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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 13 - How Fear Kills Sales
Are your fears holding you back from reaching million-dollar success in sales? Join us as we uncover powerful strategies to tackle fear head-on and transform your sales approach. Discover how techniques like STYO (Stick to Your Offer) and BAMFAM can help you navigate fear-driven obstacles, allowing you to maintain control and handle objections with grace. Listen to Dorian's inspiring story of perseverance while closing a challenging $4,800 deal, a testament to staying committed to your offer even when faced with demanding clients.
Unleash the potential of a winning sales mindset by exploring the success stories of Nick V and Mike. Learn how targeted training and a positive approach can lead to impressive sales improvements, as seen in Nick V's swift handling of price objections and Mike's standout performance as our member of the month. Discover the importance of setting a confident tone and leveraging personal motivations, such as focusing on family, to deliver authentic presentations that resonate with clients. These insights and techniques are available to you for free, empowering you to elevate your own sales performance.
Fear doesn't have to control your sales journey. This episode delves into how fear can undermine resilience and focus, leading to missed opportunities. Gain insights into recognizing and managing fear responses, both personally and within your teams, to prevent misplaced blame and foster a supportive environment. Our conversation highlights the necessity of embracing fear as a constant yet choosing a proactive response to excel and serve customers at the highest level. With actionable advice on confronting fear and enhancing preparation, you'll be equipped to maintain your energy and navigate objections effectively.
Hello, hello, hello and welcome to the Million Dollar Electrician podcast where we help home service pros like you supercharge your business and spark up those sales.
Speaker 2:I'm Joseph Lucani and, together with my co-host, Clay Neumeier, we're here to share the secrets that have helped electricians sell over a million dollars from a single service van.
Speaker 1:Now it's time for sales, it's time for scale, it's time to become a million dollar electrician. Hello guys, and welcome back to the million dollar electrician, joe, I am pumped to be here. How are you doing today, my brother?
Speaker 2:I am feeling pretty damn good. You know it literally just a couple moments ago we were saying energy good's like, well, we have the caffeine. I was like, whether we have it, we will show up at the one wing or the other. And my guy, am I here to show up?
Speaker 1:it's a good thing and it's a great way to start this episode, because energy is a big part of how fear could be killing your sales, bumping you kind of off of your process and causing consequential results from that. So I don't know how to better say it, man, but there's a few things that are going to come really into this episode today, where we get to really look at this together and look at okay, how is this bumping us off the process? What does it mean when we say STYO, what is BAMFAM exactly? How can we be better prepared for this, how can we overcome it, so that we have more staying power in each call and we're able to push through more objections, which ties perfectly into our last episode. Man, how excited are you for this?
Speaker 2:I'm ready, Because the thing is is fear is so prevalent in our in our daily lives and our society and our culture, and learning how to properly leverage it is going to be the deciding factor of whether you succeed or not. Fear is constant. How you react to it is the variable.
Speaker 1:I like that. I like that. And there's this expression that we said, kind of pre-show you can't lose what you don't have, Joe, what does that mean to you?
Speaker 2:Well, it's an expression that I've learned that pretty much says if you're going to show up to something, right, like, almost like imagine a bowl, you can't empty it. If it's already empty, you can't give away what you don't have. So, really, if you were to show up with a sale trying to say like, oh, I don't want to lose the sale, Well, did you already have it? Did they literally already give you a check before you've even shown up? So you don't have it, so you cannot lose it. So if you can take the fear of loss out of your mind, you have a far more positive direction to move forward with.
Speaker 1:Yeah, yeah, I like that. That's a really important thing. To fear of loss. There's literally a psychological theory called loss of aversion theory. Do you know that one?
Speaker 2:Well, I can, I can say I could take a guess at it.
Speaker 1:I can also jump right into it. If you want, Go for it. Yeah, go for it. It's what keeps casinos rich. When you're sitting at the table and you're already down, there's an uncertain path and there's a certain path and you getting up and walking away is a certain path to a loss. That math is infinitely calculable, right, but on the other hand, literally pun intended if I continue to play, is there a chance that something greater will happen? There is.
Speaker 2:I don't gamble anymore.
