Feb. 23, 2024

Ep 269 - Invisible Leadership, Innovation, and Qualifying Online With the Eddie Bros

Ep 269 - Invisible Leadership, Innovation, and Qualifying Online With the Eddie Bros
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Apple Podcasts podcast player icon Spotify podcast player icon

Edward Rivera and Eddie Cruz return to illuminate the potent fusion of personal passions and professional endeavors, spotlighting their journey in niche specialization within AI and technology. Their deliberate focus has not only bolstered profits but also fostered a vibrant company culture attracting top-tier talent, where innovation thrives alongside a commitment to quality and efficiency. This episode delves into the essence of effective leadership intertwined with the transformative influence of self-care, emphasizing the significance of physical, mental, and spiritual well-being in sculpting a resilient team and organizational ethos.

As we explore the intricacies of emotional intelligence and communication, exemplified by businesses like IonElectrical, we uncover the art of pre-qualification, strategic pricing, and refined sales approaches. This discourse serves as a valuable resource for those seeking to elevate their customer service acumen and personal growth journey. Join us as we embark on a voyage through the minds of two entrepreneurs reshaping paradigms and setting new standards in the business landscape.

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.servicebyelectricians.com

00:02 - Entrepreneurial Niche Strategy Conversation

10:19 - Importance of Self-Care and Leadership

17:01 - Emotional Intelligence and Personal Development

27:27 - Utilizing AI for Business Enhancements

31:40 - Pricing Strategy and Customer Communication

35:22 - Pre-Qualification and Customer Education

44:19 - Improving Communication and Sales Strategy

WEBVTT

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Hello, hello, hello and welcome back to yet another episode of Electricpreneur Secrets, the Electricians podcast.

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I'm your host, Clay Neumeyer.

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With me, as always, my esteemed co-host, Joseph Lucani, and we are the Electricpreneurs A couple of master electricians with business addictions, here and ready to serve, Serve, who Serve you.

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If you're an electrician out there looking to master your sales, simplify your pricing or deliver premium level electrical service, then you, my friend, are in the right place.

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On this podcast.

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This is no exception.

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We got some boys here that we have an interviewer chatted with in a while, that are back from episode three with Edward Rivera and Eddie Cruz.

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Oh my gosh.

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That one was titled Get Fired Up and Fire Yourself.

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We talked so much about some of the fundamentals of business really getting this stuff right, but also building up an enterprise and a culture that's actually culturally significant that people want to work for, and some strategies to do that.

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Well, today it's been a while, but we're going to get back to this with some more forward thinking, some innovation niching down to tie perfectly into this week and everything that these guys have been up to, which is pretty exciting stuff.

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We just thought it'd be pretty entertaining, Joe, first and foremost, how are you doing today, brother?

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Man, I appreciate you asking.

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I feel absolutely blessed.

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It's been a great day.

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The class was amazing.

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This morning I had an absolutely great time when you told me that we had this conversation on lock.

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I was really looking forward to talking to the Yetis.

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It's just one of those things where I'm feeling very grateful to be where I am, and I'm even more grateful to be working with someone like yourself.

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Awesome brother, I'm feeling good too.

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How are you holding up?

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today, absolutely Nothing but greats, man.

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Some days actually, it's more like five days a week you just kind of wake up and realize, hey, we're back to serving electric printers again Again.

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All the different ways that we receive praise and get to see results and get to help people with their challenges every single moment of it makes me reflect on how grateful I am for this journey and these guys who are with us.

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Let's get them introduced.

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Ion Electrical Team Size right around 10.

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Nitching down I think last time we spoke these guys were kind of doing construction service.

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I'm going to let them speak to this.

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But really exciting stuff for you guys.

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Eddie, join us.

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Edward join us, say hello.

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Let's get this conversation started.

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Let's go.

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Let's go.

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This is awesome man.

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I love the introduction.

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This is awesome man.

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This is, like I said, from a year ago, from my last conversation.

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A lot has changed, a lot has happened.

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It's a lot of exciting stuff.

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Me and Eddie are really excited to talk about all that.

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The last time we didn't even have an intro right, it was just a conversation.

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We literally, I think we were having a discovery call and we're like at the end wait, I think I saw an Edwards wall.

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You had foam on the back and I was like, wait, you got acoustic.

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What do you call those things?

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Backing.

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Yeah, acoustic backing behind you.

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You guys are like, yeah, we want to do a podcast someday.

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Here we are the second time, Edward.

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How about you, brother?

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How are you doing today?

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Doing great, like we were talking about before we got on.

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I couldn't be happier with everything, for many different reasons, but mainly because since then, with the foam and everything it's all kind of, there's a method to the madness and we're still working on that.

00:03:20.900 --> 00:03:26.390
We were literally just talking about that, okay, like we're nicheing down and you asked this question earlier, clay like how are we doing that?

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It kind of comes back to the video thing.

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The reason why we got the mics and stuff is we're going to be pumping out crazy amount of content that's just going to drive leads back to us for those specific things only.

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I mean, and then I was just telling Eddie, my brain's changing because we talk about this so much.

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Now.

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When I get up to speak it just comes just right away.

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It's like a word track that like I just just off the tongue now, but sound like an expert.

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You know what I mean.

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I guess I could say it.

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Joe, I see you going after that I got a time out right there, because we know so many people struggle with that exact thing Like when is it just going to feel natural than a word track for me?

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Can we just take a moment and give it?

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Give Joe, actually I'll let you run this one, but I see you pumped up.

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We're parallel.

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I mean literally like it was one of those things that I was going to ask an extremely similar question.

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I think it's really interesting that you are on the same page with that, but please tell us a little bit more about what made you want to do that the five things you.

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Originally what we talked about was the areas you want to niche in.

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I like that they're narrowing the focus but also generating more leads for it.

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Can you tell us a little more about that?

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Yeah.

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So you know, me and Eddie, like, the reason why we drive so much and I can tell you and Claire the same way is like we're just on the same wavelength where, no matter what we do, we're always trying to run it lean, efficient, high level, high quality, everything, everybody's premium, is our standard.

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So, with that being said, like same thing with the business and everything else, we're noticing like, oh man, like we're making the most money on these very particular ones.

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Oh, and it just so happens that we love talking about it on end, like in and out of work.

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We'll be over the weekend chatting about AI and technology and all this stuff and then it just, you know, just naturally threads into our business.

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And so that's what kind of motivated this whole thing.

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And I think what really was putting the final decision maker on there was two major things were happening.

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Eddie went out to a conference on behalf of ION, you know, just to level up again, you know, learn more.

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And at the same time, I entered this program called the Golden Sets 10,000 Small Businesses.

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The major theme of that is to identify a major opportunity that could elevate your business to the next level, you know.

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And so they run you through the ringer with coaches and mentors and long story short, me and Eddie.

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You know he calls me at the airport, he's heading back and we're on the phone.

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We're both excited.

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I talk, I go first and I'm like dude, I got this idea for like this, all this stuff smart home packages like it's going to help people save money, get off the grid, it's going to make them homeowners again, and we go to the Eddie goes dude.

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I love this.

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I literally have notes here saying almost the same thing, like I was.

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Like we got to put together like these packages, like custom made towards people's needs you know, meeting where they're at and so it was just wild and so we've been kind of just writing that way since then and we've just been trying to fine tune it and correcting course, you know to be brand ourselves.

00:06:22.649 --> 00:06:23.651
That was so crazy.

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I called them at the airport and my dude, I got, I got all his ideas, but I got these top three out of all the ideas are written down.

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I got these top three that we could implement realistically in the next month and dates and everything.

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And those top three were the exact same top three he had and it was just like insane.

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They was just like damn, okay, cool, like this is follows energy, this follows this wavelength and you know and the results are.

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You know, are the results now.

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So no, that's pretty awesome.

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And you know, it's also really cool how, like some people say and it's a frequently made quote at the fastest sinking ship as a partnership.

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But both Clay and I and you two eddies are exact opposite scenarios where you find the right person and it just elevates everything that you do.

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Like I wake up every day.

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I love what we do.

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It's hard work, but like I'm working with one of my closest friends in the world, we're genuinely helping lives.

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We're passionate about the things we do.

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I love I mean, you guys see, whenever someone talked about generators or options, I'm like so you know what?

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I'm happy that you guys get to experience that same kind of love and joy.

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I can truly be happy we have to touch on this for a moment longer, because I literally had this thought the other day I was driving down the road to pick up my daughter from the airport and I'm thinking about, like that expression, fastest sinking ship as a partnership.

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But that hasn't been our experience.

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It's probably why we're all here again, because you guys seem to have this too, and me and Joe, I mean, we met online.

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Man, you're the best thing I ever found online, brother.

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Yeah, I mean normally.

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I would say the same, but I did meet my wife online too.

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So like hey, you know it was.

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so.

