June 18, 2025
S2 Ep 43 The 9 Brand & Marketing Truths
Feeling the slow season blues? This episode lays out the 9 essential brand and marketing truths for electricians that want to dominate their local market without relying on third-party platforms or spending endlessly on leads.
From climbing your market's mountain to shout your name, to building a brand that sells before the first knock, Joseph and Clay unpack real wins from the field including how one member doubled revenue with fewer jobs. Learn how consistent communication, owned channels, and delegation unlock growth that lasts years, not just one busy season.
Plus: Discover why treating your service like your greatest marketing asset might be the most profitable move you’ll make all year!
🏆 Win of the Week:
Wendy Wilken just doubled her revenue with fewer jobs.
She embraced the 3D experience, offered more options, and delivered deeper service... and it’s paying off big time!
The Ninja Cooler : https://www.ninjakitchen.com/page/coolers
0:00 – Welcome & The Water Balloon
1:00 – Truth #1: Shout Your Name
2:30 – Truth #2: Consistency Beats Clever
3:50 – Truth #3: Borrowed Channels = Risk
5:15 – Truth #4: Your Service Is Your Best Marketing
8:00 – Truth #5: You're Paying, One Way or Another
10:50 – Truth #6: Stop DIY Marketing
13:00 – Truth #7: Say It Until They Repeat It
16:40 – Win of the Week: Wendy Doubled Revenue
18:00 – Truth #8: Marketing Is a Process
19:00 – Truth #9: Volume Up, Not Down
20:30 – Truth #10: Listen to Your Customers
23:00 – Bonus: The Ninja Cooler & Emotional Sales
24:30 – Final Thoughts: Build Brands That Last
--------------------------------------------------------------------------------------------------------------
Join our community and get access to strategies that’ll help bring your electrical business to the top!
Connect with fellow electricians and tap into a network of support and expertise! https://www.facebook.com/share/g/wvcMRNiyvyWoiSx3/
Subscribe to our newsletter to receive FREE weekly value pieces packed with strategies, and guides to improve your sales, service, and pricing 👆
https://www.servicebyelectricians.com/subscribe-to-our-newsletter
#ElectricianLife #ResidentialElectrician #TradesBusiness #ElectricianBusiness
#MarketingTruths #TradesMarketing #ServiceBusinessGrowth #BrandBuildingForTrades
#MillionDollarElectrician #ElectricianPodcast #TradesPodcast
#HomeServiceLeads #EmotionalSelling #RelationshipMarketing #StopChasingLeads
#ServeNotSell #OptionsBuildTrust #MarketingForContractors #InboundForElectricians
00:00 - Welcome to Million Dollar Electrician
01:37 - Nine Essential Truths for Brand Building
04:35 - Borrowed Channels vs Owned Marketing
09:20 - Communication and Delegation Strategy
15:45 - The Path to Marketing Domination
19:30 - Blue Ocean Innovation and Final Thoughts
WEBVTT
00:00:00.739 --> 00:00:12.313
Hello, hello, hello and welcome to the Million Dollar Electrician podcast where we help home service pros like you supercharge your business and spark up those sales.
00:00:13.160 --> 00:00:20.646
I'm Joseph Lucani and, together with my co-host, Clay Neumeier, we're here to share the secrets that have helped electricians sell over a million dollars from a single service van.
00:00:20.806 --> 00:00:30.943
Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.
00:00:30.943 --> 00:00:37.234
Hello guys, and welcome back to the Million Dollar Electrician podcast.
00:00:37.234 --> 00:00:39.786
We've got another great one lined up for you this week.
00:00:39.786 --> 00:00:40.847
How are you doing, joseph?
00:00:41.228 --> 00:00:41.951
I'm feeling good.
00:00:41.951 --> 00:00:44.784
I feel like a water balloon because of all the liquids I've drank today.
00:00:44.784 --> 00:00:45.646
But you know what?
00:00:45.646 --> 00:00:48.874
It's a great day to have a great day, so let's rock and roll.
00:00:49.340 --> 00:00:51.344
Well, here's what I can promise you.
00:00:51.344 --> 00:00:57.466
I promise not to blow you up, mr Water Balloon, but what we do want to blow up is your guys' brands.
00:00:57.466 --> 00:00:58.668
I want to blow up your marketing.
00:00:58.668 --> 00:01:05.760
I want to share the nine essential truths to your brand building, to your marketing that should not be overlooked.
00:01:05.760 --> 00:01:08.206
This is massive, especially at this time of year.
00:01:08.206 --> 00:01:11.212
You know, the April May blues tend to happen.
00:01:11.212 --> 00:01:13.489
You guys are feeling it, maybe a little delayed.
00:01:13.489 --> 00:01:18.370
Others seeing an incredible success, especially in our program making more out of less.
00:01:18.370 --> 00:01:19.876
In fact, we got a win of the week.
