S3 EP33 Most Electricians Are Trapped in This Cycle | Joshua Faltinsky

Most electricians are stuck in an hourly-rate hamster wheel, working more hours every year without making real progress. In this episode, Joshua Faltinsky explains how he escaped the cycle, increased profitability, and built a better electrical service business without running nonstop.

In this episode, Joshua shared:
- How he hit a $68K month with only a small team
- Why hourly pricing keeps electricians trapped
- The mindset shift that changed his business
- How “options selling” led to $38K closed in one day
- Why homeowners buy when they feel SERVED
- How he created more profit and more family time

This is one of the most powerful conversations we’ve had about escaping the electrical hamster wheel and building a business that actually supports your life.

If you’re still charging hourly, running nonstop, struggling to grow profits and feeling stressed every week
The problem probably isn’t your effort. It’s the model.

The Loop Method helps electricians increase average tickets, serve homeowners at a higher level, create better options, reduce chaos and gain schedule control. Different actions create different results.

⚡️Podcast Guest: Joshua Faltinsky
Instant Spark Electrical (QLD, Australia)
🌐 Website: https://www.instantspark.com.au

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Transcript

SPEAKER_02 0:00

My steps marade up a bit and I thought, oh, this is scary. So I tried my presentation, I suppose you could say, with a really good married couple friend of mine. I'm working through it, they're like, man, I'd take this option. And I'm like, it's not even your home. They're like, yeah, but that's the option I'd take. That's amazing. I've never been served like that. They're like, go offer your service to the client. And I'm like, so I'm ready. I was a bit more courage and confidence. I went in and showed my client the presentation. Anyway, that week one was a 30k sale. And this is what blew me away. Where I'd be doing 40 hours coming home, trying to juggle the children, making sure my wife feels secure, safe, loved available with her, which I want to do. And failing at it all. I literally made enough in the week pretty well to sustain me for a month. And this is where the game changed for me. Where I was on the back foot, now I've got three weeks in advanced wage, you could say, or business revenue to float to now look for another client that I can serve. That's just amazing.

SPEAKER_01 1:04

Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and hook up those sales.

SPEAKER_00 1:16

I'm Joseph Witani, yes, my co-host, Clayton Meyer. We're here to share the secrets of health electricians.

SPEAKER_01 1:24

Now it's time for sales. It's time for sale. It's time to become a million-dollar electrician. Hello, hello, hello. Welcome back to yet another great episode of the Million Dollar Electrician Podcast. As always, we're bringing you another journey here. We've got a great client interview with Josh Baltinski, an instant spark electrical over in Australia. We got our mate from down under, first Australian on the podcast. Hey, this is another great story, guys, to help you on your journey wherever you are on that zero to your first million in your electrical business, or whether you're chasing multiples of that first million. But here's the big disclaimer as always. Uh, Statistics US says that only 5% of us will ever make it to seven figures. So the chances are that's not you. However, we want to share another great story, another motivator, another big influence. Uh, Josh has been doing some awesome stuff, and I think it could really help you guys on that journey in your electric service business. Josh, how the hell are you, brother? How are you doing today? Good thanks, mate. How are you? Fantastic. Any better I'd be you over on the uh on the rock. Amen to that. It's like 7 a.m. for you, right? So you're bright eyed and bushy tailed. Ready to go, mate. Can't wait. Yeah, that's awesome, man. Well, thanks so much for joining us. Uh, Josh has had some really cool stuff happening. I think you said you just had uh 69 or 70,000 month. Is that right, Josh?

SPEAKER_02 2:58

Yeah, 60, 68k month. Just add one.

SPEAKER_01 3:02

Beautiful. And how many people are on your team at this point to do that?

SPEAKER_02 3:06

I actually only have myself, uh trade assistant, and a part-time CSR.

SPEAKER_01 3:13

Holy cow, and still you were able to do almost 70,000 in a month.

