April 8, 2026

S3 EP25 He Stopped ‘Quick Fix’ Jobs… And Everything Changed | Kevin Sperry

S3 EP25 He Stopped ‘Quick Fix’ Jobs… And Everything Changed | Kevin Sperry

He stopped taking “quick fix” electrical jobs… and everything changed. In this episode, Kevin Sperry shares how he went from $60K months with 8 guys… to $100K months with fewer employees, without relying on more leads. The real shift? He stopped chasing small service calls and started structuring higher-value electrical work using better pricing, options, and service strategy. ⚡ What You’ll Learn: - Why small electrical jobs ($200–$300) are keeping electricians stuck - How to increase your ...

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Season 3

He stopped taking “quick fix” electrical jobs… and everything changed.
In this episode, Kevin Sperry shares how he went from $60K months with 8 guys… to $100K months with fewer employees, without relying on more leads.

The real shift?
He stopped chasing small service calls and started structuring higher-value electrical work using better pricing, options, and service strategy.

⚡ What You’ll Learn:
- Why small electrical jobs ($200–$300) are keeping electricians stuck
- How to increase your average ticket (Kevin went from ~$800 → $2,700)
- The difference between being busy vs being profitable
- Why most electricians struggle with pricing (and it’s not what you think)
- How offering options changes your close rate instantly
- The real reason service work feels stressful (and how to fix it)

🚨 If You’re an Electrician Who Is:
- Booked out but not making enough money
- Still quoting one option and hoping they say yes
- Running too many small service calls
- Trying to scale but feeling stuck
This episode will show you what needs to change.

⚡️Want to Learn the System Kevin Used?
Check out how electricians are increasing tickets, closing more jobs, and scaling their business with better service structure: https://www.electricserviceapp.com/

⚡️ We’re doing something we’ve never done before…
Service Loop Electrical is hosting our first-ever in-person event and we’re keeping it small on purpose. 26 seats total. That’s it.
The Whistler Service Summit 2026 brings together top electric service business owners for 2 days of real training, live roleplay, and hands-on coaching at Nita Lake Lodge in Whistler, BC.

You’ll be in the room with Clay Neumeyer, Joseph Lucanie, and Forrest Schwartz dialing in your sales, marketing, and operations in real time.
No fluff. Just the systems that help you earn more and take back control of your schedule.
👉 Secure your spot: https://go.serviceloopelectrical.com/summit

🎓 Podcast Scholarship Draw
Turn your support into real rewards.
Subscribe, leave a review, or follow us. each action = 1 entry.
⚡️ Monthly: Open Circuit Lifetime Membership ($1,500 value)
⚡️ Twice per year: Service Loop Electrical Packages ($5,000 value)
Submit your entry here! 👉 https://go.serviceloopelectrical.com/mde-draw

⚡️If you want portable generators to become a real revenue stream, reach out today!
📧 Email: jesse@duromaxpower.com
🌐 Website: www.duromaxpower.com
📞 Call: 909-490-5789

#ElectricianBusiness #ElectricalContractor #ServiceBusiness #SmallBusinessGrowth #ElectricianLife #ScaleYourBusiness #ServiceCalls

00:00 - Average Ticket And Delegation

01:21 - Whistler Service Summit Invitation

02:08 - Kevin’s Growth Story And Context

04:24 - Going Solo And First Hire

08:40 - Projects Versus Service Margins

10:45 - Customer Stress And Bad Coincidences

14:25 - Options-Based Pricing That Raises Tickets

19:10 - Admin Hire And Time Recovery

24:20 - Ads And Getting Buried On LSA

28:48 - Referrals And Organic Facebook Leads

30:00 - Podcast Scholarship Draw

31:16 - Speed To Lead And After-Hours Coverage

38:12 - Revenue Goals And Estimating Bottleneck

42:32 - Five-Year Vision And Final Advice

WEBVTT

00:00:00.000 --> 00:00:01.199
What's your current average ticket?

00:00:01.360 --> 00:00:02.240
2700.

00:00:02.399 --> 00:00:03.359
Way to go, man.

00:00:03.759 --> 00:00:04.400
Congratulations.

00:00:04.959 --> 00:00:05.440
Service.

00:00:06.080 --> 00:00:07.360
Worldly tracking service.

00:00:07.519 --> 00:00:11.359
That's a significant increase from the 250 you kinda referenced earlier.

00:00:11.519 --> 00:00:12.080
10x.

00:00:12.320 --> 00:00:15.759
Yeah, probably something like average like 800 bucks.

00:00:15.839 --> 00:00:18.480
Because there were so many 250 bucks, 300.

00:00:19.039 --> 00:00:19.199
Yeah.

00:00:19.359 --> 00:00:21.199
Okay, so 33 or 4x.

00:00:21.440 --> 00:00:22.640
Still, massive.

00:00:22.800 --> 00:00:24.000
Really good stuff, man.

00:00:24.079 --> 00:00:25.280
Congratulations on that.

00:00:25.519 --> 00:00:29.199
You want to bring someone else in to alleviate this strain off your shoulders?

00:00:29.359 --> 00:00:30.960
Is that next for you anyway?

00:00:31.440 --> 00:00:33.039
So that you can step back a bit?

00:00:33.439 --> 00:00:37.280
I wanna be able to train in what I'm doing and hand that off.

00:00:37.439 --> 00:00:39.679
And then figure out what I need to do next.

00:00:39.759 --> 00:00:41.679
And then train that next and hand that off.

00:00:41.840 --> 00:00:48.240
I want to delegate as much as I can so that I can keep building the relationships that are gonna push us to the next level.

00:00:48.479 --> 00:01:00.240
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.

00:01:00.479 --> 00:01:08.319
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 man.

00:01:08.719 --> 00:01:11.040
Now it's time for sales.

00:01:11.280 --> 00:01:13.280
It's time for scale.

00:01:13.760 --> 00:01:18.959
It's time to become a million-dollar electrician.

00:01:21.439 --> 00:01:27.519
Hey, real quick, if you're an electrical service business owner and you're tired of figuring out alone, then listen up.

00:01:27.760 --> 00:01:34.079
ServiceStoop Electrical is hosting our first ever live event, the Whistler Service Summit 2026.

00:01:34.239 --> 00:01:37.519
It's May 29th through June 1st in Whistler, BC.

00:01:37.760 --> 00:01:39.359
Just 26 seats.

00:01:39.599 --> 00:01:47.599
You'll have access to me, Joseph Forrest, real roleplay, working through your leads, working through your business, working with you on your strategy.

00:01:47.760 --> 00:01:51.920
There's only 26 seats available, and we want you to attend.

00:01:52.159 --> 00:01:59.519
Whether you're new to our ecosystem, familiar with our process, or a longstanding client or fan, we want you there.

00:01:59.680 --> 00:02:07.359
So click the link below or go to go.serviceloopelectrical.com forward slash summit.

00:02:07.599 --> 00:02:08.400
See you at the summit.

00:02:08.560 --> 00:02:12.719
Hello, hello, hello, and welcome back to another great episode of the Million Dollar Electrician.

00:02:12.879 --> 00:02:14.800
This one's a little bit different today.

00:02:15.039 --> 00:02:17.199
As you can see, I don't have Joseph with me.

00:02:17.280 --> 00:02:23.840
If you can see us, if you're watching on YouTube, if you're just listening, I'm I'm telling you right now, we don't have Joseph, but we do have a guest.

00:02:23.919 --> 00:02:25.520
We've got Kevin Sperry.

00:02:25.680 --> 00:02:28.159
And Kevin's been patient in getting to this interview.

00:02:28.319 --> 00:02:30.639
Kevin's super pumped to go into this with you.

00:02:30.800 --> 00:02:33.280
Uh Kevin is an SLE Pro member.

00:02:33.439 --> 00:02:43.680
He is someone that uh came into the group, into the community, saw some great immediate wins, and has a really cool story over the last few years of his business that we wanted to share with you.

00:02:43.840 --> 00:02:49.039
So, Kevin, welcome to the show and uh super excited to dive into some of the growth, man.

00:02:49.199 --> 00:02:54.560
Sounds like you were doing uh 50, 60k months, and now you're kind of averaging to 100K.

00:02:54.639 --> 00:02:57.280
You got some big projects going on, you got some great service.

00:02:57.439 --> 00:02:58.879
So love to hear, man.

00:02:58.960 --> 00:03:00.639
Uh, how are things going for you?

00:03:01.039 --> 00:03:02.319
We're going well right now.

00:03:02.560 --> 00:03:08.159
Um we're about as busy as we've ever been with this size crew.

00:03:08.479 --> 00:03:13.360
Um, we've got some some project work, some new construction going on.

00:03:13.599 --> 00:03:21.120
Um, but definitely this service work is uh it's much more profitable than it's ever been and uh and busier than it's been.

00:03:21.520 --> 00:03:21.840
Interesting.

00:03:22.000 --> 00:03:30.319
And something you said just before the show, I think you said you're busier, you're doing more, but it sounded like with less, like you have less guys now than you had last year, is that right?

