July 2, 2025
S2 Ep 45 What’s Actually Holding You Back? (Its not what you think…)
If you're an electrician wondering why your process isn't scaling... this episode will change how you see yourself in the business. In this episode of the Million Dollar Electrician Podcast, Clay and Joe unpack the real barriers behind sales slumps, mindset crashes, and why some electricians double their revenue while others spin their wheels. You’ll hear the raw truth about how business stagnation often starts with what’s not being addressed personally. You’ll see the exact mindset behind ...
If you're an electrician wondering why your process isn't scaling... this episode will change how you see yourself in the business.
In this episode of the Million Dollar Electrician Podcast, Clay and Joe unpack the real barriers behind sales slumps, mindset crashes, and why some electricians double their revenue while others spin their wheels.
You’ll hear the raw truth about how business stagnation often starts with what’s not being addressed personally. You’ll see the exact mindset behind $48K service tickets… and why full belief is the only thing separating those who win from those who spin their wheels.
Whether you’re the visionary who sees 100 doors or the specialist who thrives in the final 20%—this episode will hold a mirror up and unlock something that’s been sitting in your blind spot.
If you’ve ever felt stuck, tired, or unsure what to do next... you’re not alone. But there is a way forward.
You’ll discover:
-The hidden mental chokeholds that sabotage your service calls
-Why your own self-doubt is triggering homeowner objections
-How a foggy head = foggy panel = foggy profit
-The “Architect vs Specialist” spectrum — and why knowing where you fall changes everything
-The truth behind belief-driven performance: if you don’t trust the play, you’ll fumble it
-How to stop reinforcing the weakest point in your process and start trusting what works
🏆 Real wins from Ramon & Mike using the Loop Method.
Ramon went from averaging $850 per service call to $1,550 in just 30 days after joining SLE, nearly doubling his ticket value.
*His shift? Charging his true service rate and consistently offering 6 options using the Loop Method.
Mike Hurley just closed a $46,800 rewire, one of his largest ever.
*The homeowner chose him because of attention to detail, lifetime craftsmanship guarantee, and a membership offer all built into the process he adopted from the program.
These are electricians who believed in the process, ran the play, and saw it work.
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00:00 - Introducing the Million Dollar Electrician
01:41 - What Does Hard Look Like For You?
04:20 - Joseph's Battle with Depression
08:32 - Clay's Challenge: Visionary vs. Specialist
12:43 - Wins of the Week: Big Sales Success
14:50 - What Holds Electricians Back
19:26 - The Sandbag Analogy: Finding Weak Spots
23:27 - Implementing Systems and Final Thoughts
WEBVTT
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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.
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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.
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Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.
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Hello and welcome back.
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If you're an electrician, you're in the right place.
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On another episode of the Million Dollar Electrician podcast.
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I'm Clay Neumeier With me.
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As always, joseph Lucani sometimes I forget.
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The intro says this stuff.
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Joe, I still feel compelled to introduce us, although we've got that fancy tunes and everything doing it for you guys.
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Welcome to the show.
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We're about to help you with something really big.
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Today, a question came through in class and I thought you know what this deserves a podcast episode.
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Rarely, joe, do we pull back the curtains anymore, like we've been really strategy focused and just helping electricians.
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But I want to pull back the curtains on like the personal side of professional development and answer this question that actually dion asked in class, which was what does hard look like for you and your business?
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Great question, really open this up and I actually I know we explored this already and you and I have some different opinions because we're different people.
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So I think there's some overlap, I think there's some integration, I think there's a ton of value, some great wins of the week to share, and we're going to absolutely unlock you guys and help you overcome what, what's in your way, what hurdles you need to make to be able to be more actionable and focus on the right things at the right time for the right people.
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Personally, I think that's where the biggest unlocks come from.
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Joe, what are your thoughts?
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on that.
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I mean, I'm honestly 100% with you there, because there's so much that goes on with it.
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I'd love to honestly get into a deep dive about how my brain works, because I think it'll literally be something that's required to understand why I'm saying the things that I'm saying.
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But to be totally honest, I think that yours is gonna be a little more relatable to the average person.
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Okay, well, set you up or just run with it here, I can do it if you want.
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I'm totally down.
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Let me set you up then, joe.