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You know, the cool thing about that is, like, clay, the last year, when me and Eddie were on the episode three of your podcast that you were talking about finding, like finding your best friend partner, that's saying that shares the same way with you, like we talked about that the last time we were hopped on together.

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The next year, you know, when you're later, there's Joe I thought that's so sick.

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I just manifested it.

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You gotta tell me about this, because I was actually going to do this conversation to share with me.

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At that time it was like a month later, though that's how close that actually was.

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So I got this quote written on my board.

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I got this quote written on my board and it says if you're a great manifestor, you have to be careful what you think.

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And I, sirs, am a great manifestor Guilty as charged.

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But let me say one more thing here that I kind of left off.

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The reason, joe, that our I know for us especially, that our partnership works so good, is because we share a passion for this purpose, and so what that means is, every day, I'm not driven by guilt or a shadow of what you're expecting me to do, or, likewise, I trust you to do the things because you're passionate about this too.

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So there's never this moment of like well, a cross accountability that's in a negative or a shadow, if that makes sense like we hold each other accountable to do our best, but I would never, ever put it across you or think about you in a way that that you didn't do your best for our mission.

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If that makes sense and I think a lot of partnerships don't have that- and that it's a very mutual feeling.

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You know, it's one of those things where, like, we live on opposite sides, we live in two different countries, but I know every single hour of the day you're probably noses the same way.

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I think against the keyboard is mine.

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We were like we're going to grow this at every.

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In fact, literally this morning, when we had our morning meeting, I was like gushing over all the things that we're doing with our program, like we're implementing new lessons and we're having better recordings and we've got the app design, like all that great stuff, and I'm literally like high five and I'm over the screen because I feel so passionate about it.

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And I know you were the exact same way.

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So, if anything, the four of us seem like peas in a pod 100% man.

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Can I say anything better myself, In fact, you know where we hold each other accountable most.

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This is actually laughable.

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It's like lunchtime.

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Oh my God, hey bro, do you take your break?

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Hey bro take a break.

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You need a break, bro, like slow down brother.

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Hey, take some time right.

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You guys find that too.

00:10:29.225 --> 00:10:33.408
Yeah, oh yeah, because me personally I don't take lunch.

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Me personally, because I always find myself kind of, if I do take lunch I kind of slow down, I become kind of productive and that kind of gained that kind of.

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I kind of started not taking lunch for my last career when I was traveling a lot and working on industrial machinery where it's like everything's heavy and they're tight spaces.

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So if I had a heavy lunch, I'm not yeah, I'm not lifting that crazy heavy motor Like I'm not doing that.

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So I just naturally became not taking lunch.

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It's kind of easy for me to not, you know stop that time.

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intentional fasting.

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Yeah, basically, well, just like that's.

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That's a fun.

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I like to talk more about that a little bit, just because I was saying earlier about, you know, starting a Tommy Mello's book, and one thing I was took away from the podcast was, you know, he's like I did this major switch right, like you know, of, you know, health first, you know, and then Eddie has been helping me with that over the last couple of years and it's funny because I've been having a couple of my trade partners who have been going with me to the gym now, you know, and again Eddie takes that super serious and so they're asking me hey, I want to look like any cruise, like what is the workout he does?

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I'm like well, luckily enough he taught me the whole workout and and again.

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It's cool because I find myself and all of our other professional friends and, like you guys, you know we're all kind of sync, synchronizing, you know we're all coming together and and I love it.

00:11:53.034 --> 00:11:53.736
You know what I mean.

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It's it's very contagious and you know seeing you guys crushing it, it's the same way, man, we're watching you guys and we talk about you guys all the time like damn, they're out there just driving.

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You guys are just crushing it.

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You know what I mean.

00:12:05.139 --> 00:12:05.831
Like Vegeta.

00:12:05.831 --> 00:12:11.363
Goku, you see that picture where there's they're just fist pumping it, man, it's like you guys, man, Like exactly.

00:12:11.730 --> 00:12:12.494
I appreciate that.

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You know there's an expression for this.

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It's called invisible leadership and we use this phrase all the time of like, don't listen to what we say, watch what we do.

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It's one of our most important values.

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That's not even listed.

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Really is congruent speech and action, but it is one of our superpowers is like man.

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We don't wait long to take action on something.

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If we know it's the right thing to do, we just fucking move right.

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It's just time to go.

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And on, your health is where it matters most in invisible leadership, because no workforce wants to be preached about eating the fucking chips or going to the fucking gym.

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Excuse my F-bombs, but this is important, no no, this is super important.

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Doing the thing, leading by example.

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That's that invisible leadership piece that will impact your culture huge, just by leading.

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I mean, just just just go about just basic needs, like if your body is that healthy, how, and if you're in a position of leadership as a business owner, how do you expect to make good, healthy decisions for your business if you're not making healthy, good decisions for yourself?

00:13:14.418 --> 00:13:19.301
You know we only have this, this meat sack that we're in.

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We want to get one shot at it.

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Yep, take care of it.

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And I feel like there's a lot on the line too, like about, like the, with the team growing and people coming on, and it's like man, I'm not just doing it for myself and the kids and the wife, my friends, like all of our other employees and stuff too, like they all depend on us to show up every day right, like a hundred percent and give it our all.

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And I feel like it's my responsibility to you know, kind of like to put what, put the oxygen demands on first before you can help the person next to you.

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Like I gotta take care of myself, be healthy, make those decisions and be there for my team, you know, and so that's why I'm glad Eddie helps with me every day, like that he takes health so serious and and I take it for granted, and so the last year has just been taken a lot more serious.

00:14:01.149 --> 00:14:05.368
You know, I want to jump into a couple of things you guys said, which was first.

00:14:05.368 --> 00:14:10.893
It's like I've heard about the meat suit, but I've always believed that we're literally not even a meat suit.

00:14:11.450 --> 00:14:17.101
We are a bone mech piloted by a meat outside guy piloted by some goo in the top of your head.

00:14:17.929 --> 00:14:18.940
Like it's not even just a meat suit.

00:14:19.029 --> 00:14:36.059
You are literally a mech machine, that is being piloted by a pilot goo, which is really cool to think about and I love, eddie, that you're really into physical I always feel like, in addition, there's three pillars that we need to talk about, which is the physical health, the mental health and emotional health, and the spiritual health.

00:14:36.870 --> 00:14:55.395
Like, literally, when I start my day, yeah, there's a workout in the morning, but it's also intentional prayer time and it's also making sure that I'm grounded in what I want to do for the day, because, I mean, I don't know if you guys are fathers, but when your kids wake you up early in the morning and you're not already mentally and emotionally and spiritually prepared for it, you react differently.

00:14:55.395 --> 00:15:06.155
But even if you're not parents think about you have that ADM meeting or that seven, a meeting with your texts, and the one never cleaned out their van or they went through and they didn't order the material and pull it right.

00:15:06.155 --> 00:15:11.640
How you're going to react to that is going to send waves throughout your entire company culture.

00:15:11.640 --> 00:15:14.236
Did the boss yell at that guy in front of someone else?

00:15:14.236 --> 00:15:18.313
Well, was it because he didn't have a good breakfast and he was stuck in traffic because he didn't wake up on time?

00:15:18.313 --> 00:15:27.582
That's on you and we have to take ownership of that, because that's the invisible levers that people don't talk about, but it's the things that sink the most ships.

00:15:27.602 --> 00:15:28.587
Absolutely.

00:15:28.587 --> 00:15:47.022
And I think that knowing I think knowing where to draw that line to, and knowing your own self, like you can ask Eddie and the other team, like sometimes I'll wake up and I'm a lot of this in a bad mood and I'm like my team doesn't deserve this side of me, and so I'll literally send a text out group chat hey guys, I'm not sure what's going on, I'm in a bad mood, I'm not really in the right mindset to really kind of talk.

00:15:47.022 --> 00:15:50.111
Give me an hour and I'll be back and I'll go on a walk.

00:15:50.111 --> 00:15:54.783
You know, do some reflection, drink some coffee and it's like, all right, I'm ready.

00:15:54.783 --> 00:15:56.696
I'm ready to like be there for my team now.

00:15:56.696 --> 00:15:59.836
Like I'm there and I was trying to save them from that.

00:15:59.836 --> 00:16:00.298
You know what I mean.

00:16:00.298 --> 00:16:07.456
So I think, being aware of like, like, kind of what mood you're in and kind of being able to manage that and protect others from that.

00:16:07.475 --> 00:16:08.177
They don't deserve that.

00:16:08.177 --> 00:16:08.619
You know what I mean.

00:16:08.619 --> 00:16:09.581
They deserve the best view.

00:16:10.649 --> 00:16:20.339
I have to tie in the importance of what you just said to a philosophy that we kind of use and speak to sometimes, and it's this idea of like what it takes to get to the next level.

00:16:20.339 --> 00:16:40.394
And it's a ladder and there's three pieces to the ladder the first side rail is your personal development, the second side rail being your process and then the rungs being the people you add to it to help you up to that next level, and then you've got a big run to learn and get through all the challenges again before you're ready to climb right.

