Jan. 28, 2026
S3 EP16 Why One Estimate Is Killing Your Sales
Most electricians think they’re being helpful by quoting the one thing the homeowner asked for but in reality, that’s the fastest path to burnout, low tickets, and lost trust.
In this episode, we break down the silent killer in most electrical businesses: offering a single option.
💡 What You’ll Learn:
- Why giving one estimate feels like service but kills your close rate
- How presenting thoughtful options trains your team AND increases trust
- Why the electrician with a $24 lead closed $66K… and how you can too
- How to serve clients at a deeper level without being salesy or pushy
- And why options aren’t about upselling, they’re about leading
If you’re tired of quoting and getting ghosted, tired of running 10 calls a day for scraps, this episode shows the mindset and method that flips everything.
⚡️Learn how to present service options that increase average ticket, reduce price objections, and put customers in control, without sounding salesy.
Mastering the Art of Options. Pre-registration link here:
⚡️Want to learn how to multiply your service calls without burning out?
Join the SLE Pro App for tools, scripts, and next-level support!
⚡️Podcast Powered by Duromax Generators.
Making turnkey power solutions easy.
📧 Email: jesse@duromaxpower.com
🌐 Website: www.duromaxpower.com
📞 Call: 909-490-5789
⚡️Jump into the Million Dollar Electrician Community and connect with real business-minded sparkies!
⚡️Learn more about electrical service pricing, flat-rate vs. hourly, and how to lead your market through service. Contact us, we’d love to help!
#ElectricianSales #ElectricalBusiness #TradesmenMarketing #OptionsSelling #ServiceLoop #HomeServiceSuccess #ElectricalContractor #SkilledTrades
00:00 - Clients Over Customers
00:26 - Show Opener And Hosts Intro
01:46 - Sponsor And Generator Options Tie-In
02:09 - Service Loop Multiplier And Webinar Tease
02:48 - Why Options Serve Clients And Train Teams
04:24 - Contractor A: Spray-And-Pray Pitfalls
06:12 - Follow-Up Systems And Scripts That Work
07:54 - Contractor B: Right Price, Person, Time
09:20 - Expanding Small Jobs Into Smart Options
12:36 - Less Calls, Bigger Tickets, Happier Clients
15:47 - Case Studies: $24 Lead To $66K And Beyond
17:29 - From Scarcity To Structured Options
19:42 - Webinar CTA And Closing
WEBVTT
00:00:00.160 --> 00:00:02.560
We're not looking for customers, we're looking for clients.
00:00:02.640 --> 00:00:13.039
And if you want to talk about what's simpler, is it simpler to keep chasing people who are coming in and out, or is it easier to stick with one person who you know is gonna not only continue being a repeat business?
00:00:13.279 --> 00:00:17.199
Based on a previous podcast, we found that the second purchase is actually a 3x value.
00:00:17.359 --> 00:00:21.199
You find that you can actually have a clientele base that's self-replicating.
00:00:21.280 --> 00:00:26.239
They're referring you to other people because you've shown how much more you care and that level you can serve.
00:00:26.480 --> 00:00:38.240
Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and spark up those sales.
00:00:38.399 --> 00:00:46.399
I'm Joseph Lucani, and together with my co-host Clay New Meyer, we're here to share the secrets that have helped electricians sell over a million dollars from a single service band.
00:00:46.719 --> 00:00:49.039
Now it's time for sales.
00:00:49.280 --> 00:00:51.439
It's time for scale.
00:00:51.759 --> 00:00:57.039
It's time to become a million-dollar electrician.
00:01:00.159 --> 00:01:01.920
That was Star Ski and Hutch for you?
00:01:02.079 --> 00:01:02.880
Open the hood.
00:01:03.039 --> 00:01:03.679
Do it.
00:01:03.920 --> 00:01:04.400
Do it.
00:01:04.640 --> 00:01:05.359
Do it.
00:01:06.640 --> 00:01:07.840
And he orders the drink.
00:01:08.000 --> 00:01:09.439
Uh what do you say?
00:01:09.680 --> 00:01:11.280
Ryan Rocks, do it.
00:01:11.760 --> 00:01:12.719
Don't steal my voice.
00:01:12.879 --> 00:01:13.439
What do you say?
00:01:13.519 --> 00:01:14.239
Don't steal my voice.
00:01:15.040 --> 00:01:15.840
That's my guy.
00:01:16.079 --> 00:01:17.280
And he's like the same thing.
00:01:17.359 --> 00:01:19.040
He's like trying to, it's like he goes to the other guy.
00:01:19.120 --> 00:01:20.159
He goes, uh, do it.
00:01:20.319 --> 00:01:20.640
Do it.
00:01:21.439 --> 00:01:21.599
What?
00:01:21.920 --> 00:01:22.640
Yeah, do it.
00:01:22.719 --> 00:01:23.120
Do it.
00:01:23.280 --> 00:01:24.079
A little mustache.
00:01:24.480 --> 00:01:24.879
Do it.
