April 1, 2026

S3 EP24 The $1.2M Lesson Most Electricians Ignore | Robert Gailie

S3 EP24 The $1.2M Lesson Most Electricians Ignore | Robert Gailie
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S3 EP24 The $1.2M Lesson Most Electricians Ignore | Robert Gailie
S3 EP24 The $1.2M Lesson Most Electricians Ignore | Robert Gailie

Robert Gailey started just like most electricians… Doing side work after hours, trying to make extra money, and competing on price just to win jobs. At the time, he was bringing in around $165K a year on the side. Fast forward a few years and now his company is doing over $1.1M to $1.2M per year. So what changed? It wasn’t more leads. It wasn’t working harder. And it definitely wasn’t lowering his price. In this episode, Rob breaks down the exact mindset shift that helped him: - stop being ...

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Season 3

Robert Gailey started just like most electricians…
Doing side work after hours, trying to make extra money, and competing on price just to win jobs.

At the time, he was bringing in around $165K a year on the side.
Fast forward a few years and now his company is doing over $1.1M to $1.2M per year.
So what changed?
It wasn’t more leads.
It wasn’t working harder.
And it definitely wasn’t lowering his price.

In this episode, Rob breaks down the exact mindset shift that helped him:
- stop being the “cheap electrician”
- gain confidence in his pricing
- close bigger jobs without pressure
- and build a business around service, people, and real value

We also cover:
- why most electricians stay stuck doing side work
- how to stop competing with cheap contractors
- what actually makes customers choose higher-priced options
- how to handle price objections without dropping your price
- the real cost of trying to figure business out alone

If you’re an electrician trying to grow your business, get out of survival mode, and finally take control of your schedule and income, this episode is for you!


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

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

🎓 Podcast Scholarship Draw
Turn your support into real rewards.
Subscribe, leave a review, or follow us. each action = 1 entry.
⚡️ Monthly: Open Circuit Lifetime Membership ($1,500 value)
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Submit your entry here!

⚡️ Connect with Robert Gailie (GO Electric NY)
Facebook: https://www.facebook.com/robert.a.gailie
Email: Robert@GOElectricNY.com

⚡️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 tools, strategies, and next-level support!


#electrician #electricianbusiness #electricalcontractor #tradesbusiness #sidework #smallbusinessgrowth #servicebusiness #bluecollarbusiness #pricingstrategy #salesmindset

00:00 - The Hidden Cost Of Going Alone

02:00 - Meet Rob And Rapid Growth

09:08 - Honesty And Trust Sell Work

17:48 - Building A People-First Shop

27:00 - Winning Without Discounting

30:46 - Pricing Big Projects For Profit

43:44 - Community Growth And Perfect Practice

47:20 - Final Question And Closing

WEBVTT

00:00:00.000 --> 00:00:03.439
What do you think is the real cost of trying to figure this out on your own?

00:00:03.680 --> 00:00:05.280
It depends how long you wait, I guess.

00:00:05.440 --> 00:00:33.840
But uh I mean, if you're starting new in business and you try to figure it out on your own, it's gonna take you probably five to seven years to really start to be profitable and understand that you charge what you charge because there's a reason for it, not because it's a fictitious number that somebody created, but that could be three, four, or five hundred thousand dollars a year over that time where you could skip the line and maybe in two years be where you are or where you would be in seven by doing it the hard way.

00:00:33.920 --> 00:00:36.399
So you easily could be a million-dollar loss.

00:00:36.560 --> 00:00:48.240
Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and spark up those sales.

00:00:48.560 --> 00:00:51.679
I'm Joseph Lucani, and together with my co-host Clay New Meyer.

00:00:51.840 --> 00:00:56.560
We're here to share the secrets that have helped electricians sell over a million dollars in a single service bank.

00:00:56.799 --> 00:00:59.119
Now, it's time for sales.

00:00:59.359 --> 00:01:01.439
It's time for sale.

00:01:01.840 --> 00:01:06.400
It's time to become a million-dollar electric.

00:01:09.439 --> 00:01:15.519
Hey, real quick, if you're an electrical service business owner and you're tired of figuring out a loan, then let's enough.

00:01:15.760 --> 00:01:22.000
ServiceTook Electrical is hosting our first ever live event, the Whistler Service Summit 2026.

00:01:22.239 --> 00:01:27.359
It's May 29th through June 1st in Whistler BC, just 26 seats.

00:01:27.599 --> 00:01:35.599
You'll have access to me, Joseph Forrest, real role play, working through your leads, working through your business, working with you on your strategy.

00:01:35.840 --> 00:01:39.920
There's only 26 seats available, and we want you to attend.

00:01:40.159 --> 00:01:47.519
Whether you're new to our ecosystem, familiar with our process, or a longstanding client or fan, we want you there.

00:01:47.680 --> 00:01:55.359
So click the link below or go to go.serviceloopelectrical.com forward slash summit.

00:01:55.599 --> 00:01:56.719
See you at Summit.

00:01:56.959 --> 00:01:57.920
Hello, hello, hello.

00:01:58.159 --> 00:01:58.959
Welcome back, guys.

00:01:59.040 --> 00:02:02.159
We've got another great episode, another great client interview.

00:02:02.319 --> 00:02:07.120
You know, we never do that thing where we put the guest in the back in green room, you rob.

00:02:07.280 --> 00:02:09.280
We just brought you in and started with a couple of laughs.

00:02:09.360 --> 00:02:12.960
We're so happy to have Robert Gailey with us today with Go Electric.

00:02:13.280 --> 00:02:23.360
This is literally the only local electrician that Joe actually refers, who's been uh a part of our friend network, a part of the network.

00:02:23.520 --> 00:02:28.319
We're all of this started back on a Facebook group back in August of 2021.

00:02:28.479 --> 00:02:30.400
Uh Reb's Gross Live.

00:02:30.479 --> 00:02:34.000
We used to do this Wednesday night thing, and Rob's one of the OG members.

00:02:34.240 --> 00:02:39.360
I think, Rob, you said you were around 165K a year moonlighting at that time.

00:02:39.599 --> 00:02:50.800
And just in January, you had your first full-time year on your own past 1.1 million, just about 1.2 million growth from uh 600k last year.

00:02:50.960 --> 00:02:53.280
So just an incredible story for you guys.

00:02:53.439 --> 00:02:54.560
This one's gonna be fun.

00:02:54.639 --> 00:02:59.759
We're gonna have some laughs for sure because uh boy, hey, I was embarrassing as hell back then.

00:03:00.240 --> 00:03:01.840
Gringe worthy content.

00:03:02.000 --> 00:03:06.719
But Rob showed up for it, and Joe uh has personal favor for Rob being local here.

00:03:06.800 --> 00:03:08.000
So this is gonna be a great time.

00:03:08.159 --> 00:03:09.120
Rob, welcome to the show.

00:03:09.199 --> 00:03:10.960
And Joe, how are you doing today, brother?

00:03:11.199 --> 00:03:12.879
I could not be in a happier place.

00:03:13.039 --> 00:03:15.759
I mean, like literally, I feel like I'm surrounded by two friends.

00:03:15.919 --> 00:03:17.840
Like he's an awesome guy.

00:03:18.000 --> 00:03:23.840
Like he's genuinely an awesome person, and I'm just happy to hang out with my friends and really contribute to the industry at the same time.

00:03:24.000 --> 00:03:25.840
So I'm I'm swimming in it, man.

00:03:25.919 --> 00:03:26.319
I'm happy.

00:03:26.560 --> 00:03:27.199
Rob, welcome.

00:03:27.280 --> 00:03:28.400
How are you doing, brother?

00:03:28.639 --> 00:03:30.000
I am doing fantastic.

00:03:30.080 --> 00:03:31.599
I'm happy to be here with you too.

00:03:31.840 --> 00:03:32.639
Awesome, man.

00:03:32.719 --> 00:03:36.879
Yeah, we were just giving Rob praise uh for a number of reasons that I just mentioned.

00:03:37.039 --> 00:03:40.560
Um, but Joe, you mentioned that you've referred him locally now.

00:03:40.639 --> 00:03:42.800
You've had Rob do work for your neighbor, did you say?

00:03:43.039 --> 00:03:45.039
Yeah, um, you've done work with my neighbor.

00:03:45.120 --> 00:03:46.960
I think I gave you another job as well.

00:03:47.120 --> 00:03:50.960
Um, there was another I think it was a new construction opportunity.

00:03:51.199 --> 00:03:54.879
But like the thing is that I don't refer like anyone.

00:03:55.039 --> 00:03:56.719
Like that's just one of those things.

00:03:56.960 --> 00:03:59.599
But I've known you for so long now.

00:03:59.840 --> 00:04:03.599
And I even get advertisements for your company in my own address.

00:04:03.759 --> 00:04:05.759
I've seen you drive through my neighborhood.

00:04:05.840 --> 00:04:10.159
So I'm like, okay, I know the person, I've trained the person.

00:04:10.319 --> 00:04:13.520
If I can't trust you, like who am I even gonna trust at this point?

00:04:13.599 --> 00:04:14.000
You know?

00:04:14.719 --> 00:04:15.439
Absolutely.

00:04:15.680 --> 00:04:23.120
Rob, one of those things I want to say to your case, and this is interesting, but I see there's a spectrum of electricians.

