Million Dollar Electrician - Sale to Scale For Home Service Pros
Rewiring Our Mission: (Electricpreneur Secrets)
Helping Electricians Achieve the $1M Service Van so they can experience ultimate control over their futures.
Join Clay Neumeyer & Joseph Lucanie for a new electrifying episode & High-amperage action item each week to spark up your service van sales to $50K, $70K, $100K, $150K months, and beyond!
Million Dollar Electrician - Sale to Scale For Home Service Pros
S2 EP34 - Why Electricians Should Stop Forcing Sales on the First Call
Are you still pushing for the close on the first visit? In this episode, we challenge one of the most common sales beliefs electricians hold and reveal why the Two-Call Close might be the highest-leverage shift you can make in your sales process.
Discover why the traditional same-day close often fails and how splitting your sales process into two focused calls can increase your conversion rates, build stronger customer connections, and lead to bigger jobs.
Here's what you'll learn:
• The psychology behind why same-day closes fails more often than you think and how to tap into better customer decision-making.
• The Two-Call Advantage: Learn exactly how splitting the call enhances clarity, builds trust, and ultimately leads to more electrical service sales.
• Objection Handling Mastery: Watch a roleplay demonstrating the best way to handle the common "Can't you just email it?" objection like a seasoned pro!
This one isn’t about sales tactics. It’s about building trust, buying time, and serving at the highest level.
Big Win of the Week:
Charlie closed a $35,000 job even though the competitor was $10K cheaper. Why?
Because he built trust over two calls and served at a higher level. That’s what the Loop Method is all about!
0:00 Introduction
2:54 What Is the Two-Call Close?
6:03 Presentation Timing and Customer Fatigue
9:10 Building Relationships Without Pressure
12:36 Win of the Week: Charlie's $35K Sale
15:42 Overcoming the "Email It Over" Objection
22:03 Benefits for Technicians and Closing Thoughts
25:30 SLE App Announcement
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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.
Joseph Lucanie:I'm Joseph Lucanie and, together with my co-host, Clay Neumeyer, we're here to share the secrets that have helped electricians sell over a million dollars from a single service van.
Clay Neumeyer:Now it's time for sales, it's time for scale, it's time to become a million dollar electrician! Hello, hello, hello and welcome back to yet another great episode of the Million Dollar Electrician podcast. I'm excited for this one, Joseph. I want to go in today with you and help, Actually, I want to be the devil's advocate and go against something that we teach just because I want to be the voice for all the people who are against the reason of the two call close. Are you into going into that with me today?
Joseph Lucanie:I'm so ready to do that because it's one of those things where it has a lot of stigma around it, where people are saying like, oh, it's inefficient or it's going to take me more time, but the rewards are so substantial that it's worth it and I can prove it, so let's get into it.
Clay Neumeyer:Awesome. So we're going to go deep on this. We're going to help justify this. In fact, rather than justify it for you, I want to help you be able to make that decision. We want to help you be able to make that decision for yourself. I'll tell you a statistic and a bit of an analysis you can do in your business to help justify this and at least give it a shot and give it its weight. To go and give it a try in your business and see if it'll help you. On top of that, we've got a great win of the week Can't wait to share and some great big news at the end of this podcast. So please stick around and let's jump into it. Joe, help us understand once again what's the two call close and what's the point of this thing. Why?
Joseph Lucanie:So the two call close is a slightly different approach to what common sales technique usually would tell you, where a lot of times it's present on same day present even if not, that both decision makers are there, email it over, like that's the standard. Email it over. What we do is what we say is we're going to determine at the beginning of the initial call if this person is the right person to make a presentation to, if this is the right time to make them a presentation and if there's other people that need to be included. Once we've come to that conclusion, towards the end of the call, we give the customer pretty much the flexibility to decide is this something they're looking to do today, or is this something they're not looking to do today, If we're going to take it to a two call close? They have somehow said we're still getting estimates, we're not looking to bring this to a conclusion.
