Episode 39 - WHY Electricians Are the Redheaded Stepchildren of Home Services

@1:25:01 - Clay Neumeyer (serviceloopelectrical.com)

Welcome to Entrepreneur Secrets.

This is the Electricians podcast. We're here to help you master sales, simplify pricing, and deliver premium level service. I'm your host Clay Newmire with me as always.

My steam co-host, Joseph, the sales bot. Lucanie, how are you, Joseph?

@1:25:03 - Joseph Lucanie (Fathom)

I'm feeling great today. I was going to say I'm really pumped about today's topic. I'm literally letting the enthusiasm carry me through a sleepless weekend.

It is going to be a great one today.

@1:25:13 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. Absolutely. And the problem we're discussing today is this common question, this common theme of the redheaded stepchild and why electricians seem to fit that role, especially in home services and some of the reasons around that and how we begin to fill that way, why there isn't just seemingly lots of lead generation in sales and coaching for our trade specifically, why there was this gap, how we've come to understand it, build our mission and vision to address it, and some of the benefits to our program a little bit, but also that anyone can take hold of and a couple of silver nuggets we're promising at the end of this one for some action items.

What do you think this problem stems from? Joseph.

@1:26:01 - Joseph Lucanie (Fathom)

There is so much connected to this particular problem. So I'm going to chip away at some of the main root causes, but it's a plethora of things.

So if you think about the three main trades, it's HVAC plumbing and electro. Now as it stands, if you were a coach, let's just say that you are going to be, but if you have the situation of coaching someone that was already established, knew what they were doing, understood profit margins, had multiple employees already, and had already become accustomed to following a process, versus an individual that's usually a little more stubborn, probably a smaller operation and less process oriented.

Who would you as a coach want to work with?

@1:26:47 - Clay Neumeyer (serviceloopelectrical.com)

I mean, it seems like an No-brainer.

@1:26:50 - Joseph Lucanie (Fathom)

Yeah, right? That's the main thought. A lot of times we have electricians. We are wonderful people in the fact that we're very educated.

but also very logic based. And sometimes, and a lot of other trades would like to remind us of this, we sometimes don't think we're wrong, which makes us less coachable as well.

So there's a couple of things that are going on. One, HVAC in plumbing has already gotten a head start because they're already more process oriented at times.

And as a result, it can become more coachable. And then as a result of that, it's easier to report wins in those divisions.

But it doesn't make them a better trade. It just means that they were a more coachable model. Does that make sense?

@1:27:35 - Clay Neumeyer (serviceloopelectrical.com)

It does. I also want to interject and just say, you're actually uniquely equipped to handle this conversation because in your former role, you're working with HVAC and plumbers.

And prior to that, you have some HVAC training experiences as well, right?

@1:27:49 - Joseph Lucanie (Fathom)

Correct. Yeah, no, I actually have an EPA license. I'm able to handle refrigerant. I have a degree in HVAC as well.

And I did specialize in training HVAC and plumbers. But the thing... Something that comes away from that all is, electricians, we were a very highly educated team.

Like I want to say that again, but as a result, we're used to looking at problems as if we are the ones who have to solve them.

And as a result, when you have a bunch of people who are used to saying, I'm the only one who can solve a problem, you create a less coachable field, right?

Like if we're all surrounded by people who aren't willing to lean on advice, what does that usually lead you to?

@1:28:29 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, that's fair. I mean, but for me, one of the reasons I loved electrical, right from the freaking first week, man, I can remember working with up here in Canada, we've got a four year apprenticeship to become an electrician here in the province that I live in.

So I remember working for a third year, we were wiring up a pig farm, which was just a ton of PVC.

Ton tons of PVC. But they also didn't have three phase out there. And so in my first week, really in this trade, we were working on something they called rotofases.

Have you ever heard of those before? 

@1:29:03 - Joseph Lucanie (Fathom)

I have, you know, and pretty much the concept of you're able to take a one phase and split into a second phase of necessary.

@1:29:11 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, that mean generally speaking, I mean, I was early pretty premature to understand a lot of it, but few motors, right, and generating your other legs.

So generating three phase electrical. The problem is, this is not like an exact science that anyone seems to have really nailed down.

