Coaching 350k Door to Door Pest Rep LIVE!

I just pulled up to Mike Pires, who— dude, you think you're one of the top dogs in your office, right?

Yeah, number one right now.

Let's go, baby. Yeah, uh, I'm going to get you mic'd up and I'm going to go coach you door-to-door, give you some feedback. What is the thing that, uh, you just told me this before we started rolling, the close? Like, talk to me about how that works for you today.

Yeah, no, it was butter.

Price redirect close.

Yeah, yeah, price redirect close. Um, I never used the, like, the phone number close as well. And so, uh, it was a guy that never used pest control and he was a younger guy, maybe 31, and I could see in his face he was interested but like not ready to buy. And I just hit him with, um, yeah, so I gave him the price breakdown and then I was like, that's going to cover all those carpenter ants you guys are getting out in the tree beds, and then the carpenter bees drilling into the deck out in the back. And I know you said you had like 2 dogs, right? I heard them barking in the back. And he goes, yeah. I'm like, sweet, man, what's their names?

Ah, there you go.

And then he goes, yeah, it's blah blah blah. And I was like, Sweet. Do me a favor, when my guy gets here, just put those guys up in the room so that way they're not jumping up on my tech. And then the way it works, my guy will give you a call and a text when he's on his way, and so that way you know when the trucks are swinging by. What's a good phone number for me?

Boom, he closed.

He just started signing.

So was there any objection after that?

So yeah, the, the, um, the wife didn't want to do it, and so he ends up going inside. I'm doing a loop around on the outside. He's like, yeah dude, the wife's like She's not on it. I told her I'll pay for it, so I don't know why. And I was like, what, really? I was like, excuse the wife, I don't like it. I like, don't like the bugs. I was like, here, just call her real quick. So he calls her and then we're on the phone and then I was like, hey miss, and I just broke down like very, very like dumbed down pitch. And I was like, look, give me a crack at it. I've been doing the neighbor next to you guys for 7 years. I'll do, you know, a heck of a job for you. She goes, all right, this is a contract? I'm like, yep, just for the year though. Give me a crack at it for 4 treatments and I'll knock it out the park. Cool.

She just— she closed. Okay. Yeah. So here's my— one of my focus I want you to do. I want you to only roll out 24 months in this session.

Okay.

Okay.

Let's do it.

So easy. All 4 of my deals today, 24 months. Because when you roll it out, you're like, oh yeah, we don't do like the 3 to 5 year contracts, we just do it for 24 months.

Yeah.

And it sounds really low, right?

Yeah.

Doesn't sound like a big deal. All 4 of my deals today, 24 months. I didn't get a— oh no, wait, wait. 3 of them, and then the Indian dude I signed up was like, I would do it for Quip, and then he asked for 6. But like, all I'm trying to say is roll out 24 months and you're gonna— it's better for you because the accounts will retain better. We cool with that?

Yeah, yeah. My multi-year is not the best, so—

okay, that's a change. So I'm gonna mic you up, dude. We're gonna give you some feedback and I'm gonna coach you, and then after that we're gonna go back home.

We're good, we're just gonna keep what we got. Yeah, okay, no worries, brother.

God bless. If you're knocking on the door, are you supposed to be there or not?

Supposed to be there.

Well then why are you not acting like it?

And it closes the gap.

Yeah, so I'm going to metaphorically close the gap, um, you know, like between, you know, the trust, getting their trust, right? But if I'm super far physically, I'm already starting out at such a disadvantage. So like be on that upper porch, like put on the upper porch, step up, shake their hand, give them a fist bump. Okay, so break the physical barrier fast.

Okay. Let's see how it works.

Yeah, get a little bit closer on this next door. If you're like struggling to sell and you're like, you don't know why you're not selling, then you just need to be on the course. Like these guys, they're all on it. And there's a reason why he's selling at a high level, because he's studying daily and he's implementing the coaching from the course. So guys, take out the guesswork. Like I literally show you how to do it word by word, line by line in every single scenario, how to sell to old people. Today we sold to a guy from India. Today we had a great bandwagon sale to an older lady like and then to a tiger personality. There was a really big rapport-based sell. Guys, like, it's all there. So take out the guesswork, plug into my course, and you'll make your money back immediately if you implement it. Let's get back to the video.

Howdy. What's up?

How's it going, brother?

Good, man.

How are you?