00:03:30.639 --> 00:03:31.120
Yeah, yeah.

00:03:31.280 --> 00:03:43.520
So last year we were doing a lot of commercial work, and um we had uh about eight guys running for I'm gonna say six to eight months um of last year.

00:03:43.840 --> 00:03:47.840
So if you average it all out, we were doing about sixty thousand a month.

00:03:48.000 --> 00:04:11.039
You know, some of those months were heavier because of those commercial projects, but um yeah, we at the at the height we had we had eight guys, and um I've done almost no commercial work this year, and we are on track from you know the average of 60,000 a month last year to we're averaging about a hundred thousand a month this year so far, and it's only March.

00:04:11.199 --> 00:04:15.840
I'm thinking, you know, as the spring and summer come, it's gonna be even even more.

00:04:16.480 --> 00:04:17.680
Yeah, that's awesome, man.

00:04:17.759 --> 00:04:18.480
And great start.

00:04:18.560 --> 00:04:20.000
Thank you for opening us up there.

00:04:20.160 --> 00:04:24.079
Uh, what I'd love to do today is understand kind of what got you there.

00:04:24.160 --> 00:04:25.680
We're gonna break some pieces apart.

00:04:25.839 --> 00:04:27.279
How long have you been licensed, brother?

00:04:27.519 --> 00:04:33.439
So I saw uh Facebook memory pop up today, about uh passing my exam four years ago.

00:04:33.680 --> 00:04:34.079
Whew.

00:04:34.240 --> 00:04:34.560
Nice.

00:04:34.720 --> 00:04:36.480
Did you go into business right away?

00:04:36.800 --> 00:04:44.480
Uh it took about six months before I decided to uh to get the the business permit um and and the insurances and everything like that.

00:04:44.560 --> 00:04:46.399
And even then it was still a side business.

00:04:46.560 --> 00:04:53.600
Um I kept my full-time job for somewhere between six months to a year after I started the business, which was six months after the licensing exam.

00:04:53.680 --> 00:05:02.000
So it was about a year, a year, year and a half after I got the license before I decided that I was doing this full-time for myself.

00:05:02.319 --> 00:05:03.600
Must have been a tough transition.

00:05:03.759 --> 00:05:09.759
Did you do you remember having nerves around going from having the security of a job to going on your own, brother?

00:05:10.160 --> 00:05:13.439
No, it wasn't too bad because I was working at that point.

00:05:13.600 --> 00:05:18.560
I was a foreman for the company I was at, and then I was working like at night and on weekends for myself.

00:05:18.720 --> 00:05:20.399
It was working two full-time jobs.

00:05:20.560 --> 00:05:29.360
And then I I slowly transitioned to like I was working four days a week at the job, and then I was working the weekends and the nights for myself still.

00:05:29.439 --> 00:05:32.959
And then there was a point that I knew it was just not gonna be not gonna be feasible anymore.

00:05:33.120 --> 00:05:36.079
I didn't have the energy or the time to do that anymore.

00:05:36.240 --> 00:05:40.319
Um, and so I left that job and almost immediately hired a helper.

00:05:40.480 --> 00:05:42.879
I want to say it was three months before I hired my first guy.

00:05:43.120 --> 00:05:43.439
Wow.

00:05:43.600 --> 00:05:45.600
Okay, so you got traction pretty quick though.

00:05:45.920 --> 00:05:47.920
A few months to hire someone, that's not bad.

00:05:48.160 --> 00:05:50.480
Who's that first hire for you at that point?

00:05:50.639 --> 00:05:52.399
Was it someone to help you get some work done?

00:05:52.639 --> 00:05:53.120
Yeah, yeah.

00:05:53.199 --> 00:06:08.959
It was an apprentice that um a friend of mine, and we'd been friends for 10 years or more, and he had actually been my apprentice at the company that I was working at, and had left there to go somewhere else, and then left that place to come back to work for me.

00:06:09.199 --> 00:06:09.680
Awesome.

00:06:09.839 --> 00:06:10.720
Awesome, really cool.

00:06:10.959 --> 00:06:13.600
What was the bulk of your work back then when you were first starting?

00:06:13.920 --> 00:06:27.040
You know, a lot of friends and family and um some house flippers and you know, minor contractor stuff, you know, a lot of restaurants and bars that I had been going to that needed service and things like that.

00:06:27.439 --> 00:06:30.399
Yeah, like who who you knew became first.

00:06:30.720 --> 00:06:32.480
Yeah, me too when I started out.

00:06:32.639 --> 00:06:34.560
That tends to happen to a lot of us.

00:06:34.639 --> 00:06:38.480
Uh something I remember being super embarrassed about back then was my rate.

00:06:38.560 --> 00:06:41.839
Do you remember where you were kind of charging at and what that was like at that point?

00:06:42.240 --> 00:06:46.319
I never had um gone into it with a set like hourly rate.

00:06:46.399 --> 00:06:48.480
I I never did time and material.

00:06:48.720 --> 00:06:50.319
Nice from the from the beginning.

00:06:50.560 --> 00:07:04.959
And a lot of the rate on like the the project work and the new construction stuff is all um, you know, unit pricing that I take, you know, I knew what the what the old boss was charging because I was writing the change orders and writing a lot of these invoices.

00:07:05.120 --> 00:07:11.600
And my father's an electrician too, and he's been in business twenty five almost twenty-five years.

00:07:12.160 --> 00:07:17.600
And so between knowing both of their rates, I kind of was like, all right, this is about where I gotta be.

00:07:17.680 --> 00:07:19.519
And that's how that's how that started.

00:07:19.759 --> 00:07:20.240
Yeah.

00:07:20.560 --> 00:07:21.680
Okay, fair enough.

00:07:21.920 --> 00:07:22.800
Still followed.

00:07:22.879 --> 00:07:24.560
We talk about this in our pricing document.

00:07:24.879 --> 00:07:41.600
But ultimately, one of the first things that most electricians end up doing is either using their old boss's rate or rate they knew from before, or calling around to figure out what's going on in that marketplace, and then trying to use just a little bit less and provide just a little bit more.

00:07:41.839 --> 00:07:46.000
Sounds like you had clarity rate from the get-go, no problems with pricing.

00:07:46.160 --> 00:07:48.319
Did you do some estimating for your dad before?

00:07:48.560 --> 00:07:50.959
No, I hadn't worked for my father since high school.

00:07:51.759 --> 00:07:57.120
Um and I I don't I didn't do any estimating at the company that I was working at.

00:07:57.600 --> 00:08:01.519
But I I I knew the the idea behind it.

00:08:01.759 --> 00:08:06.399
You know, you you guys had a plans, you count up how many of this, how many of that, and you put a price to it.

00:08:06.560 --> 00:08:06.720
Yep.

00:08:06.959 --> 00:08:09.120
And that's still how I do it on the projects.

00:08:09.439 --> 00:08:09.759
Yeah.

00:08:09.920 --> 00:08:11.120
Yeah, yeah, for sure.

00:08:11.360 --> 00:08:12.879
Break it down, price it out.

00:08:13.040 --> 00:08:21.680
Do you remember in your first year any like big significant energy shifts, milestones that you hit, something you were extremely proud of in that first year?

00:08:22.000 --> 00:08:24.319
It's it all kind of blends together at this point.

00:08:25.040 --> 00:08:30.079
I don't know if if something yesterday was last year or if it was yesterday.

00:08:30.399 --> 00:08:39.679
Um, you know, we did uh we we did a lot of work for uh a guy that was like tearing down houses and building monster houses until we didn't anymore.

00:08:40.080 --> 00:08:43.120
That that relationship ended, but that's for the best.

00:08:43.360 --> 00:08:48.720
Um that's what really probably got me got me going with hiring, though.

00:08:48.879 --> 00:08:51.600
Because at that point I had I still had the service work going on.

00:08:51.759 --> 00:09:01.919
So I had um the one guy dedicated to the project work with a helper, and then I hired another guy to handle the service work that I was previously doing, and now I was kind of overseeing things and doing the smaller service calls at that point.

00:09:02.240 --> 00:09:02.720
Thanks.

00:09:02.879 --> 00:09:03.440
Really cool.

00:09:03.679 --> 00:09:16.000
So you mentioned it was kind of like uh blessing in disguise, losing one relationship, not to throw sand or anything, but just to help, you know, us understand and others understand who are listening, because many guys kind of get stuck in that boat, right?

00:09:16.080 --> 00:09:20.480
You get stuck working for someone and you can feel the tension and the separation.

00:09:20.639 --> 00:09:22.159
This isn't working anymore.

00:09:22.240 --> 00:09:23.120
There's different reasons.

00:09:23.279 --> 00:09:29.200
Do you remember kind of some of the reasons why um that wasn't for the best for you guys to stay together?

00:09:29.840 --> 00:09:34.720
Yeah, it just is uh it was just an angry, spiteful man.

00:09:35.279 --> 00:09:35.600
Okay.

