Pest Sales Live Coaching with Top Rep: Ray Dollar

Ah, she's just rude. Wouldn't even turn to look at me. I was like, you know your neighbor next door? She said no and just kept walking inside. I'm like, whatever.

What up guys, here with Ray Dollar, number one rep at Redline Marketing. I'm gonna go door-to-door with him and give him feedback, and let's see if he's able to actually sell deals based off the feedback I give him. Let's go, baby!

Hello, my name is Ram with White Knight. We're doing the pest control. Are you the renter here?

No, no, I'm not.

Okay, you said somebody else is renting.

No, I'm good for it.

Appreciate it. Okay, have a cool one.

Yeah, that's the only difference, is like 8 Mile that faster than you are right now with the— get in front of the 8 Mile objection, cuz everybody here pays like $20 a month for pest, whatever, right? So get ahead of that, you're good.

Yep.

Hello.

Hey, my name is Ram with White Knight. We're doing the pest control out here. Are you the renter?

Yes.

Okay, your neighbor next door, actually the two next door, they've been dealing with some ants and spiders, uh, so it's I'm good.

Cool.

Yep, all set. All right, thank you. We're doing the pest control out here for the renters. They've been dealing with a lot of problems with the ants and spiders. Tomorrow while the truck's in the neighborhood, we were just seeing, are you dealing with any of the same things?

Um, no, we're not. We're good. Okay, perfect.

Thank you.

Have a good day.

Yeah, uh, follow-up for after dinner. Um, she was kind of like trying to brush it off. The husband came to the door, he left pretty quickly. He kind of seemed like he wanted to shut it down, but he left because they are having problems. She was like, I need to talk to my husband to see if that time is going to work. I'm like, hey, is this actually something you want to do? It's just bad timing. She's like, yeah, we do want to do it. It's like, okay, I'm going to let you finish dinner. Price drop the initial from $65,000 to $10,000 if I can get her set up after dinner, after she speaks with the husband.

Okay, couple adjustments. Sure. The initial rollout, she was already pretty sold.

Like, yeah.

Oh yeah, we have ants. So I need you to commit to not doing initials under $50,000. Yeah, so you, you could have— I don't think you should, like we're learning right now.

Mm-hmm.

But in your guys's team and your guys's company, you're not gonna be able to do under $50 here soon. They're gonna just default it to where you can't. Okay, you roll out an initial at $200 there, you keep the recurring at $69.

Mm-hmm.

Promise you she's still a buyer there. Yeah, when you go back now, you know, coulda shoulda woulda, whatever, the past is in the past. But when you go back there now, How much more wiggle room do you have? You have a $200 to $150, a $150 to $99, a $99 to $69. Those are all your price drops.

Yep.

That you can use.

Yeah, makes sense. $65 was the price I wanted to get her at, but if I'm starting there, I don't have any wiggle room. Like now I'm going down to $10. So if I start at like $100, uh, for say, then I could go and get it.

Start at $200. Start at $150 to $200.

That, that breaks me mentally because these are renters.

It doesn't matter.

Okay.

All of them pay rent. All of them have bills. You might have that idea that you shouldn't charge that much. Mm-hmm. Don't push your ideas about price on other people. Look at this car. How much do you think they pay per month for that?

Mm, $550.

Yeah, it's freaking a beautiful car. They rent a nice house. They have nice things. You got a nice TV. They like nice things.

Yeah.

When you— when you— did you already price her up to $10,000?

The initial only?

Yeah. Okay, she doesn't have much perceived value in that, right? Right now. Yeah, if you were to keep it at 200, it would have been like a nice Nissan, right? Whatever this thing is. Yeah, but now it's like— no, I think you should go get it. I think you'll wrap it up, but you do have to do 30 burpees for doing it for $10.

Now I just won't sign them up then. 500.

You do your 30 burpees after you sign them up.

So this is—

but the point is no more sub-50s. Okay, okay, anchor at 200. 150, whatever. Okay, 200. No, but just do 200 or 150.

Okay, it doesn't matter. Just—

yeah, yeah, yeah, yeah. So it's like, so it's like do the 200, then go 150, then go 99, then go 79, then goes— you know what I mean?

Yeah.

But like the, the initial service is where we give us all of our protection to do our price drops. The money spot where I get a lot of my people is treat you as an existing customer or match it across the board, just do the first one for $75. So what I do in Atlanta is I'll roll out a $150 initial and then a $75 monthly.

Right.