I'm like an 8 out of 10. I got a free shower this morning, ramped up the humidity, so can't complain one bit. I'm like, this is Mason, and then a few of my other guys right here. I see. I'll put a name to the face too. Pleasure to meet you, brother. Uh, nothing crazy. We're gonna be over at Mike and Sue's house, uh, tomorrow, I think around like 12 to 4. And then I do a few other families out here as well. Uh, nothing crazy with the rain we've been getting. Carpenter ants have been horrible, especially out like in the yard. And then you'll get those bees drilling into the decks. And so I just run a pest control company. While we're doing Mike and Sue, I got called out here out of Kennesaw. It's like a 40-minute drive. And so with the rain, got a couple reschedules. If I could bundle you guys in, doing it for dirt cheap. So I don't actually own the house, it's a rental. Oh, perfect. They take care of all that for me. They have someone that actively comes out for you? Okay. Um, I'll ask you this, um, cuz I know they'll usually send someone to do like a base spray for you, generally does like an okay job. Um, I do about like 30% of the renters out here, so I do renters discount. And so they all use me not like on a monthly basis, but just once a season. So it's just 4 treatments, so it's not like diluted up where you're paying a ton. And then, like, I'll scrub down all your cobwebs, wasps, and then I treat the yard so you don't have to deal with those ants in between visits. If I was willing to work one-on-one with you guys and make the price make sense, would you be open to something like that? Uh, like I said, it's not my house.

You have to get with them.

Um, honestly, the house is not in that great shape, so I'm not sure they're really willing to do a whole bunch. Yeah. What about you? Would you be willing? Do it for dirt cheap? Uh, no, I mean, if they're— it's like, it's not my house, so— Yeah, okay. No worries. And remind me your name again?

Billy.

Billy, nice to meet you, Billy. No worries. God bless you, Billy. That's one thing I also—

you got to get a pulse on if it's worth talking to the guy. Yeah, that wasn't worth it.

Yeah, 100%. Um, that's one thing like it's new to this market, cuz I knocked in Chicago and St. Louis, is like renters— like landlords never paid for services. But out here in Georgia, I feel like they do a little bit. Out here they don't.

I feel like when you're talking to a renter, they don't. When you're talking to a landlord, they all do.

Yeah. Okay. I don't know, I signed up a guy today And he was a landlord.

And he was like, oh, I'm going to leave here. And I'm like, you know what? You need to pay for pest control for your renters. So I sold it to him.

No kidding.

Yeah, dude. It is what you say it is.

Yeah, that's fair.

It is what you think it is.

Yeah, yeah.

Right?

That's fair. Let's see. I knocked this guy already. Big do-it-yourselfer.

What about you?

Howdy.

How are you doing today?

Doing all right.

There you go. I'm like an 8 out of 10. It's beautiful weather, so I can't complain one bit. I'm Mike. I'll put a name to the face.

I'm Bruno.

And Bill, nice to meet you, Bill. These are my guys right here. We're just doing some training. Bill, I'm gonna be doing a few of the houses. I'm gonna be over at Jimmy's house. He's the one that has all the cars out in the front. I do just a few of the families out here. Bill, it's really out in the yard. Fire ants are popping up, and then you guys will get those carpenter ants out the back where the woods are. And you'll get a couple bees drilling into the deck. So just like your normal bugs. And then it's mainly the yard. So I'll sift out granules about 20 feet out for you, okay? —And I'll do that all the way around the exterior. It's really nice 'cause it has glucose encapsulated in it. And so the ants will pick it up, bring it to the queen, and I can wipe out the whole colony at once. Instead of just kind of spraying and praying that I'm gonna get every single one.

Oh yeah, I'm on the dementia shit list too. Oh, you have dementia?

Yeah. Oh, okay. Do you have someone that takes care of you? No. No? Is the wife here?

Yeah.

Bring her out so that way we get her on board. That way we're not doing something that—

That's what I'm talking about.

Like, I need to go grab her. Yeah, okay, no worries. I appreciate your time, Bill. Yeah, I mean, I'm sorry I— Victor. Nah, you're good, Bill. Don't worry at all. You relax, okay? Let's go, dude. Let's do it, let's do it. What are you guys getting? Uh, we just—

we do, um, um, hold on.

Okay, take your time.

6 and a half hours later.

$180, that's generally what I charge for a property your size. Uh, you're such a good salesman.

Where'd you learn?

Where did I what? How old are you?

Take a guess. You're not— you're, you're a baby. That's what you are, honey.

I'm 21. Yeah, I could tell. So that's why these guys are following me.

You're a really good salesperson. Where'd you learn?

Your dad or mom were in sales? Students that use my stuff have PR weeks immediately. No, they actually weren't.

I started when I was 18, and I'm a workhorse, so I outwork every single person around me. Give me 2 minutes. I'll do a loop around. Okay. Sure. Is there any gate on the side to get around? Yeah.

No, you can use it.

Okay. Close the hell out of her.

I'm going to close the hell out of her, but I don't think I'm getting a multi-year here.

I want you to only roll out 24 months in this session.

So how long have you been over here?

We're going on 3 years.

Oh, so you're kind of brand new then. I know you don't like to come out here and battle with the wasps or deal with any of that stuff, or use a company that's charging you $200, $300 for a treatment that you don't even know.

I do it myself. Exactly. I'm not really good at spending money. I like saving money.

So I'm going to show you this too. You're going to love this.

Okay, I'm getting bored. Make it fast.

My guys will give you a report card. So every time we service the house, we'll take pictures and a little paragraph saying we put this here, this here, this here. So that way, Miss Kathy, you know the house is getting treated.