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What gets in the way of your best performance, bro?
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What's the hardest thing for you in business today?
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The way of your best performance, bro?
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What's the hardest?
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thing for you in business today.
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So the thing is, I could say what's good in order to understand what's not.
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I consider myself a spearhead and I've described that in a lot of different ways in that I'm very driven, I'm very focused, I need to stay sharp and my number one goal is I understand my target, I know where I'm supposed to go, I know my assignments and I do them so, professionally, I feel like everything is on lock as far as the things I need to do and why I need to do them.
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What I struggle if I'm allowed to be a little more vulnerable here is as someone who struggles with extreme, chronic depression and anxiety.
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I need to emotionally regulate myself to be my best professionally.
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So what that looks like is making sure that I have the proper emotional supports in place, making sure that I regularly meet with my providers who help me practicing my religion, making sure that I get up in the morning to work out, eating my diet, limiting my coffee.
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Those are the things that are required for me to be at my best, not just because I want to be a better person, but I find to be that spearhead that I need to be.
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I need to be sharp, and if I'm not sharp as a person, I eventually will dull, and even though I'll be doing the things with the same amount of energy, a sharp point pierces the target faster than a dull one.
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So what's hard for me is how do I make myself the most stable, functional version of myself?
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Because I want to help as many people as I can, and if I'm not helping people, I feel like I'm letting them down in some way.
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So this is really interesting and it reminds me of when we did the 75 E hard challenge and you blew that out of the water and I didn't make it through.
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Yeah, Did not miss one day, but you prioritize the self so much because it sounds like you have to like if you're not taken care of personally, then the work doesn't get done.
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Is that really what you're saying?
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So, for the most part, yeah, imagine this.
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I don't know how to describe depression to someone who doesn't have it, so I'm sure there's someone out there who's listening to it.
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But imagine you're under Novocaine.
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Right, you exist, you're present, but it's duller and it's numb.
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And that can be the experience of life at some time.
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And if your goal, if your responsibility is to inject energy and passion and drive and focus into your classes and presentations and content and development, being numb is a very, very hard thing to overcome.
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So I've learned about myself and I know my triggers.
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I know what affects me.
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At least I've learned a little bit more of what affects me and I get proactively rather than reactively Same thing I teach with generators.
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I'm going to work on myself before the breakdown happens so that I can ensure that I'm the most reliable engine that I can be, so that when the push time comes I don't break down in the middle of the storm.
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And that requires constant, frequent, diligent upkeep.
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And I take that responsibility on because I know it's the right thing to do for the people I'm serving, especially my two daughters and my wife.
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Really interesting.
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Yeah, this is important.
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I think the trend you guys will see through this episode or hear if you're listening on your favorite podcast channel is really know thyself.
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You have to know yourself, which requires self-reflection, and usually entrepreneurs and many times just electricians if you're in sales in the field, for example, or service tech, and you're relying on good relationships with people to connect and actually cause transactions to happen, like that value exchange, there's risk in that Most people have at least some aptitude to self-reflect.
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They have some ambition to improve themselves and to grow.
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You're typically one of those people.
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So if you're one of those people, you're in the right place, and I believe that's actually one of the biggest keys in the root of this.
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So, for example, for me, I know that I'm a high, high visionary.
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I love the 30,000 foot view We've discussed that and why our partnership works so well, because you're the specialist that's able to do such a high, competent, detailed level of work to that hundred percentile, whereas I'm the 80 percent person.
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And in fact, being in that last 20 percent robs dopamine from my life and I actually get more depressed.
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In that space I'm I'm the guy on the horse that needs also a leash a tagline.
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Someone's got to be hanging on to me and I'll say this often if you've been on calls with me, I'll even express that and use that expression to say now, careful, I'm very open and forward here and I don't have a leash, so what comes out might not be the exact actionable, um, able, uh, truth in this exact moment, but it's what I love, is what I see, and so my, my superpower is like seeing more doors in the hallway than other people do.
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I see opportunities everywhere and I've had to learn that I need to dim my own light a little bit, apply realistic filters to those doors and really do more of a risk reward analysis and be able to look at the whole playing field and have a process for actually rating opportunities and applying effort levels to them and then actually be able to articulate and communicate those things.