00:01:19.876 --> 00:01:22.343
I can't wait to share with you about exactly that.
00:01:22.343 --> 00:01:29.751
Guys, your permission, joe, I'd love to just dive right into the first truth, and I think this is going to resonate with a lot of people.
00:01:29.751 --> 00:01:33.213
In fact, I've even got a bonus truth I'm going to add right on to it.
00:01:33.213 --> 00:01:36.144
So we got 10 points you guys need to take away from this today.
00:01:36.144 --> 00:01:36.483
You ready?
00:01:36.483 --> 00:01:37.746
Let's dive in.
00:01:37.746 --> 00:01:38.810
Man, rock and roll.
00:01:38.810 --> 00:01:40.359
I hear all right, all right.
00:01:40.740 --> 00:01:44.207
Truth number one there's no way around it.
00:01:44.207 --> 00:01:48.606
Someone needs to be shouting your name from the top of the mountain.
00:01:48.606 --> 00:01:50.084
What mountain is that?
00:01:50.084 --> 00:01:52.789
It's your mountain in your marketplace.
00:01:52.789 --> 00:01:54.724
You need to climb this thing.
00:01:54.724 --> 00:01:58.805
Go up top and shout your name because no one else will.
00:01:58.805 --> 00:02:00.525
It might as well be you.
00:02:00.525 --> 00:02:07.322
This is especially true in the beginning stages, joe, and there's one little piece that I would expand on.
00:02:07.322 --> 00:02:11.235
If you're later in business, maybe you got a CSR, like we mentioned.
00:02:11.235 --> 00:02:15.044
Cassandra got great mentions in the last episode.
00:02:15.044 --> 00:02:18.012
That's someone who can now shout for you as well.
00:02:18.012 --> 00:02:20.141
In time, you'll be able to delegate.
00:02:20.141 --> 00:02:21.825
In time, you'll train a team.
00:02:21.825 --> 00:02:23.289
In time, they'll refer.
00:02:23.289 --> 00:02:28.711
In time, your clients will do this too when you create that great three-dimensional experience.
00:02:28.711 --> 00:02:35.951
But if you're not consistently at the top of your mountain shouting your great name, then who?
00:02:35.991 --> 00:02:36.233
will.
00:02:36.233 --> 00:02:37.479
It's a shame, you know.
00:02:37.479 --> 00:02:45.070
It's almost like people are not willing to talk about their own good things, whereas they're willing to talk about others because they don't want to seem bad or arrogant.
00:02:45.070 --> 00:02:53.056
So really, if you're on there yourself, it's frustrating, and when you have a team member that can do it for you, it seems that much more genuine.
00:02:53.457 --> 00:02:53.758
And truth.
00:02:53.758 --> 00:02:55.324
Number two ties right into this.
00:02:55.324 --> 00:02:58.534
It matters what you shout, guys, and how often.
00:02:58.534 --> 00:03:05.610
Please be consistent in showing your prospects and your marketplace A why you're the best.
00:03:05.610 --> 00:03:09.782
B how to know when they need you and why.
00:03:09.782 --> 00:03:13.068
And C that you're just a person too.
00:03:13.068 --> 00:03:14.972
Like you, joe, like me.
00:03:14.972 --> 00:03:16.054
Hearts on our sleeves.
00:03:16.054 --> 00:03:24.868
Guys, did you know 90% of our listeners do not subscribe to our channels and that subscribing makes a huge difference, as does leaving a review.
00:03:24.868 --> 00:03:37.800
This is me hard on the sleeve, just asking you, and we'll keep asking you, not because we want to bore you with this, because we want you to know the impact, and we're humans too, and this helps us be more human and set up even more value.
00:03:37.800 --> 00:03:40.163
So, number two, it matters how.
00:03:40.163 --> 00:03:44.846
It matters what you shout and how consistent, how often you do that thing.
00:03:44.846 --> 00:03:52.131
Number three this one's super important, joe you can borrow channels.
00:03:52.131 --> 00:03:54.151
You can borrow them Like Google.
00:03:54.151 --> 00:04:07.685
Your social medias even are borrowed Lead aggregators, like Yelp, thumbtack, angie's Leads, and you can do this for as long as you want, but relying on these to be the only sources will be expensive in the long term.
00:04:07.685 --> 00:04:08.045
And guess what?
00:04:08.045 --> 00:04:09.669
The price isn't going down, joe.
00:04:09.669 --> 00:04:11.233
Nothing's going down.
00:04:11.233 --> 00:04:13.724
They're getting more expensive every day.
00:04:14.727 --> 00:04:18.504
We're starting to see a shift in the marketplace, with Google, for example.
00:04:18.504 --> 00:04:42.790
We all know there's a bunch of private equity groups buying up the smaller businesses and they've got big fat budgets and they're dominating areas like Google, because the experts know how Google's also constantly evolving, constantly shifting to try to continue to make the most off of the market and the marketplace and make the most of people using them to find the best service providers.
