Million Dollar Electrician - Sale to Scale For Home Service Pros

Clay and Joseph discussed various ways to get work for a business, including working with homeowners associations and calling other contractors. They also talked about maintaining a schedule and dealing with double-booking conflicts.

Clay and Joseph discussed the importance of focusing on organic methods to generate leads before spending money on advertising. They also added two more activities to the list of things electricians should do to fill their schedule.

Joseph discussed with Clay and Steve Bon about how to get involved with homeowners associations, including how to approach clients and homeowners, and how to present directly to the board. They also talked about the importance of being attentive, caring, and serving to gain more work opportunities.

Joseph and Clay discussed various tactics for getting more work as an electrical contractor, including targeting HOA communities and offering to help other contractors with their workload. They also emphasized the importance of providing excellent service to stand out in a crowded market.

Clay and Joseph discussed ways to fill a two-week schedule for service providers, including targeting condo developments and apartment complexes and potentially working with larger construction firms or contractors to take on extra work. They also emphasized the importance of sales and taking action to reach out to potential clients.

Clay and Joseph discussed the importance of having conversations with prospects and competitors, and how it can lead to opportunities. They also talked about providing value first and not pushing sales, and wished their listeners a happy Father's Day.

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Ep 92 - The ACTION guide to fixing your schedule Pt 1 - June 15

Clay and Joseph had a fun conversation about various topics including their lateness, gang signs, martial arts, and scheduling. They acknowledged that they couldn't cover everything about scheduling in one episode and hinted at a possible series. -

Clay and Joseph discussed various topics including their upcoming 100th episode, a recent interview with a former client, and the importance of being human and imperfect in their podcast. They also briefly touched on the topic of scheduling and hinted that it may become a series. -

Clay and Joseph discussed the importance of scheduling and filling up the calendar with sales to ensure the success of the business. They shared tips on how to do this, including reaching out to existing customers and building future sale relationships. -

Clay and Joseph discussed various strategies to increase sales and follow up on unsold opportunities, including using a follow-up script, offering upgrades, and conducting warranty inspections. They emphasized the importance of utilizing customer language to market the specific problems they are solving. -

Joseph and Clay discussed various ways to fill Joseph's schedule as an electrician, including utilizing social media, networking meetings, and second and third degree marketing. They also emphasized the importance of branding, asking for reviews and referrals, and not relying solely on one avenue for work. -

Joseph and Clay discussed various ways to get more work for their business, including using yard signs and talking to other contractors. They also emphasized the importance of overcoming fear and taking action, such as calling existing customers to check in and potentially generate more business. -

Clay and Joseph discussed strategies for getting more work and building confidence in taking the next step in business. They also talked about the growth of their audience. -

Clay helped Joseph prepare for an interview with Dan Antonelli by discussing the content of Dan's book, potential questions to ask, and ways to honor Dan's company on their podcast.

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Ep 91 - What is your WHY? - June 14

Joseph and Clay discussed their love for sparring and the importance of prioritizing health over watching TV or engaging in unfulfilling activities. They also talked about the significance of having a strong "why" and the value of connecting with others. -

Clay and Joseph discussed the importance of having a clear goal and a big why to achieve success in business and life. They also talked about the power of visualization and how it can help manifest one's goals. -

Clay and Joseph discussed the importance of prioritizing one's health in order to improve all aspects of life, including family and business. They emphasized that without good health, one cannot fully enjoy the fruits of their labor or contribute to their community.

Joseph and Clay discussed the importance of having a strong "why" in business and life. They shared personal stories and gave exercises to help people explore and connect with their own "why."

Joseph and Clay discussed the importance of finding personal fulfillment and connection to something greater than oneself. 

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Joseph and Clay discussed the importance of customer service and finding gaps in service as electricians. They also talked about the controversy of whether electricians should be allowed to take their work vans home. -

Joseph and Clay discussed whether electricians should be allowed to take the company van home. They concluded that it is a privilege, not a right, and that it is important to consider the impact on the company's reputation and cost of goods sold. -

Joseph and Clay discussed the controversy of letting technicians take a van home and came up with a plan to set KPI metrics and an onboarding path to justify the use of the van. They also discussed the idea of a decentralized business model with satellite clinics to attract talent and incentivize them to represent the brand in new areas. -

Joseph and Clay discussed the idea of letting electricians take the van home and how it can be leveraged to increase service value and profitability. They recommended exercising due diligence and establishing KPIs to maintain brand reputation and motivate employees.

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Episode 89 - Energy, When to pull the sale, and the Chris Voss Black Swan for Electricians

Clay and Joseph discussed various topics including Wing Chun, sales techniques, KPIs, and the book "Black Swan" by Chris Voss. They also briefly talked about martial arts as a potential form of exercise. -

Joseph and Clay discussed the concept of redirecting momentum in sales, using martial arts as an analogy. They emphasized the importance of being confident in your service and sales abilities and using objections as an opportunity to showcase your value.

