1 00:00:00,920 --> 00:00:04,200 Speaker 1: Welcome to the Master of the NEC podcast, the ultimate 2 00:00:04,200 --> 00:00:09,000 destination for anyone passionate about the electrical trade. Whether you're 3 00:00:09,000 --> 00:00:12,359 a season electrician, an eager apprentice, or just someone who 4 00:00:12,439 --> 00:00:14,919 wants to dive deep into the world of electrical work, 5 00:00:15,160 --> 00:00:16,519 you've come to the right place. 6 00:00:17,640 --> 00:00:19,199 Speaker 2: Join your host, Paul. 7 00:00:19,039 --> 00:00:21,960 Speaker 1: Abernavi, a true authority in the industry with over thirty 8 00:00:22,000 --> 00:00:25,199 eight years of trade experience, as he electrifies your mind 9 00:00:25,239 --> 00:00:29,399 within depth discussions, expertips, and valuable insights. 10 00:00:28,879 --> 00:00:30,399 Speaker 2: That will keep you ahead of the curve. 11 00:00:31,359 --> 00:00:34,960 Speaker 1: Each episode, Paul will illuminate the complexities of the trade 12 00:00:35,200 --> 00:00:38,560 de code, the National Electrical Code, and share the latest 13 00:00:38,560 --> 00:00:41,920 industry trends, all while empowering you to take your electrical 14 00:00:41,960 --> 00:00:46,359 career to the next level. So gar up, plug in, 15 00:00:46,600 --> 00:00:49,600 and get ready to supercharge your knowledge because with the 16 00:00:49,640 --> 00:00:53,359 Master of the NEC podcast, the power is in your hands. 17 00:00:54,039 --> 00:00:54,920 Now get ready. 18 00:00:55,240 --> 00:01:07,560 Speaker 2: Here is your host, Paul Abernavi. What up, everybody? 19 00:01:07,599 --> 00:01:10,640 Speaker 3: Welcome to another episode of Master the NEC where we 20 00:01:10,640 --> 00:01:13,760 talk about the National Electrical Code, all electrical things, anything 21 00:01:13,799 --> 00:01:17,400 that helps your business grow, all things for electricians. 22 00:01:17,959 --> 00:01:18,599 Speaker 2: Thanks for joining me. 23 00:01:18,640 --> 00:01:21,000 Speaker 3: If you've never listened to our podcast before, we have 24 00:01:21,319 --> 00:01:24,400 over a thousand episodes on all different types of topics. 25 00:01:24,719 --> 00:01:28,120 You can listen on any of your popular podcast listening 26 00:01:28,120 --> 00:01:33,280 platforms speakers, Spotify, Deezer, iHeartRadio, Apple Podcasts, Google Podcasts. You 27 00:01:33,280 --> 00:01:36,599 can even get our mobile app over on our website 28 00:01:36,599 --> 00:01:41,560 fasttracksystem dot com and in the navigational tab you will 29 00:01:41,599 --> 00:01:44,760 see info and under that you will see a link 30 00:01:44,840 --> 00:01:47,000 to our mobile app. It's not in the app store, 31 00:01:47,040 --> 00:01:49,799 so don't go to Google App Store or Apple Store. 32 00:01:50,319 --> 00:01:54,159 It's exclusively downloadable from our website, so check it out 33 00:01:54,200 --> 00:01:56,239 if you want to get instant access to the podcast, 34 00:01:56,319 --> 00:01:58,799 or even join us maybe in the morning Monday through 35 00:01:58,840 --> 00:02:02,159 Friday on Coffee Hour, which is a live show we 36 00:02:02,200 --> 00:02:05,000 do Monday through Friday and we talk all things electrical. 37 00:02:05,079 --> 00:02:07,680 It's designed to get your week started, get your day started. 38 00:02:08,080 --> 00:02:11,919 Just a great lighthearted way to help encourage you to 39 00:02:12,199 --> 00:02:15,439 be more successful in the electrical industry and in your trade. 40 00:02:15,520 --> 00:02:17,000 Speaker 2: So join us. We hope to see you there on 41 00:02:17,000 --> 00:02:18,159 one of those future episodes. 42 00:02:19,000 --> 00:02:22,680 Speaker 3: Okay, on today's podcast, we're going to be talking about 43 00:02:22,840 --> 00:02:25,919 five tips again, and one of the things that I 44 00:02:26,080 --> 00:02:30,319 find that people struggle with, especially electrical contractors and electricians 45 00:02:30,360 --> 00:02:34,120 in general, and pretty much anybody in the service industry 46 00:02:34,360 --> 00:02:39,520 is they don't know how to overcome a hesitating customer 47 00:02:39,639 --> 00:02:41,960 or a hesitant customer, or a person that's just on 48 00:02:42,000 --> 00:02:45,319 the fence, or a customer that needs what you have, 49 00:02:46,159 --> 00:02:49,199 but you just can't get them over that hump, and 50 00:02:49,479 --> 00:02:51,360 you are not selling snake oil. 51 00:02:51,639 --> 00:02:54,280 Speaker 2: Okay, because I'm a big I do not believe in that. 52 00:02:54,439 --> 00:02:58,159 Speaker 3: If you're really selling them something that they need, they 53 00:02:58,159 --> 00:03:00,400 get to make the ultimate decision. But it might be 54 00:03:00,439 --> 00:03:03,639 the way you're approaching it that you just can't get 55 00:03:03,680 --> 00:03:07,000 the customer to get over that hurdle and say, you 56 00:03:07,039 --> 00:03:09,800 know what, this is what I need now financial conditions. 57 00:03:09,800 --> 00:03:12,360 But you got to remember they called you out there 58 00:03:12,680 --> 00:03:15,039 or you got out there for a reason. So you 59 00:03:15,199 --> 00:03:18,759 still have what's called a captured market at this time. 60 00:03:19,039 --> 00:03:20,759 Speaker 2: So you need to take advantage of it. 61 00:03:20,680 --> 00:03:25,240 Speaker 3: And learn how to overcome and persuade a hesitant customer 62 00:03:25,800 --> 00:03:30,840 into wanting your electrical services or whatever service business that 63 00:03:30,879 --> 00:03:31,280 you're in. 64 00:03:32,319 --> 00:03:34,080 Speaker 2: So I'm going to kind of give you my tips. 65 00:03:34,080 --> 00:03:34,840 There's about five. 66 00:03:34,879 --> 00:03:36,680 Speaker 3: There's obviously a lot more than that, and we're going 67 00:03:36,719 --> 00:03:38,960 to cover a lot of this in our CIA program. 68 00:03:38,960 --> 00:03:39,639 Speaker 2: If you're INSTED. 