Nov. 8, 2023
Ep 195 - The Science of Success & The Art of Fulfillment
In our first segment, we explore innovative ways to incorporate fitness into daily life, making exercise more enjoyable and practical. We discuss the intersections of exercise, aging, and mindset, injecting a bit of humor along the way to showcase the positive impacts of merging wellness with work.
Moving on, we're joined by James, who shares his transformative journey of personal growth and vulnerability. Together, we address the perils of ego, stress the importance of taking responsibility, and highlight how success is rooted in mindset and fundamentals. James' experience becomes a guiding roadmap to surmounting obstacles and achieving one's goals, all while delving into the intricate balance between sales and fulfillment. With a focus on customer needs and buyer types, we provide insights into high-level electrical services, time management, and resource optimization. These elements are crucial in service delivery, and we offer practical strategies to master them, guiding you through the labyrinth of success and fulfillment for your own inspiring journey.
Join us LIVE 5 days a week on the Facebook Community page:
https://www.facebook.com/groups/electricpreneursecrets
And see us and our stories and wins at:
https://www.serviceloopelectrical.com
00:01 - The Science of Success and Fulfillment
08:13 - The Importance of Basic Sales Training
11:40 - Sales and Fulfillment
26:53 - Serving, Mastering Sales, and Value Pieces
WEBVTT
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Hello, hello, hello and welcome back to another episode of Electric Pneur Secrets.
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I think I've got the number right when I say this is episode 195, Joe, the science of success and the art of fulfillment.
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I can't wait to get into that and just how it's going to help you, Mr Electric Pneur, or Mrs, Could be a Mrs Electric Pneur out there mastering your sales, simplifying your pricing and delivering premium level electrical service.
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This is always with me is my esteemed co-host, Joseph the Salesbot, Luke Canny.
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Joe, how are you doing today, my brother?
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All things considered, I think it's a great day.
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I want to just give a credit for something here, because you know how you mentioned.
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First thing, you're like Mr Actually misses.
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I love that.
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It's a he she they support in our community.
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No matter what you identify with, no matter where you are, no matter what your background is, there's a place for you here.
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You're welcome and accepted.
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I love that we bring that energy.
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Nice.
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Well, I am the pleasant peasant, this is.
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Canada up in this territory that I roam in these winter months, when I choose to go outside and roam it in the rain, I wouldn't want to go and roam it in the rain.
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I remember you were telling me you're going for a walk and you're like yeah, when it's not raining, you got to go outside.
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I'm like God, yeah.
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Well, here's the, the stark reality.
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Joe, 75 E heart.
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I had to get up, I had to do my exercise.
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There happens to be a Coliseum, a skating rink, a hockey rink and a hockey team here and there's like seven sets of of like three story stairs, concrete stairs that you can go up and down to get into this building.
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So I like walk and jog up the stairs, that do some like lunge steps up them.
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But also I heard this study recently that one of the first deteriorations deteriorations, deteriorations.
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I'm not sure I'm sorry, thank you.
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So I'm going to talk about the deteriorations of our muscle mass as we age is actually this kind of tier two muscle the guy called it where he's talking about your, your ability to withstand impact, your ability to walk downhill, hence why a lot of older people break their hips, et cetera, like there's a large portion of people that aren't actually equipped to even walk on a decline at this point.
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I didn't realize that, but there's some reflex muscles in there and stabilizer muscles that are really, really, really important and because they deteriorate first, stairs are actually a really powerful thing to continue to exercise on and do so.
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I did that and went for a jog, you're right, and I made class.
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It was good morning.
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It really was.
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I always love seeing you in class and you know it's interesting how people say like that the muscles deteriorate over time.
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But technically that's the same with everything Like.
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I'm sure the electricians out there that are listening are like well, has this applied to me?
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It applies to you in the way that if you don't practice your sales muscles, they will deteriorate.
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If you don't practice your service muscles, they deteriorate.
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So the fact is is that if you take a piece of metal, you drop it in water, within eight hours it's gonna come up.
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It's gonna come up rusty.
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Are you practicing that often so that your edge is always sharp?
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100%.
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It's Action Wednesday, but I'm always pulled to this mindset thing and it's such a big topic.
