S3 EP25 He Stopped ‘Quick Fix’ Jobs… And Everything Changed | Kevin Sperry

He stopped taking “quick fix” electrical jobs… and everything changed.
In this episode, Kevin Sperry shares how he went from $60K months with 8 guys… to $100K months with fewer employees, without relying on more leads.

The real shift?
He stopped chasing small service calls and started structuring higher-value electrical work using better pricing, options, and service strategy.

⚡ What You’ll Learn:
- Why small electrical jobs ($200–$300) are keeping electricians stuck
- How to increase your average ticket (Kevin went from ~$800 → $2,700)
- The difference between being busy vs being profitable
- Why most electricians struggle with pricing (and it’s not what you think)
- How offering options changes your close rate instantly
- The real reason service work feels stressful (and how to fix it)

🚨 If You’re an Electrician Who Is:
- Booked out but not making enough money
- Still quoting one option and hoping they say yes
- Running too many small service calls
- Trying to scale but feeling stuck
This episode will show you what needs to change.

⚡️Want to Learn the System Kevin Used?
Check out how electricians are increasing tickets, closing more jobs, and scaling their business with better service structure: https://www.electricserviceapp.com/

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Service Loop Electrical is hosting our first-ever in-person event and we’re keeping it small on purpose. 26 seats total. That’s it.
The Whistler Service Summit 2026 brings together top electric service business owners for 2 days of real training, live roleplay, and hands-on coaching at Nita Lake Lodge in Whistler, BC.

You’ll be in the room with Clay Neumeyer, Joseph Lucanie, and Forrest Schwartz dialing in your sales, marketing, and operations in real time.
No fluff. Just the systems that help you earn more and take back control of your schedule.
👉 Secure your spot: https://go.serviceloopelectrical.com/summit

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⚡️If you want portable generators to become a real revenue stream, reach out today!
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#ElectricianBusiness #ElectricalContractor #ServiceBusiness #SmallBusinessGrowth #ElectricianLife #ScaleYourBusiness #ServiceCalls

Transcript

Average Ticket And Delegation

SPEAKER_02 0:00

What's your current average ticket? 2700. Way to go, man. Congratulations. Service. Worldly tracking service. That's a significant increase from the 250 you kinda referenced earlier. 10x.

SPEAKER_04 0:12

Yeah, probably something like average like 800 bucks. Because there were so many 250 bucks, 300.

SPEAKER_02 0:19

Yeah. Okay, so 33 or 4x. Still, massive. Really good stuff, man. Congratulations on that. You want to bring someone else in to alleviate this strain off your shoulders? Is that next for you anyway? So that you can step back a bit?

SPEAKER_04 0:33

I wanna be able to train in what I'm doing and hand that off. And then figure out what I need to do next. And then train that next and hand that off. I want to delegate as much as I can so that I can keep building the relationships that are gonna push us to the next level.

SPEAKER_01 0:48

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_00 1:00

I'm Joseph Lucani, and together with my co-host Clay New Meyer, we're here to share the secrets that have helped electricians sell over a million dollars from a single service man.

SPEAKER_01 1:08

Now it's time for sales. It's time for scale. It's time to become a million-dollar electrician.

Kevin’s Growth Story And Context

SPEAKER_02 1:21

Hey, real quick, if you're an electrical service business owner and you're tired of figuring out alone, then listen up. ServiceStoop Electrical is hosting our first ever live event, the Whistler Service Summit 2026. It's May 29th through June 1st in Whistler, BC. Just 26 seats. You'll have access to me, Joseph Forrest, real roleplay, working through your leads, working through your business, working with you on your strategy. There's only 26 seats available, and we want you to attend. Whether you're new to our ecosystem, familiar with our process, or a longstanding client or fan, we want you there. So click the link below or go to go.serviceloopelectrical.com forward slash summit. See you at the summit. Hello, hello, hello, and welcome back to another great episode of the Million Dollar Electrician. This one's a little bit different today. As you can see, I don't have Joseph with me. If you can see us, if you're watching on YouTube, if you're just listening, I'm I'm telling you right now, we don't have Joseph, but we do have a guest. We've got Kevin Sperry. And Kevin's been patient in getting to this interview. Kevin's super pumped to go into this with you. Uh Kevin is an SLE Pro member. He is someone that uh came into the group, into the community, saw some great immediate wins, and has a really cool story over the last few years of his business that we wanted to share with you. So, Kevin, welcome to the show and uh super excited to dive into some of the growth, man. Sounds like you were doing uh 50, 60k months, and now you're kind of averaging to 100K. You got some big projects going on, you got some great service. So love to hear, man. Uh, how are things going for you?

SPEAKER_04 3:01

We're going well right now. Um we're about as busy as we've ever been with this size crew. Um, we've got some some project work, some new construction going on. Um, but definitely this service work is uh it's much more profitable than it's ever been and uh and busier than it's been.

SPEAKER_02 3:21

Interesting. And something you said just before the show, I think you said you're busier, you're doing more, but it sounded like with less, like you have less guys now than you had last year, is that right? Yeah, yeah.

SPEAKER_04 3:31

So last year we were doing a lot of commercial work, and um we had uh about eight guys running for I'm gonna say six to eight months um of last year. So if you average it all out, we were doing about sixty thousand a month. You know, some of those months were heavier because of those commercial projects, but um yeah, we at the at the height we had we had eight guys, and um I've done almost no commercial work this year, and we are on track from you know the average of 60,000 a month last year to we're averaging about a hundred thousand a month this year so far, and it's only March. I'm thinking, you know, as the spring and summer come, it's gonna be even even more.

