1 00:00:01,040 --> 00:00:04,280 Speaker 1: Most contractors don't fail because they're bad at the work. 2 00:00:04,400 --> 00:00:07,519 They fail because their business hits a ceiling they never 3 00:00:07,960 --> 00:00:11,599 learn to break. Today, I'm going to show you why 4 00:00:11,640 --> 00:00:15,519 that ceiling exists in exactly how to break through it 5 00:00:16,039 --> 00:00:18,239 faster than you could imagine. 6 00:00:19,000 --> 00:00:22,280 Speaker 2: Welcome to the Master of the NEC podcast, the ultimate 7 00:00:22,280 --> 00:00:27,079 destination for anyone passionate about the electrical trade. Whether you're 8 00:00:27,079 --> 00:00:30,440 a season electrician, an eager apprentice, or just someone who 9 00:00:30,519 --> 00:00:33,000 wants to dive deep into the world of electrical work, 10 00:00:33,240 --> 00:00:33,880 you've come to. 11 00:00:33,840 --> 00:00:37,280 Speaker 3: The right place. Join your host, Paul. 12 00:00:37,079 --> 00:00:40,039 Speaker 2: Abernavi, a true authority in the industry with over thirty 13 00:00:40,079 --> 00:00:43,320 eight years of trade experience, as he electrifies your mind 14 00:00:43,320 --> 00:00:47,399 within depth discussions, expertips, and valuable insights. 15 00:00:47,000 --> 00:00:48,479 Speaker 3: That will keep you ahead of the curve. 16 00:00:49,479 --> 00:00:53,039 Speaker 2: Each episode, Paul will illuminate the complexities of the trade, 17 00:00:53,280 --> 00:00:57,799 decode the national electrical code, and share the latest industry trends, 18 00:00:57,840 --> 00:01:00,520 all while empowering you to take your electrical career to 19 00:01:00,560 --> 00:01:05,040 the next level. So gear up, plug in, and get 20 00:01:05,079 --> 00:01:08,079 ready to supercharge your knowledge. Because with the Master of 21 00:01:08,120 --> 00:01:11,439 the NEEC podcast, the power is in your hands. 22 00:01:12,120 --> 00:01:23,560 Speaker 3: Now get ready. Here is your host, Paul Abernathy's What up, everybody? 23 00:01:23,640 --> 00:01:26,840 Speaker 1: Welcome to another episode of Master the NEC. My name 24 00:01:26,920 --> 00:01:29,480 is Paul Abernethy, your host. As always, thanks for taking 25 00:01:29,480 --> 00:01:31,159 the time out of your day to join me for 26 00:01:31,239 --> 00:01:34,000 this podcast and hopefully share it with other people so 27 00:01:34,040 --> 00:01:36,640 they can not only learn about the National Electrical Code, 28 00:01:36,680 --> 00:01:39,719 but as you've seen lately, learn about how to be 29 00:01:39,799 --> 00:01:42,480 successful in contracting and how maybe to take your game 30 00:01:42,519 --> 00:01:47,480 to the next level. Whether you're a plumber, mechanical, HVAC, general, 31 00:01:47,519 --> 00:01:50,760 contractor builder, whatever it may be, there are things you 32 00:01:50,799 --> 00:01:54,040 can do to take your game to the next levels. 33 00:01:54,079 --> 00:01:56,719 So again, thank you for taking the time to join me. 34 00:01:56,799 --> 00:01:58,560 You can listen to us on all of your favorite 35 00:01:58,560 --> 00:02:02,480 podcasts listening platforms, Spreaker, Deezer, iHeartRadio, app podcasts, and if 36 00:02:02,480 --> 00:02:04,640 you want to find new ways to listen, all you 37 00:02:04,719 --> 00:02:07,120 gotta do is go to any like Google or Bang 38 00:02:07,280 --> 00:02:10,319 or any of them and type in there Master the 39 00:02:11,080 --> 00:02:15,520 NEC podcast and you'd be amazed at the different platforms 40 00:02:15,520 --> 00:02:18,520 that we're syndicated on all throughout the country. This is 41 00:02:18,560 --> 00:02:21,800 why we get nearly three hundred thousand unique downloads a 42 00:02:21,800 --> 00:02:25,439 month because we're syndicated on so many platforms that aggregately. 43 00:02:26,080 --> 00:02:29,599 There's a large number of downloads of our episodes, so 44 00:02:29,639 --> 00:02:32,199 hopefully you check one out on the platform that you enjoy, 45 00:02:32,560 --> 00:02:35,000 or maybe you get our free mobile app, which is 46 00:02:35,000 --> 00:02:39,960 available over on our website fast trackssystem dot com. At 47 00:02:39,960 --> 00:02:42,479 link will be in the description it's a free app. 48 00:02:42,599 --> 00:02:45,159 We don't pushy, we don't sell anything. We're not trying 49 00:02:45,159 --> 00:02:48,000 to push anything down your throat. Check it out, put 50 00:02:48,000 --> 00:02:49,800 it on your phone, and you can listen on any 51 00:02:49,840 --> 00:02:52,560 of your favorite Bluetooth devices simply through the mobile app 52 00:02:52,599 --> 00:02:53,800 that's built into the phone. 53 00:02:53,960 --> 00:02:55,080 Speaker 3: But also there's a bonus. 54 00:02:55,120 --> 00:02:57,439 Speaker 1: You get access to our blogs, you get access to 55 00:02:57,520 --> 00:03:01,800 our calculators, other great stuff that's there. Check it out. 56 00:03:01,879 --> 00:03:07,159 It's free, all right. Look why most contractors plateau kind 57 00:03:07,159 --> 00:03:08,759 of what we're going to talk about today, and how 58 00:03:08,759 --> 00:03:12,080 to break through that plateau. There's many people out there 59 00:03:12,080 --> 00:03:13,560 that I talk to all the time that say, you know, 60 00:03:13,599 --> 00:03:17,120 I'm doing good, I'm making enough money right now, but 61 00:03:17,199 --> 00:03:18,919 i'd really like to grow my business. 62 00:03:19,000 --> 00:03:20,960 Speaker 3: I'd like to expand a little bit. 63 00:03:21,000 --> 00:03:23,439 Speaker 1: I'd like to I just can't get over that hump, 64 00:03:23,520 --> 00:03:26,520 that plateau that you may get to and you're thinking, 65 00:03:26,560 --> 00:03:29,240 what do I have to do to get to the 66 00:03:29,280 --> 00:03:33,560 next level. Whether you're an electrician, a plumber, hvac tech, 67 00:03:34,080 --> 00:03:37,120 it doesn't matter whether maybe you're somebody in a specialty trade, 68 00:03:37,159 --> 00:03:40,439 special contractor and something like that. At some point, your 69 00:03:40,479 --> 00:03:44,080 business is going to stop growing. Even though you're working 70 00:03:44,120 --> 00:03:46,800 your tail off, you're working harder. You seem like you're 71 00:03:46,800 --> 00:03:49,759 working harder now than you ever have, just for saying 72 00:03:49,800 --> 00:03:52,680 I've been involved in that. I've hit that plateau many 73 00:03:52,759 --> 00:03:56,120 times in my career. I'm pushing forty years in this 74 00:03:56,240 --> 00:03:58,800 trade and I have hit it. I've owned multiple of 75 00:03:58,840 --> 00:04:03,159 contracting businesses, and you hit those plateaus and you're thinking, 76 00:04:03,199 --> 00:04:06,000 what do I gotta do to get to the next level, 77 00:04:06,639 --> 00:04:09,479 And that's where the stress kicks in, Especially if you're 78 00:04:09,520 --> 00:04:13,759 a contractor and you're thinking about tomorrow. That stress starts 79 00:04:13,800 --> 00:04:17,519 to kick in, and then doubt start to kick in, 80 00:04:17,959 --> 00:04:20,759 and then that's when a lot of contractors start to think, 81 00:04:20,920 --> 00:04:24,399 maybe this is as far as I'm ever gonna get. 82 00:04:24,839 --> 00:04:27,800 Maybe my business is not gonna grow. Maybe I'm just 83 00:04:28,319 --> 00:04:32,839 one incident away from bankruptcy because I can't seem to 84 00:04:32,879 --> 00:04:33,639 get over that. 85 00:04:33,560 --> 00:04:34,560 Speaker 3: Plateau, that hurdle. 