Replay - How "WHY" Shows Us "WHAT" to Offer as Service Electricians

Have you ever plugged in your brand new TV without a second thought about what's behind the wall? Get ready to be enlightened as Clay and Joe reveal the power of 'why' in our latest episode of Electricpreneur Secrets. With a mix of expertise and humor, we dissect the importance of digging deeper into customers' requests. What starts as a simple task—installing outlets—morphs into a mission to enhance safety and deliver unexpected solutions. Our personal trials, like Joe's comedic struggle with caffeine, serve as the perfect backdrop to our insightful dialogue on the often overlooked aspects of an electrician's job.

Then, strap in as we switch gears to the meticulous world of premium TV installation services where excellence is the norm. You'll get a front-row seat to our strategy for creating an unforgettable customer experience. We're talking white-glove treatment, from the initial planning stages to the flawless execution and comprehensive aftercare. We leave no cord exposed as we discuss the nuances of a job done right, driving home the advantage of being a 'finisher' in the electrical industry. Discover the secrets to not only satisfying your customers but also building a reputation that has them—and their friends—coming back for more.

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https://www.facebook.com/groups/electricpreneursecrets

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at:https://www.servicebyelectricians.com

Transcript

Speaker 1 0:03

hello and welcome to Electropreneur Secrets, the electrician's podcast. We're back with another episode. Joe, did you know?

Speaker 2 0:10

it's episode 87 today only because you told me but I love it, I love it, I love it we're here five days a week to help you master sales, simplify pricing and deliver premium level service.

Speaker 1 0:24

Today's meant to help you with just that, but not before the reintroductions. If you've been following us, or maybe it's your first time, so welcome. I'm your host, clay Neumeyer. This is my partner and co-host with me, joe Lucani. Joe, how are you doing today?

Speaker 2 0:40

I am doing. It's one of those fun days, man, I'm powering through it. But when you love what you do, it doesn't matter what you got on your plate, you love doing it.

Speaker 1 0:48

Yeah, on the pre-show and the community chat here we were already talking about how you got some medical tests coming, so Joe's going on an empty stomach. If you guys hear that fatal stomach growl, that's just Joe.

Speaker 2 1:02

He's doing okay, that's just me. I'm sipping through, sipping some seltzer and some caffeine. That'll be the meal until Friday.

Speaker 1 1:13

You can do caffeine on the empty tummy.

Speaker 2 1:14

Eh, You'd think that you wouldn't be able to, I mean. But at a certain point, like anyone who's worked nights, I feel like our stomachs are built different. I used to go through a pot of coffee every single night on an empty belly. I don't know how I did it. I don't know how I didn't just burn a hole through my stomach, but it works. Now I keep the six ounces of caffeine, everything else just straight decaf.

Speaker 1 1:35

Very interesting. You know what I can tell you? One thing I cannot drink on an empty stomach, relative to caffeine, is black tea. You ever do that on an empty stomach?

Speaker 2 1:45

oh yeah, no I, I can't do tea on an empty stomach, it's not gonna work. I could drink, I could drink straight espresso, but or espresso, but I cannot, yeah, but I cannot drink tea on empty belly, not gonna work yeah, amazing.

Speaker 1 1:57

Anyways, we've got a great topic for you guys today. We're talking about how. Why is so much more important than what? First off, what the hell? What does that even mean, joe? What are we talking about here?

Speaker 2 2:10

all right. So it's one of those situations that I feel like really needs to have a little more gravity and explanation behind it headlines are because so let me just jump into a scenario that came up and I think that would make a little more description. Is that okay?

Speaker 1 2:24

yeah, yeah, let's, let's tackle the problem. So people have some gravity and reason to stay with us here today. Okay cool, so far, all we've given them is empty stomach talk.

Speaker 2 2:34

Yeah, all right. So a client approached me today and this happens pretty regularly where someone will ask about specific jobs and say what do I do? How can I possibly come up with six options for a job like this? And I was like, okay, well, what's the job? Tell me about it, let's go into it.

