Million Dollar Electrician - Sale to Scale For Home Service Pros
Accelerate your electrical service business to six-figure months and seven-figure success in record time. Hosted by Clay Neumeyer and Joseph Lucanie, this podcast breaks down the proven frameworks, sales systems, and high-performance strategies used by top electricians and service teams, worldwide.
Each episode delivers real-world scripts, elite communication tools, option-building tactics, and premium homeowner experience frameworks that help contractors grow fast, close confidently, and dominate their market ethically.
If you're ready to shorten the path to consistent $100K+ Service months, build a recognizable premium brand, and step into the next level of leadership and income, this is the place. Plug in, level up, and get ready to scale with speed.
Million Dollar Electrician - Sale to Scale For Home Service Pros
S3 EP23 Nathan Miles Nearly Hit $1M in His First Year. Here’s What Actually Worked!
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Nathan Miles started his electrical business and did $75,005 in his first month… then went on to generate over $900K in his first year!
But this isn’t just another success story.
This episode breaks down how he actually did it, without chasing more leads, without gimmicky sales tactics, and without burning out.
If you’re an electrician or electrical contractor trying to grow your business, increase your average ticket, and gain more control over your schedule, this conversation will hit exactly where you’re at.
⚡ What You’ll Learn in This Episode
- How to grow an electrical business from scratch
- Why most electricians struggle with sales (and how to fix it)
- The difference between install mindset vs service/sales mindset
- How Nathan closed a $21,287 job without pressure
- Why selling electrical work is really about customer experience
- How to increase your average ticket per call
- Why mastering the basics beats chasing advanced tactics
- How to grow your electrical company without breaking your team
- Why KPIs and tracking numbers create better business decisions
- How to build a repeatable electrical sales process
🔑 The Real Takeaway
Most electricians think they need: more leads, better pricing, stronger closing lines
But the truth is… You don’t need more tricks.
You need a better process.
The electricians who scale are the ones who: master the basics, communicate value clearly, follow a repeatable system, and stay consistent long enough for it to work.
If this episode helps, subscribe, leave a review, and share it with another electrician who needs to hear it.
⚡️We're doing something we've never done before.
Service Loop Electrical is hosting its very first in-person live event and we're keeping it small on purpose. 26 seats. 6 VIP. 20 General Admission. That's it!
The Whistler Service Summit 2026 brings together 26 of the best electric service business owners in North America for a full weekend of real training, real roleplay, and real answers at Nita Lake Lodge in Whistler, BC (Conde Nast's Top Resort in Canada).
Clay Neumeyer, Joseph Lucanie, and Forrest Schwartz will be in the room with you. Not on a screen. In person. Every session. Every meal. Every moment.
Here's a taste of what's waiting for you:
⚡️Clay covers Agentic AI and operations so you can run a tighter business without working more hours
⚡️Joseph brings his full in-home sales playbook. The Wizard of Options, live and in person
⚡️Forrest breaks down the exact marketing systems he uses to generate 400+ leads every single month
2 days of intensive training. A helicopter volcano and ice cave adventure for VIP. A welcome dinner. A group hike. Dinner in Whistler Village. And the kind of conversations that just don't happen on a group call.
One breakthrough this weekend pays for your ticket many times over.
Learn more and secure your seat here:
👉 https://go.serviceloopelectrical.com/summit
🎓 Podcast Scholarship Draw
Subscribe, leave a review, or follow us on socials, then submit the entry form. Each verified action counts as one entry.
⚡️Monthly prize: Open Circuit Lifetime Membership ($1,500 value)
⚡️Semi-annual prize: Service Loop Electrical electric service packages ($5,000 value) Submit your entry here!
⚡️If you want portable generators to become a real revenue stream, reach out today!
📧 Email: jesse@duromaxpower.com
🌐 Website: www.duromaxpower.com
📞 Call: 909-490-5789
⚡️Want to learn how to multiply your service calls without burning out?
Join the SLE Pro App for
Cold Open And Summit Invite
SPEAKER_04Being customer service minded and then also knowing how to provide good customer service are not the same thing. So I was always customer service minded, but I didn't know how to communicate that before the job. After the job, I had the reputation. Now that I'm able to do it before the job, live up to that, and then continue it on was a big, big part of it, I think.
SPEAKER_01Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and spark up those sales.
SPEAKER_02I'm Joseph Lucanny, and together with my co-host Clay New Meyer, we're here to share the secrets that have helped electricians sell over a million dollars from a single service band.
SPEAKER_00Now it's time for sales. It's time for scale. It's time to become a million-dollar electrician.
