Cody Olive and Drew Hansen – How to Sell at the High High Performance

30 Min Read

Last Updated: February 23, 2021

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Sam Taggart 01:14
Hey everybody this is Sam Taggart, the D2D podcast and I’m here with Drew Hansen and Cody Olive, two new industry records as we know it, right like by far like massively hundreds of 1000s of dollars in revenue more broke each broke the million dollar mark in pest control, which is unheard of. And you know, Cody did 17 117 or 2727. Now come it through and five, and 15 117. Right. personal accounts, this isn’t their team. This isn’t their, you know, like whole organization. This is them by themselves knocking boots on the ground in the summer. And to put things into perspective, they are literally and I’m bugging them about this. They’re 30 grand shy of hitting a double golden door award in pest control. So that would be the equivalent of 800 alarms. 1200 satellite 200 solar installs, you know, just ridiculous numbers. So anyway, if you’re listening, this is going to be how to sell at a high high performance This is going to be how do you do what you do? Right. This is the podcast so we appreciate you. being on the show. Cody you won the golden door last year. And that’s it guys. This isn’t like they’ve been selling forever to like, first year want to go indoor as a first year. Second year 1700. Accounts industry record, you’re the goat now. I guess you could say pest control in history, which is kind of a cool mantle to wear for hopefully just one summer and Drew goes and feature next year. No, but I mean, that’s a big that’s a big deal. Like I mean, pest control has been around for how long like forever 30/40 years, people sound door to door and you’re out here broke the record. Like that’s like you’re the Michael Phelps right now. That’s got to feel good. So I wanted to give them some public love. If you’re on here, they deserve some public love share this. Give him some high fives because that is that’s a big deal. So getting recognized at door-to-door con, how was that? How did that feel last year being on the main stage being like?

Cody Olive 03:09
It was awesome. It was just good to see the fruits of your labor. And it was cool to see all the hard work that the managers had invested in us. And then we went out performed and then it was cool to help spread the love and share the knowledge do so it was a neat experience looking forward to this year as well.

Sam Taggart 03:25
Cool. So I guess my question is, Are you tired? I mean, now you’re like done, like How’s it feel to be like, Oh my gosh, every day selling 20 accounts like it’s exhausting to feel good to be home. And

03:36
it feels great to be home. I’m a little stir crazy. I kind of wish I would have stayed till November one and gone for a little bit more. But as time to see family, my beautiful girlfriend and kind of get back into reality and start building the grid and working hard.

Sam Taggart 03:49
Cool. And so what’s interesting is you guys didn’t just personally sell you guys had teams, right? Yeah. So it’s one thing to be like, yeah, I’m gonna just focus on me and do it selfishly. But running a team and breaking records is also kind of a big deal. Right? So is this your first year managing?

Cody Olive 04:06
So I was out in Illinois, and I had four other managers and we had a big team of 70 guys, so it was pretty shared. And then Ben was one of the main managers that ran a lot of this stuff. So it was nice, and we were good dial team out there. And then Drew ran a big team in Indianapolis.

Drew Hansen 04:19
Yeah, we had I was out there with my business partner this last year. His name’s Jackson Jr. We had like 35 guys to start. And then as COVID got like, as we got deeper in the summer, we sent some guys down to Louisville, and have like 28 guys out there. So we’re about half and a half with vets and rookies. But yeah, that’s awesome.

Sam Taggart 04:38
it’s not easy. I mean, I remember my first year second year managing and you’re like running 30 dudes, and they’re all you’re selling 20 in a day, and they’re selling one in a day. And you’re like, well, how am I 20 times better than I mean, like there’s some frustration there, right. So we’ll dive into that. But first off, I guess everybody probably asked you like what you pitch, how do you do it? Give us the nuts and bolts to help people realize that it’s probably not much different than what everybody else does, right? Like, I want to like, and maybe I’m wrong. Maybe I maybe have some secret sauce. It’s like 50 times better than everybody else in the industry. But yeah, what’s your what’s your pitch? What’s your go to?

Cody Olive 05:21
I’m very short, sweet and simple. And then especially like, last summer, being in Pennsylvania and Delaware, and then this summer like Illinois, New Jersey, it’s just kind of tailoring to the people like we always talk about sell people not pest control. So kind of marketed to your audience. Again, keep it short, sweet and simple. And then, you know, be captivated, well presented, well spoken, and then just skip that bandwagon, rolling hard.

Sam Taggart 05:43
So how long did your average sell rate?,

Drew Hansen 05:45
so like we’re talking about out there, like, I mean, before the whole thing in email for COVID, it’s anywhere between three to five minutes. So just love to keep it real short and get in and get out and get on to the next door.