69 00:03:39,680 --> 00:03:44,560 Speaker 3: It's the Certified Electrical Energy Auditor program that is designed 70 00:03:44,599 --> 00:03:49,759 to offer unique products to your customers, but ones that 71 00:03:49,800 --> 00:03:52,080 we have vetted and there is a way to offer 72 00:03:52,120 --> 00:03:54,879 them and it's a tangible way to return net zero 73 00:03:54,960 --> 00:03:57,560 to their investment. In other words, a way for them 74 00:03:57,599 --> 00:04:00,879 to get is a win win for everybody. And they 75 00:04:00,879 --> 00:04:03,879 get some things like energy monitoring. 76 00:04:04,159 --> 00:04:06,319 Speaker 2: If they have ev systems, you can do that. 77 00:04:06,479 --> 00:04:09,960 Speaker 3: If they have solar you can integrate into that. There's 78 00:04:10,039 --> 00:04:12,879 a smart receptacles that There's so many things that you 79 00:04:12,919 --> 00:04:14,840 can do to make their lives so much easier in 80 00:04:14,879 --> 00:04:17,720 today's world, and we want to offer those solutions. 81 00:04:17,720 --> 00:04:19,079 Speaker 2: So that's what c is all about. 82 00:04:19,120 --> 00:04:21,319 Speaker 3: But one of the big things in CAIA is that 83 00:04:21,399 --> 00:04:24,240 we're going to offer services. In other words, we're going 84 00:04:24,279 --> 00:04:26,279 to make you a better salesperson. We're going to make 85 00:04:26,279 --> 00:04:29,360 you a better person that interacts with a customer. We're 86 00:04:29,399 --> 00:04:32,480 going to make you a basically a better employer and 87 00:04:32,600 --> 00:04:38,160 employee through common practice in educational offerings that we offer. 88 00:04:38,399 --> 00:04:40,000 And then of course you're going to stand We're going 89 00:04:40,040 --> 00:04:42,399 to stand behind the see A name and give you 90 00:04:42,399 --> 00:04:44,639 that support as well moving forward in that program. If 91 00:04:44,639 --> 00:04:47,160 you're interested in that and learning more about CIA, then 92 00:04:47,199 --> 00:04:52,040 go to Electrical Energy Audit dot com. That's Electrical Energy 93 00:04:52,279 --> 00:04:55,399 Audit dot com and it's read about. It may may 94 00:04:55,439 --> 00:04:57,839 not be for you, but if you have any questions, 95 00:04:57,839 --> 00:04:59,680 feel free to give us a call. Call me personally 96 00:05:00,079 --> 00:05:02,519 five four oho six zero seven zero one one six 97 00:05:02,600 --> 00:05:05,399 talk to me personally. I'm more than happy to explain 98 00:05:05,439 --> 00:05:09,199 the program and the benefits. And I think the education 99 00:05:09,399 --> 00:05:13,959 on dealing with customers and the pre done templates and 100 00:05:14,000 --> 00:05:17,199 the pre done sales material, I think all of that 101 00:05:17,279 --> 00:05:20,680 type of stuff is probably going to help you be 102 00:05:20,759 --> 00:05:23,439 more effective in your business. And that's what it's all about. 103 00:05:23,600 --> 00:05:25,879 We want you to grow your business and be more successful. 104 00:05:26,040 --> 00:05:28,759 That's what C is all about. Okay, all right, so 105 00:05:28,920 --> 00:05:30,560 any day, let's look at what we're talking about. So 106 00:05:30,600 --> 00:05:31,720 what we're going to do today is we're going to 107 00:05:31,720 --> 00:05:35,240 talk about overcoming a hesitant customer. And I'm gonna give 108 00:05:35,319 --> 00:05:37,720 you my five tips. This is not an all inclusive list. 109 00:05:37,800 --> 00:05:40,480 It's just my five tips to help you make it 110 00:05:40,519 --> 00:05:43,079 a little easier. And you're gonna have to practice these things. 111 00:05:43,120 --> 00:05:45,120 These are not things that are just gonna come innately 112 00:05:45,160 --> 00:05:47,639 to you by just reading it and going, oh, you 113 00:05:48,199 --> 00:05:51,839 need to practice this. So I encourage employers to have 114 00:05:51,959 --> 00:05:55,079 training sessions with their employees and make it part of 115 00:05:55,120 --> 00:05:56,959 their job. If they say I don't want to do this, 116 00:05:57,040 --> 00:05:58,879 then you get rid of them, because that's not somebody 117 00:05:58,920 --> 00:06:00,839 that's in your interest of growing your company. 118 00:06:01,199 --> 00:06:03,160 Speaker 2: They say I'm not a salesman. That's bullshit. 119 00:06:03,360 --> 00:06:05,720 Speaker 3: Every damn electrician it works for you, every apprentice that 120 00:06:05,720 --> 00:06:07,920 works for you, every journeyman that works for you, they 121 00:06:07,959 --> 00:06:12,319 are salespeople. Don't let them say they're not. They're selling 122 00:06:12,399 --> 00:06:16,319 your business. They're selling themselves. They're selling the fact that 123 00:06:16,480 --> 00:06:20,519 you want repeat customers. Do not let them taint your business. 124 00:06:20,600 --> 00:06:22,639 And if they are, they're a cancer to your company, 125 00:06:22,639 --> 00:06:24,439 and you need to get rid of them because there's 126 00:06:24,480 --> 00:06:27,360 always somebody right behind them that's willing to do what 127 00:06:27,480 --> 00:06:30,000 needs to be done for everybody to be successful. 128 00:06:30,360 --> 00:06:31,560 Speaker 2: Okay, all right, so. 129 00:06:31,600 --> 00:06:35,079 Speaker 3: Let's talk about that hesitant customer Number one. I think 130 00:06:35,120 --> 00:06:37,879 it is. And I've done this for years and people 131 00:06:38,000 --> 00:06:42,480 know me as a as an inspector, a hj's deputy 132 00:06:42,519 --> 00:06:45,079 to the HJ. If they know that, I always want 133 00:06:45,120 --> 00:06:49,439 to educate somebody instead of selling them. Now, ultimately, if 134 00:06:49,480 --> 00:06:52,879 you're well educated on something, the sale is easy. I 135 00:06:52,920 --> 00:06:54,480 have people say to me that all the time. In 136 00:06:54,680 --> 00:06:56,480 the wire and cable industry. They go, Paul, I go, 137 00:06:56,600 --> 00:06:59,120 I'm not a salesman. I don't sell wire, I don't 138 00:06:59,160 --> 00:07:01,240 take orders. But if they put me in front of 139 00:07:01,240 --> 00:07:03,279 somebody they want to buy for some reason like I 140 00:07:03,319 --> 00:07:04,720 want to buy, I want to buy, I want to buy, 141 00:07:04,720 --> 00:07:07,079 I want to use your product, and they go, Paul, 142 00:07:07,079 --> 00:07:09,199 You're an amazing salesperson, and I'm like, but I'm not 143 00:07:09,279 --> 00:07:13,279 a salesman. I believe in the product. I believe in 144 00:07:13,319 --> 00:07:17,439 the education that I'm presenting. It sells itself. So at 145 00:07:17,439 --> 00:07:21,040 the end of the day, Number one, educate instead of selling. 