April 23, 2025

S2 EP35 - You’re Not the Problem. You’re the Bottleneck. (There’s a Difference)

Ever feel like the weight of business, family, and your health is all pressing down at once? You’re not alone and it doesn’t have to be that way!

In this episode of The Million Dollar Electrician Podcast, Clay and Joseph unpack the five bottlenecks most electricians face that lead to stress, low sales, and a business that runs you instead of you running it.

We’ll show you how to coach yourself out of overwhelm, manage your emotions like a pro, and take practical steps to break through to your next level.

From wearing every hat to building ladders that go nowhere, Joe and Joseph dive deep into how to untangle the mess and rebuild with intention.
⚡ Whether you’re in year 1 or pushing 7-figures, this one hits home!

Here's what you'll learn:
•Electrician burnout & chaos addiction.
•Time management traps in the trades.
•Fixing your bottlenecks: Leads, sales, admin, team, YOU.
•Why emotional intelligence might be your unfair advantage.

Win of the Week:
Will gave a quote at $4,800 for a panel upgrade.
Others were $2,000 cheaper but Will didn’t drop a dime.
Instead, he used our value articulation process, leaned into his lifetime craftsmanship guarantee, and told the customer to go shop around.
They did. Nobody matched his service.
Result? Deal closed.
That’s how electricians win without playing the price game!

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00:00 - Welcome to Million Dollar Electrician

01:05 - How to Coach Yourself Through Problems

02:23 - Health, Family, Then Business Priority

04:33 - Five Business Areas Creating Dark Clouds

08:37 - Breaking Down Problems One Bite at Time

13:53 - Strategy to Identify Your Biggest Bottleneck

17:27 - Closing Thoughts and Coming App Release

WEBVTT

00:00:00.699 --> 00:00:12.292
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.

00:00:30.882 --> 00:00:36.075
Hello Joseph and hello you guys.

00:00:36.075 --> 00:00:39.142
Welcome back to another episode of the million dollar electrician.

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I am pumped to be here today.

00:00:40.646 --> 00:00:42.210
Joe, how are you and the fam doing?

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I am feeling it, man, I gotta admit fighting a cold, but honestly, checking into the podcast, it just gives me energy, like I love being here, I love serving.

00:00:51.182 --> 00:00:55.030
So honestly, plague be damned, we're going full steam ahead, full send.

00:00:55.451 --> 00:00:56.642
Awesome man, I love that.

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And you guys, if you're with us, wherever you're watching, wherever you're listening, do know this Joe doesn't even know the topic of this one.

00:01:03.393 --> 00:01:04.334
I'm going to surprise him.

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I'm going to surprise you guys, but I'm about to unveil it.

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Right now.

00:01:07.995 --> 00:01:10.956
There's something I've wanted to talk to you guys about for a while.

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Do I have your ear, Joe?

00:01:12.500 --> 00:01:14.628
I mean literally yeah, I'm on a full blind, go for it.

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We've been known for giving it all away, as they say, kind of like Hormozy style.

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You know what?

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We want you to take these strategies, run with it and win at the highest level.

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And yesterday was one of those challenging days for, I think, a lot of us.

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I don't know if the moon's in a certain cycle or what's going on, but it doesn't seem to be just you or me, joe.

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There was just some stuff going on yesterday in the world and yesterday just had that feeling.

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You know it was a hard day.

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So today what I wanted to go through with you guys was how to coach your damn selves how to solve these problems, where to look and how to take a dark cloud and turn it into something manageable that you can.

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You can't control yourself or you can't monitor or improve yourself or at least recognize what's triggering you, your team is going to feel it, your customers are going to feel it.

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Your spouse, your children, everyone's going to come in contact with you.

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There's going to recognize that.

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So, one step at a better line it up, let's make it happen.

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A hundred percent, and if you've heard us say this before health, family, then business.

00:02:26.506 --> 00:02:27.027
Why do we say that, joe?

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Well, the thing is is that you need your health.

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I think the expression is find a man who has a million things.

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How did it go?

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It's like find a man who has his health, and you'll have someone who doesn't want anything, but you find someone who has everything and doesn't have his health.

