S3 EP36 | More To Give #03 | How Electricians Turn Small Service Calls Into $11,588 Project

Most electricians leave thousands of dollars on the table because they solve the request, instead of solving the problem.

In this episode of MORE TO GIVE Series by Joseph Lucanie, we walk through a real-world example of a homeowner who simply wanted a few extra outlets, better lighting, and a way to manage cigar smoke in a basement office.

What started as a small electrical request turned into a complete comfort, air quality, reliability, and future-proofing solution.

You'll learn how to:

✅ Uncover what the homeowner actually wants

✅ Build 6-option service presentations that increase trust

✅ Present premium solutions without being pushy

✅ Create higher average tickets through better service

✅ Use emotional discovery to serve homeowners at a deeper level

✅ Position products like the Whisper Comfort 60 ERV naturally

✅ Price options quickly and profitably

✅ Present choices in a way that reduces objections

The old way is giving homeowners exactly what they ask for.

The new way is understanding why they're asking for it.

If you're tired of racing to the bottom on price and want to learn how top-performing residential service electricians consistently earn larger tickets while serving homeowners better, this episode is for you!

 ⚡️Catch the full YouTube episode here!

More To Give #03 | How Electricians Turn Small Service Calls Into $11,588 Project

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Transcript

0:00

Believe it or not, the gap between where you are and a million dollars in service revenue is not as big as you think. It's not a talent gap. It's not a market gap. It's a system gap. And systems can be fixed. Now, this is a million-dollar electrician. More to give. Electricians who are done playing small, who want to break through with less stress, more time with your families, and money left over to enjoy what you built. Hello, 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. I'm Joseph Wikani, 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. Now it's time for sales. It's time for sale. It's time to become a million-dollar electrician. In this episode, we're going to be taking what looks like a simple request. A homeowner asking for an outlet, some better lighting, and a way to handle cigar smoke in the basement office, and turn it into a full comfort, fresh air, and future boost conversation. By the end, you'll see how to build the options, how to price them, and how to present them in a way that gives the homeowner dignity of choice rather than just pick one of them. Alright, so here's your action step from this episode. Look at all the homeowners you currently have on your schedule for this week. If one of them at all is talking about a basement finish, home office, garage space, cigar room, specially cigar room, craft room, studio, or any kind of specialized area, don't start with just the thing they're asking for. Start with the experience. Something you can ask to be along the lines of, well, what kind of experience are you trying to create in this space? That one question is what opens the door for better options, better service, as well as a better outcome for the customer. The main thing I don't want you to see from this pricing ladder is that the price is not going up just because we're adding random parts. That's the last thing I want to do. The price goes up because each level solves a different problem. Basics solves literal request, economy makes that room a little more enjoyable. Bronze makes it more complete. Silver changes the air quality and the future proving the space. Gold adds protection and enjoyment. And platinum gives the highest level of reliability and peace of mind. That's how you build options that feel logical instead of pushy. And no one wants to be pushy. For clarity, when I'm talking about the fresh air solution in this episode, I'm referring to the Whisper Comfort 60 ERV system. The point is that we're not just filtering the stale air, we're also creating a fresher, more comfortable space through proper ventilation and air exchange. And that's the reason why this is gonna be an absolute game changer is really only gonna make sense when you understand who it's gonna be for and why it's gonna be so effective. So we're gonna be talking about a client, his name is Pete. And the main reason he gave us a call is he just bought a new house. That's new to him, it's five years old, and it wasn't his dream home, but it did enough for him that he was willing to make the investment. It worked out with his means, whatever it was. The thing is, is that he wanted to have a home office because he works from home and didn't want to have to market in the living room anymore. So he wanted to have his own space in order to do that. Now, that's great, and I'm really happy for him. But when we actually get down to the space, we realize it's very much so lacked. Now, what he asked for originally was I just want a couple extra outlets in this room, and I