Aug. 6, 2025
S2 EP 50 New homes need Electrical Service too! (And how to get that client!)
Ever walk into a brand-new home where nothing seems broken yet your gut tells you there's more beneath the surface? In this episode, we dissect the *deceptive simplicity* of new construction and reveal how electricians miss thousands of dollars in missed service… just by seeing things the homeowner's way. Joe breaks down the mindset shift required to confidently build high-value option menus even when “everything looks new.” ⚡️What You’ll Learn: - Why “it's just a GFI” is never just a GFI. ...
Ever walk into a brand-new home where nothing seems broken yet your gut tells you there's more beneath the surface?
In this episode, we dissect the *deceptive simplicity* of new construction and reveal how electricians miss thousands of dollars in missed service… just by seeing things the homeowner's way. Joe breaks down the mindset shift required to confidently build high-value option menus even when “everything looks new.”
⚡️What You’ll Learn:
- Why “it's just a GFI” is never just a GFI.
- How to ethically offer more without ever being pushy.
- What timing, perception, and peace of mind really mean to a homeowner who's just moved in.
- The invisible flaws of new construction that most electricians walk right past.
- Real examples of turning small service calls into $3,500 wins without ever selling.
This one is pure tactician gold but more than that, it’s a heart-check. Because when you serve with honor and understanding, your sales become service. And your customers never forget it! ⚡️
🏆 WIN OF THE WEEK:
Sam, a tech trained in the Loop Method, hit a new personal best with a $23,900 job then added a $3,200 generator prep the same day.
That’s $27,100 in one day without pressure or push.
Just clarity, timing, and the confidence to serve at the highest level.
⚡️Jump into the Million Dollar Electrician Community and connect with real business-minded sparkies!
⚡️If you are an electrician looking for trade-specific business training in pricing, options, sales, attraction, and marketing strategies, Then our Loop Method is your answer!
⚡️Want Real Help With Real Problems? Be coached by us right on the podcast! No fluff, no pitch, just pure problem-solving from two guys who’ve been there.
podcasts.ServiceLoopElectrical.com?utm_source=buzsprout&utm_medium=podcast&utm_content=s2-ep50
TIMESTAMPS:
00:00 - Welcome & The “New Home” Trap
01:09 - Why Electricians Struggle with New Construction Calls
02:00 - The Mindset Shift: From Fixing to Forecasting
03:10 - The Hidden Problem with Brand-New GFIs
04:40 - Why Most Electricians Never Quote Backstab Repairs
06:00 - The $3,500 Flickering Light Story
08:20 - Why Selling Isn’t Selling (It’s Serving)
09:40 - The Smoke Detector Mistake You’re Still Making
11:15 - Service Tech Win of the Week: $27K in One Day
12:00 - Home Efficiency = Sales You’re Ignoring
13:50 - Smart Thermostats, Hard Starts & More
14:50 - The Forgotten User Experience in New Homes
15:40 - Motion Sensors, Fans, and Family-Centered Upgrades
17:20 - How to Ethically Offer Without Pushing
19:00 - The “Michelangelo Builder” Objection Destroyer
20:00 - Final Thoughts & Listener Challenge
#ElectricianPodcast #ElectricalService #ServiceCalls #ElectricalSales #NewHomeProblems #TradesBusiness #SkilledTrades #ElectriciansOnYouTube #ElectricianTips #homeelectrical #ElectricalContractor #ElectricianMindset #PodcastClips #HomeownerEducation
00:00 - Podcast Introduction
00:30 - The New Home Challenge
01:39 - Backstabbed Receptacles: Hidden Problems
05:29 - Safety Systems & Smoke Detectors
10:13 - Efficiency Upgrades & Home Comfort
15:20 - User Experience Enhancements
19:37 - Converting New Home Owners & Closing
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.
00:00:30.942 --> 00:00:35.770
Hey team, welcome back.
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We've got a great show for you today.
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Joe, you brought this topic up and it's an all important one.
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So often we get the options objection of just how do you create a menu of pricing in a new home?
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Yep, is that where you wanted to go with this?
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Yeah, no, it's true, it's just.
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I don't mean to laugh, but it's the thought that when someone tells me that they I can see where they're coming from, like it makes sense.
