Speaker 1: If you're a contractor who feels nervous every time you
give a price, if you worry customers will say it's
too high, or you keep lowering your number just to
get the job, then this episode is going to change
your entire business, and in fact, it may even change
your life.
Speaker 2: Cue the intro.
Speaker 3: Welcome to the Master of thenec podcast, the ultimate destination
for anyone passionate about the electrical trade.
Speaker 4: Whether you're a season electrician, an eager apprentice, or.
Speaker 3: Just someone who wants to dive deep into the world
of electrical work, you've come to the right place.
Speaker 4: Join your host, Paul.
Speaker 3: Abernavi, a true authority in the industry with over thirty
eight years of trade experience, as he electrifies your mind
within depth discussions, expertips, and valuable insights that.
Speaker 4: Will keep you ahead of the curve.
Speaker 3: Each episode, Paul will illuminate the complexities of the trade,
decode the national electrical code, and share the latest need
is free friends, all while empowering you to take your
electrical career to the next level. So gear up, plug in,
and get ready to supercharge your knowledge. Because with the
mass of the Neez podcast, the power is in your hands.
Speaker 4: Now get ready. Here is your host, Paul Abernathy's.
Speaker 1: What up, everybody? Welcome to another episode of Master the
NEC Podcast. My name is Paul Abernethy. I am your host.
I am the electrical guru with all the answers, whether
it's the National Electrical Code HR for your business management,
understanding growth, anything revolving your contracting business, as well as
learning the National Electrical Code. Hey, I'm a resource for you.
Whether you're listening on our mobile app, which is free,
by the way, all you got to do is go
do fast tracks System that's tr e X by the way,
fasttrackssystem dot com and and you will see in the
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mobile app.
Speaker 2: And on our mobile.
Speaker 1: App, you can look at blogs, you can read the blogs,
you can look at the calculators, you can you can
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join us for future episodes.
Speaker 2: Well, like the intro said, today, we're going.
Speaker 1: To talk about a little bit okay, and you know what,
we're going to be diving into one of the most
emotional misunderstood on financially critical topics in the trade. Whether
you're an electrical, plumbing mechanical, it doesn't matter. This thing
is always the little mole that's sitting in the back
of your brain going am I too high?
Speaker 2: Or am I too low?
Speaker 1: So when it comes to pricing, most don't have a
pricing problem, they have a confidence problem. They charge less
than they should to avoid confrontation, to avoid losing jobs,
and to avoid hearing the customer push back, and because
of that, they stay stuck forever in this low pricing
tier strategy. Now, I'm gonna remind you listen to previous
episodes that we did. We did an episode specifically talking
about ways to retain that customer. Make sure you go
back and listen in the episode forty four forty five.
You're gonna see some real powerful stuff that's going to
be helping your business. So go back check it out
on our Master the NEC podcast. Those are some amazing
things that are gonna help you. All right, So what
are we gonna do here y today's episode we call
it the pricing Reset, charging what you're worth without fear. Now,
by the end of this episode, you're gonna fully understand
why you under charge, why clients choose confidence over low price.
You're gonna know that your anyc knowledge instantly elevates your value.
And if you're ceeing ECP or your certified thermal electrician,
your value is already going through the roof because you
know how to market yourself properly. Dude, people aren't going
to toot your horn for you, and if they do,
it's not very lasting. You have to understand how to
toot your own horn. Confidence not cockiness, spread the word marketing,
it all in how you do it. Okay, we're gonna
be talking about the psychology of premium pricing, how to
present your price without flinching, and how to attract the
right customer, you know, the ones who are happy to
pay you your worth, not those low ballers who are
gonna end up arguing or complaining or being a nuisance
to you. All of that we're gonna talk about in
today's episode. So buckle up, get you a pen and paper.