Going Solo And First Hire

SPEAKER_02 4:16

Yeah, that's awesome, man. And great start. Thank you for opening us up there. Uh, what I'd love to do today is understand kind of what got you there. We're gonna break some pieces apart. How long have you been licensed, brother?

SPEAKER_04 4:27

So I saw uh Facebook memory pop up today, about uh passing my exam four years ago.

SPEAKER_02 4:33

Whew. Nice. Did you go into business right away?

SPEAKER_04 4:36

Uh it took about six months before I decided to uh to get the the business permit um and and the insurances and everything like that. And even then it was still a side business. Um I kept my full-time job for somewhere between six months to a year after I started the business, which was six months after the licensing exam. So it was about a year, a year, year and a half after I got the license before I decided that I was doing this full-time for myself.

SPEAKER_02 5:02

Must have been a tough transition. Did you do you remember having nerves around going from having the security of a job to going on your own, brother?

SPEAKER_04 5:10

No, it wasn't too bad because I was working at that point. I was a foreman for the company I was at, and then I was working like at night and on weekends for myself. It was working two full-time jobs. And then I I slowly transitioned to like I was working four days a week at the job, and then I was working the weekends and the nights for myself still. And then there was a point that I knew it was just not gonna be not gonna be feasible anymore. I didn't have the energy or the time to do that anymore. Um, and so I left that job and almost immediately hired a helper. I want to say it was three months before I hired my first guy.

SPEAKER_02 5:43

Wow. Okay, so you got traction pretty quick though. A few months to hire someone, that's not bad. Who's that first hire for you at that point? Was it someone to help you get some work done?

SPEAKER_04 5:52

Yeah, yeah. It was an apprentice that um a friend of mine, and we'd been friends for 10 years or more, and he had actually been my apprentice at the company that I was working at, and had left there to go somewhere else, and then left that place to come back to work for me.

SPEAKER_02 6:09

Awesome. Awesome, really cool. What was the bulk of your work back then when you were first starting?

SPEAKER_04 6:13

You know, a lot of friends and family and um some house flippers and you know, minor contractor stuff, you know, a lot of restaurants and bars that I had been going to that needed service and things like that.

SPEAKER_02 6:27

Yeah, like who who you knew became first. Yeah, me too when I started out. That tends to happen to a lot of us. Uh something I remember being super embarrassed about back then was my rate. Do you remember where you were kind of charging at and what that was like at that point?

SPEAKER_04 6:42

I never had um gone into it with a set like hourly rate. I I never did time and material. Nice from the from the beginning. And a lot of the rate on like the the project work and the new construction stuff is all um, you know, unit pricing that I take, you know, I knew what the what the old boss was charging because I was writing the change orders and writing a lot of these invoices. And my father's an electrician too, and he's been in business twenty five almost twenty-five years. And so between knowing both of their rates, I kind of was like, all right, this is about where I gotta be. And that's how that's how that started.

SPEAKER_02 7:19

Yeah. Okay, fair enough. Still followed. We talk about this in our pricing document. But ultimately, one of the first things that most electricians end up doing is either using their old boss's rate or rate they knew from before, or calling around to figure out what's going on in that marketplace, and then trying to use just a little bit less and provide just a little bit more. Sounds like you had clarity rate from the get-go, no problems with pricing. Did you do some estimating for your dad before?

SPEAKER_04 7:48

No, I hadn't worked for my father since high school. Um and I I don't I didn't do any estimating at the company that I was working at. But I I I knew the the idea behind it. You know, you you guys had a plans, you count up how many of this, how many of that, and you put a price to it.

SPEAKER_02 8:06

Yep.

SPEAKER_04 8:06

And that's still how I do it on the projects.

SPEAKER_02 8:09

Yeah. Yeah, yeah, for sure. Break it down, price it out. Do you remember in your first year any like big significant energy shifts, milestones that you hit, something you were extremely proud of in that first year?

Projects Versus Service Margins

SPEAKER_04 8:22

It's it all kind of blends together at this point. I don't know if if something yesterday was last year or if it was yesterday. Um, you know, we did uh we we did a lot of work for uh a guy that was like tearing down houses and building monster houses until we didn't anymore. That that relationship ended, but that's for the best. Um that's what really probably got me got me going with hiring, though. Because at that point I had I still had the service work going on. So I had um the one guy dedicated to the project work with a helper, and then I hired another guy to handle the service work that I was previously doing, and now I was kind of overseeing things and doing the smaller service calls at that point.

SPEAKER_02 9:02

Thanks. Really cool. So you mentioned it was kind of like uh blessing in disguise, losing one relationship, not to throw sand or anything, but just to help, you know, us understand and others understand who are listening, because many guys kind of get stuck in that boat, right? You get stuck working for someone and you can feel the tension and the separation. This isn't working anymore. There's different reasons. Do you remember kind of some of the reasons why um that wasn't for the best for you guys to stay together?

SPEAKER_04 9:29

Yeah, it just is uh it was just an angry, spiteful man.

SPEAKER_02 9:35

Okay. Relationship problem.

SPEAKER_04 9:37

Yeah.