Speaker 1:Yeah, and without going too far down that tangent, it speaks perfectly to what you said. This fear, the fear of loss, that's a huge driver. The fear of rejections, then, would be a huge driver. The fear that someone pushes us off our game, the fear in our program, that someone doesn't want six options, the fear that they don't want to take you to the panel first. The list goes on and on. How about the fear that they don't want us to the house in the first place and so we end up giving them prices over the phone or texting it to them? Even worse.
Speaker 2:Or emailing it over or quoting a bid before you even see the project.
Speaker 1:There's so much to dive into here. Let's kick off some wins of the week, though, and see if we can tie some into this topic. What do you think I'm down. Let's make it happen. Okay, man, we recently received a story from one of our guys. Dorian Dorian just made a sale that was pretty exceptional. Can we talk about that? Dorian Dorian just made a sale that was pretty exceptional. Can we talk about that, please? By all means. It's been going to happen. He said look, I did this $4,800 sale Bit of before and after to this. He goes to the house. It turns out this homeowner is a bit of a picky person. You know what I mean the person that really nitpicks. They want the line items broken out. They want something, they don't want something. So this ends up being about lighting I believe an exhaust fan, and she ends up going with some battery lights over. Actually hardwiring Like this was an option he had to create, guaranteed. He didn't want to create that option.
Speaker 2:This is like your option seven. Like my God, you only want less than my bottom. Like what are we talking here? Right, Go for solar light, let's go.
Speaker 1:Want less than my bottom Like what are we talking here? Break up the solar life, let's go. As I understand it, he stays with it, sticks to his offer. S-t-y-o. That's where that stands for right. Stick to your offer. He runs the play and undoubtedly is kind of steaming when you're done this right. It's not a good feeling when someone takes you at your very bottom and that's already a concession on what you feel like you should be doing here.
Speaker 2:Correct. I mean the thing is you have to offer the level of options that the customer is comfortable with. So if they're like, was there anything less than your bottom? Theoretically, yeah, we can. We'll split the hairs if you want.
Speaker 1:But he sticks to the plate and he does it and he moves on and serves other customers and while he's serving other customers, in the next few days he gets a call back. The lights are flickering. Problem right. Here's why this is really cool. It turns into a $4,800 ticket and the homeowner actually says these words to him. I know that I'm a pain to deal with, because you laid out these options and I chose that bottom one. There's not even anyone to blame these options and I chose that bottom one. There's not even anyone to blame. I've got no leg to stand on here. I can't believe this is a $4,000 price, but you're clearly the best choice. They do it, get the five-star review and she even gives them a hug after you can't make this stuff up, you know, it's like top tier level.
Speaker 1:Is that not like a perfect example of sticking to your offer despite all the stuff that enters your head and clouds your judgment?
Speaker 2:it makes you just want to run away screaming from this client in the first place yeah, like I'm sure people who are listening to this call right now are like, yeah, I can imagine the customer get the bottom option and oh yeah, of course the cheap person is the one who's going to want to complain. And now I'm going to go back over there for free and try to futz with it for a little longer until it happens again. He didn't do that. He said well, I completely acknowledge, but let's reframe this and let me ask it again. And he presented a better way and she had all the leverage she needed to take.
Speaker 1:Yeah, there she goes. We had another win here. We wanted to keep this one nameless, but led to a gold 10.5K sale. Can you tell us a bit about this person's story?
Speaker 2:Okay, this particular person, without saying names, had some particular struggles with the consistency in the showing up and there's a little bit of a fear that comes from that, a lot of fear that comes from that. And this person wasn't seeing the results. They wanted to because they weren't coming, they weren't doing the things. And we challenged this person to step up to the plate and really be like we want you to do it because we believe that you can do it. And he takes the advice and he says I'm going to start showing up more and I start to see him in class and he's doing the option splits and he's working with us and it is a slow go, but, man, is it a consistent process? The thing is is that we ended up coming in and he gives a very difficult presentation and he's like this is a call that I'm working on. It's really like I'm stressed about the customer.
