The Best Electricians Don’t Sell Products. They Sell Outcomes. | YT LIVE REPLAY

SPEAKER_01 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 spark up those sales.

SPEAKER_02 0:12

I'm Joseph Witani, 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 in a single service band.

SPEAKER_00 0:20

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

SPEAKER_01 0:33

A new product.

SPEAKER_02 0:34

New product, yes. I've been looking at actually, it was Joe Kay who suggested it. He said, I wish there was an option that we could offer some sort of emergency backup lighting, but on a more wider scale for a home. And I'm like, you know what? Like that makes a lot of sense. You know, if you're at portables or yeah, there's storm lights and there's emergency backup lights. But he was like, well, what if there was a way to make it look more premium in a way? So I said, that's worth exploring, sure. So I dove into the world the GPT and started exploring products, and I found a particular type of bulb that works very different than the average one. Um, what it does, it's actually made by GE, is it can sense the difference between a utility switch being on or off and chooses to engage a battery based on if the switch is on or not. So, as an example, if the switch is off, it will not engage the battery, which solves a huge problem, which is I plug a battery into a normal utility, I turn the switch off, it senses no utility, turns on. But this doesn't do that because it's sensing for neutral break. So as a result, if the switch is off, it says circuit is broken and there's no utility power, okay, it's fine. But if the search comes back on, it's looking for it, doesn't see it, and then throws the thing on. Okay, they're the same BR style breaker, uh uh BR style um uh bulb type. In fact, I'll drop it even here in the link. And the cool part is that not only can you use them as regular, like you know, lights, but you can actually unscrew them and they have a button where you can turn them into a flashlight. Nice. So the cool part that yeah, the cool part that I thought here was now, at least in this circumstance, we could do a whole home automatic battery retrofit kit where you'd have five hours of runtime without having to run to your portable if you so desired. Nice hey, I'm out, but I don't really care about it. We kind of just camp out for a little bit, and if we're out for more than an hour, we'll go turn on the generator. Well, lights are running, everything's good. You want to do it? Go ahead.

SPEAKER_01 2:36

What's this product called?

SPEAKER_02 2:38

It's uh let's see, I have it here. It's the GE LED battery backup lights with built-in flashlight. I have a model number and link that I just dropped into the chat. Um, and the cool thing that I like it is it seems to work really, really well. I've been trying to cross-test it and see what breaks it.

SPEAKER_01 2:56

So let's throw it in the comments here. Oh there you go.

SPEAKER_02 2:59

Well, that well, that might do it. That might do it.

SPEAKER_01 3:02

I think I can drop it there.

SPEAKER_02 3:03

Yes, I can. It says I need to catch my YouTube to it.

SPEAKER_01 3:07

We got it, it's there. Um, welcome back, guys. Welcome to another Monday uh motivational Monday live, second one on YouTube. Super pumped. And this is actually really cool that you came with a new product because today we were going to talk about not selling products, selling outcomes. So why don't we use this as an example, Joe?

SPEAKER_02 3:27

Okay, I'm for it.

SPEAKER_01 3:28

What's some outcome language that you would use instead of what it is, maybe with this device, what it does with this light?

SPEAKER_02 3:36

I'd say something to the extent of like hassle-free lighting or peace of mind guaranteed lighting. Now, the reason why I would try and choose something to that extent, because I haven't I haven't mentally packaged this in my mind yet, but the goal that it does for someone is that it allows them to not have to get on a ladder, it allows them to not have to rush, it gives them the time to feel safe and secure. Because if 2 a.m. happens and power goes out and you wake up to no lights and there's a storm outside, everything's pitch black. But if you could go over and be like everything's dark, everything's dark, I walk to the room, I turn on the light, and now all my lights come on. I can use that room as a staging area and then say, I'm gonna walk through my house and turn on lights, and they're gonna work for me, and we're gonna see what works and what doesn't get an assessment of the situation. Yeah, so I'd say hassle-free automatic backup lighting.

SPEAKER_01 4:28

Awesome. I love that. Why is this so important in the first place? Like, why do we even do an episode about this? Best electricians don't sell products, they sell the outcomes. What is this about?

