Oct. 9, 2024

Ep 10 - Relentless Service and Achieving Rapid Success with Joshua Crouch

Ep 10 - Relentless Service and Achieving Rapid Success with Joshua Crouch
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Season 2

Join us on the Million Dollar Electrician podcast as we unlock the secrets to thriving in the home service industry with insights from Joshua Crouch, a powerhouse in HVAC, sales, and digital marketing. Ever wondered why electricians might feel like the outliers in their field? We break it down by comparing them with their HVAC counterparts, revealing industry dynamics and sales pressures that can feel daunting. Joshua shares his golden nuggets from running Relentless Digital Media and hosting the Home Service Business Mastery Podcast, helping electricians see the true value of audience feedback and fostering genuine connections at industry events.

As we navigate the murky waters of business growth, we tackle the often paralyzing burden of limiting beliefs. Forget the quest for perfection—action and persistence are your new best friends. Drawing inspiration from legendary athletes like Michael Jordan and Wayne Gretzky, we underline the importance of taking risks and focusing on meaningful progress. In today's rocky economy, we remind you to lean into your communities and prioritize actions that truly drive your business forward, sharing our own learning curves and triumphs in the world of podcasting and entrepreneurship.

Finally, we explore the transformative power of stepping out of your comfort zone and giving selflessly. From our own journey from remote podcasting to public speaking, we learned that discomfort is a vital signpost on the road to growth. We share stories of transformation, including how acts of generosity can lead to a deeper sense of fulfillment and purpose. It's about doing good for others and finding that it enriches your own life in unexpected ways. Listen in to discover how the courage to embrace new challenges and the heart to help others can redefine success and happiness.

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00:00 - Marketing Challenges in Home Services

11:39 - Overcoming Limiting Beliefs in Business

19:09 - Unleashing Growth Through Continuous Improvement

26:00 - The Power of Giving and Fulfillment

WEBVTT

00:00:00.719 --> 00:00:12.313
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.

00:00:13.119 --> 00:00:20.585
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.

00:00:20.786 --> 00:00:30.882
Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.

00:00:30.882 --> 00:00:36.871
All right, welcome back, another big week.

00:00:36.871 --> 00:00:38.954
We've got a guest today Joshua Crouch.

00:00:38.954 --> 00:00:43.371
I'm going to go into the intro, but I want to continue the conversation we just started.

00:00:43.371 --> 00:00:49.609
Joseph, josh, we were just talking about why are electricians the redheaded stepchild of the home service trades?

00:00:49.609 --> 00:00:50.619
I do not get it.

00:00:51.682 --> 00:00:56.253
It's a frustrating situation, man, and you know, josh you being in the HVAC field, that might.

00:00:56.253 --> 00:00:58.103
I'd love to get your perspective on this as well.

00:00:58.103 --> 00:01:02.180
I have a feeling it's how it is working with us as a whole.

00:01:02.180 --> 00:01:13.447
Electricians are very literal, logical, very opinionated individuals, and we come from the fact of saying we have an intense amount of education and we're told we have to stand on our own feet.

00:01:13.447 --> 00:01:22.945
So it's sometimes not only harder to coach us, but we're also less likely to want to receive advice, but that doesn't mean that we think that we're better than anyone else.

00:01:22.945 --> 00:01:25.212
It's a weird combination cocktail.

00:01:26.661 --> 00:01:28.745
Yeah, I actually have a really interesting story to kick that off.

00:01:28.745 --> 00:01:31.221
So both my wife and I worked in the trade.

00:01:31.221 --> 00:01:31.841
She did sales.

00:01:31.841 --> 00:01:43.834
She worked at a company that was primarily an electrical company and I remember her distinctly telling me how different the technicians were like managing them.

00:01:43.834 --> 00:01:50.888
Different the technicians were, like managing them, electricians were pretty easy going, pretty easy to like get their jobs, get their day, take care of them.

00:01:50.888 --> 00:01:57.483
Hvac um, I'm gonna put it nicely there's some characters in the hvac industry.

00:01:57.483 --> 00:02:08.675
It is a very it's kind of like that bravado industry, like it's like I'm the man type thing and like someone walks in a room and it's like I'm the man type thing and like someone walks in a room and it's like you know, put their their like.

00:02:08.694 --> 00:02:13.008
we're all going to measure them on the table Like I'm, I'm my bit, my average ticket's bigger than yours.

00:02:13.008 --> 00:02:22.307
You know that kind of thing and it's, it's uh I remember that distinctly because it's so true Any like even the uh, the electrician clients, we have it there.

00:02:22.307 --> 00:02:31.521
It's just a different type of person, it's a different personality type than it is for hvac and even plumbing, you know I remember back to it when I first started off.

00:02:31.862 --> 00:02:48.957
I was in a combination at a company where they did hvac and plumbing and I remember being in a room with all the hvac guys as we did like our weekly trainings and I remember feeling like I was really small because as an electrician I could sell a panel and it'd be like a $5,000 change out or I could sell, like you know, yeah.

00:02:48.997 --> 00:02:55.022
I could sell rewire, or I could sell a generator and there'd be big tickets, but on the average the tickets were usually under around five grand.

00:02:55.022 --> 00:03:02.747
So I was under the impression that any successful tech had to be doing 25 plus thousand every week to be considered anything.

00:03:02.747 --> 00:03:15.251
Because all the other guys around me were like well, I sold new furnaces and new boilers and new exterior units and cutouts and ductless and new ducting, and I'm like so I thought the standard had to be where it was.

00:03:15.251 --> 00:03:17.424
That's why I trained so relentlessly to get there.

00:03:17.424 --> 00:03:19.850
It's insane, how just perspective does that to you?

00:03:20.780 --> 00:03:25.069
Speaking of standards, we've got a ton to go into in the show today.

00:03:25.069 --> 00:03:33.584
If you guys stick around with us in this conversation, you're going to learn a ton about marketing some what to do's early on, some what not to do's early on.

00:03:33.584 --> 00:03:37.201
Josh has some great advice on that and this comes from a great background.

00:03:37.201 --> 00:03:48.025
Josh, really kind of a threefold of service here, with all your experience, and even your partner wife's experience, in sales and HVAC and training and managing companies such as this.

00:03:48.025 --> 00:04:00.301
But then also you've started Relentless Digital Media, which has been named by, I think is it the number 217 fastest growing companies in America this year, if I got that right.

00:04:00.301 --> 00:04:06.379
And then the third fold is the Home Service Business Mastery Podcast, right.

00:04:06.379 --> 00:04:10.307
And then the third fold is the home service business mastery podcast, which you guys recently hit two million downloads, not views downloads, is that right?

00:04:11.629 --> 00:04:15.784
yeah, that doesn't count, any video views, that's just literally people listening to it.

00:04:15.784 --> 00:04:25.571
Um, and we've been traveling the last couple weeks and literally I told you guys before I got started like this is my first day back in the office from three events over the last two weeks and it's great.

00:04:25.571 --> 00:04:35.843
Like you don't realize, and I'm sure you guys get this too you guys create a lot of content and a lot of stuff with the group and people like oh, I see it everywhere and I'm, I'm, I'm trying to apply and learning, but they don't like it.

00:04:35.843 --> 00:04:38.987
They don't comment, they don't share it, they don't do anything.

00:04:38.987 --> 00:04:41.528
But when we go to the events, people are like oh, I listen to every episode.

00:04:41.528 --> 00:04:42.290
I'm like what's your name?

00:04:42.290 --> 00:04:42.891
Why on the wall?

00:04:49.201 --> 00:04:54.608
It's just at that point and and I and I like knowing who listens to this stuff, cause it's a very rewarding feeling.

00:04:54.608 --> 00:05:09.053
You guys know you put a ton of effort like this and giving just anything and everything and trying to find different concepts and ideas that people you think can learn from.

00:05:09.053 --> 00:05:12.103
You don't know if it's valuable until someone tells you you're like just give me just a little feedback.

00:05:12.103 --> 00:05:18.247
I like, I want to know, because it, it want, it makes you want to do more and you keep wanting to do more.

00:05:18.247 --> 00:05:23.788
Otherwise, it's like man, am I just shouting into the void here and nobody knows what's going on?

00:05:23.788 --> 00:05:28.127
Um, so it's awesome that you guys because you guys are, you're on episode.

00:05:28.127 --> 00:05:30.696
I saw it recently.

00:05:30.696 --> 00:05:33.865
You guys have done what a couple hundred episodes or 150 episodes.

00:05:33.904 --> 00:05:34.586
I missed a lot.

00:05:34.586 --> 00:05:35.528
I lost track.

00:05:35.528 --> 00:05:36.851
Man, I honestly I think we might.

00:05:36.872 --> 00:05:38.644
That's a couple years straight of recording.

00:05:38.644 --> 00:05:43.425
That's a lot of that's a lot of time and effort and energy yeah, we might be at 312 on this one.

00:05:43.444 --> 00:05:51.548
I'd'd have to check Like, honestly, it's gotten to the point where the editor has to confirm that I should know going into it, but we actually don't.

00:05:51.548 --> 00:06:00.901
That said, how we started and the reason we did the way we did was because we came back to a conversation of like, well, what do electricians need really?

00:06:00.901 --> 00:06:12.432
And in this we talked about the void of support really for electricians specifically and, by the way, I hear the echoes of everyone thinking like no one's specifically helping me.

00:06:12.432 --> 00:06:38.708
So we wanted to do that for electricians not just electricians, but service electricians and it was like well, what's the best way to help them and how better to help someone than to get into the trenches five days a week, give them something moving, inspirational, but also a test of discipline and activity every day that they're working out there so that hopefully they can make some changes, like you said, and actually see some action.

00:06:38.708 --> 00:06:40.495
So that was kind of our intent.

00:06:41.257 --> 00:06:47.682
But you actually said something really important there and it's like to know what's working in the marketing.

00:06:47.682 --> 00:06:49.927
It's nice to see people face to face.

00:06:49.927 --> 00:07:06.970
That inspires a huge nugget for me, justin, that I think one of the biggest principles of marketing that people get wrong is actually marketing to themselves and what they want to see, and kind of forgetting what the audience says and what's in everyone else's mind.

00:07:06.970 --> 00:07:09.288
Does that kind of resonate with you, josh?

00:07:09.288 --> 00:07:11.567
Is that something that you think about from time to time as well?

00:07:12.800 --> 00:07:22.346
Yeah, I think one of the most challenging things about the digital side of marketing and I'm sure users have, you know, you guys have those conversations with users and stuff is it's you know who to trust.