Joseph Lucanie:This is not a nice thing. My spouse isn't here, Great. So what we're going to do is then confirm with them that we're going to move this appointment to another time of our mutual choosing where what I'll have the ability of doing is creating some amazing options at my own convenience, at my house or at my office, and the benefit to the customer is I'm going to not only get them some great choices, but it gives me the time to really sharpen my pencil and come as fresh and focused as I possibly can be. So the point of the two call close is it substantially increases your chance of closing. It increases your connection and delivers a much more effective presentation to the right people at the right time, leading to a far higher closing rate than you would receive on a same day push.
Clay Neumeyer:And I told you I was going to be devil's advocate. So I'm going to add a big B-U-T and say but I'd have to go there again, joe.
Joseph Lucanie:That's entirely true. It's entirely true, but I can actually say that's a benefit to you. Can I explain how Sure? First and foremost, what we need to do is? We need to create differentiation between ourselves and our competition. Like, no matter what we do, if we're all seeing the same, the only difference will be our price. So what I've learned is a very effective means of serving people is doing a before, during and after demonstration. Now this, this Two-call close, is the before part, because what does it communicate to the client If I'm willing to take time out of my day to make sure they're properly educated and that I made sure they didn't have any questions or any doubts or concerns prior to moving forward and even taking the money? What does that show about the level of service I'm going to provide once they decide to hire me?
Clay Neumeyer:I would say and this depends, and I don't want to bust your chops too much, but it either means I'm trying to push the sale harder or I'm a better service provider?
Joseph Lucanie:It's possible. So just so I understand, you're saying, if I do a presentation same day or I do the two call close. I just want to make sure I understand the question.
Clay Neumeyer:Yeah, In some cases, like I can see how people would say well, if I'm, if I'm insisting that I come back to talk through it again, some people might interpret that as sales pressure and me just trying to get them both in the room and talk them into us again.
Joseph Lucanie:And that's true, provided you didn't have the now or later step. The benefit of what we do is it's never a push. The customer has the complete, willing control of what we're choosing to do based on their timeframe. So if they said, no, I'm willing to make a decision today like let's make this happen, then what we do is we'd be able to shift our focus and do a same day presentation. But if the customer says, like, listen, I'm just in the guesstimate gathering phase, no matter what you're going to tell me, I'm not going to do anything, you have to ask yourself why would I stay there and still write up a presentation and then deliver it, only to educate my competition? So while some could say, yeah, it's perceiving you as a different salesperson, what's worse? Having someone trying to close you same day because they don't want to come back and then send you the email? it's not fun. Not fun for the buyer and it's definitely not fun for the salesperson.
Clay Neumeyer:And you also use the word stay there, and I liked that. Actually, I'm seeing this in a whole new light, even just on this podcast, because it sounds like you're suggesting, or implying at least, that if I were to try to present today, this is actually going to be a longer call today, instead of splitting out and doing two more, maybe medium sized calls instead.
Joseph Lucanie:Correct, so like let's take any call.
Joseph Lucanie:I'm sure if you were going to say the trip GFI, it could be a quicker assembly of whether we're going to create options.
Joseph Lucanie:But let's say a customer wants a generator, or they want a service upgrade, or in fact maybe they want a lighting upgrade. Well, it would be irresponsible on my end to try to rush the presentation because obviously there is a time window of attention. What I found through my studies is 45 minutes is the ideal moment to communicate some sort of solution to your client and once it reaches the hour and a half mark, their attention substantially drops. So if you think about how the call is supposed to operate, your first 45 minutes is the bonding, the connecting and the technical exploration. You're then in 30 minutes going to construct six options and deliver a full presentation with objection handles. It's not likely that you're going to be able to do that unless you're absolutely rocket speeding it. And if you are going too fast it's likely you're missing details that would have been the difference between you closing or not, such as the spouse's name, where they're from, what kind of interest they have and how they're going to use this thing most often.