Speaker 2:Okay, let's build it together. We built out the options. We built a gold $10,500 option and the customer took it, but the whole time he was worried about what she was going to say and what she was going to do and what's going to be the call and then complain about the price. It was like just just offer it, do the thing, and if you don't do it, you're no worse off than you were. You don't have the job now, right? No, I don't have the job now, okay. So then where do you lose by offering it, made the offer, got the sale, and it was a huge, huge price point that he normally wouldn't have gotten.
Speaker 1:Love that man, that's really good. I want to tie in Nick V here again. He's been mentioned a few times but he just kicked November off. He said the first four days already at 21.4K.
Speaker 1:What I love about this little win reported is that they went from a place of maybe not knowing what to do or work on specifically with that sales process. Of course that's our specialty. This is what we do Now, having the exact training he said. Look, we've been reviewing the specific couple of videos to help with a specific point in the process, to eliminate these little problems, these little fears that come up during that sales process, and to be able to STYO. And they know that they've had a couple of price objections this month, so they're able to dive right into the articulation strategies. And that's just so impressive to me because I love that people can find now with laser focus maybe it's the best term for it and know exactly what to work on to improve their sales. And for me there's nothing that makes me happier, because it's one thing to try to solve a problem, it's another to try to solve a problem you can't even identify it's really.
Speaker 2:It's almost like shooting in the dark, like the concept of fire, aim fire, like you've got to see where the round hits first in order to reposition yourself. And if you don't even know where you're hitting, how could you possibly course correct? Yeah, the thing about nick, and if I'm nick, if you're listening how you doing, literally I love this guy because he comes in the class with such energy and is always so focused on getting the answer he needs that it just makes sense that the logical progression is he's going to close more sales. The guy shows up fearlessly.
Speaker 1:One more big shout out just quick, and that's to Mike, distinguished member of the month, who also went from his average 80k months to first month and $139,000. So congratulations to you and your team, mike. Guys, if you're wondering why we insert these wins, it's to inspire you. We give so much of this away for free. In fact, we just reviewed and did some updates to our playbook, our service playbook, and it's currently being given away for free on our social media. So this isn't a big pitch for you to come and buy something. This is a big pitch for you to stay with us and take something away and go, take some action and see some results and report them so you can be a listed winner on the podcast as well.
Speaker 2:We're literally holding a hundred bucks in our hand and being like someone want it, Like it. Here we're giving it to you, Just take it. So I guarantee if you take advantage of this, you will have less fear in your life too.
Speaker 1:Absolutely so. Jump on your social media channels. If you're on IG where we are claynewmeyer, you can find me there and grab this service playbook. Or on Facebook, joseph Lucani, clay Newmeyer, austin Enin ends, our other teammates there, as well as the million dollar electrician facebook group. Any of those, go ahead and send us a message, a message that says fix service and we'll send this thing over to you. Back to our topic at hand, there's something really important here and, joe, I know we don't talk about it often, but is it cool if I go early process for a second yeah, let's do it man I'm done.
Speaker 1:A couple of the things that you really suggest in our training is to actually pull over ahead of even getting to a client's house and beginning to actually set yourself up for success. Eliminating fear isn't something that's necessarily on the checklist, because we don't want to focus on the negatives. We're trying to focus on the positives, but there's a few things that you do. Would you spill the beans on some of these principles that we'd employ right in the beginning? I'd love to.
Speaker 2:So this is a pre-site arrival process and there's multiple different tenants in it, but the ones that we're discussing for today is assuming let's. Let's just mentally imagine we're driving to some development and, as a result, we know that there's gonna be some entrance that has a gate and there's a bunch of houses down the line. You don't know which one it is, but you know it's a mile down the road Park, one mile away, and I want you to take yourself and do a mental assessment. What that looks like is like for me. I had a picture of my daughter and my wife on my dashboard. That was my why, and I knew that the thing that I needed to do, I was doing for them.
Speaker 2:So it's hard to really feel negative when you're looking at a picture of your baby daughter and being like, yeah, you know what, like I'm doing this for you, babe, I got this. So the first thing is take a step back and really try to calm yourself and focus on what brings you that innate natural smile. That could be a particular song that you like, a particular religious scripture or text, it could be anything that you're into, but you need to make sure that you are in a happier place. When you're happier, you are more authentic. It's more likely that you're going to be able to respond in a more positive way, and the best thing about it is that when you stay positive and you come from that area, you're going to be in a position to where the things you say will often have the tone of positivity behind it which always is going to be received Well super important.