SPEAKER_02 9:38

Yeah, fair enough. And you said you still do projects today, right?

SPEAKER_04 9:41

Yeah.

SPEAKER_02 9:42

What do you see as the biggest difference then between your project work and your service work?

SPEAKER_04 9:47

Um, it's it's management and margins. Okay. Well put. They're they're much easier to manage, but the margins are lower, and that's why. You know, I probably look on a project for a week or two weeks or three weeks, and I may have to show up and and look over it two, three times because that's that's that's it, it's a blank slate. You go, you wire it new, and it's it's pretty straightforward. You got a set of plans. Um I don't have to worry about it. I don't have to worry about the homeowner um you know, looking over your shoulder and and nitpicking every little thing. Um you just send a crew there, get it done. And the margins are tight, or they can be tight, but um it's it's a lot less stressful. The service work is uh is worth it, but it's stressful.

SPEAKER_02 10:41

Okay. What stresses you the most about service work?

SPEAKER_04 10:45

Customers. Um customers seem to expect everything and only want to pay for part of it. Or there's you know, there's always some kind of coincidence. Like I had um recently gone over something with a customer, and he said that um, oh well, since you guys have been here, this light fixture hasn't worked. And it was nowhere near where we were working. And it was an outside light, and I opened it up and it was so corroded and packed full of dirt and and debris and grime. I showed him and I said, Hey, look, I'm not trying to accuse you, but I think you just noticed this not working because we were here. This hasn't worked in years. And he looked at it and he was like, Oh, I think you're right. But that's rare. It's rare that people will say, I think you're right.

SPEAKER_02 11:38

Interesting. Yeah, and that's her we we tend to leverage our options uh really well to try to capture everything we could possibly do. I know it must be tough to try to catch an exterior light when you're there during the day. And if they don't say anything, how could you know? And so, yeah, sometimes that stuff could come back for sure. For sure. Does that end up being something that you got extra work from then on that particular example?

SPEAKER_04 12:03

We will. But, you know, that's uh good it's a combination of luck and good customer service. Because there's a lot of times that you just can't convince these people that it wasn't you. You know, we did a service upgrade and um and we turned the we turned the power back on and the water heater started leaking. Like that's got nothing to do with us, but we were there. So it's like it's like once a week you gotta deal with somebody saying something about well, this doesn't work, or that doesn't work, or this went wrong, and I'm like, that's a bad coincidence.

SPEAKER_02 12:40

Coincidence, yeah. Makes sense. And so for you mentioned kind of like uh management and margins. The margins are worth it. How have you seen your margins change since getting more involved with service work?

SPEAKER_04 12:53

It's hard to say. We're doing some of the job costing for the last couple months right now. Um, so we'll figure that out. I mean, I can see it that it's that it's better. Um, but I can't prove it. I don't have the documentation right now to uh to go over actual physical numbers.

SPEAKER_02 13:13

Yeah, that's fair. That's fair, man. You get the numbers, you'll get caught up. And on the project side, what were your margins there?

SPEAKER_04 13:22

Again, I it's all kind of lumped in together. So I can see the margins on last year. Okay. And but that's service and projects all in like, you know, right. But they were somewhere twenty twenty-four to twenty-six percent, some something in that range.

SPEAKER_02 13:40

Oh wow. Well, that's healthy on projects, especially.

SPEAKER_04 13:43

Well, that's gonna be like I said, a combination of everything, yeah.

SPEAKER_02 13:46

Yeah, yeah, that's awesome. And if you had to guess, what percentage of your work like from the hip was service versus projects last year?

SPEAKER_04 13:55

I'm gonna say it was fifty percent commercial uh construction work, project work. Uh and then it was probably half and half on residential service or projects.

SPEAKER_03 14:09

Okay, cool.

SPEAKER_04 14:10

So maybe it was 2575.

Options-Based Pricing That Raises Tickets

SPEAKER_02 14:13

Yeah. What do you think were the biggest changes that have happened then from the former 60K to now this uh you know almost 100% bigger 100K average? What's changed in this time?

SPEAKER_04 14:27

The change is that we're not sending a service guy out to do a 200 or$250 repair that's taking him an hour and doing four of those a day. We are scheduling full-day jobs based on some of these service calls that would have been like a okay, the outlet was backstabbed, now it's wrapped up and put back together. See you later.

SPEAKER_02 14:48

Interesting. Is that just a a better buyer, or what's going on there? What's what's changed for you that's creating that difference?

SPEAKER_04 14:56

It's uh creating options on on everything. Instead of just saying, Yeah, I can fix this, it's gonna be 250, and I'll see you next time the next one breaks. It's like here, I can fix it for this, and I still give them that option. Or I can go through and replace every device in your house and wire them correctly, because then you won't have to hear from me for 20 years.

SPEAKER_02 15:18

Yeah, I like that, that peace of mind. Did you guys adopt our lifetime craftsmanship guarantee as well?

SPEAKER_04 15:25

Yes.

SPEAKER_02 15:25

Yeah. Has that been a piece of those options and been able to help you move forward with that a bit more, or do you notice a difference with it?

SPEAKER_04 15:33

So I don't actually advertise that as I probably should. It's on the website and it's on the bottom of every one of my proposals, but I don't physically say it.

SPEAKER_02 15:45

Hasn't been a big talking point.