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All they want is one thing.

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Let me fix that.

00:02:39.263 --> 00:02:43.030
Yeah, a man with his health has a million desires.

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A man without health has but one.

00:02:45.774 --> 00:02:46.400
Exactly so.

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The logic behind that is that if you don't have your health, it's not only going to affect everything in your performance, but it affects everything, including your perspective.

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Like when you're not well, your ability of viewing reality becomes almost filtered or skewed, in a way.

00:03:00.933 --> 00:03:05.401
So you need your health in order to be able to recognize the changes that are necessary to be made.

00:03:05.782 --> 00:03:10.942
Absolutely Simply put if your health isn't well, how's your family going to do Not?

00:03:10.961 --> 00:03:11.664
going to do very well at all.

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They're going to have to carry more burden to keep you up high.

00:03:13.479 --> 00:03:16.163
And if your family's not well, how's your business going to do?

00:03:16.524 --> 00:03:18.586
Well, honestly, my family is my number one priority.

00:03:18.627 --> 00:03:34.610
So if my family is not good, my business is 100% going to suffer for it and so if, for any period of time, you are not so much running your business as your business is running you, or the weight of being the family man, the husband, the father, and all of that starts running you, well then, what happens then?

00:03:35.039 --> 00:03:43.997
Honestly, it just ends up being a snowball effect, Because if your health isn't good and your family suffers, and your family suffers, that's another issue, but then eventually you come back to your business and your business not being good.

00:03:43.997 --> 00:03:53.250
Family suffers, that's another issue, but then eventually it comes back to your business and your business not being good then cycles back to health, because you're gonna have to do the later nights, you're gonna have to do the earlier mornings, and then you're also less present with your family, which then affects your business.

00:03:53.250 --> 00:04:01.371
So it's this constant feedback loop, but if I can also say it works in the opposite as well, if you focus on your health, your family then improves.

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And by focusing on your family, you can go to work on a better mindset with a better sense of happiness, which then is translated to your employees and to your customers, and then the success you get from those things then feeds to your health.

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So it's both something that kills you and saves you, depending on what you're willing to apply yourself to.

00:04:20.060 --> 00:04:20.841
Yeah, yeah.

00:04:20.841 --> 00:04:34.528
I personally feel that entrepreneurship is like synonymous with a sponge You're having to sponge up everything, all the messes, all the weight of everything that you endeavor to do and your team does and that your clients feel.

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You have to also feel that and that weight can really bring a person down and or, like you said, joe, it can also lift you up, and that's why so many of us are addicted to this chaotic journey.

00:04:45.716 --> 00:04:45.935
Right?

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Have you ever heard this expression?

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Entrepreneurs are addicted to chaos.

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It's an unfortunate reality.

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I mean, it's a situation where it seems like an illogical conversation hey, I got into business to have more time and more money, and yet when we get into business at the beginning, it's we have less money and less time, so it seems that we would be appealed to chaos.

00:05:06.543 --> 00:05:08.208
Yeah, absolutely so.

00:05:08.208 --> 00:05:15.762
I want to label this thing and we're going to talk a lot about labeling and we're going to talk a bit about anger management, emotional management, emotional intelligence.

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We've got a lot to unpack in 10 minutes flat, okay, and I want to do this with you guys today, so bear with me.

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I promise to leave you better than we found you In fact, we both do and thank you, joe, for going through this with me today.

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Speed run let's make it happen.

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I love it.

00:05:29.127 --> 00:05:35.211
The bigger things like service titans and the next stars and everything that we help electricians with on this journey.

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We see five things in the business that really this breaks down to where this big dark cloud that can amass could be attributable to these five areas.

00:05:55.939 --> 00:05:57.303
Is it okay if we go through those?

00:05:57.725 --> 00:05:58.267
Yeah, by all means.

00:05:58.759 --> 00:06:06.733
You may be an electrician today who's dealing with it's April right, so around tax season you may be dealing with low leads.

00:06:06.733 --> 00:06:10.298
Yeah, so marketing is one of these five areas, and it's a big one.