00:04:23.519 --> 00:04:27.120
And the spectrum is like a bias to action spectrum.

00:04:27.680 --> 00:04:37.279
And I consider you a really high bias to action, except for in one category, and that is actually signing up for our programs and joining us.

00:04:37.519 --> 00:04:48.959
You I think you may have a record with us for the most free strategy calls over the years since 2021, man, and we enjoyed every single one.

00:04:49.120 --> 00:04:52.399
Um, but I really intend to go deeper on your story today.

00:04:52.639 --> 00:05:05.839
Can you tell us a bit more about what it was like back then in in 2021 days where you're moonlighting still and you're finding us on rebs and just starting to even pay attention to some of the stuff we were talking about?

00:05:06.000 --> 00:05:07.680
Like, why was it important to you?

00:05:07.759 --> 00:05:09.360
Why was it attractive to you at all?

00:05:09.600 --> 00:05:12.319
Um, I've always been very like growth-minded.

00:05:12.399 --> 00:05:14.639
Like I I never settle for where I'm at.

00:05:14.720 --> 00:05:17.279
Like, I just continually want to keep pushing forward.

00:05:17.519 --> 00:05:20.399
So it was just a constant like, what can I do?

00:05:20.480 --> 00:05:21.360
What can I learn?

00:05:21.600 --> 00:05:24.480
Where can I learn to try to do better and be better?

00:05:24.720 --> 00:05:27.120
And that's how it got started in rebs.

00:05:27.199 --> 00:05:34.560
And uh I was always very much the you know, just be the cheapest guy so you get the work, and that's how you get more business.

00:05:34.720 --> 00:05:50.399
And it was just a different way of thinking, and it took a little time over time of learning different strategies and uh ways of doing business and you know, being more service-oriented than actual um worrying just about price.

00:05:50.639 --> 00:05:54.399
So that was uh a serious mindset shift for me.

00:05:54.720 --> 00:05:59.040
Yeah, and I've seen you with your spreadsheets, and I gotta give you credit for that too.

00:05:59.199 --> 00:06:02.240
You've done quite a bit of math and your own workbooks.

00:06:02.399 --> 00:06:05.680
You track uh a lot of these metrics really diligently now.

00:06:05.920 --> 00:06:11.839
What was that shift that finally got you to realize, you know what, I I can't be this cheapest guy anymore?

00:06:12.079 --> 00:06:16.959
Um, I so I think the biggest thing was just seeing that other people made it possible.

00:06:17.120 --> 00:06:21.199
And I I was very much just an electrician, like kind of just do everything.

00:06:21.360 --> 00:06:26.399
And it was never like a target on, oh, I just do new construction or I just do service service.

00:06:26.480 --> 00:06:28.319
Like it was just a broad spectrum.

00:06:28.480 --> 00:06:34.560
And I still do a mix of everything, but even through the construction work that I do now, it's service-based.

00:06:34.639 --> 00:06:44.160
Like there, it's more about how I treat people, how I the, you know, the the experience that even the contractors get, and they say get to say, wow, that guy does something different than most people.

00:06:44.319 --> 00:06:46.800
And that that's really what's changed a lot for me.

00:06:47.519 --> 00:06:48.800
That's so interesting.

00:06:49.040 --> 00:06:56.160
Based on what you just said, how do you choose construction worth keeping or going after even versus the ones you don't?

00:06:56.240 --> 00:06:57.839
Or is it all relationship-based?

00:06:57.920 --> 00:07:00.399
Like how do you make that decision for go electric now?

00:07:00.800 --> 00:07:08.000
So there's really, I mean, like two ways that we get work, and that's Google and Facebook, uh, and I guess a third word of mouth.

00:07:08.160 --> 00:07:19.199
So it's building those relationships with people personally, and it's not it's not really so much for them about the money, it's more that they know they want us and they want us to take care of them the way that they see we take care of other people.

00:07:19.439 --> 00:07:20.560
That is absolutely cool.

00:07:20.879 --> 00:07:21.360
I love that.

00:07:21.519 --> 00:07:30.959
And the craziest thing is because that defeats a problem that most people have when it comes to these larger projects where they're like, I'm competing against these guys who are willing to drop their pants for the job.

00:07:31.120 --> 00:07:34.639
You know, if they want me to do it, uh they want me to do a whole rewire in two days.

00:07:34.800 --> 00:07:37.600
It's like these impossible standards for ridiculous prices.

00:07:37.759 --> 00:07:46.079
But if you can just bypass that completely and say, like, we don't even do this, but I'm willing to do it on as long as you understand that there's gonna be an investment for my level of service.

00:07:46.160 --> 00:07:47.600
And they go, Yep, I'm cool with that.

00:07:47.759 --> 00:07:49.680
Like, that is the absolute place you want to be.

00:07:49.759 --> 00:07:51.199
And I'm so proud of you for getting there.

00:07:51.360 --> 00:07:51.600
Yeah.

00:07:51.759 --> 00:08:01.279
And I I think uh when you understand what your pricing is, that you can be confident in when you meet with a uh customer, like, and they're oh wow, that's pretty expensive.

00:08:01.360 --> 00:08:07.199
You you in your heart and mind, no, but it might sound expensive, but that's what I have to charge, and that's what it's gonna be.

00:08:07.360 --> 00:08:12.399
And when they see that, they kind of understand um and see it in a different perspective.

00:08:12.720 --> 00:08:14.480
Do you ever move on your price then?

00:08:14.720 --> 00:08:17.279
And do you worry about those people undercutting you?

00:08:17.600 --> 00:08:22.079
We all have competition, but in my mind, I let I don't let competition bother me.

00:08:22.319 --> 00:08:22.639
Okay.

00:08:22.800 --> 00:08:24.399
What does that mean though?

00:08:24.639 --> 00:08:33.679
How like most guys they'll hear that and they they they can understand that you said it, but it's so hard to separate from competition.

00:08:33.759 --> 00:08:38.320
Like, do you really not feel any threat of people going under your price?

00:08:38.720 --> 00:08:42.080
There's gonna be people that are gonna be below my price, but I don't feel like it's a threat.

00:08:42.159 --> 00:08:51.440
Just because we again we do things differently than most people, and that makes us stand out that we're we're only competing against ourselves in that manner.

00:08:51.679 --> 00:08:58.080
Because nobody's putting in the time and effort to learn to be better, to be different as much as we do here.

00:08:58.399 --> 00:09:01.360
And that's that's really what the catalyst of change is.

00:09:01.679 --> 00:09:03.200
Bingo, being different.

00:09:03.360 --> 00:09:04.000
I love that.

00:09:04.240 --> 00:09:08.159
What do you think is your biggest difference right now in your local market?

00:09:08.960 --> 00:09:11.360
This is a a funny thing for me.

00:09:11.679 --> 00:09:25.759
Honesty is so important to me that you know, if I go to the the gas station and buy something and they give me five dollars wrong and change, like in my heart, I have to give them that money back because if I'm dishonest there, where else will I be dishonest in my life?

00:09:25.840 --> 00:09:30.639
And like correcting that problem, even when it's like would that five dollars matter to anybody?

00:09:30.799 --> 00:09:32.399
No, but it matters to me.

00:09:32.559 --> 00:09:45.519
And because of that, that look like comes through my personality, who I am, and through the things we post, and it's just uh truly who we are, and that I know that makes a difference long term in any relationship you're gonna build.

00:09:45.840 --> 00:09:47.200
So values-based.

00:09:47.440 --> 00:09:56.799
So if for instance, just hypothetical, you found out that Joe had actually referred another electrician in the area, that would be a reason to not be friends anymore for you.

00:09:57.200 --> 00:09:58.399
I mean that we check out.

00:09:58.799 --> 00:10:02.720
No, I I feel sorry for that the customer, that's all.

00:10:03.440 --> 00:10:04.320
You know what?

00:10:04.480 --> 00:10:05.919
That is actually my point.

00:10:06.000 --> 00:10:13.200
No, I'm gonna jump in on that because I have a policy where if I genuinely like someone, I will refer the best people I know.

00:10:13.440 --> 00:10:17.840
But if there's just an absolute a-hole where I'm like, I wouldn't give this to a friend.

00:10:18.080 --> 00:10:23.120
I know all the competition that's still on our area, and I will send those that I despise that call.

00:10:23.279 --> 00:10:24.559
Be like, there you go, call them.

00:10:24.639 --> 00:10:26.559
They're gonna give phenomenal work for you.

00:10:26.799 --> 00:10:27.279
Absolutely.

00:10:27.519 --> 00:10:31.840
Yeah, I'm gonna hang on to this one a step deeper, and I hope you won't mind me going that level deeper.

00:10:32.080 --> 00:10:35.679
You mentioned honesty, so very value-centered.

00:10:36.000 --> 00:10:39.200
We have to do this a certain way and maintain integrity.

00:10:39.360 --> 00:10:43.440
How does that translate in the client's experience to different from other people?

00:10:43.519 --> 00:10:44.240
Do you think, Rob?

00:10:44.639 --> 00:10:50.960
When you are that way, you have those values, it comes out through how you act, and people can read it.

00:10:51.600 --> 00:10:56.559
And I they they subconsciously see it before they actually even know that it's true.

00:10:56.960 --> 00:10:57.679
Something you feel.

