and competent enough to solve said problem, you've got a match made. It's your job to lose at this point.
Speaker 1:Yeah, so this will really help. I like to say it like this. We've said this before, but just to drive this home for you, james we don't sell to communities, we sell to people for one. This is a personal relationship and we are in the business of people here. That's what makes Service Loop Electrical different too. We're dealing with the person, then the electrical, and we believe you should do the same, and if that truly becomes your stance and your passion in your business to help them serve the person first, then the system, then you'll be doing the opposite of what most of the people in your market are doing, because they're going to the job thinking only about the system, troubleshooting it even before they get there, based on what they heard on the phone or what information's already been conveyed. Right, how many of us have gone to a standard GFI call already knowing, oh, I know what's wrong, I know what I'm going to offer from the price book? This call takes 15 minutes, we'll have it solved and I'll bill my $200 and be out of there. Go ahead, joe.
Speaker 2:I'm going to go a little off cuff here, but you've mentioned something I think is worth saying.
Speaker 1:Is it okay?
Speaker 2:if I make a quick segue.
Speaker 1:Yeah, do it man.
Speaker 2:All right. This particular moment is one of the most defeating times in the sales call, before you've even shown up. The reason being is that a lot of times when your CSR takes the notes, they'll write down what the thing is, as well as the customer's demeanor or what they think the problem is. Yeah, so imagine being told hey, half the countertop's not working, and they've already checked the breakers and that's not it, and they don't know what happened. Oh and yeah, this happened. It was just fine the other day.
Speaker 2:Okay, almost every single one of us is going through saying, ah, it's a trip, gfi. So because of that, you're driving thinking how are we going to find things beyond the GFI? How am I going to find it? What am I going to do? Maybe I offer under cabin lights. Ah, it's probably an old call, maybe we'll be in and out of this one. You haven't even stepped through the door and you've already not only profiled the customer, made it so that you've figured out what their home is like before you've even seen it, and you're already designing solutions and how you can find more things.
Speaker 2:That is the kiss of death. That moment, the mindset is what defeats you. But instead, if you were able to say you know what, thank you for that information. But I'm going to wait to hear it from the customer themselves. But I'm not going to even pass any judgment. I'm just going to put on my lessons. I'm going to put on something that makes me in the right mindset. I'm going to put on the podcast so that when I get there I'm not focused on the negative. I'm focused on how I can serve you, because I've gone on GFI calls before where I'm like how the hell am I going to sell anything and walked, how the hell am I going to sell anything and walked out with a generator, because we learned what the customer was interested in, really at an emotional level, and you would not be able to do that if you're thinking about how you can fix the GFI while you're driving there.
Speaker 1:Yeah, Huge missed opportunities. That said, man, we're going down a whole different path here and I want to make sure we make time to get into some of this all-star training for options. I'm with you. So, assuming someone takes advantage of our free value piece today they commented on one in the box they're going to get our options observation section. Would you say that that in itself is a great place where a team can train to be better at options and connecting with clients.
Speaker 2:No, 100% Realistically. And if you don't mind me getting into it, no, jump right in.
Speaker 2:Yeah, the four what's that are in this topic. Now you're going to explain more what the four what's are, but what it's doing is it gives you a framework that's repeatable and allows you to introduce information to the customer in a way that's almost like a drip. The reason being is that if you called me for the same GFI call but I went down, I noticed your panel had issues and the first thing I lead in is how your panel's got issues. What are you, the customer, going to think I'm doing?
Speaker 1:Trying to upsell something. You're showing me stuff that's not relevant to what I called for.
Speaker 2:Exactly Right. So what we've done is we've literally broken it down into an introducible framework. Now, how much detail do you want me to give away on this one?
Speaker 1:Put it this way We've got about 10 minutes left in this show.
Speaker 2:All right, let's get into what the four what's are and determine how we can actually utilize them to get over the finish line. All right, the first what. Now this is in what's known as an observation section. This is a conversation that happens before the customer has seen a single price. The reason why we need to do this to such an extent is because if they see the price first, it's almost like they're going to keep a number on the top of their head and everything you do justifies a value up to that number. What we're doing is the reverse we are building the value first by connecting with them and having them understand the problem. Once they understand the problem and the situation, the dissonance has already been built enough to where now we can speak to the solution where they're receptive to wanting to hear about it. So the first thing to make someone want to hear about it is what do they call you for?