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You may be someone who's asking yourself, or having us ask you, if you're on the calls with us or our team.

00:06:15.802 --> 00:06:25.932
Is it really the leads or is it we're not making enough of the leads because we don't have a great service process or sales process, as it were, and as you teach so eloquently?

00:06:25.932 --> 00:06:27.678
Joe, thank you very much for the kindness.

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Is it that we're still answering the phone and so we're overwhelmed by the leads that do come in, timely?

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As it may be, even though we need leads, we're trying to focus on a customer in front of us, and this inbound and the office stuff and all these extra hats where we're not the expert, the administrative, the invoicing, the following up, the unsold, the inbound calls all of that stuff could be adding up and forming some of this dark cloud.

00:06:53.286 --> 00:06:53.807
Would you agree?

00:06:53.807 --> 00:06:55.461
I mean, we've personally been there.

00:06:55.944 --> 00:07:04.399
I remember being in those situations when I first started business and being like I'm the installer and the salesperson and the operations manager and the parts order and the CSR.

00:07:04.399 --> 00:07:07.848
You wear like a Doug Dimmadome hat where it's like all the way up.

00:07:07.848 --> 00:07:08.615
It's ridiculous.

00:07:08.615 --> 00:07:09.418
So I get it.

00:07:09.418 --> 00:07:10.639
What did you call that?

00:07:10.639 --> 00:07:11.721
Oh, please tell me.

00:07:11.721 --> 00:07:14.386
You know that reference Doug Dibidome, owner of the Dimmesdale Dibidome.

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It's a whole meme, Don't worry about it.

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I don't know what this is, I'm sure if someone's listening to it.

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I'm making someone laugh, no, worries, maybe an American thing, it's all good.

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All right, maybe you're the only electrician or you don't have enough people to do the work.

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You need someone to help you do service calls.

00:07:37.795 --> 00:07:39.255
You need someone to help you do sales or estimating whatever you're calling it at this point.

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Maybe some of that is still anchored in larger projects and the projects keep taking you from the service game, and so the smaller customers are being strained and you're being strained and stretched thin.

00:07:46.576 --> 00:07:48.540
So there's this team development side.

00:07:48.540 --> 00:07:53.610
That's hard, and I mean who's having an easy time finding skilled trades in 2025?

00:07:54.175 --> 00:07:57.966
No, it's not that you can just go to the trade school and knock on the door and walk out with a handful of apprentices.

00:07:57.966 --> 00:07:59.903
There's a lot of stuff and a lot of factors at play now.

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And then there's this big, glorious crown, and the weight of this thing is crushing us, and if you've ever thought to yourself or said to yourself, or heard us say and thought, gosh, that's me, I'm the biggest bottleneck in my company, then there's this person, and that person is you, and the development of you is actually what the company and the family and your own personal health all rely on, and we just get stuck, and one of the one of the worst terms I've ever heard around this that I just hated to look into at all points of my journey until I realized how important this was and how I had to master it is what we call time management.

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If you've ever dealt with any of these pains, please, wherever you're listening to us first, be it your favorite podcast channel or following us on Facebook or YouTube, please leave us a comment and let us know right now which of those hats, which of those five buckets rather, are weighing you down, and if it's a combination of them, you're not alone.

00:08:59.106 --> 00:09:04.524
In fact, it seems to be the combination that creates the dark cloud.

00:09:04.524 --> 00:09:06.327
So I have an expression for you, joe.

00:09:06.327 --> 00:09:06.956
I'm for it.

00:09:06.956 --> 00:09:07.821
I love your expressions.

00:09:07.821 --> 00:09:12.187
It's really a question, and I think you know this one how do you eat an elephant?

00:09:12.654 --> 00:09:15.605
Well, I break out the fork and a knife and do it one bite at a time.

00:09:17.118 --> 00:09:24.825
One bite at a time, absolutely, and I recently heard this from someone else and I love this analogy of you know what?

00:09:24.825 --> 00:09:26.841
Let's just face it.

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There's a wall here and that dark cloud is right over this wall and everything that we want is on the other side of this wall.

00:09:34.638 --> 00:09:37.905
But the only thing is we can't just travel around the wall.

