How I ALMOST DIED Selling Pest Control Door to Door!?

So we're here with the Austin Maser, legendary sales trainer. And so Austin, I want to hear from you. What's like the like scariest experience you've had on the doors? Have you ever like feared for your life on the doors? Anything like that?

Or— Are you ready? So I was knocking doors in a city called Marietta, Georgia, and typically on the doors you can ask to use the bathroom. It doesn't matter. Sometimes use the bathroom to kind of get their walls down, and then maybe they, you know, you loop again. And you try to pitch him again, but I just had to freaking go. And so I walked, I said, "Can I use the bathroom real quick?" Weirdo, okay? He's a weirdo. I'm like, "Ah, let me in." So he doesn't let me go into the first story bathroom. He's like, "You gotta go upstairs." And then I'm like being brought up to this bedroom. Okay, this is creepy. Yeah. But then inside the bedroom there's all these like Star Wars Legos and like weird stuff. He, this is a dude by the way. This is awful. I don't even know why I'm sharing this. And so I go into this dude's bathroom inside of a bedroom. He's like, yeah, the downstairs one doesn't work. And I'm taking a piss and I look over and there's like freaking like meth pipes on the bathroom counter. And I'm like, oh no. So I use the bathroom like preparing for whatever's out there. And I go inside the bedroom. The freaking door to the bedroom is closed. And he goes, do you offer any other services? And I was like, no, we just mainly stick to the ants and the roaches and like the spiders. And stuff like that. But I'm like, anyways, dude, what we're doing out here in the yard is— I just like transitioned out of the bedroom and then back into the yard. Jeez. So yeah, I thought I was crazy. I thought I was gonna die right there. Wow.

Anyways, now did you leave any parts out in that story?

Absolutely not.

I'm just kidding. I did whatever it took for me to sell.

So yeah, that's the scariest moment on the doors for me.

Dude, that's awesome. Let me ask you this. So What do you think is like the number one mistakes reps make like within their pitch? Like, do you think it's like questions, closing?

Uh, specifically for rookies, not being upfront as to why you're there. And that's why rookies typically get hit with, "Can I get a business card?" over and over and over again. And then also just pitch vomiting. And you know this because you're in the roleplay group. I really emphasize pulling problems out of the customers and telling really big stories before you jump into presentation mode. Yeah. And so a lot of times I see with rookie reps, they also let the smoke screen just absolutely kill them. They believe everything the customer says, which is not true. Buyers are liars. You should just blow through them. But they, they go straight into their pitch and they don't have any ammunition. They don't have any problems to work with. And so by the time they get to the end of the pitch and they try to close, which Also, a lot of rookies' closes suck.

Yeah.

They're not as assumptive as they need to be.

Yeah.

But when they get to that point, the customer's like, "We're good, bro. Have a good day." Like, so there's no substance there.

Yeah.

So, I'm gonna expound on this a little bit more, but in the sales process, you need to, your introduction's easy, then you need to find a problem, blow it up, then transition into your pitch where you're gonna tell them what you wanna do for them, and then you can assumptively close at the end because there's a reason why they should buy it.

Yeah.

If there's no problem, there's no solution. Solution. So there we go. That's kind of the sales 101 for rookies.

So it's like the, the big thing is pulling out problems, admitting why you're there, not hiding it.

Yeah.

And then closing.

Yeah, that was, you know, that's the bullet point version. Yeah. So make sure— yeah, those 3 things and you'll have a way bigger summer if you can actually implement that.

Do you feel like the difference, um, between like the good reps and the great reps, do you feel like it's more skill or like the mental side of like dealing with nerves and that kind of thing?

Yes. So it's both. Yeah, like, that's like one of those common things that you guys hear people talk about all the time. What is it more, mindset or skill set? Yeah, it's like both. Because if you had the greatest skill set in the world but you weren't confident in yourself, people will smell that right away and they're not gonna care. Versus if you're super, super confident— this is actually the better end of the spectrum to be on— but if you're super, super confident and then you have no skill, it's like you might get some sales, but Having a mix of both is dangerous, and that's what I teach in my course is like, say the right thing, but also live your life in a way to where you're, you're actually confident in yourself. And that's a really dangerous combo for sales. Yeah, if you're confident in yourself and you know what you're doing. So I agree.

