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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 21 - 2025 Momentum: 1 Metric That Can Skyrocket Your Sales
Kick off 2025 by unlocking the secrets to propelling your business to new heights, even while managing unexpected obstacles like a back injury. What if the difference between stagnation and explosive growth lies in how you adapt to our fast-paced, technology-driven world? This episode promises to be your guide, exploring how companies are harnessing innovation to redefine success. From the rapid turnover of S&P 500 companies to connecting with electricians worldwide through the power of online platforms, we’ll share strategies to maintain momentum and ensure that what got you here won't hold you back from achieving future goals. Whether you're a seasoned entrepreneur or just starting out, align your vision with the transformative potential of this pivotal year.
Discover the art of offering options to enhance customer satisfaction and drive sales. Join us as we navigate the key strategies to present diverse solutions that build trust and foster long-lasting relationships. Through a compelling case study and insightful anecdotes, learn how to enhance service outcomes and prevent misunderstandings through transparency and communication. You'll hear about Nathan from Rise Electric, who masterfully turned a challenging situation into a remarkable success by redesigning his sales approach on the fly. This episode underscores the importance of preparedness and respecting clients' time, showcasing how presenting options can create win-win scenarios for everyone involved.
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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, hello, hello and welcome back and happy new year. If we haven't said that already, Joe, we've been back to back interviews on the podcast here. I feel like we haven't even had an opportunity since well like a month ago, to just come in and talk to our folks that keep tuning into this Million Dollar Electrician podcast. How are you feeling in this early stage of 2025, brother?
Speaker 2:Well, I mean physically, I'm just getting over a back injury but mentally and emotionally, oh my God, I am out of the gates and ready to go, because the things that we're planning on putting out in 2025 are industry changing and if we don't continue on that trajectory, I'm just not going to be satisfied. So we're going to keep putting out the best of what we got.
Speaker 1:Yeah, it's funny you say that. Two funny things, actually. The first one I'm sure others are thinking how do you hurt your back in your basement from the desk? The second thing, though, really related to momentum, and we're going to talk about momentum today, and we're going to talk about metrics today, and one of the most important metrics that we know many people are overlooking. They're going to help you absolutely skyrocket your electrical sales in 2025. And that is not an understatement. Plus, we've got a value piece, a win of the week related to help prove how important this thing is. It's one of the most important things we do, but I'm going to hold you in suspense for just a little bit here. I want to talk about momentum for a second, if that's okay, joe.
Speaker 2:Go for it, Full steam man.
Speaker 1:I recently I read about and then I heard about in the Audible stat from a book by Patrick Bet-David your Next Five Business Moves. It's about business strategy and it was really interesting and he was talking about the S&P 500. You know what the S&P 500 is, joe?
Speaker 2:Yeah, like the top investment companies that you would want to get into in a particular level.
Speaker 1:Yeah, yeah, and a big stock right. Lots of people put money into that S&P 500 as part of their B-money strategy, as I call it, the investments that will pay you dividends over time. And the idea, though, in what he was saying is that back in I think he said the 70s may have been even earlier the expected tenure of a company in the S&P 500 was around 50 years. You heard this before. Maybe I said it once too. You actually did. Yes, as this has progressed. In the 90s, that got down to 30 years expected tenure, as he said. I think he quoted 2019, I want to say was the last check on this one it was now expected that by 2029, that 10 years expected to be just 14 years. So what does that tell us about how fast markets are moving these days and how fast that technologies are even expiring and the next new thing is coming up defeating the old and basically making it obsolete and basically making it obsolete.
Speaker 2:Really, the mental image that I've gathered from this is almost like a perpetual motion wheel that's accelerating over time and eventually doesn't slow Back in the day. Prior to internet, prior to everything being really developed, it took a long time for new ideas to be introduced and really adopted as a whole across an industry. Nowadays, you can make one Facebook post share with a million people and you can have an overnight transformation in places. So, seeing that technology and freedom of distribution of information has grown, it only makes sense that more people are able to accelerate their company's growth faster and faster and faster 100%, and there's a parallel to this with the world's richest people.
Speaker 1:And if you look at that list, it's been changing more recently than ever before, and you know what We've experienced. That growth, too which many people may say was an overnight sensation, as people tend to like to say that when they experience some success. We did rise rapidly, using this podcast, by getting in the trenches, with people using leveraging technology being able to do the stuff we do today completely online. So, now that we can have international electricians log into classes with us at the blink of an eye, essentially from their car, from their job Sometimes people just throw the headphones in, other times they're setting time aside to be in their office, but the point is they don't even have to travel to see massive wins that we get to talk about today. And that all relates to momentum, because if there's anything that's true from what we just discussed, is that business success is about carried momentum in 2025. It's about knowing what got you here is not going to get you there.
