Nov. 23, 2023

Ep 206 - Client Interview - Hayes Electrical's Surprising Rapid Growth

Here's your invitation to a high-voltage journey of transformation in the world of electricians with our exceptional guest, Dorian Hayes. How did an overworked, underpaid electrician rocket his way to a staggering 200K in just four months? Prepare to be enlightened by Dorian's three-pillar strategy of setting clear intentions, taking critical action steps, and judiciously utilizing host advice. You're about to discover a goldmine of knowledge on mastering sales techniques, simplifying the pricing labyrinth, and delivering top-notch electrical service.

Imagine, just for a moment, that you are the electrician who bravely bet on himself, joined a program, and saw his business unfurl like a bolt of lightning. Our guest unveils how the implementation of options became the surge his business needed, propelling him to fame within his community. Overcoming his initial fear and apprehension of lead generation, he successfully attracted clients by articulating his vision and values. This transformative move has not only crafted a safer, more fulfilling workspace for his team, but has also allowed him to spark positive changes within his community.

Wind down the episode with us as we rehash Dorian's electrifying success. We'll discuss the significant mindset shift, the power of options in sales, the importance of being a 'good neighbor,' and the principle of 'present over perfect.' Hear directly from Dorian about how his focus on others' needs turbocharged his business. We'll wrap up with a thought-provoking question – how close does Dorian think he is to executing our sales process perfectly? Get ready to plug in and power up with Electric Preneur Secrets. The switch to success awaits you.

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 - Rapid Growth and Business Transformation

11:04 - Options and New Business Success

26:50 - Success, Mindset, and Sales Strategies

40:47 - Thanksgiving Gratitude and Shared Vision

WEBVTT

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Hello, hello, hello and welcome back to another episode of Electric Preneur Secrets.

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I'm your host, clay Neumeier, the Pleasant peasant from north of the border.

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Little trip on my words there with me, as always, my esteemed co-host, joseph the Salesbot, luke Canny Joe, how are you doing today, brother?

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It has been an amazing morning.

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Have you ever felt like you had the wind under your sails and you're just going, whether you're the one pushing or someone else's?

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Every time I work with you, man, you are the wind beneath my wings.

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That's a song, isn't it?

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Wow, talk about making me feel great on this one.

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Thank you, clay.

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I'm honored to be your partner truly I am and the fact that we can serve this mission the way we are.

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I wake up every single morning and I thank God that I can do this.

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That's beautiful man.

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And we're back for another day of helping electricians master your sales, simplify your pricing and deliver premium-level electrical service.

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Today's a very special episode.

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Not a ton of time wasted before we jump right into it.

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We're interviewing one of our clients who's had a pretty special journey in just four months with us Dorian Hayes, hayes Electrical and Dorian's been at a rapid growth pace, would you say.

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Joe, oh my Rapid's an understatement.

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He's 30X'd at this point.

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It's amazing.

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The guy is an absolute machine and when you look at him he's just so humble that he even puts me to shame in some capacities.

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Yeah, man, we couldn't say enough good stuff.

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But we're going to cover a few huge things today and really Dorian's top three things that he feels have helped him excel, even though we were talking a bit before this interview, and I think it really boils down to like five things.

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But we're going to try and sum that up into a top three for you guys, and then we're even going to give it away.

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So we're going to give you access to the things that help Dorian launch his business so that you can do the same.

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So you're not going to want to miss that.

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You ready to bring this guy in?

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I'm ready.

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Bring in the heat.

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I said guy Dorian's really like a gentleman, dorian.

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What's up, my brother?

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How are you doing today?

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How's it going?

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How's it going, my friend?

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So happy to have you with us today.

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brother, absolutely man, it's a great day to have a great day.

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Oh sorry.

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You're coming in hot with my own lines.

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I love it.

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There you go.

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It is a great day to have a great day, and I love that you set the intention for every single one.

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Absolutely.

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I like hearing it when other people say you're lying Joe.

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It feels good.

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It feels good.

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I'm glad that I've been able to inspire people to have that mindset shift as well.

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Totally man.

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Well, dorian, we've been pumping you up a bit before we brought you on man, but ultimately I feel like to sum this up we really feel you've taken some critical action steps that we kind of advise for a lot of people, but not everyone does connect with them.

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Not everyone sees the same level of success that you have.

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So we're hoping to deep dive into some of your secrets with us your electric burner sets and what's enabled you to get to this 200K mark in the first four months of your business and continue to have these crushing months and the pieces that you've leveraged.

