March 25, 2026

S3 EP23 Nathan Miles Nearly Hit $1M in His First Year. Here’s What Actually Worked!

S3 EP23 Nathan Miles Nearly Hit $1M in His First Year. Here’s What Actually Worked!
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S3 EP23 Nathan Miles Nearly Hit $1M in His First Year. Here’s What Actually Worked!
S3 EP23 Nathan Miles Nearly Hit $1M in His First Year. Here’s What Actually Worked!
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Season 3

Nathan Miles started his electrical business and did $75,005 in his first month… then went on to generate over $900K in his first year!

But this isn’t just another success story.
This episode breaks down how he actually did it, without chasing more leads, without gimmicky sales tactics, and without burning out.

If you’re an electrician or electrical contractor trying to grow your business, increase your average ticket, and gain more control over your schedule, this conversation will hit exactly where you’re at.

⚡ What You’ll Learn in This Episode
- How to grow an electrical business from scratch
- Why most electricians struggle with sales (and how to fix it)
- The difference between install mindset vs service/sales mindset
- How Nathan closed a $21,287 job without pressure
- Why selling electrical work is really about customer experience
- How to increase your average ticket per call
- Why mastering the basics beats chasing advanced tactics
- How to grow your electrical company without breaking your team
- Why KPIs and tracking numbers create better business decisions
- How to build a repeatable electrical sales process

🔑 The Real Takeaway
Most electricians think they need: more leads, better pricing, stronger closing lines
But the truth is… You don’t need more tricks.
You need a better process.
The electricians who scale are the ones who: master the basics, communicate value clearly, follow a repeatable system, and stay consistent long enough for it to work.

If this episode helps, subscribe, leave a review, and share it with another electrician who needs to hear it.


⚡️We're doing something we've never done before.
Service Loop Electrical is hosting its very first in-person live event and we're keeping it small on purpose. 26 seats. 6 VIP. 20 General Admission. That's it!

The Whistler Service Summit 2026 brings together 26 of the best electric service business owners in North America for a full weekend of real training, real roleplay, and real answers at Nita Lake Lodge in Whistler, BC (Conde Nast's Top Resort in Canada).

Clay Neumeyer, Joseph Lucanie, and Forrest Schwartz will be in the room with you. Not on a screen. In person. Every session. Every meal. Every moment.

Here's a taste of what's waiting for you:
⚡️Clay covers Agentic AI and operations so you can run a tighter business without working more hours
⚡️Joseph brings his full in-home sales playbook. The Wizard of Options, live and in person
⚡️Forrest breaks down the exact marketing systems he uses to generate 400+ leads every single month

2 days of intensive training. A helicopter volcano and ice cave adventure for VIP. A welcome dinner. A group hike. Dinner in Whistler Village. And the kind of conversations that just don't happen on a group call.
One breakthrough this weekend pays for your ticket many times over.

Learn more and secure your seat here:
👉 https://go.serviceloopelectrical.com/summit



🎓 Podcast Scholarship Draw
Subscribe, leave a review, or follow us on socials, then submit the entry form. Each verified action counts as one entry.
⚡️Monthly prize: Open Circuit Lifetime Membership ($1,500 value)
⚡️Semi-annual prize: Service Loop Electrical electric service packages ($5,000 value) Submit your entry here!

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

⚡️Want to learn how to multiply your service calls without burning out?
Join the SLE Pro App for

00:00 - Cold Open And Summit Invite

01:45 - Nathan Returns With Year-One Results

04:40 - Install Mind Vs Sales Mind

06:54 - The $21K Three-Call Close

10:06 - Handling Price Pressure Ethically

18:39 - Leads, Referrals, And Trust Built

22:16 - Sell The Experience Not Parts

28:16 - Growth, Vision, And Using AI

37:40 - Self-Criticism And Staying On Track

41:04 - KPIs, Clarity, And Final Advice

WEBVTT

00:00:00.320 --> 00:00:07.759
Being customer service minded and then also knowing how to provide good customer service are not the same thing.

00:00:07.919 --> 00:00:14.880
So I was always customer service minded, but I didn't know how to communicate that before the job.

00:00:15.039 --> 00:00:17.519
After the job, I had the reputation.

00:00:17.760 --> 00:00:24.480
Now that I'm able to do it before the job, live up to that, and then continue it on was a big, big part of it, I think.

00:00:24.719 --> 00:00:36.479
Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and spark up those sales.

00:00:36.719 --> 00:00:44.640
I'm Joseph Lucanny, and together with my co-host Clay New Meyer, we're here to share the secrets that have helped electricians sell over a million dollars from a single service band.

00:00:44.960 --> 00:00:47.280
Now it's time for sales.

00:00:47.520 --> 00:00:49.679
It's time for scale.

00:00:50.000 --> 00:00:55.200
It's time to become a million-dollar electrician.

00:00:57.600 --> 00:01:03.679
Hey, real quick, if you're an electrical service business owner and you're tired of figuring out alone, then listen up.

00:01:03.840 --> 00:01:10.239
ServiceStoop Electrical is hosting our first ever live event, the Whistler Service Summit 2026.

00:01:10.400 --> 00:01:13.680
It's May 29th through June 1st in Whistler, BC.

00:01:13.920 --> 00:01:15.519
Just 26 seats.

00:01:15.760 --> 00:01:23.760
You'll have access to me, Joseph Forrest, real roleplay, working through your leads, working through your business, working with you on your strategy.

00:01:24.000 --> 00:01:28.079
There's only 26 seats available, and we want you to attend.

00:01:28.319 --> 00:01:35.680
Whether you're new to our ecosystem, familiar with our process, or a longstanding client or fan, we want you there.

00:01:35.840 --> 00:01:43.519
So click the link below or go to go.serviceloopelectrical.com forward slash summit.

00:01:43.760 --> 00:01:44.560
See you at the summit.

00:01:44.719 --> 00:01:45.439
Hello, hello, hello.

00:01:45.599 --> 00:01:49.439
Welcome back, guys, to another great episode of the Million Dollar Electrician Podcast.

00:01:49.599 --> 00:01:56.159
You've probably just heard our theme song for the billionth time because I know you've listened to every episode over and over and over.

00:01:56.319 --> 00:01:57.680
But we got great news for you.

00:01:57.760 --> 00:01:59.200
This isn't every other episode.

00:01:59.359 --> 00:02:03.200
This one's better than every other episode because we got Nathan back again.

00:02:03.280 --> 00:02:06.799
And Nathan's done some incredible stuff since we first had him.

00:02:07.040 --> 00:02:08.400
Has it been a year?

00:02:08.639 --> 00:02:09.919
I think it's been a year.

00:02:10.639 --> 00:02:16.879
It was April because you had uh big 75k first month, and it was April 2nd.

00:02:16.960 --> 00:02:22.319
Because I remember we we got this little short highlight from it that I just loved and I love still today.

00:02:22.560 --> 00:02:23.919
You were like, uh, what did we say?

00:02:24.000 --> 00:02:27.439
Oh, yeah, how much revenue have you done uh this month?

00:02:27.520 --> 00:02:29.199
And you said 75,000.

00:02:29.280 --> 00:02:31.039
We said, okay, how long have you been in business?

00:02:31.120 --> 00:02:35.280
And you were like, Well, it's April 2nd, and I started March 1st.

00:02:35.759 --> 00:02:37.439
I believe those dates are right.

00:02:37.680 --> 00:02:38.800
So a month.

00:02:39.039 --> 00:02:40.080
That was a big drop.

00:02:40.240 --> 00:02:52.800
Nathan, it's awesome to have you back and talk about what's happened in the last 12 months for you, where you were kind of then versus now, what's in your way now, the great stuff, the great win you had this morning, and all sorts of stuff.

00:02:52.879 --> 00:02:58.960
So if you guys are listening or watching on YouTube, I recommend both, honestly, because you're gonna get some great nuggets from this episode.

00:02:59.120 --> 00:03:02.400
Uh, first, let's pass the mic to my co-host, Joseph.

00:03:02.479 --> 00:03:04.080
How are you doing today, brother?

00:03:04.879 --> 00:03:07.120
It's a phenomenal day in this life of paradise.

00:03:07.199 --> 00:03:08.560
I'm happy to be with you guys.

00:03:08.639 --> 00:03:11.280
And honestly, it's just a blessing being able to do what we do.

00:03:11.439 --> 00:03:13.599
And Nathan, I love working with you in class.

00:03:13.680 --> 00:03:14.479
It's always a pleasure.

00:03:14.639 --> 00:03:16.000
Like, I look forward to when you come in.

00:03:16.080 --> 00:03:19.919
So just having a little extra time with you just is uh honestly it's a treat for me as well.

00:03:20.000 --> 00:03:21.439
So I'm just so happy to have you with us.

00:03:21.599 --> 00:03:22.319
You got nerves, man.

00:03:22.400 --> 00:03:23.120
This is your second one.

00:03:23.199 --> 00:03:25.439
You feeling anxious today, Nathan?