SPEAKER_02 3:18

Absolutely, yeah. And also, what blew me away is I actually had time left over. Like that was what blew me away.

SPEAKER_01 3:25

I love that, man. I can't wait to get into that, guys. As you can see, what we're gonna get into today, Josh has done some incredible things, but he didn't just start his business. Uh, you've been in business before, right, Josh?

SPEAKER_02 3:37

Yeah, I started a business at 21, um, 40 now. And so for six years, I I built one. I nearly got to the million dollars back then. I was about 803 for a few years in a row, which was which which was pretty good. You know, we're talking 15 odd years ago. I had four employees and an office office staff, a couple of office ladies. So yeah, and it was good, but just kept working for wages, really.

SPEAKER_01 4:10

So even at that revenue level, like when you say working for wages, do you mean like it wasn't profitable then? There was no money left over, took all your time.

SPEAKER_02 4:18

Yeah, I would I would say we've got a lot of mining here, and and you only you don't have to go far like an hour or two, and you're out at the mines. So if you were to say compared to a miners rate, which at the time was 130,000, that's probably what my wage, the whole profit wage, the whole lot was. So yeah, pretty hard going by the time you finished, you really had created a mining wage. So you'd be wrestling in with that mindset of is this really worth staying in town when I can go, you know, I could go over the hill, we would say, and and make a better um same wage without all the stress.

SPEAKER_01 4:59

Yeah, for sure. And being someone that once failed in business myself when I was young, 18, I started my first company. I remember that feeling of like, man, is it good to just get a paycheck every two weeks? You know what I mean on that one? You guys bi weekly there? Is that common?

SPEAKER_02 5:17

Um, yeah, yep. It's bi-weekly, sometimes monthly, but yeah. And yeah, sometimes you go, man, I could get a wage, but man, that'd be too boring. I think I'd I think I'd have I'd start climbing walls, and I'd need to go find something to conquer.

SPEAKER_01 5:35

Yeah, yeah, the next hill, man. The next hill. So, this iteration of your business, you've been at it for about three years, you said. Have you been in residential service the whole time, or is that more just recent?

SPEAKER_02 5:47

I actually have always done residential, um, small commercial, uh a light industrial. And then I thought, right, there's no money in this when I went back into the second this business that I'm in. Now I'm like, my previous experience tells me there's no money in the residential. I need to go explore in industrial or higher commercial. There must be more money there. And there's not more money, it's just that people are easier to sign the purchase order. That's what I found. There's not so much more money, there's just more hours available, and people will sign a bigger purchase order. That's how that's how I could put it. So I went and worked for the local sugar mill in an industrial setting and started doing some high voltage. And yeah, you made a good wage again, but you're sacrificing, you're doing 50, 60 hours a week to try and make this high income. But I have a wife, same uh six children, same wife for the whole lot. And I need to be home, I need to be available too. Like I've got things, you know. I've got I've got a family to look after, not just be away working.

SPEAKER_01 6:59

Yeah, totally. Busy man, six kids. Our mentor recently, we signed up with a new mentor, a new coach that we're working with. He's Australian and also has six kids. Is that just something in the water? You guys don't know anything about uh contraceptives there, or what's going on?

SPEAKER_02 7:16

Yeah, people say I should buy a um TV. I said I should choose an ugly, a wife.

SPEAKER_01 7:22

Jeez, okay. We got bad jokes this podcast. I started that. That let that be on the record. That was my fault. I led into it. Uh, what was the difference, Josh? Like you had this company before, it wasn't worth it. What made you want to come back and go through this pain again then?

