How to Sell to Old People: Door to Door in 55+ Communities

We're doing the bugs. Man, you're already ready to buy. You already got the card out. Yeah, because if you don't give any value, that he has nothing to compare it against. But I mean, he has a card right there. You hear my joke? I was like, oh, you already got your card ready. So we'll see if that works. If you're not like constantly saying good stuff and you just repeat, it's like, you ever seen Finding Nemo with Dory? Someone could be mean to her and she's like super chipper the next door.

Hey, Mr. Grumpy Gills.

I'm gonna stand in the sun so my dome can get tan. Hello, hello! I like your Jesus card right here.

Oh, thank you.

I used to be a missionary. We used to hand this out all the time. So, uh, basically it's been a lot of the mice and a lot of the ants. You know how it gets out here. And also the ticks, because you know how those get out here. Do you have somebody yet for the mice, or not yet?

No, I really don't have a big issue with them.

Okay, that's good. I know for you I know for you it's mainly just gonna be like the wasps and stuff like that. Kinda help them out. What's your name, by the way?

Sandy.

Good to meet you. Where are you from, Sandy?

From here.

Ah, there you go. Are you one that stays here year round or do you go down south?

No, no, I stay here year round.

There you go. We'll do a spray around the base, Miss Sandy. That way none of the bugs get into the house because I already see little ants right here. And so if they're already at the base— here, look at this little red beetle too, one second. You'll like this. So this one is free, okay?

Mm-hmm.

You know which one that is?

Mm-mm. I used to work for a pest control company.

Who'd you used to work for?

Modern Pest Control.

Oh yeah, okay, so you'll like this. Modern, you know this, they didn't—

I've never seen a bug like that before.

Well, looks like we basically put them at your house before we knock on your door so that you buy it. I'm kidding. Those little bugs, they can get inside the house, so we'll spray around the base of the home. What did you do for her, by the way?

I was her office manager.

Okay, so you would take the calls when people called in happy, right? Don't be texting me again, okay?

Uh, yeah.

Yeah, we know how to do it.

No, I managed the office.

Oh, okay.

I had girls to do that.

Okay. So I switched somebody over from yesterday. They were paying around $110 a month for that monthly program. Listen, I like to get rid of the bugs. I mean, you see value in pest control because you've done, you know, you've worked in it. The garage. What do you mainly use the garage for, Miss Sandy?

Oh my goodness. Right now it's a mess.

Is it really?

Yeah. My children decided to use it for storage.

Sure is a lot of fishing gear. So fishing gear, I do know. $40 worth of tackle right there. How do you feel about that, Sandy?

I'm trying to clean that out. Stuff I got to put in order.

Well, here's what's cool. The garage I'll treat as well, because that's, you know, that's a hotspot for bugs. You know that from working, you know? Yeah.

I don't see bugs in there. I see mice.

Oh yes. Okay. So the mice, I'll lay traps for those as well. Make sure they don't get in the house. What's a good phone number for you?

207.

Is there somewhere we could sit down? I hate to make you hold the door open.

I'm fine.

Okay.

But you can come in.

Okay.

Thank you so much. Can I have my little training crew stand right here? Oh, they can come in if you want. Okay. Can I take shoes off or should they stay on? No, they're fine. You're watching this YouTube episode right now trying to figure out how to sell more deals and you're struggling. You're not selling as much as you want. You might not be on pace to hit your goal. Training as much as you can, you do your morning routine and it's just not working. That's why I put together my training course. The YouTube's free. Keep enjoying this stuff. There's tons of value here. But if you want to see actually how I wrap up these deals and the lines that I use and how I move customers, just hop on the training course. It's $100 a month and you're going to learn how to sell to everybody in every single region in the United States. I've sold on the East Coast, the West Coast, the South. I've sold in Hawaii. I've sold everywhere. And guys, it's also pure entertainment. There's some crazy people on that course that I sell to. Egg prices, guys. Egg prices. But it's like, dude, how did this guy sell to this dude? Hop on the course today. You'll love it. It's $100 a month. Cancel whenever. I'll see you guys on there. Yeah, I walked in and I thought that was a real person, Sandy. Scared me to death. I like him. I like him a lot. He's got the Sacred Heart right there. Yeah, I love that. And then what is a good email for you? I'll shoot everything over to you after.

