March 14, 2024
Ep 283 - Replay - Million $$$ Electrical Biz Launch '24: Pricing & Prospecting
Ever wondered what it takes to power up an electrical business to success? Join us as Joseph and I share our blueprint for electrifying your entrepreneurial journey, complete with a free pricing guide that's sure to spark your strategy. We unveil how to set rates that resonate with your expertise and ensure your services shine brighter than the competition. It's not just about staying afloat; it's about lighting up the market in 2024, and we've got the insider tips to help you illuminate the path from initial investments to a buzzing income stream.
This episode isn't just charged with financial wisdom; it's also about connecting currents with your community. Discover the art of converting casual conversations into high-voltage sales opportunities, using the most powerful tool at your disposal—personal networks. We dissect the process of building authentic relationships, showcasing the magnetic power of a compelling 'why' for your business that attracts trust and sparks lasting connections. Listen in and energize your electrical business with a strategy that's as grounded as it is inspired by the impact you aim to make.
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
00:01 - Starting a New Electrical Biz
14:04 - Prospecting for Homeowners and Building Relationships
WEBVTT
00:00:01.443 --> 00:00:07.225
Hello, hello, hello and welcome back to another episode of Electricpreneur Secrets, the Electricians podcast.
00:00:07.225 --> 00:00:13.506
And we're back with another episode in this series of how we would start a new electrical biz in 2024.
00:00:13.506 --> 00:00:19.652
But today's episode around well, pricing and prospecting.
00:00:19.652 --> 00:00:21.263
I'm your host, clay Neumeyer.
00:00:21.263 --> 00:00:24.370
With me, as always, my esteemed co-host, joseph Lucchani.
00:00:24.370 --> 00:00:29.228
We're the Electricpreneurs and a couple of master electricians with business addictions.
00:00:29.228 --> 00:00:32.244
Welcome to your freemium daily coach.
00:00:32.244 --> 00:00:34.290
Call the admission cost for you.
00:00:34.290 --> 00:00:41.265
Sit back, you know, loan us your time, loan us your attention and promise to take everything here and take action.
00:00:41.265 --> 00:00:50.249
Report those wins back to us, as we are so pleased to keep showing up to help you launch this business with this new launch series.
00:00:50.249 --> 00:00:51.526
Joseph, how are you doing today, brother?
00:00:52.121 --> 00:01:03.343
Dude, I'm feeling amazing and you know something you said I just wanted to touch on before going into anything else, because I feel like you started right out of the gate with something which was loan us your attention.
00:01:03.343 --> 00:01:06.024
What loan could you get anywhere else?
00:01:06.024 --> 00:01:07.748
That's going to give you a 10x plus result.
00:01:08.310 --> 00:01:08.811
That's nice.
00:01:08.811 --> 00:01:10.463
The words just came out.
00:01:10.463 --> 00:01:14.147
Man, I don't know there's a calling to say what I say every time it's not recorded.
00:01:14.147 --> 00:01:24.489
The only fancy shit is this banner down here, which sometimes has important messages like new launch series or otherwise, no, I compliment you on picking that one out.
00:01:24.489 --> 00:01:25.831
That is nice, I like that.
00:01:26.210 --> 00:01:27.253
Nice, how are you holding up today?
00:01:28.719 --> 00:01:29.463
I'm doing fantastic man.
00:01:29.463 --> 00:01:37.745
That might be partially due to my number one coach cup full of fresh caffeine over here warming me up today.
00:01:37.745 --> 00:01:40.727
And you, how are you doing?
00:01:40.727 --> 00:01:41.308
What's going on?
00:01:41.939 --> 00:01:45.364
Honestly, I'm feeling blessed, you know, every single day that goes by.
00:01:45.364 --> 00:01:58.768
It's not that these are easy Like life isn't easy but I'm choosing to approach it from a place of saying there is a plan and I'm doing everything that I can to line up with that and I'm doing everything I can to serve the best of my ability.
00:01:58.768 --> 00:02:02.789
And if I can just do that, everything else will fall into place.
00:02:02.789 --> 00:02:04.662
Serve and thrive.
00:02:04.662 --> 00:02:05.406
Serve and thrive.
00:02:06.140 --> 00:02:07.043
Nice touch, man.
00:02:07.043 --> 00:02:17.044
Nice touch, Speaking of which, assuming you're an electricpreneur following this series, the new launch series, and you heard all the episodes before.
00:02:17.044 --> 00:02:22.669
Then you heard us talking about that consistent activity and maybe some of the grace you just shared might be important.
00:02:22.669 --> 00:02:23.251
I don't know.
00:02:23.251 --> 00:02:26.909
It's truly to say you didn't get the 75 e-heart.
00:02:26.909 --> 00:02:27.643
You can grab that.
00:02:27.643 --> 00:02:36.520
But we're going to have another value piece giveaway today that's also going to be attached to this super assembly this micro course.