00:01:24.959 --> 00:01:26.319
Oh yeah, that's funny.
00:01:26.480 --> 00:01:28.400
Anyway, starting off with some humor today, guys.
00:01:28.480 --> 00:01:32.079
Starskeen Hutch, if you haven't seen that remake, man, that was a funny show.
00:01:32.159 --> 00:01:33.359
Who hasn't seen that though?
00:01:33.439 --> 00:01:35.280
Come on, you'd have to be living under a rock.
00:01:35.519 --> 00:01:37.359
I mean, or living in a subterranean layer.
00:01:37.439 --> 00:01:39.599
I mean, I miss a good amount of things in the outside world.
00:01:39.840 --> 00:01:40.640
That's fair, man.
00:01:40.719 --> 00:01:41.920
Yeah, me too, at this point.
00:01:42.000 --> 00:01:44.079
I'm I'm down in the subterranean layer, too.
00:01:44.159 --> 00:01:45.439
We got a great show for you guys today.
00:01:45.519 --> 00:01:46.799
As always, we're brought to you here.
00:01:46.879 --> 00:01:49.359
I'm powered by Duramax, portable generators.
00:01:49.519 --> 00:02:01.920
If all you're doing is complete standbys, I strongly encourage you to go back, listen to some of the generator episodes we've done, and come join us in the SLE Pro app and learn more about how you could be creating a lower option for these homeowners.
00:02:02.000 --> 00:02:09.039
And basically, you could tie it to almost any set of options where there's storms, where there's uh rolling blackouts, consistent power outages.
00:02:09.120 --> 00:02:19.759
And that ties us perfectly into our topic of today as we're coming up on, and we just briefly talked about in a recent pricing episode, Joe's webinar coming up February 4th, 2026.
00:02:19.919 --> 00:02:22.240
That service loop multiplier.
00:02:22.400 --> 00:02:30.080
And what that loop means was all about the extra, the value that you can really multiply to create multiples in your revenue and in your profit.
00:02:30.240 --> 00:02:30.719
You know what?
00:02:30.800 --> 00:02:38.960
There's so much that we teach here, but there's nothing I'm more sure of, Joe, than people that work with you in this domain tend to skyrocket their sales.
00:02:39.120 --> 00:02:40.319
Things just go better.
00:02:40.400 --> 00:02:42.159
It's almost like magic, brother.
00:02:42.319 --> 00:02:43.840
So you have my blessing.
00:02:44.000 --> 00:02:45.439
Let me let you back on the mic.
00:02:45.599 --> 00:02:46.800
How are you doing today, brother?
00:02:46.879 --> 00:02:48.000
Are you excited for this?
00:02:48.319 --> 00:02:54.479
I am beyond excited because options are one of those things that I think people really peg in the wrong light.
00:02:54.639 --> 00:03:05.439
It's not necessarily a sales thing, though it will very realistically bring you more revenue and consider it more of a service, not just to your client, but actually to your employees.
00:03:05.599 --> 00:03:12.639
Remember in one of the previous episodes, we were talking about how it's so hard to find electricians and it's we actually advocate for hiring apprentices.
00:03:12.879 --> 00:03:18.719
Believe it or not, I personally believe that options are the way that you can actually train them on how to do better service.
00:03:18.960 --> 00:03:31.840
Because if you're going to design six choices on one scenario, and all your techs are saying, well, let's just do the bare minimum, they need to understand the electrical system on a theoretical and a practical level to design all those choices.
00:03:32.000 --> 00:03:39.759
And if you're consistently walking them through the effort of saying, All right, the customer called you for a service change, but what else could you do to serve future needs?
00:03:40.159 --> 00:03:45.520
They need to know what those future needs could be, conceptualize them, and build them into the plan.
00:03:45.680 --> 00:03:49.199
So you couldn't do options unless you're already a skilled electrician.
00:03:49.280 --> 00:03:56.400
So if you're worried about not having time to train your guys on practical or sales, you could do both by teaching them options.
00:03:57.120 --> 00:03:57.439
Okay.
00:03:57.840 --> 00:03:59.680
This is that sounds very true.
00:03:59.840 --> 00:04:01.280
And I've been in this for a while.
00:04:01.360 --> 00:04:05.599
And I just want to show concern for maybe a viewer that just started with us right now.
00:04:05.759 --> 00:04:10.159
They just got dropped in here today because I want to introduce another word that I think is important here.
00:04:10.319 --> 00:04:14.639
I actually think this is simpler, and you're serving yourself by doing this too.
00:04:14.800 --> 00:04:24.000
Why would you say that maybe this is actually simpler than the average electrician and how they're currently presenting to their customers any solution?
00:04:24.639 --> 00:04:27.600
So it breakdown if you take the total situation that they're in.
00:04:27.680 --> 00:04:29.759
And I can explain it in two different ways.
00:04:30.000 --> 00:04:35.120
You have contractor A, who is an untrained on service, but he's a good electrician.