If I really want to get them hooked, I'll just go, you know, I get them on the first price drop all the time. Look, look, Ray, I want to help you. Here's what we'll do just to make this a very easy, simple decision. I'm going to treat you as an existing customer. I'm just going to do the first one for $75. If I do that for you, man, that's unfair. And they're always in because it's $75 across the board.

Yeah.

But if you roll off across the board, then it doesn't always—

and I agree with the $10 for service. It's like, what are we really getting for this kind of price and everything? Yeah, I promise you. Yeah, and I think what I found out over time is that price is all within you. Like, if you feel it's cheap, the customer is gonna feel it's cheap.

Watch this, because I literally just— $300, that's it. How cheap does that look, dude? It's literally just— it's usually $500, right? Yeah, the first one, right? We're doing it for just $200. Yeah, that's it. So it's how— with your tonality, it's like, dude, it's just $200.

So what we're doing right now is kind of preparing these homes as it's starting to get warmer and everything.

That's when the bugs get get worse.

While we're doing her home tomorrow, we're kind of getting a couple more neighbors. This one is potentially hopping on board, but we're doing basically like a group route, a group special. What I would hate is if we flush out both your neighbor's homes right next door to you, all the bugs come to you. So I just wanted to give you our offer and everything. We do a full property service, so we start up in the eaves, clean them all up, and we also put a product that repels in there. Have you noticed— have any wasps started popping up at all? Not Okay, good. So we put a pheromone blocker that way it prevents all the stuff from coming back, and then we do a full property service inside and out. Those ants currently, have they made their way inside or is it mostly just been on the outside right now? Good deal, good deal. Usually the bugs live in the yard and then they come inside after, so we do a full yard granulation, uh, front and back, and then all of your, all of your inside is covered as well. But since you guys are just renting, we do have both a renter discount and a group discount. I'll kind of show you what that looks like real quick. Typically, without any of the discounts, the first service is $279, and then we maintain it for $79 a month. But with all the discounts we're applying, it makes it pretty cheap. The initial service, we're basically taking half off. It's literally just $150. And then on the monthly, we are bringing that down to $69. That way it's more affordable and everybody can kind of keep up with it, and it doesn't eat too much into the budget, especially with this being a rental home. The cool thing is we put a warranty on the home for the full year. So if anything ever does start popping up, we come right back for free as part of that warranty that we provide. Whenever— right now it's probably not inside. Whenever they do get inside, has there been any specific rooms or certain areas you've kind of noticed them in?

Yeah, upstairs mostly.

Really?

Well, probably just because there's some ant piles like that have come in the back. It's not an issue right now, but You know, they— I guess they call up. I don't know what they do.

Yeah, what they do is underneath this wood paneling, this is basically how they gain entry to the home. So I kind of failed to mention this, we also do a dust injection on those. That way it prevents them from actually making their way inside. But what I was going to say, if we did fit you in next to Miss Ashley next door, what I could do, like I said on that first service, basically take half off. It's only the $150, and we would kind of have to fit you in around the neighbors when they're doing that. Do you know if anybody would be here in the morning, like around 9 to 11-ish?

Yeah, but I kind of have to think about it. I mean, you kind of caught me off guard.

Yeah, kind of just showed up out of the blue.

Yeah, but, um, yeah, I— it's just something I need to think about.

Yeah, no worries at all. Um, is it okay if I get your phone number?

Yeah.

What's a good number for you?

832.

Okay, if that way it makes it more of like a no-brainer decision for you, I would just go ahead and put you as an existing customer. That way tomorrow is literally just the $69.

All right, we'll do that.

Cool. What's the last name? And then a good email at iCloud. And then I'm going to make a note here to do the full inside and outside. I know you're not seeing too much inside right now, but that way we kind of have it prepared for like the warmer weather and everything.

Mo ins— and you'll charge me tomorrow?

Yes, after the service is completed.

Okay, so I'm just using my Apple card.

So initially you may notice a little increased activity for the first week Completely normal when you do professional services. It kind of like flushes out all their hiding spots and everything. So don't feel, um, don't hesitate to reach out and I'll make sure you guys are taken care of. All right, cool. See you tomorrow. What time? 9 to 11. Yes, ma'am. Thank you. Damn, I guess this guy really knows what he's talking about over here.

All right, dude. Okay, so talk to me. Yeah, what's, what's that initial? What's the initial on that one?

Uh, Dropped from $150,000 to $69,000.

All right. Is it literally exactly what I just told you?

Yeah, I mean, I kind of listened to your feedback, applied it on the very next door and sold it.

Let's go. Okay. I have a couple coaching points for you. Perfect. Yep.

Can we move down here a little bit though?

