Replay - Next Level Electrical Sales - Taking Clients to The Ridiculous

0:03 Hello and welcome to Electropreneur Secrets, the electrician's podcast. We're here to help you master sales, simplify pricing and deliver premium level service, and we're here with you five days a week to do just that. I'm your host, clay Neumeier, and with me, as always, my wonderful co-host and business partner, joseph Lucani. Joe, how are you doing today? I'm doing awesome man. It was one of those fun situations. As I mentioned earlier, I'm the last one who hasn't gotten sick in my household, so I'm holding down the fort. But I love what we do so much that I don't even care if I'm sick. I'm showing for it one way or the other. Absolutely. I love that In that pre-show we were just discussing how easily these zoom illnesses seem to uh cross, cross boundaries of of this country to yours um if you guys didn't know, I am the pleasant peasant, the canadian north of the border, seemingly maybe hotter than you are having.

0:58 Uh, at this moment it is warm up here, man, like 90 to 100 all week. Okay, yeah, that's a little excessive because we've been in the 80s right, and new york's not known for being warm, but like it's been really warm recently yeah, all right. Well, we got a great topic today. Today we're talking about next level electrical sales and taking clients to the ridiculous. Here's how this episode's going to help you. As always, we got rid of the fancy shit. This is unrehearsed, although we did talk about it a little bit in our class this morning and decided we got to share this on the podcast. It's going to help you in this realm of being so confident in your process, in your electrical sales, in your service rather a term that you're able to hang out in the awkward moments of those conversations where you know that belief shifts may be about to happen, or could, at least if we stayed there for a little bit longer.

1:54 And the value that could provide, the conversion increase, the extended ticket values, the higher sales I mean um list of wins here goes on and on. But first we've got something very special to discuss. We need to know how has the ac situation, that service you talked about yesterday, how is that unraveled, joe? Are you now in a better position with them? so, yes and no, everything's working, but I I have a suspicion of what's actually happening and it's kind of sneaky and I'm almost impressed that they pulled it off the way they did. So can I share it? Yeah, please, all right. So originally it was set up to where someone was supposed to come yesterday and it was on the calendar paid in full.

2:40 Someone's going to show up. They sent me the notification and the thing was is that the person who was supposed to come was the salesperson? It wasn't supposed to be like a technician that was coming out. It was supposed to be a salesperson. The thing was, the reason why the salesperson was coming out was because I reached out saying I was interested in an upgrade of some sort. There was an enhancement they were talking about. I was like hey, I'd love to talk to you about this. My logic is that they sent the salesperson to install the hard start kit and, while he was here in my home, be like hey, by the way, while we're here, did you ever get a chance to look at that option? We'd like to discuss it in further detail. Him doing the hard start kit would have gotten him in the door face to face with me, right when I wasn't able to do it, I had a sticker and a sign on the door saying hey, just so you know, I think I even mentioned that.

3:33 I told him I was like hey, I'm going to be in meetings all day. I'm going to have the AC off. I'm going to have to break her off full steam ahead. You probably won't see me that as think a situation where they decided to pull it and be like oh, we don't know what happened, we're going to have to reschedule for another day and I'm going to check in and let you know. This is kind of in line with our installer re-offer process then. Exactly it actually really is. It's really really cool because when you're an installer, you have the justification of being someone that they never suspect to pitch from. In fact, you are the most trustworthy person they will ever meet, simply because they don't ever expect you to try and sell them something. Yours is the guy who shouldn't do the work, and if you suggest something, it probably has some credibility as to why they need it.

4:17 So the installers actually have a lot of credibility, and I really think that's what was going on here. Yeah, good thinking. Unfortunately, they had to call a supervisor to figure that out. Bit of playing around in the back end there. But anyways, back to our topic then. Today, taking it to the ridiculous, we're not talking about a sales record, we're talking about that conversation that you're having with a homeowner, and I think one of the fundamental reasons for this is that initial situation that we all find ourselves in. If I may just say, we've used this analogy or this metaphor of you know, there's us and there's them and the line in the middle, the line representing everything that needs to happen.

