Norman and Austin Maser take their door-to-door fiber sales team out knocking in Ohio after dark, showing their framework for late-night prospecting: approach homes with lights on, skip the apology, treat it as an advantage. They demo scripts, pricing ($69/mo for 1 Gbps), objection handling, and how to stay calm if police show up.
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Welcome to Maser Sales Training. I'm gonna be teaching you how to knock doors at night. If you're currently not knocking doors at night, you are leaving thousands of dollars on the table. First tip when knocking doors at night is to only knock doors where there are signs of life and where people are home. For example, there's a house right here that there is not a single light on over here. I'm not knocking that door right now. But the house right behind me that's got all the Christmas lights, they've got lights on inside. I'm going to knock on that door because I know somebody's home. Second tip: when you guys are knocking doors and you do your introduction, make sure that you say in the beginning, "Hey, I know it's late. I'll be really, really quick. I was meaning to get to you earlier, but I didn't make it by. So anyways, the reason I'm here is—" I'm actually going to avoid saying sorry because I don't want to be viewed as a nuisance. I don't want them to think I feel bad for being there. I want to act as if I'm supposed to be there. And just saying, hey, I know it's quick, acknowledges the fact that it's late at night. Right now it's almost 6 o'clock. It's just dark. People are still awake, okay? Third and final, the mindset that you go into door knocking with for night knocking matters tremendously. If you have a negative mindset about knocking late at night, people will feel that and they will not buy from you. Remember, You have to think about how late you stay up, and you probably stay up after 10 o'clock most nights. And that is majority of people, they stay up late. And so while you're prospecting, you need to keep in mind signs of life, but change your mindset behind knocking late at night. The easiest deals that I've ever gotten are like 9 o'clock deals that I've gotten in pest control. And today we're gonna be knocking into the dark, and I promise you that people will be home, and people are more receptive to buying. They just got home from work. They're ready to buy, they're ready to relax, and they're actually more open-minded than you would think. So if you're struggling with your mindset knocking door-to-door at night, I invite you to change your perspective and join the 9:00 PM Club with me this summer, where every day of the summer we knock until 9:00 PM, and you'd be shocked at how many victories come from that. So let's go ahead and throw down the rest of the evening. I believe we can get one more. I didn't know if this was the front door or this was the door I should knock on. So. Oh, is it that one? Yep, that's fine. You want me to meet me at that one? Okay. So I'm actually with Austin. I know it's— So I'm actually with Austin. You're awesome. Okay. Hey, have a blessed day. I know we knocked on the wrong door, but next time we'll go around front. Okay? It's fine. We'll come back tomorrow and try to get you. Okay? All right. Okay. Okay. Have a good one. Okay. All right. So why are we not knocking anymore? We are not knocking because the police rolled up on us. Put it away. Howdy, how you doing? There they go. But in door-to-door, if a cop pulls up on you, then it's best to be really compliant. And it's also good to just ask questions like, hey, how are you? Did somebody get mad at us and call us in? Like almost act confused as to why you're there. If you act nervous, you're toast. You're gonna get— like, they're going to find reason to think that you're suspicious. Whereas if you just act calm and normal and be like, "Yeah, what's up? What's going on?" then Pete— then they'll, then they'll like respect you more and there'll be no confrontation. So when cops pull up, keep a level head. If you don't know how to keep a level head, you need to do some cold plunges. And learn how to breathe through scary, scary stuff. So keep a level head. When you're in your head, you're dead. When you're in your head and you're next to cops, doesn't go well. Norman almost got deported tonight though. I'm kidding. If you've been watching these videos and you still haven't gotten on the freaking course yet, What are you freaking waiting for? I've got over 100 past sales and now we've got over 10 fiber deals that we're going to be uploading to the course to show you exactly how to sell all the different tonalities, all the different ways to sell to different demographics. If you're not on that course, you are literally losing money. Use code Maser20 to get on that course and start studying right now. Day 3. Of selling fiber in Ohio. It's cold as balls out here, and I need a hat. I need a beanie. Right now all I have is these, and I'm freezing. So we're stopping at Love's to see if they've got some sort of orange beanie to