86 00:04:35,000 --> 00:04:37,319 Speaker 1: Well, I'm here to tell you today on this episode, 87 00:04:37,319 --> 00:04:39,639 we're gonna give you some advice and it's it's not true. 88 00:04:39,720 --> 00:04:41,000 Speaker 3: You can get past it. 89 00:04:41,040 --> 00:04:44,720 Speaker 1: So today we're gonna break down those three bottlenecks that 90 00:04:44,800 --> 00:04:47,920 we call it to keep contractors stuck, and we're gonna 91 00:04:47,959 --> 00:04:53,040 talk about a simple shift that instantly unlocks your next 92 00:04:53,360 --> 00:04:55,759 level of growth. Okay, that's what we're gonna talk about 93 00:04:55,800 --> 00:04:59,040 today's episode. So again, gonna be a powerful episode. Take 94 00:04:59,160 --> 00:05:04,279 notes there with other people. Okay, all right, so first thanks, First, 95 00:05:04,800 --> 00:05:08,279 the contractor's ceiling. Let's talk about it. Let's explain a 96 00:05:08,319 --> 00:05:12,319 little bit. Every contractor hits the same invisible ceiling. It 97 00:05:12,360 --> 00:05:15,519 doesn't matter if you're a solo or you're running a 98 00:05:15,639 --> 00:05:18,759 fifteen person crew or you're a large company. At some 99 00:05:18,839 --> 00:05:21,560 point you get more eyes on it and you get 100 00:05:21,600 --> 00:05:24,519 more investors, stakeholders, people looking at it going you know, 101 00:05:24,839 --> 00:05:27,519 you need to grow. Okay, maybe it's just you and 102 00:05:27,560 --> 00:05:29,920 your stakeholders are your family, and they're like, you know what, 103 00:05:29,959 --> 00:05:32,399 we'd like to move on up to the big leagues 104 00:05:32,439 --> 00:05:34,399 if you will, maybe I want to expand a little bit. 105 00:05:34,439 --> 00:05:38,759 Well that's a problem because in that mentality, when you 106 00:05:38,839 --> 00:05:45,160 hit this ceiling, this plateau it's caused by three business bottlenecks. Okay, 107 00:05:45,600 --> 00:05:51,040 Number one, you're pricing that is too low. You heard 108 00:05:51,040 --> 00:05:55,160 me right, pricing that's too low. Number two, systems that 109 00:05:55,240 --> 00:06:01,399 don't exist. In number three, communication that falls apart. Now hopefully, 110 00:06:01,399 --> 00:06:02,920 as I'm going to go over each one of these, 111 00:06:03,000 --> 00:06:05,920 but I want to make it clear that hopefully you 112 00:06:05,959 --> 00:06:10,240 subscribe to this podcast, whatever platform, because I also have 113 00:06:10,720 --> 00:06:14,279 recently done a podcast that also talks about relationships with 114 00:06:14,319 --> 00:06:18,480 the customer and understanding that your customer that you already 115 00:06:18,519 --> 00:06:21,720 have is the golden goose if you know how to 116 00:06:21,759 --> 00:06:25,160 work it right, and you're instead of chasing that new 117 00:06:25,240 --> 00:06:29,759 client or always chasing that next lead. If you already 118 00:06:29,759 --> 00:06:33,600 have a client base, are you nurturing them properly? Make 119 00:06:33,639 --> 00:06:35,759 sure you go check out that episode. I believe that 120 00:06:35,800 --> 00:06:38,959 episode is number forty four in Master the NEC podcast. 121 00:06:39,279 --> 00:06:42,120 Go check that out because it is eye opening to 122 00:06:42,240 --> 00:06:46,120 many people. Right now, here's the truth that nobody will 123 00:06:46,120 --> 00:06:50,360 tell you. Contractors don't plateau because the work gets harder. 124 00:06:51,439 --> 00:06:52,040 Speaker 3: I'm serious. 125 00:06:52,120 --> 00:06:57,879 Speaker 1: They plateau because running the business gets harder. I'm serious, folks. 126 00:06:58,000 --> 00:07:00,839 Let's break this down one by one and you're gonna 127 00:07:00,879 --> 00:07:03,639 understand it. Again, it is not because the work has 128 00:07:03,680 --> 00:07:07,360 gotten harder. It's the same work. It's just running the 129 00:07:07,480 --> 00:07:10,720 business the day to day. The concepts of growing the 130 00:07:10,759 --> 00:07:13,279 business are weighing down on you. So you have to 131 00:07:13,319 --> 00:07:16,399 think about the mentality approach. How am I getting mentally 132 00:07:16,439 --> 00:07:19,439 focused on this? So let's talk about these bottlenecks and 133 00:07:19,519 --> 00:07:23,439 how you can overcome these bottlenecks. Number one, remember when 134 00:07:23,439 --> 00:07:26,120 I said your pricings too low. This is the biggest 135 00:07:26,160 --> 00:07:28,319 growth killer in the trade. You think that you have 136 00:07:28,399 --> 00:07:30,000 to be the cheapest. You think that you have to 137 00:07:30,000 --> 00:07:34,839 be the lowest, rather than doing things to enhance your profile. Folks, 138 00:07:35,000 --> 00:07:38,920 you've been hearing me talking about this forever and you 139 00:07:38,959 --> 00:07:41,120 think I just make this stuff up. You think I 140 00:07:41,240 --> 00:07:44,160 just make up these certification programs. Do you think I 141 00:07:44,240 --> 00:07:46,480 just do that for a money grab. I know some 142 00:07:46,560 --> 00:07:48,519 of you that sit out there on the Facebook groups 143 00:07:48,879 --> 00:07:51,800 that never owned a business in your life. You spent 144 00:07:51,879 --> 00:07:54,079 your whole life working for somebody else. You have no 145 00:07:54,199 --> 00:07:56,680 idea what it takes to be successful. But you can 146 00:07:56,720 --> 00:07:59,040 easily get behind the keyboard to get on these social 147 00:07:59,079 --> 00:08:00,279 platforms and run your mouth. 148 00:08:01,000 --> 00:08:03,079 Speaker 3: You haven't walked the walk, you haven't talked the talk 149 00:08:03,160 --> 00:08:04,560 I have. I've owned businesses. 