5:02 But they're looking at us going please don't be salesy and try to upsell me anything. And you're looking at them going. Please don't see me as a salesperson. Let me help you as a professional and let me offer all the things that you may actually want in your life. Do you agree with that? First off. A thousand percent. I think it's one of those situations where no one wants to be sold, but everyone wants to buy. What I mean by that is if I were to come to you and be like hey, clay, do you need a pen? And you don't need a pen, you're going to be like, no, fuck off, I don't want to sell you a pen. But if it was something where you were in the market for something and you were actively saying, joe, I looking for a pen, can you help me?

5:44 You would enjoy that interaction because I'd be providing a service. You're looking for 100. So that's the point no one likes to be sold right. So in this process, at least in our process, and what a good sales process should do is begin to eliminate that, begin to to pivot us and, would you say, get shoulder to shoulder so that we can both address the problem and both look at the potential solutions that we have to offer for that problem. Correct and, honestly, one of the most key steps that we have, because if the customer looks at you as someone who is the problem, like you are part of the problem, they will try to solve you.

6:24 And a lot of times that means get this guy out. Is the problem. Like you are part of the problem, they will try to solve you. And a lot of times that means get this guy out of my hand, like get him out of the house. Go by email arm's length distance. I don't want to deal with you Quotes, estimate, bids that's how people deal with pests but if you are the solution, meaning that you positioned yourself to say I understand you, I know what you're doing, I know why you're doing it and I know what's at risk if we don't get it done. So, as a result, I designed choices to completely take all the pressure off of you. All you got to choose is what you think is best for you and your family. I'm okay with whatever you choose. Now the pressure's gone and you're actually now a service rather than a sale.

7:06 There's something you said there I want to call a timeout on and bring attention to, because the way you worded that was really important At first. Most are seeing you, unless this is a referral or a repeat client that already has that know, like and trust. Please accept that most are seeing you as part of the problem. They haven't established that they trust you yet. In fact, quite the opposite, they're assuming not to. Is that fair to say? Yeah, Believe it or not, I actually found I had higher sales when I looked like a technician than when I looked like a salesperson. I had worked at other companies and found that you had the sales car it was like a little Hyundai and you had the uniform.

7:47 And found that you had the sales car it was like a little Hyundai and you had the uniform and the nice shoes and the Dickies. It didn't go well, but when you put me in a van and I had linemen's on me and I was in a full Dickies uniform, suddenly sales went up. It's because how people perceive you. If they think you're just trying to sell, the motivation that they have in their mind is he wants money. But if you're a technician, they think you're already being paid for the service. So you're not the problem, You're just the guy and, as a result, you're more likely to be trusted. I love that. That's a huge gold nugget there, and thank you for sharing that. So at some point here, uh, we have to overcome this, we've got to pivot, and really what that means, then, is we have to get a customer, a potential customer, to actually shift their beliefs and and enable that trust in a way.

8:40 Find my words here right, but allow us to be the professional, and that in itself is a bit of a belief and a trust shift, isn't it? It is and that actually I love that you did this. Can you put it on the tee for me here? That actually lines in exactly what we're trying to talk about today, and I want to talk about how the ridiculousness can actually be used for that specific scenario. Awesome, love it, cool. So the thing that we have is we want to establish to the customer that we are going to do everything perfect Not saying that we can do everything perfect but we're creating the perfect scenario to test whether they feel that they would actually want to do something or not.

9:21 I've called this particular call close. The stars align close. Now, what that means is we've all had customers that say things like well, I'm looking into it, I'm getting quotes, I might get this done, and we have questions that precede that. That would help understand why do we do it. What would happen if you didn't get it done? Who could this affect? There's things like that. Go into that, but eventually the question is all right. So, just so I understand this correctly, let's say the stars aligned over this kitchen table and I had exactly what you wanted at a price you found was fair and gave you the quality you thought you wanted and everything was available. What would happen then? Literally, you're kind of describing it as the planets are in alignment over my kitchen table, the angels are singing, the lights are shining, everything's wonderful.