00:03:25.680 --> 00:03:29.680
Uh, I'm gonna lean on you guys quite a bit, but I I feel much better than the first one.

00:03:29.840 --> 00:03:31.919
So awesome, man.

00:03:32.080 --> 00:03:37.759
Well, you deserved uh you deserve a second episode because uh everything we're we're introducing here already.

00:03:37.919 --> 00:03:39.680
So super pumped about this.

00:03:39.919 --> 00:03:40.800
75k.

00:03:41.120 --> 00:03:46.400
If we did nothing else, just 75,000, 75,000, 75,000.

00:03:46.560 --> 00:03:49.759
I don't know where that math takes us, about 850, I want to say.

00:03:50.000 --> 00:03:51.520
850, 900k.

00:03:51.680 --> 00:03:54.960
How did you finish 12 months in business, brother?

00:03:55.360 --> 00:03:56.639
12 months in business.

00:03:56.719 --> 00:04:02.000
I ended up hitting um slightly more than 900,000 in revenue.

00:04:02.800 --> 00:04:03.599
Awesome.

00:04:03.919 --> 00:04:05.120
Congratulations.

00:04:05.599 --> 00:04:13.520
So you basically kept that average the whole way through, which is incredible for a first year in business.

00:04:13.840 --> 00:04:23.680
What I find even more compelling though, is that also had I think you had a slow month or two, because at nine months we met and we were super excited.

00:04:23.759 --> 00:04:31.759
You were already at 750, and it looked like you might even hit that million dollar mark in your first year, which was just incredible.

00:04:31.920 --> 00:04:34.160
Was there a slow period for you there, Nathan?

00:04:34.399 --> 00:04:37.199
There were a couple months of inconsistencies.

00:04:37.360 --> 00:04:42.639
Uh the month following, uh, my first month was a little slower.

00:04:42.879 --> 00:04:46.480
Uh, January was uh a little slower.

00:04:46.800 --> 00:04:51.519
But overall, I stayed in that average uh to get to that.

00:04:51.759 --> 00:04:54.639
So I love what you just said.

00:04:55.040 --> 00:04:59.279
And it was very simple and very subtle, but it comes up often.

00:04:59.519 --> 00:05:04.800
Often after we have our like first big month, we hit a record in sales.

00:05:05.199 --> 00:05:07.199
A little bit of a lull comes after that.

00:05:07.360 --> 00:05:09.279
Why do you think that is, Nathan?

00:05:09.680 --> 00:05:11.120
I had to go install.

00:05:11.279 --> 00:05:12.800
I uh it was just me.

00:05:13.120 --> 00:05:19.920
I didn't have the the the freedom to to do the sales while I was uh actually doing the installs.

00:05:20.079 --> 00:05:23.519
I uh I think that's the biggest reason.

00:05:23.839 --> 00:05:30.160
Yeah, no, I was just gonna say I I completely understand where you're coming from because it actually takes two complete mindset differences.

00:05:30.319 --> 00:05:37.279
There's install mind, which is focused on efficiency, getting in, doing just work, and getting out in a reasonable time frame.

00:05:37.680 --> 00:05:47.839
Whereas service and sales mindset is more nurturing, less about efficiency, and more about like opening a relationship, figuring out where the doors are, understanding what levers to pull.

00:05:48.000 --> 00:05:48.800
It's very different.

00:05:48.879 --> 00:05:51.600
It's like being on stage versus being a stage hand.

00:05:51.920 --> 00:06:01.199
You go from uh a full day of work and then your last two hours is an appointment with someone, or start off with an appointment and go right to work.

00:06:01.279 --> 00:06:04.639
It's it's definitely a challenge to go back and forth.

00:06:05.040 --> 00:06:06.560
Literally a different game.

00:06:06.800 --> 00:06:07.680
No, it's all good.

00:06:07.759 --> 00:06:09.360
Yeah, it's literally a different game.

00:06:09.600 --> 00:06:24.879
Um, recently I was in a conversation with someone, and and we re we just summed it up in this way is like it actually pays in service when you're building that relationship, building rapport and getting the transaction done to spend more time with them, not less.

00:06:25.040 --> 00:06:25.279
Right.

00:06:25.439 --> 00:06:29.040
And that's been a huge theme that we talk about here with the two-call close.

00:06:29.120 --> 00:06:32.800
And we'll talk about your win this morning, which I think read I read was a three-call close.

00:06:32.879 --> 00:06:33.199
Was that right?

00:06:33.439 --> 00:06:35.360
Well, yeah, three-call close, yeah.

00:06:36.399 --> 00:06:42.720
But at the same time, if we went and flipped that in the installs and we're like, oh no, it's better to spend more time on site.

00:06:42.800 --> 00:06:44.000
Well, what would happen then?

00:06:44.319 --> 00:06:46.319
Yeah, definitely profit would go down.

00:06:46.639 --> 00:06:50.959
Profit definitely goes down when you when you don't you don't work efficiently.

00:06:51.839 --> 00:06:53.600
Yeah, yeah, totally different.

00:06:53.759 --> 00:06:54.879
So, what happened today?

00:06:54.959 --> 00:06:58.639
Tell us about this uh this big win this morning before the show.

00:06:58.959 --> 00:07:03.439
So I met it's funny, this one uh was interesting.

00:07:03.600 --> 00:07:12.560
I met them two appointments ago back in February, and right out of the gate, the guy was, man, I've gotten bids here and there.

00:07:12.639 --> 00:07:15.680
He said, Can you just give me a bid for just the work?

00:07:16.480 --> 00:07:18.639
And I'm gonna contract the plumbing.

00:07:18.800 --> 00:07:21.279
I'm going to uh buy the generator.

00:07:21.839 --> 00:07:23.920
Um, I said, be more than happy to do that.

00:07:24.000 --> 00:07:28.720
We went through the process, built relationship, um, set it up for a two-call.

00:07:28.959 --> 00:07:33.120
Uh basically just met with him and his wife the following week.

00:07:33.360 --> 00:07:43.040
Um, when I presented to them what we're capable of, what we can offer them, then what it cost wasn't a concern anymore.

00:07:43.120 --> 00:07:45.839
It was the value of what I was offering.

00:07:46.079 --> 00:07:47.439
They didn't commit to it.

00:07:47.519 --> 00:07:49.199
They were they were weird.

00:07:49.439 --> 00:07:51.120
They wanted to sit on it for a little bit.

00:07:51.279 --> 00:07:53.920
They had some taxes they were taken care of.

00:07:54.079 --> 00:07:56.319
Um, they said they'd get back to me.

00:07:56.720 --> 00:07:59.040
And then uh set up a third appointment.

00:07:59.199 --> 00:08:02.000
And on the third appointment, it was it was a layup.

00:08:02.240 --> 00:08:07.680
They uh basically walked in and gave me lots of uh buying signals.

00:08:07.920 --> 00:08:10.079
So wow.

00:08:10.240 --> 00:08:12.000
So that sounds super pushy.

00:08:12.639 --> 00:08:18.879
That sounds like you just twisted their arm right into hey, no, what they wanted, Nathan, let's respect your customer.

00:08:19.040 --> 00:08:20.720
What they wanted was to do everything themselves.

00:08:20.800 --> 00:08:21.680
So what happened?

00:08:22.160 --> 00:08:24.399
Once they found out the value, they were okay with it.

00:08:24.480 --> 00:08:30.079
I think I think people just want to know that they're getting their money's worth.

00:08:30.399 --> 00:08:32.559
It's sometimes it's not just about the dollar sign.

00:08:32.799 --> 00:08:34.960
It's it doesn't matter where that dollar is.

00:08:35.120 --> 00:08:36.240
Am I getting my money's worth?

00:08:36.320 --> 00:08:38.960
And even more so, am I getting more, which was always the goal.

00:08:39.120 --> 00:08:41.759
Can I can I offer more value than the than the price point?

00:08:41.919 --> 00:08:44.480
So that's exactly what happened here.

00:08:44.799 --> 00:08:48.480
You know, the cool thing is it actually translates to multiple industries too.

00:08:48.639 --> 00:08:51.679
Like sometimes we think, oh, well, electrical is like this, it's a different trade.

00:08:51.759 --> 00:08:52.639
Oh, cartridge is like this.

00:08:52.879 --> 00:08:54.480
It's actually in every industry.

00:08:54.639 --> 00:09:03.600
So I can give you a perfect example in that like I am trying to take on a project to do my back landscaping, and it's gonna involve me shoveling 17 tons of rock.

00:09:03.759 --> 00:09:06.559
And the thought is, is that I'm gonna like I'm gonna do it myself.

00:09:06.639 --> 00:09:08.240
I'm gonna save this, I'm gonna save that.

00:09:08.320 --> 00:09:15.519
But if someone gives me a number and says, I'll do the whole thing, I'll provide the rock, I'll landscape it, I'll mulch it, I'll get it all done, I'll fertilize, I'll just screw it.

00:09:15.600 --> 00:09:16.159
Yeah, I'll take it.