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You know all the panels brand new and the wiring's all new, and like what else could you offer?
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It's just one bad device.
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But when you understand the whys and the hows and break it down to a larger scope of understanding, it actually is a lot easier than you think it is.
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Okay, Well, let's dive right into it.
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I know this one's going to be hyper tactical.
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If you've ever been to a service call where everything seemed new and there's nothing you could do and the homeowner felt that way too, then you've probably been challenged by this a time or two before.
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Joe, what do you think is the biggest problem?
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What do you think gets people tripped up here?
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Is it just that?
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No, it's not even the work issue.
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It's actually a perception issue.
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And the reason why I say it's a perception issue is because a lot of times people stress about it before they even go to the call, because they're worried about what the homeowner is going to say.
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Because, as an electrician, we often are focused on once again the thing like the bad GFI, it's bad wiring, it's a bad break.
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We think about the thing being the problem rather than the effect the thing is doing to the customer's emotional state, how it's affecting their long-term growth, how it's affecting their use of the property, how it's affecting their enjoyment of the property.
00:02:11.967 --> 00:02:14.304
So can I give like a couple of examples of what that might be?
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Yeah, let's do it.
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Okay, cool.
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So like, let's say, the typical call is I've got a, I'll make it really ridiculous.
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I'll make it really ridiculous.
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I've got a tripped GFI on a kitchen countertop for a brand new 2024 home or 2025 home.
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And you get there and the wiring is good and everything's connected, and yet it's just one device and someone's like well, how do I, how do I go above and beyond that?
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And it's actually not even in the product itself, it's in how are they using the time experience so I'm sure you've experienced it as well.
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Most new construction, especially in today's day and age, is not the highest quality work by a long shot brand new.
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I mean, my mother-in-law built her home.
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We were yelling at the electrician because he was doing such shitty work and they were like it's to code man, deal with it, fight us or not.
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And like that's like.
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I'm not going to fight you.
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Like what do you want me to do?
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So the thing is this it's not actually even the thing.
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If you take that GFI, you're going to find it's not probably looped, it's probably backstabbed.
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I'm not even going to talk about the localization of it.
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I'm just simply going to say just focus on how it's connected.
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99% of homes nowadays, of the new construction, are all backstabbed and every electrician in the world is like backstabbed the problem, but we'll never quote for it in the brand new home.
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And I ask you and say all right, you just moved into a home, you've got your boxes everywhere, you got one trip GFI, what's easier to fix?
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I can do a full re-device before you put your furniture, or let me let you label everything and put it all in place and move all that heavy stuff, and then I'm going to have to remove it all and then do the re-device.
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So the first thing is the timing of it, why not?
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And then do the re-device.
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So the first thing is the timing of it, why not?
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So just to be clear, the stab back receptacle is not a good thing.
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That is not a good thing.
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No, and you know it's even funnier because that's not an argued point Like if you went to like nine out of 10 electricians.
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Almost all of them are going to say, yes, backstab is not good, Legal but not good.
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Yes, it will hold for a period of time, but no, it won't hold indefinitely.
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And when it's daisy chained, all it's going to take is one heater that's running a little too long and suddenly got a little bubbling neutral on the back of it, and the whole circuit goes down until you find that one particular thing.
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And even then that electrician doesn't fix it.
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He just replaces that one device and says here you go, here's my one service, and then we're done.
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Yeah, that's what blows my mind.
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Yeah, yeah, just continual problem.
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So your argument is that if we let this problem fester and I mean, even a homeowner could agree if there was a more permanent solution versus a known more temporary solution.
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Which would you rather have?
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I mean, personally, I'd rather the permanent solution, but that's actually why our process is so effective, because we won't actually make that choice for them.
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What I'm going to do is I'm going to have a complete range and the bottom is going to be you know what I've told you about this.
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You're aware of what's going on.
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You know that there's a benefit of doing it before the boxes get unloaded and moved in.
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But it's not my money, it's not my home.
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I can do the bare minimum, which is I can change that device, or I can change a GFCI breaker or whatever it is, or I can go through the things that I know are failure points, because I've done so many homes through the years.
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Say I know what these failure points are going to be.
