S3 EP30 Sales Workshop BONUS Episode

SPEAKER_03 0:00

Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and work up those sales.

SPEAKER_00 0:12

I'm Joseph Witani, and together with my co-host Clay New Meyer. We're here to share the secrets of how electricians sell over a million dollars in a single service band.

SPEAKER_02 0:20

Now it's time for sales. It's time for sale. It's time to become a million-dollar electrician.

SPEAKER_03 0:33

Hello, hello, hello. Welcome back to another fine episode of the Million Dollar Electrician Podcast. I'm back here with my esteemed co-host, Joseph Lucani. Joe, it's been a minute, and I'm not sure what order you guys have been seeing or episodes in, but I've been doing some awesome interviews. I think I've done three now that Joe wasn't able to attend. You've had some health stuff. We're going to go into that a bit today. We've got a workshop tonight, though, and this is a little bonus episode for you guys, as live as we could get here today. It is uh Wednesday, May 13th, the evening of the workshop. That's today. And um, we're doing the draw from April finally. We have uh a lucky winner of the open circuit for April. That's gonna happen live here on this episode. So I'm super excited, Joseph. How are you doing, brother?

SPEAKER_01 1:20

Honestly, man, I'm feeling good. It's one of those things where the webinar tonight, the workshop, is just I've been looking forward to it since the moment we thought about doing it because the ability of going and talking about how you can have a process defeat objections before you even give a number, before you even show up in the driveway, it's gonna be an absolute massive unlock tool for so many electricians. I can't wait to lend the experience and you know really prove how it's gonna work.

SPEAKER_03 1:44

Yeah, I love that. I love that because uh, and and I don't know if you guys are listening to this or watching on YouTube, how much experience you have listening or exposure to uh Joseph here, the the sales bot Lucani, as we call them. Um, but there's a ton you can do before you ever get the objection so that you don't have to sit in the awkward and give a bunch of pressure feelings, that pushy sales guy feeling. And rather you just kind of stump it before it ever starts. Does that make sense, Joe? Did I say that okay?

SPEAKER_01 2:12

A better way of saying it would be more like it flushes it out, like almost for those who like hunting, you know, you're flushing the quail out of the bush because yeah, the customer already has these preconceived notions, like they want you to show up as a 10. They're not calling thinking that you're a scrub, like they want you to be the best. And it's our experiences and our presentation that makes you look less and less like a 10. So, what we've done is we've actually figured out what we could put into place so that when the objection is forming in their mind, we can immediately remove it or prevent it from ever happening. That way they don't have the objection when the price comes because you've already removed the roots from forming.

SPEAKER_03 2:50

Yeah, I love that. That's really good. I'm gonna be selfish for a moment, speak to the guys watching this, hearing this, this little bonus episode released today, and say, we got a couple things riding on this. I personally have something riding on this. I made a bet with half the team this morning that this would be the first time the workshop got over a hundred attendees. And we've been doing a monthly workshop this year, and the first ones were about 3840. Awesome guys, awesome ground. I mean, we made a ton of progress with these guys, had a ton of fun, really enjoyed it. Next ones were in the I think the last one we were up to 58 uh retained for the whole two hours of that one, Joe. Really good pricing workshop, had a ton of fun. The bet is this is the one that pushes past 100. Now, if you guys help with this and click the link below and register for this event and come and get this value, work with Joseph this evening. Uh, it's a it's like night school for electricians. But Joe, what would they take away? Like, what's your hopes that someone leaves this workshop with to make sure this is worth their while and not just my 20 bucks?

SPEAKER_01 3:53

I mean, you're asking me to describe one dish at the buffet line, but like realistically, the way I would view it is that if you can go in and stop the most bone-breaking objections that most electricians feel, like I'm stuck with the one legger, or I've got to talk to my spouse, or I need to email it over, or I need to think about it, or it's too expensive. Like, all of those can actually be completely defeated before you actually even give the number so that when you're walking into it, you can come in with confidence because that's really the biggest defeating thing. We're worried what they're gonna say, and we're timidly giving the number, being like, Is that gonna scare them off? But if you knew that we were already bonded, we're emotionally connected, they know you, you know me, and they're interested in what we have. Confidence goes up, charisma goes up, and presentation stability stays.