146 00:07:21,519 --> 00:07:24,759 Become passionate in what you have. If you believe that 147 00:07:24,959 --> 00:07:28,000 adding AFCIS and GFCIs to an older house that doesn't 148 00:07:28,040 --> 00:07:30,600 have it, then passionately understand why you're doing it, not 149 00:07:30,639 --> 00:07:33,600 just the monetary value of doing it, but really understand 150 00:07:33,639 --> 00:07:36,600 why you're doing it. If not, don't offer it, you 151 00:07:36,639 --> 00:07:38,959 get me. That's the passion that you need to bring today. 152 00:07:39,959 --> 00:07:44,959 So most resistance comes from not understanding why your service matters. 153 00:07:45,360 --> 00:07:50,040 They just don't understand, okay. Instead of pushing it. Explaining 154 00:07:50,079 --> 00:07:55,639 the real benefits is important, so I'm just not pushing 155 00:07:55,720 --> 00:07:58,519 it down their throat and saying you need this. It's 156 00:07:58,680 --> 00:08:02,800 my responsibility to explain the benefits, the safety, the compliance, 157 00:08:02,839 --> 00:08:06,199 the code compliance, the lower energy bills, things like that. 158 00:08:06,199 --> 00:08:11,600 That's preventing costly breakdowns and increasing property values. Things like that, 159 00:08:11,639 --> 00:08:13,680 things that are people are interested in. 160 00:08:14,439 --> 00:08:14,639 Speaker 1: Now. 161 00:08:14,759 --> 00:08:19,079 Speaker 3: People buy when they understand the why, not just the 162 00:08:19,519 --> 00:08:24,759 what of a product. Okay, they understand that, for example, 163 00:08:25,000 --> 00:08:28,199 GFCIs and AFCIS are required today, they weren't required back 164 00:08:28,199 --> 00:08:29,120 when their house was built. 165 00:08:29,120 --> 00:08:30,680 Speaker 2: They go, well, why don't I have these? 166 00:08:31,519 --> 00:08:33,639 Speaker 3: And you explain, Well, let me explain to you the 167 00:08:33,679 --> 00:08:36,679 why and how the code has changed over the years 168 00:08:36,720 --> 00:08:40,080 because it's a safety standard. Yes, I understand that they 169 00:08:40,679 --> 00:08:45,919 cost money, but they do bring an inherent benefit safety 170 00:08:46,519 --> 00:08:51,840 compliance value. So there's a way that you can approach it. 171 00:08:51,879 --> 00:08:57,320 But don't sell the customer. Educate the customer with your 172 00:08:57,399 --> 00:09:00,600 sales hook. And the sales hook is you're the one 173 00:09:00,639 --> 00:09:04,000 they're providing these things that you're talking about, so you 174 00:09:04,039 --> 00:09:07,559 don't need to sell it. You just need to educate 175 00:09:07,639 --> 00:09:12,759 them on it, okay, And now once they start understanding it, 176 00:09:13,399 --> 00:09:15,879 you can tell. They'll starting noting, their nodding their head. 177 00:09:15,879 --> 00:09:18,639 They'll acknowledge it and they'll say I understand. They start 178 00:09:18,679 --> 00:09:23,200 to understand it. Then you're no longer just dry selling them. 179 00:09:23,480 --> 00:09:25,919 You get me saying now you need this as search 180 00:09:26,000 --> 00:09:27,039 protective device. 181 00:09:27,559 --> 00:09:31,480 Speaker 2: Well why do I need it? Well, let me explain why, 182 00:09:32,159 --> 00:09:33,000 and you don't lie. 183 00:09:33,240 --> 00:09:37,200 Speaker 3: You be very honest. Okay, that's that's the one thing. 184 00:09:37,240 --> 00:09:39,759 Honesty is the key. Don't try to pull smoking mirrors. 185 00:09:39,759 --> 00:09:41,480 There's a lot of people out there. There's snake oil 186 00:09:41,519 --> 00:09:43,159 salesmen who try to sell it, and people say, well, 187 00:09:43,159 --> 00:09:45,600 I don't believe in search. If you don't believe in 188 00:09:45,639 --> 00:09:48,440 search protective devices in their application, then you know what, 189 00:09:48,519 --> 00:09:56,919 you shouldn't be pushing them. I'm just saying, next, use 190 00:09:57,039 --> 00:10:00,200 social proof and authority. What do we mean I mean 191 00:10:00,240 --> 00:10:00,559 by that? 192 00:10:00,679 --> 00:10:03,039 Speaker 2: Well, you need to obviously, you're in business. 193 00:10:03,120 --> 00:10:06,679 Speaker 3: You can share some success stories, some testimonials, case studies. 194 00:10:06,679 --> 00:10:09,039 For example, you could say something like, well, I just 195 00:10:09,159 --> 00:10:12,480 worked with a homeowner in uh Louisa County who had 196 00:10:12,519 --> 00:10:15,440 the same concerns that you do, and after we upgraded 197 00:10:15,440 --> 00:10:19,440 their panel, their actual insurance premiums dropped. Now, don't make 198 00:10:19,519 --> 00:10:22,480 that up if that really happened. Use those stories. Any 199 00:10:22,559 --> 00:10:26,600 little tidbit of success can be embellished into a story, 200 00:10:28,080 --> 00:10:33,559 but make sure it's a factual depiction. If if I 201 00:10:33,799 --> 00:10:36,639 put in an energy management or injury monitoring system for 202 00:10:36,679 --> 00:10:42,120 somebody and the customer realizes a savings, now whether it's 203 00:10:42,159 --> 00:10:44,960 a dollar savings or one thousand dollars savings, the end 204 00:10:45,000 --> 00:10:49,000 of the day, they found a savings due to the system. 