Quit Losing Deals You Should Be Closing - Austin Maser (PEST)

Started from the bottom, now my whole team in. Started from the bottom, now we're here. Started from the bottom, now the whole team. Hey guys, I'm Andy Holmes. I'm the host of the Summer Sales Podcast, a training ground for salespeople to go from good to great to GOAT. Last name ever. Hey guys, thanks for tuning in to another episode of the Summer Sales Podcast. Today we have Austin Maser, who has not only sold extremely well in the pest control industry, but is also kind of taking a— not just a stab, but taking a chunk out of the, the training, you know, the sales training game off the door. So Austin, excited to have you on here. Thanks, man.

Thank you, brother. Excited to be here.

Yeah. Yeah. So you hit— you're— you hit a Golden Door in 2022, correct?

Yeah.

Pest control. What market were you selling in?

I was in Atlanta, Georgia, a little bit in Texas, a little bit in South Carolina. Because that's when I was Anthem's head sales trainer. So I did a bunch of camps for their offices and mostly in Atlanta, but there were some accounts all over that southeastern area where you were going to the other offices to like train reps.

And obviously while you're there, you're still selling.

Yeah, I would go in and do a 3-day camp. Actually, what I— that's what I do for my own business now. But I'd go in and do a 3-day camp, run their morning core, have them shadow me, do a night core, run their morning core, shadow me, do the night core, like, you know, for 3 days. And while being the head trainer at Anthem, I just threw down the 1,000 accounts and it was a really fun year.

Yeah, I mean, it's fun, but like, that also sounds stressful, difficult, just because like throwing down— like oftentimes what happens with Golden Doors is like they're so focused on themselves that they can't— they don't have enough left to give to others. You know, it's like, you know, oftentimes reps will like hit a Golden Door but they won't like take care of their team in the process.

Yeah, I never recruited large teams in my sales career and I still don't. Like, I literally just want people to invest in my sales training. So like, there's no recruiting play. I was never fantastic at it. But what I did find I had a skill at was helping somebody that didn't understand a whole lot, or even if they did understand a ton, and iron out their pitch and add tweaks to help them sell more. But during the summertime, when I would do these camps, there kind of had to be an expectation of, okay, like, I'm going to really pour into these guys and help them out. The best way to help them was for me to show them on the doors, like, this is how you actually do it. This is how you overcome the spousal clause. And the camps were my favorite, just because I get to go somewhere new. I get to experience a new market. I get to meet new people. And I freaking loved it. I'm a very social dude. I was a cheerleader at BYU. I threw people in the air, got people excited. So that same type of energy that I would have at like a football game, I'm bringing to a sales camp and they leave happy, which at the end of the season, some of these sales camps are like lifelines to like—

Meaning like they were about to just like go home that weekend kind of thing and—

Yeah, they're puttering out and so you have a fun, you know, fun bald guy come in and talk to you, you're excited. So, okay.

So one, this is kind of an interesting question and I don't know where we'll go with all this. Okay. But like when you come in and you train a team, what I've seen oftentimes, like when a, when a divisional or regional or whatever comes in, it gives like a big boost, like in the moment. Did you all, like you saying that it was like a lifeline for people. Did you see people go home like in a week or two after just because like when you're there, it's great. But then all of a sudden that support isn't there and just, it's that much more depressing.

I saw— well, there were two different camps that I would run when I was there, their sales trainer. And I think this applies to any regional that's got a lot of teams. You had your kickoff, right? So you have a ton of the reps and there's typically— you haven't weeded out any of them yet, so you don't know who's going to make it, who's not going to make it. Yeah. Anthem would have me go out like a couple of weeks after kind of people were kind of sifted through. And you knew these are the people that we're going to roll with. And then about halfway through the summer, like a little bit, not even before halfway through the summer, we'd do a camp that was like, okay, these are the core people that are going to stay. So we pour into them. And then the very finish line camp, you could call it, we would just pour into them and really help them finish strong. So yeah, when it was in the last couple of weeks, they're already going to finish. So it just helped them finish strong. By then, by the end of the summer, Whoever's going to finish is going to finish.

Yeah.

Okay.

So, and it's interesting because like you're really good with sales training. And so like, I don't want to— you can't share all your sauce, but you know, what do you feel as you've gone and done all these, like, you know, you call them core trainings or like these, these group visits, like where are most leaders failing their reps?

Specifically in sales training, the answer is they're not teaching their sales reps to be forward with customers. Hmm. So one of the biggest things that you can do as a leader is to teach a rookie to be more assertive or more assumptive than passive. And where we actually see that in the sales process is where they go for the close. So my thing in my sales training, and I don't, you know, it's not a secret. It's like I have reels all about this. I have my script that kids can DM me for. It's all there. I have all the wording there because knowledge can be free. Implementation is different.

Yeah.

So I mean, I'll share the sauce here. At the very end of a sales process, what I see in the sale, what I see with a lot of reps is they'll do an option close at the very end of the sales cycle. They'll say something like, yeah, I can do the garage. It's included free. Would you like me to throw that in too? Or would you guys like the inside or just the outside? I like to use those types of option closes as a way to temp check the customer to see where they're at. Okay. But to have that as a default close before you actually go for the final close to collect information, I think that does rookies a disservice because rookies are already passive, meaning if they use some sort of passive close at the very end of the sales process, they could get walked all over. So instead, I just like to teach price redirect close. And in switchovers, it's frame, price, so that they understand that you should be charging more because we don't want to get stuck into charging $30 to $40 a month. That would be no fun. We work way too hard to be charging minimums that are like what regional companies charge. So we do frame, price, price, redirect, remind, and close. So I'll explain that here in a second. But a simple price, redirect, close that I'd invite all leaders to start implementing with their teams is once you've done your intro, found the problem, presented how you're going to solve that problem with the service, you roll out pricing. So it's going to go, yeah, I'm sure you're wondering how much this is all going to run you. Yeah. So normally a house your size would be $450 for the first service. After that, super affordable. We're just going to come out free every 2 months. It's just going to break down to be $79 a month. Now, because I'm at your door, this is my price drop. Instead of it being $450, I'm going to go ahead and knock that first one down to $200. That way we can get it done. It's an easy decision and we loop you in with John. After that, just that affordable $79 a month. I've got the pricing out of the way. It's $200 for the first one, then $79 per month. Now, I'm not going to close right away because the customer is still focused on the price.

Sure.

I want them to be focused on the problem and the value. So the redirect is going to be something like this, or setting a proper expectation for what's going to happen. So a redirect will be a summary redirect where you would say, yeah, and that's going to include everything, the full yard, the base spray, the eave sweep.

Then you hit them with a warranty that—

Yeah, exactly. The warranty. And remember, if you ever see any bugs in between, just let us know. We'll come back out free of charge. And then I'll just start saying, like, if you want to do even more redirects, you'll say, and you said you had 2 dogs, right? Cool. Just make sure they're put up for 45 minutes while it dries. No harm on the dog. Just want the dog— I just want it to be able to dry while the technician is— I don't want— I just want the product to dry while the technicians are in the service. And then I'll go into this close. Anyways, we'll always call you before we come out. That way, no trucks in the way. Andy, what's a good number for you? And you'll look down. And that's the close. That's your price. You can do any amount of redirects if they're really hot. It's just like, yeah, remember, if you ever see anything, call us, we'll come out for free. Real quick though, what's a good number for you? Like, that's if they're really, really hot and I don't need to do some big redirect price. Redirect, get their mind off of the price and then close. The reality is the price shouldn't be the main reason people buy. The value should be the reason and solving the problem should be the reason. So that's one thing I'd say instead of doing option close there. Just say, yeah, we'll like price redirect close.