And they knew that this pig farm knew that going into it. The point of making here is our master electrician on record for that company.

And we're talking like 10 $20 million company. So these guys have done some shit. Mm hmm. But that master electrician, in my immediate supervisor, the third year in this first week, are having a full on rotofase conversation dissection up on the whiteboard in the morning.

And no one was right. And that was cool. Because before For that, I was kind of doing some carpentry and other things before electrical.

And you want to see some people that know the right. Ask a carpenter. No offense, carpenters, if you're in here as well.

But coming into this trade, a bit of a tangent here, of course.

Sorry, Joseph.

@1:30:16 - Joseph Lucanie (Fathom)

It’s all good, all good. 

@1:30:17 - Clay Neumeyer (serviceloopelectrical.com)

But in this trade, one of the first things I realized is, wow, with all the technology constantly emerging, constant new growth in this trade, no one truly knows everything.

That's what I loved about it. Yet for whatever reason, this code book's so thick, and just from running the place so many times, we get so stuck in our own little ways as Justin confirmed, I'm never wrong just to ask my wife.

@1:30:43 - Joseph Lucanie (Fathom)

But you know what? I really feel like that ties in a lot to it. And that because we also, as a highly educated team, we know what's right, and we know what's wrong.

And then when certain things follow code or certain things follow. safety standards, most of us are aware of it.

And if someone comes in and tries coaching us something that is not correct, this, you know, pitch forks and tiring and feathering, like, we don't, we're not okay with it.

So you'd have to imagine that as a coach, they would also not only have to have a strong business understanding, but they'd have to have a very strong electrical understanding as well for them to be accepted by quote unquote our people.

Right. So it's a scary individual situation, because you could be an HVAC coach and be accepted by plumbers, or you could be a plumber and be accepted by HVAC, but you really can only be an electrician to be accepted by electricians.

So as a result, it narrows the amount of people that can coach it into that would receive a high benefit.

So if you have very few people who can coach it, the people who are coached are usually reported to be more stubborn, and we're also less processed based in our existing operations.

It becomes very hard. Doesn't mean that it's wrong or that it's a field that doesn't need to be support.

But I think we as a team should always acknowledge why this shortcoming has happened and why people have justified it.

Does that make sense?

@1:32:13 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. Yeah. Again, I mean, we're here discussing this because we're still seeing that question asked in various groups. Why am I feeling like I can't get the support I need specific to electricians?

@1:32:27 - Joseph Lucanie (Fathom)

Mm hmm.

@1:32:28 - Clay Neumeyer (serviceloopelectrical.com)

Even website design. You guys know someone who's doing just electricians. Right. Lead generation marketing is there someone out there just doing electricians.

@1:32:38 - Joseph Lucanie (Fathom)

Usually not. Usually the thing will hear and I'm sure. Can you guys put a hand up and you can relate with this?

It applies to HVAC. It's like an HVAC or plumbing tactic and says this apply to electric to. And that's the biggest thing.

I wish I could have a big slap in the face. It applies to electric to like, yeah, it does.

But a lot of times we need specialized advice. We need things. of like, hey, I know exactly what kind of margin you're working with.

I know the kind of jobs you're doing. This is specialized advice for you from someone who'd actually had done it before.

I feel like that would be received way easier or way better than someone who had.

@1:33:13 - Clay Neumeyer (serviceloopelectrical.com)

Definitely. I agree 100% because at some point you're going to hit that language barrier too. And the reality is, I mean, let's dig into some of the roots of this stuff.

How long did you yourself seek the very thing that we teach now that we train now?

@1:33:30 - Joseph Lucanie (Fathom)

Mm.

@1:33:31 - Clay Neumeyer (serviceloopelectrical.com)

That's sort of the electrical. How long did you seek that in your business?

@1:33:35 - Joseph Lucanie (Fathom)

So I started looking into coaching right around 2011. And I spent about 7-8 years learning through any kind of trainer that I could find.

Whether it was, I mean, one thing in particular, I remember Jack Canfield, seven secrets of superstar text was a CD that I kept on loop on a regular basis.

