March 6, 2024

Ep 277 - Replay - Becoming 'THE SalesBot" w/ Joseph Lucanie

Ep 277 - Replay - Becoming 'THE SalesBot" w/ Joseph Lucanie

Imagine elevating your sales game to a level where obstacles become stepping stones to success. That's the reality for Justin Goldsboro, whose sales achievements we celebrate and dissect for your growth blueprint. Alongside, Joseph Lucanie, also known as Joseph the Salesbot, opens up about his transformation from a pit of self-doubt to the zenith of sales performance. Together, we unpack the essence of intention in service and growth, providing electricians and entrepreneurs with a compass to...

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Apple Podcasts podcast player icon Spotify podcast player icon

Imagine elevating your sales game to a level where obstacles become stepping stones to success. That's the reality for Justin Goldsboro, whose sales achievements we celebrate and dissect for your growth blueprint. Alongside, Joseph Lucanie, also known as Joseph the Salesbot, opens up about his transformation from a pit of self-doubt to the zenith of sales performance. Together, we unpack the essence of intention in service and growth, providing electricians and entrepreneurs with a compass to navigate the challenges of their industries and emerge victorious.

Communicate, lead, and connect—these are not just buzzwords but the keystones of our next chapter. We share the story of an electrician whose career took a sharp upward trajectory when he realized that his hands were meant for more than just wires and tools. From feeling like a misfit at IBM to becoming indispensable in his new role, we spotlight the power of empathy and adaptability in career advancement. And we don’t stop there; we turn every travel minute into a classroom session, advocating for mentorship and daily improvement as the catalysts for professional excellence.

Wrapping up our journey, we delve into the stories that shaped us—how we harnessed the chaos of personal and professional upheaval to reprogram our mindsets and master the subtleties of non-verbal communication. From the challenges of neurodivergence to the creation of the 'five pillars' of my sales strategy, and my transition to coaching by joining forces with Clay, employing the Apex Attraction Method—we lay bare the strategies that have not only fueled our growth but promise to revolutionize your approach to sales, leadership, and customer relationships. Join us for this expedition through the landscape of empowerment, mastery, and the art of turning every setback into a set-up for a comeback.

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

00:00 - Mastering Sales and Premium Service

14:24 - Overcoming Communication Challenges in Electrical Work

28:08 - Growth Through Personal Development and Perseverance

41:22 - Effective Coping Skills for Personal Growth

49:10 - Overcoming Obstacles & Mastering Sales

01:03:49 - Empowerment Through Training and Mentorship

01:11:24 - Mastering Sales and Customer Relationships

WEBVTT

00:00:00.119 --> 00:00:02.365
Welcome to Electripreneur Secrets.

00:00:02.365 --> 00:00:09.529
I'm your host, clay Neumeier, with my partner, joseph Lucani, also known as Joseph the Salesbot Lucani.

00:00:09.529 --> 00:00:19.486
We're here to help you master sales, simplify pricing and deliver premium level service, and that's why we're here five days a week with real, actionable advice to help you with just that.

00:00:19.486 --> 00:00:23.983
As we just gave special mention and Austin, thank you, appreciate you as well.

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Happy Friday.

00:00:24.646 --> 00:00:26.995
We're just seeing that on the live wall, guys.

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If you haven't seen us live, please join our Facebook group and catch us there too.

00:00:30.766 --> 00:00:42.008
But we just gave honorable mention to Justin Goldsboro, who managed to turn out a simple service call in his first week of business into a $6,400 plus club membership win.

00:00:42.008 --> 00:00:48.109
So congratulations again, and Justin just all owed some of the advice that we have here and took action on that.

00:00:48.109 --> 00:01:00.613
As we were just discussing in the pre-show Today, though, today's topics recorded for you live here for the podcast is going through what it takes to become a salesbot like Mr Lucani beside me here.

00:01:00.613 --> 00:01:03.207
Joseph, we got a ton to unpack with you today.

00:01:03.207 --> 00:01:03.768
Are you excited?

00:01:05.239 --> 00:01:07.468
Nervous is all hell, but I'm excited as well.

00:01:07.468 --> 00:01:12.346
It's one of those things where I really truly do feel like I need to tell my story.

00:01:12.346 --> 00:01:18.186
But it's always harder when you're talking about yourself, especially when there's a lot of heaviness to unpack.

00:01:18.186 --> 00:01:20.676
But you know, clay, let's buckle up.

00:01:20.676 --> 00:01:24.409
I want to make sure that I'm willing to bear my soul if it betters the rest of the community.

00:01:25.019 --> 00:01:40.468
Yeah, in our last couple of episodes we've really been talking about the gap between bad, good and great and the actionability required, and I know we're going to touch on this huge, but it really became growth or death for you, right?

00:01:40.468 --> 00:01:42.203
Unfortunately?

00:01:42.222 --> 00:01:43.689
yeah, it really was grow or die.

00:01:43.689 --> 00:01:45.075
There really wasn't another option.

00:01:45.075 --> 00:01:48.993
I was forced in a black or white situation and I chose the road I chose.

00:01:48.993 --> 00:01:50.379
Clearly, I'm here, so it worked.

00:01:51.262 --> 00:01:54.129
Right, and let's just talk about it for a moment.

00:01:54.129 --> 00:02:00.528
Where is here, where are we now, and what makes this journey so noteworthy for our listeners?

00:02:01.813 --> 00:02:03.097
So you're saying the physical.

00:02:03.097 --> 00:02:04.823
Where are we right now?

00:02:04.823 --> 00:02:08.477
Well, the first thing I'm alive, so that means my story worked, I survived.

00:02:08.477 --> 00:02:10.081
But where are we currently?

00:02:10.081 --> 00:02:15.135
Right now, we are leading an industry that has not had any support.

00:02:15.135 --> 00:02:24.247
Right now, you and I are focusing on delivering an ability to help other electricians simplify their prices, master their sales and deliver premium level service.

00:02:24.247 --> 00:02:30.668
We say those three things, but we mean them from the bottom of our hearts, and we both had to walk that path before.

00:02:30.668 --> 00:02:34.346
So for any electrician that's out there, I want you to understand.

00:02:34.346 --> 00:02:42.573
This path isn't easy, but it is the most rewarding path you can possibly take, because everyone wins when you do it for the right reason.

00:02:42.573 --> 00:02:45.061
The reason is the most important.

00:02:45.061 --> 00:02:50.504
Are you doing it because you're trying to make a buck or are you doing it because you genuinely want to serve at the highest level?

00:02:50.504 --> 00:02:53.231
And that's why I feel so honored to be here today.

00:02:54.139 --> 00:02:54.621
Absolutely.

00:02:54.621 --> 00:02:59.693
I love that and digging a bit more into where this journey takes us.

00:02:59.693 --> 00:03:07.967
When you exited your business, what are some of the numbers you were seeing that would make this a journey worth following and advice worth taking?

00:03:07.967 --> 00:03:10.651
Sure, so some of my personal acclimates.

00:03:10.651 --> 00:03:11.621
Yes, sir.

00:03:12.182 --> 00:03:12.424
Yeah.

00:03:12.424 --> 00:03:17.318
So the claim to fame that I had was I was consistently doing over a million.

00:03:17.318 --> 00:03:20.585
I maxed out around 1.3 million out of my service van.

00:03:20.585 --> 00:03:23.110
That was consistent year by year.

00:03:23.110 --> 00:03:26.825
And I was also very consistent in my closing ratio.

00:03:26.825 --> 00:03:37.383
I had dialed into a process that was allowing me to consistently close at an 80% ratio, whether it was an opportunity call or service call, even on demand, even on warranty calls.

00:03:37.383 --> 00:03:42.062
You go into an opportunity where you think that you're going to end up losing and you find an opportunity to make it win.

00:03:42.062 --> 00:03:54.122
But lastly is, my average service ticket was $2,800, meaning that regardless of what our call you sent me to, I was very likely to walk away with at least $2,800.

00:03:55.506 --> 00:03:56.067
That's wild.

00:03:56.067 --> 00:03:56.949
That's really good.

00:03:56.949 --> 00:04:03.020
Do you have in mind a big week where you really knew a holy cow?

00:04:03.020 --> 00:04:04.443
This was massive.

00:04:07.747 --> 00:04:10.591
May of 2019.

00:04:10.591 --> 00:04:23.670
I will say May of 2019 sticks out in particular because that particular I don't remember why it stood out so much, but I remember on that Monday I did a $35,000 day.

00:04:23.670 --> 00:04:26.894
On the Tuesday I did a $70,000 day.

00:04:26.894 --> 00:04:30.321
Then Wednesday I did a $14,000 day.

00:04:30.321 --> 00:04:32.887
Thursday I did a $13,000 day.

00:04:32.887 --> 00:04:36.817
Then Friday I did a $35,000 day.

00:04:36.817 --> 00:04:39.442
Only two of those were pre-scheduled calls.

00:04:39.442 --> 00:04:43.735
Literally, those $70,000 was a pre-scheduled call.

00:04:43.735 --> 00:04:45.841
Everything else was on a service call.

00:04:45.841 --> 00:04:53.826
I really remember feeling like that was the win, because it was something that allowed me to say I did it.

00:04:53.826 --> 00:04:56.394
When people said you couldn't, I didn't think I could do it.

00:04:56.394 --> 00:04:58.562
I always told myself I couldn't do it.

00:04:58.562 --> 00:05:04.721
By following the process, suddenly I became a believer of okay, the struggle stops now.

00:05:06.305 --> 00:05:07.867
Absolutely A.

00:05:07.867 --> 00:05:14.245
I'm impressed, as always, but I work with you every day, as you can tell, there's no shell shock here for me.

00:05:14.245 --> 00:05:15.872
I've already seen the proof.

00:05:15.872 --> 00:05:17.519
I've seen this stuff work.

00:05:17.519 --> 00:05:19.223
Our clients are seeing it work.

00:05:19.223 --> 00:05:23.677
Even our electropreneur listeners are starting to see it work.

00:05:23.677 --> 00:05:29.952
Guys, that's what we're here to share with you today the reasons why and how we got to this place.

00:05:29.952 --> 00:05:32.444
Because it wasn't easy.

00:05:32.444 --> 00:05:34.730
It wasn't easy.

00:05:34.730 --> 00:05:37.939
Let's start closer to the beginning.

00:05:37.939 --> 00:05:39.843
As you said, you didn't always believe in yourself.

00:05:39.843 --> 00:05:41.970
In fact, that can't word was in your mind.

00:05:41.970 --> 00:05:42.711
A lot wasn't it.

00:05:44.021 --> 00:05:46.812
The can't word practically was tattooed across the top of my forehead.

00:05:46.812 --> 00:05:49.300
I guess it depends on what you want.

00:05:49.300 --> 00:05:50.786
Should we start from the beginning, I guess?

00:05:51.649 --> 00:05:54.156
Yeah, give us the backstory, even from you.

00:05:54.156 --> 00:05:58.189
Know what, as a kid, did you know you were going to be an electrical?

00:05:59.795 --> 00:06:00.257
No, no.

00:06:00.257 --> 00:06:04.708
The real realistically what ended up happening was I always knew I was different.

00:06:04.708 --> 00:06:11.415
It didn't matter what it was, where I was, who I was talking to, I was different than that person.

00:06:11.415 --> 00:06:13.745
In my opinion, it felt like not in a good way.

00:06:13.745 --> 00:06:17.055
I just knew that something wasn't right.

00:06:17.055 --> 00:06:22.569
I don't mean to say that that bad talking anyone, I'm just saying it felt it wasn't right.

00:06:22.709 --> 00:06:28.892
I remember going to my father and we have a very unusual relationship, but I approached him at 14.

00:06:28.892 --> 00:06:32.201
I said, sir, what should I do with my life?

00:06:32.201 --> 00:06:37.153
He literally looked me from out ahead and said you're going to be an electrician.

00:06:37.153 --> 00:06:40.589
I was like, yes, sir, that literally was it.

00:06:40.589 --> 00:06:42.817
There was no background in electric.

00:06:42.817 --> 00:06:44.023
He wasn't electric.

00:06:44.023 --> 00:06:46.673
We are a family of white collar professionals.

00:06:46.673 --> 00:06:49.081
It was just you're going to be an electrician.

00:06:49.081 --> 00:06:53.416
Yes, sir, command confirmed, let's go, that's what we're doing.

00:06:53.416 --> 00:06:58.783
And literally, from there I just said I'm going to go to trade school, I'm going to start reading books, I'm going to start going involved.

00:06:58.783 --> 00:07:01.992
And I got into the trade at 14, as soon as I got my working papers.