00:09:36.000 --> 00:09:37.279
Relationship problem.

00:09:37.519 --> 00:09:37.919
Yeah.

00:09:38.159 --> 00:09:39.200
Yeah, fair enough.

00:09:39.360 --> 00:09:41.600
And you said you still do projects today, right?

00:09:41.919 --> 00:09:42.320
Yeah.

00:09:42.799 --> 00:09:47.200
What do you see as the biggest difference then between your project work and your service work?

00:09:47.840 --> 00:09:51.360
Um, it's it's management and margins.

00:09:51.919 --> 00:09:52.240
Okay.

00:09:52.799 --> 00:09:53.360
Well put.

00:09:53.919 --> 00:10:00.639
They're they're much easier to manage, but the margins are lower, and that's why.

00:10:01.360 --> 00:10:14.240
You know, I probably look on a project for a week or two weeks or three weeks, and I may have to show up and and look over it two, three times because that's that's that's it, it's a blank slate.

00:10:14.399 --> 00:10:17.120
You go, you wire it new, and it's it's pretty straightforward.

00:10:17.200 --> 00:10:18.240
You got a set of plans.

00:10:18.799 --> 00:10:20.399
Um I don't have to worry about it.

00:10:20.480 --> 00:10:26.960
I don't have to worry about the homeowner um you know, looking over your shoulder and and nitpicking every little thing.

00:10:27.679 --> 00:10:30.159
Um you just send a crew there, get it done.

00:10:30.639 --> 00:10:36.639
And the margins are tight, or they can be tight, but um it's it's a lot less stressful.

00:10:37.200 --> 00:10:40.559
The service work is uh is worth it, but it's stressful.

00:10:41.360 --> 00:10:41.600
Okay.

00:10:42.559 --> 00:10:44.799
What stresses you the most about service work?

00:10:45.919 --> 00:10:46.799
Customers.

00:10:47.600 --> 00:10:56.720
Um customers seem to expect everything and only want to pay for part of it.

00:10:57.440 --> 00:11:00.799
Or there's you know, there's always some kind of coincidence.

00:11:00.879 --> 00:11:09.039
Like I had um recently gone over something with a customer, and he said that um, oh well, since you guys have been here, this light fixture hasn't worked.

00:11:09.279 --> 00:11:11.600
And it was nowhere near where we were working.

00:11:12.159 --> 00:11:20.320
And it was an outside light, and I opened it up and it was so corroded and packed full of dirt and and debris and grime.

00:11:20.480 --> 00:11:28.080
I showed him and I said, Hey, look, I'm not trying to accuse you, but I think you just noticed this not working because we were here.

00:11:28.559 --> 00:11:30.080
This hasn't worked in years.

00:11:30.399 --> 00:11:33.200
And he looked at it and he was like, Oh, I think you're right.

00:11:33.519 --> 00:11:34.480
But that's rare.

00:11:34.720 --> 00:11:37.279
It's rare that people will say, I think you're right.

00:11:38.080 --> 00:11:38.960
Interesting.

00:11:39.600 --> 00:11:47.279
Yeah, and that's her we we tend to leverage our options uh really well to try to capture everything we could possibly do.

00:11:47.519 --> 00:11:52.480
I know it must be tough to try to catch an exterior light when you're there during the day.

00:11:52.720 --> 00:11:54.960
And if they don't say anything, how could you know?

00:11:55.200 --> 00:11:58.080
And so, yeah, sometimes that stuff could come back for sure.

00:11:58.320 --> 00:11:58.799
For sure.

00:11:58.960 --> 00:12:03.200
Does that end up being something that you got extra work from then on that particular example?

00:12:03.679 --> 00:12:04.320
We will.

00:12:04.879 --> 00:12:10.720
But, you know, that's uh good it's a combination of luck and good customer service.

00:12:11.840 --> 00:12:15.840
Because there's a lot of times that you just can't convince these people that it wasn't you.

00:12:16.320 --> 00:12:23.200
You know, we did a service upgrade and um and we turned the we turned the power back on and the water heater started leaking.

00:12:23.519 --> 00:12:26.879
Like that's got nothing to do with us, but we were there.

00:12:27.440 --> 00:12:39.440
So it's like it's like once a week you gotta deal with somebody saying something about well, this doesn't work, or that doesn't work, or this went wrong, and I'm like, that's a bad coincidence.

00:12:40.080 --> 00:12:41.039
Coincidence, yeah.

00:12:41.200 --> 00:12:41.840
Makes sense.

00:12:42.399 --> 00:12:46.960
And so for you mentioned kind of like uh management and margins.

00:12:47.039 --> 00:12:48.639
The margins are worth it.

00:12:49.039 --> 00:12:52.799
How have you seen your margins change since getting more involved with service work?

00:12:53.360 --> 00:12:54.080
It's hard to say.

00:12:54.159 --> 00:12:57.679
We're doing some of the job costing for the last couple months right now.

00:12:58.480 --> 00:13:00.879
Um, so we'll figure that out.

00:13:01.120 --> 00:13:04.960
I mean, I can see it that it's that it's better.

00:13:05.200 --> 00:13:07.519
Um, but I can't prove it.

00:13:07.600 --> 00:13:13.519
I don't have the documentation right now to uh to go over actual physical numbers.

00:13:13.919 --> 00:13:14.960
Yeah, that's fair.

00:13:15.120 --> 00:13:15.919
That's fair, man.

00:13:16.159 --> 00:13:17.840
You get the numbers, you'll get caught up.

00:13:18.240 --> 00:13:20.799
And on the project side, what were your margins there?

00:13:22.080 --> 00:13:24.480
Again, I it's all kind of lumped in together.

00:13:24.559 --> 00:13:27.279
So I can see the margins on last year.

00:13:27.600 --> 00:13:27.919
Okay.

00:13:28.720 --> 00:13:33.919
And but that's service and projects all in like, you know, right.

00:13:34.480 --> 00:13:40.080
But they were somewhere twenty twenty-four to twenty-six percent, some something in that range.

00:13:40.320 --> 00:13:40.799
Oh wow.

00:13:41.039 --> 00:13:43.120
Well, that's healthy on projects, especially.

00:13:43.679 --> 00:13:46.159
Well, that's gonna be like I said, a combination of everything, yeah.

00:13:46.399 --> 00:13:47.600
Yeah, yeah, that's awesome.

00:13:47.759 --> 00:13:54.879
And if you had to guess, what percentage of your work like from the hip was service versus projects last year?

00:13:55.519 --> 00:14:01.919
I'm gonna say it was fifty percent commercial uh construction work, project work.

00:14:02.320 --> 00:14:09.039
Uh and then it was probably half and half on residential service or projects.

00:14:09.440 --> 00:14:10.080
Okay, cool.

00:14:10.799 --> 00:14:12.879
So maybe it was 2575.

00:14:13.679 --> 00:14:14.080
Yeah.

00:14:14.559 --> 00:14:24.879
What do you think were the biggest changes that have happened then from the former 60K to now this uh you know almost 100% bigger 100K average?

00:14:25.279 --> 00:14:26.559
What's changed in this time?

00:14:27.279 --> 00:14:37.759
The change is that we're not sending a service guy out to do a 200 or$250 repair that's taking him an hour and doing four of those a day.

00:14:38.000 --> 00:14:46.960
We are scheduling full-day jobs based on some of these service calls that would have been like a okay, the outlet was backstabbed, now it's wrapped up and put back together.

00:14:47.120 --> 00:14:47.840
See you later.

00:14:48.639 --> 00:14:49.360
Interesting.

00:14:49.759 --> 00:14:52.559
Is that just a a better buyer, or what's going on there?

00:14:52.720 --> 00:14:55.519
What's what's changed for you that's creating that difference?

00:14:56.480 --> 00:14:59.679
It's uh creating options on on everything.

00:15:00.399 --> 00:15:05.519
Instead of just saying, Yeah, I can fix this, it's gonna be 250, and I'll see you next time the next one breaks.

00:15:05.919 --> 00:15:10.639
It's like here, I can fix it for this, and I still give them that option.

00:15:10.960 --> 00:15:18.240
Or I can go through and replace every device in your house and wire them correctly, because then you won't have to hear from me for 20 years.

00:15:18.720 --> 00:15:20.720
Yeah, I like that, that peace of mind.

00:15:21.279 --> 00:15:24.559
Did you guys adopt our lifetime craftsmanship guarantee as well?

00:15:25.039 --> 00:15:25.600
Yes.

00:15:25.840 --> 00:15:26.320
Yeah.

00:15:26.639 --> 00:15:32.720
Has that been a piece of those options and been able to help you move forward with that a bit more, or do you notice a difference with it?

00:15:33.120 --> 00:15:38.080
So I don't actually advertise that as I probably should.

00:15:38.240 --> 00:15:44.480
It's on the website and it's on the bottom of every one of my proposals, but I don't physically say it.

00:15:45.200 --> 00:15:46.240
Hasn't been a big talking point.

00:15:46.559 --> 00:15:48.000
I think it's because I need to.