I worked with other best practice HVAC plumbing groups. I even ended up coaching at some of them. And it's just it work.

I mean, the concepts can work, but it's almost like taking something from a foreign language and putting it through Google TransLink.

It'll come through enough, but it's not quite there. And it requires a more expert opinion to translate it fully to us.

@1:34:22 - Clay Neumeyer (serviceloopelectrical.com)

This still took you approximately seven years to get it to the point at which we train it now.

@1:34:28 - Joseph Lucanie (Fathom)

Yeah.

@1:34:28 - Clay Neumeyer (serviceloopelectrical.com)

And that's the thing.

@1:34:29 - Joseph Lucanie (Fathom)

Yeah. That's the thing. Yeah. So I mean, I was running my business for a big full 10 years. And the thing is, it didn't click immediately.

There's a lot of trial and error. And there was a lot like, like, for sake of argument, the club membership.

The reason I designed the club membership was I was listening on meetings and there were all these HVAC contractors.

That was one of the best practice groups. And they're all talking about how their club membership they're so good and how they were preventing their slow seasons.

And I paused and I remember raising my hand and saying, Well, like Trish and have club memberships and it was like, well, they can.

I was like, well, what would we offer? And it was like, why don't we really know what do you maintain?

You can do generators and like, well, what if we don't do generators? And that's how we came with the club membership agreement because I was like, there's gotta be something we can do.

There's gotta be some core principles. And eventually I found one that stuck and it really really helped in my team.

@1:35:25 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. And Josh chiming in on the Facebook page. Guys, if you're listening to this on the podcast and you're not on our Facebook community getting VIP access, exclusive access five days a week to this live.

Please join us there on Facebook. But Josh says, HAC doesn't have to cover the broad spectrum that we do.It's easier to teach. 

@1:35:42 - Joseph Lucanie (Fathom)

Exactly what I was saying earlier, where it's like, you need to have someone who understands it and has physically done it because you can't explain it otherwise.

I mean, like, let's say, take argument. I were to go and say, well, what do we do? We have your trip to countertop, you know, out.

How do you create options for that? If I didn't know it as anything other than an electrical system, I wouldn't have anything.

But by someone who's done it, I can say, all right, well, why aren't we localizing? Why aren't we tracing the circuit?

Why aren't we making sure there's two circuits? Why aren't we offering backlits or quads? Why aren't we doing search protected for the difference?

Like there's so much you can do once you know it. But if you don't know it, you can't teach it.

And then, therefore, we become, once again, an unteachable trader.

@1:36:26 - Clay Neumeyer (serviceloopelectrical.com)

Great. And right there, I want to insert just a little congratulations to one of our entrepreneurs, Rebecca, Girl Power Electric, how to win last week, where she saw a 10x from just offering options.

Similar to what you're saying, I believe it was a broken light fixture or a bank. Yeah, she was a fella.

@1:36:47 - Joseph Lucanie (Fathom)

I believe it was a fella. I sent light fixture. And what is happening was she had a fixture that she started off and it was only in one.

And she said, you know what, I don't expect the customer to take this top option. I'm going to offer me absolute.

finance of what money could possibly provide. When it's like, I'm going to white glove service the whole way. And the top option was something like 4700 or bottom option was 475.

And the customer took the top option without even blinking an eye. And he was like, that's the one that I want.

I want someone who's going to do everything before.

@1:37:18 - Clay Neumeyer (serviceloopelectrical.com)

Just that. That's it. Did you want to hear about the cheaper options? I love that. Literally 10x growth. I love sharing those wins, but also I want to point out, insert that right here where it belongs is that she said at one point, it seemed like there was priced out as well.

He did challenge her price and still took her top option. So incredible work. Rebecca, keep it going. And it's just fantastic to hear and share.

But right there just seemed to fit as you're talking about options. And that's a lot of the tripping point, isn't it?

That's what Josh is speaking to. That's we're saying, okay, there's a lot more to train here.

@1:37:53 - Joseph Lucanie (Fathom)

Exactly. Like, even if someone comes by and says, Joe, how do we sell more generators? Like that's. It's a common thing because anyone who goes from HVAC to electric, HVAC is primarily moved on equipment.

