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
S2 EP49 Three Things Every Electrician Business Needs (That No One Talks About)
Most electricians think success is about being the best on the tools but this episode flips that idea on its head. We break down the three essentials every electrician business must have to truly succeed.
The takeaway: shift your thinking, fix your price, and lead with service.
Hear how one electrician hit his 5-year goal in just 12 months by doing the exact opposite of what most are taught. This episode is a mirror and a blueprint!
⚡️What You’ll Learn:
- Why being a great electrician won’t make you a great business owner
- How bad pricing is silently draining your profits
- What mindset shift unlocks your next level of sales
- Why your “product” isn’t the panel—it’s the experience
- The secret to repeatability that scales beyond the truck
🏆 WIN OF THE WEEK:
Our client, Bailey came in with a 5-year dream and crushed it in ONE.
Projected to hit $312K in his first year using time and material, he instead applied our pricing strategy and skyrocketed to $609K.
That’s not just a win. That’s a complete business breakthrough!
⚡️Jump into the Million Dollar Electrician Community and connect with real business-minded sparkies!
⚡️If you are an electrician looking for trade-specific business training in pricing, options, sales, attraction, and marketing strategies, Then our Loop Method is your answer!
⚡️Want Real Help With Real Problems? Be coached by us right on the podcast! No fluff, no pitch, just pure problem-solving from two guys who’ve been there.
[podcasts.ServiceLoopElectrical.com?utm_source=youtube&utm_medium=podcast&utm_content=s2-ep49](http://podcasts.serviceloopelectrical.com/?utm_source=youtube&utm_medium=podcast&utm_content=s2-ep49)
00:00 – Intro & Feedspot Recognition
02:30 – Why Electricians Need More Than Skills
04:00 – The 3 Business Essentials Overview
07:30 – Pricing: The First Thing You Must Fix
10:00 – Bailey’s $600K Success Story
13:00 – Is Charging More Ripping People Off?
15:30 – Why Your Product Is NOT What You Think
17:00 – Letting Go of the Electrician Identity
20:00 – Repeatability vs. Burnout
21:30 – The Power of Curiosity in Leadership
23:00 – Final Words: Start, Don’t Stall
#MillionDollarElectrician #ElectricianPodcast #ElectricianBusiness #ServiceLoopMethod
#FlatRatePricing #ElectricianMindset #TradesBusiness #GrowYourBusiness
#ElectricianSuccess #ElectricalContractor #SkilledTrades
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. Hey team, welcome back. We've got a great show for you today. Joe, you brought this topic up and it's an all important one. So often we get the options objection of just how do you create a menu of pricing in a new home? Yep, is that where you wanted to go with this?
Speaker 2:Yeah, no, it's true, it's just. I don't mean to laugh, but it's the thought that when someone tells me that they I can see where they're coming from, like it makes sense. You know all the panels brand new and the wiring's all new, and like what else could you offer? It's just one bad device. But when you understand the whys and the hows and break it down to a larger scope of understanding, it actually is a lot easier than you think it is.
Speaker 1:Okay, Well, let's dive right into it. I know this one's going to be hyper tactical. If you've ever been to a service call where everything seemed new and there's nothing you could do and the homeowner felt that way too, and you've probably been challenged by this a time or two before, Joe, what do you think is the biggest problem? What do you think gets people tripped up here? Is it just that?
Speaker 2:No, it's not even the work issue. It's actually a perception issue. And the reason why I say it's a perception issue is because a lot of times people stress about it before they even go to the call, because they're worried about what the homeowner is going to say. Because, as an electrician, we often are focused on once again the thing like the bad GFI, it's bad wiring, it's a bad break. We think about the thing being the problem rather than the effect the thing is doing to the customer's emotional state, how it's affecting their long-term growth, how it's affecting their use of the property, how it's affecting their enjoyment of the property. So can I give like a couple of examples of what that might be?