Speaker 1:Where is there? There is in your vision. There is that next set of steps you laid out for 2025, for the growth in your business, and you can look at this same lens that you're marketing, at your sales, at your operations. Hell, if you're having trouble recruiting electricians, you could be looking at this as you're recruiting, and sometimes we talk to people. We find that there's a lot of business owners who haven't maximized another area that they would need to maximize in order to be taken seriously, to gain enough momentum to improve the recruiting, and maybe that specific example is actually the best demonstration I could even talk about in this case.
Speaker 1:Point being, if you'll look at your business as a pool of momentum, if you look at the last year, if you just started last two years, if you've been at this for a bit, three or more, if you're an all-star in this industry, would you say you're growing or are you slowing In 2025,? I encourage people to really examine that and take stock of it. What are the areas we're growing in? What are the areas we're slowing in? Because at this time, the way the world is today, how rapidly things are expiring, we can't afford to rest on our laurels. I had a mentor used to say progress equals happiness, and I think you and I have had that discussion many times. I tend to agree with that, not just professionally, but in our personal and family lives too.
Speaker 2:It's amazing how that happens, because progress is almost an addiction at a certain point, because progress doesn't have an end stop. There is no place where everything becomes perfect. So, as a result, continuous tweaking of a process and an improvement to a level of getting it there means constant progress, and I love that we can do that and share about that 100%.
Speaker 1:We want to add to a specific area of your momentum today by talking a bit about sales. Go figure, we talk about this a lot, but there's definitely a key ingredient we've touched on a few times over the years of doing this now and it deserves extra focus. Today we're going to look at it a bit differently because we've got actually a case study analysis that we've done in the background that I think, will really shed light on how powerful this one metric can be for your business. Now are we ready to spill the beans on what this topic is? I'm ready, man, let's do it. I mean, it's definitely sales related. It comes down to options. We're going to demonstrate exactly how this works and, like we said, we got a win of the week for you to help drive that home.
Speaker 1:So, in a conversation with one of our great electricians that we're talking to in the DMs and the channels online, if you're looking to have a conversation, understand your numbers or productivity or momentum better, you can always reach us there on Instagram, at Clay Neumeier, facebook Clay Neumeier or Joseph Lucani, or our page, million Dollar Electrician, and we can get some clarity for you there. This individual we're not going to name them, but we're going to spit some numbers. So are you guys ready to just really focus on a couple of numbers here for a second? We'll do some breakdowns together. Let's do it, man, I'm so ready. Someone sent us a screenshot of their current sales status their account Again, no names, but the screenshot contained some pretty good numbers for an electrician in sales. The first number we saw for the year was about $380K in sales, so not too bad right. If we break that down 12 months, we're at about 31K a month and change. Would you consider that one someone doing pretty well, joe.
Speaker 2:I mean it depends on where they're at. You know what I mean. Like, if it's an individual who's a service tech, or yeah, or a new person who's growing up, then yeah, but it's all about the perspective of where they're at.
Speaker 1:Okay, great Sales opportunities to meet that 380 and change About 430. Okay, Okay, that's opportunities. The close rate on this just over 50% and an average close ticket of $1,706.
Speaker 2:The two things that stand out the most is the closing ratio and the average ticket, because I'm sure that there are some people listening to that going, wow, it's amazing. And I want to just speak to that a little bit. Sure Industry standard. If you were going to say an untrained electrician who just got off the street and he had an offer that was a good offer, how often would that offer be closed on? It's between 40% to 45%. So this individual is above average standard and the average ticket in those ranges is around $500 to $600. So he's above average in both sales and in conversion ratio and I think that's worth recognizing, at least in this situation 100%.
Speaker 1:I'm glad you said that and to me, if I'm picking someone out of a lineup, this is a serious candidate for huge potential in what they're doing. They clearly understand sales, they know their numbers. They shared them with us. An average ticket at that rate means the company's doing some good stuff, for sure. Now there's an interesting metric that we're going to get to here, but I want to give the comparison case study first. So we looked at one of our clients and now coach ambassadors Congratulations, dorian.