150 00:08:04,759 --> 00:08:07,439 Speaker 1: You can google and find the businesses that I've owned 151 00:08:07,680 --> 00:08:14,199 anywhere from an investigative agency to various contracting businesses to 152 00:08:14,279 --> 00:08:18,879 the businesses that I own today. Dude, I've been around. Okay, 153 00:08:20,120 --> 00:08:25,680 so think about this. It's your pricing that's your biggest 154 00:08:25,720 --> 00:08:29,480 growth killer in the trade. Most contractors under charge for 155 00:08:29,560 --> 00:08:33,480 one reason. They're afraid the customer won't say yes. But 156 00:08:33,600 --> 00:08:35,480 you remember when I said that I offer all these 157 00:08:35,519 --> 00:08:38,720 other things for the contractor, especially electrical. 158 00:08:38,879 --> 00:08:39,919 Speaker 3: Why do you think I do that? 159 00:08:41,200 --> 00:08:45,000 Speaker 1: Because if you market yourself as a Certified Master Electrical 160 00:08:45,039 --> 00:08:49,720 Code Professional CMEMECP, then you're one leg up on your competition. 161 00:08:49,840 --> 00:08:54,080 You have a marketing component and you went through the effort. 162 00:08:53,840 --> 00:08:54,559 Speaker 3: You earned it. 163 00:08:56,039 --> 00:08:58,000 Speaker 1: Nobody out there is going to toot your horn for you, 164 00:08:58,039 --> 00:09:00,039 and if they are, they tooted it very silently and 165 00:09:00,120 --> 00:09:00,600 go away. 166 00:09:00,799 --> 00:09:04,000 Speaker 3: You have to be the voice. You have to educate 167 00:09:04,360 --> 00:09:05,080 your community. 168 00:09:05,120 --> 00:09:09,000 Speaker 1: You have to educate the market why you're better than 169 00:09:09,039 --> 00:09:12,120 everybody else, why they want to pay for you. 170 00:09:13,879 --> 00:09:15,279 Speaker 3: There's a reason I do it. Folks. 171 00:09:15,879 --> 00:09:17,759 Speaker 1: You can be my critic all you want, and I 172 00:09:17,759 --> 00:09:20,639 don't really give a shit because I'm here to help 173 00:09:20,679 --> 00:09:23,519 you be successful if you're a master electrician or your 174 00:09:23,519 --> 00:09:25,320 owner of a company. If you're not a seeing MeCP, 175 00:09:25,440 --> 00:09:27,840 by now you're missing the boat. Because one you'll learn 176 00:09:27,840 --> 00:09:30,279 more about the NEEC. Two you'll learn how to market 177 00:09:30,320 --> 00:09:33,519 yourself better. Three you'll have somebody that's got your back 178 00:09:34,039 --> 00:09:35,960 because the ceing MeCP has got your back. 179 00:09:37,399 --> 00:09:39,720 Speaker 3: There's no negatives, they're all positive. 180 00:09:40,200 --> 00:09:43,960 Speaker 1: Same with being a certified thermal electrician, learning how to 181 00:09:43,960 --> 00:09:46,559 do thermal imaging properly, how to convey it to the customer, 182 00:09:46,639 --> 00:09:48,679 how to sell it to the customer, what to read, 183 00:09:48,799 --> 00:09:51,519 how to look at it and understand it rather than 184 00:09:51,600 --> 00:09:54,200 just look at a bunch of colors, and how you 185 00:09:54,240 --> 00:09:57,840 can market this service. Folks, if you're not thinking of 186 00:09:57,879 --> 00:10:00,679 these things, then you're gonna sit here at that bottleneck, 187 00:10:00,840 --> 00:10:04,279 and there is no reason you should be. If you 188 00:10:04,320 --> 00:10:09,000 want to charge more, you need to be worth it. 189 00:10:09,080 --> 00:10:11,399 Speaker 3: So look, here's the irony. 190 00:10:12,120 --> 00:10:14,960 Speaker 1: The lower you price your work, the more you attract 191 00:10:15,000 --> 00:10:16,720 the worst possible customer. 192 00:10:16,799 --> 00:10:20,919 Speaker 3: It just, dude, it is. Think about it for a second. 193 00:10:21,440 --> 00:10:23,519 Speaker 1: How many times have you seen these ads on next 194 00:10:23,519 --> 00:10:25,879 door or other things that you know, Craigslist that say 195 00:10:25,919 --> 00:10:30,879 I want a cheap, affordable or cheap inexpensive contractor do 196 00:10:30,919 --> 00:10:35,080 you really want that customer, because that's the customer that's 197 00:10:35,080 --> 00:10:37,360 going to nickel and dime. You bitch and moan about 198 00:10:37,440 --> 00:10:41,360 everything you do, start looking at their clock the moment 199 00:10:41,440 --> 00:10:43,639 you walk in that door. Is that really the customer 200 00:10:43,679 --> 00:10:47,799 that you want to build your business growth on. When 201 00:10:47,879 --> 00:10:50,159 I hired HVAC people to work with me and do 202 00:10:50,200 --> 00:10:52,519 stuff from me around my house or people, I did 203 00:10:52,559 --> 00:10:54,919 not say I want the cheapest and the most affordable. 204 00:10:54,960 --> 00:10:58,679 I got prices, but I didn't always go with the cheapest. 205 00:11:00,600 --> 00:11:01,000 Speaker 3: Folks. 206 00:11:02,279 --> 00:11:05,159 Speaker 1: The lowest price is not always the best price, and 207 00:11:05,240 --> 00:11:09,279 it also means that you're possibly attracting the worst possible customer. 208 00:11:10,879 --> 00:11:17,080 People who haggle, complain, micromanage, delay the payment, bitch about 209 00:11:17,120 --> 00:11:19,879 the payment after the work has already been done, argue 210 00:11:19,919 --> 00:11:23,559 that you didn't convey the terms properly. They literally drain 211 00:11:23,799 --> 00:11:28,639 the energy from your soul while you're there. Okay, let 212 00:11:28,679 --> 00:11:31,960 me tell you something from decades of experience in this industry. 213 00:11:32,399 --> 00:11:36,320 A good customer don't choose the lowest price. They choose 214 00:11:36,360 --> 00:11:41,399 the contractor who sounds the most confident. This is why 215 00:11:41,440 --> 00:11:46,360 I teach people the method to sale, the zig zigular approach. 216 00:11:46,879 --> 00:11:49,919 You're selling education. This is why we have a module 217 00:11:49,960 --> 00:11:53,200 in our thermal Electrician program. This is why we talk 218 00:11:53,240 --> 00:11:56,679 about it. This is why the CMECP program is set 219 00:11:56,720 --> 00:11:59,639 up with a time limit to really push you for 220 00:11:59,720 --> 00:12:03,720 time management. There's reasons behind all this stuff, folks. I 221 00:12:03,759 --> 00:12:09,399 didn't just do this to create certifications in training for 222 00:12:09,559 --> 00:12:10,320 just anybody. 