Pitching the Service & Building Value // D2D Pest Control Sales

Knock knock.

Mission aboard. Repeat, mission aboard. Dylan and I are gonna go door to door and show him the ropes. Dylan's been training with me for like six months now. Long time. And you're crushing it. You're already at 270 someone accounts, right? About to hit 300 deals this week. So major sales training. He's killing. It works.

It works, dude.

Let's go. Plug in, baby. Let's go. Hello, hello. Keep it open. Shit! We are not doing that. Whoa, that was close. Hello, hello. How are we doing today? Well, depends.

What are you up to?

It all depends on what I'm up to, huh? All right, I'll shoot my shot. You ready? Tally ho. I know you've lived here for a long time and the bugs might not necessarily bother you a ton, and for that reason I do more of a preventative service for you because you don't really care a whole lot about the ants, am I right? You do.

Prefer them.

You do prefer the ants?

Prefer them.

Just do a preventative service so that the ants don't get inside. I sprayed the foundation. High five through the screen. I just always say you got better things to do with your time. Anybody who says they like doing it, they're just trying to get me off the porch. All right, let me turn you off right now. So what information did we just get? Allard said you were nice. You moved in 2 days ago. So my intro right here is going to be slightly different. It's like, hey, your neighbor Allard told me you just moved in. Done. And I know there for the rental, that's a rental, right? I do bugs. So if you check this out right here, all the ant mounds that—

Yeah, we've got ants.

Yeah, okay, so you know how it goes out here. Little sugar ants, right?

Yep. Here comes the big guy that you'll probably—

Oh, is this going to be the final decision?

This— wow.

What's your name?

Amy.

And he's Andre. Andre, good to meet you, my friend.

That's fantastic.

We'll do a discount for teachers, by the way.

Is that right?

I think we're doing pretty good.

Let's just get right to the cost.

You want to go straight to the point?

For spraying for ants.

Thank goodness, because it's like— thank goodness. Basically the way I do it, I'm gonna get to the cost. I'm gonna treat the yard. It's all gonna be safe for your gardening. Very important. I'm gonna granulate the yard. That's gonna be kid and pet friendly. It's safe for the yard as well. Hey, I'm glad we're on the same page. You're just like, cut the fluff, go to the point, go straight to the numbers.

What's the cost?

What's the square footage here of the house?

Oh, it's not big.

I don't have too tiny on here. Assuming the numbers made sense, would there be any other reason why you wouldn't do it?

Well, I mean, I've sprayed a few times, so the reason I wouldn't do it is eventually it settles down, but it's been worse this year. It's been worse this year.

Okay, that's the only reason you're—

I might do it.

So you're telling me there's a chance. I'm actually just gonna bring it down to just $149. That way, simple.

$149 if you sign a contract for the whole year?

Exactly, $109 for the first one. Well, look, look, look, here we go. Check this out. Stay with me. We're losing them. What's cool about this is this, Andre.

When can I quit?

You're already trying to break up with us already, huh? Yeah. No, but here's what we'll do. I always make a joke. It's not like they die at Christmas and they come back to life for Easter.

Yeah. Oh, bad joke.

You know what I mean? A bad joke.

Usually don't make decisions this quick with my trucks right here.

Well, and I'm not a high-pressure guy. It's just we have the truck here just sitting. You try us out and, you know, it's not like a big, you know, we're trying you out for 18 months though.

That's a long tryout.

It's necessary. That is correct.

Yeah, it's a long tryout.

So we'll give you that call before we come out, sir. What's a good phone number for you?

Are we doing this?

I don't know. You— we usually talk about stuff.

Now for the hot pot. Here's what we can do.

This October 6th in Lehi, Utah, I'll be holding a live in-person event called the AGOGI, a post-summer sales training workshop. Guys, we're going to break down your summer and audit it. What went well and what can you do better next year to actually hit the numbers that you want. Guys, you need to treat door-to-door sales like it's a career. Come to this seminar workshop. It's $97 for general admission. And if you want to do a VIP ticket, it's just $297, where afterwards we're going to go have a VIP dinner with all the guys that actually take it really frickin seriously. Guys, the first 100 people to show up, you're going to get a free Maser Sales Training t-shirt. But more importantly, guys, you're going to learn how to actually go to that next level for next year. You cannot treat this offseason like an offseason.

This is your training season.

Guys, come to the event the morning of. We're gonna have a hike at the Y at 7 AM, go to Flojas, and then we're gonna freaking train like Spartans. I'll see you there on October 6th for the Agoge. Click below to buy your tickets now.

Sounds like we're gonna try it for a year.

Yes!

How do I spell Andre? A-N-D-R-E. You're awesome.

You won her.

Hey, we got— All right, happy wife, happy life.

I'm still doubting. I know how hard it is on our income to make $70 a month.

Phone number? Oh, thank you. I'm gonna use that here in a minute.

598—

And then the email address, sir? Comcast.net. $70 a month. I was just doing all my, my math here. I legitimately got a C in calculus. I'm not playing with you.

Classic, man.

This isn't calculus. Well, I know it's addition and subtraction.

What's this about?

This is committing to your dreams and your goals. Committed dreams come—

Is this Army?

It's my, my buddy Andy Elliott has like a Personal development kind of thing. He's like, "Hey, your dreams come with a price." You know what? That's where I get a lot of business. And I'll just have you sign there saying that I told you it's for the twelve months. You ready for a selfie, Andre? Look at this big old smile. There we go. I just sent that to you guys too.

Now you're allowed not allowed to send that around.

No, no, no. I won't.

You're the talker.

Oh, I I like to talk a little bit. I'm gonna do it. I do talk a lot. But did you get a good little master class? Get a little session?