00:07:22.346 --> 00:07:33.612
The problem is and it's really difficult, especially, you know, myself, coming from hvac when, uh, a blower motor on a furnace was bad, that we put in.

00:07:33.612 --> 00:07:34.956
We went to the supplier, we got a warranty part, we installed it.

00:07:34.956 --> 00:07:38.307
It was black and white digital marketing.

00:07:38.307 --> 00:07:41.634
All marketing really is is a lot of gray.

00:07:41.634 --> 00:07:42.858
It's we all live.

00:07:42.858 --> 00:07:52.879
We live in the gray because one we don't own any digital algorithm facebook, tick, it doesn't matter which platform facebook, tiktok, google, youtube they own it.

00:07:53.240 --> 00:08:05.677
We have to try to adhere to that and try to essentially manipulate what we're doing so we can reach more people, and that's that's one of the things about the podcasting that's really rewarding is there's really not a whole lot from the algorithm, so it's.

00:08:05.677 --> 00:08:08.512
It's one of the things about the podcasting that's really rewarding is there's really not a whole lot from the algorithm, so it's it's.

00:08:08.512 --> 00:08:09.514
Are people listening to it?

00:08:09.514 --> 00:08:10.341
Are they leaving reviews?

00:08:10.341 --> 00:08:12.245
It's pretty much like are?

00:08:12.245 --> 00:08:13.709
Is someone getting value from this?

00:08:13.709 --> 00:08:27.886
Whereas tiktok you can add some like song that doesn't even you can't even hear, but it's like the trending audio and you can have a video that's not even that good, get a ton of views and it's not even really that helpful for people, um, but that's.

00:08:28.047 --> 00:08:32.847
That's something to remember, like when it's why can't somebody give me a direct answer?

00:08:32.847 --> 00:08:35.140
Sometimes there's not a direct answer, it I didn't suck.

00:08:35.140 --> 00:08:39.052
I usually preface with it sucks for me to have to tell you this, but I'm going to.

00:08:39.052 --> 00:08:46.961
I'm telling you this cause it's the truth, um, but it's.

00:08:46.961 --> 00:08:49.863
It's a challenging thing and I think that's something that most business owners, whether they're in the trades or in a different industry, need to know.

00:08:49.796 --> 00:08:54.653
We're working with something that not only do we, nobody fully, fully understands.

00:08:54.653 --> 00:09:32.961
We think we know enough, but it changes all the time and we have to try to keep up with the changes and then, whenever a change happens, we have to test something to try to see, okay, is this still working or is this other thing working, or maybe we need to scrap all those plans and start over and like, think outside the box with a new plan, and it's, it's challenging that way and it it sucks, um, cause you're obviously paying for that, but that's what you're paying for someone to constantly or to use our company relentlessly, pursuing what is working today and knowing that someone's always going to have your back and try to find the next thing that's working well on the digital side.

00:09:34.024 --> 00:09:34.787
I have to admit it.

00:09:34.787 --> 00:09:37.696
Just your confidence is almost tangible.

00:09:37.696 --> 00:09:40.202
Like I don't know if you can pick up on this.

00:09:40.202 --> 00:09:46.181
It just sounds like you have such an assurance that you know what you're doing and I love that Like.

00:09:46.181 --> 00:09:52.184
I just hope that more people can pick up on that, because the way you got into it was like this sucks, and I hate to tell you this.

00:09:52.184 --> 00:09:54.889
I immediately felt like I'm like okay, what do you have to say?

00:09:54.889 --> 00:09:56.684
Like I was already ready with you.

00:09:57.201 --> 00:09:57.985
So please, by all means.

00:09:57.985 --> 00:10:00.142
So I will tell you.

00:10:00.142 --> 00:10:07.254
It's not the confidence that we always know the answers, it's the confidence that we will find the answer.

00:10:07.254 --> 00:10:10.405
Bingo, because literally so.

00:10:10.405 --> 00:10:12.171
This is the third HVAC company I was working at.

00:10:12.171 --> 00:10:28.591
I was in the HVAC for nine years and I was primarily in charge of technology, so CRM, like Service Titan, implementing that Sales and marketing and then kind of bringing operations home with that to make sure everything was functioning right.

00:10:28.591 --> 00:10:31.649
And so I really got to spend some time and I just deep dove.

00:10:31.649 --> 00:10:35.860
I don't have a degree in marketing, I don't have some fancy education.

00:10:35.860 --> 00:10:43.875
I deep dove into eBooks, videos and just relentlessly pursued information.

00:10:43.875 --> 00:10:45.700
And that hasn't changed.

00:10:45.700 --> 00:10:58.687
And I've kind of brought that to our team now and they're always hungry for information and trying to learn what, the what's working and if it's not, let's find something else and let's just always find the answer One of our core values, and I hope I can say this on your show.

00:10:58.860 --> 00:11:01.830
I'm sure it's in the trades it's make shit happen, it's not.

00:11:01.830 --> 00:11:09.756
You know there's there's a lot of other things you can put in there, but my team, that's that resonates with them like they love that core value.

00:11:09.756 --> 00:11:16.884
They love it, yeah, um, because it is super important, like if, if we can't get the answer, we're just gonna, we're gonna keep going until we find something.

00:11:16.884 --> 00:11:21.865
And I think I think most businesses can take something from that, because just because you hit her, you're here and know the first time doesn't mean you stop.

00:11:21.865 --> 00:11:23.028
It just means you keep trying, you find a different way.

00:11:23.048 --> 00:11:38.655
You hear a no, the first time doesn't mean you stop it just means you keep trying, you find a different way, you try a different path, and I think that's a super important point, whether it's in marketing or in the trades or something else is don't let a no stop you and be like okay, well, I guess that door's closed.

00:11:39.256 --> 00:11:50.327
Yeah, that actually aligns with one of our values too, and we use this same language five days a week, you know 300, and some days a year is like present, not perfect.

00:11:50.327 --> 00:11:53.106
We show up, we do the thing.

00:11:53.106 --> 00:11:54.625
We got as ready as we could.

00:11:54.625 --> 00:12:02.490
It's not to say planning went out the window, but we did what we could in the time that we allowed ourselves, and then we stepped up to the plate and we took a swing.

00:12:03.520 --> 00:12:15.625
I like that because I think a lot of times and I've done that with our own video content creation and stuff Like sometimes I'll wait for, like I'll be in the perfect mood or the perfect it's the worst, I have the perfect script for that.

00:12:15.625 --> 00:12:16.548
It doesn't happen.

00:12:16.548 --> 00:12:22.761
No, turn the camera on, shoot Just whatever comes out, comes out, and obviously you can always edit it, you can do something.

00:12:22.761 --> 00:12:32.047
But honestly, some of our, some of our best content, some of our best stuff just comes from shooting from the hip and just trying because you get better, you get better, you learn like well, that sucked.

00:12:32.047 --> 00:12:40.164
I'm going to you know, if you go back and listen to the first couple episodes that I did with Tersh on service business mastery.

00:12:40.184 --> 00:12:44.971
We didn't have that synergy now where, like we just we know each other and how we work.

00:12:44.971 --> 00:12:51.644
But there's a Tersh would say the same thing as first couple episodes, cause he's been recording since 2017.

00:12:51.644 --> 00:12:53.207
He's like my first episode sucked.

00:12:53.207 --> 00:13:01.611
I had no idea what I was doing, the audio was terrible, but that's every every person that started somewhere.

00:13:01.611 --> 00:13:02.639
You start by sucking and you just don't give up.

00:13:02.639 --> 00:13:06.190
You keep going, you keep showing up every day.

00:13:06.190 --> 00:13:08.684
You keep trying to implement the new things that you know.

00:13:08.684 --> 00:13:09.206
Guys like you.

00:13:09.206 --> 00:13:18.269
Guys are teaching these guys how to improve their conversion rates, improve their average ticket, improve their culture all those things that are super important to be able to scale a company.

00:13:19.559 --> 00:13:28.124
You know, I feel like that particular discipline is in the way of so many people right now, like I'm sure you run into it as well, where it's like hey, are you doing your marketing?

00:13:28.124 --> 00:13:29.985
No, I got to work on my price book.

00:13:29.985 --> 00:13:31.885
Oh, are you doing your marketing?

00:13:31.885 --> 00:13:33.427
Oh, I got to clean the back of the van.

00:13:33.427 --> 00:13:35.067
Right now I got to organize my shop.

00:13:35.067 --> 00:13:46.913
But it's your right, we have to focus on the things that matter right now, like I was taught an expression fire, aim, fire which means sometimes you need to place around to see where it's going to go, and then you can realign and re-aim.

00:13:46.913 --> 00:13:52.274
And so many people take their time and spend all their time aiming that they never actually place the shot and they never go anywhere.

00:13:52.274 --> 00:13:54.777
So I like the fact that you're a man of action as well.

00:13:55.476 --> 00:13:56.476
Well, you guys, you guys love.

00:13:56.476 --> 00:13:58.778
I mean, that's a Wayne Gretzky quote, isn't it?

00:13:58.778 --> 00:14:02.384
You miss 100% of the shot Is Is it Wayne Gretzky or Michael Jordan?

00:14:02.384 --> 00:14:03.206
I always confuse those.

00:14:03.206 --> 00:14:04.067
Michael Jordan, that's Michael.

00:14:04.089 --> 00:14:04.570
Jordan A hundred percent.

00:14:04.570 --> 00:14:05.191
You know what I think?

00:14:05.191 --> 00:14:05.972
They both said it.

00:14:06.080 --> 00:14:07.706
You miss a hundred percent of shots you don't take.

00:14:08.679 --> 00:14:10.344
I'll take Wayne Gretzky, cause he's Canadian.

00:14:10.344 --> 00:14:12.948
That's why I was, that's why I was doing that for you, clay.

00:14:12.948 --> 00:14:14.633
Thanks, brother.

00:14:14.633 --> 00:14:19.985
Thanks, you're right, though.

00:14:19.985 --> 00:14:24.032
And man, that guy, did you watch what was that series called on Netflix?

00:14:24.032 --> 00:14:25.695
He did the Last Dance, or something.

00:14:25.695 --> 00:14:29.025
You must have watched that, like I grew up in the MJ era.

00:14:29.025 --> 00:14:31.320
I'm a big sports buff so I love that stuff.

00:14:31.320 --> 00:14:40.940
Oh my, I didn't realize how big of a competitor that he was Like blows my mind aggressive yeah.

00:14:41.019 --> 00:14:42.360
I love the on Facebook.

