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Professional. Expert. Authority. How to Win Trust and Earn More in the Trades

⏱️ 41:43 🎤 Chris Elmore, Harold James Walker Jr.
AUDIO EPISODE
Professional. Expert. Authority. How to Win Trust and Earn More in the Trades
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Chapters

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  • 0:00
    Introduction to P.E.A.
    Chris Elmore introduces the topic of being a Professional, Expert, and Authority (P.E.A.) in the trades, emphasizing that listeners already embody these qualities.
  • 0:14
    Defining 'Professional'
    The hosts discuss the dictionary definition of 'professional' as someone earning a livelihood, noting that it doesn't initially include standards of conduct but is often inferred.
  • 0:20
    Professionalism vs. Conduct
    The conversation shifts to how 'professionalism' is commonly understood—encompassing ethical conduct, appearance, and communication—even if not explicitly in the dictionary definition.
  • 0:26
    Defining 'Expert'
    The hosts define 'expert' as someone with specialized skill or knowledge, often quantified by experience (e.g., 10,000 hours), and note its connection to 'authority'.
  • 0:28
    Defining 'Authority'
    The discussion on 'authority' highlights its active nature, implying persuasive force and mastery in execution, distinguishing it from the more passive definitions of 'professional' and 'expert'.
  • 0:35
    Why P.E.A. Matters
    Chris explains the importance of technicians embracing their role as professional, expert, and authority, stressing that their opinion should hold significant weight in customer decisions.
  • 0:40
    Embracing Authority's Power
    The hosts discuss how the public often grants authority to tradespeople, drawing parallels to protection and trust, and the importance of wielding this power responsibly.
  • 0:46
    Impact of Appearance & Conduct
    The episode stresses how professional appearance, communication, and ethical behavior significantly enhance a technician's perceived authority and customer trust, even if their technical expertise is still developing.
  • 0:50
    Being a P in a Pod
    The hosts conclude by emphasizing that being a 'P' (Professional, Expert, Authority) is the ideal state, encouraging technicians to own these qualities and elevate the perception of their trade.

Speakers

C
Chris Elmore
Host
H
Harold James Walker Jr.

Key Takeaways

✦

Recognize that as a contractor, you are inherently a 'professional' because you earn a livelihood from your work, regardless of perceived skill level.

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Understand that 'expert' status is often a function of time and experience (e.g., 10,000 hours), so acknowledge your expertise based on your years in the field.

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Embrace your 'authority' as a tradesperson, recognizing that it implies persuasive force and mastery in execution, making your opinion highly valuable in decision-making.

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Cultivate a strong 'professional' image through conduct, appearance, and communication, as these significantly influence customer trust and perceived authority.

✦

Strive to embody all three qualities: be a professional, expert, and authority, as this holistic approach maximizes customer confidence and satisfaction.

✦

Leverage the perceived authority granted to trades by the public (e.g., 'plumbers protect the health of the nation') to build trust and influence customer decisions ethically.

✦

Remember that professionalism and clear communication can outweigh years of experience in the eyes of a customer, making 'acting the part' crucial for even newer technicians.

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