S3 EP41 | More To Give #05 | Stop Losing EV Charger Jobs (Give Homeowners This Instead)

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Most electricians sell EV chargers the hard way...
Show up.
Recommend a panel upgrade.
Drop a big number.
Hope the homeowner says yes.
Repeat until you're losing EV jobs to someone who simply gave better options.

Meanwhile...
We've helped electricians build thousands of residential service presentations.
And most EV charger opportunities follow almost the exact same structure.

Like Law & Order.
Same framework.
Different house.
Because great EV charger sales don't feel like convincing...
They feel like consulting.
But behind the scenes?
The best presentations are built more like a decision tree.

In this video, we break down the exact system we use to build EV charger options that:
- eliminate unnecessary panel upgrades
- create multiple paths forward for homeowners
- increase close rates without discounting
- position electricians as trusted advisors
- uncover larger opportunities during EV charger calls

 ⚡️Catch the full YouTube episode here!

More To Give #04 | Most Electricians Price EV Chargers Installation Wrong!

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Inside, I'll show you:
- the 6-option framework behind high-converting EV charger presentations
- how Dynamic Load Management creates opportunities most electricians never discuss
- why most electricians accidentally present the most expensive solution first
- how to turn one EV charger estimate into multiple homeowner-friendly options
- the simple decision model that helps homeowners choose with confidence
- why "one estimate" is often the real reason jobs are lost
- the secret to becoming the EV charging expert in your market
- why panel upgrades aren't always the best answer
- how one technology can save homeowners thousands while still serving them at a high level

Also...
There's a real-world pricing breakdown.
A side-by-side comparison between two very different solutions.
A conversation about serving homeowners without pressure.
A look at how option-building changes the entire sales conversation.
And a pricing example that could completely change how you quote EV charger jobs.

If you're new here, binge the channel.
If you sell residential electrical services, steal the framework.
If you want to scale to $1M+ with less chaos...
Watch the Million Dollar Plan!

#Electrician
#EVCharger
#MillionDollarElectrician
#ElectricalBusiness
#EVCharging

00:00 Why Electricians Lose EV Charger Jobs
02:11 The EV Charger Opportunity Right Now
05:42 Why One Estimate Kills Sales
09:15 The Problem With Panel Upgrades
13:40 What Is Dynamic Load Management?
18:26 The Emporia Pro Explained
24:51 Real EV Charger Pricing Examples
31:12 The $13,000 vs $5,600 Comparison
38:05 Building 6 Homeowner Options
45:33 How To Increase EV Charger Close Rates
52:17 Becoming The EV Charging Expert
57:42 Final Takeaways 

Transcript

SPEAKER_00 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 system gap. And systems can be fixed. Now, this is a million dollar electrician. More to give. For 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. The quickest way to get an EV charger installed without breaking the bank just got a whole lot easier. And it comes from systems like the Emporia Pro with PowerSmart. By the end of this episode, you're gonna know exactly how dynamic load management can solve some of your toughest EV charger installs, give your clients more options and help you close more jobs. Without further ado, let's get into it. So to understand why this product is to be such a game changer, we need to understand what problem it solves and the application that it's most effective in. So I'm gonna describe a situation that I've experienced, and I am dead certain you have as well, at least at some point if you've been offering EVs for a bit. So let's walk you through this. Let's say there's a customer who has a situation where they want to install their EV charger in a detached garage that's not easily accessible to the main home. Right. The existing subpanel may not have enough room or may not have the capacity for additional approach. Like if you're gonna want an add an 80 or 60 or 50 or a 40 or a 30, we don't know the size charger you want to put in. But regardless, let's assume that there's not enough power in the subpanel to power the charger at the size you want while also powering the other things that are already in the subpanel. This could also be the same factor is if someone has a 100 amp service and they don't want to do the 200 amp upgrade. So going further, the client wants a solution, but they may not be prepared for the price of a major upgrade or the trench to get to that, or even the service change. So here's the old way. The old way was well, the panel's too small, you're gonna need a new one. So you're doing a service upgrade. Or the only right option is the biggest, most expensive install. We're gonna do upgrade the panel, do a full trench over, upgrade the sub, or you end up offering something so small it's not even worth it at homeowner. Like, well, we've got a single two-pole 20 amp circuit, and it's gonna run, but it might also trip other things. Not worth it. So what's the core issue? Most electricians are losing EV charger jobs because they're only giving the client one path. And many times, and unfortunately more than often, that path is the most expensive one. Now, here's why it fails. It's gonna create sticker shock, it makes the client delay the project, and it gives another contractor the option of offering a smarter option. Now, this positions you as a price, not as a problem solver. So, what we're gonna do is we're gonna walk out and describe what this actually does for the homeowner and how it can prevent all this and actually save you the job. Let's make it happen. All right, so let's explain how dynamic load management works and the situation we're trying to solve. Dynamic load management watches the electrical use of a home or the panel. When the home is using less power, the charger can ramp up and provide a stronger rate. When the home is drawing more power, the system can actually reduce or even pause the charging load, which is huge because sometimes they're okay with the trickle. I'd rather just keep going rather than stopping. But there are some people who also say, well, I'd rather just stop until it give me a full charge. So having the flexibility is really huge. The goal is to give the client level two charging without automatically forcing them into a major panel upgrade or to dig a new massive trench for this dedicated line to power this new charger. A system like the Emporia Pro with PowerSmart gives another tool in your tool belt. It does not mean that every job avoids the upgrade. Like I'm not trying to imply that you don't have to do the upgrades anymore, nor does it replace you knowing the code. But what it does is it gives you another legitimate option to discuss with the homeowner. And that's at the end of the day what really matters. The more options, the more flexibility, the higher conversion ratio. So dynamic load management is not just a product, it's a different way to think through the problem. So let's discuss the situation that our client is currently up against. They want a level two charger and a task garage and it has a hundred amps on panel within it. It's got a huge freezer inside. And it has an entire workshop set aside with high draw tools. Obviously, they're not running all the time, but it's a factor to take in consideration. It has no formal electronics protection, no generator backup. Now, this would normally be the type of setup that we say, well, we gotta run a dedicated line, but not anymore. So stick around and I'll show you exactly how we can use this new product to design six options that'll close the deal while others keep striking out. Let's get into it. All right, my friend. Now it's time for the fun part. Well, at least my favorite part. I love building options. It's one of my favorite things to do. And honestly, I think it's one of the best things that you can do to continue making yourself a great electrician. Because in order to build options, you need to be able to look at a situation from every angle. And to make sure that they're relevant, you need to have the skill to be able to know you're doing it for the right way and the right reasons. So