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Before we get into all the wind stuff, though, I'd love to deep dive a bit into the pre the part-time Dorian, the guy who is sending us pictures of checks saying I love your podcast, thanks for this one.

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Guys Literally send us pictures of six and 10K checks.

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What was going on before?

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You were kind of part-time, right?

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Yes?

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So to kind of back up a bit, I was an industrial electrician out here and I'm like Charles Louisiana.

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I was working four 10s, so Monday through Thursday, 10-hour shifts.

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I was doing small service calls after work with Hays Electrical.

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After work from five to seven.

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Then on Fridays and Saturdays and sometimes Sundays I would be doing project work for Hays Electrical Timeout right there.

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But you've got a young family at home, yes, yep.

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So you were having to balance the moonlight, the part-time work and the family.

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I remember talking to you and you're into real estate and investing.

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I mean, you're a smart young man.

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The question I had right from the get-go is well, where does family fit in there?

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They didn't fit in.

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Unfortunately, I had to deal with it.

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It sucked Wow man.

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Right, that's on that formula.

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Yeah, please.

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Yeah, I wanted to say, Dorian, what is it when your priorities shifted?

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How did it feel, knowing that you were investing in the business and you said you were the one who had to deal with it?

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What did you mean?

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by that.

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So there's a topic that we often cover amongst ourselves is being our overwork and underpaid, and that was exactly where I was for probably two years honestly, started in 2021, all the way up to 2023.

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And being overworked and underpaid, thinking that I was investing in my business and doing everything that I could for my family.

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I really wasn't.

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First of all, I was overworked.

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I wasn't giving anything to my family.

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I was extremely, extremely underpaid.

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I was one of those guys.

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That also matter of fact, because most licensed electricians were charging $150 an hour.

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I was actually charging $75.

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I don't worry about it.

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Because I didn't consider myself a full company.

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I was like I'm just a guy doing this part time.

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I can't charge $150.

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So it's like I was working for it's like we weren't getting anywhere you know, wow, if you're watching this live in the Facebook group and you've ever felt this like overworked, underpaid, not charging enough, putting family to the side yet you're investing time to make extra money to serve them, it feels like.

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If you've ever felt that, let us know what a vulnerable moment, man.

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Thank you for sharing that.

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That's tough.

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So many people can relate to that.

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Myself, I've done that too.

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Joe, right At one point.

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You don't know what to charge.

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We're just out there hustling, doing what we know how to do, which is well, help electron flow right.

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Yeah, I mean, I remember being in a situation during where I was the same kind of same situation with you, where you're like, well, I can't charge this, I'm not a full person, I was undercharging myself because I didn't think I was a full electrician.

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I was like, well, a competent electrician that I've trained me, he would do it in this much time for this price.

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So how could I, 22 years old, do something?

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So I feel it I don't hit right to the heart when you said that.

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Yep, I can relate.

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Yeah, man, it was just one of those things and, honestly, I guess, leading up to meeting you guys, I want to you know, we Everything feeling that overworked and underpaid.

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I was just searching for a way to get out of my, my, my, my regular job because I knew that what I had.

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I had something, I had a skill.

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I had the mindset to offer A high level of service, although I didn't know what that looked like.

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I was out here, you know, looking at trying to get commercial projects.

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I was bidding on commercial projects and saying, as soon as I get that deposit, I'm quitting and I'm just going to hire as many people as many cruises I need, and you know, then we'll start as electrical full time.

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And boy did that change.

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So I'd have to look back at the old messages.

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But do you remember sort of like your first shift?

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That happened just from hearing us on the podcast.

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Yeah, so I want to say the very first time I saw you guys was actually it was Joe Joe adding me.

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I looked through his page, I watched his story and I remember him talking about you know, being on the spectrum and saying you know if, if you feel like you know, you're that person that no one ever understood, you know you come to the right place.

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You know those things really just being vulnerable and I was like, wow, an electrician who's speaking my language.

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Like the things that I want to give to my family and to my community, you know the things that I believe in being vulnerable, transparent and being genuine.

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I'll do that.

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I didn't know it.

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I honestly thought you guys were scam at first.

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To be honest, yes, finally, I love it.

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The pleasant peasant is a scam, after all.

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You heard it here first.

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You caught him.

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Something, something right.

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Dorian believed it.

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Okay.

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So so what made it real for you then?

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Where did we go from scam to savior?

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So I actually you guys, didn't.

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I reached out to Joe.

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First.

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I want to say I reached out and I say, man, I'm really interested in what you guys are talking about.

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And then you brought in Clay and said hey, I want to bring in some.