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But as you speak to that, I can't help but reflect on this study I actually read about recently where there was two sets of maids hotel maids.
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They clean rooms and they asked everyone well, how often do you exercise?
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And almost all of them and said, well, we don't really, we don't have time, we got families to take care of, we got to go home after work, we got to do all this stuff.
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They split the group in two and then they told one group that actually you're getting exercise in your work.
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Right now, in this eight hour job, monday to Friday, you're getting exercise.
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And what happened was actually remarkable.
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The people they told that to actually had more intention in their work and took that and realized, oh wow, I can be healthier through my work and so they would clean with a little more vigor, vigor, vigor.
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I wasn't going to call you on, I was not going to call you on no due to boot.
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So they do this and what happened is over over.
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I think it was 60 day period.
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There was a measurable difference in muscle mass from those that knew they were getting exercise at work versus those that didn't have that little incentivized, little mindset difference.
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Isn't that remarkable?
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You know, I actually try to do something similar as well.
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So I found that getting up and working on is hard right, but what I found is that I have two young kids under four.
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So when it comes to play, I actively try to do overheads, I try to do swings, I try to do one arm climbs, and the fun thing is like what's up.
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Timeout.
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Are you openly admitting to using your children as physical weights to exercise with?
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Of course.
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But the benefit is this is that they're playing you know what I mean.
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Like you take the little baby and you want them to bounce on the bed, but I'm taking a 30 pound weight and I'm doing overhead lists with them.
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They're bouncing on the bed, they're giggling like crazy, but I'm getting something in the background you know why?
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not Absolutely.
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And here I was at your house thinking you were doing all that for the joy of fatherhood.
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Big smiles, I'm kind of in the vibe brother Joe's in his prime and I'm like where is he getting all this energy from?
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These kids are flying.
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That's it.
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That's your secret.
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Turn your kids into exercise, folks.
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Mic drop.
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Action item launched Talk to y'all later.
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Oh boy, no.
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This ties in perfectly with the topic today and it's a realization that I had to again come back to yesterday, which makes it relevant, because we're running a business, you're running a business and sometimes we're maybe missing our targets.
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Maybe it's a sales goal we have and we're not quite hitting it For a lot of people.
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I hear a couple of numbers that happen quite frequently.
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One is 2000 a day per van and the other is we've got to break through a million dollars this year.
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Sounds familiar, right?
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A couple different reasons for those.
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The two grand a day per van is a more accurate, more commonly accepted one.
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The million dollars is actually more popular and if you walk down the road and ask people how much they need to retire, like 80% of people will still say a million dollars.
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A million dollars arbitrarily, with no plan for that million and no idea how short they would come if only they had a million dollars and retired at 60 or 65.
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It's really.
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It's such a shame.
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You know, and I remember when I was talking to my financial advisor, I actually came up with that same number when I was first doing it.
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I was like, yeah, about a million dollars.
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He's like, well, you need at least three.
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And I'm like oh fuck.
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Very cool.
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We're in trouble here.
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Now we're making sure I'm not worried about it.
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It's contextual, but let's bring this back to electrical.
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So science of success is hey, if I run three calls a day on average and I close 80% and our average ticket is a thousand dollars or more, we're all right and we set these standards and we set these targets.
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But what about when we don't live up to them?
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This is where things get a little bit tricky.
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What about when you're not hitting your targets?
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You can extract and look at the information and look at it from different angles and go okay, well, the conversion rate just dropped.
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Okay, well, demand calls aren't doing as good as opportunity calls.
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We're not getting any demand calls.
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Suddenly we're getting less calls a day, more opportunities, more to call closes, more time spent, less conversion.
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There's all these little factors that weigh into this.
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But what do you yourself do to correct these things?
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So I love this.
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I think the topic right comes in place.
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You can tell hands start rubbing together.
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I'm excited.
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James is with us.
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He says guilty, you got it, james.
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Let's unpack it just a bit.
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Okay.
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So one of the things that I run into whenever I needed to figure out where my sales were going south, everyone looks at it like, oh, there's these big levers.
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You need to change your process.
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No, I love fundamental basic sales training.
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The reason being is that I found the more I focused on the core of what I was trying to do, the more I would see the gaps of what I wasn't doing.
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When you're like okay, I know, a value exchange happens when I come in as a 10.