Gmail.com.

@gmail.com. And then, uh, any fun plans for the weekend for you, Miss Sandy?

No, church. Church.

What time's church at?

All day. There you go. I start at 2.

I'm going to be back with my daughters for church tomorrow. They're excited to see me. I work a lot, but then I—

Where do you live?

So I train all these youngsters. So they actually have me fly all over the place. I work out here a lot. I work in the Midwest. I do a lot of training. So that's why they have the youngsters follow me around. It's been really fun. All I'll have you do right here is just sign in that white box saying I went over that with you. Happy we could help. I am not a fan of these mice at all. Mm-mm. And then will you guys get a welcome sheet ready for me? Thank you. Thanks for letting my trainees kind of see how all this works, Miss Sandy. So what's the biggest piece of advice for happy life A happy marriage, I should say.

Oh, don't fight.

Don't fight.

Respect one another.

You know what? My wife is not one to fight with. I'll have your initial down here. This says we'll come back for free, that we're not doing mosquitoes, termites, or bed bugs. You'll get a customer portal email to you. Obviously, we come for the winter for the mice. And then smile for a selfie. That way you always remember your bug guy. You ready?

Yep.

1, 2, 3. Oh, we got Jesus in the back right there.

Yep. That's where he belongs.

That's right. You're awesome. Now that last question, if you see bugs in between, what do you need to do?

Call.

High five. You passed the test.

It was good to meet you too.

Can I get a picture with you next to Jesus? Oh yeah. Let's go take a picture. Here, one second. You're awesome. Give you a hug. You're great.

Thank you.

Hey, it was so good to meet you, and you have a blessed day. My technician will be by later today, okay?

All right.

You got all the paperwork and everything you need? We'll just do the outside if you're not home.

Okay.

Yeah. So when you guys sign up elderly folks, just to make sure there's no, like, buyer's remorse either, I always am like, hey, what are we— I just want to make sure it goes like this. I want to make sure that you pass the quiz. And if you don't pass the quiz, you can't get the service. How much you paying today? How much you paying per month? And she's so sweet. She loves Jesus. Like, I walked in, I looked at— there's a Jesus there. I'm like, oh my gosh. But that was sick.

You're not going to believe this, but I do my own pest control.

No way!

Organically, actually.

Okay, cool.

So I use cinnamon for ants.

Okay, cool.

I've never had ants.

Rosemary and thyme, you using any of that?

Uh-huh.

Good.

And I use, uh, I hatch praying mantis for ticks. What?

What did you just say?

I hatch praying mantis eggs.

Okay.

And I put them in the environment. I know you think I'm crazy.

No, no, you're not crazy.

Crazy old lady that does weird things.

You know, we should do door-to-door praying mantis eggs.

You should.

Next I'm gonna do those African bees and stuff. That's a good idea. How would that sound? Hey, we're just selling the praying mantis eggs to cover tick prevention.

I'm not kidding you, they do work. My husband thought I was insane and I've been doing it.

And it actually works?

Yeah.

What do they do? Just little armies of praying mantises killing ticks?

Yep.

That's pretty nifty.

They actually eat aphids and all the bad bugs.

Yeah.

And so do ladybugs. I hatch ladybugs periodically.