223 00:12:10,759 --> 00:12:13,720 Speaker 3: We don't just want anybody. There's a reason behind it. 224 00:12:13,720 --> 00:12:15,559 Speaker 1: And if you don't get it, and you've turned off 225 00:12:15,600 --> 00:12:18,039 by it, and you've already clicked away, then we don't 226 00:12:18,039 --> 00:12:19,919 want to talk to you because you just don't get it, 227 00:12:20,279 --> 00:12:23,759 and you're never ever ever going to be as successful 228 00:12:23,799 --> 00:12:24,399 as you could be. 229 00:12:24,559 --> 00:12:27,120 Speaker 3: You're not. I hate to be the bearer of bad news, 230 00:12:27,159 --> 00:12:28,919 but you're not. You plateaued. 231 00:12:29,320 --> 00:12:32,679 Speaker 1: Be happy with what you got, Be happy where you're at, 232 00:12:32,840 --> 00:12:36,480 move on, live your little life. You're never going to 233 00:12:36,519 --> 00:12:40,320 be where you really want to be. Okay, When you 234 00:12:40,519 --> 00:12:44,799 educate a customer and help them understand why something matters, 235 00:12:46,360 --> 00:12:50,639 you don't have to justify your price. They justify it 236 00:12:50,720 --> 00:12:55,200 for you. Dude, It works, and you can just stop. 237 00:12:55,759 --> 00:12:56,320 Speaker 3: Go back. 238 00:12:57,080 --> 00:13:00,559 Speaker 1: Listen to that portion again. That that bottleneck number one, 239 00:13:00,679 --> 00:13:03,000 Go back and listen to it again, and trust me, 240 00:13:03,960 --> 00:13:08,120 let it soak in, because many people out there don't 241 00:13:08,200 --> 00:13:13,759 let it soak in. You have to be laser focused, folks. Okay, 242 00:13:14,200 --> 00:13:17,600 so being the cheapest. Stop worrying about whether or not 243 00:13:17,639 --> 00:13:19,279 I get calls from people all the time. Says, well, 244 00:13:19,320 --> 00:13:21,559 I like them, I'm not getting this job, and I 245 00:13:21,559 --> 00:13:22,159 want to know why. 246 00:13:22,279 --> 00:13:24,279 Speaker 3: No, you don't. You don't need to know why. 247 00:13:24,440 --> 00:13:27,440 Speaker 1: Your price is your price, price which you feel, your word, 248 00:13:27,840 --> 00:13:31,240 set your criteria, Understand the burdens of your insurances, things 249 00:13:31,320 --> 00:13:35,000 you have to pay, establish your price and that's your price. 250 00:13:36,559 --> 00:13:38,279 Speaker 3: That's it. No haggle. 251 00:13:40,159 --> 00:13:46,480 Speaker 1: Number two. Bottleneck number two, no system, no growth. What 252 00:13:46,519 --> 00:13:49,960 do we mean by that? Most contractors run their business 253 00:13:50,240 --> 00:13:59,159 out of their head. I'm serious, folks, I am serious, folks. 254 00:13:59,559 --> 00:14:02,159 If you're business, you need to be thinking, no matter 255 00:14:02,200 --> 00:14:04,799 if you're a one man show or a one woman show, 256 00:14:05,000 --> 00:14:08,279 or a have one hundred or two hundred employees. You 257 00:14:08,440 --> 00:14:13,240 have to have a system. Don't work your business out 258 00:14:13,240 --> 00:14:16,480 of your head. Take the time to sit down. They 259 00:14:16,519 --> 00:14:21,600 have no workflow, no repeatable steps, no template for success, 260 00:14:21,720 --> 00:14:24,519 no follow up system. We talk about follow ups in 261 00:14:24,639 --> 00:14:30,320 episode forty four. Okay, go back and listen. No custom 262 00:14:30,440 --> 00:14:32,840 or retention program or system in place and how to 263 00:14:32,879 --> 00:14:35,519 do it. No training within the company, no training within 264 00:14:35,600 --> 00:14:41,360 yourself to understand how that works, no documented job process, 265 00:14:41,559 --> 00:14:44,679 no established pricing scaley. 266 00:14:46,039 --> 00:14:47,519 Speaker 3: You know, that's fine. That's fine. 267 00:14:47,559 --> 00:14:49,600 Speaker 1: If you're doing one to two jobs a week and 268 00:14:49,639 --> 00:14:53,759 that makes you happy, then you can just wing it right. 269 00:14:54,919 --> 00:14:57,240 But when you're doing five and ten jobs a week, 270 00:14:57,320 --> 00:14:59,919 or you want five or ten jobs a week, everything 271 00:15:00,159 --> 00:15:01,919 start to fall apart. If you don't have some type 272 00:15:01,919 --> 00:15:06,440 of system. Here's how you grow, how growth really works. 273 00:15:07,039 --> 00:15:11,919 If your business relies on your memory, your mood, your emotions, 274 00:15:12,600 --> 00:15:17,480 your availability, then you will never scale your business. 275 00:15:17,720 --> 00:15:18,200 Speaker 3: You will not. 276 00:15:18,360 --> 00:15:20,519 Speaker 1: I don't care who you are, what you think, what 277 00:15:20,720 --> 00:15:23,360 you may think. You know, I'm an expert. I have 278 00:15:23,519 --> 00:15:26,519 done this. Oh Paul's talking. 279 00:15:26,279 --> 00:15:28,360 Speaker 3: About himself like he's the guru again. 280 00:15:28,480 --> 00:15:30,480 Speaker 1: I can hear him right now over on Mike Holt's forum. 281 00:15:30,799 --> 00:15:32,360 You know, the fact of the matter is all those 282 00:15:32,360 --> 00:15:35,720 pinheads over there work for somebody. They've never ever had 283 00:15:35,759 --> 00:15:39,080 to run their own business, and if they do, they're 284 00:15:39,200 --> 00:15:41,120 small fry because they spend all their time on the 285 00:15:41,200 --> 00:15:44,080 damn message board. They're not out there working. They're not 286 00:15:44,080 --> 00:15:49,360 out there hustling like you are. Okay, A system does 287 00:15:49,399 --> 00:15:53,600 not limit you, it frees you up. For example of 288 00:15:54,080 --> 00:15:58,679 a system, morning huddles, job site checklists, safety and a 289 00:15:58,720 --> 00:16:03,840 NEC compliant checklist, after service follow ups, a walk around procedure, 290 00:16:04,039 --> 00:16:09,519 annual maintenance reminders, the forty eight hour return call to 291 00:16:09,600 --> 00:16:15,480 the customer process, thermal imaging, inspection programs, in reports, in 292 00:16:15,480 --> 00:16:22,080 how you do it, email templates, text templates, job costing templates, 293 00:16:22,159 --> 00:16:24,480 all these things so that they can be repeatable. 294 00:16:24,840 --> 00:16:26,159 Speaker 3: It reduces the stress. 