00:09:37.905 --> 00:09:42.163
Think of it like the great wall of china, and everything we want is on the other side.

00:09:42.163 --> 00:09:43.206
Do you have a good visual with me?

00:09:43.635 --> 00:09:48.739
I'm honestly, I'm hearing pink floyd's another brick of the wall in the background, like that's what I'm hearing, you know nice.

00:09:49.480 --> 00:09:53.328
Well, on the other side of this wall, what you hear is still a Pink Floyd track, but it's called Money.

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Oh my God, I love this.

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But here's the thing what most of us are doing with all these hats.

00:10:01.823 --> 00:10:17.557
What that really represents is we've started building a marketing ladder to get over the wall, but then we started building a sales ladder to get up over this wall, and then we started building an office ladder to start handling our leads in a better way there and to deal with all the administrative stuff to get over this wall.

00:10:17.557 --> 00:10:23.721
And we started building a team development ladder to recruit someone to come and help us build the ladders to get over this wall.

00:10:23.721 --> 00:10:30.663
And then we started building our own ladder, and maybe you got a family ladder or health ladder there too, or multiple.

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The thing is, all you have at first is the side rails, and if you think of that like your vision, like your intent to overcome this wall, that's all it is at first.

00:10:39.092 --> 00:10:44.668
So we've got this dark cloud and we've got all these side rails up to climb this wall, but no rungs.

00:10:44.668 --> 00:10:56.096
See the rungs take intention, and what most of us are doing is going ladder by ladder, one rung at a time we put a rung over here and then we put a rung over here, and then we put a rung in the marketing and then we put a rung in the sales.

00:10:56.096 --> 00:11:04.818
But the problem is without greater focus, those one rungs on each ladder don't get us over the wall for any of those problems.

00:11:04.818 --> 00:11:06.014
Does that make sense, brother?

00:11:06.395 --> 00:11:21.817
It really does, and it's a shame because, like, we'll see people doing this where they know that they need more sales, but instead of going and getting more leads or working on their process, they go fix their price book and it's like I'm working on the thing that I think will solve this problem.

00:11:21.817 --> 00:11:34.715
But if I took one step back, I'd realize I'm going in the wrong direction and instead I should focus on what gets me back in the door, what helps me convert, instead of just what I use to price things 100% Really good example too.

00:11:35.256 --> 00:11:37.842
So the same thing happens in emotional buildup and anger.

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This is why, if you guys have ever done anger management or any level of emotional training or therapy, you're probably familiar with this.

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If you haven't, highly recommend it, because they say emotional intelligence is one of the leading indicators of a winning combination in business and leadership, right?

00:11:55.004 --> 00:11:58.961
So one of the first things we have to do is just acknowledge where we are.

00:11:58.961 --> 00:12:01.037
Yes, there's a dark cloud.

00:12:01.037 --> 00:12:03.077
Yes, this thing's an elephant, there's a wall.

00:12:03.077 --> 00:12:07.701
I need to get it on the other side of the wall so I can feel better about everything that's happening.

00:12:07.701 --> 00:12:09.234
Sound easy so far.

00:12:09.234 --> 00:12:10.177
Yeah, I'm with you.

00:12:10.177 --> 00:12:22.793
But then take these buckets and just start to label things and separate them, because if it's one dark cloud, I promise you guys this is failing the law of open cycles and you're not going to be able to do anything.

00:12:22.793 --> 00:12:31.623
The law of open cycles says that those things left undone, all these ladders that are incomplete, are actually robbing our livelihood.

00:12:31.623 --> 00:12:32.552
Go ahead, brother.

00:12:32.831 --> 00:12:41.383
You know, you just inspired me to say something because I made a personal change in my own life that I feel directly applies to this and helps give some people some context.

00:12:41.383 --> 00:12:42.835
Is it okay if I make a quick parallel to?

00:12:42.855 --> 00:12:42.894
it.

00:12:42.916 --> 00:12:44.030
Yeah, please do Awesome.

00:12:44.030 --> 00:12:49.360
So I'm a list guy, I love lists, I love organization, I love knowing exactly what it is.