00:04:35.279 --> 00:04:40.000
The customer comes in, he drives out to the call, he pays for the lead, he answers it himself, he goes out there.
00:04:40.079 --> 00:04:42.560
So he's already invested time in physically going out.
00:04:42.720 --> 00:04:47.759
Then he gets led by the nose by the customer who takes him to whatever they want to do.
00:04:47.839 --> 00:04:50.480
They milk him for every bit of information they could possibly get.
00:04:50.639 --> 00:04:56.319
He thinks if I give you more intel, more product knowledge, I show how smart I am, you're gonna want to work with me.
00:04:56.480 --> 00:04:58.720
Instead, that's the electrician's curse, right?
00:04:58.879 --> 00:04:59.360
Yeah, yeah.
00:04:59.519 --> 00:05:02.560
And the problem is that they're gonna say, All right, well, thank you so much.
00:05:02.720 --> 00:05:04.399
Hey, by the way, we're still getting estimates.
00:05:04.560 --> 00:05:06.879
Just give me your number and I'll get back to you when I'm ready.
00:05:07.040 --> 00:05:08.160
But that's not where it ends.
00:05:08.720 --> 00:05:09.199
Okay, good.
00:05:09.279 --> 00:05:12.480
You're gonna pause there because I'm just like, why does that happen though?
00:05:12.639 --> 00:05:15.040
Yeah, there's even more on top of it.
00:05:15.199 --> 00:05:20.800
You've got the situation where now the person has to play follow-up, where they're like, Well, I didn't make a presentation time.
00:05:21.120 --> 00:05:22.720
I'm gonna call you at this time.
00:05:22.879 --> 00:05:23.839
And then they don't answer.
00:05:23.920 --> 00:05:27.519
And then you call and then you email and then you call, and then they already don't like you.
00:05:27.680 --> 00:05:43.199
So you spent time paying for the lead, going to the call, spending with the customer, coming up with your number and pricing out, which you likely just emailed over in the first place, then follow up via phone, follow via email, and then wondering why they didn't call you back, only to hear, oh, we went with someone cheaper.
00:05:43.279 --> 00:05:44.160
Thanks for your time.
00:05:44.399 --> 00:05:56.639
And be honest, guys, comment below F you if you do actually follow these up, if you physically call them once, twice at least, and comment below and f you if you don't, not following up.
00:05:56.800 --> 00:05:58.959
That'll be fun just to see who's actually doing it.
00:05:59.040 --> 00:06:00.399
I mean, for me, I was too busy.
00:06:00.480 --> 00:06:01.519
I was wearing too many hats.
00:06:01.600 --> 00:06:02.480
I wasn't following up.
00:06:02.639 --> 00:06:05.360
We got a guy who needs a team for all that, Joe.
00:06:05.519 --> 00:06:06.079
What about you?
00:06:06.160 --> 00:06:07.759
Did you guys follow up consistently?
00:06:08.000 --> 00:06:09.279
So at every stage, yeah.
00:06:09.519 --> 00:06:15.120
So what we did was when it was just me doing the sales and trying to do everything as far as seeing.
00:06:15.199 --> 00:06:17.120
I was answering the phones while doing the calls.
00:06:17.279 --> 00:06:22.480
And we had to follow up because the way I saw it was I don't like the sunk cost fallacy.
00:06:22.639 --> 00:06:23.759
Like I'm already in it.
00:06:23.839 --> 00:06:27.120
I've spent the time, I've met with you, I put in my effort.
00:06:27.199 --> 00:06:29.120
I had to pay for the gas and we didn't have money.
00:06:29.279 --> 00:06:31.279
And I don't want to lose that investment.
00:06:31.439 --> 00:06:33.040
So I'm gonna just keep trying to follow up.
00:06:33.199 --> 00:06:35.279
If nothing else, to figure out where did I go wrong?
00:06:35.439 --> 00:06:40.720
Like at least let me know what I did wrong to drive you away so that I could just not lose other customers.
00:06:40.879 --> 00:06:52.079
But the biggest unlock for me was when we had our office manager, she was able to make all these calls out, and it was on such a consistent basis that we found that they'll tell them what they wouldn't tell me.
00:06:52.319 --> 00:06:55.439
It could be, well, you know, uh Joe came across, I don't even know.
00:06:55.519 --> 00:07:12.000
It could be like Joe came across as arrogant, or he came across he didn't know what he was talking about, or he seemed too expensive, or he showed up late, whatever the thing that they wouldn't have told me out of respect for me, they would tell someone else, which now I can take that refleback and actually change what I'm doing to prevent losing customers in that same way.
00:07:12.240 --> 00:07:13.199
You gotta know.
00:07:13.360 --> 00:07:13.839
Mm-hmm.
00:07:14.480 --> 00:07:15.680
You have to know this stuff.
00:07:15.759 --> 00:07:17.040
Yeah, you gotta learn it.
00:07:17.279 --> 00:07:19.040
And so we'll go back to this then.
00:07:19.199 --> 00:07:21.120
So that's the the usual tracks.