00:07:02.680 --> 00:07:04.305
Wow, can I stop you there for a second?

00:07:04.305 --> 00:07:07.783
Say, guys, if you're listening to this live, please give us a one in the chat.

00:07:07.783 --> 00:07:12.927
If you had a parent push you into this trade and give us a two if you decided it on your own.

00:07:12.927 --> 00:07:14.009
I would love to hear it.

00:07:14.009 --> 00:07:17.067
Okay, so that says I'm going to do this.

00:07:17.067 --> 00:07:19.718
I'm just going to do it because why?

00:07:19.718 --> 00:07:20.641
What's your reasoning?

00:07:20.641 --> 00:07:23.427
Were you actually that obedient as a kid or did it?

00:07:23.427 --> 00:07:23.827
No?

00:07:24.468 --> 00:07:29.249
no, I was not an obedient child, but I recognized structure.

00:07:29.249 --> 00:07:31.516
Structure was very comforting.

00:07:31.516 --> 00:07:38.947
It didn't matter what kind of structure I weathered it was good structure or bad structure If I knew that there was an order of operations to where things were meant to be.

00:07:38.947 --> 00:07:44.187
Even back then I naturally gravitated towards process and structure and discipline.

00:07:44.187 --> 00:07:50.485
I may not have always rebelled against it Every teenager is going to but I really loved process.

00:07:50.485 --> 00:07:56.182
I was the kind of kid that would take things apart, and you know how.

00:07:56.182 --> 00:07:59.117
Everyone will say that, but I was really taking stuff apart.

00:07:59.117 --> 00:08:00.704
I was taking apart appliances.

00:08:00.704 --> 00:08:08.470
There are probably things in my parents' house that are still just hanging on by, just like the thread of threads, but lasted that many years.

00:08:10.375 --> 00:08:17.882
Wow, okay, and we're going to get a little more into that process piece, I think a little later in this story, and why that stuck with you so heavy.

00:08:17.882 --> 00:08:22.392
But do you remember wanting something outside of electrical for yourself?

00:08:24.940 --> 00:08:26.827
Kind of sounds sad, but I just wanted to be happy.

00:08:26.827 --> 00:08:30.860
In all honesty, there wasn't anything else that I really wanted.

00:08:30.860 --> 00:08:39.429
I didn't care what I was going to do, I just knew that I wasn't happy and I wanted to chase anything that I thought was going to make me happy.

00:08:39.429 --> 00:08:42.741
And I was told you're going to be an electrician.

00:08:42.741 --> 00:08:47.052
And I said, okay, this is a path, there's a structure, I can follow it.

00:08:47.052 --> 00:08:51.250
So, like I went to trade school and went to college, I did the things.

00:08:51.250 --> 00:09:03.671
I worked summers, but the goal wasn't to make money, the goal wasn't to be wealthy, it wasn't for anything, it just I wanted to be happy and I just never was.

00:09:05.436 --> 00:09:08.342
So what were you struggling with at the time that was keeping you from being happy?

00:09:10.528 --> 00:09:16.585
The thing was is that I'm a different kind of person and we'll get into a little bit more why later.

00:09:16.585 --> 00:09:23.043
But the main reason why it came out was I wasn't able to communicate with people.

00:09:23.043 --> 00:09:25.572
If anything, can I just jump into it now?

00:09:25.994 --> 00:09:26.977
Oh yeah, go for it.

00:09:26.977 --> 00:09:32.535
Let's hear it, man, Because I think even what you just said a lot of electricians relate to that.

00:09:32.535 --> 00:09:47.510
I don't know why this trade seems to attract us like the moth to a flame, with communication and maybe social underlying confidence a lack thereof.

00:09:48.493 --> 00:09:56.452
So I'm going to kind of fast forward some information, but then I'm going to put it back as if a oh, if I knew then what I know now.

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So, I'm an autistic person.

00:09:59.360 --> 00:10:07.346
That means I'm someone who has autism and, though I may be, as some people perceive, presenting as higher on the spectrum.

00:10:07.346 --> 00:10:19.687
That's all well and good, but it comes with a lot of difficulties, like a lot of gifts but a lot of difficulties, because if you know what you are, you can plan around it.

00:10:19.687 --> 00:10:24.525
You can prevent, you can perfect techniques, you can get processes, you can do therapies.

00:10:24.525 --> 00:10:26.754
There's things you can do to get right.

00:10:26.754 --> 00:10:55.128
But when you don't know and all you know is I'm just so fucking different than everyone else, I can't talk to people, I couldn't make eye contacts, I was awkward, I had no friends, I had no support, like that's where I was and all I wanted to do was say I just wanted to fit in, I wanted to make people proud, I wanted to feel like I wasn't such a failure, and it was those things that I had in myself.

00:10:55.128 --> 00:11:01.265
It was my own limiting beliefs that I feel that were keeping me down from what I really could have achieved.

00:11:03.291 --> 00:11:04.254
That must have been a struggle.

00:11:07.403 --> 00:11:08.607
It was man, it really.

00:11:08.607 --> 00:11:26.903
It was one of those things where it led me down some very dark paths, but at the same time, it's one of those things where I look back at it as if I didn't go down those paths, I wouldn't be as capable of helping people and prevent them from going down a similar path.

00:11:26.903 --> 00:11:32.375
I want to reach the people who are like me.

00:11:32.375 --> 00:11:35.539
I want you guys to know if you're listening and you feel different.

00:11:35.539 --> 00:11:39.254
I want you to know that success doesn't have to look like what it looks like on social media.

00:11:39.254 --> 00:11:43.453
You can be happy and you can be successful as a neurodivergent.

00:11:43.453 --> 00:11:48.908
You can be happy and successful as whatever you are, it's really what you choose to.

00:11:48.908 --> 00:11:51.515
When you look at yourself in the mirror, you get to decide what you look like.

00:11:51.515 --> 00:11:54.875
I didn't realize that years later, but I want to share that now.

00:11:55.485 --> 00:11:55.927
Yeah, for sure.

00:11:55.927 --> 00:11:56.808
I would relate that to.

00:11:56.808 --> 00:11:59.636
Even some people only want to be a one-man shop.

00:11:59.636 --> 00:12:00.928
There's nothing wrong with that.

00:12:00.928 --> 00:12:04.029
Should you still serve at the highest level?

00:12:04.572 --> 00:12:05.193
I feel so.

00:12:05.785 --> 00:12:07.068
And I think you guys would agree.

00:12:07.068 --> 00:12:16.413
But you don't have to chase revenue and there's definitely a consistent threat of people that reach out who just want to double their numbers because it's sexy.

00:12:16.413 --> 00:12:19.913
But that's not what they want necessarily.

00:12:19.913 --> 00:12:25.250
That could be what the industry wants, what your peers want, what you see people doing.

00:12:25.250 --> 00:12:33.125
That can totally be the Jones's effect happening and, as we say, revenue is vanity and profits are sanity 100%.

00:12:33.385 --> 00:12:37.448
I mean there are so many people who are like I need to sell a million, I need to sell 2 million.

00:12:37.448 --> 00:12:39.090
I mean, think about it.

00:12:39.090 --> 00:12:47.895
Can I just speak to our trade for all you electricians listening out there, we've been brainwashed into thinking all these high numbers should be the minimum.

00:12:47.895 --> 00:13:03.753
I remember when I first started off I was trained primarily by HVAC technicians and all of that just taught me and reinforced in my mind Joe, you're not shit, because all these HVAC guys they're selling $20,000, $30,000 a week.

00:13:03.753 --> 00:13:06.308
But the Electoral Department wasn't selling anything.

00:13:06.308 --> 00:13:08.673
We were selling 2,000, 3,000, 4,000.

00:13:08.673 --> 00:13:11.493
So I thought that was the minimum standard we need to chase.

00:13:11.493 --> 00:13:18.309
And when I eventually got there I didn't realize how far it separated me from the rest of the pack and I was chasing the minimum.

00:13:19.927 --> 00:13:20.951
Yeah, that's crazy.

00:13:20.951 --> 00:13:21.994
Right, it's crazy.

00:13:21.994 --> 00:13:27.471
Yeah, these other trades really blur the lines for us and we get unrealistic expectations.

00:13:27.471 --> 00:13:32.856
So did you always feel that you were going to be a great electrician?

00:13:32.856 --> 00:13:41.414
I know you started to answer that a bit, but tell us a bit more about when you got into it and maybe the reality of how you were feeling as an electrician when you first started.

00:13:43.404 --> 00:13:55.994
When I first started I remember thinking to myself okay, this is going to be an opportunity for you, because I was doing new construction at the time and anyone who's done new construction you know you don't have to talk to other people.

00:13:55.994 --> 00:13:58.328
Really, I mean, you could be set on your own part of the job.

00:13:58.328 --> 00:14:02.533
You're doing this, you're doing that and you really don't run into the general public all that often.

00:14:02.533 --> 00:14:05.432
So I remember thinking this is it.

00:14:05.432 --> 00:14:08.894
I just got to be a really really good electrician.

00:14:08.894 --> 00:14:10.751
I got to just be really good at install.

00:14:10.751 --> 00:14:12.351
I got to dial my install down.

00:14:12.351 --> 00:14:17.697
If I can do install right, I won't have to talk to people and then I won't have to worry about it.

00:14:17.697 --> 00:14:23.296
I'll just get good at this and I won't have to stress about being so socially inept.

00:14:24.304 --> 00:14:27.714
So my desire was to be a really really really good electrician.

00:14:27.714 --> 00:14:40.770
But I mean, anyone who's been in new construction you have to recognize unless you're just some grunt and that's never where you're going to aspire to grow from you're eventually going to have to talk to somebody.

00:14:40.770 --> 00:14:43.191
You're going to have to learn how to lead a job.

00:14:43.191 --> 00:14:45.907
You're going to have to talk to your peers or even more.

00:14:45.907 --> 00:14:47.989
So how are you even going to sell that job.

00:14:47.989 --> 00:14:55.232
You could be the best electrician in the world, but if you can't communicate to people, one, no one's going to want to work with you, but two, no one's going to hire you.

00:14:55.232 --> 00:15:03.553
So I realized really quickly once I reached that skill level where I was able to do the work, I was like I'm still in the same boat.

00:15:03.553 --> 00:15:09.331
I was like now what I have all the skills, why can't I still talk to people?

00:15:09.331 --> 00:15:12.033
So that's what someone was struggling with.

00:15:12.907 --> 00:15:14.653
Huge, huge takeaway there, guys.

00:15:14.653 --> 00:15:28.859
The last I'm trying to think of who I follow online there, but it was a big business article I read and they said you know it's 10% business strategy, 90% strategic empathy.

00:15:28.859 --> 00:15:30.845
That would be a good one.

00:15:30.845 --> 00:15:37.072
It took me a little pause to get that out because it's been a while since I read that, but I've seen that in every corner of every business, of every trade.

00:15:37.072 --> 00:15:44.807
If you don't have that communication piece, this whole thing is hard Cause.

00:15:44.807 --> 00:15:51.197
At the end of the day, you need to relate to the very people you said coworkers, peers, clients.

00:15:52.999 --> 00:15:53.399
It's crazy.

00:15:53.399 --> 00:16:01.317
It's one of those things where and the worst part about it all was I didn't know any better.

00:16:01.317 --> 00:16:02.768
I didn't know.

00:16:02.768 --> 00:16:12.850
I thought there was something genuinely wrong with me, like there was no therapy at the time, I was misdiagnosed, I slipped through the cracks.

00:16:12.850 --> 00:16:14.408
There was no further testing.

00:16:14.408 --> 00:16:15.472
It was it.

00:16:15.472 --> 00:16:24.953
I was high, functioning enough that I was able to pass as neurotypical, and because you can pass as neurotypical, there weren't services that could support you.

00:16:24.953 --> 00:16:31.317
So I was just good enough to blend in, but I wasn't good enough to be fully functional in society.

00:16:31.317 --> 00:16:38.371
So it was like that sweet spot to where I couldn't get what I needed, but I also didn't know how to ask for more.

00:16:38.628 --> 00:16:39.869
Yeah, that's gotta be really tough.

00:16:41.168 --> 00:16:42.130
It wasn't a fun place, man.

00:16:43.004 --> 00:16:48.356
So you hit this wall, you realize, hey, I need to get better with people.

00:16:48.356 --> 00:16:55.677
And yet you're feeling disconnected from people and probably intimidated by that very realization.

00:16:55.677 --> 00:17:00.554
Can you tell us a bit more about that moment and how you begin to overcome this wall?

00:17:01.235 --> 00:17:01.397
Yeah.