205 00:10:50,200 --> 00:10:52,279 It's not a discussion of how much savings. And then 206 00:10:52,279 --> 00:10:53,960 if you hopefully you know you don't need to go 207 00:10:54,039 --> 00:10:56,840 that deep into it. But the point is it's factual. 208 00:10:56,840 --> 00:11:01,200 You're not lying now, you didn't guarantee you're gonna save 209 00:11:01,200 --> 00:11:05,440 them one thousand bucks a month. I think that the 210 00:11:05,519 --> 00:11:08,039 point here is you need to think of real world 211 00:11:08,080 --> 00:11:13,559 examples that reduces doubt and put you in a position 212 00:11:13,759 --> 00:11:15,120 of the trusted expert. 213 00:11:16,480 --> 00:11:18,759 Speaker 2: And that's why we created SIA. 214 00:11:19,399 --> 00:11:25,279 Speaker 3: For the Electrical Energy Auditor and a Certified Electric Energy Order. 215 00:11:25,320 --> 00:11:27,440 The reason we did that is because it is a 216 00:11:27,519 --> 00:11:30,879 way for the electrician and it's also be honest with you, 217 00:11:30,919 --> 00:11:34,559 why we created the CMECP program Certified Master Electrical Code 218 00:11:34,559 --> 00:11:38,679 Professional Program. It's to raise the bar it's to set 219 00:11:38,720 --> 00:11:42,559 that level of trust, that expertise, and the way you 220 00:11:42,639 --> 00:11:45,799 present yourself, the way you look, the way you address 221 00:11:45,879 --> 00:11:50,200 the issue. All those things set the tone. You've probably 222 00:11:50,240 --> 00:11:52,279 heard me talk about. A first impression is the most 223 00:11:52,279 --> 00:11:56,279 important impression. It is, but if you don't have the 224 00:11:56,279 --> 00:12:00,440 best first impression, it can be overcome with this series 225 00:12:00,440 --> 00:12:04,440 of things that you do right during your experience with 226 00:12:04,480 --> 00:12:07,679 that customer. So you can fix a bad first impression. 227 00:12:09,000 --> 00:12:13,200 But it's an uphill battle. So I teach people go 228 00:12:13,279 --> 00:12:15,480 in with the best first impression. Don't go in with 229 00:12:15,480 --> 00:12:17,679 a dirty truck where stuff falls out your door when 230 00:12:17,679 --> 00:12:20,080 you pull up and open it up. Okay, make sure 231 00:12:20,080 --> 00:12:22,759 your trucks are marked properly, that you have the right 232 00:12:22,840 --> 00:12:24,720 licensing numbers on the front of your trucks like you're 233 00:12:24,720 --> 00:12:26,600 supposed to do. Don't work out the back of a 234 00:12:27,159 --> 00:12:30,200 of a sedan. I know for some people you might 235 00:12:30,240 --> 00:12:34,879 say that's all I've got. Well, you've got to work harder, okay, 236 00:12:34,919 --> 00:12:37,799 because you need to look professional. Definitely have your company 237 00:12:37,879 --> 00:12:40,120 shirts look good. I don't care whether you're blue jeans 238 00:12:40,200 --> 00:12:44,039 or khakis, but not holy jeans, not holy khakis. 239 00:12:43,759 --> 00:12:45,240 Speaker 2: Look the part. 240 00:12:45,639 --> 00:12:50,000 Speaker 3: Look professional, set the tone, come in with authority, and 241 00:12:50,039 --> 00:12:54,399 if you have company wide success stories, use that as 242 00:12:54,480 --> 00:12:59,240 social proof and authority to what you say is accurate 243 00:13:00,080 --> 00:13:00,840 and use that. 244 00:13:00,919 --> 00:13:06,120 Speaker 2: Now, those may take you time to develop. Okay. 245 00:13:06,159 --> 00:13:08,840 Speaker 3: Next, one of the key things that I think that 246 00:13:09,360 --> 00:13:11,519 people have to understand is that you have to go 247 00:13:11,600 --> 00:13:15,200 into a mentality that you're actually reframing the cost that 248 00:13:15,240 --> 00:13:19,039 they're about to invest in as an investment. Just like 249 00:13:19,080 --> 00:13:22,559 it sounded that cost that they're about to invest in 250 00:13:22,759 --> 00:13:27,519 is exactly that it's an investment. If a customers hesitant 251 00:13:27,559 --> 00:13:31,960 because of the price, shift the conversation from the expense 252 00:13:32,679 --> 00:13:37,799 to the long term savings or avoided risks. Okay, for example, yes, 253 00:13:38,159 --> 00:13:41,000 this service is blank up front, but it prevents ten 254 00:13:41,039 --> 00:13:44,279 thousand dollars in repairs or risk of fire down the road. 255 00:13:45,120 --> 00:13:50,399 Tie every dollar to a value, safety, reliability, or savings. Now, 256 00:13:50,440 --> 00:13:53,639 I don't mean pull wild numbers out the air, but 257 00:13:53,759 --> 00:13:56,000 you know how much it would cost to have to 258 00:13:56,080 --> 00:13:57,879 replace something or rewire. 259 00:13:57,519 --> 00:14:00,120 Speaker 2: Something tens of thousands of dollars today. 260 00:14:00,120 --> 00:14:02,480 Speaker 3: The house that I used to wire back when I 261 00:14:02,559 --> 00:14:04,360 was actively in the field doing a lot of homes 262 00:14:04,360 --> 00:14:08,200 back in the late eighties, early nineties and early two thousands. 263 00:14:08,600 --> 00:14:09,279 Speaker 2: Those homes. 264 00:14:09,360 --> 00:14:12,120 Speaker 3: You know, I could wire those homes for fifteen twenty 265 00:14:12,120 --> 00:14:14,519 thirty thousand dollars the same freaking home today as thirty 266 00:14:14,519 --> 00:14:18,600 forty fifty thousand dollars just an electrical Now, I'm not 267 00:14:18,639 --> 00:14:21,080 talking to little spec homes of twelve hundred square foot 268 00:14:21,120 --> 00:14:22,840 fourteen hundred that some of you may be doing. That's 269 00:14:22,840 --> 00:14:25,399 a feast or famine. Everybody's fighting to get those, but 270 00:14:25,440 --> 00:14:27,159 you're not making any money on those. I only went 271 00:14:27,200 --> 00:14:29,600 for the big dollar homes, So I'm saying when I 272 00:14:29,639 --> 00:14:31,799 priced something, prices always go up. 273 00:14:31,879 --> 00:14:34,279 Speaker 2: Everything goes up over time, repairs go up. 274 00:14:34,320 --> 00:14:38,480 Speaker 3: You can't get a new HVAC system installed probably for 275 00:14:38,600 --> 00:14:41,919 less than eight thousand dollars today. Now I know you 276 00:14:42,000 --> 00:14:44,879 maybe not an HVAC guide, but if you have, for example, 277 00:14:44,919 --> 00:14:48,519 you're in SIA and you promote an energy monitoring system, 278 00:14:48,559 --> 00:14:51,360 you may be able to see when a compressor is 279 00:14:51,399 --> 00:14:54,039 going bad based on how linked it runs, how long 280 00:14:54,080 --> 00:14:55,440 it runs, how often it runs. 281 00:14:55,679 --> 00:14:58,639 Speaker 2: Because all this stuff is monitored of consumption. 