SPEAKER_02 4:42

It's a frustrating concept for a lot of electricians to grasp because so many of us were trained on. Well, I'm trained by Schneider, so I'm gonna speak to Schneider's products, or uh Leviton trained or generac trained. The manufacturers teach us, and it's fucked up to say, but they teach us that by saying the brand name, we're actually instilling value as if the homeowner acknowledges, oh, it's a it's a uh square D, I know it's gonna be a good product. But it actually doesn't, they actually teach us that because it helps create brand awareness for the product. It actually doesn't help build value. So if I were to go to the average homeowner and say, hey, there's a kneeling in your bus bar, but luckily I had the best quality product, I can install a span panel. That doesn't do anything for someone. But if I were to then say to change it and said, I understand your system has definitely received extreme amounts of damage to it over time. I mean, granted, it's 50 years old, you've been working through the system, it makes sense. Now, we can spring forward you into the future and say, we can make this home entirely autonomous where you can control everything from your phone, no more having to go downstairs because I know you were talking about your knee being bad and having to go through the surgery. Don't have to go down to the basement stairs anymore, don't have to worry about the flashlight. If anything happens, you can just directly reset it from your phone or at least understand what's going on and why. Now I'm explaining what you're receiving from this upgrade rather than me just slapping an expensive label and being like, oh, they'll know they're gonna see it now.

SPEAKER_01 6:14

This reminds me of a meeting that you and I took with uh Duramax, one of our uh great great partners in this for portable backup power. And we met with some of the higher ups there. And I remember at the end of the call, they said, Joe, where did you learn this from? Because you had them in the palm of your hand. And I believe that particular instance was just thinking about the experience of the homeowner. Selling outcomes and thinking about the experience of the homeowner seem to be one-on-one, kind of the same thing. Would you agree with that? Or what are your thoughts?

SPEAKER_02 6:49

Yeah, so we have to also imagine who we're speaking to and why, right? Every electrician, every contractor has been taught to speak to products, but has been under trained drastically in how to communicate to the homeowner why that product is valuable. People, and you know, there's a concept that the confused mind doesn't buy, right? So, like if you present a full range of solutions, and as an electrician, there's some damn good solutions, like you're thumping your chest saying that this is a good fix, but the homeowner can't understand why it's a good fix. Like, why do I need all these emergency backup lights in the house? That seems kind of dumb. I already have a generator. But walking through and explaining to them, like, I understand you have a generator, but let's let's imagine right now you lose power and you're in this room right now and it's dark. How do you get to your generator to turn it on? How do you plug it and pull start it with one phone holding a flashlight or where you're holding a flashlight in your mouth? It they don't often know the full story. So, what we are doing is we're not only educating them on a product and an outcome they'll receive, but they're gonna start understanding the experience of having to use it. And then it becomes up to them. It's like, well, you could choose a couple different choices. Obviously, what I'm suggesting is you have a full pathway illumination, so you're not tripping over the kids' toys, or missing a step on your way down, or being able to see the system you're working on. It's like, or if that's not a priority to you, by all means, we all have an iPhone, we could definitely flashlight it and you could hope you don't trip on anything. By all means, it definitely you could save you could save the money. How would you like to use a proceed here?

SPEAKER_01 8:23

Yeah, yeah, this is good. I'm reminded of this old expression seek first to understand before being understood. And we get this wrong a lot as electricians, and it's not our fault, by the way. Um, at the beginning of our apprenticeships, we started getting the whip cracked on us for all of that vendor training that you're talking about, but also the code training. And if you really think about this, the code was not written fully by electricians, it was written by lawyers.

SPEAKER_02 8:52

Yeah, it's some thick, thick glasses, long bearded engineers just patting each other on the back, how smart they are.

SPEAKER_01 8:58

Right? It's all lawyer language in there, notwithstanding. God, if I read that one more time, I'll that you know where I'm going with this. It's enough, right? But the thing is, then we cranked on each other to use that language, and that language doesn't serve a homeowner because they don't have years and years of training, they weren't tested on this. So every time the whip was cracked on me as an apprentice, to stop saying plug and start saying receptacle, to stop saying zip tie and start saying tie rep. Those are just different names for the same thing, and all of that whip cracking, all it did was set us back in time. Because later, when you're actually out there facing a homeowner, like I don't know about you, Joe, but if you ever had a homeowner say, Oh no, that's not a plug, that's a receptacle, and they only bought because you used the right language.

