In this 6,500‑token training video, Austin Maser leads a live role‑play session with several trainee sales reps (labeled Speakers B‑E) to demonstrate how to sell a door‑to‑door pest‑control service. The session covers the full sales flow: opening the door, establishing rapport, uncovering past negative experiences (e.g., “burned” by solar installers), presenting the core ant‑treatment service (15‑foot perimeter spray, quarterly visits, winter egg‑cycle treatment), and upselling related services (mice, voles, spiders, wasps). Maser's coaching repeatedly emphasizes objection‑handling scripts (asking about past burns, offering renter discounts, framing winter service as essential) and pricing tactics: first‑time discount, a $99 initial fee, $69‑$74 monthly rates, and a 24‑month contract versus longer terms. He models the “close‑and‑hide” technique—prompting the prospect to choose debit or credit and sealing the sale with a minimal commitment. Throughout, he provides real‑time feedback, correcting reps on tone, body language, and storytelling. The video also includes a promotional plug for Maser’s upcoming Sales Training Arena on March 3, featuring mentors Andy Elliott, Ben Kerr, Jeremy Davis, and Brian Lund, with ticket tiers (general, VIP, 2‑night retreat). The content blends practical sales dialogue, coaching commentary, and event marketing, illustrating how to convert skeptical homeowners into recurring pest‑control customers while maintaining a high‑energy, persuasive style.
Chapters
Who's the guy that you currently call? Hello, hello. Oh, I am recursive. Hey, take care.
Not interested.
Do you guys have somebody for that yet or still not yet? Thank you. Okay, ma'am, we'll have a blessed one, okay? But then if it's an objection, oh no, no, no, no, no, no, no, I don't wanna do it. Don't wanna do it? Nope. Then you can ask things like, okay, do you guys get burned in the past or something? Repeat after me. Did you guys get burned in the past or something? And then they might like, oh yeah, this solar guy came by, granny maxed me so bad. Okay, don't do solar. You'll be like, yeah, no, what happened, dude? And they're just going to open up. And just like I talked to you guys earlier about getting those feelings out on paper, what does that do for the customer? It gets it out of their head so that you can address it and then move forward. I just finished talking to your neighbor Brooke across the street. He said you're really nice. So they just moved in this last year.
Yep, me too.
So congrats. Now, the main thing we're treating out here, the ants. Yeah, we've got them bad. So this is a good thing that I came by today.
Yep.
So we just get everybody set up on the standard service. I hate to make you hold the dog bag.
That's fine.
Pleasure. And your name?
Uh, Sue.
Sue. Good to meet you, Sue.
You too.
I'm mainly going to talk to you about the ants, Sue, but just know I do everything. Okay?
So like— All I really have are ants.
Yeah. Uh, during the wintertime, I know you probably see like the mice or the voles occasionally on the outside. Just know that's something I can help with. But basically for the ants, Sue, I'm gonna do a 15-foot treatment. Every 3 months I come out for you. That's going to seep in the soil, break up the egg cycle for the ants. So what we'll do is a 6-foot power spray around the foundation, and that's going to get on the ant. The ant will bring it back to the nest and knock everything out. Same thing with the yard.
Okay.
Would this be the first time ever doing pest control then for you?
Yeah.
Cool. Okay, well, that's why I ask, because we do like a first-time discount as well.
Yeah.
What's a good number for you?
920.
920. It's a good email for you, sue@yahoo.com. What do you like to do for fun? I just asked you guys, I might kind of get this all ready.
A bike ride.
Okay, cool. I grew up in Colorado, so we did a fair amount of mountain biking, and it was kind of fun. But I'll have this all emailed over to you. I'll just have this sign right there saying I went over that with you.
And is it every month, like 12 months?
So yeah, we, yeah, we do. And then I know people are like, what about the winter? Well, winter's the best, the most important service. If you do see anything in the winter, let us know. But the reality is I'll treat during the winter because that's where the egg cycles start, and then they won't happen during the spring.
And if we're full of snow, how do you treat it?