SPEAKER_02 7:38

Um, I didn't actually want to come back. It's just I when I shut my previous business down, I went into ministry. So I'm I moved towns about an hour and a half away from where I had my previous business, and I went into ministry full-time as a pastor. The church couldn't sustain us, so I worked through all of our cash, really, any reserves. And then as we had a few more children, we just couldn't maintain our lifestyle on a ministry wage. That was that was the issue. So we were looking at how we could get more income, what was the right way, and we just felt God telling us to keep going back into business, into electrical. And I'm saying, Oh, you're mad, because my experience of that, although we didn't die, and although we, you know, we didn't live shockingly, there was nothing left at the end. Like it was you're working for an hourly rate. Well, this was my mindset, you're working for an hourly rate with a markup, and you're working 40 hours a week, 50 hours a week, then you've got a quote after, and you're just running the whole time, like you're always catching up, you're not really on the front foot, you're always on the back foot, catching up. And so I everything in me saying, You've missed it, you've missed it, God. This can't be right. I've been there and I've experienced it, it sucks. And he just kept leaning me towards electrical. So I off I went, I started. I had to redo all of my TAFE courses, my contracting license, like, yeah, it was a big deal.

SPEAKER_01 9:19

Wow. So it's not just like uh lean back in and dip a toe in. This is like, oh man, we're doing it again.

SPEAKER_02 9:26

We're doing it again, again.

SPEAKER_01 9:29

Wow. How sure of a signal would you say that you were getting that this is the way and the only way for you?

SPEAKER_02 9:37

I I won't move unless I know he spoke. So for me, it's my life journey. So I don't just make a move without hearing him and say, yeah, it was a pretty solid, it was a pretty solid, this is what you're saying. And with that was with moving into electrical, and then once I was in a year or two, I was I was back where I was last time, and I'm going, see God, see, see, this is exactly what I said, see. And can I share a little picture of uh a scripture, like a picture of uh it's an analogy? Yeah, it's not an analogy, it was actually a picture. He he uses pictures anyway. He Jesus was down on the beach and he told Peter to go cast his net on the other side, and Peter had just come in from fishing all night, and this is how God showed me to to I've got to keep going. Anyway, so Peter's come into shore. Jesus said to him, I want you to go cast your net on the other side. And Peter's like, Are you serious? I've just been out there all night. Just a bit of my fra, you know, my visualizing and my exaggerating in this, but Peter's like, Are you serious? I'm a I'm a fisherman, I understand exactly how to fish. This is my occupation my whole life, and I've just fished all night, and you're asking me to come back in to shore, pick you up, go back out and cast the net. And Jesus' like, yeah, do it. And so Peter had to, against all his understanding, all his preconceived ideas, all his previous knowledge, business knowledge in his industry, go back out in off the shore and throw a net in, the other side of the boat. What's that gonna really matter? It's the same pond, it's the same water, it's the same everything. It's all the same. But he had to just by faith trust him and throw the net. And that's literally what he said to me two years in. He said, cast the net the other side. And for me, it was like you've the same thing as Peter would have said. I've been here, I know how this cookie crumbles, I know how this rolls, you're absolutely mad. I don't believe you, but if that's what you reckon, I will. So I just stepped back out and went, I'm not sure where to go, I don't know how to go, but I'm just gonna start looking, start searching for what it is that I need to see it change. And that's where I started um listening to podcasts, and I come across million-dollar electrician, and I thought, well, let's start, let's start here, and I just started consuming podcasts, and yeah, and that's all and I had no idea what I needed, what I was looking for. I just knew I needed to change, and something had to give.

SPEAKER_01 12:41

That's that's crazy. So that's how we came together. How did you find the podcast? You're saying you're searching for one for electricians, or did someone recommend it? Like, what was that journey?