00:15:48.080 --> 00:15:54.720
I I I guess I just am thinking like, well, if if we screw something up, of course we'll come back and fix it.

00:15:54.960 --> 00:15:57.039
That was never a never a thought.

00:15:57.200 --> 00:16:00.480
Now it's just written out there so that these people can see it.

00:16:00.720 --> 00:16:05.519
And um, you know, if you look at the notes at the bottom of my estimates, that's that's where it is, that's where it lives.

00:16:05.759 --> 00:16:06.240
Yeah.

00:16:06.639 --> 00:16:09.919
I remember when we first talked, I think you won a win of the week.

00:16:10.000 --> 00:16:16.000
And so you and I had a one 1v1 strategy call, actually, and we were talking through some stuff.

00:16:16.080 --> 00:16:30.000
And I remember you were in your truck, and I remember the feeling of overwhelm, which so many guys have, especially when you've already got a way you've been doing things, and now you've come into our ecosystem and you're feeling the pressure and you're seeing the wins and you're wanting to do this thing.

00:16:30.240 --> 00:16:32.799
But change is hard, and you got a lot going on.

00:16:33.039 --> 00:16:36.960
How did you work through that and commit to actually doing the thing?

00:16:37.360 --> 00:16:43.519
Like, what's your secret sauce to actually do it so that you could see that big difference that you just described?

00:16:44.080 --> 00:16:51.039
So I actually stopped doing it for a little while and then realized that we weren't landing anything.

00:16:51.279 --> 00:16:59.919
And we went back through and were like, okay, why did we, you know, I had five estimates outstanding and what changed?

00:17:00.080 --> 00:17:03.679
Why didn't I why didn't I close my usual like 70%?

00:17:04.880 --> 00:17:13.759
And uh, you know, I looked back at those five estimates, and that was all like I got tired, and I gave them one price, and I said, here, this is how much it is, see you later.

00:17:14.079 --> 00:17:18.640
And so what that gave us enough clarity to say you can't do that anymore.

00:17:19.440 --> 00:17:26.240
And uh you gotta you gotta give options because I was trying to avoid these two call closes.

00:17:26.400 --> 00:17:36.880
Like, I know my schedule's packed, I've got five estimates today, and I've got five estimates tomorrow, and I don't want to go all the way back out there to meet with them again, and I didn't have the time to sit down and go over it with them right then and there.

00:17:36.960 --> 00:17:38.799
So here, this is how much it is.

00:17:39.119 --> 00:17:41.279
And that it doesn't work that way.

00:17:42.079 --> 00:17:42.480
Really cool.

00:17:42.880 --> 00:17:44.640
It's just you designed about the options.

00:17:44.960 --> 00:17:47.039
You you proved it to yourself then.

00:17:47.200 --> 00:17:50.880
It wasn't anyone saying anything, and it wasn't you just toughing it out.

00:17:50.960 --> 00:17:54.079
It was literally you saw a difference and asked the question.

00:17:54.160 --> 00:17:56.559
You paused for a moment to to figure out why.

00:17:56.720 --> 00:17:58.079
What was that difference?

00:17:58.880 --> 00:17:59.680
Absolutely.

00:18:00.160 --> 00:18:03.200
What was the hardest part about the options piece for you?

00:18:03.359 --> 00:18:10.319
I mean, I always want to understand this better, and that's just half of my job is just understanding how do I improve this for you?

00:18:10.480 --> 00:18:13.680
How do I make it easier for the next person that wants to learn this?

00:18:14.960 --> 00:18:16.400
What's the hardest part for you?

00:18:16.720 --> 00:18:18.240
It's a lot more time consuming.

00:18:18.400 --> 00:18:24.640
I mean, there was a time that I would be able to give prices over the phone on things and just say, this is how much it's gonna be.

00:18:24.720 --> 00:18:26.880
If you want, if you want it, let me know.

00:18:27.200 --> 00:18:35.599
And um, you know, I could schedule a job without ever having met the homeowner or being at the home and and go in blind, but it works close enough.

00:18:35.759 --> 00:19:02.880
And you know, so transitioning from from doing that and showing up and saying, okay, this is how much it's gonna be uh to now showing up and busting out six options, having to come up with them and write them up, and then sometimes having to return you know, another day to go over it, that's now two trips I'm in that could be an hour driving or a half hour one way twice.

00:19:03.440 --> 00:19:10.480
It's uh it takes up a lot of time, and when you're running everything alone, you don't have a lot of time.

00:19:10.720 --> 00:19:18.240
So it it made it a lot easier when I hired our our admin, and now I'm like, I don't know how I was doing this without her.

00:19:18.799 --> 00:19:19.279
Right.

00:19:19.440 --> 00:19:26.720
It's one of those positions that after you hire that CSR, that person in the office, it's like, okay, I don't ever want to go back there.

00:19:26.880 --> 00:19:32.079
I look at at some of our staff that are in those positions and and I think of it like business death.

00:19:32.160 --> 00:19:32.960
They're right there.

00:19:33.119 --> 00:19:35.680
Like, I will not go back to a place without this.

00:19:35.839 --> 00:19:37.039
So I love that you said that.

00:19:37.279 --> 00:19:37.519
Yeah.

00:19:37.680 --> 00:19:40.319
And and it's uh gal, is it?

00:19:40.480 --> 00:19:40.720
Yeah.

00:19:40.960 --> 00:19:41.920
How's she doing?

00:19:42.240 --> 00:19:42.559
Great.

00:19:42.640 --> 00:19:43.920
Yeah, I've got no complaints.

00:19:44.240 --> 00:19:53.599
What are some of the things that you've got to lift from or going through even now that she's able to take off your plate that make you think, man, why was I doing this myself?

00:19:54.079 --> 00:19:57.279
It's it's I I spend my day driving.

00:19:57.920 --> 00:20:03.759
And so I'm doing a lot less of like checking emails and sending emails while I'm on the highway.

00:20:05.039 --> 00:20:14.799
Um I'm I'm not fielding the phone calls anymore and and having to deal with every person looking for a job or trying to sell you a payroll service or whatever.

00:20:14.880 --> 00:20:16.880
That even that alone is huge.

00:20:17.200 --> 00:20:19.119
Not having to be bothered with that stuff.

00:20:19.839 --> 00:20:23.359
Changing your train of thought mid-task.

00:20:25.200 --> 00:20:27.039
Yeah, yeah, that may be done.

00:20:28.400 --> 00:20:35.680
And then, you know, making sure the guys are clocked in and clocked out when they're supposed to be, and instead of me chasing them down and saying, when did you get to work yesterday?

00:20:35.839 --> 00:20:36.960
You didn't clock in.

00:20:37.440 --> 00:20:38.880
And you know, running the payroll.

00:20:38.960 --> 00:20:44.559
It's there's there's a million things, and if you're doing the job costing right now, I would never have the time to do that.

00:20:44.960 --> 00:20:46.319
Yeah, yeah, exactly.

00:20:46.559 --> 00:20:47.759
Yeah, that's excellent, man.

00:20:47.839 --> 00:20:48.400
Great share.

00:20:48.559 --> 00:20:49.200
Great share.

00:20:49.759 --> 00:20:51.920
You mentioned the options, you mentioned the admin.

00:20:52.240 --> 00:20:55.680
Did you see a pricing change when you came in and and joined up with us?

00:20:56.240 --> 00:20:56.880
Yeah.

00:20:57.519 --> 00:20:57.839
Yeah.

00:20:58.079 --> 00:21:00.880
Are you using the SSR for service work then?

00:21:01.279 --> 00:21:01.680
Yeah.

00:21:01.920 --> 00:21:02.240
Yeah.

00:21:02.400 --> 00:21:02.640
Okay.

00:21:02.799 --> 00:21:04.480
Was that a big increase for you?

00:21:04.799 --> 00:21:07.599
Uh it it was almost double.

00:21:08.319 --> 00:21:08.880
Wow.

00:21:09.440 --> 00:21:11.119
Were you worried about that as well?

00:21:11.200 --> 00:21:15.359
And and maybe that's where you saw like the options became a needed thing?

00:21:15.599 --> 00:21:15.839
Yes.

00:21:16.160 --> 00:21:17.839
Or were that kind of separate for you?

00:21:18.240 --> 00:21:31.119
No, that um it it was a change and it was a little bit a little bit nervous, but you know, I knew that I could try it, and if it wasn't working, then I could go back to the the way it was working.

00:21:31.359 --> 00:21:38.079
And I still, even if I lost a week's worth of service work, I still had these projects that would keep us keep us afloat.

00:21:38.400 --> 00:21:41.119
And it worked, and I haven't looked back.

00:21:41.440 --> 00:21:42.960
Yeah, that's awesome, man.

00:21:43.279 --> 00:21:45.599
And I love that you had that safety net.

00:21:45.759 --> 00:21:52.240
And it sounds like, yes, it was overwhelming because you're trying to do two things, but those calls were coming in anyway.