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I introduced you to someone and then Joe was like hey, clay, this is my friend Dorian, and you know that.

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That alone made me feel like why is guys calling me his friend?

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I was kind of I was like, oh no, I already know where we're going.

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They're trying to sell me something.

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But I started listening to the podcast and I was just like dude, there's no way.

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So I took a call with Clay and do from that point forward.

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I mean, I remember coming into it and Clay even told me that, hey, I don't know if we're going to be the right fit.

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And I asked why?

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And he says because you know residential support.

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We're teaching premium level service.

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And I had goals of being this big commercial electrician and I said wait, hold on, I don't care what I have to do, I want to be a part of this.

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So that means taking my mindset away from being commercial, industrial and coming into y'all's program or whatever it is that you guys have to offer.

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I want it.

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Any regrets, brother?

00:10:07.443 --> 00:10:12.684
Oh no, honestly I regret that I didn't do sooner Okay.

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We cannot ask for better lives than that, Dory.

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Thank you brother, Absolutely.

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Okay so.

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So first month you hit the ground running and honestly I think it's a program record at this point.

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But for someone to just start their business, because it was full time, like first full time month, and you jumped into our silver program with us, just made the jump A like was that decision hard for you and what was it that kind of helped you through that decision to decide?

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You know what I got to try this, so coming from 2022, where I only like throughout the whole year.

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I want to say I grossed under $40,000 working part time for his electrical.

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Right, and then 75 bucks an hour.

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Mind you, that's pretty good.

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Yeah, yes.

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So then coming into August, you know, after having a few calls with you guys, and decided to make that jump.

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I was very afraid to make that decision because I had never invested in myself like that before.

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I didn't know what to expect.

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We talked a lot about loss of energy theory and I mean it proved true.

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So coming into my first month, just taking action, action showing up, you know, we managed to gross a little under 63 K.

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That was just really getting our pricing right, having that real big mindset shift and introducing options.

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I remember when I ran options for the first time and it honestly blew my mind, you know I got asked what about it options?

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I'm sorry, I didn't mean to interrupt you brother.

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But I was gonna say, when you said options blew your mind.

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I'm pretty sure you spent enough sessions with me.

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Do you know that?

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When I start doing this, I'm like all right.

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So what about options?

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What was it that stood out so you said it blew your mind?

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Was there a specific situation where you're like you did something like what happened?

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So it was really the idea behind options and what we're offering to our customers, like giving them the complete control to choose how they invest.

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So, going into the first call that I ever did, presenting options, and I was nervous.

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I was like they're gonna think I'm doing this or being salesy or I'm trying to sell, you know, get over on them.

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Basically, and believe it or not, after the call they were like you know, I've never met you know electrician in our area who's as professional as you and who actually gives us, you know, the ability to choose how much you pay you.

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And from that point forward I was like just wow, all I've done is just implemented options and people are just already making the like, distinguishing me from everyone else in our area.

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So at that point forward, I mean I was 100% bought in, like what do I need to do?

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Where do I need to start?

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How can I just keep growing this thing?

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During those first few experiences with options, did you feel salesy at all?

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At first.

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At first I did until I got the feedback, which is part of the process anyway.

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That we have is getting that feedback from the customers, and after that, like I said, I really realized that we're doing this to help them.

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Yeah, I remember you telling one story about how a couple even got emotional because you were serving at that level.

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Yes, we sat at the kitchen table, man, and they were amazed by that.

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Just the small things, like just the fact that I'm here just being myself, truly here to help.

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I'm sitting at your kitchen table.

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You're asking me if I want coffee.

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We're just having a good time while I'm sitting here designing how we can help you, basically, and I'm giving you six options for you to choose, because, hey, it's not up to me, it's up to you and we're giving you the ability to do that.

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And the fact that I was that intentional is really what got them.

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It's like everyone we ever called to come over here.

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Just hey, we're just here to work.

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Here's one prize, yeah, whatever, we work and then we get out.

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We never talk to you again, but I'm over here and they're like man, you made me feel like family.

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Basically, that's what they told me and that's amazing.

00:14:48.089 --> 00:14:50.244
That's perfect man, beautiful, beautiful story.

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I appreciate that, honestly.

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Following that, we know that people kind of rise up and then usually there's a lull after, and that lull is now.

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They got to install everything they sold in month one.

00:15:00.965 --> 00:15:09.409
So fixing the first problem often in every aspect of business usually leads to the next.

00:15:09.409 --> 00:15:14.106
That's why Michael McCallowitz wrote this book called Fix this Next that we love so much.