10:11 What would you do if that perfect situation happened? Why do you think it's so important that we have to phrase it that ridiculous for someone. Well, at this point at least from my understanding of it, Joe is we're putting the ball on their court for one, and it's an open-ended question where they're now going to have to state a response about what would happen, about what they think. Now, that could include timing, that could include outcomes, both of which are important to continue this conversation. Am I close here? You're right there. So there's one other thing. It's those two and one other. When you make it ridiculous, it actually feels worse to give the wrong answer, right?

10:55 So imagine, clay, I'm at your house, I'm your sparky, I'm getting ready to wire things up. All right, I'm excited because I'm tired of wiring at my own house. This is getting old. I know right? Well, I'll say you know what. I'll be your HVAC tech or your plumber, and I don't care, whatever you gotta be. But the thing is I'm coming to your home to help you with a service. You've called me. I didn't knock on your door, so clearly there was some interest you had in bringing me here and I were to tell you that we what if I was batting a thousand, meaning everything was perfect? I gave you exactly what you wanted at a price you found was fair, and the quality was great and the service was great. What would happen then? And what do you feel can help me?

11:37 I use this question too. I love this question so much. I've adopted that from you and I appreciate you for bringing this one up, because it usually what happens. And maybe you're listening and you've been asked this question already and you're kind of chuckling right now too, because in that moment it creates kind of like a uh, what the kind of question is that followed by a uh, I guess we would proceed, we would do the work, we would go ahead. Let's dig into that right there. All right, the pause, the fact that you're like well, I think I would do it. Why is it that when we talk to customers and we've created the perfect scenario and they called us, they can't get it to the completion?

12:19 Where they're like I would just do it, it's always I guess I would do it. Well, I would probably just do it. Those are weak words Probably, might, maybe, could, potentially, no. So the thing you would do even further is you could stretch that even more. So when they say, well, I might just get it done, you'd be like well, hold on time out for a second. We're talking. Planets are literally in alignment of the kitchen table. I am batting a thousand percent, I can't miss, and I gave you the perfect scenario and you might do it. I have a feeling that, if that, that's not great odds for me, if I'm doing everything perfect, ladies and gentlemen, welcome to the ridiculous.

13:02 We're here, this is it. We have arrived. This is the moment. This is literally it, because if I did everything perfect and they still said, well, I might get it done, that is now the moment, because now you can start asking things like well, the last thing I ever want to do is feel like I'm trying to sell you something you don't need or want. And if you're telling me me batting a thousand percent where we literally have a lunar eclipse over a kitchen table and you might do it, I feel like I'd have to pressure you and I don't want to do that. Maybe we should just stop the call, maybe we should just move on and we can come back another time when you're more looking to get to something taken care of. So I'm picking up what just happened there.

13:43 Can you actually help folk with understanding what just happened? Because there was a change of momentum, wasn't there? There was. There's a difference between pushing and pulling. Most people don't like salesmen because they push you need this, you want this, you got to have this and as a response, the client pulls back and they keep coming and keep coming, keep coming. What we do is different. We pull. We've made our service scarce because right now, the typical salesman is going to be chasing that customer. I'm going to recognize it for what it is. I created a scenario that I meant and intended to get a yes, I would do something.

14:24 If they say anything other than yes, I would do it, even if it's weak language, like I might do it. You completely pull the e-brake and you question the situation and what you're asking them is the last thing I ever want to do is risk feeling like I'm selling you something that you don't need or want, and I'm getting the feeling that if I did everything perfect and you only might do something, that now isn't the right time, why don't we just stop the call now? Why don't we come back another time when you feel like you're more looking to get this done? What we've done is we've pulled it.