00:02:36.520 --> 00:02:44.225
Really, it's a mini course for how we would and how you should, in our opinion, start an electrical biz in 2024.
00:02:44.319 --> 00:02:48.050
I think this thing's going to be a huge value piece for everyone listening.
00:02:48.050 --> 00:02:54.163
So, if you got anything from the price tool that we'll discuss today, go ahead and throw a comment up.
00:02:54.163 --> 00:03:01.524
If you're engaging with us, live in the Facebook group and or you're listening to it at your favorite podcast channel we're everywhere, man.
00:03:01.524 --> 00:03:05.007
Just reach out and let us know so we can send this tool to you.
00:03:05.007 --> 00:03:06.852
Sounds good, Ready to go?
00:03:06.852 --> 00:03:14.141
That said, that said, man, we talked about last episode really getting to this place, this structure.
00:03:14.141 --> 00:03:22.676
That was hard to pull apart, but we stayed true to our cause here, Our mission, which is to get you, the electricpreneur or us in this business.
00:03:22.676 --> 00:03:26.045
We're defining and developing here a sale.
00:03:26.828 --> 00:03:27.008
Mm-hmm.
00:03:27.149 --> 00:03:27.950
Like two cash.
00:03:27.950 --> 00:03:30.426
Let's get it to cash and let's get it sustainable.
00:03:30.426 --> 00:03:42.360
Of course, we just had a laugh back beyond this episode and in the backstage, if you will, because in 2024, there's an incredible asset available that we just didn't have prior to this.
00:03:44.026 --> 00:03:44.367
Yes.
00:03:45.140 --> 00:03:51.942
It's this, it's service superelectrical and it's this pricing guide that we're literally going to give you for free and that's going to help you out today.
00:03:51.942 --> 00:04:09.786
Here's why pricing is so important now, so important I have personally found when starting a new business remember my first business when I was 18 was like literally oh, I'm going to sell concrete door to door Intel.
00:04:09.786 --> 00:04:11.968
Someone wants what a price.
00:04:11.968 --> 00:04:19.920
And you're like, oh yeah, somehow I completely forgot that I've got to make an estimate for what this work will cost so that they can even buy it.
00:04:19.920 --> 00:04:27.014
And as surprising as that is, I think a lot of people actually still encounter this in the infancy of a business.
00:04:27.014 --> 00:04:29.398
It's like, oh yeah, how much is that?
00:04:29.398 --> 00:04:32.081
Well, I could do it for $45 an hour.
00:04:33.947 --> 00:04:34.528
It breaks my heart.
00:04:34.528 --> 00:04:43.944
It really really does, because when you think about it, what that communicates to the client is either A you're not experienced, because you don't know what this thing should cost.
00:04:43.944 --> 00:04:49.218
B you're not established because you don't have a set rate for what things are going to cost.
00:04:49.218 --> 00:04:52.913
And three, it shows that you didn't intend on actually serving them today.
00:04:52.913 --> 00:04:56.985
Because if you couldn't even come up with a number, what were you planning on doing today?
00:04:59.067 --> 00:04:59.867
Valuable insights.
00:04:59.867 --> 00:05:05.392
So the next question is well like, if I'm new, how do I know how much stuff costs?
00:05:05.392 --> 00:05:10.077
You already have spoken to an accountant, mind you.
00:05:10.077 --> 00:05:11.980
You've already spoken to a lawyer.
00:05:11.980 --> 00:05:14.742
All these people have their little expenses attached.
00:05:14.742 --> 00:05:17.391
You're already running a tally bootstrap or not?
00:05:17.391 --> 00:05:19.937
We might be in the hole about five grand at this point.
00:05:19.937 --> 00:05:28.855
Very likely Might need to get some cash coming in Tute sweet as we say up here in Canada right, a little French for you, meaning right now.
00:05:28.855 --> 00:05:30.298
Do not delay.
00:05:30.298 --> 00:05:33.141
We need to make some sales and that's why this is where we're at.
00:05:33.141 --> 00:05:40.975
So we need to be able to project some of the costs, and I actually have to revisit something we already began to unpack.
00:05:40.975 --> 00:05:43.639
Joe, if that's all right, please by all means go for it.
00:05:43.639 --> 00:05:52.999
Do you remember the other day when we talked about how, like I, really want to encourage people, even if you're a sole proprietor, to pay yourself first?
00:05:52.999 --> 00:05:54.841
Oh, my God, yeah.
00:05:54.841 --> 00:06:01.879
Have you ever heard of financial advice or read a money book that didn't say these magic words pay yourself first.
00:06:03.487 --> 00:06:06.810
Personally, I haven't experienced that from any credible source.
00:06:06.810 --> 00:06:12.879
Just because the thing is, people seem to forget that they're in business to pay themselves.
00:06:12.879 --> 00:06:25.142
Like, yes, you're here to serve a cause, but if you don't even account for taking money at the end to pay for your expenses or your business or your family's needs, why are you getting up in the morning and doing this?