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So a day in the life of me, in my head, is like I'm a walking talking pitch deck.
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Does that make?
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sense, you know, as you're saying these things, like I can see the differences because I thrive in the last 20%, because the don't mean goes up, because I see the end of the target, whereas you're like I got it to a place where it needs to be and finishing it is what drains you.
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So it is amazing, like one of the reasons why I love you so much is I'm grateful we have the compliment of relationship.
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A hundred percent, and so for me, I know that the weakness is actually in the focus and for that reason, my natural abilities, abilities have have actually grown and we've been successful on my part because of my ability to quickly attribute those qualities and ratings to which opportunity to focus on next.
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And it comes through some really simple lines of questions, and we say these a lot in class and I think we we've talked about it on the podcast.
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It can be as simple as okay.
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Here's door one, and the reason I'm thinking about door one is blank problem, pain or identified opportunity.
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And if I focused on this opportunity pain, problem and I achieved XYZ outcomeyz, outcome, well, what would happen then?
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And so everything I look at is through that lens, to determine what do I need to focus on next.
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So when dion asked this question, this is what comes to mind to mind for me is holy crap.
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Just deciding what I need to work on next is probably the most stressful part of my whole environment, my whole ecosystem, that's amazing.
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You know, while you're talking, I came to a bit of a revelation and it's if I can just jump into it live, cause I thought of something that actually one of the struggles I have is actually one of my greatest strengths, if you look at it in a certain way.
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Um, another condition of depression is you have the lack of dopamine and serotonin, which is the lack of joy in an activity, and you don't know when it happens or how it happens.
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But because I've lived with that my entire life, I've learned to do things without the joy being present, which means that even when those things happen, because I've had to experience that, I'm able to push through it, because I've already conditioned myself to know the end must happen regardless.
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I just came to that like, right there, in a moment like this, even this could be a strength in the right context.
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Do you think that more of the electricians we work with are like you, specialists, or like me?
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Or is that hard to draw one stroke?
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on.
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I think it'd be hard to draw on one stroke because I think you and I are on two opposite ends of the spectrum in that.
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Not like the autism spectrum, I mean like the full picture, it's okay.
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I'll take it either way.
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In that, like where I am is.
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I know I'm very clearly a neurodivergent with a cocktail of emotional things, but I'm incredibly dedicated and driven and you're more than neurotypical and you love the planning and the architecture and the design.
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I genuinely believe that the average person lies somewhere in either the three quarter between us or the halfway between us, because, as an electrician, you have to be a specialist.
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There's different tiers, obviously.
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You yourself remember working on projects and you were telling me I needed to get good at this one thing and if I did this one thing, I didn't have to be in the field anymore.
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I could go and teach people how to do the thing For me.
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I became a generator specialist because there was no one in my area doing it.
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So if I did it, that's what made me so successful Learning the sales skills, learning the development, developing a process like that made me successful.
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But the average person is somewhere in between.
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They have to be a specialist for their career, but whether they're the driven specialist that is, I'm continuing, continuing, continuing or whether they're the architect specialist who's like I want to be the CEO and I want to manage a team underneath us, that's where I feel the range is.
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Does that?
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make more sense?
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No for sure.
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If you, guys, when you're listening to this and you think about this with a reflection on yourself, your own self-reflection, let us know wherever you're watching or listening.
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Are you more on the architect side or that specialist side?
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Are you the doer or the dreamer?
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Do you find yourself more visionary?
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We'd love to hear from you, either in our Facebook group, on our YouTube channel, even in your reviews, when you leave us a review, because you know that helps your business and you know it helps ours.
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Greater success, because this is a huge topic and that's what unraveled with Dion and class the other day.
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And this great question was like, also, what's holding us back?
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And again, not to paint it with one stroke, but I'd love to do a little tit for tat with you, joe, and kind of label some of those things and go through it to help people out here, but let's hit some wins of the week before we do it.
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You into that?
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Yeah, and also when it's time to do that, I've got something right off the top of mind I want to lead with, but, yeah, we can go right into the wins I want to call out and you actually shared this in our wins chat earlier from ramon, who was also in this class with us, who said so for about 90 days before he joined sle.
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His average uh service ticket was about 8 50 and ramon had prior training.