SPEAKER_04 15:46

I think it's because I need to. I I I guess I just am thinking like, well, if if we screw something up, of course we'll come back and fix it. That was never a never a thought. Now it's just written out there so that these people can see it. And um, you know, if you look at the notes at the bottom of my estimates, that's that's where it is, that's where it lives.

SPEAKER_02 16:05

Yeah. I remember when we first talked, I think you won a win of the week. And so you and I had a one 1v1 strategy call, actually, and we were talking through some stuff. And I remember you were in your truck, and I remember the feeling of overwhelm, which so many guys have, especially when you've already got a way you've been doing things, and now you've come into our ecosystem and you're feeling the pressure and you're seeing the wins and you're wanting to do this thing. But change is hard, and you got a lot going on. How did you work through that and commit to actually doing the thing? Like, what's your secret sauce to actually do it so that you could see that big difference that you just described?

SPEAKER_04 16:44

So I actually stopped doing it for a little while and then realized that we weren't landing anything. And we went back through and were like, okay, why did we, you know, I had five estimates outstanding and what changed? Why didn't I why didn't I close my usual like 70%? And uh, you know, I looked back at those five estimates, and that was all like I got tired, and I gave them one price, and I said, here, this is how much it is, see you later. And so what that gave us enough clarity to say you can't do that anymore. And uh you gotta you gotta give options because I was trying to avoid these two call closes. Like, I know my schedule's packed, I've got five estimates today, and I've got five estimates tomorrow, and I don't want to go all the way back out there to meet with them again, and I didn't have the time to sit down and go over it with them right then and there. So here, this is how much it is. And that it doesn't work that way. Really cool. It's just you designed about the options.

SPEAKER_02 17:44

You you proved it to yourself then. It wasn't anyone saying anything, and it wasn't you just toughing it out. It was literally you saw a difference and asked the question. You paused for a moment to to figure out why. What was that difference? Absolutely. What was the hardest part about the options piece for you? I mean, I always want to understand this better, and that's just half of my job is just understanding how do I improve this for you? How do I make it easier for the next person that wants to learn this? What's the hardest part for you?

Admin Hire And Time Recovery

SPEAKER_04 18:16

It's a lot more time consuming. I mean, there was a time that I would be able to give prices over the phone on things and just say, this is how much it's gonna be. If you want, if you want it, let me know. And um, you know, I could schedule a job without ever having met the homeowner or being at the home and and go in blind, but it works close enough. And you know, so transitioning from from doing that and showing up and saying, okay, this is how much it's gonna be uh to now showing up and busting out six options, having to come up with them and write them up, and then sometimes having to return you know, another day to go over it, that's now two trips I'm in that could be an hour driving or a half hour one way twice. It's uh it takes up a lot of time, and when you're running everything alone, you don't have a lot of time. So it it made it a lot easier when I hired our our admin, and now I'm like, I don't know how I was doing this without her.

SPEAKER_02 19:18

Right. It's one of those positions that after you hire that CSR, that person in the office, it's like, okay, I don't ever want to go back there. I look at at some of our staff that are in those positions and and I think of it like business death. They're right there. Like, I will not go back to a place without this. So I love that you said that.

SPEAKER_03 19:37

Yeah.

SPEAKER_02 19:37

And and it's uh gal, is it? Yeah. How's she doing?

SPEAKER_04 19:42

Great. Yeah, I've got no complaints.

SPEAKER_02 19:44

What are some of the things that you've got to lift from or going through even now that she's able to take off your plate that make you think, man, why was I doing this myself?

SPEAKER_04 19:54

It's it's I I spend my day driving. And so I'm doing a lot less of like checking emails and sending emails while I'm on the highway. Um I'm I'm not fielding the phone calls anymore and and having to deal with every person looking for a job or trying to sell you a payroll service or whatever. That even that alone is huge. Not having to be bothered with that stuff. Changing your train of thought mid-task. Yeah, yeah, that may be done. And then, you know, making sure the guys are clocked in and clocked out when they're supposed to be, and instead of me chasing them down and saying, when did you get to work yesterday? You didn't clock in. And you know, running the payroll. It's there's there's a million things, and if you're doing the job costing right now, I would never have the time to do that.

SPEAKER_02 20:44

Yeah, yeah, exactly. Yeah, that's excellent, man. Great share. Great share. You mentioned the options, you mentioned the admin. Did you see a pricing change when you came in and and joined up with us? Yeah.

SPEAKER_03 20:57

Yeah.

SPEAKER_02 20:58

Are you using the SSR for service work then?

SPEAKER_03 21:01

Yeah.

SPEAKER_02 21:01

Yeah. Okay. Was that a big increase for you? Uh it it was almost double. Wow. Were you worried about that as well? And and maybe that's where you saw like the options became a needed thing? Yes. Or were that kind of separate for you?

SPEAKER_04 21:18

No, that um it it was a change and it was a little bit a little bit nervous, but you know, I knew that I could try it, and if it wasn't working, then I could go back to the the way it was working. And I still, even if I lost a week's worth of service work, I still had these projects that would keep us keep us afloat. And it worked, and I haven't looked back.

SPEAKER_02 21:41

Yeah, that's awesome, man. And I love that you had that safety net. And it sounds like, yes, it was overwhelming because you're trying to do two things, but those calls were coming in anyway. You wanted to be more successful with service, so it it's profitable now, it makes sense. I get get the busy piece. For other people that want to have the blend, who who don't want to hold any prejudice against any kind of work, don't want to go all in service, want to keep doing projects, or even find more project work, what do you find is some of your secrets to that, Kevin? What's worked for you to get more projects and do well in projects so much that you can kind of rely on it as a safety net?