Speaker 2:Yeah let's do it. Okay, cool. So like, let's say, the typical call is I've got a, I'll make it really ridiculous. I'll make it really ridiculous. I've got a tripped GFI on a kitchen countertop for a brand new 2024 home or 2025 home. And you get there and the wiring's good and everything's connected, and yet it's just one device and someone's like well, how do I, how do I go above and beyond that? And it's actually not even in the product itself, it's in how are they using the time experience so I'm sure you've experienced it as well.
Speaker 2:Most new construction, especially in today's day and age, is not the highest quality work by a long shot. I remember when my home was built. I'm still running into a ton of tissues. It's brand new. When my mother-in-law built her home, we were yelling at the electrician because he was doing such shitty work and they were like it's to code man, deal with it, fight us or not? And like that's like. I'm not going to fight you. Like, what do you want me to do?
Speaker 2:So the thing is this it's not actually even the thing. If you take that GFI, you're going to find it's not probably looped, it's probably backstabbed. I'm not even going to talk about the localization of it. I'm just simply going to say just focus on how it's connected. 99% of homes nowadays, of the new construction, are all backstabbed and every electrician in the world is like backstabbed the problem. But we'll never quote for it in the brand new home. And I ask you and say, all right, you just moved into a home, you've got your boxes everywhere, you got one trip GFI. What's easier to fix? I can do a full re-device before you put your furniture, or let me let you label everything and put it all in place and move all that heavy stuff, and then I'm going to have to remove it all and then do the re-device. So the first thing is the timing of it why not? And then do the re-device. So the first thing is the timing of it. Why?
Speaker 1:not. So just to be clear, the stab back receptacle is not a good thing.
Speaker 2:That is not a good thing. No, and you know it's even funnier because that's not an argued point Like if you went to like nine out of 10 electricians. Almost all of them are going to say, yes, backstab is not good, Legal but not good. Yes, it will hold for a period of time, but no, it won't hold indefinitely. And when it's daisy chained, all it's going to take is one heater that's running a little too long and suddenly got a little bubbling neutral on the back of it, and the whole circuit goes down until you find that one particular thing. And even then that electrician doesn't fix it. He just replaces that one device and says here you go, here's my one service, and then we're done.
Speaker 1:Yeah, that's what blows my mind. Yeah, yeah, just continual problem. So your argument is that if we let this problem fester and I mean, even a homeowner could agree if there was a more permanent solution versus a known more temporary solution. Which would you rather have?
Speaker 2:I mean, personally, I'd rather the permanent solution, but that's actually why our process is so effective, because we won't actually make that choice for them. What I'm going to do is I'm going to have a complete range and the bottom is going to be you know what I've told you about this. You're aware of what's going on. You know that there's a benefit of doing it before the boxes get unloaded and moved in. But it's not my money, it's not my home.
Speaker 2:I can do the bare minimum, which is I can change that device, or I can change a GFCI breaker or whatever it is, or I can go through the things that I know are failure points, because I've done so many homes through the years. Say I know what these failure points are going to be. I know you've just moved into it and I'm going to offer one solution at the top, which is a complete, blanket coverage of everything. So yeah, you're paying upfront for it, but if you think the value of saved time, peace of mind, better use of products, better enjoyment of the home, some people are willing to put the money down, especially when you took out their initial purchase. They want to just put the money down into the home, be done with it and be like I'm good for the next several years. So I'll give them the choice from the best, I'll give them the choice from the least, and it's entirely up to them. And that's only with backstabs. There's so many other things that we're not doing for them that blow my mind off my skull.
Speaker 1:Do you have a particular win in mind from your bank of stories where this has actually really benefited you, where it could have been?
Speaker 2:like most electricians struggle to even come up with anything to offer at all there is actually one I remember, and it was actually for a new apartment complex that was built. So it wasn't even a residential home it was. It was an apartment for that, for the. They were living in the home. They purchased their own rental or purchased their own apartment, just moved in his new family planning on having a baby in the future like mid twenties decent people, right. And I remember it was something small, like they had a flickering light and it was a switch that was out, like that was all it was. Just the switch was backstabbed and just for some reason it wasn't having a good connection to the light and when the wall did something it would flicker.