Listen, I like what you guys got going on with the praying mantises. If I do your yard, we're going to basically nuke the praying mantises. Ah! Let's not do that. My favorite job is I work— I'm the security guard at the Waffle House. You guys like that one? Because I'm from Atlanta. Y'all ever seen a Waffle House down in Atlanta? Dude, I love Waffle House. Okay, the thing is, Waffle House is practically like a fight club at night. It is the wildest place in the world. You scared me. I'm gonna stand behind you. I'm gonna listen. All right, I will only ever jump in if I feel like you're leaving too soon. Other than that, I'll listen and it'll be dope. Okay, if you ever feel the need to address, you're like, I'm just doing some training, they can be mic'd up because we use it for training purposes.

Just try me out for the year, see how you like it, and then that way you can see if it's worth it for you, and then we can go from there. Okay, um, is it okay if we sit down right here, or would you prefer we come in? No, we could sit Okay, we got enough chairs. Yeah, um, it's, it's, it was surprisingly cold today, so. And what's your cell phone number?

588.

And then a good email for you. I'm gonna have you just double-check all that. I have fat thumbs.

That looks good.

You said you moved here in May?

I've been taking care of my parents. My father passed away after Oh, it was what, 3 or 4 months ago? Well, in January.

There's that for you. And then I won't charge you until my truck actually gets here, but I will put a card on file. Do you want to do debit or credit?

Debit. Okay.

And do you have that memorized?

My debit card?

No.

Okay, I don't either. My wife has mine memorized.

You want it, right?

Uh, yeah, I'll throw it on.

Okay.

The Mazortip.

God, it's beautiful. You rode my bald head and sold the deal.

Damn, the Maserhead, it's just so good.

Will this come out of there every month?

Yeah, if you need to change it, you can always call in.

Okay.

Um, because I know sometimes they expire and different things like that. Most of the time people put it on a card to get some points. But that's exciting. When, when do you close on the house?

Hopefully this coming week.

Oh, congrats!

Thank you.

I'm glad that we can get it pest-free for you then. It's like a—

well, one of the reasons I said this was last night there was little ants on top of my countertop.

Oh no.

So I took everything that was, you know, like we had out, uh, rhubarb pie and stuff like that, so I put it all away and, uh, wiped everything down, and they haven't been back Okay, well, I'm glad that you wiped it down.

I'm gonna do stuff on the outside to make sure that they won't come back. Okay, so I'm gonna go, I'm gonna take a photo of the front of the house and put in some notes. You'll probably see me hang out for a couple minutes out here and then we'll get out of your hair.

Okay?

Okay, Ellen. Yep. Have a good rest of your day and you'll see my truck a little bit later.

Okay?

Okay.

Yep.

Thank you.

See ya.

The initial close was, "Thank you, give me a shot with your bug guy." I'm like, oh shoot, this is a gamble, right? 'Cause you knew what you were doing. You didn't want to come off too strong. There were some clarifying questions and I was like, dude, she's about, she's almost about to slip. And then you eventually wrapped it back in and you're like, yeah, well, I mean, we'll just try this out for the year. And then you closed it finally. But you'll look at your text messages through me. Close, close, close, close. Okay, that went back, that went back. Close. 'Cause we didn't attack it right away. I don't know. You gave her the space to feel comfortable. But there were these little windows where I'm like, close, okay, don't close, build more value, close. 'Cause like she was there, it was like teetering. So, but you gave her the space and the time she needed to be able to feel extremely comfortable.

Yeah, that's good.

But it does need to be mentioned that before he walked up to that door, he rubbed my bald head. He got some magic luck from, uh, rubbing my bald head.

So if, uh, if you, if you're struggling with sales, just buy a little bit of his sweat glands that he's gonna be selling and you'll sell.

It's actually $120 a month and you get the course. Yeah, yeah, just an extra $50 a month, you can rub my bald head once, once a month. Shipping is not included. You have to pay for transportation fees and the daily rate of—

And Austin's not reliable for how many accounts you sell after you rub the head.

I guarantee you an extra 10 a month. Do you not see this sign?

Oh no, I did. I'm just the route—

No soliciting.

Oh, I'm not.

No soliciting. I want you off my property.

Okay.

Okay, cool. Okay, round of applause for Jackson. Okay.