Speaker 2:Yeah. The next thing is that we're also going to make sure that we're checking our smile in advance, because how you present yourself at that very first impression is going to be the difference of how you set the intention for this call. Now, fear is visual. We can see fear. People say you could smell it, but you can even see it when they show up at the door. If they're uncomfortable, people will find out. So you show up before you've even gotten into their driveway. You've already mentally shored up your defenses. You get out of the van, you're driving into their driveway with a smile on and you have everything you need. That's all your tactical tools are ready to go right into the door. That way, if someone were to approach you, you have every means to engage the customer directly. You're in the right mindset and you're smiling. Just those three things alone are going to significantly impact the result you have before you even get there.
Speaker 1:I agree that's huge. When you're talking about that, I can't help but reflect and think like we're giving ourselves a because frame. Hey, I'm going to go serve at the highest level because my wife and daughter who are there staring back at me from this picture, because for me I want to go fly a plane later as well as the family stuff too. But you know what I mean anything you can attach an anchor to, because I absolutely love what you said about showing up with a smile and being able to detect someone who's not confident, not prepared to serve, not there to serve. In fact, you said something earlier and that was we discussed how you really don't have it. It's not a sale. That is yours. Sale is the wrong focus in the first place, wouldn't you say?
Speaker 2:Yeah, I mean, it's really service. I'm going there to serve someone They've called me and my benefit is I have a great amount of experience and I know that, with the right intentions, I am going to be able to serve you better than anyone else will, because that's my intention. Others will come to sell you. I have come to serve you.
Speaker 1:I love this and I got to be careful because I could take us right off the deep end. You know I'm not one to throw sand, but I believe there's trends that happen in industries. In the coaching and training industry there's a trend of people saying well, you have to have your vision, values and mission statements recorded. And if you really ask people what their vision, mission and value statements are, they usually either have to look at a poster on the wall that someone had them draw up right or they don't know it at all. It's not articulated at all. But even when it is, we get this so wrong. It should be focused on the service that you provide. Right, you've got to be able to focus on helping people, and if you did that right and then you actually sent people out armed to help people above all else, then would the sale actually matter or would that just happen as a consequence?
Speaker 2:It would happen as a consequence and that's actually advice that we give, like if we have a client or someone who's particularly struggling because they're in fear. They often look at the process like I've got to say every word, perfect, but that's not what the process is meant to do. It's simply just bumpers that keep you from gutter balling it. So the advice that we give is don't even worry about the process. Focus instead on making a friend, focus on going into this call, forget everything else. It is you, it is them. There is no outside factors. It is just you and them right now, and leave with a friend, and you'll often find you'll leave with a sale as well.
Speaker 1:That's awesome the service piece and the fact that you just used a bowling analogy, a bowling metaphor for service Put the bumpers up, avoid the gutter ball. I love that Really powerful stuff. Well, thank you. If you prepare properly, what will happen then?
Speaker 2:Well, if you're properly prepared, I mean, the benefit that's going to come from it is that you're less likely to have the dumb little things throw you off your game, right?
Speaker 2:So, like, as an example, you've prepared, you know who you're talking to before you get there and you open the door and you find it's not the person you're thinking it's going to be.
Speaker 2:That's okay, it's not going to throw you off your game because you have the next words you're going to say I know, I'm prepared for this, I've trained for it, I know what to do. Additionally, the second benefit of preparation is it slows your react or, sorry, it increases your reaction time. So what ends up happening is, if you were to tell me an email at over objection I've trained that so many times that I'm happy to help with you is the first thing that comes mentally. I don't even have to think about the next line, because I know it's going to come out on autopilot because you've prepared so much for it. So I guess the best way I'd saying is you will default to the highest form of training that you have and, as a result, if you're not properly trained, what you will fall back to is the old way you've been doing it. So you'll find that in moments of pressure, you either cave or you overcome, and that's where the fear is going to be so helpful and how preparation combats it Totally.
Speaker 1:You ever when you were learning something? Maybe it was in our trade, doing the technical aspect, the theory learning for electrical. Maybe it was one of those teachers I know I had a couple impactful ones. But or someone told you to like not try to memorize it, but to understand the why. I wish I had better teachers in that regard.
