Sept. 6, 2023
Episode 150 - Eliminate Slow Season with The SS-Playbook
Do you find yourself struggling during the slow season? Join us as we flip that script, transforming those months into a time of thriving rather than surviving. We share our experiences and secrets on maintaining a consistent income even when the tide is low. We'll draw parallels from our amusing lake adventure, showing you how to navigate your business just like a sailor adjusts to the wind's whims.
Are you capitalizing on the law of diffusion theory in your business? Make sure you're getting ahead of the curve. We've made some interesting observations about this theory's application in the electrical industry - insights that could be the game-changer you need. Remember, early adoption and proactivity are key in reaping maximum returns in the slow season. We've got a trove of resources in our SS Playbook that we encourage you to utilize, and let's make the most of this time of year together.
Building trust and finding opportunities in every corner is a skill every business person should master. This episode, we have a chat with our guest, Joe, who elucidates on this and more. Joe shares insights on turning initial inspections into potential service opportunities and how introducing automatic options can add that much-needed value. Plus, he'll give you some tips on preventive maintenance - think winterizing hot tubs to dodge those hefty repair bills. As a bonus, we also discuss the importance of fostering client relationships for long-term success. So, get ready to transform your business with the right connections and strategies. It's time to set sail with the SS Playbook!
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:
00:02 - Thriving in the Slow Season
10:56 - Electrical Industry Leveraging Strategies and Diffusion
21:34 - Building Trust and Leveraging Opportunities
28:51 - Building a Thriving Business Through Connections
WEBVTT
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Hello, hello and welcome back to Electric Pernur Secrets, the Electricians podcast.
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I am here with my esteemed co-host and business partner, joseph the Salesbot Lucani, and I am pumped up Not just because I'm one of two master electrician hosts on this show with business addictions, but also because it's Action Wednesday where we're going to give you actual tactical piece, the value piece to help you master your sales, simplify your pricing and deliver premium level electrical service.
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Joe, are you equally as pumped on this fine Wednesday morning?
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Oh my God, the word energy and electricity could only go and describe our moods right now because right now, I'm beyond pumped.
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I feel energized.
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Honestly, I really still feel like the weekend's energy is carrying in, because you can take that that's shocking, oh.
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I see what you're doing there.
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Yeah, I love it.
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So my first thought is why Did you do anything over the weekend?
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Because I know I did a hell of a lot of relaxing.
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That's why I'm feeling this good.
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What about you?
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I actually did, Following our last week's topic having time off.
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This weekend I had Friday off and went to this business summit which I did a little post about.
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Some of our followers probably saw that on Facebook.
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That was cool, Talked about AI and the future, education, and there were some really cool people there.
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But then it was also like the first four days off I've taken in an overdue amount of time.
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Let's just say that.
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Yeah, a significantly overdue amount of time.
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You need that time, brother.
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Here was something fun that happened, though.
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Maryl and I went and took the boat out on the lake.
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It's getting late season so we had to get that.
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Make use of every opportunity.
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It's probably the best way to say it, but the lake that we go on Harrison is pretty long.
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It's something like 70 or 80 miles long.
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It's big.
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It's a big lake.
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What happens is it's north-south long and the wind in the afternoon blows north across this lake northeast really.
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We're Pacific side.
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That's just what happened.
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We went up the lake quite a ways about an hour.
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It was rough going out.
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We found this new spot.
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We thought that was really cool.
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On the way back, though, we're going against the wind and it had picked up a bit.
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I just have a little 20-foot lake boat.
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It's a bow rider with a 5.7-liter V8.
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Gets up on plain nice, but it wants to go.
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It's really difficult to find the balance.
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Speaking of balance, the swells are now three to four feet.
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They're getting pretty big on this lake.
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The boat keeps going faster and we're just smashing these swells.
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It's a fiberglass boat.
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I heard Mariel kind of giggling at one point and I looked down and I'm straight-faced.
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She's like what's wrong.
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I was like I've just never broke a boat before.
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She's like what do you mean?
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I've never broke a boat before.
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Okay, well, that's a good thing.
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She says Well, sort of, except for I don't know the threshold at which this boat just brings.
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Oh my God, we're standing and surfing this boat and just trying to bear the smashes on the knees.
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It was incredibly wild.
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I think I ground my teeth down a little bit.
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We got back and just said Sionar to the lake.