295 00:16:26,960 --> 00:16:29,600 Speaker 1: This is why people love flat rate pricing. Now, flat 296 00:16:29,679 --> 00:16:31,679 rate pricing is not the easiest. You have to understand 297 00:16:31,720 --> 00:16:34,600 your skill, your time, and your abilities. But you do 298 00:16:34,639 --> 00:16:36,679 it in different levels. There's a level one, level two, 299 00:16:36,759 --> 00:16:41,279 level three based on complexity. That's all built in, right, 300 00:16:43,120 --> 00:16:45,519 and you remember that an estimate's an estimate, and I 301 00:16:45,559 --> 00:16:47,360 think a lot of people out there don't understand it 302 00:16:47,440 --> 00:16:48,639 and don't know how to convey this. 303 00:16:48,759 --> 00:16:52,720 Speaker 3: That an estimate's an estimate. People think it's a hard price. 304 00:16:53,720 --> 00:16:55,679 Speaker 1: Well, if you don't convey this to the customer and 305 00:16:55,759 --> 00:16:59,159 understand how to convey it, then you can expect them 306 00:16:59,200 --> 00:17:01,200 to understand it that way, they're like, oh, this is 307 00:17:01,200 --> 00:17:03,799 the price you gave me, this is it. But there's 308 00:17:03,879 --> 00:17:08,119 expectation understanding it, how to convey it, and there's a process. 309 00:17:08,160 --> 00:17:11,200 There's a system, and you need to establish in a 310 00:17:11,359 --> 00:17:15,000 system to do it, not just in your head random 311 00:17:15,119 --> 00:17:17,279 you need it so that you follow it every time, 312 00:17:19,000 --> 00:17:28,599 every time. Bottlenet Number three weak communication. Guys, you've heard 313 00:17:28,599 --> 00:17:31,079 me talk about this before. You can say you're just 314 00:17:31,119 --> 00:17:33,240 a technician. You work for somebody, and you don't know 315 00:17:33,240 --> 00:17:35,400 how to communicate. You're not there to sell the customer, 316 00:17:35,400 --> 00:17:38,799 you're not there to educate the customer. Then you're rapidly 317 00:17:38,799 --> 00:17:42,160 becoming a dinosaur in your company. Whether you're the owner 318 00:17:42,240 --> 00:17:44,160 or you work for somebody, are slowly going to think 319 00:17:44,160 --> 00:17:47,039 about getting rid of you. Why, because you need to 320 00:17:47,079 --> 00:17:50,519 be an earner. You help grow the business. The business 321 00:17:50,640 --> 00:17:52,440 is going to reward you. And if you're an employer 322 00:17:52,480 --> 00:17:55,880 out there that's not overwarding good employees that are helping 323 00:17:55,880 --> 00:17:59,880 grow your business, shame on you. But if you're not 324 00:18:00,200 --> 00:18:04,079 offering them the system, if you're not offering them the methods, 325 00:18:04,079 --> 00:18:06,759 the techniques, the training, they need to be successful so 326 00:18:06,799 --> 00:18:08,680 that in turn you can be successful. 327 00:18:09,519 --> 00:18:10,079 Speaker 3: Shame on you. 328 00:18:12,640 --> 00:18:17,119 Speaker 1: So communication is not just talking, Okay, this is a 329 00:18:17,200 --> 00:18:26,039 huge one. Communication is setting expectations, confirming understanding, eliminating the surprises, 330 00:18:26,759 --> 00:18:30,960 documenting everything in your reports and your evaluations, showing the 331 00:18:31,039 --> 00:18:35,519 client what's happening, what's going on, explaining to them. It's 332 00:18:35,559 --> 00:18:37,920 just not a communication where me and you were having 333 00:18:37,920 --> 00:18:41,480 a little talk. This is how you convey, how your technicians, 334 00:18:41,480 --> 00:18:44,640 how you convey to the customer what's going on. 335 00:18:46,000 --> 00:18:48,880 Speaker 3: That's real communication. Okay. 336 00:18:49,720 --> 00:18:54,119 Speaker 1: Most contractor stress comes from customers who don't understand the job. 337 00:18:55,039 --> 00:18:57,000 You didn't explain it properly what you're going to do, 338 00:18:58,000 --> 00:19:02,519 Employees who misunderstand, and intructions because it's not clear concise, 339 00:19:04,000 --> 00:19:08,400 subcontractors who get mixed signals about whose responsibility is what. 340 00:19:09,799 --> 00:19:12,880 Suppliers who deliver the wrong material because of lack of 341 00:19:13,160 --> 00:19:15,920 understanding or communication between you and the sub and the 342 00:19:15,960 --> 00:19:23,200 contractor or the supply house. Serious slope creep that was 343 00:19:23,480 --> 00:19:24,480 never explained. 344 00:19:25,119 --> 00:19:27,599 Speaker 3: Okay, So scope. 345 00:19:27,160 --> 00:19:31,599 Speaker 1: Creep means that you did not specifically identify what is 346 00:19:31,640 --> 00:19:33,920 being done in this project. Now I can tell you 347 00:19:33,960 --> 00:19:36,319 this is very detrimental to when you go out to 348 00:19:36,319 --> 00:19:38,599 do a project and you're there for a customer, and 349 00:19:38,640 --> 00:19:40,799 you make it very clear what you're there to do 350 00:19:41,200 --> 00:19:43,200 and what you're going to do for them, So you're 351 00:19:43,200 --> 00:19:48,519 offering a solution to their problem, very specific in the scope. Now, 352 00:19:49,039 --> 00:19:52,000 at any point that scope changes because of something you 353 00:19:52,160 --> 00:19:55,880 find or something that pops up, you need to stop 354 00:19:56,039 --> 00:19:59,920 immediately and update the scope to your customer. But you know, 355 00:20:00,039 --> 00:20:02,400 need to learn how to do it in a tactful way, 356 00:20:02,960 --> 00:20:08,200 an educational way, and show them validation. Then that means images, 357 00:20:08,480 --> 00:20:14,799 that means ac references, that means don't bullshit them. Update 358 00:20:14,839 --> 00:20:23,400 the scope is necessary. Now, communication like this fixes all 359 00:20:23,440 --> 00:20:27,559 of that. When that communication, remember it's not just talking, 360 00:20:27,799 --> 00:20:33,279 it's all those things, conveying the message, conveying the instructions, 361 00:20:34,319 --> 00:20:38,319 not giving mixed signals to various subcontractors, being very articulate 362 00:20:38,359 --> 00:20:41,519 about what you expect and what the scope is. Once 363 00:20:41,559 --> 00:20:46,440 you do that, complaints will decrease, callbacks will drop, referrals 364 00:20:46,480 --> 00:20:50,680 will increase, jobs will go faster, stress will go down, 365 00:20:50,759 --> 00:20:54,359 and customers, guess what, they will trust you and you 366 00:20:54,400 --> 00:20:57,119 will become their trusted, reliable source. And as you may 367 00:20:57,119 --> 00:21:01,039 have listened in episode forty four, a rusted source to 368 00:21:01,119 --> 00:21:04,759 a customer is golden because they don't want to have 369 00:21:04,799 --> 00:21:08,720 to reintroduce themselves to a new stranger every time. If 370 00:21:08,759 --> 00:21:11,200 you have