Write this stuff down. Important milestones that we're gonna be
talking about today. So at the end of the day,
let's get into it first. Why most contractors under charge. Now, look,
I'm gonna be blunt. Most of you out there contractors
lower their price because they are afraid of rejection. Well,
you don't have to hide behind it, you can, you know,
I'll state the obvious. You don't have to. Everybody hates
to hear no. Because if you bid a job, or
you do something and you don't get the job, always
in the back of your mind, could I have been
was my price too high? Should I've got the job?
I didn't get the job? Maybe I need to lower
on my price. All those things start creeping into your mind.
Speaker 2: But look, here's the truth.
Speaker 1: The fear of the client saying you're expensive keeps more
contractors broke than anything else in this industry period. Undercharging
comes from not wanting to lose the job, comparing yourself
to a low bid hack. You heard me right, a
low bid hack who's working out the back of their
nova from nineteen seventy two. Okay, you get what I'm saying,
although I'd still like to have one of those. But anyway,
you get it right. Thinking you owe a customer a discount,
you think you owe them something because they want your business.
You don't owe them anything but good service. Believing you
must match competitors, assuming the customer can't afford quality insecurity
in your work, work, your communication skills. Go back and
watch or listen, I should say to our last couple episodes,
episode forty four forty five. Go back and listen, folks,
build that confidence.
Speaker 2: You're worth it. But you also need to work.
Speaker 1: On why you have to have that confidence, Whether you
become a CEMECP, a Certified Thermal Electrician, whether or not
you gain more knowledge in the sec how you market
yourself and your community.
Speaker 2: You've got to.
Speaker 1: Walk the walk to talk to talk. Okay, but look,
here's what you must understand. Customers don't want the cheapest
contractor yeah, you get some of those people that are
on social media or your next door or your Craigslist
or whatever, and what do they do They put out there,
I want a cheap, affordable electrician, but then in the
same breath they want a reliable You can't have cheap
and reliable all the time. Sometimes cheap is cheap, And
maybe I don't want to be pigeonholed into that cheap
contractor mentality. Some people are happy with that, which you're
not gonna grow, You're not gonna scale with that mentality. Look,
customers don't want the cheapest contractor. They want the contractor
who gives them the most confidence. That's right, that's you,
if you claim it, it's there for you.
Speaker 2: Don't be fooled. Don't be fooled. And again, do you
want to be the cheapest?
Speaker 1: Do you want that kind of customer that all they
care about is price rather than quality.
Speaker 2: They don't know your business, they don't.
Speaker 1: Know your model, they don't know your overhead, they don't
know what you've done to get from point A to
point B.
Speaker 2: But immediately the first thing out their mouth is what's
your price?
Speaker 1: Are you the cheapest you? No, I'm not the cheapest,
but I'm the best, and here's why. So, look, you
gotta think about this from the right mental approach here. Okay, Now,
the confidence to price connection, what does that mean?
Speaker 2: Okay?
Speaker 1: Now, when you raise your prices confidently, something magical happens
in your psyche. The customer is look, a good customers
stay and a bad customer leaves. Why Because low price
attracts complainers, micro managers, slow payers, tire kickers, warranty abusers,
customers who want the impossible done at an impossible price.
Speaker 2: But are you gonna keep chasing your tail?
Speaker 3: Now?
Speaker 1: You're the cream of the crop, You're the trade. You've
earned this. There are people who make your life miserable
and it's those low ball tire kickers, slow paying, micromanaging complainers.
Speaker 2: Right, when you.
Speaker 1: Raise your rates, you push those people away and you
attract customers who value professionalism, safety and code compliance. I'm serious, folks,
do not think you need to scrape the bottom of
the barrel to be successful. Yes, you might get one
here one there, But if you're not making any damn
money on it, you really getting anywhere? And is that
the customer that's going to be a reoccurring golden goose?
Speaker 2: Down? The road. No they're not.
Speaker 1: Think about it. Position yourself properly. Now let's talk about this.