Speaker 2 2:52

And the person said, well, we're quoting a home. They're adding four televisions into the home and they need four outlets installed for it. Well, my first thought was like, okay, there should be plenty of answer right there. He's like well, no, it's only four outlets. What are we going to do? How do I create six options for this? And the thing was I realized he's focusing on the what, the what is? My customer needs four TVs to get power. The why is how we're going to get to the six choices. Because my first thought was all right, I don't know enough about the situation. Why does he want four TVs? Well, I'm not sure yet. Okay, cool, what is he going to be doing with them? Where are they going to be located in his home? Well, I'm not sure yet. Okay, well, what's the existing? Go ahead, existing, god, time out I gotta call a time out.

Speaker 1 3:47

Sure you're getting to these great why questions, but can we just give a little bit more weight to the what's, because I feel like a lot of electricians get stuck here. Yeah, this is one of the biggest transitions I feel we see in our program when it comes to option design. People come to us and even on calls for the first time talking to us, they're like six options. Are you serious? Do you ever run out of stuff to come up with? And you do. Honestly, on the what's, I think there's a distinguishing factor here. Would you agree with that? Was that fair of me to throw that in there?

Speaker 2 4:21

I think it's actually really relevant and I'll talk on that as well and we'll get back to it. So the what is the physical thing, the outlet, the switch, the surge protector, the panel, the product itself is the what, the why is the reason they're calling you in their home to get it? We have to not just install the thing that the customer wants us for. In fact, I think you said it yourself being a salesman is just doing what the customer tells you to do. Because you're the licensed electrician, you're the one that should know all the factors that go into a job and all the things that need to be done to make it safer.

Speaker 1 4:58

Can I reframe that for a sec? Yeah, sure, because it took me a second to catch up to what you meant. So you mean, like it's salesy to only do what they ask for? Correct, because they don't understand the trade? That's what you meant by that, right, yeah?

Speaker 2 5:11

100% and the reason why I felt that was so relevant was okay, in this scenario, the customer asked for four outlets, so he asked you for the what? Now the why is what's going to allow us to understand how to build those quotes? Because, in my first thought, who's putting four TVs in a residential property? So my first thought was what are they doing?

Speaker 1 5:36

Counting my TVs, awaiting judgment.

Speaker 2 5:39

No, but the thing is you can have four TVs. I'm not judging you for that, but you have four going in at the same time.

Speaker 1 5:45

Yeah, why? What's happening?

Speaker 2 5:47

here that the first thing was why? Why would you have that?

Speaker 1 5:51

A local drinking establishment in his home. That's great.

Speaker 2 5:55

Good for him. You don't want to do that. Have a sports bar set up, because if he was now I'm talking about GFI protection, talking about air conditioning situations I'll put in a wet bar for someone, no problem. But the thing that we're going into it is we don't have enough answers to solve his why, the what is I'm putting in the TVs, the why is, why are we doing it? So, if we stretch it a little bit more, here's some questions you can ask yourself. That helps you build options. First is one the obvious why do they want it? Second is why do they want it now? Like, okay, you have. Did you just move in? Have you lived here for a long time? What's changed that you've decided to now say I need four TVs to go in immediately.

Speaker 2 6:42

The next then comes down to well, who's going to be affected by this? Who's using this? Are you putting in TVs in your kids' rooms? Are you doing an entertaining room? Is it a sitting room, a living room, a gaming room? What is the room? Based on that? You'll also know how you're designing the other things.

Speaker 2 7:01

Who would be affected if we didn't do this? Now, that sounds like a silly question, right? Some people say, like well, aren't you worried about talking the customer out of it? No, if they could be so dissuaded from moving forward with this job by you simply asking, why don't you just not do it? And they go yeah, okay, I'm not going to do it. You never had a chance to get this job in the first place.

Speaker 2 7:24

The point of asking what would happen if we didn't do this allows the customer to really emotionally engage. Because if they say, like it's TVs, what would happen if you just didn't do it? Why can't you just have one TV? No, I need it because I want one in each of my kids' rooms. Why does that matter? I want them to have independence. I want to have a bigger setup for my gaming room building the man cave downstairs and I want to have a gaming setup set up. I want something in the living room higher so that the kids can't pull on the cords. Those are the why. So let's go into that Anything. So far Are we all on the same page here.

Speaker 1 8:09

Yeah, so let's go into that. Anything so far. Are you all on the same page here? Yeah, I think so. I actually want to add one. Can I add one in there? Because you kind of have a list of the whys and the whos to add to the whats.