Sam Taggart 05:56
And your average contract value.

Cody Olive 05:58
$623.

Sam Taggart 05:59
So three to five minutes, you’re signing a 600 and something bout $600 contract value. And you’ve built trust rapport, built enough value in the stuff that I’m unbelievable. It’s like, we might pause and take three to five minutes and learn or do some videos in a minute. But I I still can’t fathom that. And I’ve been in Georgia for a long time. And that that’s cool. I mean, what’s your I guess? How would you answer that question?

Cody Olive 06:26
As far as like what I do, like Yeah, what do you do my so I obviously like bandwagon we don’t? I mean, I don’t really pitch on like my opener doesn’t you know, include? You know, we’re here we’re doing it for half off. We’re doing for super cheap. We’re doing it for half price any of that. It’s more like Yeah, I do the pest control for all these guys. Everyone’s been upgrading. Some don’t have anyone lined up yet you just have someone or not yet. And then usually not yet, or Yeah, we have this person. And then it’s just building is diving into building on value, as I went from like selling a $509 contract to sell on a $698 contract. And my quantity went from someone 500 accounts to 1500 accounts. So people don’t I learned this last year that like, you know, people don’t buy based off of price, but they buy based off quality. And so that’s just a lot more appealing to most people. So the more quality you build once your 18 month or 12 month contracts, and then price, it’s really easy to close that point, because they see so much value in the product.

Sam Taggart 07:16
That’s cool. So average day, this is kind of a constant, you know, battle that everybody’s like, when do you start? What’s your hours? Like? It’s got to be like, what? Like, I guess when do you start when you’re meeting? When do you get on the doors, what’s your average day look like from a pace.

Cody Olive 07:31
So in the end, we would on like noncompetition days on normal days, we would have an extra training at 10 for guys in so 15 accounts a week before we come and do one on ones with that manager, stuff like that. At 11 we have a team meeting from like 11 to 1130 we do accountability, goals, announcements, stuff like that, and then have like lunch till 1230 I try to be on the doors on those days. I am on the doors before 1230 every single day. And then I knock every day till 930 and most of my top guys do. Cool.

Sam Taggart 08:01
Yeah. So some people run the whole 9am meeting lunch. You guys do more of alarm style.

Cody Olive 08:07
Yeah. So I did that my first two summers we would do like, you know, 10am or 9am meeting, knock till, you know, two, three to get an hour and a half break. And if I switching schedules, I will never go back to doing it the way that I did.

Sam Taggart 08:20
Cuz you just don’t have anything. You’re out there twiddling your thumbs in the middle of the day like Yeah, yeah, like, yeah, my children at some ghetto Dairy Queen in town, like,

Drew Hansen 08:30
Plus, you only want to knock your first door once in the day. And then especially usually it is some dairy queen or chick fil a and you’re just going to be so lethargic, getting back out there. So I mean, you just run that good momentum they get out of the deal. And then just same schedule, but just postseason. We were probably post ended at 10 to 930. Right? You got dark pretty early out there. But as you get into, you know, September, late September, and then Cody was out in October and so it gets dark quick. And so you got to get out as early as you can take advantage of it.

Sam Taggart 09:00
Did you knock in the dark much?

Cody Olive 09:01
Oh, yeah. Use that iPad light and that segue lights? Keep you lit up in the middle of the night. If the lights are on, they’re there.

Sam Taggart 09:09
So how do you manage your area as far as like you ride segways and Is that like a game changer? a must. Is that like a? It’s a preference? Oh, dude,

Cody Olive 09:19
I knocked so my first summer. I first summer I did 500 deals 511 accounts my first summer. I was super against knocking with the Segway. I was just like, oh, that’s not my thing. Like, I don’t want to try that. I tried it for one morning and I tried one of my reps segways for a morning knock like for two three hours, whatever. And that afternoon after lunch, I ordered one and I will never go back to walking again. So yeah, it’s it’s a it’s it’s a game changer. I have a second segway in my car in case my segway dies.

Sam Taggart 09:51
That’s awesome. Yeah. What, what is your goal? Like? Do you have like a ratio, it’s like I need to sell every x amount of time or X amount. Have people or do you have like a certain kind of pre two o’clock I have this many deals pre five o’clock I have this many deals like what’s kind of your mindset going into every day?