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It's like okay, follow the bouncing ball, sales are fixed, now we're gonna install all this.

00:15:19.384 --> 00:15:35.346
But something incredible happened for you there and, if I can pre-frame this a bit, my personal feeling is you attracted then people from your network based on how much you believed in what you were doing now, and they too saw holy cow.

00:15:35.346 --> 00:15:43.285
This is different than anything else and we could be a part of this new and exciting way of taking care of people at a higher level.

00:15:43.285 --> 00:15:47.183
Would you agree with that and would you be able to elaborate a bit on what happened next?

00:15:48.080 --> 00:16:02.667
Yes, 100% agree with that, and I can say, just as a disclaimer social being or communicating a presence for myself was not me at all.

00:16:02.667 --> 00:16:05.308
I was the guy that wanted to stay home.

00:16:05.308 --> 00:16:07.105
I didn't talk to anybody.

00:16:07.105 --> 00:16:08.528
I have very few friends.

00:16:08.528 --> 00:16:11.407
People know me, but they don't know what I'm.

00:16:11.407 --> 00:16:13.427
No one knew that I was an electrician at all.

00:16:14.340 --> 00:16:20.342
Right, so like no silver spoon or super network that you could just leverage to get quick, quick wins here.

00:16:21.059 --> 00:16:22.024
No, no.

00:16:22.024 --> 00:16:31.788
But that being said, coming into this, I wanna say one of my biggest fears in going full time was lead generation.

00:16:31.788 --> 00:16:49.450
All right, so following that, taking parts of the program and like the service leads, now really getting off Facebook and just letting people know my why, my vision, what Haze Electrical is about.

00:16:49.450 --> 00:17:10.742
But, aside from Haze Electrical, what I'm about who I am and what I wanna do for me, for my family and for our community, and posting about that and people seeing taking pictures of me and my uniforms and doing the work and getting a van and all this and that people are like wow.

00:17:12.326 --> 00:17:21.222
I wanna be a part of that Because, as most electricians in our area work in the refineries, it's dangerous.

00:17:21.222 --> 00:17:26.827
I mean chemicals, I mean you guys know construction clay lumber from industrial, you know.

00:17:26.827 --> 00:17:33.624
I mean it's just one of those environments that people really wanna get out of, but it pays so well.

00:17:33.624 --> 00:17:54.986
But now that I'm bringing something to our community where people have the chance to get out of that and still make a living and probably even better living and we get to be ourselves and just help people Like that's our main honestly, we're a late, we have an electrical service company, but truly we're just building relationships.

00:17:56.388 --> 00:18:07.970
Wow, and focusing on that, focusing on that part, attracted my old boss, who called me and was like hey, matter of fact, he actually got laid off, to be honest.

00:18:07.970 --> 00:18:18.048
But the fact that I mean I know his network and I mean getting a job in our area with experiences, I mean you can get laid off and get another job in two weeks.

00:18:18.048 --> 00:18:27.526
But he called me and, being that this is my old boss, my old foreman, I asked him why do you wanna work for me?

00:18:27.526 --> 00:18:33.471
And most people have a hard time answering why I do.

00:18:33.471 --> 00:18:36.826
He actually answered it just like that.

00:18:36.826 --> 00:18:46.711
He said I believe in what you're doing and I believe in helping and that's what I wanna do, and I was actually kind of taking a back, you know.

00:18:49.037 --> 00:18:49.919
But I committed to it.

00:18:49.919 --> 00:18:59.135
I said well, if you can commit to helping, because that's what that's the vision, we just, we're just here to help, that one simple phrase.

00:18:59.135 --> 00:19:01.229
We're just here to help if you can commit to that.

00:19:02.531 --> 00:19:05.919
I said let's go Nice, man, nice.

00:19:05.919 --> 00:19:13.874
And so the month where we were expecting maybe an 18, 20 K month, a dip after the sales, to just install, install, install and fill the gaps.

00:19:13.874 --> 00:19:15.528
What was month two?

00:19:15.528 --> 00:19:18.211
It wasn't quite the same 63, but it was close.

00:19:18.894 --> 00:19:22.243
Yeah, it was roughly like 4850 ish.

00:19:22.243 --> 00:19:25.453
I want to say maybe I'm thinking, thinking about it.

00:19:25.453 --> 00:19:28.853
Yeah, around 50, 50 something, yeah Gross.

00:19:28.933 --> 00:19:29.074
Yeah.