00:10:57.759 --> 00:10:59.039
What do you mean by that, Joe?

00:10:59.360 --> 00:11:00.879
So there are certain ways.

00:11:01.039 --> 00:11:08.399
I mean, as you know, I'm a spiritual person, there's a certain aura that someone can give off or a certain feel if you're you know aware of it.

00:11:08.720 --> 00:11:13.759
And that's why whenever we talk about going to the front door, we hold ourselves in certain positions.

00:11:13.919 --> 00:11:16.159
We try to give us the best energies we can.

00:11:16.559 --> 00:11:25.200
But you can tell the difference between someone who's saying something because they're trying to take something from you or someone who's saying something because they genuinely believe it.

00:11:25.440 --> 00:11:29.440
It's in their tone, it's in their body posture, it's in the speed that they deliver it.

00:11:30.080 --> 00:11:37.600
So you can tell for the most part if someone is being dishonest and being a salesperson compared to like this is this person's core personality.

00:11:38.159 --> 00:11:43.279
And I believe Rob to the extent that like he's a genuine friend.

00:11:43.519 --> 00:11:45.679
I know he's a good person.

00:11:46.159 --> 00:11:51.279
And I'm certain that other people would sense that as well if they're aware of how to perceive energy.

00:11:51.600 --> 00:11:55.200
Yeah, frequency resonance is a term I like to use for this.

00:11:55.360 --> 00:11:59.120
And I don't think we talk about it enough, but we do put an energy out.

00:11:59.200 --> 00:12:01.759
There's a frequency that's being emitted, right?

00:12:02.080 --> 00:12:20.720
And I actually believe going back again, Rob, to the early days when you first saw me go live in a Facebook group, no matter how weak I may feel my message was at that time, there was a frequency resonance, and it must have had to do with the reason you would have stayed and watched.

00:12:20.960 --> 00:12:27.519
I mean, for example, everyone who was in there at that time knows and and knows that Lloyd Mills has a disability, for example.

00:12:27.679 --> 00:12:30.639
And you would see people come on and go, is this guy drunk?

00:12:30.960 --> 00:12:34.240
And it just was the way that he could speak, and he did.

00:12:34.320 --> 00:12:35.600
So he would show up and speak.

00:12:35.679 --> 00:12:37.120
And I always honored that about Lloyd.

00:12:37.200 --> 00:12:43.440
I really respected that he would just show up and he was who he was, and he wanted to help electricians.

00:12:43.759 --> 00:12:48.000
What was it do you think about that frequency resonance, or or do you remember?

00:12:48.159 --> 00:12:57.919
Is there something significant about it where you were like, okay, I could hang for this, I could actually listen to these guys, versus some of the other people that were like, this is bullshit, I'm out of here.

00:12:58.240 --> 00:13:02.320
Again, it uh it's not something that like I physically saw or heard, I think.

00:13:02.480 --> 00:13:10.399
It was more just that like you guys were there just trying to help genuinely and take care of people and like change the way they think about things.

00:13:10.559 --> 00:13:27.919
And that's an attractive thing in all aspects of life, no, you know, regardless of just the the rebs of things, you know, like when people are genuine and true, like it's it's easy to read and it's uh uh internal attraction that you might not even know is happening.

00:13:28.320 --> 00:13:30.240
Nice deep dive on that.

00:13:30.399 --> 00:13:32.960
How do you teach that to your people today?

00:13:33.120 --> 00:13:34.639
Or is it something you teach?

00:13:34.879 --> 00:13:49.440
Um, so it's kind of funny when I I do every lesson that I come up with that that I do try to teach my guys, uh, it's so much it it works well in business, but it's so much less about business that it's it applies to just real life.

00:13:49.600 --> 00:13:51.279
Like everything can apply to life.

00:13:51.360 --> 00:13:55.279
Like business and life are very much ran the same way.

00:13:56.559 --> 00:13:57.679
Um and I what's that?

00:13:57.840 --> 00:13:59.360
I said, yeah, they're hand in hand completely.

00:13:59.519 --> 00:14:00.000
Yeah.

00:14:00.240 --> 00:14:04.080
So uh uh it's just teaching good life values from experiences.

00:14:04.320 --> 00:14:12.399
Uh you know, over time you learn these things, and now I can portray that to somebody else to teach teach them a way so they can live a better life.

00:14:12.559 --> 00:14:15.919
And if they live a better life, they can they'll be happier coming to work.

00:14:16.080 --> 00:14:17.200
They'll be happier doing their job.

00:14:17.519 --> 00:14:18.320
Do you have an example?

00:14:18.399 --> 00:14:21.279
Like, what do you teach them to do to live a better life?

00:14:21.679 --> 00:14:37.759
Uh I guess just the um the way I I would think to make somebody think about how who they are as a person, w being that honest person, like um if you steal from somebody, people are gonna think that you're a thief.

00:14:37.840 --> 00:14:42.320
You know, if you're somebody that volunteers your time to take care of people, they're gonna think you're a good person.

00:14:42.559 --> 00:14:51.360
And that's and it's not so much that it's uh thinking that that's true, it's that it actually comes out in who you are because that's who you truly are.

00:14:51.600 --> 00:14:52.960
And that's what you're gonna attract.

00:14:53.200 --> 00:14:54.480
Yeah, that makes sense.

00:14:55.039 --> 00:14:57.519
Yeah, you your vibe attracts your tribe.

00:14:58.159 --> 00:14:58.879
Absolutely.

00:14:59.600 --> 00:15:05.360
So is it your vibe alone that you feel is responsible for the 1.1 million in the last year, Rob?

00:15:05.840 --> 00:15:32.960
Uh well, I would say there's strategy and tactic on top of that, but it uh I I honestly believe that sometimes, like, because there's people that talk about us, and I'm like, I don't even know how you found us, how you know us, but they know us, and I'm like, it's really just amazing that that can happen on top, and then you stack strategy and tactics on top of that, and it makes a um a huge wave and impact.

00:15:33.200 --> 00:15:33.759
Amazing.

00:15:33.919 --> 00:15:42.480
From that 1.1 in the last year, I mean, you doubled your revenue essentially, you've gone full time in this in this period.

00:15:42.639 --> 00:15:46.639
That's a lot of change and a big adaptation to you.

00:15:46.879 --> 00:15:52.320
Were you worried about going on your own, even though you already had 600k?

00:15:52.480 --> 00:15:56.799
Was there still some fears of of taking that leap and leaving your employer, Rob?

00:15:57.120 --> 00:15:58.559
Uh, no, not at all.

00:15:58.799 --> 00:15:59.360
Nothing.

00:15:59.600 --> 00:16:00.240
He was ready.

00:16:00.399 --> 00:16:01.519
Boy was ready, joke.

00:16:01.679 --> 00:16:02.000
I love it.

00:16:02.080 --> 00:16:04.639
You know, it's I was ready three years before.

00:16:04.879 --> 00:16:05.360
Yeah.

00:16:05.600 --> 00:16:06.320
You know what?

00:16:06.399 --> 00:16:16.639
It's almost like the best way I can compare it to is you know, when you work with someone who has an addiction to something, they won't stop until they know that they need to stop.

00:16:16.799 --> 00:16:19.840
And when they know they need to stop, there's no change in their mind.

00:16:20.080 --> 00:16:20.960
That's the thing to do.

00:16:21.200 --> 00:16:26.720
I have a feeling that, Rob, you knew you needed to do your own thing, whether you weren't happy or whether there was something not resonating with you.

00:16:26.960 --> 00:16:28.559
And I I I relate to that.

00:16:28.720 --> 00:16:33.200
You know, when you know it's time to move, there's nothing that can change your mind once you see the light.

00:16:33.360 --> 00:16:33.679
For sure.

00:16:33.840 --> 00:16:35.759
Yeah, like I and I loved where I worked.

00:16:35.840 --> 00:16:38.639
I loved the people I worked with, and that was the hardest part of leaving.

00:16:38.720 --> 00:16:41.039
It it wasn't really fear of what was coming.

00:16:41.279 --> 00:16:44.159
What was it that finally made you jump?

00:16:44.559 --> 00:16:45.600
And you know what?

00:16:45.679 --> 00:16:49.200
Just saying, what was it that kept you in for an extra three years if you knew?

00:16:49.519 --> 00:16:51.840
It was well, what kept me in was definitely the people.

00:16:52.000 --> 00:16:53.360
I I loved who I worked with.

00:16:53.440 --> 00:16:55.519
I enjoyed every day that I went to work.

00:16:55.679 --> 00:16:59.759
Uh, you know, we always have our bad days, but it was overall very good.

00:16:59.919 --> 00:17:07.519
But I just knew you you watch the track record from 160 to 400 to 600.

00:17:07.920 --> 00:17:12.160
It's you know, you could see the compounding effect, and I'm it was time to to go.

00:17:12.240 --> 00:17:14.720
And I'm turning work away left and right at the time.

00:17:14.880 --> 00:17:33.119
So I'm like, well, let's give this a uh real shot, you know, because what's what's the the alternative is I stay at my job for five, ten years and I'm 40, 45 years old, and now I gotta start like the time to start is now before it's you know, maybe it's uh this is a little bit too much of a risk for me at this point in my life.

00:17:33.279 --> 00:17:36.000
So take the risk while I I was young enough to do it.