Cody Olive 10:09
Um, yeah, like for me when we start early because if we start on like for competitions like with my team is last year we did a team meeting from nine to 10. And then, you know, I try to get on the doors by 11 on those days, I’ve got to have like, you know, four or five deals by one o’clock and then if I can get that then I got to get you know, seven deals by two o’clock nine deals by three o’clock. You know, 10 deals by four o’clock if I get 10 deals by four o’clock then that sets me up. Pretty solidly to hit, you know, 21 day.

Sam Taggart 10:37
What’s your biggest day?

Drew Hansen 10:40
My biggest day was 26, like a 685, my dad was like, it was 17 and a half something Yeah. 17 five, so I’m like that.

Sam Taggart 10:50
That’s crazy. Yeah. was yours.

Cody Olive 10:52
One day I did 29 at a 655 and then another day did 32 at like 620 something so actually one of our guys Parker Anderton holds the day for most revenue. He did like 29 at like 710. So she’s neither of us hold the day record. Wow. So big shout out to Parker, handwritten.

Sam Taggart 11:10
And what was your biggest month?

Cody Olive 11:13
My biggest month was I did 379. At a it’s like a 690 something. In the month of August. I didn’t knock all the way through September. But August was my biggest month I did 263k in revenue.

Sam Taggart 11:27
263 and revenue. Yep. I think a lot of people, you know, it’s funny, like, I’ll talk to a roofer. They’re like, I want to sell $1,200,000 in roofing this. Did I say? Did I say 360? No, 260 163? No, they’re like, I want to sell 100 grand and roofing. I’m like, Yeah, when you’re selling a frickin $30,000 roof. That’s that’s three deals, dude. Like, congratulations. When you’re selling a 600 $700 contract. You got to sell a crap ton at accounts. Like that’s a lot of transactions. Yeah. And I think like, you know, to talk to 300 and something people for certain industries would be a miracle. Yes, I’m talking. Wait, you, you sold that many, let alone talk to that minute. Yeah, I go to people and I say, you know, you’re not like, if you’re a roofer or you’re somebody in the solar space, or some of these industries, I’m like, you legitimately are amateur door knockers. Like, I say that when I do speaking events and things like that, because I’m like, No, like, you knock 12 doors a day. Like, what? Like, what would you say to that guy that’s like, you know, go on for like, an hour or two and see if I can turn up a deal. What would I say to him? Yeah, he’s missing out on a lot, a lot of money. He’s an asylum. So how does one change that hustle? How does one like switch it from? Okay, my current pace is a, you know, I talk to 1015 people a day, see if I can’t get anything and then, you know, kind of move on with life. Like, how do you if you’re coaching me, I’m that guy. And that’s, that’s my norm. I don’t know any different. How do you help me?

Drew Hansen 12:59
I think just kind of have a mindset adjustment, like, you know, phrase like we I always want people to think about is whatever we think think bigger, because last summer I remember one day sold nine and it was just like, it’s so sick. I’m just like, why aren’t we selling 10 every day? And then this summer? You know, we had a lot of guys start doing 18 1920. And it’s just like, why are we selling 20 every day? So, you know, all ships rise with the tide. So let’s just keep pushing it. Like if in roofing, it’s three, like, why not go for five? Or if it’s one install for solar, why not go for two or three. So whatever it is, push the envelope and just maximize your potential. One of the guys we work with john Taylor, he, he always, you know, says I’d rather make I think anyone that knocks doors should have this mentality that I’d much rather go out make more money than less money. It just makes sense to, I hope most people

Sam Taggart 13:45
I love Yeah, I’d rather more money than less. But personally, I would I it’s just such a simple thing. It’s like if I’m going to be out there from 11 to nine. Why not? And if I’m talking to you, why not? Yeah. So what is Yeah, how do you like you say I pushed the envelope like, obviously, it’s easier said than done. Right? So like, Is there any kind of mental hacks that helped you change from like nines a big deal to now nine would feel like almost a wool day? How do you how do you mentally start changing that shift?

Drew Hansen 14:18
I guess my experience, like I got out there this last summer, and I wanted to you know, go from doing 570 accounts to 1000 accounts. And so I was like, dude, if I can go out and do 10 every single day, then like, I’ll do it right. So I’ve only double digits, then I’ll be okay with that. When I started going in, you know, throughout may, I started knocking I was doing shooting for 10 every single day I was landing at like, you know, eight, 912 eight, nine, maybe 10. Right? And then I was like, dude, if I can do 12 and when I do 12 every single day. And so I started one for 12 every single day in Atlanta that like 10 1114 1011. And then I just realized like everything that like whatever my goal was I probably do just less than that. So then I went from doing trying to do 15 in a day and I was doing like 30 1314 1715 but I wasn’t doing like eight, nine sevens anymore. And then one Monday I did, I had my biggest added 26. And I was like, Well, I’m not gonna go for 15. Again, I just want to make sense to me. Right? So because now I know now I see what my potential is. If I, if it’s Monday, and I do 26, if I don’t go out and do 20 or 25, the next day that I’m just gonna lose momentum. So then it was like, Yeah, and I would just say, I mean, if you don’t understand what the opportunities like with being out there that you should probably get more acquainted with it. Because there’s so much on the table. A lot of guys just don’t take advantage of it.