00:12:49.360 --> 00:12:54.991
But I was burning myself out because I had a personal list that didn't have any separation to it.

00:12:54.991 --> 00:12:57.500
It was everything made the list.

00:12:57.500 --> 00:13:07.613
And because everything made the list, I was trying to do all the things in equal order of priorities and because of that I wasn't making the progress, because I was trying to do so many different things.

00:13:07.613 --> 00:13:26.119
So simply shifting the list to have tos, helpfuls and seasonals made an immense amount of difference, because I can look at something and say, all right, before I go to bed, what was the have to, what needed to get done, that I either need to eat Crohan, burn the midnight oil or delegate away.

00:13:26.119 --> 00:13:35.741
And if it's not a have to, then I can instead take the time to focus on health and family, because those things will let me come back the next morning to be better at the list.

00:13:35.741 --> 00:13:36.730
Does that make sense?

00:13:37.332 --> 00:13:40.480
Absolutely it does, and really good input there, thank you.

00:13:40.480 --> 00:13:45.240
So what I'm about to do, then, is I'm going to help you guys coach damn selves through this, as promised.

00:13:45.240 --> 00:13:53.043
But first I wanted to inject a win of the week and I'm going to make you wait for these couple important questions on how to dissect this or how to get someone else.

00:13:53.043 --> 00:13:59.390
If you need someone else, which we often do, then share this episode with them, have them listen to it and ask you the questions for you.

00:13:59.390 --> 00:14:00.676
I promise it will help.

00:14:00.676 --> 00:14:02.041
Uh, win of the week.

00:14:02.041 --> 00:14:03.687
Here we've got for the podcast.

00:14:03.807 --> 00:14:11.504
Uh, will Goldman said I'm on cloud nine right now gave a customer a price to consolidate a main sub into 160 space.

00:14:11.504 --> 00:14:12.913
Total came to 4,800.

00:14:12.913 --> 00:14:17.243
He called me back to express that other quotes were $2,000 cheaper.

00:14:17.243 --> 00:14:18.773
I was curious to know why.

00:14:18.773 --> 00:14:28.400
Will here took great advantage of his value articulation training and said look, the lifetime craftsmanship guarantee actually sealed the deal for him.

00:14:28.400 --> 00:14:33.517
He asked that customer to call around and see who else could match his level of service.

00:14:33.517 --> 00:14:38.472
The customer was unable to and was very happy to move forward with William as a result.

00:14:38.533 --> 00:14:51.937
So congratulations, brother, that's a great win, I love that that lifetime guarantee can be so transformative to your customers, because it's the thought of saying I'm so confident that you're going to be satisfied that I'll put my name on this for life.

00:14:51.937 --> 00:14:53.123
Anyone else want to do that?

00:14:53.123 --> 00:14:55.030
No, okay, so how would you like to proceed?

00:14:56.052 --> 00:14:58.097
Absolutely Great win, congrats again.

00:14:58.097 --> 00:15:05.140
So to wrap this up in just a quick few minutes here, brother, we need you to take this dark cloud and begin to label.

00:15:05.140 --> 00:15:12.720
Just like we label emotions, I want you to label the buckets that these things live in, because a bottleneck actually builds up.

00:15:12.720 --> 00:15:16.250
It's like traffic four lanes wide going into a two lane bridge.

00:15:16.250 --> 00:15:22.251
We need to identify your top lane or two that you need to clear up so that more traffic can come in.

00:15:22.251 --> 00:15:29.695
If we clear the wrong lanes, we only make more room in the four lane and the bridge doesn't actually move traffic any faster.

00:15:29.695 --> 00:15:30.417
Does that make sense?

00:15:30.857 --> 00:15:33.143
It does, you know, in fact actually even the worst direction.

00:15:33.143 --> 00:15:38.673
Could you imagine if you open up another lane that lets more people get to the bridge faster and just adds to more congestion?

00:15:38.673 --> 00:15:42.830
You thinking you're doing the right thing actually puts you further behind the ball.

00:15:43.150 --> 00:15:44.793
And here's the way to figure that out.