Speaker 1 8:13

That's important. We need like a three-dimensional view of this thing, otherwise we're going to come in flat like a two-dimensional little design. Wow, that was a decent metaphor, I think. Okay, I think it was. Here's what I'm thinking. There's also the why am I the right person for this job? And if you're not convinced that that's important yet, what I really mean by that is what stories can I relate to this person, now that I understand their needs and what they're aiming for? Because I was at Joe's house and he got three TVs installed and it was similar reasons. Let me tell you how that went. That can be a really powerful piece of information, having that relatability for a couple of reasons. Tell me if you agree with this. A says we've done this before and we know what we're doing. B it gives them ideas of options without you proposing it to them. Does that make sense? It does.

Speaker 2 9:10

I'm digging it I like where you're going with this I had to.

Speaker 1 9:13

I had to plug that in. I hope I didn't derail you too much.

Speaker 2 9:16

Not too much. I was going to say we're going to go in a different direction now, but it's all good, Okay.

Speaker 1 9:20

All right, let's go in a different direction.

Speaker 2 9:22

So, following that, and you talk about the connectivity, why am I the right person? In addition, finding their why will convince you whether you are the right fit, and let me explain why I mean that. So, still sticking with the TVs, you have someone who's going to install four and they need them right now.

Speaker 1 9:41

Okay.

Speaker 2 9:43

Well, when you call us, we do everything in our power to work around your schedule, meaning that if your kids are at school, we're happy to come at that time, or if you need nights, we'll help you there as well. Not a problem If you're in a situation where you're looking for a solid warranty. Some people don't even consider warranty, but when you work with us, we provide service before, during and after, and the next thing that really comes into play that I think would be helpful is if someone's putting in four TVs all at once. My first thought is money is not their first priority or not their highest concern. So I can explain to them saying when you call a company like us, we perform everything completely turnkey, giving you a white glove experience, meaning that the only thing you have to worry about is just writing the check. We take care of things before, during and, because our warranties are so rock solid, you never have to worry about the after. Now, am I wrong to want to present that to you?

Speaker 1 10:44

Not at all. I'm glad you said that because my premium service sense was tingling and I was feeling like in this platinum option they don't even do anything else. They've asked for for outlets. But if they haven't got the tvs yet and all they've done is mine shopped for it and it's not already done and and brackets hung, then I'm taking care of all of that. I'm wrapping all of that in and get that into the warranty to parts and labor. Typical.

Speaker 2 11:11

Even if the tv stops, we'll handle taking it down, getting the replacement, everything we've got to do for you exactly, and I love that you went there because, if you think about it, we've installed a lot of TV mounts in our time and a lot of people were like, well, why do you do that? And the answer was well, if I don't, who will? That's your why, when you've chosen to be a Go ahead.

Speaker 1 11:34

I'm sorry to interrupt you, but I also got to throw a couple little nuggets in there. Go for it. Anyone ever been to a house and noticed the TV's crooked?

Speaker 2 11:44

My OCD just Brackets, not quite right.

Speaker 1 11:47

We're not quite centered over the mantle Stuff's going on here, right. Or you see in the back and the cord management is just awful, right, cords everywhere. Or you look in the back and you notice the brackets only got half the screws into it, couldn't find the beam. Or not into drywall clips, right. All of that and I think, answers what you just asked. Why would we go and do that? You already have a stud finder on your tool belt or in your van. You already do that. You already cut drywall away, sometimes to rewire circuits, to maintain stuff, to do service. So aren't you actually the right person for this task?

Speaker 2 12:29

You are, and the sad thing is that a lot of electricians that we've come in contact with are so worried about charging too much that they often end up charging not enough. Now it's not just a pricing factor. I'm not saying that you're charging too little in your pricing, but you're not offering enough service that would compel them to use you exclusively. So let's say you've got a guy who's $100 an hour and you have you at $200 an hour. Now I'm just using random numbers. I have no issues. Like me myself, I was $368, $389. I have no issues talking about being more of a premium price scale, but let's just say sake of argument, $100 to $200.

Speaker 2 13:09

The guy who's $100 an hour is focused on getting in and getting out, because where he makes his money is the speed, efficiency. So his goal is going to be you mount the TV, you mount the bracket, you buy the things you need to buy. Tell me where I'm going to map it, so you already have to map everything out yourself. Just tell me where you want the outlet, I'll cut it in, and there's no warranty, I'll just warranty my own work. Then you have someone who comes in on a premium level who's like all right, let's design where it's going to go. Let's check the circuit that it's connected to. Are you planning on connecting any data connections to it? Should we run an entertainment line so that you have the ability of putting gaming systems in place? What are you going to do with this? Are you planning on painting the wall if we have to make any cuts? Are you planning on putting in the bracket? Are you ordering the TV? What kind of warranty do you think you might need? Will this be surge protected?