I mean, there's a ton of service. I'm not trying to speak out of turn. I'm saying there are definitely service calls and things like that.

But if you were to say equipment to equipment and you're not in generators, panels are the heavy hitting things or Tesla chargers or solar, like those are the heavy equipments.

HVAC, you couldn't offer this consistent parts that need to be changed. And there's significant equipment that requires frequent maintains.

We don't always have that. So as a result, you're in a situation where it doesn't always translate. But if you were going to ask me, well, Joe, I want to start telling generators because the close equipment I can do, wouldn't it make sense that the person training you would have to have done generators?

@1:38:49 - Clay Neumeyer (serviceloopelectrical.com)

Yeah.

@1:38:51 - Joseph Lucanie (Fathom)

So as a result, once again, our pool of acceptable coaches becomes less and less and less.

@1:38:58 - Clay Neumeyer (serviceloopelectrical.com)

Definitely. Well, that's tricky. That's tricky. I know that me personally, I only know a few actual current master electricians outside of us that are in our training space at all But there seems to be this common Thread still that no one really wants to commit to it Even on one of our common an engagement I had with one of our listeners They were saying that they reached out to one of the big other companies I don't want to say names or anything like that here.

That's not what this is about But literally asked hey, are you gonna create an electrical division? Hmm said no electricians are a pain in the butt and the tickets are too small Literally messaged him back and said that I Was floored at the same time.

I'm like okay. Thank you. I guess we're still the only ones that do this But how disrespectful to someone that it essentially a paying Um client who had attended their seminars, etc.

@1:39:59 - Joseph Lucanie (Fathom)

Yeah, it's a rough situation to think about because it's almost like yes, our tickets are small when we're untrained.

But it doesn't mean that our service is any less essential. Electricity still is required to power this world. And as a result, we're going to need people who are offering service at a higher level to dominate that space.

The race to the bottom is already there. That's mass quantities of graves. We want to operate above that board and say, how can we get all of our clients to that apex level where we're all offering white glove service?

And you can't offer white glove service unless you can train on that level of service and speak to it from a personal standpoint.

@1:40:40 - Clay Neumeyer (serviceloopelectrical.com)

Yeah, very good. So we've dealt with some of the contrast here. How are some of the solutions that we're providing in your opinion at this point different than others that you've seen heard of or know of?

@1:40:52 - Joseph Lucanie (Fathom)

So kind of like what we were talking about previously, where we would say, I guess there's two different avenues.

The first is, When someone asks us, how do you do this? Like, how do I come up with options for generators?

Right? Well, we're constantly researching the material. We're always looking at new and upcoming technologies. And being that we're actually electricians, we've worked with a lot of these technologies.

So we can say either this has worked with us. I've had success with this. This is what I've heard has been good.

So we're able to speak to it from that particular perspective. And someone who's created options in the field will know what some customers will accept and what some customers will not.

So we know now also how to formulate.

@1:41:36 - Clay Neumeyer (serviceloopelectrical.com)

And the options piece is a lot of fun. I just got to say, even last week in our Q&A call with it on the inside, one of our clients, Jason had mentioned, well, I got dock, and I got dock power.

I'm coming up with options. And it seemed like we're scratching for six, maybe for about seven or eight seconds.

And then all of a sudden we had 21 options or so. Later, we just have a fun at those.

little option parties inside.

@1:42:01 - Joseph Lucanie (Fathom)

Yeah, because really when you're making options, it comes down to how is my knowledge of electrical systems and code and safety standards going to translate into this customer having a better experience and a better life of me being here.

And it's really just why do they want me to do this in the first place? And when you focus on that, why you'll under your electrical knowledge will teach you the half.

So that’s, the first aspect. The second is we have run extensive service calls. Like I can say I have run hundreds, if not thousands of calls in my career, because I was the number one person doing it for my company for about 10 years.

And I can tell you from experience when customers will say certain things, when they won't, what they'll allow, how a typical call is going to flow.

So when I train people on the process, I'm teaching you things exactly as I did them. It's not like, Hey, I read this in a book and I made this work. It's like, this is the literal play that I ran. And I'm going to walk you through it step by step exactly in the home.