You care if I ask a few questions about that before you go into other problems that—

Fire away.

Okay. Okay. So I just want to comment one thing. By saying— and you said you have two dogs, right? Like, yeah, that's a really easy, like, non-salesy way to just like get the customer agreeing with you, priming, you know. So, so I, I love doing stuff like that. And I'll have you critique my, my close because I actually do an option close. I'm not a rookie, but, you know, I want— I want to hear your thoughts on it. Another thing that one question that I have, like, you look down after closing 100%. I was always taught and to this day still do. Like, I was always taught that you maintain eye contact with it, like with the big smile and confidence, because it's really hard to tell somebody no, like directly to their face. Meanwhile, if they were like— like, it's easier to talk bad behind somebody's back than like to them, you know what I'm saying? So I'm just curious to hear the psychology on that. You know, it's obviously worked both ways.

Yeah. Well, yeah, you did. Multiple Golden Doors. So like, you know what you're doing here. Like, it's obviously worked for you really, really well.

Yeah.

Here's what I'll tell you is one thing I see with rookie reps is you said, hey, I'll do an option close at the end of my— like, when I go for the close, I'll do an option close to prime them. I feel like guys like me and you that can keep control of the conversation and we're not passive by nature, it works for us. I could get away with doing that.

Okay.

Because I can maintain control of the conversation. However, with a rookie rep, I want them to just— if they don't swing, then they'll never hit a ball. And so I don't want them to get in the habit of bunting. And the idea of doing an option close at the end for a rookie who is already by nature passive and not super confident in themselves yet, when they do an option close at the end, it's almost like metaphorically bunting. Versus if I have them just swinging for the fences and they're just going, yeah, we'll always call you before we come out. What's a good number for you? Then they actually have a shot at getting to the contract. Now, your other question was we talked about option closes. What was your other question? Well, it was eye contact.

Yeah, eye contact.

Okay. So Brian Tracy says that at the very end of a sales process, it's like a speed bump. And I want that. And the harder the speed bump is, the less likely the customer is to say yes to the deal. Okay. So that's the speed bump is like the close. My job is to make that speed bump as small as possible and removing eye contact at the very end does—

removes friction. Yeah, it removes pressure. Sorry.

For the rep and the customer. Because if I'm brand new in sales and I can't make eye contact with you without breaking, which is very true of a lot of guys just starting out, the bill of your hat in sales is your best friend. Okay, I don't need the bill of my hat now. Just, I mean, like, I'm bald and, you know, I could go out and sell. I thought I couldn't sell bald. And like, I went out, I forgot my hat one day and I'm like, dude, I feel naked. I can still sell.

Hey, we can, we can say it wasn't, you weren't Samson with the cut hair, lost all your powers.

But yeah, I think looking down, so, and watch how I do this, 'cause it's weird with the mic, but I'll go, yeah, so we'll always call you before we come out, that way you know the truck's in the way. What's a good, so I'll go, that way you know truck's in the way, what's a good number for you? And I'll start looking down at my iPad, bill of my hat is covering my eyes. I can sit there, Andy, and just wait, and you'll give me a phone number. Okay.

Okay. So, so I just want to point one thing out, okay? To anyone who's listening, okay? He starts looking down as soon as he's like halfway through the word. What's like, what's a good phone number for you?

What's a good phone number for you, man?

Because if you were to look down after the question, what's a good phone number for you? Look down. Now that gives like, it comes across as less confident. Like, what's a good phone number for you? Now I'm looking away like that lacks confidence.

Yeah.

What's a good phone number for you while looking down? Like, as you're saying the what part of what? Like, that's just more assumptive. Like, of course they're going to do it. What's a good phone number for you?

There you go. Bingo.

Okay.

I had somebody ask that today. And if you are nervous in sales, the Bill of Your Hat is like one of the— it's like your secret weapon when you first start out because you can hide under that and just wait. Yeah. And just let them respond. And then as soon as they give you the phone number, your thumbs are flying and you're like, cool. And then how do I spell your last name? And you're wrapping up the information. From there, you need to go directly to the agreement. At this point in the sales process, they haven't said yes. They haven't said like, oh yeah, I'm in. And when I sold over 1,000, when I sold 1,000 accounts, there was a huge amount of people, like majority of the people never agreed. They just let me sign them up because I'm the bug guy in the area. I'm the guy looping people in. And the more assumptive you are at that very end of the sales process, the more people you'll sign up. I think a lot of people are leaving deals on the table because they're dodging the close at the very end. Now, if I get hit with an objection here, I'm OK with it. I don't mind. Like, I'm good. I know, I know I have an objection handler and then I'll resolve ace and then I'll wrap up and close them again or I'll move them out of the spot, build more of a problem, tell more stories, and then I'm going to go for another close.

Yeah. OK, so, so that's— I mean, it's interesting because I agree with everything you're saying. Like, they don't have to say yes. But at the same time, if you haven't gotten them to kind of agree to a portion of something, I guess they're kind of agreeing by giving you their info, but how do you distinguish between someone that you're wasting your time with versus somebody who you're, you know, who's actually worth spending the additional minutes?

You'll find out, and that happens in the very beginning of the sales process, like, hey, I'm here because we're getting everybody looped in. Assuming I can get you looped in with them, we're doing it for over half off. Do you guys have a company yet or not yet? It's very clear right off the rip in my intro that I'm here to sign you up. I don't wanna beat around the bush there.

So if they've made it that far, you're not too worried about it. And you're not like a bulldozer.

No, at all.

Okay, that's what's interesting 'cause yeah, people, like when people knock with me, they're like, wow, like Andy, I've been trained to not let people talk and I've been trained to like, ba ba ba ba ba. And with you, it's the opposite. Like you want, like, dude, if people aren't giving me anything, then I'm wasting my time. I either need to get them to give me some, instead of like pushing the pitch down them, down their throat kind of thing, I almost like pull from the customer. So it's like, if they don't end up giving me anything, then it's a waste of time and I'm gone.

I think that goes into a lot of asking really high quality questions in the very beginning of your sales process. Get the intro out of the way. I think introduction is overtrained in the pest control world. We spend a lot of time on it and really it's just, hey, I'm the bug guy. We're looping all the neighbors, doing a big discount. And then literally, do you have a company yet or not yet? And you can add some rapport in there if you want, but it's just introduction is who, what, why. Why are you there? And then where I feel like I'll give the customer more of an opportunity to talk is by asking open-ended questions. So there's no way an open-ended question will hurt me because I'm asking dialed questions that is going to help the sales process or option questions. So an example would be, has it been anything crazy or just the normal bugs? Has there been anything on the inside or is it just the outside? Like, has it been more of the spiders or the ants? Stuff like that. So those types of option questions will really help progress the sales process. And when they respond, you can just tell stories, bandwagon. That's like this part of the sales process. I feel like a lot of people, they get done with their introduction and they just start pitch vomiting on the features and the benefits right away. Whereas I want to pull ammunition out of the customer and I want to get hot buttons and I want to marinate those hot buttons by telling stories. And that's kind of like my sales style. Maze Your Sales Training literally is a a compilation of over 100 videos of me selling to real people all over the country. And I literally just show this in real time before you actually just start pitching and how you're going to do the yard and all this stuff. Let the problems marinate, find out the problems and tell stories and bandwagon before you jump into the yard.