00:14:42.360 --> 00:14:48.065
I get the stories, like the stories from other people about Michael Jordan and it is just wild.

00:14:48.065 --> 00:14:54.490
That guy competed everything, yeah, like stupid stuff that you and I and we would never think to compete about.

00:14:54.490 --> 00:14:56.091
That guy was on another level.

00:14:57.532 --> 00:15:03.697
I caught on early in the story because I always wonder, like, what makes people tick.

00:15:03.697 --> 00:15:16.539
And he said hey, when I was a kid, me and my brother would shoot hoops on the court and my brother would kick my ass if I won, like he would beat him bloody for winning, for making shots.

00:15:16.539 --> 00:15:18.947
So it just became the fight of his life.

00:15:21.042 --> 00:15:22.267
I think that's that helps.

00:15:22.267 --> 00:15:24.327
I mean a lot of great stories.

00:15:24.327 --> 00:15:40.941
There's been so many great movies where it's like the like, true underdog, like yeah, you don't have a chance, but the person had perseverance, they kept showing up every day and they just implemented, they got, and then maybe not even one percent better, but half a percent better every day and they just kept showing up and I think that's the.

00:15:40.941 --> 00:15:42.043
It's a hard part we're.

00:15:42.043 --> 00:15:51.855
You know, 2024 has not been kind to the trades or most of the economy and it's been well-documented and people just aren't spending money.

00:15:51.855 --> 00:15:56.269
They don't have access to the money that they had a year and a half, two years ago.

00:15:56.269 --> 00:15:57.471
They don't get access to credit.

00:15:57.471 --> 00:15:58.442
Banks are tightening up.

00:15:58.442 --> 00:16:01.129
It's just a lot of negativity out there.

00:16:01.129 --> 00:16:02.753
It doesn't mean you stop.

00:16:02.753 --> 00:16:03.701
It doesn't mean you give up.

00:16:03.701 --> 00:16:04.803
It means you reach out.

00:16:05.085 --> 00:16:11.864
You know you guys got a group of like like 6,000 electricians and other people that can help use the group.

00:16:11.864 --> 00:16:14.590
That's one of the first things back in 2013,.

00:16:14.590 --> 00:16:21.071
Uh, facebook was around, but Facebook groups really weren't developed yet and I had no idea what I was doing.

00:16:21.071 --> 00:16:21.712
I did not come.

00:16:21.712 --> 00:16:22.402
I'm not a.

00:16:22.402 --> 00:16:23.725
I'm not a tradesman.

00:16:23.725 --> 00:16:32.525
You notice, the picture above me is not hung on the wall and that's because I have been fired from hanging pictures on the wall because I put too many holes in the wall.

00:16:32.525 --> 00:16:37.062
Trying to, I can, I'll eventually get it, but I have to kind of cover it up a little bit.

00:16:37.062 --> 00:16:38.024
Command strips.

00:16:38.043 --> 00:16:38.924
man Command strips.

00:16:38.924 --> 00:16:39.706
That's the way to go.

00:16:39.767 --> 00:16:41.349
Yeah, I mean, brittany tells everybody.

00:16:41.349 --> 00:16:44.232
It's like one of the first things she told them yeah, we serve the trades.

00:16:44.232 --> 00:16:45.073
We were in the trades.

00:16:45.073 --> 00:16:47.926
My husband's not handy, it's like kind of the running joke.

00:16:47.926 --> 00:16:58.265
But I didn't come from that background Talking to and I at the time I had 50, 55 year old technicians who had been technicians since they were 18 years old.

00:16:58.265 --> 00:17:04.814
They grew up in the trades and trying to like manage them from the office side was extraordinarily daunting.

00:17:04.814 --> 00:17:10.926
Manage them from the office side was extraordinarily daunting.

00:17:10.926 --> 00:17:13.173
You know, at the time I was 27 or so and I just wasn't.

00:17:13.173 --> 00:17:14.916
I wasn't this calm, cool, collected, confident guy.

00:17:14.938 --> 00:17:29.111
You see, today I was scared, I wasn't sure myself, I didn't know what I was doing like I didn't understand what hvac stood for um, but you, you show up and you get through it, and then 10, 12 years later you're an overnight success.

00:17:31.221 --> 00:17:40.146
You said something really important in the notes that you left us for this podcast, and it was about some of the three principles that have really helped you get there.

00:17:40.146 --> 00:17:45.288
You said there are too many limiting beliefs over well, that won't work for me or my team.

00:17:45.288 --> 00:17:47.003
That won't work in my market.

00:17:47.003 --> 00:17:49.368
What are your feelings on it?

00:17:49.368 --> 00:17:55.030
When you hear that from someone, you see that in social, what do you think the correction is there?

00:17:56.820 --> 00:17:57.221
I think it's.

00:17:57.221 --> 00:18:05.771
I just think it's it's an excuse to not have to put the work in, to not have to do the job, to try it Because we're comfortable.

00:18:05.771 --> 00:18:11.286
We've all had those times where we get comfortable and go, no, it doesn't work, unless you've actually tried it.

00:18:11.286 --> 00:18:15.290
And I'm not saying try it like hey, I'm going to go do one call today.

00:18:15.290 --> 00:18:16.444
I'm going to try this one thing.

00:18:16.444 --> 00:18:17.585
If it doesn't work, I'm done.

00:18:17.585 --> 00:18:25.618
Actually, give it time to work, because if it is working for someone else, they, there's a reason it works.

00:18:25.618 --> 00:18:28.207
And it's because it's practiced, it's rehearsed, it's scripted.

00:18:28.207 --> 00:18:37.224
They, they know exactly what to say, what to do, how to pause and and some of the uh inflection points in their voice Like they're just, it's really well-practiced.

00:18:37.726 --> 00:18:40.772
Um, there's a guy that we've had on our show a couple of times.

00:18:40.772 --> 00:18:52.722
He's he's a good friend, his name is Doug Wyatt.

00:18:52.722 --> 00:18:55.592
He was in the trades for a long time and he has a CSR technician and sales coaching thing and most of the stuff we talk about CSR side.

00:18:55.592 --> 00:18:56.012
But it's so scripted.

00:18:56.012 --> 00:19:08.369
Like you go to a training event I'm sure you guys have this with some of your training too Like it's so scripted you could throw any objection that you want at somebody and you know how to role play, you know how to get that objection, turn it around and answer the question.

00:19:09.221 --> 00:19:13.030
But I think so many times we're so afraid of, like, stepping out of that comfort zone.

00:19:13.030 --> 00:19:25.590
Yeah, and if you're I don't remember how the quote goes because I've seen it around social media a few times but if you're not at least a little uncomfortable, you're not growing, you're not pushing yourself.

00:19:25.590 --> 00:19:26.733
And it's so true.

00:19:26.733 --> 00:19:34.573
You know, I thought I was comfortable, like public speaking, because we do the podcast, we do this stuff.

00:19:34.573 --> 00:19:37.246
But that's all remote, right, it's pretty easy to do.

00:19:37.246 --> 00:19:38.329
It's just a conversation.

00:19:38.329 --> 00:19:42.651
Even in person, when we do live recordings, it's just three or four of us.

00:19:42.651 --> 00:19:43.905
It's an easy conversation.

00:19:43.905 --> 00:19:55.095
It flows really well Standing in front of a group of, you know, 100 or 500 people trying to like make them realize that there's something out there that can help grow their business.

00:19:55.560 --> 00:19:58.861
Tersh and I did that last week a keynote at an event, and it was.

00:19:58.861 --> 00:20:04.792
But if we could just stay comfortable, we could just podcast, we could just record videos.

00:20:04.792 --> 00:20:08.346
But that was the next step for us and we both wanted to get better.

00:20:08.346 --> 00:20:10.301
So let's put ourselves out there the first time.

00:20:10.301 --> 00:20:12.560
We did it last year together sucked Like.

00:20:12.560 --> 00:20:13.605
We watched the video.

00:20:13.605 --> 00:20:15.645
We're like, oh, that was like.

00:20:15.645 --> 00:20:16.910
The audience probably didn't know.

00:20:16.910 --> 00:20:18.686
But I'm like man, it was not very good.

00:20:18.686 --> 00:20:23.644
We made these inside jokes that nobody understood Like it was really awkward, but we hired a coach.

00:20:23.644 --> 00:20:25.227
We got better.

00:20:26.248 --> 00:20:29.590
It's just continuous improvement in every part of your life.

00:20:29.590 --> 00:20:42.151
I mean honestly, today I couldn't tell you exactly how many coaches I have, because I have coaches for different things, but I have like five or six different coaches A trainer, a doctor that helps with different vitamins and supplements for my body.

00:20:42.151 --> 00:20:43.614
Business coach.

00:20:43.614 --> 00:20:45.144
We have a group coaching thing.

00:20:45.144 --> 00:20:56.092
There's so much information out there that I think it's important for whatever you're trying to accomplish in your life, find someone that has already been there and listen to them.

00:20:56.092 --> 00:21:01.394
Don't come in there and be guarded and be like, ah, that's not going to work.

00:21:03.244 --> 00:21:09.948
That's a fad that's not going to continue, because I think that's where we stop ourselves from greatness by holding ourselves back.

00:21:10.971 --> 00:21:20.003
You know, you said something that really just stuck with me and the thought is you won't know you're ready for bigger shoes until the ones you're in already start to hurt.

00:21:20.003 --> 00:21:23.853
You have to want to get to the next level, for something to need to change.

00:21:23.853 --> 00:21:33.832
And the thing is, when we hear that because it happens a lot people be like, well, that won't work here, and usually the underlying reason is because they're afraid of trying it.

00:21:33.832 --> 00:21:36.708
And you know it's a human feeling.

00:21:36.708 --> 00:21:39.568
Realistically, it's like, why would I try something new?

00:21:39.568 --> 00:21:46.625
Because if I try it new and I get rejected, that is something that they feel is a personal reflection rather than the process being the reflection.

00:21:46.980 --> 00:21:49.026
I feel like it goes back to high school and dating right.

00:21:49.026 --> 00:21:50.308
Like you know, we don't want to.

00:21:50.308 --> 00:21:54.487
We don't want to get rejected, but you got to try to the prom or whatever.

00:21:54.968 --> 00:22:03.970
You got to try, cause, I mean, the fact is is if you don't learn where the process breaks, you don't get the chance to fix it and you'll always get stumped by the same objections that throw you.

00:22:03.970 --> 00:22:05.593
Clay, you saw your hand up.

00:22:05.593 --> 00:22:06.334
I didn't mean to interrupt you.

