How to Master DOOR TO DOOR Sales // Hawx Pest Control, Atlanta Georgia

I ran into some Anthem contracts today and they're like, I have to pay back the 80%. I was like, oh boy, gosh, we're not canceling you today. I'm training these guys today, so that's why they're out here following. They got me mic'd up so we do this kind of for training stuff. What's your name? Andy Elliott. Uh, you know that guy? Of course. How do you know him? Uh, just sales training and stuff. Uh, he's my mentor. So yeah, no joke, like literally just texting him this morning. That's awesome. So pretty much what I do for a career is I'm mic'd up and then they record me and we use this for training. Yeah, that's why— yeah, he's just— this is my videographer right here. So this is kind of how we do it. So your name, by the way? Katherine. But yeah, I like him. He's bald, he's jacked, and so he's a cool dude. Oh yeah, and I was just in Tampa with Myron like a couple weeks ago. What's the dog's name?

Chewy.

Chewy, like Chewbacca? Okay. And as far as like closing out, I have a template. We literally just copy, paste, send it over, and that's it. She'll help you, I promise. I like your shirt, Spider-Man. Fly! Okay, last name is— and then a good email for you, @gmail.com. My husband is the final decision maker.

Please don't say that.

Y'all do follow-ups? Just talked to your wife. She told me you guys are in sales. I guess I would have never have called and been like, hey, I need— we need a new pest control company. But yeah, well, I mean, that's why we come to your door. Might want to think about buying a quality product from me. I'm okay with switching over to you guys. Oh, that's what— but I'll take a selfie with you that way you remember me. There's a lot to learn there about— that's the spousal phone close. Because when you, when you get the husband on the phone, then you can wrap it up a lot easier. But generally speaking, in the South, we talk more. We like to talk to each other.

So it's tough, tough to roleplay that though.

I know. And that's why you need to get them— they need to get the bones of the framework and you need to teach them how to roleplay like and how to talk. Every time I go through the contract, what do you like to do for fun? Or every time I go for payment, what do you like to do for fun? Why? It just lubricates the sale. It's the oil that lubricates the engine for the sale. That's all it is. So, I mean, yeah, let's keep knocking. I ain't got anything else for you guys. Honestly, I'm kind of happy that that happened so fast because now you guys get to see me. I want to sell more.

Okay.

But like, you guys get to see me sell. No, see how I handle stuff and then I'm on to the next. My whole point is to pour into you guys on the next. I'm not selling 20 accounts today. Sorry, I've been there, done that. I'm the guy. I'll show you the ropes and I'm on to the next group. I'm going to show them. Yeah. Okay, let's have— let's hit the street. And then whose neighborhood is this?

No ones.

Oh, they just had me hitting random hoods, dude. Doesn't matter where you drop me, I'm just gonna go sell deals. When you did see the ants, where were they? Mainly bathroom areas or kitchen? In the basement. Oh man, okay, so that, that confirms they are coming from the yard and they push up under the walls, they get inside. And so we're gonna do the full yard for you, 30 feet out. That's gonna make sure we put a barrier up so nothing gets inside. The next thing we'll do, power spray all the way around the foundation so so that nothing gets inside. What's a good number for you, ma'am? 770. Yes, ma'am. What was your name, sir? I apologize. Ken. The other day I got told off by a gentleman who I told him by his first name. When you meet somebody Irish, sir, mister, my friend. And he got mad at us. So I just want to make sure I try to be polite. I'm teaching my daughter, yes, sir, no, sir, all that. This is my family right here. You can either do debit or credit. Which do you prefer? I guess credit. OK. 1, 2, 3. Money depending on who you're talking to. Now, if a bull had come out, they talk to the husband differently. Hey sir, he's just doing this, you know, we're gonna do this, it's just $99. With her, just $99. After that, just $70 per month. Both are on board, both know exactly what's going on. That is a clean deal.

Yeah.

Did I do my job as a salesman and close out her account?

Yeah.

I'm never going to put a grandma in a bad spot. That's only for the solar bros. Solar granny maxers, they like doing that. I don't. But is she getting upgraded service? Yes. Does she have ants? Yes. Does she need my service? Yes. And now she's the same as her neighbor. So what you guys will realize is people might not open up about their bug confessions until halfway through the pitch. That's why it's important, like midway through the pitch, to like fish for a couple confessions. Oh dude, here's Andy. We'll see what he says. Come over here. Hey, what's up, man?

Awesome.

I was just sitting here with Mama.

Say hi.

Hi.

Yeah, hey, good job, man. Dude, how cool is that? I told you, next Andy Elliott, just better.

Love you, brother.

Good job teaching them young bucks, man.

I love seeing it.