Yeah. And you can find a lot of like information about a person based on what type of neighborhood it is. Do they have, you know, do they have kids' shoes right there? You know, how old is the person you're talking to? You know, to just like, dude, if they have kids, you know, like, yeah, it's always interesting because like when I'm critiquing people's pitches, it's like, what was their problem? Like, what was their reason for buying? And then oftentimes the rep will either say, I don't know, or they'll give me an answer and I'll say, did they say that or did you say that? And they're like, well, no, I said that I'm assuming that's why they would buy. And it's like, okay, like kind of the point, you haven't actually found any hot buttons.

If there's no problem, there's no solution. So as a sales rep, you want to make sure that you're finding problems in the very beginning, and then you're almost just loading those in your quiver.

Okay.

And then throughout the pitch, you're just addressing that the entire time. So that's when you're like, you're shooting the arrows, you're catering the service pitch towards their actual problem. Because if someone has German roaches, I'm going to cater towards roaches.

Yeah.

Versus if someone has spiders, I'm going to do a very different sales pitch. Like if I'm selling someone based off of the German roaches, I'm probably not going to talk much about eave sweeping and vice versa.

Waste of time.

If I am talking about just spider webs and that's all they hate is wasp nests and spider webs, I don't really need to talk much about the garage and the inside. Yeah. I'm just going to cater the pitch about what they care about. And people buy, 80% of people's buying decision is based off of 20% of what your product has to offer. And so the better, we only really have 5 things to our service. It's like yard, base, eaves, the inside service and the garage. Yeah. So holding those to your chest and not ammo dumping everything and only pitching what's relevant to their problem is going to help like make it feel like it's personalized to them.

Here's an analogy that really solidifies that because I'm the exact same way. Like if it doesn't help, it hurts. Like if it's not helping move the person in the right direction and if it's just neutral, like it's wasting, you know, and it's making, it's lowering buying temperature, okay? But here, so here's the analogy, okay? And did you ever play video games growing up?

Call of Duty, Gears of War.

Okay, so you play the shooting games.

Yes.

Okay, so what's the, if you're going, if you're trying to get as many kills as possible, is the strategy to just unload all your ammo and hope somebody walks around the corner? Or is this like, what do you do if you're trying to get kills?

I was pretty bad at it, but I'd probably, I'd probably stay in one little part of the map.

Okay.

And just like work that area. Okay. I don't know.

Are you waiting for a guy to pop their head out or are you just kind of shooting, shooting, shooting, shooting and like, like, are you shooting from the hip or are you like zooming in and scoping, trying to like actually hit the person?

I'll probably zoom in.

Yeah. So same thing with sales.

Okay.

Most reps, what they do is you call it ammo dumping. And, and that's what made me think of this analogy. So, so yeah, it's like most people, like when they're playing video games, it makes a lot of sense to find where the person is, scope in, and shoot at the person, right? But with sales, what oftentimes happens is we just, we, we just have our gun at our hip. We're not zoomed in. We don't even see what we're shooting at, and we're just unloading all of our ammo. And And we're wondering why we're not getting as many kills. We're wondering why our kill streaks aren't coming. You know what I'm saying? And so, I don't know, it's really interesting because I do think that that is a big problem with just reps in general is not finding, not knowing where you're aiming, not being able to spot the person that you're, the thing that you're shooting at.

In my role play group that I do, I have a group of over 50 guys that they pay monthly to just hop on a call with me Monday through Friday at 9:00 AM Mountain Standard Time. And we'll role play and for an hour every day. And a lot of times, dude, we only do the intro. We do the problem finding, problem creating, bandwagoning and setting expectations. And then the pitch cuts as soon as you say, well, let me just show you what we're doing. We're first going to start out here in the yard. Yeah, because you have to— I do a lot of identity framing in my sales training, and all that stuff is like found in the course where like identity framing based off of DIY, spousal, renters, different personality types. The better you can frame or identity frame this person into believing that they're the ideal client, the higher chances are of selling them. Here's an example. Is like with a spousal. That's like the one that everybody struggles with. And there's like real live pitches of this actually working. So I promise this is not just like, oh, this is—

take my word for it. This isn't theory. This is like—

and that's, that's why I did Maser Sales Training is because nobody has videos or very few people have videos of them selling in real time with real people overcoming real objections. And that's what the training course is like. You can just plug in and find out a real spousal objection. So a spousal framing so that the spousal objection never comes up would be, yeah, and Susan, I'm just going to make— Susan, I work with a lot of women in this community just because let's be real, the guys really don't care about this. Even if they said they would get it done, me and you both know, never gets done on the timeline you want it to be. And it's not necessarily as good as actually hiring it out. But my whole job, Susan, is to make this cheaper than one of your trips to Costco or Target. That way it doesn't feel like a big expense. My wife, she can drop like $400 at Target without even blinking an eye. Without even blinking an eye. Are you more of a Costco or Target person? And universally, women just love Costco and Target. So they're going to be like, oh, I love Costco.

Yeah. And it doesn't matter. And what you did was, you know, you anchored high. So that way, whatever price they're going to be paying with you is going to be cheap. And, and you got all the words out and they heard it, but now you redirected so they're not focusing on it anymore.

Yeah. I'm like, what do you like, Costco or Target? I'm like, Exactly. My wife loves, you know, dropping, you know, whenever my wife goes to Target or Costco, ask her how much she spent. She just tell me how much she saved. And that's universal of women. They're all, you know, like my wife, she'll never tell me how much she spent at Costco. She'll just tell me that everything was on sale. And so then I'll proceed in my pitch and say, exactly, like my whole job is to make this so affordable that it's not even, you know, not even something that would worry you anyways. And I go right in the pitch. So like the expectation from here on out, and I have the exact word track. Yeah. On my script that kids can Instagram me and DM me like script and I will send them literally everything that I ever said to do 1,000 accounts.

Yeah. And we'll, we'll put your Instagram handle in the description so people can do that.

And information is free.

Yeah.

Implementation is hard. And so that's why, like my 1,000 account script, I just hand it out like candy. Some kids really, really— I probably should charge for it, but like, I just want to get that out to as many people as possible, just because I know that some kids will implement it and it will change their summers. So I had some kids use that script with the identity framing and it completely changed their summer. They didn't even hop on the course or the role-play group. And so, but identity framing's huge. But yeah, back to what you said earlier about aiming and zooming in, there are a lot of things that need to happen before I do my service pitch.

Before you actually shoot your shot.

Yeah, there's a Bible verse that says, "Don't cast your pearls to the swine." Meaning I'm not going to give my service pitch to everybody because not everybody deserves it. And you asked earlier, how do you know you're not wasting time with people? Well, if I try to rip an identity frame off on you and I'm like, yeah, like my whole job is to make this cheaper than one of your trips to Costco or Target. And she's like, no, no, no, no, no. I always talk to my husband. Well, now I'd rather hear the objection now and then get a good idea of, okay, should I spend time with her or not before I go through a full sales process with her?