let's make this happen. What we're gonna do is we're gonna start off at the bottom. Now, the reason why I start off at the bottom is if you're new to options, it is the best way to make sure that you're making a relevant, on-point presentation that doesn't stretch to the ridiculousness. This is what I mean. You can start off and say, this is what you've asked for, nothing else, and this is the cheapest way of doing what you want. And you go higher and higher and higher and higher in quality, reliability, services, and warranty, everything scales up. But if you're inexperienced with options, what you end up doing is you can go all the way to the top and you can build this amazing package. But as you start lowering it down, you find out there become bigger and bigger gaps between your options, which is a pretty big concern. Because if you have gaps between your options, what you're gonna find is that's what the customer is gonna focus on. So if you have an option that's unusually wide, so there's a decent spread between, you know, top, gold, silver, and then like between silver and bronze, there's like a complete cliff fall-off. The customer is gonna have their main focus saying, well, what's between silver and bronze? Maybe we should get more estimates to figure that out. Or they'll ask you the breakdown. So we don't want that. Build in the bottom up to start with, and you'll be able to make a more consistent presentation. Let's jump in for this specific situation. So I want to start here at the basic. Now, the main episode is about the Eporia Pro, right? Because it's gonna help us in a huge way. But the bottom option doesn't even have it included. The reason being is because they want a level two charger, but we're not able to supply it without any kind of load management or running a whole new line. So, what can we do? We can give them some kind of charging. So, what I'd suggest in an installation of let's say low power charging point, garage, and that we're gonna say is a 220 amp, 240 volt inlet. That's a decent charger if you're not planning on going anywhere regularly. So, what you could do is you could plug in your car, you could let it go, you know, in a day or so, it'd be able to charge great. So that could be great for like your weekend driver or something like that. But it's not gonna really fulfill the purpose of everything they want. But it is the most economical way that we can do this. It's the most charging they could get with their original infrastructure without putting more systems into place. So it's gonna be extremely economical, though albeit limited solution. So going higher is when we're really gonna start employing more of the things. Now, in this option, we're gonna say the installation of Emporia Pro and with larger inlet, larger inlet. Now, what that means is we're gonna say between 30 and 50. I mean, technically you could do 30 to 80 for all I care. But let's make it, let me explain what I'm doing. What we're gonna tap into here is the Emporia Pro does something really cool in that you can connect it to a panel that already has load on it, but maybe not consistent load. Maybe it's just you know it goes up and down based on the use, kind of like this customer here. He's a huge freezer and he has a lot of tools. So as a result, there are gonna be things coming on and off, but it won't shut down the charger. It's not like an original load shed module where it like cuts off, cuts on. This is something where it ranges, where it can reduce and still charge and ramp up and still charge. So in this option, you can give him the biggest charger he wants or the smallest charger he wants, as long as it's level two, and allow him to know that this is how he can do it safely, reliably without having to do the whole upgrade. It's gonna be a jump between the basic and not, but it's gonna be a lot more reasonable than saying, well, you can do like a 20 amp, 240 charger, or I'm gonna have to trench all the way to the other side of your house or have a huge overhead drop. I'm gonna have to run a new dedicated line, and we're gonna trench, we're gonna uh reseed, we're gonna re-grade, like, it's too much. It's too much. So we're gonna start there. Now, as we go up in the bronze, really, I think that this is where more options are really gonna be important. Now, we're gonna start here. I'm just gonna carry this up because this is the system we're gonna be working with. Put them in the bronze, and then what else can we do? Now, we know that if you're doing an Eevee, it's really foolish if we don't have an electronics protection system built in. I know most cars have them now, but that's not, I don't want to rely on that. I don't I don't want to make it one system and then it's that or the car fries. Like at least give me a secondary system that can only protect the car, but can protect everything else. So in this option, we're gonna say installation of electronics protection. Installation of electronics protection. Okay. And now, I apologize in advance. The dyslexia is strong. I'm gonna do my best to type this out, but if you notice some breaks or whatnot, please be kind. What we also should do is I'm gonna say that we should also put 11 smart in. Now, what that means is it's I call it a spoiled notification system for the freezer. Reason being is that if for some reason that freezer did trip, how often do they go into the free, how often do they go into this attached garage? And if they do, how often do they go into check in the freezer? Unless it has some sort of pilot light that tells you it's on or off and they happen to catch it, they're not gonna know. So if I put a Levitant Smart in, what it does is it'll notify the homeowner either by an audible alarm or by a push notification or text that there's something going wrong. And it'll tell them to go check out the system and allow them to be like, it did turn off, let me reset the breaker. Oh, the GFI tripped, let me take care of that. It's a huge advantage. It saves people a lot of hassle and frustration. And I'm gonna admit, I'm gonna say something pretty taboo here. I had taken the GFIs out of my garage because I have a huge freezer in there and I was terrified of this thing tripping overnight and me not realizing it. And then when I found Leviton Smart was there, I put it right in. I'm like, this is phenomenal. It's a great product. So that's what I'm gonna put. So let's do that. So we're gonna go installation of Leviton Smart for Freezer. Oh boy, come on, just like you don't let me out. Okay, what else can we do? I think we should also do here is give them some sort of backup, right? Because as it seems now, if you don't have something to power the car and we are going with a higher amp charging system, that if they lose power, they now can't charge their car. Now, I'm not saying we go full generator, but like here's how I envision it in my mind. If we have a 100-amp subpanel, I could put an interlock on that subpanel to just back up that area. And then as a result, now all I got to do is run an inlet a couple feet over to the garage door, and now it's generator compatible, meaning if you lose power, your EV can still be charged. I would hate to come home with an empty tank only to find that I don't have power and now I can't run anything. So at the very least, you know it's taken care of. So we can say installation of generator interlock and inlet in garage for solely the garage. Okay. That's a pretty that's a pretty decent option, Jump. We'll just start there. I think it's pretty intense. So what we're gonna do is we're gonna copy and paste that. We're gonna go to silver. Now, in the silver, as we can see, we're currently here. Let's see what else we can do. So, what I would want is I'm thinking we need to have the generator at this point. The generator and then some sort of maintenance package. I think that would be ideal. So let's see. I'm gonna provide them now a generator to power the car, and then I'm gonna want to offer at least a year maintenance on it. Now, the reason why we're taking this jump is let's look at these bottom three first. The bottom is listen, this is the bare minimum. This is not a great, like it can't give you what you're asking for, but it can give it the closest thing to it without gutting your budget and doing the whole thing. But then the middle options are like, okay, but if you didn't want to do the whole thing, we could do