SPEAKER_03 4:40

That's so important. I know too many guys we've heard this, we always hear it, right? Uh, where we fear complexity, we have low confidence in ourselves, we you know don't feel secure in this next big offer that we're putting out there, we see their eyes glaze over a bit. You've said a bunch of times like the objection we bring tends to be the objection we get. And there's so much that goes into this. I feel like if all you took away tonight was even that piece and gained a little more confidence, a little better ability to represent yourself and stay in the fight a little bit longer. As one of my mentors said with uh speaking, actually, but it works with sales too, is like where most guys really want to scream and run out the door is near the end. It's after you've said the price, it's after when you should actually be most patient and really sit in that moment, sit with them, answer any questions, and make sure there's clear next steps for what to do. And even if you need to, little two-call close or bam fam, the rule that uh that we say all the time book a meeting from a meeting, book a meeting from a meeting, book a meeting from a meeting. Joe, how important are these things, do you think, and that psychology of it to go in confident and really have that kind of that wherewithal, that sitting in the ridiculousness for this?

SPEAKER_01 5:54

It's almost like I don't know if you remember as a kid like playing the game chicken, where you've got two people running against each other, and the first person who moves plays chicken, right? Imagine the same kind of mentality happened during your presentation, right? You've confidently delivered your number, you've put it across the table, they're now looking at it. And there's this awkward moment, or awkward, depending on how you perceive it, where dissonance is building, the uncomfortable center chest gut is tightening, and you're doing everything you can to not say something first. That's actually the true game we're trying to play. Because when you come in and you start trying to justify the number before they've even asked the question, you are showing to the client that you have your own hesitations, which require your justifications. And that's actually what turns them off and makes them say, Okay, maybe I should think about this. Can you tell me more details? Can you they're because they're looking for the break in the armor? Like, if you were so confident and good, why are you squirming? What's you're sweating? Like, what's going on, man? Like, can I just buy this thing? So that's the thing. If you walk into it with confidence, you will actually defeat more objections just by that silence and the confident smile while you're both sitting in that dissonance. And whoever cracks first is the one who's gonna lose.

SPEAKER_03 7:08

Yeah, yeah, this is so big. As you can tell, guys, there's a ton of value, way more than we could put in this little 15-minute bonus episode. But you can get that, you can capture that tonight. It's gonna be 90 minutes, I think, Joe. If I'm being honest, guys, these things have a tendency to go long. I can't promise it. No one knows what'll happen, but the tendency is to be even a bit longer than that. So block block a healthy two hours if you want to get the most from this, even if it just means staying behind with some of the guys that really take this stuff seriously. Again, I've got a$20 internal bet riding on will this be the one that we get over 100? I wouldn't doubt it if we did. And besides, guys, I've actually already invested in an increased Zoom membership for you, Joe, to make sure that we can have up to 300 participants because we were actually locked at 100 or less. So I'm hoping I'm hoping that you guys help us with this. Uh, come on down by just clicking the link below and signing up. You'll get uh emails with all the information you need, hosted on Zoom. You'll get the links, you'll get all the invites, all the information. So hoping you guys take full advantage of that. We've got some awesome wins this week. Uh, we're gonna share a bunch of that tonight as well. Uh, different case studies, like Nathan, who hit his million-dollar uh first year in business following these exact strategies. And I actually just mentioned Nathan, I gave him honorable mention, Joe, because if you remember from his first podcast when he came on after a 75k first month, it was so clear how important it was for him to get a deal done, to get the kind of closure that we're going to talk about tonight. And it wasn't because he needed uh to be a millionaire, it wasn't because he was hungry, hungry, hungry for profits. It was sorry, I just realized I said that like a comedian I've been watching on this Kevin Hart funny AF series of sorry about that, like a hungry, hungry hippo. But what it was was oh, panels in the closet, oh washer and dryer in the closet, oh, dryer hose not connected, oh lint in the panel, oh fire hazard. If I don't offer more, if I don't get this deal done, I'm literally leaving a home with major safety concerns that are going to keep me up at night. And so for me, I think that's one of the biggest takeaways and greatest kind of overall uh metaphors, analogies, and parallels that I could use uh for this workshop and the importance of it, guys. So please grab that link below. Please come. Joe, anything else you want to say about the workshop tonight?