Clay Neumeyer:Right, right, really important stuff and capturing that experience, of course, super important to the presentation of those options to also stand out and be memorable. That said, how does this work then? Are you suggesting we would leave and build the options away from the house?
Joseph Lucanie:So there's two different schools of thought. One is, if I'm called to do a presentation same day and this is I'm moving forward with it then I would go to the kitchen table for the customer to physically see what I'm doing. That way they know I'm not just in the van smoking a cigarette and creating a template. It's like I'm physically going to design it. But on the chance that they don't see us because it's not a same day presentation, I can build it anywhere I want. I can go to my office, I can have all my information spread out in front of me, have my lo-fi music in the background, just able to deliver a great presentation because I'm in the zone.
Joseph Lucanie:And the benefit to the customer is that it's a much shorter experience in two sections Instead of 45 minutes and then an hour of creation and then presentation and then objection handling. Instead, what it is is it's 45 minutes or even less, maybe as much as 35 to 50 minutes, and then you can mutually pause while energy is still high, rapport is still high. No one's tired and say I'm so excited to help you with this. What I'm going to do is go back to the shop and design a range of choices that I feel is going to really really help you. All I ask is that we can come back in a time when you feel it's most convenient for you.
Joseph Lucanie:And then we just meet them at that time, enthusiastically ready to serve.
Clay Neumeyer:So a couple of questions come to mind. One is going to be leading into handling the sometimes objection that I could see homeowners giving there, but also you've talked about, like how this is all. Sales service at the highest level is like an endurance race, correct, we're trying to get to this place, but now I'm hearing well, 45 minutes ideal time to present, because that gives you time for presentation and objection handling and there's an endurance within that. How is this different? What do you think happens if I go two hours or two and a half hours before presenting on a call?
Joseph Lucanie:You're going to have it absolutely exhaust the customer. Because, if you think about it, imagine doing two hours of mental strain. That's what the customer is going to have to do. If you imagine their experience they don't know you. They've maybe have never met you before. You're a stranger in their home and you've gone from I'm exploring your technical to, maybe they've had to stay around, maybe they haven't, maybe I'm just in their home and they're somewhere else doing something. How much real connection is happening? Plus, how much strain are they going through maintaining having someone in their home?
Joseph Lucanie:The better thing to do is, if anything, they're probably going to want to email it over because they're so tired. They're going to want to sit and think about it because their thoughts aren't clear. I mean, I would do the exact same thing If you had me going for two and a half hours and I needed to buy something. I'd probably ask to think about it, even if it was the right decision. But if I can come back when we're both fresh, I can not only deliver a better presentation with better articulation, but you, the homeowner, can also make sure that you're in the best place to receive the information. We actually have a way of introducing the information through our observation section. That helps remind the customer the whole reason why they called us and the benefit behind that is if I sent an email, how does that get communicated? What we do is we explain the why and then the why immediately ties into the what. But without the why properly communicated, you might as well just send it over and walk away.
Clay Neumeyer:Yeah, that's really powerful stuff, Something that I never expected but has come as a result of two call closes within our program and community of people that are doing this and seeing wins from it is. I hear a lot of techs say that's their new favorite call, the second call, and so one of the benefits I don't think that you actually attributed in the beginning here was the clearer future piece. How does the two call close give us that clearer future and ultimately result in people enjoying this second call more?
Joseph Lucanie:Well, the benefit is is that if you have a customer who you know you're coming back to present to you can instead focus the beginning of the call to building the relationship, instead of trying to fit the technical, the relationship and the process all at once.
Joseph Lucanie:What we're doing is we're saying you know what? I know they're not making a decision right now, so I'm going to put down any kind of sales thing I was going to do and I'm just going to connect with this person as a person and now when I take that kind of rapport and I can tie it into, I'm going to come back and present to a friend now that I could step back and apply the technical in a controlled environment. It's way more enjoyable. One for the tech. Two, it has a substantially higher closing ratio. So the benefit is is that if your customer confirms that second appointment, you know that you're going to talk to two people, or likely at least the main decision makers are going to be there, they're going to be in the right mindset and they're going to be looking forward to seeing you.