15:05 Now the customer. If they want to proceed, they have to come to me, and now that they've come to me, I have now control over this situation and I can determine when I'm letting loose. How much commitment do I need. If they give me a big commitment, okay. Well, if you insist cause I never want to feel like I'm pushing you, are you sure? Get the second commitment? Okay, yes, I'm sure. All right, wonderful. Love it, love it, it, love it. And I just want to back up just a moment and call a hard pause again, because let's, let's examine the mindset of, I hate to say, the average electrician, but for the most, for the 80 that are out there that are doing really well, but maybe not dominating, maybe don't have a process, maybe not at their peak potential, and you would know that, right, if you, if you haven't done a process that you're following consistent, you got to know, hey, we could do better at this.

16:00 Yeah, right, because consistency creates results. Plan, do check, act, plan, do, check, act. So let's go in that headspace for a moment. This is that extra bit. Like j Joseph said, you could use that question if the stars aligned and set yourself up for this moment and take them to ridiculous. And there's a few other moments that can happen in the sales process that will create this feeling, this space, and we're going to get into that. But are you now, right now, feeling like you need to get out of it? That's where I want to take you in your mindset, where you feel, oh, this is weird, what's happening, because you have not explored that space much yet or prepared some other questions to be in that space longer.

16:48 At that point you could be losing the sale, exactly Right. This is also a differentiation point. I want to give this a parallel, if I can, quick joe, because it just came to me and I think it sits perfectly, do it? Have you ever, as a young guy or gal, been a person in the new relationship that was more committed than the partner? What happens when that happens? uh, you want the literal answer to that, because I can say it doesn't always end well as a kid, I always, always had my heart on my sleeve, like you guys have probably heard, had some mommy issues, so for me, like I needed a woman in my life that was dependable.

17:32 So I was like stuck to them Excuse me right Always made them pull away Anytime. I've been more committed than the person on the other side of the relationship. It makes them pull away in this process as a salesperson, as an electrician, as a business owner or tech for a business owner you being more committed than them. In other words, when they say, well, maybe, and you're still saying, oh, full steam ahead, we got this, assuming the sale, how that could be a problem, instead of, like you said, go into pull mode and stay as committed as they are to this process, does that make sense?

18:15 It really does and, honestly, I love the fact you brought relationships into it because it lets it become easier translated, because desperation, as you've mentioned, is a stinky cologne. We don't like desperation, right, and when we're trying to push the client into moving forward with us, they run, whereas when we pull they come towards us. Now, the thing that I love about this is that, no matter what you seem to do, this will apply in every scenario of the sale. So we came across different answers and different ways that we can make it ridiculous. Can I come up with another one? Yeah please, all right ways that we can make it ridiculous. Can I come up with another one, all right?

18:55 So, for any of you out there that are listening, have you ever gone to a customer when you asked what are you hoping to accomplish today, what's the reason for this call? And they made it so that it was so far out in their mind. They're like oh yeah, we're just getting some bids, we're doing a budgetary project to get a new service in 2025. I'm just trying to get some quotes. At this point, what is usually the thought? If that was you, what would you be thinking at that point? Why am I here right now? This is a low intent, low conversion opportunity. Right. So let's say someone comes to you and they're like, hey, I want a generator and I'm thinking about, I'm just looking into a quote for a generator. That happens, looking into it, we're checking out, we're investigating, we're budget shopping.

19:39 When you stretch it to the ridiculous, you can actually get them to give you a favorable response. So let's say someone comes to you and says I'm looking for a generator. I could say, wonderful, happy to help with that. Says I'm looking for a generator, I could say wonderful, happy to help with that. So just to confirm, is this like a spring project? It's May, right now. When do they want it? It's not going to be in spring. After the winter came, they're looking to get it installed September, october or August. So by me stretching it further, like, oh, yeah, you're looking, this is like a 2024 project, right? Two things will happen, actually three. If you don't want me going into it, yeah, let's do it. One, they're going to agree with you and say, yes, we are not doing this anytime soon.