Yeah, because why are you— if she says that, like, why are you giving— why are you wasting your ammo?

Yeah, right.

You might as well mark it as a non-decision maker or, you know, a callback if the husband actually might be interested, but she needs to talk with him.

And here's a nugget too. You never say, oh, I'm gonna come back when he comes home. It's like, okay, cool. When does he come back home, more or less? And you'll get like a rough estimate. And you'll say, you never say, oh, I'll come back at 7 o'clock. 'Cause then you're giving off like needy energy. Instead say, listen, I can't promise you I'll come back later, but if you hear a door knock around like 8, 8:30, it might be me. I just have a couple other appointments to go to.

Yeah, tell your husband not to pull the shotgun on me. You know, it's just—

Yeah, set the expectation that you could come back, no one will ever— Yeah. The chances of them saying, oh, don't come back later, are way less than you saying, oh, I'll come back at 7:00, because they're like, no, don't come back at 7:00. Instead, you just say, yeah, I might be able to come back. I can't promise you.

Another small little nugget there is—

Yeah.

OK, yeah, cool. I'll just try swinging back. You can either tell him, he probably gets home around like 5:30 or 6:00, huh? Yeah. They'll be like, no, it's typically later, 7:00. Because you— so one interesting thing, and you already know this, But like, I'm just saying it because I'm thinking it and people are listening. But if you mislabel something, they're more likely to correct you than they will give you that same information if you ask for it.

Oh yeah.

So if you say, hey, what time does your husband get home? Ah, don't worry about it. But if you say, okay, you're— and your, your husband, he's probably getting home like 5:30 or 6, huh?

No.

And they'll either agree or they'll say, oh no, it typically it's a little bit later, you know. And so now like That's one interesting thing.

And then you also— nugget.

Then you always— another thing to say is that, okay, cool. And, you know, he probably parks in the driveway. Is it a silver car, black? You know, and then once again, because you're kind of like giving those options and you don't say, is it a silver car or black? You say, he probably parks in the driveway. Is it silver, black? And then you just kind of pause, you know, right there. And then they'll be like, oh no, it's actually a big white truck.

Right. That's a nugget. I didn't have that one. Silver, black, go quiet.

Yeah.

Or whatever it is.

Whatever it is, you know, and by just like pausing after, you know, it makes it like humans love correcting people, but they don't like giving information to a salesperson, you know, because like—

Like a correct one.

Yeah. Like if you say something wrong, like if you say, how old are you? You know, they might not answer the question. But if you say, you know, you look like you're 65, they say, way younger than that or way older than— you know what I'm saying? They'll start giving more information. I don't know, just, just a—

that's a nugget. Yeah, I was reminded that I just— I've heard that, but I learn something new every day. And I think that's important of like the importance of no matter how good you are, like Kobe Bryant had a coach. Kobe Bryant still trained every day. And I, I just learned something from you right there.

Hey, I'm, I'm picking up. I'm just trying to keep up. You make, you make me nervous, Austin, because like I see how good you are at training. And so like I just want to I just want to share some— I'm making, I'm making stuff up just so you like me. I don't know.

That's actually legit. That's really good. I, I think that's one thing. When I started my Golden Door year, like my 1,000 account year, I— it was really, really scary because I had never, like, invested in coaching. I had never decided to pay money to work with somebody. And I remember calling this guy that I had got that connected with through one of my mentors. And he's like, let's do it. We're going to— and he started helping me think bigger. And he was like, yeah, it's $1,000 a month. And at the time, that was just like mind-blowing to me. I was so scared. We're about to buy a house. We just had a baby. But I knew that at the time, like, if I didn't hire a coach to help me— and by the way, that was like mainly mindset coaching. We rarely ever talked about sales technique. It totally helped my summer.

And so one funny thing, one funny thing is I had a, I had, because I did coaching and I've consulted for companies and regions and, you know, done a lot of like training with reps. And I remember one rep after like our second thing, like our second, because I would charge, you know, we would do biweekly and it was like, it was like $250, $300, $350, you know, for an hour, like depending on when you joined with me. Okay, so yeah, twice a month would be $700. You pay 6 all at once, irrelevant, okay? But after like the second session, he was like, yeah, Andy, like I'm really surprised. Like this is all awesome. I kind of figured that we would be like getting like into the technicals. Like I figured we would be focusing on like the meat and potatoes of sales. And I laughed. I said, I won't say the rep's name, but I said, rep, like that's the funny part because this is the meat and potatoes of Big Numbers. And it's figuring out— it's truly being able to work through your goals and actually make it so you can hit them. Because you're really good with technical training, right? But how many people— this is actually an interesting one. How many people— or how do you help bridge the gap between people who are really good technically? Because you probably train a lot of people to get good technically that still can't perform.

The answer is I'll work. So with the kids who just need help learning how to sell, I tell them to memorize a script I have, to hop on the course and watch videos every single day, and to join the roleplay group, because then I'll coach them every day for an hour. There are, there, there are some kids that really need and thrive on mentorship and accountability. I found during this last summer, I coached about 15 kids this last summer, and a lot of them just needed structure and accountability, and they needed to have somebody there with them. And I would call them out if there was ever limiting beliefs or if they were thinking too small. That's why I like one-on-one stuff too. So I work with kids one-on-one. I just don't like I don't advertise that a ton because I want that to be like, oh, I want to work with Austin Maser. But if you were at Door-to-Door Con, I'll close you on the course all day because I know that's like one of the fastest ways to just get you to level up and sell more deals. But for guys going out for like massive numbers, I think it's really, really good to have a mentor or coach like— and that's just for anybody, whether it's me or somebody else. There's a lot of sales coaches out there to have a mentor that helps you think way bigger than you currently are. And that's what all my mentors have done for me. I worked with Ben Cara this last year. I got on my first call with him and he was like, awesome, those are great goals. You need to think way bigger. And he was like, let's talk again in 2 weeks. It was—

and you're like, dude, I thought I aced that. I thought I, I thought I killed it. And then, yeah, wow.

He— I, I shared with him some of my goals that I had for like my vision for Maser Sales Training, and I'm sitting in them right now. I've already hit all those goals that I said the first call, and he helped me think way bigger. And I have a way bigger vision for what I'm doing right now. I want every single pest rep that ever sold to be on the course, period. That's like huge vision as opposed to like, yeah, I want to make, you know, I want to have 200 people on course or what was it like? I want to have 500 people on course. Like it just— I was thinking so small. And even like the— my coach that I had for the year I did my 1,000 accounts, I had a lot of limiting beliefs on if I could be competitive or if I could be the number 1 rep at Anthem at the time. And even after I hit my Golden Door too, I've had to go— I'd had limiting— I've had limiting beliefs like going back to the, you know, while I was selling at Anthem, there was this guy named Coney Dole. He had one leg. He had 3 Golden Doors in a row. The guy's a freaking animal. But there was a long time where we hated each other. Like, we just competed against each other. We would die on the streets, like, trying to sell accounts until 10:30 at night, trying to sell against each other. But that was really, really good for both of our sales careers. And him and I are really good friends to this day now. But there was a moment before I was ever competitive with him, and I came home one night and I'm like, I was talking to my wife. I'm like, "Kaya, I really wish I could sell as much as him." And she was like, "Go do it." I'm like, "Wait, what?" So my wife was the person that saw that I was capable of leveling up. I think a lot of the married men, we should listen to our wives more. They see greatness in us and sometimes we don't listen to them. And that was the first time somebody ever told me, "Go sell more than him." And that year we went to like the final, like, championship round in this thing that they called the Coliseum at Anthem and ended up coming in second place. Like, I didn't beat him, but it was— I put up a fight. The next year I went into it and I had a coach. That was the same year I did the 1,000 accounts. Him and I went head to head. The, you know, day one I sold like 17, 14, and then 15, like, in a row. And there was one final day where if I sold 20, no matter how he did, no matter how many he did, like he was done. Unless he sold 30. He sold 30 that day.