the Empuria Emporia Pro, which gives you a lot more flexibility. It means that you'll be able to ramp up and down. You just got to be mindful of the amount of power you're using in the garage. Then going higher than that, we're saying, well, here's that same thing, but here's it with additional protection systems, and here's with having a little extra redundancy just in case. By doing this, we have at least three options that appeal to that lower mid-range and economical buyer. That way, at least we're locked in on that level. Now, once we've gone into the silver, this is for someone who wants something better, right? In this way, I'm still able to make it so that the garage and everything is handled, it's charging is set up the way it is. He has everything he needs. But since we're giving him the generator, now it can make sure it's also able to power the garage and the car. And if we're gonna put in a generator, why aren't we maintaining it? It's just, it doesn't make sense to offer something that needs maintenance and then say you call me when it needs it. It's like, no, I'm gonna preschedule it for you. Don't worry about it. So let's go a little bit higher than that. Now, once we're in the gold, this is where we should be transitioning into the more permanent installation, where we're actually getting a line to the house or from the house to the garage. So they don't need to have a load shed module. Let's see how we're gonna do that though. First, copy and paste this. We're gonna see what we're gonna remove though. So we are gonna remove the Emporia Pro, that's for starters. And what I think we should do is we're gonna change the generator size. Now we're gonna be able to do the generator to power the whole home. We're gonna change the interlock for the whole home. Because here's the logic. If we're going to be running a whole new line from there to the charger, or from sorry, from the home to the garage, the way I see this working best is why aren't we running an interlock inlet? Like if we're gonna put a generator in and we're already running the lines, why not make one of those lines something that can feed the home with a new generator? So we're gonna up the size of it, up the capacity, and it's gonna be a lot more convenient. Now, in order to do this, let's figure out how we're gonna do it. So let's get I'm gonna say instead of doing the full trench, what we'll do is we'll do conduit along the whole side of the home, and then we'll paint the conduit so it matches. And then from there, it'll be trenched to the house. Or from there, it'll be trenched to the garage. I think that's a good start. So installation of conduit run along the side of home, painted to match siding, and then trenched from there to garage to provide dedicated. Now, in that situation, what I'm thinking is that the inlet isn't all the way over to the garage yet, but we could put it on the side of the house. So at least there, it's much closer than it would be if we're gonna run it all the way to the panel. It's closer where it needs to be. We have a dedicated line, we don't need to load shed it at all, it has all the amenities, everything included. I want to include additional things here. I'm realizing. So we have a year of maintenance in the silver. What I'm gonna want to do is I'm gonna also raise the maintenance here, too. So the reason being is you want to scale the maintenance as much as you can. The best way of selling services is to offer them when you're offering the whole generator. Because why not? Like if you're gonna put it in, get at least under capital improvement. Okay, so let's see what we can do here now. We have the gold, it has the conduit run, everything's painted, electrons protection for the freezer's done. Let's fix that. Got the generator interlock, the inlets attached to the home, so inlet, inlet attached to home. So via wherever the closest conduit line is, it won't be included in the trench. Portable generator to power the home, too. Okay. All that's good. I like that. Now in the plant, this is the finest, most beautiful, most reliable way of doing it. So instead of doing the conduit, we're gonna say full trenching to main panel to garage to provide dedicated charger power. Come on, dyslexia. Don't mess me up now. All right, so we have the full trenching. So that's gonna be included. We have the electronic protection, we've got the smart, we've got the generate intro lock. We're gonna say inlet is gonna be in garage, inlet attached to garage. Because in this option, imagine what we're doing. We're trying to make it seem like it's completely invisible. Because once the trench is refilled and has grass on top of it, it was never there. Whereas if it's attached to the home, you'll always see it even as it's painted. So we've got a full trench all the way from the in-panel all the way to the test garage. Now, in that situation, we'd also run a secondary conduit, which would house the actual inlet for the generator. And that would be attached to the garage rather than on the house. So it's even shorter time for them to pull it out, because it's gonna be stored in the garage anyway, and then they could plug it right in at the garage. The interlock would be at the main panel, meaning that they could now have the whole home if they wanted to. It's a larger generator, it's more reliable, everything's completely concealed. We're also gonna say, like, you know, we're retrenching it. So I say fully reseeded, trench filled. Okay, so we do the whole thing. Well, let's just change the lane on that. Let's just say turn key trenching and reseeding. Okay, that's a better way of looking at it. And here I would drop and go to three years of maintenance. Now, the top option, I'm gonna go first glass paths. So let's break this down and make sure is there anything we missed? I think that's pretty inclusive. Okay, so let's let's figure out what we've done here. Now we've gone from I'm gonna run a whole new line right from the main panel, give you a dedicated amount of power for this charger so nothing has to interrupt it and can be sustainable on its own. We've trenched everything underground so it's all completely hidden. You'll never see it again. We've now put in every kind of protection system, like the protection for the freezer and for the electronics. We've done the inlet close to the garage, we've provided a big generator for the whole home, we've done everything turnkey, all permits, all inspections, all trenching, all receiving, three years of maintenance on that generator, and a first-class pass. And we scaled it less and less and less and less until you realize that the silver, the bronze, and the economy have the Emporio Pro. And then the basic is like this is our barest minimum. This is really all we could do without putting a better system in. If you can create this range, and we're gonna see it as we start pricing it out, we're gonna be able to find out this is gonna end appealing to everyone, or at least it'll have something for everyone in it. Doesn't mean you have to go platinum. It doesn't mean you have to go basic. But regardless of where you're at with your budget and your expectations, we can find something that works for you. And if you can show up with options that will fit at every range, it's much harder for the homeowner to want to get more estimates or to want to not use you. Because, simply saying, what are you looking to find that I haven't already offered to you? Really dig in and figure out what it is. So that's how you create our options. Thank you so much for being present with me. It was an absolute honor to be able to serve you. And I can't wait to start pricing out with you. All right, my friend, now it's time to have even more fun. What we're gonna be doing is we're gonna be pricing it out right now. Where I'm gonna be going through what we'd use is our simple service rate, which has all your factors calculated in. In fact, actually, if you want to find your own simple service rate to know how to price profitably and make sure that your growth and overhead is properly managed, just click below and we're gonna include the link right here for the simple service rate guide. Now, in addition to this, what we're gonna be doing is we're gonna be having a rate of $425.73 with a built-in material rate of $75 per hour. I'm gonna be showing you why we do this as we continually price it out. But the main benefit is