Nathan Returns With Year-One Results
SPEAKER_01Hey, real quick, if you're an electrical service business owner and you're tired of figuring out alone, then listen up. ServiceStoop Electrical is hosting our first ever live event, the Whistler Service Summit 2026. It's May 29th through June 1st in Whistler, BC. Just 26 seats. You'll have access to me, Joseph Forrest, real roleplay, working through your leads, working through your business, working with you on your strategy. There's only 26 seats available, and we want you to attend. Whether you're new to our ecosystem, familiar with our process, or a longstanding client or fan, we want you there. So click the link below or go to go.serviceloopelectrical.com forward slash summit. See you at the summit. Hello, hello, hello. Welcome back, guys, to another great episode of the Million Dollar Electrician Podcast. You've probably just heard our theme song for the billionth time because I know you've listened to every episode over and over and over. But we got great news for you. This isn't every other episode. This one's better than every other episode because we got Nathan back again. And Nathan's done some incredible stuff since we first had him. Has it been a year? I think it's been a year. It was April because you had uh big 75k first month, and it was April 2nd. Because I remember we we got this little short highlight from it that I just loved and I love still today. You were like, uh, what did we say? Oh, yeah, how much revenue have you done uh this month? And you said 75,000. We said, okay, how long have you been in business? And you were like, Well, it's April 2nd, and I started March 1st. I believe those dates are right. So a month. That was a big drop. Nathan, it's awesome to have you back and talk about what's happened in the last 12 months for you, where you were kind of then versus now, what's in your way now, the great stuff, the great win you had this morning, and all sorts of stuff. So if you guys are listening or watching on YouTube, I recommend both, honestly, because you're gonna get some great nuggets from this episode. Uh, first, let's pass the mic to my co-host, Joseph. How are you doing today, brother?
SPEAKER_03It's a phenomenal day in this life of paradise. I'm happy to be with you guys. And honestly, it's just a blessing being able to do what we do. And Nathan, I love working with you in class. It's always a pleasure. Like, I look forward to when you come in. So just having a little extra time with you just is uh honestly it's a treat for me as well. So I'm just so happy to have you with us.
SPEAKER_01You got nerves, man. This is your second one. You feeling anxious today, Nathan?
SPEAKER_04Uh, I'm gonna lean on you guys quite a bit, but I I feel much better than the first one.
SPEAKER_01So awesome, man. Well, you deserved uh you deserve a second episode because uh everything we're we're introducing here already. So super pumped about this. 75k. If we did nothing else, just 75,000, 75,000, 75,000. I don't know where that math takes us, about 850, I want to say. 850, 900k. How did you finish 12 months in business, brother?
SPEAKER_0412 months in business. I ended up hitting um slightly more than 900,000 in revenue.
SPEAKER_01Awesome. Congratulations. So you basically kept that average the whole way through, which is incredible for a first year in business. What I find even more compelling though, is that also had I think you had a slow month or two, because at nine months we met and we were super excited. You were already at 750, and it looked like you might even hit that million dollar mark in your first year, which was just incredible. Was there a slow period for you there, Nathan?
Install Mind Vs Sales Mind
SPEAKER_04There were a couple months of inconsistencies. Uh the month following, uh, my first month was a little slower. Uh, January was uh a little slower. But overall, I stayed in that average uh to get to that.
SPEAKER_01So I love what you just said. And it was very simple and very subtle, but it comes up often. Often after we have our like first big month, we hit a record in sales. A little bit of a lull comes after that. Why do you think that is, Nathan?
SPEAKER_04I had to go install. I uh it was just me. I didn't have the the the freedom to to do the sales while I was uh actually doing the installs. I uh I think that's the biggest reason.
SPEAKER_03Yeah, no, I was just gonna say I I completely understand where you're coming from because it actually takes two complete mindset differences. There's install mind, which is focused on efficiency, getting in, doing just work, and getting out in a reasonable time frame. Whereas service and sales mindset is more nurturing, less about efficiency, and more about like opening a relationship, figuring out where the doors are, understanding what levers to pull. It's very different. It's like being on stage versus being a stage hand.
SPEAKER_04You go from uh a full day of work and then your last two hours is an appointment with someone, or start off with an appointment and go right to work. It's it's definitely a challenge to go back and forth.
SPEAKER_01Literally a different game. No, it's all good. Yeah, it's literally a different game. Um, recently I was in a conversation with someone, and and we re we just summed it up in this way is like it actually pays in service when you're building that relationship, building rapport and getting the transaction done to spend more time with them, not less. Right. And that's been a huge theme that we talk about here with the two-call close. And we'll talk about your win this morning, which I think read I read was a three-call close. Was that right?
SPEAKER_04Well, yeah, three-call close, yeah.
SPEAKER_01But at the same time, if we went and flipped that in the installs and we're like, oh no, it's better to spend more time on site. Well, what would happen then?
SPEAKER_04Yeah, definitely profit would go down. Profit definitely goes down when you when you don't you don't work efficiently.
The $21K Three-Call Close
SPEAKER_01Yeah, yeah, totally different. So, what happened today? Tell us about this uh this big win this morning before the show.
SPEAKER_04So I met it's funny, this one uh was interesting. I met them two appointments ago back in February, and right out of the gate, the guy was, man, I've gotten bids here and there. He said, Can you just give me a bid for just the work? And I'm gonna contract the plumbing. I'm going to uh buy the generator. Um, I said, be more than happy to do that. We went through the process, built relationship, um, set it up for a two-call. Uh basically just met with him and his wife the following week. Um, when I presented to them what we're capable of, what we can offer them, then what it cost wasn't a concern anymore. It was the value of what I was offering. They didn't commit to it. They were they were weird. They wanted to sit on it for a little bit. They had some taxes they were taken care of. Um, they said they'd get back to me. And then uh set up a third appointment. And on the third appointment, it was it was a layup. They uh basically walked in and gave me lots of uh buying signals.
SPEAKER_01So wow. So that sounds super pushy. That sounds like you just twisted their arm right into hey, no, what they wanted, Nathan, let's respect your customer. What they wanted was to do everything themselves. So what happened?