20:22 Great, that's wonderful. Now you know that. That means that your only goal here is to bond and build a relationship. You now know the plan. I'm not selling nothing today, I'm just bonding and building enough interest for that second call I'm going to do. They're going to say no, no, I don't want it. I want it sooner. And we're doing shopping in advance. I need this done this year. We had a bad winter, okay, so if I was able to resolve that and find the right kind of solution for the right price and gave you everything you were looking for, what would happen then? You're giving another opportunity for them to commit to you. Or, on the last aspect, what we're doing regardless is we're getting the customer to stop, if they can shift their mentality from them having all the control and telling you like oh well, I'm not doing this anytime soon.

21:18 And now you're like okay, great, so we don't have to do any numbers until then. Right, wouldn't they make you want to pause and be like well, what do you mean? You're not giving me any numbers today, and that is the moment you know you have them A little pull again. What was that? Just a little subtle. Pull again. Exactly so. When you stretch things further than when the customer suspects they're not likely going to go along with it, they're going to try to reestablish control. But because you've already set it up that no matter what answer they give, you are still going to move forward, it's a win-win. If they say no, great. If they say yes, great.

21:59 But at least now you're not spinning your tires and you wouldn't have gotten the accurate answer otherwise. And I love that. You said it's a win-win. So can we just highlight this for a moment, like ethically seriously, it's a win-win. Just highlight this for a moment, like ethically seriously, it's a win-win. Does it make sense that people are out there, guarded, fearful of being ripped off because of all the rotten apples out there that are just not knowing, they don't understand a service process that can actually serve people? It's our number one complaint on this show. Right, that's, in every industry people are so guarded that they never get what they want Isn't that a crime it is. I mean, and if you think about it, this is golden nugget incoming. The idea is coming, I just want to drop some evidence.

22:41 All right, here it is. So the thing that we have to consider is do you truly believe that you are helping someone with the service that they can't get anywhere else? If you believe that you naturally will become a better salesperson because you can speak with conviction, you truly believe You're like? I know for a fact there is no other company that you can work with that will give you the same level of care, quality, attention, service, reliability. Everything is the best when you work with us and yeah, we're more. I get that, but I'm going to be worth it. Can you imagine someone coming to your table and telling me that?

23:22 Would you at least be willing to listen to him? Is that rhetorical? Is that rhetorical? Yeah, maybe. I know, but that's the factor is that when you speak with conviction, people will listen to you because it shows that you believe in what you're doing. The step two of this is you have to say if I don't sell to this person, who will sell them? Is it someone who's going to be higher quality than you? Possibly? Sometimes we lose jobs where customers say oh yeah, your prices are ridiculous, I just went with someone cheaper. And in fact they actually hired someone who was more, who just provided them better service, but they don't want to hurt you.

24:03 So they'll say they went with someone cheaper because that's a soft way out. Yeah, it's crazy, but ultimately this comes back to if someone else gets hired. It's crazy, but ultimately this comes back to if someone else gets hired, it's out of our control. that person could be the next bad review for whoever is serving them there's only so many good service providers out there and I'm guaranteeing you, even in your area, no matter where you are at max, there's two or three that actually are running a consistent process that serves people. Now, keep in mind, even with a process it's not perfect every time. Like joe experienced, they didn't even have record of going out there.

24:46 Maybe they ran the installer upgrade process, maybe they didn't, but the call is atrocious. We don't even have you on file. We don't even show you paying for anything. What does that make you feel when you're on the end of that phone call? My first thought and this is really fucked up, but my first thought was man, I'm glad I put on a credit card. I was thinking to myself I should never think I'm glad that I could cancel this if I had to, or I'm glad that I have a paper trail. That's awful, it really is. So, continuing on and digging into it even further, there are ways that we can stretch this even more ridiculous, but the fact is is that, no matter what you do, you have to be the one who believes it.