Uh, well, then I just won't do that yard then, but I'll do that granule. I'll do that. We'll find a different time when you're not like packed with ice. And then obviously we talked about the winter service. Obviously we can't cover mosquito flying over. Yeah, mosquitoes, you know, those are inevitable. Yeah, they release them by like scientists and like billions. But I'll just go to having you initial down on these 1, 2, all the way to here, and then signature at the bottom. Yeah, happy we caught you. I am not a fan of these ants at all.
No, I got all bit up this morning digging up grass.
What are the chances I knock on your door? Like, for real? And then, um, the agreement's not for 5 years, just for 2? If you backed out before, we don't make you— oh my gosh, you passed! Okay, and if you see bugs in between, what do I need from you?
I'll call you.
Yeah, listen, that's why I always tell people, I don't know if you're having issues unless you let me know. Because some people are like, I still saw bugs. I'm like, did you let us know? And they're like, no. Like, I don't got spidey senses, you know what I mean? Well, Sue, it's a pleasure.
All right.
Good to meet you. We'll see you on Tuesday, okay?
Thank you.
Okay, bye-bye. I handled it well. She was like, I had to pay for 12 months? Exactly. Yeah, yeah. We have that winter service because that's the most important time of the year. Literally what I taught you guys word for word this morning. This March 3rd, I'll be hosting the Maser Sales Training Arena, and every speaker is somebody who has changed my life personally. Andy Elliott, who's a personal mentor of mine this last year. Ben Kerr, the man who inspired me to create Maser Sales Training. Jeremy Davis and Brian Lund, the guy who turned me into a freaking monster and helped me lose 50 pounds. All these guys are going to be speaking. They've all changed my life, and so I want to put them in front of you guys. I'm going to sell this thing out. We only have 340 tickets available. Go to my Instagram and click the link in the bio to reserve your ticket today. We've got a general admission option. We have a VIP option that's going to come with some swag and closer seating. And then we also have an overnight retreat for 2 nights after the event where you actually get to spend 2 days with me and it's going to blow your mind. So go click on the link in my bio on the Instagram and let's get you to this workshop. And heck, if you want to go to that next level, come to the retreat with me too and spend 2 days with me. Let's go back to the video.
We had it before.
Come on.
I'm not interested in having anything like that.
I wouldn't expect you to be super interested. It's just bug spray. I don't have a need.
It took care of the problem.
Okay, what was the problem is my question. They're bad out here, aren't they? Yep. So a lot of times people do exactly what you did. The bugs go away, right? And then they just come right back.
That's fine, but I'm just not looking to do it this year.
But wait, there's more! We just want to do the full property flush out. I know you don't have a problem right now. I want to keep it that way, and I know you're not interested, so we make a big discount to kind of help out.
I just don't want to do it this year, so I just don't want to— I don't want to waste it.
All right, we are doing best price.
That's okay. I just want to do it.
Take care, man.
Thank you.
Okay. Have a good day. Thank you. With said demographic, best price is usually a hook. And that's why I said we are doing best price. Yeah, dude, we don't do those like 3 to 5 year contracts. What is my face right now? Disgust. Disgust. 3 to 5 year contracts with us. Gone. Disgust gone. With us, it's literally just for 24 months. That's it. What's my body language? Chill. That's it. Just to act, bro.
Act!
Pull it out! Okay, come on. We don't do that. That's crazy.
That's crazy.
That's crazy. Say that's crazy. Okay, cool. I'm trying to get it out of him. Okay, good. Getting your walk in today? Yeah, there we go. Gotta get them steps in, right? Yeah. Are you the boss here? No, no, no. Oh, okay. We're doing the bug service. You have a house here? Nope, I just rent. Okay. Hey, we do the renter's discount, by the way. So like for all the ants, the spiders, and the wasps. Check this out, man. You live here on this, on this street, right?
No.
Do you rent an apartment or do you rent a house? I rent an apartment. Okay, I can't help. Enjoy your walk. Keep getting them gains, baby. Let's see, let's see an arm. I got an arm for you. Take care, bro. Enjoy your day, okay? Do you guys have a company yet? I'm not interested, thanks. Do you guys have somebody yet or is it still not yet?
No, I'm not even worried about it.