How is YOURNC knowledge is going to make you worth
more whether you're in our fast tracks program or you
have our Master the NEC post Licency program, whether or
not you're just a student of the NEEC, whether or
not you spend that time devoting yourself to being one
step above your competition. I mean, let's face it, you're
listening to this podcast. I'm an electrical guy. I teach
you electrical things. You want to be at the next level. Subconsciously,
you're making a direction towards that next level. Now, this
is where you can shine more than anyone else when
you speak from authority, code safety, if you offer thermal
imaging from understanding and interpretation and compliance, and how you
convey this to the customer with carrying yourself with the
swagger because you have the knowledge, whether you're a CEMECP
and you went through the program and you enhanced your
knowledge of the National Electical Code so that you can
talk about it with confidence. I know people who talk code,
and I don't know that they actually believe what comes
out of their mouth because their confidence is lacking. When
you speak from authority, it is a game changer. For example,
here's why the NEC requires there's this, here's the safety
hazards you're facing. Here's why the system needs to be upgraded.
Here's why Thermal imaging shows you what's going on. And
I found this for you, and this is what it means. Now, look, folks,
you have to understand how to convey this stuff to
your customer. You think that you're not a salesman and
you're not somebody that's just selling snake oil. What you're
doing is you're selling your experience, your knowledge, your understanding,
and this is what you're getting paid for. But the
ability to convey this to the customer is key. And
I talk about this in a previous episode of this Communication.
It doesn't just mean running your lips. It means following
a system and getting that information out to your customer,
setting expectations, understanding the scope of the project, conveying that
scope so there's no misrepresentation anywhere. This is all part
of that important communication thing. You need to learn how
to be a salesman by selling truth to your customer.
Speaker 2: Now listen carefully.
Speaker 1: Contractors who educate dominate contractors who fear pricing disappear and
get absorbed. I'm telling you, olks, it's proven. Customers will
absolutely pay more for a safety conscious employee, a safety
conscious contractor, a safety conscious person. Accuracy, long term quality,
code compliance, expert level diagnostics, the ability to convey to
the customer what's going on and why you did it
and what the solution is to their problem. When you
position yourself as the expert, pricing stops being the deciding
factor in God, can you imagine how much nicer it'll
be if you did didn't start worrying about why I
didn't get this job or why didn't get this job.
If somebody is going to do this based on price alone,
then you did not sell them properly. Maybe they're in
the market for a Taurus, but you're selling a Porsche. Okay,
totally different mentality. Now, let's talk about the psychological process
of premium pricing. So I like to say the psychology
of premium pricing. There's there's a there's a method to it.
Let's talk psychology. When you charge more number one customers,
assume you know more price signals, expertise. I'm serious, folks.
If Toyota makes Alexis and then they make a Prius.
Speaker 2: Okay, Alexis in Prius.
Speaker 1: That's just that's a wide example, by the way, but
again there's a more for the expectation of luxury.
Speaker 2: When it comes to pricing.
Speaker 1: You're worth more price signals expertise rather than Jimmy lowball.
Number two customers assume you will do it right the
first time because of your pricing structure and.
Speaker 2: Your confidence.
Speaker 1: Looking the part, wearing the shirt with your logo on it,
showing up professionally, doing all the other things that we
talk about in other episodes that we've talked about between
episode forty four and forty six, carrying yourself as a professional,
those type of things are gonna help with that psyche.
The customer assumes you will do it right the first time.
Number three customers respect your time more, you're a professional.
Number four customers trust you before you even start doing
one thing, Before you start turning one nut or bolt,
they start to they start to trust you more. Premium
pricing isn't about greed, folks. It's about aligning yourself with
value and how you rate yourself on that value scale.
You must rethink your mentality of this pricing structure. We're
not saying gallaged people. We're not saying doing things arbitrarily
to inflate pricing. We're saying, understand your pricing model, feeling
confident in it, knowing what your burdens are, what your
overhead is, what you have to make. The more employees
you have, the more overhead you're gonna have. Understanding your
pricing structure and what you're worth, and sticking to it
and not worrying if you lose a project because you
somebody lowball them.