Keep it up, bro. Well, the wife says y'all are fine. You know, you gotta listen to the wife. Happy wife, happy life, right? Yep, she pays the bills. That's right. Then we all know who runs the house. Yeah, I do not want to make my wife mad.

Okay.

Have a blessed one. To wrap up, what were the main takeaways that you guys learned from today? You can just hold on to the mic, you don't need to talk to it. I would say that you can just sell anyone if you can bond with them and just truly make a connection. Just make it as simple as possible and just be a nice guy on the doors.

Biggest thing I took away, at least from the first deal, was that even though we weren't talking to a decision maker, you can still force a conversation with the husband over the phone and then that's still a deal.

Force a conversation.

Yeah, I mean, you know, you know what I mean.

Yeah, yeah, no, but I know you mean get the husband on the phone. Yeah, exactly, because then you get, then you get to the decision maker.

Yeah, it's not something to stray away from.

Yeah, and you can, you can still try to shoot your shot. Okay, what's the worst thing that happens there? She says no. But that's why we say, I know he's busy, I know— repeat— I know he's busy, I know he's working. If he doesn't answer, it wasn't meant to be.

He doesn't answer.

Okay, cool. What'd you learn?

I would say the, the biggest thing is just how you're able like Matt said, just to connect with everyone, you know, and really, you know, humanize yourself. Like you showed them a picture of your family and all that stuff. And I think that aspect, you know, brings you out of just being a salesman and, you know, that actually builds a lot of trust.

I feel like makes the job more fun too.

Yeah.

You guys are in June right now. It's really, really easy to get burnt out right now. You've got to be human. That's why I said you got to go to church, get to a church on Sundays. Join a gym. Make sure you're pouring into yourself in ways outside of this, because if you only do this, your life will suck. But wake up, get a little gym routine going, like go to church on Sundays, call your family, like do other things that actually fill your bucket, right? Because then it's— then you can be yourself, right? So your screensavers, what are all of them? What all your screensavers have on it? Me and my brothers. Okay, what do you have? You and your girlfriend. What do you have?

Me and my brothers.

You and your brothers. And Clouds. Clouds. So this is a picture of clouds that I have on my phone. I really like clouds.

Yeah.

Yeah.

Okay. No, get something on there by the end of the day. Okay. Love it, dude. Okay, go crush.

Appreciate it.

Yeah. Awesome job. That was amazing, dude. This was— this is one of the dopest training sessions I've had. So it's halfway through the summer and you're starting to feel burnt out. You're trying to guess how to close deals and you're confused at why you're not selling as much as when you did when you showed up. Guys, you need to take the guesswork out of this and just learn from me, and I'll show you how to close deals. On my course, there is over 100 deals where I show you exactly what to say, when to say it, and how to say it, even up to the tonality. Don't delay on this, guys. It's $100 a month to be on the sales training course and have access to all my videos. I want you to start treating this like a career because it is. If you go all in on this, it can dramatically transform your life. I've already done all the hard work. I've already recorded everything to show you guys how to do all of it. Now you just need to plug and play. Students that use my stuff have PR weeks immediately. So make sure to plug into the course, uh, download the iOS app, and use this every day on your way to area, on your way back home. Guys, you will sell more. If you're, if you're a little bit upset or frustrated with where you're at in the summer, don't get bitter, get better. So hop on the course today. It's $100 a month. Cancel whenever. Let's get back to the video. Just finished up with pod 1, showed up with pod 2. I'm here with Marcus, Ty, and Landry. Okay, I'm going to show these guys some more deals. So we're in a little bit different neighborhood now. This is more like middle income. We just left more of like bigger homes, but it doesn't matter who you guys talk to. Like a lot of door-to-door reps get in their head about like, oh, it's high income, low income. People are people, doors are doors. You can sell to anybody, anytime, anywhere. Let's go out and show you guys the ropes and sell some more deals. Let's go. I just want to help you just because everybody is getting—

Just tell me the total figure, like annually.

Whatever 65 times 12 is. You know what that is? I don't. I was bad at math, bro.

It's like 800 something.

Exactly. That's it. Have a blessed day. Yeah, you take care. Okay.

We used to have one actually. I just Cancel the service. We used to have pest control.

What happened with that?

No, actually, we are planning to move out.

Oh, you're moving out?

Yeah, we're going to move to Charlotte.

So I just get you on the discounted route. We do it for well over half off.

I think I will skip because anyway they have to move out.

Oh, well, no, we transfer it to the new house.

But I'm not planning to buy a house there.

No, this would be good.

So this is the agent I got for the house.

Oh, so you're going to rent this?

Yeah.

You're going to need to have pest control while the renters are here.

Okay, let's see.