Speaker 1 14:05

Can you see how it just goes very quickly off the top of the head. All of a sudden I'm seeing a shelf with a receiver, with an HDMI box on the back, with speaker wire in the wall. Maybe there's speakers in the ceiling. I mean, the options start to unfold as soon as we understand this. Why exactly? And in my head this little voice is screaming be a finisher. To that comment you made about you know, tank top terry's guys who are volume efficiency, trying to run in, run out so they can get done, four or five done in a day be a finisher relevant in carpentry. There's framers, foundation guys, and then there's finishers in electrical. Just the same, you want to be a finisher. Yeah, I don't want to be the final touches. If you can't take sweet photos when you're done and put them on your website, put them on your google. My business, is it even worth doing?

Speaker 2 14:58

probably not. I mean, imagine taking a picture of a rough-in and being like look at all this. It's like okay, I see a dirty floor because electricians don't sweep. What do you want me to do? Yeah?

Speaker 1 15:07

yeah, that's funny. That brings up a story. Actually, you make a rough-in so pretty, as I've done before, is beautiful. Uh, ensuite bathroom wall and uh, my good friend dan actually came over and he goes this gets covered up, quit it, let's go, doesn't matter. But point being being a finisher, now imagine how arbitrary it is to just be a tank top coming in. You install the, the receptacle tv's not even there yet and when you're done you get this picture of a receptacle on a wall.

Speaker 2 15:37

Yeah, it's like good for me right all your electrical needs yeah, or what we're talking about here.

Speaker 1 15:45

This is a finished room when you're done. I wanted this thing to be shined to the nines. When people see this, they actually go. How much of this did you do? And I want to say all of it there's a blank wall, blank ceiling. When we came in. We're finishers now. I gotta bring up a question here, because jason said help me with this one. Joe, would customer pick out and you take care of logistics. Uh, different grade tv for each option. Ah, okay. Help with the chosen equipment. I think is really the question.

Speaker 2 16:19

So that's actually a very good question to ask and personally I wouldn't want to be selecting the TV. The only reason why is there are so so many different brands Like.

Speaker 2 16:32

It's one of those situations where I remember going into it and saying, like, well, what do we do? I've tried buying a TV for myself and it took hours and hours and hours of shopping and I already knew what I wanted, let alone working with someone who doesn't know what they want. But what I would do is say, okay, you know the TV you want. Right, you have the idea. You want the Toshiba 72-inch with the LCD flat. Okay, great, give me the link that you've already ordered. Let me order it for you. Then I will take full accountability of it being delivered, it not coming in scratched or damaged, and I will handle it with white gloves the entire time, so that if there's ever a concern, it's not on you, it's on me. And then I'll go through the warranty factor with the Chiba. That would be a way better way. And in addition, if you want to talk about creating options with that, I would make those only in the platinum choices, where the top two choices are.

Speaker 2 17:33

I do everything. Everything is included by us. So maybe that's painting, maybe that's TV, maybe that's spackling as you go down, it could be. I'll do everything electrical and cosmetic, but you're buying the equipment. Then it goes down even further. You're doing all the cosmetics, I'm doing the electric, and then at the very basic it's like I'm just cutting in an outlet, I don't know. No warranty, no permit, no inspection. Just tell me. You tell me where you want it and I'll put it in.

Speaker 1 18:02

Yeah, and I got to throw one one wrench into this. One challenge, though, too, is recognizing that that premium is truly better suited for you because you have more schedule control, whereas if they're supplying stuff right, all of a sudden it sounds like a second trip, unless you're able to ensure they've got everything there that was agreed upon before you come in the first place. Does that make sense?

Speaker 2 18:26

Yeah, I literally had a shiver go down my spine and the thought of that, because how many times we've shown up to jobs and they're like, yeah, we're getting ready to put in the chandelier and get there. And I got my scaffold set up. I'm like, all right, where's the chandelier? Oh, it's still on back border, but I figured you guys could start now and I'm sitting there.