that if you know for a fact that your profit is gonna be guaranteed with your rate, provided that you're not botching the job in some way, and you know that all your growth and your overhead and your expenses, everything's managed, and you don't have to figure out every individual item that needs to be quoted, it makes it way easier. So instead of let's say actually I'll show you on the bottom. I'll do the bottom option together and I'll show you what I mean by this. So let's say we have a simple service rate of 425. Right? This load charging PowerPoint is like an hour. That's really, really all it is. We're simply taking a 12-2, 12-3 Romanx and tapping off of the panel and running it across. Fine. If you want to be, you know, a stickler to it, you could run it in you know MC. Fine. Regardless, I don't care. We're gonna be able to run it, and this is how we're doing it. It's gonna take about like an hour to do. I'm assuming that in my mind, the panel is right by the garage door, and as a result, we're just running it sideways and sticking it out. So, in order to do that, we're gonna say one times 425, 73. Now, naturally, one times that is naturally the same rate. So it means that your first off is your hour is that. Now, in that hour, we have $75 in console materials. One times 75, similar to being an hour, include 75. Now, if we want to include extra material now, we have to say what's gonna be included. Well, I'm pretty sure that an inlet or any of these things that are rated for EVs are not going to be considered stock material. It's not something you just take out of the van. It costs a lot more now. So as a result, we're gonna make sure that we include $50 in that material. Now, what this turns out to be is then $425.73 plus 50 equals 475.73. Let me explain what happened here. So we know that we need to have a two-pole 20 breaker. We know that we need to have our wire, whether it's MC, whether it's Romex, we're gonna need to have your straps and your staples, uh, you're gonna need your wire nuts, you're gonna need your screws, your silicone. So we have all these things in mind that we normally would need. But how do you price that out and get each individual item and not miss something? So if you build in a certain amount of material per hour, you can omit all of your consumables and only have to price in for the specially material. Now I did trials of this when I was running my team. And at the time when the market was, we found that it was $50 an hour, was no the max amount of consumable materials on average that we would run per hour. So we just build that $50. In per hour. And as a result, we didn't have to calculate any of those things. Now, obviously, things have gone up in price as a whole. So we're going to start at between 75 and 100. This exercise is going to be at 75. So that's the first thing. We were able to calculate it quickly, easily, and not have to really crunch numbers and figure out all the material cost. Now it's going to become better and more apparent as you go higher in the options. The reason being is that things are going to get added, the job is going to expand. And instead of now having to calculate everything and get the micro details, and even then still worry if you missed something, we could just have those materials built in. So let me show you how to do it in the second option, right? So I know that this is now going to take a little bit longer. So the Emporia Pro, we're going to say it's going to start just two hours. Two times four, twenty five, seventy-three. And that's going to equal 851, 46. Now we're going to have two times 75, and that's going to equal 150. But that's not all the material we have here. We had $50. That was previously for the inlet. And now we need to actually include the Emporia Pro, which is $600. So we're going to have 851 46 plus 650 equals 1501. Now look at the difference here. I'm going to start actually highlighting these to make it easier for everyone. So we're going to highlight this. Move it in. Okay, highlight this. We were able to calculate a very quick, easy number, right? We knew there was going to be a charger, and as a result, you're probably going to be mounting a board behind it, and then having the screws attached. And then if you're going to paint it gray, so there are other consumed materials that automatically got absorbed by the consumable rate. So the only thing we had to calculate was here's the charger, the load shed module, and here's the inlet that we're going to be plugging into. Way easier, way simpler. Now we're going to keep going higher. And the cool thing is that as long as the same things are included, you could just take this material rate of 650 and just keep moving it up, keep moving it up. So now we're going to go into the bronze. You pour your pro, electronic trajection smart. Okay. So this is going to take about five hours. So five hours times 425, 73 equals 21, 28, 65. If we take five times 75, that's going to bring us to 375. That's how much consumed material we already have allotted for this. So we're going to add in the 650 that we previously had. And now we have to say, what else are we including? We need to include 200 for the electrons protection. We're going to include 75, not 74, 75 for the 11th and smart. And we're going to add 250 for the generator interlock in the inlet. Now, once again, take a look at this. These are specialty materials. I would not take 11 smart out of my van and just run it. I wouldn't take it, and take an interlock, an inlet, and just take it off the van. These are the special materials. Stuff you wouldn't just allocate off. That's what you calculated as a specialty. So you only need to focus on those key things. So I have this total rate. So I'm going to go 2128.65 plus 1175 equals 3303.65. So you're noticing there's a bit of a jump, right? But you're going to find that as the jump goes and goes, it's actually going to be more and more consistent than you'd think than you'd realize. So let's take a look at this. We're going to keep going higher. And I'm going to show you the full spread when we're done. Now going into the silver, which we currently have. Let's see. There we go. Okay. In the silver, I want to make sure we have everything we possibly need. And that should be say seven hours. Seven times four twenty-five point seventy-three equals two nine eight zero eleven. Now I'm going to go seven times seventy-five. Woo, dyslexia's kicking up hard here. All right, 1075. And that should equal the 525. 525 is a lot of consumed material. Now remember here, we had 1175. We're rolling that right up to the top. 1175. And you say plus what? Well, we're now gonna include the portable generator, right? So that's an item. So we're gonna now have to include 26. No, 1500, 1500. 1500. So that means now 2980.11111 plus 2675 equals. Equal. Okay, equals 5655.11. So I'm gonna keep bolding this out. So I want you to see the spread here so far. We've gone from 56 to 33 to 15 to 475. That alone is a very strong spread. And it doesn't create a huge gap between each one because each drop is consistent. So now let's go to the gold. Now in the gold, okay, here we are. What are we doing here in the gold? I'm going to say with these, I'm gonna make this 10. 10 times 425 73 equals 4257 23. Then we're gonna go 10 times 75 and that equals 750. 