match my vest. Would you like a buy one get one for a dollar or something? Come on. Got anything? Oh boy. We've got yellow ones. Yellow, yellow. Oh boy, Detroit Lions. That might do it. Um, buy one, get one 50% off. You want one, Norman? Hell yeah. Um, that might be your best bet for like a bright hat. The last thing I want is to be knocking doors in a black hat. It just doesn't look great. Try to find something. I mean, this could work, right? That's perfect. I would buy that one. Let's see how this looks. That's gonna be the thumbnail. Let's go. Like, you put your hands in here or something like that. Oh, wait. Is my ears moving? Yes. So crazy. That's the one. We're buying this one. Um, I think honestly this— Oh, that's good. That's good for door-to-door. Exactly what we want for door-to-door. See how this looks. You know who wears that door-to-door? Who? It's that guy in Alabama. Oh, got marijuana down there. I mean, you know, now we gotta go. Oh gosh. Yeah. All right, well, I think we're just gonna go with a yellow beanie. Um, that's not gonna fly very well. Could be great. Reminds me of like the Spider-Man— yeah, Spider-Man mask. Yeah, we're gonna end up just getting a normal beanie. Probably go Lions. Lions or Steelers? There's a lot of Lions fans here. Let's do it. So Lions. I'm just gonna have to wear this. Way warmer. Let's do it. And see how this looks. Detroit Lions. I like Dan Campbell. Oh my gosh, I'm gonna go this side. Now I'll do the logo here. Oh my gosh, I like it. Let's go sell some fiber. Stay posted, I'll catch you soon with the, with the time slot. Okay, all right, bye-bye. Boom, we got a deal! Okay, so yesterday all my efforts weren't lost. I'll make a little bit of money off that deal there. But that was like a really warm lead that I tried to really, really close yesterday and pack a ton of pressure on. Turns out her husband was like, yeah, doesn't care. So, um, I wish I was able— would have been able to wrap it up yesterday, but I had to just follow up, right? So a lot of sales are found in the follow-up. I'm not really big on come back laters and all this stuff, but hey, if there's a phone sale, they're already warm. You can lock it up. And so real quick, I'm just going to put you on the 1 gig. That's just the $69 a month. No, don't put me on anything. Okay. Okay. Like I said, I'm getting cold. I'm in a little bit of a hurry. I can tell you're shivering too. So cheap. But yeah, basically, if it makes sense— I don't use the internet. If it makes sense. But you have to have it nowadays. We live in a world— I don't use it for work. I pay bills. What are you paying monthly right now for your internet? Be honest with you, I don't even look. Okay. So what— probably in the 100+ numbers. That's also TV. And I am on the way out. I'm just getting dressed after a shower. So if it weren't cheaper, I would not tell you that you should do it. Well, I'll tell you what I mean. I'm trying to get out the door, really. Yeah. So if you can give me a card or something. Okay. And my job takes— assuming you were to just try this out— my job takes 2 minutes. I just get your information here. They connect to the house. How do I spell your first name, sir? Kevin. K-E-V-I-N. And then what's a good phone number to reach out, sir? Oh, see, what is my number? It's all good. 419. 419. I don't want anything done right now. Let me just think about it for a minute. That's why I asked for a card. But at the same time— I mean, would you— I mean, if we could lower your bill by half, would that be— I mean, you'd be potentially saving over $600 this year. It make a difference. This is what you need for the kids. So you're right now paying for like a subpar internet and cable that you don't use. We just put you on the faster internet. I mean, when the kids do come over, you're way better off. I'll give it a try. I have one, one in the chamber. We already got— we had one that we just kind of slipped through my hands and I sold the pest control account today. So we're just selling lots of stuff today. Got cats out here just walking around, following us around. It's a fun day. How do I spell your first name, ma'am? Um, I'm just— let me think about it for a while. Yeah. What do you guys mainly use the internet for around here? Just looking stuff up and nothing crazy at all. Obviously we're 10 times faster, so we should be 10 times more expensive. We're not though. With us, you're paying around $50 a month. With Verizon, ours is just going to be $79 a month, but the speed is so much faster. You have those 30 days to see the difference. Now, can you come back? Yeah, let me— because I'm really busy right now. Okay. Having breakfast and then I have a business appointment. No worries. Um, I really can't go through this. Hypothetically, if we were cheaper, would you do business with us if it were faster? Yeah. Okay. Um, I'll start here. Hear me out here. I'll just have— I'll just start you on the 500 megabyte speed. We're going to be $50 a month. It's the same price as what you're paying right now. It's just going to be way faster. But then you can close out Verizon that way. You're not— I'm not raising your bill, but at the same time, you do need to have faster internet. So bear with me. How do I spell your first name? Gloria. And then what's a good number to reach at? Gloria? 