want an outlet nearby desk or a surge protector, you know, power outlet strip somewhere plugged in so that by his desk you can have an air purifier. But that's not gonna really do a whole lot unless you understand everything surrounding the room. Currently has one bare minimum, like one step above keyless light. It is just a very poor quality light in the room, and he only has two outlets for the whole room. And the thing is, these outlets aren't dedicated, they are just sharing with everything else in the basement, which is on one 20 amp circuit. So that means the sub pump, all the outlets, all the lights, everything in this space is all sharing one 20 amp circuit. Now, obviously, there's gonna be some concerns we're gonna explore with that, but let's go in further. So, additionally, he has a five-year-old panel, it's in great shape. And for some reason, he happened to have a new construction builder who apparently did a good job with it. And he has a bare minimum grade electronics protection or search sector. Pretty much just like the plug-in type that doesn't really do a whole lot, but it checks off the box of home having search protection. Now, the reason why he wants a little bit more, like you may be wondering why does he want the air purifier? Now, the reason he wants the air purifier is he's a man of glass. He wants to unwind and enjoy his day with the cigar and a glass of bourbon. And there's a lot that goes with that. The reason being is that what he was explaining to us was that he, you know, enjoys having a stogie and a glass of bourbon at the end of the day, but that also, you know, sometimes he likes to smoke during the day while he's working, you know, have a long, you know, have a long church hill and just be able to kind of tip it off and pull the cherry every now and then. And that's wonderful. Good for him. And if he's able to do it, awesome. The thing is, is that it's a cold area. And if he can't smoke here, he means he has to go outside. And obviously, if you're in a cold area like we are, that's not fun. And I can tell you from first hand experience why it's not fun. But realistically, you're gonna go outside, you're gonna want to have your smoke, you're gonna be bundled up. That's not enjoyable. If we're gonna have him do this, he thinks that a purifier is just gonna be all he needs. I'll just blow it into this and it'll disappear all the smoke. So he knows what he needs at a minimal grade, but he doesn't really know a better way of going about it. And that's why this product is gonna be such a game changer. The reason why I'm sold on it is because what it does is it ventilates the area, but it also has what's known as a fresh air intake. So what's happening is if you have a concealed room or a closed room, what ends up happening is one vent is going to suck the air out of the room and exhaust it. So if you were to blow directly into the vent, you know it's going to disappear. But the cool thing about this, and what makes this new product so special, is it has a secondary vent as well that's completely separate from the original exhaust, which is an intake. And the intake actually brings fresh air into this room. Now, the reason that's so cool is because cigar smoke, as well as any other smoke you may be enjoying, it's one of those things that it's heavy. If you have any fabrics in the room, if you have any kind of curtains, or if you're wearing any sweaters or coats or anything, cigar smoke will stick to it and it'll make the room smell in a really quick order. Now, if you could bypass that problem and simply have it where you're able to get a complete switch out where it's a full air change, not only is it healthier for you. I mean, granted, you're smoking cigar, so maybe air health isn't the healthiest thing he's looking for, but the fact is that it's healthier in general. But then additionally, it's going to make the room more comfortable. It's one of the benefits of being able to say, I know that I'm going to exhaust as much of this out as possible and replace it with fresh, clean air. The reason why I'm so jazzed about this is because I really relate with Pete. I had the same situation. There was a time in my life when I was drinking, and whenever you drink, I had a hand-in-hand cigar with it. I used to love Stokies. It was really fun. You know, it was one of those things where you can sit back and get some work done, you're able to just kind of slow pull throughout the day or just unwind after a really long one. It was a hobby that I had. Obviously, I'm not drinking and smoking anymore. You know, obviously, but you'll get to know me over time. I'm not drinking and smoking anymore. But I can still really appreciate those who are. The reason why I loved it so much was I actually built my home office with the intention of being able to use it as a smoking room as well. What I used was just a standard bath fan. And I made it so that there'd be no fabrics in the room or anything for the smoke to get to. I really had to build around cigar smoke. And an air purifier wouldn't