00:17:01.397 --> 00:17:05.092
So I learned that I was very.

00:17:05.092 --> 00:17:10.226
I knew that I was a smart person, like it wasn't that I was unintelligent at all, it was.

00:17:10.226 --> 00:17:14.075
I was very good with books and I could learn things really quickly.

00:17:14.075 --> 00:17:16.912
So I said you know, I want to go to college.

00:17:16.912 --> 00:17:18.468
I went to SUNY Delhi.

00:17:18.468 --> 00:17:22.009
For any alumni out there, hey, shout out to that.

00:17:22.984 --> 00:17:25.134
But I remember I went to Delhi and it was a trade school.

00:17:25.134 --> 00:17:26.349
It was primarily focused.

00:17:26.349 --> 00:17:29.012
It was one of the best electrical trade schools that I was aware of.

00:17:29.012 --> 00:17:35.730
And I said you know what, maybe it's that I don't know enough about electric Like that's where my brain was at.

00:17:35.730 --> 00:17:38.153
I was like, maybe I just don't know about electric.

00:17:38.153 --> 00:17:39.631
It's not like I'm going to learn people.

00:17:39.631 --> 00:17:41.130
I didn't know enough about electric.

00:17:41.130 --> 00:17:42.648
So I said you know what I'll do.

00:17:42.648 --> 00:17:44.569
I'll get two degrees.

00:17:44.569 --> 00:17:48.213
I'll get an electrical degree and I'll get a backup degree.

00:17:48.213 --> 00:17:52.994
So I actually have a degree in electric construction, but also in HVAC and refrigeration.

00:17:52.994 --> 00:17:57.413
So that actually turned out to be a major stepping stone for me.

00:17:57.413 --> 00:17:58.635
Though that whole degree.

00:17:58.635 --> 00:18:00.549
I wouldn't be here right now.

00:18:01.393 --> 00:18:03.230
Okay, how was that a stepping stone then?

00:18:04.105 --> 00:18:04.286
Okay.

00:18:04.286 --> 00:18:08.654
So I want to give you a quick snapshot into what happened after college.

00:18:08.654 --> 00:18:16.597
So I got my degree and two days after getting the degree I graduated really high in my class.

00:18:16.597 --> 00:18:21.596
I actually, in trade school, I had a equivalent of a 99 average.

00:18:21.596 --> 00:18:24.654
It was like I was really good because one.

00:18:24.654 --> 00:18:28.068
When you don't have friends, you have plenty of time to study.

00:18:28.068 --> 00:18:30.351
So I was really really good at that.

00:18:30.351 --> 00:18:33.192
So I actually got recruited at an IBM.

00:18:33.192 --> 00:18:42.491
Right Like literally two days after graduation they said, hey, we want to bring you in for an interview and I landed it and I got a job working for IBM right out of college.

00:18:42.491 --> 00:18:43.173
I was like that's it.

00:18:43.173 --> 00:18:46.451
I made it, but it was the same problem.

00:18:46.451 --> 00:18:50.354
I had the skills and I had no social communication skills.

00:18:51.325 --> 00:18:56.086
But where the actual degree helped me was there was another company that I ended up working with.

00:18:56.086 --> 00:19:00.807
That actually, they did a commercial advertisement saying, right, this was right around 2000,.

00:19:00.807 --> 00:19:03.268
You know 2009, right, remember whatever?

00:19:03.268 --> 00:19:06.988
Like the market would crash and everything was bad and everyone was losing money.

00:19:06.988 --> 00:19:13.569
This company was like we're hiring and we trying to get so many people to come in and we have so much work.

00:19:13.569 --> 00:19:23.532
It was a marketing ploy, but they were an HVAC company and when I, because I had an HVAC degree, I said you know what, let me apply.

00:19:23.532 --> 00:19:27.078
I can do electric, I can do HVAC, we'll do a multi-trader, let's do it.

00:19:27.078 --> 00:19:34.472
And I, they gave me a test and I was awesome at tests, so I passed the test and they let me join.

00:19:34.472 --> 00:19:42.733
But if I didn't join that company, you're going to find, as I continue my story, that that company set me up to be where I am right now.

00:19:44.902 --> 00:19:47.833
Okay, okay, so you get the job at IBM.

00:19:47.833 --> 00:19:49.951
Do you fit in right away?

00:19:50.973 --> 00:19:52.809
No, I, I hated every single day.

00:19:52.809 --> 00:19:58.656
There there's actually a guy I was working with and I remember he used to call me stupid.

00:19:58.656 --> 00:20:09.054
Every day, every single day, he would look at me and like I remember not to, if you know my music language verbatim he would say what the fuck is wrong with you?

00:20:09.054 --> 00:20:20.077
Every single day he would look at me and he would say that and he was my foreman and my work was great, but I just could not understand social cues.

00:20:20.077 --> 00:20:27.788
I was so socially inept and I didn't know the rules that I just could not fit in anywhere that wasn't physical work.

00:20:27.788 --> 00:20:31.453
So, no, I was not happy.

00:20:31.453 --> 00:20:36.434
I was skilled, I was getting paid really well, but it wasn't.

00:20:36.434 --> 00:20:37.196
I wasn't happy.

00:20:37.196 --> 00:20:38.510
I still wasn't happy.

00:20:38.510 --> 00:20:40.790
The thing I was chasing was constantly eluding.

00:20:40.790 --> 00:20:41.834
Wow, Wow.

00:20:43.204 --> 00:20:54.352
And for those of you watching live, go ahead and type in WTF If you've ever had a journey person appear, anyone ever talk to you that way made you feel a bit outcasted, because I know I sure did.

00:20:55.134 --> 00:20:55.275
Yeah.

00:20:55.805 --> 00:20:58.153
Definitely seems to happen in our working environments.

00:20:58.153 --> 00:21:18.673
A lot of pressure on people early on in the field and I feel like the irony of it is is the skills and the pressure that we feel go against the stuff we need later, and maybe that's why there's such a big barrier to success with so many electricians Because later it's not about being fast and keeping your mouth shut.

00:21:18.673 --> 00:21:23.796
It's about slowing down and understanding people and helping them at your best potential.

00:21:25.730 --> 00:21:26.050
You're right.

00:21:26.050 --> 00:21:32.016
And the thing is is that I, deep down, I felt like I was able to do more.

00:21:32.016 --> 00:21:40.693
I just felt like, have you ever been a kid where you're playing a board game and you just want to know the rules and you kind of have to figure it out as you're going?

00:21:40.693 --> 00:21:43.692
It was like that was how my life was.

00:21:43.692 --> 00:21:50.352
I was just trying to figure it out and I knew I could see all my friends playing the game and they were being successful and they were happy.

00:21:50.352 --> 00:21:52.590
But I was reading the rules in Chinese.

00:21:52.590 --> 00:21:56.511
It was like, or I just I just didn't know it, just they wouldn't work.

00:21:56.511 --> 00:21:57.288
Nothing was translating.

00:21:58.204 --> 00:22:03.998
So I ended up getting through this HVAC company and that's actually where I fell in love with generators.

00:22:03.998 --> 00:22:10.787
And if anyone who knows anything about me, I love generators so much because they were literally.

00:22:10.787 --> 00:22:13.654
If it wasn't for generators, I don't know where I would have been in business.

00:22:13.654 --> 00:22:19.978
But this company brought me in as an install and they said you're going to do AC tuneups.

00:22:19.978 --> 00:22:27.075
So I was doing furnace and AC tuneups and then they said well, if you can do HVAC furnace and tuneups, you know we can also do generators.

00:22:27.075 --> 00:22:28.136
They're mechanical material.

00:22:28.136 --> 00:22:28.958
You can do that as well.

00:22:30.045 --> 00:22:32.673
So I got really, really good at doing generator tuneups.

00:22:32.673 --> 00:22:39.451
But then they were noticing, they were like, well, you know, you're not really selling anything on any of the calls you go to.

00:22:39.451 --> 00:22:45.498
You're just like, you're great at doing the work, but you're just not, you're not converting anything.

00:22:45.498 --> 00:22:48.429
And I didn't know, I didn't know what was wrong.

00:22:48.429 --> 00:23:01.772
So the thing was they kept shifting me from department to department and like I felt like they believed in me enough to say, like they wanted to make it work, but not enough to really put me anywhere to keep me there.

00:23:01.772 --> 00:23:02.595
Does that make sense?

00:23:02.955 --> 00:23:03.436
Yeah, it does.

00:23:03.436 --> 00:23:05.584
Yeah, Go ahead.

00:23:05.584 --> 00:23:09.193
I was just going to say you almost become a bit of a hard hat filler.

00:23:09.193 --> 00:23:09.494
In a way.

00:23:09.494 --> 00:23:17.830
It's like, hey, we can put Joseph there, but we know he's not quite going to get the sales acceleration that we're desiring.

00:23:18.511 --> 00:23:18.913
Yeah, it was.

00:23:18.913 --> 00:23:19.914
I was a fulfillment person.

00:23:19.914 --> 00:23:20.696
You know what I mean.

00:23:20.696 --> 00:23:21.617
Like I could do the job.

00:23:21.617 --> 00:23:24.772
I could do whatever you wanted me to do, any install they needed doing any.

00:23:24.772 --> 00:23:27.990
Like I could do the work and I was good at doing the work.

00:23:27.990 --> 00:23:30.005
And I wanted to be professional.

00:23:30.005 --> 00:23:34.914
Like I was always clean, my uniform was always on top, but like I couldn't sell because I couldn't talk to people.

00:23:34.914 --> 00:23:37.752
It was unrelatable in every aspect of life.

00:23:38.605 --> 00:23:49.509
And looking at you now and, knowing you know where we started here today, talking about the accolades that you have achieved and come to this point, it seems fairly unlikely that we would have experienced this.

00:23:49.509 --> 00:23:52.951
So what happened to change this all?

00:23:55.166 --> 00:24:00.357
So the thing that I was missing, other than personal understanding, was process.

00:24:00.357 --> 00:24:07.508
There was no framework that I really understood that was communicated to say if you do this, you'll succeed.

00:24:07.508 --> 00:24:27.654
I didn't have that framework and the thing was, is that this company they didn't tell me at the time, but I had found out because my, my former business partner actually was my supervisor, he was my service manager Turns out, they were like we got to either cut them loose or we got to teach them how to sell.

00:24:27.654 --> 00:24:29.190
That really was where they were at.

00:24:29.190 --> 00:24:29.974
They were going to lose you.

00:24:29.994 --> 00:24:30.739
They were going to lose me.

00:24:32.126 --> 00:24:33.653
They were going to cut me off if I couldn't sell.

00:24:34.096 --> 00:24:34.357
Wow.

00:24:35.141 --> 00:24:35.924
I didn't know that till later.

00:24:35.924 --> 00:24:39.248
They didn't tell me, but the thing was, is that?

00:24:39.248 --> 00:24:53.275
So they invested in me to go to an HBC sales trainer and I dedicated my entire life to it, like every single video, every class, every single thing that I could do.

00:24:53.275 --> 00:24:54.017
I invested it.

00:24:54.017 --> 00:25:01.353
But there was something really important that they didn't know and I feel like it's something that I want to share.

00:25:01.353 --> 00:25:03.993
It's a heavy topic, but I really feel like it needs to be shared.

00:25:03.993 --> 00:25:05.588
Can I kind of go a little dark for a second?

00:25:05.910 --> 00:25:06.109
Yeah.

00:25:06.932 --> 00:25:07.173
All right.

00:25:07.173 --> 00:25:17.230
So the thing was this for 21 years I thought I was the biggest POS that ever walked this earth.

00:25:17.230 --> 00:25:33.156
There was nothing was working, I wasn't understanding anything, I was struggling with alcohol, I couldn't get myself in order and I was realizing that life just wasn't really working out for me the way I thought it was.

00:25:33.156 --> 00:25:38.505
I had this 90s kid mentality of if you do work hard, you can achieve anything.

00:25:38.505 --> 00:25:45.709
But I was working my ass off and all I was doing was just constantly finding, wall after wall after wall, and I was facing it alone.

00:25:47.565 --> 00:25:55.548
And what they didn't know was that if I didn't succeed at this sales trainer's class, I was going to kill myself.

00:25:55.548 --> 00:26:00.769
When I came home and I had a plan, I had everything written out.

00:26:00.769 --> 00:26:02.711
I had everything step by step.

00:26:02.711 --> 00:26:05.490
I knew the day it was literally going to be.

00:26:05.490 --> 00:26:17.031
I had a train schedule, I knew when the train was going to come, I knew which days it was going to come, I knew which time was going to come and I kept a log in my room at all times and that was what was on the line for me.