00:16:40.394 --> 00:16:50.634
But what you just said was so important to that first side rail that I don't think people have gotten this at the same depth from our podcast before, so I need to go into it for a minute.

00:16:51.115 --> 00:16:52.158
Let's do it, let's do it.

00:16:52.158 --> 00:17:00.826
I need to have the awareness to say I'm not in a good mood right now and my people don't deserve that Bingo.

00:17:00.826 --> 00:17:10.173
Most people that experience this, edward, are like I'm this person, I'm grumpy, I am negative all the time, I am a martyr.

00:17:10.173 --> 00:17:14.498
I am and they have all these identifier statements that are in their fucking heads.

00:17:14.498 --> 00:17:22.998
And what you just said is and that may have been you at times, you may have had those identifiers, but you're doing the work.

00:17:22.998 --> 00:17:28.958
That is personal development, the self awareness to say, hey, my team doesn't deserve this.

00:17:28.958 --> 00:17:30.394
Right now, I have a duty.

00:17:30.394 --> 00:17:31.473
I need to improve.

00:17:31.473 --> 00:17:39.792
I'm going to take a breath, I'm going to take a walk, I'm going to eat my fucking Wheaties, whatever that is, your team deserves that and it's a better you.

00:17:39.792 --> 00:17:41.955
And that's personal development.

00:17:41.955 --> 00:17:43.836
Most don't recognize.

00:17:43.836 --> 00:17:46.465
That's actually a skill, not an identity.

00:17:46.988 --> 00:17:51.019
No, absolutely, I totally agree and just not even beyond like your team doesn't deserve that.

00:17:51.019 --> 00:17:55.770
If you're in a bad mindset and you have a consultation, you have a consultation call coming up.

00:17:55.770 --> 00:18:07.298
That customer, that homeowner that's reaching out to, doesn't deserve that grumpy attitude either, cause guess what, you're not going to land that sale, you're not going to be in a position to show empathy of why they're calling you.

00:18:07.298 --> 00:18:08.413
How are you gonna help them?

00:18:08.413 --> 00:18:25.056
It just stems so much deeper when you had that self-awareness of your mindset and where you were at and you're kind of your process or your day-to-day how you wake up and go from, and you're kind of the task that you decided to set you up for the day.

00:18:25.670 --> 00:18:29.654
And how are you gonna lead a team to help them Exactly If you don't get that in check?

00:18:30.230 --> 00:18:37.134
Exactly exactly, you know what I mean, the beautiful part about it is it kind of spreads out in all directions, right?

00:18:37.134 --> 00:18:40.913
I, my conversations with my wife and even my kids are better.

00:18:40.913 --> 00:18:46.317
You know what I mean, like me and Eddie doing like role plays and just being better communicators, like just all around.

00:18:46.317 --> 00:18:48.696
That's why, again, going back to this, I'm so happy.

00:18:48.696 --> 00:18:49.973
Just, things are just in this.

00:18:49.973 --> 00:18:51.037
You know just good.

00:18:51.037 --> 00:18:52.573
It's good, it's all love, man.

00:18:52.573 --> 00:18:56.596
You know me becoming a better person and just better listener and all these things.

00:18:56.596 --> 00:18:59.535
It's like wow, who would have thought everything else around me gets better?

00:18:59.535 --> 00:18:59.875
Yeah.

00:18:59.895 --> 00:19:12.231
You know, there's something that I feel like we need to call into attention here that I think is a real deciding factor of why so many people choose to use you, and it's that the average man has the emotional capacity of a teaspoon.

00:19:12.231 --> 00:19:14.616
Like that's really all we have.

00:19:14.710 --> 00:19:27.994
It's like it's just this little tiny emotional awareness, that's it bro, and that is like 90% of men, even more so in the trades, and yet we're trying to appeal to homeowners on an emotional basis.

00:19:27.994 --> 00:19:37.813
So you see where the gap is, where it's like I'm trying to solve an emotional problem but I have such little grasp of my own emotions and what triggers them.

00:19:37.813 --> 00:19:43.516
How could you possibly solve their issues if you can't even comprehend your own?

00:19:43.516 --> 00:19:56.114
So the fact that you're able to say I recognize that I'm feeling this way right now they touched on saying, like you didn't drop an I am statement, but I'm feeling this way right now and my team doesn't deserve it.

00:19:57.369 --> 00:20:05.934
The reason why I'm good at what I do I mean other than my own inner gifts is the fact that I did years and years and years of therapy to learn who I am.

00:20:05.934 --> 00:20:09.915
Like I've been, I did therapy since like 2017, and on every day, every week.

00:20:09.915 --> 00:20:13.618
So the thought of saying do you understand yourself?

00:20:13.618 --> 00:20:17.960
You cannot control or influence anyone.

00:20:17.960 --> 00:20:25.657
Not that we want to control anyone, but the quote goes you cannot influence the feelings of others until you've learned to master your own.

00:20:27.190 --> 00:20:30.174
So, if you can't control yourself, how could you possibly influence others?

00:20:30.936 --> 00:20:33.896
Yep, dude, I'm gonna drop a weight here right now.

00:20:33.896 --> 00:20:35.795
I'm gonna rock the boat a little bit.

00:20:35.795 --> 00:20:45.898
This is gonna sound crazy, you got my floating tongue, I'm at a point where I don't wanna hire anyone on my team if they haven't done therapy, because of what that means.

00:20:45.898 --> 00:20:50.318
It likely means that they understand this fucking weight.

00:20:51.269 --> 00:20:52.663
Bro, normalize therapy.

00:20:52.663 --> 00:20:53.169
You know what I mean.

00:20:53.372 --> 00:20:55.334
Like normalize that shit, normalize it, something wrong.

00:20:55.830 --> 00:21:00.693
I love when my friends, bring it up because it's like, yes, but don't be afraid, let's talk about it, man, you know.

00:21:00.713 --> 00:21:01.405
I mean like it's crazy.

00:21:01.405 --> 00:21:02.733
It's actually funny enough.

00:21:02.733 --> 00:21:06.719
We talk about this, One of the newest members that we brought onto the team.

00:21:06.719 --> 00:21:16.000
He has his own business as a media business and he's going through that right now with a lot of head trash and talking about it.

00:21:16.000 --> 00:21:19.037
And I talked to him all the time saying, dude, you gotta switch your thinking.

00:21:19.037 --> 00:21:20.675
You gotta change how you view that.

00:21:20.675 --> 00:21:24.807
You're viewing something that's a very positive thing and you're viewing it in a negative way.

00:21:24.807 --> 00:21:28.579
Why are you gonna purposely view things in a negative way?

00:21:28.579 --> 00:21:35.439
Look at the silver lining of certain things and it's awesome to see him change.

00:21:35.439 --> 00:21:39.700
It's seeing that and having these talks with him every day.

00:21:40.690 --> 00:21:51.358
Yeah, so what I met him was in B&I, you know what I mean, and we immediately got in connected because one of the first things he says was let's, I want to dehumanize your business.

00:21:51.358 --> 00:21:51.820
You know what I mean.

00:21:52.211 --> 00:21:54.454
And I was like I like that and I was like I'll talk to that guy.

00:21:54.454 --> 00:21:57.916
And then of course he was in the media and I'm really into cinematography and all that.

00:21:57.916 --> 00:22:11.273
And next thing, you know, we're really connecting and we're doing one-to-ones and, like Eddie said, he brings that stuff up and again I'm the type of person where I'm just like I want to know about you, man so he's just spilling onto me all that stuff and I could just see.

00:22:12.576 --> 00:22:15.875
I could see like a lot of potential in this guy and I didn't know what it was.

00:22:15.875 --> 00:22:25.814
But I was like I want to work with him more and I started introducing him to the team and immediately everybody started loving this guy and it's just one of those things I wasn't expecting it.

00:22:25.874 --> 00:22:28.635
But an opportunity came up where we knew that he really needed a lot of help.

00:22:28.635 --> 00:22:32.615
I saw greatness in Chris man and I was like it's there, but he can't see it.

00:22:32.615 --> 00:22:33.117
But I can.

00:22:33.117 --> 00:22:35.517
And so I was like let's bring you on man.

00:22:35.517 --> 00:22:40.657
And it changed his life, like he was in this dead end job and, like Eddie said, he had a lot of head trash.

00:22:40.657 --> 00:22:52.961
And because me and Eddie are always doing personal development and always bettering ourselves, let's bring this guy in and, like I said, we're just dumping everything that we're learning, like we feel obligated to spread the knowledge right, spread the wisdom.

00:22:53.130 --> 00:22:56.897
So we're bringing them in and we're not asking for anything in return, just throw.

00:22:56.897 --> 00:22:58.856
Let's help you succeed.

00:22:58.930 --> 00:23:00.175
I want to make a millionaire out of you.