Yeah, they're just like on the fence the whole time.

Yep.

And then you just kind of kept moving the needle.

Oh, I knew I had to roll out at 18 months too. Yeah. So if I had rolled out at 24, I felt like I could spook them a little bit. So I rolled that at 18 knowing that I very well would drop it to 12. But if I had rolled it out at 12 and I got a contract objection, do you think I would have sold that? No, absolutely not.

I think what I would have done is I would have rolled out at 12 I was nervous that they wouldn't like a 24-month.

If you're nervous about a 24, then do an 18. I still would roll out a 24, but I just knew, I'm like, I just got the feeling. I'm like, maybe I should roll out an 18 here. So if you want to see the full sale, buy Maser Sales Training. We purposely didn't show you everything because you need to invest in yourself. If you don't pay, you don't pay attention. And if you're struggling to sell deals this summer, you're wondering why, it's because you're not training enough. It's not that you're not tough enough. It's just you don't have the right training. So plug in today. Let's get you selling more deals. As far as that goes, dude, I had to start a little bit higher. If you don't start high, they'll freak out. Do you try to just battle your way to a 12-month contract? You're cooked. Yeah, there's no way. Do you notice how I was like, what's your name? What's your name? What's your name? What's your name? What's his name? I was like, Andrea, Andre, so that he knew immediately I was supposed to be there. Yeah, that was a big W. I'm like, what's your name now? I got to know, because once I found out the name, I was the guy. I was the guy that was supposed to be there, right? Overall, good job.

Hello, ma'am.

We're doing the bug service here. Are you the one in charge here?

I live here.

Okay, we're just doing the bug service. We've got our truck in your guys's neighborhood today. Okay. Ants and spiders and stuff like that. Have you guys gotten it set up yet or still not yet?

Not yet. We're good.

And you're on your way out, so we might be able to catch you a different day. Sorry we couldn't help today.

No, that's okay.

Okay, see ya.

Bye.

Hey, nice to meet you. My name's Lewis. I work for a bunch of neighbors out here for the— okay, have a good day.

Sometimes timing is the thing that gets you.

Yeah, like, okay, here's another thing that I've ran into a ton recently is the wife opens the door mostly in the morning. The wife opens the door. I know, like, obviously there's a husband here and he's probably the one that takes care of it. But I pitch the wife, I go through everything because she's like actively listening, but you can tell it's kind of going in one ear out the other.

And then— I'm like, look, we're doing the bug control, it's literally $200, do you guys want to sign up or are you good? Oh, I just get out. So that's called a quick hit, like being faster each time. I would much rather be the one deciding when I leave rather than them telling me when it's time to leave.

Knock knock.

We're gonna die. It's every man for himself.

Help me, Leila.

Did it bite you?

Yeah.

Benny is fine.

He got my leg, but it didn't it didn't break any skin. I work for a bunch of neighbors down the road here for the pest control. Yeah, you know her? Okay, right on. She's one of our customers. I help her out with the pests. So here, take that. Most of the neighbors get the ants pretty bad. Wasps, ticks, rodents. Those are kind of the main things. Julia gets the mice in her basement and then the carpenter ants. So that's what we're doing for her.

Probably wasps and ticks are the biggest ones.

Yeah.

I'm gonna say we don't have any mice in the house that we noticed. We get them in the garage, but I also have 2 cats, so.

Oh, there you go.

Pest control.

That's a good solution for the mice.

Some of your body language is just like this. You're just like, yep. And then we could do the whole yard. I do the base of the home. I do the eaves. We need to say we're going to do this for them, not I do this. Does that make sense? Say yes. Why would I do that? Assumptive. We want to future pace them. We want them to see what we are going to do for them. And then the other thing is everybody say the word need. Need.

Need.

Need. If I say the word need a lot, they might think that they need it more. Okay.

So most of the neighbors need a company out here.

Yeah.

Just because, like you said, the wasps and the hornets get pretty bad. I mean, up here you can see— do you see that hornet's nest? Yeah, yeah, yeah, yeah.

Right. Luckily, that one's empty. We just haven't knocked down the whole nest.

For sure.

Yeah.

As they warm up, as the weather warms up, you know they're going to come back.

Oh, yeah.

So what we do for the hornets and wasps is we have this big pole. Looks like a giant toothbrush.

Yeah.

We get up there, we knock them down, and then our toothbrush broom brush leaves behind a pheromone blocker dust up there so they don't come back right away. Because, you know, you can knock them down and they'll be back like that. So we do that for those. And then obviously the ticks in the yard, we'll treat the full yard. I can hear the prince of the castle in there.

Yeah, good. There's people here and they're not paying attention to me.

There you go. Well, we want to take care of the yard so he doesn't have to worry about ticks.

Yeah.

And then would that be credit or debit today, Meredith?

Um, Let's do credit.

Okay, perfect. Do you have that on you?

I can grab it.

Okay, yeah, go ahead and grab. I'll wait right here. Perfect. Alrighty, I'll show you this. Oh, let me grab an email address real quick. What's a good email for you? All right, I've got a piece of paper here for you. This is just gonna have it so you have a physical copy. That way it's easier for you.

Yeah, really good stuff, bro. Yeah, I'm glad you hit another door. I'm like, I don't know how, how, uh, you You were. I'm like, dude, good job. See, you hit one more door and it's like, cool.

Yeah.

I don't think you need stitches.

No, I don't think so.

Just want to make sure, uh, I don't know if the dog— probably dog bite. You're probably good on rabies, I think.

I think so, right?

12 seconds later.

Stay with me.

We're losing them!