Clay Neumeyer:Yeah, really good, really good stuff. I want to get into this objection handle, pretty much the main one we see with this and it's the main reason why electricians tend not to do the two call close outside of the justification of the extra time. Extra time, if you will. I want to go into both those things, but I think we ought to take a minute to discuss this week's win of the week, because it's a doozy, and I know this one's on the tip of your tongue, joe, so you want to take that.
Joseph Lucanie:Yeah. So our client, charlie, is just absolutely killing it. And the reason why I specifically thought of him was when we first started working together. He was an individual who did not like options at all, like, don't want to do any options. All options are salesy. I'm not about it. And Charlie, you're listening, I love you man, you're a great dude. But the thing was is that after working together, I was able to convey that options actually are a better way of serving and he was able to demonstrate it and started getting wins and, as a result, now only does options. Now, the win here was that Charlie went out to a call and ended up closing a $35,000 platinum, which sounds great in and of itself. That's huge. But the real win was that he had created six options. The customer. His next quote was $10,000 less. It was in an apples to apples comparison, and the reason why was that they took so much additional time to serve them and they felt that the value they were receiving was so much more based on relationship and service base rather than just technical.
Clay Neumeyer:I love that win and congratulations, Charlie on being win of the week. That's a huge accomplishment. Nothing says premium service like I took you over your nearest competitor at 10K more. And this actually ties perfectly in with today's subject, because I told you guys we'd give you a tool, a way to be able to assess if spending more time with people would be worthwhile for you not just guys like Charlie and I remember Nick we had a similar one not too long ago, but the 10K over top of the nearest generator sale was very similar for adding these little extras, for doing that little bit more for future serviceability. That's really what service loop means, that's what it stands for. So of course, that's what we swing for here.
Clay Neumeyer:What you guys can do is actually look at a metric called lifetime customer value in your business. Customer value in your business, and the very, the most simplest form of this is to say total service sales divided by total number of customers, and you're going to get an average from that, and that is the most basic way to do this. But what you can begin to compare that average to are things like your customer acquisition, that cost per acquisition and that can actually give you great information based on your process and your marketing and advertising, to know how fruitful that's being. Now, as that metric at an advanced level, we say we're looking for a four to one lifetime value to cost per acquisition. But if this truly reduces your first call time, if it truly goes by the customer's choice, whether it's now or later, if it truly takes the ammunition away from the sales pressure on that first call and just says you know what I get to build a relationship here, keep this one short and sweet and serve the customer at the highest level, I mean it's just a win, win, win all around, and people like Charlie are just the ones proving it. So I urge you guys to go out and give this a shot yourself. We also told you we would help you with this in the objection stance, so we're going to run the play here quick, but I also want you guys to know that we just released a value piece on this in April this year, 2025.
Clay Neumeyer:If you're listening to this fresh off the press, wherever you listen to our podcast, and that value piece was an actual class, a recording where we went through with our SIRO AI and a call review, a sales call review where we helped one of our clients, Dorian, get over this exact objection. And why it was so amazing is Joe demonstrated it and then Dorian absolutely crushed it after. Everyone cheered. It was an awesome time. And then we talked about having a $2.5 million service tech mindset.
Clay Neumeyer:So there's some absolute nuggets in this and if you want that, all you got to do is send us the keyword "class. We'll know exactly what you're talking about. To help you with this objection as well, joe, you ready for it? Brother, I'm ready for whenever you are. Okay, tell me what happens. Let's just describe this when you go to offer the second call or to pull away and design options, and then you go to book that number 2 call with them, but they say, well, can't you just email it over?
