June 27, 2024
Ep 320 - How We Can Guarantee 50K-Mo or Better Service Van
What if you could guarantee $50K in sales each month for your service van operation? Welcome to the 320th episode of Electric Preneur Secrets, where we celebrate an incredible journey of daily content creation, amassing over 75,000 downloads, and unveil our bold new offer that does just that. We're sharing the comprehensive strategies that have doubled revenue for operators like Eric and Mandy in just five weeks. You'll learn about our specialized training, personalized option building, and mental conditioning that are designed to make this guarantee a reality, all backed by a money-back promise.
Electricians face unique challenges compared to other trades like HVAC, particularly when sales pressure and performance metrics come into play. This episode digs deep into why focusing solely on service can dramatically increase sales, and how premium options such as club memberships and maintenance agreements can boost revenue without adding extra labor hours. We explore the structured frameworks we use to train and empower service techs, creating a win-win for both the company and its customers—ensuring everyone thrives in their roles.
Balancing personal and professional success is no easy feat, and Dan's story of impressive invoicing achievements while maintaining personal priorities offers valuable insights. We also discuss the true meaning of wealth, contrasting the American Dream with the importance of family well-being and leveraging financial success for generational wealth. The episode wraps up with a powerful discussion on overcoming personal challenges, especially when labeled as gifted or autistic. Persistence, consistent learning, and understanding one's true motivations are key themes that resonate deeply. Join us for an unforgettable episode packed with inspiration and actionable insights.
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00:00 - Guaranteeing 50K Sales Monthly
07:14 - Strategies for Service Tech Sales Success
20:02 - Path to Wealth and Success
27:58 - Uncovering Motivation for Success
WEBVTT
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Hello, hello, hello and welcome back to yet another episode of Electric Prenuer Secrets.
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Joe, if you can believe this, this is episode 320.
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Oh my gosh.
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It feels so surreal at the same time, because I remember sitting down and being like this is our first episode together, and then going through and being like we're going to do one every day, and then literally did the thing 300 times in a row and I remember almost quitting to feeling like I don't know, man, is this working?
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people really, really want to talk about getting their service van sales up fixing some of these holes.
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It turns out they do.
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At episode 320, I think.
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We're well over 75 000 downloads right now, which is remarkable.
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That's remarkable I I look at downloads as, like every time we've been able to help someone either improve their day, be influenced to do something great, uh, get a big ticket they would have not otherwise had.
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Like these are big things, man it's a really wonderful thing at the same time, like you know, I didn't always have the help, and it feels good to be the someone else's help I like that good perspective, and that's the biggest pause we ever had in an intro, so let me get fired up and let you know where you are.
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You are back on electric printer secrets.
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I'm your host, clay newmeyer.
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With me always.
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My esteemed co-host, joseph Lucani, it's been a while since we called you the sales bot.
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I almost did it, though, and today we get to uncover a little bit more of that with this topic of how we can guarantee 50K a month or better from a service van, and I just want to give this a little bit of setting, if that's okay, by all means.
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So yesterday, you dropped a post on a new offer for our program.
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It was our flagship program, silver package.
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Blah, blah, blah.
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We're not trying to sell you guys.
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We want to give you the insights on why we can make such a bold promise that, for anyone that hasn't hit 50K months yet, that you could take them on and get them to 50K months with a money back guarantee in a period of six months or less 100%.
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And why do you?
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feel so confident in that.
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So we've started learning, like learning from a lot of different inputs that come in, and one of the things that I've learned is that you can make sure that all the assets are in place, but unless you help someone utilize them, it's no different than them not having it in the first place.
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So what we've done is we've developed the assets.
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We have the process, the exact play that I use to run 1.3 million out of my van one service van, right.
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So we have the play that runs that.
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We have the classes that are in place to teach it and make it consistent.
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We made a bite size, follow the bouncing ball program.
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We made an academy that you can access from your phone.
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But even further is that the key things, like the major levers that it takes to hit those numbers we're addressing in force, such as you know what you want to learn how to make your offer the right way Great.