Speaker 2:But you know, I would say there's only one particular person I had. His name was Dan Grady. If you're listening to this, dan, I love you man. He's an older teacher that I had from when I was in trade school, and he was probably the only one that really inspired me to want to do it for the right reasons. He would always be like so what are you doing? And you just ask what are you doing, why are you doing it? And I had to learn the why's in order to best support him. But other than that, no, I didn't have that benefit, unfortunately.
Speaker 1:Well, it's something that we focus a lot in our teaching is understanding the why, if you have a shared belief in something being the right thing to do, you have less to think about is what the right answer is when you get asked a hard question. Because who said this? Quote Joe, everyone's got a plan, until they get punched in the face.
Speaker 1:It's Mike Tyson, man God I love Mike Tyson, but he's so right. Objections are kind of like that, and when you get punched in the face, the point is you forget the plan. Right, if you don't roll your chin, that's going to be the plan. So if the plan is actually just innate muscle memory for the belief system that you have and share across your company, what will happen then?
Speaker 2:Well then the natural thing is, the autopilot becomes the proper response, because you're constantly exposing your team to if this, then that.
Speaker 1:Yes, I love that, I love that. Okay, so let's take this now and what we've discussed. We can understand sort of the fundamental and the belief systems that need to happen here. What are some tools then that we can use to stay with a sale and overcome some of these responses, and I think one of the ones we mentioned already was BamFam.
Speaker 2:Yes, awesome. So BamFam means book a meeting from a meeting, and the real concept behind it is when your customer is telling you that they want to think it over or that now isn't the right time, we're afraid to challenge them on it because we're so focused on being I don't want to be appearing as a salesperson. You often shrink when, if your focus was to serve them and not to sell them, really look at it. If you were to leave them with an emailed over response. They now have to translate these designs, they now have to go through it and review it on their own and if they did want to move forward, they have to follow up with you. So true service is saying well, if you want to contemplate this, that's totally fine.
Speaker 2:Let me send you the two options you're really contemplating, but let's also set a tentative appointment, so I'll come back. That way, if we're really in the running and you have questions, I already have the ability of being here and taking pictures and filling out the paperwork. If you have questions, we can review it, and if you're not comfortable, we'll just give the appointment to someone who really needs or wants it. So how would you like to proceed? When would be the best time for the three of us to get together.
Speaker 1:Yeah, really good stuff. And what we see is a trend of like if you enter with fear, then you won't have the wherewithal, the resilience to stay with it and to book that meeting. You'll be the one who panics and tries to escape Offers the email. It keeps happening and this is, like you know, speaking of missions and visions like this is us to end the rat race for electricians and create a rising tide that rises all boats and learns how to handle this thing and stay with it, because the right thing to do, as we've addressed in past episodes, is not to run away at this standpoint, and when we do, we often point the finger and we blame the customer for not being our type of customer, not the one one we're trying to attract. We'll blame the marketer for putting that kind of person in our inbox again and even having us set a call with them in the first place, but it's not the right way to look at this. If we're truly doing the right thing, then stay with it. Don't fear it, just overcome it.
Speaker 2:Yeah, it makes complete sense, man. Fear is this thing that gets in the way of all of us, and it's either I'm going to face it or I'm not. Which is it going to be?
Speaker 1:If we can overcome this and I keep asking this question because it's one of our favorites what will happen then? For fear of sounding like I'm beating a dead horse, this can't be overstated enough, because it doesn't seem to matter how much we say it. Humans and the human experience really is to be an emotional being, and that's what makes us quite unique on this planet, right, correct, yep. Us quite unique on this planet, right, correct, yep. So the question then becomes how are you supporting the fear response in your team and in yourself out there, whoever's listening to us electrician, right, whoever you are, whatever your team is, whatever situation you're in, how are you supporting this? What level of focus do you have on this problem? Because you know your team is going out there feeling like they're being pushed into the crosswalk on a red light green light, depending on your perspective and feeling that fear response. How are they reacting? Where can they voice that? How do you? You?