SPEAKER_04Once they found out the value, they were okay with it. I think I think people just want to know that they're getting their money's worth. It's sometimes it's not just about the dollar sign. It's it doesn't matter where that dollar is. Am I getting my money's worth? And even more so, am I getting more, which was always the goal. Can I can I offer more value than the than the price point?
SPEAKER_03So that's exactly what happened here. You know, the cool thing is it actually translates to multiple industries too. Like sometimes we think, oh, well, electrical is like this, it's a different trade. Oh, cartridge is like this. It's actually in every industry. So I can give you a perfect example in that like I am trying to take on a project to do my back landscaping, and it's gonna involve me shoveling 17 tons of rock. And the thought is, is that I'm gonna like I'm gonna do it myself. I'm gonna save this, I'm gonna save that. But if someone gives me a number and says, I'll do the whole thing, I'll provide the rock, I'll landscape it, I'll mulch it, I'll get it all done, I'll fertilize, I'll just screw it. Yeah, I'll take it. Go ahead. So the fact that you were able to have this customer go from, no, I'm gonna be my own contractor, and I'm gonna wait in line and I'm gonna order materials and I'm gonna deal with multiple contractors in town and inspections and hope it goes right, to you'll do all of that for me.
SPEAKER_04Yeah, those exact situations I had last week. Uh the guy had uh one bad fan and wanted me to hang the other fan. Uh, the fan that he had that was bad, he didn't want to search for it. But uh he was constantly asking me the whole appointment. What's this gonna cost? How much does it cost to hang a fan? The the way it goes. And uh when I sat down and offered providing the fan, I had actually looked up the fan so that he didn't have to find it. Offered uh a few other things, he was immediately on board. Top option, let's do it. He does not want to fool with that. And it was the same exact scenario.
Handling Price Pressure Ethically
SPEAKER_01So interesting. And there's so much to break apart there. When you have someone hounding you like that, what's your process at this point, Nathan, to kind of cool their jets and have them just rely on the process and get you to a presentation where you can offer every choice and in between?
SPEAKER_04Uh it it depends on the situation. Sometimes just not answering the uh question at all, almost almost pretend like it wasn't asked and just ask them a question in a different direction. Um, sometimes that's more than enough. You're just really trying to get to a place where you can go over all of it at once. It's not like you're trying to keep a price from them, but um, in the worst case scenarios where they're just hounding me, I'll stop and say, I understand completely that you're you're wanting a number. And it's really important to me that when I give it to you, it's the right number. So today I want to make sure I get all the information, put it all together, and I promise you before I leave today, you will have a number. You know, that's typically the approach I'll take. I haven't had anybody any bulks on that.
SPEAKER_01So yeah, that right number piece is so important. Yeah, so many people overlook that. Uh Joe, we're gonna lean in on you a bit here. Help us with the psychology of this too, brother. Like, why do you think people start so guarded and and will tell you, give you these signals of like pushback, just so you know I'm handling all this stuff. So just give me a bid on that. Just give me a bid on XYZ. And then they just completely fold or cave when you have six well laid out options in front of them. What's happening here?
SPEAKER_03So there's usually two main factors that this comes from. One is they were trusting in the past and got massively burned. Like, hey, I did my whole basement over the last 10 years and I trusted the guy, told me he's gonna give me a number, said it's gonna be great, and then it was a terrible experience and I hated it. And as a result, they're guarded, right? Two is, and this is actually the weird one, a lot of times people are either in sales or have a bad connotation of sales or bad expectation of sales. Like they're like for me, sales is something you do for someone. There are a lot of people who don't operate sales in an ethical way. They're like, we take because we take. Why? Because we can take. And that's the wrong kind of sales approach. So if someone went through that experience where they're like, I got a sales person who just pulled one over on me, or they knew someone who had a sales person pulled on, it's a natural defense mechanism. Like if you think about it, like I touched my hand on a stove, it really hurt. So now I'm not gonna put my hand on a stove. I'm gonna be careful when I approach it. So, Nathan, you may be in a situation where you have an ethical situation where you're providing realistic, fair numbers without any massive markups. But because the customer has been conditioned to not trust salespeople and to think that anyone offering them any number is here to take advantage of them, it makes sense why they'd be guarded. That's why it's so important to focus on the rapport and to lower the walls, like even saying, like, hey, you know, I understand why you're so focused on this, and I'm gonna help you with it. But we might have to ask you a question. Usually when people are so focused on getting a number, even if it's not the right number, it's often because that's the really only deciding factor of whether they're gonna work together or not. So just so we're on the same page, if I were to make sure that I offered you a phenomenal experience where you could feel comfortable with what was happening, it gave you a quality and reliable product, and it was in a time frame and for a price you feel was reasonable, would that disqualify me if I was more than the cheapest person? And usually it's like, well, no, I hadn't even needed you could see. Like the click, it's like okay, so would you mind if I ask, is it wrong of me to want to make sure that when I give you a number, I can be honorable and actually honor that word rather than just low and glow and hoping it's my foot in the door or going high and chasing off so I can cover my butt? Wouldn't it reasonable numbers you can actually budget be more valuable to you? So how would you like to proceed?
SPEAKER_01Yeah, love this. Helps break it down. Nathan, just uh just quick, what was that ticket worth this morning?
SPEAKER_04Uh 21,287.
SPEAKER_01Would you say that that was outside of their budget they originally had intended? Definitely.
