Secret D2D Sales Tips (Living a Life that Matters)

We're crashing a company training for a company called Moxie Pest Control. Uh, one of my good buddies, Talon Mortensen, works here. They call this like the 626 with these little blue windows and crap. So let's see what they have to offer. Like, every training I go to, even after being a Golden Door and being a trainer as a career, I still pick up nuggets from other people. So no matter how good you get, never stop Learning. Let's go see what we learned tonight. Talon and I met at BYU when I was a cheerleader and he was a thrower, and we were both like 20 pounds heavier and just freaking chicken nuggets, okay? Um, massive chicken nuggets, okay? So, um, Talon is My favorite phrase from him is he's over-caffeinated, over-leveraged, and under-slept.

Yes, it's dangerously caffeinated.

Oh yeah, dangerously caffeinated.

Over-leveraged because I invest more than I have, and I'm under-slept.

Okay, I have very few people in my life where I'm like, that guy is like crazy intense, and Talon's one of them. And it's like, and he also has a lot of other areas in his life, like he's incredibly balanced in other areas of his life. Really good dude. And Talon over this last year plugged into the course when I first launched it.

First one, I think, right?

You were one of the very first ones.

There's some guy in India that beat me to it. Yeah.

So you were one of the first people on the course, and then you're in the roleplay group right now. Help me understand the impact those two things have had on your sales process.

So results-wise, I managed way more people and I did more revenue personally.

Cool.

So there was a clear, like, skill development that took place. First thing I got from your course was it was just structured training that was a little more in-depth than what I got from the company I work for, right? And so what it allowed me to do from a personal sales standpoint was to structure things a little bit better. Then it allowed me to go train my guys. So the value for your course isn't just for reps, it's for managers too.

Yeah.

And then the roleplay group, the thing that I love about the roleplay group is that you go, you go in on every like objection. So like for example, the one I— there was one I listened to specifically an hour about framing the spouse objection and then how to handle it. And you give word tracks for everything. So it's very tactical. So the difference it made for me was during the summer, I'm sitting there like, okay, I'm at 4 deals a day, but there's a spouse objection that holds me back from 7. Then I would go train that, and then the next day I'd go 6.

One of your reps walked up to me and he said, "Super simple, super easy. I take care of the whole thing." And I'm like, that's the line, right? For switchovers. Exactly. Tell me where you're headed. What's next for you this upcoming year?

Yeah, it's $500K with a $5 million downline.

That is freaking fantastic.

Everybody thinks it's either personal sales or downline. I want to do both.

That's what I want to do. You can, you can do both. And I think you've proven that. Talon, if you ever want to look at Talon's page, he does an excellent job. I think you should post more, okay? But you do an excellent job living your life in a way that's like kids can look up to you, not just in sales, but just how you are as a human being. Appreciate that. And your faith, like you're super— you live your faith, which is huge. One of my favorite things about you, dude, is like you care about your relationship with God. And that is, I think at the end of the day, that's the most important thing that ever matters. I don't think God cares who we sell for, what we sell, sell, like how did we have an impact on other people? And where we work and what we do is just a vehicle to do, to make impact. And you do it, dude. You're awesome.

Thanks, brother.

It's the best thing. Yeah.

Hey, message for everybody. If you're not on Maser's course and you think you're gonna make 6 figures, you're lying. Okay, buy his course, 100%.

Love it, dude.

Love you too, bro.

Cool. I just finished my sauna session today and I'm at full host. So funny enough, when I got into door-to-door, I was married, I was broke, and I was super stressed because I didn't know how to provide for my wife. I don't know if you can hear me over the music, but my wife almost joined the military because I was gonna be a stay-at-home dad. And really what that was, was I just wasn't confident in myself and my ability to provide. So I'm here at Flow House where Mitch Matthews, he owns this place, but he was the Vice President of Sales at Anthem when I was in Georgia. And he hard closed me. I said, hey, I heard you have a pest company. I kind of suck at sales, but I might try it. And he goes, show up. Do your thing. And the guy changed my life. So it's kind of cool that we're here at Flow House right now. But being married in sales is actually a superpower. It helps you level up. And in my marriage, it's helped me be a better man. I've got James Frazier here from Aveda Pest Control. He's the head trainer at Aveda, and he's about to get married this summer. And so my question to you is, what expectations, or what's the— what are you and your future wife, your fiancée now, expecting for this summer? And how have you laid out correct expectations. What are your goals?