Yeah, yeah, let's go. So here's something interesting. So she was asking a lot of buying questions. I think you could have closed her a little bit sooner when she was asking a lot of buying questions, but you didn't do bad, okay? But there were a lot of moments of silence where you just let it go, just dead quiet.

Waiting on her to say, sign me up.

Exactly. This is what I talked about the other day. When those happen, whenever that happens, that's where, that's your new cue to say, oh, it's time for me to close.

Mm-hmm.

Okay.

Anytime you like run into a roadblock of like that awkward silence, like even momentarily, it's like, oh, that's my closing window right there. Okay.

Okay. Because what sports did you play?

Basketball. Okay, and tennis.

You like football at all?

A little bit.

Okay, so when a running back gets the ball, there's a little window in the offensive and defensive line that he has to run through.

Yeah. And then hope that it opens because his defensive and offensive linemen are going to push a certain way because it's like he has to commit to the going through it before it's even open and just trust it's going to be there.

He knows he's going to run through the 3-hole, so he's going to run through the 3-hole.

Okay.

And When you stand there, you're just waiting for the hole to open, and be like, I'll go when it's open. That's the silence. Versus, yeah man, so real quick though, I'll shoot you an email after the service. What's a good email? And you have to go through it. And that's when, dude, I promise you, that's when you start to realize, oh, maybe I need to be looking at a $500K or ball year. Because your ceiling goes up, 'cause you're not leaving deals on the table. Because with that one, I was like, he might lose this one because it's going dead quiet, right? What I'm trying to say is use silence tactically, not by default.

I see.

I think your default should just be wrapping it up. Okay, that's one point. Okay, but we can work on that.

Yep.

Future pace throughout your service pitch. I need to do this, I need to do this, not I do this, I do this. That was something I caught earlier.

Got it. I need to do this instead of I do this.

When you go to sign her up, use the agreement as part of your sales process to closer. So when you get the information, before you collect payment, you need to go through the agreement.

Why?

Because if you collect my card and then tell me it's a contract later, mm-hmm, I feel a little bait and switch.

I see.

Because you just got my payment information and now I'm finding out that it's a contract.

Mm-hmm.

Versus I get all your information, I I go over the agreement. I say, yep, you know, agreement length is just 12 months. If you were to back out, I don't make you— you did a good job. I won't make you buy out the whole thing. All I ask is for whatever that is.

I stole your word track on that.

Yeah, I don't even— I don't know if you told her the cancellation fee.

I did.

Oh, you did? Okay. I didn't hear that part. I don't make you buy out the whole thing. All I ask is you reimburse the initial discount. Great job there. Then you get her to sign and then you collect payment. But her signature acts as a confirmation that you're doing it. And it's a lot easier to commit to doing it if she just has to scribble her name on an iPad, right? Initials from here on out, don't make them do the initials. It's too much work. You do the initials for them. I need to feel super, super natural. So I'll be like, and then, right, your initials were what your last name was?

Dollar.

Okay, RD. So I'm just gonna ahead and put RD right here for you. Okay. And then I'll just go ahead and have you sign right here saying I went over that. Look how I'm holding my phone. Yeah, I'll just go ahead and have you sign right here saying I went over that with you. I'm almost holding it like it's gonna fall. What do you want to do right now?

Grab it.

So then you grab the phone and then they're like, okay, we try that one more time. Okay, I'll just go ahead and have you sign right here saying I went over that with you.

Cool. I'm just going to go ahead and initial right here. Oh wait, I'll just—

I'll go ahead.

What was your last name again?

Maser.

Maser. Okay. A.M. I'm just going to go ahead and put the initials in for you and then I'll just have you sign right here saying I went over that with you.

Beautiful. I know it's a contract now. Now get my payment. And then for that first one, Austin, did you want to do debit or credit?

Yeah. And then for that first $69, was that debit or credit?

There you go. Boom. Now there's not. Now it flows better. Nobody feels slighted, right? Nobody feels bait and switch. A lot of companies struggle with this. If you're at a company right now and you collect payment before you tell the customer it's a contract and you have retention issues, it's because you're collecting payment and then you feel like you don't need to tell them it's a contract. You're not a bad person. You just need to change your system so that you're more upfront with people. So that's the one thing I would say. So go check out my course. Use code MASER20 for the first— to get $20 off the first month. Ray Dollar plugged into my course a year ago, a year ago, and then he became the number one rep in his company. So I promise you it works. I got to coach Ray on one door. We gave him some feedback. We literally went to another door and he sold the deal. So watch how this stuff literally pays dividends if you just implement the coaching.