SPEAKER_04Definitely. I know the market in our area, I know what people charge. And uh so definitely.
SPEAKER_01What do you think the main reasons they chose you ultimately were?
SPEAKER_04I think I was able to gain a closeness with Paul pretty quickly. Um getting on the same side with him pretty quickly as well, I think helped tremendously. And offering him value instead of instead of a price.
SPEAKER_01Interesting. And if I can go a little level deeper, when you say getting on the same side with him, are there some moments that you think about that you felt that turning point happening?
SPEAKER_04Yes, he had a poor experience with a previous electrician uh who installed a generator inlet for Joe in place. Sorry, and uh and being able to describe what that electrician was trying to accomplish, and even more trying to take up the electrician. I always try to take that out versus the other, seeing where the clarity and confusion was, and uh explaining that to him from a neighborly point of view instead of a salesman point of view. I think that helped him a lot. Um, I can't think of anything specific though, more than that. I uh I just feel like we clicked pretty quickly. After that, it was more or less my sale to lose.
SPEAKER_01I love that. Your sale to lose, what do you mean by that?
SPEAKER_04Yeah, I don't know. I would have had to lost his trust somewhere between then and and the end.
SPEAKER_01So you already had a feeling like, okay, my only job is to create uh a set of options that truly give this person budget control because otherwise we have all the elements required to form a lasting relationship in a transaction.
SPEAKER_04Exactly. Exactly. It also gives the gives the freedom to address other issues that affect their safety and they they don't they appreciate the information instead of wondering why you're telling them, you know, I agree.
SPEAKER_03You know, it's one of those things where some people sell the job while others sell the experience. And if I can have the customer sit down and visualize the experience that they're gonna receive, it makes it way easier because it's outcome-based selling compared to I'm gonna do a transaction with you here, and then at the end you'll have what you want. First, let's figure out, let's close our eyes here. If you can visualize, let's think of your backyard. What is it gonna look like? When you lose power, what do you want to happen? Can you explain what you'd want to see, how quickly you'd want to come back on? And that way I can design a perfect system to match you and your family's needs without gutting your kidney to get the budget under control. How let's let's walk through this together.
SPEAKER_01Nathan, help us out here, just understanding some of your records and your journey so far. What's been your biggest sales month? And what do you think is the biggest difference in that month to other months for you?
SPEAKER_04My biggest sales month was, I believe it was August. It was 110,000. Uh that is right at peak uh hurricane season around here. That's typically when they start. If we have one, that's typically when it happens, is in that time frame. Um so a lot of generator uh sales in that in that. Um up to that point, I hadn't even really been doing any type of demand calls or Google LSA or receiving much calls to the office at all. So I'm really excited to see how this year plays out because having generators as a uh as a driving force with the revenue, and then also what I was able to accommodate after getting LSA over the winter, I'm really excited to see what happens next. I'm starting to see it already. I'm at I'm at 90 right now for this month.
SPEAKER_01Wow. Okay, and right now, so we're 18 days into this month at the time of recording. So that's probably on a good pace to match or or break that record then.
SPEAKER_04Yeah, I hope to forget.
Leads, Referrals, And Trust Built
SPEAKER_01That's awesome, man. Congratulations. Hey, when you said you didn't really have service calls or any leads coming in, maybe I'm saying that wrong, uh, not how you said it, but what did you mean by that? Where where did your leads come from?
SPEAKER_04Facebook was a big driving force. Um, I did have a lot of previous customers um from other companies that just remembered me, had my number. They always took my personal number. And once they saw me on Facebook, a lot of them kind of became my biggest uh fans or started rooting for me in some way, and uh looked for opportunities to help too. So a lot of organic um referrals. So any I wasn't getting a lot of leads, but the leads I got were good ones. And being able to take advantage of them, not of them personally, but advantage of the leads was knowing how to do that was super impactful on those months.
SPEAKER_01Rooting for you, that's actually a really interesting way to phrase that. Who why do you think they were rooting for you? Like rooting for what?
SPEAKER_04Rooting for my success. I've got some incredible customers. Um the I don't know, like when it came to Facebook, when they found out I went out on my own, I got a lot of good feedback from those people who were already familiar with the work that I did for the previous company that I worked for, and they always hit it off well with them. And being being customer service minded and then also knowing how to provide good customer service are not the same thing. So I was always customer service minded, but I didn't know how to communicate that before the job. After the job, I had the reputation, but I didn't know how to communicate it before the job. Now that I'm able to do it before the job, live up to that, and then continue it on was a big, big part of it, I think.
SPEAKER_01That was a huge nugget. I'm gonna put you on the spot, Nathan. That first part, could you say that again?
SPEAKER_04Customer service minded is not the same thing as as I forget how I said it, but I believe I said knowing how to provide good customer service, something like that. Somewhere along the way with you guys, I have understood that selling and customer service are almost, if not exactly, the same thing if they're done correctly.