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We have a specialized approach to guarantee their pricing things the right way.
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You're struggling making six options Great.
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I have multiple classes per week and other additional programs that we have, like the option splits, where I will personally build the options with you and teach you how I do it at a very high level and then also the objection handling and the mental conditioning required to serve at a high level consistently.
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So if someone is willing to do these things, I think 50,000 should be the floor of what's capable Like.
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This is not the ceiling.
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This is not like the oh well, only a few will get it.
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It's like you do the effing thing, you will get the result.
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This will happen and I'm willing to put my money on the line I like that and there's a couple things you said there that I think really stand out for me and there's an interesting result that's happening too.
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I'm going to save that for later.
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But uh, you mentioned the offer early on and we've seen.
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If you remember, we interviewed Eric and Mandy back last fall and in five weeks they were able to double their monthly revenue from their kind of sort of stuck mid thirties and, as they came on and shared with us very quickly, after five weeks of training that's not very long they had a month that doubled their monthly revenue.
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They hit 78K and it was no actual surprise that they had just finished offer training and even as we speak, I mean there's just this extra layer and not a lot of trainers or coaches or business people even whatever you want to call it are going to talk about this and address this in the moment.
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So I kind of wanted us to stand out in this particular instance and talk about why, even yesterday, like we don't hit on every action post we do, we don't always get hands up Right, and I can be vulnerable and say that, because marketing is an exercise where we don't have a crystal ball, we do our best to put out the right message to attract the right people to the right offer, and that's full circle back.
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So yesterday I feel like you really nailed this in your post, because I think 22 hands went up in under an hour saying, wow, if you're seriously putting your money where your mouth is, joe, and you're going to guarantee me 50K months, then I'm interested.
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There were also people reaching out beyond just the comments.
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It was funny because I was noticing that my inbox was blowing up and I'm like well, why weren't they commenting?
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And I'm realizing that some people may not have felt really comfortable saying that I am not hitting 50K months yet, but wanted to reach out to say I want that.
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Am not hitting 50K months yet, but wanted to reach out to say I want that.
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And that's totally cool because, at the end of the day, why you want to get there is entirely up to you.
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But as long as you're doing it for the right reasons, I want to help you get there.
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I don't care where you're coming from or where you want to go.
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As long as you want to do it for the right reason, I'm your guy.
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Yep, and that in itself, though, is proof that when we tinker with our offer, when we get the offer right, it can really connect to your audience.
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So, you know, it's always interesting talking about us on here, because it's actually about you guys.
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We want to help you with this.
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So back to the Eric and Mandy story and many others who have seen exponential growth very quickly right after the offer training, many others who have seen exponential growth very quickly right after the offer training, like, make no mistake, just how you speak to what you do changes the outcome of the sales at the end of the month, it's massive.
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So that one massive piece there, but you also said something about you know, maybe.
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Maybe someone's embarrassed about not being at 50 K yet.
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Yeah, that I say why.
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So there's a very specific reason that I've come to understand and it's really, I think, from my background in hvac, because I've noticed being exposed to like those type of coaches and styles of training and things like that that it's become almost a vanity metric right, when you're pushing're pushing, I'm constantly pushing 26, 26 seer air conditioning systems and, as a result, I'm constantly hitting well over a hundred a month or that's great, well and done.
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But electricians don't always have that same metric and if it's not the exact same thing.
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Like I remember, when I first started off, I was surrounded by HVAC guys and they were constantly hitting these big, big numbers each week.
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And me, as an electrician yeah, I was selling panels, selling generators, but it wasn't the same as constantly moving units.
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So, long story short, I think that the reason why some people are embarrassed is because the entire trades industry is trying to follow different models that don't always apply to us.
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And as a result, if we're not hitting these high numbers, we feel inferior, even though amongst ourselves we're doing very well.
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Yeah, for sure I can appreciate that.
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And I want to add that I think 50K is a big ceiling for anyone that's selling and installing, or, as we would call it, like the service tech right, the person that's well-rounded, doing everything Now, whether you're the owner or you're working for the owner, and that view, that lay of the land is just kind of well-rounded service techs all the way through.