Joseph Lucanie:Okay, so can I just describe where we're at in the call and then we can create the transition. Yep, so at this point we've done everything we need from a technical perspective to have diagnosed the situation. So that could have been we've measured out your ceiling for the lighting. That could have been. We sized your generator. We've gone through the panel and figure out your circuitry, whatever the thing was. As far as diagnosis goes, that's been complete. We've created our relationship, the customer's on the same page with us, and now we're kind of in this like seesaw moment where the customer could choose a same day presentation or they could choose to decide instead to not do it today, and that's where we'd have the two call close. So now is when we're going to initiate it, where we have a win-win, regardless of their choice. All right, very good, you want to role?
Clay Neumeyer:play this.
Joseph Lucanie:Yeah, so I'm going to initiate it, because that's usually where we'd go, and then you can object or not object to it. Sure, okay, all right, clay, so now you're aware of how we work. Our goal is to give you complete control of the level of quality and service you're going to be investing in. So what we do is we're going to design a range of choices, from the most permanent and the highest quality to the most temporary and economical, and then you're just free to choose whatever you want to think is the best fit. But just so you and I are on the exact same page, no matter what I was going to offer you today, we weren't planning on bringing this to inclusion while I'm here today, right? No, definitely not today.
Joseph Lucanie:Joe, that's perfect. That lines up exactly how we would normally do things. So what we're going to do is I'm going to be able to go back to the shop, I'm going to take the time to really make some awesome options for you, and then I'll be able to come back. I'll sit down with you and Marielle and we'll figure out the best steps forward, and you're just free to choose whatever one you think is the best fit.
Clay Neumeyer:So when Mariel cares about, You just email it over to save us the trip.
Joseph Lucanie:You know, that actually would save us a lot of time. And I really really appreciate you thinking about that. Trying to make my job easier. The thing is, this is actually something you receive as a benefit of working with our company. One of the thing is, our striving goal is to serve you before, during and after. And if im just willing to email it over, what's going to happen to our service call? Im a just going to email our tech as well? So the benefit is is that you're going to receive a demonstration of what it's like working with us, where I'll be able to answer any of your questions with absolutely no pressure whatsoever. You can even choose at whatever time you think is most convenient. So, with that being said, when would be the best time for the three of us to get together?
Joseph Lucanie:Well, without being unprofessional, that is the case, and let me explain why. the thing is is that one of the benefits of working with us, in addition to us doing that, is that you have someone physically translating what's happening in the project. It wouldn't, it shouldn't be your responsibility to have to know just as much about electrical as I do. So what I do is I skip all the training and experience you would need and simply just translate it to exactly what's relevant to you, and I'll be able to do that from the full range, because we're not just, once again, giving one option, we're doing a full spread, and it would not be fair to you to have to figure out which is which. So, with that being said, when would be the best time for the three of us to get together?
Clay Neumeyer:Okay, I think I understand.
Joseph Lucanie:Just so I'm clear, though there's no way to get you to change your mind on this? well, the thing is is that we've committed to serving at the highest level, and we used to actually email it over and what we found was we had more customers being unhappy than customers really saying you know, this is the right way of doing things. So was it wrong of us to want to say we want to serve you at the highest level or not at all?
Clay Neumeyer:okay, so say, book a time you come back and I don't like the options you present. What then?
Joseph Lucanie:Well, I mean, if you don't like the options, we can actually do something even better for you. What I would do is, if I'm not clearly the best fit right Like we've sat down together, I've designed everything and you're like, this is just not a connection point what I'll do is I'll take my presentation physically throw it away In fact, you can even pitch my iPad like a Frisbee across the yard if you want and what we'll do is I'll not only help you find other people that could help you, but I'll also make it a point to be with you to make sure that those designs you get to choose, whichever one is the best one for you. My goal is to serve you, even if it means not going with us. So, that being said, when would you like to make this happen?
Clay Neumeyer:You know what, If you're willing to help us either way, then I don't see the harm in it. So Thursday do you have anything available Thursday evening?