00:23:00.329 --> 00:23:01.816
I want to make a mid like we've heard before.

00:23:01.816 --> 00:23:03.375
I want to help everybody.

00:23:03.375 --> 00:23:05.878
And so he's been, and not alone.

00:23:05.878 --> 00:23:17.395
He's been crushing it for us, right, eddie, like he's been just, oh man, he's been such a powerhouse to the company and he's like the power of five people because we picked the right guy and we're literally pulling this greatness out of him.

00:23:17.395 --> 00:23:18.779
And I can see it, man, and it's great.

00:23:20.157 --> 00:23:23.805
I'm like chomping on the mic at this point because you're saying so much that like.

00:23:23.805 --> 00:23:26.167
I'm like, oh, I can grab on that, grab on that.

00:23:27.115 --> 00:23:40.730
But I really feel like you're almost like I feel, almost like you guys, like you're like a lever with a fulcrum in the middle, and on one side is the new trade and on the other side is the old way the trade was operated.

00:23:41.595 --> 00:23:50.750
The new trade is we advocate for therapy, we advocate for new, we push to things, we work on communicating, on service.

00:23:50.750 --> 00:23:57.510
Old technology was push it down, don't box it up, keep it to yourself, man up right.

00:23:57.510 --> 00:24:06.974
And it's amazing how, if you were operating in the old way, you would have looked at someone and been like you know what, maybe he's too similar to me, we're not going to match.

00:24:06.974 --> 00:24:17.329
But because you were emotionally aware you could see something in someone that they couldn't even see in themselves and Clay, like what would that do for someone in their loyalty to the company?

00:24:17.329 --> 00:24:30.321
Like, hey, you found this person and you saw potential in them from the jump and you put them under your wing and you brought them in and you said I believe in you, even if you don't believe in yourself, and you gave them a seat at the table.

00:24:31.326 --> 00:24:34.272
We had that conversation about emotional intelligence.

00:24:34.272 --> 00:24:37.106
Yep, we had that conversation just recently, yep, the other day.

00:24:37.106 --> 00:24:39.852
Because he says to me why are you, daddy, helping me so much?

00:24:39.852 --> 00:24:45.090
Like we literally coached him to land a $13,000 job that he was, what was he gonna send it?

00:24:45.111 --> 00:24:49.352
He's gonna say he's gonna send it for the thousand bucks or something like that.

00:24:49.352 --> 00:24:52.106
I do know you need to be selling it 13,000.

00:24:52.106 --> 00:24:53.451
He's so scared to send it.

00:24:54.153 --> 00:24:54.855
We ran a clinic.

00:24:54.855 --> 00:25:02.605
We have them run his numbers real quick and come up with that number it wasn't like fluffed up or anything, it was his real numbers and he didn't want to send it because he didn't think he was worth it.

00:25:02.605 --> 00:25:06.276
He sends it, gets the job, gets a 50% down deposit.

00:25:06.276 --> 00:25:08.342
So few weeks, you know, fast-forward.

00:25:08.342 --> 00:25:12.779
We're at a networking thing together and he goes bro, why are you guys helping me so much like not?

00:25:12.799 --> 00:25:13.904
that I would ever leave.

00:25:14.185 --> 00:25:16.075
He's like but aren't you afraid of me leaving?

00:25:16.075 --> 00:25:22.016
I was like yeah, you could, I was like, but I don't want you here just for a paycheck, like I want you here, because you believe in the vision.

00:25:22.016 --> 00:25:25.184
You're down to wake up every day and run this mission with us.

00:25:25.184 --> 00:25:30.196
You know what I mean, and so if I can eliminate that all these other worries that you have, you know.

00:25:30.396 --> 00:25:32.045
You know, cuz I know he's trying to get into a new place.

00:25:32.045 --> 00:25:35.904
I want to help him get there and if I can help him get there, that leaves all that other stress.

00:25:35.904 --> 00:25:40.817
He can focus on the mission that we have and he goes yeah, just so you know, I'm never leaving on an electrical.

00:25:40.817 --> 00:25:44.876
He's like I could be making millions and I'm still not leaving and I was like, see, right there, that's what I want.

00:25:45.526 --> 00:25:52.105
Here's the dichotomy our Greatest, our greatest success will be realized through the leverage of other people.

00:25:52.105 --> 00:26:00.353
Right and everyone's on this journey, as we've discussed with Maslow's hierarchy of needs, and if we help elevate people, there can be a lot of loyalty there.

00:26:00.353 --> 00:26:02.317
And you know what is it really?

00:26:02.317 --> 00:26:02.758
Forever?

00:26:02.758 --> 00:26:13.654
Probably not, statistically not, but I don't doubt that he'll give you his best for a while, as long as he possibly can on this journey, so long as they're aligned and in parallel.

00:26:13.654 --> 00:26:17.969
Because here's the dichotomy of Management versus leadership.

00:26:17.969 --> 00:26:26.750
As a manager, we need everyone to be replaceable and feel irreplaceable Mm-hmm as a leader.

00:26:27.112 --> 00:26:34.775
We need to invest in people so much that they could leave and do it themselves, but make it so easy for them to stay that they don't.

00:26:35.545 --> 00:26:36.027
Exactly.

00:26:36.307 --> 00:26:37.192
Yeah, I'm a percent.

00:26:37.192 --> 00:26:38.606
Masses.

00:26:38.606 --> 00:26:40.031
You said something really cool.

00:26:40.031 --> 00:26:42.500
I got to transition this humanized business.

00:26:42.500 --> 00:26:45.355
I love that he said that, because that's what I feel we do.

00:26:45.355 --> 00:26:54.029
At a time when and we're gonna get into the innovation side now at a time when AI is taken over and we start getting questions about well, should I have an AI?

00:26:54.029 --> 00:26:55.935
Yeah, I'm calling answering service.

00:26:55.935 --> 00:26:59.477
Should I have AI engage with my customers?

00:26:59.477 --> 00:27:01.904
Should I be doing less personal engagement?

00:27:01.904 --> 00:27:09.863
And we find that actually we're kind of like the old way sticks in the mud in this regard of like no.

00:27:09.863 --> 00:27:19.185
At a time when Everything's going to automation, we're still taking a strong stance for the humanized aspect and service as the highest form of Distinction.

00:27:19.185 --> 00:27:21.010
What do you guys thoughts on that?

00:27:21.571 --> 00:27:23.798
Oh, so I have strong feelings about AI stuff.

00:27:23.798 --> 00:27:25.778
Okay, let's hear it.

00:27:25.778 --> 00:27:27.507
So I Agreed.

00:27:27.507 --> 00:27:32.548
Obviously don't want automated calls, anything except because you definitely be human interaction for sure.

00:27:32.548 --> 00:27:53.808
But AI is such a good tool to use at any level your business that Right now, any any to any level of business, whether your big one or small one, you should be learning how to utilize AI, how to incorporate in some way In your business, whether it's used to kind of again, this is the email come in, uploads to your CRM or whatever you know.

00:27:53.808 --> 00:27:56.144
It's just something that it could do to help you streamline a lot of stuff.

00:27:56.144 --> 00:28:07.498
Or whether it's immediate response via text and just have them go through their processes, whether it's them sending them, sending you photos or whatever, or scheduling a phone call, and but it's just.

00:28:07.498 --> 00:28:14.252
It's such a great tool to use and benefit from because it's so early stages right now with AI.

00:28:14.252 --> 00:28:23.285
If you're not positioned to learn how to use it and and Surround and be comfortable around it, you're gonna be left off the races five to ten years from now.

00:28:25.510 --> 00:28:28.200
Yeah, I agree, I like what kind of kept going at anything is like.

00:28:28.200 --> 00:28:29.424
Use AI to enhance the customer experience.

00:28:29.424 --> 00:28:33.500
You know, I mean like what I said earlier time kills deals.

00:28:33.500 --> 00:28:34.505
So you know I'm not gonna say anything.

00:28:34.505 --> 00:28:37.795
We have a customer that I got to reach out to, where she's an introvert.

00:28:37.795 --> 00:28:40.451
She doesn't like to hop on a call.

00:28:40.451 --> 00:28:41.573
You know, I mean all that.

00:28:41.573 --> 00:28:47.520
She's not either talk through email and Texting, all that, and so I'm like I want to meet those people too, where they're at.

00:28:47.520 --> 00:28:48.008
You know, I mean.

00:28:48.008 --> 00:28:51.845
So it's like if they're, if they, if they just want to know, like my wife, I just want to know what price.

00:28:51.845 --> 00:28:53.865
I just want to be educated a little bit on some things.

00:28:53.865 --> 00:29:00.009
I want to be able to go to the website and quickly see kind of what to expect when you're working with Ion, or even maybe some Rough prices.

00:29:00.009 --> 00:29:02.178
You know, I mean, what the process looks like.

00:29:02.178 --> 00:29:03.924
Maybe you've got some common questions.