00:26:17.031 --> 00:26:21.634
To them, if I didn't sell, I would just be replaced.

00:26:21.634 --> 00:26:26.513
To me, if I didn't sell, I'd be splattered.

00:26:27.845 --> 00:26:29.250
Got goosebumps just from hearing it.

00:26:29.250 --> 00:26:34.153
Man, I'm really sorry to hear that and I'm obviously glad that that didn't happen.

00:26:34.153 --> 00:26:40.897
It really brings to light this statement growth or death which I've heard so many times.

00:26:40.897 --> 00:26:47.653
I've never heard someone embody it so truly and really be committed to that.

00:26:49.237 --> 00:26:51.585
The thing is and what I want you guys to learn.

00:26:51.585 --> 00:27:05.259
If there's anything that I can impart from my story that I think would be helpful, is if you were literally training as if failure would literally kill you how hard would you be training?

00:27:05.259 --> 00:27:10.185
There was a period of time where I would take every.

00:27:10.185 --> 00:27:17.644
I took all the sales knowledge I had and I put it onto an MP3 player and this MP3 player became my Bible.

00:27:17.644 --> 00:27:30.723
So I was so proud because, as I started to sell a little bit more, I was able to buy a brand new car, which no one I never thought I was gonna be able to do so I made sure that it had a MP3 attachment.

00:27:30.815 --> 00:27:49.923
So for 2012, this was big right, and what I did was I bought a converter for my van and I bought the MP3 for my personal car and I said, no matter what non-negotiable the moment I get into any vehicle, I will train.

00:27:49.923 --> 00:27:53.717
I will not have any downtime, I will not.

00:27:53.717 --> 00:27:58.618
It didn't matter whether I was smoking a cigarette in the van or anything, no matter what happened.

00:27:58.618 --> 00:28:07.482
There was a training episode going on, and when I wasn't training, I was role playing and I was in front of the mirror and I would practice.

00:28:07.482 --> 00:28:19.960
So the thing that I want you guys to know is yeah, it's growth or dive, but think about it how many travel hours do you account for in a year, in a month, in a week?

00:28:19.960 --> 00:28:23.500
How much are you traveling and what are you doing with that time?

00:28:23.500 --> 00:28:28.680
I didn't have a choice because I knew it was at the end of the line for me if I didn't succeed.

00:28:28.680 --> 00:28:35.380
So I was gonna go down swinging and I said I'm gonna eat this happen, or hey, I know what time the train's coming.

00:28:37.618 --> 00:28:41.367
Yeah, and even that, the number of hours in travel.

00:28:41.367 --> 00:28:48.681
I actually did the math on this at one point and you could in the average travel in the city near myself, vancouver.

00:28:48.681 --> 00:29:01.498
In Canada, they say the average person is traveling two to three hours a day and by the time I factored in the number of listening hours, you could actually accomplish a bachelor's degree in four years.

00:29:01.498 --> 00:29:05.655
Four to five years just from travel, correct?

00:29:06.961 --> 00:29:08.135
And that's the thing it's like.

00:29:08.135 --> 00:29:08.877
If you think about it.

00:29:08.877 --> 00:29:20.394
Everyone needs a process, right, but I needed one in the worst way, because, Clay, you're a social person and it's something I really respect about you.

00:29:20.394 --> 00:29:25.618
I feel like I could take someone like you and put you into any room and you'd make a friend, and I love that about you.

00:29:25.618 --> 00:29:28.200
I never had that ability.

00:29:28.200 --> 00:29:40.981
It was something where, if I didn't have a scripted approach to everything, I couldn't communicate, and at the time, I still couldn't figure out why I didn't get diagnosed until I was 27.

00:29:40.981 --> 00:29:56.421
So this was like 27 years of I don't know what's wrong with me, but I know that if I just say these things and do these things, I can sell and therefore I won't get fired and therefore I could stay alive.

00:29:58.454 --> 00:30:00.102
Yeah, that's wild, that's wild.

00:30:00.102 --> 00:30:01.700
I do wanna correct you on one thing.

00:30:01.700 --> 00:30:09.602
Anyone listening from my high school days right now is cringing and maybe laughing out loud that you said that they're like what Clayton Neumeyer?

00:30:09.602 --> 00:30:21.125
No, no, I've had the same social pressures, or felt I shouldn't say had the same, but felt definitely the social pressures and the awkwardness.

00:30:21.125 --> 00:30:28.323
And in fact, if I get in a room full of people, I need a friend, like stat, because I need someone to use as an anchor.

00:30:28.323 --> 00:30:30.038
That's just the way it is.

00:30:30.038 --> 00:30:32.679
I don't know, it might seem the opposite, obviously it does.

00:30:32.679 --> 00:30:36.982
We come and we put ourselves out here, but the same is true for you, right?

00:30:36.982 --> 00:30:41.480
So many people reflect on you right now and when they hear this background they can't actually believe it.

00:30:43.015 --> 00:30:47.998
Yeah, it's one of those things where I'm grateful, because have you ever heard the expression like 1%?

00:30:47.998 --> 00:30:48.800
Better every single day.

00:30:49.276 --> 00:30:49.979
Absolutely.

00:30:50.894 --> 00:31:00.921
That's that, honestly, I'd say, the closest representation to where I was at, because at 14 to 19, I was really good at install and that's all I was capable of doing.

00:31:00.921 --> 00:31:10.279
I couldn't talk to people 20 to 21, 22, 21 really was when I was like, okay, I could figure it out.

00:31:10.279 --> 00:31:13.063
So by 21, I had a process.

00:31:13.063 --> 00:31:14.861
So I'd been practicing it for about two years.

00:31:14.861 --> 00:31:19.760
At the time I had a process, I'd figured it out, but it was an HVAC process.

00:31:19.760 --> 00:31:24.201
It wasn't meant for electricians, so it still didn't quite line up.

00:31:24.201 --> 00:31:28.980
So because of that, I still felt just as inadequate when I was compared to my other team members.

00:31:31.116 --> 00:31:38.124
If any of you guys electricians can feel like this have you ever worked for a multi-trade company and you see like, oh yeah, how was your numbers?

00:31:38.124 --> 00:31:40.421
Well, I sold two condensers last week.

00:31:40.421 --> 00:31:41.403
What'd you sell?

00:31:41.403 --> 00:31:44.624
Well, yeah, no, I actually got $45,000 this week.

00:31:44.624 --> 00:31:46.560
I got $65,000 this week.

00:31:46.560 --> 00:31:49.137
I got $75,000 this week, joe, what'd you get?

00:31:49.137 --> 00:31:54.125
I sold two panels and I did a couple of small jobs.

00:31:54.125 --> 00:32:10.324
I did about $9,000 this week and for me I thought that was great, but at the same time I thought that once again, joe's just a POS, because everyone else was doing better, but I had no gauge of what a successful electrician should look like.

00:32:10.324 --> 00:32:12.883
I thought that was success.

00:32:12.883 --> 00:32:17.980
I thought I needed to hit $40,000, $50,000 a week to be considered anything.

00:32:19.394 --> 00:32:19.856
The reference.

00:32:19.856 --> 00:32:26.403
I love that you tied in that 1% meter every day, because so often, I mean, we post testimonies even for people to see.

00:32:26.403 --> 00:32:35.381
We talked about Justin's earlier in that big win, and for some people that's frustrating because then we fall into the trap of comparing ourselves to others.

00:32:35.381 --> 00:32:38.463
I just wanna highlight that that really isn't what this is about.

00:32:38.463 --> 00:32:47.163
It's about you being better than yourself yesterday, you being better than yourself last week, and even for us this is all relatively new.

00:32:47.163 --> 00:32:51.259
The first week we didn't get all five of these episodes in.

00:32:51.259 --> 00:32:54.181
It was three and I was bitter about it.

00:32:54.181 --> 00:33:03.799
We came into Monday, we drug ourselves from the bumper of our own truck, so to speak, and it come back and we're making it all five this week.

00:33:04.843 --> 00:33:08.240
Right Present on purpose, you get some things better every day.

00:33:09.394 --> 00:33:13.348
Yeah, James, as comparison is the thief of joy, and I love that absolutely.

00:33:13.348 --> 00:33:14.095
Thank you, James.

00:33:14.095 --> 00:33:14.896
I would say.

00:33:15.459 --> 00:33:19.942
the one thing that I'd wanna say is, with the 1%, better every day is.

00:33:19.942 --> 00:33:26.224
I'm not trying to be better than anyone else and realistically, I am competing about myself.

00:33:26.224 --> 00:33:32.801
I'm competing against myself, but I wanna be the person to others that I so desperately needed when I was a kid.

00:33:32.801 --> 00:33:39.218
Like that to me is now success, and that's what brings me into this industry that we're in right now.

00:33:39.218 --> 00:33:45.542
You know, I have the opportunity to be that person when previously I didn't even think I was gonna be here.

00:33:45.542 --> 00:33:48.017
Yeah, so it's just.

00:33:48.017 --> 00:33:50.364
It really is an amazing experience.

00:33:50.974 --> 00:33:52.099
Right, right for sure.

00:33:52.099 --> 00:34:00.279
Okay, so you overcome this place and somewhere in here you're starting your own business.

00:34:00.279 --> 00:34:01.544
And quite young, right?

00:34:01.875 --> 00:34:02.076
Yeah.

00:34:02.076 --> 00:34:05.602
So what ended up happening was my service manager and I.

00:34:05.602 --> 00:34:10.501
We ended up being in the same situation that so many other young business owners are.

00:34:10.501 --> 00:34:18.681
Right, I was 22 years old and I'd finally figured out how to sell generators, because that was primarily what the company did.

00:34:18.681 --> 00:34:22.282
Right, I was just generator after generator after generator.

00:34:22.282 --> 00:34:34.324
I was like I got this down, I could figure out this process, I know how this works, but at the time we were doing all the maintenance, we were doing a lot of the installs, we were doing the admin, we were doing the sales.

00:34:35.034 --> 00:34:43.601
And I'm gonna say this I'm speaking to everyone else that ever started their own business it was well, if we're doing all this, why are we making someone else money?

00:34:43.601 --> 00:34:46.081
Why don't we do it for ourselves?

00:34:46.081 --> 00:34:53.083
And literally, it was that he got his master's license and said you know what I got away out of this?

00:34:53.083 --> 00:34:57.199
Let's start our own company and we'll go out and we'll take over the industry.

00:34:57.199 --> 00:34:58.978
We'll do it, we can make this happen.

00:34:58.978 --> 00:35:00.798
I was 22 years old.

00:35:00.798 --> 00:35:02.338
I was like you know what?

00:35:02.338 --> 00:35:05.518
Sure, let's set up a partnership agreement and make it happen.

00:35:05.518 --> 00:35:08.021
And I went out and we were just like.

00:35:08.021 --> 00:35:14.181
We had no idea how to run a business, but we knew how to do generators and that was the angle, that was our stick.

00:35:15.715 --> 00:35:17.481
Awesome, I love that I do.

00:35:17.481 --> 00:35:18.655
Okay.

00:35:18.655 --> 00:35:26.538
So at this point, though, you're able to make a few more sales and you guys actually ended up dividing and conquering a bit.

00:35:26.538 --> 00:35:27.420
That way, is that right?

00:35:28.114 --> 00:35:33.543
Yeah, so for years and years and years the company would grow in a different way.

00:35:33.543 --> 00:35:45.101
Like I'd say, if you took our first year business model, it was just two guys in a van doing everything, like I would sell all the jobs, he would manage the company finances.

00:35:45.101 --> 00:35:49.322
We would both do the installation Eventually as we were growing.

00:35:49.322 --> 00:35:50.860
Because I started dialing it in.

00:35:50.860 --> 00:35:55.880
Right, you can't spend enough time with your back against the wall and you do it to do or die.

00:35:55.880 --> 00:35:58.842
So I was getting better with this process.

00:35:58.842 --> 00:36:01.623
I would listen to any training, like I would go.

00:36:01.623 --> 00:36:06.159
I remember, I think, jack Canfield's seven secrets of Superstar Techs.

00:36:06.159 --> 00:36:10.981
I remember that was a head in CD and it would always go in, always go into my van.

00:36:10.981 --> 00:36:16.782
And Zig Ziglar I mean I still have a Zig Ziglar book that's highlighted from way back then.

00:36:16.782 --> 00:36:20.380
Any book I could get I was reading, every chance I could get.

00:36:20.380 --> 00:36:21.041
I was setting.

00:36:21.094 --> 00:36:28.023
My process was relentless because at the time and I keep saying this I hated myself.