00:09:16.480 --> 00:09:17.120
Go ahead.

00:09:17.279 --> 00:09:31.679
So the fact that you were able to have this customer go from, no, I'm gonna be my own contractor, and I'm gonna wait in line and I'm gonna order materials and I'm gonna deal with multiple contractors in town and inspections and hope it goes right, to you'll do all of that for me.

00:09:32.000 --> 00:09:34.320
Yeah, those exact situations I had last week.

00:09:34.399 --> 00:09:38.720
Uh the guy had uh one bad fan and wanted me to hang the other fan.

00:09:38.960 --> 00:09:42.799
Uh, the fan that he had that was bad, he didn't want to search for it.

00:09:42.960 --> 00:09:45.360
But uh he was constantly asking me the whole appointment.

00:09:45.519 --> 00:09:46.320
What's this gonna cost?

00:09:46.399 --> 00:09:48.080
How much does it cost to hang a fan?

00:09:48.240 --> 00:09:49.440
The the way it goes.

00:09:49.600 --> 00:09:55.519
And uh when I sat down and offered providing the fan, I had actually looked up the fan so that he didn't have to find it.

00:09:55.840 --> 00:09:59.360
Offered uh a few other things, he was immediately on board.

00:09:59.519 --> 00:10:00.879
Top option, let's do it.

00:10:01.039 --> 00:10:02.559
He does not want to fool with that.

00:10:02.639 --> 00:10:05.120
And it was the same exact scenario.

00:10:05.600 --> 00:10:06.399
So interesting.

00:10:06.480 --> 00:10:08.399
And there's so much to break apart there.

00:10:08.720 --> 00:10:22.000
When you have someone hounding you like that, what's your process at this point, Nathan, to kind of cool their jets and have them just rely on the process and get you to a presentation where you can offer every choice and in between?

00:10:22.240 --> 00:10:24.080
Uh it it depends on the situation.

00:10:24.240 --> 00:10:34.399
Sometimes just not answering the uh question at all, almost almost pretend like it wasn't asked and just ask them a question in a different direction.

00:10:34.639 --> 00:10:36.879
Um, sometimes that's more than enough.

00:10:37.120 --> 00:10:41.039
You're just really trying to get to a place where you can go over all of it at once.

00:10:41.200 --> 00:10:52.159
It's not like you're trying to keep a price from them, but um, in the worst case scenarios where they're just hounding me, I'll stop and say, I understand completely that you're you're wanting a number.

00:10:52.240 --> 00:10:55.919
And it's really important to me that when I give it to you, it's the right number.

00:10:56.080 --> 00:11:03.279
So today I want to make sure I get all the information, put it all together, and I promise you before I leave today, you will have a number.

00:11:03.679 --> 00:11:05.919
You know, that's typically the approach I'll take.

00:11:06.159 --> 00:11:08.240
I haven't had anybody any bulks on that.

00:11:08.320 --> 00:11:11.360
So yeah, that right number piece is so important.

00:11:11.440 --> 00:11:13.440
Yeah, so many people overlook that.

00:11:13.679 --> 00:11:16.000
Uh Joe, we're gonna lean in on you a bit here.

00:11:16.159 --> 00:11:18.480
Help us with the psychology of this too, brother.

00:11:18.559 --> 00:11:29.600
Like, why do you think people start so guarded and and will tell you, give you these signals of like pushback, just so you know I'm handling all this stuff.

00:11:29.759 --> 00:11:31.440
So just give me a bid on that.

00:11:31.600 --> 00:11:33.360
Just give me a bid on XYZ.

00:11:33.519 --> 00:11:38.639
And then they just completely fold or cave when you have six well laid out options in front of them.

00:11:38.799 --> 00:11:39.840
What's happening here?

00:11:40.240 --> 00:11:42.960
So there's usually two main factors that this comes from.

00:11:43.279 --> 00:11:46.879
One is they were trusting in the past and got massively burned.

00:11:47.039 --> 00:11:56.480
Like, hey, I did my whole basement over the last 10 years and I trusted the guy, told me he's gonna give me a number, said it's gonna be great, and then it was a terrible experience and I hated it.

00:11:56.639 --> 00:11:58.639
And as a result, they're guarded, right?

00:11:59.279 --> 00:12:08.879
Two is, and this is actually the weird one, a lot of times people are either in sales or have a bad connotation of sales or bad expectation of sales.

00:12:09.279 --> 00:12:12.720
Like they're like for me, sales is something you do for someone.

00:12:13.039 --> 00:12:15.360
There are a lot of people who don't operate sales in an ethical way.

00:12:15.519 --> 00:12:17.039
They're like, we take because we take.

00:12:17.120 --> 00:12:17.360
Why?

00:12:17.519 --> 00:12:18.399
Because we can take.

00:12:18.639 --> 00:12:21.039
And that's the wrong kind of sales approach.

00:12:21.200 --> 00:12:30.960
So if someone went through that experience where they're like, I got a sales person who just pulled one over on me, or they knew someone who had a sales person pulled on, it's a natural defense mechanism.

00:12:31.120 --> 00:12:35.440
Like if you think about it, like I touched my hand on a stove, it really hurt.

00:12:35.600 --> 00:12:37.519
So now I'm not gonna put my hand on a stove.

00:12:37.600 --> 00:12:39.120
I'm gonna be careful when I approach it.

00:12:39.360 --> 00:12:47.919
So, Nathan, you may be in a situation where you have an ethical situation where you're providing realistic, fair numbers without any massive markups.

00:12:48.080 --> 00:12:57.600
But because the customer has been conditioned to not trust salespeople and to think that anyone offering them any number is here to take advantage of them, it makes sense why they'd be guarded.

00:12:57.679 --> 00:13:05.759
That's why it's so important to focus on the rapport and to lower the walls, like even saying, like, hey, you know, I understand why you're so focused on this, and I'm gonna help you with it.

00:13:05.840 --> 00:13:07.519
But we might have to ask you a question.

00:13:07.759 --> 00:13:16.080
Usually when people are so focused on getting a number, even if it's not the right number, it's often because that's the really only deciding factor of whether they're gonna work together or not.

00:13:16.320 --> 00:13:30.320
So just so we're on the same page, if I were to make sure that I offered you a phenomenal experience where you could feel comfortable with what was happening, it gave you a quality and reliable product, and it was in a time frame and for a price you feel was reasonable, would that disqualify me if I was more than the cheapest person?

00:13:30.559 --> 00:13:35.039
And usually it's like, well, no, I hadn't even needed you could see.

00:13:35.120 --> 00:13:50.639
Like the click, it's like okay, so would you mind if I ask, is it wrong of me to want to make sure that when I give you a number, I can be honorable and actually honor that word rather than just low and glow and hoping it's my foot in the door or going high and chasing off so I can cover my butt?

00:13:50.879 --> 00:13:53.840
Wouldn't it reasonable numbers you can actually budget be more valuable to you?

00:13:54.000 --> 00:13:55.279
So how would you like to proceed?

00:13:55.519 --> 00:13:56.399
Yeah, love this.

00:13:56.799 --> 00:13:57.679
Helps break it down.

00:13:57.840 --> 00:14:00.879
Nathan, just uh just quick, what was that ticket worth this morning?

00:14:01.200 --> 00:14:03.360
Uh 21,287.

00:14:04.000 --> 00:14:07.919
Would you say that that was outside of their budget they originally had intended?

00:14:08.559 --> 00:14:09.279
Definitely.

00:14:09.519 --> 00:14:10.240
Definitely.

00:14:10.480 --> 00:14:13.200
I know the market in our area, I know what people charge.

00:14:13.360 --> 00:14:16.159
And uh so definitely.

00:14:16.559 --> 00:14:19.679
What do you think the main reasons they chose you ultimately were?

00:14:20.080 --> 00:14:25.919
I think I was able to gain a closeness with Paul pretty quickly.

00:14:26.159 --> 00:14:32.799
Um getting on the same side with him pretty quickly as well, I think helped tremendously.

00:14:33.200 --> 00:14:37.440
And offering him value instead of instead of a price.

00:14:38.960 --> 00:14:39.919
Interesting.

00:14:40.159 --> 00:14:50.240
And if I can go a little level deeper, when you say getting on the same side with him, are there some moments that you think about that you felt that turning point happening?

00:14:51.200 --> 00:14:58.240
Yes, he had a poor experience with a previous electrician uh who installed a generator inlet for Joe in place.

00:14:58.799 --> 00:15:10.879
Sorry, and uh and being able to describe what that electrician was trying to accomplish, and even more trying to take up the electrician.

00:15:10.960 --> 00:15:21.360
I always try to take that out versus the other, seeing where the clarity and confusion was, and uh explaining that to him from a neighborly point of view instead of a salesman point of view.

00:15:21.440 --> 00:15:23.200
I think that helped him a lot.

00:15:23.600 --> 00:15:27.279
Um, I can't think of anything specific though, more than that.

00:15:27.440 --> 00:15:31.200
I uh I just feel like we clicked pretty quickly.