282 00:15:00,159 --> 00:15:03,000 Speaker 3: So at the end of the day, you know there 283 00:15:03,039 --> 00:15:06,320 is ways to approach certain things, and there's a reason 284 00:15:06,360 --> 00:15:09,159 why the code is a way. It is today minimum 285 00:15:09,159 --> 00:15:12,519 safety standard, whether you like it or not. The same 286 00:15:12,559 --> 00:15:15,000 person that bitches about the code is also the same 287 00:15:15,000 --> 00:15:17,480 person that has no problem telling a customer that they 288 00:15:17,519 --> 00:15:19,679 need to get a GFCI or an AFCI. 289 00:15:19,480 --> 00:15:23,039 Speaker 2: Or something like that in a certain location because it's code. 290 00:15:23,639 --> 00:15:26,799 Speaker 3: So you know, you can cry about the code, but 291 00:15:26,840 --> 00:15:30,960 it's it's things that people need and you're making money, 292 00:15:31,039 --> 00:15:33,480 they're being safer. It's not snake oil. It is what 293 00:15:33,519 --> 00:15:34,960 it is and it's what you got to deal with. 294 00:15:35,399 --> 00:15:37,320 Same with the search, protect the device, when you do 295 00:15:37,360 --> 00:15:38,799 a panel change, things like that. 296 00:15:39,159 --> 00:15:42,360 Speaker 2: It just is what it is, and so embrace it. 297 00:15:43,039 --> 00:15:45,759 Speaker 3: But you have to understand it to be able to 298 00:15:45,879 --> 00:15:48,399 sell it to a customer. And it's really at that 299 00:15:48,440 --> 00:15:51,080 point not selling it to them, it's educating them on it. 300 00:15:51,399 --> 00:15:54,240 Speaker 2: But always ties something to value. 301 00:15:55,039 --> 00:15:58,000 Speaker 3: If you run into that price issue where they question 302 00:15:58,159 --> 00:16:03,159 the price, next is and I think this is real important, 303 00:16:03,360 --> 00:16:06,600 is you have to ask questions to find the where 304 00:16:06,600 --> 00:16:11,039 their pain point is, where their problem is, and you've 305 00:16:11,039 --> 00:16:14,759 got to get used to being good at asking questions. 306 00:16:15,440 --> 00:16:16,960 Speaker 2: Okay, you have to be good at it. 307 00:16:17,000 --> 00:16:20,080 Speaker 3: For example, instead of arguing with the customer overprice or 308 00:16:20,120 --> 00:16:24,120 something like that, try to uncover the real matter that 309 00:16:24,200 --> 00:16:26,600 So that's the only way that you can actively target 310 00:16:26,639 --> 00:16:30,639 their hesitation is understanding what their argument is. Are you 311 00:16:30,720 --> 00:16:34,799 worried about safety? Are you worried about the cost? Are 312 00:16:34,799 --> 00:16:38,399 you just not seeing the urgency. Once you know the 313 00:16:38,440 --> 00:16:41,960 real objection, then you can tailor your response around that. 314 00:16:42,000 --> 00:16:45,279 For example, if they say, well, we've never had a problem, 315 00:16:45,480 --> 00:16:49,039 she might, you might respond with That's exactly exactly why 316 00:16:49,159 --> 00:16:54,000 preventative service is valuable because electrical failures rarely give warning. 317 00:16:54,879 --> 00:16:57,600 Houses don't just burn up by giving you a pre 318 00:16:57,679 --> 00:16:58,440 warned notice. 319 00:16:58,960 --> 00:17:00,759 Speaker 2: Okay, this doesn't happen. 320 00:17:01,320 --> 00:17:04,079 Speaker 3: Appliances don't just fail by giving you a notice that 321 00:17:04,079 --> 00:17:08,519 they're going to fail. However, However, if your appliance, or 322 00:17:08,559 --> 00:17:11,000 your piece of equipment, or your water heater or your 323 00:17:11,039 --> 00:17:15,039 air conditioning unit is being monitored by an energy monitoring system, 324 00:17:15,400 --> 00:17:20,279 then it can give tailtale signs of usage and staying 325 00:17:20,319 --> 00:17:23,400 on too long or taking up or pulling too much 326 00:17:23,440 --> 00:17:26,640 current for too long a time that we can monitor 327 00:17:26,680 --> 00:17:29,599 that for you on a monthly basis. On a weekly basis, 328 00:17:29,680 --> 00:17:31,599 we can check it to make sure everything's in line, 329 00:17:31,799 --> 00:17:33,880 and we can even give you follow up emails to 330 00:17:34,000 --> 00:17:35,759 let you know what you may want to tweak in 331 00:17:35,799 --> 00:17:38,119 your system. Hey, you might not want to use your 332 00:17:38,279 --> 00:17:41,480 wash your dryer during this time of the day. That's 333 00:17:41,519 --> 00:17:46,200 what Asia does. That's that's the whole nature of the 334 00:17:46,839 --> 00:17:50,359 professional support back end of it. We're not selling you 335 00:17:50,400 --> 00:17:53,119 any products that you can't go get. We're showing you 336 00:17:53,200 --> 00:17:55,759 how to use them, how to sell them, how to 337 00:17:55,839 --> 00:17:58,559 market them, how to be a professional with them. 338 00:17:59,039 --> 00:17:59,759 Speaker 2: But this can be to. 339 00:17:59,759 --> 00:18:02,440 Speaker 3: Anything you need to over. You need to find out 340 00:18:02,640 --> 00:18:09,000 very quickly by just point blank asking them, Okay, what 341 00:18:09,400 --> 00:18:13,079 is your concern? Don't argue. Remember, go listen to my 342 00:18:13,359 --> 00:18:15,880 podcast I did on the five ways to to deal 343 00:18:15,960 --> 00:18:18,160 with the upset customers. Go listen to that. It's an 344 00:18:18,160 --> 00:18:21,799 effective podcast. It's available, go look at it or go 345 00:18:21,920 --> 00:18:25,759 listen to it. Those are effective techniques, but you have 346 00:18:25,880 --> 00:18:30,279 to find out what is their main hurdle. And the 347 00:18:30,359 --> 00:18:34,039 only we're gonna get that is to asking very pinpoint questions. 