Like not even, this is generally where you're going. Your first step is we're going to the panel. And these are the questions as you walk to the panel.

And then once you've gotten there, you're going to take the cover off and you know exactly what questions. So like, I'm walking step by step through the call.

And I feel like that makes it a lot easier for electricians to understand as well.

@1:43:30 - Clay Neumeyer (serviceloopelectrical.com)

And of course with your level of detail, as we say, the sales bot, I mean, it's there for a reason.

Because even when people want to pivot and say, well, I would like to replace that or omit this piece.

It's not like, well, that was just fluff anyway. I've never seen a fluff moment in any of this process.

Everything has intention behind it.

@1:43:53 - Joseph Lucanie (Fathom)

And there's a specific reason for that.

@1:43:55 - Clay Neumeyer (serviceloopelectrical.com)

Exactly. Super powerful. 

@1:43:56 - Joseph Lucanie (Fathom)

Yeah. The main thing I just wanted to add that and forgive me for interrupting. It wasn't my intention.

@1:44:00 - Clay Neumeyer (serviceloopelectrical.com)

No, no, no, no, not at all.

@1:44:01 - Joseph Lucanie (Fathom)

But the main goal is I feel that talking excessively actually takes you away from a sale.

So, if I'm going to open my mouth to say something in the process, there's a specific thing I'm trying to accomplish.

There's an answer I'm trying to get, an objection I'm trying to prevent, or a question I'm looking to get answered.

And if I doesn't solve one of those three things, I'm probably just going to keep quiet.

@1:44:27 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. There was this acronym we did in project management training, and it was wait. Why am I talking?

@1:44:36 - Joseph Lucanie (Fathom)

Mmm.

@1:44:37 - Clay Neumeyer (serviceloopelectrical.com)

The other one in leadership safety excellence, of course, you need in Canada to really supervise major projects, et cetera, was kiss.

Keep it simple, supervisor. And both of those apply here because complexity is the enemy of execution. We just tend to dig holes, right?

We all know that expression. Keep digging. Keep digging. Keep digging. 

@1:44:59 - Joseph Lucanie (Fathom)

 I'm with you there. I'm with you brother.

@1:45:02 - Clay Neumeyer (serviceloopelectrical.com)

All right. So how else I see this being different is, I know, I just know that this stuff works.

In fact, it works really well when you're new to business or just starting out.

@1:45:17 - Joseph Lucanie (Fathom)

I would agree with that.

@1:45:18 - Clay Neumeyer (serviceloopelectrical.com)

We've now had people. We've got two clients currently still with us that hired us both in their first and second week of business.

One, we're super proud of now going about nine months in, new van, new rap, new website.Everything is adding up as planned.

@1:45:33 - Joseph Lucanie (Fathom)

Hmmm

@1:45:36 - Clay Neumeyer (serviceloopelectrical.com)

And in many cases, the new guys have awesome wins because they don't have to unlearn anything.

There's no bad habits whatsoever. 

@1:45:44 - Joseph Lucanie (Fathom)

It's incredible. It's incredible. 

@1:45:47 - Clay Neumeyer (serviceloopelectrical.com)

It's a super cool. Yeah. Do it. Do it. Do it. 

@1:45:53 - Joseph Lucanie (Fathom)

That's the reason why I considered myself to be good at this process or adequate at best.

I like as I like to say is I had no idea what an electrician was capable of doing I Was surrounded by hVAC guys and when we would do the morning huddle at the first company I worked at it would be like what did they we do?

I report your numbers do you have a hVAC department? I'm like well, I sold two compressors and two condensers.

Okay. I met 20,000. I did this I told actually a whole new re system reducting all right. That's 45,000.

Hey electric. What'd you do? Well, I sold two panels. What'd you get them for or ten thousand for the week?

It's like okay, so you're a quarter of what our next person was supposed to be I Thought the minimum standard was 20,000 per day.

I like through per week I thought that was what you're supposed to do. So I was chasing five thousand dollars a day thinking that was the bare minimum Little did I realize if I was surrounded with other electricians would I have set my site lower?

very possible Does not try to insult our trade at all, but if you were told you know ten thousand

It was good. Then would I have felt so ashamed at 10,000 a week?