SPEAKER_02 9:46

No, absolutely not. And you know, in fact, it's actually a couple other things where some of us as electricians will have the homeowner say, Well, isn't that just an outlet? And it's cool because they'll use a even if they do it in the language, they'll reverse and be like, I can understand why you'd say that. You know, as an electrician, we speak to things as total systems. So when I said this is electrical point, this is a point where electricity comes from. It's easier than saying outlet, switch, dimmer. Like, we do that to not confuse you. But if you'd like, I'd be happy to refer to that if you'd prefer. You know, the thing that comes to mind, and there's a specific situation where I never quite understood it, but in this conversation, I think I'm illuminating on it. I hired uh someone I remember, and he was a subcontractor, but he was a small business, so we were planning on absorbing him. But the thing that really stood out was that he kept saying code. So, like when the homeowner would ask a question rather than elaminating, he'd be like, It's code, baby, we're gonna do it for the code. And the homeowner would be like okay, like I get it. And he would have very low conversion, and be like, Well, why? Because homeowners don't give a shit about code because it doesn't mean anything to them. But if you change the term, once again, how we're starting the conversation, I was speaking to outcomes, we're bringing this to modern safety standards. Now is something someone can wrap their head around and say, Well, I don't care about code because code is just a bunch of laws written by lawyers, but modern safety standards, I mean, we all should have them. So even if you're speaking to the same thing, just how you speak to it could be the difference of whether to see value in it or not.

SPEAKER_01 11:25

Yeah, and back to something you said earlier: complexity is the enemy of execution. You ever had this one of these conversations? Like, you know how sometimes someone's talking, and maybe it's you guys watching this live, maybe sometimes me or Joe say something and we lose you in it. Uh, we're guilty of this too. It happens for sure. And do you ever notice how you get stuck at the last question that you had? It doesn't matter who's talking or what that thing is. If you had a question, everyone's looking to speak to have their exchange. So you start thinking about that question that you have a little you kind of drive a flag in the ground and you get stuck there, and you sort of just wait till you have a space to ask this question. But some electricians, some of us, will continue to talk and talk and talk and drone on into the details of the square D and the amperage and the voltage and the you just keep going frequencies, holy cow! But you left them way back here at what's a breaker. Yeah, it's a real problem, and I think guys don't don't see that. So, as a result, Joe, would you agree with this? That's exactly what leads into thank you so much. Uh, it's very clear that uh you and your company have a good understanding of this. I think we just like can you can you email it over? I think we need to think about it. There's just so much to talk about here. You ever see that response directly from that complexity?

SPEAKER_02 12:49

You know, I'm gonna do a shameless plug here. I'm actually doing a full review. I like to continuously review everything that we teach and we go over, so I can make sure I'm always sharp to it. I'm literally going over level two objections and reviewing all the things. And one of the reasons I'm bringing that up is because it speaks to exactly the objection you're talking about, or it's actually a stall. They have a problem, they want a solution to that problem, they don't understand how your solution solves their problem. So rather than say yes, they're saying, Can I have time? I clearly need the thing, but I don't understand what it is I'm buying. So, in my opinion, having more time should give me the clarity to make that decision. Yeah. But if you've already lost them at that point where they feel they can't ask you, and instead they want some paper that they can do it without you, that proves that you've actually become an obstacle to the sale rather than a means of communicating it. So even going further and saying, if we don't communicate communicate ourselves clearly, we could be losing the customer. And when we walk away saying, I don't understand why they didn't buy, we can reflect back and say, What did I do to make it seem like this wasn't a clear and easy choice? How could I have communicated that in more customer-friendly terms?

SPEAKER_01 14:07

Yeah, yeah, exactly. Joe, we've got a bunch of we have this outcome language guide, actually. But I'd love to test you on a few live and just see if we can get clear on some. And then for anyone watching live, um, whether you're on the replay or the actual live, which right now we are live, live, live here. It's 10 45 a.m. Pacific. We're on YouTube. It is 1 45 p.m. Eastern.