00:22:06.634 --> 00:22:07.015
That's all.

00:22:07.015 --> 00:22:09.502
Good man, that won't work.

00:22:09.502 --> 00:22:11.769
Here is our biggest objection.

00:22:12.270 --> 00:22:12.592
Mm-hmm.

00:22:13.061 --> 00:22:21.523
We get that from more electricians than I could count in a day and it just feels like the ideal time for a plug.

00:22:21.523 --> 00:22:25.347
One of our guys and a plug, I mean our win of the week here.

00:22:25.347 --> 00:22:40.470
One of our guys, bailey, just had an 83K month in an area where you can't see the next house on the road 83,000, essentially making him million dollar electrician status, like he's on the way.

00:22:40.470 --> 00:23:01.566
Yep, and I love telling people this because you watch it melt off their face and they realize, oh my god, I'm the biggest problem here and you can see it, because we don't serve communities, we serve people, usually one at a time, sometimes with their partner, but those two are one person in a way.

00:23:02.926 --> 00:23:03.508
And people really.

00:23:03.508 --> 00:23:05.990
I mean, there's different personalities but people aren't.

00:23:05.990 --> 00:23:15.426
That's why the disc has only got four different personality types right, because that's pretty much what he, that's the human range right there.

00:23:15.426 --> 00:23:15.768
It's not so much.

00:23:15.768 --> 00:23:21.362
You know, we try to psychoanalyze all this stuff, but there's really only a few different personality types and you just have to know how to talk to them.

00:23:21.423 --> 00:23:26.711
And we all want nice things, we all want a great house that looks great.

00:23:26.711 --> 00:23:32.549
People come into our house and like wow, wow, look at the lighting, like we all want that because it makes us feel good.

00:23:32.549 --> 00:23:38.895
It makes us feel like we're taking the things that we've worked hard for and turning into something that other people like it's like the validation.

00:23:38.895 --> 00:23:42.167
It's like the validation and I just I don't understand.

00:23:42.167 --> 00:23:52.234
It's hard to imagine a time, once you realize that you're your own worst enemy, and you get past that and you're like you kind of open yourself up.

00:23:52.234 --> 00:23:53.259
For like I can learn from anybody.

00:23:53.259 --> 00:23:59.551
I'm in a group coaching thing for agencies and there was a point where I'm like, man, I'm bigger than a lot of these agencies.

00:23:59.551 --> 00:24:02.856
But then I caught myself after a while because I'm like, well, wait'm bigger than a lot of these agencies, but then I caught myself after a while Cause.

00:24:02.876 --> 00:24:04.885
I'm like well, wait a minute, I did learn something from this one.

00:24:04.885 --> 00:24:05.300
That's only a.

00:24:05.300 --> 00:24:06.084
You know they're.

00:24:06.084 --> 00:24:07.188
They're not even a million dollars.

00:24:07.188 --> 00:24:11.027
I'm like four or five times their size and I'm like, but I didn't know that.

00:24:11.027 --> 00:24:20.152
You know, you just be open to learn from anyone that you talk to, and it's crazy what happens when you open your mind, like, oh well, that's a different take on that.

00:24:20.152 --> 00:24:27.847
I didn't even really consider that, because we all have our own background from our our families and histories and upbringing and stuff that happened to us way in the past.

00:24:27.847 --> 00:24:28.750
And it's just be open.

00:24:28.750 --> 00:24:32.166
Be open and be willing to learn at any moment in time.

00:24:33.108 --> 00:24:33.390
You know.

00:24:33.390 --> 00:24:43.494
Additionally, on top of that, I feel like it's almost like a learn, do teach moment, but when we come back to it, I always believe that it's in understanding the basics that you get the biggest leverage in your success.

00:24:43.494 --> 00:24:46.709
So let's just take devil's advocate here.

00:24:46.709 --> 00:24:52.031
Let's say you were the biggest in your organization and that everyone else was less experienced than yourself.

00:24:52.031 --> 00:25:04.710
Eventually, they would ask you the questions and you would need to know the basics well enough to articulate it to someone who doesn't know, thus reinforcing your grasp of the basics, therefore providing you value.

00:25:04.710 --> 00:25:14.152
Even if you're not necessarily learning something new, you're reinforcing the road that's already well traveled in your head I love that.

00:25:14.192 --> 00:25:14.373
that's I.

00:25:14.373 --> 00:25:25.887
I actually asked the uh, the guy that runs it, to like, start helping out more from that perspective, because I, you can do something, but as soon as you teach it back, it's like you just it's locked forever.

00:25:25.887 --> 00:25:27.172
You don't ever forget it.

00:25:27.172 --> 00:25:28.884
I think it's such an important thing.

00:25:28.884 --> 00:25:35.819
Plus, it's just great to give back, like when you, when you have people reach out to you and they like man, I really appreciate you doing that.

00:25:35.839 --> 00:25:44.019
Or they ask you a question like oh, a lot of times and I think it's because of our travel schedule and some of the stuff that I've been posting people like oh, I know you're so busy, but I'm like I always have time to help someone.

00:25:44.019 --> 00:25:52.896
It doesn't have to be for money, it doesn't have to be like I had someone that was a super small plumber, just needed some help with their google business profile listings.

00:25:52.896 --> 00:25:59.145
Like they just couldn't understand why they're not getting leads from it being able to help someone, and I didn't even ask to set up a sales call.

00:25:59.145 --> 00:26:02.589
Sometimes you just do the right thing and it come.

00:26:02.589 --> 00:26:04.932
We've all heard it.

00:26:04.932 --> 00:26:15.342
I'm sure your listeners have heard this as well, or you guys have even said it what you give, you get back tenfold.

00:26:15.342 --> 00:26:23.226
That's not the purpose of giving, but it's just the world's way of thanking you for putting good into the world and trying to make the world a better place it does solidify it too.

00:26:23.599 --> 00:26:25.207
I mean, there's a selfish aspect to it.

00:26:25.207 --> 00:26:26.708
I'm not going to lie.

00:26:26.708 --> 00:26:28.098
I love to take care of my time with you.

00:26:28.098 --> 00:26:28.279
There is.

00:26:28.400 --> 00:26:34.028
I mean, yeah, but it also does make you feel good, Like it's, you know, just like the electricians listening to this.

00:26:34.028 --> 00:26:52.750
When you go to a house and you have a complicated problem and maybe it's a little old lady or something like that and you help them, you got that superhero cape on, you feel like 10 million bucks, You're like I'm the man or the woman, Like you just feel amazing about yourself and it's kind of the same.

00:26:52.750 --> 00:26:54.948
It's just that it just makes you feel good.

00:26:54.948 --> 00:27:08.607
You know, if you're always doing it for your own gain and stuff, you're not doing it for the right reasons, and I would have you check yourself in the mirror and be like why am I actually doing this?

00:27:08.607 --> 00:27:09.269
Am I doing it just to get rich?

00:27:09.309 --> 00:27:12.963
If you are granted, you're not going to, you're probably not going to stop yourself, but you're doing it for the wrong reason.

00:27:12.963 --> 00:27:14.107
You're not going to be as fulfilled.

00:27:14.107 --> 00:27:18.770
You're going to get rich and then you're still going to be miserable, You're not going to be happy with your life.

00:27:18.770 --> 00:27:26.185
You're not going to be happy with your life.

00:27:26.185 --> 00:27:27.979
You're not going to like the people you're around because you're not actually trying to make their lives better.

00:27:27.979 --> 00:27:29.093
And I think that's a super valuable thing that I've kind of learned along the way.

00:27:29.093 --> 00:27:43.539
I did not know that when I first started I was just trying to better my life because I was in, you know, I and Brittany tells this story when we first started dating, Um, I, I could barely pay for like a I don't know if you guys, I don't know if you guys, I don't know if you guys know taco Johns.

00:27:43.539 --> 00:27:46.390
It's just, it's more of a regional like it's like a taco bell.

00:27:46.390 --> 00:27:50.631
It's like a $5 meal and I could barely pay enough to like get my meal.

00:27:50.631 --> 00:27:52.407
So I couldn't even pay for her lunch.

00:27:52.628 --> 00:28:08.500
When we met, when we got together, she tells that story a lot because it's just couldn't, and so I was always looking for a way to like get to the point where I could support and and, uh, support family and stuff like that, but through helping other people.

00:28:08.500 --> 00:28:09.025
And that's how.

00:28:09.025 --> 00:28:10.519
That's how relentless digital started.

00:28:10.519 --> 00:28:19.579
To be honest, we were in a business coaching group, um, that focused on multi-trades out in New Jersey, and there was a bit there's about 300 members in their Facebook group.

00:28:19.579 --> 00:28:25.643
I started learning stuff on the Google business profile side and I just started like, hey, this is working for us.

00:28:25.643 --> 00:28:26.886
This is what we did.

00:28:26.886 --> 00:28:27.929
That's it.

00:28:27.929 --> 00:28:28.991
I didn't have a business.

00:28:28.991 --> 00:28:31.340
I didn't even think I wasn't even thinking about starting a business at that point.

00:28:31.340 --> 00:28:33.442
I'm like, hey, this, this is helping us.

00:28:33.442 --> 00:28:37.506
Let me just like hey, maybe this helps you.

00:28:37.506 --> 00:28:41.248
I started having people and actually the first one that reached out to me was from Toronto.

00:28:41.248 --> 00:28:45.030
Ironically enough, I became my first client, so my first client wasn't even in the US.

00:28:45.030 --> 00:28:46.090
Hear that people.

00:28:46.211 --> 00:28:46.551
Friendly.

00:28:46.551 --> 00:28:48.212
We got a friendly here, very friendly.

00:28:48.313 --> 00:28:51.494
I still talk, actually he's not a client any longer.

00:28:51.494 --> 00:28:55.538
He just reached out the other day for something because we have some other stuff going on.

00:28:55.538 --> 00:29:02.887
He just asked a question, but that was the sole purpose, Like, hey, maybe this helps you, Maybe it helps grow your business.

00:29:02.887 --> 00:29:05.131
And then it turned into an opportunity.

00:29:05.131 --> 00:29:08.976
And as soon as I started having people reach out, I'm like, well, I have an opportunity here.

00:29:08.976 --> 00:29:11.449
I think there's enough people asking for help.

00:29:11.449 --> 00:29:12.644
Maybe this is something that we can do.

00:29:12.644 --> 00:29:14.622
And then I wanted to.

00:29:14.622 --> 00:29:17.266
I wanted to start my own podcast.