750 is a lot of consumed materials. We can do a lot with it. Then we're going to include all the other fun stuff. So previously we had two six seven five materials. Then we're going to add 2600 because we're doing a larger generator, and this is the price difference between the two of them. And then we're gonna include an extra $1,500 because we need to make sure we have everything additionally on top of that. Okay, that looks good. Okay, sweet. So I'm going to then take this, and this comes out to 4257.3 plus calculating all those is six, seven, seven, five, and that comes out to eleven oh, three, two, three. Now, this is the big jump, and this is the reason why a lot of times we would scare people off. Because now we're talking not even the full trench, we're just talking running Condra along the home and then trenching from there to the house. So we went from 5655 to 11032. Now that is a concerning gap, but the concern that's even greater than it is that there's very few ways in between it. The Emporia Pro allows us to keep the infrastructure in the garage and not having to expand anything out further. But now by saying I need to run a dedicated line, we are trenching further. We are running extensive conduit. We are now painting it to match, we are running additional materials and sizes. Like there are things that are going to add up. Like that's why we included 1500, because we're now running much larger wire and we're running larger conduit, or if you want to have the trenching included. So like even the trenching is going to be included, you have to factor for that as well. So, regardless, your number is included, but it increases a huge jump. So you're gonna have some sticker shock between platinum gold and then going to silver, but there's very few other ways to do it without creating so many options become overwhelming. So, in the situation, this we're gonna deal with. So now going into the platinum. There we go. So going into platinum, we are then going to factor this at, let's see, 15 hours. There's a lot more going on here. We're doing a much bigger trench. I think it's additional time necessary. We're down size 73, and that comes out to 6385.5. We then have 15 times 75, and that comes out to thousand one hundred and twenty-five dollars. We then had the previous six sixty-seven seventy-five. And then going further, now we have it where we're also going to be doing additional trenching that's going to go from the house to there, to the garage. So I just got to make sure that's included as well. And now if we take six three eight five point five, and we add seventy-four seventy-five to it, that equals thirteen eight six three point five. All right, so let's look at the difference here. This is really what would cause you to either gain or lose the job. And let me explain what I mean by that. The best possible way of doing this, the most reliable, the most turnky, the less possible room for error is running a whole new line back to the panel. But it's a long run and the wire is going to be large, and we have a lot of add-ons that are included in here that are justified to be in the system. As a result, it is a huge package. But the moment we reduce the trenching and the moment we reduce the conduit and the wire lengths, look at what it drops to. So by going a little less trench, it goes from 13 to 11. But now when you're not trenching or running anything at all and we're able to just keep it alone in the shed or in the workshop or the garage, it goes into 56. That's a huge savings. So for someone who wants to have a quality system, but doesn't want to empty the bank in order to do so, the silver, the bronze, and the economy become amazing options for them. And if you look at the range there, the silver is say 56, then the bronze is 33, the economy is 15, the basic is 475. So all those four options are very much in sync. Now, why the gap is so big is you can also explain it as that's actually a talking point, where you can describe the top option as being perfect, but it's going to be substantially harder than doing it other ways. And as a result, you're creating almost this cliff effect where like this is the right way of doing it. But there's another way that would save you thousands of dollars. And now we have that contrast where it's like, wow, that huge savings makes me want to consider the Emporio Pro. So you're able to get a job that other people would lose just because you're able to price it smarter and design it differently. So here we have, we have the full spread. Thank you for being present with me as we built these out. It was an absolute honor to be able to do so. Stick around, I'm gonna show you how to present it. Take care, friend. All right, so now it's gonna be time to actually get into the presentation. Now, what we're gonna be doing different today than what we normally do is this. Normally we start with the observations, we then go into the price conditioning, and then to go into description of the top option. The thing is, though, is that the product we're talking about isn't in the top option. It's supposed to be a mid-range solution that opens up a very wide gap that otherwise couldn't be in place. So, what we're gonna do is we're going to do the observations, we are gonna do the price conditioning, and I am going to introduce the platinum, but we're going to then almost make a cut moment. The customer is then assumingly going to question the price or the issue or doesn't want to make that kind of investment, and will then ask us about the silver. Then what I'll do is I'll describe the silver, which will speak to the Emporia Pro. And after we've gone through that, you'll understand how to better explain it, how to build the value with it, and overall how to close a deal. So without further ado, let's get into it. All right. So we're gonna be starting off, as you see, and as typical episodes, I have my options, I have my observations. Normally they'd be in an iPad in front of me and I'd be looking up and down, but they're on the other screen, so I'm gonna look left and right. But the ultimate goal is that this is going to be as meant to be as accurate as possible to how it'd be done in the field. Okay. All right, Mark, thank you so much for the opportunity to help you with this. And I appreciate letting me come back to just really sit down and explain what we're dealing with. So has anything changed with our goals and needs since then? No? Wonderful. Okay. Do you have any last-minute questions before we get started? Even better. Okay, awesome. So I'm gonna do a quick review to make sure we understand what you originally called us for and the situations that we're finding ourselves in and how we can address it. So the first thing is I understand you wanted to have a level two charger to power the EV that's gonna be parked in the detached garage. I love that for you. Congratulations on getting the EV. And all in all, I think that's a great location too. Reason being is that when you pull into the driveway, instead of having to leave it on the driveway and have to have a long core reach into the house, instead being able to go right into the garage and have it closed there and be able to close the garage door and as a result, know that the car is charging but also safely contained, I think it's a huge advantage on your end. There is a concern though, and though I agree that it's the best location on your property for this charger to be, it does pose some difficulties for us. And here's what I mean. The first is the amount of power that we actually have in the garage. The reason why it's a concern is it's currently limited, without being too technical, it's limited to something called 100 amps, meaning it's actually half the power you have in your home is only available through this charger, through this detached garage. The problem is that a level two charger draws a substantial amount of power. And in combination to the freezers and all the workshop equipment and all the other appliances you have in this garage, there's a pretty big concern. What would happen if for some reason you plug in your car and you're charging it? It draws too much power where you're not there, and you go into the morning and you find that everything's been out of power for the past eight hours. Let's just start walking through what that's gonna actually look like. So as a result, like what would happen if you had your freezer? I know, like as an example, you have all your kids' ice cream. And granted, I love that. I love the fact that you went out of your way, got a whole freezer, just so when your grandkids come, you have always a readily supply of ice cream. I love that for you. And my grandma actually used to do the same with me. My grandparents do the same, so I love that. The thing is, is that what would happen to about 40 gallons of ice cream if for some reason in August you lose power to it? That would definitely be a messy surprise to come into. I agree with that. So that's the first concern. Secondly, is that you have all these other appliances that are running, as well as all your workshop equipment. Do we want the car to drop out or have a situation where everything drops? I agree, we wouldn't want that either. So here's the thing the second concern is that because of the amount of power you have in your garage and how it wouldn't be able to give you a full level two charging in its current infrastructure. The second biggest concern is how far it is from the house. Now, I