00:07:21.199 --> 00:07:29.199
And the guys that aren't following up, by the way, if you're already an SLE pro app member, you're in the community, just go down to the value piece section and grab our follow-up script.
00:07:29.360 --> 00:07:30.560
Super easy to follow.
00:07:30.720 --> 00:07:40.079
I think one person, Joe, that implemented that uh when you first built that thing, saw like a 17x return on those call, like massive sales return on that.
00:07:40.160 --> 00:07:41.839
So definitely worth the follow up if you're not.
00:07:41.920 --> 00:07:48.720
If you're an NFU below, please go join the app, get that thing, service loopelectrical.com forward slash pro dash app.
00:07:48.800 --> 00:07:49.920
It's linked below, guys.
00:07:50.079 --> 00:07:50.480
Get it.
00:07:50.639 --> 00:07:54.399
So, Joe, that was the average case, and I think a lot of people are there.
00:07:54.720 --> 00:07:56.399
Just like go and run.
00:07:56.639 --> 00:08:03.120
And it seems like if they have the leads, some of these guys will run six to ten, maybe twelve calls a day that way.
00:08:03.360 --> 00:08:05.839
Just like boop, boop, boop, boop, boop, boop, boop, boop, boop.
00:08:06.319 --> 00:08:08.000
Because in that model, they have to.
00:08:08.160 --> 00:08:15.920
Because if you're not offering options and your highest option is contingent on the biggest request the customer has, you're limited.
00:08:16.079 --> 00:08:23.279
So, like as an example, customer says, Hey, I went to Lowe's, I got the Hampton Bay fan, it's in the box, I've got one right above it.
00:08:23.360 --> 00:08:24.480
I just want you to change that.
00:08:24.639 --> 00:08:26.879
It's two screws and three wires, how much could it cost?
00:08:27.120 --> 00:08:33.600
Problem is, is you never explored the whys, you never understood any of the connections, you never looked for anything more, you never offered any additional services.
00:08:33.679 --> 00:08:36.720
So you're pretty much capped between two to four hundred dollars there.
00:08:36.879 --> 00:08:49.360
And if you think, how many two to four hundred dollar calls can I run and actually generate a profit to eventually give myself a six-figure salary so that I'm not going insane doing all these calls, you end up burning out.
00:08:49.440 --> 00:08:52.879
You need the volume because the quality of sale isn't there.
00:08:52.960 --> 00:08:56.799
It's not scalable and it's not repeatable unless someone's willing to work like a dog.
00:08:57.200 --> 00:09:02.559
So you're suggesting that doesn't have to be a two to four or six hundred dollar call on average, even.
00:09:02.879 --> 00:09:04.240
You could get much more from that.
00:09:04.720 --> 00:09:06.879
And again, this could actually be simpler.
00:09:07.120 --> 00:09:07.360
Yeah.
00:09:07.440 --> 00:09:09.600
So let me explain contractor B, right?
00:09:09.759 --> 00:09:16.799
And I like that person a little bit more because it's the same logic of I still had to take the call and I still had to go out there.
00:09:16.960 --> 00:09:28.399
But where the disconnect happens is instead of just trying to show how smart you are and trying to overwhelm them with product knowledge and you're the specialist, you're the guy, I did this, I've been in this many years.
00:09:28.559 --> 00:09:37.360
Instead of doing all of that and then just emailing a presentation or not even a presentation, just an option or a choice, one estimate to a customer, you instead you do something different.
00:09:37.600 --> 00:09:42.399
We have the concept of right price to the right person at the right time.
00:09:42.960 --> 00:09:46.559
Because the person who may be asking for the price could be the real estate agent.
00:09:46.960 --> 00:09:52.080
It could be the single spouse who doesn't even want the job, but is just getting it because their other spouse wants it.
00:09:52.559 --> 00:09:55.600
It could be something where it's just the office manager.
00:09:55.840 --> 00:09:56.720
We don't know.
00:09:56.960 --> 00:10:02.080
And additionally, because we don't know who it is, we don't know what emotional things to speak to.
00:10:02.240 --> 00:10:06.000
So the second person instead says, All right, this is what I'm gonna do for you.
00:10:06.080 --> 00:10:07.840
I've heard everything you're currently saying.
00:10:07.919 --> 00:10:12.159
And what I'd like to do is go back to the shop and create a real range of options for you.
00:10:12.240 --> 00:10:14.320
That way you can know from the best to the least.
00:10:14.480 --> 00:10:19.600
And regardless, you're in complete control, no gun to your head, you do what you want as long as you feel it's fair.
00:10:20.240 --> 00:10:29.200
And then we come back at the right time when someone's actually able to make the choice and you're doing it for the right person, and you had the time to be creative with it.
00:10:29.919 --> 00:10:33.679
Now, at that point, we'd offer a range of choices.
00:10:33.840 --> 00:10:38.960
Now, by offering a range, you're not capped at the bottom two to six hundred dollar call.
00:10:39.039 --> 00:10:41.600
Because if you think about it and say, well, why did they want the fam?