00:29:17.286 --> 00:29:23.095
And then I asked Tersh cause he was like the guy that I knew that had a podcast what kind of gear do I need this?

00:29:23.095 --> 00:29:24.384
I was asking him questions all the time.

00:29:24.384 --> 00:29:26.307
He's like, hey, would you just want to co-host with me?

00:29:26.307 --> 00:29:32.792
But by not asking, by not putting myself out there, these opportunities would not be there.

00:29:32.792 --> 00:29:39.932
I would have just kept doing what I was doing, making what I was making, which was a comfortable living, but not what I wanted.

00:29:39.932 --> 00:29:43.080
But just ask for what you want.

00:29:43.080 --> 00:29:45.510
Don't be afraid, and I think sometimes we're.

00:29:45.510 --> 00:29:56.125
You know, you see certain personalities online and stuff like that and you're like, oh, I can't ask them, Like I'm too, I'm too small, I'm just a peon or whatever you know language you use to kind of demean yourself.

00:29:56.125 --> 00:29:57.146
Just ask.

00:29:57.146 --> 00:30:00.790
The worst they can do is tell you they don't have time or they can you know?

00:30:00.790 --> 00:30:05.576
But most people are very, very willing to help and to guide you.

00:30:07.060 --> 00:30:07.965
Got to put it all out there.

00:30:07.965 --> 00:30:17.353
There's something that Joe brushed over too, and I want to plug this a little bit, because it's just such a huge piece that we skim over.

00:30:17.353 --> 00:30:30.516
It's like the importance of the basics that we've been talking about, but not just how important they are to hear once, but to take action on relentlessly, as Josh should probably say here, over and over and over.

00:30:30.516 --> 00:30:41.473
And I'm reminded of how Hormozy put it, and ultimately it was just like people don't need to be taught as much as they need to be reminded.

00:30:41.473 --> 00:30:45.787
And, joe, I mean, you're a walking testament to this.

00:30:45.787 --> 00:30:51.804
You attended the same original sales event seven years straight, didn't you?

00:30:52.405 --> 00:30:57.787
Yeah, so what the situation was is that when we first started out, we needed electrical help.

00:30:57.787 --> 00:30:59.961
We needed, like someone needed to teach me something.

00:30:59.961 --> 00:31:05.911
I didn't know anything, so the only people I could go to back to your point originally, josh was HVAC coaches.

00:31:05.911 --> 00:31:07.819
That's all that was out there.

00:31:07.819 --> 00:31:19.325
So I ended up working with an HVAC and plumbing coach to teach me electrical sales and I tried to go through it, but the thing was not everything would translate, but the basics were were very strong.

00:31:19.325 --> 00:31:27.489
So I would come back to get the basics reinforced because I couldn't find it anywhere else and people would be like well, why are you doing this?

00:31:27.489 --> 00:31:28.231
You could be teaching it.

00:31:28.231 --> 00:31:31.290
I'm not here to teach it, I'm here to learn it.

00:31:31.290 --> 00:31:34.644
And the more I can learn the basics, I will always get better and better.

00:31:35.185 --> 00:32:00.145
And now my foundation was very strong because I invested so much into that original infrastructure, because I invested so much into that original infrastructure and I think to that point, cause there's there's been, there's a lot of industry trade shows Some are specific to certain trades, some are more general, where people, like you know, is there enough value to go to these events or these shows, and I think you guys maybe, we got opinions on that, yep.

00:32:00.527 --> 00:32:00.728
Okay.

00:32:00.728 --> 00:32:12.970
So I think the problem is a lot of people go and they just want to have a good time and like to talk and drink and have good food and go to the after parties and they don't come with something in mind to learn.

00:32:12.970 --> 00:32:20.362
And yeah, you can waste your time and money really easily at these events because there's so much good content, but it's like it is a fire hose.

00:32:20.362 --> 00:32:28.304
I mean, some of these keynotes, like the one we're going to next week, has got Damon John from shark tank and someone else.

00:32:28.304 --> 00:32:30.130
We're actually interviewing John from Micah.

00:32:30.130 --> 00:32:37.752
He used to be the chief experience officer at Disney in charge of, like their, their customer experience, which, if you know anything about Disney, that is everything.

00:32:38.101 --> 00:32:41.431
They got literally everything that they do is built around the experience.

00:32:41.431 --> 00:32:44.045
So I'm super excited about that.

00:32:44.045 --> 00:32:46.517
But like you go to these events, that's drinking from a fire hose.

00:32:46.517 --> 00:32:48.443
You're like, oh my god, this these people are on.

00:32:48.443 --> 00:32:53.261
I mean damon john's, a billion multi-billionaire with you know however many companies like.

00:32:53.261 --> 00:32:55.086
There's only so much you can learn from them.

00:32:55.086 --> 00:33:05.243
But in the nitty-gritty, those, the networking, finding people that are around your size or maybe they're two or three steps ahead of you, and but you get to put yourself.

00:33:05.243 --> 00:33:06.166
Just everything we're talking about.

00:33:06.166 --> 00:33:07.843
You got to put yourself out there.

00:33:07.863 --> 00:33:17.144
You got to come with intention, don't go sit at the table with your wife or your business partner or your general manager or whatever the you know it is, and just sit there and just only talk to each other, introduce yourself.

00:33:17.144 --> 00:33:19.127
Hey, what do you do?

00:33:19.127 --> 00:33:21.372
Just start the conversation, I promise you.

00:33:21.372 --> 00:33:23.776
Then, all of a sudden, it's like what's your biggest problem?

00:33:23.776 --> 00:33:24.917
How'd you solve it?

00:33:24.917 --> 00:33:40.468
Or what's your biggest problem when you're 500,000, a million, 2 million People will open up to you and they love sharing those stories because it reminds them and it allows them to reflect on their journey and it actually makes them feel pretty good about themselves.

00:33:47.200 --> 00:33:47.823
Oh yeah, I did overcome that.

00:33:47.823 --> 00:33:55.556
I forgot about that, um, and that's why it's so important to to not be in your like, be in your own little world, like, open your, expand your horizon, expand your network, because then you always have other electricians Like the group you guys have is awesome.

00:33:55.556 --> 00:33:56.579
Like 6,000 people.

00:33:56.579 --> 00:34:09.121
I wish our group was 6,000 people, um, but just to be able to have that many, how many minds to people at different stages of their their journey and be able to pick their brains and then hear them on podcasts like this.

00:34:09.121 --> 00:34:18.130
There's so many great stories and lessons you can learn just by listening to other people's failures and successes yeah, thanks for that man I'm reminded of.

00:34:18.409 --> 00:34:20.300
Uh, are you an adam grant fan at all?

00:34:20.300 --> 00:34:21.525
Um?

00:34:21.644 --> 00:34:22.327
I don't know if I know who.

00:34:22.347 --> 00:34:38.347
That is Hidden Potential, one of my favorite books, and he talks about how polyglots polyglots someone that knows several languages and continues to learn more and more languages and it completely defeats this concept of like old dogs can't learn new tricks.

00:34:39.483 --> 00:34:43.824
But what you said ties into exactly how polyglots actually learn so quickly.

00:34:43.824 --> 00:35:01.588
They do something they call social suicide, which is you know, you go to Mexico and maybe you learn how to say like another beer, please, right, like uno mas cerveza, por favor, and you're all rigid and American or Canadian when you say it and you're half drunk, so who cares?

00:35:01.588 --> 00:35:04.313
And that whole story that plays out for so many, right?

00:35:04.313 --> 00:35:10.313
Well, a polyglot goes in there and they'll say something to have a conversation like we're having today.

00:35:10.313 --> 00:35:20.320
They'll learn to ask you a question about your values and why you started Relentless Digital Media, and then they'll try to keep up, knowing damn well that they barely know this language.

00:35:20.320 --> 00:35:22.168
So they call it social suicide.

00:35:22.168 --> 00:35:24.043
And it's the same thing in networking.

00:35:24.043 --> 00:35:35.846
If you'll get over yourself for a minute and just succumb to the feeling of social suicide, just go over, say what you can, even if it's a peep that comes out, followed by gosh.

00:35:35.846 --> 00:35:38.782
I'm so anxious, I'm not used to this and watch what happens.

00:35:40.407 --> 00:35:41.251
Yeah, it's a hard thing.

00:35:41.251 --> 00:35:45.625
It's a hard thing to put yourself out there and start talking about yourself to people you don't know and you may never see again.

00:35:45.625 --> 00:35:52.929
But I think, as a as a business owner or manager, someone that expire aspires to be a business owner.

00:35:52.929 --> 00:35:53.351
I think it's.

00:35:53.351 --> 00:35:55.606
I think it's necessary.

00:35:55.606 --> 00:35:58.869
That's you're taking a huge risk owning a business.

00:35:58.869 --> 00:36:05.766
You have to be willing to put yourself in uncomfortable positions in order to grow yeah, I agree completely.

00:36:06.608 --> 00:36:07.550
One of our old coaches.

00:36:07.550 --> 00:36:15.721
He actually got this tattooed on his hand, which isn't something I'm looking to do, but he was so committed to this philosophy and it was widwo.

00:36:15.721 --> 00:36:18.003
What if it does work out?

00:36:19.847 --> 00:36:24.693
what if it does open the paradigm there, the, the thought yeah, yeah, crazy.

00:36:24.934 --> 00:36:26.141
So you guys don't tersh.

00:36:26.161 --> 00:36:27.344
Has you talked about a hand?

00:36:27.344 --> 00:36:36.940
I'm sorry he's got a gear shifter tattoo on his hand and he's had to have it redone, like because you I mean, think about it you're using screwdrivers and stuff.

00:36:36.940 --> 00:36:42.282
He's he's actually in the field this week, um, so he's screwdrivers and all the kind of different tools that they use.

00:36:42.282 --> 00:36:43.666
He said I haven't redone like six times.

00:36:43.666 --> 00:36:47.143
I'm like that sounds really painful, dude, like I don't think I would have put that there.

00:36:47.786 --> 00:36:49.411
Yeah, yeah, I did my.

00:36:54.246 --> 00:36:57.510
I did my ring finger at one point and I'm like, yeah, I'm not redoing that, let alone the palm.

00:36:57.510 --> 00:37:01.454
There's not a lot of fat or anything else there to catch the Nope, it's just bone.

00:37:02.096 --> 00:37:04.106
Nope, there's nothing but painful vibrations.

00:37:04.860 --> 00:37:11.849
So we've been in a lot of the entrepreneur side of this and I'm glad we don't get to go deep with other like-minded individuals very often.