00:21:52.480 --> 00:21:57.200
You wanted to be more successful with service, so it it's profitable now, it makes sense.

00:21:57.440 --> 00:21:59.440
I get get the busy piece.

00:22:00.240 --> 00:22:13.440
For other people that want to have the blend, who who don't want to hold any prejudice against any kind of work, don't want to go all in service, want to keep doing projects, or even find more project work, what do you find is some of your secrets to that, Kevin?

00:22:13.519 --> 00:22:21.359
What's worked for you to get more projects and do well in projects so much that you can kind of rely on it as a safety net?

00:22:22.000 --> 00:22:28.400
There's a million electricians and there's a million good ones.

00:22:28.960 --> 00:22:33.359
It's it all comes down to the relationships you have with the people running these projects.

00:22:33.759 --> 00:22:35.200
There's a lot of weirdos out there.

00:22:35.359 --> 00:22:40.400
If you're not a weirdo and you can make a relationship, that's that's all you need to do.

00:22:40.880 --> 00:22:49.920
You know, you gotta stand behind your work, you gotta get there when you're supposed to get there and get done what you're supposed to get done and just be a regular person and talk to people.

00:22:50.400 --> 00:22:55.119
It's it's uh it's been pretty simple for me, but I I think I have that personality.

00:22:55.359 --> 00:23:09.359
You know, like we'll have project managers on jobs that we've been brought in from the the tenant or the uh or the the customer themselves, and we just we'll we'll end up making friends with these people and then now we're working for them.

00:23:10.000 --> 00:23:20.240
So you see doors in this hallway and they're opening in any given time, you'll just have a conversation with someone, be a person and see if they they need more electricians or a great electrician.

00:23:20.319 --> 00:23:21.200
Is that what I'm hearing?

00:23:21.440 --> 00:23:21.680
Yeah.

00:23:21.839 --> 00:23:39.440
I mean, even if the doors aren't opening, you knock on them and you tell people, look, I'm sure you, you know, there's been contractors out there that I've said, look, I'm sure you have a great electrician already, so I'm not trying to pitch it, but if they ever can't keep up or you come in into something last minute and you need it, you need us to bail you out, like here's my card.

00:23:39.680 --> 00:23:40.559
I love that.

00:23:40.799 --> 00:23:41.440
Great angle.

00:23:41.519 --> 00:23:43.200
And that never happens, right?

00:23:43.680 --> 00:23:44.720
It happens.

00:23:45.920 --> 00:23:47.599
It can be great, great electricians.

00:23:47.680 --> 00:23:50.559
Sometimes they get too busy, and I just have an opening.

00:23:50.880 --> 00:23:54.480
And then once we once we get in there, we we make friends with people.

00:23:54.880 --> 00:23:58.799
Do you have other members of your team that you're diverting to service at times?

00:23:58.960 --> 00:24:00.640
Do you find the two blend well?

00:24:00.720 --> 00:24:02.400
What does that look like for you guys?

00:24:02.720 --> 00:24:15.200
Yeah, so I actually just uh just hired another guy to take over the the service work, and it wasn't supposed to be taking over the service work, but he was supposed to be, you know, in addition to this other crew.

00:24:15.359 --> 00:24:20.799
Um, it just so happened that the same time I hired him, we had like four projects hit.

00:24:21.440 --> 00:24:29.599
And so I had to shift my service crew onto projects for now, and then I'm sure I'll have them back on service.

00:24:29.680 --> 00:24:35.920
But the timing's just worked out where now I've got one guy doing service and and they shifted two away from it.

00:24:36.640 --> 00:24:41.920
But the problem there is too that some of these ads just aren't panning out for me the way I had hoped.

00:24:42.559 --> 00:24:43.440
Some of the ads?

00:24:44.079 --> 00:24:44.400
Yeah.

00:24:45.200 --> 00:24:46.240
Sorry, say that one more time.

00:24:46.319 --> 00:24:47.200
I'm not sure I caught you.

00:24:47.680 --> 00:24:51.680
Some of the ads are not panning out as well as I had hoped they were.

00:24:53.119 --> 00:24:53.279
Yeah.

00:24:53.519 --> 00:24:54.559
Like Facebook ads.

00:24:55.200 --> 00:24:56.480
Facebook ads, yeah.

00:24:56.559 --> 00:24:57.680
I had some trouble with that.

00:24:57.759 --> 00:24:59.359
I'm still working on figuring that out.

00:24:59.680 --> 00:25:02.319
And uh LSA, I feel like I'm getting buried.

00:25:02.799 --> 00:25:03.599
Getting buried.

00:25:03.920 --> 00:25:12.079
I'm like buried underneath these like uh, you know, HVAC plumbing and electrical companies with private equity owned with endless marketing budgets.

00:25:12.319 --> 00:25:12.720
Yeah.

00:25:13.359 --> 00:25:16.240
Do you want to go into some of that and do some troubleshooting on this podcast?

00:25:17.759 --> 00:25:21.839
I think uh I I don't know that there's anything else I can do.

00:25:21.920 --> 00:25:28.799
Uh, you know, we've been on the phone with Google, who's tried to, you know, a representative from Google trying to tell us how to optimize the campaign.

00:25:29.279 --> 00:25:42.640
You know, or they like he says, like, to I don't remember exactly this is a question for Olivia, but um, you know, they they work together trying to fill out certain spots that kind of weren't right out in the open.

00:25:42.880 --> 00:25:48.240
And and our budget's like$2,000 a week, and I spend fifty dollars a week of it.

00:25:48.480 --> 00:25:48.960
Mm-hmm.

00:25:49.599 --> 00:25:50.319
Yeah, it's funny.

00:25:50.400 --> 00:25:53.839
I was just talking to Forrest about this this morning in our own sales meeting.

00:25:54.079 --> 00:25:56.480
As you know, he's uh owner of Kyle Electric.

00:25:56.559 --> 00:26:06.079
They've got a couple of branches in different places, and so he's scaled the LSA thing twice now for himself as well as the other companies that we work with.

00:26:06.240 --> 00:26:26.559
And so the biggest differences we've seen, I'll try to reference his exact numbers, but he literally saw a difference in in Texas last in the last month, where they increased their reviews by like 20 or 30, and they got 50% more LSA lead, which was really interesting.

00:26:26.799 --> 00:26:29.359
How many reviews do you guys have on your Google?

00:26:29.920 --> 00:26:31.440
114 right now.

00:26:31.839 --> 00:26:32.480
114?

00:26:32.799 --> 00:26:33.200
Nice.

00:26:33.440 --> 00:26:34.559
And what are you up against?

00:26:34.640 --> 00:26:37.039
What are some of the other big players in the market have?

00:26:37.519 --> 00:26:41.759
3,000, 2,500, 1800.

00:26:42.720 --> 00:26:43.440
I see what you mean.

00:26:43.519 --> 00:26:48.559
So you feel like buried behind those bigger, probably private equity signal companies.

00:26:48.880 --> 00:26:49.279
Yep.

00:26:49.519 --> 00:26:49.759
Yeah.

00:26:49.920 --> 00:26:54.880
Is there a four that has in the thousands or more than you, or are you kind of right there trailing those three?

00:26:55.279 --> 00:27:03.920
I think I'm about right there trailing those three, but then there's another one that's got less reviews than us that's uh that's outranking us just because of the number of years in business.

00:27:04.319 --> 00:27:06.480
So those are two things that I can't compete with.

00:27:06.640 --> 00:27:11.119
You know, I I'm not gonna get 3,000 reviews tomorrow, and I'm not gonna be in business 30 years tomorrow.

00:27:11.440 --> 00:27:13.119
Yeah, yeah, I understand.

00:27:13.279 --> 00:27:16.640
Yeah, I think the reviews is the really tough one for LSA.

00:27:17.119 --> 00:27:23.599
And to be fair, it doesn't work great for everyone and every market and every situation.

00:27:23.759 --> 00:27:31.759
But if there were a reason that you would be taxed by LSA and it wouldn't work well, is because they weren't want to serve their customer too.

00:27:31.839 --> 00:27:36.000
So Google's just trying to send their person to the most reputable provider, right?

00:27:36.400 --> 00:27:38.880
So I understand what you're saying by buried.

00:27:39.200 --> 00:27:42.079
What other ads are you running right now, Kevin?

00:27:42.240 --> 00:27:45.119
Or are we we're are we helping you run ads right now?

00:27:45.359 --> 00:27:46.160
I should know that.

00:27:46.640 --> 00:27:48.240
Kind of just winging it.

00:27:48.400 --> 00:27:54.480
I have you know I have Olivia on the marketing calls and um trying to learn about these Facebook ads.

00:27:54.720 --> 00:27:59.839
It's the the first one I ran, the problem with it was I was getting leads from all over the country.

00:28:00.240 --> 00:28:03.440
And I was like, you know what, I can't help you out there in Texas.

00:28:03.680 --> 00:28:08.640
So I was uh getting leads from like Texas, and there's there's nothing I can do about that.