348 00:18:34,279 --> 00:18:37,400 Speaker 2: Okay. Now the last one. 349 00:18:37,319 --> 00:18:39,319 Speaker 3: Is kind of a two for uh, because I'm gonna 350 00:18:39,319 --> 00:18:41,279 throw something at the very end to you for that. 351 00:18:41,400 --> 00:18:44,720 Every sales versus the old zig zigglar approach, there's a 352 00:18:44,759 --> 00:18:47,119 there's a something that you have to do at the 353 00:18:47,240 --> 00:18:49,079 end of every conversation about. 354 00:18:48,839 --> 00:18:49,680 Speaker 2: A product sale. 355 00:18:49,920 --> 00:18:53,359 Speaker 3: Okay, because you can do all the education you want, right, 356 00:18:53,519 --> 00:18:55,559 you can educate them till they're blue in the face. 357 00:18:56,160 --> 00:18:59,039 You can give them social authority. You can explain how 358 00:18:59,039 --> 00:19:01,279 you've done this for this customer down the street or 359 00:19:01,319 --> 00:19:03,000 for this one and you save them money and they 360 00:19:03,039 --> 00:19:03,759 love their system. 361 00:19:03,880 --> 00:19:04,920 Speaker 2: YadA, YadA, YadA. 362 00:19:05,720 --> 00:19:08,359 Speaker 3: You can show them how to reframe the cost is 363 00:19:08,359 --> 00:19:12,039 really an investment overturned over excuse me, over time, and 364 00:19:12,079 --> 00:19:14,240 you can even in our program, we even show you 365 00:19:14,319 --> 00:19:16,319 that how they can get back to what's called net 366 00:19:16,440 --> 00:19:20,000 zero on their investment because of the potential savings in 367 00:19:20,039 --> 00:19:25,680 the program. And then ultimately you know what their hurdles are. Okay, 368 00:19:26,240 --> 00:19:28,680 what is really the problem? Are you you're not concerned 369 00:19:28,680 --> 00:19:31,799 about safety or this you've never had and you've never 370 00:19:31,839 --> 00:19:35,480 had a problem in these that's the perfect time for 371 00:19:35,599 --> 00:19:39,519 you to have monitoring system on your system so they 372 00:19:39,559 --> 00:19:42,039 can head off those potential things. Or you can see 373 00:19:42,079 --> 00:19:44,400 what's coming down the road because you can monitor your 374 00:19:44,440 --> 00:19:47,519 own energy usage. Or maybe it's the same thing with 375 00:19:47,640 --> 00:19:50,240 AFCIS and GFCIs and you can say, you know what 376 00:19:50,400 --> 00:19:53,599 code is the code. You never know at one moment 377 00:19:53,759 --> 00:19:56,599 where you could it could happen to you, and these 378 00:19:56,640 --> 00:19:59,799 products like AFCIS are basically keeping an eye on the 379 00:20:00,119 --> 00:20:01,839 it's in your house. Now, I'm not getting into whether 380 00:20:01,920 --> 00:20:04,279 or not it's an old house and it can't use AFCITA. 381 00:20:04,359 --> 00:20:09,480 I'm just saying in general, in general, there's ways to 382 00:20:09,519 --> 00:20:13,920 position certain things with spurge protective devices. You explain that 383 00:20:13,960 --> 00:20:16,319 the surges can come from inside as well as outside. 384 00:20:16,319 --> 00:20:18,480 And you have a lot of sensitive electronic equipment in 385 00:20:18,480 --> 00:20:23,559 your house, maybe expensive electronic ranges, smart ranges, smart washers 386 00:20:23,599 --> 00:20:27,039 and dryers, all this stuff that has circuit boards. There's 387 00:20:27,079 --> 00:20:29,960 a reason the code has surge protective devices in there. 388 00:20:30,400 --> 00:20:33,000 Whether you believe in them or not, you should be 389 00:20:33,039 --> 00:20:36,759 promoting them. They can choose if they want them or not. 390 00:20:36,799 --> 00:20:39,640 But you got a valued way of or. 391 00:20:39,839 --> 00:20:40,920 Speaker 2: I shouldn't say valuate. 392 00:20:41,119 --> 00:20:44,200 Speaker 3: You have an educated way of positioning these to the 393 00:20:44,240 --> 00:20:47,279 customer and you have to overcome and you need to 394 00:20:47,319 --> 00:20:51,640 know what their concern is. Now again, I told you 395 00:20:51,680 --> 00:20:53,880 the last one here is going to be give opinions. 396 00:20:54,519 --> 00:20:59,079 Do not give ultimatums. People resist when they feel pressured. 397 00:21:00,240 --> 00:21:04,119 Offer a tiered solution. That is another thing that I've 398 00:21:04,200 --> 00:21:07,319 told people about for years, Like I might offer you, 399 00:21:07,519 --> 00:21:09,279 let's say you're a c A member, and you may 400 00:21:09,319 --> 00:21:13,720 offer the energy monitoring, and then you offer a basic 401 00:21:13,839 --> 00:21:16,759 plan and then a premium plan. The basic plan they 402 00:21:16,759 --> 00:21:19,519 monitor their own premium plan. You will check in it 403 00:21:19,559 --> 00:21:22,440 on a weekly basis and look at their energy usage 404 00:21:22,480 --> 00:21:26,680 and make recommendations and things like that. You know, there's 405 00:21:26,720 --> 00:21:29,079 two different tiers. They may not want the premium, but 406 00:21:29,119 --> 00:21:32,079 they may be on board with the basic. That's fine, 407 00:21:33,519 --> 00:21:35,680 but you bridge that hurdle and they say, you know, 408 00:21:35,720 --> 00:21:39,240 this way, they feel comfortable. They're still choosing your service. 