Speaker 2: That's a one and done.
Speaker 1: That is not a method of long term success by
worrying about the low ball. I'm telling you now, you
may have lost one or two now. And you say, Paul,
that's not right. I just can't stand when I lose.
Not in it to win it yet, you're just willing
to give away the farm. You're not there yet. So
the next thing we'll talk about is the no flinch
price presentation method. People say, what the hell is he
talking about? Now? No flinch price presentation method. Here's how
you deliver your price with confidence. You're ready, folks. It's simple.
Speaker 2: Four steps.
Speaker 1: Number one, state the price with a calm, steady voice.
For example, the investment for this project is twenty four
hundred and fifty bucks, and I wouldn't say bucks, I
would say the investment for this project for you is
twenty four hundred dollars or twenty four hundred and fifty
dollars to be able to do what we have under
this scope of this project for you. Then what do
you do after you give them the price?
Speaker 2: Shut up? Folks.
Speaker 1: People want to want to banter back and forth. People
want to negotiate. There is no negotiation here. Give your price.
If you charge by the hour, give your price, this
is what my price is to do the job, and
then shut up. Silence is your friend here, folks. Step three.
If they hesitate, go into education. Don't go into the
discounting structure. Don't start saying, well, i'll give you ten
percent off of fifty pericks.
Speaker 2: Don't do it.
Speaker 1: Don't fall down that rabbit hole. If they start to
hesitate on your price, the moment the silence and you
see it in their eyes, you can tell and there's
a hesitation. This is when you immediately go, well, let
me explain here is what this covers. Or you go,
here's why that the here's why that's the correct solution,
or here's the long term benefit. But go into the
scope of what it's covered, what you intend to do, who,
what you intend to include, what you intend to fix
with confidence. That pause between pricing and explaining, there's that hesitation,
there's that silence that you must have with a customer.
You'll know it, you'll feel it then and only then
after you explained it. You've educated them on the full
scope of what you're covering in your pricing, what you're
going to do for them. Step four, Do not apologize
for your price. Do not say things like I know
it's a lot. Do not say things like I can
probably work with you a little bit. Do not say
don't worry, I'll make it cheap. Folks, every time you
apologize for your price, you train a customer to negotiate
with you.
Speaker 2: This isn't a negotiation. You know what you're worth, you
know what your value is.
Speaker 1: The problem is, and I can tell you right now,
so many people out there, technicians or whatever, whether there's
a wiggle room built into pricing from the home office
or from their employer or whatever, the problem is, everybody's
so eager to give a price and then start backing
away from the price. The customer doesn't expect you to
go up on your price, right. You hear all kinds
of crap if you go up, so don't expect you
to drop down. Justify what your worth is. Be confident.
Remember eye contact and silence is key. But do not
make excuses. This is not a negotiation, folks. You're worth
every penny of what you've come up with as your
pricing structure. You're not selling snake oil here. I'm assuming
that I'm talking to reputable contractors out there who are
just not out to fluff people. You're out there to
help people. You want to earn a living, You want
to get paid what your worth. I know you morally
high ground folks out there that are listening to this
podcast get it. And there's some of you shysters out there.
You'll never get it. Okay, it doesn't matter. Your time
is coming. It's just a matter of time before you
fall by the wayside because you're a shyster. But the
people that actually get it, that charge what they're worth,
take pride in their value. Yes, it may mean you're
more expensive than the other guy, but you have come
to the point where this is your value. This is
your overhead, this is your burden, this is what you're worth.
This is what you need and you're not willing to
back off of it for anybody. That's where you need
to get.
Speaker 2: Okay.