No, he didn't.

30 accounts. It's all verified. I know that both technicians that went out and sold with him, it was insane. The guy just went out on a tear. And that what's cool about Kony is he looked at his wife that at the time that in that morning, he goes, I have to sell 30 accounts today. And she's like, yeah, go do it. And he went out and did it. And so women, our wives are just like some of the biggest believers in us. And that's just true of myself. Like my wife told me like, go out and get it done. And I'll never forget that last day I sold 20 accounts. I was like sitting at 13 accounts on the day. I was tired. Meanwhile, Kony's at like 22 accounts on the day. I'm at 13. I'm like, he's gonna win this whole thing. And I went by the house to get my second Segway that was charged because I sell— I was selling where I was living and I just looked at my wife and I'm like, let's just— I'm going to go for it. Let's see what happens. And I parked my car, sold 7 in a row, ended with 20. The last deal I sold was at 10:05 PM. I was knocking till 10:30. We almost went to jail. Me and my both— both of my technicians. And I swear I would have been smiling with my mugshot. Yeah, because we were that competitive with each other. So I think competition is great. Like all of my cool stats, like 20 a day. I've done that multiple times. 82 accounts in a week. All of my cool stats, yeah, have come as a result of Kony and I duking it out with each other. And now it's so cool because competition's such a good thing to push you. But dude, there's more to life than pest control. Kony's an incredible father. He's got 2 kids. Um, him and I support each other in life now. And like, I tell him on the phone all the time, I'm nothing without you. So like, you know, you look at— he beat me again the next, you know, the next year. So like, we just would trade off, but we push each other to the extreme. So competition is such a good thing. And looking back in my life, like, Kony was one of the biggest drivers of helping me push myself. My wife, who saw the belief in me, and then me trying to reach for something and push myself to do more. So I think that's a whole identity thing, but I would have never pushed myself if I didn't believe I was deserving of hitting those types of numbers. After I finished at Anthem, I stepped away from being like a head sales trainer there. I was at Door2DoorCon trying to film content one year ago. I was so nervous to talk to other Golden Door Award winners 'cause I was like, what if they don't know who I am? Or maybe I'm not like good anymore. That kind of crazy. I had that like limiting belief sneak back in again. And we all have them. I've had them like where I'm like, dude, like 14 months ago, dude, I was in a hospital with a panic attack because I didn't know how I was going to provide for my family after stepping away from being a salaried sales trainer at Anthem. I think it's really good to be real about like, hey, these are my limiting beliefs. We were both in the collective. Really cool experience. If anybody has had limiting beliefs, which is everybody, you guys should all hit up Corey. Uh, he does an incredible job at putting together like a men's group where you can talk about those limiting beliefs.

Corey Clark, AKA Corey the Sales Therapist.

He's incredible. Like, at the time, um, I had a lot of limiting beliefs on what I was capable of in my life. And I did his men's group and it helped me take the leap of faith and go do what I'm doing now. I didn't even know what I was going to go do, but I was like, hey, cool, I need to go jump. It was freaking scary. But I think if we're not ever having limiting beliefs, it means that we're not pushing ourselves. We're not trying to grow into something new.

Yeah. And dude, the whole thing about limiting beliefs, genuinely everyone feels it. Like, yeah, everyone feels it. The Golden Doors, like, they feel it. They wonder if they got— like, they know that it wasn't because of luck, but it's still like, what if? You know what I'm saying? And it's like, oh, the Golden Door just got moved up. Could I hit that? Like, I mean, I know I could, but at the same time, like, oh, I don't know, dude. Like, even, even me having 3 Golden Doors, like, I meet a Golden Door winner and I'm like, dude, like, that guy's so good, you know? And like, and we— I talk myself down and like, with my position at ProForce, like, Sometimes I look around and I'm like, dude, like, these guys are so amazing. Like, you know, I don't know what I can like add and like give to them, you know? And, and maybe, you know, it makes me like, you know, double down and like focus on like making sure that I can add value. But like, I think it's important to understand that like everyone has limiting beliefs, but limiting beliefs doesn't have to limit you. You know, you can Ultimately, it's like, so what? You have a limiting belief? Okay. You don't think you can sell well, so you're going to go sit in the car and stress out about it? Okay, well, you're limiting your actions, and so therefore you're limiting your results. Imagine if you just kept trying. That's a thought. I wanted to ask you something. You used a very specific word that is a really important word to me. You said deserving. You said— I don't remember exactly how you said it, but you said like, I would have never hit my goal if I didn't believe that I was deserving of it.

Yeah.

Talk to me about that.

I truly believe that you get out of life what you feel like you deserve. And there's a Tony Robbins story where a homeless man approached him and he said, can I please just have a dollar? And Tony Robbins opens his wallet and he's got hundreds in there. He's like, you just want a dollar, right? And he's like, "Yeah, I just want a dollar." Tony just hands him a dollar, closes up his wallet and says something along the lines of, you know, you get what you ask out of life. And I truly believe, number one, I think that door-to-door should be a vehicle to help you get what you want out of life. If you're not, and this is like the call I did with your, ProForce guys, I was like, guys, get really, really clear on what you want. And what is it exactly that you want to have out of your life? What is it that you want your life to look like? How many kids you want to have? Where do you want to live? Now, obviously, life happens and things don't always work out. But like, you've got to know where you're heading. Otherwise, this job, it's really not— I mean, it's great to make great money. But like, what are you going to do with the money? Because we're not just doing this to make good money and to get pieces of wood with metal animals on them.

Like, he's looking at the golden doors on the wall.

Yeah, it's a golden door. Like, I have a golden door in my office and it's a piece of wood that Sam probably— Sam Taggart probably bought from Hobby Lobby. And I actually talked to him one year. I'm like, how do you pick the animals? He goes, dude, we just go on like Ali— whatever the Alibaba. Yeah, we just pick out a different animal.

Yeah.

And it's just— but people will die for that piece of wood with the animal on it, 'cause it represents something really incredible. But what I think is more, what I think is impressive is who I became in the pursuit of that award. And that's what stuck with me my whole life. Like the wood itself, it's like a mark of a, it's like, oh, this guy knows what he's doing, great. I think looking back on my life, that's allowed me to, that's given me a platform to help more people. But back to like what you feel like you're deserving of. If you don't know what you want, you don't know what you— if you don't have an idea of what you deserve out of life, then like, why are you going to get it? Why should you have it? So one thing I actually invite the guys from ProForce to look at is like, is their vision board actually exact or does it look like every other kid's vision board with like a ripped picture of Tom Hardy and a house on the beach and stocks and real estate? Like, you're just—

you're, you're— you're basic bi of, you know, sales guys.