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We were happy to be back on dry land and that was the big event of the weekend.
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Joe, thanks for asking.
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My God, it was good to see you at a certain point.
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I don't know how it would respond to that.
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I'd be like, well, I've never broken a boat.
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I'd be like what the fuck did you just say we're just breaking a boat?
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Hold on, revert that a second.
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What are we talking about here.
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It's tough to say, man, it's tough to say you get all this stuff and all these cubbies and every time you smash a swell it's just like bang, bang A fiberglass boat, I can imagine, Because when you said she looked down, I was like tell me there's water in there.
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What did you see?
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What happened to the fiberglass boat of yours?
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I asked my neighbor.
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He's a bit sketchy.
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He said you got to go a lot harder than that before they break in two.
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But he's like, I have done it.
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They will break, they will sink, they will sink.
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Anyways we don't want that to sink, but hey, thanks for bringing us to the speed on that.
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That's a fun weekend.
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Action Wednesday.
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Let's get ready to it, shall we?
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Because we've got some really important stuff to just like give away here.
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Let's carry on yesterday's conversation about this thriving in the slow season Not surviving, but thriving First and foremost.
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What would you consider the difference between survival and thrival?
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Okay, I mean, that's a weird way of saying it.
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You're a survival or thrival.
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I like that.
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But I guess the difference is can you run this month without needing to go into savings sustainably, like let me give you an example.
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So we would consistently run at around $100,000 a month.
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That's what you'd expect month in, month out.
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Right?
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A slow season I remember having slow season months of like 30 to $40,000 a month, like I remember when things would just dry up and we weren't prepared for it.
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That was bad.
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That was like, okay, you had all this, you had a million dollars there, and yet now you're tanked between these months and you have to literally like bleed away the savings you have.
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That's survival, but that's not thriving.
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Thriving was when we were at months where it was like 70, 80, $90,000 a month, where it was significantly close, or at least close enough, to where your summer months were.
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If you can be consistent and you can say, all right, things are a little tighter but I'm not going into savings.
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In fact my growth rate is continually funding that growth.
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Now we're okay, I'm willing to go sideways as long as I'm not going down.
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But when you're thriving you're still able to chip away towards the loan towards the shop rent, towards the new vans, towards your continuous education that's thriving.
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I love that and as you say that, I'm thinking of this statement that we've all heard before, like two steps forward, one step back, that's survival.
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Having to compromise on your dreams or vision, that's survival.
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Yeah, thriving would be plowing straight ahead.
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This isn't going to stop you.
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You might slow down a little, but we're staying the core still.
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We're still in focus, we're still going to make this and on the next high season you're going to feel that difference, I would imagine.
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Right 100% Because, if you think about it, a lot of our future seasons are predictions based off the current year that you're in.
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So like if you're used to having a slow season or you had a slow season, your spring is in recovery.
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But if, imagine you didn't have to recover, you could just threshold springboard forward and then every May forward to November is just allocating resources back into your company because you don't have to pay back the debts.
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Nice.
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So like proactive spring instead of reactive.
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Exactly, and I've had a lot of reactive springs.
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The reason why we're so good at this was because we had to learn how to survive better.
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For all of you guys in Eastern Northern Plains, it's like you get it, it gets cold and people don't want to call, so you've got to make the situations happen yourself.
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Yeah, absolutely so.
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I mean, we can feel it, man.
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We know there's a difference.
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We know everyone just wants consistent months.
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Why wouldn't you want that?
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There's no possible way that you're listening to this right now, thinking I love when high season just beats us to piss and when slow season just comes to a complete crawl Because your staff don't enjoy it.
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You don't enjoy it.
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It's stressful.
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No one knows what's going to happen next year when it comes, so it's actually inspiring fear in your staff.
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It's a very reactive environment and if someone sees something that is more proactive, more stable, more consistent, then just jump ship.
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You, yourself might even give up on your dreams over this.
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It's important.
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So what's holding us back, Joe?
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Why aren't people making the most of slow season?
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Why aren't we being more proactive?
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Why hasn't someone taken full advantage of our Action Wednesday and gone to our Facebook page, put their hand up and downloaded the SS Playbook?
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yet the reason being is I think there's a couple of specific major moving parts to it.
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The easiest answer is because it requires you to shift your focus.
