Door to Door Pest Sales... IN THE SNOW!

I'm calling to check if you're interested in getting off-market leads.

Are you interested?

Why would I need leads? I'm calling to check if you're looking for investment in real estate. Oh, that's okay. I got to talk to my wife about it before we do anything. Okay, I got it.

Thank you, sir.

Appreciate it.

Have a good one.

Thank you, man. Bad spousal objection overcoming. All right, guys, we're in Utah.

We just landed.

It's snowing Austin out here, and we're gonna go out and knock with these guys from Hawx, see what we can't put together. Uh, even when it snows, there's plenty of bugs to be had. So I'm out here with all these new reps, and we're going to show them the ropes and go sell some bug accounts in the snow. Let's go! Hey ma'am, how y'all doing today? Good. I know you're on your way out. We're doing the bugs. Do you guys have that set up yet, or still not yet? Oh, amazing. Okay, have a good day. I heard you're the nail lady. Yeah, you already got the mask ready to go, huh? What can you do for these?

Oh, it's rough.

So Mandy, I'm sure I'm not the first or the last guy to ever knock on your door, am I right? You know how this goes. So, uh, we're just doing the bugs out here. We're way different than all those big companies though, more of like a smaller company out here in Utah. Main thing we're noticing out here are the wasps and then the spiders, Mandy. What have you guys mainly been dealing more of, the wasps or just the spiders?

Both.

They're bad.

Yeah.

Are they inside or just outside?

A couple inside, but mainly outside.

So the spiders, they get in occasionally. The reason why that's happening, actually right here, see these eggs up here?

Mm-hmm.

So those have hundreds of spiders in them. When they hatch, they get inside the house and that's why they're making their way inside. Yeah. So let's go over the numbers. And like I said, I'll make this, My wife loves Costco and Target. I don't know if you're a big Costco. Okay, cool. My whole goal is to make this cheaper than one of your trips to Costco or Target just so it doesn't feel like a massive decision. Pest control, it's basically utility bill, but I don't want it to feel like, oh, I got to talk to him. It's just I'm going to make it really affordable. So normally, yeah, my wife will drop like $400 at Costco. Yeah, it's insane. So normally that first one would be $450. And then what's the square footage of the home roughly, Mandy?

Like 4.

Okay, so we'll just price you out as if it were like here in the 3,500 square feet. Normally it'd be the $449 on the first one. After that, I'm going to come out for you every 3 months, Manny. But instead of charging you an every 3-month payment, I'm going to break it into easy monthly payments of just $79 a month. That way it's affordable, we still get the ants out of the house because otherwise they'll get in, and then we make sure the wasp nest and the spider webs are taken care of. Okay, um, now you weren't expecting me to drop by today and drop $449 even though all, all the wives do it at Costco. I, I want to make sure this is an easy decision. The first service for today, I'm literally going to knock out for just $200, just cuz we're already here. We'll make it work. Um, we won't service it today, we'll service it on Monday for you guys. After that, just that affordable $79 a month. And then the dogs, um, you said there's 3.

Mhm.

Um, do you have like a kennel that you can put them up in, or like a room that you can put them up in?

Yeah.

Okay, so easy there.

I would like to continue you, but I, I do have to talk to my husband about this. And yeah, because we already have that family friend, it's probably not—

yeah, at the end of the day. And I, and I am glad that you have somebody doing something, otherwise you'd be in a way worse scenario right now. So I'm not saying you gotta marry us either. I mean, that'd be weird, you know what I mean?

But when it comes to stuff like that, it's my, it's my husband.

If he were on board, would you probably go ahead and give it a shot? Like, if he was like, yeah, let's try it?

It was, but okay.

Yeah. Here's what we can do. You said he's a— he works in the cars and everything. Cool. That's fun. I know he's busy. I know he's working. So if he does not answer, this was not meant to be at all.

It's okay. But yeah, my next appointment is going to be here soon anyway, so I'm going to have to work too.

So totally. I was just going to say, like, Hail Mary, we can call him if you were to be on board with it. If you can get him on board with it, I'd be willing to treat as a townhome. I'll just go ahead. I'll treat the first one as a townhome if we can get him on the phone. First one for Monday. This is actually a pretty big difference because townhomes don't really have big yards. I'll knock out the first one for $99. And then after that, I'll put you on my townhome pricing if we can get the husband on board with everything, just because I need to keep the truck busy. Otherwise, he sits there and plays Clash of Clans. You know how it goes. I'll literally just do it for just $59 a month for everything.

I'm— yeah, I got to get back to—

okay. You're wonderful, Mandy.

Thank you.