00:17:36.400 --> 00:17:37.279
Makes sense.

00:17:37.519 --> 00:17:38.240
I get that.

00:17:38.559 --> 00:17:41.359
Measured, measured and managed.

00:17:41.519 --> 00:17:43.359
So it's about a risk profile for you.

00:17:43.599 --> 00:17:44.240
I suppose.

00:17:44.480 --> 00:17:48.559
Rob, I noticed a turning point in the last six months or so.

00:17:48.720 --> 00:17:54.160
And I believe you even came to a class and it led us to a discussion about what do you want?

00:17:54.319 --> 00:17:57.200
Are you clear on what you want from your business now today?

00:17:57.440 --> 00:17:58.319
Uh I believe so.

00:17:58.480 --> 00:18:01.359
I mean, when I started in business, it was always about money.

00:18:01.519 --> 00:18:03.839
That was, you know, make as much as I could.

00:18:04.000 --> 00:18:12.160
And uh in the beginning that worked and it was good and it propelled our my life and like got me ready to leave and work for myself.

00:18:12.400 --> 00:18:14.640
Uh, but now it's so much more about people.

00:18:14.880 --> 00:18:19.759
Like I can't wait to have a lot of employees so I can impact their lives.

00:18:20.079 --> 00:18:24.480
And uh the work is just a byproduct of good people.

00:18:24.960 --> 00:18:27.839
The work is just a byproduct of good people.

00:18:28.960 --> 00:18:30.000
Joe, you believe that too?

00:18:30.160 --> 00:18:39.599
Yeah, I I have actually a belief where you don't work for the customer, you work for your employees, and your employees work for the customer, so the customer comes back to you.

00:18:39.839 --> 00:18:50.240
If you treat your employees right and you can make it so that they they genuinely respect you, or they at least see, even if they don't respect you, it's like I see this person is looking out for me.

00:18:50.640 --> 00:18:53.759
I'm gonna work a little harder than if you only hands me a check.

00:18:53.920 --> 00:18:56.960
Because if that's all it is, anyone can offer a higher check.

00:18:57.119 --> 00:19:11.519
But if you get a decent check and you can feel like this person's looking after me, they're not using me like a tool, I'm not digging trenches 12 hours a day, they're gonna take care of your customer better than anyone else with better incentives because they believe in what you're doing and why you're doing it.

00:19:11.599 --> 00:19:17.680
And because they see that, the customer will say, you know what, I want to keep working with this person because he's got such a great team, they're all so good to me.

00:19:17.839 --> 00:19:19.920
So it's a feedback loop that constantly resonates.

00:19:20.160 --> 00:19:20.640
Absolutely.

00:19:20.799 --> 00:19:22.559
And that's uh a lot of that.

00:19:22.640 --> 00:19:24.480
Like I I have some really good employees.

00:19:24.640 --> 00:19:30.079
And the like the other day, one of my guys, he was my first like hire that was somebody I didn't know.

00:19:30.240 --> 00:19:32.880
And uh, he got me a cup that says the world's best boss.

00:19:33.039 --> 00:19:47.200
And I I don't it wasn't as like a joke, it was more like just a really a thank you for like always taking care of him and respecting him, and you know, like not for an ego thing for me, but it was just nice to know that I'm doing the right thing for him, that he feels that way.

00:19:47.440 --> 00:19:48.079
That's a big thing.

00:19:48.160 --> 00:19:50.559
It's the it's the meaning behind the gift, you know.

00:19:50.640 --> 00:20:02.160
Like anyone can he didn't build you a statue, it's just a small little mug, but at the end of the day, what it represented was the fact that you you're living your purpose, which is to aid others in their growth and their personal development.

00:20:02.240 --> 00:20:07.759
And those waves create ripples, you know, it just continues to spread out and spread out and spread out.

00:20:07.920 --> 00:20:11.759
So you don't know that what you're doing is gonna benefit someone 60 years from now.

00:20:12.000 --> 00:20:14.720
Who knows if they're gonna go to do amazing things after that, you know?

00:20:14.960 --> 00:20:19.200
Absolutely, and the impact that they might have on other people's lives outside of that.

00:20:19.920 --> 00:20:20.559
Waves definitely.

00:20:20.880 --> 00:20:21.440
Ripple spread.

00:20:21.599 --> 00:20:22.400
Ripple spread.

00:20:22.559 --> 00:20:25.920
The mug reminded me of uh Jim Jeffries' stand-up comedy.

00:20:26.000 --> 00:20:29.119
You guys ever watch that one where he talks about the uh best dad mug?

00:20:29.279 --> 00:20:30.880
I I love Jim Jeffries, man.

00:20:31.039 --> 00:20:35.920
It's you got you gotta have a certain sense of humor to appreciate him, but like he is he is a really funny dude.

00:20:36.160 --> 00:20:36.960
Yeah, yeah.

00:20:37.119 --> 00:20:38.160
Best dad ever.

00:20:38.319 --> 00:20:38.799
See that?

00:20:38.880 --> 00:20:40.480
That costs me nothing.

00:20:41.680 --> 00:20:42.880
A good gift.

00:20:45.039 --> 00:20:47.599
Anyways, back to the point, which is Rob.

00:20:47.920 --> 00:20:55.119
Most uh most entrepreneurs we find tend to build their companies around things they didn't like about their past.

00:20:55.359 --> 00:21:07.440
Not to get you to throw sand, but is there experience or a time that kind of shapes your leadership today that you feel like, hey, I want my company to do this because maybe I didn't have that same experience?

00:21:07.759 --> 00:21:09.359
So, yes, somewhat.

00:21:09.599 --> 00:21:14.880
So, like we grew up, we were, you know, we weren't dirt poor, but we didn't we had bare minimum needs.

00:21:14.960 --> 00:21:18.480
And uh I that was always I that created the work ethic in me.

00:21:18.559 --> 00:21:20.400
It's like I never want to have to deal with this.

00:21:20.480 --> 00:21:23.200
Like, I I want whatever I want when I want it.

00:21:23.440 --> 00:21:27.279
So make the path that that's possible.

00:21:27.519 --> 00:21:30.240
Um, so that started the work ethic first.

00:21:30.400 --> 00:21:32.640
Um it changes everything about you.

00:21:32.799 --> 00:21:40.880
Like you start to see other things and like you start to grow and become a different you, and that's uh really powerful.

00:21:41.039 --> 00:21:42.480
There's just so much good in that.

00:21:42.640 --> 00:21:55.359
Uh but like my old job, great place to work, but the way I do things now, um, there's so much missing there that could make such a positive impact on other people.

00:21:55.839 --> 00:22:09.680
Um, like everything was pen and paper still there and every Every morning you walk in and you don't know what you're doing until that minute and it's like nothing's prepared, uh everything's disorganized and it it's just a little bit messy.

00:22:09.920 --> 00:22:13.839
And now I get to see that and I d like I don't have to be that way.

00:22:14.160 --> 00:22:19.119
And that alone I think is what's helped our um revenue growth so fast.

00:22:19.680 --> 00:22:30.640
Uh, just because we can be organized, which is a lot for me, but now that's why we're uh hiring people and putting people in place to kind of take some of those hats off of me because it's a sure is a lot of hats.

00:22:30.880 --> 00:22:32.160
It's a great answer, Rob.

00:22:32.480 --> 00:22:47.200
If you were us, if you were going to go and help someone else that five years ago was in your situation, what would you want to tell that person if all you had was an hour?

00:22:47.359 --> 00:22:51.440
What's the number one thing you would try to teach them to help them on their journey, Rob?

00:22:51.680 --> 00:22:59.279
Oh man, that's uh an hour is not enough time, but that's why you had so many hours with us, right?

00:22:59.440 --> 00:23:00.480
Yeah, yeah.

00:23:00.720 --> 00:23:03.680
Honestly, it it's it's just a different way of thinking.

00:23:03.839 --> 00:23:07.440
That's the most important thing, which I think is very hard to teach somebody.

00:23:07.599 --> 00:23:18.000
It's more once you I think this way, I learned something new, and now I see a different perspective, but it takes time to build up and know, okay, now I understand why they said that.

00:23:18.160 --> 00:23:22.000
So just changing that thinking shift would make such a huge difference.

00:23:22.160 --> 00:23:28.960
And if you're allow your mind to be available to see something different, you'll move away faster.

00:23:29.200 --> 00:23:33.839
Yeah, I was gonna say, I think another way of visualizing that, because I agree with you completely.

00:23:34.000 --> 00:23:36.400
How I interpreted that is almost like a chain code.

00:23:36.559 --> 00:23:40.240
And what you're doing is you're taking one brick and replacing it.

00:23:40.400 --> 00:23:48.720
And it's like, okay, I see this, but it's in the culmination of the exposure to that message and that thinking that allows the person to actually change.

00:23:48.799 --> 00:23:57.440
So they don't realize all these microtransactions are happening, they're changing their perspective until suddenly the chain is complete, and they're like, How did I get here?

00:23:57.599 --> 00:24:02.559
It's like, oh yeah, I've been here for you know two years and now I understand my thinking is different, I am different.

00:24:02.720 --> 00:24:03.680
Where did it happen?

00:24:03.920 --> 00:24:08.400
It was no major happening, it was just all the small lessons along the way that tell you to be a better person.