00:06:25.142 --> 00:06:25.785
Is this a charitable donation?
00:06:25.785 --> 00:06:25.985
Every day?
00:06:29.408 --> 00:06:30.790
Valid, it's valid man.
00:06:30.790 --> 00:06:38.579
So I want you, I want to challenge you, to look into, and as per our pricing tool, first and foremost your personal salary requirements.
00:06:38.579 --> 00:06:47.815
How much do I need to earn and not just a burden of like here's all my expenses, month to month, because we want to go beyond that.
00:06:47.815 --> 00:06:52.985
I don't want you to have just a life where there's more month at the end of the money, the money at the end of the month.
00:06:52.985 --> 00:06:55.028
I want you to have.
00:06:55.028 --> 00:06:58.576
The life Begs a question what's the life?
00:06:58.576 --> 00:07:00.038
What's the life that you want?
00:07:00.038 --> 00:07:07.519
And that life has a minimum budget and we want to pay you that budget so that you can have that life.
00:07:07.519 --> 00:07:08.904
Or what's the point of this business?
00:07:08.904 --> 00:07:09.165
Even?
00:07:09.165 --> 00:07:09.908
Am I wrong here?
00:07:10.701 --> 00:07:11.824
No, I don't think you're wrong.
00:07:11.824 --> 00:07:37.149
I think that unfortunately and this happens in a lot of ways in our upbringing those of us that were coming up in a scenario where we didn't have a lot of money money becomes an uncomfortable conversation topic, and then something that's uncomfortable is often worked around, where people will say well, I can't really discuss my finances with others, and without that there's no one giving outside input, which means the box always stares with a narrow view.
00:07:37.149 --> 00:07:42.471
So the first thing we have to overcome is our ability of being willing to talk about money.
00:07:42.471 --> 00:07:49.406
If that doesn't get addressed, nothing else can follow after that 100%, man, 100%.
00:07:49.899 --> 00:07:54.189
And we're getting so close to the planning aspect of this, but still with the sale in mind.
00:07:54.189 --> 00:08:08.745
Really, a lot of this really needs to be brought back to reality, even with a bit of like a three to five year plan, and the reason I say that is, if you're feeling compelled right now to pay yourself $250,000 out of the gate, well, I challenge that as well.
00:08:08.745 --> 00:08:20.571
Expenses plus savings, plus nest egg, and then highlight the areas of my life that are inadequate to where I feel I should be today.
00:08:20.571 --> 00:08:35.005
That might lead you to 80 to 100 to 120 K to start, and that's okay in some cases, and maybe in the future, when you're listening to this, with inflation and given your circumstances, maybe that number is 150 K.
00:08:35.980 --> 00:08:40.549
What I really want to urge you to do here is define the difference between needs and wants.
00:08:40.549 --> 00:08:43.043
Right, where are we?
00:08:43.043 --> 00:08:45.246
Okay, what do we need as a family?
00:08:45.246 --> 00:08:46.663
Where is that line?
00:08:46.663 --> 00:08:51.153
And then make a plan out from need to want.
00:08:51.153 --> 00:08:56.589
Think of it like a sliding scale, right, because you don't want to suffocate your business either.
00:08:56.589 --> 00:09:10.990
But either way, whatever that need is today, with the investments and the savings, nest egg, right, you need to charge that, you need to factor that into your price, because if you don't get paid that, how is this business going to survive?
00:09:12.080 --> 00:09:12.601
It's just not.
00:09:12.601 --> 00:09:13.907
That's the only problem.
00:09:13.907 --> 00:09:26.423
You run into these situations where you don't invest the right things or you overdraw from what you don't have and you can't take what you don't have because that just leans to the loaning 100%.
00:09:27.279 --> 00:09:30.620
So, just as a quick guide again, you guys can get our value piece.
00:09:30.620 --> 00:09:37.249
It's going to walk you through all this, but establishing that personal salary amount, then we're going to go into the cost of business.
00:09:37.249 --> 00:09:47.609
There's already some suggestions here, like some of the little basics that you've already uncovered and some of the things you still need to cover, like if you don't have your general liability insurance, you're bonding.
00:09:47.609 --> 00:09:58.222
Yet these all have little expenses that we need to accommodate and accomplish in your pricing, because if your customers don't pay for it, who is, unfortunately, you?
00:09:58.222 --> 00:09:59.863
That's the problem.
00:09:59.863 --> 00:10:01.941
Again.
00:10:01.941 --> 00:10:10.029
Instead of breaking this down entirely, what I'm going to suggest is you grab this value piece, because we've got a ton of suggested numbers in here.
00:10:10.029 --> 00:10:20.789
Now I will say everyone in our program is somewhere between $300 and $600 an hour roughly and as a simple service rate, which this exercise will help you get to.
00:10:20.789 --> 00:10:25.609
Have we said enough about pricing or do we need to keep going into any aspect of that?