00:10:41.919 --> 00:10:45.519
Well, they just moved into the home and they didn't like the builder grade fixtures.
00:10:45.759 --> 00:10:46.000
Great.
00:10:46.080 --> 00:10:48.240
So where else are their builder grade fixtures?
00:10:48.480 --> 00:10:49.840
In every other bedroom.
00:10:50.080 --> 00:10:53.919
So if they bought one here because they didn't like how it looked, what about the others?
00:10:54.080 --> 00:10:59.679
Or this one's come with a remote and they've got kids in the house, and that remote's going to be missing and under a couch in no time.
00:10:59.840 --> 00:11:06.639
So why don't we run a new dedicated line up into the attic and give it two switch controls with variable dimmers or smart controls?
00:11:07.120 --> 00:11:10.399
There's so much you could do to stay relevant.
00:11:10.879 --> 00:11:19.279
So this person comes back, he presents those choices, and then provided he doesn't close right then and there, he schedules a follow-up.
00:11:20.000 --> 00:11:22.320
Book a call from a call, book a meeting from a meeting.
00:11:22.480 --> 00:11:31.919
He says, you know what, I understand this wasn't the right time for you for whatever reason it was, but I'm committed to seeing you serve at the highest level because we serve before, during, and after.
00:11:32.080 --> 00:11:36.000
And I want you to know the level of commitment I'm gonna give you even before I get the job.
00:11:36.080 --> 00:11:37.840
So you know what to expect when you do work with me.
00:11:37.919 --> 00:11:40.879
So this follow-up is not over the phone or over email.
00:11:41.039 --> 00:11:55.440
I've scheduled a call to come back because either they're gonna kick me out and say no right now, and I'll have a real reason I can stop wasting my time, or they'll see that I'm serious about this and they'll either give me the real objection right now for me to squash, or they'll say, you know what, I appreciate that.
00:11:55.519 --> 00:11:59.600
So I can get other ideas, and then you can come back and actually close it then.
00:11:59.919 --> 00:12:06.480
It reminds me of that old expression which I've just held to be so true, which is where we focus grows.
00:12:07.120 --> 00:12:12.639
There's no simpler rule where you put attention and energy will expand.
00:12:12.879 --> 00:12:27.440
And so it's just kind of by that law that if you spend more time with someone and you do so productively, of course, you can't go there and just talk about how the McDonald's slide was your favorite thing to do when you were a kid for three hours and think the sale is going to make itself.
00:12:27.600 --> 00:12:36.080
But obviously, if you focus on their experience and what their needs are and what you're able to provide, then we should see more outcomes.
00:12:36.320 --> 00:12:37.039
Exactly.
00:12:37.279 --> 00:12:45.840
And even more so if you take the typical demand call where let's say something's currently broken, a lot of electricians like contractor A will walk in and say, okay, the GFI tripped.
00:12:45.919 --> 00:12:47.279
Well, what could I possibly offer?
00:12:47.360 --> 00:12:53.039
I'm either going to reset the GFI or I'm gonna change the GFI, and that's all it's gonna be, and I wasted my time for a$150 call.
00:12:53.200 --> 00:12:56.240
Or you could explore and say, well, first off, why did it trip?
00:12:56.399 --> 00:13:04.720
Oh, the whole countertop on both sides is all sharing on one load side GFI, which is sharing with the fridge, which they're concerned about because they stock really heavily.
00:13:04.879 --> 00:13:11.279
So now let's localize them all on both sides, so they're all line-sided, and we'll put a smart notification device to the fridge.
00:13:11.360 --> 00:13:13.600
So if that ever turns off, it sends them a text.
00:13:13.679 --> 00:13:23.679
And if we're doing that because it's a$2,000 fridge, let's put in electronics protection so that if anything does happen, they're not replacing it because it's got a freaking camera inside the inside the fridge.
00:13:23.840 --> 00:13:24.240
Right?
00:13:24.399 --> 00:13:32.559
So thinking outside the box and serving them higher yields a higher premium and an immense higher level of customer satisfaction.
00:13:32.960 --> 00:13:39.120
So so far though, it seems like you've added a lot of things to the average electrician, that contractor's list, Mr.
00:13:39.279 --> 00:13:42.879
Fixit's list, but you haven't taken a lot off of my to-dos.
00:13:43.120 --> 00:13:45.200
You've taken a lot off of the homeowner's to-dos.
00:13:45.600 --> 00:13:50.080
So, how is this actually simpler for me as the contractor, the electrician?
00:13:50.240 --> 00:13:51.120
How is this better?
00:13:51.279 --> 00:13:54.000
How is that beneficial for me to have to do so much?
00:13:54.399 --> 00:13:58.240
Well, it really comes down to what your end goal is in business, right?
00:13:58.399 --> 00:14:00.879
We're not looking for customer, we're looking for clients.