SPEAKER_01 9:37

Yeah, you know, really at the end of the day, I want you guys to take something specific away. And that is sales isn't something you're doing to someone, sales is something you do for someone. So the situation in Ethan, I'm sure there were those who would have been really uncomfortable in that moment and saying, like, I don't want to be pushy, I don't want to be salesy, I don't want to come across like I'm offering when they asked for. But at the same time, if you conduct yourself from a level of honor and dignity, it'd be unethical for you to not tell them about that. Because then when there is a problem and you didn't offer it, and they say, Why didn't you tell me? You don't want to be like, Well, I didn't think you had the money. Like, that's a bad look. You don't want to do that. So save face and be above board.

SPEAKER_03 10:16

Yeah, yeah, I agree. Uh, who wants to spin the wheel? Go for it. I'm used to running a workshop, I guess. Uh, usually we have more votes, but this is pre-recorded, so it's just you and me, man. Uh, we're gonna pull up the wheels so you guys know this is fair. Look at this. This is the wheel of giving, uh, podcast scholarship draw. As you guys know, you've probably seen. We added our own little ad sequence to our own podcast here to let you know that if you follow us on uh uh several places, that you get some votes, uh, some tickets into this monthly draw. And this one is for a one-year open circuit membership, and that currently has value of about one thousand five hundred dollars usd. So without further ado, let's spin this wheel, Joe, and see who's gonna win it.

SPEAKER_01 11:00

Let's go ding ding ding ding ding ding ding ding ding.

SPEAKER_03 11:05

In she's going, in she's going. Is it oh way to go, man? I don't know if they can hear the applause. Can you hear it, Joe? I can. It's actually pretty cool. Oh, nice, awesome. So, Mr. Potter, if you have any relation to Harry, you might even get more exclusive access. Bad jokes. Uh, Matt Potter, thank you so much, man, for the subscriptions, for being a fan, for listening, for contributing. And uh, least we could do is hook you up with this membership. So, absolutely our honor. If I could say anything to help you make the most of that, man, we'll be welcoming you personally. Me and Joe will send you a message when you come into the app if you're not there already. That is in the SLE Pro app where there's hundreds of electricians improving their service game every single week. You're gonna get a weekly QA call every half uh, sorry, half an hour long. Every Monday we do what is it, uh, 1 p.m. your time, Joe? Yep. Eastern 10 10 10 a.m. uh pacific. So you get that. You also have a couple exclusive access calls, uh, some evening calls that our clients run. And these are the exact same calls that Brandon and Joshua have taken advantage of. And these are a couple of heavy hitters new this year, guys making 20, 30. Heck, Brandon ran up one 70 plus K ticket, 70k month, went full time. So you have the same access these guys had to make the most of it. Uh, I think it's worth well more than$1,500. That's just what we charge for the year. Uh, so congrats, Matthew. Welcome to the club, man. And we can't wait to uh have you as an SLE pro too. Joe, anything to say to Matthew?

SPEAKER_01 12:46

Honestly, so proud of you, man. It's one of those things where sometimes the smallest steps can take you to the biggest places, and your first step just got opened. And I'm really proud of you for taking those efforts.

SPEAKER_03 12:56

No, if I could just say I'm proud of us, we've come a long way with this. Yeah, yeah. I'm gonna give I'm proud of you, Joe. That's easier to say than I'm proud of me. If I could just stop the podcast, say I'm proud of me. Like at that guy, he's bold.

SPEAKER_01 13:10

I'm proud of me.

SPEAKER_03 13:12

You know, we come a long way since the uh five uh just open lives, uh, five days a week, being in the van with you guys. We absolutely loved that chapter, but I mean it was just us, and there was only so much we could give, and that ties us perfectly into kind of next steps with us, the things we're going into. You may have heard us mention this already. But speaking of giving more, Joe's got this uh YouTube special coming up. Tony, you might have to let me know in the chat. Producers in the background, when's the first more to give episode come out? She's gonna answer that one, but ultimately, more to give. I mean, Joe, you probably introduced it best. I can speak to it, yeah.