Speaker 2:Obviously, average electrician can say, oh, just cut it, cut it, screw terminal, done, bing, bang, boom, here's your ticket. Yeah, but I remember going through with her and saying, like I understand it's your new home. I understand you said you plan on having a family in this home. Part of what we do is we're going to do a thorough evaluation, because if I don't want it happening here, the last thing I want you to do is have to keep calling over and over and over. So let me do a little bit more.
Speaker 2:And I remember going through it and I quoted for re-devising certain rooms and then also changing the lighting for them and then also, I think, relabeling the panel, and it came out somewhere like don't call me on, but I think it was somewhere like 3000, like 3,500 at the time. And the reason why it still sticks in my head was I remember going there and thinking like myself like it's a brand new home. I know they just built this development Like there's it's it's down the street. I know they just built this development Like it's down the street. I know that this is a new place. They're not going to want it, but I at least got to tell them, because if I don't tell them and then something else comes down the line, they're going to be mad at me.
Speaker 2:So I made that top offer, not even expecting them to take it, but more as like a cover your butt situation, yeah. And then when we sold it, I was like okay, people do appreciate this, maybe we're onto something here. And then we started just continue going down the thought process so that one pretty clearly stands out in my mind.
Speaker 1:And one thing that stands out for me here in this discussion is you truly believe this is the right thing to do?
Speaker 2:I really do. I believe that ethics and honorability are almost like spiritual commands, like this is something that's inherent to who you are as a human being. We have to operate from an honorable and ethical standpoint, otherwise we rot internally, whether we realize it or not. So if you don't believe in what you're doing, or you don't believe in what you're doing or you don't believe in what you're selling, then you shouldn't be the one who's selling it. I want to do good work because I believe good work is in the interest of my customers. That's the end of the line If I can do good quality work. But I can also prevent you from having problems and I can prevent you from having frustrations, even if they're not dangerous situations. It's just a hey.
Speaker 2:Every now and then this light flickers and it bothers me. Well, as an autistic individual, a light flicker is probably going to bother me a hell of a lot more than it's going to bother the average person, and they're not disclosing their neurology to me. So what's stopping me from just considering if this was my home? I just want to be treated better. If you could stop the flickering light, it's going to be a huge saving in my peace of mind. I'm going to appreciate not have to squint when I turn on the kitchen lights.
Speaker 1:That's important. Okay, take us beyond the receptacle, joe. What's next?
Speaker 2:So then you go further and you're like, let's go just basic safety systems. Now you know how, how the average smoke detector that people are like, oh I know it's a bad detector when it's like a yellowed, old first detector Well, they had to start somewhere and usually they're like the cheapest, shittiest brands. And granted, I'm not trying to insult the brand, but I know some of them are the builder's grade ones where you buy them in the box from Home Depot and you don't know how this one's a third of the price but it makes you all standard and you're like all right, I'm going to put those in. That's supposed to save someone's life and the way I view it is, there are so many better systems that are available to someone Like.
Speaker 2:I remember there was a situation, even in my own home like, actually tell you, I did this exact thing in my own home because I had this problem the new construction builder put in the worst possible smoke detectors and at three in the morning it started going off. But because they had no identification to them, one would go off and they'd all go off and I'd have to silence one and hope to turn the others off. So here I am, I've got two young kids sleeping. They're waking up. My wife's now awake. I'm now stressed, and it's a frustrating situation. So what's stopping us from either putting in smart detectors, which will send you a text, or self-identification sensors that will tell you the room that there's a fault in, or the identification testers that will even sync to your alarm system and then connect Like those are actual life safety systems, not just pretend gimmicky life safety systems that pass you all standard.
Speaker 1:Speaking of safety systems, I want to tie this directly into the win of the week. Wouldn't it be nice to have a safety system in your business, like a sales or service tech, as we'd rather call them actually being able to make phenomenal sales for you? And that's what happened with our client Eric and his guy Sam. We've worked with Sam directly in class. Sam is absolutely a wonderful electrician and he set a new personal best record with a job sold at 23.9k. Congrats, sam. And on the same day he hit another 3.2K prep package for a generator and made that a personal best day for Sam at $27,100. Sam cheers to you, brother. Really good, you've got cheerleaders here. Joe, going beyond the safety and the smoke detectors, right back into it, where do you take us next?