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At some point that becomes a really difficult recruiting and training challenge, with a bigger gap, a bigger leap of faith.
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But also you just hit a ceiling because if you're installing you're not selling.
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And I mean them's the facts right.
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Yeah, there's also one other factor that I came to learn from personal experience as well, and that was my sales exponentially increased when I got out of the van doing install.
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Like I was still doing service work, but I wasn't doing install.
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And the reason being is to do and be a good installer, it requires a certain mindset.
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It's either not rushing, but you're thinking in logistics, you're thinking in efficiencies, you're thinking in quality control.
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You have a different mindset when it comes to trying to sell a service.
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So when I had to split my focus onto two different things, I was catching none of them.
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But when I started shifting over to I'm just doing service sales, it was so much higher because I knew that I didn't have to carry all the other mental burdens of, oh, I got to cut this in and oh man, how am I going to do?
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How am I going to offer this option if I'm too busy and I'm not going?
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That's a huge point man, that's massive, that's really big and it's a great takeaway.
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And Dan's with us actually in the chat here to the side too, and Dan's saying, hey, it's such a big difference when the numbers stack for material slash unit costs, primarily a labor estimate for electricians, slash plumbers, in comparison to say, if you are, if you're a service tech, if you're that well-rounded service tech and you're really trying to beat that 50, 60 K months, I mean, let's be honest, the service tech doing 50 to 60 K months, you're doing great.
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Like thank you for your service, wonderful job.
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To get above that, it's coming from your pricing or your markup on your pricing right Markup on materials.
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Some guys get into the crazy stuff.
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You've seen 100 to 200 percent material markups just to get that gross profit margin up and just squeeze more from your hours.
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But, like you said, without shedding the hours of install, at some point you're just at the ceiling.
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You need the framework and you need to lay out your training in a way that's conducive to bringing in installers training up to service tech and up to salespeople to really release people.
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I mean Dan, actually having commented here, sorry to put you on the spot, dan, but Dan himself, one of his guys had some big, big weeks here recently because of that framework of being able to release, control and empower your people to sell.
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Yeah, you know.
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It also leads us, I think, into the next topic, which was the actual options themselves, because there's ways that you can make your options better without having to add more hours to install.
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And what?
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I found was really helpful with that was with club memberships, with maintenance agreements and with value enhancements things that you can do for someone that don't necessarily equate to immediate hours but do equate to a long-term service agreement with them.
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Such as if I were to set you up with a generator and I included five years of generator maintenance, that's adding potentially $1,500 to $2,000 on top of your total, without a single hour added in the current moment.
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But it benefits your client because they're paying for today's service or paying for tomorrow's service at today's rate, they're not paying the tax on it and ideally, on top of that, they also know that they have a secure agreement.
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They've paid once and they don't have to pay again.
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So you're serving your clients on an ethical level.
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You're also able to lose more for your company and you don't have to expend more service hours.
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Same with your first class pass.
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If it's offered over the phone and then it's offered at the tech and then it's offered even at the install level, it becomes something that so many people are going to be exposed to that it almost seems foolish for them not to add it onto their agreement.
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And it's going to be offered in so many of your premium options that sure, even if you sell 10 a week, you've added 10 hours, 10 hours that you didn't have to put a single hour into.
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Yet those are future hours you can add to your slow season.
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So it protects you, learning how to scale and create real premium options that make your customers jaw drop.
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Yep, I couldn't agree more man.
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I would argue and not with you, but I would argue with anyone that says they could do better than 60, 70 K months without working on premium options.
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That's what it takes.
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I mean, if you're not offering VIP options to to even the middle-class people that you're serving, then you're missing some huge opportunities.
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And you know I'm also going to challenge that statement, because I feel like there's going to be someone out there that's going to be like well, I can and I want to speak as to what that doesn't need to look like.
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I'm not talking someone going in and selling a rewire once and striking out the rest of the month.
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We're talking about someone consistently closing at a high level and having their customers thanking them for being there.
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That's what's equated to a $50,000 a month at our level.