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I know you've just moved into it and I'm going to offer one solution at the top, which is a complete, blanket coverage of everything.
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So yeah, you're paying upfront for it, but if you think the value of saved time, peace of mind, better use of products, better enjoyment of the home, some people are willing to put the money down, especially when you took out their initial purchase.
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They want to just put the money down into the home, be done with it and be like I'm good for the next several years.
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So I'll give them the choice from the best, I'll give them the choice from the least, and it's entirely up to them.
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And that's only with backstabs Like there's so many other things that we're not doing for them that blow my mind off my skull.
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Do you have a particular win in mind from your bank of stories where this has actually really benefited you, where it could have been like?
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Most electricians struggle to even come up with anything to offer at all.
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There is actually one I remember and it was actually for a new apartment complex that was built, so it wasn't even a residential home, it was an apartment for that.
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They were living in the home.
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They purchased their own rental or purchased their own apartment, just moved in His new family planning on having a baby in the future like mid 20s Decent people, right, yeah.
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And I remember it was in his new family planning on having a baby in the future like mid-20s decent people, right, yeah.
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And I remember it was something small, like they had a flickering light and it was a switch that was out, like that was all it was just, um, the switch was backstabbed and just for some reason it wasn't having a good connection to the light and when the wall did something it would flicker.
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Obviously average electrician can say oh, just cut, just cut it, cut it, screw, terminal done, bing bang, boom, here's your ticket.
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But I remember going through with her and saying I understand it's your new home.
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I understand you said you plan on having a family in this home.
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Part of what we do is we're just going to do a thorough evaluation, because if I don't want it happening here, the last thing I want you to do is have to keep calling me over and over and over.
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So let me do a little bit more.
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And I remember going through it and I quoted for redevising certain rooms and then also changing the lighting for them and then also, I think, relabeling the panel.
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And it came out somewhere like don't call me on, but I think it was somewhere like 3000, like 3,500 at the time.
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And the reason why it still sticks in my head was I remember going there and thinking like myself, like it's a brand new home.
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I know they just built this development, like there's it's, it's down the street.
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I know that this is a new place.
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They're not going to want it, but I had at least got to tell them, because if they need to, if they, if I don't tell them and then something else comes down the line, they're going to be mad at me.
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So I made that top offer, not even expecting them to take it, but more as like a cover your butt situation.
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Yeah.
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And then when we sold it, I was like okay, people do appreciate this, maybe we're onto something here.
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And then we started just continue going down the thought process, so that one pretty clearly stands out in my mind.
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And one thing that stands out for me here in this discussion is you truly believe this is the right thing to do?
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I really do.
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I believe that ethics and honorability are almost like spiritual commands, like this is something that's inherent to who you are as a human being.
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We have to operate from an honorable and ethical standpoint, otherwise we rot internally, whether we realize it or not.
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So if you don't believe in what you're doing or you don't believe in what you're selling, then you shouldn't be the one who's selling it.
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I want to do good work because I believe good work is in the interest of my customers.
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That's the end of the line If I can do good quality work.
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But I can also prevent you from having problems and I can prevent you from having frustrations, even if they're not dangerous situations, it's just a hey.
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Every now and then this light flickers and it bothers me.
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Well, as an autistic individual, a light flicker is probably going to bother me a hell of a lot more than it's going to bother the average person, and they're not disclosing their neurology to me.
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So what's stopping me from just considering if this was my home?
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I just want to be treated better.
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If you can stop the flickering light, it's going to be a huge saving in my peace of mind.
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I'm going to appreciate not have to squint when I turn on the kitchen lights.
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That's important.
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Okay, take us beyond the receptacle, joe.
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What's next?
00:10:03.625 --> 00:10:07.230
So then you go further and you're like, let's go just basic safety systems.
00:10:07.230 --> 00:10:19.919
Now you know how, like the average smoke detector that people are like, oh I know it's a bad detector when it's like a yellowed, old first detector Well, they had to start somewhere and usually they're like the cheapest, shittiest brands.
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And granted, I'm not trying to insult the brand, but I know some of them are the builder's grade ones where you buy them in the box from Home Depot and you don't know how.