Speaker 2:Okay. The next thing is then efficiencies, and let me explain what I mean Once again. Assume the builder's doing the cheapest thing he can to meet basic standard, so whatever inspector they're buying off can put the sticker on it, right? So I think to myself and say how many of us love the basic programmable thermostats that we all have in our home that we know don't know how to use, right? So you have all these basic grade programmable thermostats that are not efficient, they're not easy to use, they're not intuitive and they're still going to break. And the funny thing is is that you can have an inefficient system, but if it's controlled by an inefficient control system, even the best system isn't going to work the way it's supposed to. So what's stopping us from putting in higher quality things? I mean, granted, I'm not sponsored by any particular group, but like if you were going to put like a nest sake of argument, that's a great brand to put. I personally have them in my own home. Again, because I hated the programmable thermostats were put in it.
Speaker 2:I'm able to control it from my phone. I'm able to dial down to comfort sensings, I can geofence it. So I'm sensing it when I leave the home. It dials things down, set scenery available. It could tell me the weather and match it based on exterior humidity. It's a climate controlled comfort center. Why wouldn't I want that? It'll actually save me money. If you went to someone in their first home in year one and you change the control system, the ongoing savings just in the operation of a very inefficient AC system like a condenser, you're saving a lot and even further like if you want to go even further with that. Why aren't we putting in hard starts? It's so simple to do. It's two wires. But when the customer complains, when the AC kicks, yeah, they call us. That's what they do. They call us and we'll do it for them.
Speaker 1:What I love about where you're going now is right into the customer experience, that user experience, and I know I've had the experience of buying a home as well, a fairly new home. I know you have right and I think that we overlook this as electricians that rarely when we buy a home are we getting everything that we like the way that we like it. There's always a trade-off the bathroom wasn't quite as big as we thought, Maybe it didn't have an actual window in it, Maybe the fan squeaked. Whatever this problem is, it's all over the place. Maybe the garage is bigger than you wanted, but the bathroom was smaller. There's all these trade-offs and they actually connect directly to what you're saying with that experience of how they're gonna use their home. And I'm sure there's a lighting tie in here from you as well at some point, Joe. But why don't you keep on going with this? Let's see what else you got up your sleeve here.
Speaker 2:Awesome. So it really depends on where we wanna go from here, because it depends on either generalization or customization. So can I explain, like maybe, the difference in both and like how one's user experience and how one's more generalized, let's do it. So a user experience upgrade is you think to yourself and say, all right, I recognize. I walked out of the garage and I see there's two cars in the garage Phenomenal.
Speaker 2:Now, when they unload their groceries, do the lights automatically come on or do they have to hit it with their elbow as they're going up the door or the stairs with groceries in the other arm? Why aren't we putting in motion control or proximity or occupancy sensors in the rooms that we suspect that people will be carrying something in? I see there's a washer dryer. It's on the bottom floor. I see the bedrooms are on the top floor. So you're unloading it. Why are you having to hit anything on your way out? Because, if you know me, I'm going to turn off the light. I can't help myself Like light's going to go off. But now I've got my basket and I'm like, no, if I can just walk into the room, it comes on. Do the laundry, walk out, turn self off.
Speaker 1:phenomenal, and even better, you can do that same thing with bathrooms, like you know how, yeah I'm just gonna say we've got a teenager in fact two teenagers here that leave the lights on all the time. I'm constantly going in the hallway to shut their bathroom light off drives me mental. It's a waste of power.
Speaker 2:There's a way around that. Actually it's even better. So a lot of times the parents will say, oh, the kid forgot. But they don't know. It's not a forget, it's even better. So a lot of times the parents will say, oh, the kid forgot. But they don't know. It's not a forget, it's a conditioned forgetfulness.