00:14:01.039 --> 00:14:16.080
And if you want to talk about what's simpler, is it simpler to keep chasing people who are coming in and out, or is it easier to stick with one person who you know is going to not only continue being a repeat business, because based on a previous podcast, we found that the second purchase is actually a 3x value.
00:14:16.320 --> 00:14:20.080
You find that you can actually have a clientele base that's self-replicating.
00:14:20.159 --> 00:14:25.200
They're referring you to other people because you've shown how much more you care and what level you can serve.
00:14:26.159 --> 00:14:34.080
Now, as far as simplification goes, though, I can see the argument of why someone would say, Well, it's not because I have to do this, this, and this on top of it.
00:14:34.159 --> 00:14:34.320
Right.
00:14:34.559 --> 00:14:48.320
But if you think about the time invested, wouldn't it make more sense to take the time that you need and say, if I'm gonna invest this time with this customer, I'm only gonna give them a price if it's the right person at the right time.
00:14:48.399 --> 00:14:53.279
I'm gonna stop going and throwing numbers on a spray and pray and just say, you know what?
00:14:53.440 --> 00:14:57.759
I'm just gonna send a quote whether they think they're gonna buy or not, and someone's gonna say yes.
00:14:57.919 --> 00:15:01.600
I'm gonna choose my time to be more selective because I need less calls.
00:15:02.080 --> 00:15:08.559
The guy who's running 12 calls, I'm doing a third of that and saying at most a busy day is four calls a day.
00:15:09.039 --> 00:15:12.159
Because I'm gonna take that more time and be productive with them.
00:15:12.320 --> 00:15:13.519
I'm gonna be listening to them.
00:15:13.600 --> 00:15:15.360
I'm gonna find out why you even want to do this.
00:15:15.440 --> 00:15:18.639
Like, you know, hey, I hear you want to generate it, but I figured you didn't even lose power around here.
00:15:18.720 --> 00:15:20.320
Why are you so concerned about having it?
00:15:20.559 --> 00:15:23.600
Or I get that you want to update your system, but it's been 30 years old.
00:15:23.679 --> 00:15:24.559
Why do you decide today?
00:15:24.720 --> 00:15:26.799
What made you wake up and say you want to get it done now?
00:15:26.960 --> 00:15:30.879
Really digging into it stops you wasting time as a whole.
00:15:31.120 --> 00:15:32.639
So is it simpler?
00:15:32.799 --> 00:15:39.440
Well, yes, because I'm doing less work for a higher reward and having a customer thank me at the same time.
00:15:39.679 --> 00:15:43.519
So less effort, more money, and more customer satisfaction?
00:15:43.600 --> 00:15:44.960
That sounds similar to me.
00:15:45.440 --> 00:15:46.320
That's fair, man.
00:15:46.480 --> 00:15:47.519
Good way to turn that around.
00:15:47.600 --> 00:15:56.720
And as you were talking through this, I was reminded of an episode we did not too long ago with Dorian, where he turned a$24 Angie lead into a$66,000, right?
00:15:56.879 --> 00:16:07.519
This started with a fixture in the kitchen, a 66k service call, excuse me, like an Angie Lead call, turned into that full retrofit of basically a whole lighting.
00:16:07.600 --> 00:16:10.639
It was a complete renovation of their lighting and so much more.
00:16:10.720 --> 00:16:14.159
I believe there was a service upgrade in there and all this other things.
00:16:14.240 --> 00:16:26.960
But the important part that stuck out to me and is relating here is I remember Dorian saying, well, it started out with a$24 lead, led to a 28k sale, not 66,000, 28.
00:16:27.200 --> 00:16:35.279
So already, just by what Joe's talking about today, that got them to like 10, 15, 20x, what we thought that could have been, right?