00:15:31.840 --> 00:15:34.879
After that, it was more or less my sale to lose.

00:15:35.120 --> 00:15:35.759
I love that.

00:15:36.000 --> 00:15:38.320
Your sale to lose, what do you mean by that?

00:15:39.120 --> 00:15:40.399
Yeah, I don't know.

00:15:40.799 --> 00:15:46.080
I would have had to lost his trust somewhere between then and and the end.

00:15:46.879 --> 00:16:02.639
So you already had a feeling like, okay, my only job is to create uh a set of options that truly give this person budget control because otherwise we have all the elements required to form a lasting relationship in a transaction.

00:16:03.039 --> 00:16:03.679
Exactly.

00:16:04.000 --> 00:16:04.559
Exactly.

00:16:05.840 --> 00:16:20.240
It also gives the gives the freedom to address other issues that affect their safety and they they don't they appreciate the information instead of wondering why you're telling them, you know, I agree.

00:16:20.320 --> 00:16:27.840
You know, it's one of those things where some people sell the job while others sell the experience.

00:16:28.159 --> 00:16:42.720
And if I can have the customer sit down and visualize the experience that they're gonna receive, it makes it way easier because it's outcome-based selling compared to I'm gonna do a transaction with you here, and then at the end you'll have what you want.

00:16:42.960 --> 00:16:44.720
First, let's figure out, let's close our eyes here.

00:16:44.879 --> 00:16:46.799
If you can visualize, let's think of your backyard.

00:16:46.879 --> 00:16:47.679
What is it gonna look like?

00:16:47.919 --> 00:16:49.840
When you lose power, what do you want to happen?

00:16:50.080 --> 00:16:53.919
Can you explain what you'd want to see, how quickly you'd want to come back on?

00:16:54.000 --> 00:16:59.759
And that way I can design a perfect system to match you and your family's needs without gutting your kidney to get the budget under control.

00:16:59.919 --> 00:17:01.919
How let's let's walk through this together.

00:17:02.240 --> 00:17:07.039
Nathan, help us out here, just understanding some of your records and your journey so far.

00:17:07.200 --> 00:17:09.200
What's been your biggest sales month?

00:17:09.359 --> 00:17:13.279
And what do you think is the biggest difference in that month to other months for you?

00:17:13.920 --> 00:17:17.599
My biggest sales month was, I believe it was August.

00:17:17.839 --> 00:17:19.519
It was 110,000.

00:17:21.119 --> 00:17:26.880
Uh that is right at peak uh hurricane season around here.

00:17:26.960 --> 00:17:28.480
That's typically when they start.

00:17:28.640 --> 00:17:32.400
If we have one, that's typically when it happens, is in that time frame.

00:17:33.039 --> 00:17:39.599
Um so a lot of generator uh sales in that in that.

00:17:39.839 --> 00:17:50.160
Um up to that point, I hadn't even really been doing any type of demand calls or Google LSA or receiving much calls to the office at all.

00:17:50.400 --> 00:18:07.359
So I'm really excited to see how this year plays out because having generators as a uh as a driving force with the revenue, and then also what I was able to accommodate after getting LSA over the winter, I'm really excited to see what happens next.

00:18:07.599 --> 00:18:08.720
I'm starting to see it already.

00:18:08.799 --> 00:18:11.440
I'm at I'm at 90 right now for this month.

00:18:12.160 --> 00:18:12.799
Wow.

00:18:13.440 --> 00:18:18.880
Okay, and right now, so we're 18 days into this month at the time of recording.

00:18:19.680 --> 00:18:25.200
So that's probably on a good pace to match or or break that record then.

00:18:25.519 --> 00:18:26.640
Yeah, I hope to forget.

00:18:28.079 --> 00:18:29.039
That's awesome, man.

00:18:29.200 --> 00:18:30.000
Congratulations.

00:18:30.160 --> 00:18:39.279
Hey, when you said you didn't really have service calls or any leads coming in, maybe I'm saying that wrong, uh, not how you said it, but what did you mean by that?

00:18:39.440 --> 00:18:41.039
Where where did your leads come from?

00:18:41.519 --> 00:18:43.599
Facebook was a big driving force.

00:18:43.759 --> 00:18:53.680
Um, I did have a lot of previous customers um from other companies that just remembered me, had my number.

00:18:53.839 --> 00:18:55.759
They always took my personal number.

00:18:56.079 --> 00:19:06.720
And once they saw me on Facebook, a lot of them kind of became my biggest uh fans or started rooting for me in some way, and uh looked for opportunities to help too.

00:19:06.799 --> 00:19:10.240
So a lot of organic um referrals.

00:19:10.400 --> 00:19:16.000
So any I wasn't getting a lot of leads, but the leads I got were good ones.

00:19:16.240 --> 00:19:25.279
And being able to take advantage of them, not of them personally, but advantage of the leads was knowing how to do that was super impactful on those months.

00:19:26.400 --> 00:19:29.839
Rooting for you, that's actually a really interesting way to phrase that.

00:19:29.920 --> 00:19:31.920
Who why do you think they were rooting for you?

00:19:32.160 --> 00:19:33.920
Like rooting for what?

00:19:34.720 --> 00:19:36.000
Rooting for my success.

00:19:36.160 --> 00:19:38.559
I've got some incredible customers.

00:19:38.880 --> 00:19:57.200
Um the I don't know, like when it came to Facebook, when they found out I went out on my own, I got a lot of good feedback from those people who were already familiar with the work that I did for the previous company that I worked for, and they always hit it off well with them.

00:19:57.440 --> 00:20:10.880
And being being customer service minded and then also knowing how to provide good customer service are not the same thing.

00:20:11.200 --> 00:20:20.160
So I was always customer service minded, but I didn't know how to communicate that before the job.

00:20:20.559 --> 00:20:26.640
After the job, I had the reputation, but I didn't know how to communicate it before the job.

00:20:26.960 --> 00:20:34.720
Now that I'm able to do it before the job, live up to that, and then continue it on was a big, big part of it, I think.

00:20:35.039 --> 00:20:36.720
That was a huge nugget.

00:20:38.079 --> 00:20:40.079
I'm gonna put you on the spot, Nathan.

00:20:40.319 --> 00:20:42.720
That first part, could you say that again?

00:20:43.039 --> 00:20:53.599
Customer service minded is not the same thing as as I forget how I said it, but I believe I said knowing how to provide good customer service, something like that.

00:20:53.839 --> 00:21:04.319
Somewhere along the way with you guys, I have understood that selling and customer service are almost, if not exactly, the same thing if they're done correctly.

00:21:04.640 --> 00:21:05.200
Wow.

00:21:05.359 --> 00:21:08.559
That's a huge takeaway if done correctly.

00:21:08.880 --> 00:21:13.680
Hey you guys, if this episode sparks something for you, imagine stacking that every single week.

00:21:13.920 --> 00:21:17.359
That's how businesses stop flickering and start running steady.

00:21:17.519 --> 00:21:26.640
If you subscribe to the show or leave a review if you're on audio, and if you're driving down the road, please pull over when it's safe because I've got something you're not gonna want to skip.

00:21:26.880 --> 00:21:33.680
For every person that subscribes and or leaves a review and fills out the form below, letting us know that you did that thing.

00:21:33.839 --> 00:21:41.279
We're gonna draw one monthly subscriber for our open circuit lifetime membership worth$1,500.

00:21:41.839 --> 00:21:43.039
And that's not all.

00:21:43.200 --> 00:21:57.200
Every six months, we're actually gonna draw another subscriber for our$5,000 scholarship, which you can use for any of our electric service packages to get your business and your service rocking better than ever.

00:21:57.440 --> 00:21:59.119
Come on, guys, let's brighten this thing up.

00:21:59.200 --> 00:22:01.839
Is it gonna be You back to the show.

00:22:02.079 --> 00:22:12.160
People go wrong with this, and sales becomes a dirty word until you need to sell your car or sell your house or sell something and you end up needing to hire someone else to do it.

00:22:12.400 --> 00:22:15.519
I couldn't agree more with what you just said though.

00:22:16.240 --> 00:22:26.240
I think we were in a meeting yesterday, Nathan, you and I on a one-to-one, and we talked about how a lot of electricians just kind of need to be themselves and get out of the way and remove the technical out of it.

00:22:27.119 --> 00:22:29.200
Is that kind of tying into what you're saying here?

00:22:29.599 --> 00:22:30.079
Of course.

00:22:30.240 --> 00:22:36.000
I mean, nobody cares that I'm running a number 12R on a 20-amp circuit to a plug that's going to turn their lamp on.

00:22:36.079 --> 00:22:37.440
They don't they don't care.

00:22:37.680 --> 00:22:43.440
They care when they sit down and they read a book, are they going to be able to reach over and turn their lamp on?

00:22:43.680 --> 00:22:52.079
The experience of what electricity provides is what you're selling and not selling the wire or the plug or the breaker.

00:22:52.400 --> 00:22:53.920
Nobody cares about that.