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What I mean by the easiest answer is people will do things that are comfortable, even if they're not healthy.
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I mean, how many of us are in relationships that we shouldn't be in but where it's harder to leave the relationship than it is to just continue going as if everything's good like?
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habitually get stuck in a cycle.
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Exactly.
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We just find these situations and we stay in them.
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That could be the first factor.
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The second factor is we know that HVAC and plumbing have a better shot at these particular calls.
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Some of us say, oh, we'll just create a different department and then that holds whatever you're trying to do.
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The other reason is that not a lot of electricians understand the particular market and how markets shift in mindset towards different seasons.
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And then, lastly, beyond that is, electricians aren't familiar with the different niches they could get into.
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Like, there's a lot of things we can do and I'd love to touch on them.
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I know a lot of them are going to be in our marketing plays, but I want to make sure that people know there aren't things you can do electrically that don't force you to get out of your niche, that you can sustainably provide for yourself with.
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Totally and we're going to dive right into that.
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I also want to add this.
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I think I did a post about this even on the weekend, it just kind of came to mind.
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A little quote inspired me.
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But ultimately humans consistently copy.
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We're a breed of imitation and imitations flattery, Don't get me wrong.
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But there's this whole concept of law of diffusion theory.
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Have you ever heard of this before?
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Yeah, I mean, from what I understand, it's really whether someone's going to be the first one into it or whether they're going to be a follower, and I'd love to hear your take on that.
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Yeah for sure.
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It's like an exponential.
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You've heard of a bell curve before, right, yeah.
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So with any new strategies, there tends to be the first movers who expect but also absorb all the risk because it may or may not work.
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But then there's the early adopters, someone who recognizes what's working and jumps on this ride and says, wow, I believe in this, I'm coming for a ride too, because I really believe this is going to be fruitful.
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So it's like the first person has to be faithful.
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The second person has to just trust the leader and get the most fruit out of it.
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You get your best exchange at that point.
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But then there's the mid to late adopters, where there's already 100,000, a million, a hundred million people, depending on the size of this strategy in this niche, right.
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So, for example, we talk about this in marketing, where everyone's on GMB, everyone's using LSA, everyone's trying to leverage PPC, and that's why the rates are so high is because of how late we are in adopting those strategies.
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We accept it like it's the way, but Google itself has grown.
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Google developed those strategies.
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They're not that old.
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But now there's 100,000 gurus that teach you and all the other late adopters strategies to make the most of that.
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So that's kind of what I mean by this law of diffusion theory.
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And then there's some who just never believe it, think it's too good to be true and never jump on the wagon.
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This to me is that for electricians in this space we're still so new to service and treated like the red headed stepchilds, and while HVAC and plumbing may have a lot of this figured out, we're still feeling like could this be true?
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Is there such a thing?
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Do club memberships actually work for electricians?
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I hear that on calls almost every week.
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Yeah, but does this actually work?
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Of course it works.
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Just because you haven't seen a million electricians do it yet, there's only 10,000 that are doing it.
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Maybe, if that even doesn't mean it doesn't work, it just hasn't taken to the masses yet.
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You got to ask yourself is now the time to be an early adopter, or do you want to wait till you see another million people with it?
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And then you jump on the bandwagon and realize it's not as effective as it could have been if I jumped on this Walmart stock back in the 50s.
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Oh my god, could you imagine?
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It's like you're still sitting on your McDonald's stock for when it first came out, or you still have your version one of your Jordans.
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All these things are amazing if you had them originally, but you have to have the faith that they're going to work.
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Yeah.
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So it's kind of that.
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It's not having the experience or not having the leadership from someone, the mentorship, to get through it.
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Good news for all of that the experience is here, the mentorship's here, it's free, and we even have a value piece for club memberships.
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And what we're giving away the SS Playbook is only going to add to that fuel for the fire, because literally we're giving this all away Again.
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Strategy is not the problem, you guys.
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The strategy is here.
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We just want to be the ones to help you with that.
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We want to see this industry actually take off and rise up together.
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Is it wrong of me to say that or want that, joe?
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No, it's not your question there.
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No, I love that, and the thing is being someone who's had to run calls from multiple industries.
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It is incredibly important to learn from those that are around you.
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I learned a lot of these strategies while trying to mimic and be like what are they doing right?
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Why is it that I'm so slow during this season?
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And yet all these other trades have all this work?