Speaker 1: Next, the three numbers every contractor must know. Okay, you ready,
These are the little gems folks. Take it away, save it,
write it down, re listen to it later. I'm gonna
give you the three numbers every contractor must know. Okay,
to price confidently, you must know these things. Number one,
your costs to show up your truck, your insurance, your fuel,
your overhead, everything that goes into how you came up
with your pricing structure.
Speaker 2: You need to know what it is.
Speaker 1: So everybody that owns a business that is doing this,
because if you work for somebody, you're following what the
owner's done. So if you're the owner, I'm talking to you,
you need to know what your pricing is, whether it's flat.
Speaker 2: Rate or not.
Speaker 1: You need to know what your pricing is, what your
margins are. So for example, if it costs you one
h and ten dollars just to roll up in the truck,
then there's no damn way you can charge eighty five
dollars an hour, dude, if I had a dollar for
every electric contractor. And I do a lot of consulting
to contractors, and some of them have me on retainer
and I talk to their staff every month on a
phone call or on a zoom meeting, and I come
to them. I'll talk to them every month to talk
to their employees and a bit different topics that they
want me. They want me to be the bad guy.
I'll come in and do it. That is available if
you're intersted, reach out to our office. We can mentor
your company and it includes once a month for an
hour h and also it's available for any time you
want to call or send we will be there.
Speaker 2: To assist you that type of thing.
Speaker 1: But I explain, look, if it costs me one hundred
and ten dollars just to get out that door, there's
no way my hourly rate can be eighty five dollars
an hour. And you would be surprised how many contractors
I talk to who think this backwards. They go, well,
I'm I'm one hundred dollars an hour, and I go, well,
what does it cost for you to roll up on
that job? What does it cost you to acquire that job.
What is it overhead? What is everything that you need
to just roll up in that vehicle? And then they
start looking at their hourly rate and go, well, shit,
I don't charge enough. I'm like, yeah, you can get
all the damn jobs you want, but you're not going
to make any damn money.
Speaker 2: Number two the labor costs.
Speaker 1: And again, as I say, that's the burdens, not just
your hourly So yeah, number one, your truck, your insurance,
your fuel, your overhead, all those things you need to
know pretty simple. Find out what your insurance is, find
out what trucks cost, what your fees are, what your
fuel is, all those overhead and burdens, find out what
those things are. Next, you need to find out what
your taxes are, what your insurances are, what your benefits
that you offer your employees are, what's your downtime. What's
the real cost, not just an hourly rate, what's your
real cost? Now, eventually the cost for rolling up in
your truck, the insurance and fuels and overhead and your
labor costs, which is your burdens, The taxes, insurance means
that will get rolled together. Okay, but you're not even
done yet you you you just need to find out
what it costs to physically get you there again, truck insurance,
fuel overhit that. Next, you need to understand what your
actual labor calls are, taxes, insurance, matching, benefits, burdens, those things.
That's your real cost per manpower. Find out what that is.
For example, if I've got a helper and electrician there,
then I've got account for the helper's hourly rate. I've
got to account for the electricians rate or whatever trade
it is. I have to account for these things, and
I have to understand the taxes, what I'm matching as
a company, I'm not gonna eat that. I need to
understand all these things in business so I have a number.
Speaker 2: To work with.
Speaker 1: All of this is going to be a foundation for
what you're gonna charge your customer. Third, let's not forget
this your minimum profit margin. Hello, you know people, I
tell God, people forget You're not gonna make any money
if you're just covering your labor call in your show
up costs or you get me to the job costs.
If you don't have a minimum profit margin that you're
willing to work with, contracting is a high risk industry, folks.
Profit is not optional. It is required for survival. If
you're not making a profit and you're breaking even, you're
not going to be around long.
Speaker 2: It's just it.
Speaker 1: If you don't know those three numbers, then you're guessing
on your prisis. You're just guessing, and you know what,
guessing is not going to build an empire. I know
quite a few contractors who went on to business for
five and six to seven years hemorrhaging, barely making it,
and you go looking at it, and I sit with
them and I say, well, look, here's an exercise for you.