Speaker 2:know, and even like a more pointed way of asking that question is do you even know what they're afraid of? Because, at the same time, how can you guide someone to a place that you're not familiar, that they're even in? So if they're afraid of the conflict, or they're afraid of the email it over, they're afraid of the customer wanting to bam fam, or they're afraid of you know I'm going to get a bad review if I don't do what they want. If you don't even know that they're afraid of it, how could you possibly put the systems into place?
Speaker 1:Yeah, we're here to serve people at the highest level. If they truly, truly don't want to be served, then that's okay. We're not everyone's cup of tea, but we should never fear the attempt to serve at the highest level, and that's got to be the minimum standard.
Speaker 2:Agreed 100% man.
Speaker 1:Deep topic, joe, I'm glad you joined me in that one today. We really went into it. Guys, how are you handling fear response in your workplace? Let us know on all the social media channels, anywhere you reach out to us, and, of course, leave a review where you heard us first and share this with a friend. We'll be happy to see you again next week. We've got some great interviews coming up with some wicked all-stars in the industry, so we'll see you again next week.
Speaker 2:Can't wait See you soon and may you be blessed. So we'll see you again next week.
Speaker 1:Okay, wait, see you soon and may you be blessed. Hello guys, and welcome back to the Million Dollar Electrician, Joe. I am pumped to be here. How are you doing today, my brother?
Speaker 2:I am feeling pretty damn good. You know it literally just a couple moments ago we were saying energy, good, it's like, well, we have the caffeine.
Speaker 1:I was like whether we have it we will show up at the one wing or the other and my guy am, I here to show up. It's a good thing and it's a great way to start this episode, because energy is a big part of how fear could be killing your sales, bumping you kind of off of your process and causing consequential results from that. So I don't know how to better say it, man, but there's a few things that are going to come really into this episode today, where we get to really look at this together and look at okay, how is this bumping us off the process? What does it mean when we say STYO? What is BAMFAM exactly? How can we be better prepared for this? How can we overcome it, so that we have more staying power in each call and we're able to push through more objections, which ties perfectly into our last episode. Man, how excited are you for this?
Speaker 2:I'm ready, because the thing is is fear is so prevalent in our daily lives, in our society, in our culture, and learning how to properly leverage it is going to be the deciding factor of whether you succeed or not. Fear is constant. How you react to it is the variable.
Speaker 1:I like that. I like that. And there's this expression that we said can appreciate. You can't lose what you don't have. Joe, what does that mean to you?
Speaker 2:Well, it's an expression that I've learned that pretty much says if you're going to show up to something, right, like, almost like imagine a bowl, you can't empty it. If it's already empty, you can't give away what you don't have. So, really, if you were to show up with a sale trying to say like, oh, I don't want to lose the sale, well, did you already have it? Did they literally already give you a check before you've even shown up? So you don't have it, so you cannot lose it. So if you can take the fear of loss out of your mind, you have a far more positive direction to move forward with.
Speaker 1:Yeah, yeah, I like that. That's a really important thing the fear of loss. There's literally a psychological theory called loss of aversion theory. Do you know that one?
Speaker 2:there's literally a psychological theory called loss of aversion theory. Do you know that one? Well, I can say I could take a guess at it.
Speaker 1:I can also jump right into it. If you want, go for it. It's what keeps casinos rich. When you're sitting at the table and you're already down, there's an uncertain path and there's a certain path and you getting up and walking away as a certain path to a loss. That math is infinitely calculable, right, but on the other hand literally pun intended if I continue to play, is there a chance that something greater will happen? There is.
Speaker 2:I don't gamble anymore.
Speaker 1:Yeah, and without going too far down that tangent, it speaks perfectly to what you said. This fear, the fear of loss, that's a huge driver. The fear of rejections, then, would be a huge driver. The fear that someone pushes us off our game, the fear, in our program, that someone doesn't want six options, the fear that they don't want to take you to the panel first. The list goes on and on. How about the fear that they don't want us to the house in the first place and so we end up giving them prices over the phone or texting it to them? Even worse.
Speaker 2:Or emailing it over or quoting a bid before we even see the project.
Speaker 1:There's so much to dive into here. Let's kick off some wins of the week, though, and see if we can tie some into this topic. What do you think?