00:28:09.200 --> 00:28:18.240
And then we tried to run it again, and uh just you know, uh take the uh the service area tighter.

00:28:18.880 --> 00:28:23.279
And the the leads we were getting, we were calling these people and they were like, What do you mean?

00:28:23.359 --> 00:28:24.880
I didn't put my information in.

00:28:25.119 --> 00:28:27.440
And I'm like, well then how do I have it?

00:28:27.920 --> 00:28:28.240
Yeah.

00:28:28.480 --> 00:28:30.240
Yeah, that that can be interesting.

00:28:30.400 --> 00:28:34.559
Sometimes autofills get in the way and create some interesting kind of form fills.

00:28:34.720 --> 00:28:36.960
People don't even know they're doing it, that kind of thing.

00:28:37.039 --> 00:28:39.039
It just happens too fast, too easy.

00:28:39.279 --> 00:28:42.319
Um, so you're not running any other ads, just Google LSA.

00:28:42.880 --> 00:28:44.400
Yes, yes, as of right now.

00:28:44.640 --> 00:28:44.960
Yeah.

00:28:45.200 --> 00:28:45.519
Okay.

00:28:45.759 --> 00:28:48.079
So where do most of your leads come from now?

00:28:48.400 --> 00:28:54.000
Um there are a lot of existing customers, a lot of referrals, um, organic Facebook stuff.

00:28:54.400 --> 00:28:55.519
Okay, cool.

00:28:55.759 --> 00:28:59.039
What are you doing on Facebook organically that's working for you?

00:28:59.359 --> 00:29:02.079
Uh people are tagging us in like community groups.

00:29:02.400 --> 00:29:02.880
Love that.

00:29:03.039 --> 00:29:03.440
Love that.

00:29:03.519 --> 00:29:03.680
Yeah.

00:29:03.920 --> 00:29:06.480
How many people do you know that are actively tagging you?

00:29:06.559 --> 00:29:10.079
Is there a small group or is it just by chance because people love you?

00:29:10.559 --> 00:29:11.839
Um, it's a little bit of both.

00:29:12.160 --> 00:29:12.319
Okay.

00:29:12.640 --> 00:29:16.640
There's there's someone that, and there's probably 10 to 15 people that do it every chance they get.

00:29:16.960 --> 00:29:17.519
Awesome.

00:29:17.680 --> 00:29:18.720
I love to hear that.

00:29:18.880 --> 00:29:24.880
So you're one of those providers that someone might say, hey, looking for an electrician for this, and three people might tag you on that post.

00:29:25.359 --> 00:29:27.119
Three, ten, yeah.

00:29:27.519 --> 00:29:29.119
There, that's the cream of the crop.

00:29:29.200 --> 00:29:34.880
Guys, if you're listening to this and you don't have that happening for you, please make efforts to do so.

00:29:35.279 --> 00:29:49.200
You do it by again, providing great work and creating a referral network and get people that want to refer you by engaging friends and family in this and by creating small referral networks within your local area with subcontractors that you need anyway.

00:29:49.359 --> 00:29:54.480
Uh, Kevin, would you have any tips that you would add on top of that that have helped you get that many referrals?

00:29:54.960 --> 00:29:59.759
Again, you just got to make the relationships and and get to know people.

00:30:00.000 --> 00:30:00.319
Yeah.

00:30:00.640 --> 00:30:02.799
Once people like you, they'll they'll do it.

00:30:03.119 --> 00:30:08.079
Hey you guys, if this episode sparks something for you, imagine stacking that every single week.

00:30:08.240 --> 00:30:11.680
That's how businesses stop flickering and start running steady.

00:30:11.839 --> 00:30:20.960
If you subscribe to the show or leave a review if you're on audio, and if you're driving down the road, please pull over when it's safe because I've got something you're not gonna want to skip.

00:30:21.200 --> 00:30:35.599
For every person that subscribes and or leaves a review and fills out the form below, letting us know that you did that thing, we're gonna draw one monthly subscriber for our open circuit lifetime membership worth$1,500.

00:30:36.160 --> 00:30:37.359
And that's not all.

00:30:37.519 --> 00:30:51.519
Every six months, we're actually gonna draw another subscriber for our$5,000 scholarship, which you can use for any of our electric service packages to get your business and your service rocking better than ever.

00:30:51.759 --> 00:30:53.599
Come on, guys, let's brighten this thing up.

00:30:53.759 --> 00:30:54.960
Is it gonna be you?

00:30:55.279 --> 00:30:56.079
Back to the show.

00:30:56.319 --> 00:30:57.039
Okay, sweet.

00:30:57.119 --> 00:30:58.319
So that's really good.

00:30:58.480 --> 00:31:11.279
And I want you to know we had a couple podcasts here with Dan Totten, which was one of our original OGs who scaled to, oh man, he was, I think he came in with his first 305k month on month 26 with us.

00:31:11.440 --> 00:31:13.200
It was a two-year range you worked together.

00:31:13.359 --> 00:31:16.640
Anyway, point being, this is what he had going for him, Kevin.

00:31:16.720 --> 00:31:18.319
It was the exact same thing.

00:31:18.640 --> 00:31:23.440
So that organic route, that foundation is an incredibly powerful man.

00:31:23.599 --> 00:31:24.880
Great job on that.

00:31:25.119 --> 00:31:29.599
I think there's something you could be doing to get more leads if that's what you want at this time.

00:31:29.759 --> 00:31:31.279
Are you open to an insight?

00:31:31.519 --> 00:31:33.039
Yeah, we're always looking for more.

00:31:33.279 --> 00:31:34.559
Always looking for insurance.

00:31:35.039 --> 00:31:44.799
If you're already seeing that level of organics on Facebook, and we also do meta ads for a lot of guys, and many times are seeing like 10x return on ad spend.

00:31:44.880 --> 00:32:13.519
This isn't a sales call, but just to let you know the exact thing that's happening, if they're already seeing your name tagged on Facebook, and then people in your area also saw you speaking about your great service and the things that you provide, and we targeted that to something like panel upgrades that you know is an above-average ticket that educates people on the problem with panels, shows your face doing it, shows some of the evidence of 10 people tagging you in a certain post kind of thing.

00:32:13.759 --> 00:32:21.039
What do you think would happen then if there was a little lead form attached to that and someone could just go, I'm interested, fill it out and send it to your inbox?

00:32:21.359 --> 00:32:26.720
I think it would work out better than what uh what we've been trying.

00:32:27.119 --> 00:32:27.680
You know what?

00:32:27.920 --> 00:32:38.799
LSA is kind of like Forrest talks about the Google gods, and like we don't always control it, we don't always control the market, but we can add to that marketplace, and that's exactly what we're talking about.

00:32:38.960 --> 00:32:41.440
There's really only two ways to get leads now.

00:32:41.680 --> 00:32:48.480
It's either going to be, well, it's advertising is the one way, but it's meta-ads typically, which we see a lot of success with.

00:32:48.640 --> 00:32:52.079
Um, in fact, I'll share a win of the week right here, right now.

00:32:52.160 --> 00:32:54.880
We had one, uh James Cruz in the Midwest.

00:32:55.119 --> 00:33:02.480
Just last week, he did this similar campaign and had a$9,800 sale after, you know, maybe I can't remember.

00:33:02.559 --> 00:33:04.319
I wouldn't quote his budget just yet.

00:33:04.559 --> 00:33:06.720
Another guy we had, was it Roman?

00:33:07.119 --> 00:33:11.680
$21,000 in sales from$2,500 in ads investment.

00:33:11.759 --> 00:33:13.440
So that was a big one last month as well.

00:33:13.599 --> 00:33:17.119
So real evidence within the program, Kevin, of this working brother.

00:33:17.279 --> 00:33:21.279
And for you guys listening or watching this, it's one of the fastest ways.

00:33:21.440 --> 00:33:26.559
We could put an ad live today if you can record that fast, and you can get leads today.

00:33:26.720 --> 00:33:29.839
The pain is similar to what you described about Google.

00:33:30.000 --> 00:33:39.519
Sometimes people fill out the form, they found a way to do it automatic, auto-entry text, or if we don't get to them fast enough, they move on to the next thing.

00:33:39.680 --> 00:33:45.920
So there's a game we play with this, Kevin, and we have more podcasts, and you know from the Monday marketing call you can get more info on this.

00:33:46.079 --> 00:33:48.319
But ultimately the game is called speed to lead.

00:33:48.480 --> 00:33:56.400
Being that you have someone in the office, would speed to lead be a problem for you if you knew there were leads coming into your inbox in this minute?

00:33:56.799 --> 00:33:58.640
If they come in during the day.

00:33:59.119 --> 00:33:59.359
Yep.

00:33:59.599 --> 00:33:59.839
Yep.

00:34:00.000 --> 00:34:05.039
Anything anything outside of business hours, there's there's no speed there.

00:34:05.359 --> 00:34:12.239
That reminds me, is your Google set up for after hour service 24 hours, or are you seven to five?