419. If you ever want to upgrade in the future, let them know. But we'll start you on this. I have to go. Okay. I can't. I can't do this right now. Yeah. No, I need that. I need an email address and then the address, and we'll put a card on file for that next month. That's it. Okay, so gmail.com. Okay, bear with me here. If I don't like it, how do I get it canceled? You can just call in and cancel. There's no contract with us. Okay, um, just go ahead and pull that up on your phone real quick, confirm that for me, and then I'll get out of your hair. I'll hit retrieve acceptance and we'll get y'all set up there. You're good, don't even stress, no rush on our end. You— we're gonna go say hi to Dan the Man. Let's go, let's go! Are you hungry? Yeah, sure. Gonna go get some food? I can't, I'm on the clock. Oh, fair enough. Right, well, I'm gonna grab a quick bite to eat, lads. Is he recording you tomorrow? Um, potentially. All right, let's go, buddy. Potentially. He's good, man. Yeah, no, I want to check it out just for fun. Here's police down there. I'm gonna get something little to eat, lads. Okay, enjoy the day. Talk soon. On the board? Yeah, dude, I'm gonna do 8 today. Yeah, cool. I'm sure the guy had a lot more hair than I did, right? I'm bald. Bad joke, he didn't laugh. Okay, um, hello! I just don't want to get bit by a dog. Is he friendly? He's okay. He's okay. Come here. Oh, he listens to you. How are you? It's warm in here. You gotta yell at him. I don't want to yell at him. Good to meet you. So I'm Austin, I'm with Bright Speed, okay? I'm Austin. I've got my buddy here, he's recording me because we're doing training today. As far as the internet goes— Close the door. Champs! Okay, as far as the internet— How are you today? I'm fine. I wouldn't want to mess with you. You got some bark to you. Oh yeah. Yeah. I don't think somebody— You know, I don't— I don't think you let just anybody in the house if we're alone. Just got basic cable. Quite frankly, the only thing I'd recommend is, uh, probably just a very basic line of internet for your phone. I wouldn't use it. Yeah, no. Well, hey, I don't like banking on it. I don't trust— I don't trust banking. I don't— I don't trust nothing on the internet. All right. Hey, do you work at that Harley by the Loves, or what is that? Is that a Harley-Davidson shop, or is that Yeah. Okay. I didn't know if you could go buy motorcycles in there or not. I got this hat at Love's this morning. You like it? Turn around. I want to show you what it says on the back. From Nevada. I stole it. What? Oh, you stole it from the Harley store? I was bowling. Yeah, there's a museum out there too. Yeah. Harley shop. So check it out sometime. Where is the museum at? Next to the shop there in the point. Okay, cool. Yeah, there's a museum there. There's a museum there. I wonder how late it's open. I think till 5 or 6. Well, we probably got to go check it out one of these days. Yeah. Well, hey, thanks for not letting the dog eat me alive. Yeah, that's a bonus. Okay, God bless now. I'm gonna pick up this kitten. Look at that. Yeah, I take him home to Georgia. I could probably take him home where I am. Can you go back home to Canada? Yeah, yeah, they charge tax, they charge taxes for cats. Duty-free. Duty-free. All right, bye Nimbus, see you later buddy. That's cute cat, thank you. Yeah, yep. Okay, you sure she doesn't want the internet? Yeah, I think we have Spectrum and then we have like a bundle deal with our phones like right now, so it just kind of makes sense. We could lower her bill if she wants. I mean, we'll lower it and do it faster internet. Mm-hmm. Yeah, you'd have to talk to her. I'm not like sure of the specifics. Was she able to come out or no? No, she's like literally right in the shower at the moment. Okay. All right, man. If you can come back maybe in a couple hours or something. She called us at a bad time. Okay. No, you're good, brother. Take care. Yeah, you have a good night. We'll go down this way. Thanks, man. What do you guys currently have with— DirectTV now too. Good, good. We got Spectrum for the phone and we got a landline. If you pull that up. Yes. Yes. Yes, ma'am. Yes, ma'am. I'm glad we can help you. That's right. All I need is that porting number and I'll be able to find that on here. In that last sale, I actually was legitimately able to give them a lower bill. They were paying $125 a month for internet and their phone line. I was able to get them switched over. They're going to pay just shy of $100. And then after 3 months, if they want to downgrade the internet, they can. But they've got the $100 gift card and they also have the $100 credit. Now, with customers that are older, it's very important to leave them with your phone number so that you can help navigate them through things. Like, the last thing I