SPEAKER_00 14:30

Yep.

SPEAKER_01 14:31

Bingo, bingo. Um, let's try a couple. And if you have some equipment that you're curious how Joe would uh position this as outcome language, um, throw them in the chat and we'll hit them all. Um if you're gonna say like install GFCI outlets.

SPEAKER_02 14:48

Okay, installation of water shock protection points. Okay, why? Okay, so if you were to go to the average homeowner and say, tell me how a GFCI in works, some people will be like, What's a GFCI? A lot of times they know it as the outlet with the red button. Yeah, that's that's it, that's the extent of what they understand. They know that it's there, they can know the pattern of I know it's in a bathroom, I might see them in my kitchen or maybe outside, but that's the end of the knowledge. Yeah, they don't know what its purpose is or how it works or what it's designed for. Yeah, to us electricians, how do we simplify this? Yes, we could go and say the voltage that the amperage, micro amperage that it's sensing for between the ground and the neutral, which would then explain why it trips, but once again, we're losing them at that point because they don't even know what a neutral is. But if I were to say this thing protects you from shock when you come in contact with it and water, that describes what a GFCI does. So this is a water shock protection point, a point of the electrical distribution system that will protect you from water shock contact.

SPEAKER_01 16:01

Nice. Not what it is, what it does. Here's another one uh upgrade, 200 amp upgrade.

SPEAKER_02 16:07

Okay. So the question I'd want to understand is why the upgrade is happening, so I can make it as on code to the customer as possible. Understood. But I would say if gun to my head, you have to make something uh blind and it's going from a hundred amp upgrade, I would say turnkey modernization of main home's electrical distribution system, or complete uh or say turnkey upgrade of main home's electrical power source, or even you say, you know, in uh turnkey improvement or turnkey upgrade of utility incoming power source.

SPEAKER_01 16:43

And then if you know why you've got some things in there, maybe you include the language like giving your room or or your electrical system room to grow.

SPEAKER_02 16:51

Yeah, like like so a great thing would be like an EV use, right? Yeah, so it would be like I'm getting I'm going from a hundred amp to a 200 amp because I didn't want to invest in the Emporia, which everyone should, and then say, Well, now what do I do? Okay, well, you could see an EV ready, or you could say an EV ready home main electrical system. Yeah, simple as that. It's like I don't need to know it's 200 amps, I just need to know I can run my EV and it in my air conditioner, not totally main.

SPEAKER_01 17:17

For sure. Uh, we're trying to offer a panel restoration for someone because of mislabeled breakers, double tap neutrals, etc. How would you position that in good language? Do you think outcome language?

SPEAKER_02 17:28

Well, the cool thing is you already use the word. The term restoration is something that is specifically to us rather than something that an average electrician would use. They would probably say like a rehab or maybe a reconditioning. So if we were going to change it, I'd say turnkey restoration of main electrical system. And what did they say? Well, what does that mean? I would say, well, it would include things as we do a turnkey circuitry identification so you can always be aware of knowing you're turning on or off the right thing, which could save precious time in an emergency and save time for an inconvenience situation. We're going to completely modernize all the main electrical emergency shutoff systems. That way we can guarantee they're all within modern safety standards and up to spec. We are going to secure and ensure all terminations and connection points are not only rock solid, but they're protected against things such as rust, corrosion, or any future concerns that can come from them. And we're doing a complete turnkey water and rodent sealing system. That way we can ensure that there's no critters that end up kind of make their way back into the system. What I've just described is I'm doing a relabeling, I'm changing all the breakers, I've relanded all the terminations, applied no locks, I'm sealing all knockouts and grills. Okay.

SPEAKER_01 18:39

LED lighting retrofit.