00:29:04.507 --> 00:29:15.382
I'm working currently on an AI chatbot that I'm teaching it to be an MIT graduate, harvard graduate In psychology, in in getting to the motive for people.

00:29:15.382 --> 00:29:22.106
You know, and I'm gonna, I'm gonna a fine tune the chatbot to ask those type of questions when you come to the website If you want to know more.

00:29:22.106 --> 00:29:25.434
It's not gonna be like these bullshit chatbots that we've seen before.

00:29:25.434 --> 00:29:28.048
I'm not talking about those Talking about it's.

00:29:28.048 --> 00:29:29.512
It's gonna feel authentic.

00:29:29.512 --> 00:29:41.996
You're gonna know it's a I, because we were transparent, but at the same time it's I want people to at least get what they're looking for really quick and I want them to feel like you know whether they left the website or they got to call with us, that they learned something and AI is gonna help with a lot of that.

00:29:41.996 --> 00:29:45.329
Like we can go on for hours, but, like what Eddie said, there's a lot of these menial things.

00:29:45.349 --> 00:29:51.785
Yeah because he gets things to the customer, you know they mean right away and I think that's because you have to think about it.

00:29:51.785 --> 00:29:55.193
What the the customer clientele you have nowadays?

00:29:55.193 --> 00:30:02.528
The common clientele was a generation that grew up with computers and technology, so you have to Connect with them as well.

00:30:02.528 --> 00:30:05.631
Alongside us, for the still older people, the generation what happened?

00:30:05.631 --> 00:30:15.936
A phone, traditional ways, but we also got to still, you know, benefit and try to attract those Customers and new homeowners that grew up in an age of all technology in the internet.

00:30:16.704 --> 00:30:17.628
Yeah, you grow up with them.

00:30:17.628 --> 00:30:22.025
By the way, just so you know like we will always have a person answering the phone.

00:30:22.025 --> 00:30:23.127
Oh 100 there are some.

00:30:23.127 --> 00:30:30.354
There are some tried and true old school things that you do not get rid of, that like 100 years ago they were still doing and they're still doing today that are trying to.

00:30:30.354 --> 00:30:36.345
I'm just saying Use what works with AI to enhance their business or else you're gonna get left behind everybody else is gonna be doing it.

00:30:36.345 --> 00:30:38.973
They're gonna be wondering how are they operating so efficient?

00:30:38.973 --> 00:30:39.807
You know what I mean.

00:30:39.807 --> 00:30:41.692
It's because AI gives you the power of 10.

00:30:41.692 --> 00:30:45.628
You know what I mean in many ways, so so I can.

00:30:45.648 --> 00:30:46.451
I completely respect.

00:30:46.451 --> 00:30:52.176
You're coming from there where you're like I'm using it like a tool in the places where a human could not do these things.

00:30:52.176 --> 00:30:58.969
So it's like I'm treating it like it's a robot using the things for mechanical work and streamlining effects.

00:30:58.969 --> 00:31:01.355
So totally fine there and you're good with the human aspect.

00:31:01.355 --> 00:31:07.589
But you said one thing that just kind of caught me and I wasn't able to quite get away with it, which was on your website.

00:31:07.589 --> 00:31:08.653
You have lists of pricing.

00:31:08.653 --> 00:31:10.086
What do you mean?

00:31:10.086 --> 00:31:10.307
Like?

00:31:10.307 --> 00:31:11.430
Can you tell me a little bit about that?

00:31:11.430 --> 00:31:11.611
Like?

00:31:11.730 --> 00:31:13.696
oh, I just want to have pricing listed.

00:31:14.246 --> 00:31:40.530
Oh, just like average prices based on certain installs is that way, when you, if they see those prices already, those average costs of what it looks like for a service upgrade, when you have a phone call, when you hop in the phone call with them, they're really kind of know what they're kind of here at that point sense of photos We'll get died a little bit deeper and there's kind of the less the conversation is, this has to go as long for you to get out there, get to do a consultation fee or whatever, or get them to lock in a schedule.

00:31:40.530 --> 00:31:47.314
Let's say, if they see average costs for a service upgrade on the honor price on our website, hey, I saw your average cost.

00:31:47.314 --> 00:31:48.317
That looks good.

00:31:48.317 --> 00:31:49.162
I want to move forward.

00:31:49.162 --> 00:31:49.805
How does it look like?

00:31:49.805 --> 00:31:51.952
Would you guys the process be hopping on the schedule?

00:31:51.952 --> 00:31:53.909
Fantastic, 50% deposit.

00:31:53.909 --> 00:31:56.474
Get you locked in the schedule, move forward and guess what?

00:31:56.515 --> 00:31:59.358
if they don't like the price, they're gonna, they're not gonna call you.

00:31:59.378 --> 00:31:59.865
You know what I mean.

00:31:59.964 --> 00:32:03.836
Like I was, I was probably gonna tell up to him on the phone anyways, but you know what I mean.

00:32:03.836 --> 00:32:05.327
So Something about that.

00:32:05.347 --> 00:32:06.251
Yeah, you can go deep into it.

00:32:06.291 --> 00:32:06.673
But yeah.

00:32:07.766 --> 00:32:15.275
Would you guys mind, because I feel like I actually have a very strong opposition stance to it and I don't mind if you guys entertain it, but like get me out for sure.

00:32:15.704 --> 00:32:37.664
So one of the reasons why I felt like my average was so high like I maintain a pretty consistent 80% close ratio Was because I didn't invite any pricing in the front but I was able to design options with a full range, from, like, the finest that money could buy to the most bare-boned basic someone could possibly come up with and, as a result, when you had something for everyone, they could get in at whatever level they wanted to.

00:32:38.586 --> 00:32:53.670
So when I think, when someone has an average price, I'm just gonna get a couple guesses and you tell me if I'm off on this, it could be like, hey, I want to get a panel change, I want to get a generator, I want to get an ev, like whatever it is they might look it up an ev charger.

00:32:53.670 --> 00:32:56.108
An average price, what's the range?

00:32:56.108 --> 00:33:02.718
Because you could get a panel with an neem, a 50 outlet, right underneath it and someone could call that a charging system.

00:33:02.718 --> 00:33:05.557
Or you could get someone who says you know what?

00:33:05.557 --> 00:33:19.617
I want to have a rapid charger, like there's even some prototype technologies where you could drive over a charger and have the wireless electricity carry it, like there is a lot of things that you can do, so I would one be able to create a range for that by all means.

00:33:20.701 --> 00:33:21.926
Let me try to work with you.

00:33:21.926 --> 00:33:24.487
So I think context matters.

00:33:24.487 --> 00:33:25.148
Right, you know what I mean.

00:33:25.148 --> 00:33:30.664
So all the things that you just said, the goal, and I don't think it's on the current website we just went live on the new version.

00:33:30.664 --> 00:33:44.265
We're gonna be fine tuning it, but basically we go over those things, we try to summarize it and again we're trying to use it as a tool where we're all about the bracketing right, like you're never gonna always get it exact, because that's where the phone console comes from, that's where the pictures come from.

00:33:44.265 --> 00:33:54.041
But we know our numbers, probably down to, like the dollar man, like we're we know our numbers tight and so when we give those ranges they're gonna be bracketed, like you said.

00:33:54.482 --> 00:33:55.426
Okay, you wanna charge a car.

00:33:55.426 --> 00:33:57.205
You're trying to do level one, level two.

00:33:57.700 --> 00:34:04.262
You're trying to just throw a plug like how, and it's gonna have all those explanations on there like again, if I'm on a call, be like hey, do you wanna go to our?

00:34:04.284 --> 00:34:04.865
website real quick.

00:34:04.865 --> 00:34:11.728
Yeah, okay, if you look on there as we're talking, if you looked at kind of what we have here, where do you see yourself possibly falling on here?

00:34:11.728 --> 00:34:12.693
Are you just trying to go a plug?

00:34:12.693 --> 00:34:18.644
Are you trying to go bidirectional, like which, where you know what, looking at it, I probably somewhere in the middle.

00:34:18.644 --> 00:34:19.760
I think I like level two.

00:34:19.760 --> 00:34:20.940
I'm not trying to be bidirectional.

00:34:20.940 --> 00:34:24.746
Okay, roughly in the past because we like to use social proof.

00:34:24.746 --> 00:34:26.885
Right, you know our past customers.

00:34:26.885 --> 00:34:35.561
They've paid on average, this sex amount, let's call it 10,000, to keep the numbers easy, okay, and then you shut it up and you just see, kind of, was that in there?

00:34:35.561 --> 00:34:37.228
Don't give a fuck number that they had.

00:34:37.360 --> 00:34:38.063
Cause everybody has it.

00:34:38.063 --> 00:34:39.427
I have it, you guys all have it.

00:34:39.739 --> 00:34:41.085
I don't try to predict your wallet.