00:10:26.379 --> 00:10:36.403
I would say the only thing that we need to touch further from this is that we need to make sure that people aren't afraid to charge what they need to charge, because that comes into it where.
00:10:36.644 --> 00:10:45.351
I'm sure when you said that we're between three to $600 an hour, people are probably shaking their boots like there's no way that will be justifiable in our area.
00:10:45.351 --> 00:10:51.364
I just want to take a step back from that situation and say clarity, actually, even better.
00:10:51.364 --> 00:11:11.447
Seek clarity, not confidence, because you can be confident that no one is paying that in your area, but the clarity would reveal that the expenses that you need as a startup offset enough to where the $100 to $150 an hour isn't sustainable even at your level, then what are the odds that anyone else is doing it at that level as well?
00:11:11.447 --> 00:11:16.000
It just cannot be done, because numbers won't lie to you.
00:11:16.000 --> 00:11:18.775
People may lie, numbers won't lie.
00:11:18.775 --> 00:11:34.635
So if your numbers are saying this is what you need to charge and you're not driving a Lamborghini or living outside your means, the odds are that the majority of the people in your area are either struggling and making no profit or they are charging that amount.
00:11:34.635 --> 00:11:36.260
You're just not exposed to it yet.
00:11:37.393 --> 00:11:38.014
I love that man.
00:11:38.014 --> 00:11:42.509
It's so important too and ultimately you're right, that had to be in this episode.
00:11:42.509 --> 00:11:54.384
If you have that price shock and granted we throw an arbitrary number, Take the price exercise challenge and find out what you need to charge based on the numbers you see for growth, for your burdens, for your business, for your future.
00:11:54.384 --> 00:12:06.895
Most people stick to the competitive 80 to $115 an hour time of material in their marketplace simply because they fear a price objection.
00:12:06.895 --> 00:12:09.660
They fear multiple price objections.
00:12:09.660 --> 00:12:11.784
That would amount to no work on the schedule.
00:12:11.784 --> 00:12:20.600
But let me ask you, worse of two evils a price objection or realizing at the end of the month you don't have enough money to pay your bills.
00:12:21.730 --> 00:12:25.442
You know there's nothing worse than winning a job that sinks you.
00:12:26.413 --> 00:12:26.895
Oh man.
00:12:28.672 --> 00:12:38.273
I know that you got a personal story with that, but it just comes down to the thought of saying I would rather have no money and no work than no money and a ton of work.
00:12:38.273 --> 00:12:51.511
Because the line is is that you know what, if you're not making money on it, you're literally just moving things sideways, and I would rather get one call that actually pays than 10 calls that just move money sideways 100%.
00:12:52.253 --> 00:13:26.011
And the beautiful thing that's built right into this pricing exercise that we're giving away for free again, reach out, ask for the pricing tool is that we're giving this simple service rate, which is a whole other topic that we've got to break out in this next episode, I think, joe, to talk about the price book, the deficiency there, how that leaves people, you know, again looking for money at the end of the month, running out of time, with empty holes in the schedule, and that ties perfectly into the other part of this episode which we're going to rapid fire, this thing, prospecting 101.
00:13:26.011 --> 00:13:30.758
And, as a bootstrap mentality, quickest path to cash.
00:13:30.758 --> 00:13:32.480
I know you've got some ideas.
00:13:32.961 --> 00:13:43.582
I've got a huge teed up home run ready to smash out of the park that most people completely overlook, and how that could feed you for years into your business.
00:13:43.582 --> 00:13:45.669
You want first crack or second crack.
00:13:46.832 --> 00:13:49.541
I was going to say you've got my interest at this point.
00:13:49.541 --> 00:13:52.690
So I was going to say, if you've got a home run already lined up, who am I to say no to that?
00:13:53.991 --> 00:14:00.124
Okay, man, prospecting is the fundamental asset to a sale.
00:14:00.124 --> 00:14:03.690
You've got to have someone who's interested in your service.
00:14:03.690 --> 00:14:13.325
The great news is remember earlier on, when we decided that we were going to dedicate our electrical company to serving homeowners as a service provider.
00:14:14.371 --> 00:14:14.994
How many of us?
00:14:15.094 --> 00:14:15.956
know homeowners.
00:14:18.042 --> 00:14:18.844
I'm a homeowner.
00:14:19.004 --> 00:14:19.826
You're a homeowner.
00:14:19.826 --> 00:14:22.111
Our parents were home owners, our uncles a homeowner.
00:14:22.111 --> 00:14:37.773
Our brothers, sisters, our friends, the people we go to school with the people we went to school Everyone in your darn Rolodex is a homeowner, and if they're in your immediate area, then they deserve to know about your new endeavor, don't they?
00:14:37.773 --> 00:14:46.565
So this is kind of twofold, but what I'm going to do is for this parallel, we're going to abandon all talks of even social media.
00:14:46.565 --> 00:14:47.005
Right now.