Speaker 2:So, we can actually bypass that completely. What if we were to change the bath fans to whisper quiet fans? So you didn't even know that they were coming on. And then you tie them to the switch that controls the bathroom light that's in the shower. So the moment the bath shower comes on, the fan automatically comes on. So, unless they're showering in the dark, they don't forget. Now, if you recognize there's kids moving into the home and you're like well, one, do you want to sound like you have a lawnmower in your bathroom? No, we're already solving that problem. Two, we're reducing the stains and all the mildew that's going to build from an inefficient, poorly vented system. But then, even further, the fact that it's predicting how their family will grow into it shows that not only understand their family's growth, but it respects the humanity of it. And saying, as a father, I know what this is like and I want to save you from the frustration that I had to currently deal with. Yep, and is it wrong of me to want to serve you at that level?
Speaker 1:Not at all. In fact, my curiosity and not to cut off all the great ideas that continue to flow here, I'm sure is how do you position this to a homeowner of a new home who's clearly not interested in spending a bunch on electrical system, when they think, hey, this should be right for me?
Speaker 2:That's the fun thing, you know. It depends on, obviously, the person. You need to have the relationship and tailor the way you're talking to that person. Not everyone's going to have the same vernacular, it's not always going to jive with the same people. But if I were going to say that they call me for this one thing, but as the professional I could acknowledge that there are things that are directly connected to it that either affect efficiency, equaling money, quality of life, which is people will pay money to resolve, or it represents something where someone is unhappy or is planning on changing again in the future. We're saving also time delay. So if they don't have to fix it in the future, i're saving also time delay. So if they don't have to fix it in the future, I'm buying back their time. If I can make it more enjoyable for them, they'll spend more time in the home, meaning they travel out less, saving them money. And if I can make the thing more efficient whenever it is operating, it's saving them money.
Speaker 2:But it's even one question you can ask that I always find almost makes someone laugh, but then I go yeah, I get what you're saying. It's when you go into the observation section you can say now, I'm sure you know your builder better than anyone else. I mean, I'm sure he gave you nothing but a phenomenal experience. And I bet we can both put our hands down on this table and say there was no corners cut. It was truly. This was the Michelangelo building construction, correct? And everyone just laughs. They're like no, that guy was an a-hole. He cut corners like look at the tile work. They start pointing things just in the room alone and then you can get a little more somber in your tone, like I assumed that was actually the case.
Speaker 2:Now, if we both understand that and if I were to go through this and recognize that there are ways I can prevent future frustrations, loss of money and also loss of enjoyment. But I had an affordable way of preventing that for you. You don't have to move forward with it. Would it be at least wrong of me to tell you about it? And the answer is always it's not wrong to tell me. But if I tell you now, you know, and once you know, every time you look at that thing in the future you'll think of it and you don't have to buy it now. I just got to get my foot in the door for one sale to demonstrate my level of service become unforgettable. And then those inception thoughts that you'll keep seeing yeah, that light is shitty. Yeah, I don't like how it looks. Yeah, the bath fan is loud. Hey, I hate that thermostat. They'll remember you because their sticker is going to be on the panel, but they'll remember the relationship.
Speaker 1:It would be nice. Remember that thing. Joe said that would be nice. That's all you need. Thanks, Joe. We're going to run out of time on this one, just passing the 20 minute mark. Guys, what have you offered If you're following us on YouTube and you have the ability to give a comment there? What have you offered in new homes or where have you got stumped and what other options could you get some help with from this podcast? Let us know below. We'll do a podcast just for you. And don't forget to hit that subscribe button. As we know, 90% of our listeners don't use the subscribe button, but it really helps us and the YouTube channel growth and get past number 11. We're climbing on the feed spot podcast ranks for electricians everywhere, so leave us a rating where you heard us first, guys, and we're going to see you again next week. Peace be with you, friends. Take care. Cheers. And that's a wrap for today's episode of the Million Dollar Electrician.
Speaker 2:Podcast. We hope you're buzzing with new ideas that charge 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.