00:04:42.790 --> 00:04:43.934
And guess what?
00:04:43.934 --> 00:04:47.101
Using them to find the best service providers, and guess what?
00:04:47.101 --> 00:04:50.689
Google knows that those people with bigger budgets also have usually the complete experience.
00:04:50.689 --> 00:04:53.194
They usually have the CSR.
00:04:53.194 --> 00:05:00.103
They usually have these people in place, bigger teams that will take care of they'll never miss a call that will please the customers.
00:05:00.644 --> 00:05:06.252
Usually this is bad news, but it depends how you take it.
00:05:06.252 --> 00:05:14.581
For the smaller guys, you still have opportunities and it's most important from this rule that you recognize we're just borrowing these places.
00:05:14.581 --> 00:05:16.245
So what does that mean?
00:05:16.245 --> 00:05:18.269
What does it mean to borrow that place?
00:05:18.269 --> 00:05:19.860
What does it mean to pay for space?
00:05:19.860 --> 00:05:24.492
Like, imagine you have a parking space in a parking lot just for people to see your car.
00:05:24.492 --> 00:05:30.682
That's what it means.
00:05:30.682 --> 00:05:32.107
It means you're getting people from there and that's expensive.
00:05:32.107 --> 00:05:33.713
But that shouldn't be your constant and your long-term strategy.
00:05:33.713 --> 00:05:34.295
Go ahead, brother.
00:05:34.983 --> 00:05:41.345
I just jogged my memory about a memory that happened when you said you have a parking spot, just so people can see you.
00:05:41.345 --> 00:05:47.625
When I first started our company Um, or sorry, my I had a situation where marketing we were broke as a joke.
00:05:47.625 --> 00:06:02.165
We didn't have anything for marketing, but we ended up bartering a deal with a local ice cream shop on a major highway where we said we'll do all your electric work for free, just let us have access to your dumpster and be able to park right on this road, and eventually people thought that was our location.
00:06:02.165 --> 00:06:03.646
They started recognizing us from that.
00:06:03.646 --> 00:06:10.281
So yeah, paying for a parking spot to get leads is a genuinely good strategy 100%.
00:06:10.300 --> 00:06:12.966
And again, ways that the small guys can beat the.
00:06:12.966 --> 00:06:15.492
Google can beat people looking online.
00:06:15.492 --> 00:06:16.865
That could be one of them.
00:06:16.865 --> 00:06:20.564
Present in mind is a big thing, even social medias.
00:06:20.564 --> 00:06:21.790
I just want to drive this home.
00:06:21.790 --> 00:06:23.425
We're even borrowing Facebook.
00:06:23.425 --> 00:06:32.665
We're borrowing Instagram, because here's the reality what's good today isn't promised tomorrow.
00:06:32.665 --> 00:06:33.887
We've capitalized on Facebook massive with our own brand.
00:06:33.887 --> 00:06:36.961
However, we've also had it where Facebook shut down for a couple hours.
00:06:36.961 --> 00:06:37.785
Do you remember that, joe?
00:06:37.785 --> 00:06:42.886
Unfortunately, yeah, it made us go oh crap, what do we do now?
00:06:42.886 --> 00:06:44.670
It made us have a plan B.
00:06:44.670 --> 00:06:49.105
It really made us look at this as not something we could take for granted.
00:06:49.105 --> 00:06:51.192
And that's what these marketing truths are, guys.
00:06:51.192 --> 00:06:54.189
So we're going to teach you more as we get into number four here.
00:06:54.189 --> 00:07:02.911
Treat your service and consistent communication like your number one channel for marketing in the long-term future.
00:07:02.911 --> 00:07:08.208
If you don't keep talking to your hard-earned clients now, why would they care to listen to you later?
00:07:08.208 --> 00:07:09.711
This is so important.
00:07:10.600 --> 00:07:13.610
Yeah, and honestly, they have to want to want to talk to you as well.
00:07:13.610 --> 00:07:17.790
It's not just being able to listen, but like, what have you done to earn their interest?
00:07:18.439 --> 00:07:27.242
Yeah, we had Zach on the podcast with the email specific, and that's part of what inspired this rule, but also this 3D experience we've discussed on here now.
00:07:27.242 --> 00:07:29.326
This is so important.
00:07:29.326 --> 00:07:33.461
Don't wait till you need leads to talk to your customers.
00:07:33.461 --> 00:07:36.932
That's desperate and desperation is a smelly cologne.
00:07:36.932 --> 00:07:41.466
Instead, have those consistent communications built out now.
00:07:41.466 --> 00:07:44.596
Everyone, like so many people, rest in this assumption.
00:07:44.596 --> 00:07:45.600
We've seen it in our classes.
00:07:45.600 --> 00:07:48.146
Often no one checks their emails, do they?
00:07:48.146 --> 00:07:53.444
That's the same as saying no one buys Platinums, so I'm not going to offer them.