SPEAKER_04 22:22

There's a million electricians and there's a million good ones. It's it all comes down to the relationships you have with the people running these projects. There's a lot of weirdos out there. If you're not a weirdo and you can make a relationship, that's that's all you need to do. You know, you gotta stand behind your work, you gotta get there when you're supposed to get there and get done what you're supposed to get done and just be a regular person and talk to people. It's it's uh it's been pretty simple for me, but I I think I have that personality. You know, like we'll have project managers on jobs that we've been brought in from the the tenant or the uh or the the customer themselves, and we just we'll we'll end up making friends with these people and then now we're working for them.

SPEAKER_02 23:10

So you see doors in this hallway and they're opening in any given time, you'll just have a conversation with someone, be a person and see if they they need more electricians or a great electrician. Is that what I'm hearing?

SPEAKER_04 23:21

Yeah. I mean, even if the doors aren't opening, you knock on them and you tell people, look, I'm sure you, you know, there's been contractors out there that I've said, look, I'm sure you have a great electrician already, so I'm not trying to pitch it, but if they ever can't keep up or you come in into something last minute and you need it, you need us to bail you out, like here's my card.

SPEAKER_02 23:39

I love that. Great angle. And that never happens, right?

SPEAKER_04 23:43

It happens. It can be great, great electricians. Sometimes they get too busy, and I just have an opening. And then once we once we get in there, we we make friends with people.

SPEAKER_02 23:54

Do you have other members of your team that you're diverting to service at times? Do you find the two blend well? What does that look like for you guys?

Ads And Getting Buried On LSA

SPEAKER_04 24:02

Yeah, so I actually just uh just hired another guy to take over the the service work, and it wasn't supposed to be taking over the service work, but he was supposed to be, you know, in addition to this other crew. Um, it just so happened that the same time I hired him, we had like four projects hit. And so I had to shift my service crew onto projects for now, and then I'm sure I'll have them back on service. But the timing's just worked out where now I've got one guy doing service and and they shifted two away from it. But the problem there is too that some of these ads just aren't panning out for me the way I had hoped. Some of the ads?

SPEAKER_02 24:44

Yeah. Sorry, say that one more time. I'm not sure I caught you.

SPEAKER_04 24:47

Some of the ads are not panning out as well as I had hoped they were. Yeah.

SPEAKER_02 24:53

Like Facebook ads.

SPEAKER_04 24:55

Facebook ads, yeah. I had some trouble with that. I'm still working on figuring that out. And uh LSA, I feel like I'm getting buried. Getting buried. I'm like buried underneath these like uh, you know, HVAC plumbing and electrical companies with private equity owned with endless marketing budgets.

SPEAKER_02 25:12

Yeah. Do you want to go into some of that and do some troubleshooting on this podcast?

SPEAKER_04 25:17

I think uh I I don't know that there's anything else I can do. Uh, you know, we've been on the phone with Google, who's tried to, you know, a representative from Google trying to tell us how to optimize the campaign. You know, or they like he says, like, to I don't remember exactly this is a question for Olivia, but um, you know, they they work together trying to fill out certain spots that kind of weren't right out in the open. And and our budget's like$2,000 a week, and I spend fifty dollars a week of it.

SPEAKER_02 25:48

Mm-hmm. Yeah, it's funny. I was just talking to Forrest about this this morning in our own sales meeting. As you know, he's uh owner of Kyle Electric. They've got a couple of branches in different places, and so he's scaled the LSA thing twice now for himself as well as the other companies that we work with. And so the biggest differences we've seen, I'll try to reference his exact numbers, but he literally saw a difference in in Texas last in the last month, where they increased their reviews by like 20 or 30, and they got 50% more LSA lead, which was really interesting. How many reviews do you guys have on your Google? 114 right now. 114? Nice. And what are you up against? What are some of the other big players in the market have?

SPEAKER_04 26:37

3,000, 2,500, 1800.

SPEAKER_02 26:42

I see what you mean. So you feel like buried behind those bigger, probably private equity signal companies.

SPEAKER_03 26:48

Yep.

SPEAKER_02 26:49

Yeah. Is there a four that has in the thousands or more than you, or are you kind of right there trailing those three?

SPEAKER_04 26:55

I think I'm about right there trailing those three, but then there's another one that's got less reviews than us that's uh that's outranking us just because of the number of years in business. So those are two things that I can't compete with. You know, I I'm not gonna get 3,000 reviews tomorrow, and I'm not gonna be in business 30 years tomorrow.

SPEAKER_02 27:11

Yeah, yeah, I understand. Yeah, I think the reviews is the really tough one for LSA. And to be fair, it doesn't work great for everyone and every market and every situation. But if there were a reason that you would be taxed by LSA and it wouldn't work well, is because they weren't want to serve their customer too. So Google's just trying to send their person to the most reputable provider, right? So I understand what you're saying by buried. What other ads are you running right now, Kevin? Or are we we're are we helping you run ads right now? I should know that.