Yeah, it's like, but what about, you know, what about fun things that you want to go do? Or how do you want to impact the world? Yeah. Like, one of the things that my wife and I have on— that I have on mine is like, I want to work with individuals who have special needs. I wanted to become an occupational therapist in high school. Because I wanted to give back to people, people with special needs. And I found out that I— if I did that career, I would make nothing.

Yep.

So I'd rather do a sales career and then down the road have an even bigger impact. But that's, that's like something unique. Like, that's not on everybody's vision board.

Yeah.

So I'd invite people to say like, yeah, what are you— what is something unique to you that you want to go do? I called a kid the other day it was some explorer exploration call and he's like, dude, I want to go to Madagascar and help the way they like help change lives and help build houses. I'm like, why Madagascar? He's like, well, I served a mission there. So he was— it was tied to something that was truly important to him and not just stonks and real estate and crypto. Yeah, but all that to say, if you don't know what you want, you don't even know what you deserve either. So that's why I invited all the guys from your group to make a vision board. But we will just act in accordance to what we feel like we deserve. And if you don't feel like you deserve to be in shape, you're gonna stay out of shape forever.

That's an example. Yeah, well, and what's interesting is I too, like the reason I asked about it is like, I have the exact same thought process, okay? I'll give you my whole affirmations from my, it started in 2019.. And like, it's just, you know, ingrained in me. Like, I'll be repeating it in my freaking grave one day and I'll say what it is and then I'll explain why I thought of that.

Okay.

It's, I am a 1,000-level rep. God and the universe want me to hit 1,000 accounts. I can't control what other people think of me. I can only control my own actions. Okay. And so the thought process of— and it's that very first part. I am a 1,000-level rep. I hadn't hit 1,000 accounts yet. Right? Like the question is, do you become a 1,000-level rep once you service that 1,000th account? Or do you become a 1,000-level rep and so therefore you service 1,000 accounts? Right?

I think the second.

Oh, 100%. And so what I did is I just logically thought through like, what do other Golden— like what would other Golden Doors be doing to prepare? Right? And I didn't even have to like go and ask them because like they'd be knocking early, they'd be doing this, they'd be minimizing. And like there's so many just like easy answers with that. Right?. And so immediately I started to think, like, I kind of took this mindset of like, if I want to hit 1,000 accounts, like, I need to be the type of person that deserves to hit 1,000 accounts. And so like, dude, you're at a gas station, you know, like you see the person in front of you is paying like, you know, $4, you know, for like just to put a gallon or two in their tank, you know, dude, like every now and then, not saying that you have to do this, but like fill up a random person's tank. Like, a homeless person's asleep at McDonald's when you're there with the team, dude, drop a $20 bill like on his table right there. Like, he doesn't even need to know, you know what I'm saying? But just little things like that that show the universe that like you're giving to the universe, so therefore you can expect to get back something from the universe. It makes you more— that's the type of person that deserves to win. Even if like the whole reason you're, you're doing all these kind acts is because like selfishly you need and want that good karma? I—

well, this is something interesting. When I was about to do my 1,000 account year, it was like the year that The Grit was doing all these Golden Doors and stuff. And the rhetoric was like, you only can sell a Golden Door if you sell here.

Mm-hmm.

Okay. Well, my family and I, we lived in Georgia. We had a house in Georgia, and I I'm just not cut out for like a summer sales model to leave my wife. And my wife wasn't going to leave because we just had a kid. I think women in door-to-door, they want security. Like one of the reasons—

No, they want pest.

They want pest.

Just kidding. Just kidding.

They just want like, yeah, they want stability.

I'm joking.

Yeah, no, no. Yeah. But they just want stability, security. And so like, that was my wife after we just had our kid and I was being told, oh, you need to go to this market, to this place.. And I just was like, I'd start these meetings and I'd be like, dude, I'm going to go to a Golden Door, whether it's with you or Anthem or Moxie, or if ProForce was around, ProForce. I'm just going to do it. I've already decided I'm going to go do it. And so I ended up staying over at Anthem just because it was in alignment with my vision, like what I wanted. What did I want to do? I wanted to put my kid to bed. I wanted to go to church with my family on Sundays. So I stayed in Anthem, I stayed in Georgia, and I went and got it done. But I was so bought in. At Anthem at the time, there was incentive where they'd throw money towards a car. Okay. And I already knew I was going to hit my golden door and I was driving a junker car. Like, it was bad. Like, the left window was cracked. So every single time it rained, my whole shoulder would get soaking wet and I'd be knocking doors like with half my body just soaking wet. And I'm like, one day I'm like, dude, this is not me. Like, I'm a 1,000-count rep. Why am I driving this beater car? Like, why am I not driving a nice car to area every day? I'm gonna get one anyways. Next day, I just went to the dealership, bought a new car, and I'm like, they'll pay for it later. But it wasn't even like, oh, I'm taking on a line of debt. It was, oh yeah, they'll pay for it in about 4 months. I'll get my check. Yeah, I was so bought in. I'm like, I knew it was going to happen. I didn't care what I needed to do to make it happen. I knew it was going to happen. And then compare that to other years where I was like, oh, I want to go out and do another one. I didn't want to go out and do another one. I just told myself I want to go do that because I, I felt like there was a pressure to go do another one.

The reality was another one being another Golden Door.

Yeah, I did 1,000 accounts, then I did 770 accounts. Then I did 530 accounts the year we bought a house and had another kid. I just stopped knocking after we had our second daughter. And then last year, I don't know how many accounts I did because I was just traveling the country. Yeah, I did around $250K in revenue just traveling, doing camps. It was really fun. Yeah, but my priorities did shift too. Like when I was out in my LDS mission in Chile, I lost my dad. He got cancer halfway through my mission.

On your mission?

Yeah. So he got cancer halfway through my mission. I kind of was— I was still on my mission while he was fighting chemo. I was doing chemo, fighting cancer. And then like when I had about 6 months left, they did a big operation where they basically zapped him with chemo to basically pretty much just—