00:34:41.085 --> 00:34:42.885
I don't try to sell you anything.

00:34:42.885 --> 00:34:44.346
I don't try to force anything on you.

00:34:44.346 --> 00:34:48.545
I just wanna see if it even makes sense For us to go on a second date.

00:34:48.545 --> 00:34:50.887
If 10,000 to you, we get it all the time.

00:34:50.887 --> 00:34:52.644
You know what I was expecting more.

00:34:53.059 --> 00:34:54.025
Okay, that's great.

00:34:54.025 --> 00:34:56.108
Do you mind if we kind of dive deeper into this?

00:34:56.108 --> 00:34:57.786
And we have a lot of questions?

00:34:57.786 --> 00:35:01.166
We try to ask to get to that motive where we could get it down to the dollar.

00:35:01.166 --> 00:35:09.869
And it says we're gonna send you an actual detailed quote now, but we wanna find out right from the jump if it makes sense to keep going, cause sometimes it does it.

00:35:09.960 --> 00:35:12.608
Sometimes they're like I only had like $500.

00:35:13.148 --> 00:35:13.590
You know what?

00:35:14.019 --> 00:35:14.161
God.

00:35:14.201 --> 00:35:18.007
I could have just wasted it A lot of time driving out there spending windshield time.

00:35:18.007 --> 00:35:21.364
I would have wanted to know right away, just real quick Does it make sense to give them the details or not?

00:35:21.626 --> 00:35:22.509
Go ahead, clay, you can tell.

00:35:22.509 --> 00:35:29.728
I just wanna give just a little bit of context, because this is a really healthy debate that a lot of people have in their own head, even right.

00:35:29.728 --> 00:35:40.869
So on one side we've got IonElectrical, who is essentially pre-qualifying a bit by using website, and you are I will give you a huge benefit here.

00:35:40.869 --> 00:35:47.927
Congrats for actually trying to educate them and ask brilliant questions at that time, because we believe in educating people.

00:35:47.927 --> 00:35:50.965
That's what we do, too, right in our process.

00:35:50.965 --> 00:35:59.523
The difference is that we actually invest in people and consider the pre-qualification, the fact that they reached out to us in the first place.

00:35:59.523 --> 00:36:01.706
So it's just a different timing.

00:36:01.706 --> 00:36:16.864
But as a result, anyone who even shows any remote interest in us gets to experience our service and absolutely we invest windshield time and as a goal, like Joe, achieved 80% conversion.

00:36:16.864 --> 00:36:17.606
Still on those.

00:36:17.606 --> 00:36:19.041
Go ahead, joe.

00:36:20.181 --> 00:36:26.364
So one big example that comes up is let's say, we follow that same logic, right, and we're like, okay, I want my charger.

00:36:26.364 --> 00:36:30.583
I feel like that would almost hamstring us to an extent, and let me explain how.

00:36:30.583 --> 00:36:35.067
So let's say, you tell them you've got a range between $500 and $10,000.

00:36:35.067 --> 00:36:36.945
Well, obviously it's a pretty big range.

00:36:36.945 --> 00:36:39.445
No one may not know where they're gonna be at, but you can be tired, right.

00:36:39.907 --> 00:36:42.559
I don't wanna mean to interrupt you, but we have bracketing, so there's actually a middle one.

00:36:42.559 --> 00:36:43.945
There's those three options.

00:36:43.945 --> 00:36:45.184
Everybody likes to have the three.

00:36:45.699 --> 00:36:48.126
So that's because I wanna say we don't have big swings like that.

00:36:48.260 --> 00:36:53.684
Yeah, I just wanna make sure we're keeping it close to what we actually do For the sake of accuracy.

00:36:53.719 --> 00:36:59.284
The reason why I had brought it up was there were specific situations that have come up for me where I remember.

00:36:59.284 --> 00:37:09.505
One great example was a bed and breakfast we had done work for, where the customer came by and said I'm looking for a price, like over the phone, I wanna know how much it's gonna cost for you to replace two outlets.

00:37:09.505 --> 00:37:13.125
That's all it was, that's all they qualified it for.

00:37:13.125 --> 00:37:17.025
Right Now, normally people would be like, well, what's an outlet gonna cost?

00:37:17.025 --> 00:37:19.987
Anywhere between $150 to $450, somewhere around that?

00:37:19.987 --> 00:37:21.451
Right, we didn't do that.

00:37:21.451 --> 00:37:25.945
Instead, we said, well, I'll be happy to come on out, we'll do an evaluation, we'll see what's required, and that's gonna be that.

00:37:27.219 --> 00:37:34.164
While we were on site, we found out that there was aluminum wiring and we found out that he had a 400 amp service that was extremely old.

00:37:34.164 --> 00:37:38.346
We found out that he wanted five charging systems, five Tesla charging systems.

00:37:38.346 --> 00:37:41.467
We found out that they actually wanted generator backup.

00:37:41.467 --> 00:37:46.028
Now we went from a $300 to $400.

00:37:46.028 --> 00:37:50.666
Call that if we had given him a price over the phone, he was very, very strict with his money.

00:37:50.666 --> 00:37:52.786
He had it, but he was very, very strict with it.

00:37:52.786 --> 00:37:59.588
He may have very well declined us, but by us being there and investing in the company, investing in, like the customer, and learning about them.

00:37:59.588 --> 00:38:03.762
We ended up landing a 30,000 plus job, so go ahead.

00:38:04.739 --> 00:38:04.880
Yeah.

00:38:04.880 --> 00:38:07.228
So I would say I think part of that too.

00:38:07.228 --> 00:38:13.668
Again, that's why the being a good communicator is key, Cause I wouldn't just tell him the price.

00:38:13.668 --> 00:38:15.952
I'd probably want to figure out, like why are you getting this?

00:38:17.344 --> 00:38:26.923
Yeah, way before the job and the money, or if they talking about the money, yeah, yeah, if you don't mind me asking and then really pulling more information out of that, I'd do it all the time.

00:38:26.923 --> 00:38:28.208
Do it at home depot.

00:38:28.208 --> 00:38:36.184
I literally sold a site visit I'm gonna do for my doctor when I had an anaphylaxis reaction and I was at the hospital my throat was closing up.

00:38:36.184 --> 00:38:37.563
Hit me with the EpiPen.

00:38:37.563 --> 00:38:39.164
He sees my bag over there.

00:38:39.164 --> 00:38:40.003
He sees the logo.

00:38:40.003 --> 00:38:47.467
Cause I just got off work and we're just talking and next thing you know, I find out he's really into technology, I find out he's really into saving energy.

00:38:47.768 --> 00:38:48.168
You know what I mean.

00:38:48.168 --> 00:38:51.326
I got a whole bunch of information from him, just from the spirit of conversation.

00:38:51.326 --> 00:38:54.146
Next thing, you know, he asked me well, how much does it usually cost?

00:38:54.146 --> 00:38:55.885
I can never usually find it like anywhere.

00:38:55.885 --> 00:38:57.804
Well, on average we charge this much.

00:38:57.804 --> 00:38:58.367
He goes actually.

00:38:58.367 --> 00:38:59.141
You know what I was expecting?

00:38:59.141 --> 00:38:59.784
Like way more.

00:38:59.784 --> 00:39:00.501
He goes.

00:39:00.501 --> 00:39:02.021
You mind coming out, Of course.

00:39:02.021 --> 00:39:04.963
Of course I don't mind coming out Like let's dive into it.

00:39:04.963 --> 00:39:09.083
I was able to do all that from a hospital bed just because I was.

00:39:09.083 --> 00:39:15.068
I've been training myself to have really rich, deep conversations, to pull all that out just from the conversations.

00:39:15.068 --> 00:39:25.309
Of course I want to go to your house, but I just want to first find out like not even just price, If you're being an asshole to me on the phone, I protect my time and I protect my guys' time.

00:39:25.309 --> 00:39:28.322
So there's a lot you can get just in a few minutes of conversation.

00:39:28.322 --> 00:39:29.467
The approving time.

00:39:29.639 --> 00:39:31.021
I'm not saying what you're doing is wrong cause.

00:39:31.121 --> 00:39:33.128
I love you guys and I want to incorporate what works.

00:39:33.128 --> 00:39:33.961
You know what I mean.

00:39:33.961 --> 00:39:40.382
But I think there is something to the transparency you know what I mean when it comes to it, and there's context matters man a lot.

00:39:40.382 --> 00:39:41.646
You just don't throw numbers out.

00:39:41.646 --> 00:39:48.528
And then the other thing I was saying too is we believe in the same thing too, where people they don't just buy right away.

00:39:48.528 --> 00:39:53.181
You know, at least I don't I do lots of research, I go visit websites, I read reviews, you know.

00:39:53.201 --> 00:40:09.648
So, with the website being used as a tool, I'm going to be pumping out, like I said, the content, because when they choose to call us right away, like you said, clay, I see that I was already as a qualifier and I want the people to call us, because the guy was like I'm really thinking about getting an EV and he types in you know, how do I choose the right EV?