SPEAKER_02 12:52

Well, I had gone to previous coaching before, and their funnel to get you was amazing. I even read their book. Um, I thought, yep, sweet, that's where I'm gonna go. I start, I paid for the subscription, and then once once we got through the funnel part, there was no back end. It was just like, unless you get unless you get to this figure, follow this course. But there was nothing else. It was not there was no community, there was no network, there was nothing behind it. So it was like, man, this doesn't work either. Um, that was prior to going searching for a podcast, but that was my experience. So I went looking for I went looking again for where what I needed to find. And so I was, I suppose, a bit apprehensive at the start, not because of you guys, but just because of my experience at what was I going to invest in. And I think what what probably blew me away was just the the constant, you know, you would you'd ring back, you'd reschedule another appointment, you'd you were willing to give away more than what I thought you really had to as a value, and it just helped to keep kept nurturing me into the community. But it's once you're in there, it's not dead, it's not like here, have this program walk away. It's like, hey, we're still here, we've got these these community chats. We've got and and I'm and I want to say something pretty cool. I'm in Australia, so when you talk 50 amps, 110 volt, or all your different GFI, I don't know what a GFI is still to this day. I mean, in the course of three months, wouldn't even know what a GFI is. I know what a PowerPoint is. So even our electrical communications completely different in a lot of ways. I say ground, I say earth, you say grounding, but the value, there's an there's there's more than enough value just in the content or the and the mind renewing, and the there's so much value in it, it's not just about the you know the what what electrical point I use or what switchboards made of. And you still even even in that that everyone will talk to each other about what's the best thing to use, which is pretty cool too. Yeah, I just don't I just don't input there.

SPEAKER_01 15:21

Well I'll tell you a secret, man. I will uh mate, excuse me, not man. Man's Canadian, mate is Australian. I'm going mate today. I'll tell you a secret, mate. This works for trades outside of electrical, and and I mean that. Um, so the stuff that you're finding value in is about service to others, um, not necessarily the GFI itself. In fact, the GFI has tripped more electricians, ironically, than it's helped, because that's the kind of call that we get called out for, uh, where there's literally just a ground fault, right, in a in a circuit that's typically GFIs close to your your basins, your sinks, uh external to the house, anywhere where you need weatherproof or water protection, right? So that's what the GFI is. Um, and and it trips up more electricians than anything else because it's such a simple fix, and we just get this one-track mind of like, oh, I just need to fix that thing and get in, get out, and that that's my job right now. But as you know, it costs us so much to get there and then to get back from getting in and getting out that there's nothing left, and if we don't protect our own investment in a home and in a relationship with homeowners, then we can end up being the nicest people in the world that ever helped anyone for the least amount of money and didn't make it long enough to see those relationships through our own warranty duration. Does that make sense?

SPEAKER_02 16:50

Yeah, absolutely.

SPEAKER_01 16:52

So you came into the app, you listen to the podcast, you're in the app, you're seeing the community. I think I first saw you on one of the evening calls, maybe Scott Parker's. Was that it?

SPEAKER_02 17:01

Yes, yep.

SPEAKER_01 17:03

And then what started to change for you? Because you were one of the people that really got some breakthrough results pretty early, if I recall, Josh.

SPEAKER_02 17:10

Um, I I think it all stems as one story, but with with that conversation about what God was saying, I cast the other side, and because I'd previously had a business and seen exactly what the hour, I suppose, you know, your hourly rate plus markup and doing 40, 50 hours a week does. I was pretty determined straight up that I don't want to go back there. Like I I think you've got to have that serious mindset of I've tried this, you know, if you've done this before, yeah, it works to a sense. You'll get a good wage, and yeah, you'll be busy. So if you like feeling busy all the time, that's a great, great spot to be. But yeah, unless you're a major in administration, that's one of the worst models I've ever seen. And we've I feel like the industry's been reduced to it. It's just this is what you're worth. The client's just telling you this is what you're worth. And if you try and raise your rate anything, it's like I can't move at 10%. What are my clients gonna say? And and you're just stuck in this literal hamster wheel, thinking you're getting somewhere. And one of the biggest things I found was that I've got more time, I'm more profitable. I literally was looking through my client's Swedish photo album yesterday while while I'm trying to um, you know, quote to give us some to give us some options and a server. I'm literally looking through thinking, man, I'm getting paid to sit and sell yeah, mate of sale. Yeah, absolutely. Uh 11,300, something like that. Look through a photo album, that's a good start. Mate, I was happy to look through the photo album. I am more than happy. I'm more than happy to see. You get to spend time with the client. You get to, it's more than just running in, running out, getting your job done thinking I've served them. I literally get to go there and build a relationship. They I can I can go there and spend an extra hour knowing that I'm going to be right. And I can care for them, I can explain their whole electrical system, I can be on site knowing, and even if this person doesn't take my offers, the next client potentially will. And there's still, I'm still gonna be right. And and even it's like, man, obviously, prices, you know, my price is higher, but they've never been served so well in all their life that I've found price doesn't even come into it. They're more just sitting there shocked that I would care enough to have a coffee and look through the photo album and not be stressed about it.