00:34:12.320 --> 00:34:12.880
What are your hours?

00:34:13.199 --> 00:34:15.199
Business listing is 24 hours.

00:34:15.519 --> 00:34:16.079
Nice.

00:34:16.400 --> 00:34:20.880
The LSA ad only runs during business hours to make sure we pick up the phone.

00:34:21.199 --> 00:34:21.519
Okay.

00:34:22.159 --> 00:34:24.320
You should try 24 hours.

00:34:24.639 --> 00:34:26.480
I don't want to miss calls.

00:34:27.519 --> 00:34:33.599
And I don't know that I want to spend the money on calls of somebody at three o'clock in the morning needing service right now.

00:34:34.079 --> 00:34:46.000
But what I have been toying with the idea is um having uh like an AI receptionist for off hours that can book estimates during business hours.

00:34:46.480 --> 00:34:52.400
We have a guy who's going to likely start coming in and be uh another coach in our program.

00:34:52.480 --> 00:34:56.800
I'm just working the steel out, but already we've just placed one of his CSRs.

00:34:56.960 --> 00:34:57.519
That's what he does.

00:34:57.599 --> 00:35:11.599
He has a call agency center, and he's actually been a big driver of how we do speed to lead and how we do our follow-up process because he's uh really dominated in that game to turn these leads into sales.

00:35:11.840 --> 00:35:17.840
And so there's actually a way that you can do this with basically call per a pay per call, excuse me.

00:35:18.159 --> 00:35:26.079
And for them, they're at different uh service hours, but still very strong English, still very good and reputable uh workforce.

00:35:26.159 --> 00:35:27.519
So that could be a fit too.

00:35:27.760 --> 00:35:33.519
But again, this is an interesting strategy discussion because people get to listen to this and take from this as well.

00:35:33.679 --> 00:35:38.559
Um so that guy's name is Rod, and we'll we'll plug his services uh as soon as they're locked in.

00:35:38.719 --> 00:35:42.719
But Kevin, I'll send you some information as well after this uh direct.

00:35:43.039 --> 00:35:55.440
But if you had someone to answer those calls and you knew maybe overall you were going to spend five to seven hundred bucks a month to capture those after hours leads that other people missed, well, what do you think would happen then?

00:35:56.400 --> 00:36:01.840
I think that with our average ticket being what it is, it should be a no-brainer.

00:36:02.400 --> 00:36:08.079
But I'm still telling myself not to spend an extra$500 a month that I don't need to spend.

00:36:08.400 --> 00:36:08.719
Yep.

00:36:08.960 --> 00:36:09.519
I get that.

00:36:09.679 --> 00:36:11.039
That's an important topic too.

00:36:11.280 --> 00:36:14.480
So the LSA, I just want to make sure we didn't glaze over this.

00:36:15.119 --> 00:36:22.880
You may find that you get more LSA leads if you go after hours because those bigger guys might not be doing 24-7 LSA.

00:36:23.119 --> 00:36:29.920
So that might be the one area where LSA could still serve you, even in your pursuit for more reviews, more growth, and that to work.

00:36:30.079 --> 00:36:33.760
Good news is LSA isn't spending, so you're not really at a risk.

00:36:33.840 --> 00:36:35.039
You're just not getting the leads.

00:36:35.199 --> 00:36:38.800
What's your current marketing budget, um, Kevin?

00:36:39.039 --> 00:36:43.840
How much are you willing to spend in a month at 100K a month revenue?

00:36:44.320 --> 00:36:47.119
I don't have uh any clue.

00:36:47.440 --> 00:36:47.760
Okay.

00:36:48.079 --> 00:36:50.079
How much do you think you're spending currently?

00:36:50.239 --> 00:36:51.519
Sounds like not very much.

00:36:51.920 --> 00:36:55.039
No, I'm gonna say it's a thousand dollars or less.

00:36:55.440 --> 00:36:55.760
Nice.

00:36:56.320 --> 00:37:00.079
Depending on the current big leads come in, but yeah.

00:37:00.239 --> 00:37:00.960
Yeah, for sure.

00:37:01.119 --> 00:37:06.559
You're currently spending about one percent of revenue then or less on marketing.

00:37:06.880 --> 00:37:13.599
Do you know what the big players do who want to grow, who are really trying to scale their company, aim to spend each month?

00:37:14.000 --> 00:37:14.239
Ten.

00:37:14.880 --> 00:37:15.199
Ten.

00:37:15.840 --> 00:37:16.480
Right?

00:37:16.880 --> 00:37:25.280
So if you could just add another percent or two and still be even under five percent, but it helped you grow, would that be something you'd be willing to do, brother?

00:37:25.679 --> 00:37:27.199
It's something I should do.

00:37:27.440 --> 00:37:28.559
Or I'm willing, yeah.

00:37:28.719 --> 00:37:29.039
Who knows?

00:37:29.280 --> 00:37:29.760
We'll find out.

00:37:30.000 --> 00:37:30.480
Very cool.

00:37:30.719 --> 00:37:32.239
I'll I'll cool the jets now.

00:37:32.320 --> 00:37:36.320
You've been very uh a good sport on that uh for being in a live call, man.

00:37:36.639 --> 00:37:38.480
Not live, but you know, recorded.

00:37:38.559 --> 00:37:39.920
Um, so appreciate that.

00:37:40.079 --> 00:37:45.519
Did you have any questions about anything I just went over before we move back to your story and and how things have been going for you?

00:37:45.920 --> 00:37:47.039
I don't think so.

00:37:47.360 --> 00:37:48.239
Okay, really cool.

00:37:48.400 --> 00:37:51.360
We can touch base after the podcast on the rest of the details.

00:37:51.440 --> 00:38:00.960
And guys, if you have questions on this, you're watching this, listening, please uh comment below on YouTube, and uh, we'll be happy to reply with uh any of the information we have here and help you as well.

00:38:01.199 --> 00:38:05.199
But at the end of the day, uh, this is very much a great position you're in, Kevin.

00:38:05.280 --> 00:38:06.320
So compliments for that.

00:38:06.480 --> 00:38:07.519
What's your goal, man?

00:38:07.599 --> 00:38:12.880
Well, like if we're gonna high five at the end of the year, I'm sure you told me this in private before, but where are we headed?

00:38:12.960 --> 00:38:13.920
Where do you want to get to?

00:38:14.000 --> 00:38:16.079
Is it 100k a month for the rest of the year?

00:38:16.239 --> 00:38:18.159
Finishing around 1.2, I guess.

00:38:18.320 --> 00:38:18.960
Is that it?

00:38:19.119 --> 00:38:21.119
What would be a high five moment for you to know?

00:38:21.199 --> 00:38:22.000
Yeah, we did it.

00:38:22.400 --> 00:38:26.800
December 2025, I set the goal of 1.1 for 2026.

00:38:27.360 --> 00:38:32.559
Now, with with a couple projects kind of in limbo, maybe happening, maybe not.

00:38:32.800 --> 00:38:35.440
Um, if those hit the goals two.

00:38:35.840 --> 00:38:42.480
Now, I'm starting to think that I can probably hit two without those projects.

00:38:42.719 --> 00:38:47.199
If if the leads come in and and we do everything exactly right.

00:38:47.519 --> 00:38:52.400
So anywhere between 1.1 and 2, uh I'll be content with for now.

00:38:52.639 --> 00:38:54.079
But that won't last long.

00:38:55.360 --> 00:38:57.280
So I heard a couple of things there.

00:38:58.079 --> 00:39:00.159
And in fact, I'm gonna bring something else into this.

00:39:00.239 --> 00:39:02.719
I'm hearing this whole podcast that you're an action taker.

00:39:02.960 --> 00:39:03.840
I love that.

00:39:04.320 --> 00:39:10.000
If I could paint like one broad stroke for every person we have on the podcast, guess what they'd have in common?

00:39:10.239 --> 00:39:11.199
Action takers.

00:39:11.440 --> 00:39:12.159
That's you, right?

00:39:12.239 --> 00:39:13.199
High biased action.

00:39:13.280 --> 00:39:16.239
You're doing this thing, you're forward thinking, you're focused on growth.

00:39:16.800 --> 00:39:21.840
But I'm also hearing, okay, a couple big projects would get us to this next big goal.

00:39:22.079 --> 00:39:25.440
Two million's clearly in your mind is something you'd like to hit.

00:39:25.920 --> 00:39:30.239
But then the only bottleneck I heard was leads in front of it.

00:39:31.519 --> 00:39:33.920
How many leads do you think you need?

00:39:35.280 --> 00:39:36.639
Making you think here.

00:39:37.280 --> 00:39:37.840
I'd have to do that.

00:39:38.079 --> 00:39:40.719
For you to offset those projects and hit the two million.

00:39:41.039 --> 00:39:42.480
Let me uh let me do the math.

00:39:42.800 --> 00:39:43.679
Alright, let's do something.

00:39:44.000 --> 00:39:45.519
Because I can tell you what it is.

00:39:45.920 --> 00:39:47.280
I can do the math correctly.