SPEAKER_02 18:42

Okay, so for what regard? I would say because you could say uh installation of zero maintenance lighting system. That's one way of going about it. If they are super green, you can say uh maximum energy efficient lighting systems. Those can be so the key is is if I understand why someone wants something and I can understand their frame of reference, then I could describe it, such as like if you were to ask some people who don't understand generators and you want to communicate the difference between a liquid cooled system and an air-cooled system. Now, I could go into the differences of how it's built in an industrial cab, doesn't matter. But if I'm dealing with a car guy, I can say, well, this is the easy way of describing this. This is meant to operate like a tractor trailer. It could drive from coast to coast without needing an oil change, and it can tow an insane amount of things, meaning that when you really need it, if you got to get somewhere on a long distance, this is the rig that's gonna get you there. The Honda Civic is phenomenal, it's one of the most popular cars in the entire world. But what makes it so popular is that it's an economical unit, it's not meant for huge extended long run times, but it's efficient, there are lots of mechanics that can work on it, and it's quick and easy or easy or to put in compared to you financing a big rig. But if you don't mind me asking, if you had the choice and money wasn't the object, what would you prefer to be behind the wheel of? Now, I didn't talk about the channel reader really at all, yeah, but I put it in the context of someone who'd understand the language in that they like cars and used analogy.

SPEAKER_01 20:18

You have several analogies, like we have this thing we call the field guide that all of our customers get. We should just give it away as a value piece here one day. But um, in that is an entire analogy section. You use cars a lot. Why do you choose cars so often?

SPEAKER_02 20:33

I studied car sales, even though I never sold cars. The reason being is I fell in love with a trainer, his name is Zig Ziggler, he was like an old school car sales guy. And pretty much what I realized was that car sales teaches the psychology of the sales process. And it's also not only that, does it teach us, but almost every homeowner at this day and age has a car or has a rudimentary understanding of how a car works? So, like, if I were to say, why do I need an oil change on my generator, even if I never maintained it, or even if I never ran, or even I lost power? Like, I can understand where you're coming from. Do you remember on the top left-hand side of your car, when you look up, there's like a sticker and it tells you how many miles the car has? What does that mean you have to do after those miles? Well, I got to bring an info and oil change. But what if you weren't racing? What if you were just putting in neutral and just cruising the whole time? Does couldn't you just do it regularly? Well, I wouldn't want to risk it. I mean, that's assume there's a reason why it's got to be done. Exactly. So even if you don't realize all the small components that are going in, such as internal valves cracking or having issues with lubrication not properly cycling, there's a lot of factors go into it. I would just assume it's best to say, why don't you get your oil change done on time and leave it in the mechanic's hand to ensure it's operational? It's like, yeah, all right, that makes sense. Cool.

SPEAKER_01 21:55

How important is it then to lead with a question like you just did that gets the Homeowners buy into an understanding and then tie in that understanding to the outcome of your influence and desire there.

SPEAKER_02 22:07

So I'd say it's almost critical. And the reason why I said so is because you actually you actually describe it really well where I can't push a string across a line, but I can pull it, right? What I am trying to do is the homeowner currently has a gap in their understanding, and that gap has created a wall. Now, if I come for them from authority on the opposite side of the line, I'm speaking at them rather than with them. And that can create a power struggle in some dynamics where they're resisting me just to resist me. But if instead I'm asking you a question on an unrelated or unrelated topic, and you're like, Well, I agree this is true in A, and I can create the comparison that A is similar to B, wouldn't we do the same with B as we would with A? And it's like, oh yeah, I see your point. That does make sense. And now the translation happens.

SPEAKER_01 23:02

Yeah. It's again, it seems to be directly correlated to that. Seek to understand before being understood. If we just lead with questions, then we'll have information to leverage to align. I think alignment is maybe a big A word that we don't say enough.

SPEAKER_02 23:20

Yeah. I want to jump in that just before we transition for a second. And questions does something else for us that I think a lot of people don't realize. And remember how when we talk about objections, we consider it like an endurance race. Because if I'm asking you a question, I have to make sure your brain is engaged to answer said question, meaning you can't drift off, which incurs that this customer is going to be engaged with me. Yeah. But it also makes sure I'm testing their understanding of the thing. But the entire time they're doing it, I'm looking at their body language, I'm listening for their tonalities, I'm listening for any questions, and I'm mentally resetting to respond rather than to react. So the questions not only help us communicate our point, but gives us the mental reset and information gathering skills that we need to take it to that next point if they do have difficult objections.

SPEAKER_01 24:13

Yeah. One of the things I really try to drive home when I'm talking about um sales and sales expertise is the importance of using their language. What are your thoughts on being flexible in language and allowing yourself that flexibility to hear what they're saying and then use those words back to them for that best understanding, Joe? What are you what are your thoughts on that?