That's one of the first things I do when I
consult with some contractors. I go, okay, let's do a
little exercise. Let's try to look at you know, depending
on the size of the company, Let's look at what
your overhead costs are, what's your vehicle costs, everything, Just
do it. You should have these records every month. There's
most of this stuff is reoccurring. Pretty easy to come
up with this if you're actually doing your books right.
Look at your staff, look at the benefits, look at
your payroll. Let's look at everything first and see what
your calls are. Then let's come up with what your
profit margin is, okay, and that profit margin needs to
be put on top of whether you're doing ten percent,
fifteen percent, twenty percent, twenty five percent margin, that's something
personal within your company.
Speaker 2: There's no uh, you know, boilerplate for that. Okay.
Speaker 1: In my company, I made sure that I got at
least fifteen to twenty percent profit margin or it wasn't
worth me doing it. And also I had markup on product.
My product would mark up ten percent, product markup. Now
I had a discount for stuff that was considered truck stock,
which maybe was a five percent, and I kept a
ledger of that, and that's how we would do things.
But at the end of the day, you have to
be comfortable with your mind.
Speaker 2: But you need to know these numbers.
Speaker 1: If you're not, if you don't know anything about where
you came up with your hourly rate, then you're just
you just picked the number just out of the blue,
and you hope it's enough, and you hope nothing big
comes up where there's a big expense and ends up
draining everything, and then you're.
Speaker 2: Struggling because it can happen.
Speaker 1: Okay, all right, now, let's talk about this now, how
do you deal with a price objection from a customer.
That's big because again we've talked about how to establish
your pricing, coming in with confidence, not negotiating, being confident
with it. But you are going to run into objections,
and I want to explain a few quick things on
how to ask. And this is stuff that you can
role play with your employees, and I encourage you to
do this. I know some very middle sized contractors electric
contractors that actually have meetings and they do a little
role playing because they want their sales technicians, not their
guys that are out there doing the rough ends. But
they have the service team. They constantly go over these
things with them and how to deal with objection. Okay,
so here's three objections you'll hear. Number one, this is
very common. That's expensive.
Speaker 2: And you know what you reply.
Speaker 1: You say, look, quality and safety matters here, and this
solves the problem correctly. Yeah, you're not excuses, you're not
making excuses. They don't you know they people say expensive
all the time, right, But how the hell do they
know what's expensive? They don't know what the cost of
doing businesses as a contractor. They don't understand what the
cost of that material.
Speaker 2: They have no idea.
Speaker 1: We know that inflation's going, prices go up, things change.
Maybe they had something done fifteen years ago. Well this
ain't fifteen years ago, baby. So quality and safety matters
here on this project, and this solves the problem correctly.
And then you can even go into the scope and
why it solves the probably problem. That's how you deal
with that objection. Hey, here's a good one here, I
can get it cheaper. God, folks, how many of you
have heard that one? Well, I can get it cheaper. Well,
you know what my response to that is. Again, remember
what we said about don't want to be the lowest,
don't want to be the cheapest, and I'm not here
to negotiate. I go Look, I completely understand my price
reflects code compliance, safety and long term reliability. And in
my case, I would say, look, I'm a c a ECP,
a Certified Master Electrical co Professional. I put in a
lot of extra time and that time goes into the
quality of my work. Okay, so I understand that there
may be other people out there that are less than me.
I understand if you feel you have to go in
that direction, But my work reflects my compliance, my safety,
in my long term reliability and follow up that I'm
going to give you on this installation or this service call.
That's about all I can say to that. But you
say it just like that, no excuses. Hey, here's a
good one, here's good. Can you come down just.
Speaker 2: A little bit.
Speaker 1: My reply, my reply to that is, Look, the scope
is the scope, but I can adjust the solution if needed.
Speaker 2: You never discount, only adjust the scope.