00:14:47.005 --> 00:14:51.490
We're going to talk about boots on the ground, getting a sale with no fancy tricks.
00:14:51.490 --> 00:14:54.341
You don't need to know anything except the people you already know.
00:14:54.341 --> 00:14:55.543
That sound fair.
00:14:55.543 --> 00:14:58.470
Yeah, I'm with this Simple formula.
00:14:58.870 --> 00:15:02.105
I literally want you to go through the people you know.
00:15:02.105 --> 00:15:05.581
If you're using Facebook as an address book these days, that's fine.
00:15:05.581 --> 00:15:19.620
Use your phone and start touching base, like five to 10 minute calls, with every single person who owns a home I don't even care what age the home is with the simple intent to do just a few things.
00:15:19.620 --> 00:15:20.602
You ready for this?
00:15:20.602 --> 00:15:21.485
I'm ready.
00:15:21.485 --> 00:15:22.147
Lay it on me, brother.
00:15:22.147 --> 00:15:23.711
Hey, how's it going?
00:15:23.711 --> 00:15:24.413
It's been a while.
00:15:24.413 --> 00:15:27.344
How are things going for you?
00:15:27.344 --> 00:15:29.410
Hey, it's 2024 now, how was New Year's?
00:15:29.410 --> 00:15:33.970
And we could go back and forth, but very simple, small talk, right?
00:15:33.970 --> 00:15:37.802
All leading to just a couple of things.
00:15:37.802 --> 00:15:40.750
Wow, that sounds great.
00:15:40.750 --> 00:15:42.696
It's great to hear you're doing great things.
00:15:42.696 --> 00:15:46.024
Any other big changes planned for you in 2024?
00:15:46.024 --> 00:15:49.833
What happens after they answer that question?
00:15:50.836 --> 00:15:53.043
I love that because you're setting up a.
00:15:53.043 --> 00:15:54.789
I'd be happy to help for that.
00:15:54.789 --> 00:15:57.780
Did you know that currently we're able to do this with it?
00:15:57.780 --> 00:16:00.389
It's like it literally puts it on the tee for you.
00:16:00.389 --> 00:16:01.916
I'm happy to help.
00:16:01.916 --> 00:16:03.139
Did you know?
00:16:04.782 --> 00:16:08.668
And or the other way it goes is reciprocation anyway.
00:16:08.668 --> 00:16:15.985
So it's a no threat way to spread your message, because they might say yeah, no, that's us.
00:16:15.985 --> 00:16:16.586
What about you?
00:16:16.586 --> 00:16:18.772
Big changes, what's going on for 2024?
00:16:18.772 --> 00:16:22.350
The best way to get asked the question you want is to ask it.
00:16:22.350 --> 00:16:26.302
And when they reciprocate that, what are you going to say?
00:16:27.287 --> 00:16:31.428
I believe it or not, I'd love to tell you I have an amazing thing that's going on my life.
00:16:31.428 --> 00:16:32.697
I feel utterly blessed.
00:16:32.697 --> 00:16:33.777
Can I tell you about?
00:16:33.888 --> 00:16:34.360
it Awesome.
00:16:34.360 --> 00:16:35.500
Tell me about it, man.
00:16:35.500 --> 00:16:37.390
Tell me about service loop, electrical.
00:16:37.390 --> 00:16:38.620
And what do you guys do?
00:16:38.735 --> 00:16:40.721
Oh, man, I almost feel like a role.
00:16:40.721 --> 00:16:53.774
I almost feel like a role plays coming, because the fact is that, even though I know you and I are having a script not a scripted, but like a fake conversation yeah, I'm so compelled just by the dynamic of the conversation to be like oh well, how are things going?
00:16:53.774 --> 00:16:57.447
You could almost feel this pull the building like you want to ask.
00:16:57.447 --> 00:16:58.471
I'd love to tell you.
00:17:00.298 --> 00:17:10.832
Now there's other pieces to this that are rooted in the why of what you're doing, in that vision, and, believe us, we're getting into this piece by piece, breaking it down and again there's parallels to this.
00:17:10.832 --> 00:17:14.066
But go back again to like Dorian's interview.
00:17:14.066 --> 00:17:26.287
We received a ton, a ton of positive feedback from Dorian's rooting in the Y and how he was able to just create interest in his community in someone that's actually just committed to service.
00:17:27.429 --> 00:17:29.682
And when you say that to people, yeah, no.
00:17:29.682 --> 00:17:36.423
As an electrician, I just really saw the deficit in home resident residential service, like serving homeowners.
00:17:36.423 --> 00:17:41.963
It just seems like everyone's rushing in, rushing out and they're not even offering to do the right things ever.
00:17:41.963 --> 00:17:53.260
They're not even leaving you a choice and just in saying that you begin to gain traction, even if those people don't hire you on the spot.
00:17:53.260 --> 00:17:57.401
Are they going to think of you the next time they hear about someone who needs an electrician at home?