SPEAKER_02 24:40

So on at face value, that sounds like exactly what we're supposed to do, but there's a one condition that comes to mind where it actually could hurt you in a way. Okay. And what that comes into mind is that let's say the homeowner's a technical, he's a handyman, right? And he's referring to everything like the breaker box, the fuse panel, the outlet plug, and he's using very like trade-based jargon. And instead of now using our verbally packaged words, I'm mirroring his language so that it's closer to what he's saying. Now I've shifted away from outcome-based language, and I'm actually devaluing myself by saying instead of saying turnkey installation of watershock protection points throughout the entire home, I now say I'm throwing in GFCI outlets everywhere in your home. It immediately devalues what I'm doing, even if it means he understands it better.

SPEAKER_01 25:30

Devil's advocate, what about for the person watching, listening right now that goes, yeah, but that's what he wants?

SPEAKER_02 25:37

Okay.

SPEAKER_01 25:38

What about the engineer type?

SPEAKER_02 25:40

Ah Engineers are a little different. So the thing I've learned about engineers is not about necessarily changing the language, but changing the approach it is to it to approach them with the language. An engineer will usually start off a conversation by showing, I know this, I've seen this, I have this many years with this, and that's why I'm calling it this. Yeah. Usually I lean back and say, Can I just time this out and say how grateful I am to have the opportunity to work with you? The reason being is so many of the homeowners that I work with really don't even know what a panel is, let alone where it is in the home. So that's why the language we use is to communicate what something does rather than what something is. But the fact that you're so technical and you have such a strong understanding of things means I can be more technical. But if you don't mind me asking, since you are so experienced, why do you even need to call a pro at all? If you don't mind me asking, why just take on this project yourself? Clearly, if you know what you're doing, I don't want to step on your toes. So I've given him grace by showing him how excited I am. I give him a comparison to the average homeowner, which boosts his ego. I then thanked him again, saying how I could be more technical. Not that I will be, that I could be more technical. And then now I'm going to reposition it. Well, if you don't mind me asking, since you are so knowledgeable and since you have so much real credible experience, why not just save the money and do it yourself? So I've actually handled his thing with an acknowledgement. I've reframed his question from him saying I'm taking control. I'm like, great, here's the control. But since now you have a control, why not do it yourself? And that fumbles into the ask again.

SPEAKER_01 27:19

Yeah, I think there's um there's a parallel with something you said earlier with the danger of mirroring their language, and really uh, I believe you said uh kind of devaluing our services in doing so. What I'm hearing here, and I'm recognizing in people too, is that sometimes people want to project, in fact, often they want to project a knowingness to be at your level, and they feel that that protects them from being ripped off. Yep. Our intention is never to rip anyone off, it's to help with that understanding, to understand and help them understand and and find that that parallel, that the overlap, not parallel overlap of that understanding. How dangerous is it to have someone looking for implied meaning by showing that they, or rather, giving you the indication that they understand something when truthfully they don't?

SPEAKER_02 28:21

It's actually scary for the homeowner, and I think it's very dangerous for the homeowner. And here's why. If you take the average electrician who is technical based, and now the homeowner approaches them like, I'm an engineer, I know all these things, I'm a home inspector, I have all this experience. The electrician is going to shift away from value-based language. He's going to assume the homeowner knows everything, and he's going to be more technical than he ever was before, which in a lot of ways overwhelms the homeowner because they don't quite feel perfect. They know enough to be dangerous. That's a great way of describing it. The homeowner is trying to show what they know so that they can say, I don't want this guy taking advantage of me. But if they can have the uh the contractor believe that they do actually know all these things, he may actually lean into it, be super technical, and now they don't know what the guy's actually communicating. And as a result, they're left with a stall because he doesn't want to admit he doesn't know. But instead, he'll say, There's a lot to consider. Thank you. Give me some really valuable information. If you can send more literature, that'd be great. But first, do you mind sending me a product spec of this so I can review it? Just for my own notes. But really, he wants the product spec because he don't know what the fuck he's talking about.

