Hey, have you ever felt like door-to-door sales is just this massive grind, where you knock and knock and hope for the best? It often feels like a pure numbers game, right?
Ready to Dominate D2D Sales?
Learn the Record-Breaking Strategies of Million-Dollar Reps Inside D2D University.
Well, let me tell you about these two guys, Cody Olive and Drew Hansen. They sell pest control door-to-door, and they didn’t just do well last summer – they absolutely shattered industry records. Get this: each of them personally brought in over a million dollars in revenue in just one season! Cody signed up something like 1727 people himself, and Drew got around 1517. Seriously, those kinds of numbers were unheard of before.
Watch this podcast to hear how top-performing door-to-door reps separate themselves through mindset, discipline, and an unshakable drive to grow. You’ll learn how they stay consistent, even in saturated markets or when facing personal setbacks, by raising their standards and treating each day like a new opportunity. This isn’t just about sales—it’s about becoming the best version of yourself. If you’re ready to level up, this episode is a must-watch.
So, how on earth did they pull that off? They actually talked about it on the D2D Podcast with Sam Taggart, sharing their secrets.
Their Pitch? Quick, Simple, and All About Value
First off, forget those long, drawn-out sales pitches. Cody and Drew are all about speed and efficiency. Can you believe their average chat at the door only lasts three to five minutes? And in that time, they’re closing deals worth over $600 on average.
Cody puts it plainly: “I’m very short, sweet and simple.” He says his focus is on “sell[ing] people, not pest control.” It’s about being captivating, looking professional, speaking clearly, and just getting people excited to jump on board.
Drew feels the same way – keep it short, get the deal, and move on to the next house quickly.
Now, here’s the interesting part: they don’t compete by being the cheapest. Cody actually noticed he sold more when he shifted from selling cheaper plans to more expensive ones ($509 vs. $698!). His logic? “People don’t buy based off of price, but they buy based off quality.” If you can show them the value, he says, closing at a higher price is actually pretty easy. He often uses social proof, leading with something like, “Yeah, I do the pest control for all these guys. Everyone’s been upgrading…” instead of just offering a discount.
How They Tackle the Day: Structure, Tools, and Pace
Their daily schedule is intense and built for non-stop momentum. Forget that long lunch break many reps take. Here’s their routine:
- Morning: Team meeting or training around 10 or 11 AM.
- Knocking: They’re hitting the doors by 12:30 PM.
- Duration: They keep going straight through until 9:30 PM!
- Tools: You won’t catch them walking. Both guys swear by Segways. Cody calls it a “game-changer” and even keeps a spare Segway in his car! He says he’ll “never go back to walking again.”
They also set ambitious goals for each day. Cody aimed for specific numbers by certain times: “four or five deals by one o’clock… ten deals by four o’clock…” which set him up to hit his target of around 21 deals a day.
The Mindset That Makes the Difference: Pushing Limits & Your Environment
So, what really separates these guys? It seems to be their mindset – this relentless drive to push past what seems possible.
Drew’s advice? “Whatever we think, think bigger.” He talks about constantly resetting his own goals. If he hit 12 deals one day, the next target became 15. After an incredible day where he got 26 deals, aiming for just 15 again felt like selling himself short. He realized his potential was higher and focused on maximizing it.
And trust me, they faced challenges – tough market saturation, personal stuff, days where things just weren’t clicking. Cody mentioned a difficult June but stressed just staying consistent and keeping his eyes on the prize. Drew even lost a close friend during the summer but forced himself to get back into the zone, knowing that feeling sorry for himself wouldn’t help him reach his massive goals. Minor things don’t stop them either. Cody said, even if he felt a bit sick, “there’s never been one morning that I was too sick to go to morning meeting.”
Competition and the team environment also play a huge role. Drew flat-out said, “My why was I just want to be the best,” and gave credit to Cody and others for pushing him. Cody echoed this, saying, “You really are the average of the five people you surround yourself with… Culture [and] environment… it’s everything.” The fact that their whole company, Grit, had its best collective month ever in August really shows how powerful that shared drive is.
Working Smarter, Not Just Harder: Referrals, Networks, and Follow-Ups
It wasn’t just about pure grinding, though. They used some really smart strategies too:
- Ask for Referrals: Both Cody and Drew made it a habit to ask for referrals right after making a sale. Drew would ask happy customers, “Do you know anyone that like I could just stop by?” Cody took it even further, asking about family, friends, neighbors, any rental properties they owned, or even businesses they knew.
- Tap into Community Groups: Cody found ways to connect with neighborhood WhatsApp groups. Sometimes people would just send him their addresses directly to sign up!
- Connect with Developers & HOAs: Instead of seeing Homeowner Associations as a barrier, Cody built relationships with developers (like Ryan Homes, DR Horton) and the agents selling homes in new communities. He became the go-to “bug guy” for entire new developments, especially those 55+ communities.
- Follow Up: Drew used email templates to follow up with people, which was super helpful, especially when COVID made people hesitant about taking physical cards.
Cody calls this strategy “filling your pipeline” – making sure you have leads coming in from all different directions, not just hoping the next door you knock on is a yes.
Ready to Dominate D2D Sales?
Learn the Record-Breaking Strategies of Million-Dollar Reps Inside D2D University.
So, What’s the Bottom Line?
Cody and Drew’s story is pretty amazing, right? It shows what’s truly possible in D2D sales if you nail the combination: a quick, value-packed pitch, an unstoppable mindset, a super-structured day, smart networking beyond just door-knocking, and being surrounded by other high-performers.
They basically proved that records are just suggestions and that if you’re willing to push your limits, stay incredibly consistent, and always look for ways to work harder and smarter, you can achieve some truly mind-blowing results. Their journey is a fantastic blueprint for anyone wanting to seriously boost their own D2D sales game!