00:19:29.074 --> 00:20:00.215
So I feel like we did the math on this, ended up being like 120 K in your first two months where that dip was the, or where we anticipated the dip didn't quite come, because you then attracted the next thing that you wanted, and this can't be understated, like I really got to pause for a second Just speak to this because so many people and we talked about it this week how you know we get worried when LSA and the call volume drops and how that's actually doing us a service because it's forcing us to put ourselves out there.

00:20:00.215 --> 00:20:02.913
And if we put ourselves out there, look what happens.

00:20:02.913 --> 00:20:18.035
As Dorian mentioned using, one of the first tools we give to our clients is service leads now, which I mean, dorian, maybe you want to explain it, but ultimately it's a two and a half or three page document of like no excuses, we've got work to do.

00:20:19.758 --> 00:20:20.239
Absolutely.

00:20:20.239 --> 00:20:22.632
You want me to kind of elaborate on my experience with it.

00:20:22.632 --> 00:20:23.654
Sure man, sure Hit it.

00:20:23.654 --> 00:20:31.507
So I can say within the last month or so our call volume did drop and it just so happened.

00:20:31.507 --> 00:20:37.450
Call volume drops when you know we have a good bit of work to support, you know the months coming forward.

00:20:37.450 --> 00:20:52.588
But when call volume drops and I'm not keeping up with sales, I got worried, keeping in mind we just got two vans, we have office space, a shop to a full install team and my wife just quit her job to come on board.

00:20:53.365 --> 00:20:54.329
Love the commitment, brother.

00:20:54.329 --> 00:20:56.146
By the way, love the yeah.

00:20:56.449 --> 00:20:56.891
I love it.

00:20:56.891 --> 00:20:59.433
I'm sitting here like you, make me so inspired.

00:20:59.433 --> 00:21:01.169
Just please continue.

00:21:01.505 --> 00:21:03.930
Yeah, I'm like dude, what am I?

00:21:03.930 --> 00:21:05.573
I mean call volume drop.

00:21:05.573 --> 00:21:08.818
Google LSA is one of our.

00:21:08.818 --> 00:21:11.954
I mean, you know, we get most of our call volume from Google LSA.

00:21:12.125 --> 00:21:15.996
You know, have a few networking opportunities and referrals and things like that.

00:21:15.996 --> 00:21:17.788
But we were getting.

00:21:17.788 --> 00:21:21.557
You know, you look at how many leads we get from LSA is way up there.

00:21:21.557 --> 00:21:28.144
So I sat down with my wife and I said, look, here's the thing.

00:21:28.144 --> 00:21:40.515
We're good, probably for the end of the year, but we had to sustain what we're doing in order to make this work and if we're not getting leads in, we're not selling it.

00:21:40.515 --> 00:21:45.836
We're not bringing in any income to pay the bills to be able to offer our services.

00:21:46.444 --> 00:21:58.150
So I went straight to we took a step back, went to the roadmap, went to marketing and looked at service leads.

00:21:58.150 --> 00:22:03.179
Now, which is one, is the first action item that we have in the program for marketing.

00:22:03.179 --> 00:22:05.730
I opened it.

00:22:05.730 --> 00:22:07.190
I just started at the top.

00:22:07.190 --> 00:22:19.469
My wife and I read through the complete thing and one of the first things we started with was Facebook Getting the complete.

00:22:19.469 --> 00:22:20.029
Literally.

00:22:20.029 --> 00:22:35.355
It's a step by step process on how to use leverage Facebook to create a presence and to build that, that image they attracts people to, which could eventually convert to leads.

00:22:35.355 --> 00:22:44.078
But in addition to the Facebook, everything in the service leads now is you can literally go step by step and saying if I have it done this, then I can do this.

00:22:46.608 --> 00:22:53.058
If you get all the way to the bottom and you still haven't found any work, and it's time to go to bed.

00:22:53.058 --> 00:22:55.061
Try again tomorrow, right?

00:22:55.061 --> 00:22:56.724
I love that.

00:22:56.724 --> 00:23:00.537
I mean, if leads is something you're worried about, just take action.

00:23:00.537 --> 00:23:04.176
That's all you get, and you've been taking action right.

00:23:05.207 --> 00:23:08.464
So networking groups what happened when you went to a network group?

00:23:08.464 --> 00:23:12.305
So, honestly, these last two weeks I've been doing a lot of work.

00:23:12.986 --> 00:23:22.000
So, honestly, in these last two weeks alone we've probably been invited to four different networking groups of like small business owners in the area.

00:23:22.000 --> 00:23:25.493
We became a member of the Chamber of Commerce in our area.

00:23:25.493 --> 00:23:31.457
There's something called the Southwest Economic Alliance for Small Businesses.