00:39:47.679 --> 00:39:48.320
That's alright.

00:39:48.480 --> 00:39:48.960
That's alright.

00:39:49.199 --> 00:39:54.079
And then yeah, just humor us if you could with how many leads do you currently get a week or a month.

00:39:54.639 --> 00:40:00.480
If I had to guess how many estimates I'm showing up to a week, it's gonna be ten.

00:40:01.199 --> 00:40:01.519
Okay.

00:40:02.000 --> 00:40:03.599
And that's service estimates.

00:40:04.000 --> 00:40:04.960
Yeah, maybe fifty.

00:40:05.199 --> 00:40:06.320
It could be fifteen even.

00:40:06.800 --> 00:40:13.599
I I'm probably you know what, let's say three a day, fifteen, something like that.

00:40:13.760 --> 00:40:14.000
Yeah.

00:40:14.639 --> 00:40:15.920
Your organic's kicking.

00:40:16.000 --> 00:40:16.480
I love this.

00:40:16.800 --> 00:40:21.199
So you got the project team working over here, and you're basically full-time running estimates.

00:40:22.079 --> 00:40:22.559
Basically.

00:40:22.719 --> 00:40:28.159
I'm checking in on projects and delivering material and going over things when uh when I have downtime.

00:40:28.800 --> 00:40:29.280
All right.

00:40:29.519 --> 00:40:31.039
So here, let's play a game.

00:40:31.199 --> 00:40:35.920
If if we doubled that, if we doubled your bookings tomorrow, what's the first thing that would break?

00:40:36.480 --> 00:40:36.800
Me.

00:40:38.719 --> 00:40:40.159
Too much on your shoulders.

00:40:40.400 --> 00:40:40.719
Yeah.

00:40:41.519 --> 00:40:51.280
So what would have to be true for us to double bookings tomorrow and you thrive, not just try to survive in that environment.

00:40:52.159 --> 00:40:56.559
Um, I'd have to train somebody on uh on my estimating process.

00:40:57.119 --> 00:40:57.599
All right.

00:40:58.079 --> 00:41:02.639
If I did that and doubled everything, we'd be good.

00:41:02.880 --> 00:41:15.199
And if that math came out, I'd need to land I don't know how many leads I'd need in, but I'd need to land seven hundred and forty jobs at our average ticket to hit that two million.

00:41:15.599 --> 00:41:17.599
Which leads us to, don't make me do the math.

00:41:17.679 --> 00:41:18.880
What's your current average ticket?

00:41:19.280 --> 00:41:20.400
2700.

00:41:22.159 --> 00:41:23.360
Way to go, man.

00:41:23.840 --> 00:41:24.480
Congratulations.

00:41:26.320 --> 00:41:27.840
We're only tracking the service.

00:41:28.639 --> 00:41:34.800
We're not putting like, you know, a$47,000 house rough in that in that tracking.

00:41:34.960 --> 00:41:40.000
So that's a significant increase from the$250 you kind of referenced earlier.

00:41:40.320 --> 00:41:44.079
10 probably something like average like$800.

00:41:44.719 --> 00:41:49.519
Um, because there were so many$200,$250,$300.

00:41:50.079 --> 00:41:50.480
Yeah.

00:41:50.800 --> 00:41:52.639
Okay, so three, three or four X.

00:41:53.199 --> 00:41:54.400
Still massive.

00:41:54.559 --> 00:41:55.760
Really good stuff, man.

00:41:55.840 --> 00:41:57.519
Congratulations on that.

00:41:58.480 --> 00:41:59.679
Is that what you want?

00:41:59.840 --> 00:42:04.880
Is the last thing I want to ask in in kind of pursuit of what your vision is for this.

00:42:05.119 --> 00:42:08.960
Do you want to bring someone else in to alleviate this strain off your shoulders?

00:42:09.119 --> 00:42:10.960
Is that next for you anyway?

00:42:11.119 --> 00:42:13.360
So that you can step back a bit.

00:42:13.760 --> 00:42:14.079
Yeah.

00:42:14.239 --> 00:42:14.559
Yeah.

00:42:14.719 --> 00:42:19.519
I I want to be able to train in what I'm doing and hand that off.

00:42:19.920 --> 00:42:24.320
And then figure out what I need to do next, and then train that next and hand that off.

00:42:24.480 --> 00:42:31.360
I want to delegate as much as I can so that I can keep building the relationships that are gonna push us to the next level.

00:42:32.000 --> 00:42:32.639
Incredible.

00:42:32.960 --> 00:42:37.119
If we had to look five years ahead then, what do you see for this business?

00:42:37.920 --> 00:42:41.119
Uh I mean, I I can't say exactly what I see for it.

00:42:41.199 --> 00:42:42.800
I can say what I want for it.

00:42:43.199 --> 00:42:46.960
Yeah, and you're waking up, it's your birthday, sunny day, perfect day.

00:42:47.039 --> 00:42:48.400
What do you got going for you?

00:42:48.880 --> 00:42:50.880
A building on Main Street, you know.

00:42:51.679 --> 00:42:52.559
Awesome.

00:42:53.280 --> 00:42:54.639
With the billboard and everything.

00:42:54.800 --> 00:42:55.440
Downtown.

00:43:00.559 --> 00:43:07.920
That's not crawling around an attic for the rest of his life and instead has people handling everything while I'm sitting on the beach.

00:43:09.280 --> 00:43:11.519
That's a ways out, but we'll get there.

00:43:13.519 --> 00:43:20.000
Let's say that's coming for you, and the best we can do is be faithful that it is, man, because I really believe that you can have that.

00:43:20.320 --> 00:43:22.000
Keep making moves towards it.

00:43:23.519 --> 00:43:32.239
If you wanted to accelerate that, what would you go back and tell yourself to get towards that sooner?

00:43:33.360 --> 00:43:35.599
I don't know that I would actually change anything.

00:43:35.840 --> 00:43:36.159
Okay.

00:43:36.719 --> 00:43:43.119
Um, I think any faster than what I'm already doing would have uh would have been too much.

00:43:43.599 --> 00:43:47.199
I think I was already toe on that line it's a couple couple times there.

00:43:47.519 --> 00:43:48.320
That's fair, man.

00:43:48.480 --> 00:43:48.880
That's fair.

00:43:49.039 --> 00:43:49.920
No, I get that.

00:43:50.159 --> 00:43:59.760
All right, then for advice for anyone else, we covered a few big things in this episode already, and I thank you again for being so open and doing the strategy with us uh on this.

00:44:00.159 --> 00:44:15.599
Episode, but if you're giving advice to anyone else who wants to see these same kind of growth mechanisms, these different milestones that you're hitting already, what are the one to three big things that you would give to someone else who wants to follow in your shoes?

00:44:16.480 --> 00:44:18.000
You can't be cheap in hiring.

00:44:18.400 --> 00:44:26.719
That'll cause more uh more management that you're gonna have to deal with than is worth the savings you might have.

00:44:27.039 --> 00:44:29.280
And just figure it out.

00:44:29.599 --> 00:44:32.559
Somebody wants something and you're not sure, figure it out.

00:44:32.639 --> 00:44:33.440
There's always a way.

00:44:33.840 --> 00:44:36.000
It reminds me of a mentor he used to say to me.

00:44:36.159 --> 00:44:38.800
In fact, it was an affirmation he made me write for a while.

00:44:38.880 --> 00:44:41.920
Yeah, he made me write affirmations, real, real thing.

00:44:42.239 --> 00:44:46.079
Um you don't need resources, you need resourcefulness.

00:44:46.320 --> 00:44:46.880
Yeah.

00:44:47.119 --> 00:44:52.320
It's not always about what's in your pocket, it's about what you're able to find when you need it at any time.

00:44:52.559 --> 00:44:53.519
So I love that, man.

00:44:53.599 --> 00:44:54.079
Great advice.

00:44:54.239 --> 00:44:56.960
Anything else, Kevin, you wanted to share today before we part ways?

00:44:57.360 --> 00:44:58.159
I'm good.

00:44:58.480 --> 00:44:59.039
Awesome.

00:44:59.199 --> 00:45:01.199
Well, thanks so much for the deep dive again.

00:45:01.360 --> 00:45:13.920
Joe, you're sorely missed today, but Joe's actually working in uh house doing electrical work today and shooting a bunch of great content for you guys to help you better understand some of the stuff we do here at Services Electrical and on the Million Dollar Electrician.

00:45:14.159 --> 00:45:23.280
As you know, guys, we've been on a mission to help you guys, people with experience in their business, cross over the seven figure line to become that Sparky that you want to be.

00:45:23.599 --> 00:45:24.239
We've done it.

00:45:24.320 --> 00:45:25.679
We've got the proof in house.

00:45:25.840 --> 00:45:28.159
Kevin's uh sharing a bit of his story today.

00:45:28.320 --> 00:45:31.440
We thank you so much for that, and we'll see you next week as we do that again.

00:45:31.599 --> 00:45:32.639
Bye for now.