SPEAKER_04 27:46

Kind of just winging it. I have you know I have Olivia on the marketing calls and um trying to learn about these Facebook ads. It's the the first one I ran, the problem with it was I was getting leads from all over the country. And I was like, you know what, I can't help you out there in Texas. So I was uh getting leads from like Texas, and there's there's nothing I can do about that. And then we tried to run it again, and uh just you know, uh take the uh the service area tighter. And the the leads we were getting, we were calling these people and they were like, What do you mean? I didn't put my information in. And I'm like, well then how do I have it?

SPEAKER_02 28:27

Yeah. Yeah, that that can be interesting. Sometimes autofills get in the way and create some interesting kind of form fills. People don't even know they're doing it, that kind of thing. It just happens too fast, too easy. Um, so you're not running any other ads, just Google LSA.

SPEAKER_04 28:42

Yes, yes, as of right now.

Referrals And Organic Facebook Leads

SPEAKER_02 28:44

Yeah. Okay. So where do most of your leads come from now?

SPEAKER_04 28:48

Um there are a lot of existing customers, a lot of referrals, um, organic Facebook stuff.

SPEAKER_02 28:54

Okay, cool. What are you doing on Facebook organically that's working for you?

SPEAKER_04 28:59

Uh people are tagging us in like community groups.

SPEAKER_02 29:02

Love that. Love that. Yeah. How many people do you know that are actively tagging you? Is there a small group or is it just by chance because people love you?

SPEAKER_04 29:10

Um, it's a little bit of both. Okay. There's there's someone that, and there's probably 10 to 15 people that do it every chance they get.

SPEAKER_02 29:16

Awesome. I love to hear that. So you're one of those providers that someone might say, hey, looking for an electrician for this, and three people might tag you on that post.

SPEAKER_04 29:25

Three, ten, yeah.

SPEAKER_02 29:27

There, that's the cream of the crop. Guys, if you're listening to this and you don't have that happening for you, please make efforts to do so. You do it by again, providing great work and creating a referral network and get people that want to refer you by engaging friends and family in this and by creating small referral networks within your local area with subcontractors that you need anyway. Uh, Kevin, would you have any tips that you would add on top of that that have helped you get that many referrals?

Podcast Scholarship Draw

SPEAKER_04 29:54

Again, you just got to make the relationships and and get to know people. Yeah. Once people like you, they'll they'll do it.

Speed To Lead And After-Hours Coverage

SPEAKER_02 30:03

Hey you guys, if this episode sparks something for you, imagine stacking that every single week. That's how businesses stop flickering and start running steady. If you subscribe to the show or leave a review if you're on audio, and if you're driving down the road, please pull over when it's safe because I've got something you're not gonna want to skip. For every person that subscribes and or leaves a review and fills out the form below, letting us know that you did that thing, we're gonna draw one monthly subscriber for our open circuit lifetime membership worth$1,500. And that's not all. Every six months, we're actually gonna draw another subscriber for our$5,000 scholarship, which you can use for any of our electric service packages to get your business and your service rocking better than ever. Come on, guys, let's brighten this thing up. Is it gonna be you? Back to the show. Okay, sweet. So that's really good. And I want you to know we had a couple podcasts here with Dan Totten, which was one of our original OGs who scaled to, oh man, he was, I think he came in with his first 305k month on month 26 with us. It was a two-year range you worked together. Anyway, point being, this is what he had going for him, Kevin. It was the exact same thing. So that organic route, that foundation is an incredibly powerful man. Great job on that. I think there's something you could be doing to get more leads if that's what you want at this time. Are you open to an insight?

SPEAKER_04 31:31

Yeah, we're always looking for more. Always looking for insurance.

SPEAKER_02 31:35

If you're already seeing that level of organics on Facebook, and we also do meta ads for a lot of guys, and many times are seeing like 10x return on ad spend. This isn't a sales call, but just to let you know the exact thing that's happening, if they're already seeing your name tagged on Facebook, and then people in your area also saw you speaking about your great service and the things that you provide, and we targeted that to something like panel upgrades that you know is an above-average ticket that educates people on the problem with panels, shows your face doing it, shows some of the evidence of 10 people tagging you in a certain post kind of thing. What do you think would happen then if there was a little lead form attached to that and someone could just go, I'm interested, fill it out and send it to your inbox?

SPEAKER_04 32:21

I think it would work out better than what uh what we've been trying.

SPEAKER_02 32:27

You know what? LSA is kind of like Forrest talks about the Google gods, and like we don't always control it, we don't always control the market, but we can add to that marketplace, and that's exactly what we're talking about. There's really only two ways to get leads now. It's either going to be, well, it's advertising is the one way, but it's meta-ads typically, which we see a lot of success with. Um, in fact, I'll share a win of the week right here, right now. We had one, uh James Cruz in the Midwest. Just last week, he did this similar campaign and had a$9,800 sale after, you know, maybe I can't remember. I wouldn't quote his budget just yet. Another guy we had, was it Roman?$21,000 in sales from$2,500 in ads investment. So that was a big one last month as well. So real evidence within the program, Kevin, of this working brother. And for you guys listening or watching this, it's one of the fastest ways. We could put an ad live today if you can record that fast, and you can get leads today. The pain is similar to what you described about Google. Sometimes people fill out the form, they found a way to do it automatic, auto-entry text, or if we don't get to them fast enough, they move on to the next thing. So there's a game we play with this, Kevin, and we have more podcasts, and you know from the Monday marketing call you can get more info on this. But ultimately the game is called speed to lead. Being that you have someone in the office, would speed to lead be a problem for you if you knew there were leads coming into your inbox in this minute?