00:17:58.053 --> 00:18:03.217
They will and the fact that you're already someone they like, trust and respect because, remember, they're already in your circle.
00:18:03.217 --> 00:18:08.020
Success isn't in your direct record, it's in your second to third degrees of network.
00:18:08.020 --> 00:18:16.388
So they may tell someone who will tell someone, as long as your values are there and you're someone that sticks out.
00:18:16.388 --> 00:18:22.650
As you know what I believe in what this guy is trying to do, and you know I may not need him right now, but hey, you know what I hear.
00:18:22.650 --> 00:18:23.532
You're looking for a generator.
00:18:23.532 --> 00:18:24.315
I know a guy for you.
00:18:26.810 --> 00:18:27.573
Bearing in mind.
00:18:27.573 --> 00:18:33.714
These are the people that already know, like and trust you, so the question is will they buy from you?
00:18:33.714 --> 00:18:37.071
Maybe, it's quite simple.
00:18:37.071 --> 00:18:38.016
They will.
00:18:38.016 --> 00:18:45.529
Now, prospecting is going to have a ton more that we're not going to be able to fit in this episode, but again, we also have a tool for that too.
00:18:45.529 --> 00:18:50.449
It's called service leads now, and I think we do have to unpack it again a little bit here.
00:18:50.449 --> 00:18:51.455
Joe, what do you say?
00:18:51.455 --> 00:18:54.519
We actually add an episode to prospecting, maybe?
00:18:54.539 --> 00:18:54.983
next week off too.
00:18:54.983 --> 00:19:03.529
I think that's worth it, just because you can't talk about going into the gold in the river without even explaining how the pan works.
00:19:04.898 --> 00:19:05.644
Nice analogy.
00:19:05.644 --> 00:19:06.470
I like that.
00:19:06.470 --> 00:19:14.196
Anything you want to add to this episode for the prospecting and the point that we're currently at, because I kind of just took it, I stole it away from you.
00:19:14.650 --> 00:19:15.733
No, it's okay Once again.
00:19:15.733 --> 00:19:17.318
There's a reason why I love working with you, man.
00:19:17.318 --> 00:19:19.529
Well, several reasons, but one of them is I think you're brilliant.
00:19:19.529 --> 00:19:22.529
So when you take the mic and you're working, I don't feel like you're just spitting bullshit.
00:19:22.529 --> 00:19:27.529
You're doing the right thing and you're helping people with actionable stuff, so I'm never opposed to it.
00:19:28.733 --> 00:19:39.462
What I'd want to add to this whole pile really comes back to the authenticity and the belief, because the conviction creates conversations and conversations lead to relationships.
00:19:39.462 --> 00:19:47.980
So the conviction in which you originally bring this conversation into place with is going to determine how much traction it grabs.
00:19:47.980 --> 00:19:56.795
If you seem truly moved about something like there's a difference between yeah, no, I noticed there was a deficit in homeowners and homeowner service and the people just getting in and out.
00:19:56.795 --> 00:20:08.402
Compared to Clay, I noticed there was such a difference, there was such a deficit, and homeowners are just getting service, where people are just coming in and out, and I didn't understand why.
00:20:08.402 --> 00:20:12.674
So I wanted to change it, just in the tonality you could hear.
00:20:12.674 --> 00:20:14.880
Would you want to listen to the second guy more than the first?
00:00:01.443 --> 00:00:07.225
00:00:07.225 --> 00:00:13.506
00:00:13.506 --> 00:00:19.652
00:00:19.652 --> 00:00:21.263