00:24:08.559 --> 00:24:21.200
I I think about this as like uh when you're a child and you've never burned your hand and you touch something hot and you realize that it's hot, even though somebody's told you don't touch it because you're gonna get burned, you don't understand what being burned is until you touch it.

00:24:21.680 --> 00:24:25.680
But then once you do, now you can go back and say, now I understand what they're saying.

00:24:25.920 --> 00:24:30.720
Like so it's but hopefully you don't have to struggle or feel pain to be able to understand that.

00:24:31.039 --> 00:24:32.960
And can be a good teacher, but I get what you mean.

00:24:33.039 --> 00:24:33.680
I get what you mean.

00:24:34.000 --> 00:24:35.440
Accelerated lessons.

00:24:35.680 --> 00:24:45.759
This reminds me of the apprenticeship model, and it's one of the reasons that I gravitated towards our trade, is I actually really love apprenticeship model learning, apprentice and master.

00:24:46.000 --> 00:24:53.440
I think it's been so helpful to go and learn theory while also having to go and practice it.

00:24:53.759 --> 00:24:56.480
And I think the aha moment happens at different times.

00:24:56.640 --> 00:25:03.599
Sometimes it's in the field when you're actually working through that, and then you realize, oh, that thing I remembered, it applies now.

00:25:03.680 --> 00:25:07.279
And it it means more than I thought it did before.

00:25:07.599 --> 00:25:13.759
Or the other way around, and you go in and you're learning the theory and you're able to reflect on, oh, I've done that thing before.

00:25:14.000 --> 00:25:16.079
And now I understand why I did it.

00:25:16.319 --> 00:25:26.160
Generally, Joe, I think what we've tried to do, and and we haven't said it in so many words before, but we've tried to take business and make it an apprenticeship model for electricians as well.

00:25:26.640 --> 00:25:27.200
That makes sense.

00:25:27.440 --> 00:25:32.559
It really, really does because like when you think about what's included, it's not just like here, get the sale.

00:25:32.640 --> 00:25:36.319
It's like, here's how you think, here's the things that you can do, here's the perspectives.

00:25:36.480 --> 00:25:40.640
And that's why I share so many stories because I've lived a lot of experiences in my life.

00:25:40.720 --> 00:25:44.799
And I can say, you know, hey, turn off the breaker, yeah, you get that.

00:25:44.880 --> 00:25:52.880
But if I say the worst shock I got was because I didn't touch a breaker and I hit a bee's nest and land on my back and started rolling in poison ivy, someone's like, yeah, I get that.

00:25:52.960 --> 00:25:53.680
That makes a lot of sense.

00:25:53.759 --> 00:25:55.039
I don't want to deal with that anymore.

00:25:55.279 --> 00:26:00.160
So sometimes sharing lived experience is the best way of communicating how someone should think.

00:26:00.319 --> 00:26:04.000
Because like Rob's saying, maybe I can't let them burn themselves.

00:26:04.160 --> 00:26:06.960
But if I can say how I got burned, they might understand again.

00:26:07.279 --> 00:26:12.079
Hey you guys, if this episode sparked something for you, imagine stacking that every single week.

00:26:12.240 --> 00:26:15.519
That's how businesses stop flickering and start running steady.

00:26:15.920 --> 00:26:24.799
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.

00:26:25.279 --> 00:26:32.079
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00:26:32.160 --> 00:26:39.599
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00:26:40.240 --> 00:26:41.359
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00:26:41.599 --> 00:26:55.519
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00:26:55.839 --> 00:26:57.680
Come on, guys, let's brighten this thing up.

00:26:57.759 --> 00:26:58.880
Is it gonna be you?

00:26:59.359 --> 00:27:00.240
Back to the show.

00:27:00.480 --> 00:27:03.119
Rob, let me shift gears here with you.

00:27:03.279 --> 00:27:05.200
Help us with some sales understanding.

00:27:05.359 --> 00:27:07.519
You've you've done very well in sales.

00:27:08.319 --> 00:27:21.440
I want to just go a bit deeper with this and understand what you would say is one of your biggest and proudest moments in sales transactions where you felt, wow, this is validity that we do something special in service.

00:27:21.599 --> 00:27:24.960
Do you think of a big ticket or do any of those experiences come to mind for you?

00:27:25.200 --> 00:27:26.319
I had one recently.

00:27:26.480 --> 00:27:29.680
And honestly, I would say I'm a very mediocre salesman.

00:27:29.839 --> 00:27:33.039
Like I do pretty well, but I'm still not that good at it.

00:27:33.279 --> 00:27:40.559
Um I my my closing rate, if I pushed it up 20, 30%, I mean, that would be ridiculous.

00:27:40.799 --> 00:27:52.240
But um I had a customer that wanted a bath fan put in first floor um bathroom with a finished second floor, and I gave him a price and I was double somebody else.

00:27:52.400 --> 00:27:57.839
And I'm already I'm changing his panel and putting in a transfer switch and putting a garage heater in.

00:27:58.160 --> 00:27:59.440
We're actually doing it next week.

00:27:59.599 --> 00:28:04.319
So then I gave him the price in the bath fan, and he was like, I I'm gonna get the other person to do it.

00:28:04.400 --> 00:28:05.680
Like, I that's just too much money.

00:28:06.079 --> 00:28:08.720
I said, Okay, I know that's what it is.

00:28:08.799 --> 00:28:17.680
I mean, and I I have uh a list of um guarantees that we offer lifetime craftsmanship warranty, clean house guarantees, pricing guarantees.

00:28:17.759 --> 00:28:22.640
All I have a bunch of stuff, and I just sent it to him and I said, you know, this is what we have to offer for you.

00:28:22.880 --> 00:28:26.559
And uh we kind of worked through it, and he's like, All right, we'll see.

00:28:26.880 --> 00:28:28.079
Maybe I'll just have you do it.

00:28:28.319 --> 00:28:29.839
I was like, that's that's fine.

00:28:30.000 --> 00:28:32.400
Like, if I don't, I don't, that's fine.

00:28:32.720 --> 00:28:40.480
Um, but yeah, that was uh uh I years ago I would have been like, well, I'll I'll do it for half.

00:28:40.720 --> 00:28:43.200
That's you know job sold.

00:28:43.680 --> 00:28:45.440
But that's not yeah.

00:28:45.680 --> 00:28:49.119
I'm like, I I just there's no point in doing that.

00:28:49.599 --> 00:28:52.079
Isn't that the most liberating feeling though?

00:28:52.319 --> 00:28:59.119
Like, um we all remember, I'm sure all of us at some point remember being like this hungry guy who needed to get the thing done.

00:28:59.279 --> 00:29:02.880
And then being able to transition out of that person be like, if I don't get the job, I don't get the job.

00:29:02.960 --> 00:29:06.799
I mean, I'm grateful to the work with you, I'd like to work with you, but you know, if I don't, I don't, I can get that.

00:29:06.960 --> 00:29:13.039
And just watching them kind of shift like their brain breaks where it's like, you're not gonna, you don't, you don't want to negotiate.

00:29:13.200 --> 00:29:17.039
It's like I'd like to work with you, but this is what I'm offering, and this is why I'm offering it.

00:29:17.119 --> 00:29:20.000
Was it wrong of me to offer it that if it meant that was gonna be more than the competition?

00:29:20.160 --> 00:29:21.119
I'd like to proceed.

00:29:21.279 --> 00:29:21.920
And it just flips.

00:29:22.160 --> 00:29:24.000
It's like, all right, there we go, we got the job.

00:29:24.240 --> 00:29:31.359
Yeah, I again it's like an internal shift because back you know, years ago, I do they say, Oh, your price is too much.

00:29:31.440 --> 00:29:32.640
It's fear and anxiety.

00:29:32.720 --> 00:29:33.920
How do I solve this immediately?

00:29:34.160 --> 00:29:38.720
Drop my price, and now it's like, okay, I'm too high, that or I'm too expensive for you.

00:29:38.880 --> 00:29:41.759
I'm sorry that you feel that way, but that's what I have to be.

00:29:41.839 --> 00:29:44.000
And I don't, you know, I don't feel anything about that.

00:29:44.319 --> 00:29:46.720
That's gonna make your price objection solid.

00:29:47.039 --> 00:29:50.000
You know, and you can hear the price objection and be like, yeah, I completely understand.

00:29:50.079 --> 00:29:57.200
You know, I get that I'm more of an investment in the competition, and just that unfazed look is just absolute gold.

00:29:58.400 --> 00:29:58.880
Yeah.

00:29:59.119 --> 00:30:00.480
What's special about this guy?

00:30:00.559 --> 00:30:02.319
He just was unfazed by that.

00:30:02.400 --> 00:30:04.720
Yeah, that's uh that's a big confidence move.

00:30:05.519 --> 00:30:10.960
1.1 million in sales, uh 1.1 once we were close to 1.2.

00:30:11.200 --> 00:30:16.240
How much of that was on your um calls specifically, Rob, that that you ran?

00:30:16.480 --> 00:30:20.799
I'd say probably like half-ish, maybe a little bit a little bit more.

00:30:20.960 --> 00:30:22.319
I mean, I sold all of it.

00:30:22.640 --> 00:30:34.960
Um working for me part-time, and I did hire a third guy later in the year, but it was pretty much me and two part-time guys.