@1:47:04 - Clay Neumeyer (serviceloopelectrical.com)

Yeah. Oh, it's super important actually. That four minute mile. I'm reminded, right? Yep. It was thought to be impossible.

Until someone did it. They had to push through the belief system that everyone held because your belief system set you up much higher.

It was easier to push through. I believe that all day, every day. There's a similar anomaly in freediving, which I'm a fan of.

And I've been 100 feet below the surface. That's my little personal record. On a single breath, it was about a minute, 36, came up, felt like I was dying, but did it.

We did it. They used to, scientists used to maintain that if you went below 40 meters, your lungs would collapse from the pressure.

Tell someone challenged that idea. And we just keep going deeper and deeper and deeper. So there's actually an anomaly.

believe that happens from our evolution, they call blood shift. Your blood shifts around your lungs and protects them from collapsing.

The deepest, I believe the world record currently is about 267 meters. which would be around 1000 feet deep on a single breath.

@1:48:18 - Joseph Lucanie (Fathom)

Did you imagine someone being in that kind of situation where they were able to do that? It's almost like a dolphin in that point.

@1:48:22 - Clay Neumeyer (serviceloopelectrical.com)

It's wild. They do that using a weighted sled and then a parachute up, of course.

So you can do that in four and a half minutes, five minutes kind of thing. But it's directly relative here.

So much of what we face is perceived adversity and it's just what we're stuck in. It's just our barrier because you haven't done it before.

Not so one of our major principles for getting over some of this stuff, especially when you're starting out, is an act as if.

One of the best ways to calm your nerves and go in there knowing you can do this is act as if you've done it a thousand times.

If you actually replay that in your head, that ideal outcome over and over and over, your body can't tell the difference.

@1:49:07 - Joseph Lucanie (Fathom)

It's a beautiful thing.

@1:49:10 - Clay Neumeyer (serviceloopelectrical.com)

You can calm your heart rate down and go through it like you have.

@1:49:13 - Joseph Lucanie (Fathom)

Literally, that's literally the way that I first learned how to do a backflip. I just said, well, I've seen it done.

I know it's doable. I think it works like this. I think I could do it. And then literally just winged it.And that was that. 

@1:49:27 - Clay Neumeyer (serviceloopelectrical.com)

Definitely. Definitely. Okay. So, we've talked a bit about how we're solving this. Our vision, though, guys, little bigger.

It's a little bigger than where we are today, right? We couldn't have done it with just this in view for us.

We're acting as if there's already a thousand of you on the inside. Because this thing's going international for us.

We want to help as many electricians as possible to get over this complex. issue with an industry that doesn't want to train us.

That's why we built service loop electrical for electricians, by electricians. We want you on the inside. And even if you're not ready to take that step, if you're just listening, then take action on the action items that we assign five days a week here.

Guaranteed, even if you just extract the best nuggets every week, we're here enough for you to see growth. And even if you don't want to be on the inside yet, here's how you can contribute.

Because by the end of this year, we want to be behind the vans, 25,000 windshields, really being played in every contractor's van that's an electrician.

And it's for good reason because we are the tide that's rising on boats. It's everything we want for this trade is to stop being treated like the red same respect.

electricity itself.

@1:51:02 - Joseph Lucanie (Fathom)

I agree with that. That actually honestly speaks to my heart there because it's almost one of those moments where we're saying we have suffered so much in our careers trying to get the knowledge, right?

We've struggled. We found it. We've gone to other trades. We've done everything we can to learn these skills But we're doing this and teaching it so that you guys don't have to take seven years You can do it in seven days if you apply yourself Just the knowledge is already gathered.

Just show up to the well and drop your bucket in The wells there I love that you said seven days because it seems that when people hit the ground running It takes about a week to see their first win correct to justify their investment.

@1:51:48 - Clay Neumeyer (serviceloopelectrical.com)

Mm-hmm, right not an expense an investment And I believe that guys even if it's not with us I've talked about this before as we're going through your expenses looking down

on your fixed expenses, on your P&L, your profit and loss, right beside this line item, professional development and or training.

What number do you have there? This is super important. This is also how the industry rises, is we all agree that that's the best leverage you have in your business.