00:07:53.824 --> 00:07:58.593
Our average email open rates around 45% of thousands of people.
00:07:58.593 --> 00:08:03.512
That means every week, a couple thousand people open our emails and read them.
00:08:03.512 --> 00:08:06.444
Some click through and take advantage of the offers, or open our emails and read them.
00:08:06.444 --> 00:08:07.829
Some click through and take advantage of the offers or reply.
00:08:07.829 --> 00:08:09.630
Others just read them.
00:08:09.630 --> 00:08:17.971
But I'm engaging with them, or we're engaging with them, every week at least, sometimes several times a week, when we've got lots to say.
00:08:17.971 --> 00:08:26.286
Please do not miss this opportunity, because the difference is when I go on Facebook right now and I do a post, how many people are going to see it, joe?
00:08:26.940 --> 00:08:29.247
I mean only the people that are going to be in your feed.
00:08:29.247 --> 00:08:32.725
Unless it's public, I mean you're going to have a lot of people who are going to physically see it.
00:08:32.725 --> 00:08:36.404
Maybe, but how many, I can't quantify it.
00:08:36.404 --> 00:08:42.846
But what I can quantify is the amount of people in my email inbox that I currently know and I can say a percentage wise.
00:08:42.846 --> 00:08:45.669
I send this many, this many will click.
00:08:45.669 --> 00:08:58.486
So instead of just saying well, it's public and maybe this will go viral and maybe someone will share it, it's like maybe, maybe, maybe no, but instead I know this will work, I know this many percentage should open it.
00:08:58.486 --> 00:09:01.919
Therefore, I this may people will see it 100%.
00:09:02.341 --> 00:09:04.929
If you haven't listened to that email podcast, please go back.
00:09:04.929 --> 00:09:07.721
Sms even takes us a step further.
00:09:07.721 --> 00:09:10.869
Again, permission and rapport are required.
00:09:10.869 --> 00:09:13.113
Please don't lose those things.
00:09:13.113 --> 00:09:14.062
Don't lose sight of that.
00:09:14.322 --> 00:09:19.224
Number four was treat your service and consistent communications like your number one channel for marketing.
00:09:19.224 --> 00:09:22.812
Remember what Zach said Someone hired him within 30 days.
00:09:22.812 --> 00:09:26.870
They had to slow down the emails because they were getting too many sales.
00:09:26.870 --> 00:09:28.865
What if that's true for you?
00:09:28.865 --> 00:09:41.633
What if you're literally just not communicating with people that are actually interested in buying more and you just haven't asked and you're sitting here frustrated, potentially with Google or website or trying to spend money in other areas.
00:09:41.633 --> 00:09:43.025
This is crazy to overlook.
00:09:43.559 --> 00:09:54.647
Number five you're going to pay for leads we all do and the currency comes in two forms It'll take your money, it'll take your time, or really both.
00:09:54.647 --> 00:09:56.812
It often requires both.
00:09:56.812 --> 00:10:00.543
So those channels you're borrowing the communications.
00:10:00.543 --> 00:10:04.712
You're making the money you're spending or investing in different channels.
00:10:04.712 --> 00:10:07.240
You're making the money, you're spending or investing in different channels.
00:10:07.240 --> 00:10:07.908
Those are all costs of marketing.
00:10:07.908 --> 00:10:09.981
There's no such thing as a zero-sum marketing game.
00:10:09.981 --> 00:10:13.450
You will invest somewhere you need to.
00:10:13.450 --> 00:10:14.653
Please don't stop.
00:10:16.154 --> 00:10:25.606
Number six marketing will be an all-consuming venture so long as you try to do it all yourself, just like any one of the other hats you wear.
00:10:25.606 --> 00:10:35.078
When we're talking to clients and they ask us about building brands like real market, dominating brands and marketing in a way that's unbeatable, unstoppable.
00:10:35.078 --> 00:10:38.850
Not only do we cover these truths, but we go deep on this.
00:10:38.850 --> 00:10:41.956
You need to delegate some of this responsibility.
00:10:41.956 --> 00:10:50.578
You need to build a team around this, and it's often comprised of in-house management and external experts.
00:10:50.578 --> 00:10:57.246
We're going to touch on the external experts piece again during these truths, but it's very important to recognize.
00:10:57.246 --> 00:11:04.549
For example, if I could by all means a lot of people leverage ai, but there's a quality control issue.
00:11:04.549 --> 00:11:05.573
It still takes time.
00:11:05.573 --> 00:11:12.351
Or maybe you have someone manually making posts, but you still have to review them to make sure right.
00:11:12.351 --> 00:11:28.075
It takes time to delegate this and to train this, but you can accomplish a lot, so much more, if you just commit to the quality overview instead of the creation, the publishing and everything in between of your message.
00:11:28.075 --> 00:11:28.897
Does that make sense?