00:36:28.023 --> 00:36:37.623
I mean, like the word loathing doesn't cover it because no matter how good I achieved, I was doing it just trying to survive.

00:36:37.623 --> 00:36:44.063
Because at the time, even then, like even then, even running my own company, I still wasn't able to talk to people.

00:36:44.063 --> 00:36:49.940
I could sell to them with my process, but then if we needed to make small talk, I would flounder and I'd lose it.

00:36:49.940 --> 00:36:54.802
So I had this mentality of saying, well, if I don't do it today, I'll do it tomorrow.

00:36:54.802 --> 00:36:59.422
And then every day it would be like, well, I'm not gonna kill myself today, I'll do it tomorrow.

00:36:59.422 --> 00:37:01.121
If not today, tomorrow if not today.

00:37:01.121 --> 00:37:14.123
And they just kept doing that for years and years and years until eventually, eventually in our business we started seeing more success and I'm really proud of the effort that we did.

00:37:14.123 --> 00:37:15.340
Like I really am proud.

00:37:15.340 --> 00:37:16.237
We grew a lot.

00:37:16.237 --> 00:37:23.280
We started developing a name, we started winning awards, we had enough money now to buy a shop and now had multiple vans.

00:37:24.335 --> 00:37:33.264
But right around 27 was really when I feel like my life turned around, like I would say like my happiest day.

00:37:33.264 --> 00:37:37.257
I usually would say that people would ever be like meeting my wife.

00:37:37.257 --> 00:37:44.181
My wife, melanie, is an utter angel married way out of my league, right, but like that isn't even my happiest day.

00:37:44.181 --> 00:37:48.483
My happiest day was 27, because I hit my rock bottom.

00:37:48.483 --> 00:37:53.802
I was still an alcoholic and I was really, really struggling with my drinking.

00:37:53.802 --> 00:37:56.081
Not because I was partying.

00:37:56.081 --> 00:38:02.682
It was that I was in a state of such emotional despair and I felt like I couldn't ever find my way out of it.

00:38:02.682 --> 00:38:05.581
That drinking was the only thing I could use to medicate.

00:38:05.581 --> 00:38:06.998
I didn't know any better.

00:38:06.998 --> 00:38:08.157
I really didn't.

00:38:08.974 --> 00:38:12.900
But I remember something happened in 27 where I was like that's it.

00:38:12.900 --> 00:38:15.021
I was like I got to go to therapy.

00:38:15.021 --> 00:38:16.581
I was like I got to get this fixed.

00:38:16.581 --> 00:38:17.760
Something's not right.

00:38:17.760 --> 00:38:18.336
I can't.

00:38:18.336 --> 00:38:20.925
I'm gonna die like this and not in the way I want.

00:38:20.925 --> 00:38:22.240
I don't want to go from liver cirrhosis.

00:38:22.240 --> 00:38:23.739
I got to get this fixed.

00:38:24.835 --> 00:38:33.880
So I ended up going to therapy and within two sessions my therapist is like you're autistic, you're really autistic.

00:38:33.880 --> 00:38:35.278
This is what it is.

00:38:35.278 --> 00:38:42.762
And some people might look at it like oh, but for me I'm like oh, my God.

00:38:42.762 --> 00:38:48.443
Like even just thinking about it makes me want to cry because it was so relieving.

00:38:48.443 --> 00:38:51.782
I finally was like this is it?

00:38:51.782 --> 00:39:00.121
This is it the social awkwardness I mean, like all the other things, like I have an insane pain tolerance.

00:39:00.121 --> 00:39:06.836
You can hit me in the face with a bat and I probably wouldn't recognize it, but you play a loud siren and I'm gonna cripple Like it's just.

00:39:06.836 --> 00:39:22.541
There's so many things that make me me that I didn't realize were so directly tied to my neurological wiring and now that I understood what it was, now I can actually actively work on improving and developing myself to be something better.

00:39:22.541 --> 00:39:26.739
Can you tell how, like, just talking about this raised my voice and my demeanor?

00:39:27.322 --> 00:39:28.235
Oh, totally yeah.

00:39:28.235 --> 00:39:29.434
It's a different energy.

00:39:29.434 --> 00:39:31.938
So you can see that At 27,.

00:39:31.938 --> 00:39:36.202
That's remarkable, and did that also help with the drinking then?

00:39:37.054 --> 00:39:37.677
I stopped drinking.

00:39:37.677 --> 00:39:38.722
That was the thing.

00:39:38.722 --> 00:39:46.983
Like it was one of those things where, like I stopped smoking cigarettes, I stopped pretty much doing almost anything.

00:39:46.983 --> 00:39:49.041
Like I drank, don't get me wrong.

00:39:49.041 --> 00:39:54.025
But the difference was it wasn't to medicate, you know what I mean.

00:39:54.025 --> 00:39:58.302
Like there's a difference between going to a party and having a few drinks compared to.

00:39:58.302 --> 00:40:07.820
I can't feel this way anymore and I'll do anything to numb how I'm feeling, because the sound of the firehouse next door is making my ears want to bleed.

00:40:07.820 --> 00:40:09.235
Yeah, you know.

00:40:09.235 --> 00:40:10.420
Like I couldn't quite figure it out.

00:40:10.420 --> 00:40:16.019
So I would say I mean, you know, once an alcoholic, always an alcoholic, but I haven't been drunk.

00:40:16.019 --> 00:40:19.260
I can't even tell you when, I don't know the last time I've been drunk.

00:40:21.980 --> 00:40:23.277
So it's really Congratulations.

00:40:23.994 --> 00:40:29.023
Thank you from going from like being drunk all the time to like I literally cannot tell you.

00:40:29.023 --> 00:40:34.943
The last time I really, ever, I yeah, I don't even know last time I had anything more than a drink.

00:40:36.478 --> 00:40:37.983
So the twenties were a big decade.

00:40:37.983 --> 00:40:45.842
How did this, this new understanding of yourself, free you and how did that impact you at work?

00:40:46.858 --> 00:40:47.201
It was.

00:40:47.201 --> 00:40:55.675
That is really where the shift happened, because at that time that's when I started getting to like the 80, the high 80 close ratios and the higher tickets.

00:40:55.675 --> 00:41:00.202
Because you can have a process, bob.

00:41:00.202 --> 00:41:07.425
Actually Bob Marley said it really well you can fool some people sometimes, but you can't fool all the people all the time.

00:41:07.425 --> 00:41:21.905
I had gotten good enough at my scripted process that I could dial into it and, provided they didn't want enough small talk, I could portray myself as a fully functioning adult who could get across the point and was very professional.

00:41:21.905 --> 00:41:37.259
Now, now that I was invested in therapy and I was learning coping skills and I was not drinking anymore and I was on the right kind of medications like everything was working now I felt comfortable enough with myself to start opening up with people.

00:41:37.259 --> 00:41:39.561
I was able to talk to people.

00:41:39.561 --> 00:41:41.782
I was able to relate with them a little bit more.

00:41:41.782 --> 00:41:45.523
Like I could recognize certain triggers for me.

00:41:45.523 --> 00:41:53.606
I could recognize certain things and say like okay, this situation is gonna set me off, so therefore I'm gonna be prepared for it.

00:41:55.514 --> 00:42:05.197
So things like that you mentioned one day actually even training your process, your script, while listening to dogs barking in your headphones.

00:42:06.192 --> 00:42:06.954
Yeah, I can remember.

00:42:06.954 --> 00:42:07.577
You remembered that.

00:42:07.577 --> 00:42:12.719
So the thing was, I mentioned earlier, I really struggle with sounds.

00:42:12.719 --> 00:42:21.681
It's something that happens a lot in neurodivergence Bright lights, random sounds, babies crying, dogs barking.

00:42:21.681 --> 00:42:25.177
So I recognized okay, joe, you're autistic.

00:42:25.177 --> 00:42:34.260
So the sound of dogs barking isn't that you hate dogs, you just hate the sound that it makes and it's causing you to feel.

00:42:35.230 --> 00:42:39.822
So I realized when I was tracking my averages I wasn't able to close it.

00:42:39.822 --> 00:42:45.036
I wasn't able to close when there was dog barking, when babies were crying, I couldn't do it.

00:42:45.036 --> 00:42:59.454
So what I started doing was I was practicing in front of the mirror and then I would play on the radio or I'd go to YouTube at the time and I would play dogs barking and I would really have to push past it.

00:42:59.454 --> 00:43:05.818
But it built my tolerances up so that eventually, when I would go to these homes, I was prepared.

00:43:05.818 --> 00:43:08.414
It would be like, okay, I'm prepared for this, let's go.

00:43:08.414 --> 00:43:10.219
The dog's in a bark, you know what to do.

00:43:10.219 --> 00:43:15.300
You can focus on this, focus on that, control your speech, lower your ears.

00:43:15.300 --> 00:43:24.871
I learned skills to get past it and, believe it or not, that actual skill is what I feel may be a more functional father Can.

00:43:24.911 --> 00:43:26.916
I touch on that you don't mind Of course, yeah, go for it.

00:43:29.592 --> 00:43:31.036
So obviously I can.

00:43:31.036 --> 00:43:33.802
I really will stand by the fact that I married out of my league.

00:43:33.802 --> 00:43:34.873
My wife is an angel.

00:43:34.873 --> 00:43:37.594
She's the best person I ever known.

00:43:37.594 --> 00:43:43.320
But the closest second I would say is my daughters.

00:43:43.320 --> 00:43:47.119
I love my two girls so goddamn much.

00:43:47.949 --> 00:43:50.014
But I didn't realize at first.

00:43:50.014 --> 00:43:54.012
I thought I didn't like kids For my whole life.

00:43:54.012 --> 00:43:54.976
I didn't think I liked kids.

00:43:54.976 --> 00:43:55.974
I thought I hated kids.

00:43:55.974 --> 00:43:59.056
Turns out I hate the sounds of babies crying.

00:43:59.056 --> 00:44:01.094
I didn't know that about me.

00:44:02.030 --> 00:44:13.076
So the same techniques that I practice against listening to dogs barking while I was working in therapy, we would have babies crying in the background and I would learn how to push past it.

00:44:13.076 --> 00:44:15.657
I would learn that ear muffs would work.

00:44:15.657 --> 00:44:17.110
I would learn that AirPods would work.

00:44:17.110 --> 00:44:20.097
So I learned coping techniques to be a better parent.

00:44:20.097 --> 00:44:26.101
And when I became a parent, then I could also be relatable to other parents.

00:44:26.101 --> 00:44:28.476
It was something that never connected with me.

00:44:28.476 --> 00:44:41.775
So now I was not only able to sell with small talk and I could sell with a process, but now I could connect with not only married people but people who have kids and I could start doing things in my process.

00:44:41.775 --> 00:44:45.117
Like you know what, I'm going to knock on the door at night.

00:44:45.117 --> 00:44:50.760
I'm never going to ring the bell Because I remember when I get upset with people, wake up the baby after I put her to sleep.

00:44:50.760 --> 00:44:58.456
So I started incorporating little things into this process and tweaking it and making my own to make it more relatable to people.

00:44:58.456 --> 00:44:59.619
Does that make sense?

00:45:00.019 --> 00:45:04.559
Oh yeah, yeah, I love that and I'm relating right here, hand up.

00:45:04.559 --> 00:45:14.896
I've never been more vulnerable than having my own baby girl crying in the middle of the night, right, and who doesn't know that that is a father.

00:45:14.896 --> 00:45:17.436
I used to go lay on the floor.

00:45:17.436 --> 00:45:19.353
I would get in trouble.

00:45:19.353 --> 00:45:23.159
The Mrs would tell me come back to bed, stop coddling the kid.

00:45:23.159 --> 00:45:25.072
She needs space too.

00:45:25.072 --> 00:45:31.818
I couldn't handle it as a dad Like I was the most vulnerable I've ever been in my life.

00:45:31.818 --> 00:45:37.838
So I definitely relate and at the same time, still, the infant stage is hard, isn't it?

00:45:39.931 --> 00:45:43.755
I actually have a one year old as it stands, so I'm still not out of it for now.

00:45:43.755 --> 00:45:45.300
But you know what?

00:45:45.300 --> 00:45:46.873
The coping skills keep me alive.

00:45:47.574 --> 00:45:48.177
Awesome so.

00:45:48.217 --> 00:45:48.898
I can't complain.

00:45:48.898 --> 00:45:50.081
I'm better now.

00:45:50.081 --> 00:45:55.996
I'm a more functional person today than I was yesterday, and I will be a more functional person tomorrow than I am today.

00:45:57.110 --> 00:45:59.438
Can I highlight the superpower that I'm starting to see.