00:40:09.648 --> 00:40:10.824
How do I pick the right whatever?

00:40:10.824 --> 00:40:16.027
I want my blog to show up, I want him to click on it, I want him to be educated and get hyped about it.

00:40:16.027 --> 00:40:21.884
Because I answered all those questions and then I wanted to fill out the form to call me, because when he calls me now, the calls a lot shorter.

00:40:21.884 --> 00:40:22.847
It's a lot more efficient.

00:40:22.847 --> 00:40:28.144
We can get right to his specific needs and I don't really have to answer all those little common universal questions that they have.

00:40:28.505 --> 00:40:29.469
And I'm going to do that with video.

00:40:29.469 --> 00:40:30.838
I'm going to deal with blogs.

00:40:30.838 --> 00:40:34.547
That's why I'm the doctor of electricians, because I'm going to subscribe electrical solutions.

00:40:34.547 --> 00:40:37.123
So I don't care if you don't call me right now or a year from now.

00:40:37.123 --> 00:40:39.983
You're going to call me when you're ready, because I help you get there.

00:40:41.161 --> 00:40:43.047
That's just the way I see it, the philosophy with it.

00:40:43.931 --> 00:40:47.217
It's amazing because I feel like we truly are running a parallel.

00:40:47.217 --> 00:40:49.943
We want to get to the same location.

00:40:49.943 --> 00:40:56.592
We want to get to that same location for the same reason and we want to help and educate our customers along the way and make them Feel human.

00:40:56.592 --> 00:41:00.989
We're just not in agreement on giving them the price up front, and that's okay.

00:41:00.989 --> 00:41:02.012
You know what I mean.

00:41:02.012 --> 00:41:10.150
It's one of those things where I respect what you guys are trying to do, and I love the fact that you can have a rich conversation while getting an epi-pen to the thigh.

00:41:10.150 --> 00:41:15.264
I can't help you.

00:41:15.324 --> 00:41:16.949
I genuinely love this stuff.

00:41:16.949 --> 00:41:22.534
You know I mean people, and I don't want people who I'm talking to would have feel that the same energy you know they mean, like when you call me.

00:41:22.534 --> 00:41:24.942
I want you to call me because you're looking for this thing that you want to do.

00:41:24.942 --> 00:41:28.992
You're not calling me because and maybe you are window shopping, but I'll be able to find that out right away.

00:41:28.992 --> 00:41:31.449
There's nothing wrong with that, because I'm never trying to sell you anything.

00:41:31.449 --> 00:41:32.733
I just want to find out.

00:41:32.733 --> 00:41:35.322
Is this a relationship that we should continue?

00:41:35.864 --> 00:41:38.114
and if it is, let's come out, let's take a look.

00:41:38.155 --> 00:41:40.269
I don't mind taking pictures, we're gonna find tooth comb.

00:41:40.269 --> 00:41:41.795
I mean, eddie got a job because of that.

00:41:41.795 --> 00:41:45.561
He Talked to him on the phone, did the phone consultation.

00:41:45.561 --> 00:41:46.224
He loved it.

00:41:46.224 --> 00:41:47.090
I told that you know what.

00:41:47.572 --> 00:42:00.150
I have the responsibility not to keep that going so when I get out there now, I'm gonna give him that white glove service answer all his questions, answered as much as possible and we got an email saying man, I just loved everything from the phone consultations to when Edward came out.

00:42:00.150 --> 00:42:07.262
We were way more expensive but because Eddie kind of got him pre-qualified with all those deep, deep level questions, really good.

00:42:07.710 --> 00:42:09.074
It's exactly.

00:42:09.074 --> 00:42:10.757
It wasn't too much about the pre-qualifications.

00:42:10.757 --> 00:42:12.181
It's like hearing him out.

00:42:12.181 --> 00:42:16.679
Listen to him, just Shutting the fuck up and just listening to him speak.

00:42:16.679 --> 00:42:22.161
Let him let the ask the right questions, let him pour out why is he getting the span smart panel?

00:42:22.161 --> 00:42:22.463
Why?

00:42:24.657 --> 00:42:24.737
Yeah.

00:42:26.494 --> 00:42:28.012
It's like he just Exploded it.

00:42:28.012 --> 00:42:29.637
Well, I want to find out all his details.

00:42:29.637 --> 00:42:32.193
As far as, like you know, why am I electric bill so high?

00:42:32.193 --> 00:42:33.237
And it's another dog man.

00:42:33.237 --> 00:42:35.362
Well, how high has your electric bill been?

00:42:35.362 --> 00:42:37.936
Well, I've been paying this much damn real shit.

00:42:37.936 --> 00:42:38.938
How long you been paying that?

00:42:38.938 --> 00:42:40.422
I can't believe it.

00:42:42.233 --> 00:42:44.362
Empathizing give you an ROI immediately.

00:42:44.864 --> 00:42:46.269
You know, I mean what do you mean by that, edward?

00:42:46.510 --> 00:42:49.449
Let me, let's give you mind if we get into it, can I, can I get technical with you real quick?

00:42:49.449 --> 00:42:53.740
There's a lot of people don't like that, by the way, sometimes they get glossy eyed, so you got to ask permission.

00:42:53.740 --> 00:42:58.210
Sometimes Can I get technically real quick yes, okay, let's go, and then you start getting into it, you know I mean.

00:42:58.210 --> 00:43:04.320
So again, it's all about kind of leading that conversation, but also not sort of went up on them and I don't know there's a whole philosophy that needed.

00:43:04.349 --> 00:43:08.840
He just died died, died as much as possible, because that we care about the most above everything else, yeah.

00:43:08.900 --> 00:43:10.612
Yeah, yeah, no, I love that.

00:43:10.612 --> 00:43:21.465
It's a good way of viewing it is you're educating to enhance the relationship, not to detract from the relationship, by you understanding the authority and the professionalism I have.

00:43:21.465 --> 00:43:25.659
That's based in a strong Understanding of education and technology.

00:43:25.659 --> 00:43:31.099
I can use that expertise to serve you, but I'm not saying it so you think better of me.

00:43:31.099 --> 00:43:36.829
It's so that you can visualize what's in your future and in your potential of your home with your family.

00:43:37.170 --> 00:43:38.456
No, it has a lot of your in there.

00:43:38.576 --> 00:43:41.516
Yes, yes, you, you guys pick up on there.

00:43:42.130 --> 00:43:43.751
Your story is not about us.

00:43:43.751 --> 00:43:45.905
We can brag about ourselves all day long.

00:43:45.905 --> 00:43:46.902
It's about you.

00:43:46.902 --> 00:43:48.181
All day long it's about you.

00:43:48.181 --> 00:43:50.329
We want to make sure we get that to a tee.

00:43:51.052 --> 00:43:51.733
And, but I want to.

00:43:52.034 --> 00:43:57.032
I want to bridge that gap though, like you were saying, because it's not that like we disagree with anything you guys are doing.

00:43:57.032 --> 00:44:01.275
If anything, our problem is, you know, it's just two of us.

00:44:01.275 --> 00:44:05.329
Like when we grow our team, when our guys are out there, I want them to sound like you guys.

00:44:05.329 --> 00:44:07.929
I want them to have that like being able to go in there.

00:44:07.929 --> 00:44:15.909
We got this doing this job and all of a sudden they're hey man, all of a sudden they're bringing in way more money now because they were able to use the tactics that we've seen you guys teach.

00:44:15.909 --> 00:44:17.195
Yep, you know, I mean.

00:44:17.195 --> 00:44:19.947
So I see it almost as a compliment to our system.

00:44:19.947 --> 00:44:30.757
Like we're handling it, I feel great on one end, but if I'm being honest, there's this other side that we're really lacking on, and then that that's having that continuity across the team, and we just don't.

00:44:30.757 --> 00:44:33.389
I feel like we don't have the resources or the strategy.

00:44:34.211 --> 00:44:35.094
And I'm like me and Eddie.

00:44:35.114 --> 00:44:43.449
We're always want to learn, so that's why we love you guys so much, because I can't wait to bring you guys into the fold, because you guys are gonna boost that like crazy on that side, you know.

00:44:43.449 --> 00:44:51.335
I mean, and that's the part where I mean Eddie, we don't have egos, man Like we're all about bringing all the best people, all the you know and you guys are forever student you guys are like brothers to me.

00:44:51.335 --> 00:44:55.001
You know, we don't know the other person, and so I told you you can't escape our love.

00:44:58.692 --> 00:44:59.315
No, absolutely.

00:45:00.934 --> 00:45:02.070
Sorry, I didn't want to cut you off.

00:45:02.813 --> 00:45:04.077
But I was like again, just quick.

00:45:04.217 --> 00:45:15.045
Just one of the things that's important to always recognize is, like Five days a week we go live, we spout off information based on our experience and what our clients are experiencing.