Speaker 1:We started to look at some of Dorian's numbers in a comparison here, just to draw up this case study analysis. Dorian, in about a year, sold right around that 750 mark. Okay, so 100% more sales than this individual, based on their average ticket of just under 3,000, would have actually seen less sales opportunities by about 50 or 60. And the close rate just under 70%, right around that 67% mark. Last we checked in, and that average ticket again being around 2,900. Nicely done, dorian. And that average ticket again being around $2,900. Nicely done, dorian. 100%. With just a conversion rate of just 12%, 13% higher, 100% sales difference. Average ticket about $1,200 higher Again, 100% sales amount difference in that period.
Speaker 1:The question becomes why and it's in this hidden metric that we've really held on to until now. The first case average options offered were at 1.5. Dorian's average options offered are going to be right around the five mark Almost an inverse on this one metric. Very few people track it, very few people offer as many options as we suggest, and so I wanted to break that open and talk about this metric. Joe, I would love to. Options are my jam. Do you really feel that's the one thing driving the difference, the 100% sales difference in this case? Analysis, yes.
Speaker 2:And here's why I can say, both from personal experience as well as data we've collected, this is really what we found. We have no idea at face value what someone is going to purchase, what they want and what level they're going to want to go to. I have personally experienced in the field where I've gone to homes that I am literally covering my nose in and that I feel that they're not going to want to buy or put a cent into this home. And they buy a $30,000 package and a lot of times it's because no one offered me those options, no one told me I could do this a different way, and people will buy them, whether you've ever expected them to, and they'll be happier because of it. And even further, if I can dial this down, it also shows customer satisfaction.
Speaker 2:When you receive one option and you make a purchase on it and it's usually under that thousand dollars you're going to find that people are consistently asking for the breakdown or they're asking you how long it's going to take you to do. But when you offer the options and they had the ability of choosing their own level and then, following our process, you're able to eliminate their own concerns about it, you'll find that their satisfaction goes up because they're buying a more premium service, get to be treated in a better way and have a more permanent and sustainable outcome. Be treated in a better way and have a more permanent and sustainable outcome. So, yes, your sales increase, the quality of your service increases, your customer satisfaction increases, which increases repeat business, and you actually do more with less work. Who's?
Speaker 1:losing in this arrangement. Yeah, I don't know. I'm often saying when I talk to people about this there's three winners in this situation and it's it's not even really that. Uh, winners is the right word, it's, it's obligations, it's an obligation for me as an electrician. I'll give you an example. My brother moves and he says hey, clay, can you come help me move a bed couch? And I go okay, yeah, everyone loves moving. Let's ask your back, joe, if you want to go help someone move Right.
Speaker 2:I don't. I don't quite drink the beer anymore, so I can only eat the pizza.
Speaker 1:There you go, there you go. And then he says the magic words hey, by the way, there's a. There's just a light on the outside that isn't working at this place. Look, I know you're not really on the tools much anymore, but you know we're brothers, just have a look. And I held my forehead, looked down and I shook it and I just went oh, and he goes. Well, it's not that big of a deal, man, you don't have to. And I said no, you don't understand, I can't just look at the light, we can't.
Speaker 1:So the first person in this equation that we have to take care of is the electrician. As an electrician, I have to do my due diligence. It's not just that there's a light not working, it's that there's a light not working and that means there's deeper rooted issues here, and there were. There was clearly homeowner wiring happening. They couldn't figure out the switch box, and so there was some wires mixed up etc. And that led to, again, deeper analysis.
Speaker 1:But you've got to start at the panel first. We've got to make sure the emergency shutoffs work. We've got to make sure that the homeowner or in this case my brother even knows how to operate those or identify the circuit to be safe, right and by the time you're done, your diligence is required and you have now the collective of your knowledge and experience to be able to communicate these things and how we see. Most people mistake this as they communicate along like take the the homeowner with you and communicate your technical jargon, when really we should get this on paper because I need to sleep tonight. That's the point less, more solutions. So is it the right thing for the electrician to detail their findings, their experience and their knowledge in this situation and what's possible on a simple document that the homeowner can understand too?
Speaker 2:Yes, and there's actually an additional benefit to it that actually benefits more people as well. Can I get into that too? Yeah, awesome. So there are some people who are thinking right now well, sure, why don't you just change the light? I mean, obviously, maybe just be crosswire, that's all you need to do. But hear me out, if you were to just provide that and do the fix and you didn't go into the additional things, or you verbalized your repairs and you said, hey, there are more concerns, you don't have to do them right away, what do you want me to do today? And they say just do the middle fix, and you never put it on paper.