SPEAKER_01 20:13

If we went back three years and told you that was the secret, more photo albums, less electrical. What do you what would you say back then?

SPEAKER_02 20:20

I would say coach me because I don't understand. Coach me because I don't understand. And that's that's something huge. Like you just with even ministry, I've I've had uh that's where I got into co getting coached. Without getting coaching, you just can't grow where you need to grow. You just it's it just takes so much longer. You're better off investing in the coaching in one that you know is going to actually transform your business and actually go with it because you will see results if you're serious. I think you got to be serious. I think you got to get to a point where you're like, enough's enough, I'm willing to change.

SPEAKER_01 21:00

At what point in this process did you realize, oh, this is the real deal, and I can do this? Was it a sale, a particular moment?

SPEAKER_02 21:08

It was I I took steps, probably couldn't do it all in one hit. Um, so I just took steps. One of the first steps I took was options, like I started options, and I gave that a go. And my sale rate, where I would have walked in, so the very first job I did, I went in, I was I was sweating bullets, and I walked in and I and I presented options. Now I don't know why I'd be sweating bullets because all as I did was serve my client in a better way than I ever was going to before. So instead of just walking in and they said, Oh, can you fix my oven? Where I would have been in, fixed the oven, walked out, and thought, man, I served them so well. I said, Oh, that's oven. Okay, that's cool. I'm more than happy to sort that. I noticed that your smoke alarms aren't up to date at the minute. Do you realize the new rules that are coming in? And I just started expounding on where they were at. And can I please have a look at your switchboard? Can I look, it's really nice. It's actually not too bad. Is it where you're thinking around generating less? So I'm just instead of just walking in and out, I'm I'm building relationships. I'm looking at what else there's potentially I can do. And so my my where I would have got say a thousand dollars for this job, I've now potentially opened up, well, I did, I put I opened up six or eight thousand dollars worth of of work for this client. And what blew me away is they they didn't choose the oven, they chose you know the middle of the road, and it was like that was a three or five thousand dollar job. I didn't even change, I haven't even changed an hourly rate yet, and I've already become more profitable because I don't have to go to the next job, I don't have to see the next client. I can spend time there. I could spend the day there now instead of two hours and make more money, less fuel, less driving around, and I didn't even change the hourly rate yet. Hadn't even moved on to the markup, and I was already more profitable.

SPEAKER_01 23:18

So that might have been the moment I'm sure there was a message in the beginning that we got from you, or I got from you direct. It was like, mate, this works, this stuff works. I like I am in, and you just took off from there, and it's been non-stop. I I think in that same week you had like a 20k sale too, didn't you?

SPEAKER_02 23:35

Yeah, like I because you're growing, so financially, yeah, you know, you're you're still believing in yourself in it. So I think I won 70 to 80 percent of my quotes straight up, just because yeah, it was amazing. It was and it was just because I I cared enough to show them more about their home. And so there was some good money back back then, and then I stepped Marade up a bit, and I thought, oh, this is scary. So I tried, I I tried my presentation, I suppose you could say, with a really good married couple friend of mine, and and I'm working through it because you know I'm working through it, and they're like, Man, I'd take this option. I'm like, it's not even your home. They're like, Yeah, but that's the option I'd take. They're like, That's that's amazing. I've never been served like that. They're like, go go offer your service to this to the client, and I'm like, so I right here with a bit more courage and confidence. I went in and I went and showed my client this the presentation. Anyway, that week there was a one was a 30k sale, one was a $15,000 sale, and another one was a $12.5. It was like a it was like a 48k in two weeks. Yeah, it was insane. It it was it was massive. Exact figures, there was a 30k, there was a 15k, and then there was a 12 and a half the next week or something. But in that one day, I signed over and got paid for 38k.