It's to use that income in your business, tax deduction, the leverage that the government gives you for being a business to create more jobs, to create more GDP growth, and put a number beside that professional development, and make sure you expend that.

Make sure you invest in yourself and in your business, because likely that's going to grow you too. In fact, I guarantee it.

If it's money well-placed, you're going to grow. And that's what we call C money, the money that no one can take away, the investment in yourself.

So even when you're old and gray, you'll be earning dividends. on that investment.

@1:53:02 - Joseph Lucanie (Fathom)

I agree the knowledge you can take nothing but it can cost you a take away.

@1:53:07 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. So if nothing else guys catch us five days a week right we're here to help you master sales simplify your pricing and deliver premium level service.

We've got everything set up to help you with that we're gonna keep showing up here five days a week to help you free that you can play on house money when the time arises so that you can win and then invest in yourself with this gift that we're giving you.

@1:53:35 - Joseph Lucanie (Fathom)

And that actually leads me to today's action item if you're down to go in that direction.

@1:53:40 - Clay Neumeyer (serviceloopelectrical.com)

Let's hit it.

@1:53:41 - Joseph Lucanie (Fathom)

Alright so we've already I'm pretty sure we've made our case as to why you guys should be listening and really the bare bare minimum is just that.

Tune in whether to us or to another the very little thing the very first thing is Learning through osmosis, just through exposure to new knowledge, it will eventually start to sink in.

You cannot listen to the same lesson over and over and over again without impacting you in some way. So even if you were a person who is horrendously stubborn and you expose yourself to new trainings, eventually something will stick.

Can that be established as like you're the most bare minimum thing is just put it on and shut up.

Can that be a fair bare minimum action item?

@1:54:33 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. Absolutely.

@1:54:35 - Joseph Lucanie (Fathom)

Awesome. Because the all-star action is a little more complicated and requires a little more intro perspective in this. The all-staraction is am I even willing to be wrong?

Because the content has to be is if you can't see yourself as being part of the problem, then you will never be able to find the solution.

Because a lot of times the things that cause us to trip are rooted in our own belief system, our values, our thoughts, our own flaws, our strengths, all of it is tied up with us.

But if we personally will not change and we're constantly taking the plank out of our brother's eye, we're always screwed because they don't only cap the growth that you're able to take.

So if the bare minimum action is put something on and listen to it, the all-star action is listen to it as if your way already isn't perfect.

Is that a fair request?

@1:55:33 - Clay Neumeyer (serviceloopelectrical.com)

Absolutely. Yeah. I love that. And by the way, just to insert this here, like, it's not your electrical training that needs to be or you would want to build on really.

It's the service of others. Service to others is the highest form of distinction.

@1:55:56 - Joseph Lucanie (Fathom)

I would agree with that.

@1:55:59 - Clay Neumeyer (serviceloopelectrical.com)

I would say it again. I was a business. Service to others is the highest form of distinction. Look around you guys and gals.

When was the last time you were served at the highest level? Like really consider if you look around at the other home service providers, even when you go to the store, look around how people serve you.

And take note, right? When's the last five star review you left? Where are those high level service providers? How are you experiencing them and begin to recognize that there's few?

Very few people have mastered the experience. And so I say to you again, service to others is the highest form of distinction.

Distinction in what? From what? In your market from your competitors. Right. So take all the skills and knowledge you've built so far and add in, invest, double down on this service piece.

Follow the all star action. and the regular action and guys to the moon. Let's go.

@1:57:04 - Joseph Lucanie (Fathom)

This is amazing. How is it? So true. It really, really is and Clay. I think you said it perfectly. I got nothing added that. 

@1:57:09 - Clay Neumeyer (serviceloopelectrical.com)

All right. So that's it for today, guys. Nice little session to start the week.

We're back here with you again tomorrow, of course, to help you master sales simplify your pricing and deliver premium level service.

Cheers again to Rebecca and the big win. Joseph cheers to you. Thanks for joining me everyone that joined us in Facebook live.

Cannot wait to see you guys again tomorrow.

@1:57:34 - Joseph Lucanie (Fathom)

Take care, brother.