love that it's detached. It gives you more space and more privacy. But if you think about it, if we needed to get more power to here, how would we do that? The electrical system is on the exact other side of the property. In addition to it, how would we get it to there? In order to do so, usually we require extensive trenching and then reseeding and covering everything up. So there's a lot that would have to go into actually getting power from there to there. So we don't want to do that. Granted, it's a great option if you're looking to make that kind of investment into it, but there is a concern with that as a whole, just because it's probably a lot more than what you were expecting is going to be based on that. I know originally you were thinking that because you had 100 amps, it should be more than enough. But if you actually add up everything at the same time and say, what if it's running at the same time? It's gonna be a very likely situation where it trips. Excuse me. The next thing is that because of this situation where the lack of power and the vast distance between the detached garage and the main electrical system, what we've also done is created a very wide range of options for you. The reason being is because I'm gonna be able to show you things from the most permanent possible situation where this already takes care of everything, future amenities, and this is like the right way of doing it if money was no object. Then I'll show you some more mid-range ways that may be closer to what you were expecting, or maybe in between those. And then I'll show you the most bare minimum we can do as well. That way you can be in complete control of the quality, the reliability, and ultimately the budget you're gonna be investing for in this service. Now, that's as far as it goes with the charger. There was something else I noticed, and I don't know if you had considered this or not, but it is directly related to what we're talking to. I just wanted to make sure I I prepped you first. The first thing is that I know that when you have an EV, it's a very sensitive, you know, pretty much a computer that you park into your garage. But the thing is, I didn't notice any kind of electronics protection in place for it. Think about it. If you were to have a power storm or power outage where power came on and off and on and off, the concern is that it actually could damage your electronics. But if you think about it, are you really prepped right throughout the rest of the home? So let me give you an example. When you plug in your computer, do you usually just stick it right into a wall or is there something you usually connected to? Or a TV, do you stick it right into the wall or something you connect it to? I agree, like those power strips. Okay, do you know why you have those in place? The reason why you have those in place is because it's meant to be almost like a sponge, where if too much power comes into the home, it would be absorbed by that strip rather than going into your appliance. But if you think about it, what's protecting your furnace or your air conditioner or just in this room alone? You got a refrigerator, your dishwasher, your stove, your microwave, like all these things all have control boards in it. And as a result, if the same thing came that could damage your TV, what could it do with all your appliances, let alone the brand new computer you're putting into your garage? So the first is I just didn't know if you chose not to have it or if it was something you just weren't aware of. No worries. Okay, we don't always get to that later. The second thing is this is your primary means of driving. From my understanding, you are getting ready to sell the old car and go full AV. And I love that for you. Congratulations on doing so. It's gonna be a very luxurious ride. The concern though is if it's your primary vehicle, what happens if you don't have power? Meaning, let's say that you were to make a long drive, come back into the house, uh, park your car in the attached garage, let it plug into the charging system and let it sit. But then an hour later, you lose power. Well, how long could your car run on that minimal battery? Like, could you get to where you need to be? How would you get it charged? And then additionally, on top of that, what else would you do throughout the rest of the home? The reason why I bring this up is because if your car is fully electronic, fully electronic and electric, the concern that I have is that if you have no means of charging it during power outage, it leaves you stranded. So I noticed you didn't have any kind of any generator setup or anything along those lines. So I just want to make sure was that something you chose to not address, or is that something that you just didn't know about? Totally fine. We can also get to that later. Now, last thing is we've mentioned the freezer before, but I really want to stress this again because I don't know if I've communicated as clearly as possible. I love the fact that you made sure that your grandkids always had snacks and ice cream and all the frozen treats. I love that for you. And I love the fact that you put it in the garage because there wasn't space anywhere else. But if that goes out and no one knows about it, how often are you actually checking that freezer? Meaning, are you checking every day to make sure it has power? Are you checking every day to make sure it's still cold? It's not likely I wouldn't. So as a result, if it did trip or something did happen to it, how long is it gonna take before you really start to notice? And that's a concern that I have as mind. Now, there's a lot of things we brought to your attention, obviously. And because of that, I mentioned earlier, we're gonna have a very broad range. I need to be super clear about the first thing, though. I created that full range from perfection to the most bare minimum, but there is no expectation of you taking the first option I'm gonna suggest. The reason being is it's going to be substantially more than probably what you were thinking it was gonna be. And it's also the most turnkey. This is truly the most best way of doing it. But I also don't expect you to take it because it's gonna be a lot more than what you're expecting. So here's the thing. I'm gonna describe it because at the very least, I feel you deserve to know about it. And I don't ever want to be in a situation where I held back the best, only for you to get mad at me because I didn't offer it down the line. So I'm gonna describe it. If you want to skip over it, we totally can. And then I want you to choose whatever you think is best for you and your family and whatever your needs are. Sound fair? Okay, let's get into it. Now, in order to do this the best possible way, what we would need to do is we'd be providing dedicated power for your EV. The reason being is that you already have power for the desk garage and it's already going to your workshop, all the appliances, and to the freezer. So it already is in use. It's not maxed out, but it's in use. What we're gonna do though is if we were gonna provide the fastest, most reliable charger, it draws a substantial amount of power, meaning that we need to get a dedicated line all the way to the house to the main electrical system. Now, if you just look at the distance as a whole, that's a lot of digging that's gonna have to be required. But we're doing everything completely turnkey. We're gonna give you more than sufficient power to this new garage. But we'll also be doing a full excavated trench, we'll be burying all the conduit in place, and what we're also gonna be doing is doing a full uh repack where we put all the drip back on top, relay uh topsoil, then put grass seed down, then hay it so that it's a complete turnkey experience, you don't have to do a thing. Now, we're also going to be uh installing a generator system here. And the reason being, and only reason why I'm mentioning it now, is because the way that you'd store the generator is going to be in the garage. But if you were gonna operate in the typical way, usually that place you plug into is all the way in the house. Meaning you lose power, you got to go all the way out, get the generator, wheel it all the way to the house, and then plug it in. The thing is, though, we're already running a trench. We're already going from the main system to this area. So, what I'm gonna do instead is I'm gonna connect