00:00:21.263 --> 00:00:24.370
00:00:24.370 --> 00:00:29.228
00:00:29.228 --> 00:00:32.244
00:00:32.244 --> 00:00:34.290
00:00:34.290 --> 00:00:41.265
00:00:41.265 --> 00:00:50.249
00:00:50.249 --> 00:00:51.526
00:00:52.121 --> 00:01:03.343
00:01:03.343 --> 00:01:06.024
00:01:06.024 --> 00:01:07.748
00:01:08.310 --> 00:01:08.811
00:01:08.811 --> 00:01:10.463
00:01:10.463 --> 00:01:14.147
00:01:14.147 --> 00:01:24.489
00:01:24.489 --> 00:01:25.831
00:01:26.210 --> 00:01:27.253
00:01:28.719 --> 00:01:29.463
00:01:29.463 --> 00:01:37.745
00:01:37.745 --> 00:01:40.727
00:01:40.727 --> 00:01:41.308
00:01:41.939 --> 00:01:45.364
00:01:45.364 --> 00:01:58.768
00:01:58.768 --> 00:02:02.789
00:02:02.789 --> 00:02:04.662
00:02:04.662 --> 00:02:05.406
00:02:06.140 --> 00:02:07.043
00:02:07.043 --> 00:02:17.044
00:02:17.044 --> 00:02:22.669
00:02:22.669 --> 00:02:23.251
00:02:23.251 --> 00:02:26.909
00:02:26.909 --> 00:02:27.643
00:02:27.643 --> 00:02:36.520
00:02:36.520 --> 00:02:44.225
00:02:44.319 --> 00:02:48.050
00:02:48.050 --> 00:02:54.163
00:02:54.163 --> 00:03:01.524
00:03:01.524 --> 00:03:05.007
00:03:05.007 --> 00:03:06.852
00:03:06.852 --> 00:03:14.141
00:03:14.141 --> 00:03:22.676
00:03:22.676 --> 00:03:26.045
00:03:26.828 --> 00:03:27.008
00:03:27.149 --> 00:03:27.950
00:03:27.950 --> 00:03:30.426
00:03:30.426 --> 00:03:42.360
00:03:44.026 --> 00:03:44.367
00:03:45.140 --> 00:03:51.942
00:03:51.942 --> 00:04:09.786
00:04:09.786 --> 00:04:11.968
00:04:11.968 --> 00:04:19.920
00:04:19.920 --> 00:04:27.014
00:04:27.014 --> 00:04:29.398
00:04:29.398 --> 00:04:32.081
00:04:33.947 --> 00:04:34.528
00:04:34.528 --> 00:04:43.944
00:04:43.944 --> 00:04:49.218
00:04:49.218 --> 00:04:52.913
00:04:52.913 --> 00:04:56.985
00:04:59.067 --> 00:04:59.867
00:04:59.867 --> 00:05:05.392
00:05:05.392 --> 00:05:10.077
00:05:10.077 --> 00:05:11.980
00:05:11.980 --> 00:05:14.742
00:05:14.742 --> 00:05:17.391
00:05:17.391 --> 00:05:19.937
00:05:19.937 --> 00:05:28.855
00:05:28.855 --> 00:05:30.298
00:05:30.298 --> 00:05:33.141
00:05:33.141 --> 00:05:40.975
00:05:40.975 --> 00:05:43.639
00:05:43.639 --> 00:05:52.999
00:05:52.999 --> 00:05:54.841
00:05:54.841 --> 00:06:01.879
00:06:03.487 --> 00:06:06.810
00:06:06.810 --> 00:06:12.879
00:06:12.879 --> 00:06:25.142
00:06:25.142 --> 00:06:25.785
00:06:25.785 --> 00:06:25.985
00:06:29.408 --> 00:06:30.790
00:06:30.790 --> 00:06:38.579
00:06:38.579 --> 00:06:47.815
00:06:47.815 --> 00:06:52.985
00:06:52.985 --> 00:06:55.028
00:06:55.028 --> 00:06:58.576
00:06:58.576 --> 00:07:00.038
00:07:00.038 --> 00:07:07.519
00:07:07.519 --> 00:07:08.904
00:07:08.904 --> 00:07:09.165
00:07:09.165 --> 00:07:09.908
00:07:10.701 --> 00:07:11.824
00:07:11.824 --> 00:07:37.149
00:07:37.149 --> 00:07:42.471
00:07:42.471 --> 00:07:49.406
00:07:49.899 --> 00:07:54.189
00:07:54.189 --> 00:08:08.745
00:08:08.745 --> 00:08:20.571
00:08:20.571 --> 00:08:35.005
00:08:35.980 --> 00:08:40.549
00:08:40.549 --> 00:08:43.043
00:08:43.043 --> 00:08:45.246
00:08:45.246 --> 00:08:46.663
00:08:46.663 --> 00:08:51.153
00:08:51.153 --> 00:08:56.589
00:08:56.589 --> 00:09:10.990
00:09:12.080 --> 00:09:12.601
00:09:12.601 --> 00:09:13.907
00:09:13.907 --> 00:09:26.423
00:09:27.279 --> 00:09:30.620
00:09:30.620 --> 00:09:37.249
00:09:37.249 --> 00:09:47.609
00:09:47.609 --> 00:09:58.222
00:09:58.222 --> 00:09:59.863
00:09:59.863 --> 00:10:01.941
00:10:01.941 --> 00:10:10.029
00:10:10.029 --> 00:10:20.789
00:10:20.789 --> 00:10:25.609
00:10:26.379 --> 00:10:36.403