Speaker 2:If you've called me about the trip, gfi the first thing that we're going to talk about is addressing that GFI, what's going on, why it's happened and the things that are connected to it, right? Then the next thing is what's directly connected to that GFI. So that could be things like hey, when I opened up your countertop, I recognized that the countertop, or the backsplash, was recessed two inches within the wall because they built it on top of a sheetrock, or it's still got the metal old school 60s box or you know what. Maybe they just have it where the ears are holding onto the tile and every time you pull it it wobbles in and out. That's directly connected, right? So, as a result, the thing that you're going to line in with after that is here's the problem.
Speaker 2:Here's directly what you call me for and here's the things that are directly connected to what you've called me for. That could be that it's a 20 amp wiring with a 15 amp breaker. It could be that it's on a multi-fade. There's so many things that could be. But once you've introduced that, it now opens the next conversation, because we started with this is bad and this is worse. We can't just keep going downhill and saying bad, bad, bad, bad, bad, right, why? What would happen if?
Speaker 1:we did that, just keep going downhill and saying bad, bad, bad, bad, bad, right, why, what would happen if we did that? They're just going to again think that we're trying to take advantage of them and and or put them in a panic state where they're not able to make a decision without a second opinion.
Speaker 2:And that's completely correct, because the biggest problem is that if people feel that we're trying to scare them, that's a huge red flag and they will recognize and be upset with it. Secondly is that if they become overwhelmed and you become, too much dissonance has been built. They'll shut the whole thing down. So what we're going to do is what you called me for, what's currently connected to it and what's good. Now, what's good is just a way of softening the blow by letting them know the whole house is an F'd right.
Speaker 2:Sometimes it could be in a situation where, hey, the main electrical system has faults, but the good news is that the remainder of the wiring within the walls is in good condition. It could be the good news is that we have an open attic above us or an unfinished basement beneath us. It could be the fact that we have a chase to pull, or that we have an open attic above us or an unfinished basement beneath us. It could be the fact that we have a chase to pull or that we have the timeframe to serve you in. It's just something is good, and we're going to make sure we give some sort of positive spin to what's going on here, a little breath of relief like constructive criticism sandwich almost.
Speaker 2:You're not wrong. I mean, people talk about the compliment sandwich, which is good, bad, good, and it's the same concept that's applied where, like this is bad, this is bad, this is good and this is bad. It softens it down, so it's not a complete downhill slide, agreed. The last thing is what's more. Now, this is where so many people get confused. They usually put the what's more first because they think, as an electrician, that takes priority. A good example is same call the GFI, call. You didn't call me for your panel being wrong, but how many of us see a Federal Pacific and immediately have red flags thrown up?
Speaker 1:Yeah, 100%. Many of us see a federal pacific and immediately have red flags thrown up. Yeah, 100.
Speaker 2:We'll prioritize that because to us that's a huge safety violation and a priority to us, the technicians with our tech brains and our great ideas right yeah, I remember working for an engineer once who was mad at me that the first thing I brought up was the fact that he bypassed his main breaker. He literally took the wires out of his breaker and put them into the lugs because the breaker kept tripping. And when I called him on it I didn't call you for that. He was mad because it was actually somewhere else in the house he wanted me to see. So it doesn't matter how serious the thing is. If it's in the wrong order, it's received wrong. So the last thing you bring up is the what's more. That's where we're able to say, hey, we saw the thing and this is directly connected to it, and while we were inspecting this, we noticed this.
Speaker 2:Now, this is a lot more than what I was expecting you to run into, but at the very least, I felt you deserve to know about it. You're posing this as something where I didn't expect to see this. You didn't expect to see this, but we found it and at the very least, I felt you deserve to know about it. That position is different than I wanted you to have it, so you can do something about it. There's no pressure on our end to do something. You, as the customer, just need to know, and whether you do it now or a year from now is up to you, but who you use should be up to us, and the only way we're going to be able to control that is making so this information is digestible that is making so this information is digestible 100%.
Speaker 1:I want to tie this all into one big loop here and tie it right into what we aim to do here today, which is to provide all-star options training. Here's why this is so huge for you guys following listening, if you're catching us on the podcast, if you're with us live right now. This is the big takeaway that really needs to be understood. Most of us don't have a process to record, even to investigate, record and then actually tie in these observations, these four woods, to our options. So maybe you've heard this in your workplace or maybe you've even said it to your team. Just shadow me, come, follow me, listen to me, watch what I do, just be more like me, just build rapport like me.
Speaker 1:Or maybe you're seeing someone that's succeeding in their sales and you're saying, well, why does Chris get more rapport than the other guys? What is he doing? That's different and you're looking for that difference. One of the biggest things that I believe you can do for your sales, for your connections and even customer satisfaction is what we're talking about today and training on this section. You don't even have to look at the options yet, because I almost guarantee that 80% of us don't have this observation section, even on our options, attached or being presented in this way, or this order of operations Go ahead brother, I love what you're saying and actually inspire me, because someone ever told me a quote I don't remember who it was, but it really rings resonance.