Sell The Experience Not Parts
SPEAKER_01Wow. That's a huge takeaway if done correctly. Hey you guys, if this episode sparks something for you, imagine stacking that every single week. That's how businesses stop flickering and start running steady. If you subscribe to the show or leave a review if you're on audio, and if you're driving down the road, please pull over when it's safe because I've got something you're not gonna want to skip. For every person that subscribes and or leaves a review and fills out the form below, letting us know that you did that thing. We're gonna draw one monthly subscriber for our open circuit lifetime membership worth$1,500. And that's not all. Every six months, we're actually gonna draw another subscriber for our$5,000 scholarship, which you can use for any of our electric service packages to get your business and your service rocking better than ever. Come on, guys, let's brighten this thing up. Is it gonna be You back to the show. People go wrong with this, and sales becomes a dirty word until you need to sell your car or sell your house or sell something and you end up needing to hire someone else to do it. I couldn't agree more with what you just said though. I think we were in a meeting yesterday, Nathan, you and I on a one-to-one, and we talked about how a lot of electricians just kind of need to be themselves and get out of the way and remove the technical out of it. Is that kind of tying into what you're saying here?
SPEAKER_04Of course. I mean, nobody cares that I'm running a number 12R on a 20-amp circuit to a plug that's going to turn their lamp on. They don't they don't care. They care when they sit down and they read a book, are they going to be able to reach over and turn their lamp on? The experience of what electricity provides is what you're selling and not selling the wire or the plug or the breaker.
SPEAKER_03Nobody cares about that. I love how you're getting into that. I love that. Because earlier we were talking about what is good sales. Sales is explaining the experience in a way that's tangible so they can may actually physically replicate it and say, this is the experience I want to have. I don't care how it gets there. Like when you say, like, oh, I'm installing your 12 amp, 20 amp arc fault breaker. It's like, no, what I am offering you is a spark, is a spark sensing system. So that anytime there's a spark within your wall, it'll automatically turn itself off. And now it's the concept of like, oh, it's like, yeah, I would want that. That makes sense. So I love how you're translating it into something they're going to receive, not just physically, but emotionally. Because that's also a huge lever to pull.
SPEAKER_01Nathan, back then when you started, everything was new. You've since built a bit of a team. I think your biggest month, you were at kind of three people, I think. You had CSR, Emily, and uh Jordan, I believe, who's just starting to be able to support that.
SPEAKER_04Yes.
SPEAKER_01What's really changed though? If we look at Nathan today versus Nathan one year ago, for you, what do you think's been the biggest change and development in your company?
SPEAKER_04I feel 10 years older. Um but uh I digress. The the biggest change for me was and well, in the beginning, it was just about getting the work. I mean, you're that's your that's the the huge fear of starting a company. Am I am I gonna be able to support this myself? Um somewhere along the way, it's still, I think that's always still gonna be there, but it became about building something that can grow. And that's what it is now. It's it's not just about getting the next job. It's does Jordan, is he set up for success? Is Tristan my new hire? Is he gonna be set up for success? Is every single one of them going to know how to train the next guy? Um, do they all know what my expectations are with customer service, customer experience? Um, so the biggest change probably happened in probably the last two months for me, the mindset shifts because I've pretty well figured out aside from the daily insecurities that happen, and I've pretty well already, I think I can say I can I can sell a job. I think I can say that out loud and believe it. The numbers tell me that I can confidently move forward knowing this is gonna work. So now it's about okay, how do I keep my employees happy? How do I keep that customer service and that quality of customer experience there as I grow? And the refusal to grow anymore until I have that dialed in is the biggest change for me.
SPEAKER_01Wow. The refusal to grow anymore until I have that built in. I think a lot of people need to hear that. So you're saying that you're committed to staying at this level until your process and the adherence to process is strong enough to meet your standards, is kind of what I'm hearing in that before that next level. Yes. Before you try to add more people. Is that what you meant?
SPEAKER_04Yes, exactly. I've seen so many companies. Um, and even back then I wasn't paying attention, but hindsight, I see these companies, they get all the work, they get all the jobs, they just grow, grow, grow, grow until they hit a plateau, and they don't know why they're at that plateau. They don't know why their customer service is going down. They don't know why people aren't happy with them. They they more or less just attack the next biggest problem and don't take care of the other stuff proactively. It's all it's all reactive. So I am determined to change change that about my company, if I can help it. And I think I can.
SPEAKER_01Why is that a problem for you? Like why why does that have a dark cloud over it for you personally?
SPEAKER_04Because I remember as an employee not seeing any vision or real direction for me as an employee. I uh when I see a company going after every shiny object instead of actually focusing on what they said they were going to focus on, um and they say offhandedly that they have a vision, but there's no nothing backing up that. You just don't feel a part of, you don't really feel a part of anything significant. You're just it it's almost like the customer experience. You know, it's you just become the guy chirping for a raise whenever you can, knowing you're probably not going to get it. Uh, as I have discovered, my employees really like the vision we have to provide a customer experience that is better than others. And they get excited about that more than the average, the random$100, hey, thanks for your work today. I really appreciate it. They do say thank you, but when I talk more about the vision, I can see it in their eyes that they enjoy that even more. So it's really cool.
Growth, Vision, And Using AI
SPEAKER_01Yeah, it sounds really important. When you think about kind of how the landscape changes out there, there's so much uh mindset around AI and kind of scarcity and what's that going to change and how does that impact us? And then we touched on this a bit yesterday. Do you think it impacts your bottom line that you're explaining about the customer experience and making sure that your team stays true to those that vision, that mission?
SPEAKER_04Just want to understand your question. Are you asking me, do I feel like there's a place for AI to contribute to what I'm trying to build? Is that what you mean?