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This isn't just pushing a box.
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This is really educating your client and serving them truly serving them to where they almost feel bad for not tipping you as you leave.
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That's what we're trying to demonstrate.
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So it's not the number, it's the fact that the number equates to you performing at such a level that we can stand behind it and say if you do this and you do these things, you will succeed or I will pay you.
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Absolutely.
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And speaking of numbers, I mean that's what this is.
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It is a game of numbers and we're willing to bet that the math is on our side.
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If you run a certain number of calls and you offer a consistent certain number of options and you run that play consistently to talk to that person, build a relationship and just be able to sit with them and help them buy from those options with them and help them buy from those options, then in time I mean we've seen it, I'm where are some of the records?
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I mean quickly, I think, back to the podcast episodes, and I mean 39k platinums, 68k, 89k, I think dan had an 89 years, just one today.
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One today jared just came in and closed a 50 000 rewire plus with a first class pass.
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I mean like the benefit is is that people who've worked with us and who work with us still get the benefit of what we've done.
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So the fact is is that it doesn't matter the total ticket, it matters the consistency in which you deliver that ticket.
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Absolutely.
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It's just a matter of time before another big ticket lands in your lap.
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Exactly Demand call auto.
00:14:58.192 --> 00:14:58.894
Yep, you just gotta.
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You gotta pay to you, gotta play to play or play to win.
00:15:03.009 --> 00:15:04.013
Yep, absolutely.
00:15:04.013 --> 00:15:08.589
I was going through wins earlier and another interview we had was with Zach Bennett earlier.
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Uh, when was that fall?
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And Zach had an amazing quarter.
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He did like 340 K.
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But one of the things I love about Zach is Zach was very selfless in his approach to sales.
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He never hogged it from the team.
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The whole team is contributing to that.
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So when they had 120K a month he was really a third to you know, maybe just a little bit more the bigger contributor to that, but ultimately he was the bigger contributor to that.
00:15:32.956 --> 00:15:35.523
But ultimately he was still taking afternoons.
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If you remember, that's kind of how we talked about Zach was like he did this 120 K month, which was a huge month for for him and the team, but he was also going fishing in the afternoons with his son.
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And, you know, that shows true success, in my opinion, like, the only people that are going to know that we worked late are our kids.
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That's it, and it's one of the reasons why I'm so meticulous about being a good father.
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I will respect good fathers more than I will respect any good businessman.
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You just brushed me back with that.
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Can you say that again?
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Sure so.
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I heard this quote that shocked me to my core and it made me want to be a better father.
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And that's this.
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The only people who will remember that you worked late are your children, and the sad thing is I remember that as a kid.
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My father's a good person.
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I can say that now.
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I think he's a good person person, but I do remember being a kid and not wanting someone to work two jobs at night.
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You know what I mean.
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I wanted the dad and I understand the reasons why and I can respect it, but as a child I didn't understand it.
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And you don't forget those feelings of why are you leaving?
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You know what I mean.
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So, even if you have the right reasons, even if you can justify it, even if you look back and be like, yeah, it's, it's hard and I want to make a life where my children don't have to worry about that either james says he's going to steal that in the chat on guys, if you're not with us in the facebook live, uh, in the group you could be electric printer secrets, what it's called.
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If you're just listening, join us there.
00:17:10.863 --> 00:17:12.005
Dan's correcting me.
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He says that actually ended at a 91K platinum.
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For that.
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I tell you it was a 91,000, right, dan could have slept in.
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He could have got drunk the night before, slept in, not saying you're a drinker, dan, just giving the absolute take it to the ridiculous opposite of how sales can really go right.
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We've got this choice to wake up today with confidence, put a smile on her face and rest assured we're gonna go serve someone at the highest level.
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And things like this just happen when we're in that right mindset and we're equipped with the right tools and we're just ready to be there at the highest level.
00:17:48.288 --> 00:17:48.650
I agree.
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I mean like it's literally once again bringing it back to parents, like I wake up early at 4.30 every morning so I can have time for prayer, so I can have time for workout One to make me better.