00:10:36.644 --> 00:10:45.351
00:10:45.351 --> 00:10:51.364
00:10:51.364 --> 00:11:11.447
00:11:11.447 --> 00:11:16.000
00:11:16.000 --> 00:11:18.775
00:11:18.775 --> 00:11:34.635
00:11:34.635 --> 00:11:36.260
00:11:37.393 --> 00:11:38.014
00:11:38.014 --> 00:11:42.509
00:11:42.509 --> 00:11:54.384
00:11:54.384 --> 00:12:06.895
00:12:06.895 --> 00:12:09.660
00:12:09.660 --> 00:12:11.784
00:12:11.784 --> 00:12:20.600
00:12:21.730 --> 00:12:25.442
00:12:26.413 --> 00:12:26.895
00:12:28.672 --> 00:12:38.273
00:12:38.273 --> 00:12:51.511
00:12:52.253 --> 00:13:26.011
00:13:26.011 --> 00:13:30.758
00:13:30.758 --> 00:13:32.480
00:13:32.961 --> 00:13:43.582
00:13:43.582 --> 00:13:45.669
00:13:46.832 --> 00:13:49.541
00:13:49.541 --> 00:13:52.690
00:13:53.991 --> 00:14:00.124
00:14:00.124 --> 00:14:03.690
00:14:03.690 --> 00:14:13.325
00:14:14.371 --> 00:14:14.994
00:14:15.094 --> 00:14:15.956
00:14:18.042 --> 00:14:18.844
00:14:19.004 --> 00:14:19.826
00:14:19.826 --> 00:14:22.111
00:14:22.111 --> 00:14:37.773
00:14:37.773 --> 00:14:46.565
00:14:46.565 --> 00:14:47.005
00:14:47.005 --> 00:14:51.490
00:14:51.490 --> 00:14:54.341
00:14:54.341 --> 00:14:55.543
00:14:55.543 --> 00:14:58.470
00:14:58.870 --> 00:15:02.105
00:15:02.105 --> 00:15:05.581
00:15:05.581 --> 00:15:19.620
00:15:19.620 --> 00:15:20.602
00:15:20.602 --> 00:15:21.485
00:15:21.485 --> 00:15:22.147
00:15:22.147 --> 00:15:23.711
00:15:23.711 --> 00:15:24.413
00:15:24.413 --> 00:15:27.344
00:15:27.344 --> 00:15:29.410
00:15:29.410 --> 00:15:33.970
00:15:33.970 --> 00:15:37.802
00:15:37.802 --> 00:15:40.750
00:15:40.750 --> 00:15:42.696
00:15:42.696 --> 00:15:46.024
00:15:46.024 --> 00:15:49.833
00:15:50.836 --> 00:15:53.043
00:15:53.043 --> 00:15:54.789
00:15:54.789 --> 00:15:57.780
00:15:57.780 --> 00:16:00.389
00:16:00.389 --> 00:16:01.916
00:16:01.916 --> 00:16:03.139
00:16:04.782 --> 00:16:08.668
00:16:08.668 --> 00:16:15.985
00:16:15.985 --> 00:16:16.586
00:16:16.586 --> 00:16:18.772
00:16:18.772 --> 00:16:22.350
00:16:22.350 --> 00:16:26.302
00:16:27.287 --> 00:16:31.428
00:16:31.428 --> 00:16:32.697
00:16:32.697 --> 00:16:33.777
00:16:33.888 --> 00:16:34.360
00:16:34.360 --> 00:16:35.500
00:16:35.500 --> 00:16:37.390
00:16:37.390 --> 00:16:38.620
00:16:38.735 --> 00:16:40.721
00:16:40.721 --> 00:16:53.774
00:16:53.774 --> 00:16:57.447
00:16:57.447 --> 00:16:58.471
00:17:00.298 --> 00:17:10.832
00:17:10.832 --> 00:17:14.066
00:17:14.066 --> 00:17:26.287
00:17:27.429 --> 00:17:29.682
00:17:29.682 --> 00:17:36.423
00:17:36.423 --> 00:17:41.963
00:17:41.963 --> 00:17:53.260
00:17:53.260 --> 00:17:57.401
00:17:58.053 --> 00:18:03.217
00:18:03.217 --> 00:18:08.020
00:18:08.020 --> 00:18:16.388
00:18:16.388 --> 00:18:22.650
00:18:22.650 --> 00:18:23.532
00:18:23.532 --> 00:18:24.315
00:18:26.810 --> 00:18:27.573
00:18:27.573 --> 00:18:33.714
00:18:33.714 --> 00:18:37.071
00:18:37.071 --> 00:18:38.016
00:18:38.016 --> 00:18:45.529
00:18:45.529 --> 00:18:50.449
00:18:50.449 --> 00:18:51.455
00:18:51.455 --> 00:18:54.519
00:18:54.539 --> 00:18:54.983
00:18:54.983 --> 00:19:03.529
00:19:04.898 --> 00:19:05.644
00:19:05.644 --> 00:19:06.470
00:19:06.470 --> 00:19:14.196
00:19:14.650 --> 00:19:15.733
00:19:15.733 --> 00:19:17.318
00:19:17.318 --> 00:19:19.529
00:19:19.529 --> 00:19:22.529
00:19:22.529 --> 00:19:27.529
00:19:28.733 --> 00:19:39.462
00:19:39.462 --> 00:19:47.980
00:19:47.980 --> 00:19:56.795
00:19:56.795 --> 00:20:08.402
00:20:08.402 --> 00:20:12.674
00:20:12.674 --> 00:20:14.880