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Great, we love having Ramon in class and a lot of other electricians know Ramon already, but he said my first 30 days with SLE my average ticket is around 1550.
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So almost a hundred percent change there.
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Congrats.
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He said the biggest difference is charging my true service rate and offering six options consistently.
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This service process is amazing.
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A couple of emojis there Congrats, ramon.
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We love that one.
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Joe, did you want to kick one off here?
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Yeah, actually, my friend Mike, who I absolutely love.
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Mike Hurley is one of the coolest dudes.
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He had a just today.
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A 46,800 home rewire sold today.
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He said the winds keep coming on since joining SLE.
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The customer expressed the reason for choosing our company was threefold Attention to detail, the customer's needs and concerns, the lifetime craftsmanship guarantee and the membership.
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So, if I can call a quick timeout here, two out of three are things that the electricians of the whole are like what I can't offer a guarantee, what I can't offer club memberships and that's the exact thing that we teach and it's the exact thing that caused him to win that job.
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It's just amazing how doing the thing that you'd be uncomfortable doing leads to the huge wins, 100, and help us come back to this moment, because I know there's a lot of electricians that do not believe memberships serve electrical homeowner clients at all, and this homeowner literally just said the opposite.
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So, superpower Joe, can I tee you up?
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What gets in the way of greater success when entering or working through a service program where it's all laid out for you to play it out like Service Loop Electrical?
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So I think the reason why I wanted to bring this topic up is it's one that I, as I mentioned in my story, I carry.
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A lot of us in the trades have some sort of I don't want to say handicap, because that's not the right word, but I'd say some sort of condition.
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It could be that we have depression.
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It could be that we have ADHD, it could be anything.
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It could be that we, you know, a lot of times there's a stigma against people who drink too much or use the wrong kind of things the wrong way.
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If you're not emotionally regulated and you're not in your best self, there's no way that you could take the possible lessons and apply them, because it's the equivalent, I feel, of your diet.
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If you want to be good and fit, you need to put good fuel into your body, and your body, over time, will replace its cells with good cells.
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But if you're constantly in a state of anger or depression or I mean speaking as an alcoholic, former alcoholic you drink all the time you're going to be damaging your body and it's going to affect your performance, even when you can't realize it.
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So the first thing is we see electricians come in who have a ton of baggage, but they're unwilling to address or work on it, and that keeps them from reaching their highest potentials.
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Interesting.
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So again the personal side coming through here if you're not taking care of yourself, how can you take care of your business?
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And that's perfectly aligned with really what we started with the values for this whole operation health, family, then business.
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If your health isn't good, how's your family going to be?
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it's going to be in shambles, because how could you take care of, especially in the male archetype?
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How can I be the provider that I'm desired to be or that I'm commanded to be by society?
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If I cannot be my best, it's my moral obligation as much as it is my physical and emotional obligation.
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I have to be the best version I could be, otherwise I'm putting bad into the world rather than good.
00:16:48.610 --> 00:16:51.178
Yeah, and if your family's not good, how's your business going to be?
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I mean, show me a great business with a broken family behind it.
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It doesn't exist.
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I mean one of the first guys I worked for.
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I'm not going to say any names but, like one of the first guys I worked for, the business got tanked after a divorce because he neglected the spouse to do the business and the spouse ended up taking half the business and leaving him in shambles.
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So all the thing he worked for and neglecting the spouse ended up happening.
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So you cannot thrive if where you sleep is not good, you have to be safe where you go home to unplug and recharge.
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If you're not recharging, you're just being drained from two different sources.
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Fair enough.
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I'm going to hit on this from another angle now.
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I'm going to start with where I see our greatest success, if that's right, and then we'll go to the inverse of that to find where it kind of falls apart.
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Our greatest successors in this program, who've outperformed you, who've outperformed themselves, who've doubled their average sales in as short a period as a week or, sorry, a month, who've set monthly records, who, again and again, have surprised us and made us want to go.
00:17:59.436 --> 00:18:01.676
Okay, please come on the podcast with us.
00:18:01.676 --> 00:18:05.575
Yep, please let us interview you and understand what was the stuff.
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That's like our mission here Help people, show them a way, light the flashlight, however you want to look at it and then interview and try to find what was their stuff that really worked.