00:00:00.160 --> 00:00:02.560
00:00:02.640 --> 00:00:13.039
00:00:13.279 --> 00:00:17.199
00:00:17.359 --> 00:00:21.199
00:00:21.280 --> 00:00:26.239
00:00:26.480 --> 00:00:38.240
00:00:38.399 --> 00:00:46.399
00:00:46.719 --> 00:00:49.039
00:00:49.280 --> 00:00:51.439
00:00:51.759 --> 00:00:57.039
00:01:00.159 --> 00:01:01.920
00:01:02.079 --> 00:01:02.880
00:01:03.039 --> 00:01:03.679
00:01:03.920 --> 00:01:04.400
00:01:04.640 --> 00:01:05.359
00:01:06.640 --> 00:01:07.840
00:01:08.000 --> 00:01:09.439
00:01:09.680 --> 00:01:11.280
00:01:11.760 --> 00:01:12.719
00:01:12.879 --> 00:01:13.439
00:01:13.519 --> 00:01:14.239
00:01:15.040 --> 00:01:15.840
00:01:16.079 --> 00:01:17.280
00:01:17.359 --> 00:01:19.040
00:01:19.120 --> 00:01:20.159
00:01:20.319 --> 00:01:20.640
00:01:21.439 --> 00:01:21.599
00:01:21.920 --> 00:01:22.640
00:01:22.719 --> 00:01:23.120
00:01:23.280 --> 00:01:24.079
00:01:24.480 --> 00:01:24.879
00:01:24.959 --> 00:01:26.319
00:01:26.480 --> 00:01:28.400
00:01:28.480 --> 00:01:32.079
00:01:32.159 --> 00:01:33.359
00:01:33.439 --> 00:01:35.280
00:01:35.519 --> 00:01:37.359
00:01:37.439 --> 00:01:39.599
00:01:39.840 --> 00:01:40.640
00:01:40.719 --> 00:01:41.920
00:01:42.000 --> 00:01:44.079
00:01:44.159 --> 00:01:45.439
00:01:45.519 --> 00:01:46.799
00:01:46.879 --> 00:01:49.359
00:01:49.519 --> 00:02:01.920
00:02:02.000 --> 00:02:09.039
00:02:09.120 --> 00:02:19.759
00:02:19.919 --> 00:02:22.240
00:02:22.400 --> 00:02:30.080
00:02:30.240 --> 00:02:30.719
00:02:30.800 --> 00:02:38.960
00:02:39.120 --> 00:02:40.319
00:02:40.400 --> 00:02:42.159
00:02:42.319 --> 00:02:43.840
00:02:44.000 --> 00:02:45.439
00:02:45.599 --> 00:02:46.800
00:02:46.879 --> 00:02:48.000
00:02:48.319 --> 00:02:54.479
00:02:54.639 --> 00:03:05.439
00:03:05.599 --> 00:03:12.639
00:03:12.879 --> 00:03:18.719
00:03:18.960 --> 00:03:31.840
00:03:32.000 --> 00:03:39.759
00:03:40.159 --> 00:03:45.520
00:03:45.680 --> 00:03:49.199
00:03:49.280 --> 00:03:56.400
00:03:57.120 --> 00:03:57.439
00:03:57.840 --> 00:03:59.680
00:03:59.840 --> 00:04:01.280
00:04:01.360 --> 00:04:05.599
00:04:05.759 --> 00:04:10.159
00:04:10.319 --> 00:04:14.639
00:04:14.800 --> 00:04:24.000
00:04:24.639 --> 00:04:27.600
00:04:27.680 --> 00:04:29.759
00:04:30.000 --> 00:04:35.120
00:04:35.279 --> 00:04:40.000
00:04:40.079 --> 00:04:42.560
00:04:42.720 --> 00:04:47.759
00:04:47.839 --> 00:04:50.480
00:04:50.639 --> 00:04:56.319
00:04:56.480 --> 00:04:58.720
00:04:58.879 --> 00:04:59.360
00:04:59.519 --> 00:05:02.560
00:05:02.720 --> 00:05:04.399
00:05:04.560 --> 00:05:06.879
00:05:07.040 --> 00:05:08.160
00:05:08.720 --> 00:05:09.199
00:05:09.279 --> 00:05:12.480
00:05:12.639 --> 00:05:15.040
00:05:15.199 --> 00:05:20.800
00:05:21.120 --> 00:05:22.720
00:05:22.879 --> 00:05:23.839
00:05:23.920 --> 00:05:27.519
00:05:27.680 --> 00:05:43.199
00:05:43.279 --> 00:05:44.160
00:05:44.399 --> 00:05:56.639
00:05:56.800 --> 00:05:58.959
00:05:59.040 --> 00:06:00.399
00:06:00.480 --> 00:06:01.519
00:06:01.600 --> 00:06:02.480
00:06:02.639 --> 00:06:05.360
00:06:05.519 --> 00:06:06.079
00:06:06.160 --> 00:06:07.759
00:06:08.000 --> 00:06:09.279
00:06:09.519 --> 00:06:15.120
00:06:15.199 --> 00:06:17.120
00:06:17.279 --> 00:06:22.480
00:06:22.639 --> 00:06:23.759
00:06:23.839 --> 00:06:27.120
00:06:27.199 --> 00:06:29.120
00:06:29.279 --> 00:06:31.279
00:06:31.439 --> 00:06:33.040
00:06:33.199 --> 00:06:35.279
00:06:35.439 --> 00:06:40.720
00:06:40.879 --> 00:06:52.079
00:06:52.319 --> 00:06:55.439
00:06:55.519 --> 00:07:12.000
00:07:12.240 --> 00:07:13.199