00:11:29.004 --> 00:11:45.035
Joe, it really, really does, and it inspired me to have a thought where I can imagine, when you're so busy and, granted, we're speaking to business owners, we all get it there's always something that is boiling and bubbling in your brain where it's taking so much mental equity you don't have any more.
00:11:45.035 --> 00:12:00.336
The scariest and most dangerous thing to do is to hand something off without any expectation of overview and assuming it's happening the right way, because, once again, reputation takes a lifetime to build and moments to destroy.
00:12:00.336 --> 00:12:16.337
So, even when you're so busy, it's really important to understand the key factors that you need to be present for because you may be able to put off certain things, but managing your reputation and your communication with your long, well-earned clients, that's not something we're going to skip over.
00:12:17.066 --> 00:12:19.134
Definitely not a back burner thing, not at all.
00:12:19.134 --> 00:12:24.995
Number seven I'm really fond of Just because you sent it or posted it doesn't mean they heard it.
00:12:24.995 --> 00:12:27.594
Back to that algorithm, back to the email.
00:12:27.594 --> 00:12:31.316
Thing is I could tell you hey, on average, 45% open.
00:12:31.316 --> 00:12:33.957
I just can't tell you which 45%.
00:12:33.957 --> 00:12:37.267
Not without a deeper dive I could look one by one.
00:12:37.267 --> 00:12:39.071
We could look at trends of people opening.
00:12:39.071 --> 00:12:42.746
But, generally speaking, I need to say things more than once.
00:12:42.746 --> 00:12:44.750
I need to continue to say them.
00:12:45.592 --> 00:12:47.196
I wrote this note down earlier.
00:12:47.196 --> 00:12:50.048
There's a framework that we need to develop.
00:12:50.048 --> 00:12:51.493
Still, joe, it's not out there.
00:12:51.493 --> 00:12:53.096
Guys, you're hearing it here first.
00:12:53.096 --> 00:12:56.587
But it's the story and the story modifiers.
00:12:56.587 --> 00:12:58.152
That's the framework.
00:12:58.152 --> 00:12:59.537
The story doesn't change.
00:12:59.537 --> 00:13:00.760
The modifiers do.
00:13:00.760 --> 00:13:04.529
When you're speaking your truth, what makes you different?
00:13:04.529 --> 00:13:10.831
The fact that you focus on the person, not the tech, necessarily right, not just an electrical system.
00:13:10.831 --> 00:13:18.332
To me, you're a person that requires care and attention when you're telling people your difference in your market, and it's that.
00:13:18.332 --> 00:13:24.472
It's not that it needs to be the exact same verbiage every single time, but it does need to be the same points.
00:13:24.472 --> 00:13:27.207
It needs the same storyline with story modifiers.
00:13:27.207 --> 00:13:27.909
Does that make sense?
00:13:29.735 --> 00:13:35.447
It really lines up very, really well and it can also take that same logic and apply it to options, right?
00:13:35.447 --> 00:13:39.673
So let's say you've designed a six choices for customers and they take your bronze.
00:13:39.673 --> 00:13:52.089
But in the silver, gold and platinum you offered electronics protection, a first-class membership, recessing light, like you offered some additional services.
00:13:52.089 --> 00:13:53.852
Well, you said it once, right, and then they made a purchase.
00:13:53.852 --> 00:13:56.885
But if you never mention it again, it's never going to be top of mind at any point.
00:13:57.567 --> 00:14:07.110
So if you continually mention hey, by the way, I know last we worked with you, we discussed these things and I wanted to just make sure we reviewed why we offered it, it doesn't mean you have to take it.
00:14:07.110 --> 00:14:10.086
I just want to make sure you're aware of what we had suggested and why we did.
00:14:10.086 --> 00:14:15.289
You are doing the exact same concept but applying it to a sales structure.
00:14:15.289 --> 00:14:16.850
You are doing the exact same concept but applying it to a sales structure.
00:14:16.850 --> 00:14:21.794
So if we would do the same in sales to get the money, why wouldn't we do that in marketing?
00:14:21.794 --> 00:14:23.796
In order to find the people to do that with?
00:14:23.816 --> 00:14:24.736
100%, man.
00:14:24.736 --> 00:14:25.357
I love that.
00:14:25.357 --> 00:14:27.960
Great example, Great crossover Again.
00:14:27.960 --> 00:14:31.241
Number seven just because you said it or posted it doesn't mean they heard it.
00:14:31.241 --> 00:14:37.248
Communication is what they can repeat back to you.
00:14:37.248 --> 00:14:43.287
I'm going to take this to the end, to green here and actually add to this Do it again until eyes roll and people can repeat it back to you.
00:14:43.287 --> 00:14:46.874
One of my first business coaches, Dan, actually said this to me.
00:14:46.874 --> 00:14:54.332
He said and it was his spiel he would say over and over he'd go to BNI, he'd go to chamber of commerce, He'd go to all these networking things.