it was—

it was a destroyed his system. And then they were going to like pump him full with more stem cells to like try to get him going again. And the stem cells didn't take. So like my dad, he died from cancer, but he actually died because the stem cells— Operation. Yeah, it didn't work. Wow. All that to say, like, I never came to terms with that. So even after I came home, I just was a workhorse and I wanted to go, go, go. Which, like, my Golden Door, that was more of that. Like, I put my head down. I didn't want to talk to you about my dad. I didn't want to think about my dad. I just wanted to work and almost avoid things. And I think that's a blessing because now that piece of wood with a little fox on it, you know, the Golden Door, it's a platform for me to be able to help people. But things really shifted my second year after I'd hit that big accolade. I'm going in for a second Golden Door.. And I go back to visit my dad's tombstone for the first time ever with my daughter. And dude, I'll never forget bringing my daughter to my dad's tombstone. It all hit me. I'm like, whoa, I'm a dad. And I think I was focusing way too much on what other people thought of me. And I just thought, like, dude, I'm gonna be a dad. I'm just gonna go out and provide and sell. That year we did a lot of fun trips as a family, but my priority shifted, and I just wanted to be a dad. And I don't know if it's like being a girl dad, but like, seeing— like, literally just seeing my daughter sitting with me at my dad's tombstone. We had a little picnic there, and I'm like, yeah, this is Papa Scott. I'm like, you would never met him, but like, this was your grandpa. And it kind of came full circle to me. I'm like, dude, I'm gonna die one day. So like, my priority shifted a ton. And I, I'd say like, I care about my family almost to a fault where I'm like, dude, I'm not gonna go— like, I don't leave my house anymore unless someone's willing to pay me to leave, um, or unless it's dope content somewhere. Like, oh yeah, okay, I'll go film there. But, um, that's kind of been my like journey of like I really cared about the accolades. I've had a lot of my identity was rooted in that freaking Golden Door. And so like when I wasn't selling or I wasn't hitting a Golden Door, I had this whole battle like, how do I, how do I still be me? And, and, and it was just this battle of like, I don't have a goal. I didn't hit another Golden Door and I really struggled with it and I told myself I was going to do it again. But I'm like, dude, I can just sell at a really, really high level. And be an awesome dad. And the, the, the Golden Door didn't like need to define me anymore. But I think it's a great platform for me to be able to help people. This is the first year since hitting my one back in 2022 where I can go into the summer and I'll be like, I'm not, I'm not doing a Golden Door. I'm just going to sell and we'll see what happens. Like, because I'm running something of my own now. That was a really interesting, like, battle that I had and Now I'm able to talk about my dad. I'm able to, because like that's all I care about at the booth at Door-to-Door Con. I'm there with my daughters and we're selling accounts. My wife's selling accounts with me. Like we're a family booth. It's Maser Sales Training, not Austin Sales Training. It's the Maser family. Like this is our family business that we're running. So it's really hard to get me out of the house now. I'll just go sell accounts in Georgia now. And it's been a journey because one last thing, I've kind of been rambling, but when I left Anthem, there was some non-compete stuff in there where I couldn't sell it. I couldn't sell in Georgia because I used to sell for Anthem, right? So at the time, all I knew how to do was sell and that's it. Sell pest control. So I'm like, shoot, I got to leave the state to go sell. And I'm not going to do something that I signed. I signed something that said I wouldn't do something, so I'm going to stick to that. When I sign something, especially with people that have done so much for me, I'm not going to do anything shady. I was really, really good about my exit. I've never had to burn bridges in any door-to-door setting because I just want to go by the book. So I was like, I'm out. So I started leaving my house to go sell pest control to provide for our family. And in that, was like birth my Maser Sales Training thing because I had a neighbor. I had a neighbor that used to, used to live next to us in our first home that was like, dude, let me go film it for you. I'll create a logo for you. I'll help you create a— I'll help you create a website. And I'm like, okay, cool. So God just put him in my life. We went out to California, sold pest control. We recorded 10 videos, created a course, and in January we launched it. And I had a cool logo and 10 videos on a course and some course modules, and that's it. As I was traveling around the country after January, February, March in the Pacific Northwest, I went down to Texas. I did one camp for Anthem in Georgia. I put all these videos on there and it was really like when I was away from my house, I was recording myself to build something. And so dude, like all the videos on the course right now, yeah, they're really, really cool. But to me they represent like nights away from my kids because they're not in my market. Typically there's a lot of sales in Atlanta because eventually I went back there, but like there's a lot of sales all over the country where I wasn't home. And so eventually I just decided I'm like, hey, I'm gonna go back to Georgia and sell. Things had settled down by then and they're like, yeah, you can come back, we don't care. And I just sell accounts out of my backyard now and I just run major sales training. So like this has been a really crazy journey, dude. Like starting this business, seeing the impact it's had more importantly on kids. Like kids plugged in the videos, they walked up to me at Door-to-Door Con and they said like, you changed my summer. And I'm like, dude, I only know you from a little circle on Instagram.

Let me ask this, 'cause there's a lot to unpackage and I think—

Yeah, I know I just unraveled on you.

Oh no, dude, like I won't comment on too many things 'cause otherwise, you know, You and I, we could spend hours and hours and hours and hours. But I'll kind of ask this question. We'll kind of have it be one of the last things. But I do want to say, listeners are going to be able to tell not just that you're genuine, you do things right, but dude, you've got tactical training, you've got mental training, you've got being able to work through the emotional difficult side of the job, like, you know, I can see why people have been able to succeed so much by working with you and your course. And I've seen it with ProForce guys, I've seen it with other people. So, you know, I want to ask, I guess I'll ask 2 questions because then I want to just like kind of understand like, you know, where you're at with your course, like, you know, what people get out of it really quick. And, you know, I guess plug you a tiny bit. And yeah, but the question that I was going to ask was, Did you ever think that you would, like, be in the position you're in now? And you can interpret that however you want, but, like, when you started selling, did you, like—

Yeah, um, I have always had the dream to be a big force for good. If you see my Instagram reels, there was a reel that I did on— there was a reel that I did on Andy Elliott, and I was basically poking fun, and I'm like, this guy never knocks doors, so why should you take advice from him? But it was really funny. I was wearing short shorts, all hiked up, whatever. But I went to a conference with Andy Elliott, and him and I have different styles. We're different dudes. That's fine. But I saw him speaking. These big lights were shining down on him, and he was speaking. I was standing behind him because I had opted into some sort of coaching program with him. And he's looking down at this audience and I'm like, that can be me one day. Like, why can't that be me? And I think I've seen like people like Ben Kerr, a huge mentor of mine. I see him speak on stages and inspire people. I say, short answer is yes, I've always wanted to do that. But I think as I've got— as I've realized, uh, as I've done this journey, I realized like, dude, this is a— this is the platform for me to go make a huge impact in the pest industry and even in the sales industry. I can't believe right now that we're a year into this and some of the goals I talked with Ben about were already there. So like my vision has expanded a ton for what's possible with this. And I'm just going to keep going with it. We're all in on this. Like, we're all in on YouTube. We do Instagram. We started coaching groups, the course. Like, I'm doing camps this summer. Like, this is my full-time job. And then I throw in accounts during the summer because why would somebody listen to me about sales training if I don't sell accounts anymore? Like, that's just like a belief that I have right now where I'm like, yeah, if I want to be a sales coach, I want to be able to look at you and be like, yeah, so yesterday Or last week when I did the spousal objection handler, this is what happened. And more often than not, have them recorded so that kids can continue to get more value. I don't think that you can ever have enough live sales because everything's so different. So yeah, that's my short answer is I did see this happening, but I think God has stepped in and put people in my life and some of those people have encouraged me to think bigger. And they've helped me. Like, there's a lot more people behind this Maser Sales Training than just myself. My wife, my next-door neighbor who did my marketing, my branding. I have a videographer that travels with me across the country. There's a lot of people involved in this, so it's not just me. Yeah, I'm grateful for them.

I would— and my answer would be somewhat similar, just like I think one thing that I just want to highlight is you have no clue how important your future or your current success is to your future. Had you never hit that Golden Door, dude, you would have never been right where you're at. Had you never been able to work through, you know, that, you know, that barrier of, oh, you can't beat homeboy, you know, had your wife never said that to you, like, so I don't know, I'm a big believer in like You know, you can have it, you can have an easy life, you know, you can have it now or later, but you can't have it both kind of thing. And so I'm a, I'm a big believer in like locking in now, you know, so you can be, you know, just dialed later. Last, last thing. Okay. And I don't want to hear prices because I know your prices are going to go up. But like, yeah, you know, I guess I'll kind of maybe comment on my thought process.

Okay.