Thank you for your time. Okay. Once I rolled out the pricing, she was like shutting down. Did you guys see how I attempted to overcome the spouse before she hit me with it. I tried, but like, I tried. I feel like my problem with Ben is I would have kept pushing even though she kind of was giving you the same objection. Yeah, I even tried to roll out a discount, but she was like, no, no, no, no, no, no. So I'll try to take control of the sale sometimes. I'll be like, look, look, Mandy, hear me out, hear me out. And I'll try to reel it back in, but when a customer is convinced that they're out, it is actually really hard to bring them back in.

Yeah.

So that's kind of what we saw right there. Like, he was like, yeah, I'm out, bro. I ain't doing this. So I'm like, shoot, how do I get this? That's why I was like, get him on the phone. I don't always go straight for the phone stuff, but 'tis the damn season. It's what the doormat says. There is literally nothing like my training course in the entire door-to-door industry. If you're serious about your door-to-door career, hop on the course, use code MASER20, and I'll be seeing you soon on the course. Hey guys, how y'all doing today? Good, good. Name's Austin Maser, the bug man out here. Nothing too crazy.

I'm not interested. Thank you.

I have no soliciting sign. No soliciting. Thank you. God bless. Take care now. Okay. So obviously when you— did you guys just smile?

What?

Did you guys just smile? Hey, yeah, no worries. It's way better. But like, it's hard, it's hard if you're— if you hit— get hit with a no soliciting, you're like— like they're gonna— they feel like they win. But if you're like, hey, yeah, no worries, it's hard for them to be mad at you. Knock knock, bug man! How y'all doing today? My name's Austin, brother. Good to meet you. We match haircuts? Or you actually got hair on top of your head? There you go. Name's Austin. We're doing the bug control. These guys are all in training today. Nothing crazy, mainly been ants, spiders, sir.

Oh, you know, we get that service already from somebody else.

Who do you guys got?

Glad you said that.

Our lawn guys. Okay, cool, dude. I'm glad you get them for the fertilizer, stuff like that. We're just mainly doing the wasp nest, mainly just the spider webs up here in the eaves. Gotcha. Hey, dude, you're the man. Appreciate you. Bye. Okay, so sometimes guys are not going to buy and you just can't do anything about it. Whatever. You see that? Okay, this is a perfect example. Bull personality types. They're business on the front end, and they do not give a lick about any rapport. So you guys see how I was just trying to crack him a little bit? I'm like, yeah, you got the same haircut as me. He's like, there's something under there. And he's like, it didn't, it didn't help at all. I wasn't gonna sell him. Yeah, I wasn't gonna sell him, but he's just like, yeah, what are you doing? So with those guys, you don't need to fluff it up and be like, dude, I love your truck. Howdy, sir, how you doing today? Good, good. Name's Austin. I'll keep this quick. Appreciate your service, by the way. We're doing the bug service in your guys' community, mainly ants and spiders. A lot of guys I work with who are in the Marine Corps, they do it themselves. Do you guys have a company or are you doing it yourself?

Yeah, we have someone.

Cool. Who are you guys with right now?

Uh, yeah, RID.

Cool. They're not bad. How long ago did you guys go with them, more or less, just to see if I can even help?

Um, I can't even remember that.

Okay, but then over or under a year?

Uh, over a year.

Okay.

Um, I know your neighbor's getting the massive wasp nest here. You guys are just dealing with the spiders. Your What's your name one more time? I apologize. Josh. How long you been in the home more or less?

4 years maybe.

Okay, and then the last question, I promise. What was the reason you signed up with RID originally? Was it just guy came by the door, gave you good price, or was it for a specific bug?

Mainly just the price.

Cool.

Yeah, it was just, I think they were just starting up the company too.

Yeah, yeah, they did. I know with them they've got a plan that's like $59 a month, another one that's $89 a month. Which one are you guys on right now?

$59.

Cool. Yeah, so pay $89. So here's the cool thing with them is, I mean, you hired them for the spider webs. That's fantastic. I know for a fact they'll do the base of the home for you, Josh, and the inside every time. Is there anything else they do for you guys on a consistent basis, or does that about COVID everything?

That's about it.

Okay.

Every now and then, like, bees' nests, but yep, yep, you usually get them when they come. I think they're actually— so I'm in here like maybe next week.

So, okay, so you've been with them for more than a year, so you are out of contract with them. I'll just let you know, assuming you did decide to use me Super simple, super easy. I'll take care of the whole thing. We're Hawks. I'm sure you've heard of us in the past. Take care of quite a few neighbors out here in your neighborhood. Um, basically the way it works right now, they're not going to be doing a full yard treatment for you. And let's be real, Josh, where do the bugs come from? The yard, right? And so that's why during the summer you're still going to get the occasional ant on the inside. Other thing is they'll brush down the webs occasionally, but then what happens 2 or 3 weeks later? They come right back. So that's why what I want to do for you, Josh, is put a product up there. That way the pheromones are like— they get rid of hormones and they don't come back, if that makes sense.