00:45:59.438 --> 00:46:04.007
There's actually two things you said already, three really in the last little bit.

00:46:04.007 --> 00:46:07.018
That is like where all the money is in this.

00:46:07.018 --> 00:46:11.695
Yes, there's adversity, that's what causes us to push.

00:46:11.695 --> 00:46:22.536
It became growth or death for you, and in a way that maybe some people can relate to it and maybe for some that's a little ways off what they've ever felt.

00:46:22.536 --> 00:46:24.076
I mean, it's a touching story.

00:46:24.076 --> 00:46:27.494
It's a huge battle that you face, so I want to honor that.

00:46:27.494 --> 00:46:42.135
But as we zoom out, I'm also seeing someone that just wouldn't give up and had to find a way to be freed from that, and that's kind of what adversity is.

00:46:42.135 --> 00:46:46.164
And I think that we're surrounded by people that think we shouldn't have problems.

00:46:46.164 --> 00:46:55.614
Yeah, but it's those problems and challenges that keep pushing us, that keep affirming our decision to grow.

00:46:57.148 --> 00:46:59.157
Yeah, it's really important.

00:47:00.333 --> 00:47:07.079
And you know, in addition to that, have anyone out there that's listening ever felt littler after watching someone's social media.

00:47:07.079 --> 00:47:19.614
Like I remember when Facebook first came out I didn't know I was authentic at the time, but Facebook was like, look how happy I am, look how successful I am, look at how many friends I have, look at all the money I'm making.

00:47:19.614 --> 00:47:26.972
And I'm like, damn, I can't even be happy doing the things I like most and this guy's living the life.

00:47:26.972 --> 00:47:35.014
So yeah, it's hard, but it was one of those things where I just I don't know why I didn't give up on myself.

00:47:35.014 --> 00:47:36.876
I honestly wish I could give you a reason.

00:47:36.876 --> 00:47:38.134
I really wish I could.

00:47:39.150 --> 00:47:42.800
But it was just one of those things where I just felt that I was, that there was more.

00:47:42.800 --> 00:47:45.998
I felt that there was more that I could reach.

00:47:45.998 --> 00:47:47.996
I didn't think that I couldn't get there.

00:47:47.996 --> 00:47:50.876
I just felt that I didn't know how to get there.

00:47:50.876 --> 00:47:56.677
Like everyone else was happy, so there's got to be something they're doing.

00:47:56.677 --> 00:48:03.902
I just I believed in that vision enough to say that I didn't want to give up on that vision.

00:48:03.902 --> 00:48:06.034
I wanted just to be happy.

00:48:07.893 --> 00:48:17.096
I also heard that in some of my mentor used to say Jim Rohn, like great you are the average of the five people you hang around most, and we touched on this briefly the other day.

00:48:17.769 --> 00:48:32.382
When you start filling your ears with these motivational speakers, but also really people that are profound in sales and understanding other people, relationships, communication.

00:48:32.382 --> 00:48:37.831
When you start filling your head with that stuff so much as you did, you start becoming it.

00:48:37.831 --> 00:48:47.050
You are the average of the five people you hang around most, even if they're just in your ear, and that's why I so commonly I'll say, hey, my mentor XYZ.

00:48:47.050 --> 00:48:50.572
And then like, oh, you know, chris Voss, I don't need to.

00:48:50.572 --> 00:48:51.313
You know what?

00:48:51.313 --> 00:48:54.929
Yes, chris Voss doesn't know me, that doesn't matter.

00:48:54.929 --> 00:48:58.039
He puts this information out for me to be a mentee of that.

00:48:58.039 --> 00:48:59.635
You know what I mean.

00:48:59.635 --> 00:49:03.757
So I love using that term and I love referencing that exact.

00:49:03.757 --> 00:49:05.922
Really, it's a solution.

00:49:05.922 --> 00:49:09.818
If you'll be with that stuff, you'll become that stuff.

00:49:10.690 --> 00:49:13.184
I actually I had something that ties right in with that.

00:49:13.184 --> 00:49:19.942
That right is right around where we're at in the story is I didn't have many friends.

00:49:19.942 --> 00:49:28.994
I had very, very few friends at the time prior to being diagnosed, but once I went to therapy, there was actually a period of time where I did what's known as a mass Exodus.

00:49:28.994 --> 00:49:50.592
I cut off everyone I mean when I mean everyone, I mean family, friends, everyone because the thing was, I realized what I'm surrounded with right now hasn't worked, and if I keep being surrounded with what doesn't work, I'll never be in the position to find what will work.

00:49:50.592 --> 00:49:52.699
And it was hard.

00:49:52.699 --> 00:49:56.516
It was really, really anyone who's ever separated from family before.

00:49:56.516 --> 00:50:02.036
It's never easy and it's still something that I battle with.

00:50:02.036 --> 00:50:13.561
But the fact was is that now I'm in a place that I can truly say I'm me, and I'm me because I want to be this way and not I'm me because I have to be this way.

00:50:13.561 --> 00:50:17.838
And I don't think I could have gotten that if I kept surrounded by the people I was surrounded by.

00:50:18.199 --> 00:50:21.795
Yeah, I love that and I want to relate that back to electrical language.

00:50:21.795 --> 00:50:29.900
As an industrial guy, I love ladder logic, PLCs, inputs and outputs.

00:50:29.900 --> 00:50:32.614
That's how I see this thing.

00:50:32.614 --> 00:50:38.634
And relating that to the supercomputer that's in your head is something they call the reticular activating system.

00:50:38.634 --> 00:50:42.376
You've been programming that your entire life.

00:50:42.376 --> 00:50:51.420
All these inputs are adding up and they continue to add up and they will continue to add up for as long as you expose yourself to them.

00:50:53.230 --> 00:51:08.056
It's one of the biggest things we deal with on the sales level is that first dark cloud, as we call it, the self objection cloud, the red team, the stuff that has been adding up that isn't consistent with what is available of you.

00:51:08.056 --> 00:51:11.728
I just deep dive in this for a little.

00:51:11.728 --> 00:51:13.423
Second right, Because it's so important.

00:51:13.423 --> 00:51:20.465
So if you had a brother as a kid that told you you're ugly man, You're ugly, You're ugly.

00:51:20.465 --> 00:51:26.963
Or I've heard this in a book, Psycho-Cybernetics a guy being told you got a big nose, you got a big nose.

00:51:26.963 --> 00:51:33.827
Go and see a surgeon later in life to get a nose reduction and he's like it was stopping him in sales.

00:51:33.827 --> 00:51:37.628
Literally, the guy was like no one will buy for me because my nose is so big.

00:51:37.628 --> 00:51:42.025
I need to get a nose job and the surgeon's like that's not real.

00:51:42.025 --> 00:51:46.603
People will like you, big nose or not.

00:51:46.670 --> 00:51:47.393
I mean, look at me.

00:51:47.393 --> 00:51:49.056
I was going to say I got that Roman nose.

00:51:49.056 --> 00:51:51.628
I mean I was doing it too.

00:51:51.800 --> 00:52:04.521
So just to tie that together if you want to change the outputs, you have to change the inputs 100%, and if you won't put those inputs there, who will Like that's like that serenity conversation right, the things.

00:52:04.521 --> 00:52:06.443
I can control the inputs.

00:52:06.443 --> 00:52:11.322
You have to control those to get this output right, all right.

00:52:11.322 --> 00:52:20.927
So, knowing this diagnosis, now collecting where we are in your story, you begin to train on this, you begin to understand better your listening to the noises.

00:52:20.927 --> 00:52:22.081
I love that.

00:52:22.081 --> 00:52:24.387
You keep working on your weaknesses.

00:52:24.387 --> 00:52:41.961
You are on and that's maybe the 30,000 foot view again, but you're on this trajectory of I know what I want, I know what's in the way of that and I need to fix or grow or focus on those things to achieve the goal.

00:52:41.961 --> 00:52:45.451
On the other side, correct, how important.

00:52:45.451 --> 00:52:54.110
And you were doing things, like you said, looking in the mirror, because language, or what's communicated, is more than just the words out of your mouth.

00:52:54.650 --> 00:52:55.713
Can I touch on that for a moment?

00:52:55.713 --> 00:52:56.121
Yeah, please.

00:52:56.121 --> 00:53:05.628
So we started doing in therapy, we started doing social training right and saying, okay, how much eye contact is too much eye contact?

00:53:05.628 --> 00:53:07.664
Where are your hands?

00:53:07.664 --> 00:53:08.869
Where should they be?

00:53:08.869 --> 00:53:10.045
Should you visit?

00:53:10.045 --> 00:53:11.523
When you cross your arms?

00:53:11.523 --> 00:53:14.519
What's communicated when your arms behind you, what's communicated Like?

00:53:14.519 --> 00:53:21.262
I started learning how to hold myself and I started incorporating those into the process and starting to learn.

00:53:21.262 --> 00:53:33.987
Okay, all these little things that I didn't know will now make me better at selling and therefore but not because it's going to make me a better salesperson, but because it'll make me more of a relatable person.

00:53:33.987 --> 00:53:39.650
So all these things I started focusing on were just small little steps.

00:53:39.650 --> 00:53:47.465
To other people, like to a neurotypical person, I'm pretty sure they don't have to be trained on how long to maintain eye contact.

00:53:47.465 --> 00:53:53.485
But even you and I have mentioned hey Joe, sometimes it looks like you're zoning out because I'm just staring without blinking.

00:53:53.485 --> 00:53:55.746
It's just sometimes, that's just me.

00:53:55.746 --> 00:53:57.402
I just forget to blink.

00:53:57.402 --> 00:53:58.304
It happens.

00:53:59.949 --> 00:54:00.230
Like that.

00:54:00.230 --> 00:54:00.630
What do you do?

00:54:00.630 --> 00:54:02.563
Right, I just go, embrace it.

00:54:02.563 --> 00:54:07.271
Embrace it, man, I honestly, I'm just going to insert a moment of gratitude.

00:54:07.271 --> 00:54:16.025
I don't think there's anyone else in this planet that's anything remotely close to who you are and what you've done.

00:54:16.025 --> 00:54:26.905
There's no other person that could lead this mission of mastering sales to the degree that you did, because, guys, the stuff you're hearing didn't.

00:54:26.905 --> 00:54:28.769
It wasn't just like oh, I noticed this.

00:54:28.769 --> 00:54:30.920
Most people notice things At some point.

00:54:30.920 --> 00:54:33.125
You might even address it, you might even say it out loud.

00:54:33.125 --> 00:54:44.507
For Joseph, it was a must to build a framework that addressed it and then to rehearse that framework and make sure it addressed that problem.

00:54:44.507 --> 00:54:48.644
That's not an 80-20.

00:54:48.644 --> 00:54:52.849
We're talking 95-5 or maybe 99-1.

00:54:52.849 --> 00:54:55.344
Here you are the 1% brother.

00:54:56.387 --> 00:55:04.032
Thank you, you'd say that, and the thing is that we'll never think as highly of ourselves as others might think about us.

00:55:04.032 --> 00:55:04.773
You know what I mean.

00:55:04.773 --> 00:55:08.429
I'm taking it with a grain of salt, but once again, it was grow or die.

00:55:08.429 --> 00:55:10.065
That mentality never really changed.

00:55:10.065 --> 00:55:21.065
I struggled with suicide attempts my whole life, even beyond that point, everything I had, my struggles, what was securing it was okay.

00:55:21.065 --> 00:55:22.530
I now run a business.

00:55:22.530 --> 00:55:27.090
If I can just know that I can sell this much, I'll be good.

00:55:28.119 --> 00:55:32.309
The thing was I still was under the metrics of HVAC companies.

00:55:32.309 --> 00:55:36.548
I thought a $20,000 a week was the minimum.

00:55:36.548 --> 00:55:46.849
What I started to do was I said, okay, every day I need to sell at least $5,000 a day so that I could have a $20,000 or $25,000 a week.

00:55:46.849 --> 00:55:52.371
I thought from all the trainers that I worked with, that's the minimum or the average.

00:55:52.371 --> 00:55:56.307
The thing was I started rapidly growing my company.

00:55:56.307 --> 00:56:03.523
We started off at $90,000 in sales the first year and we just kept growing and growing, and growing and growing.

00:56:03.523 --> 00:56:06.666
In the course of seven years we were at 1.3.

00:56:06.666 --> 00:56:11.047
That's what it was, because we kept growing it and not giving up on it.

00:56:11.047 --> 00:56:15.128
It's a small appreciation of the details that mean so much.

00:56:17.179 --> 00:56:25.409
I got to ask because a lot of people then, especially when they see a script or see a process, they've already got what their accumulation of experience is.