Well, oh, maybe I'm all over the place. Tell me, give me like the 10-second answer on like some of your, your big success stories that you've seen of people who have joined the course.

Favorite one, a guy named— well, let's start with his sister. A gal named Maddie Snyzek, the most she had ever sold was 150 accounts. Okay. She plugs into the course. We do a little bit of one-on-one mentorship during her summer. She finishes the summer with 350 accounts. Her brother ended up hitting over 300, and I think he ended up over 300 accounts. His best summer at the time was like just shy of 200. Ethan Sniezek and Maddie Sniezek. I had guys on the stage at Golden— for the Golden Door Awards. Matt Gunter, who had bought the course, and he walked up to me, he's like, dude, your course really helped me out a ton. Now I know what it takes to hit a Golden Door, and that guy went out and did it. But just to know that I had a role to play in that was really, really special.

Well, and then the reason why I kind of asked it weirdly the way that I did is because like, dude, I remember this one kid. I was charging $300 a session. No, it was $350 a session, 6 sessions in advance, you know, just because I need people to be bought in enough for me to be bought into them.

That's how I'm changing my business model now too.

Yeah. Like where you have to buy a certain chunk at a time.

Yeah.

If people, people don't take it seriously, if it's just a sample or a one month. Yeah.

Yeah.

Yeah. So this kid, and I'll actually call him out by name, his name is Liam Holtzman. Yeah, he was over at Hawks. He did $80K his rookie summer. And dude, he was just sweating bullets about like, dude, it was like $2,100. And like, is it going to be worth it? And Andy, are you sure? And yada, yada, yada. I'm like, dude, like, ultimately, like, if you don't want to do it, don't do it. Okay? And then he ends up doing it. He has a lot of mental breakthroughs. He ended up doing $350K that summer. Dude, he paid me. He paid me $2,100.

Yeah.

Okay. He might have like upped and added some extra sessions. I don't remember.

Right.

But like $2,100 to go from $80K to $350K, like the kid ended up making an extra $100 grand, maybe an extra, you know, I don't know, $150 grand because of that. Right. And so like one of the biggest mistakes I see people make is like not being willing to invest in themselves and like get like exterior help, whether it's coaching, whether it's mental stuff, right? Like, your manager is great, right? But your manager is also your manager, you know? Find different layers of support. And what's fun is this kid, like, this last year he did like $5.5 mil in his downline. And like, and I know, like, he says this, he's like, Andy, like, it's all because of you. And I'm like, yeah, okay, like, I'll take some, I'll take a little bit of credit because like he had, he was, uh, he needed some work. But like, the, it was him, you know? And so like, the reason why I bring that up and like I kind of pair that with your stories is because like, you know, people are going to look at a grand or two grand, you know, or they're going to look at $100 a month for pest control and they're going to think, oh, that's expensive, right?

Yeah.

But like, ultimately, dude, like we're in a commission job. Like if you could get 2% better, it's probably worth a grand, you know? And if 2% better for you does not equate to $1,000, then a course is probably going to get you a lot better than 2% better. You know, like, it's just one of those few things in life where it truly is easy and justifiable to just, like, get better, make more money. Because, like, dude, you probably— I mean, I can't— even if you charge $10,000, I don't know how much you charge, Austin, but if you charge $10,000, I know I'm going to get them a huge return. Well, that's the thing, dude. You know, they earn their way up to 50% commission. You know, all you have to do is an extra $20K in revenue to earn that.

Yeah, right.

But And that's it. That's if it's $10,000. Like, dude, it's just so easy to justify. Oftentimes with like things like this, people will make like what they pay for the course they'll make back within a day or two over the summer.

One of my favorite— sorry, this is one of my favorite stories. I just heard it. Like, those are two— like you talking about that kid who put $2,100 in. There is a kid from Aptiv. His name is David. I'm going to say David Z because I can't pronounce his last name. I'm really sorry, David. But he, he was about to quit and he was having conversations with his manager about becoming a service pro. And he ran into my, like, my page at the time. I, I had tried getting rid of monthlies, but my business wasn't big enough at the time. And I, like, I got rid of monthlies like the week before he found my page, and it was right when it was just painful, which, by the way, we're doing that again now because there's so many people on it. That we're just going for more of a pay-in-full model because of what we said earlier. People take it more seriously when they just bite the bullet. So David gets on my course, buys the course in full for $1,200, and he had no money. He slapped it on a credit card and he shipped himself out to California and he just figured it out and finished his first summer with $125K. So he went from almost quitting to finishing at $125K, and now he joined my challenge, Hit Golden Door or Go Bald. Which is one of the challenges I extend to a lot of people. It's like, how committed are you? Your hair grows back. Like, if you're not that committed to where you say you're going to hit your goal, but are you willing to go bald?

Yeah.

So it's like, but he's in, he's like, yeah, I'm going to start. He's starting in March. He's going to go hit a Golden Door. And now he's in my roleplay group. We work together every Monday through Friday and he's looking into doing one-on-one stuff as well.

Yeah.

But just to know, like somebody Somebody didn't quit their summer and now they're doing it. Yeah. Now they're going for a Golden Door because of some videos I put together.

Yeah.

Like, that's cool.

Cool on you. Also cool on like the results you helped them get. Like, I don't know, you know, and I know you have different packages, you know, one might be $1,200, one might be more, one might be less, you know, but 6 months at a time. So like, I mean, if $1,200 scares anyone listening, you know, that probably is just more reason to like, for you to need it. Because if you're not at the point where $1,200, you can just bite that bullet. But anyways, neither here nor there. Austin, what's your Instagram handle?

Maser Sales Training. And then follow the YouTube page. It's Maser Sales Training as well.

M-A-S-E-R. Yeah, M-A-S-E-R. And I'll put that in the description.

Okay.

And then, yeah, people, they'll just find you the link in the bio kind of thing if they want to look into the courses.

Yeah, the courses in the link in the bio, the group coaching is in there, the one-on-one mentorship application. Education is all there. And if you're a regional, like, the team coaching is there too, if you ever want me to come in and do a camp for you guys. So dude, I'm just super grateful I got to speak with you. Yeah, and, uh, this was fun. Kind of cool technical stuff and then life, man. Like, yeah, this dude is— when there's more to life than bug spray, it's like who we're becoming. And have you ever seen Nacho Libre?

Of course, baby.

My life is good. I love it. Like, I actually mean that. Like, I live a really good life. And door-to-door is the thing that allowed me to do so much in my life. That's why when I was on the call with your kids, I'm like, y'all are sitting in a Lamborghini here at ProForce, and some of you guys are only driving it like it's a Prius. Some of you guys don't realize how much you can do because identity, like what we talked about, they don't feel like they're deserving of it. They don't know what's possible. That's why they have people like you to be like, dude, think big. But like, this job can take you places that you would never believe if you just go all in and you believe that you're deserving of it.

Yep. Go all in. Believe you're deserving of it, dude. I love it. And yeah, I told you before, I don't know where it'll go. Like, let's just, let's just jam. But you can tell that you're a master of what you do and that, you know, there's a lot that, you know, anyone listening is going to be able to gain from you. So go check out the Instagram, the YouTube, and maybe even join the course. But thanks so much, Austin Maser, for hopping on. And thank you guys for, for listening. Stay tuned for another episode dropping soon. Thanks. Peace.