Joseph Lucanie:So what time Thursday evening, are you thinking? Because obviously evening could be a wide range. What do you have in mind? Yeah, four or five. Well, let me take a look, let's see what I can do. So I would have to move some personal things out of the way. But okay, if I was able to move some stuff out of the way on my end in order to be there for you and Marielle, ensure you fully understand everything, what would happen then? Would that? Would that be something you guys would be comfortable, you know, confirming and not moving that part, cause I'd hate to move things on my end to not happen.
Clay Neumeyer:Yeah, yep, we can commit to a Thursday five.
Joseph Lucanie:Awesome, that's the case. I'll put it in pen on my account and I look forward to seeing you at that point. Clay, thanks so much for the opportunity to help you today, man. Thanks, joseph.
Clay Neumeyer:All right, and there's the endurance race were mentioning guys, so just staying with it. There was no other option at that point. Your one shorter call in and we're either going two. part as friends or I'm going to follow your process. That's all there is to it. Keep in mind, what you guys experienced was just a short description, but what Joe would have experienced and I would have experienced was roughly 45 minutes of bonding and rapport building and experience and discussions at that point. So it's like you're talking to a friend, not some foe that's trying to twist you into something. Go ahead, Joe.
Joseph Lucanie:Yeah, I wanted to add one, but I love that you could pick up my body language. There's one additional benefit here, and that is your morale. I've been in situations where I'm sitting away from my family and I'm writing a presentation for a customer I know is not going to buy. In my mind I'm like this person is just going to want to email it over, they just want to shop this out, and the whole time my heart's not in it. And then when it's time to actually talk to that person, they just say email it over. It's like, oh, I wasted all this time.
Joseph Lucanie:What the two-call close does is it also protects the technician's personal time, because what you're establishing is if this customer just wanted to email it over they refuse to have in-person service. They're like apples to apples or nothing you could be removing a difficult customer and also freeing yourself up for the right customer. The call that you're on right now could actually be replaced with a better call. So instead of wasting the technician's time, having to just send something that's not going to go anywhere, they can say you know what? I decide whether this is going to happen or not, and if it doesn't happen, I'm not wasting my own time with my family. To send something to you just to educate my competition for free.
Clay Neumeyer:Absolutely. I'm going to quickly try to summarize the benefits here. Joe, and sign us out of this great episode if you and you don't have to. Of course, thank you for listening, and if you took this into consideration, then it was worth our time. But if you decide to test this in your business, you could be experiencing greater conversion rate, greater average tickets, greater lifetime customer value, greater morale, clearer futures, better service, longer relationships, deeper relationships, which of course means your people being named on reviews, named in referrals, and all the things that matter to a true community service company. So I dare you guys to take this first spin, to give it a shot in your business and see what happens next. Maybe you'll be the next Charlie with 10K over the nearest competitor and still being chosen, and I'm guaranteeing you right now that's not the last time this customer chooses Charlie.
Joseph Lucanie:I completely agree with you. The benefit is is that you've proved your service and the best part is that now you get to deliver it and really serve at that top tier level if you're if you're the kind of electrician that wants to learn more about this, this process go ahead and send us a message.
Clay Neumeyer:Whether you find us on instagram our facebook group, million dollar electrician instagrams claynewmeyer you can reach us there. Send us an email from our website. You can reach us in the contact form as well servicebyelectricians or serviceloopelectricalcom. We're looking forward to getting this class example over to you guys and looking forward to launching our Service Loop Electrical app here in just under a month's time. It's very exciting stuff, loaded with resources for you guys, and we can't wait to see you there. Thanks for joining us. Have a great week.
Joseph Lucanie:Be blessed, my friends. Can't wait to see you soon.
Clay Neumeyer:And that's a wrap for today's episode of the Million Dollar Electrician Podcast.
Joseph Lucanie:We hope you're buzzing with new ideas that charge up to take your business to the next level. So don't forget to subscribe.
Clay Neumeyer:Leave a review.