00:23:31.457 --> 00:23:42.873
We have established some relationships with them and, in addition to that, even though LSA has been super low, our call volume has been super low.

00:23:42.873 --> 00:23:46.798
We've managed to still hit 60K in sales this month.

00:23:48.640 --> 00:23:49.259
Love it, man.

00:23:49.259 --> 00:23:50.340
Love it Right on track.

00:23:50.340 --> 00:23:57.218
Something happened at the one network meeting too, which was super interesting to see your feedback on that.

00:23:57.218 --> 00:24:01.011
Do you know the interaction I'm talking about?

00:24:01.011 --> 00:24:02.035
How do I explain this?

00:24:02.035 --> 00:24:07.758
The one you surprised someone in the Chamber, I think, because you're so new and you had done so much already.

00:24:07.758 --> 00:24:07.984
Can?

00:24:07.984 --> 00:24:10.815
You describe that interaction a bit yeah.

00:24:10.884 --> 00:24:20.578
So we were talking Basically, I had this meeting and God was like basically bringing me through like what they have to offer.

00:24:20.578 --> 00:24:32.614
And you know, he was going down the list and every time he would say something like I kept saying I don't want to cut you off Like basically we were just checking the box, like everything he was saying.

00:24:32.614 --> 00:24:39.457
We were checking the box, checking the box, and he was like I mean, why are you here, like what do you need?

00:24:39.457 --> 00:24:50.320
I said, I mean honestly, I mean you started your company, like you started full time in August, and you're telling me that you already have, you've already grossed 200K in revenue.

00:24:51.205 --> 00:24:53.651
And I was like yeah, and he was like.

00:24:53.671 --> 00:24:58.058
So it seems to me like you're, you have your sales under control.

00:24:58.058 --> 00:24:58.949
So what do you need?

00:24:58.949 --> 00:25:04.253
For me, if money's not, if the income isn't an issue, sales isn't an issue.

00:25:04.253 --> 00:25:05.237
So what do you need?

00:25:05.237 --> 00:25:10.653
And I told him, are we end up getting to working towards?

00:25:10.653 --> 00:25:12.336
I just need the presence.

00:25:12.336 --> 00:25:13.479
I need help with that.

00:25:13.479 --> 00:25:16.630
I need to figure out where do I go, who do I talk to?

00:25:16.630 --> 00:25:24.919
What relationship do I need to make to really let the city of Lake Charles know that Hayes electrical is here to help?

00:25:24.919 --> 00:25:31.897
And he introduced me to the president of the commerce of the Chamber of Commerce.

00:25:31.897 --> 00:25:38.192
He introduced me to the president of their program and everyone.

00:25:38.532 --> 00:25:42.557
Basically, I had to, you know, kind of present our company to all these people.

00:25:42.557 --> 00:25:48.535
And everyone was just like wow, there's literally no one doing what you guys are doing.

00:25:48.535 --> 00:25:56.140
There's no plumbers, no HVAC, no, definitely no electricians who are doing what you guys are trying to do.

00:25:56.140 --> 00:26:16.356
You guys, three months in, I work with, we work with business owners who have three years, who's been running their business for three years, right, and who still have not had one, probably even a 200k year yet, and they have no clue about culture or talking about community presence.

00:26:16.356 --> 00:26:19.048
So it's unlike.

00:26:19.048 --> 00:26:22.654
Everyone's taken aback and they're like dude, like who are you?

00:26:22.654 --> 00:26:24.318
Where are you getting all this information from?

00:26:24.318 --> 00:26:28.416
Right Every time someone asked that.

00:26:28.416 --> 00:26:39.193
Because they're like dude, I know, like you didn't just come up with all this on your own and always have a tough time explaining it because it sounds too good to be true to be honest.

00:26:40.546 --> 00:26:41.830
Fair enough, man, fair enough.

00:26:41.830 --> 00:26:46.056
I could dig deeper, but I think we better.

00:26:46.056 --> 00:26:47.984
We better keep moving on to these top three.

00:26:47.984 --> 00:26:50.203
You already mentioned one the service leads.

00:26:50.203 --> 00:27:01.964
Now what would you say have been the other two like revelations you've had that have been enabling you to succeed and Act as if, honestly, because you've demonstrated a ton of confidence in just four months.

00:27:01.964 --> 00:27:13.569
You've done a ton, brother, and we tend to see that from a few people in our program, like like Edwin, who's shown so much faith and ended up with a few vans and stuff too over his first year Really a business, etc.

00:27:13.569 --> 00:27:20.258
What are the other couple of things that you feel have unlocked that for you and made this possible from our program?