00:37:11.849 --> 00:37:20.014
So it's nice, it's nice to go into that, but I don't want to miss out on giving some solid marketing foundations here for our listeners.

00:37:20.014 --> 00:37:24.063
We talked about principles so much marketing foundations here for our listeners.

00:37:24.063 --> 00:37:24.788
We talked about principles so much.

00:37:24.788 --> 00:37:27.480
You talked about Relentless and really the purpose of Relentless and why it came together.

00:37:27.480 --> 00:37:34.793
What do you feel, josh, makes you different than other marketers and in that pursuit?

00:37:34.793 --> 00:37:47.780
Maybe it's in your values or your why, but if you could help us understand that, to start, understand that to start.

00:37:47.800 --> 00:38:00.340
Yeah, so the first thing that we focused on and the reason I focused on, is because, again, the one nice thing that I had is I was in charge of the marketing and the operations of the company, which is pretty rare, but it allowed me to see things a little differently.

00:38:00.340 --> 00:38:14.889
I think I wasn't just looking at the marketing side, I wasn't just looking at my technicians KPI side, I was looking at everything holistically and I was noticing that our average tickets on our leads through the it was Google, my business at that point were phenomenal, like I'm.

00:38:14.889 --> 00:38:16.592
Like our average tickets were great.

00:38:16.592 --> 00:38:27.226
The customers we hired didn't didn't butcher us on price Like they were great customers, and so that's why I started Deep Dive and that was the first service we ended up offering was just that's.

00:38:27.226 --> 00:38:32.646
All we did was optimizing and growing Google business profiles, and I didn't see anyone talking about it.

00:38:32.646 --> 00:38:42.869
Everyone was talking about their website, because that's what SEO used to be before Google Maps really became a prevalent thing, and so I put a ton of emphasis on it.

00:38:42.869 --> 00:38:45.025
The whole entire first year we didn't touch websites.

00:38:45.025 --> 00:38:52.309
That's what we focus on, because that's and you look at today, like the number of leads you get through your Google business profile versus your website.

00:38:52.309 --> 00:38:59.327
It's like 85 or 88% of all tracked leads come through the Google business profile.

00:38:59.327 --> 00:39:03.365
Now they may go to your website to make sure you're legit and there are definitely leads.

00:39:03.365 --> 00:39:06.088
You still get from that but it is not what it used to be.

00:39:07.210 --> 00:39:08.512
Um, and that was one thing.

00:39:08.512 --> 00:39:15.661
That and there's some really do you mind?

00:39:15.661 --> 00:39:17.884
Do you guys mind if I go into, like some, like especially the size companies in your group?

00:39:17.884 --> 00:39:21.710
There's there's a lot of common problems that are hindering them from growing.

00:39:21.710 --> 00:39:27.047
But what happens is when you get on a sales call with a marketing agency, they don't tell you this stuff.

00:39:27.047 --> 00:39:31.469
Either they don't know or they just don't.

00:39:31.469 --> 00:39:34.402
I don't want to say they don't care, because there's a lot of good people in marketing.

00:39:34.402 --> 00:39:37.050
I know marketing gets a bad rap sometimes, but I think it's a lot of.

00:39:37.050 --> 00:39:41.210
They just don't know because it's a salesperson and their job is to just sell.

00:39:41.210 --> 00:39:44.485
Know because it's a salesperson and their job is to just just to sell us, to make a commission and make a living.

00:39:44.505 --> 00:39:53.590
But smaller businesses, um, if you have your google business profile set up as a service area business meaning you're using your house address you have the address hidden.

00:39:53.590 --> 00:39:56.925
You're hurting yourself by not having a physical location.

00:39:56.925 --> 00:40:02.722
Now I'm not saying you have to go and buy a shop, because I know that's expensive and it costs a lot of money.

00:40:02.722 --> 00:40:04.364
There's a lot, especially after COVID.

00:40:04.364 --> 00:40:20.902
There's a lot of empty office suites 200 square feet, where you can put a desk, computer and phone in, or just even get a sign on the door that you can open up a Google business profile listing, get it verified in your target city and I'll go into that in just a second.

00:40:20.902 --> 00:40:22.487
But so having your address hidden, I don't know.

00:40:22.487 --> 00:40:23.391
I don't know exactly.

00:40:23.391 --> 00:40:24.585
Nobody's ever really been able to answer it.

00:40:24.585 --> 00:40:27.188
You don't rank as well just by that one thing.

00:40:27.188 --> 00:40:38.425
So you're actually hurting yourself by doing that Cause we've had, we've had case studies where we had someone that hid their address and then we got it flipped and we took before and after screenshots of their rankings.

00:40:39.327 --> 00:40:46.344
Literally within like 48 hours, rankings change, their visibility change like 20 25 percent just by having an office.

00:40:46.344 --> 00:40:46.965
That's it.

00:40:46.965 --> 00:40:48.369
We, nothing else.

00:40:48.369 --> 00:40:50.233
We didn't even optimize the profile yet.

00:40:50.233 --> 00:40:52.304
Um, so that's one thing.

00:40:52.304 --> 00:40:55.931
The other is the location that you pick.

00:40:55.931 --> 00:41:02.469
So there's there's two, there's there's the post office, or at least, if you're in the, you guys call it post office in canada.

00:41:02.809 --> 00:41:05.355
Yeah, okay, yeah, we got canada.

00:41:05.355 --> 00:41:09.704
I don't know the call, I don't know that well I have a couple of marketing friends in in canada.

00:41:09.704 --> 00:41:25.239
I have some uh, we have a couple clients there, but I don't know the uh, how it is that well, but your friend in toronto's pissed right now, by the way, like yeah, we got a post office okay hopefully he's not listening to this, but but so there's there's two different things.

00:41:25.501 --> 00:41:29.943
There's the post office address, which a lot of times we have a client in Bozeman Montana, for instance.

00:41:29.943 --> 00:41:35.706
They're actually in a town about four miles outside of Bozeman but their post office address says I'm in Bozeman Montana.

00:41:35.706 --> 00:41:44.170
But if you go to Google maps and you type in Bozeman Montana, it'll zoom out this map and it has if you guys are listening to this, literally pull out your phone and do this.

00:41:44.170 --> 00:41:49.106
Or on your computer, it has a red dotted map and outline of the city.

00:41:49.106 --> 00:41:54.822
Google uses that to help determine rankings and where your business is.

00:41:54.822 --> 00:42:01.043
So those near me searches that everybody wants to show up for EV charging installation near me, electrician near me, stuff like that.

00:42:01.043 --> 00:42:07.894
If you're not inside of that red dotted map, you're also putting yourself at a disadvantage.

00:42:07.894 --> 00:42:12.431
It's not impossible, but it definitely is one of those things that is hindering your growth.

00:42:12.431 --> 00:42:17.699
So when you look for an address let's say you have a house address you're looking for an address.

00:42:17.699 --> 00:42:20.465
These are the types of things you want to do some research on.

00:42:20.465 --> 00:42:25.846
These are things that we help our clients do research on before they like don't sign a lease until you give us the address.

00:42:25.846 --> 00:42:26.748
We'll do the research.

00:42:26.748 --> 00:42:30.027
The other thing is you want to know your demographics of that city.

00:42:30.027 --> 00:42:36.032
Just because it's the city you live in does not mean it's the right city for your target client.

00:42:36.032 --> 00:42:40.746
We have a um one that I can think of off the top of my head.

00:42:40.746 --> 00:42:45.280
He's in a town about 15 miles south of Lexington, kentucky.

00:42:45.280 --> 00:42:49.208
He's an HVAC company and poor rural town.

00:42:49.208 --> 00:42:57.264
He did okay but was looking for like to try to find people that actually were going to pay his price and not beat him up all the time because they just didn't have the money for it.

00:42:57.264 --> 00:43:02.710
We ended up getting him a second listing in Lexington and he's been killing it up there.

00:43:02.710 --> 00:43:10.887
But we've you have to do the research to find where that person is, and I know these are getting like deeper discussions into marketing, demographics and stuff which you know.

00:43:11.309 --> 00:43:14.173
If you're not familiar with marketing, these might be foreign concepts to you.

00:43:14.173 --> 00:43:19.146
You may just think well, they have houses in the city I live, so why can't I just do their electrical work?

00:43:19.146 --> 00:43:19.929
Not everyone is your customer, so why can't I just do their electrical work?

00:43:19.929 --> 00:43:23.934
Not everyone is your customer.

00:43:27.139 --> 00:43:30.130
There's a big you got to know the market and there are firms and data sources that can help.

00:43:30.130 --> 00:43:40.327
One of my favorite is ChatGPT, because now all the information that's on the web, we can throw it into a ChatGPT and ask it what's the median household income?

00:43:40.327 --> 00:43:43.161
How many single family dwellings are in that market?

00:43:43.161 --> 00:43:45.425
What's the population of that market?

00:43:45.425 --> 00:43:48.132
Is there enough opportunity for us to grow?

00:43:48.132 --> 00:43:51.206
And these things are just really.

00:43:52.289 --> 00:44:08.215
It changes the game, because now we've eliminated the barriers that Google has, we find the right customers and then from that point on, it's about serving people, which I know you guys talk about a lot and getting reviews, get reviews, get reviewed.

00:44:08.215 --> 00:44:10.507
I'm going to keep saying it because you got to get reviews.

00:44:10.507 --> 00:44:14.882
Like electricians, you have a massive opportunity.

00:44:14.882 --> 00:44:18.291
We talked about how it's kind of like the redheaded stepchild of the skilled trades.

00:44:18.291 --> 00:44:26.141
Yep, the beautiful part for you is that there's not that many companies going out there and getting reviews.

00:44:26.141 --> 00:44:32.262
Hvac is very hard to find a market where the top guy doesn't have at least 500 to a thousand reviews.

00:44:32.262 --> 00:44:47.355
Electrical is not that way Correct, and so if you are one of those people that jump on that and if you take nothing else from this, you jump on that immediately after this and you get a QR code on your business card or you get one of those.

00:44:47.355 --> 00:44:49.943
What's the NFC?

00:44:49.943 --> 00:44:52.869
There's like cards, like hard plastic cards.

00:44:53.922 --> 00:44:55.869
You can have the QR code that cards like you go about.

00:44:56.922 --> 00:44:57.887
You can tap on your phone.

00:44:57.887 --> 00:45:04.391
It'll pull up your Google listing and then have some sort of automation in the background to follow up and make sure that they had a good experience.

00:45:04.391 --> 00:45:09.469
It's not that hard, like the last HVAC company I worked at.