00:30:35.599 --> 00:30:36.160
Nice.

00:30:36.400 --> 00:30:37.440
Yeah, really well done.

00:30:38.160 --> 00:30:44.640
And we had a a big project that sold towards the end of the year that was uh probably like a hundred thousand of that.

00:30:45.440 --> 00:30:46.640
What was the project, brother?

00:30:46.960 --> 00:31:01.759
It was a three-phase primary service uh to a transformer to uh 800 amp secondaries to and they they built a uh a machine that makes like um on your pill bottles the stickers that are on there.

00:31:02.799 --> 00:31:04.720
So it was it was a little weird.

00:31:04.799 --> 00:31:11.839
It's a 480 machine, so they only got 240, and then we had to put all these transformers in to bump it up to 480.

00:31:12.079 --> 00:31:16.720
I don't know why they just didn't get the service 480 in the first place, but whatever.

00:31:17.119 --> 00:31:17.519
Interesting.

00:31:17.680 --> 00:31:20.400
So does that mean it wasn't a three-phase service?

00:31:20.559 --> 00:31:21.359
It was single phase?

00:31:21.440 --> 00:31:22.160
Is that what we're saying?

00:31:22.319 --> 00:31:26.319
Uh no, it was uh three-phase uh 120, 240.

00:31:26.720 --> 00:31:30.480
Then we had to put transformers in after the MDP to bump it up.

00:31:30.799 --> 00:31:31.599
Okay, interesting.

00:31:31.920 --> 00:31:33.279
Our utility is very difficult.

00:31:33.519 --> 00:31:38.880
I think that's part of the problem, is they had it already set up and they're like, we're not changing it, we have to move forward.

00:31:39.599 --> 00:31:40.799
Yeah, interesting.

00:31:41.119 --> 00:31:42.480
Utility companies are not fun.

00:31:42.640 --> 00:31:43.759
They're not fun in our area.

00:31:43.839 --> 00:31:45.200
Those are the ones that really bust you.

00:31:45.440 --> 00:31:55.519
When you approach a job like that, do you still blend in your SSR, your service rate, or are you taking a different estimate approach?

00:31:55.759 --> 00:32:00.960
How are you making sure that you've got profit built into the bigger jobs too, Rob?

00:32:01.440 --> 00:32:10.160
I I do SSR sometimes, and I still I use my old uh way of estimating, which is more build a uh takeoff time material.

00:32:10.319 --> 00:32:24.000
But the way that I build the hours out, it works pretty close to the SSR because uh we have our uh 50% markup on the material, which uh calculates for that um the material rate and some of the other stuff.

00:32:24.160 --> 00:32:31.839
And then we don't we don't bill like to the exact hour, like uh uh everything's a day, eight hours per guy, and build out that way.

00:32:31.920 --> 00:32:40.880
So you still get uh I it's a hundred percent efficiency, so you still end up with the same amount of hours, even if you're only getting you know six hours actual labor done.

00:32:41.119 --> 00:32:42.319
Yeah, I think I followed there.

00:32:42.400 --> 00:32:48.160
So just by rounding up to the days, you you create that uh efficiency amount there.

00:32:48.400 --> 00:32:53.279
And so you ended up probably higher in this bid than on that project than other contractors?

00:32:53.680 --> 00:32:54.640
Uh I believe so.

00:32:54.799 --> 00:32:58.000
I I know they got one other price, uh I believe.

00:32:58.319 --> 00:32:59.119
I don't know.

00:32:59.599 --> 00:33:09.119
When I showed up and did the work and that they they cared more about uh being quick and efficient than anything else because they needed the work done.

00:33:10.079 --> 00:33:10.480
Nice.

00:33:10.640 --> 00:33:13.279
Well, quick and efficient's good for your profit too, right?

00:33:13.839 --> 00:33:14.400
Yeah.

00:33:14.960 --> 00:33:17.039
Yeah, it was the best job I ever had.

00:33:17.440 --> 00:33:21.839
So really like profitability-wise and and just rolling out and getting through it?

00:33:22.079 --> 00:33:26.880
Yeah, so it was lifetime value, the highest customer I've ever had.

00:33:27.200 --> 00:33:29.759
I think the total project is like 175.

00:33:30.400 --> 00:33:34.640
So I think we were like 30 or 40 percent profit on the job.

00:33:35.039 --> 00:33:36.240
Nicely done, man.

00:33:36.400 --> 00:33:37.519
Congratulations.

00:33:37.839 --> 00:33:50.400
Yeah, and then uh I was just there this past week and they said, Oh, we have something for you, and they gave me a uh$600 gift certificate to a very high-end restaurant around our area, which I was very blown away by that.

00:33:50.720 --> 00:33:51.519
Got a tip.

00:33:52.000 --> 00:33:53.759
I do and a decent one at that.

00:33:54.640 --> 00:33:56.880
Yeah, that's true more than anything else.

00:33:57.119 --> 00:34:03.839
Because if you think about it, like when people think about commercial, because clearly, I mean, it's they're developing labels, it's it's meant for efficiency.

00:34:04.079 --> 00:34:10.559
The usual complaint is that oh, they just care about the money, they just care about getting in out, they care about the cheapest price.

00:34:10.800 --> 00:34:12.480
But what you did was the exact opposite.

00:34:12.639 --> 00:34:14.239
You're like, I'm not gonna cut my service.

00:34:14.400 --> 00:34:15.920
As a rule, I'm not gonna cut my price.

00:34:16.079 --> 00:34:19.199
I'm gonna serve you at the highest level, I'm gonna be quick, and I'm gonna be efficient.

00:34:19.440 --> 00:34:25.599
They liked it, even paying more than hiring the chief contractor, so much so that they tipped you$600 on top of it.

00:34:25.679 --> 00:34:35.199
That says a lot about how you operate, not just in your physical work, but what you're physically also bringing to the table as far as the experience goes.

00:34:35.440 --> 00:34:37.039
Like that just doesn't happen.

00:34:37.280 --> 00:34:38.559
So I love that you're doing that.

00:34:38.639 --> 00:34:40.239
And that's a great representation of who you are.

00:34:40.400 --> 00:34:41.760
Yeah, it was wonderful.

00:34:42.079 --> 00:34:54.960
I always find it interesting how there's this scarcity mindset around pricing, and we have to work through this to get to Rob's level where you're able to confidently just roll with the blows and say, I'm cool with not getting this job, and that's okay.

00:34:55.199 --> 00:35:01.840
But then to be the higher priced person and to get the tip, I mean, this is telling us something, right?

00:35:02.480 --> 00:35:04.719
We uh we just recorded another episode.

00:35:04.800 --> 00:35:18.000
You guys may have uh watched it with Nathan Miles as well, uh, his second interview, and he was talking about the same phenomenon where uh a customer first approaches with, you know, I'm not looking for anything but your bare basics estimate.

00:35:18.079 --> 00:35:20.880
I'm gonna get the material, I'm gonna handle the other subs.

00:35:20.960 --> 00:35:25.360
I'm gonna I'm, I'm, I'm, I'm, I'm, and they just kind of I'm all over you.

00:35:25.920 --> 00:35:36.320
And you end up still following a process and presenting options that still have the best option, which still includes everything and still is more than the price of anyone else.

00:35:36.480 --> 00:35:39.679
And in Nathan's case, I'm sure you've seen this, Rob, too.

00:35:39.840 --> 00:35:41.760
That person caved and bought a platinum.

00:35:42.079 --> 00:35:42.880
Have you experienced that?

00:35:43.199 --> 00:35:46.719
Robin, what do you think is happening when this switches in that way?

00:35:47.039 --> 00:35:52.159
This was kind of a funny thing because the guy I was just talking about with the bath fan that he said I was too expensive.

00:35:52.320 --> 00:36:02.320
I the original work that I'm doing for him, I gave him six options, and he chose a platinum option because nobody else offered it, and he was pissed at the other people that they didn't offer it to him.

00:36:02.480 --> 00:36:10.239
So I was actually a little bit surprised that he even gave me a price objection in the first place for the bath fan, but we'll see where that goes.

00:36:10.639 --> 00:36:24.719
Well, that's kind of consistent with what we talked about, Joe, which is like a lot of the times these objections handle uh happen at the smallest package because suddenly a customer can break it out and actually do the math, which again, I think this is valid.

00:36:24.800 --> 00:36:28.960
And with integrity, guys, not saying it isn't, it's just an illusion.

00:36:29.119 --> 00:36:30.639
Joe, what are your thoughts on this?

00:36:30.960 --> 00:36:43.519
So it makes a ton of sense because in my mind I've seen it where customers will ask for the bottom, not because that's the option they want, but they're asking for the bottom so that they can make a mental comparison.

00:36:43.679 --> 00:36:51.119
So if you make everyone do the same work and you assume every electrician is the same, you get a base level pricing.

00:36:51.280 --> 00:36:56.880
And once you do that, then you narrow down who you're gonna actually interview, and then you'll entertain those persons' options.

00:36:56.960 --> 00:37:01.440
So, like, sake of argument, let's say, Rob, you weren't the dynamic human being that you are.

00:37:01.679 --> 00:37:04.719
Let's just say that you were the standard contractor and you had the rate that you had.