SPEAKER_01Or no, more do you think it threatens it? Do you think that your mission or vision will have to change uh with this hyper focus on the client experience at all? Are you worried about that affecting um your current mission or vision?
SPEAKER_04I think it's important to instead of just be worried about it, learn how to use it and take advantage of it. The uh I think if we don't take advantage of it, we're gonna be uh outlived by other companies who are. So I I try to look at the positive approach instead of you know getting bogged down by what the what ifs. I can't imagine there's gonna be an AI that can wire a house anytime soon or add a add something in a crawl space, but customer experience can definitely be affected by AI. So negatively or positively.
SPEAKER_01So that's fair. That's fair, man. In our last episode, you talked about how important it was for you to follow everything as close as you could, do exactly as Joe did, do exactly as we talked about in the classes. Has that shifted that mentality for you? Has it become more muscle memory? When you reflect on that, how do you think that has changed over the year or has it?
SPEAKER_04No, I I stick as close as I possibly can to the process. I uh I see it work. I don't see a reason to change something that's working. Um I mean, you guys are continuing to improve it. I mean, you guys are continuing to improve it. Sometimes that outruns me a little bit, but even so, like Joe pulls me the reins back and I go back into it and see what the improvements are. And it always has a positive effect on the bottom line.
SPEAKER_03Thank you, brother. I truly, truly appreciate the kindness. I know it's it's one of those things where we find that those who are most successful are those that are willing to embrace the process as the way because it's built to handle the objections, to build the value, and to set you up for the two-call close. And the fact that you're not fighting it and instead you're using it and being like, I'm gonna move it in the direction that it's trying to take me, and you're having great results. I mean, that's exactly what we're looking for. So thank you so much, Dan. I appreciate the kind words. You honor me by your faith.
SPEAKER_04Most entrepreneurs affect them negatively is when they get that called shiny object syndrome. They go off of what their vision is, they go off of what their intentions are, they start changing everything. Um, even when things get down, even when even when it sucks and you think you start counting the money and wondering how much longer you're gonna last, just stick to what you've seen work, stick to what everybody else is using and is working. Um, and when I say everybody else, I mean in the in the program. And then just stay on it. That's how you become efficient in the niche you're in, uh, instead of going all over the place reliving the same six months.
SPEAKER_01Sounds like you really understand that. Were there moments in the last year where you yourself felt that then? Like, despite even like we've talked about some great sales records and accomplishments from you in your first year. I know that's been part of the conversation, is even even on this episode, you've said, Oh, I can finally say it. This works. I'm good at sales, I can do this. Were there moments where you really didn't believe that or believe in yourself or believe in this that you had to regroup and and find faith again?
SPEAKER_04Yes, there were definitely some moments last year when we had some slower months, and I started doubting myself. And I don't think I ever doubted the process. I think it was more my ability to adhere to it as well as I should, especially in the harder months. I did, I did find myself being tempted to revert back to a previous way that I used to sell, but I never did, and I'm glad I never did. Um there's no use, in my opinion.
SPEAKER_01Yeah, that's really interesting. So you felt that pain. It tries to knock you off course and go back to a prior way. What did you do to stay with it then? Was there something you were able to use, leverage, I don't know, tell yourself? Was it prayer? Was it, you know, what was it that got you back in this?
SPEAKER_04I uh I re-learned the basics and doubled down on going right back to the basics, the the blind, childlike belief of uh of the basics, and that got me out of it. I mean, I can I can learn how to overcome objections all day, all day, but if I don't do the basics correctly, none of that matters. And most of the time the basics take care of everything else. So I just double down on the basics.
SPEAKER_03I love that because I always have the belief that a lot of people will show up for the advanced, but what they need is the basics, because the basic is the foundation of everything. If you build a house and it's a beautiful, ornate, amazing house, but you build it on sand, all it takes is one bad wind and the house shifts. But if your core foundation is strong and you can see how it helps you solve problems down the line, you don't have to be good at a thousand things if you're good at the basics. So I love you. It's like exactly the ideology that I follow, and I love that you can replicate that.
SPEAKER_04No shade on the basics of this progress process, but basics on an instrument, basics on school, basics on anything. To become significant at it, you got to get really good at keeping the enthusiasts and enthusiasm around the boring things, in my opinion.
SPEAKER_01So part of what you mentioned was the importance of your team and them feeling validated and bought in. What's something you've learned about leadership in an area that you've grown that you think has really helped you and your team in thriving today?
SPEAKER_04I would I would repeat what I said earlier. Just having a vision. When I tell them I'm gonna do something, I want them to see me doing it. And them seeing that there is a roadmap to something bigger. I don't know. I'm I'm I'm convinced in anything in your life, if you have a vision, everything else will line up with the vision. If you don't have a vision, then you may have some good habits, but you don't know why, or they don't stay consistent. You tend to often uh stop moving towards it. It's there's so many positive reasons to have a vision. And I think they see it, or I hope they do. I'm seeing a lot of evidence that they do. And um if they succeed, then more and more people will come and join the team and want to succeed with us.
SPEAKER_01A lot of electricians say this will work for me, but not my team. You've seen some success already with Jordan and sales. What do you aim for? What's the first transferable skills for you? And what do you try to pass on to get someone ready for a process like this?
