Page 5 - The Compass 2017 | Volume 12 | Issue 4

call descriptions. I quarterback it a
little bit. When they see the poten-
tial for a rewire or a new panel while
doing their inspections, the guys will
approach the client and say, “I’ve no-
ticed your panel has rust or you could
use some rewiring. Would you like my
Master Electrician to come out—it
doesn’t cost anything extra—and give
you an evaluation on these items.”
Ninety-nine percent of the time,
people are extremely happy we’ll do
that for them. They never, ever say
no. “A Master Electrician come to my
house for free? Yes, of course, I’d like
to know what he has to say…” It helps
that our guys have been building a Dave with his three sons, all of whom are licenseD electricians workinG at Pacific coast.
relationship the whole time. At that from left to riGht: Dave Jr. (25), James (23), anD Joshua (21).
point, when they say yes, our electri-
cians will text me. If I’m available, I’ll head there right away. wiring. And that’s how I begin talking about rewires. But our
rewires are booked out months in advance. We have that many
Or, they’ll set up an appointment for me.
lined up, and our average rewire is about $45,000.
YOU hAVE AN AVERAGE tIckEt Of jUSt UNdER
$9,000. whAt tYPE Of UPSELL ItEmS cOmE whEN A PERSON cALLS YOU OUt fOR A bAd OUtLEt. hOw
YOU’RE SELLING A NEw PANEL, fOR EXAmPLE? dO YOU bREAk thE NEwS thAt thEY NOw NEEd
There’s no such thing as a house that needs a new panel that A NEw PANEL ANd A REwIRE?
doesn’t need at least one new circuit. Then there’s always surge If you can build the value with features and benefits of a new
protection. There’s always something else in a house that’s outlet, you can sell a rewire. It’s just a different number. When
needed. it comes down to it, it’s what you can do for that person’s home.
If I walk into a home and say I can rewire your whole house for
cOULd YOU wALk mE thROUGh whAt YOU’RE $50,000, they’re going to look at you like, “Wow.” That doesn’t
SAYING tO A hOmEOwNER tO EdUcAtE thEm AS speak to them.
tO whY thEY NEEd A NEw cIRcUIt wIth thEIR I will generally sit down and talk at least two hours straight—
as long as they will let me talk—explaining all of the features
NEw PANEL? and benefits and amazing things we can do with a rewire. For
I have a few analogies. One of my favorite is to compare cir- me, I’m not a closer. It’s not my style. I’m a persuader. That’s
cuits to how a road or freeway works. I explain that when the my technique. I believe heavily that people close themselves and
house was built, it didn’t have that many things electrical in it. I simply persuade them to reach that resolution.
We didn’t have big-screen TVs, microwaves, computers, and all I’ll talk with them about surge protection, about how they
these things we’ve added to our homes over the years. If that can have all this amazing lighting, and the value of their house
home needs a panel or rewire, it means the home is at least 40 is going to go up. I’ll talk about how we can put a spot lamp on
or 50 years old. I’ll explain to the customer that all their wires a family portrait hanging on the wall. Because as humans we’re
are overloaded. They’re seeing the beginning of the end when all creatures of light—when guests walk into that room, they’ll
their panel goes out—because that’s what protects everything. immediately be drawn to your family picture and know what
Once we update the panel—we’ll bring it up to 200 amps or matters the most to you. There are all these different things
larger—we’ll explain you have a freeway here. You have all this that we’ll be talking about when I’m sitting there in their home.
extra power. Now, you have to bring it into the house. In or- And it gets people excited. It gets them involved in a creative
der to get the full benefit of this beautiful panel with all its process.
safety features that we’re installing, we need to add a few more I make a point to go over statistics. I tell them that in the Bay
roadways or circuits into your home. Here’s what that will do Area, for every dollar they put into the electrical of their home,
for you: A.) it will take the burden off the rest of your house, there’s at least 100 percent increase in the value of the home.
making it last longer, and B.) it will allow you to use your mod- So, with homes being a million to million-and-a-half dollars out
ern devices with full protection and get all the benefits of your here, you put a $50,000 rewire into it, it increases the value of
panel. their home $100,000 immediately.
whEN AddING cIRcUItS, dOES It LEAd INtO I talk heavily about the quality of our work. We keep the
home livable while we’re working. We take care of all wall re-
mORE wORk? dO PEOPLE wANt tO Add OUtLEtS, pairs. We take care of permits. We take care of the whole thing.
fOR EXAmPLE? They’ll have no issues, no worries.
It leads into rewires really well. If we had the manpower to spe- People get really excited when it comes to the design of the
cialize in remodel rewires, we could kill it. But it takes so much home. We have a lot of fun. You don’t just put a light in a home,
training. I’m not going to get too technical, but there are four there’s a lot of technique and esthetics to it. So, as long as a cli-
levels of safety we can put on a house. All of it requires modern ent is willing to hear you for a couple of hours, as you’re going

THE COMPASS | Issue 4 | 2017 5