00:17:58.563 --> 00:18:02.211
But mostly the main driving force is when my kids get up.
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I want to be the best version of a dad I can be for them, and I can't do that unless I've got that kind of head start and prime for the morning.
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And I think the same applies to sales.
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Because once again, dan, you have my undying respect.
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You're an amazing human being and I loved working with you one-on-one on a consistent basis.
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The thing that we have to focus on is that you chose to operate at the high level.
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That operational high level is a consistent activity.
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You can't just wake up and say I'm doing this once and then going back.
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It's a scale that continually climbs and as you keep doing that, your level of skill exponentially grows with your dedication and consistency to that skill.
00:18:41.505 --> 00:18:43.894
So keep on the same path, man.
00:18:43.894 --> 00:18:45.441
You're really going to blow everyone out of the water.
00:18:46.103 --> 00:18:49.451
Yeah, when you think about that effort over time, man, it's sky's the limit.
00:18:49.451 --> 00:18:50.602
Right, it really is.
00:18:50.602 --> 00:18:52.266
I just want to.
00:18:52.266 --> 00:18:56.788
I want to take a moment here with Dustin, because he said you know, damn, the American dream got us.
00:18:56.788 --> 00:19:00.343
My dad got me as a workaholic and now, with kids, I've opened my eyes to it.
00:19:00.343 --> 00:19:03.049
You don't notice until you're too old, dustin.
00:19:03.049 --> 00:19:06.855
I just want to say I share that with you, brother, and I really want to point this out.
00:19:06.855 --> 00:19:16.728
I love the turn we're taking here, because anytime we talk about revenue or revenue goals, we get these priorities mixed up and I want you guys to make no mistake.
00:19:16.728 --> 00:19:24.929
Both Joe and I are proud fathers to two daughters apiece, and I've made my overworking mistakes.
00:19:24.929 --> 00:19:26.441
Joe's made his Like.
00:19:26.441 --> 00:19:32.672
We're with you on this and in no way, shape or form do we ever put business ahead of health and family.
00:19:32.672 --> 00:19:33.461
It is health family.
00:19:33.461 --> 00:19:34.326
It is health family.
00:19:34.326 --> 00:19:35.107
Then business.
00:19:35.921 --> 00:20:01.465
the best thing about this is we can actually learn to do this thing without working crazy, crazy hours, without losing your weekends, without losing that time with your family you know, one of my close friends, josh lupo, told me something that stuck out and I don't know if he came up with it or if you heard it, but it was an amazing quote and it's America doesn't run on Duncan, america runs on consumer debt.
00:20:01.465 --> 00:20:06.832
The American dream is an interesting thing, but it's a path to debt.
00:20:06.832 --> 00:20:13.887
Buying more things and doing the things and having the car and having the house isn't as important as having a home.
00:20:13.887 --> 00:20:19.913
A home is the thing, inside of it, the family, the house is just the thing.
00:20:19.913 --> 00:20:26.763
So it's so crazy where, dan, you're right, you're right, man, the thing is-.
00:20:26.804 --> 00:20:27.044
It was.
00:20:27.064 --> 00:20:27.424
Dustin.
00:20:27.424 --> 00:20:28.951
Sorry, dustin, forgive me.
00:20:28.951 --> 00:20:30.155
Dustin, forgive me, you're right.
00:20:30.155 --> 00:20:41.678
You have this situation where you're like the American dream tricks you and we're doing all we can to put a lens on that and say you can work hard and you can strive for an income.
00:20:41.678 --> 00:20:47.672
But if you're just trying to do it so you can hoard your wealth like a dragon and sleep on it, you're probably doing it for the wrong reasons.
00:20:47.672 --> 00:20:53.840
If you're doing it to build generational wealth and really change the world with your wealth, I want to rally behind that kind of person.
00:20:54.784 --> 00:20:55.386
Absolutely.
00:20:55.386 --> 00:20:58.834
That's really well said, joe.
00:20:58.834 --> 00:21:01.577
Dan gave us one little more nugget here that I just want to share.