a service that they need and you're just 371 00:21:11,319 --> 00:21:16,319 one click away. Okay, If there's one thing that will 372 00:21:16,359 --> 00:21:19,279 improve your business tomorrow, if I'm going to give you 373 00:21:19,319 --> 00:21:25,839 some actionable items, is improve how you communicate today. And 374 00:21:25,920 --> 00:21:30,079 again it's not just from mouth to mouth, it's all 375 00:21:30,119 --> 00:21:34,920 those things we talked about. Be crystal clear in your message, 376 00:21:34,920 --> 00:21:40,799 your delivery, your scope. I'm serious, folks. These things will 377 00:21:40,880 --> 00:21:43,240 help you from day one. 378 00:21:43,480 --> 00:21:43,759 Speaker 3: Now. 379 00:21:45,960 --> 00:21:49,279 Speaker 1: What happens when you fix all those bottlenecks, all three 380 00:21:49,319 --> 00:21:51,440 of them? You know, it says well, when you're pricing 381 00:21:51,519 --> 00:21:56,000 is right, your system is solid, and your communication is consistent, 382 00:21:56,039 --> 00:22:00,799 what happens Everything changes. Contractors report when they do these 383 00:22:00,839 --> 00:22:06,240 things they have fewer problem clients, fewer longer days, They 384 00:22:06,240 --> 00:22:10,559 have more predictable income, They have more control, more confidence. 385 00:22:10,880 --> 00:22:12,960 Speaker 3: More repeat referral. 386 00:22:12,440 --> 00:22:18,880 Speaker 1: Business from the existing ROI, more personal time because the 387 00:22:19,000 --> 00:22:23,519 stress is not eating away at your free time. If 388 00:22:23,559 --> 00:22:25,519 you've ever sat there in bed and you can't get 389 00:22:25,519 --> 00:22:27,960 something off of your mind that you should be thinking, dude, 390 00:22:27,960 --> 00:22:32,240 why am I thinking about this that is consuming time 391 00:22:32,920 --> 00:22:35,839 that you could be more productive in thinking of other ideas, 392 00:22:35,960 --> 00:22:38,119 other things to add to your business, how to enhance 393 00:22:38,119 --> 00:22:43,720 your business. You're stressing out, Okay. Breaking the contractor's ceiling 394 00:22:43,920 --> 00:22:47,200 isn't about doing more work, folks. I've said it already 395 00:22:47,279 --> 00:22:51,079 multiple times. It's about doing the right work the right way. 396 00:22:52,440 --> 00:22:54,640 Speaker 3: Okay. So I'm going to give you some actions, the 397 00:22:54,839 --> 00:22:57,960 ninety day breakthrough plan. Are you ready? 398 00:22:58,319 --> 00:23:00,799 Speaker 1: All right, get your pen get your pencil, write this down. 399 00:23:02,279 --> 00:23:05,640 In the next thirty days, we're gonna fix your pricing. 400 00:23:06,119 --> 00:23:08,240 First thing you're gonna do is raise your prices to 401 00:23:08,279 --> 00:23:11,799 match your skill and risk. Reassess what your burdens are. 402 00:23:12,160 --> 00:23:16,279 Try to come up with your pricing. Stop bidding on 403 00:23:16,519 --> 00:23:22,960 low profit, high stress work. I'll say it again, stop 404 00:23:23,000 --> 00:23:27,160 bidding on low profit, high stress work. If you're bidding 405 00:23:27,200 --> 00:23:29,400 on a project, then you already know that you're going 406 00:23:29,400 --> 00:23:33,160 in so low you're barely making any money, and you 407 00:23:33,240 --> 00:23:34,559 still don't get that project. 408 00:23:35,400 --> 00:23:37,000 Speaker 3: It's gonna stress the hell out of you. 409 00:23:38,559 --> 00:23:41,359 Speaker 1: So stop bidding on that low hanging fruit with a 410 00:23:41,400 --> 00:23:47,519 low hanging price. I'm just saying. Next in this thirty days, 411 00:23:47,640 --> 00:23:51,680 focus on value and education instead. Of fear based pricing. 412 00:23:52,880 --> 00:23:58,359 Learn what you're worth. Understand your benefits if you're ceing MeCP. 413 00:23:58,680 --> 00:24:02,519 Understand how to start marketing into your business, marketing profile 414 00:24:02,599 --> 00:24:05,799 on your vehicles, in your business cards. How your scripting 415 00:24:05,880 --> 00:24:07,720 is going to be, how you're going to convey the message, 416 00:24:08,319 --> 00:24:10,559 how you're targeting neighborhoods. How you're going to be doing 417 00:24:10,599 --> 00:24:14,079 all this stuff over the next thirty days. Learn how 418 00:24:14,119 --> 00:24:17,680 to educate your customer. Learn the process of it over 419 00:24:17,720 --> 00:24:21,000 this next thirty days, all of that type stuff that's 420 00:24:21,039 --> 00:24:27,200 your foundation. Okay, next day thirty one through day sixty. 421 00:24:27,680 --> 00:24:31,519 I need you to build three simple systems. Any three 422 00:24:31,599 --> 00:24:37,640 you want one job intake how you bid on a job, 423 00:24:37,720 --> 00:24:40,200 how you put together your information. Try to come up 424 00:24:40,240 --> 00:24:42,079 with the template how to do it, whether you're using 425 00:24:42,200 --> 00:24:46,599 estimating software, whatever you do. Come up with a clear 426 00:24:46,640 --> 00:24:49,440 cut way that you're going to do it repeatable time 427 00:24:49,480 --> 00:24:55,039 after time. Or come up with a system for your 428 00:24:55,079 --> 00:24:59,200 proposal workflow. How you're going to do each the same way. 429 00:24:59,279 --> 00:25:01,160 What you're going to say down, how you're going to 430 00:25:01,240 --> 00:25:03,359 do it, whether you're going to take off whatever you're 431 00:25:03,359 --> 00:25:07,559 going to do. Come up with your method for your 432 00:25:07,559 --> 00:25:11,079 proposal how you're going to do proposals every time, so 433 00:25:11,200 --> 00:25:16,440 it's like clockwork. Maybe the morning huddle. Come up with 434 00:25:16,480 --> 00:25:18,640 the structure on how you're going to do a morning huddle. 435 00:25:18,680 --> 00:25:20,720 If you've got a safety briefing, and then you're going 436 00:25:20,759 --> 00:25:22,559 to do a motivational huddle. Maybe you're going to talk 437 00:25:22,559 --> 00:25:25,039 a little code for about five minutes. Whatever you're going 438 00:25:25,079 --> 00:25:28,160 to do, whether it's going to be a motivational explaining, 439 00:25:28,240 --> 00:25:30,319 how you're going to how your your employees are going 440 00:25:30,400 --> 00:25:33,400 to benefit from them being invested into understanding how to 441 00:25:33,480 --> 00:25:36,880 educate the customer and being a better steward of the company. 