00:15:44.793 --> 00:15:56.879
Just ask yourself okay, if leads are the problem or a problem, well, what would happen if I took action on getting more leads following a resource like SLE's marketing resource?

00:15:56.879 --> 00:16:00.033
If I got more leads, well, what would happen then?

00:16:00.033 --> 00:16:08.302
If your answer to that question is well, I wouldn't be able to service them anyway, because our process is actually not going well and our conversion rate is so low.

00:16:08.302 --> 00:16:10.076
That wouldn't move the ball forward.

00:16:10.076 --> 00:16:11.812
Okay, let's move to the next bucket.

00:16:11.812 --> 00:16:19.817
If I improved my process in sales and service and I was able to increase my conversion and average ticket, well, what would happen then?

00:16:19.817 --> 00:16:27.192
If your answer to this is, well, I don't have any leads, so there's no one to practice or do this on, then obviously this wouldn't free the bridge up.

00:16:27.192 --> 00:16:28.375
You've got to go back to leads.

00:16:28.676 --> 00:16:29.837
Do you see this process, joe?

00:16:29.837 --> 00:16:37.173
We're just going through and asking the logical question about how we feel, which seems emotional, but really it's how you feel about.

00:16:37.173 --> 00:16:41.043
Will that present a better situation than where I'm at?

00:16:41.043 --> 00:16:46.402
And then just rate these darn things and work on them, one bite at a time.

00:16:46.402 --> 00:16:50.041
Build that ladder, climb this wall, overcome your conflict.

00:16:50.041 --> 00:16:51.250
Bite at a time.

00:16:51.250 --> 00:17:02.530
Build that ladder, climb this wall, overcome your conflict and, if you want help deciding which of those things are the thing to work on, that's the exact reason why our team, in fact, our partner, austin, does these free strategy calls with electricians five days a week.

00:17:02.530 --> 00:17:12.059
In fact, he's on five calls today, right now, helping electricians sort out what that biggest problem is and leaving you better than we found you, just like we promised to do on this podcast.

00:17:12.059 --> 00:17:13.963
What feedback do you have on that one, joe?

00:17:14.351 --> 00:17:20.653
You know, at the end of the day, I just want people to know that when they invest in themselves, it can feel very scary, right?

00:17:20.653 --> 00:17:28.717
You don't know what the next step is, but sometimes being willing to say I know that I invest in myself.

00:17:28.717 --> 00:17:32.603
There's only the ability that I can't get taken from me.

00:17:32.603 --> 00:17:40.932
If I do the thing for me, there will only be a positive outcome to this, even if I can't see which ladder or which bucket it fills.

00:17:40.932 --> 00:17:46.972
If you have no direction, put it into yourself and it will still move something forward in a positive direction.

00:17:47.272 --> 00:17:48.915
Great stuff and it's been a great episode.

00:17:48.915 --> 00:17:50.157
We had a ton of fun with you guys.

00:17:50.157 --> 00:17:52.301
I had to go fly a plane, so we got to run.

00:17:52.301 --> 00:18:05.156
However, guys, wherever you heard this first or where you prefer to hear us listen to our podcast, the Million Dollar Electrician, please do leave us a review, subscribe to us on YouTube, follow us on our Facebook group, million Dollar Electrician, and guess what?

00:18:05.156 --> 00:18:21.221
Our app is so close to being released and for just the price of a coffee a month, you're going to have unlimited access to all these great tools that we talk about in here, as well as a community of like-minded service electricians who are trying to rise the tide with us and with you guys.

00:18:21.221 --> 00:18:24.538
Have a wonderful week and we'll see you here back again next week.

00:18:24.538 --> 00:18:26.321
Be blessed, can't wait to see you then.

00:18:26.321 --> 00:18:31.021
And that's a wrap for today's episode of the Million Dollar Electrician Podcast.

00:18:31.170 --> 00:18:35.442
We hope you're buzzing with new ideas that charged up to take your business to the next level.

00:18:35.650 --> 00:18:40.252
So don't forget to subscribe, leave a review and share the show with fellow electricians Together.

00:18:40.252 --> 00:18:41.863
We'll keep the current flowing.