Speaker 2:If there was ever a concern, let's say down the line, something didn't work or a problem happened again and you knew that it was from a disconnected or a further concern and they chose not to address it. And then they call you back for a warranty call instead of it now being an argument of well, I told you, and you said, no, it's well, let's just review the options. Hey, you know what? I see that we actually did notify you this in the observations and we created four options on how we can get that resolved. Which of these do you want to do to get that taken care of? It's no longer an argument anymore. So they have clear expectations of what can go wrong and how they can solve it, and as well as how much time commitment they're going to put into it 100%.
Speaker 1:And that's the next winner that I was going to mention is the business. You, the business owner, if you're in business for yourself. If not, share this with your boss, because they should be thinking about this thing called liability. We all should. We want to carry momentum and reduce risk and liability, not reliability, just about how to mix up there and reduce those liabilities as much and as often as possible. So is it really? Isn't it a no brainer to say that by having that and what you just explained reduces liability on the company, because the first person the fire department's going to call is the last electrician that was in the home.
Speaker 2:Exactly, and it's a scary situation when you go up to these homes and then you're like how do I convince the homeowner to do these things without seeming like I'm pushing something? That's where the observations are so helpful and, if anything, I feel like offering more options is less pushy, because it's like here's your menu. I mean you, you choose whatever you want. You got the filet mignon on one side.
Speaker 1:We got spam on the bottom. What do you want to eat? Yeah, I love the restaurant analogy. Imagine walking into a restaurant. They're like, oh, you're having shrimp, shrimp skewer, or get out it's like I have a shellfish allergy. It's like not today, you don't yeah, shrimp skewer, it's 29, or leave, that's it right. Not even, hey, could I get some potatoes or anything?
Speaker 2:french fries, french fries if it's coconut shrimp, sign me up. I don't care. I will sit at a coconut shrimp restaurant, eat the skewers all day for $29. I'm fine with that fair enough.
Speaker 1:The third winner, as you mentioned the homeowner. Right, there's carfax, millions of cars on the road across north america and we have complete history reports on what these cars have been up to, what people have done to them, what accidents they've been in, and yet there's no home facts. We've talked about this once or twice. The homeowner deserves to know the health, the basic health, of their system, what's next for it and and what's beneath it, what isn't okay, what does need to be repaired or at least considered. It's just a no-brainer, it's a win-win-win. So this is something I constantly communicate. Joe, let me ask you your opinion, then, on this case analysis today. If subject a, the first person we mentioned, wasn't at 1.5, but we managed to get their average options up closer to four, are you confident then that both their conversion rate and their average ticket would start to climb? Adam Draper.
Speaker 2:Substantially, if not exponentially, preston Pysh.
Speaker 1:Okay, scale of one to 10, rate this how confident are you, 10 being absolute confidence, one being not very confident at all.
Speaker 2:Adam Draper, I would say a 10 or an 11, and here's why the thing is that you're showing up with a fully loaded chamber compared to just one at a time, and, additionally, people like to buy differently, and we're in North America. Freedom is one of those things that's a hot word for a lot of people. So, having the ability of saying you have the freedom to choose whatever level of quality, reliability and service you want, you can control your budget, you control what you're going to receive, you can control how I serve you Hands off, I'll do whatever you want. Of these choices, the customer now has the willing freedom to do what they want and how they see fit. So there's less negotiating, there's less back and forth, there's less apples to apples and more how can I serve you in the way you want to be served?
Speaker 1:I appreciate that Time for win of the week. Joe, you've got this one nailed down today. Please share with us who's our big winner and why. What happened that's so special.
Speaker 2:Nathan from Rise Electric. I love Nate personally. He's an amazing guy. But there's a particular win that happens Now. I'm sure you guys have picked up over time options on my jam. I love, love designing options and we actually have multiple option design classes per week where you join me in a class and you can present any kind of call and I'll help you design six options and teach you what the logic got me to do that.
Speaker 2:Nathan had a particular situation that every one of us is terrified of. He made a presentation like he designed the full thing and then, for God knows whatever reason, it disappeared. He could not find it on his iPad. He put the work in, but it's gone. He shows up and he has a presentation in an hour. He's like I don't know what I'm going to do. I thought I had it. I went to go load it up before. I wanted to double check, because that's our process, double check and I don't have it. So, all right, let's do it, let's get it done. We got six options. We redesigned the whole job right from what he told me it needed to be. We designed six options. He then goes to that customer and sells a platinum.