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What have I done in the pre-arrival process that I'm missing?
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That is making me not show up as a 10?
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And, believe it or not, you'll often find multiple levers.
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Be like oh, I'm not memorizing the customer's name, I'm not looking up the house in advance, I am diagnosing before I get there.
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And then you're like oh, because you're diagnosing in advance, you already have preconception of how the call is going to go.
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And then you fumble it.
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Or you're not going through the FOIA report properly and getting the.
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What are we hoping to accomplish today?
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You're not getting your multiple commitments.
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So instead of fancifying it which is a word I just made up I'm looking and saying what in the core of what we teach?
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Am I not doing to its best ability?
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I love that and James is with us, live in the Facebook group, as I mentioned, and James says vulnerably I love that.
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James, thanks for joining us and just keep hoping.
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Sometimes Now it's time to be more proactive.
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So James is clearly trying to take steps.
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Brother, thanks for joining us, thanks for taking those steps, but more importantly that, keep hoping.
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Part.
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This is where the art of fulfillment ties in.
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Hope is a beggar.
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Faith walks through the fire, knowing that everything's okay and everything you need is on the other side.
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The art and the science are necessary in the correction of these things.
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Forgive me if I'm going in the foo foo space a little bit, but think of it like this for a second Do you really want to hit the 2k a day mark?
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Do you really want to hit your KPI?
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Because after the science is done, after we do the math, it's time to show the work and, like Joe's saying, getting back to the basics.
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I mean that's the basics.
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That's not looking for a new strategy.
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That's searching deeper, digging deeper in yourself to make more of the same strategy.
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We understand the difference there, right?
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Go ahead, joe.
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I was going to say and I want to give James a shout out here, because being vulnerable is actually essential to understanding the basics the reason being is that when your ego gets in the way, you find that you'll always look to blame someone else, but when you're willing to say how am I fucking this up?
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What part of this is me?
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Because clearly I've gone on 10 calls and I've been on all 10 of them, but I've dealt with 10 completely different customers, but the end result has been the same on every one of them.
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I wonder what the common denominator is here.
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People blame the economy, they blame the season, they blame the holiday, but they very rarely blame themselves.
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I came from a place of constant self-loathing which meant that I was already comfortable blaming myself for something.
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It doesn't mean it's nice, but it's true, because I was able to get better because of it.
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Focus on what you yourself can control, and even the slightest lever will create a bigger impact on the calls you go on.
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Here's where we err on the side of the art, of this art of fulfillment, because there's an art to this.
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This is a bit of a dance and we're not just dancing with others in an exchange and trying to close.
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You're dancing with yourself, with your ego, with your mindset, with your 75e hard, your consistency ability.
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Here's what it looks like when someone who's more art than science steps up to the plate and starts seeing trouble.
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This is the person that maybe in high season, realized they are as good as they thought they might be, someone that feels they've got that charismatic step that you can even hear in the bead.
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You know what I mean.
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They just feel like they're on step.
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They've got this natural gift.
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They were born in a light of charisma and just the ability to sweep people off their feet and for lack of a better expression selling ice cream on a hot day.
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We can't all do it right.
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That art-seen-ness, that self-knowing and being so full of yourself is so egotistical that it actually defeats us.
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It defeats the science.
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Without both, you can't really master this process.
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This ability Tables are bigger than that.
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Ever seen that, joe?
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You ever seen someone too art-heavy?
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Maybe not weighing in on the process side and getting consistent?
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I have an analogy for this exact scenario that I think would help give some perspective to it.
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If I were to say you or the customer, who should have the spotlight on them?
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Customer, 100% percent, right, but imagine when your ego takes over.
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What is your ego's say?
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Should have the spotlight?
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You yourself.
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And now can there be two spotlights on one stage?
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No, I believe in this metaphor.
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No, correct.
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So your so.
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And the benefit is is that the more light you cast on your customer, the brighter the customer shines.
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The more light you shine on yourself.
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It takes away from the customer's light and the customer needs to win.
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They need to feel important, they need to have their esteem raised.
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They need to know that you're here to meet their needs, to solve their problem and do it in a way that they can understand and respect.
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When you take away from that, you're actually lowering the value exchange.