00:14:54.332 --> 00:14:58.759
He wasn't a huge social media guy, he was more of the in-person networking and marketing guy.
00:14:58.759 --> 00:15:05.307
But he would always say I help business owners get more clients, net more profit and have more time off.
00:15:05.307 --> 00:15:08.539
And then there was another 15, 30 seconds he would add to that.
00:15:08.539 --> 00:15:14.450
But that specific thing he would say every single time he was in a room and asked to introduce himself.
00:15:14.450 --> 00:15:17.232
As a result, do you know what happened in these meetings, Joe?
00:15:17.613 --> 00:15:25.541
Yeah, eventually the people started repeating back like we know, we know, that's what you do 100%, eyes would roll and they'd net more profit, get more time off.
00:15:25.541 --> 00:15:35.120
But here's the thing when they encountered another business owner that had any of those pain points they discussed.
00:15:35.140 --> 00:15:36.524
What would they say to that person?
00:15:36.524 --> 00:15:43.840
Hey, I know a guy that can help you make more money, have more time off, like it's all there because you're able to solve a specific problem and you know who to point them to.
00:15:43.860 --> 00:15:44.422
So please, please, please.
00:15:44.422 --> 00:15:48.433
Just because you said it or posted it doesn't mean they've heard it or heard it enough.
00:15:48.433 --> 00:15:52.671
Do it again until eyes roll and people can repeat it back to you and watch what happens next.
00:15:52.671 --> 00:15:56.438
Rule number eight Sorry, guys, win of the week time.
00:15:56.438 --> 00:15:57.287
We're going to interrupt here.
00:15:57.287 --> 00:16:05.479
We've got eight, nine and a bonus 10 coming at you, but I wouldn't be happy with this episode if we didn't share Wendy's big win.
00:16:05.479 --> 00:16:15.836
She says hey, we just doubled our revenue last week with fewer jobs, loving the options, and she's loving this 3D experience and providing at a higher level.
00:16:15.836 --> 00:16:19.514
To which Austin replied in the group feels so weird, doesn't it?
00:16:19.514 --> 00:16:22.929
I've seen that all year and kept telling everyone how weird this year has felt.
00:16:22.929 --> 00:16:25.780
I finally realized that's how it's supposed to feel.
00:16:25.780 --> 00:16:28.788
We're supposed to do more for fewer people.
00:16:28.788 --> 00:16:33.046
This is great news for this episode, because we don't need as many leads.
00:16:33.046 --> 00:16:36.475
We need to do more for every lead in the long term.
00:16:36.475 --> 00:16:38.692
You guys so inspiring.
00:16:38.692 --> 00:16:40.057
Anything to say to that one, joe?
00:16:40.739 --> 00:16:48.518
Honestly, it makes me so, so happy because it shows that they're walking their walk but also talking the talk Like you could not.
00:16:48.518 --> 00:16:50.229
Bob Marley says it and I love it.
00:16:50.229 --> 00:16:54.287
You can fool some people sometimes, but you cannot fool all the people all the time.
00:16:54.287 --> 00:17:00.876
So if you're finding an Austin situation, hey, I keep getting more revenue from less calls.
00:17:00.876 --> 00:17:01.677
It's a fluke.
00:17:01.677 --> 00:17:02.239
It's a fluke.
00:17:02.239 --> 00:17:02.759
It's a fluke.
00:00:00.739 --> 00:00:12.313
00:00:13.160 --> 00:00:20.646
00:00:20.806 --> 00:00:30.943
00:00:30.943 --> 00:00:37.234
00:00:37.234 --> 00:00:39.786
00:00:39.786 --> 00:00:40.847
00:00:41.228 --> 00:00:41.951