do anything. So the best we could do is simply just blow it and exhaust out. But if there was a means when I wanted it and when I was trying to build it, it's like if this product was out and available, it would have been an absolute game changer because not only would it have been able to be a situation where I'm getting fresh air coming in, but then I would have been able to have more fabrics on the room. I would have been able to make it a more comfortable space where it doesn't have to be so sterile and clean and tiled in a way. I would have been able to have more things in that room. And additionally, it also would have been really cool in the summer or in the early spring or even in the fall, where if you don't have any circulation of fresh air, you can actually take out any stale air and bring into fresh air too. So it's going to make the area just way more comfortable. I've always been into this stuff for quite pretty much several, several years. And when I was running my own company, I was installing these systems for customers too. It was one of the things we became known for because when people wanted to have their man caves or their rooms or their home offices, we love doing these custom designs. And because I was already in the culture of drinking and smoking and doing those things, I was able to think how they were thinking and design something that was really in line with comfort. I know for a fact that if I had this product when I was doing that, not only would it have made my customers happier, but it would have commanded a far greater premium. What I want to do is I want to discuss the really the old way of doing business versus the new way of doing business when it comes to actually performing top-tier white glove electrical service. If you take the typical contractor, the client said, I want some more outlets, and I want one by my desk, which is gonna be an airfar. The thing is, is that if you hear that, the electrician's gonna go, okay, I'm gonna tap in here, run this one here, tap in here, run this one here. Okay, you've got enough outlets, maybe just run an extension cord or you know, maybe tap something overhead. It's not gonna be a lot. I'll give you maybe some light, I'll give you some outlets, that'll be that. But we're gonna have to cut sheetrock, or maybe they're gonna do surface mounted. It's not gonna be on a dedicated circuit, it's not going to be anywhere that gives them better lighting. And the air purifier is not going to do enough as a smoker. Like as someone who smoked a lot of cigars, I know that's not gonna work. It's not gonna be enough, and he's gonna be unhappy in this space. But that's how most electricians would do this. You tell me what you want, I'll give you what you want. I'm not gonna give you anything else because I don't want to come across as sales y, and then I'll leave with whatever minimum ticket that comes out with. Now, the core issue is that most electricians are leaving money on the table, not because they're unexperienced, inexperienced, or they're don't care about their clients, it's because they're not asking the right questions about how the homeowner is actually gonna use this space. If this person's going to be in this area and working in it all day and then wanting to relax in this space, we have to make it as comfortable for them as possible. Because if not, the problem that they're gonna be running into is that they're gonna end up hating this space. Imagine you go to your home office, you're downstairs, and the first thing you do is get hit with strong cigar smoke. Now, some of us like that, but there are others who get really turned off by it, meaning that no one else may be able to come in his space. So if he has non-smoker friends, they're not gonna allow him in there. Additionally, on top of that, is that you also want to design what's gonna be most effective for his work, what's going to make him most comfortable, what's gonna make things most convenient. You know, I don't want to just cut holes in the sheetrock and then say you figure it out in spackle and pain, or I'm gonna just run surface man and conduit everywhere, or I'll just tap off these original things, even if they're old and you know not properly done. The new way is focusing on what we can do to understand Pete, to understand what he's asking, but be able to ask the right questions to figure out why he's asking it and the deeper underlying emotional connection to it. I cannot wait to dive into this and start explaining how we're gonna create these options to serve him. But all I know is that if I had this product when I was doing these things, I would have lost my mind with excitement. If you want to see exactly how to get your price right based on your numbers, so you can be confident in getting your options priced for profit. I put together a video that walks you through the entire thing. This link below. Go check it out. And as always, I'm wishing you peace, mercy, and blessings and success. I cannot wait to see you in the next one. Be blessed, my friend.