00:37:04.800 --> 00:37:07.119
You're serving a great level, but you weren't you.

00:37:07.360 --> 00:37:13.760
And then you have like the typical cheap guy who's gonna come in and said, I'm gonna do apples to apples comparisons.

00:37:14.000 --> 00:37:20.880
If you're gonna be more of an investment and he doesn't think there's anything special about you, why would he then be interested in your higher numbers?

00:37:21.039 --> 00:37:26.079
Because he's like, well, clearly he's a hundred hours more an hour than this, because this should only be a one-hour project.

00:37:26.559 --> 00:37:29.199
So then he just multiplies after the larger thing.

00:37:29.760 --> 00:37:37.840
But if you can actually go through and explain it and be like, listen, you know, if you want to take me at my worst, I may actually be the best fit to help you because we don't thrive on being the cheapest.

00:37:37.920 --> 00:37:40.800
We thrive on serving you in a level that no other person wants to do.

00:37:40.960 --> 00:37:51.840
So, like, if price is strictly that if I if if I were to offer you a better quality product with a better experience and it was a price you didn't have to harvest a kidney for, you know, is that is it wrong of me to want to serve you at that level?

00:37:52.000 --> 00:37:54.320
Is that going to disqualify us if I'm not the cheapest?

00:37:54.559 --> 00:37:57.599
And a lot of times it'll be like, well, no, well no, I'm not gonna disqualify you.

00:37:57.920 --> 00:38:02.320
And then those are the times when you can actually open the door and be like, let's see what I actually can do for you.

00:38:02.480 --> 00:38:06.159
And at the end, I'll offer you the bottom number and you choose what you think is best for you and your family.

00:38:07.360 --> 00:38:08.079
And you move forward.

00:38:08.400 --> 00:38:12.639
100% you could be expensive and still suck.

00:38:12.960 --> 00:38:13.119
Yeah.

00:38:13.280 --> 00:38:18.480
It's not gonna be uh that's you you have to train yourself to be better to be worth it.

00:38:18.800 --> 00:38:20.639
Yeah, people are paying for the experience.

00:38:20.719 --> 00:38:26.960
Like something I think a lot of electricians really embody or understand is that um let's take generator example, right?

00:38:27.360 --> 00:38:30.320
They think the generator and they'll say it's literal, like, oh, do you lose power?

00:38:30.480 --> 00:38:31.760
Oh, you don't, then why do you want it?

00:38:32.480 --> 00:38:34.800
But really, it's an emotional purchase.

00:38:34.880 --> 00:38:37.760
They're doing it to solve a problem they have emotionally.

00:38:37.920 --> 00:38:40.719
There's a fear, an underlying fear that that's going on.

00:38:41.119 --> 00:38:46.480
And if you don't speak to that and your options aren't on code for it, they look as pushy.

00:38:46.960 --> 00:38:56.960
But if you can be like, I understand why this guy is a great hunter, and he actually just bagged an elk when he went up north to get it, and he's got 900 pounds of meat in his freezer.

00:38:57.119 --> 00:39:00.960
And if he loses all of it, he's gonna lose his mind because that's a year's worth of food for him.

00:39:01.920 --> 00:39:03.360
Now a generator makes sense.

00:39:03.519 --> 00:39:08.320
Now it's that's of course he doesn't want the portable, he wants the automatic so he can save all that.

00:39:08.880 --> 00:39:19.679
It's like, all right, and here let's build some redundant systems so you can be guaranteed this will never happen again, so much as me putting you in a membership where I'll come and I'll have notifications and I can monitor it for you.

00:39:20.559 --> 00:39:24.159
That's solving the emotional problem instead of chasing the literal problem.

00:39:24.480 --> 00:39:28.800
We talked about aha moments and Joe, you continue to give them to me.

00:39:29.039 --> 00:39:32.960
The way that you just expressed that a moment ago about like that's not where we thrive.

00:39:33.039 --> 00:39:37.760
We thrive up here in that mid to high tier range where we can actually provide a fuller service.

00:39:38.079 --> 00:39:40.400
Man, if that's not the truth, what is?

00:39:40.639 --> 00:39:42.960
That just speaks so well to what we're talking about here.

00:39:43.119 --> 00:39:44.079
So thank you for that.

00:39:44.239 --> 00:39:45.679
Continual aha moments.

00:39:45.840 --> 00:39:56.000
Rob, what do you think is your biggest aha moment throughout your journey since um the beginning of this and moonlighting to 1.1 million?

00:39:56.239 --> 00:39:58.880
What's the big one for you if you had to nail one down?

00:39:59.039 --> 00:40:01.280
And if you had to, I'd accept three men.

00:40:01.599 --> 00:40:05.920
One to three big aha moments that that you needed to be who you are today?

00:40:06.239 --> 00:40:15.760
Um, well, I guess through through part of business is uh realizing that it is it's not just about the money for every you know, some people it is, and but a lot of people it's not.

00:40:15.920 --> 00:40:20.800
Uh that was a definitely a big shift because you know, growing up when we didn't have a lot, money was important.

00:40:20.880 --> 00:40:26.000
So that was kind of a uh internal value that I had that I've grown out of.

00:40:26.239 --> 00:40:32.480
And uh if again, people say like if you want people to buy premium options, then be a premium buyer.

00:40:32.639 --> 00:40:35.519
And I that's like I've changed my own ways.

00:40:35.599 --> 00:40:42.159
Uh I I tend to buy better things because I want better versus what the cost of it actually is.

00:40:42.400 --> 00:40:53.119
Um even small things like go out to dinner, leave better tips, uh because it makes you feel good that you're taking care of somebody else, and it does come back to you tenfold.

00:40:53.199 --> 00:41:09.280
And that's what and you don't you can't uh you can't there's no spreadsheet that can track that, but I can tell you from doing it that it does come back to you, and it that that's uh it changes who you are again, and that changes your future.

00:41:09.519 --> 00:41:10.719
That's huge.

00:41:11.039 --> 00:41:12.639
You know who buys premium?

00:41:12.800 --> 00:41:14.559
Your boy, your neighbor, Joe.

00:41:14.639 --> 00:41:15.760
I've seen it happen.

00:41:16.480 --> 00:41:24.719
I've never seen anyone approach door-to-door sales this way, and I don't mean going door-to-door, I mean a door-to-door knocking on your door.

00:41:24.960 --> 00:41:31.119
Yeah, where I literally pulled a phone out when I was at Joe's house last time because he's like, come here, come here.

00:41:31.360 --> 00:41:32.400
We're teaching this guy something.

00:41:32.480 --> 00:41:34.719
He brings a guy inside and he starts giving him a lesson.

00:41:34.800 --> 00:41:38.800
And I look at Mel and she's like, uh, all the time, kind of luck, right?

00:41:38.960 --> 00:41:44.719
Every time someone comes to the door, Joe's got to train them on sales, which is part of that giving back.

00:41:44.880 --> 00:41:54.000
But I've also seen Joe literally tell people, like, here's how I want to buy premium, and here's how to deliver this in a way that I can.

00:41:54.400 --> 00:41:55.679
It's that simple.

00:41:55.920 --> 00:42:00.000
And so, Rob, I can appreciate what you're saying, and uh, that makes perfect sense.

00:42:00.239 --> 00:42:03.280
As we're winding down, man, how do you think you've changed?

00:42:03.360 --> 00:42:07.119
What's the biggest difference between Rob now and Rob we met five years ago?

00:42:07.360 --> 00:42:08.559
So much has changed.

00:42:09.119 --> 00:42:17.280
Again, it's just the the personality of who I am and understanding that it's more about other people than it is just about myself.

00:42:17.360 --> 00:42:18.559
Like, stop being selfish.

00:42:18.639 --> 00:42:23.440
Like you're here, you you have a purpose to take care of people, no matter who you are.

00:42:23.679 --> 00:42:30.880
Um, and if if you're if you have knowledge, like it I it took me a long time to get here and a lot of hard uh road to get there.

00:42:31.039 --> 00:42:37.599
So if I can help somebody say one year of time by a simple word of advice, like I am willing to do that.

00:42:37.760 --> 00:42:40.400
And I that again, that's why I'm an open book.

00:42:40.880 --> 00:42:42.320
Because nobody has to go through it.

00:42:42.480 --> 00:42:46.480
There, you know, if uh if there's advice out there, follow it.

00:42:46.639 --> 00:42:50.639
Uh, and I would highly suggest anybody starting join SLE.

00:42:50.960 --> 00:43:04.880
Join the get in the community chat because you'll see the the difference at people coming in in just a month's time, like how different they think, and you can see the trajectory of their their path from here on out is going to be way different.

00:43:05.119 --> 00:43:06.079
Come on over the comments.

00:43:06.239 --> 00:43:06.960
Yeah, curious, Rob.

00:43:07.280 --> 00:43:08.480
Yeah, I appreciate that as well.

00:43:08.559 --> 00:43:44.079
Yeah, I'm curious how you perceive it, and I know you've been really busy too, so maybe you don't spend a ton of time in the chats there, but when you see someone like Brandon Schultz, who recently comes in, moonlights like you, like literally learning how to estimate service from like green field, don't know anything, trying to get the SSR right, showing up for these evening classes with Scott and Billy and just like hanging out like we did back in the Rebs days, and you see him on a one-month trajectory go from I have no idea to holy crap, I'm gonna start my own company, quit moonlighting and go full time.