Speaker 1 18:44

I'm like what are you talking?

Speaker 2 18:46

about I'm going to take down the chandelier and do what? Build the scaffold, to take one down, to build the scaffold down again, to come back, to wait, to build it back up, to put it up, to put it back down again. What are you talking about?

Speaker 1 18:59

not quite a fit, is it? Yeah, not at all. Little project management there, just a nugget to be aware of. You know, it might be cheaper for them to go down that option and provide that stuff, or cheaper in their minds anyway. But you got to kind of cover your assets too, and the asset I'm talking about right now is your time. I would agree with you there. Amen to that. All right. So we've kind of built this up. We've got this platinum option, we got the mid-grade. Now we're at mid grades. Rather we're going six options in fact. No, let's go a little more granular. Do we have enough information here to actually break out your top top option from your next top option? On this one, joe.

Speaker 2 19:40

Yeah, I would say just in the thought of someone saying I need four outlets, then yes, Because my top option would be okay, I do everything, including I'm doing painting, I'm doing spackling, I'm doing fishing, I'm doing electric, I'm doing add-ons, data and TV purchases. That's option one. In fact, I even give them a first-class membership because after a year, I'll come back and I'll dust the TV. After a year of being in place, I'll even bring in dust and take care of it for you.

Speaker 1 20:09

When we come back for the inspection Exactly.

Speaker 2 20:13

The option two would be you buy the TV, have the TV ready for us. I'll do everything else. You buy the bracket, you buy the TV, but I'll handle everything else once it's here. Beneath that, I would say, okay, maybe we remove the spackling or not spackling, maybe remove the painting. I'm going to do all the finished work. I'll get it beautiful. I'll cut in the lines, I'll get it paint ready. It'll be sanded and smooth and ready. But you're, do you want me to keep going down Because I keep firing? Let's do it All, right.

Speaker 1 20:44

Might as well.

Speaker 2 20:45

So that's three-armed.

Speaker 1 20:46

The full smorg here.

Speaker 2 20:48

All right. So then, going down even further, the next logic would then be saying what is the what and what is the why? My option four could be do you need data connections still? Do you need everything recessed? And do you need it off an existing circuit? If it doesn't need an existing circuit, now we're doing it without the existing circuit, we're going to tap off existing.

Speaker 2 21:09

Going down again is saying, all right, well, do you need the data connections? Do you need the aux cord and HDMI? Fish behind the wall, all ready to go? Do you need that? If they don't have a strong compelling reason that I need it, I could avoid it. Sure right. And then, if they don't have a strong compelling reason that I need it, I could avoid it, sure Right. And then my bottom, bottom option is now what is the bare minimum that they asked for?

Importance of Understanding the Why

Speaker 2 21:32

Clearly, we're running off an existing circuit. We're not running something new. We're going to run the TV either on the floor or on the ceiling, where the mountain is going to be. But that's really the extent of what we're going to be offering to this person at that point. Because think about the comparison On the top option you're a first-class customer. You've got independent surge-protected points. You've got entertainment system wiring for every single one of them. I've done all the spackling, the sanding, the cutting, the painting, the bracket installation and the TV ordering All the way down to. I'm just going to do the bare minimum. You tell me where you want it and I'll cut in the outlet.

Speaker 1 22:15

Yeah.

Speaker 2 22:15

At that point. So what did it take? What a minute, two minutes. We came with six options.

Speaker 1 22:21

Not long, man, not long. You had a good why, though you had some good whys there. I do want to point out that there's a gravity there, and if you've been with us thinking through this as a homeowner not an electrician, but as a homeowner for a minute, you can feel that that very base option isn't quite a proper installation, is it? It's not. It just feels wrong at this point, where the highest option feels like, wow, that is the best, that is everything that should be done, and what happens in between is a little self-exercise for a homeowner of how much am I actually going to do of this If I don't pay Joe Service Loop Electrical to do this for me? Am I actually going to do of this If I don't pay Joe Service Loop Electrical to do this for me? Am I actually going to do that? Is that?

Speaker 1 23:11

actually important to me and the reality is, I think, the balance between those two items. Do I have time for that? Will this actually get done if I don't just let someone do the white glove service for me? Will this actually get done if I don't just let someone do the white glove service for me? And when you imagine the output, really the result of this, I remember you said at one point hey, we got a whole album of how we fix pool jobs.