00:18:15.519 --> 00:18:19.596
And it's always linked to the process, because we know the process works.
00:18:20.525 --> 00:18:23.234
I had a mentor say run the play, the play works.
00:18:23.234 --> 00:18:24.509
It's as simple as that.
00:18:24.509 --> 00:18:28.030
If you don't run the play, the play doesn't work, and this ties into the same works.
00:18:28.030 --> 00:18:30.358
It's as simple as that If you don't run the play, the play doesn't work, and this ties into the same thing.
00:18:30.358 --> 00:18:37.298
So the difference that I've seen in those big players is something we've called full immersion, and I have a speculation on why this works.
00:18:37.298 --> 00:18:54.555
It's actually inverse to what you think, though We've talked about it like hey, full immersion allows you to think like us, speak like us, be like us and run the play like us, and thus see the best results, but I actually think there's a flip on that.
00:18:54.555 --> 00:19:03.395
That is the real reason why and it comes before the full immersion what it takes to do full immersion is full belief in what we do here.
00:19:03.395 --> 00:19:14.397
I believe that full belief is actually the biggest difference maker, and when you fully believe in things, you act differently than you would when you don't.
00:19:14.397 --> 00:19:15.965
Does that make sense?
00:19:15.965 --> 00:19:16.788
It?
00:19:16.828 --> 00:19:24.296
does, you'll have a customer or a client or a random electrician come and say before they join us, they'll be like we can't go to the panel first.
00:19:24.296 --> 00:19:25.006
You're out of your mind.
00:19:25.006 --> 00:19:26.230
The customer is going to kick you out of the house.
00:19:26.230 --> 00:19:29.667
You got to go to the place to fault and then maybe you go to the panel after.
00:19:29.667 --> 00:19:35.748
It's like no, and here's all the logical, professional and technical reasons why you do this thing.
00:19:35.748 --> 00:19:40.711
And you have another electrician comes in and says well, you've done it before and you had good results and other people have.
00:19:40.711 --> 00:19:41.394
I'll just do the thing.
00:19:55.105 --> 00:19:58.753
And then they they just do the thing and they find it work because they didn't come with the baggage that it wouldn't 100%.
00:19:58.753 --> 00:20:02.364
So one of the biggest things that I believe holds electricians back is 100% belief in what it is they're trying to create in value and in transaction.
00:20:02.364 --> 00:20:09.227
And this is actually the same problem that we say often where we say the objection you get is the one you bring to the table.
00:20:09.227 --> 00:20:19.578
I tried to use this analogy earlier I'll see if it sticks on the podcast to help you guys with this really understand why this is is a very true psychological principle that happens.
00:20:19.578 --> 00:20:20.125
Is that okay?
00:20:20.125 --> 00:20:21.008
By all means?
00:20:21.008 --> 00:20:21.849
I'm always down for that.
00:20:21.849 --> 00:20:24.315
Let's say we built a wall.
00:20:24.315 --> 00:20:27.852
In fact, let's use sandbags as an analogy.
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Why do we sandbag around things For floods?
00:20:31.365 --> 00:20:34.433
Yeah, you make sure there's no water penetration, because it's a form-fitting fissure.
00:20:35.684 --> 00:20:37.712
Imagine, though, joe, you're a specialist.
00:20:37.712 --> 00:20:57.596
Imagine we were sandbagging around a home and the river's rising we don't have a lot of time and you noticed that we placed a couple sandbags in the middle of that wall, halfway up just a little bit differently, and you wanted to fix it, but someone went over top, it went too fast, and so you're actually concerned about the integrity of the wall at this point.
00:20:57.596 --> 00:21:03.971
And finally, someone says the water is coming, guys, it's rising up, it's finally it's going to test this wall.
00:21:03.971 --> 00:21:06.491
Where do you instinctively run to?
00:21:06.833 --> 00:21:20.713
out of that entire wall, I'm going to run to the weak spot, because that would immediately trigger me as, especially if it's a lower I mean there's the architect here If it's a lower foundation part of the wall, that's going to take the whole top out of it as well, as well as the side.
00:21:20.713 --> 00:21:22.508
So of course we've got to reinforce that.
00:21:22.508 --> 00:21:27.577
Maybe I'll put a pyramid in front of it and shore it so it funnels, but I gotta fix that point.