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This one's a third of the price but it makes you all standard and you're like all right, I'm going to put those in.
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That's supposed to save someone's life and the way I view it is, there are so many better systems that are available to someone Like.
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I remember there was a situation, even in my own home like, actually tell you, I did this exact thing in my own home because I had this problem the new construction builder put in the worst possible smoke detectors and at three in the morning it started going off.
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But because they had no identification to them, one would go off and they'd all go off and I'd have to silence one and hope to turn the others off.
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So here I am, I've got two young kids sleeping.
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They're waking up.
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My wife's now awake.
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I'm now stressed, and it's a frustrating situation.
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So what's stopping us from either putting in smart detectors, which will send you a text, or self-identification sensors that will tell you the room that there's a fault in, or the identification testers that will even sync to your alarm system and then connect Like those are actual life safety systems, not just pretend gimmicky life safety systems that pass you all standard.
00:11:36.581 --> 00:11:40.634
Speaking of safety systems, I want to tie this directly into the win of the week.
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Wouldn't it be nice to have a safety system in your business, like a sales or service tech, as we'd rather call them actually being able to make phenomenal sales for you?
00:11:50.690 --> 00:11:54.215
And that's what happened with our client Eric and his guy Sam.
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We've worked with Sam directly in class.
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Sam is absolutely a wonderful electrician and he set a new personal best record with a job sold at 23.9K.
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Congrats, Sam.
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And on the same day he hit another 3.2K prep package for a generator and made that a personal best day for Sam at $27,100.
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Sam cheers to you, brother.
00:12:19.442 --> 00:12:21.759
Really good, You've got cheerleaders here.
00:12:21.759 --> 00:12:28.187
Joe, going beyond the safety and the smoke detectors, right back into it, when do you take us next?
00:12:28.875 --> 00:12:29.034
Okay.
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The next thing is then efficiencies, and let me explain what I mean Once again.
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Assume the builder's doing the cheapest thing he can to meet basic standard, so whatever inspector they're buying off can put the sticker on it right.
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So I think to myself and say how many of us love the basic programmable thermostats that we all have in our home that we know don't know how to use right.
00:12:50.644 --> 00:13:00.423
So you have all these basic grade programmable thermostats that are not efficient, they're not easy to use, they're not intuitive and they're still gonna break.
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And the funny thing is is that you can have an inefficient system, but if it's controlled by an inefficient control system, even the best system isn't going to work the way it's supposed to.
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So what's stopping us from putting in higher quality things?
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I mean, granted, I'm not sponsored by any particular group, but like if you were going to put like a nest sake of argument, that's a great brand to put.
00:13:22.166 --> 00:13:23.467
I personally have them in my own home.
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Again, because I hated the programmable thermostats were put in it.
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I'm able to control it from my phone.
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I'm able to dial down to comfort sensings.
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I can geofence it.
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So I'm sensing it when I leave the home.
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It dials things down available.
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It could tell me the weather and match it based on exterior humidity.
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It's a climate controlled comfort center.
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Why wouldn't I want that?
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It'll actually save me money.
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If you went to someone in their first home in year one and you change the control system, the ongoing savings just in the operation of a very inefficient AC system like a condenser, you're saving a lot and even further.
00:14:01.999 --> 00:14:05.620
If you want to go even further with that, why aren't we putting in hard starts?
00:14:05.620 --> 00:14:07.926
It's so simple to do.
00:14:07.926 --> 00:14:09.107
It's two wires.
00:14:09.107 --> 00:14:12.966
But when the customer complains, when the AC kicks on, the lights flicker, we go.
00:14:12.966 --> 00:14:14.221
All right, you have to call someone for that.
00:14:14.221 --> 00:14:15.929
Yeah, they call us.
00:14:15.929 --> 00:14:16.673
That's what they do.
00:14:16.673 --> 00:14:18.076
They call us and we'll do it for them.
00:14:18.758 --> 00:14:28.458
What I love about where you're going now is right into the customer experience, that user experience, and I know I've had the experience of buying a home as well, a fairly new home.
00:14:28.458 --> 00:14:39.297
I know you have right and I think that we overlook this as electricians that rarely when we buy a home are we getting everything that we like the way that we like it.