SPEAKER_04 33:56

If they come in during the day.

SPEAKER_02 33:59

Yep.

unknown 33:59

Yep.

SPEAKER_04 34:00

Anything anything outside of business hours, there's there's no speed there.

SPEAKER_02 34:05

That reminds me, is your Google set up for after hour service 24 hours, or are you seven to five? What are your hours?

SPEAKER_04 34:13

Business listing is 24 hours. Nice. The LSA ad only runs during business hours to make sure we pick up the phone.

SPEAKER_02 34:21

Okay. You should try 24 hours.

SPEAKER_04 34:24

I don't want to miss calls. And I don't know that I want to spend the money on calls of somebody at three o'clock in the morning needing service right now. But what I have been toying with the idea is um having uh like an AI receptionist for off hours that can book estimates during business hours.

SPEAKER_02 34:46

We have a guy who's going to likely start coming in and be uh another coach in our program. I'm just working the steel out, but already we've just placed one of his CSRs. That's what he does. He has a call agency center, and he's actually been a big driver of how we do speed to lead and how we do our follow-up process because he's uh really dominated in that game to turn these leads into sales. And so there's actually a way that you can do this with basically call per a pay per call, excuse me. And for them, they're at different uh service hours, but still very strong English, still very good and reputable uh workforce. So that could be a fit too. But again, this is an interesting strategy discussion because people get to listen to this and take from this as well. Um so that guy's name is Rod, and we'll we'll plug his services uh as soon as they're locked in. But Kevin, I'll send you some information as well after this uh direct. But if you had someone to answer those calls and you knew maybe overall you were going to spend five to seven hundred bucks a month to capture those after hours leads that other people missed, well, what do you think would happen then?

SPEAKER_04 35:56

I think that with our average ticket being what it is, it should be a no-brainer. But I'm still telling myself not to spend an extra$500 a month that I don't need to spend.

SPEAKER_02 36:08

Yep. I get that. That's an important topic too. So the LSA, I just want to make sure we didn't glaze over this. You may find that you get more LSA leads if you go after hours because those bigger guys might not be doing 24-7 LSA. So that might be the one area where LSA could still serve you, even in your pursuit for more reviews, more growth, and that to work. Good news is LSA isn't spending, so you're not really at a risk. You're just not getting the leads. What's your current marketing budget, um, Kevin? How much are you willing to spend in a month at 100K a month revenue?

SPEAKER_04 36:44

I don't have uh any clue.

SPEAKER_02 36:47

Okay. How much do you think you're spending currently? Sounds like not very much.

SPEAKER_04 36:51

No, I'm gonna say it's a thousand dollars or less. Nice.

SPEAKER_02 36:56

Depending on the current big leads come in, but yeah. Yeah, for sure. You're currently spending about one percent of revenue then or less on marketing. Do you know what the big players do who want to grow, who are really trying to scale their company, aim to spend each month? Ten. Ten. Right? So if you could just add another percent or two and still be even under five percent, but it helped you grow, would that be something you'd be willing to do, brother?

SPEAKER_04 37:25

It's something I should do. Or I'm willing, yeah. Who knows? We'll find out. Very cool.

SPEAKER_02 37:30

I'll I'll cool the jets now. You've been very uh a good sport on that uh for being in a live call, man. Not live, but you know, recorded. Um, so appreciate that. Did you have any questions about anything I just went over before we move back to your story and and how things have been going for you?

SPEAKER_04 37:45

I don't think so.

Revenue Goals And Estimating Bottleneck

SPEAKER_02 37:47

Okay, really cool. We can touch base after the podcast on the rest of the details. And guys, if you have questions on this, you're watching this, listening, please uh comment below on YouTube, and uh, we'll be happy to reply with uh any of the information we have here and help you as well. But at the end of the day, uh, this is very much a great position you're in, Kevin. So compliments for that. What's your goal, man? Well, like if we're gonna high five at the end of the year, I'm sure you told me this in private before, but where are we headed? Where do you want to get to? Is it 100k a month for the rest of the year? Finishing around 1.2, I guess. Is that it? What would be a high five moment for you to know? Yeah, we did it.

SPEAKER_04 38:22

December 2025, I set the goal of 1.1 for 2026. Now, with with a couple projects kind of in limbo, maybe happening, maybe not. Um, if those hit the goals two. Now, I'm starting to think that I can probably hit two without those projects. If if the leads come in and and we do everything exactly right. So anywhere between 1.1 and 2, uh I'll be content with for now. But that won't last long.

SPEAKER_02 38:55

So I heard a couple of things there. And in fact, I'm gonna bring something else into this. I'm hearing this whole podcast that you're an action taker. I love that. If I could paint like one broad stroke for every person we have on the podcast, guess what they'd have in common? Action takers. That's you, right? High biased action. You're doing this thing, you're forward thinking, you're focused on growth. But I'm also hearing, okay, a couple big projects would get us to this next big goal. Two million's clearly in your mind is something you'd like to hit. But then the only bottleneck I heard was leads in front of it.

SPEAKER_03 39:31

How many leads do you think you need? Making you think here. I'd have to do that.

SPEAKER_02 39:38

For you to offset those projects and hit the two million.

SPEAKER_04 39:41

Let me uh let me do the math.