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How do we figure this out?
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And that's the thing.
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You just need to be willing to immerse yourself into something that's uncomfortable to find the answer that makes your life comfortable again.
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All right.
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Well, we got about five minutes here, okay.
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What I want us to do now is just give it all away.
00:14:52.355 --> 00:14:54.583
Okay, it's one of my favorite things to do.
00:14:54.583 --> 00:14:59.149
You want to share with them, like how we can start putting some of these strategies to use and what these strategies are.
00:15:00.392 --> 00:15:01.173
Yeah, I'm down.
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All right, and, guys, if you want to capture any of this in a more detailed format again, come to our Facebook page or come to our website at serviceloopelectricalcom, send us a message and ask for the SS Playbook.
00:15:13.440 --> 00:15:17.011
That is not the Super Sport, that is not other references.
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It is the slow season Playbook and we've made it specifically for September.
00:15:21.623 --> 00:15:27.385
Another S Maybe it's the SSS Playbook, because now is the time.
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It's still fall.
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You still have leverage in this.
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All you've got to do is take proactive action.
00:15:34.427 --> 00:15:37.839
Mm-hmm, all right, all right, you ready to jump into this?
00:15:38.510 --> 00:15:39.333
Sure, I was gonna say.
00:15:39.333 --> 00:15:51.876
I just want to touch on one thing before we do so, because you mentioned that proactive action is required, and I also want to let people know that there's actually a curved scale to the level of effort it takes to pull this off if it's done later.
00:15:51.876 --> 00:16:04.000
First, being done now, hmm, sounds, if you, if you can do this now, like imagine the right way is hey months ago, springtime, you were designing your membership and you're implementing that's.
00:16:04.000 --> 00:16:05.403
That's the perfect plan, right?
00:16:05.403 --> 00:16:07.312
Obviously you do that.
00:16:07.312 --> 00:16:12.143
Then it becomes much easier because by now you have a pile of leads that you can transfer.
00:16:12.210 --> 00:16:13.934
What are the fall season or winter season?
00:16:13.934 --> 00:16:16.701
Yeah, but you're in winter now.
00:16:16.701 --> 00:16:18.754
People are thinking about it.
00:16:18.754 --> 00:16:21.440
Even if they're not thinking about, it's in the back of your mind.
00:16:21.440 --> 00:16:25.056
Every time a cold breeze blows, someone's thinking about winter.
00:16:25.056 --> 00:16:29.716
Yeah, so you can implement it now and insert these calls.
00:16:29.716 --> 00:16:34.065
You'd still be more successful than if it was already snowing.
00:16:34.065 --> 00:16:37.538
You're already in December and they hit you with the.
00:16:37.538 --> 00:16:39.842
Well, I can't because it's Christmas.
00:16:39.842 --> 00:16:44.359
You need to have it already on the calendar before that argument comes up.
00:16:45.201 --> 00:16:48.009
Yeah, okay, that's, that's really powerful.
00:16:48.009 --> 00:16:57.511
So the way I'm seeing this, joe, is these inspections that we're aiming to have take place in winter really come from three places mm-hmm.
00:16:57.511 --> 00:17:07.152
Club members pre-sold maintenance on niche equipment right, yep and warranty.
00:17:07.152 --> 00:17:08.436
That's correct.
00:17:08.436 --> 00:17:11.397
How can we begin to leverage this?
00:17:11.397 --> 00:17:18.443
Let's talk through it from the beginning to the end in like a hyper condensed format and let's plow through this okay.
00:17:19.111 --> 00:17:20.977
So I'm gonna try and go on a rapid speed.
00:17:20.977 --> 00:17:22.342
Forgive me, you stop me.
00:17:22.362 --> 00:17:42.190
Wherever you need, okay and I think we're in order of importance even the way I said that because club member, ultimately if I can just insert this, basically, guys at your top option or wherever they bought the club membership in your process, they've identified that they really appreciate the finest things, the most convenience, the least time delay.
00:17:42.190 --> 00:17:49.219
So this is your top customer to serve, because it's the highest probability that they'll continue to purchase from you.
00:17:49.219 --> 00:17:50.000
Is that right?
00:17:50.040 --> 00:17:51.625
Joe, that is a hundred percent true.
00:17:51.625 --> 00:17:54.659
Oh, that's the reason why we want those clients.
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