00:14:39.297 --> 00:14:48.947
There's always a trade-off the bathroom wasn't quite as big as we thought, maybe it didn't have an actual window in it, maybe the fan squeaked.
00:14:48.947 --> 00:14:52.044
Whatever this problem is, it's all over the place.
00:14:52.044 --> 00:14:56.479
Maybe the garage is bigger than you wanted, but the bathroom was smaller.
00:14:56.479 --> 00:15:04.446
There's all these trade-offs and they actually connect directly to what you're saying with that experience of how they're going to use their home.
00:15:04.446 --> 00:15:08.806
And I'm sure there's a lighting tie in here from you as well at some point, joe.
00:15:08.806 --> 00:15:10.883
But why don't you keep on going with this?
00:15:10.883 --> 00:15:13.241
Let's see what else you got up your sleeve here.
00:15:13.923 --> 00:15:14.184
Awesome.
00:15:14.184 --> 00:15:20.229
So it really depends on where we want to go from here, because it depends on either generalization or customization.
00:15:20.229 --> 00:15:25.826
So can I explain, like maybe, the difference in both and how one's user experience and how one's more generalized, let's do it.
00:15:25.826 --> 00:15:31.727
So a user experience upgrade is you think to yourself and say, all right, I recognize.
00:15:31.727 --> 00:15:35.664
I walked out of the garage and I see there's two cars in the garage Phenomenal.
00:15:36.315 --> 00:15:45.705
Now, when they unload their groceries, do the lights automatically come on or do they have to hit it with their elbow as they're going up the door or the stairs with groceries in the other arm?
00:15:45.705 --> 00:15:53.724
Why aren't we putting in motion control or proximity or occupancy sensors in the rooms that we suspect that people will be carrying something in?
00:15:53.724 --> 00:15:55.902
I see there's a washer dryer.
00:15:55.902 --> 00:15:57.642
It's on the bottom floor.
00:15:57.642 --> 00:15:59.802
I see the bedrooms are on the top floor.
00:15:59.802 --> 00:16:01.258
So you're unloading it.
00:16:01.258 --> 00:16:03.461
Why are you having to hit anything on your way?
00:16:03.461 --> 00:16:06.250
Because, if you know me, I'm going to turn off the light.
00:16:06.250 --> 00:16:07.916
I can't help myself Like light's going to go off.
00:16:07.916 --> 00:16:15.471
But now I've got my basket and I'm like, no, if I can just walk into the room, it comes on, do the laundry, walk out, turn self off.
00:16:15.471 --> 00:16:16.615
Phenomenal.
00:16:16.615 --> 00:16:22.850
And even better, you can do that same thing with bathrooms, like you know how yeah.
00:16:23.625 --> 00:16:24.765
I was just going to say we've got a teenager In.
00:16:24.765 --> 00:16:28.208
We've got a teenager, in fact two teenagers here that leave the lights on all the time.
00:16:28.208 --> 00:16:32.273
I'm constantly going in the hallway to shut their bathroom light off Drives me mental.
00:16:32.273 --> 00:16:33.373
It's a waste of power.
00:16:33.974 --> 00:16:34.735
There's a way around that.
00:16:34.735 --> 00:16:35.654
Actually it's even better.
00:16:35.654 --> 00:16:38.998
So a lot of times the parents will say, oh, the kid forgot.
00:16:38.998 --> 00:16:40.519
But they don't know.
00:16:40.519 --> 00:16:43.081
It's not a forget, it's a conditioned forgetfulness.
00:16:43.081 --> 00:16:46.427
So we can actually bypass that completely.
00:16:46.427 --> 00:16:50.376
What if we were to change the bath fans to whisper quiet fans?
00:16:50.376 --> 00:16:57.754
So you didn't even know that they were coming on, and then you tie them to the switch that controls the bathroom light that's in the shower.
00:16:57.754 --> 00:17:02.128
So the moment the bath shower comes on, the fan automatically comes on.
00:17:02.128 --> 00:17:05.576
So unless they're showering in the dark, they don't forget.
00:17:06.464 --> 00:17:11.912
Now, if you recognize there's kids moving into the home and you're like well, one, do you want to sound like you have a lawnmower in your bathroom?