00:45:09.469 --> 00:45:11.056
We had 46 Google reviews.

00:45:11.056 --> 00:45:12.822
That company had been in business like 10 years.

00:45:12.822 --> 00:45:20.463
Wow, with 46 Google reviews, a couple on Facebook, like one terrible review on Better Business Bureau.

00:45:20.463 --> 00:45:25.065
That was one of the first things I did was implement an automated system to capture reviews.

00:45:25.065 --> 00:45:29.193
We went from we went from 46 to over 600 on google in two years.

00:45:29.193 --> 00:45:31.465
We had that one.

00:45:31.465 --> 00:45:36.061
We had an f rating on bbb because it was one person that we just could not make happy.

00:45:36.061 --> 00:45:45.943
We ended up having like 25 five-star reviews after that on bbb next door, we ended up having 50 or 60 recommendations and winning next door favorite for multiple years in a row.

00:45:45.943 --> 00:45:47.146
Facebook we have.

00:45:47.146 --> 00:45:49.391
We had over a hundred uh recommended.

00:45:49.391 --> 00:45:51.744
I think they were called recommendations, not reviews anymore.

00:45:52.487 --> 00:45:58.141
Um, but we just asked and we just we automated it, but we asked every single job.

00:45:58.141 --> 00:46:02.789
We asked on estimates and we would get five-star reviews on estimates because our people were so thorough.

00:46:02.789 --> 00:46:06.534
But that's where the service side has to be Like.

00:46:06.534 --> 00:46:16.449
If you just go and you're there and you leave, you email an estimate 15, you know or not 15 minutes later, but email an estimate two weeks later, you're not going to get a five-star review.

00:46:16.449 --> 00:46:23.030
But if you take your time, you follow a process like Clay and Joseph, I know teach you're going to get.

00:46:23.030 --> 00:46:26.829
They're like wow, this was really thorough, that they took time to answer my questions.

00:46:26.829 --> 00:46:28.262
They're going to give you good reviews.

00:46:28.262 --> 00:46:31.510
So we asked everybody I didn't, I didn't care, it was just.

00:46:31.510 --> 00:46:32.472
We asked everybody.

00:46:32.472 --> 00:46:42.653
Some, some companies don't want to do that because their processes that are people maybe not not at that level, but it grew tremendously just by doing that and we helped ourselves.

00:46:42.653 --> 00:46:47.365
And now the people that came to us are like oh, I see your reviews, I hired you because of your reviews.

00:46:48.521 --> 00:47:07.952
Your marketing costs are going to be that much lower because that's why they're hiring you now, because you're the best company in the market 217th, I think you say is maybe one of the biggest helping guiding principles or or ideas that you've pulled from this that have helped you grow so quickly.

00:47:09.940 --> 00:47:15.579
Yeah, I'm going to, I'm going to give you two words, all right, and you know how.

00:47:15.579 --> 00:47:17.485
You guys said that you just have to be reminded of stuff.

00:47:17.485 --> 00:47:18.847
Yeah, these are not.

00:47:18.847 --> 00:47:21.840
These are not going to be the most blind, mind blowing words you've ever heard.

00:47:21.840 --> 00:47:33.039
Yeah, implementation, inconsistency it's really boring advice, but I, I've and I try to say this as much, as as much as I can.

00:47:34.503 --> 00:47:37.342
One of the one of my, one of my strong suits is implementation.

00:47:37.342 --> 00:47:40.661
I find something new and when we want to do it, we, we go do it.

00:47:40.661 --> 00:47:43.637
I don't care what's going on, we're going to do it, we're going to implement it, we're going to get it done.

00:47:43.637 --> 00:47:47.856
Um, and we just keep showing up and we just keep learning.

00:47:47.856 --> 00:47:53.615
And I, we just keep diving into like it's crazy where the world has gone with different things.

00:47:53.615 --> 00:48:00.847
We just keep finding different things to develop and help people with and expand our services.

00:48:00.847 --> 00:48:02.269
But we just keep showing up.

00:48:02.269 --> 00:48:03.740
So just keep doing the work.

00:48:04.994 --> 00:48:18.170
And when you learn something new, like if you're at an event or you're listening to a podcast and you learn something from this podcast, don't sit and write it down and think about it and oh yeah, I'll get to it, do it.

00:48:18.170 --> 00:48:19.800
Do it on your next call.

00:48:19.800 --> 00:48:24.987
If you're in between calls and you're listening to this and the review thing spoke to you, do it.

00:48:24.987 --> 00:48:26.277
Just try it.

00:48:26.277 --> 00:48:28.224
Bingo, don't wait.

00:48:28.224 --> 00:48:32.443
It's so simple, but it's simple.

00:48:32.443 --> 00:48:42.554
But not easy, I think, is the term, because most people they'll hear stuff and write it down and they'll think about it and they'll come back to it when they're cleaning up their notes.

00:48:42.554 --> 00:48:47.047
And I just they never do it and the action takers are the ones that grow.

00:48:48.456 --> 00:48:59.271
I actually was just listening to a lecture earlier and the thing he was saying was that people love listening to profound advice and they say that's great advice for someone else.

00:48:59.271 --> 00:49:10.784
But my situation is very unique and it just seems like almost every person you'll work with you'll see that same mentality come in, where you'll have the answer to the question.

00:49:10.784 --> 00:49:14.842
They're like that's great advice, man, Josh, so profound.

00:49:14.842 --> 00:49:17.088
But let me tell you more about what I'm facing.

00:49:17.088 --> 00:49:18.601
How often do you run into that, brother?

00:49:18.601 --> 00:49:18.998
Oh, all the time.

00:49:18.989 --> 00:49:20.373
Everyone, josh, so profound, but let me tell you more about what I'm facing.

00:49:20.373 --> 00:49:20.907
How often do you run into that brother?

00:49:20.907 --> 00:49:21.405
Oh, all the time, everyone.

00:49:21.405 --> 00:49:24.760
Everyone, their market's different, the people are different in their market.

00:49:25.114 --> 00:49:36.603
You know we all got unique things about our market our people, our homeowners but the thing is there are a lot of similarities from companies that have already done it.

00:49:36.603 --> 00:49:38.742
Don't try to put yourself in that bucket.

00:49:38.742 --> 00:49:39.704
Don't try to make an excuse.

00:49:39.704 --> 00:49:40.739
Just try it.

00:49:41.576 --> 00:49:47.565
And by trying to actually try it, don't try it once, oh, it didn't work, because it's crazy.

00:49:47.565 --> 00:49:54.936
I mean you, like you said you had a Bailey, you said a shout out, he took, he implemented, he did it and now he sees the light bulb.

00:49:54.936 --> 00:50:01.505
He's like, oh shit, like this is going to change my life because he took action and he didn't.

00:50:01.505 --> 00:50:02.807
Just, oh, it's not going to work for me.

00:50:02.807 --> 00:50:05.130
And the stories like that.

00:50:05.130 --> 00:50:08.764
And I love that you guys share your wins and you guys have, like, your weekly wins and stuff.

00:50:08.764 --> 00:50:12.623
I love seeing those because it's so cool to see people that finally get it.

00:50:12.623 --> 00:50:35.592
And now all that hard work, all the struggles and the challenge, it's like now, all of a sudden, they're excited to come into work, they're excited to grow their business, they're excited to work late or work on the weekend when they have extra time, because now it's like, holy crap, the world is at my fingertips, I can create a massive value for my family, for my extended family, for whatever I want to do in life.

00:50:38.875 --> 00:50:43.146
Exactly Like if you had to work 60 hours but you felt that you'd be no farther after those 60 than when you first started.

00:50:43.146 --> 00:50:45.360
You're going to lead that person into.

00:50:45.360 --> 00:50:47.166
They're just going to go downhill real fast.

00:50:47.166 --> 00:50:50.844
But if, at the end of that 60 hours, they are able to say you know what?

00:50:50.844 --> 00:50:55.726
I did something and that particular thing I see has potential to get me out of this loop.

00:50:55.726 --> 00:51:01.331
Now the real excitement happens and they'll put 70 to prevent the 60 for next week, it's amazing.

00:51:01.775 --> 00:51:02.739
Can I add something?

00:51:02.760 --> 00:51:11.474
to that Cause you mentioned working, working longer hours and I know we're we're running up on time here and this is something that, like Tersh and I, we talk about this a lot on our podcast.

00:51:11.474 --> 00:51:25.681
We're super passionate about this, because this is this is actually how we met and bonded well before we started the podcast together was optimize, automate, delegate, and essentially what that's saying is your processes.

00:51:25.681 --> 00:51:36.978
You need to optimize what it is first, or at least record yourself doing the process and then, if you can try to automate that process, if you have no idea how to do that, maybe your first step is to delegate.

00:51:36.978 --> 00:51:39.460
If you have no idea how to do that, maybe your first step is to delegate.

00:51:39.460 --> 00:52:05.240
There are I don't know how the actual number there's probably hundreds at this point of agencies of people working in other countries for extremely low rates, but for them it's a great rate, like they get paid really well to do these things.

00:52:05.240 --> 00:52:07.485
They love doing the billing, the stuff that we can't stand as business owners or technicians.

00:52:07.505 --> 00:52:08.286
You need to delegate that stuff.

00:52:08.286 --> 00:52:09.088
Delegate the stuff you don't like.

00:52:09.088 --> 00:52:10.251
Honestly, you could take it.

00:52:10.251 --> 00:52:20.759
One other thing from this episode is start delegating the things that drive you crazy, the things that literally, you're like oh, you just keep putting it off, drive you crazy the things that literally you're like oh you just keep putting it off.

00:52:20.759 --> 00:52:32.875
I cannot stand doing this thing, whatever that thing is, and start delegating that somehow some way, start somewhere and I can make some referrals or give you guys some links or whatever for that stuff.

00:52:32.934 --> 00:52:35.900
But it changes your life, like literally.

00:52:35.900 --> 00:52:43.389
That was one of the first hire I made when I went full time was to an agency and I hired a VA who's still with us.

00:52:43.389 --> 00:52:47.025
He's been with us for three and a half years now Best thing I ever did.

00:52:47.025 --> 00:52:49.403
He set up all of our click up templates.

00:52:49.403 --> 00:52:51.021
He helped me with a ton of stuff.

00:52:51.094 --> 00:52:54.003
I have an EA now that, like my email, is going on over here.

00:52:54.003 --> 00:52:54.844
She takes care of all of it.

00:52:54.844 --> 00:52:55.766
She's organized it for me.