Yeah, so obviously super important to get your wife on board. I feel like your spouse can either be an anchor or it can be, you know, your rocket ship. So, uh, just having that conversation, that sit-down conversation, making sure that it's not my goal but it's our goal, you know, casting that vision not only for sales and your sales team but for your relationships. Um, so just, you know, having that conversation about, hey, this is what I want to do This is what we're gonna get from it. This is what our future will look like, getting her on board. And then I always talk to you about this, just incentivizing, right? Creating an incentive plan. So, you know, this year if I hit my goal, I'm gonna buy her a car.

When you.

When I hit my goal, I'm buying her a car. And in previous years, every $100K that I've hit, I get her a nice little incentive gift, which she has really loved. And yeah, it's been a blessing for sure.

This guy is the GOAT, the Canadian GOAT. He's the first ever to hit a Golden Door in Canada. And he just hit another one. And now he's going to go out, run a full sales training program. He's going to Golden Goat again and get a maple door, all that sort of stuff.

Maybe Golden Door.

Golden Door. We'll see. The guy is a trailblazer in Canada and he's doing it right. So if you guys want to learn how to sell at a high level, plug into Maser Sales Training. The course is on link in my bio on Instagram. DM me or comment below and then message me on Instagram. Would love to get you guys plugged into the course. Go crush it. Make sure you take care of your wives. If you don't take care of your wife, it's the fastest way to have hell. Okay, you guys like plug into that and use it every single day. You guys will make like way more money. I don't know if you— if you met— if I messaged it to you yet. What are you guys' goals for this summer? 300. 300 accounts? 300K?

300 accounts, which is like 250K.

What do you think is the biggest thing that you need to do to like hit that? Not be a If I'm being frank. Okay, how do you feel about not downloading the app?

Can money don't make him money.

I did download the app.

Not hopping on it. Oh, I mean, I don't have $100 a month. Okay. I don't got $100 a month to give you. All I got is this $20 for the rest of the week.

Sorry, doesn't pay the rent.

Well, let me know how I can be of help. You guys rock.

Okay, man.

Thank you. I'll see you guys. Yeah, yeah, let me know. You shoot me a message if you ever need anything, but Go rock it. You guys work under Talon, right?

Yes.

He's a baller, dude. I just got to hear Landon Andrews train on overcoming the 3-minute objections. Before he went into his meat and potatoes of objection training, talked about how sacred time is during the summer. Talk to me a little bit about that. Yeah. And how you treat your time.

So for me, my rule of thumb whenever I go out and knock, like, this is my time to go lead from, like, as a leader from the front. Like, sacred knocking hours for me is everything. It's your ability to go and cut out distractions, your ability to go choose to lead from the front. It's your ability to go and show why everyone that trusted you with their summer can continue to trust with them in other areas too. So for me, means everything. Um, it's, it's literally the thing that I love most, especially as a team leader. When you get dropped off an area, you're like, oh, finally I can go and knock now. It's like the most refreshing thing ever for me.

You married? Thank you.

Yeah.

Okay. And then did you say you have a kid?

Yeah, just had my first kid 4 months ago.

Congrats. Yeah, boy or girl? Boy. How do you handle setting that expectation with your wife that knocking time is sacred? Sacred. And then how do you plan on making that expectation moving forward with the summer with a kid?

So for me, pain is always felt in your ability to deliver an expectation. As humans, we sometimes think that we set proper expectations, but in reality, the result will tell you how good you did. So if your wife comes to you and she still feels like there's resentment or there's still like conflict there, then you just didn't set the right expectation the right way. So for me, it's first understanding like my vision, understanding, helping her see why we're doing this. Like why are we sacrificing this summer? What is this trying to achieve? Number one, 'cause when she can see that and she can see that, hey, I'm out here trying to give all this time so that way we can have 8 months off, right? Where we're trying to build whatever it is we're trying to build, right? Wealth through real estate, right? And that's our long-term goal. And helping her see that what I'm doing this summer is in alignment with that, then she's gonna be like, okay, babe, do your thing because I see it. But if you're just saying, hey, babe, we just need to go lock in this summer. Like, you just have to— like, I can't text you from these times and she doesn't see why. There's where conflict happens.

Yeah, I love that. The hardest sell, I think, in our lives for me was like getting my wife to marry me. But then, and then also like casting a vision, right?

Yes, 100%. With everything.

This is something I'll ask you is like, uh, with my wife, one of my mentors told me like give your wife incentives. So like throughout the summer when you hit 200 accounts, 300 accounts, 400 accounts, 500. Yeah. So I invite you to do that.

Yeah, that's fire.