Speaker 2:It's that if you had a choice, it's better to be able to be able to speak to the problem than it is to be able to speak to the solution. Because if you've spoken to the problem clearly enough and the customer understands what's wrong and they understand what's at stake, they will naturally have the inclination to seek out a solution. And with you having a solution right there, you've already been now talking to a receptive and eager person. But if you did not speak to the problem, where you're trying to downplay it in any way or not able to eloquently describe it how it's on code for them, what's going to end up happening is they're not going to feel any need or composition to move forward. They're not going to be compelled to do so. So as a result that's when you get the email it over, because there's nothing that's internally motivating them to choose you, because you are not on code with them.
Speaker 1:Really big man, really big. I've got some huge takeaways in this call and I'm reflecting on them and I'm just thinking, like you guys might want to go back and listen to this again. There's some huge takeaways here. It's only going to get deeper in this training Again. If you threw a one in the chat on Facebook Live today, then you're going to get access to this academy, the observation section, the four what's. You're going to see exactly how we'd suggest you lay it out simply, even from a notation document like that, simple Copy and paste, the option they buy later on. You figure all that out with us. You get the full video, training et cetera. But this takeaway above all else and these action items are about to drop here train this part. Just because there's no number attached to it yet doesn't mean there's no value here. In fact, it's their value. That's here and arguably that's the most important value we need to be looking for before we ever put a price on the table. Does that make sense?
Speaker 2:joe I 100 agree, because that's actually an interesting thing about the word value some people actually believe it holds no value or has no worth, because something is valuable doesn't create a need unless you feel like you need the thing. So what we've done in this particular situation is by speaking to the problem. They themselves willingly want to solve it and they elect for the hand to go up to say I want to fix this. It's very difficult to get someone to willingly put their hand up when you're selling something, but when you're educating them, that's something that's in their home, in their own language, that they'd understand and in a way that makes sense. It's your job to lose, because now they want to hear what you have to offer, compared to you having to force them to sit through a 30-minute presentation nicely done, brother, let's drop this.
Speaker 1:You want basic or all-star?
Speaker 2:I'll take whatever you don't, man, I'm good with either okay, here's the basic.
Speaker 1:Guys, we've said it a few times already grab this training and then use it to train with. Here's an idea. I'll stretch this for you. If you've already got a team, then help teach them this training that we're giving you for free. Help teach them this and then review it as a team and ask each other. Come up with ideas in your training room, in your lunch room, whatever you have. Go for lunch, if that's what you need to do. Ask each other for feedback in how to put it in their words better, in how to speak to the customer better, in how to simplify the terms better, in how to make it more point, form and direct to their words and their problems. How's that for a basic?
Speaker 2:I think that's pretty solid.
Speaker 1:All right, man, I'm ready for the all-star. You got it, hit it.
Speaker 2:So the basic was we're training on it, we're ready to go with it. There's things that are happening. I'm going to escalate that a little bit further because I'm the individual who loves to rehearse and role-play in practice. That's just how I am. It's how my brain works. I can't do the thing unless I've done it a couple of times. But the thing that I would want you to role play more than anything else is this section, even if it's to yourself.
Speaker 2:So the best level of advice I have is, before you get into the van to drive to this call, I want you to remember these four what's and see where they are in your presentation and try to speak to them specifically. But when you're listening to them, imagine it through the mind of the customer and say is this really on code for what they're asking? The reason why this is so important is because it's one thing to just speak words into the air. It's another thing to have a pointed message, a direction, an aim, a target. We know that if we do this and we practice it, you're more likely to be authentic, you're more likely to be able to put inflection into your terms and, as a result, you're more likely to be received. So rather than having to memorize the words, since you've already been exposed to it enough, you can speak more freely and, as a result, be received at a higher level, just for that enhanced authenticity.
Speaker 1:I love that man. This has been another huge week, joe, huge giveaways, huge value in this podcast and we're halfway through the year already. If you can believe that, it feels like we just kicked off 2024 with that million dollar secrets and that launch series we did, but now we're halfway through the year. Everyone who's been with us has been learning and growing and doing great things. We're so proud of you guys. If you've been following us for a while or you've just jumped on board again, keep buckled up, because we've got so much more to come, including Saul next week, to help you guys make the most of the second half of the year. To make the most of this next quarter coming up. To make the most of your sales, your connections, your reviews, this client satisfaction that we're aiming for. To make the most of mastering your sales, simplifying your price and delivering premium level electrical service. Thank you, joe. We'll see you guys next week.
Speaker 2:Really a pleasure.