So you're, you're in the course space, and the course space has a standard stigma of like being sketchy.

Yeah.

What are your core values?

As a course salesman?

As Austin Maser and who you are, the course salesman.

Yes, we just finished talking about that. My core values are family, faith, and impact. We want to make as big of an impact as we can in our lives, like for my family. And, you know, to kind of go through it even more, but like, how am I with God? How am I with my wife, with my kids, with my community? And then dead last is work. Yeah. So I've actually structured my business now to where I don't take a ton of evening calls because I'd rather put my kids to bed. Yeah. And that's why you're in the group coaching thing, which by the way, way more value than like doing an hour-long phone call with just me. Yeah. But, uh, so my core values as a business owner are still the same as like who I am as a person.

Yeah.

So I just didn't know if you were asking about like as a course salesman, like what's it like? I don't care, dude. I freaking love it. I'm helping people. I'm helping people so much and there's not like a huge buy-in. Yeah. It's just a non-contractual thing where kids can sign up.

So you and I have talked about like how you create like an offer that like people can't refuse. Yeah, like that's why I bought your stuff.

Love it.

Because you offer like every single day coaching calls for $249 a month.

We have one in 20 minutes.

So we gotta wrap this up. Yeah, um, and what was like a big reason for like me signing up with you is because I knew how much you charged just to talk on one call with my company. Yeah, I don't know if you drop in a number, but can you talk about like how from the bottom of your heart, like, you know, like, this $249 a month is an offer that like— so like why you created it. Yeah, how you came up with the pricing.

For, for somebody to work one-on-one with me, like, or just get like an hour of my time in the evening, like you guys will do, it's a grand. And so it's— it— the reason I do that is because it has to be worth it for me to like do that in the evening and not put my kids to bed. So going back to core values, that's what it costs, right? Um, but cost and worth are two things, right? Like what it's worth to be able to coach 60 people at the same time, dude, like the owners of Pest Badger, when they pay for those calls, are going to have a massive return because not only am I pouring into them right then and there, but all 60 of those kids who are— however many show up on the call, they're all getting resources to go study. They have home— you guys have homework every time.

Yeah.

That being said, why is the $249 a month such a good option? Well, because you get literally 20 calls a month with me. I roleplay with you guys for an hour. I show film, we break it down, and it happens every day. So that way you break, you build, you put it into your morning routine, and by the time summertime comes around, you've already done the thing like 100 times.

Yeah.

And you're ready.

Yeah.

So it's, it is a no-brainer. When I started it, I had 7 kids in it and it didn't make a lot of sense, but now we have like 40 kids in there.

Yeah.

And now it makes a lot of sense from a business perspective.

Yeah.

But, um, the whole goal with that, dude, is impact. Yeah. Because when I started it, dude, if, if the pure root desire to do, like, the root intention of that was money, I wouldn't have done it. Yeah, I ran that call for 3 months and like 7 or 8 kids there and there. Yeah, and now it's popped off because kids are excited to sell. So next year, probably hop on in October, you'll get more time. So there we go.

But yeah, yeah, I know, I think it's awesome. And like, I've, I've been a part of your roleplay group. I've seen it change my pitch. I've also seen it change the results of my reps who aren't even in your calls because I'm learning, like I'm bringing skills like to my knowledge. Now I'm able to articulate like things that I didn't label in the past.

Well, and you've actually seen a return on the stuff I'm teaching you already.

Oh yeah, for sure. So yeah, you paid off the investment already, and it's literally like I'm paying you less than $20 a call.

Yep.

For an hour of your time.

Yeah.

And I've been able to form like a relationship with you where I can walk up to you like, hey, let's film a video, let's make some content. And if I wanted to go another route and find someone at your level to spend an hour call with me, I'm paying $1,000 per call.

Yeah.

Less than $20 a call.

Yeah, that's why the group, that's why the roleplay group makes a lot of sense.

Yeah, that's how I feel.

So yeah, make an offer they can't resist.

There we go.

There we go.

I like it. Thank you, Austin.

Love, brother.

I know you're busy. I'll see you in a couple minutes on the group meeting.