00:45:15.045 --> 00:45:16.753
We know the wins that we have.

00:45:16.753 --> 00:45:33.152
We know the reasons why for everything, because Joe is so absolutely beautifully gifted at Having a why never just saying something, but a why and so what also is important to Recognize, though, is what you're saying is is not De-faced at all.

00:45:33.152 --> 00:45:35.498
Right, like I'm not looking at your books.

00:45:35.498 --> 00:45:42.014
If you guys aren't having a call booking rate issue, then I wouldn't suggest changing anything anyway.

00:45:42.014 --> 00:45:47.405
Like, every business needs to also recognize how their KPI and those bottlenecks work.

00:45:48.130 --> 00:45:55.559
Just because we have a disagreement on when to qualify and how we're doing that Doesn't actually mean there's a change required there.

00:45:55.559 --> 00:46:13.793
If I can just say that now, if we're on here and you're holding to that and at the same time you're telling me I got a 20% call booking rate, we can't get anyone to the house, we're not getting the right calls, so I'm gonna dial up SEO to get more of those leads, so that, like that would be a different thing and it would be kind of like, but if that's not the problem?

00:46:13.793 --> 00:46:14.556
It's not the problem.

00:46:14.556 --> 00:46:15.878
Sorry, I had to throw that out.

00:46:16.039 --> 00:46:19.996
Oh no, no, you're fine, I was just just continue to add on with the.

00:46:19.996 --> 00:46:25.769
What Eddie was saying is just, you know, that was the other no, honest, like we want more.

00:46:25.769 --> 00:46:31.184
We want everybody that's on site to kind of start think and talk the same as both me and Eddie.

00:46:31.184 --> 00:46:39.164
When we have all, when we talk On the phone with with customers, you know that way is just continuity as everybody's on the same mindset, able to talk in again.

00:46:39.164 --> 00:46:40.905
They'll do what you did, joseph.

00:46:40.905 --> 00:46:43.835
You went on site and found other things wrong.

00:46:43.835 --> 00:46:48.324
It's oh my god, you know, and just extrapolate more and turn a small project into a large project.

00:46:48.951 --> 00:46:54.492
I want all electricians to be like that and we just don't have the capacity or the strategy likes to be something like that, you know.

00:46:55.257 --> 00:47:08.349
I honestly think there's one major reason why and you know it circles back to the emotion again because so many people have view of sales as Something that's bad and it's something that they think they're doing to someone.

00:47:08.349 --> 00:47:12.038
I've always believed that sales is doing it for someone.

00:47:12.038 --> 00:47:22.458
Like if I were to go into your home and, as a professional, I noticed that something was either unsafe or I noticed something that could be enhanced, would it be wrong of me to at least let you know about it?

00:47:22.458 --> 00:47:25.117
It's like obviously people are gonna say no.

00:47:25.117 --> 00:47:39.557
Like like I came to your home, eddie and Edward, if I came to your homes and I were like, hey, I recognize that there's a piece of technology that could either save you money or enhance the quality of life or make you more comfortable or give you more time, were you gonna kick me in the chest for telling you that?

00:47:40.199 --> 00:47:45.090
No, but so many tax have this feeling of like you'd be thanking me right there.

00:47:45.090 --> 00:47:46.114
You'd say like, thank you for that.

00:47:46.114 --> 00:47:53.248
But so many tax have this feeling of if I give you a number, they'll see me as trying to sell you on something.

00:47:53.248 --> 00:47:58.108
And I just want to create that break and say it's not you trying to sell.

00:47:58.108 --> 00:48:08.253
I Love creating options, but because it educates and expands the level of professionalism, but also it really underlines I'm here to serve you.

00:48:08.253 --> 00:48:12.360
I could not have offered six options if I didn't know your why.

00:48:12.360 --> 00:48:16.677
But I didn't know your family, if I didn't know what you were doing in the future, why you're doing it.

00:48:16.677 --> 00:48:17.820
Why does it matter?

00:48:17.820 --> 00:48:18.862
Why now?

00:48:18.862 --> 00:48:24.842
Yep, but by learning those rich conversations now, we can create those conversations.

00:48:28.931 --> 00:48:37.847
I was just saying and that builds that that we're particular when you talk into the customer, if now they trust you, you know they trust you to be in their home and their space, you know.

00:48:37.847 --> 00:48:42.336
So it's like and and that's where everything started, like you know, when first hopped on.

00:48:42.336 --> 00:48:48.293
Here's a big major thing for me is this being a better communicator, asking the right questions.

00:48:48.293 --> 00:48:55.081
When I do have a consultation call, position myself in a mindset I'm just having a cute this, just talking to this person.

00:48:55.081 --> 00:48:59.860
I just just talking to them, have a conversation with them, like you're at the bar having a beer.

00:48:59.860 --> 00:49:05.590
You know that's Just going back and forth, seeing you for a good fit and go and go from there.

00:49:06.612 --> 00:49:07.554
Yeah, absolutely.

00:49:07.554 --> 00:49:30.275
It ties perfectly into a podcast we did just a couple of days ago, really talking about how you know we do service, not sales, and really even recommendations are a dangerous thing to place at someone's house, because really what we want to do is just have a system, like we do in our observations, explaining our for what's, which is always what they called for Right and what's good about their system.

00:49:30.275 --> 00:49:36.737
So they know, hey, I'm here as a friend too, I'm not just someone here to slam you and try to sell you something.

00:49:36.737 --> 00:49:43.601
Right, what we found that we know and they wouldn't right, the don't know, what you don't know.

00:49:43.601 --> 00:49:55.141
But then what else could be done based on the wise that we discovered and how to improve the quality of that of life and Time, delay and effort and sacrifice, and that's so huge guys.

00:49:55.141 --> 00:49:59.240
But that said, we've got to wrap this up because we're going long here.

00:49:59.550 --> 00:50:05.349
We didn't even get to everything we wanted to, because these chats are so rich with you guys, I think it's obvious.

00:50:05.349 --> 00:50:16.472
I mean, it's got my vote to Anything you guys wanted to say Outside of like.

00:50:16.472 --> 00:50:22.476
I do want to make sure people know how to to reach out to you guys, how to follow you on social media, how to see what I on's up to.

00:50:22.476 --> 00:50:25.309
But is there anything else you wanted to add to this podcast?

00:50:28.159 --> 00:50:28.960
I guess.

00:50:28.960 --> 00:50:30.726
Yeah, I mean just wwionelectricallccom.

00:50:30.726 --> 00:50:31.789
I'm super excited about it.

00:50:31.789 --> 00:50:39.932
We just re-ramp in the website and there's a lot more to come, so just keep keep visiting, because it helps, as you know same on Instagram.

00:50:39.994 --> 00:50:45.431
Instagram handle is also on electrical LLC and Leave.

00:50:45.431 --> 00:50:46.376
Do you also have a tiktok as well?

00:50:46.376 --> 00:50:47.358
As the same one as well, right?

00:50:48.353 --> 00:50:53.097
Yeah, that's gonna be on the on the on the website and Um yeah you two stay tuned.

00:50:53.478 --> 00:50:54.079
I got a lot of stuff.

00:50:54.079 --> 00:50:54.782
I'm in the Gen Z.

00:50:54.782 --> 00:51:01.094
Oh yeah, gotta get in there and I guess, be on that, drink your fucking water.

00:51:05.731 --> 00:51:06.434
Stay hydrated.

00:51:06.434 --> 00:51:08.733
You're the only one home.

00:51:08.733 --> 00:51:09.315
Everyone hold it up.

00:51:09.315 --> 00:51:09.936
It's clay.

00:51:09.936 --> 00:51:12.081
The only one without a head-sized jug.

00:51:12.081 --> 00:51:15.077
Next to it I've got a hip-hop coffee mug empty.

00:51:17.632 --> 00:51:23.226
Okay, honest to God, I've got a big water jug and someone in the family has misplaced it.

00:51:23.226 --> 00:51:25.172
I know that later I will find out.

00:51:25.172 --> 00:51:29.195
I put it in a special place and finally found it, but that's my excuse.

00:51:29.195 --> 00:51:31.884
Guys, this has been another effort to help you.

00:51:31.884 --> 00:51:35.476
If you're listening or engaging with us live, if you had questions, please throw them down.

00:51:35.476 --> 00:51:41.061
Talk to us where you heard us on your favorite podcast channel, or reach out to us on service loop electrical calm.

00:51:41.061 --> 00:51:47.489
This has been another effort to help you master your sales, simplify your pricing and deliver premium level electrical service.

00:51:47.489 --> 00:51:51.501
I know this episode is gonna help you too, and we'll see you again next time.

00:51:51.501 --> 00:51:52.806
Thanks, gents, thank you guys.

00:51:53.126 --> 00:51:53.547
Thanks, you guys.

00:51:53.588 --> 00:51:53.889
Thanks you.