00:52:55.766 --> 00:52:59.909
So then at the end of the day, I just come and I take care of what I need to take care of all the crap and the spam.

00:52:59.909 --> 00:53:00.831
I give a rule.

00:53:00.831 --> 00:53:05.284
Obviously, you got to give rules, that's why you got to optimize it first, but it takes care of all that stuff.

00:53:05.304 --> 00:53:16.166
So I can focus on the things like this, like giving that value back to an, to an audience that I wasn't really a part of before, and creating content and doing valuable things to grow the business.

00:53:16.166 --> 00:53:18.748
I don't have to worry about oh, what do I want to do with that email?

00:53:18.748 --> 00:53:22.675
Or I don't want to respond to that, or I need to create a task for that, or whatever it's.

00:53:22.675 --> 00:53:29.775
Just get rid of the things that are wearing you down, so you can focus on the things that you actually love to do, even if that's being a technician.

00:53:29.775 --> 00:53:33.358
Delegate some of the office stuff so you can stay in a truck.

00:53:33.358 --> 00:53:40.126
Sometimes I know that the thing is like well, get out of a truck, get out of a truck If you really love being in a truck and you're great at it.

00:53:40.126 --> 00:53:41.806
Delegate the other stuff.

00:53:41.806 --> 00:53:46.311
Get rid of it, because that's what you love to do and it's your business.

00:53:46.311 --> 00:53:47.152
You can do whatever you want.

00:53:47.936 --> 00:53:51.400
It's one of our biggest secrets, man, delegate the stuff you're not good at.

00:53:51.400 --> 00:53:58.282
That doesn't make you money first, and it changes your life because all of a sudden it does because then you don't hate that stuff.

00:53:58.302 --> 00:54:06.199
You don't hate your business because you have to do billing for 15 hours a week or payroll or just some of the stuff it just takes forever to do.

00:54:06.199 --> 00:54:07.463
Get rid of that stuff.

00:54:07.463 --> 00:54:11.885
Find someone that actually is good at it and knows how to do that stuff better than you.

00:54:11.885 --> 00:54:16.476
They actually like that, believe it or not, there's people that actually like doing that stuff.

00:54:17.137 --> 00:54:19.460
So let them do it, Get out of your own way.

00:54:19.460 --> 00:54:20.521
It's amazing.

00:54:20.521 --> 00:54:21.601
It's almost like with sales training.

00:54:21.601 --> 00:54:25.565
You've got people in their own companies that are like I don't like training my team.

00:54:25.565 --> 00:54:29.989
It's a boring thing, I don't like doing it every morning and I'm sitting there like I love doing it.

00:54:29.989 --> 00:54:33.976
I will do every class I possibly can Give me more.

00:54:33.976 --> 00:54:35.320
So it's just get the right person for the right thing.

00:54:36.442 --> 00:54:37.905
Absolutely, josh.

00:54:37.905 --> 00:54:42.103
I've got three rapid fire questions I'm hoping you'll help us with before we end this.

00:54:42.103 --> 00:54:47.822
What's one of your favorite case studies, just quick, that you've been able to help and why.

00:54:50.456 --> 00:55:03.856
Favorite case studies is having someone that I don't have a specific use case, but it's happened multiple times where somebody who has been through multiple marketing companies thought marketing, digital marketing, was never going to work for them.

00:55:03.856 --> 00:55:10.043
They come to us, they implement the strategies and understand the location stuff that we talked about earlier about Google business profile.

00:55:10.043 --> 00:55:15.567
We get it right and they grow and they just the light bulb comes on, similar to your guys' training.

00:55:15.567 --> 00:55:16.797
That's that.

00:55:16.797 --> 00:55:17.137
Those are.

00:55:17.137 --> 00:55:18.041
Those are the wins.

00:55:18.041 --> 00:55:25.121
I love the most is people like they gave up on digital marketing and then they realized that there's a better way and there's another way, and then they have success.

00:55:25.121 --> 00:55:26.525
Love it love it.

00:55:27.376 --> 00:55:36.244
If an electrician's listening now and I'm sure there are how would they know if Relentless is the right place for them to come and have that similar experience?

00:55:37.715 --> 00:55:51.967
Yeah, I mean best thing to do is schedule a call, because all the things we talk about we talk about this stuff on sales calls a lot we do a lot of filtering ourselves, like if your revenue's not high enough, there's certain levels that like we're not going to take your money.

00:55:51.967 --> 00:55:58.362
We're literally going to, we'll give you some tips and some guidance and then come back to us in six or 12 months and we have people come back all the time.

00:55:58.362 --> 00:55:59.885
We tell them about the location stuff.

00:55:59.885 --> 00:56:06.521
Hey, we can't work with you because you got a service area business, go get a location, come back when you do, we'll help you out, and that happens all the time.

00:56:06.521 --> 00:56:11.474
So we're totally fine building our pipeline that way and giving, just pointing you in the right direction.

00:56:11.474 --> 00:56:24.338
Even if you don't work with us, based on revenue, then who's qualified to work with you?

00:56:24.358 --> 00:56:25.061
I would say you get close to that.

00:56:25.061 --> 00:56:30.280
Like $750 to a million dollar mark is the right spot because there's a lot of marketing agencies that have really cheap programs that might look like a fit for you.

00:56:30.280 --> 00:56:37.085
But one thing we never wanted to do and this is because I came from the trees I never wanted to have a program that I didn't feel like actually could grow your business.

00:56:37.085 --> 00:56:45.994
So our programs are we don't have a five to a hundred dollar a month program and it's just because I can't there's not, I cannot do enough work for that price to get you there.

00:56:45.994 --> 00:56:51.434
So I'd rather give you guidance and give you tips to get yourself to that point or get you got.

00:56:51.434 --> 00:56:56.623
Get them in, uh, incorporating your guys train so they can get the foundational principles of running a business down.

00:56:57.244 --> 00:57:00.369
Then let's talk about the marketing, cause there's a lot of stuff you can do before you even do marketing.

00:57:00.369 --> 00:57:00.929
You got to.

00:57:00.929 --> 00:57:05.025
If you got a little hustle and a little grind in you, you can get to a million dollars.

00:57:05.025 --> 00:57:06.597
You can't.

00:57:06.597 --> 00:57:07.840
I'm living.

00:57:07.840 --> 00:57:10.786
I didn't do marketing before this and we had a branch I opened up.

00:57:10.786 --> 00:57:13.498
We went from zero to a million in 10 months and I didn't.

00:57:13.498 --> 00:57:14.980
I didn't spend money on paid.

00:57:14.980 --> 00:57:15.882
I didn't do any of that stuff.

00:57:15.882 --> 00:57:19.226
We just got reviews, great service and hustled like crazy.

00:57:20.068 --> 00:57:27.420
Yeah, that's two Number three electrician listening to this final question for your brother.

00:57:27.420 --> 00:57:29.847
Why would they want to tune into home service business mastery podcast and give you a listen there too?

00:57:32.235 --> 00:57:36.304
Because our content is very dynamic, it's well-rounded.

00:57:36.304 --> 00:57:38.559
We do talk a lot about AI and automation.

00:57:38.559 --> 00:57:43.684
That's really been a focus of ours as we move forward here with all the technology in the world, um.

00:57:43.684 --> 00:57:58.920
But we have we have conversations with counselors about how to work with your wife or your spouse um, very it's it's it's a little bit broader content, so it's it's meant to be for all kinds of people in different places and stuff like that.

00:57:58.920 --> 00:58:02.882
So we have a little bit of everything and both of us worked in the trades.

00:58:02.882 --> 00:58:05.724
Tersh still owns two HVAC, plumbing, electrical businesses.

00:58:05.724 --> 00:58:07.440
I was in HVAC for nine years.

00:58:07.440 --> 00:58:13.626
How we talk about stuff and the technology and some of the different processes.

00:58:13.626 --> 00:58:14.527
We lived it.

00:58:14.527 --> 00:58:17.639
We've done those things before, so it comes from a different.

00:58:17.639 --> 00:58:21.351
It's not just a marketing company starting a podcast, for example.

00:58:21.351 --> 00:58:23.358
You guys have actually been in the trenches.

00:58:23.358 --> 00:58:28.121
You understand the trades at a different level than somebody who only does marketing for the trades.

00:58:28.762 --> 00:58:31.659
So that's what I would say Absolutely, man, love that.

00:58:31.659 --> 00:58:35.327
Well, you're only the second non-electrician to be on the show man.

00:58:35.327 --> 00:58:43.619
The first was Dan Antonelli, so you're in good company.

00:58:43.619 --> 00:58:44.382
Uh, we really enjoyed this talk.

00:58:44.382 --> 00:58:46.692
I think we could have went probably another three hours, although we haven't earned that right just yet.

00:58:46.692 --> 00:58:47.375
So typically a half hour show man.

00:58:47.375 --> 00:58:53.498
I want to thank you for every bit that you put out on the playing field here today, and Joe for for helping bring another one home.

00:58:53.498 --> 00:58:55.581
You guys got value from this.

00:58:55.581 --> 00:59:02.902
Of course, let us know where you heard it first and leave a review for them yeah there you go thank you, josh, for the ask.

00:59:03.284 --> 00:59:04.025
Yeah, absolutely.

00:59:04.025 --> 00:59:10.617
And if someone wants to connect with you, josh, about relentless or the podcast or any of that, what's the best place to to find you and reach out?

00:59:11.559 --> 00:59:12.181
yeah, I'll give you two.

00:59:12.181 --> 00:59:14.806
Uh, relentless dash digitalcom.

00:59:14.806 --> 00:59:17.317
I'm too cheap to buy the relentless digitalcom domain.

00:59:17.317 --> 00:59:18.780
Maybe that'll change one of these days.

00:59:18.780 --> 00:59:22.846
Or just reach out to me on Facebook, just find my name.

00:59:22.846 --> 00:59:28.400
I answer pretty quickly to that stuff, so either way is fine with me?

00:59:29.322 --> 00:59:29.603
Awesome.

00:59:29.603 --> 00:59:30.907
Well, thanks so much, guys.

00:59:30.907 --> 00:59:32.117
We'll see everyone next week.

00:59:32.117 --> 00:59:36.916
And that's a wrap for today's episode of the Million Dollar Electrician Podcast.

00:59:37.056 --> 00:59:41.402
We hope you're buzzing with new ideas that charge up to take your business to the next level.

00:59:41.574 --> 00:59:46.159
So don't forget to subscribe, leave a review and share the show with fellow electricians Together.

00:59:46.159 --> 00:59:47.717
We'll keep the current flowing.