SPEAKER_04Learn the basics. I mean, I would just drill into him, continue, and I have been. We've been doing Friday, Friday morning uh sales meetings uh since December, and there's no objection handling in these in these meetings. There's no crazy situation handling. It's just hi, my name's Jordan. Is my van parked okay? You know, hi, what are we trying to accomplish today? It's just the basics. And we'll we'll address everything else after he gets his his uh his reps in, but for the same reason I jumped on the basics again back in November. Um something I'm gonna continue to drill into them.
SPEAKER_03Makes me so happy. I'm just so happy with you, Nathan. You know, it's crazy because you think about it, and you're completely correct. You know, basics are boring. It just is what it is because you think that it's the shiny object you need. Like I need the silver bullet, I need the objection handles, I need the cool presentation. It's like that's not it. You know, if you don't know how to build value from the door, what you're factually doing is you're preventing objections before they happen by doing the process better and more effectively and more authentically. And you cannot do a process authentically unless you have the muscle memory and the reps to use your own vernacular with it. Otherwise, you're gonna sound you're gonna sound scripted. So you're doing the reps, and that creates the authenticity, which makes it far more communicatable, and you get to bring your personality into it as well. And with your natural charisma, it just makes sense. That's debatable, but I'll let it go.
Self-Criticism And Staying On Track
SPEAKER_01Always hard on himself. You seem like you're a pretty uh tough self-critic. Has that always been something that you've had going on, Nathan?
SPEAKER_04Always, always. It's uh it's my my biggest flaw, in my opinion. I uh I don't like negative conversations. I I I'm quick to leave one, but the one in my head, it's probably because it fuels the fire of the one in my head the most. So I'm very, very careful with who I what I listen to and what I'm around because of how fragile that is.
SPEAKER_03Um doesn't help, but it's there and I fight it every day. I relate to that so much. It's one of those things where I find some of the most successful people have these amazing results and can do all these wonderful things, but if they can just see what's going on on the inside, it's not just a monkey playing cymbals, it's like there's real, genuine pain going on. And honestly, I get it. You know, sometimes it's our upbringing, sometimes it's trauma we had to experience, or sometimes it's people of telling you at a young age, like, you're not doing this right, you're not doing that right. Like every apprentice gets hazed, but the extent of the hazing you get affects the outcome of the mastery become. Sure.
SPEAKER_01I have it too. I have it too. I I give mine a lot of credit though, too. I don't think I'd be anywhere near here without that person cracking the whip inside my dome.
SPEAKER_04Yeah, of course. I mean, there's a huge difference between being, you know, having gratitude for the situation you're in, but also striving to be better. And that's that's always the challenge of where that line is. Am I being ungrateful or am I just trying to be better? I mean, such is mankind. We wouldn't be where we're at if we didn't strive to be better.
SPEAKER_03So as long as that internal voice has some level of kindness, you're gonna go in the right direction. Because I've learned that anger is a phenomenal tool, but it's an absolutely terrible master. You can use it as somewhere to get you where you want to go, but if you let that be the thing that drives your life, it's literally just drinking poison for fuel. I know, I drank it my whole life. Problem is that you eventually burn out and you're still angry at the end. But if you can shift it and use it as a tool rather than letting it dominate you, you're in a much better place.
SPEAKER_01Ethan, a year ago we had you on things were so interesting, so exciting, uh, so fun, but you knew there was so much work ahead. When you reflect back on this, earlier you said that you feel like you've added 10 years. Do you think that you've aged well in those metaphorical 10 years? Are you proud of who you've become? And if you had to go back, this is a big question for you. If you had to go back, or you could go back rather, and give yourself some advice, some insights from that first podcast time, 30 days in, right around there, what would you share? So, couple part question there. Are you feeling like you've aged well? Are you proud of who you've become? And what would you share with your prior self if you could go back and do that?
KPIs, Clarity, And Final Advice
SPEAKER_04I do, I do feel like I've aged well. I mean, I make I made the joke earlier, 10 years. I uh I've definitely gained a lot of of uh information along the way, and I appreciate it. If I was to go back last year, I would tell myself to uh pay attention and do the KPIs. Keep up with that, even though it doesn't seem important right now, it's very important. I think that's my biggest um piece of information. I probably wouldn't listen to myself if I said that, but that's what I would tell myself.
SPEAKER_01Give us a why behind that. What's so important about having the information, having the data tracked?
SPEAKER_04Because the best decisions come from clarity. You can't have clarity if you don't have the numbers. I mean, emotion does not make good decisions. How you feel does not typically make a good decision, but um having the numbers, making decisions off of numbers is a much better place to come from.
SPEAKER_01Yeah, really good. Yeah. Yeah, we call that one the law of separation. Absolutely love it. Yeah, emotional decisions will only get you more emotions. We need something to lean into.
SPEAKER_04Yeah, well, I tend to lean a little bit heavy on what you guys already say is working. So the KPI is it's sometimes you lean a little bit too hard on what you guys offer because I mean, frankly, you guys already know it's working. I mean, we're seeing other guys use the things that are working. So keeping up with the KPIs as a conscious decision, not as needed because of that. So it's I'm not saying it's not important, but I am a little spoiled when it comes to that.
SPEAKER_01That's fair. Yeah, I kind of look at it like you're already on the advanced track with a community of people that are already proving the things you're doing. But at some point, if you want to get to the expert track, you're gonna have to fine-tune your own car.
SPEAKER_04Yeah.