I can tell you that when we get ready for treatment, whatever it is, you're doing it. Can you just do the termite treatment?

I could, but that's not what we're here for. The fleas and the ticks are bad. Oh, yeah, well, who— The yellow jackets, you get those. You have the grandbabies. Go get me your card. You don't want them.

Let me discuss it with my son. If he wants to do it.

And you know your son the most. What do you think he would say?

I don't have a clue, man.

Let's do this because we don't want to go back inside and then there's this whole thing of, do we do it? Do we not do it?

We're not doing it. If you want an answer from me, go get me your card.

I'll grab your— I'll grab a card.

Let me discuss it with my son. If he wants to do it, we will call.

Okay, let's do this. I'll grab you a card. You don't even like the son playing video games either way.

Let's give him— He's done it since he was 10, 5 years old.

Give me 1 minute on the phone with him.

No, I'm not going to interrupt him. 1 minute, Miss Kathy. It's the only night he gets alone. Other than that, he's doing homework with his daughter. I'm not interrupting him. You can stop the pushy salesman now. You're very good at it, but it's over.

It's passionately persistent. It is. I'll grab you a card, okay, Miss Kathy? Yes, ma'am, I'll grab that.

Okay. Michael Perez, you've been on the course for how long?

I actually just joined up on the course about maybe a week ago. My buddy's been on it, and I was actually watching a video the other night of you.

Okay. Have you made more deals because of it?

Without a doubt. Today I had 2 deals specifically off of it.

What was it that got you the deal?

Your closing method. So bringing up price, and then what's the exact redirect and close? Redirect and close. And so It was definitely a guy that I, I could read body language really well now. I've been doing it for 3 years. I could tell he, if I would have closed him normally how I typically do, he probably wouldn't have bit. And then I just hit him with that simple close you use and I got him. So there you go. I already got some sales off of it.

So, Juice, good. Keep it up. And then, uh, you know, plug into that daily. And there's deals that I got today that I'm gonna throw on there, 4 of them. Yeah. And you get to go listen to those too.

Yeah, so 100% will do. Let's go do it. Appreciate it. I will. God bless you. Yeah, she came out hot too, right?

You definitely have like an endearing— with old ladies, you kind of flirt with her a little bit. Yeah, you remind me of my grandma. It was funny too because she was like, oh yeah, bullcrap, right? It's funny because you— she was like playing the character of like, you know, no BS. Yeah. And you like, you were, you were playful with it. Yeah, and it allowed you to push further. Yeah, so that was something good. Yeah, so overall though, it's like you just didn't get the opportunity to close. And did you ever get her first name, last name, email, phone number?

I got first name and then I was trying to get phone number and she was like, I don't want you to send me shit.

So then that's, that's, that was, that's what killed your momentum right there. Yeah, but at that point there's like, uh, like a trust thing. You can't get the closing, you can't get the information. That's the only thing that killed you right there. Yeah. But generally speaking though, the fundamentals of that deal will lead, like the whole idea of moving her, looping her, you remind me of my grandma, that's a little too cheesy, but it's a little cheesy, but it works for her because you were buttering her up, right?

She knew that.

And it was funny, it was really funny and she knew that. So overall dude, I think it was good. So you're really good with connecting with people and I think that's why you're selling right now. Yeah. Because if you connect with people, they're gonna buy.

So what would you say for me, because I feel like consistently I'm putting like on average like 4 a day, but for me to sell 350, which is kind of more or less what I would like to hit, I'm more on track to hit 300. What would you say would be the difference for me to get like an extra 2 sales on the day?

You're knocking till late right now?

No, I'm honestly, we're probably knocking till like 8:20, 8:30-ish. There you go.

That's all I have to say.

Just knock away. Okay, don't do it.

Yeah, that's— I don't have anything else to say. Knock till 9:15. Okay. And if you knock till 9:15 every day, like 9:20 sometimes, dude, like some of these kids can do— do these rookies have cars? No. Okay, that's probably good, but, uh, because then they would go home early. Yeah, you know, but like you need to be out till like the standard 9 o'clock period. Period. Okay. And if you need to tell your rookies like, yeah, we knock till 9:15, drop a pin at 9:15, then that's okay. But you might want to consider getting closer to them so that you can pick them up. Yeah, if you knock till 9:15, you can't pick up until 10. That's why you're having to eat off the doors. Yeah, but there's still money stuff close to these kids.

Yeah, no, there is. Yeah, no, I dropped them off a little southern just because I already had Hood yesterday. They're in Douglasville. So go, go get it.

Yeah, I know, I'm probably not gonna see you tonight, dude.

No, I'm gonna get there. Okay, I can chop up traffic pretty easily. Let's go, dude. So I appreciate it. That was fire.

Give me some juice. Good coaching session. Stand closer to the doors, keep moving people around. The only thing that you didn't get to do there was close, right? What's a good phone number for you? Like, you never asked for it again. That was the only coaching point of like kill, right? Like go for the kill.