Well, let me show you the price because I can do best price for you. Because you need to buy pest control for your renters for sure. Like, let's be real. Like, they're not going to pay it. And so you've got to do something to take care of the house. Otherwise, when you get renters moving in, you're cooked. Stand where I'm standing. So that right there, you see the wasp nest? For that first one tomorrow, would you guys rather do debit or credit?

I'm going to take a day to just think about it.

I can't do the discount any other day. Let me go look at the backyard real quick to see what we can't do for you. This is something that a renter is going to complain to you over and over and over again. They're not going to pay for it. The other thing too is if you let a renter get in here and you get roaches in there, yeah, say goodbye to the kitchen. They ruin the kitchen, man. That right here, very dangerous for kids. I'm going to treat the whole yard for you guys, and then I'm going to text you a selfie of me and you, that way you remember me. You ready? Thank you for giving us a shot. And hey, you can keep it here for the renters. I mean, I would probably do that if I were you. You know what you should do? Hit me up when you're in Charlotte and I'll sign up that house.

If I buy a house there?

Yeah, I'll help you out. You're the man, dude. Hey, have a blessed day. You too. Congratulations on the move to Charlotte. Thanks for helping me train these young men, okay? See you guys. You can always find a way to spin it to make it seem like, hey, this is what you need. Dude, like, that was fun.

Yeah, it was.

So much fun. Wasn't that fun? You get an objection, you move them. You get an objection, you move them. He needed my service bad, and I got him with this. Okay, I'll just do the first one for $99. After that, just $50 a month. Sound fair? And I stuck my hand in his gut, and he grabbed my hand and he shook it. Like, dude, but it was friendly. I talked to you about not battling with like aggressive tonality. It was very service-oriented. Dude, we got to do something. Dude, you've got this hill back here. We need this, otherwise there's going to get bugs inside the house, bro. That was, that was such a fun sale for you guys to see. Sometimes you have to work a little bit harder. Hey, and if you want to see the full sale, because I purposely, you know, blue-balled you here, you didn't get to see how I closed that. Hop on Major Sales Training today. Now. Do it now. $100 a month. Do it now. Get a free hat. No, no free hat for you. Just go make a ton of money and then DM me. You can buy a hat. I just finished up with Pod 2. Just got together with Pod 3. With Keaton Isaias. Yeah, and you'll notice like we just left more of a cookie-cutter neighborhood with a ton of people from India. That was awesome. But here is a little bit more like middle-high income. It's not as like newer development, but it's going to be dope. Like these neighborhoods are really underknocked in my opinion. They are gems because there's way more bug confessions. So let's go out and crush it. Name's Austin. How you doing, man? I snuck out of nowhere too, bro. Just finished the workout. No, I'm giving it on the way to. Okay, cool, man. Where do you go? Right around the corner. Anytime Fitness. Okay, cool. Love it.

Love it.

What are you working today? Doing chest tries. There we go, man. You got a good build. Hey, man, I'm trying to be like you. I'm trying, dude. So good to meet you, by the way. Good to meet you. So, yeah, we snuck up on you there. We do the bugs out here. So all these gentlemen, they're in training today. They follow around the old bald guy. Every house out here, they're starting to get the wasp nest up here in the high peaks. Now, we have helped out quite a few renters out here just because you know this already. The landlord doesn't do a darn thing. You need to buy pest control for your renters for sure. What? Okay, I'm going to show you the numbers. That is literally the easiest part with this whole thing. Okay, cool. And this will be all sent to you here in a second. Happy I could help you, bro. Dude, it's like if I wouldn't have walked up right then and there, we would have missed you. I'm going to shoot you a selfie of me and you. That way you remember me. I won't get your card in there. I just want to remember you. You wouldn't believe this. I used to be 40 pounds heavier. I started just walking every day was the first thing. And then tracking my food. So we're out of Kennesaw. So we can treat around here. If you have anybody, let me know if you need anything. Thank you for letting me serve you, man. We'll take good care of you. You guys are in good hands.

Yeah.

This guy's awesome. Dude, hey, have a blessed day. Rahim, take care. God bless you. See you guys. That is a clean deal. Wasn't a lay down, I promise you. No, no, it wasn't. Not a lay down. All of my deals today, I've created, bro. I, I pulled some levers there. Selling people is getting them sold on the idea. Closing people is getting the payment and wrapping it up. Yeah, two separate things. A lot of you guys might be selling, and your rookies, they might be selling people, but they're not closing them. Got it. Does that make sense? No, it does. 100%. That's the difference between people who make money and come out here and tell them what we do. Just through selling them on the idea. We got to close them. You got to get their information. You're a closer. Yeah, you're a closer. But I just want to say thank you. You guys are a good group of guys. You guys have incredible energy, and you're going to do incredible things. And it's so dope, I live right down the road from you guys, so maybe I'll, maybe I'll come back and see you. Okay. All right, cool. Thank you, guys.