Okay, this is called the close and hide method. Okay, close, hide. Okay, and just pray that they say debit or credit. It really works. I'm sitting down with this guy next to him. I assumed it. I went from 18 to 12. And I'm like, yeah, dude, well, I mean, you'll love it, dude. We'll just do it for 12 months. I mean, that way you feel more comfortable because I think we can both agree, man, like, you're going to need this. But the only thing I need from you, dude, is just that first one. It's just going to be that $99. For that first one, did you want to do debit or credit? And I look at him and he goes, debit. But really what he was thinking was, damn it, he closed me.
Okay?
So I got him, right? He was like, damn it, he got me. So I closed him, and then what'd I say? Do you have that memorized or do you need to pull that one up?
Hey, how's it going? By the way, we're just training these guys. They're just following me around. It's actually exactly why I'm here. A lot of the landlords don't do much for the renters in the area, and so we have a renter's discount. We like to help y'all out, make sure you're not seeing anything. Have you guys seen anything on the inside yet, or has it mostly just been on the outside?
Mostly on the outside.
Okay, well, I'll show you what I was showing your neighbor Tom. You can come check this out right here. So here at the base of the home, I'll just show you those cracks and crevices. That's where we're seeing those bugs get in. So a lot of your neighbors are seeing like the ants in the kitchen area. Do you mind if I swing around? You could throw on your shoes and just meet me out back, and I'll take a quick look.
Sure. I work for a commercial construction company.
So are you staying in the area after that, or where'd you come from?
Michigan.
Okay, nice.
I travel around for work because you're so like replicable, right? Like you do a good job explaining. You're very clear. You also like big dogs and hard. You're like, yeah, the strongest. Yeah, he just looked at you, he's like, okay.
Yeah, your neighbor Ian sent me. He said you were great. He also said that you've been hating the ants. Is that true?
So you, uh, want me to order pet service?
So what we're doing, we're knocking them out so you're not seeing them anymore.
Well, that costs money.
Okay, well, I'm doing it for a lot cheaper, so you're going to be glad I stopped by.
Well, give me a card and maybe I'll call you.
Okay, I can just show you what we're doing. If it works for you, great. If not, I'll head out. We're helping out a few of the homes in the area.
Did he order any?
What?
Did he order any?
He did not. He said you hated the ants though.
That doesn't matter. They're not very— they're not too bad.
So if you were to call us out another time, it would usually be $410 for that first one and then $74 a month after that. And so I can knock you down to that townhome pricing, $69 a month. So about a gas tank a month, get rid of those ants that you've been hating.
That's the cheapest you have, $69 a month.
How bad do you want the ants gone?
Well, not that bad. I don't want to pay $69 a month. So if you got a card, I'll take the card.
Okay, I'll tell you what, Susie, I want to earn your business today, but I want to be competitive with you.
Any in my garage.
Okay, well, that's great. I'm glad to hear that.
I can't do any of those prices. Just give me a card, and if I decide to hire you, I will.
Okay, I actually don't have a card. I'm sorry, I'm kind of just a walk-in card today with the information.
Give me a card.
Okay, well I can leave you with my phone number if you want to.
No, that's all right.
All right. All right. Well, I appreciate you, Susie. Have a good night. Yep.
Thank you.
Super good though. It's like, yep, sixty-nine. She goes, I don't know if I want to pay that. You go, do you want the ants gone? Like that was awesome.
Okay, I'm gonna cross.
That was not bad at all. I actually really liked it. So you're doing well. The only adjustment is just you're doing the price. You're I'm sorry. You're doing the result. So I solved the storytelling, the acing, and then I just need you to close. So just try to close. Just practice it real quick. I'll go ahead and do the first one for $69. If I do that for you, does that sound fair? Or go for a phone number close. Just do one real quick.
Okay.
So yeah, I'll do that first one for that $69 a month. You said you weren't seeing anything on the inside, so we'll just do the exterior. What we'll do is our technician will give you a call before they stop by. What's a good phone number for you?
There you go.
I've actually been using that a ton today. Like, it's worked literally every time. Like, this guy was like, no bugs, no bugs, no bugs. I just asked for his phone number, he gave it to me, and then I just kept talking and like filling in the space so he couldn't say anything, and then he bought.
And you said, go get your card.
Yeah.
See, it works.
Well, and then I also did the you versus you because I had a couple—
You or you?
Yeah, because I had like this lady that had a no soliciting sign. When she opened the door, she was like— she looked so mad.