SPEAKER_02 39:42

Alright, let's do something. Because I can tell you what it is. I can do the math correctly. That's alright. That's alright. And then yeah, just humor us if you could with how many leads do you currently get a week or a month.

SPEAKER_04 39:54

If I had to guess how many estimates I'm showing up to a week, it's gonna be ten. Okay.

SPEAKER_02 40:02

And that's service estimates.

SPEAKER_04 40:04

Yeah, maybe fifty. It could be fifteen even. I I'm probably you know what, let's say three a day, fifteen, something like that. Yeah.

SPEAKER_02 40:14

Your organic's kicking. I love this. So you got the project team working over here, and you're basically full-time running estimates.

SPEAKER_04 40:22

Basically. I'm checking in on projects and delivering material and going over things when uh when I have downtime.

SPEAKER_02 40:28

All right. So here, let's play a game. If if we doubled that, if we doubled your bookings tomorrow, what's the first thing that would break?

SPEAKER_04 40:36

Me.

SPEAKER_02 40:38

Too much on your shoulders.

SPEAKER_04 40:40

Yeah.

SPEAKER_02 40:41

So what would have to be true for us to double bookings tomorrow and you thrive, not just try to survive in that environment.

SPEAKER_04 40:52

Um, I'd have to train somebody on uh on my estimating process. All right. If I did that and doubled everything, we'd be good. And if that math came out, I'd need to land I don't know how many leads I'd need in, but I'd need to land seven hundred and forty jobs at our average ticket to hit that two million.

SPEAKER_02 41:15

Which leads us to, don't make me do the math.

SPEAKER_03 41:17

What's your current average ticket?

SPEAKER_04 41:19

2700.

SPEAKER_03 41:22

Way to go, man.

SPEAKER_04 41:23

Congratulations. We're only tracking the service. We're not putting like, you know, a$47,000 house rough in that in that tracking.

SPEAKER_02 41:34

So that's a significant increase from the$250 you kind of referenced earlier.

SPEAKER_04 41:40

10 probably something like average like$800. Um, because there were so many$200,$250,$300.

SPEAKER_02 41:50

Yeah. Okay, so three, three or four X. Still massive. Really good stuff, man. Congratulations on that. Is that what you want? Is the last thing I want to ask in in kind of pursuit of what your vision is for this. Do you want to bring someone else in to alleviate this strain off your shoulders? Is that next for you anyway? So that you can step back a bit.

SPEAKER_04 42:13

Yeah. Yeah. I I want to be able to train in what I'm doing and hand that off. And then figure out what I need to do next, and then train that next and hand that off. I want to delegate as much as I can so that I can keep building the relationships that are gonna push us to the next level.

Five-Year Vision And Final Advice

SPEAKER_02 42:32

Incredible. If we had to look five years ahead then, what do you see for this business?

SPEAKER_04 42:37

Uh I mean, I I can't say exactly what I see for it. I can say what I want for it.

SPEAKER_02 42:43

Yeah, and you're waking up, it's your birthday, sunny day, perfect day. What do you got going for you?

SPEAKER_04 42:48

A building on Main Street, you know.

SPEAKER_03 42:51

Awesome. With the billboard and everything. Downtown.

SPEAKER_04 43:00

That's not crawling around an attic for the rest of his life and instead has people handling everything while I'm sitting on the beach. That's a ways out, but we'll get there.

SPEAKER_02 43:13

Let's say that's coming for you, and the best we can do is be faithful that it is, man, because I really believe that you can have that. Keep making moves towards it.

SPEAKER_03 43:23

If you wanted to accelerate that, what would you go back and tell yourself to get towards that sooner?

SPEAKER_04 43:33

I don't know that I would actually change anything. Okay. Um, I think any faster than what I'm already doing would have uh would have been too much. I think I was already toe on that line it's a couple couple times there.

SPEAKER_02 43:47

That's fair, man. That's fair. No, I get that. All right, then for advice for anyone else, we covered a few big things in this episode already, and I thank you again for being so open and doing the strategy with us uh on this. Episode, but if you're giving advice to anyone else who wants to see these same kind of growth mechanisms, these different milestones that you're hitting already, what are the one to three big things that you would give to someone else who wants to follow in your shoes?

SPEAKER_04 44:16

You can't be cheap in hiring. That'll cause more uh more management that you're gonna have to deal with than is worth the savings you might have. And just figure it out. Somebody wants something and you're not sure, figure it out. There's always a way.

SPEAKER_02 44:33

It reminds me of a mentor he used to say to me. In fact, it was an affirmation he made me write for a while. Yeah, he made me write affirmations, real, real thing. Um you don't need resources, you need resourcefulness.

SPEAKER_04 44:46

Yeah.

SPEAKER_02 44:47

It's not always about what's in your pocket, it's about what you're able to find when you need it at any time. So I love that, man. Great advice. Anything else, Kevin, you wanted to share today before we part ways? I'm good. Awesome. Well, thanks so much for the deep dive again. Joe, you're sorely missed today, but Joe's actually working in uh house doing electrical work today and shooting a bunch of great content for you guys to help you better understand some of the stuff we do here at Services Electrical and on the Million Dollar Electrician. As you know, guys, we've been on a mission to help you guys, people with experience in their business, cross over the seven figure line to become that Sparky that you want to be. We've done it. We've got the proof in house. Kevin's uh sharing a bit of his story today. We thank you so much for that, and we'll see you next week as we do that again. Bye for now.