SPEAKER_01 25:21

Wow, yeah, that's remarkable. When you say got paid, you mean like collected a deposit on it?

SPEAKER_02 25:27

Collected a deposit, yeah. Collected a deposit for it ready to go. That was amazing. That's incredible. And it took me so far, yeah, 38k day, yeah. But that took me, that took me a week to do that work for 38k.

SPEAKER_01 25:45

Wow.

SPEAKER_02 25:46

A week. So, and this is what blew me away. Where I'd be doing 40 hours coming home, trying to juggle the children, making sure my wife feels secure, safe, loved, available with her, which I want to do, and failing at it all. I literally made enough in the week pretty well to sustain me for a month. And this is where the game changed for me. Where I was on the back foot, now I've got three weeks in advanced wage, you could say, or business revenue to float to now look for another client that I can serve. That's just amazing.

SPEAKER_01 26:34

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.

SPEAKER_02 27:27

I'm moving from I'm on the front foot going, okay, I've got another two weeks to find my a client that I really want to serve. I've got time now to serve them with everything I got. I can sit there and have a coffee and look through a Swedish photo album every day of the week.

SPEAKER_01 27:48

I love that. Is the wife and and are the kids noticing a difference at home too, then?

SPEAKER_02 27:53

Yeah, absolutely. I'm available. One of the things she said to me was once it's six o'clock, can you please come up and please be available? And I'm thinking to myself before SLE, how am I going to do that? Like it's just not, that's just not how it rolls. Like, I haven't got that time. And yeah, so yeah, I've got more than enough time now. And I'm available, and I'm not stressed, and I'm present.

SPEAKER_01 28:19

Uh, tell me more about the hard side of this, Josh. What are some of the challenges you've had to face or overcome to be able to pull this off and and to be wholly in this?

SPEAKER_02 28:31

Like I said originally, uh, you've got to, it was there because you come across a lot of crossroads in your mind of preconceived conditioning. And so you've really got to say, am I, do I really want to change? Like that's probably the biggest thing. Am I really wanting to change? So for me, it was like, I I'm not going back there. It'd it'd be like a worker on the tools going into an office job, and they just can't handle it on their body any longer. And they love the office job, or they know they love the working on the tools, but they've just had to make that mental change. That's just not gonna that dog won't hunt, you would say, anymore. That dog ain't gonna hunt. So you and you just gotta you've just gotta be like, this dog isn't gonna hunt like that anymore. And yeah, I've where I would have had a client before, so a client come to me and said, Um, here's the job, it's all yours, don't want to know how much it is, just get it done. And I'm like, I'm like, uh, how alluring is that? Just here's the job, get it done. Don't talk to me. But if I took that job, I would be back in the rat race of you're worth this much an hour, this much on markup. You're then waiting to send an invoice after the fact. They have a preconceived expectation that we don't know, that we haven't met. We're guessing their expectation. You then be more lenient on your invoice out of concern that potentially, once you've done the job, out of concern, potentially that they might be offended. So then you even tighten up the sh the old purse a little bit more, and then you present it, and you wouldn't know if you got it right or wrong. You wouldn't know, you don't know, and so as much as I had the job, I kept going back to the client and saying, I'm really sorry. I've completely revolutionized my business to serve you in a greater way. I really would love to have a look at the job completely and give you an understanding of where you are with your electrical.