Speaker 1:So you had to reprice it in class too, yeah, and then he sold the platinum. Do you remember what the platinum was worth?
Speaker 2:I don't. Honestly. Offhand I was going to say I can go back and look at the physical reference of it, but I just know that when he reported it he said I closed the platinum on.
Speaker 1:Nonetheless, massive win. Congratulations, nate. Excuse my stutter on that one. That's a big deal to come in under pressure. You guys know that feeling and otherwise the outcome would have been I'm sorry, I don't have a presentation, either can't present or wing it completely, which I would not advise. That would be a rebooking and potentially losing that job altogether.
Speaker 2:And there's actually a metric behind that as well and that I was taught that at every rescheduling moment, you reduce your ability to close at almost 50%. Wow, and then I was taught that at every rescheduling moment, you reduce your ability to close at almost 50% Because people believe that their time needs to be respected more than almost anything else, especially in today's dynamic industry. In fact, there's even a rule beyond that saying if you've had to reschedule someone twice, it's not even worth going the third time, because the ability you're going to have to communicate value is so much lower. It's almost better to refer them out and just cut your losses. So you've got to be on time, you've got to be punctual and you've got to be prepared, and Nathan, luckily, was able to do all three with our help.
Speaker 1:Oh man, that's a great share. And I had a mentor teach me do all three with our help. Oh man, that's a great share. And I had a mentor teach me if you're not early, you're late. No such thing as on time being that moment early, being prepared. So good on nathan for being prepared and finding that ahead of time coming to class. Good on you, joe, for doing what you do so exceptionally well, which has helped people both I really see it a couple ways raise their top option of seeing what's possible.
Speaker 1:So often electricians come to us and they just say but how do you come up with six? It's driving them nuts. That's exactly what we aim to help you with, guys. If you're not in the program already, there's still a how for you. We've got a value piece that sheds more light on the six option secrets and we will guide you through some of this, including the observation section how to structure your six options, how to start with the best option first, how to begin to explain those in simple terms. All of that in this value piece.
Speaker 1:So, wherever you heard this first, or on the social media channels we mentioned before Facebook, instagram or the Facebook group, even even heck on our website, servicebyelectricianscom, use the contact form and just type in 6OptSecrets and you can get that value piece there too. In short time, I've got a feeling we'll be announcing a workshop just on options design alone. So do give us a follow on Instagram, on Facebook, in our Facebook group there, to make sure that you don't miss that. As you know, we're posting every day, giving value in every way and everywhere that we can. Joe, is there anything else that you wanted to add to this episode to help our listeners and viewers with their options design?
Speaker 2:Yes, I think I can give an action assignment. That'll help someone who's doing one option understand the logic it takes to do more in a very short period of time. Can I take?
Speaker 2:a crack at it. Yeah, man, let's do it. Okay. So the biggest issue with the average technician offering options is understanding the value ladder that comes from it. So the way that I understand is going from one to three is the first hurdle.
Speaker 2:Right, the way that I would describe it is your top option is saying if I were to leave this home, what could I do to guarantee I won't have to come back for the next two years? Then your middle option is if I were going to do this repair, how confident do I feel that this would last one year? And then your bottom option is if they needed the most minimum fix possible, could I at least guarantee it for 30 days? And if you can present those three things, this is how that would translate I could reset the GFI and that would very likely keep it from tripping for the next 30 days. I could replace the GFI and, as a result, I'm going to have a situation where it's going to last longer but the fault is present. Or I could address the circuit concerns and localize all those GFIs so it's far less likely to trip at all. And that's your three options, right there.
Speaker 1:Really good stuff Premium, mid-range economy. All you got to do is double down to get to six More on that in the value piece. Guys, go ahead and grab that. Talk to us where we recommended there. We can't wait to be here again with you next week. We've got big, exciting stuff coming in the near future. We've got another interview to do with Dorian, we've got another interview to do with Dan Totten, we've got Mike Hurley coming on here shortly to show us and tell us about how he doubled his revenue from 80K months to 168K in under 90 days, and, amongst others, there's much, much more than that. So, guys, we'll see you again next week. Thanks for joining us. Can't wait to see you. May y'all be blessed. And that's a wrap for today's episode of the Million Dollar Electrician Podcast.
Speaker 2:We hope you're buzzing with new ideas that charged up to take your business to the next level.
Speaker 1:So don't forget to subscribe, leave a review and share the show with fellow electricians. Together, we'll keep the current flowing.