Yeah.

So, so long story short, man, um, let me just ask you this hypothetical question just because these guys are in training. Typically I am a lot more than RID, okay, because I am doing 10 times the amount of work. It would only make sense. Hypothetical question though, just to get an idea of where we're at. Hypothetically, if I did all this stuff with the yard, the eave sweep, all the extra work, and they were doing their base package like they're doing for you, and we both happen to be $59, who would you happen to go with? Easy call, right? So what I'm going to do, because we, we have to wrap up the day, um, I'll show you my prices normally, but I, I'm going to be competitive with you today because I do want to earn your business. Normally that first service for me would be $449. After that, for a house this size, it's like $79 a month. Obviously it's an upgrade, so you'd expect to pay a couple bucks more, right?

Yeah.

I mean, you can see we're doing more, right?

Okay.

So what I'm going to do for you, though, just to make this a very easy, simple decision, I'm just going to price this out as if this were under 2,000 square feet and I'll handle canceling them out. It takes me like 5 seconds to close out. But what I'm going to do is that the recurring service is going to be $59 a month, same as you're paying right now. You're going to get the upgrade with us. The cool thing is that initial service, it's typically $449. I'm literally just going to go ahead and knock it out for you on Monday. Don't worry, I'm not doing it today. And I'll help you close out, Red. First one is just going to be $150. That's it.

That's—

it's going to be everything for you.

I don't want to waste your time.

No, no, you're not wasting my time at all, man.

Yeah.

Did you guys hear how I was like, if they did this much, it was $59, and I did all the upgrades and it was $59, which option would you choose? So that was a good question. I couldn't get them to fully bite on that, though. But if you get somebody to bite and go, oh yeah, obviously you. They're hooked. I mean, because then you can do a price match. Remember this morning I told you one of the ways that you can leverage a switchover is price? And if that's what it's going to take, then I'll do it. Maybe I could have anchored higher, fantastic, but I felt like I was already losing his interest, so I just needed a hard hook. So I was like, that's what— that good question. If you're running a lot of rounds with people on switchovers and you've anchored high, if you're like, look, look, I hear you, I hear you, like, just hear me out. Hypothetically, you always have to say that hypothetically. Let's say I was doing everything I'm doing, you know, 10 times the amount of work and they're doing what they're doing. And we were both the same rate at $59 a month. Which one would you choose? Oh, dude, you're setting them up really, really hard to lean into saying you. And then you, then you make it hurt. You're like, look, I'll tell you what I'll do. And then you— I'm going to do the townhome price. It's going to be this. We'll take good care of you. What's a good phone number for you? And you just assume the sale because they've already said they would choose you. So does that make sense, guys? Yeah. Good. So there's a sale on my course called Price Match Switch Over. It's an audio sale, and I do that and it works like a charm. So a little nugget for you guys.

How's it going, man?

Good. How are you?

Freezing, but doing the bugs for your neighbors this week. Do you guys have that set up or not yet?

We're good, man. Yeah, yeah, we're all good. I got something cooking right now.

I got to get to it. Nice. Is there room for 4 more or no? Sweet, I appreciate it. Good to meet you, man. Thank you. So rundown, uh, started high price, uh, racked the initial down, and then another think about objection, racked the monthly down a little bit, started at 24-month agreement, and then eventually got down to 12-month renter's promo.

I like how you implemented a little push. You're still using silence, which which honestly, dude, like, I'm telling you, like, maybe that's working for him. And if it is, like, let's keep ripping with it. You're obviously selling well with, like, letting the silence work on them so we can make the decision. Um, but use it. But what I liked about it is that you used it, and then at the very end you're like, oh, you'll love it. So guys, I just finished up the night with Kuba. I'm mentoring him one-on-one this year. He's gonna do 1,000 accounts. Uh, we watched him sell 3 deals in a row. What was the main thing that just helped turn— you turned it up from like 0 to 100.

Like just the racking and the assertiveness and like the persistence. But assertiveness is like super key in wrapping up the sale. Just like pushing people like, yeah, dude, you love it, just like give me a shot. And then just going right into like, what's your phone number? Or cool, you're here Monday or Tuesday or whatever. That was the big thing.

Yeah, I think did a great job. And the urgency, guys, something to keep in mind, like between doors Like, I'm like trying to give Koo advice, "Hey, that was good," he's just boom, next door, next door, next door. So the way you hold yourself in between doors will dramatically affect your energy when you're at the next door. If you go to the next door kind of like moseying around, that energy will be transferred, customers won't feel that confidence.