00:21:01.577 --> 00:21:05.784
So Dan said he's invoiced $212,000 so far this month.
00:21:05.784 --> 00:21:06.786
Congratulations, dan.
00:21:06.786 --> 00:21:09.798
But he's only estimated one of those projects.
00:21:09.798 --> 00:21:15.642
This is the important piece when we're talking about being home for the family, prioritizing health.
00:21:15.642 --> 00:21:23.641
Really big congratulations to you, dan, for being able to step back and still have significant months in your business.
00:21:23.641 --> 00:21:24.953
Sky's the limit for you guys.
00:21:24.953 --> 00:21:25.536
Really proud.
00:21:25.536 --> 00:21:26.920
You guys, really proud.
00:21:26.920 --> 00:21:33.038
There's one more thing I wanted to cover here, joe, on this, and we've got to be mindful of the time, of course, today.
00:21:33.038 --> 00:21:52.193
But there's been a few people that have reached out for this specific 50K offer that are already doing 60K, plus One person reached out, I think just an hour or two ago, already doing 146k this month in sales.
00:21:52.193 --> 00:21:54.482
Why do you think that person reaches out or these types of people would reach out, even with the 50k offer?
00:21:54.482 --> 00:21:55.506
What do you think is happening there?
00:21:56.170 --> 00:22:02.259
So I can only take my own personal assumptions, and it's never meant to almost devalue anyone.
00:22:02.259 --> 00:22:08.096
But what the offer represents is it shows different people different things.
00:22:08.096 --> 00:22:14.036
For those who are under 50K, it shows that that number is possible and consistently doable.
00:22:14.036 --> 00:22:23.317
For those that are over it, it shows that we're capable of having a process in place that will help them break through whatever ceiling they're going through.
00:22:23.317 --> 00:22:30.435
The fact that we're so confident that literally we're like I'll pay for it, I don't care if you lose, it's on me.
00:22:30.435 --> 00:22:36.154
If we're willing to make that kind of guarantee, then there's something that we can teach those people too.
00:22:36.154 --> 00:22:48.737
Whether they recognize it or not, it's very clear that they're coming because they realize that we have something that's going to help them break through whatever ceiling they have, whether it's 100, whether it's 150, whether it's 200.
00:22:48.737 --> 00:22:53.240
There are things that we know that we'll be able to tweak, even ever so slightly.
00:22:53.240 --> 00:22:56.712
That'll get the game changed for them, and I'm excited for the challenge.
00:22:56.712 --> 00:22:57.915
I really am.
00:23:00.080 --> 00:23:06.734
Me too, man, me too I appreciate that point of view and I would agree it must be right, because I mean other than the vote of confidence.
00:23:06.734 --> 00:23:12.278
You see other people enjoying the offer and really, really, you know, putting hands up to at least hear more about it.
00:23:12.278 --> 00:23:31.252
Um goes to says a lot about the offer, says a lot about the community that we're in, but it also says a lot about you know what we know about the serious salesperson, the person that really is on a mission to take it to the their absolute apex, and they know that it's just these consistent little things.
00:23:31.252 --> 00:23:33.020
It reminds me of warren buffett, actually.
00:23:33.020 --> 00:23:34.287
You ever heard this?
00:23:34.346 --> 00:23:34.970
before talk about.
00:23:34.970 --> 00:23:38.174
Why does warren buffett read 80 of his days?
00:23:38.174 --> 00:23:41.660
Well, from what I think, that's correct?
00:23:42.201 --> 00:23:56.222
yeah, from what I understand, he's learned that there are some activities that he needs to do and there's other activities that he can delegate to others, but that the constant accumulation of knowledge leads to the constant accumulation of wealth.
00:23:56.222 --> 00:24:02.223
The more you know, the better you can do with it let me go a bit deeper with that.
00:24:02.724 --> 00:24:03.066
Go for it.
00:24:03.066 --> 00:24:20.279
He's looking for one thing, one thing, because when you're managing what is he at, five billion in assets or whatever the heck it is, all you need is one little thing to get another billion in the door.
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