an easy control switch for you. So all you have to do is throw one switch that's gonna be in your main electrical system. And where you'll be plugging it in is we're gonna run a whole separate conduit into the attached garage in the same trench that we're running your power line. Then what we can do is we can make an inlet point where you plug it into at the garage. Meaning everything's in the garage as it is. You just simply wheel the generator outside, and then you'd have a quick connect right there rather than having to wheel it across the whole thing. Reason being is I'm thinking, you know, if when do you need it? It's usually not a beautiful sunny day, Monday through Friday, nine to five. It's when it's dark, when it's raining, when it's snowing, when you don't want to be out there, that's when you lose power. So the less distance you have to walk and travel, the better this overall experience is. The second thing we're gonna do is we're actually gonna be providing that generator. Now, because we're actually able to run the whole thing from the home, we can actually put in a larger system, meaning that instead of just doing that attached garage, this could also prepare you for future concerns. Meaning it could back up your furnace, it could make sure your air conditioning is taken care of, you can do some of the comforts inside the home, you have lights and be able to do your normal things. The reason why I'm offering it here is if there was ever a time to put that infrastructure in, it's when this large trench is already going to be put into place. I don't obviously expect you to go this route, but if we're gonna do it, now would be the time to do it. If you ever considered having it, now would be the time to take advantage of it because this is a trench you don't want to redo again in the future. So that's why we're putting it into place. Um, additionally, we'd be installing what's known as a whole home electronics production. System. Now, the benefit for you here is that if you think about everything we just talked about, from all your appliances to everything in your kitchen to the appliances that we have in the garage, and then especially the EV itself, everything's susceptible to electrical damage. If we put an electronics protection system in, it's almost like a giant sponge to go between the utility and you. You could have a direct lightning strike, you could have brownouts and surges that come in, or you know, especially like you know, spikes that can come in from the utility company and absorbs all of it. That's why we've been putting it into here because if we're going to want to protect your electronics, now would be the time to do it, especially with the EV. Um, additionally, remember we had mentioned the fact that your freezer, you don't always check, but we do know there's a lot of things that can go bad inside of it. What we would do is actually install a smart notification system. It's actually called the spoil notification system, where it would be attached to that freezer. And if it ever trips or it loses power for every reason, it sends you a notification to your phone so you know that that's actually having an issue and you can choose to go outside to reset it, or if nothing else, call the neighbor if you're away and have them address it. That way you don't come home to a big mess. Um, lastly, what we're gonna make sure we include it is that there's gonna be two features here. Firstly, is you know there's gonna be a generator for the home. We know that we're getting everything set up for it, but at the same time, do you plan on doing the maintenance yourself for it? I wouldn't expect you to. I mean, I know you're really handy and I'd love that for you, but you shouldn't have to take on more responsibility. So, what we're gonna do is for the next three years, we're gonna be maintaining the system. And if you'd like to learn how to do it, you're welcome to join us every time. That way, eventually, after those three years are done, you've seen it enough times. If you want to try it yourself, great. If not, we can just continue doing it. Now, if you were to take this level of service with us, this is like the finest we could have possibly offered you. The most turnkey, everything's done the best possible way. You immediately get granted a VIP. Meaning you're gonna get access to what's known as our first class pass. And that's the equivalent of a first class flight with our company. What would happen is you always get priority service, meaning you go right to the front of the line every single time. You get access to our after-hours emergency services. Any uh diagnostic and troubleshooting services get completely waived, you're not gonna have to pay for any troubleshooting. And then lastly, we do an annual whole home electrical safety inspection, meaning we look for problems before they become big things. So if we had the ability of checking something and addressing it while it's small and inexpensive, rather than waiting for something to grow and become more costly, that saves you time in that you don't have to worry about taking off or dealing with all the concerns that you have in that what do we do with an emergency problem? You can choose to take care of it on your own in advance. It also saves you money in that if we can fix something while it's small, rather than wait for something to physically break down, that also saves you money because instead of doing a full renovation of something, we can simply do a repair to something. So that has a lot of benefits to you. Um especially also if this is your primary vehicle and we do end up having power storms or you know, large things that would cause infrastructure to go down. We can only prioritize so many people. So you would actually be granted priority status, meaning that during storms, especially when we get a thousand, two thousand people calling us, you're going right to the front of that list. So we can make sure the EV is ready to go, so you can make sure you're able to drive to get to wherever we need to get to. Now, my hand's gonna get off the presentation. The reason why I want to make sure that you know my hands are up is because I'm not gonna change the number. But I need to understand how much you know about this, as well as to make sure that you have an understanding of what level of investment we're talking about. So if you had to guess, what do you think we're at for all this? Okay, I get if you don't want to guess, that's totally fine. So if I were to say this was 20,000, what would you say? Well, luckily, don't worry, it's not 20,000. You don't have to kick me out. It's actually only 13,860. So take a look at the options and let me know how they like to proceed. Now I'm gonna time out from here. The reason being is that we've done our observations, we've done our price conditioning, and now we're gonna go through and we're gonna reveal the platinum. Now, from here, the customer is looking at it and they're gonna be questioning and looking through things, and we're gonna have them ask about the silver. And then once we get into the silver, I'm gonna be describing it from there. So I'll be having a sip. My job is not to force them into the brightest project. My job is to educate them, show them the different things that are available, and just show them options that fit their home, their budget, their needs, and future plans. We've already done that with the platinum, in that that is the most turnky possible way. They may not want to go to the basic either, which is just the installation of a 20 amp circuit that's gonna give them barely any charge. So they're gonna choose somewhere in the middle, probably between silver and bronze. So it sounds something along the lines of well, can you tell me more about the silver option? Well, that's a great choice. What did you like about it? What stood out? I agree it's much more economical than going all the way to the top solution. I agree. There's a vast price difference there. So is that the main thing that sticks out? Great. Did you have any questions on it specifically? Okay, I can review it if you want. So here's the difference between going in the silver route versus going to the whole to the platinum route. The platinum and the gold was us needing to run a dedicated line, saying we're not going to work with anything in the infrastructure or the garage as it is. We're going to do a