00:56:25.409 --> 00:56:29.068
They've already got some fears around being seen as salesy.

00:56:29.068 --> 00:56:30.271
That's that first dark cloud.

00:56:30.271 --> 00:56:31.385
Again, the self-adjection.

00:56:31.385 --> 00:56:37.909
Will you just tell me quick were your customers any less happy when they were paying more?

00:56:38.670 --> 00:56:39.592
No, no.

00:56:39.592 --> 00:56:45.721
Let me explain a very important thing about sales that I don't think is nearly addressed enough.

00:56:45.721 --> 00:56:49.786
Sales is not something you do to someone.

00:56:49.786 --> 00:56:53.547
Sales is something you do for someone.

00:56:53.547 --> 00:56:57.068
I knew our work was top notch.

00:56:57.068 --> 00:57:01.989
We were studying, we were generator both Generac and Kohler dealers.

00:57:01.989 --> 00:57:03.605
We were Tesla dealers.

00:57:03.605 --> 00:57:05.246
We had the best financing.

00:57:05.246 --> 00:57:06.945
Our workmanship was on top.

00:57:06.945 --> 00:57:09.367
We had a lifetime guarantee on everything we touched.

00:57:10.000 --> 00:57:14.153
I knew, hands down, you put me against any other electrical company at the time.

00:57:14.153 --> 00:57:22.269
I felt strong and confident, but in order to deliver that level of service, we needed to charge more.

00:57:22.269 --> 00:57:25.306
By default, you had to do it.

00:57:25.306 --> 00:57:29.188
You cannot deliver high levels of service if you don't have the means of funding.

00:57:29.188 --> 00:57:35.311
The thing was is I stopped selling high ticket items just to have revenue.

00:57:35.311 --> 00:57:41.304
What I was doing was I was creating options and giving the customer the choice of which one they wanted to do.

00:57:41.304 --> 00:57:46.867
We would always offer six level choices Premium, mid-range and economy.

00:57:46.867 --> 00:57:51.902
Regardless of what it was, you would always have a choice For every choice.

00:57:52.123 --> 00:58:04.385
I could say I did this for you because I would tie it into the emotional reason why someone would want to have it and how working with someone like me would better their lives and their homes and their families.

00:58:04.385 --> 00:58:13.302
Yeah, they might have called me for a trip GFI and ended up getting a whole new service, but you know what?

00:58:13.302 --> 00:58:17.742
They were grateful because they didn't know they had a rot hole in their meter outside.

00:58:17.742 --> 00:58:26.728
They didn't know that their ceiling fan that was constantly dusty in their daughter's room actually was blowing fiberglass all over the place.

00:58:26.728 --> 00:58:28.945
That's actually all the dust that usually you're seeing.

00:58:29.639 --> 00:58:31.766
Once again, thank you for learning from HVAC companies.

00:58:31.766 --> 00:58:33.641
People didn't know.

00:58:33.641 --> 00:58:36.869
Hey, you know what, I've got a pool, but you know what?

00:58:36.869 --> 00:58:40.206
I have no lights outside so I've got to go swim in the dark.

00:58:40.206 --> 00:58:49.108
When I was offering things for emotional reasons that would benefit people, they stopped being upset at the price and started thanking me for thinking of them.

00:58:49.108 --> 00:58:58.563
So really, at the end of the day, all we are is just a conduit to solve people's problems and they may not be problems they knew they had.

00:58:58.563 --> 00:59:06.282
But as long as you're an honest person and you're telling them the truth, then you really are solving a problem that they need to solve.

00:59:08.159 --> 00:59:11.449
Something you're doing with them, helping them by absolutely.

00:59:11.449 --> 00:59:16.449
Yeah, I love that and I think that there's a huge block in there for most.

00:59:16.449 --> 00:59:34.704
I think that's where we see it the most is we spend so much time with not enough muscle memory in the background to operate for us or not enough of a dialed in process that we spend so much time and energy in front of the customer thinking I don't want to mess up this price, I got to get this price right, I don't want to miss anything.

00:59:34.704 --> 00:59:45.889
There's a lot of don'ts and cants and fear of losing the sale ahead of ever proposing an honest, thoughtful and thorough solution.

00:59:45.889 --> 00:59:59.286
And that's the difference that I've seen in working beside you that I think is so profound in this process that we teach is that all these solutions we hear it from guys who've been in business for a decade or more.

00:59:59.286 --> 01:00:01.123
I just never thought of that.

01:00:01.123 --> 01:00:11.648
You've clearly taken the time to be in the buyer's shoes and think of the things that will actually benefit the quality of life going forward.

01:00:12.679 --> 01:00:13.302
Can I explain why?

01:00:14.320 --> 01:00:14.563
Please do.

01:00:15.900 --> 01:00:29.889
So, once again, being in the mentality of being surrounded by HVAC and plumbing technicians, they have a massive advantage over the typical electrician, because there's parts that constantly break and there's also continuous services need to be offered.

01:00:29.889 --> 01:00:34.230
So, like you think, okay, I'm going to have a service call on an outside condenser.

01:00:34.230 --> 01:00:47.367
You know that you could offer a hard start kit, you can offer a dual stage capacitor, you could offer the surge protector, the enhanced disconnect, the rewiring, the fin grays there's so many things just in that that you could offer.

01:00:47.367 --> 01:00:51.568
But now you've taken an electrician and you put them in front of a GFI on a countertop.

01:00:51.568 --> 01:00:53.260
What has he done?

01:00:53.260 --> 01:00:56.746
You can't offer more things.

01:00:56.746 --> 01:00:58.985
People don't need things.

01:00:59.960 --> 01:01:05.909
But people care about being happy, and that was something that I knew I was chasing my whole life.

01:01:05.909 --> 01:01:12.472
So I said to myself okay, how can I make them happier by me being here?

01:01:12.472 --> 01:01:14.927
Okay, you've got a bad GFI.

01:01:14.927 --> 01:01:19.168
Well, right now that GFI controls all your countertops.

01:01:19.168 --> 01:01:32.105
So could I make you happier if I localized each one of them so that when this one trips, it doesn't take out the fridge and now you don't worry about losing food if you're on or you don't have to work?

01:01:32.186 --> 01:01:33.528
Right now you've got lighting in your room.

01:01:33.528 --> 01:01:37.427
Great, I see you have a ceiling fan with a remote by your bed.

01:01:37.427 --> 01:01:42.409
Wouldn't it be better if I actually cut a three way switch by the side of the bed?

01:01:42.409 --> 01:01:48.342
That way you can walk into the room and have the light on, walk into bed and be able to turn the light off.

01:01:48.342 --> 01:01:55.664
So by being creative and saying how can I make you happier by me being here, this will come up.

01:01:55.664 --> 01:01:57.635
They just will.

01:01:57.635 --> 01:02:09.114
If you truly care about people, you have to put yourself in their shoes and now that I had the skills, like I already was a good electrician, I was a bad person.

01:02:09.114 --> 01:02:12.556
I could not a bad person, I was a non-functional person.

01:02:12.556 --> 01:02:14.195
I did all the pieces were incorrect.

01:02:14.195 --> 01:02:23.375
Once the pieces clicked and I could understand and relate with people, I could connect good electric work to them, being happy, and that, I feel, was the difference.

01:02:24.672 --> 01:02:33.215
Right, yeah, absolutely, man, and I think that's the difference, that's what people keep saying they're seeing in this program that you don't see anywhere else.

01:02:33.215 --> 01:02:47.275
That's the specificity, the specialized training with that thorough thought through every process from the front door to the referral, review and repeat transaction, and I'm astounded by it.

01:02:47.275 --> 01:02:48.257
So I appreciate you.

01:02:48.257 --> 01:02:50.295
I wanted to extend that gratitude.

01:02:50.295 --> 01:02:57.815
Of course, now, at this point, you exit your business and I think that's a different story.

01:02:57.815 --> 01:03:17.398
We don't need to go too deep and we're already at the hour, but can you tell us a little bit about the last few years in sense of exit, what happened next and where you believe you left this process and what you believe it's actually capable of beyond what you took it to?

01:03:18.670 --> 01:03:27.215
So I was realizing that I was doing around 1.3 million, even though we were runninga company and doing service calls.

01:03:27.215 --> 01:03:32.380
At the time I really wasn't a fully selling tech, you know what I mean.

01:03:32.380 --> 01:03:41.539
I would go to a call and I would either sell it and then offer to do it or, if it was a big job, I would sell it and there'd be someone who'd follow me to do it.

01:03:41.539 --> 01:03:48.693
But eventually the goal was to have me strictly sell and just have nothing but leads and not have to turn any tools.

01:03:49.710 --> 01:03:57.119
I truly believe that 1.3 is the floor and my goal is to make every single person who I train better than me.

01:03:57.119 --> 01:03:58.514
I want that to be the benchmark.

01:03:58.514 --> 01:04:21.137
I really think that this should at least be a $2 million system, because if I could have done 1.3 while running a business, while also having a young kid, while also having to physically do the work, what would have happened if I didn't have to run a business, like if I was an employee and I was just fed leads five times a day, five days a week?

01:04:21.137 --> 01:04:23.181
What could have happened?

01:04:23.181 --> 01:04:25.152
Yeah, can I jump in?

01:04:25.172 --> 01:04:26.356
there and insert something quick.

01:04:26.356 --> 01:04:27.599
You're sure to go for it.

01:04:27.599 --> 01:04:29.454
We have a five pillars document.

01:04:29.454 --> 01:04:37.320
Guys, if you're watching this live, if you're on the Facebook group, you can just actually type in five pillars and we'll send this to you.

01:04:37.320 --> 01:04:43.538
I should type it quick five pillars, a document explaining how Joseph was doing this.

01:04:43.538 --> 01:05:09.541
Really, with roughly 14 qualified leads on average per week, I think a lot of people hear the millions and they go, oh yeah, well, you must have been serving so many people, not with an average ticket that high, not with an 80% close ratio, not with repeat transactions, reviews, referrals all this stuff adds up to qualifying those leads at the front door and building that thing solid as a rock.

01:05:09.541 --> 01:05:10.523
I'm sorry to interrupt you.

01:05:10.963 --> 01:05:12.005
Yeah, no, it's fine.

01:05:12.005 --> 01:05:12.786
That was that.

01:05:12.786 --> 01:05:15.155
I know we're trying to fast track it to where we are now.

01:05:15.155 --> 01:05:18.353
The goal always was happy.

01:05:18.353 --> 01:05:27.844
Once I knew that I knew who and what I was, I knew that the position of my life was a paradigm.

01:05:27.844 --> 01:05:29.297
It was a paradigm shift.

01:05:30.043 --> 01:05:34.639
At this point I realized that I really love training people on how to sell.

01:05:34.639 --> 01:05:41.362
I've developed a process and I had perfected it over so long that I wanted to start sharing with people.

01:05:41.362 --> 01:05:43.936
I literally was volunteering myself on the weekends.

01:05:43.936 --> 01:05:46.416
I wasn't even getting paid for it.

01:05:46.416 --> 01:05:51.358
Other electricians would be like hey, can you work with me and to be all over the state and all over the country.

01:05:51.358 --> 01:05:53.135
I'm like yeah, sure, you're not a competitor, let's talk.

01:05:54.590 --> 01:05:57.059
Then there got to a point when I was like you know what?

01:05:57.059 --> 01:05:58.195
I want to sell my business.

01:05:58.195 --> 01:06:01.338
I want to go into training.

01:06:01.338 --> 01:06:02.000
I want to do that.

01:06:02.000 --> 01:06:05.759
I actually contacted my mentor at the time, the one who started me off.

01:06:05.759 --> 01:06:10.300
Within 15 minutes I was like hey, I'm thinking about selling my company.

01:06:10.300 --> 01:06:14.179
Do you know anyone that would want to pursue a training career?

01:06:14.179 --> 01:06:16.717
He's like give me 15 minutes, I'll call you right back.

01:06:16.717 --> 01:06:19.378
He called me and he's like yeah, you're going to come work for me.

01:06:19.378 --> 01:06:22.253
I was like what he's like?

01:06:22.253 --> 01:06:24.559
You're not going to put your resume out, you're going to come work for me.

01:06:24.559 --> 01:06:25.161
This is what we're doing.

01:06:25.161 --> 01:06:28.829
I was like, wow, I got to work with my hero.

01:06:28.829 --> 01:06:29.813
I was like this is great.

01:06:31.152 --> 01:06:33.539
I ended up joining that team and I feel like I learned a lot.

01:06:33.539 --> 01:06:36.221
I was able to understand my process a little more.

01:06:36.221 --> 01:06:37.246
I learned more about coaching.