SPEAKER_01And that would be that that point is to stand out from the advanced track users, to stand apart from everyone else and advanced troubleshooting, just like a circuit, right? You could go to the supply house and talk to other electricians, and one of them probably has the right idea about what's going on with what you're working on. But until you put the meter on it and really use your own numbers, you're not going to know for sure, for sure.
SPEAKER_04Yeah. Absolutely.
SPEAKER_01How's that for an analogy, Joe? Did I did I hit that one or is that just crap?
SPEAKER_03No, I think that checks out. I mean, at the end of the day, really, it's one of the things where as long as it resonates to the person who's hearing it, that's the only audience you're speaking to.
SPEAKER_01All right, Nathan. We're closing out here. Uh, want to respect your time. I've got uh a big question for you before we get out of here. What's the biggest difference, do you think, between someone like yourself who sees uh a lot of success? At least we consider it to be a a serious success, man. Congratulations again. Um, what's the biggest difference between you and the person that maybe Sees the information, looks at it, but doesn't see the same results or the same level of results in their own situation. If you're talking to that person, you know, what's the biggest difference? What could they do to better that situation, do you think?
SPEAKER_04So if they're not getting the same results that they perceive other people that are getting from this process per se, what would I tell them? Um it seems cliche, but I would say to double down on the basics. Um make sure you know how to run an opportunity call to a T. Make sure you know how to run a demand call to a T. And I think you're miles ahead of everyone else if you can master the basics. The guy that knows how to overcome a price objection can't do it if he doesn't get to the table. Just keep doing the basics and eventually that'll happen.
SPEAKER_03So I was thinking there's another way that you can articulate this. And it comes down to how can clearly can you describe the problem versus the solution? Because a lot of times people will come in prepping for objection handle. But if you go in, you're like, I gotta close it, email it over, objection, spouse at home. Yeah, and they start rinning and rinning and rinning. But what that does is it prepares them to not describe the problem the right way. Because if you haven't described it, the objections follow. So instead saying, like, here, I know you called me for this. Let me clearly articulate it. Let me explain what's directly connected to it so that it doesn't seem like I'm pushing a sale. I'm gonna give you the good so you understand the full scenario as well. And then if there is more, I'm gonna communicate it in a way that ties it all together. I'm gonna use clear language, I'm gonna speak to it very simply and non-electrical jargon, and then I'm gonna let them choose what they think is best. And if I can do that the right way, if I can describe the problem, the solution sells itself. When you have to go into objection handling, it usually means we didn't describe the observations in a clear enough path. So I I love the fact that we're able to break that down in a smooth way. Don't chase the objection handle. Chase what gets you to the place to even have the objection handle.
SPEAKER_01Nathan, to close out, man, I don't want us to take any credit for what you've done because you've been the one doing all the work and it's been your great intentions that have driven that. As Joe says, we're just a GPS brother. But that said, a bit of a shameless plug here. I just want to survey this and try to understand how you feel about it. If you didn't have the SLE community, the classes, the process, do you think you would have had the same level of success that you've experienced? Or where do you think you would have ended up otherwise?
SPEAKER_04The short answer is no. I would not have the same excess success. Um simply because the focus wouldn't have been there on the one thing. So it's so easy to get distracted by the next big job or the next big number, or what you think may be a good idea. But when you just focus on the one thing and get exceptional at the one thing, then you've got something that you can build from. Uh and the the obvious answer is, of course, with the process. I couldn't offer what I offer. I couldn't get the higher average ticket per call. But I think the most valuable thing that I've gained from the access to the community in you guys is that focus, is that staying on track at the direction you committed to from the beginning. It's so hard to do without support. Really hard.
SPEAKER_01Yep. And we agree, we have mentors too. That's why we can do what we do. That's why we feel comfortable contributing to this ecosystem because we also get help. And I think people miss that a lot. Um, some of the vulnerabilities you've shared today, Nathan. We have them in our business too. Not every day is sunshine and rainbows and just perfect. Every business has ups and downs, and that's what makes the journey worth it. That's what makes this mountain worth the climb is the growth, the individual and the partnership and the relationships and the people like you, Nathan. You make this all worthwhile. So thank you so much for sharing today. And thank you guys for watching and listening and taking part in this ecosystem as well. Uh, I can't wait to do another one with you, Nathan, next year. So keep fighting the good fight, man. And uh, we're gonna be right there with you. And I look forward to seeing uh growth in the next 12 months. Joe, any closing comments from you, brother?
SPEAKER_03Just I couldn't agree more. I mean, Nathan, you're an inspiration because at the end of the day, knowing how what faith can produce is a truly amazing thing and it's inspiring to others who want to stick with it. And just additionally, it's been an absolute blessing working with you. So, to all the people listening as well, thank you for the honor of serving you. Couldn't have asked for a better team to work with. May you all be blessed.
SPEAKER_01Comments, by the way, I should open to you.
SPEAKER_04No, I want to I want to end with gratitude as well. I'm so so grateful what you guys created and uh making it accessible has been life-changing for me. And I'm so glad to uh uh be a part of the community. Really grateful.
SPEAKER_01Appreciate that, man. Appreciate that. That's it for this episode, guys. Hope you got a ton of value from this. Hope it was worth going back, replaying, listening to again and again, and take away uh if if nothing else, that those basics are so important, and you don't have to be great to start, but you do have to start to be great. We'll see you guys next week and we'll keep chipping away at this. Bye for now.