00:22:54.160 --> 00:22:55.759
I love how you're getting into that.

00:22:56.000 --> 00:22:56.799
I love that.

00:22:56.960 --> 00:23:00.079
Because earlier we were talking about what is good sales.

00:23:00.319 --> 00:23:08.799
Sales is explaining the experience in a way that's tangible so they can may actually physically replicate it and say, this is the experience I want to have.

00:23:08.960 --> 00:23:10.319
I don't care how it gets there.

00:23:10.480 --> 00:23:14.799
Like when you say, like, oh, I'm installing your 12 amp, 20 amp arc fault breaker.

00:23:14.880 --> 00:23:20.079
It's like, no, what I am offering you is a spark, is a spark sensing system.

00:23:20.240 --> 00:23:24.480
So that anytime there's a spark within your wall, it'll automatically turn itself off.

00:23:24.720 --> 00:23:28.079
And now it's the concept of like, oh, it's like, yeah, I would want that.

00:23:28.160 --> 00:23:29.359
That makes sense.

00:23:29.599 --> 00:23:34.720
So I love how you're translating it into something they're going to receive, not just physically, but emotionally.

00:23:34.880 --> 00:23:36.640
Because that's also a huge lever to pull.

00:23:36.799 --> 00:23:39.359
Nathan, back then when you started, everything was new.

00:23:39.519 --> 00:23:41.759
You've since built a bit of a team.

00:23:42.000 --> 00:23:45.759
I think your biggest month, you were at kind of three people, I think.

00:23:45.839 --> 00:23:52.160
You had CSR, Emily, and uh Jordan, I believe, who's just starting to be able to support that.

00:23:52.400 --> 00:23:53.039
Yes.

00:23:53.839 --> 00:23:56.240
What's really changed though?

00:23:56.319 --> 00:24:05.359
If we look at Nathan today versus Nathan one year ago, for you, what do you think's been the biggest change and development in your company?

00:24:05.759 --> 00:24:07.519
I feel 10 years older.

00:24:07.759 --> 00:24:11.759
Um but uh I digress.

00:24:12.000 --> 00:24:18.079
The the biggest change for me was and well, in the beginning, it was just about getting the work.

00:24:18.240 --> 00:24:21.680
I mean, you're that's your that's the the huge fear of starting a company.

00:24:21.759 --> 00:24:25.200
Am I am I gonna be able to support this myself?

00:24:25.680 --> 00:24:34.880
Um somewhere along the way, it's still, I think that's always still gonna be there, but it became about building something that can grow.

00:24:35.039 --> 00:24:36.480
And that's what it is now.

00:24:36.640 --> 00:24:39.759
It's it's not just about getting the next job.

00:24:39.920 --> 00:24:43.839
It's does Jordan, is he set up for success?

00:24:44.400 --> 00:24:45.839
Is Tristan my new hire?

00:24:46.079 --> 00:24:47.839
Is he gonna be set up for success?

00:24:48.240 --> 00:24:52.319
Is every single one of them going to know how to train the next guy?

00:24:52.480 --> 00:24:57.680
Um, do they all know what my expectations are with customer service, customer experience?

00:24:57.920 --> 00:25:15.359
Um, so the biggest change probably happened in probably the last two months for me, the mindset shifts because I've pretty well figured out aside from the daily insecurities that happen, and I've pretty well already, I think I can say I can I can sell a job.

00:25:15.519 --> 00:25:18.000
I think I can say that out loud and believe it.

00:25:18.319 --> 00:25:23.519
The numbers tell me that I can confidently move forward knowing this is gonna work.

00:25:23.759 --> 00:25:29.119
So now it's about okay, how do I keep my employees happy?

00:25:29.359 --> 00:25:35.279
How do I keep that customer service and that quality of customer experience there as I grow?

00:25:35.519 --> 00:25:41.680
And the refusal to grow anymore until I have that dialed in is the biggest change for me.

00:25:42.240 --> 00:25:42.880
Wow.

00:25:43.599 --> 00:25:48.480
The refusal to grow anymore until I have that built in.

00:25:50.240 --> 00:25:53.359
I think a lot of people need to hear that.

00:25:53.759 --> 00:26:08.480
So you're saying that you're committed to staying at this level until your process and the adherence to process is strong enough to meet your standards, is kind of what I'm hearing in that before that next level.

00:26:08.720 --> 00:26:08.960
Yes.

00:26:09.279 --> 00:26:10.960
Before you try to add more people.

00:26:11.200 --> 00:26:12.079
Is that what you meant?

00:26:12.319 --> 00:26:12.960
Yes, exactly.

00:26:13.200 --> 00:26:15.279
I've seen so many companies.

00:26:15.440 --> 00:26:29.759
Um, and even back then I wasn't paying attention, but hindsight, I see these companies, they get all the work, they get all the jobs, they just grow, grow, grow, grow until they hit a plateau, and they don't know why they're at that plateau.

00:26:29.920 --> 00:26:33.200
They don't know why their customer service is going down.

00:26:33.279 --> 00:26:35.119
They don't know why people aren't happy with them.

00:26:35.279 --> 00:26:43.519
They they more or less just attack the next biggest problem and don't take care of the other stuff proactively.

00:26:43.680 --> 00:26:45.279
It's all it's all reactive.

00:26:45.519 --> 00:26:52.400
So I am determined to change change that about my company, if I can help it.

00:26:53.039 --> 00:26:54.000
And I think I can.

00:26:54.240 --> 00:26:55.519
Why is that a problem for you?

00:26:55.680 --> 00:27:00.079
Like why why does that have a dark cloud over it for you personally?

00:27:01.119 --> 00:27:11.519
Because I remember as an employee not seeing any vision or real direction for me as an employee.

00:27:12.400 --> 00:27:31.839
I uh when I see a company going after every shiny object instead of actually focusing on what they said they were going to focus on, um and they say offhandedly that they have a vision, but there's no nothing backing up that.

00:27:32.400 --> 00:27:36.720
You just don't feel a part of, you don't really feel a part of anything significant.

00:27:36.880 --> 00:27:40.720
You're just it it's almost like the customer experience.

00:27:40.880 --> 00:27:47.279
You know, it's you just become the guy chirping for a raise whenever you can, knowing you're probably not going to get it.

00:27:47.680 --> 00:27:58.960
Uh, as I have discovered, my employees really like the vision we have to provide a customer experience that is better than others.

00:27:59.200 --> 00:28:04.720
And they get excited about that more than the average, the random$100, hey, thanks for your work today.

00:28:04.799 --> 00:28:05.839
I really appreciate it.

00:28:06.160 --> 00:28:11.920
They do say thank you, but when I talk more about the vision, I can see it in their eyes that they enjoy that even more.

00:28:12.160 --> 00:28:13.680
So it's really cool.

00:28:14.079 --> 00:28:15.759
Yeah, it sounds really important.

00:28:16.240 --> 00:28:27.359
When you think about kind of how the landscape changes out there, there's so much uh mindset around AI and kind of scarcity and what's that going to change and how does that impact us?

00:28:27.519 --> 00:28:29.279
And then we touched on this a bit yesterday.

00:28:29.440 --> 00:28:40.240
Do you think it impacts your bottom line that you're explaining about the customer experience and making sure that your team stays true to those that vision, that mission?

00:28:41.039 --> 00:28:42.240
Just want to understand your question.

00:28:42.480 --> 00:28:46.880
Are you asking me, do I feel like there's a place for AI to contribute to what I'm trying to build?

00:28:47.039 --> 00:28:47.920
Is that what you mean?

00:28:48.160 --> 00:28:51.279
Or no, more do you think it threatens it?

00:28:51.519 --> 00:28:57.359
Do you think that your mission or vision will have to change uh with this hyper focus on the client experience at all?

00:28:57.599 --> 00:29:02.079
Are you worried about that affecting um your current mission or vision?

00:29:02.799 --> 00:29:09.039
I think it's important to instead of just be worried about it, learn how to use it and take advantage of it.

00:29:09.279 --> 00:29:16.079
The uh I think if we don't take advantage of it, we're gonna be uh outlived by other companies who are.

00:29:16.319 --> 00:29:23.519
So I I try to look at the positive approach instead of you know getting bogged down by what the what ifs.

00:29:24.160 --> 00:29:35.119
I can't imagine there's gonna be an AI that can wire a house anytime soon or add a add something in a crawl space, but customer experience can definitely be affected by AI.

00:29:35.839 --> 00:29:37.839
So negatively or positively.

00:29:38.000 --> 00:29:40.400
So that's fair.

00:29:40.559 --> 00:29:41.680
That's fair, man.

00:29:43.039 --> 00:29:57.039
In our last episode, you talked about how important it was for you to follow everything as close as you could, do exactly as Joe did, do exactly as we talked about in the classes.

00:29:57.519 --> 00:30:00.079
Has that shifted that mentality for you?

00:30:00.240 --> 00:30:02.160
Has it become more muscle memory?