409 00:21:39,920 --> 00:21:42,480 Even if they don't pick the highest package. You're still 410 00:21:42,519 --> 00:21:44,920 going to close the deal, folks. You're still going to 411 00:21:45,000 --> 00:21:46,119 close that deal. 412 00:21:45,920 --> 00:21:47,599 Speaker 2: All right now. 413 00:21:47,839 --> 00:21:53,400 Speaker 3: With that said, I think it would be totally the 414 00:21:53,480 --> 00:21:57,839 right time in this podcast to explain what we mean 415 00:21:58,039 --> 00:22:02,599 as closing the sale. There is a certain time in 416 00:22:02,640 --> 00:22:05,279 a conversation about the sale that you're gonna get to 417 00:22:05,279 --> 00:22:08,960 the point where you've educated them, they understand it, they 418 00:22:09,000 --> 00:22:12,920 see the benefits you've given them the literature. They're on 419 00:22:13,000 --> 00:22:16,079 that fence, and at the end of the day, you 420 00:22:16,119 --> 00:22:17,640 don't know whether you're gonna get the sale or not. 421 00:22:17,720 --> 00:22:18,279 Speaker 2: You're right there. 422 00:22:18,319 --> 00:22:20,599 Speaker 3: But I'm going to tell you what. A lot of 423 00:22:20,599 --> 00:22:24,119 people spend a lot of time talking to talk, walking 424 00:22:24,160 --> 00:22:27,599 the walk, laying the foundation, convincing them, but at the 425 00:22:27,680 --> 00:22:29,599 end of the day they give them an out, and 426 00:22:29,640 --> 00:22:32,519 that out is because they do not ask for this sale. 427 00:22:34,880 --> 00:22:35,400 Speaker 2: They don't. 428 00:22:36,039 --> 00:22:39,680 Speaker 3: And some people really struggle with this because they're like, dude. 429 00:22:39,440 --> 00:22:42,440 Speaker 2: I just hate asking the customer. I just hate it. 430 00:22:42,480 --> 00:22:45,240 Speaker 3: Well, look, you just spent all that time educating them. 431 00:22:45,920 --> 00:22:48,279 Why do you feel so hesitant to ask for the sale. 432 00:22:49,640 --> 00:22:51,480 For example, I might give them a package, and I 433 00:22:51,559 --> 00:22:53,839 might be selling them on a sea a package energy 434 00:22:54,000 --> 00:22:56,640 monitoring system with some smart plugs, and maybe I do 435 00:22:56,759 --> 00:22:58,880 smart up home where I put in some ELECXA devices, 436 00:22:59,039 --> 00:23:01,200 or maybe I put some recept those smart receptacles that 437 00:23:01,240 --> 00:23:04,359 interact with the with the monitoring system and and all done, 438 00:23:04,400 --> 00:23:06,039 I say this is the package, and I'm sitting there 439 00:23:06,160 --> 00:23:08,000 and I might go to them. I'm like, okay, well 440 00:23:08,000 --> 00:23:10,000 you see the benefits. You see what I can do 441 00:23:10,039 --> 00:23:15,079 for you here when you want this installed. See, So 442 00:23:15,160 --> 00:23:17,279 what you're doing is you're trying to get confirmation and 443 00:23:17,279 --> 00:23:18,680 if they go, well, I don't know. I got to 444 00:23:18,720 --> 00:23:20,839 think about it, you know, I gotta I gotta ask 445 00:23:20,880 --> 00:23:24,599 the wife. You're gonna understand. I understand, you know, I 446 00:23:24,640 --> 00:23:26,720 get it. Sometimes these things like this, it's better to 447 00:23:26,720 --> 00:23:28,279 work together as a team. Is there a time when 448 00:23:28,279 --> 00:23:30,759 we both can talk to her and I'll explain it 449 00:23:30,759 --> 00:23:33,200 to you so to make sure that she fully understands. 450 00:23:34,519 --> 00:23:36,799 But uh, you know, we can put you on the 451 00:23:36,880 --> 00:23:38,680 We can put you on the schedule, you know. 452 00:23:38,759 --> 00:23:40,440 Speaker 2: Now, some people say, well that sounds pushy. 453 00:23:41,599 --> 00:23:44,240 Speaker 3: Well, you've already done the sale, you've already done the education, 454 00:23:44,400 --> 00:23:47,720 you've done everything. At this point, it's all for nothing 455 00:23:47,799 --> 00:23:51,799 if you don't complete the mission. And the mission is 456 00:23:51,839 --> 00:23:57,160 not to be pushy, not to pressure them, give them opportunities. 457 00:23:58,599 --> 00:24:00,759 For example, I might say, well, I understand that the 458 00:24:00,799 --> 00:24:03,480 premium plan is probably not not something you're interested in, 459 00:24:03,519 --> 00:24:08,160 so the basic plan or this plan is probably the 460 00:24:08,160 --> 00:24:11,160 best for you anyway. But I can get you and started, 461 00:24:11,160 --> 00:24:12,799 and we can get you in and get you scheduled. 462 00:24:12,799 --> 00:24:14,240 In fact, I have an opening that I can get 463 00:24:14,279 --> 00:24:16,559 you in and we can get you programmed and all 464 00:24:16,599 --> 00:24:20,200 that stuff here and tomorrow. If you've got if you're ready, 465 00:24:20,920 --> 00:24:23,240 all I'm saying is you'll develop your way to close 466 00:24:23,279 --> 00:24:25,279 the door, but you got to ask for the sale 467 00:24:25,359 --> 00:24:27,920 in some way. You have got to ask for that 468 00:24:28,039 --> 00:24:30,559 sale because for that everything you've. 469 00:24:30,440 --> 00:24:31,440 Speaker 2: Done is all for nothing. 470 00:24:32,720 --> 00:24:36,240 Speaker 3: So you know at this point it does take time. 471 00:24:36,440 --> 00:24:39,599 You have to practice it, but you got to understand it. 472 00:24:39,640 --> 00:24:42,599 When it comes to for contractors, here's a tip for you. 473 00:24:42,680 --> 00:24:47,240 Instead of trying to convince shift being a trusted advisor. 474 00:24:47,720 --> 00:24:50,640 Customers buy from people they believe have their best interest 475 00:24:50,680 --> 00:24:53,160 at heart, not just someone that's trying to make a sale. 476 00:24:53,920 --> 00:24:59,759 It is proven proven, So I firmly believe that every 477 00:25:00,079 --> 00:25:03,039 on tractor that has technicians and salespeople that are going 478 00:25:03,079 --> 00:25:07,039 out doing service calls should be actively practicing on a 479 00:25:07,079 --> 00:25:12,400 weekly basis for one hour together sales techniques and overcoming 480 00:25:12,480 --> 00:25:16,279 hurdles and having a discussions and having this this training. 