00:00:41.951 --> 00:00:44.784
00:00:44.784 --> 00:00:45.646
00:00:45.646 --> 00:00:48.874
00:00:49.340 --> 00:00:51.344
00:00:51.344 --> 00:00:57.466
00:00:57.466 --> 00:00:58.668
00:00:58.668 --> 00:01:05.760
00:01:05.760 --> 00:01:08.206
00:01:08.206 --> 00:01:11.212
00:01:11.212 --> 00:01:13.489
00:01:13.489 --> 00:01:18.370
00:01:18.370 --> 00:01:19.876
00:01:19.876 --> 00:01:22.343
00:01:22.343 --> 00:01:29.751
00:01:29.751 --> 00:01:33.213
00:01:33.213 --> 00:01:36.144
00:01:36.144 --> 00:01:36.483
00:01:36.483 --> 00:01:37.746
00:01:37.746 --> 00:01:38.810
00:01:38.810 --> 00:01:40.359
00:01:40.740 --> 00:01:44.207
00:01:44.207 --> 00:01:48.606
00:01:48.606 --> 00:01:50.084
00:01:50.084 --> 00:01:52.789
00:01:52.789 --> 00:01:54.724
00:01:54.724 --> 00:01:58.805
00:01:58.805 --> 00:02:00.525
00:02:00.525 --> 00:02:07.322
00:02:07.322 --> 00:02:11.235
00:02:11.235 --> 00:02:15.044
00:02:15.044 --> 00:02:18.012
00:02:18.012 --> 00:02:20.141
00:02:20.141 --> 00:02:21.825
00:02:21.825 --> 00:02:23.289
00:02:23.289 --> 00:02:28.711
00:02:28.711 --> 00:02:35.951
00:02:35.991 --> 00:02:36.233
00:02:36.233 --> 00:02:37.479
00:02:37.479 --> 00:02:45.070
00:02:45.070 --> 00:02:53.056
00:02:53.457 --> 00:02:53.758
00:02:53.758 --> 00:02:55.324
00:02:55.324 --> 00:02:58.534
00:02:58.534 --> 00:03:05.610
00:03:05.610 --> 00:03:09.782
00:03:09.782 --> 00:03:13.068
00:03:13.068 --> 00:03:14.972
00:03:14.972 --> 00:03:16.054
00:03:16.054 --> 00:03:24.868
00:03:24.868 --> 00:03:37.800
00:03:37.800 --> 00:03:40.163
00:03:40.163 --> 00:03:44.846
00:03:44.846 --> 00:03:52.131
00:03:52.131 --> 00:03:54.151
00:03:54.151 --> 00:04:07.685
00:04:07.685 --> 00:04:08.045
00:04:08.045 --> 00:04:09.669
00:04:09.669 --> 00:04:11.233
00:04:11.233 --> 00:04:13.724
00:04:14.727 --> 00:04:18.504
00:04:18.504 --> 00:04:42.790
00:04:42.790 --> 00:04:43.934
00:04:43.934 --> 00:04:47.101
00:04:47.101 --> 00:04:50.689
00:04:50.689 --> 00:04:53.194
00:04:53.194 --> 00:05:00.103
00:05:00.644 --> 00:05:06.252
00:05:06.252 --> 00:05:14.581
00:05:14.581 --> 00:05:16.245
00:05:16.245 --> 00:05:18.269
00:05:18.269 --> 00:05:19.860
00:05:19.860 --> 00:05:24.492
00:05:24.492 --> 00:05:30.682
00:05:30.682 --> 00:05:32.107
00:05:32.107 --> 00:05:33.713
00:05:33.713 --> 00:05:34.295
00:05:34.983 --> 00:05:41.345
00:05:41.345 --> 00:05:47.625
00:05:47.625 --> 00:06:02.165
00:06:02.165 --> 00:06:03.646
00:06:03.646 --> 00:06:10.281
00:06:10.300 --> 00:06:12.966
00:06:12.966 --> 00:06:15.492
00:06:15.492 --> 00:06:16.865
00:06:16.865 --> 00:06:20.564
00:06:20.564 --> 00:06:21.790
00:06:21.790 --> 00:06:23.425
00:06:23.425 --> 00:06:32.665
00:06:32.665 --> 00:06:33.887
00:06:33.887 --> 00:06:36.961
00:06:36.961 --> 00:06:37.785
00:06:37.785 --> 00:06:42.886
00:06:42.886 --> 00:06:44.670
00:06:44.670 --> 00:06:49.105
00:06:49.105 --> 00:06:51.192
00:06:51.192 --> 00:06:54.189
00:06:54.189 --> 00:07:02.911
00:07:02.911 --> 00:07:08.208
00:07:08.208 --> 00:07:09.711
00:07:10.600 --> 00:07:13.610
00:07:13.610 --> 00:07:17.790
00:07:18.439 --> 00:07:27.242
00:07:27.242 --> 00:07:29.326
00:07:29.326 --> 00:07:33.461
00:07:33.461 --> 00:07:36.932
00:07:36.932 --> 00:07:41.466
00:07:41.466 --> 00:07:44.596
00:07:44.596 --> 00:07:45.600
00:07:45.600 --> 00:07:48.146
00:07:48.146 --> 00:07:53.444
00:07:53.824 --> 00:07:58.593
00:07:58.593 --> 00:08:03.512
00:08:03.512 --> 00:08:06.444
00:08:06.444 --> 00:08:07.829
00:08:07.829 --> 00:08:09.630
00:08:09.630 --> 00:08:17.971