SPEAKER_01 13:51

So it's been my passion forever designing options, developing them, and thinking of different ways we can serve our clients. And one of the niche things that we do is we design six ranges of choices, meaning to premium, to mid-range, and to economy. And a lot of electricians can sometimes feel overwhelmed by that thought. So, what I've done is I've actually taken real calls that our clients had given us and said, What would you do in this situation? I find the latest and greatest technologies that we could possibly apply to them, and I design a full suite of options where not only do I describe the situation, I describe why we would build the things we're doing, the context behind it, the technology that we're going to be employing, then also how would you price it in real time? Then how would you actually present it to the homeowner? So it's literally taking you from the very beginning of like, I don't know options, how would I do it all the way across the finish line to I'm face to face with my client, I'm delivering this in a very high value way. And it ends with, How would you like to proceed? And then it goes assuming a sale.

SPEAKER_03 14:46

That's a superpower, man. Like, literally, the only thing that could be more powerful is just being in the room with you, with my new client concerns and building those options one-to-one or in the group, uh, which happens at the higher level, of course, guys. For those that uh are in the interloop or curious on it, uh, people are working with Joe what three hours a week on options. I love it. And they get so much value from this. In fact, we mentioned Brandon's 70k plus uh sale. Yeah, please.

SPEAKER_01 15:15

Awesome. So Brandon actually had a situation where um he brought in a client concern and he was like, I have to design this thing for him. And you know, what can we do? Because I don't I usually would just start at this level, only offering this much. How can we add more to it? And to summarize a very long story, we went into options class and we custom build him a range of six choices. He had the input, we had the input, we designed it. Then we continued actually took him to a role play class where what we did is we actually role-played it twice. Once where he presented it to me, and I actually worked back and forth and critiqued it. And the second time was just before he was heading to the call. We made sure that we're dialing, so we built it, we presented it multiple times, and the end result was that instead of getting a$63,500 sale that he said I would have been capped at, it turned into a$71,000 client platinum.

SPEAKER_03 16:06

That's insane. Yeah, it doesn't even make sense. Most people are like bullshit, bullshit detector going off. I wouldn't say it to you, Joe, but I'm just saying some people are going, Holy crap, that's too much. That's crazy, and I wouldn't blame you for that. So check it out yourself on more to give Mondays. So we have confirmation from Tony. The first one, episode one, Monday, May 18th. So that's five days from now. That's awesome. It also means I got to get my button gear because I'm a little behind on my recordings for my Friday episode on RTFM, which I've mentioned a couple times, guys. First uh ode to my first year teacher, King Ohm. Absolutely love this guy. He came in and explained that RTFM means read the fucking manual. Excuse my French, but that's what he said. And it was so important because we realized you know, the shortest path from A to B isn't always just figuring it out based on information we already think we have. Sometimes you go through the manual, you follow something that someone already built, a set of structured and instructions to get you there in the shortest possible time. And that's been true for electricians my entire career. I've seen it work time and time again. Heck, sometimes we do instrumentation, we just take something apart, put it back together again, and all of a sudden it would work better. RTFM is gonna be all about that. I'm gonna give you a set of instructions for business, though, and simplify it and use models that you've never seen before. A lot of electrical theory tied into this in the simplest way possible to make sure that you understand the different steps and levers you have in your service business. And RTFM is one day gonna be a book too. So, in a way, I'm kind of writing the chapters as we go. It's gonna be a ton of fun, Joe. An awesome ode again to the first year teacher King Ohm. That's about all the time we have on this. I'm super excited for you guys to uh get this extra value. Super excited if you're gonna click the link below and join us in the workshop today. Joe, anything else to add, brother, before we part ways on this one?

SPEAKER_01 18:00

If I only have a little bit of time, I'd just say it's an absolute honor being able to serve you. Uh, and I gotta say, Clay, it's been a pleasure being side by side with you the entire time. But knowing that we get to serve the electrical community as a whole when for the longest time we were the ones sitting on the sidelines behind HVAC and plumbing, it feels good to finally give electricians a seat at the table and then show how we're actually even able to thrive beyond. So it's my honor to serve you and I look forward to doing so.

SPEAKER_03 18:22

Love that, man. Well, thanks so much. Uh, likewise, the feelings mutual. It's been an absolute dream building this out, helping electricians in every facet of their service and just improving, building towards this uh million-dollar electrical business. Um, see you guys uh in the YouTubes. We'll see you guys at the workshop. And I just cannot wait to bring even more to you. And thank you again, Matt Potter, Matthew Potter. We'll see you in the SLE Pro app. Thanks, guys. We'll see you again next week. Cheers to your success.

SPEAKER_01 18:52

Be blessed, friends.