SPEAKER_01 30:53

So you've gone back to prior customers with a new process using kind of that script, like you just said, hey, I've revolutionized my business and I want to make sure you understand your electrical system and what could be done. You're having good outcomes with that, Josh.

SPEAKER_02 31:06

Yeah, absolutely. So even though I had that job, I I I redid up the options and I went back to them, and they were a they were a close, relatively close family friend. So that was even more it was even more scary. But I just went there. I actually got there and I was talking to the husband and the wife come around the corner and I I freaked out. So I've ran around the corner and doing deep breaths trying to just like because it's completely contrary to what we've been taught. So I'm I'm out the back, I'm I'm taking deep breaths, I'm praying, I'm going, God, uh Josh, you've got this, you can do this, mate. I'm uh I'm talking to myself, and I I went back out, composed, and and delivered the options, and they said, Well, thank you so much. Oh, we've again we've never been surfed like that. And I'm just sitting here going, This is amazing. So not only did I then get the the work, I actually got paid what I need to be paid and what what it should be worth, and they're still more than happy. Like it's just like, but that challenge of going back to what we knew, like, and that's what you asked the question was about that going back, being just that wrestle of yeah, it's tough, but it's not it's not worth going back.

SPEAKER_01 32:29

Yep, that's fair. Have you seen your close rate come down a bit now since you've been doing this for a bit from where you were? You're still at 70 or 80 percent.

SPEAKER_02 32:38

Yes, I have seen it go down. I've found I think it's the nature of it. Well, I don't know fully yet, Clay. I'm learning that, but it feels like it's the nature of it. I've probably targeted more residential projects, like so renovations. I'm finding that's where I'm heading for a bit of a season. Um I'm liking that, so I'm kind of targeting those bigger renovation jobs, or they might know it yet, but you know, they they need that renovation or that upgrade because all the gear's 20-30 years old. Um, so even though I'm marketing, I'm targeting that, which means I'm not getting as many leads coming in at the second, which seems strange, but because I'm targeting those bigger domestic projects, I don't necessarily feel I need every lead with the size business I've got as well. So I'm kind of I'm kind of nudging into that. So yeah, and I lost. No, no, that's not true. I didn't lose. I presented five options last week, and all five of them said, Look, I appreciate it, just not right now. So it's not like I'm sitting here thinking I haven't got them. They're all kind of like, oh, we just got to postpone, we just got to do this. And I'm like, that's all right. Can I schedule you in for a call in a month? So that I'm back there serving them as best as I can, whether they receive or take me or not, it doesn't matter. I'm I'm going to the best of my ability, let them know that I'm their guy. Yeah, and um, so I I have four or five, it was about 140k worth of work, I reckon. Well, no, I reckon I know it was at least 140k worth of work, and I kept getting uh not yet, or and one of them last week said yes on Friday um to a 20 grand option. And I was like, sweet, awesome, I'm sorted. Got this sorted Monday morning, just about cried because I got the email. Look, we've got to postpone because of personal stuff, and it's like oh brutal. And we can't, we no one has checks here to collect a deposit, so it's all bank transfer. Yeah, and so you while you're there, you're you're trying to encourage to give the bank transfer, but we're not going to be pushing in any way. But yeah, anyway, so I lost one Monday morning, which was fantastic to wake up to because now I'm back on the where am I going again? Yeah, and yesterday I closed one with the Swedish album lady, which was pretty cool.

SPEAKER_01 35:26

Yeah, I love that. That must have felt great after a week of uh what I'm sure felt like a long week and uh and a hard uh Monday morning.

SPEAKER_02 35:33

Yes, it was a long week, but yes, it was just awesome because I I'd hit I'd hit new records for me and my business, you know, and persevering through that and still staying for me, staying sound in mind, not stressed, knowing that I had enough buffer there for the to be able to handle the hits. Yeah, that was that was pretty cool.