Clay, Joseph, and others discussed redirecting energy in sales and how to handle objections. They also talked about a client's situation where multiple contractors were bidding on a two-hour job, which was considered a black swan by Chris Voss. -

Clay and Joseph discussed the importance of understanding the customer's why and how it can lead to crucial information that can change the outcome of a negotiation. They also talked about the need to build trust and empathy with the customer and how it can influence their decision to choose a particular contractor. -

Clay and Joseph had a conversation about a black swan situation and how to position an offer to remedy the problem. 

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Joseph and Clay discussed various topics including the value of attending events, understanding the "why" in a job, and the idea of having monthly classes on work-life balance led by licensed therapists. They also talked about the importance of seeking understanding and how it sets them apart. - PLAY @0:02

Joseph and Clay discussed the importance of focusing on the "why" rather than the "what" when creating options for a job. They used the example of a client needing four outlets installed for four televisions and emphasized the importance of understanding the customer's needs and situation to come up with multiple options. - PLAY @8:32

Clay and Joseph discussed the importance of understanding the "what" and "why" of a customer's request in order to provide the best service and options. They also emphasized the importance of relatability and providing a turnkey experience for the customer. - PLAY @17:31

Clay and Joseph discussed the importance of being a finisher and offering premium services as an electrician, including providing options for TV installation and taking accountability for equipment delivery. They also emphasized the need for project management and time management when dealing with customers. - PLAY @25:52

Clay and Joseph discussed different options for installing outlets for TVs, with Joseph emphasizing the importance of understanding the "why" behind the request and suggesting asking what would happen if the job wasn't done. They also joked about a hypothetical electrician named Tank Top Terry. - PLAY @33:53

Action: Never answer a question or propose a solution without first understanding asking WHY!

All-Star Action:  Actually ask your clients "what happens if you don't?" So they can commit to the activity on their own and avoid later objections or stalls.

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Clay and Joseph discussed the ups and downs of being in business for yourself, including tough weeks and the importance of time management. They also talked about the benefits of being authentic and serving others. - PLAY @7:00

Clay and Joseph discussed the importance of consistent effort and self-development in business. They shared personal experiences and quotes from mentors to emphasize the significance of prioritizing training and critical success factors. - PLAY @17:11

Clay and Joseph discussed the importance of setting aside time for personal development and training in order to take control of one's schedule and achieve success in all aspects of life. They shared personal examples and emphasized the need to establish a routine and prioritize self-improvement. - PLAY @26:12

Clay and Joseph discussed the importance of dedicating at least an hour a week to self-development and growth, and recommended resources such as books and audio tapes to help individuals get started. They also emphasized the need to prioritize health, family, and business in order to design a fulfilling life. - PLAY @35:12

Joseph and Clay discussed the importance of prioritizing personal growth and development in order to be more productive and effective in both personal and professional life. They also emphasized the value of learning, doing, and teaching to master any principle. - PLAY @43:44

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Joseph and Clay discussed the controversy of whether or not electricians should bring all their tools to the door when meeting with customers. They ultimately decided that it is better to only bring tactical tools and hide the rest to increase value and professionalism. - PLAY @0:00

Joseph and Clay discussed the importance of maintaining the law of scarcity when going to a service call by not bringing all of their tools to the door, as it communicates a sense of desperation and commitment before even knowing the customer's needs. Joseph shared his experience of trying different tool carrying methods and settling on the tactical tool line to communicate value without looking like he had to do the job. - PLAY @8:58

Clay and Joseph discussed the benefits of showing up to a service call in a technician's uniform rather than a salesperson's uniform, as it can help to build trust with the customer and avoid being seen as a threat. Joseph also explained how he carried only a few essential tools on his person and would bring additional tools from his van as needed. - PLAY @17:10

Clay and Joseph discussed the importance of building a relationship with customers before starting any electrical work. They emphasized the need to understand the customer's emotional concerns and needs, rather than just focusing on technical solutions. - PLAY @26:01

Joseph and Clay discussed the importance of building personal relationships with customers and differentiating themselves from other contractors in the home service industry. They emphasized the need to focus on the customer's needs and wants, and to consistently commit to a proven process in order to increase value without relying solely on tools. - PLAY @34:11

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Episode 84 Electrician Marketing Secrets

Clay and Joseph discussed delaying the generator classes for two weeks to have time to create a structured lesson format for marketing fundamentals for electricians. They also planned to reach out to workshop attendees to get them on a call and offer the program. - PLAY @0:00

Clay and Joseph discussed the topic of electrician marketing secrets and the importance of properly marketing the problem that they want to solve to potential customers in order to increase sales. They also talked about their weekend activities and the importance of mindset in achieving success. - PLAY @8:36

Joseph and Clay discussed the importance of identifying specific problems and offering solutions to them in order to effectively market oneself as an electrician. They emphasized the need to understand one's target audience and engage in the conversation that is going on in their heads. - PLAY @18:58

Joseph and Clay discussed the importance of using customer language in marketing efforts and how it can differentiate an electrical company. They suggested taking notes during customer calls to observe the language they use and incorporating it into marketing materials. - PLAY @28:06

Clay and Joseph discussed the importance of outbound lead generation and the power of asking for what you want in order to get more clients. They also emphasized the need to tailor solutions to customers' specific problems and create offers that improve their quality of life. - PLAY @37:39

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