00:21:27.577 --> 00:21:28.066
That's broken.
00:21:28.086 --> 00:21:36.792
I gotta fix the weak spot and this is the best example I've come up with yet to explain to people why this happens and, psychologically, that pull.
00:21:36.792 --> 00:21:39.685
You just said we've never talked about this before.
00:21:39.685 --> 00:21:41.611
Right, can you confirm that you've never gone through it?
00:21:41.611 --> 00:21:47.655
Yeah, and yet I knew you'd go to the weak spot and you felt the pull to go to the weak spot and to reinforce it.
00:21:47.655 --> 00:22:03.884
Homeowners feel that when you go and reinforce a place in your wall, when you build this process up, and then you go and reinforce it right in front of them, you focus on that point, you talk too much, you say you try to add too much, you don't follow the process.
00:22:03.884 --> 00:22:14.990
You're literally putting a magnifying glass on something and it makes them ask questions, it makes them wonder why.
00:22:14.990 --> 00:22:18.846
As a result, that's why I believe you can cause objections to happen on the exact objection that you have 100%.
00:22:18.866 --> 00:22:29.019
It's actually something I always said, where the objection even further, the objection you believe, is the objection that's going to stump you, Because you'll go into a call and you'll be like, oh well, there's only one spouse here, they're going to hit me with a spouse objection.
00:22:29.019 --> 00:22:33.674
But if you went in and said I'm going to go for an isolation, close, we're still great.
00:22:33.674 --> 00:22:35.165
No, I don't believe it.
00:22:35.165 --> 00:22:36.948
And because I don't believe it, I don't attempt it.
00:22:36.948 --> 00:22:38.328
Because I don't attempt it, I lose.
00:22:38.328 --> 00:22:43.855
And when I lose I say oh you of belief.
00:22:43.855 --> 00:22:45.797
It was your weak spot in your own emotional wall.
00:22:45.797 --> 00:22:48.820
You need to have emotional fortitude to succeed.
00:22:49.480 --> 00:22:49.801
Bingo.
00:22:49.801 --> 00:22:51.810
Can I add one more?
00:22:51.810 --> 00:23:00.135
I think this is maybe one of the hardest things and it's for people, not just electricians, but this is that psychological piece that holds people back.
00:23:00.135 --> 00:23:02.747
I've got books behind me, joe.
00:23:02.747 --> 00:23:03.892
You've got books behind you.
00:23:03.892 --> 00:23:06.093
If you're watching on YouTube, you could see the books.
00:23:06.093 --> 00:23:07.438
Joe, you've got books behind you.
00:23:07.438 --> 00:23:09.064
If you're watching on YouTube, you could see the books.
00:23:14.464 --> 00:23:22.746
The only things in those books that are life-changing for me and for Joe, and business changing for Service Loop or our podcast, are the things that we've remembered through exercising them.
00:23:22.746 --> 00:23:27.296
The things I remember and just talk about once in a while do nothing.
00:23:27.296 --> 00:23:29.748
The things you don't remember do nothing.
00:23:29.748 --> 00:23:32.515
The reason we don't remember it is because we don't do it.
00:23:32.515 --> 00:23:41.509
I really wanted to point to that and just say one of the hardest things again for me personally deciding what to do and then taking massive action.
00:23:41.509 --> 00:23:48.176
If I decide what to do and all I do is maybe I'll tie in the Amazon curse, all I do is order the parts.
00:23:48.176 --> 00:23:49.068
Then all I have is, maybe, maybe I'll tie in the Amazon curse, all I do is order the parts.
00:23:49.068 --> 00:23:59.201
Then all I have is a storage room full of things that I need to do and that adds to open cycles, it adds to overwhelm and actually results in me doing less as we learn.
00:23:59.260 --> 00:24:03.194
We have to go after these things and implement, implement, implement.
00:24:03.194 --> 00:24:06.308
And this comes back to I believe we did a whole podcast episode on this.
00:24:06.308 --> 00:24:07.035
It sucks to suck, but we all have to.
00:24:07.035 --> 00:24:08.022
I believe we did a whole podcast episode on this.
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It sucks to suck, but we all have to suck.
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At first, we just have to do the thing.
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