442 00:25:37,559 --> 00:25:42,480 Come up with the plan. Put a plan together about 443 00:25:42,599 --> 00:25:46,240 customer follow ups. What you're going to do, what's the script, 444 00:25:46,640 --> 00:25:48,680 how your employees are going to do this up to 445 00:25:48,960 --> 00:25:51,960 forty eight hours after the job has been completed. Come 446 00:25:52,039 --> 00:25:54,240 up with a follow up program. What you're going to 447 00:25:54,319 --> 00:25:56,160 do after six months, what you're going to do after 448 00:25:56,200 --> 00:26:00,240 a year. Maybe you're doing again that that at a 449 00:26:00,279 --> 00:26:02,799 base that I talk about in episode forty four, and 450 00:26:02,880 --> 00:26:04,599 how you're going to get all the information about the 451 00:26:04,640 --> 00:26:07,440 project so that you are building a follow up lead 452 00:26:07,640 --> 00:26:10,759 generating basis to contact this customer again. 453 00:26:11,839 --> 00:26:15,720 Speaker 3: Create this list. Job site photos. 454 00:26:16,680 --> 00:26:20,200 Speaker 1: Create a process on how your employees will take certain 455 00:26:20,240 --> 00:26:23,920 pictures on every job site to use for marketing and 456 00:26:24,000 --> 00:26:29,000 make it habitual. Give it process that each employee must 457 00:26:29,000 --> 00:26:32,640 take at least three pictures, good quality pictures of an 458 00:26:32,680 --> 00:26:37,960 installation on every job so that you can use that 459 00:26:38,039 --> 00:26:44,400 for marketing. Create a quality control checklist. Create a quality 460 00:26:44,400 --> 00:26:49,720 control checklist so that maybe at your job, maybe at 461 00:26:49,759 --> 00:26:52,200 the company, if you have a storage or wherever your 462 00:26:52,319 --> 00:26:55,920 material are stored, there's a process that they follow a checklist, 463 00:26:56,160 --> 00:26:58,039 maybe a checklist for how much of this or that 464 00:26:58,160 --> 00:26:59,720 or whatnot needs to be on the truck, so that 465 00:26:59,720 --> 00:27:02,039 they are always can check it, and when they use something, 466 00:27:02,319 --> 00:27:04,440 they mark it on the checklist on a clipboard. 467 00:27:04,640 --> 00:27:07,400 Speaker 3: That way they always have a well stocked truck. Something. 468 00:27:08,319 --> 00:27:10,759 Create a system. 469 00:27:10,880 --> 00:27:14,400 Speaker 1: How about an annual maintenance reminder, a process of how 470 00:27:14,400 --> 00:27:16,039 you're going to do it, how you're going to follow 471 00:27:16,079 --> 00:27:18,480 up with the customer, and make it habitual so that 472 00:27:18,519 --> 00:27:21,359 it's in writing, so that everybody understands it that this 473 00:27:21,480 --> 00:27:23,359 is what we do it. Six months, this is what 474 00:27:23,400 --> 00:27:25,880 we do it, twelve months. This is a script, this 475 00:27:25,920 --> 00:27:29,039 is what we say. Make it habitual. 476 00:27:29,119 --> 00:27:31,720 Speaker 3: Do it. 477 00:27:31,720 --> 00:27:34,359 Speaker 1: It doesn't matter. Folks come up with that. Just pick 478 00:27:34,400 --> 00:27:36,480 any three of those. But whatever you want, come up 479 00:27:36,519 --> 00:27:39,759 with a system. If you want to do flat rate pricing, 480 00:27:39,920 --> 00:27:42,119 come up with the system of how you're going to 481 00:27:42,160 --> 00:27:47,640 do it, and stay consistent with it. Work on that 482 00:27:48,119 --> 00:27:51,599 thirty days. Then once you get to sixty one to nineties, 483 00:27:52,960 --> 00:27:57,359 that's when you want to become the communication machine. I 484 00:27:57,400 --> 00:28:01,200 want you to generate a pre erotion texts that all 485 00:28:01,240 --> 00:28:04,119 your employees or you can use that you make sure 486 00:28:04,160 --> 00:28:09,200 goes out to the customer. Do daily updates. Make your 487 00:28:09,240 --> 00:28:15,200 technician write a quick update on their daily activities so 488 00:28:15,240 --> 00:28:20,119 that you have a summary of what they've done. That way, 489 00:28:20,160 --> 00:28:23,000 it trains them to be able to explain the scope 490 00:28:23,079 --> 00:28:28,319 of their actions to the customer. Practice be habitual. It 491 00:28:28,359 --> 00:28:32,880 makes it easier as they get into it. Also, make 492 00:28:32,960 --> 00:28:37,519 sure that you train your staff to be to set 493 00:28:37,559 --> 00:28:41,880 clear expectations, making sure that they understand how to explain 494 00:28:41,920 --> 00:28:43,759 the scope of a project to a customer, how to 495 00:28:43,839 --> 00:28:49,400 update that scope, and how to explain to other trades 496 00:28:50,000 --> 00:28:54,319 in Instead of being word salid, there's an effective way 497 00:28:54,400 --> 00:29:01,480 to explain expectations, change orders. There's many of you out there, 498 00:29:01,599 --> 00:29:04,920 My brother is one that do not get into change orders. 499 00:29:05,599 --> 00:29:09,160 Change orders are very important because change orders allow you 500 00:29:09,200 --> 00:29:13,359 to document things, and so I encourage change orders. 501 00:29:13,400 --> 00:29:15,279 Speaker 3: Obviously it can raise the bottom line. 502 00:29:15,400 --> 00:29:17,480 Speaker 1: Anytime I'm doing something that I got to change something, 503 00:29:17,559 --> 00:29:19,119 or the owner wants me to do something else, whatever, 504 00:29:19,160 --> 00:29:21,799 it's a change order. Now whether or not you want 505 00:29:21,799 --> 00:29:23,400 to charge for it or not, it doesn't matter. It 506 00:29:23,480 --> 00:29:27,279 still should initiate a change order that's in writing that 507 00:29:27,359 --> 00:29:33,160 the customer will sign and you keep that document. Now, 508 00:29:33,400 --> 00:29:36,960 for me, I charged if I'm changing something or something deviates, 509 00:29:36,960 --> 00:29:39,839 I'm getting paid for it. You get to control your price. 