whole trenching, a whole new installation, and then you can have the biggest, fastest charge you possibly could. Now, because of that trench and that distance, that's what makes it such a huge increase in cost. But there's actually a really amazing product right now that I really think would solve this problem on a more economical way while still giving you more flexibility than otherwise we could have. It's actually a system known as dynamic charging. Now, the reason why I'm going to suggest that to you is because what it does is let's say you plug your EV into this charging system. It can actually fluctuate the power up and down based on how much is available with not being drawn. So let me give you an example. You have all these appliances in your garage. And as a result, they all start to turn on. Now it's drawing more power from your immune system, correct? Which means that you'd have less available for your EV. So if your EV is charged in, it starts to lower the power going to your charger because other things are running and we don't want to trip the system. Let's say they cycle off or you're no longer using things and the power draw goes down. Now there's more available for power for the charger. Now it can ramp up in charging speed. So the benefit is that it senses for what use is going on in the system and adjusts the charger based on what's available to it. The benefit to this is that it doesn't risk tripping the main system, which was a huge concern that we were worried about. Um, it also allows you to have the fast charging without having to run a whole new line down to the main electrical system. That's a huge thing. The second is also included electronics protection. It also included the spoil notification for your freezer. It still has a generator system. And granted, there is gonna be an inlet in the garage or there's gonna be an inlet close to us as possible. Um, we'll get it to where we need to be. Pause, you know, resume. So we are gonna do the installation of the generator. We're still gonna make sure that you have the connection system, the easy control point. You'll still have an inlet that you can plug into on the home. Now, the main difference here is that in this option, we are not running the whole trench. As a result, we're not upgrading the main power. So that is a big difference. Second thing here is that we're also making sure that we pause. All right, Tony, I'm going to be redoing the silver presentation. All right, so let me explain what's going to be going into this because obviously there are some differences. So the first is that we are able to actually install a different kind of system than what we previously were able to mention and previously have been available on the market. This is actually called a dynamic charging system. Now, the benefit to it is this. Rather than having to run a whole separate infrastructural line back to your main electrical system, requiring trenching and reseeding and refill and all that, we can install a dynamic charging system into the power you already have in the garage. And here's how it benefits you. Now, the reason why we originally were considering running that trench was because we don't want you to be limited in the amount of power you can draw. We also didn't want the garage to trip. This dynamic charger is a great in-between. What it does is if your appliances are running and drawing a lot of power, it lowers the amount of power going to your car, but doesn't turn it off. And as your appliances cycle off and more power is available, you can raise the amount of power that's directly connected to it. So that you can get faster charging or slower charging, depending on what's going on, but it causes the big savior here, is it doesn't cause it to trip, which saves everything else in this garage from big issues, and also doesn't require the huge trench need to be done, saving you a large amount of the investment. It's still going to include electronics protection, still includes a spoiled notification system, still includes the generator interlock system or the generator control switch, as well as the inlet that we're able to plug into that's on the house. Um, we'll be able to have a generator that's instead of being able to do the whole home, is gonna be focused solely on just charging the car and everything currently in your natural garage. And it also includes one-year generator service. So it's a great solution if you're looking to go more the middle of the route. So take a look. Uh, if you so with all that being said, how would you like to proceed? Wonderful. Well, if that's something you'd like to make forward, just so you're aware, we did have cheaper solutions. There were, you know, more economical, cheaper ways we could have gotten this done. Are you sure you're comfortable with the silver? What did you like most about it? I agree. I think that's a great solution. So, with that being said, how would you like to proceed? Wonderful. Thank you for the opportunity to work with you. I appreciate that. Okay, so here we are in this moment. I'm gonna do a quick timeout. What we needed to do was we're not leading with the silver, but we allowed a natural flow of progression to happen where we described the situation, we reviewed what was going on, we discussed what was wrong and what they were up against. We offered a price conditioning to where they understood there's a lot more and had them guess. We then reviewed the platinum with them. And then after that platinum was revealed, we let them explore the solutions on their own. They naturally guided to the silver because it was a lot less. If you think about it, the gold was 11,000 because it required so much to be done into it in order to bring it to the higher standard. But then this one is 5,600. So that's the first thing customer may look at is well, why is this less? And they wanted me to explain about it, and now they have the differences that are connected to it. So we don't want to describe what's not there. We want to describe what is there. So instead of saying things like, well, it doesn't have this, it doesn't have this, it doesn't have this, we describe what it does have. Now, after the customer says, I like that, let's do it. Instead of saying, you know, are you sure you want to do that? Want to do other things, we did it in a very specific way. We said that's a wonderful option, I agree, I think you'll be very happy with it. But with that being said, you know, there were cheaper ways of going about this. Now, the reason we're using the word cheaper here is because cheap is not a good word. Cheap doesn't describe something that's good. So if they've picked a more premium or mid-range option, and we don't want them going with the cheaper ones now that they picked a higher option, we could say, just you're aware there were cheaper options. But the big benefit behind that is the reason why we're using cheap. One, it pushes them away from those lower options and makes them help them more be secure in the one they've already chosen. But the second thing is also price conditioning them and giving them their own objection handle. Because one of the biggest concerns that we receive being a premium service provider is that the customer will describe what they're doing enthusiastically to someone else and they'll say, you could have gotten it cheaper. But if we can put that in their head, that just so you know there were cheaper options. Now when they hear that, instead of canceling the job with you, they either A can argue and say, Yeah, I know there are cheaper ways, I chose this way. Or if they do get cold feet, you can, they'll call you back because they'll be looking for those cheaper solutions because that's the word they've heard. So it's very important that if they're trying to remove the bottom and have them close on the one that they're currently on and they've already picked on and they've already solidified, it's a wonderful choice. I agree with it. Just you're so you know, there were cheaper solutions. You sure you don't want to go that way. Wonderful. With that being said, how would you like to proceed? You go for the close after they said they don't want to do it. You can shake hands and continue on processing the sale. My friend, thank you so much for being part of this with me. I really, really appreciate it. I look forward to serving you again, and I'll see you in the next one.