00:17:11.912 --> 00:17:14.074
No, we're already solving that problem.
00:17:14.074 --> 00:17:30.165
Two, we're reducing the stains and all the mildew that's going to build from an inefficient, poorly vented system, grow into.
00:17:30.165 --> 00:17:32.092
It shows that not only understand their family's growth, but it respects the humanity of it.
00:17:32.092 --> 00:17:37.409
And saying, as a father, I know what this is like and I want to save you from the frustration that I had to currently deal with.
00:17:37.409 --> 00:17:40.616
Yep, and is it wrong of me to want to serve you at that level?
00:17:41.404 --> 00:17:41.806
Not at all.
00:17:41.806 --> 00:17:56.971
In fact, my curiosity and not to cut off all the great ideas that can continue to flow here, I'm sure is how do you position this to a homeowner of a new home who's clearly not interested in spending a bunch on electrical system, when they think, hey, this should be right for me?
00:17:57.893 --> 00:17:59.718
That's the fun thing, you know.
00:17:59.718 --> 00:18:01.913
It depends on, obviously, the person.
00:18:01.913 --> 00:18:06.127
You need to have the relationship and tailor the way you're talking to that person.
00:18:06.127 --> 00:18:09.777
Not everyone's going to have the same vernacular, it's not always going to jive with the same people.
00:18:09.777 --> 00:18:35.685
But if I were going to say that they call me for this one thing, but as the professional I could acknowledge that there are things that are directly connected to it that either affect efficiency, equaling money, quality of life, which is people will pay money to resolve, or it represents something where someone is unhappy or is planning on changing again in the future.
00:18:35.685 --> 00:18:37.631
We're saving also time delay.
00:18:37.631 --> 00:18:42.209
So if they don't have to fix it in the future, I'm buying back their time.
00:18:42.209 --> 00:18:48.606
If I can make it more enjoyable for them, they'll spend more time in the home, meaning they travel out less, saving them money.
00:18:48.606 --> 00:18:52.652
And if I can make the thing more efficient whenever it is operating, it's saving them money.
00:18:52.652 --> 00:18:58.017
But it's even one question you can ask that I always find almost makes someone laugh.
00:18:58.017 --> 00:18:59.419
But then I go yeah, I get what you're saying.
00:19:00.119 --> 00:19:06.748
It's when you go into the observation section you can say now, I'm sure you know your builder better than anyone else.
00:19:06.748 --> 00:19:11.298
I mean, I'm sure he gave you nothing but a phenomenal experience, and I bet we can both put our hands down on this table and say there was no corners cut.
00:19:11.298 --> 00:19:12.227
It was truly.
00:19:12.227 --> 00:19:14.375
This was the Michelangelo of building construction, correct?
00:19:14.375 --> 00:19:16.228
And everyone just laughs.
00:19:16.228 --> 00:19:17.912
They're like no, that guy was an a-hole.
00:19:17.912 --> 00:19:19.015
He cut corners.
00:19:19.015 --> 00:19:20.066
Look at the tile work.
00:19:20.066 --> 00:19:25.373
They start pointing things just in the room alone and then you can get a little more somber in your tone.
00:19:25.373 --> 00:19:27.855
But I assumed that was actually the case.
00:19:28.636 --> 00:19:39.490
Now, if we both understand that and if I were to go through this and recognize that there are ways I can prevent future frustrations, loss of money and also loss of enjoyment.
00:19:39.490 --> 00:19:42.518
But I had an affordable way of preventing that for you.
00:19:42.518 --> 00:19:44.608
You don't have to move forward with it.
00:19:44.608 --> 00:19:47.215
Would it be at least wrong of me to tell you about it?
00:19:47.215 --> 00:19:48.147
Mm-hmm.
00:19:48.147 --> 00:19:50.608
And the answer is always it's not wrong to tell me.
00:19:50.608 --> 00:20:00.031
But if I tell you now, you know, and once you know, every time you look at that thing in the future you'll think of it and you don't have to buy it now.
00:20:00.031 --> 00:20:08.913
I just got to get my foot in the door for one sale to demonstrate my level of service become unforgettable and then those inception thoughts that you'll keep seeing.
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