00:30:02.400 --> 00:30:07.279
When you reflect on that, how do you think that has changed over the year or has it?

00:30:07.759 --> 00:30:12.799
No, I I stick as close as I possibly can to the process.

00:30:13.039 --> 00:30:15.519
I uh I see it work.

00:30:15.839 --> 00:30:18.799
I don't see a reason to change something that's working.

00:30:20.000 --> 00:30:22.880
Um I mean, you guys are continuing to improve it.

00:30:23.039 --> 00:30:25.920
I mean, you guys are continuing to improve it.

00:30:26.160 --> 00:30:34.079
Sometimes that outruns me a little bit, but even so, like Joe pulls me the reins back and I go back into it and see what the improvements are.

00:30:34.240 --> 00:30:37.200
And it always has a positive effect on the bottom line.

00:30:37.680 --> 00:30:38.480
Thank you, brother.

00:30:38.559 --> 00:30:40.160
I truly, truly appreciate the kindness.

00:30:40.240 --> 00:30:52.319
I know it's it's one of those things where we find that those who are most successful are those that are willing to embrace the process as the way because it's built to handle the objections, to build the value, and to set you up for the two-call close.

00:30:52.480 --> 00:30:59.519
And the fact that you're not fighting it and instead you're using it and being like, I'm gonna move it in the direction that it's trying to take me, and you're having great results.

00:30:59.599 --> 00:31:00.960
I mean, that's exactly what we're looking for.

00:31:01.039 --> 00:31:01.839
So thank you so much, Dan.

00:31:02.000 --> 00:31:02.960
I appreciate the kind words.

00:31:03.039 --> 00:31:04.720
You honor me by your faith.

00:31:05.359 --> 00:31:13.039
Most entrepreneurs affect them negatively is when they get that called shiny object syndrome.

00:31:13.119 --> 00:31:18.559
They go off of what their vision is, they go off of what their intentions are, they start changing everything.

00:31:18.720 --> 00:31:33.279
Um, even when things get down, even when even when it sucks and you think you start counting the money and wondering how much longer you're gonna last, just stick to what you've seen work, stick to what everybody else is using and is working.

00:31:33.519 --> 00:31:37.759
Um, and when I say everybody else, I mean in the in the program.

00:31:39.599 --> 00:31:40.880
And then just stay on it.

00:31:41.039 --> 00:31:49.519
That's how you become efficient in the niche you're in, uh, instead of going all over the place reliving the same six months.

00:31:49.920 --> 00:31:51.440
Sounds like you really understand that.

00:31:51.599 --> 00:31:54.880
Were there moments in the last year where you yourself felt that then?

00:31:54.960 --> 00:32:01.119
Like, despite even like we've talked about some great sales records and accomplishments from you in your first year.

00:32:01.359 --> 00:32:07.039
I know that's been part of the conversation, is even even on this episode, you've said, Oh, I can finally say it.

00:32:07.279 --> 00:32:07.839
This works.

00:32:07.920 --> 00:32:09.759
I'm good at sales, I can do this.

00:32:10.000 --> 00:32:17.279
Were there moments where you really didn't believe that or believe in yourself or believe in this that you had to regroup and and find faith again?

00:32:17.759 --> 00:32:27.599
Yes, there were definitely some moments last year when we had some slower months, and I started doubting myself.

00:32:28.160 --> 00:32:31.920
And I don't think I ever doubted the process.

00:32:32.079 --> 00:32:37.359
I think it was more my ability to adhere to it as well as I should, especially in the harder months.

00:32:37.680 --> 00:32:46.880
I did, I did find myself being tempted to revert back to a previous way that I used to sell, but I never did, and I'm glad I never did.

00:32:47.119 --> 00:32:51.680
Um there's no use, in my opinion.

00:32:51.920 --> 00:32:53.519
Yeah, that's really interesting.

00:32:53.759 --> 00:32:55.119
So you felt that pain.

00:32:55.279 --> 00:32:58.960
It tries to knock you off course and go back to a prior way.

00:32:59.759 --> 00:33:01.839
What did you do to stay with it then?

00:33:02.000 --> 00:33:06.400
Was there something you were able to use, leverage, I don't know, tell yourself?

00:33:06.559 --> 00:33:07.200
Was it prayer?

00:33:07.359 --> 00:33:11.119
Was it, you know, what was it that got you back in this?

00:33:12.000 --> 00:33:26.160
I uh I re-learned the basics and doubled down on going right back to the basics, the the blind, childlike belief of uh of the basics, and that got me out of it.

00:33:26.240 --> 00:33:33.759
I mean, I can I can learn how to overcome objections all day, all day, but if I don't do the basics correctly, none of that matters.

00:33:33.920 --> 00:33:37.359
And most of the time the basics take care of everything else.

00:33:37.680 --> 00:33:39.839
So I just double down on the basics.

00:33:40.079 --> 00:33:49.680
I love that because I always have the belief that a lot of people will show up for the advanced, but what they need is the basics, because the basic is the foundation of everything.

00:33:49.839 --> 00:33:59.599
If you build a house and it's a beautiful, ornate, amazing house, but you build it on sand, all it takes is one bad wind and the house shifts.

00:33:59.759 --> 00:34:08.800
But if your core foundation is strong and you can see how it helps you solve problems down the line, you don't have to be good at a thousand things if you're good at the basics.

00:34:09.039 --> 00:34:09.679
So I love you.

00:34:09.760 --> 00:34:13.199
It's like exactly the ideology that I follow, and I love that you can replicate that.

00:34:13.519 --> 00:34:21.920
No shade on the basics of this progress process, but basics on an instrument, basics on school, basics on anything.

00:34:22.639 --> 00:34:31.199
To become significant at it, you got to get really good at keeping the enthusiasts and enthusiasm around the boring things, in my opinion.

00:34:31.280 --> 00:34:37.039
So part of what you mentioned was the importance of your team and them feeling validated and bought in.

00:34:37.360 --> 00:34:48.559
What's something you've learned about leadership in an area that you've grown that you think has really helped you and your team in thriving today?

00:34:49.280 --> 00:34:51.280
I would I would repeat what I said earlier.

00:34:51.440 --> 00:34:52.719
Just having a vision.

00:34:52.960 --> 00:34:56.719
When I tell them I'm gonna do something, I want them to see me doing it.

00:34:57.440 --> 00:35:04.000
And them seeing that there is a roadmap to something bigger.

00:35:04.239 --> 00:35:04.639
I don't know.

00:35:04.719 --> 00:35:09.760
I'm I'm I'm convinced in anything in your life, if you have a vision, everything else will line up with the vision.

00:35:10.000 --> 00:35:16.960
If you don't have a vision, then you may have some good habits, but you don't know why, or they don't stay consistent.

00:35:17.039 --> 00:35:22.159
You tend to often uh stop moving towards it.

00:35:22.239 --> 00:35:26.079
It's there's so many positive reasons to have a vision.

00:35:26.320 --> 00:35:30.639
And I think they see it, or I hope they do.

00:35:30.719 --> 00:35:32.719
I'm seeing a lot of evidence that they do.

00:35:33.039 --> 00:35:40.400
And um if they succeed, then more and more people will come and join the team and want to succeed with us.

00:35:40.880 --> 00:35:46.400
A lot of electricians say this will work for me, but not my team.

00:35:47.199 --> 00:35:50.239
You've seen some success already with Jordan and sales.

00:35:50.400 --> 00:35:51.760
What do you aim for?

00:35:51.920 --> 00:35:54.480
What's the first transferable skills for you?

00:35:54.639 --> 00:35:59.280
And what do you try to pass on to get someone ready for a process like this?

00:36:00.800 --> 00:36:02.320
Learn the basics.

00:36:02.559 --> 00:36:05.840
I mean, I would just drill into him, continue, and I have been.

00:36:05.920 --> 00:36:17.840
We've been doing Friday, Friday morning uh sales meetings uh since December, and there's no objection handling in these in these meetings.

00:36:17.920 --> 00:36:20.719
There's no crazy situation handling.

00:36:20.800 --> 00:36:24.079
It's just hi, my name's Jordan.

00:36:24.320 --> 00:36:25.599
Is my van parked okay?

00:36:25.760 --> 00:36:28.400
You know, hi, what are we trying to accomplish today?

00:36:28.559 --> 00:36:30.719
It's just the basics.

00:36:31.039 --> 00:36:40.880
And we'll we'll address everything else after he gets his his uh his reps in, but for the same reason I jumped on the basics again back in November.

00:36:40.960 --> 00:36:44.159
Um something I'm gonna continue to drill into them.

00:36:44.719 --> 00:36:45.840
Makes me so happy.

00:36:46.000 --> 00:36:47.679
I'm just so happy with you, Nathan.

00:36:47.840 --> 00:36:51.360
You know, it's crazy because you think about it, and you're completely correct.

00:36:51.440 --> 00:36:53.039
You know, basics are boring.

00:36:53.199 --> 00:36:56.800
It just is what it is because you think that it's the shiny object you need.