Um, cause I don't even give her like these short-term buy-ins. Like, cause like in pest control we like, we'd say, hey, if you knock and you hit X amount of counts on the 4th of July, we'll get you this cool hat. And we're like, yeah, let's go. And it's a hat, right?

Get so excited for some hats. I love it.

But I think with your wife too, like, um, figure out incentives that get her excited. Yeah, but that's a little, that's a little thing. But that, but you hit the nail on the head by saying you have to cast a vision.

It's everything, dude.

The fastest way to have a bad summer is to have a wife that's not on board. Yeah, because it's just, yeah, they're not going to be.

And the interesting part about that is like before we get your feet moving, your heart has to move. In order for your heart to move, your mind has to move. So it's mind, heart, feet. So before like I actually do any action, there has to be a meaning that's deeper than like the, like, hey dude, go knock these hours. Like you have to tie that into someone else's vision. It's the very, very reason why people do this job. Is it's not like a summer, it's for me, it's not just a summer thing. It's like, who am I trying to become? Like, and what does that get me as a human? 'Cause results are all byproducts of who you are. So like, I'm gonna come here and what am I trying to do? But it has to be in alignment with my vision. The vision's like the first thing whenever we have rookies come and sit down with us, it's the first thing what they decide to come out and sell with us this year. It's the first thing we talk about. Okay, what do you want? What are you after? If you knew everyone you needed to know 5, 10, 15 years from now, Paint the picture like, what do you want life to look like? And then that's how you see if it's even a good fit.

Yeah.

Like, what does that person look like? Right, Johnny? What does that— what does that person look like? Well, he looks like this. He's dedicated, right?

Yeah.

Tie it back into obviously how it could make sense for them here. If people—

people ask me advice right now because I'm like incredibly neutral in everything. I just want— I want people to buy my course, period. Okay, that's it. Like, yeah. So a little plug, like, yeah, DM me course if you want to have a link to the course. What I'm trying to say though is Anybody asks me about, hey, where should I go sell? It's like, hey, what's your vision? And then find out what fits your vision. Done.

100%.

Because I think recruiters are really good at telling you what you should want. It's like, no, find out what you want and then find out what works the best.

100%.

You delivered a great training. And that's a lot coming from Austin Maser, man.

That's awesome.

And I was really impressed. The last thing I want to ask you is, What role did sales training have in your career? Because you went from like 200-some-odd accounts to like 500+. What role did training play in that huge transition?

The thing that I love about door-to-door sales, just sales in general, there's literally 8 objections, like 7 to 8 objections. So what did training play a course for me that helped me go from to like what I sold my rookie year to my second year was number one, I tactical thing I did was I went and list off, okay, Landon, what were the 8 objections you just got all summer? And I literally just got really— like, I went and found the perfect answer for every single 8 objections you're gonna get. That's why I love this job. And I just made sure that every time I responded to those objections, I was confident they could understand, they could trust me, right? Trust is a huge thing. So that's one exercise I did, was I literally just went and gave myself the legit roadmap, and I just got really, really competent at that. Sales training is the beginning of all of it. And the biggest thing that people don't do is they just don't apply it, right? I know leaders across the industry that will probably give a training. The rookies just don't apply, and you're like, well, well, why are they just not applying it? So like, applying the training, that's what the rookie year is all about, dude. Go out and just go figure this freaking thing out. Apply the trainings. It's the worst that happens, you sell more accounts because you apply the things your leader tells you to go and do. So that's, that's, that's the big thing for me. That was like one like actual action item I did, and then I just made sure I got really sharp and competent, and I was the expert on every single objection. Yep.

Possibly do, dude, like applying it and like even getting back home, role-playing it 100%. Um, the— for kids in my course right now, like every morning at 9 AM Mountain Standard Time, we role-play for an hour. It's like, that's what you need to be doing before summer. So the same thing. It's amazing. So, um, dude, I loved learning from you tonight, dude. I've been doing pest control for 7 years and I picked up nuggets from you. So, and your energy is wonderful. So thanks for— thanks for taking time to share.

Of course, bro. Thanks for asking me some questions and chit-chatting with me for a second, dude.

Yeah, it went well. Always a dog. Always a dog. Thanks, dude. Alright guys, well overall, fun night. We need to figure out how to close these kids once they get the app downloaded so we can actually have some live sales tomorrow. I think I'm going for the jugular too fast. Gotta ask them a little bit more about their goal and then have them pull the trigger on it. But hey, this is dope. Fun place, great training tonight, and good people. Talon's a good buddy of mine. Known him for the last like 8 years and just a standout guy. So that's all for tonight. We're going home.