00:27:21.666 --> 00:27:42.844
so, again really touching on options, and really, you know, like you said in the beginning, you know there's really five things, but trying to kind of sum it down into one, three, I'm always gonna talk about the mindset shift, but options would be definitely be next, because options was the first part of sales that I was introduced to.

00:27:42.844 --> 00:27:46.664
I Never saw myself as a sales person.

00:27:46.664 --> 00:27:57.592
I still don't see consider myself a salesperson because I truly had that mindset shift of what sales actually is and options introduced me to that.

00:27:57.592 --> 00:28:06.989
And then just running the play, learning to just take action, just show up present, not per present, over perfect, that was that.

00:28:06.989 --> 00:28:10.751
That'd be number two massive man, massive stuff.

00:28:11.810 --> 00:28:12.717
Can I take my first?

00:28:13.119 --> 00:28:13.845
yeah, please go ahead.

00:28:14.346 --> 00:28:23.325
I just want to say something that, dorian, you mentioned, something that I don't know if everyone picked up on, but I think it's incredibly important, in that you've been in business for just a few months.

00:28:23.325 --> 00:28:28.037
You've had amazing sales success, but at no point have you identified as a salesperson.

00:28:28.037 --> 00:28:35.798
That is everything to me right there, because it's not that better sales people get more sales.

00:28:35.798 --> 00:28:48.382
It's that better people attract more business, and what you've done is, instead of saying I'm gonna be a better salesperson, you've rallied, and everything you've mentioned is I just want to help, I just want to help.

00:28:48.382 --> 00:28:49.164
I just want to help.

00:28:49.164 --> 00:28:50.009
We're here to help.

00:28:50.009 --> 00:29:06.365
You're a good person who's become a great person, and the great person you are Deserves everything you've received, and I just want to stress how proud of you, in front of everyone who's listening, that I am truly, from the bottom of my heart, so proud of the person you've become.

00:29:07.367 --> 00:29:10.195
Thank you, I appreciate that, joe, you're welcome brother.

00:29:11.287 --> 00:29:15.285
There was just a couple other things that we actually have mentioned on other podcasts.

00:29:15.285 --> 00:29:17.953
I wanted to tie in here just because we're here with you.

00:29:17.953 --> 00:29:24.490
I wanted to congratulate you on the running the good neighbor play Last week.

00:29:24.490 --> 00:29:34.505
I think you had someone working on financing and you were like in the group yeah, I remember seeing a guy's I could do the good neighbor, but I don't know if I want to and a couple people were like do it, do it, do it.

00:29:34.505 --> 00:29:36.130
And I think Austin had said that.

00:29:36.130 --> 00:29:37.515
Or give me the address and I'll do it.

00:29:40.425 --> 00:29:43.131
Playing came up with a couple of good leads from that right.

00:29:43.151 --> 00:29:49.227
Yes, yes, so the thing about the good neighbor program, it was funny.

00:29:49.227 --> 00:30:05.160
Like you said, I was sitting there with a customer and I'm looking at the house behind me and I've never ran the play before, I've never done it, although I know that we need to right and I, like you said, texting the group, austin was in there like dude, just go do it now.

00:30:05.160 --> 00:30:07.016
Actually, I just took action.

00:30:07.016 --> 00:30:11.297
I just showed up, I went over to the house, knocked on the door and do.

00:30:11.297 --> 00:30:13.204
He came out, smile on his face.

00:30:13.204 --> 00:30:15.509
He's like dude, electrician, like dude.

00:30:15.509 --> 00:30:24.780
We're all like you need to go down this entire street, knock on everyone's door because we lose power over here, like at least six to ten times a year.

00:30:24.780 --> 00:30:35.457
And Then I, you know, I give him our car and everything because I don't mind you, I did all this without the door hanger, right, you don't need the door hangers to run the program present.

00:30:35.477 --> 00:30:37.374
Not perfect, that's it, amen.

00:30:37.374 --> 00:30:48.017
Oh yeah, we exchange information and then it's just funny because you know I'm getting back in my van and then here the neighbors come back out around the corner Stopping me in the van, waving so I get back out.

00:30:48.017 --> 00:30:55.326
I actually got Um two on the schedule from running the good neighbor program in a time when you know Call.

00:30:55.326 --> 00:31:00.538
While you dropped in, I was concerned with leads bam, running the play without door hangers.

00:31:00.538 --> 00:31:02.451
Two leads just like that.

00:31:03.384 --> 00:31:06.984
Do you think that you'll continue running the good neighbor program?