00:36:56.960 --> 00:37:01.280
Like I need the silver bullet, I need the objection handles, I need the cool presentation.

00:37:01.519 --> 00:37:02.719
It's like that's not it.

00:37:02.960 --> 00:37:14.239
You know, if you don't know how to build value from the door, what you're factually doing is you're preventing objections before they happen by doing the process better and more effectively and more authentically.

00:37:14.480 --> 00:37:20.960
And you cannot do a process authentically unless you have the muscle memory and the reps to use your own vernacular with it.

00:37:21.199 --> 00:37:23.920
Otherwise, you're gonna sound you're gonna sound scripted.

00:37:24.079 --> 00:37:31.599
So you're doing the reps, and that creates the authenticity, which makes it far more communicatable, and you get to bring your personality into it as well.

00:37:31.760 --> 00:37:33.920
And with your natural charisma, it just makes sense.

00:37:34.239 --> 00:37:36.400
That's debatable, but I'll let it go.

00:37:38.880 --> 00:37:40.159
Always hard on himself.

00:37:40.320 --> 00:37:43.119
You seem like you're a pretty uh tough self-critic.

00:37:43.360 --> 00:37:45.840
Has that always been something that you've had going on, Nathan?

00:37:46.239 --> 00:37:47.599
Always, always.

00:37:47.840 --> 00:37:51.440
It's uh it's my my biggest flaw, in my opinion.

00:37:51.599 --> 00:37:56.320
I uh I don't like negative conversations.

00:37:56.559 --> 00:38:04.079
I I I'm quick to leave one, but the one in my head, it's probably because it fuels the fire of the one in my head the most.

00:38:04.239 --> 00:38:13.679
So I'm very, very careful with who I what I listen to and what I'm around because of how fragile that is.

00:38:14.239 --> 00:38:18.079
Um doesn't help, but it's there and I fight it every day.

00:38:18.400 --> 00:38:20.159
I relate to that so much.

00:38:20.320 --> 00:38:33.039
It's one of those things where I find some of the most successful people have these amazing results and can do all these wonderful things, but if they can just see what's going on on the inside, it's not just a monkey playing cymbals, it's like there's real, genuine pain going on.

00:38:33.280 --> 00:38:34.480
And honestly, I get it.

00:38:34.559 --> 00:38:43.360
You know, sometimes it's our upbringing, sometimes it's trauma we had to experience, or sometimes it's people of telling you at a young age, like, you're not doing this right, you're not doing that right.

00:38:43.519 --> 00:38:49.519
Like every apprentice gets hazed, but the extent of the hazing you get affects the outcome of the mastery become.

00:38:49.760 --> 00:38:50.159
Sure.

00:38:50.639 --> 00:38:51.519
I have it too.

00:38:51.679 --> 00:38:52.400
I have it too.

00:38:52.480 --> 00:38:54.880
I I give mine a lot of credit though, too.

00:38:55.519 --> 00:39:01.280
I don't think I'd be anywhere near here without that person cracking the whip inside my dome.

00:39:01.840 --> 00:39:02.880
Yeah, of course.

00:39:02.960 --> 00:39:12.000
I mean, there's a huge difference between being, you know, having gratitude for the situation you're in, but also striving to be better.

00:39:12.159 --> 00:39:16.159
And that's that's always the challenge of where that line is.

00:39:16.400 --> 00:39:20.239
Am I being ungrateful or am I just trying to be better?

00:39:20.480 --> 00:39:21.920
I mean, such is mankind.

00:39:22.000 --> 00:39:25.119
We wouldn't be where we're at if we didn't strive to be better.

00:39:25.199 --> 00:39:31.280
So as long as that internal voice has some level of kindness, you're gonna go in the right direction.

00:39:31.519 --> 00:39:36.960
Because I've learned that anger is a phenomenal tool, but it's an absolutely terrible master.

00:39:37.199 --> 00:39:46.320
You can use it as somewhere to get you where you want to go, but if you let that be the thing that drives your life, it's literally just drinking poison for fuel.

00:39:46.800 --> 00:39:48.559
I know, I drank it my whole life.

00:39:48.800 --> 00:39:53.440
Problem is that you eventually burn out and you're still angry at the end.

00:39:53.679 --> 00:39:59.119
But if you can shift it and use it as a tool rather than letting it dominate you, you're in a much better place.

00:39:59.599 --> 00:40:10.960
Ethan, a year ago we had you on things were so interesting, so exciting, uh, so fun, but you knew there was so much work ahead.

00:40:11.360 --> 00:40:16.800
When you reflect back on this, earlier you said that you feel like you've added 10 years.

00:40:17.519 --> 00:40:22.000
Do you think that you've aged well in those metaphorical 10 years?

00:40:22.239 --> 00:40:24.480
Are you proud of who you've become?

00:40:25.039 --> 00:40:28.960
And if you had to go back, this is a big question for you.

00:40:29.199 --> 00:40:41.760
If you had to go back, or you could go back rather, and give yourself some advice, some insights from that first podcast time, 30 days in, right around there, what would you share?

00:40:41.920 --> 00:40:44.079
So, couple part question there.

00:40:44.559 --> 00:40:46.159
Are you feeling like you've aged well?

00:40:46.239 --> 00:40:47.679
Are you proud of who you've become?

00:40:47.760 --> 00:40:52.159
And what would you share with your prior self if you could go back and do that?

00:40:52.639 --> 00:40:54.639
I do, I do feel like I've aged well.

00:40:54.800 --> 00:40:57.679
I mean, I make I made the joke earlier, 10 years.

00:40:57.840 --> 00:41:04.719
I uh I've definitely gained a lot of of uh information along the way, and I appreciate it.

00:41:04.960 --> 00:41:13.840
If I was to go back last year, I would tell myself to uh pay attention and do the KPIs.

00:41:14.480 --> 00:41:19.519
Keep up with that, even though it doesn't seem important right now, it's very important.

00:41:19.679 --> 00:41:23.119
I think that's my biggest um piece of information.

00:41:23.280 --> 00:41:27.199
I probably wouldn't listen to myself if I said that, but that's what I would tell myself.

00:41:27.679 --> 00:41:29.599
Give us a why behind that.

00:41:30.159 --> 00:41:34.239
What's so important about having the information, having the data tracked?

00:41:36.000 --> 00:41:38.159
Because the best decisions come from clarity.

00:41:38.320 --> 00:41:40.480
You can't have clarity if you don't have the numbers.

00:41:40.559 --> 00:41:43.599
I mean, emotion does not make good decisions.

00:41:43.920 --> 00:41:55.920
How you feel does not typically make a good decision, but um having the numbers, making decisions off of numbers is a much better place to come from.

00:41:56.159 --> 00:41:57.440
Yeah, really good.

00:41:58.079 --> 00:41:58.639
Yeah.

00:41:58.880 --> 00:42:01.440
Yeah, we call that one the law of separation.

00:42:01.679 --> 00:42:02.719
Absolutely love it.

00:42:02.960 --> 00:42:06.719
Yeah, emotional decisions will only get you more emotions.

00:42:07.440 --> 00:42:08.800
We need something to lean into.

00:42:09.199 --> 00:42:13.840
Yeah, well, I tend to lean a little bit heavy on what you guys already say is working.

00:42:14.159 --> 00:42:25.360
So the KPI is it's sometimes you lean a little bit too hard on what you guys offer because I mean, frankly, you guys already know it's working.

00:42:25.440 --> 00:42:28.639
I mean, we're seeing other guys use the things that are working.

00:42:28.880 --> 00:42:35.039
So keeping up with the KPIs as a conscious decision, not as needed because of that.

00:42:35.199 --> 00:42:40.320
So it's I'm not saying it's not important, but I am a little spoiled when it comes to that.

00:42:41.280 --> 00:42:42.000
That's fair.

00:42:42.159 --> 00:42:49.199
Yeah, I kind of look at it like you're already on the advanced track with a community of people that are already proving the things you're doing.

00:42:49.440 --> 00:42:54.880
But at some point, if you want to get to the expert track, you're gonna have to fine-tune your own car.

00:42:55.119 --> 00:42:55.519
Yeah.

00:42:55.760 --> 00:43:05.440
And that would be that that point is to stand out from the advanced track users, to stand apart from everyone else and advanced troubleshooting, just like a circuit, right?

00:43:05.519 --> 00:43:12.400
You could go to the supply house and talk to other electricians, and one of them probably has the right idea about what's going on with what you're working on.

00:43:12.639 --> 00:43:18.800
But until you put the meter on it and really use your own numbers, you're not going to know for sure, for sure.

00:43:19.119 --> 00:43:19.760
Yeah.

00:43:20.480 --> 00:43:21.119
Absolutely.

00:43:21.360 --> 00:43:22.880
How's that for an analogy, Joe?

00:43:22.960 --> 00:43:25.679
Did I did I hit that one or is that just crap?

00:43:27.039 --> 00:43:28.320
No, I think that checks out.