00:43:44.400 --> 00:43:48.880
What what does that spark for you when you see those stories come to reality?

00:43:49.199 --> 00:44:02.079
Uh so I've been lit listening and seeing his questions and watching his journey, and uh it truthfully brings me so much joy to see that how much struggle he skipped right over just by being uh Like absolutely incredible.

00:44:06.320 --> 00:44:11.679
And I'm like, that's you could sell that once a day, every day, pretty easily.

00:44:11.760 --> 00:44:15.599
And like he did not have that in his mind or heart that that's possible.

00:44:15.760 --> 00:44:21.280
And now he does because you could see the the jobs that he's closing, it's like mind-blowing.

00:44:21.360 --> 00:44:23.840
And I'm very, very proud of him for that.

00:44:24.159 --> 00:44:25.440
If I can throw in on that as well.

00:44:25.679 --> 00:44:30.480
Joe, I think this is a this is a prime time for you to quote Emilio again, I think.

00:44:30.719 --> 00:44:32.639
Do you remember that quote he told you?

00:44:32.880 --> 00:44:33.679
Perfect practice.

00:44:33.840 --> 00:44:34.320
Oh yes, yes.

00:44:34.960 --> 00:44:35.679
Oh yes, okay.

00:44:35.840 --> 00:44:36.480
I love this.

00:44:36.800 --> 00:44:41.840
I'm never gonna forget this quote, which is it's not that practice makes perfect.

00:44:42.000 --> 00:44:44.320
It's perfect practice makes perfect.

00:44:44.480 --> 00:44:51.920
And the concept is that if you're gonna do something the right way enough times, it becomes your way of doing something.

00:44:52.079 --> 00:44:57.440
And when you can do it your way, which is authentically, it just becomes as easy as breathing.

00:44:57.679 --> 00:45:07.519
And just to throw in on Brandon one more time, I was gonna say he is an absolute pleasure to teach when he comes to options class, like where I literally sit down and I'll help build custom options.

00:45:07.679 --> 00:45:19.039
The calls that he'll bring are so much fun because we were literally yesterday designing a gazebo custom build out where he's gonna do a carpentry build-out to hide a subpanel and then paint it and match.

00:45:19.119 --> 00:45:22.239
I'm like, that's that's a commitment to service, you know?

00:45:22.559 --> 00:45:24.320
I love seeing service mindset.

00:45:24.800 --> 00:45:27.280
Yeah, it reminds me of Christian, what you just said.

00:45:27.440 --> 00:45:29.920
Uh, we got to get on the podcast here soon.

00:45:30.000 --> 00:45:41.679
Uh, you guys, there's another story that you've got to hear, Christian, a guy who went from 70K months average to hitting his first 300k month in 2025 and just doubled sales with this incredible.

00:45:41.840 --> 00:45:44.000
But he in the class takeover, he said this.

00:45:44.079 --> 00:46:02.159
He said, I know that I went from being the sub that was always pissed on to becoming the general and controlling the subs so that I control the outcomes of these jobs and I can guarantee that better service and I get paid better for doing that.

00:46:02.320 --> 00:46:07.679
And I wish more electricians would just see that and believe that that's possible for them.

00:46:08.000 --> 00:46:12.639
We don't have to, like most electricians, you hear them say it, you see it in the groups, they'll troll on it.

00:46:12.800 --> 00:46:14.719
I'm not touching a paintbrush.

00:46:14.960 --> 00:46:18.719
But when they take a picture of their job well done, it's incomplete.

00:46:18.800 --> 00:46:20.639
There's a hole in the wall and paint missing.

00:46:21.760 --> 00:46:24.960
What would happen if we just embrace taking that on?

00:46:25.519 --> 00:46:27.440
And so I love that concept.

00:46:27.599 --> 00:46:32.880
And and guys, there's so much to learn from not us, even it's it's the community now.

00:46:32.960 --> 00:47:02.239
And that's what I love so much about the 2026 version of what we've done is we've kind of taken almost like a group like Rebs and filtered through it and found all the heart-centered people like Rob here who are focused on impact, who really just truly want to have a meaningful existence in their community that equally uh transcends just this money paradigm, but pays the way, paves the way with enough revenue to take care of people, like you're saying, Rob.

00:47:02.400 --> 00:47:14.400
So I want to honor that about you and everyone in the in our group right now, and just say, man, it's truly a blessing to to be able to serve with you guys, not even serve you guys, serve with you guys, be alongside you.

00:47:14.480 --> 00:47:16.719
And I'm I'm sure Joe shares that sentiment too.

00:47:17.679 --> 00:47:20.639
Rob, I've got one final question for you to close us out here, man.

00:47:20.719 --> 00:47:21.360
When you're ready.

00:47:21.599 --> 00:47:22.320
Go for it.

00:47:22.559 --> 00:47:23.440
You're ready for it?

00:47:23.599 --> 00:47:27.119
What do you think is the real cost of trying to figure this out on your own?

00:47:27.360 --> 00:47:29.039
It depends how long you wait, I guess.

00:47:29.199 --> 00:47:48.960
But uh if you're starting new in business and you try to figure it out on your own, it's gonna take you probably five to seven years to really start to be profitable and understand that you charge what you charge because there's a reason for it, not because it's a fictitious number that somebody created.

00:47:49.360 --> 00:48:01.760
Um but that could be three, four, five hundred thousand dollars a year over that time where you could skip the line and maybe in two years be where you are, where you would be in seven by doing it the hard way.

00:48:01.920 --> 00:48:04.639
So you could easily a million dollar loss.

00:48:04.960 --> 00:48:05.360
Wow.

00:48:05.519 --> 00:48:06.880
Yeah, I couldn't have said that better.

00:48:07.039 --> 00:48:08.559
Rob, I want to thank you so much.

00:48:08.800 --> 00:48:13.599
If someone you said you're an open book, if someone wanted to reach out to you and have a chat, are you open to that?

00:48:13.840 --> 00:48:14.400
Absolutely.

00:48:14.639 --> 00:48:16.320
What's the best way to reach you, brother?

00:48:16.480 --> 00:48:17.599
Uh Facebook.

00:48:18.159 --> 00:48:19.199
Reach out on Facebook.

00:48:20.079 --> 00:48:23.039
Robert Gailey, G-A-I-L-I-E.

00:48:23.360 --> 00:48:26.719
If you're watching YouTube, you can see the name down below right on Facebook.

00:48:27.039 --> 00:48:29.280
Add Rob as a friend and shoot him a message.

00:48:29.440 --> 00:48:36.400
He's been an absolute gem of a friend to us, uh, great contributor to their community and uh just a rising star.

00:48:36.639 --> 00:48:43.440
Um, you're definitely influential, man, and we love to see all the great work that you have done and everything ahead for you.

00:48:43.679 --> 00:48:45.039
Joe, anything to add to that?

00:48:45.360 --> 00:48:48.079
Just know that like you're an amazing friend.

00:48:48.239 --> 00:48:52.800
I consider you an awesome guy, and you're not gonna catch me referring to anyone in the 845.

00:48:53.039 --> 00:48:54.880
And a shout out to anyone in the 845.

00:48:55.199 --> 00:48:56.480
You need electric work.

00:48:56.639 --> 00:48:57.599
This is your guy.

00:48:57.760 --> 00:48:59.039
I personally vouch for him.

00:48:59.119 --> 00:49:00.400
He's even seen the stuff I did.

00:49:00.480 --> 00:49:04.639
So it's really just really cool knowing that we're in the same community, serving the same kind of people.

00:49:04.800 --> 00:49:07.679
And every time I see you drive past my neighborhood, you know I'm gonna be waving.

00:49:07.920 --> 00:49:11.280
Joe, be honest, when Rob does work for you, do you expect a discount?

00:49:11.519 --> 00:49:18.800
No, you're gonna be laughing at this because anytime, anytime I actually work with someone, I have a very special condition to it.

00:49:18.960 --> 00:49:21.599
And I tell them, I want you to make money.

00:49:21.840 --> 00:49:26.719
Because if you don't make money working with me, you're never gonna look forward to working with me.

00:49:26.880 --> 00:49:32.400
And the moment you stop looking forward to working with me, you are not going to treat me the way I want to be treated.

00:49:32.559 --> 00:49:36.639
I teach customer service, I expect service, and I'm willing to pay for it.

00:49:36.800 --> 00:49:38.159
So charge me what you need.

00:49:38.320 --> 00:49:40.159
If I can't afford it, I won't take it.

00:49:40.320 --> 00:49:49.039
But I'd rather not afford it and not take it than force someone to do a job they can't do that they're doing as a favor, and then it compromises the relationship as a whole, and I never get to work with you again.

00:49:49.760 --> 00:49:50.880
You know what that was?

00:49:52.320 --> 00:49:53.119
Mic drop.

00:49:53.760 --> 00:49:54.719
Thanks so much, guys.

00:49:54.800 --> 00:49:57.519
We'll see you next week on the Million Dollar Electrician Podcast.

00:49:57.760 --> 00:49:58.400
Be well, my friends.

00:49:58.480 --> 00:49:59.039
Be blessed.

00:49:59.199 --> 00:50:00.000
Thank you.