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You make yourself feel better, but by not sticking to the process which is I'm here to wholeheartedly serve to the best of my ability, that is where the magic lies.
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I love that.
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I love that, man, even speaking through personal experience here more recently, knowing what your goals are, knowing what you want, having it articulated.
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As you know, I've been deep diving on our own information, doing the post call evaluations as part of the 75 E hard challenge, and so I've been fulfilling my obligation to do so too, and through that I've been able to recognize, okay, what archetypes of potential avatars are experiencing, what pain points, what are their desires.
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And when I say archetypes, this might lose some of you.
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So let me bring you up to speed if you're not quite with me on this.
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We offer six options, just like today's Action Wednesday six options secrets, the value piece for giving away.
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You can put your hand up here in the chat with us or anywhere on our group or on our post that you'll see come out this afternoon if you want a copy of that.
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But one of the biggest secrets of the six options really is that you're dealing with the three archetypes.
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Can you tell us a bit about those three archetypes?
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We're serving with six options, joe.
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I would love that.
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Okay.
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So we believe that there are three distinct individuals that purchase your services.
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Those that operate in the premium category, which are I'm looking for the finest, or I'm looking for the most term key, or I'm looking to pay you so that I do nothing here.
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They either want the best, they want the most convenience, or they want the most service.
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Those are the premium categories.
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Your mid-range categories are those who are like I don't go cheap, I don't blow my budget, I want good service at a good price.
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I'm willing to invest in better things if they make sense to me.
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There's your mid-range people.
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A lot of us fall in that category.
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Then there's economy, economical buyers.
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There's no shame to them.
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They're the people who want to see the breakdowns.
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They're the people who, even if they don't care about what the prime materials are, they're like I expected this, I budgeted for this, I'm not going to buy more than this.
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Like the kind of person that goes to the grocery store with a list and won't buy anything that's not on that list.
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That's an economy buyer.
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The person that walks into the grocery store and says you know what?
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I don't have a list, but I'm willing to buy more, that's a mid-range buyer.
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The person who walks in and says you know what?
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I'm not even going to go.
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I'm going to pay someone to shop for me.
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If they need to get alternative, there's no problem, I'll pay the dealer fee, go for it.
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I love this.
00:17:06.147 --> 00:17:12.730
All three people are going to the same grocery store and that same grocery store has been customized to serve every one of them.
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They all have a slightly different experience and slightly different pain points and slightly different objections that you'll face.
00:17:21.451 --> 00:17:45.190
When you really collect the data and the science of this and, succeeding with each of those archetypes, you can actually begin to pinpoint exactly where those critical points are in the process of serving them, in the critical points of the offer, and what they're really anticipating, expecting or needing and desiring for their lives and the quality of their lives and safety of their systems.
00:17:45.190 --> 00:17:49.258
Just the same, we're able to extract this and I've been doing that.
00:17:49.258 --> 00:17:56.570
But it comes to this point where it's like, okay, we've got all the information, we've got these data sets, we've got all the science laid out.
00:17:56.570 --> 00:18:02.857
I know exact conversion percent from the first to the second call of a two-call close.
00:18:02.857 --> 00:18:07.395
I know every conversion percent on the demand calls of the varying job types.
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You can have all that laid out, but the art still comes to the fulfillment of that goal that you aim to use this information to achieve.
00:18:17.625 --> 00:18:20.334
I had this epiphany last night and it wasn't alone.
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Our coach had to help me.
00:18:21.588 --> 00:18:24.751
He mentioned the art of fulfillment again.
00:18:24.751 --> 00:18:27.693
He said man, I appreciate all the data you've presented.
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You can have it all.
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All the data in the world, all the data sets, but at the end of the day, it's how you're going to get creative to use that in your process.
00:18:38.116 --> 00:18:41.952
That's this part where we've got to dig a little bit deeper.
00:18:41.952 --> 00:18:50.289
I know that that's speaking to everyone who's in sales in any capacity, because it doesn't always go to the math, does it?
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It's funny how you say that, because I've always believed I trust numbers more than I trust people.
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Because people can embellish things, People can tell things that aren't entirely true, they can make things seem better than they are.
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But numbers?
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God, give me a physics calculation and let me decide how it's going to go.
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I love the numbers.
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