Speaker 1: And what do we mean by that, Well, maybe originally
in the scope they wanted a bunch of things done,
and in order to bring the price down, maybe you
remove some of those things. That doesn't mean those things
can't be corrected later or a good reason to do
a follow up, or maybe when they've got a little
more money, they can get those other things done because
they understand they want them done. But maybe you adjust
the scope, but you don't adjust the price. You hear me,
You remain what, you maintain the value, You stay in control,
and you remain the professional the whole time. Do not
have a crack in the armor. Folks, don't do it.
Speaker 2: Now.
Speaker 1: One exception to this, and I will tell you this,
one exception to this rule is that I had a plan.
Remember This goes back to another episode that talks about
having a system in place. When a customer would say
something like, can you come down a little, I would
not discount it directly because of their response.
Speaker 2: I want something in return, folks. So I had a program.
Speaker 1: I had a process that I would say, Okay, look,
we do have a ten percent or a five percent
discount program in place for Google reviews.
Speaker 2: You give us a.
Speaker 1: Five star review, Hey, ain't no shame in my game.
That's what the hell I want. I want a five
freaking star review, buddy, I ain't too humble.
Speaker 2: I want it.
Speaker 1: And y'all heard me talk about the importance of getting
those reviews. So on my hat, I have those little
QR codes. Back in the day, it was on a
business card where they would scan it.
Speaker 2: I have a QR code. I have it on my hat.
I say you scan this in, we put this on
your phone.
Speaker 1: You go in, you give me a five star review,
and I am authorized to give you a five percent discount.
You're still going to get the same level of quality,
the high quality of me in my workmanship. But because
of this, you helping me out, I can help you out.
It's a win win for everybody, and trust me that
review matters. You can think it don't matter. But if
you're a local business and you're doing local servicing and
you're not big into the social SEO or local SEO
and Google and bing and Yelp, and if you haven't
leveraged that properly, you're never ever ever going to get
the local market like you could. I have an episode
on that. I encourage you to go listen, search for it,
because I'm telling you what it is a gold mine
for findability locally. I'm just saying, dude, I didn't just
start this shit yesterday.
Speaker 2: Folks. You can say what you want about me.
Speaker 1: You can go read about me on social platforms and say, well,
he never did it. How the hell could I talk
about electrical installations, give advice, tell you about certain types
of equipment, give you sales advice, give you marketing advice,
give you tax advice, ownership if by all these kinds
of things that I give you on podcasts over a
thousand plus episodes, if I didn't walk the walk and
talk the talk, you can listen to some pinhead Whack
Jackerson or some damn siporter has all he's done is
home inspections. You can listen to them and think that
they're the pro. They are not the pro. I'll teach
any homesspector to go to a building and call out
deformities that they can't fix. You're the pro, you're the professional.
You're not on the same level. You're above them. Okay,
let's just make it clear. Okay, Look, that's the only
time I would give them kind of discount, but I
want something in return. This is a win win for
both of us. It's very easy to implement that. You
can get these little QR codes for your caps on
our website fastracksystem dot com. We'll put the QR code
on there to your link tree or website or wherever
you want. I encourage you to do a link tree
because you can also share other contractors that are in
your trusted network. And then they put this on their
phone and save it on their phone when you're getting
that review right, and then you tell them, hey, you
trust me. I trust these people because I know they
do good work. I know they're very reliable. They're right
there on your phone. You need a plumber, mechanical, builder, inspector,
they're right here. You start earning their trust when.
Speaker 2: They need you again.
Speaker 1: All they got to do is go back to that
app on your phone or that little thing on their
phone and tap it and you're ready to be there. Folks,
there's a mentality of doing this properly, and I can
train you for it.
Speaker 2: Now.
Speaker 1: What happens when you charge? What's your working earth, What's
gonna start happening to you? When customers raise, when contractors
start raising their prices, everything changes. You get a better
quality customer, you get fewer problems.
Speaker 2: Clearly, you're gonna get more profit per hour.