25:31 So, as you were mentioning, if I can just continue touching on what you were talking about, yeah, let's go. So we think about ethics and we said to ourselves all right, someone is going to sell this person. It's really one of three outcomes. They're going to buy from you and you can control the amount of service they're going to get because you know that's in your control. You could lose the sale and it's going to go one of two ways from there. Either they're going to get service from someone else or they're not going to have this problem addressed at all. Neither outcome should be acceptable. If you leave them in a situation to where they are unsafe and unsatisfied, that means that they are paying money on a home that they are not getting full enjoyment for.

26:14 They are living in an unsafe situation. They are living in something that is uncomfortable. We need to be the people to resolve that, and sometimes it requires from the sake of ethics. We're probably going to be more, because we're willing to tell you the real truth of what we find. You go to the call where someone stretching it to ridiculous, someone goes in and says you know what? I've got a bad outlet. I just want you to look at that. Stretching it to ridiculous would say you know what? Let's make sure that what's feeding that is correct. Look at your panel and then you find out that it's a 14 gauge wire on a 20 amp breaker. You wouldn't have known if you just looked at the, if you just looked at the outlet itself. But now you're able to offer a better solution that you would have never gotten unless you looked and it's happening every day look, besides your code book, no matter where you are cec, nec, australian, ec I'm not sure what their code book's called.

27:10 I'm sorry, australia, if that was offensive, but it's not. Then it's not a skinny little book, it's written by electrical experience. All the things we messed up over the years keep getting added to this book, don't they? Plus new technology, right, new developments are in the book every year, so it's not getting any skinnier. We don't expect someone to know 100 of that book, do we? it'd be impossible. I mean, think about what a master's test is. What is it like 75 percent? yeah, 70, I think where I am. Yeah, 70, 70 is 100, we used to say right, but guess what? That's not exclusive to electrical Doctors, pharmacists everyone's aiming for 50 to a 70 is 100.

27:58 No one's expected to be perfect, but doesn't that in itself preclude that the next option might not even have experience with the work they quoted and the options they provided, and the homeowner is going to allow them into their home, maybe with no permitting experience, maybe with no residential experience, and they're going to expect a good outcome because they got a great price. In addition to that, even more ridiculous, which I love that you're going into that Also. Imagine the customer has a bad situation happen. Imagine the warranty type. You may not say you know what?

28:38 My work is great and even if you think your work apples to apples to someone else is the same. One thing that I know wouldn't be is if you're really are a premium service provider, your warranty is baller. I know for a fact that your warranty is going to be an honor to deliver because you charged enough to make it worth your time. And now you're in a situation to where imagine they called you, they paid a thousand dollars more for it, but they didn't have to redo everything because you said I'm going to honor this ironclad warranty. Compared to my flooring guy who is like, yeah, I know, you paid me a few thousand dollars to put it in, but you got to go through the manufacturer's warranty and if they don't cover it, you'll have to pay me to do it.

29:18 That could happen. That could really happen. It's happened to me, I've seen it happen to others. Are you going to be the kind of person that is willing to settle for your customers getting screwed over, or are you willing to stand up for what's right and close them so that they can get the service they deserve 100%. Great question Also should be a rhetorical question, but please explore that guys. Explore that and answer it. Joe, we're running out of time here today. Action, all-star action. I'm ready, you ready. Fire off on it. You got one. Okay, hit us with an action. Okay, remember earlier we had said that in this process you have to believe in what you're doing.

30:00 The action and the all-star are actually interconnected. The action is at the bare minimum. You need to believe that you're going to be the right fit, meaning that you believe that you're going to be better than the other person that's going to come in and try to help, because if you don't believe that you are a superior level of service, you will never be able to justify the price argument. In addition to that, it also makes you introspective. If you're willing to look and say, am I better? It'll allow you to find the gaps that you're not and because of that, it'll allow you to strengthen up where you're weakest and improving your strength overall.

30:42 All right, good start. A little introspect, holding the mirror up again. We have something that's use this today and start winning. We got some hyper tactical today. Okay, so the second step now. It may not be immediate use, but I can guarantee if you do this you will sell more calls. Okay, you down to hear that. Yeah, let's do it. Okay. Very few of us have ever experienced both terrible service and great service. It's very rare that that happens. Usually we're somewhere in the meat and potatoes at the beginning and, as a result, we try to fit that mold of what the typical contractor is supposed to be. But if you're going to be a premium service provider, this is going to get a little expensive.