would want is for them to get set up and then to never talk to them again and for them to feel confused. Oftentimes that's why in door-to-door guys have a bad reputation because they will not take care of that customer. Whereas right now I have a selfie with them. I know if she calls me, I'm gonna answer the phone call and kind of walk her through how to find her gift card and all of that. But that was a good example of getting to the table, 'cause people do business with other people at the dinner table. And having them get the bill to be able to switch the phone line over was key on that. You can notice I was like, "What do I do with the account number and all this stuff?" Well, I figured that out. So that was the first ever, phone switchover that I have done, and, uh, pretty freaking cool. I mean, it's awesome to know that in 3 months from now they'll have the $200, and then they can lower their internet to $29, their phone $30, and so they're probably after tax $70 or $80 as opposed to the $125 a month. So this is a cool job to where you can legitimately help people save money on something they're already spending money on, but now the internet's a lot faster. So let's keep on crushing. We're doing the fiber here. We're looking for Willie's mom. I put you down as a follow-up, so if I am in the area, I'll try. Okay, take care, my friend. And your name was? Uh, Willie. I'm Austin Maser. Willie, good to meet you, man. 300 for some reason, and I'm like, I don't even know why it's 300. Yeah, I don't like that game. I'd rather just keep it at one price and done, you know what I mean? Are you connected to Wi-Fi right now? Yeah. Okay, if you run a speed test right now, you're going to be way lower than what video games and stuff— I'm going to give you a little game plan. What up, Willie? I'm gonna recommend you guys get on that $79 a month plan that stays locked in. The first month is on me. Months 2 and 3 you pay for, but on month 3 you're actually gonna get $300 worth of credit. So you're practically getting 3 months free of internet. If we got faster internet, load quick, you know what I mean? Then real quick, I'll take a selfie of me and you, that way you guys always remember who I am. Here, I'll snap that with ya. Let's see if the hype is real. We're finally at the China Dragon. Hi, China Dragon. What can I get for you? Can you just take a seat? Let's go. All right, so this is our second Oriental restaurant that we've been to that doesn't have the right music. Last, uh, two nights ago we went to like a sushi place and they were playing country music. At China Dragon, I don't even know, this is Chris, this is actually Christian music. I'm not opposed to that, but hey, like we need to have some like something like that. Okay, so Let's eat. China Dragon is where it's at. What's this? Um, the crunchies for the soup. Yeah, for mine or for his? Both. Amazing. I might take some. So this still comes with an egg roll? Yeah, but it comes with like your food when it comes. You're great. Thank you. This is what it— this is everything they said it would be. Mm, it's so good. Mm-hmm. This warm egg drop soup. Does it taste like egg or? Yeah, it's good. I got wonton. Let's go. This might be as good as they say it was. I will give you a taste test. That's good. 10 out of 10. Chinese Dragon. Wait, Golden Dragon. Sorry, so good I can't remember the name. I didn't even need to try this. This is good. So good. You have a buddy? We have a buddy coming. Do you guys have like, um, shrimp appetizers or no? Shrimp appetizers? Yeah, the crab rangoon, I think. I'll have it. He'll be here in like 2 minutes. I think he'll order that, but we'll let him— I'll let him order it. Did I give you the wrong name? You gave me Golden Dragon. Isn't that what this is? China Dragon. Oh, come on over, dude. What's going on, dude? You're on the YouTube episode. What do you want to say? I want to say hello to everyone. And what else would I say? Spot here. Any sales advice? Yeah, sales advice. Yeah, we've got loads. We've got Dan the man giving us some sales advice here. What was the one this morning I said? Yes. Okay, so the success you're looking for is in the work you are avoiding. And it's true. Like knocking late tonight. Mm-hmm. We wanted to, and then we got held up. The police. Put it away. Any other words of wisdom? Words of wisdom? Um, no, just make sure you're, um, make sure you're locked the fuck in, or is that— you can say whatever you want. No, it's all right. Just make sure you're dialed in and you know what you're doing and you have the right mentors and you have the right coaches. Right, coach. There we go, brother. So yeah, that's my, um, advice. There we go. And he crushed it today. Yeah, got 10 deals. 10? How many you do today? 3. Right, what did he say? 3. Love it, man. Yeah, yeah, you, you got 4. I did 4. One with a landline, dude. Nice. You ready? I could say the success you're looking for is in the work you're avoiding. It says, "The star of riches is shining upon you." Really? Yeah. Damn. I hope mine doesn't say "deported."