SPEAKER_01 35:59

Yeah, yeah, it's always interesting because even even Joseph, my partner, not here again uh with us today, guys. These interviews have been happening at some different hours, which is awesome anyway, because we get to do some sweet one-to-one. But Joseph had a higher close rate, but he actually had a lower price uh several years back when he was still doing it, and so yes, he consistently did you know 1.3 million in sales from his service van in a similar situation to you, Josh, but just having some installers to help uh keep up with that. But his conversion was higher, that's why we call him the sales bot. He just nails it and sticks with the ridiculous conversations until there's nothing left to ask. He's so good at that. But what we've seen is we've seen people really push the boundaries of what we offer to have more consistent tall offers, and we've seen people push the boundaries of pricing. Uh, I've seen people double what Joseph's rate was in our company based on uh their market factors and what they need to build, and so it only makes sense, um, even though we see lower conversion rates, like most of our record months, we see guys right around the 60% conversion, honestly. So you mentioned 70 to 80 percent earlier. I don't know why, but there seems to be some like early streaks and periods where we'll just crush when this is new and it's exciting, and I'm super excited for you. But I wouldn't be surprised to see it come down to to that 55-60 percent, and you still achieve, like you said, it's kind of part of the program. This I work more for fewer people, and overall the result is I actually work less, or as we introduced it in the cohort, right? It's kind of this 2x, 3x.5 rule. Like, I'm gonna be around double the price as my market. I'm gonna offer 3x more than I used to offer, and I'm gonna close half as much, but for that reason, I'm still gonna be two and a half to three X more further down the road than I was for the same amount of effort, if not less. And it sounds like that's what you're experiencing overall, mate. So super proud of you. Uh, we've got just a couple minutes here, Josh. So please to finish us off, is there anything that you'd want to share with uh your former self or someone who feels like hey, they're in your old shoes and uh something that might help them uh find their way in in service and in this domestic market?

SPEAKER_02 38:25

Yeah, I mean, if you if you follow the herd, you're gonna get the same result. And it may look good, even commercial, industrial, and it may look big, it may look wow, look what they've got. But I'm telling you, they've got tight margins and they're herding. And then you've also got the you've got that contractor mindset that you're dealing with of who's the boss dog, who's the alpha, and it's not just financial, it's mental, it's spiritual, it's the whole lot. And so if if you enjoy that, go for it. But if you actually want to start transform how you want to run your business, how you want to run it, and pick the clients that you want to serve, and every day is a good day, then I would honestly be saying, I haven't seen another program, I haven't seen another coaching. I'm not trying to plug for the sake of it. I'm just genuinely saying I haven't found another coaching or program that will give you the keys or tools in the electrical industry that will help you transform your business, be profitable, be available, and serve your client all at the same time. With without you doing, you don't, you're not really, I didn't buy anything else to do this. I used what I had, and overnight financially, I was in a better position.

SPEAKER_01 39:47

Amazing, man. Such a great story. Thanks so much for going deeper, personal, sharing the challenges too, not just the wins. And like Josh said, not a plug. Uh, you were not paid to do this. You came out of the goodness of your heart to help other people do the same, Josh, because I get the the point here. It's been transformational for you. So thanks again for sharing that, motivating some other people to help them on their journey towards that million-dollar mark in their electric service business. Guys, we'll be back next week with more. But on top of that, we've got some great new shows coming up on our YouTube channel, including my RTFM, which stands to read the freaking manual, uh, an ode to my first year teacher, King Ohm, who said that in our first moment of the first day of school, how much uh pain that would save us. And so I want to write that manual for service electricians and the electrical business. And Joseph's more to give, where he's gonna break down some of the coolest new tech and uh options, uh, and even how to present them, guys, to make you more this week, today, as soon as you can see it and go and do it. So, thanks so much. Have a great week. We'll talk to you guys very soon. Thanks, Josh. Take care, brother. We'll see you in class.

SPEAKER_02 40:56

Thanks, I appreciate it.