01:06:37.246 --> 01:06:38.230
I learned more about development.

01:06:38.230 --> 01:06:39.976
I'm grateful for the time that I spent there.

01:06:41.489 --> 01:06:49.373
I realized, just like everywhere else and it was the same problem from when I first freaking started.

01:06:49.373 --> 01:06:51.554
I'm not trying to badmouth anyone.

01:06:51.554 --> 01:06:57.320
I'm just trying to say that I started and I was an electrician being compared to HVAC.

01:06:57.320 --> 01:07:02.480
I was teaching as an electrician, surrounded by HVAC tax.

01:07:02.480 --> 01:07:05.155
It didn't quite click.

01:07:05.155 --> 01:07:09.018
I kept asking where are the electricians?

01:07:09.018 --> 01:07:11.034
They've got to be out there.

01:07:11.034 --> 01:07:13.215
People have got to need help.

01:07:13.215 --> 01:07:15.556
I can't have been the only one.

01:07:15.556 --> 01:07:17.657
Is everyone having this figured out?

01:07:17.657 --> 01:07:19.257
It was just me with my thumb on my butt.

01:07:19.257 --> 01:07:19.811
Is that it?

01:07:19.811 --> 01:07:22.271
I left.

01:07:23.175 --> 01:07:28.550
I left, honestly, clay, you were the one that actually wanted to make me do it.

01:07:28.550 --> 01:07:32.719
You did this because he literally made a post saying why should I hire you?

01:07:32.719 --> 01:07:36.297
I didn't think he was being serious or not.

01:07:36.297 --> 01:07:36.911
It was just a post.

01:07:36.911 --> 01:07:46.224
He manifested this because I was following your content for months and I'm like, damn, I would love to work with Clay.

01:07:46.224 --> 01:07:47.635
I would love to work with Clay.

01:07:47.635 --> 01:07:50.550
I would love to work with Clay One day.

01:07:50.550 --> 01:07:54.737
When you put out a post saying why should I hire you, I was like I'm just going to put it out there.

01:07:54.737 --> 01:07:56.914
Are you being serious about this?

01:07:56.914 --> 01:07:58.110
What did you say?

01:07:59.596 --> 01:08:00.318
Let's get on a call.

01:08:00.318 --> 01:08:02.856
I want to point something out in full circle.

01:08:02.856 --> 01:08:07.018
Back Earlier we talked about hey, if you want to control the outputs, control the inputs.

01:08:07.018 --> 01:08:09.715
Now look at that the other way.

01:08:09.715 --> 01:08:10.773
Flip the script, guys.

01:08:10.773 --> 01:08:16.521
You have controlled outputs and you have an audience that are having inputs.

01:08:16.521 --> 01:08:17.881
That's marketing 101.

01:08:17.881 --> 01:08:20.296
We can't simplify it more than that.

01:08:20.296 --> 01:08:45.355
In our Apex Attraction Model workshop and course content we talk about this very thing how attracting A players for you on Indeed and Monster and Zip Recruiter and all these sites where you just put this long winded ad up with all the things you're looking for in a human, hoping that some number of a person applies, that may get you some resumes.

01:08:45.355 --> 01:08:47.817
It certainly isn't going to catch everyone.

01:08:47.817 --> 01:08:54.702
If I could have more than one fishing line in the river to catch a fish, I certainly would, Would you?

01:08:55.952 --> 01:08:59.112
If it were, I would say, yeah, I love the fish, why not?

01:08:59.573 --> 01:08:59.814
right.

01:08:59.814 --> 01:09:02.738
The same has to be asked in your business.

01:09:02.738 --> 01:09:05.658
I just wanted to touch on that with you guys.

01:09:05.658 --> 01:09:08.337
That's the Apex Attraction Method, but it worked.

01:09:08.337 --> 01:09:09.091
It's right here.

01:09:09.091 --> 01:09:17.993
This is it when you constantly put out that good energy, put out your vision, put out what you hope to reap, you do you get it.

01:09:17.993 --> 01:09:21.237
Sow the seeds, the plants you want the fruit from.

01:09:22.949 --> 01:09:27.679
I really feel, if I can speak, almost in a sense of providence.

01:09:27.679 --> 01:09:34.881
I feel as if my life has led me down this river, whether I realize that or not, to shape me into this role.

01:09:34.881 --> 01:09:37.796
I was an electrician who knew that I couldn't sell.

01:09:37.796 --> 01:09:42.939
I developed such an intense self-loathing that I always thought that I was wrong.

01:09:42.939 --> 01:09:48.539
Because I always thought I was wrong, I was willing to accept help from others.

01:09:48.539 --> 01:09:52.979
I assumed that if I was doing something, I probably was doing it wrong.

01:09:52.979 --> 01:09:55.355
Any advice someone gave me, I took the heart.

01:09:55.355 --> 01:09:58.136
That's why I was able to adopt these processes.

01:09:59.029 --> 01:10:06.457
Then, over a decade, I took a process and I made it my own and I shifted it and I warped it and I made it something that worked for electricians.

01:10:06.457 --> 01:10:20.274
Then I end up working for a mentor and then realizing we're not doing enough for electricians and finding the kind of person like you are, clay, where we can really and truly actually impact our industry.

01:10:20.274 --> 01:10:25.560
We can put real empowerment into the people who are giving power to all the homes.

01:10:25.560 --> 01:10:30.016
Why is it that we're the least to get power when we're the first person to run it?

01:10:30.016 --> 01:10:34.154
It doesn't make sense.

01:10:34.154 --> 01:10:34.877
It doesn't.

01:10:35.570 --> 01:10:41.636
It's one of those things that I am just so utterly grateful to be in the position that we are, because it feels full circle.

01:10:41.636 --> 01:10:54.472
I didn't have help, I didn't have support, but now, through these efforts, there may be some 14-year-old kid right now who doesn't know what he's doing.

01:10:54.472 --> 01:11:05.118
Maybe he can listen to a podcast and say you know what, maybe there's some little autistic kid out there that's going to see this and be inspired to not want to put his head on a train track.

01:11:05.118 --> 01:11:06.032
I don't know.

01:11:06.032 --> 01:11:08.917
I just hope that my message helps someone.

01:11:09.750 --> 01:11:11.274
If it helps anyone, it's worth it.

01:11:11.274 --> 01:11:13.541
Absolutely, I agree 100%.

01:11:13.541 --> 01:11:19.242
We're very clear on our mission, vision and values and that's why everyone on our team is inspired.

01:11:19.242 --> 01:11:23.640
We hear from it, from our team members daily, literally inspired.

01:11:23.640 --> 01:11:29.113
You do want to accomplish the same in your business, not just for your team, but also your clients.

01:11:29.113 --> 01:11:32.295
Be the kind of person they would want to work with.

01:11:33.750 --> 01:11:41.094
Gone are the days, like our fathers, grandfathers, where you would get work and then hire people to get the work done.

01:11:41.094 --> 01:11:55.020
Nowadays, it's about mastering getting work, mastering the attraction of people, and when people come on board that are worth retention, you turn on the tap and get more work.

01:11:55.020 --> 01:12:03.023
You do that with a fire under your ass to keep your team motivated, to keep your business growing.

01:12:03.023 --> 01:12:05.015
That's how the world's flipped.

01:12:05.015 --> 01:12:06.131
Just the same.

01:12:06.131 --> 01:12:07.337
I mentioned grandfathers.

01:12:07.337 --> 01:12:15.773
I had a grandfather that worked on a dam and I had a grandfather that was in the war, world War II, the guy who worked on the dam.

01:12:15.773 --> 01:12:21.052
They literally, when they bid that project, there was casualties in the estimate.

01:12:21.052 --> 01:12:26.738
We estimate losing 13 people through the course of this 10-year project.

01:12:26.738 --> 01:12:32.195
Wow, that old dog won't hunt anymore, right?

01:12:32.195 --> 01:12:45.341
So the game has changed, the rules have changed and again I just can't commend you enough for how well you've put these rules, our rules, together to help people adopt it and make the most of it.

01:12:46.231 --> 01:12:47.376
And what I can tell you guys?

01:12:47.376 --> 01:12:53.997
100% and I talked to a client about this last night, last moment of our call such a powerful takeaway.

01:12:53.997 --> 01:13:28.362
The very things we've talked about today the disassociation with society, the disassociation with clients, and that feeling of personal hurt and disdain and negative all can come from and to your texts, from not having a process in place, because if they don't have a process to follow, then that means they're going out and talking to your customers all with heart, their knowledge and experience, and that's a problem when you get rejected.

01:13:28.362 --> 01:13:34.341
Oh yeah, everyone's got a great story, but not everyone can tell a great story.

01:13:34.341 --> 01:13:47.283
We have to give them the tools to tell it so that if it doesn't get taken well, like your sales process, it's the processes, diagnostics, that matter.

01:13:47.283 --> 01:13:50.217
Here it's the fault within the process, not the person.

01:13:50.217 --> 01:13:51.756
There's a better way to say that.

01:13:52.390 --> 01:13:53.353
Can I add something as well?

01:13:53.353 --> 01:13:56.612
Please do Mention diagnostic, literally.

01:13:56.612 --> 01:13:58.556
Do you know how everyone says?

01:13:58.556 --> 01:13:59.840
Joe is the salesbot.

01:13:59.840 --> 01:14:03.176
That's the whole thing that we talked about the birth of the salesbot.

01:14:04.029 --> 01:14:17.815
I've always associated myself more as a cybernetic or a cyborg than I have as an actual human being, and I've been called a robot ever since I was a kid because I'm just a little awkward and robotic in my movements and whatnot.

01:14:17.815 --> 01:14:34.759
But I used it for our benefit, because I designed a self-diagnostic evaluation after the call and, as you just mentioned the word diagnostic and I figured that's something that would be helpful, because it doesn't sound like a person does a self-diagnostic on themselves.

01:14:34.759 --> 01:14:35.980
It sounds like a machine, doesn't it?

01:14:35.980 --> 01:14:38.552
Yeah, but that's the thing.

01:14:38.552 --> 01:14:40.734
There are things that you can do.

01:14:40.734 --> 01:14:44.194
When you say this is a process, the process works well.

01:14:44.194 --> 01:14:51.039
I'm not going to manipulate it and I am not going to allow my personal views influence it.

01:14:51.039 --> 01:14:57.595
I will not blame the customer, I will not blame the economy, I will not blame the weather.

01:14:57.595 --> 01:15:05.581
I will blame me and I will be able to point where I let the process down in these steps.

01:15:05.581 --> 01:15:10.698
So, at the end of the day, this bubble is the only thing you're going to control.

01:15:12.489 --> 01:15:12.952
I love that.

01:15:12.952 --> 01:15:19.435
Being above the line with ownership, accountability and responsibility, that in itself is a superpower.

01:15:19.435 --> 01:15:21.737
Thank you so much for telling your story today.

01:15:21.737 --> 01:15:22.894
We are out of time.

01:15:22.894 --> 01:15:25.095
We've actually got to go back to work after this.

01:15:25.095 --> 01:15:27.395
If you can believe it, we got a call coming up in 18 minutes.

01:15:27.576 --> 01:16:00.773
Oh, geez, hopefully I didn't take too much time, but it was one of those things where I just wanted to add I am so grateful to be able to share my story, not because it's an easy story to share, but I want I just want to know that if you're in electrician out there and you feel lost or you're an neurodivergent like me and you feel alone, I want you to know that my friendship comes free and I truly want to help you in the worst possible way, because I know I was going down a bad path and my sales skills is what saved me and therapy is what saved me.

01:16:00.773 --> 01:16:05.298
So if I can lend you what knowledge I have, I will gladly do so.

01:16:07.149 --> 01:16:07.832
Get some good inputs.

01:16:07.832 --> 01:16:09.233
Guys have some great outputs.

01:16:09.233 --> 01:16:19.359
As always, it's Friday, but we are here five days a week helping you simplify your pricing, master your sales and deliver consistent, premium level service.

01:16:19.359 --> 01:16:20.261
I'm Clay.

01:16:20.261 --> 01:16:22.074
It's my partner, joseph.

01:16:22.074 --> 01:16:24.095
Thanks for joining us and listening to today.

01:16:24.095 --> 01:16:27.534
Guys, and please let us know if you relate to this.

01:16:27.534 --> 01:16:29.520
Feel free to comment on the thread.

01:16:29.520 --> 01:16:38.801
If you're not a part of our Facebook group, do jump on Facebook and join the Electripreneur Secret Group and we look forward to seeing you and talking to you there.

01:16:38.801 --> 01:16:41.385
Take care Bye.