Speaker 1: You're gonna gain more time for your family, less follow ups,
less problem calls, more predictable income, less burnout, greater confidence,
and how you carry yourself and how you market yourself
to the customer and to everybody around you, better long
term business success and viability because you're setting the mark.
You're setting the tone.
Speaker 2: Folks.
Speaker 1: If you add to your knowledge, never stop learning. Become
a CMBCP, become a certified thermal electrician. Add these services,
enhance yourself, add other things to your business. Generators poor
Man's generators where it's just a generator. Inlet all these
types of services set you above the competition. If you're
not willing to work at it, you're not going to
get it. Remember, contractors don't get wealthy by working harder.
They get wealthy by pricing correctly. Look, if you've been undercharging,
today is your turning point, Not next month, not next year.
It's the day of course. This is perfect timing. We're
right here in December. We're at the end of the year.
You have a action item for January twenty twenty six.
Put your pricing in perspective. Understand what you're worth. Carry
your head up high, no negotiation. You can do it
because your skills, your experience, your knowledge, your anc knowledge.
You're enhanced training, your ability to diagnose things quicker because
you have that extra training. All these are tremendous value
that have a cost to you.
Speaker 2: They should be paying for this. Stop discounting that value. Folks.
Speaker 1: If you enjoyed this episode, please share it with somebody.
Share it with somebody else in the trade. Share it
on social media, Tell people about it, Tell them know
where you heard it. Tell them they can go on
any search engine and search for master the NEC podcast.
It's not just about electrical These are things that plumber,
mechanical builder.
Speaker 2: All these people can gain something from this.
Speaker 1: If you want to learn more about the National Electrical Code,
want to become that go to person, then go to
fasttrackssystem dot com. That's TRX folks. Fast tracks trxsystem dot com.
We have post licensing and we have pre licensing whereas
you can learn to pass an exam or once you
get licensed, you can have an expert in your pocket.
If you want to add thermography to your business profile.
And let me tell you, folks, it is a game
changer if you know how to do it properly and
that piece, that's a mind that you give that customer
game changer. You may say, well, I don't think it is.
All I'm doing is scanning stuff. Then you have no
clue and you probably never use thermography and understand even
how to read a thermographic image. You don't get it.
Go to thermal Electrician dot com and you can get it.
Speaker 2: Folks.
Speaker 1: Maybe it's just as simple as you want to understand
the code quicker. Then maybe you even subscribe to what
we call trade hog dot net. Trade hog it's a
code expert AI tool in your pocket. Just go to
tradehog dot net. We have so many ways to make
your job and your life so much easier. Help your
business grow, folks, this isn't snake ol. I've been doing
this for a damn near forty years. I've helped contractors scale.
I can do it for you too. Okay, all right, folks,
hope you got something out of this episode. Again, share it.
We appreciate you till next time. Stay safe, God bless
and happy holidays for all of you that hear this
here where we are at December. Make sure your family's safe,
and make sure your business prospers. In twenty twenty six,
let's go take care.
Speaker 3: Thanks for tuning into another electrifying episode of the Master
of the NEC podcast.
Speaker 4: We hope you're feeling more powered up and ready to tackle.
Speaker 3: The electrical world with the knowledge and confidence you need
to succeed.
Speaker 4: Remember, in the electrical trade, knowledge is power.
Speaker 3: And we're here to make sure you stay plugged into
the latest insights, tips and code updates. If you enjoy
today's episode, don't forget to subscribe, leave us a review,
and share the podcast with your.
Speaker 4: Fellow electricians and industry pros.
Speaker 3: Until next time, keep your tools sharp, your circuits clear,
and you're my focus because here at the Master of
the NEC podcast.
Speaker 4: We're all about sparking your success.
Speaker 3: Stay safe, stay smarked, and keep mastering the trade. From
all of us here at Electrical Code Academy. Thank you
for all your support and we will see you on
the next amazing Master the NEEC Podcast Episode