Speaker 2 23:38

And that's true.

Speaker 1 23:39

Imagine if you did a few of these and you've got a picture of like okay, well, here's a base we did for Joe, here's the platinum we did for John.

Speaker 2 23:49

What do you like more? I can only imagine, how nice that would look.

Speaker 1 23:53

All right, I just can't get this visual out of my head of tank top Terry their actual tank top with a speed belt on and just a selfie with a receptacle behind them and a little mist, right, a little mist in the drywall, exceeding where the plate oh yeah, exactly where you got to be and be like.

Speaker 2 24:08

Call me for all your residential, commercial, industrial, agricultural needs yeah, I'm not busy.

Speaker 1 24:14

I could be there in 10 minutes.

Speaker 2 24:15

Let's go let's go rock and roll party time awesome, so we've been razzing tank top terry.

Speaker 1 24:21

By the way, if there is someone listening to this right now named terry and you're doing electrical while wearing a tank top, please send us a message.

Speaker 2 24:30

Please, I beg you, nothing would make me happier.

Speaker 1 24:33

I do want to meet you and just so I can personally apologize and offer you some help.

Speaker 2 24:41

So I think we're ready for some actions. And all starts you down. Yeah, all right. So I've got some things in mind and it really comes down to understanding the why, and it's a challenge for a base assignment in a more advanced level, on the most basic possible level, like I'm talking ground floor. Anytime someone asks you anything, ask them why. Now, the reason why is I was always taught you never answer any question unless you understand why it's being asked. So if someone were to come to you and say, can you install four outlets for me, for my TVs, I'd be happy to help you with that. Why do you feel you need them? Why are we putting in four TVs? I'd be happy to help you. Sure, just tell me what your goal is and we'll figure a way to make it happen. Getting the why is one step that's way farther than the average contractor, but takes you even farther than that because it gets you an idea that no one else would have had. So just the why makes a difference.

Speaker 1 25:44

Sorry, that was a mic drop moment. I love what you just said and it's so simple, but no one's really articulated it to me that way before. And how did that go? Don't answer a question until you know.

Speaker 2 25:58

Yeah, don't provide a solution until you know why, Never answer a question unless you understand why it's being asked. Boom.

Speaker 1 26:06

I love that. That's good stuff. Are you sure that wasn't the all-star?

Speaker 2 26:11

No, believe me, the all-star gets even better. All right, all right. So if the bare minimum is asking why the all-star is going a little further by saying what would happen if we didn't do this, now, the reason why that's the all-star action is because that initiates what's known as a pull. Typical salespeople push. They push a product on someone. They say you need this because the all-stars, we let gravity work for us. We're going to say all right, I mean, I understand you want them, but I'm not really convinced what would happen if we just left it the way it was At that point.

Speaker 2 26:51

If the client really needs it, it's only really there's only two outcomes. Either a they need it and they start to voluntarily tell you why, thus giving you more ammunition to help close it. Or they say you know what, I really don't need this. You're right, it isn't affecting anything. And that actually helps you too. Because even if they say no, now what are they going to tell their friends about you? Man, joe is awesome. He was the only electrician I knew that actually offered not to do the job. He actually told me that this actually wasn't in my best interest and showed me there are ways I could do it for even less money.

Speaker 1 27:29

And for the record, if that's where they were at, it was going to come up later in the sale when you presented a price anyway.

Speaker 2 27:35

Exactly Like. Imagine someone's like hey, I needed to come to my home and do this. Well, what would happen if we didn't? Oh, nothing, actually. You know what? I actually don't need this anymore.

Speaker 1 27:44

All right bye.

Speaker 2 27:45

When would that happen?

Speaker 1 27:47

He would have been like oh, I'm just going to think about it, Price is more than I thought. And it would be one of those cliffhangers again where you're like, damn, what did I do wrong? Oh man, we're out of time, joe, that's it, let's power through it.

Speaker 1 28:00

By the way, I have an answer for that question as we leave what would happen if we didn't Far, far, far less entertainment in all four of the rooms today? Good answer, right, guys, we're here with you five days a week to help you master sales, simplify pricing and deliver premium level service. If you're asking why they need this, guaranteed that's going to get you a little bit closer to that, mark, so hope this helped. Guys, can't wait to see you until tomorrow. Can we entrepreneur secrets, the electricians podcast. Bye for now, take care.