481 00:25:17,039 --> 00:25:19,480 And it's a great time to regroup with your team, 482 00:25:20,039 --> 00:25:22,200 all this type stuff. I mean, if they're remote team, 483 00:25:22,279 --> 00:25:24,720 it can be done through video conferencing, but you have 484 00:25:24,799 --> 00:25:27,359 to role play. I believe that these are skills that 485 00:25:27,400 --> 00:25:29,599 you have to train somebody. I do not believe they 486 00:25:29,640 --> 00:25:32,480 are innate in anybody. That there are things that you 487 00:25:32,559 --> 00:25:35,920 have to learn, and the more you learn them, it's 488 00:25:35,920 --> 00:25:38,319 like anything, it becomes the more you do it, the 489 00:25:38,359 --> 00:25:42,119 more habitual you become at it, the easier it's gonna flow, 490 00:25:42,359 --> 00:25:44,720 the easier you're gonna have a discussion with a customer 491 00:25:45,200 --> 00:25:47,119 and you're gonna get over those hurdles. Are you gonna 492 00:25:47,119 --> 00:25:51,200 get every sale? Absolutely not, But you're not gonna pressure them. 493 00:25:51,359 --> 00:25:53,359 You're gonna leave them with the right amount of information. 494 00:25:53,440 --> 00:25:55,400 You're gonna ask for the sale. If it don't get 495 00:25:55,440 --> 00:26:00,640 the sale, that's fine, sucks, but that's fine. But what 496 00:26:00,640 --> 00:26:02,279 you want to do is you want to get their information, 497 00:26:02,359 --> 00:26:04,799 get their email, get all their contact information, and you 498 00:26:04,839 --> 00:26:08,519 want to follow up with them because sometimes that old 499 00:26:08,559 --> 00:26:11,680 approach is sometimes it takes four or five or six 500 00:26:11,759 --> 00:26:13,720 times of putting something in front of their face. If 501 00:26:13,759 --> 00:26:17,799 y'all ever heard about that stuff called value mail or valpack, 502 00:26:18,119 --> 00:26:19,799 where they send you these things in the mail and 503 00:26:19,839 --> 00:26:20,839 you get it and you look at it and you 504 00:26:20,920 --> 00:26:23,720 see the same damn coupons over and over and over again. 505 00:26:23,759 --> 00:26:26,440 Speaker 2: And finally you use a coupon after you. 506 00:26:26,359 --> 00:26:28,160 Speaker 3: See it five or six seven times, you know it 507 00:26:28,240 --> 00:26:31,440 might be too little Caesar's or Papa John's or whatever 508 00:26:31,480 --> 00:26:34,799 it is, you finally use the thing they have wore 509 00:26:34,839 --> 00:26:37,680 you down. That is the approach it takes in sales. 510 00:26:37,759 --> 00:26:40,599 That's why billboards work. You see them, you pass them, 511 00:26:40,599 --> 00:26:41,920 you see them, you see them, you see them, and 512 00:26:41,920 --> 00:26:44,200 you finally go, oh shit, I remember that name and 513 00:26:44,279 --> 00:26:47,519 it becomes something that's ingrained in your mind. There is 514 00:26:47,599 --> 00:26:51,279 a whole method of follow up that every customer has 515 00:26:51,319 --> 00:26:54,440 to have when you're a contractor, and we'll talk about 516 00:26:54,440 --> 00:26:57,079 that in another podcast or even another video where I 517 00:26:57,119 --> 00:27:01,319 talk about retaining that customer after you've made that connection. 518 00:27:01,640 --> 00:27:03,599 How do you take a customer and then turn it 519 00:27:03,640 --> 00:27:08,440 into a recurring customer or at least a lead generation 520 00:27:08,640 --> 00:27:11,359 magnet for you because you do good job for them, 521 00:27:11,480 --> 00:27:13,839 you make them happy, They're going to tell other people. 522 00:27:14,039 --> 00:27:16,920 And there's a proven way to do that. And hopefully 523 00:27:16,920 --> 00:27:20,359 we'll cover that in another upcoming episode here at Master 524 00:27:20,440 --> 00:27:24,000 the NEC podcast, or maybe even on Coffee Hour, which 525 00:27:24,039 --> 00:27:26,160 you should be joining us Monday through Friday at eight 526 00:27:26,200 --> 00:27:29,400 am Eastern Time over on fast Tracks Tube. You'll see 527 00:27:29,400 --> 00:27:32,359 a link to Coffee Hour. Join us every morning Monday 528 00:27:32,359 --> 00:27:34,680 through Friday. We'd love to have you there all right, 529 00:27:34,839 --> 00:27:37,400 Till next time, folks, Stay safe, God blessed, and we'll 530 00:27:37,440 --> 00:27:41,039 catch you on another episode of Master the a NEC podcast. 531 00:27:41,240 --> 00:27:41,599 Speaker 2: Peace. 532 00:27:42,559 --> 00:27:45,920 Speaker 1: Thanks for tuning into another electrifying episode of the Master 533 00:27:46,039 --> 00:27:50,160 the ANC podcast. We hope you're feeling more powered up 534 00:27:50,160 --> 00:27:52,720 and ready to tackle the electrical world with the knowledge 535 00:27:52,759 --> 00:27:57,640 and confidence you need to succeed. Remember, in the electrical grade, 536 00:27:57,920 --> 00:28:00,519 knowledge is power, and we're here to make sure you 537 00:28:00,559 --> 00:28:04,519 stay plugged into the latest insights, tips and code updates. 538 00:28:05,559 --> 00:28:09,400 If you enjoy today's episode, don't forget to subscribe, leave 539 00:28:09,480 --> 00:28:12,160 us a review, and share the podcast with your fellow 540 00:28:12,200 --> 00:28:17,920 electricians and industry pros. Until next time, keep your tools sharp, 541 00:28:18,200 --> 00:28:21,480 your circuits clear, and you're my focused because here at 542 00:28:21,519 --> 00:28:24,880 the Master of the NEEC podcast, we're all about sparking 543 00:28:24,880 --> 00:28:30,960 your success. Stay safe, stay smart, and keep mastering the trade. 544 00:28:31,640 --> 00:28:34,359 From all of us here at Electrical Code Academy, thank 545 00:28:34,440 --> 00:28:36,359 you for all your support and we will see you 546 00:28:36,400 --> 00:28:41,839 on the next amazing Master of the NEC podcast episode.