00:08:17.971 --> 00:08:26.286
00:08:26.940 --> 00:08:29.247
00:08:29.247 --> 00:08:32.725
00:08:32.725 --> 00:08:36.404
00:08:36.404 --> 00:08:42.846
00:08:42.846 --> 00:08:45.669
00:08:45.669 --> 00:08:58.486
00:08:58.486 --> 00:09:01.919
00:09:02.341 --> 00:09:04.929
00:09:04.929 --> 00:09:07.721
00:09:07.721 --> 00:09:10.869
00:09:10.869 --> 00:09:13.113
00:09:13.113 --> 00:09:14.062
00:09:14.322 --> 00:09:19.224
00:09:19.224 --> 00:09:22.812
00:09:22.812 --> 00:09:26.870
00:09:26.870 --> 00:09:28.865
00:09:28.865 --> 00:09:41.633
00:09:41.633 --> 00:09:43.025
00:09:43.559 --> 00:09:54.647
00:09:54.647 --> 00:09:56.812
00:09:56.812 --> 00:10:00.543
00:10:00.543 --> 00:10:04.712
00:10:04.712 --> 00:10:07.240
00:10:07.240 --> 00:10:07.908
00:10:07.908 --> 00:10:09.981
00:10:09.981 --> 00:10:13.450
00:10:13.450 --> 00:10:14.653
00:10:16.154 --> 00:10:25.606
00:10:25.606 --> 00:10:35.078
00:10:35.078 --> 00:10:38.850
00:10:38.850 --> 00:10:41.956
00:10:41.956 --> 00:10:50.578
00:10:50.578 --> 00:10:57.246
00:10:57.246 --> 00:11:04.549
00:11:04.549 --> 00:11:05.573
00:11:05.573 --> 00:11:12.351
00:11:12.351 --> 00:11:28.075
00:11:28.075 --> 00:11:28.897
00:11:29.004 --> 00:11:45.035
00:11:45.035 --> 00:12:00.336
00:12:00.336 --> 00:12:16.337
00:12:17.066 --> 00:12:19.134
00:12:19.134 --> 00:12:24.995
00:12:24.995 --> 00:12:27.594
00:12:27.594 --> 00:12:31.316
00:12:31.316 --> 00:12:33.957
00:12:33.957 --> 00:12:37.267
00:12:37.267 --> 00:12:39.071
00:12:39.071 --> 00:12:42.746
00:12:42.746 --> 00:12:44.750
00:12:45.592 --> 00:12:47.196
00:12:47.196 --> 00:12:50.048
00:12:50.048 --> 00:12:51.493
00:12:51.493 --> 00:12:53.096
00:12:53.096 --> 00:12:56.587
00:12:56.587 --> 00:12:58.152
00:12:58.152 --> 00:12:59.537
00:12:59.537 --> 00:13:00.760
00:13:00.760 --> 00:13:04.529
00:13:04.529 --> 00:13:10.831
00:13:10.831 --> 00:13:18.332
00:13:18.332 --> 00:13:24.472
00:13:24.472 --> 00:13:27.207
00:13:27.207 --> 00:13:27.909
00:13:29.735 --> 00:13:35.447
00:13:35.447 --> 00:13:39.673
00:13:39.673 --> 00:13:52.089
00:13:52.089 --> 00:13:53.852
00:13:53.852 --> 00:13:56.885
00:13:57.567 --> 00:14:07.110
00:14:07.110 --> 00:14:10.086
00:14:10.086 --> 00:14:15.289
00:14:15.289 --> 00:14:16.850
00:14:16.850 --> 00:14:21.794
00:14:21.794 --> 00:14:23.796
00:14:23.816 --> 00:14:24.736
00:14:24.736 --> 00:14:25.357
00:14:25.357 --> 00:14:27.960
00:14:27.960 --> 00:14:31.241
00:14:31.241 --> 00:14:37.248
00:14:37.248 --> 00:14:43.287
00:14:43.287 --> 00:14:46.874
00:14:46.874 --> 00:14:54.332
00:14:54.332 --> 00:14:58.759
00:14:58.759 --> 00:15:05.307
00:15:05.307 --> 00:15:08.539
00:15:08.539 --> 00:15:14.450
00:15:14.450 --> 00:15:17.232
00:15:17.613 --> 00:15:25.541
00:15:25.541 --> 00:15:35.120
00:15:35.140 --> 00:15:36.524
00:15:36.524 --> 00:15:43.840
00:15:43.860 --> 00:15:44.422
00:15:44.422 --> 00:15:48.433
00:15:48.433 --> 00:15:52.671
00:15:52.671 --> 00:15:56.438
00:15:56.438 --> 00:15:57.287
00:15:57.287 --> 00:16:05.479
00:16:05.479 --> 00:16:15.836
00:16:15.836 --> 00:16:19.514
00:16:19.514 --> 00:16:22.929
00:16:22.929 --> 00:16:25.780
00:16:25.780 --> 00:16:28.788
00:16:28.788 --> 00:16:33.046
00:16:33.046 --> 00:16:36.475
00:16:36.475 --> 00:16:38.692
00:16:38.692 --> 00:16:40.057
00:16:40.739 --> 00:16:48.518
00:16:48.518 --> 00:16:50.229
00:16:50.229 --> 00:16:54.287
00:16:54.287 --> 00:17:00.876
00:17:00.876 --> 00:17:01.677
00:17:01.677 --> 00:17:02.239
00:17:02.239 --> 00:17:02.759