00:43:28.400 --> 00:43:35.760
I mean, at the end of the day, really, it's one of the things where as long as it resonates to the person who's hearing it, that's the only audience you're speaking to.

00:43:36.000 --> 00:43:36.719
All right, Nathan.

00:43:36.800 --> 00:43:37.920
We're closing out here.

00:43:38.000 --> 00:43:39.519
Uh, want to respect your time.

00:43:39.679 --> 00:43:43.840
I've got uh a big question for you before we get out of here.

00:43:44.000 --> 00:43:50.159
What's the biggest difference, do you think, between someone like yourself who sees uh a lot of success?

00:43:50.320 --> 00:43:53.519
At least we consider it to be a a serious success, man.

00:43:53.599 --> 00:43:55.119
Congratulations again.

00:43:55.360 --> 00:44:07.920
Um, what's the biggest difference between you and the person that maybe Sees the information, looks at it, but doesn't see the same results or the same level of results in their own situation.

00:44:08.320 --> 00:44:11.760
If you're talking to that person, you know, what's the biggest difference?

00:44:12.000 --> 00:44:14.719
What could they do to better that situation, do you think?

00:44:15.440 --> 00:44:24.320
So if they're not getting the same results that they perceive other people that are getting from this process per se, what would I tell them?

00:44:25.039 --> 00:44:30.880
Um it seems cliche, but I would say to double down on the basics.

00:44:31.119 --> 00:44:35.760
Um make sure you know how to run an opportunity call to a T.

00:44:36.000 --> 00:44:38.880
Make sure you know how to run a demand call to a T.

00:44:39.599 --> 00:44:45.599
And I think you're miles ahead of everyone else if you can master the basics.

00:44:45.920 --> 00:44:51.760
The guy that knows how to overcome a price objection can't do it if he doesn't get to the table.

00:44:52.000 --> 00:44:54.320
Just keep doing the basics and eventually that'll happen.

00:44:54.400 --> 00:44:58.800
So I was thinking there's another way that you can articulate this.

00:44:59.039 --> 00:45:06.079
And it comes down to how can clearly can you describe the problem versus the solution?

00:45:06.320 --> 00:45:09.840
Because a lot of times people will come in prepping for objection handle.

00:45:10.159 --> 00:45:13.840
But if you go in, you're like, I gotta close it, email it over, objection, spouse at home.

00:45:13.920 --> 00:45:15.760
Yeah, and they start rinning and rinning and rinning.

00:45:15.920 --> 00:45:20.000
But what that does is it prepares them to not describe the problem the right way.

00:45:20.079 --> 00:45:22.559
Because if you haven't described it, the objections follow.

00:45:22.719 --> 00:45:25.679
So instead saying, like, here, I know you called me for this.

00:45:25.840 --> 00:45:27.440
Let me clearly articulate it.

00:45:27.599 --> 00:45:31.679
Let me explain what's directly connected to it so that it doesn't seem like I'm pushing a sale.

00:45:31.920 --> 00:45:35.760
I'm gonna give you the good so you understand the full scenario as well.

00:45:36.000 --> 00:45:40.480
And then if there is more, I'm gonna communicate it in a way that ties it all together.

00:45:40.639 --> 00:45:48.079
I'm gonna use clear language, I'm gonna speak to it very simply and non-electrical jargon, and then I'm gonna let them choose what they think is best.

00:45:48.239 --> 00:45:53.039
And if I can do that the right way, if I can describe the problem, the solution sells itself.

00:45:53.360 --> 00:45:58.800
When you have to go into objection handling, it usually means we didn't describe the observations in a clear enough path.

00:45:59.039 --> 00:46:01.920
So I I love the fact that we're able to break that down in a smooth way.

00:46:02.079 --> 00:46:03.440
Don't chase the objection handle.

00:46:03.599 --> 00:46:06.079
Chase what gets you to the place to even have the objection handle.

00:46:06.320 --> 00:46:15.199
Nathan, to close out, man, I don't want us to take any credit for what you've done because you've been the one doing all the work and it's been your great intentions that have driven that.

00:46:15.280 --> 00:46:17.840
As Joe says, we're just a GPS brother.

00:46:18.000 --> 00:46:20.559
But that said, a bit of a shameless plug here.

00:46:20.639 --> 00:46:24.960
I just want to survey this and try to understand how you feel about it.

00:46:25.280 --> 00:46:35.039
If you didn't have the SLE community, the classes, the process, do you think you would have had the same level of success that you've experienced?

00:46:35.119 --> 00:46:37.599
Or where do you think you would have ended up otherwise?

00:46:37.920 --> 00:46:39.199
The short answer is no.

00:46:39.360 --> 00:46:41.760
I would not have the same excess success.

00:46:42.079 --> 00:46:48.159
Um simply because the focus wouldn't have been there on the one thing.

00:46:48.480 --> 00:46:56.400
So it's so easy to get distracted by the next big job or the next big number, or what you think may be a good idea.

00:46:56.719 --> 00:47:05.039
But when you just focus on the one thing and get exceptional at the one thing, then you've got something that you can build from.

00:47:05.280 --> 00:47:10.320
Uh and the the obvious answer is, of course, with the process.

00:47:10.480 --> 00:47:11.920
I couldn't offer what I offer.

00:47:12.000 --> 00:47:16.159
I couldn't get the higher average ticket per call.

00:47:16.639 --> 00:47:28.880
But I think the most valuable thing that I've gained from the access to the community in you guys is that focus, is that staying on track at the direction you committed to from the beginning.

00:47:29.119 --> 00:47:33.199
It's so hard to do without support.

00:47:33.519 --> 00:47:34.480
Really hard.

00:47:34.639 --> 00:47:35.039
Yep.

00:47:35.440 --> 00:47:37.039
And we agree, we have mentors too.

00:47:37.519 --> 00:47:38.880
That's why we can do what we do.

00:47:38.960 --> 00:47:43.920
That's why we feel comfortable contributing to this ecosystem because we also get help.

00:47:44.079 --> 00:47:45.760
And I think people miss that a lot.

00:47:45.920 --> 00:47:48.480
Um, some of the vulnerabilities you've shared today, Nathan.

00:47:48.559 --> 00:47:50.239
We have them in our business too.

00:47:50.480 --> 00:47:53.760
Not every day is sunshine and rainbows and just perfect.

00:47:53.920 --> 00:47:57.840
Every business has ups and downs, and that's what makes the journey worth it.

00:47:58.000 --> 00:48:06.480
That's what makes this mountain worth the climb is the growth, the individual and the partnership and the relationships and the people like you, Nathan.

00:48:06.639 --> 00:48:08.159
You make this all worthwhile.

00:48:08.320 --> 00:48:10.239
So thank you so much for sharing today.

00:48:10.320 --> 00:48:14.960
And thank you guys for watching and listening and taking part in this ecosystem as well.

00:48:15.039 --> 00:48:18.159
Uh, I can't wait to do another one with you, Nathan, next year.

00:48:18.239 --> 00:48:20.159
So keep fighting the good fight, man.

00:48:20.320 --> 00:48:21.920
And uh, we're gonna be right there with you.

00:48:22.000 --> 00:48:24.800
And I look forward to seeing uh growth in the next 12 months.

00:48:24.880 --> 00:48:27.039
Joe, any closing comments from you, brother?

00:48:27.440 --> 00:48:28.559
Just I couldn't agree more.

00:48:28.639 --> 00:48:38.000
I mean, Nathan, you're an inspiration because at the end of the day, knowing how what faith can produce is a truly amazing thing and it's inspiring to others who want to stick with it.

00:48:38.159 --> 00:48:40.800
And just additionally, it's been an absolute blessing working with you.

00:48:40.960 --> 00:48:44.079
So, to all the people listening as well, thank you for the honor of serving you.

00:48:44.239 --> 00:48:45.840
Couldn't have asked for a better team to work with.

00:48:45.920 --> 00:48:46.639
May you all be blessed.

00:48:46.960 --> 00:48:48.719
Comments, by the way, I should open to you.

00:48:49.039 --> 00:48:51.199
No, I want to I want to end with gratitude as well.

00:48:51.360 --> 00:48:58.239
I'm so so grateful what you guys created and uh making it accessible has been life-changing for me.

00:48:58.320 --> 00:49:01.119
And I'm so glad to uh uh be a part of the community.

00:49:01.360 --> 00:49:02.079
Really grateful.

00:49:02.320 --> 00:49:03.199
Appreciate that, man.

00:49:03.360 --> 00:49:04.079
Appreciate that.

00:49:04.320 --> 00:49:05.599
That's it for this episode, guys.

00:49:05.760 --> 00:49:07.039
Hope you got a ton of value from this.

00:49:07.199 --> 00:49:18.960
Hope it was worth going back, replaying, listening to again and again, and take away uh if if nothing else, that those basics are so important, and you don't have to be great to start, but you do have to start to be great.

00:49:19.119 --> 00:49:21.519
We'll see you guys next week and we'll keep chipping away at this.

00:49:21.760 --> 00:49:22.480
Bye for now.