00:07:13.360 --> 00:07:13.839
00:07:14.480 --> 00:07:15.680
00:07:15.759 --> 00:07:17.040
00:07:17.279 --> 00:07:19.040
00:07:19.199 --> 00:07:21.120
00:07:21.199 --> 00:07:29.199
00:07:29.360 --> 00:07:30.560
00:07:30.720 --> 00:07:40.079
00:07:40.160 --> 00:07:41.839
00:07:41.920 --> 00:07:48.720
00:07:48.800 --> 00:07:49.920
00:07:50.079 --> 00:07:50.480
00:07:50.639 --> 00:07:54.399
00:07:54.720 --> 00:07:56.399
00:07:56.639 --> 00:08:03.120
00:08:03.360 --> 00:08:05.839
00:08:06.319 --> 00:08:08.000
00:08:08.160 --> 00:08:15.920
00:08:16.079 --> 00:08:23.279
00:08:23.360 --> 00:08:24.480
00:08:24.639 --> 00:08:26.879
00:08:27.120 --> 00:08:33.600
00:08:33.679 --> 00:08:36.720
00:08:36.879 --> 00:08:49.360
00:08:49.440 --> 00:08:52.879
00:08:52.960 --> 00:08:56.799
00:08:57.200 --> 00:09:02.559
00:09:02.879 --> 00:09:04.240
00:09:04.720 --> 00:09:06.879
00:09:07.120 --> 00:09:07.360
00:09:07.440 --> 00:09:09.600
00:09:09.759 --> 00:09:16.799
00:09:16.960 --> 00:09:28.399
00:09:28.559 --> 00:09:37.360
00:09:37.600 --> 00:09:42.399
00:09:42.960 --> 00:09:46.559
00:09:46.960 --> 00:09:52.080
00:09:52.559 --> 00:09:55.600
00:09:55.840 --> 00:09:56.720
00:09:56.960 --> 00:10:02.080
00:10:02.240 --> 00:10:06.000
00:10:06.080 --> 00:10:07.840
00:10:07.919 --> 00:10:12.159
00:10:12.240 --> 00:10:14.320
00:10:14.480 --> 00:10:19.600
00:10:20.240 --> 00:10:29.200
00:10:29.919 --> 00:10:33.679
00:10:33.840 --> 00:10:38.960
00:10:39.039 --> 00:10:41.600
00:10:41.919 --> 00:10:45.519
00:10:45.759 --> 00:10:46.000
00:10:46.080 --> 00:10:48.240
00:10:48.480 --> 00:10:49.840
00:10:50.080 --> 00:10:53.919
00:10:54.080 --> 00:10:59.679
00:10:59.840 --> 00:11:06.639
00:11:07.120 --> 00:11:10.399
00:11:10.879 --> 00:11:19.279
00:11:20.000 --> 00:11:22.320
00:11:22.480 --> 00:11:31.919
00:11:32.080 --> 00:11:36.000
00:11:36.080 --> 00:11:37.840
00:11:37.919 --> 00:11:40.879
00:11:41.039 --> 00:11:55.440
00:11:55.519 --> 00:11:59.600
00:11:59.919 --> 00:12:06.480
00:12:07.120 --> 00:12:12.639
00:12:12.879 --> 00:12:27.440
00:12:27.600 --> 00:12:36.080
00:12:36.320 --> 00:12:37.039
00:12:37.279 --> 00:12:45.840
00:12:45.919 --> 00:12:47.279
00:12:47.360 --> 00:12:53.039
00:12:53.200 --> 00:12:56.240
00:12:56.399 --> 00:13:04.720
00:13:04.879 --> 00:13:11.279
00:13:11.360 --> 00:13:13.600
00:13:13.679 --> 00:13:23.679
00:13:23.840 --> 00:13:24.240
00:13:24.399 --> 00:13:32.559
00:13:32.960 --> 00:13:39.120
00:13:39.279 --> 00:13:42.879
00:13:43.120 --> 00:13:45.200
00:13:45.600 --> 00:13:50.080
00:13:50.240 --> 00:13:51.120
00:13:51.279 --> 00:13:54.000
00:13:54.399 --> 00:13:58.240
00:13:58.399 --> 00:14:00.879
00:14:01.039 --> 00:14:16.080
00:14:16.320 --> 00:14:20.080
00:14:20.159 --> 00:14:25.200
00:14:26.159 --> 00:14:34.080
00:14:34.159 --> 00:14:34.320
00:14:34.559 --> 00:14:48.320
00:14:48.399 --> 00:14:53.279
00:14:53.440 --> 00:14:57.759
00:14:57.919 --> 00:15:01.600
00:15:02.080 --> 00:15:08.559
00:15:09.039 --> 00:15:12.159
00:15:12.320 --> 00:15:13.519
00:15:13.600 --> 00:15:15.360
00:15:15.440 --> 00:15:18.639
00:15:18.720 --> 00:15:20.320
00:15:20.559 --> 00:15:23.600
00:15:23.679 --> 00:15:24.559
00:15:24.720 --> 00:15:26.799
00:15:26.960 --> 00:15:30.879
00:15:31.120 --> 00:15:32.639
00:15:32.799 --> 00:15:39.440
00:15:39.679 --> 00:15:43.519
00:15:43.600 --> 00:15:44.960
00:15:45.440 --> 00:15:46.320
00:15:46.480 --> 00:15:47.519
00:15:47.600 --> 00:15:56.720
00:15:56.879 --> 00:16:07.519
00:16:07.600 --> 00:16:10.639
00:16:10.720 --> 00:16:14.159
00:16:14.240 --> 00:16:26.960
00:16:27.200 --> 00:16:35.279