510 00:29:39,880 --> 00:29:41,799 And but remember you're worth what you're worth, and you 511 00:29:41,839 --> 00:29:43,359 don't want to settle for less. 512 00:29:43,680 --> 00:29:44,000 Speaker 3: Okay. 513 00:29:45,319 --> 00:29:52,720 Speaker 1: Also walk through a job completion, work with your staff 514 00:29:52,920 --> 00:29:59,240 and do mock walk reviews, walk throughs. Get used to 515 00:29:59,279 --> 00:30:03,920 doing it, practice it. Do a mock up where you 516 00:30:03,960 --> 00:30:06,000 did a service change and maybe you walk through and 517 00:30:06,039 --> 00:30:08,440 you found it needs a GFCI at the counters, or 518 00:30:08,480 --> 00:30:11,119 you need a search arrestor or a search protector or 519 00:30:11,119 --> 00:30:16,240 whatever it needs. Get your staff or you to do 520 00:30:16,319 --> 00:30:18,880 a mock where you would walk with the customer, use 521 00:30:18,920 --> 00:30:21,240 your spouse, significant other other people that work with you 522 00:30:21,599 --> 00:30:23,880 and walk them through as if you went there to 523 00:30:23,920 --> 00:30:25,960 do a service change and you ended up doing a 524 00:30:25,960 --> 00:30:28,319 thermal inspection or you ended up doing some other type 525 00:30:28,359 --> 00:30:30,720 of evaluation and you notice something because you gave them 526 00:30:30,720 --> 00:30:35,359 a free inspection, and then you convey to them, but 527 00:30:35,480 --> 00:30:38,960 also explain how you walk through the job site to 528 00:30:39,039 --> 00:30:41,519 let them know what you just did while you're there, 529 00:30:41,960 --> 00:30:46,000 and then you can add the recommendations on to the end. Look, 530 00:30:46,039 --> 00:30:48,039 if you don't practice it, you're not going to get 531 00:30:48,039 --> 00:30:51,680 better at it. And many people don't like to sell. 532 00:30:53,680 --> 00:30:57,000 But if you can educate them, then you can sell them. Okay, 533 00:30:57,599 --> 00:31:01,160 that's your ninety day challenge. That's a trends tional impact 534 00:31:01,559 --> 00:31:06,400 that you can make with the customer. Look, folks, most 535 00:31:06,440 --> 00:31:10,680 contractors plateau because they're in survival mode. Today is your 536 00:31:11,160 --> 00:31:14,759 invitation to move into growth mode. You don't have to 537 00:31:14,799 --> 00:31:17,359 grow a huge business. You don't have to be the 538 00:31:17,519 --> 00:31:21,640 biggest contractor in your town, but you do deserve to 539 00:31:21,720 --> 00:31:24,920 run a business that doesn't burn you out and one 540 00:31:24,920 --> 00:31:29,160 that rewards you for your skill, your knowledge, your professionalism, 541 00:31:29,279 --> 00:31:29,559 you know. 542 00:31:29,519 --> 00:31:31,599 Speaker 3: What, all these things that you bring to the table. 543 00:31:31,960 --> 00:31:36,599 Speaker 1: You've invested a career in this don't goof around on 544 00:31:36,640 --> 00:31:37,440 the job site. 545 00:31:38,039 --> 00:31:39,400 Speaker 3: Carry yourself professional. 546 00:31:39,759 --> 00:31:43,559 Speaker 1: Look the part, wear the shirts, wear the hats, clean 547 00:31:43,640 --> 00:31:47,319 shaven look the part. Sell your safe at sell yourself 548 00:31:47,359 --> 00:31:51,759 as a professional. All of it's going to reap benefits. 549 00:31:54,000 --> 00:31:56,400 If you've enjoyed this episode, share with other people, Share 550 00:31:56,440 --> 00:31:59,279 with other contractors. Make sure you listen to our other podcasts. 551 00:32:00,519 --> 00:32:02,400 We hope you've enjoyed it. If you want to learn 552 00:32:02,440 --> 00:32:05,279 a little bit more about the National Electrical Code, then 553 00:32:05,359 --> 00:32:08,480 we invite you to go do fasttrackssystem dot com. That's 554 00:32:08,559 --> 00:32:14,680 TRX fast trackssystem dot com. We have some great courses 555 00:32:14,839 --> 00:32:17,440 for learning the NEC for exam preparation, but we also 556 00:32:17,519 --> 00:32:20,160 have a Master the NEC program, which is like an 557 00:32:20,160 --> 00:32:24,039 expert in your pocket for after you already licensed. It's 558 00:32:24,079 --> 00:32:26,240 always nice to have something in your pocket to go to. 559 00:32:26,279 --> 00:32:29,240 It never expires, so check that out. If you're interested 560 00:32:29,279 --> 00:32:33,680 in offering thermal imaging, which is a massive benefit to 561 00:32:33,720 --> 00:32:35,440 your customer if you know how to use it properly 562 00:32:36,079 --> 00:32:39,559 and visually show them what's going on, make them give 563 00:32:39,599 --> 00:32:41,920 that peace of mind that you can provide to them today. 564 00:32:41,960 --> 00:32:43,519 Speaker 3: Because of the heat that's a detriment. 565 00:32:43,799 --> 00:32:47,039 Speaker 1: Things usually there's something that tells you that something's going 566 00:32:47,079 --> 00:32:49,279 to fail. It's just we can't see it. But now 567 00:32:49,319 --> 00:32:54,480 with infrared we can. But also, if you're a master 568 00:32:54,519 --> 00:32:57,240 electrician out there, think about becoming a CMBCP and adding 569 00:32:57,279 --> 00:33:00,519 it to your portfolio. Add it to your profile, doubt, 570 00:33:01,200 --> 00:33:03,839 gain the trust, gain the business. That's what it's all about. 571 00:33:04,319 --> 00:33:07,759 These are very low cost investments in you that can 572 00:33:07,759 --> 00:33:12,680 reap benefits. All right, folks, that's it. Hopefully you got 573 00:33:12,680 --> 00:33:17,240 something out of today's episode, and again share with other folks. 574 00:33:17,240 --> 00:33:19,079 We'll catch you on the next episode. Till next time, 575 00:33:19,079 --> 00:33:20,559 stay safe and God bless. 576 00:33:21,880 --> 00:33:25,240 Speaker 2: Thanks for tuning into another electrifying episode of the Master 577 00:33:25,359 --> 00:33:29,559 THENEC podcast. We hope you're feeling more powered up and 578 00:33:29,640 --> 00:33:32,200 ready to tackle the electrical world with the knowledge and 579 00:33:32,240 --> 00:33:33,720 confidence you need to succeed. 580 00:33:35,000 --> 00:33:35,960 Speaker 3: Remember, in the. 581 00:33:35,920 --> 00:33:39,480 Speaker 2: Electrical trade, knowledge is power, and we're here to make 582 00:33:39,480 --> 00:33:42,759 sure you stay plugged into the latest insides, tips and 583 00:33:42,920 --> 00:33:48,200 code updates. If you enjoy today's episode, don't forget to subscribe, 584 00:33:48,559 --> 00:33:51,200 leave us a review, and share the podcast with your 585 00:33:51,200 --> 00:33:56,480 fellow electricians and industry pros. Until next time, keep your 586 00:33:56,519 --> 00:34:00,400 tools sharp, your circuits clear, and you're my focused because 587 00:34:00,440 --> 00:34:03,319 here at the Master of the NEEC podcast, we're all 588 00:34:03,359 --> 00:34:08,440 about sparking your success. Stay safe, stay smart, and keep 589 00:34:08,519 --> 00:34:12,440 mastering the trade. From all of us here at Electrical 590 00:34:12,480 --> 00:34:15,159 Code Academy, thank you for all your support and we 591 00:34:15,199 --> 00:34:17,280 will see you on the next amazing Master of the 592 00:34:17,400 --> 00:34:21,159 Neec Podcast episode