31:28 You have to be able to experience premium level service. You cannot emulate that which you do not know. So what I suggest is, if you have the opportunity to experience it, go and buy something from a premium service provider, meaning try and get a quote for something, it doesn't matter what it is. Imagine this go to a car dealership where they have luxury vehicles, sit in one, drive in one. See what needs to happen experience, level of service, what they're going to do. Are they going to bring you the water? Are they offering you the coffee? Do they have the custom embroidered seat mat for you?

32:08 All that's possible. The only way you'll learn how to offer better service is by knowing what better service actually looks like and constantly raising the bar to rise to the occasion. All right, love it. That's a big one and we've talked about that one before. Hard to sell Mercedes if you don't drive one. So we're going to have this stuff. Something you mentioned the other day in conversation I don't know if it was in the podcast, but you did mention actually subscribing to a first class club membership with a service provider and I want to tack that on and say I strongly recommend now, if someone wants to go the extra mile today and actually offer or ask the stars in alignment question you want to give that to us one more time, guys, and you can, just so you know if this isn't part of you yet, you just copy us.

32:58 You just copy a mentor. You just be what they are that you want to move in the direction of, and here's your opportunity to do just that with the stars aligned. Quote one more time. Take it, use it, start using this in your sales process. Perfect. So I'm going to set the stage. So you're all aware of where you are in the call, when this would happen. Yeah, you've knocked on the door. You've asked what are we hoping to accomplish today, or what's the reason for this call, or what are we doing today Letting them know? That's where you're at. When someone comes to you with we're looking into X or we're getting quotes on X, whatever it is, you'd stretch it into the ridiculous by saying okay, great, so this is a spring project.

33:40 Great, so this is a spring project. Whatever they're asking for a minimum of six months out Doesn't matter what it is. I don't care if they're asking you for de-icing cables in the middle of winter. You're asking them okay, so this is a summer project. Right? Because they will naturally either say no, and then you can ask a better question, or they'll say yes, and you can reposition yourself to come back. If they say no, this is where the magic happens, because they're going to be like well, no, I don't want this In the summer. I'm trying to get this installation done before it turns cold. Okay, and now this is where it goes. You say okay.

34:20 So, just so I understand each other, let's say, sake of argument, I were to come back to your home and design a range of choices. The stars align over the kitchen table and we provided you everything you wanted, meaning it was the finest in quality, customer service, reliability. The price was fair. You felt the service was on point. What would happen then? Service was on point. What would happen then? You want to create an example of everything is so over the top perfect that they shouldn't have a reason to say no, price, quality, reliability, timeframe that's what you want to go for. If they say anything other than I would want it done, or yeah, if everything was perfect, I would just do it, that might sound like, well, we think about it.

35:09 You pull it back and say, okay, timeout, just so, we're on the same page. That means if I'm batting a thousand and everything I had was perfect, we'd only think about it. Maybe this isn't something we need to do right now because no offense, I think I'm good, but I'm not betting a thousand every time. So what should we do from here? Nailed it, love it. That was a huge value giveaway, guys. It's you know what it's Action Wednesday. If you're not with us, live on the Facebook Electricpreneur group. You ought to be, because there's some great offers happening right there from our Facebook pages every week. Right now, we're on the third and final week, the last call to get access to our free generator workshop, which is happening on May 31st 2023, if you're listening next year, hello, future.

35:59 By the way, that's the first time I've done that, so I'm going to take that for a moment. Guys, we're here with you to help you five days a week Master sales, simplify pricing and deliver premium level service. Today, I know we've done just that. Joe, I want to thank you for all of the inputs and exploring that ridiculousness, as I hope that all of you will, as entrepreneurs and as premium service providers. Truly my pleasure. Take care.