SPEAKER_01 29:34

Yeah, yeah, that no enough to be dangerous is real. I'm actually reminded of um last time you were here at my house, we did a live one of our classes, and I think it was Isaiah Perkins jumped on and he was like, Hey, just had an awesome platinum sale, demand call, and it was a GFCI in the kitchen, classic. We've we've gone over this so many times, but I'll I'll never forget because he said that homeowner tried to replace a GFI himself, wired it backwards, called an electrician to solve the problem, and they ended up having a laundry list of things. I think it was like a $21,000 platinum sale from a homeowner that maybe knew enough just enough to be dangerous and realized, okay, maybe I should just clean the whole honeydew list off and have you do everything for me, which was a super power moment. Do you remember that one, Joe?

SPEAKER_02 30:25

I actually think you took a picture of it at one point because I remember I was sitting on the chair if I'm correct. Yeah, and I saw a phone pop up in the background and I just kept rolling with it. But yeah, no, I I do remember that conversation. I stood on your your pattern chair behind the window.

SPEAKER_01 30:39

That said, that's uh that's a bit of a throwback win. I want to give you guys a quick win of the week, and we've got a part ways here. Uh, big shout out to uh Coleman, who's in uh Manitoba, near our boy Jacob, actually, crushing it, did night school, and I think he said he was averaging about 15, 20k months. And the last big win I saw, I think was just cleared 60k, had his first 60k month in September. So congratulations to you, brother. Uh hoping to have you on the podcast soon so you can talk about your growth and the great things that are going on. What are you guys working on? Leave a comment below, let us know what language you're having troubles with. Uh, we'll come back, we'll reply. If there's any anything you want to work on outcome language, um, stop saying a product name, finding something in the weird space there, or you just want some help, leave us a question, let us know. We'll be happy to chat about it. Maybe on the next live or just replying in the comments below. Uh Joe, another shout out. You've got a master masterclass tomorrow. That I do, yes. What's the topic, brother? What's happening? How do we seem to get involved?

SPEAKER_02 31:37

Yeah, so it's speaking of actually options. Uh, there's a lot of things in from this conversation that we can take and actually use for tomorrow because it's meant to not only teach you about how to build options for very difficult or difficult rooms like attics, crawl spaces, basements, storage locations, but it teaches you how to watch the homeowner gauge what they're saying and see how they interact with the home to actually become a list of options you can suggest, where you should be standing, how you should be asking, what you should be looking for, and then goes into a hyper deep dive of all the options that you could be quoting for that space. So I don't even think we're gonna be able to finish it. That's how many options there are. Well, but I'm gonna do my best to make it happen.

SPEAKER_01 32:19

That's awesome. It reminds me of one of my favorite podcasts we ever did. Uh, we it's how the why tells us what to offer. So often electricians ask us, well, how do you come up with six options every time? I always just say simply the customer tells you, they tell you through what Joe's saying with the masterclass tomorrow, through their tones, through their responses, through their physical actions, through their experiences, and through their whys for what they want you to do in the first place. I would definitely check that out. If you guys are curious about any of this or the next night school, just go to the link. If you're on our YouTube right now, right above on the channel, uh, or click the channel, go to the link right in the channel description there. That'll take you to the page. You can book a strategy call, see if it's even a fit for you. Uh, masterclass, though, Joe. I guess you guys could probably just comment below masterclass, and we'll be able to send you the link for that one so that you can get involved. That one's like a three-hour training, I believe, with your tomorrow.

SPEAKER_02 33:12

Right nearly it's gonna be so much fun. Honestly, I I feel like Dan Lynn has to pull me off around the third hour because I want to stick there a little bit. But yes, and Bill, I'll just say I want to thank uh GE Light, my saving issue. That great, honestly, that that makes my entire day, Bill, because that's why I love looking at products. The more product you know, the more opportunities you can quote the right thing for the right person at the right time and be that much different than your competition.

SPEAKER_01 33:39

Absolutely. And if you know a product you think others should know about or we should be talking about on this podcast, love to hear it. Uh, you can throw that in the comments below. Otherwise, great guys. I hope this was a good uh little boot in the butt for the week. Great motivational Monday. We'll talk to you again soon. We'll see you next Monday. Bye for now. Bless friends. See you then.