00:31:07.126 --> 00:31:07.911
Oh, dude, it's.

00:31:07.911 --> 00:31:09.803
I mean it's every single time.

00:31:09.803 --> 00:31:22.710
I mean, if you're not running it, I truly believe I'm Letting my team down when I don't Know that I could run it, and I'm choosing that too when we need the leads.

00:31:25.125 --> 00:31:29.935
Hmm, well, man, I want to let you know that you are laying down an incredible foundation.

00:31:29.935 --> 00:31:44.679
So, whatever Day-to-day challenges you face right, because we're all experiencing this emotional roller coaster in a business, but the reality is, what's happening is your exponentially growing your future, brother, and here's what's gonna happen.

00:31:44.679 --> 00:31:45.488
You ever heard this?

00:31:45.488 --> 00:31:58.759
Your network equals your net worth, and you've been building that network, and so long as you keep banging on every door around the one you're serving to, you're gonna get some knows granted, but I also know that everyone fears the no.

00:31:58.759 --> 00:31:59.765
And then what you just said?

00:31:59.765 --> 00:32:03.334
I mean, I laughed out loud because it's so the opposite of what we fear.

00:32:03.334 --> 00:32:06.412
Holy shit, god has given me an electrician.

00:32:06.412 --> 00:32:13.829
He is on the doorstep, and this whole block needs an electrician like no one expects that, but it happened to you, man, super proud of you.

00:32:13.829 --> 00:32:18.089
I've got one last question for you, knowing where this is going.

00:32:18.089 --> 00:32:28.539
It's a hard question, though what percentage of our sales process do you think you're actually doing to perfection the way we designed it?

00:32:32.145 --> 00:32:39.124
To be honest, of the sales process, I Truly don't even believe I'm at 50%.

00:32:40.549 --> 00:32:43.269
Okay, so what is the secret, then?

00:32:43.269 --> 00:32:50.952
That's working for you, even while you're just still working on this and building up to Getting all of it, getting all that value.

00:32:53.286 --> 00:32:59.297
My secret is really, really focusing on your why, starting there.

00:32:59.297 --> 00:33:05.578
If you don't have that, this is just gonna seem like when it doesn't work.

00:33:05.578 --> 00:33:20.071
You're not gonna understand why and people will understand your why because you don't know your why, people, you won't be able to articulate any part of this program Without knowing your why and what you want to do.

00:33:20.071 --> 00:33:23.126
Yes, you might be lucky you To be honest.

00:33:23.126 --> 00:33:27.535
The offer itself, I mean, it's amazing, right, people will buy that.

00:33:27.535 --> 00:33:40.941
But to to sustain this, to sustain what we're doing, you have to for sure have that mindset shift and truly buy into your own why, your vision.

00:33:42.731 --> 00:33:43.695
What do you think are the next?

00:33:43.695 --> 00:33:45.704
We just had a meeting yesterday, so it's pretty fresh in your mind.

00:33:45.704 --> 00:33:51.644
But what are your next steps in the sales process that you want to nail down and really get more confident?

00:33:51.644 --> 00:33:53.912
That so next?

00:33:54.212 --> 00:33:54.493
the.

00:33:54.493 --> 00:33:58.125
What we're being hyper focused on is doubling our leads.

00:33:58.125 --> 00:34:01.890
We have step-by-step goals.

00:34:01.890 --> 00:34:09.936
We have step-by-step goals that we're gonna be focusing on and we're starting with, you know, because we have a decent install team.

00:34:09.936 --> 00:34:15.215
We have, you know, our sales process kind of just, you know, going.

00:34:15.215 --> 00:34:19.628
We're just focusing on, in the beginning, doubling our leads.

00:34:19.628 --> 00:34:24.639
We're gonna focus on increasing our efforts on our on Facebook with service leads.

00:34:24.639 --> 00:34:36.755
Now we're gonna focus on Honestly with most people might not agree with this Angel eats and we're gonna be focusing on Running the good neighbor program every single time.

00:34:37.686 --> 00:34:41.097
You just open a can of worms, so why are we gonna use Angel eats?

00:34:41.699 --> 00:34:57.032
We're gonna use Angie's leads, because One thing that I found that I struggle with is really getting to articulate our price injections, which a lot of us do struggle with because we're premium service providers.

00:34:57.032 --> 00:35:03.695
Therefore, that comes with a premium investment, so we have to be able to guide our customers.

00:35:03.695 --> 00:35:07.992
Mind you, I said guide them, we're not trying to force them to go with us.

00:35:08.065 --> 00:35:13.494