Sam Taggart 15:32
Do you feel kind of sad? like that guy that goes out and does 100 accounts all summer? And you’re like, I did that in a week. But I’m not trying to throw that guy under the bus, because that’s pretty common. Uh, yeah, if you did that, and that was your summer. Like, that’s a good summer for a lot of guys are for sure. But it’s almost like this die. Like, there’s so much to milk out of that thing. You just like less so much on the table. And I think that a mindset, even a paradigm around this industry could stymie that, you know what I mean? Like, well, I’m just gonna do this for like a summer too. And then, you know, get a real job, you kind of see that you obviously managed a lot of reps, like,

Cody Olive 16:09
Yeah, it’s kind of like, I’m just gonna pay for college, or I’m gonna pay for some type of Postgraduate School. Like, that’s how I was like, I just wanted to pay for law school, but then it’s just like, I’m out here. So I might as well make the most of it because time is precious. And before you know, it is July, and then before you know it, it’s August. And it’s just like, why not go out and know this for everything it’s worth like door to door is amazing for the opportunity to can provide and the financial freedom it can provide in this the skill that teaches you so if you’re going to be out there, why not milk it for everything? It’s worth? Love that.

Sam Taggart 16:37
So let’s say that burnout, you know, there’s a lot of people that I’m assuming you felt an element of burnout. I take a lot of pre workout. No. He’s not kidding. Yeah. But But I’m, I’m sure. August, you had your biggest month in August. Yeah. Had you tracked up your biggest month in September? Like, how do you avoid kind of this, like I was out at a pest control company on Friday, I did a speaking thing. And one of the guys like, Yeah, I did 100 and something and in June, and then I trickled off since then. And I see that a lot. I’m assuming you’ve seen that with reps. They’re like, Oh, I had a big month and then kind of phase out. How did you guys continue to keep breaking your own records? And what did you do to avoid kind of getting this like, oh, summer’s almost over just kind of winding down? All right,

Cody Olive 17:25
I’d say two things. One, I’m a big routine guy. So like one of my favorite athletes of all time, like there’s a lot of like, you know, Tom Brady, LeBron James, all that. But one of my favorites of all time is Michael Jordan, because he just had such a great work ethic. And if you watch the last answer, and COVID, you could see like those 80s years, he kept losing to the Celtics of the pistons, but then he finally hit that mark. And it’s like, if you would have burned out in the 80s, he would have never had that great decade of the 90s. So it’s just like, if you burn out in June or July, you’re not gonna have that great August or September and like, to this day, like my favorite month and knocker pest control is September like drew had his best month is last month, September, I had my best month 434 sosus. I’d say a good routine, and then just always staying hungry.

Sam Taggart 18:07
So with your best month in September, how many guys get in this hole? You’re the 10th Pest Control guy this summer that’s coming by you probably get that objection. Right. Yeah. And it’s September, people have already beat you to all the neighborhoods, what’s your mindset, going into a neighborhood where you’re dealing with competitors, and I get this all the time, like, do my reps were bouncing around because we’re trying to avoid the afters of the world and we’re trying to run from all the other. There’s 12 companies in my damn neighborhood. Like, is that a thing? Yeah, totally, very much. Alright, so how do you what is the frame of mind that you have going into that type of neighborhood?

Cody Olive 18:41
It’s just you have to like as crazy it might sound like you just have to tell yourself like those are those are there’s plenty of deals there that that either want to be switched over or just don’t know that they want to be switched over. Whether they’re in contract or out of contract, there’s still bills there. And I honestly and I don’t know if Cody is the same I think you might be but I prefer to knock behind companies anyways. So I just you know, they warm me up they warm up perfectly and then if you come in and I think for me like I’m a big mentality guy like I have to, especially in August when I think that I’m getting tired or I think that I’m around September I think I’m getting tired at the I’m getting burned out. Like well I’m not as totally you know, fictional but to like, I have to tell myself like, I know a million people have already been here but it doesn’t matter because I’m the best in the whole industry. Yeah, and the customer doesn’t know if you know you’re a rookie and you only sell ad accounts on the summer if you’re near Cody. And so you know, a million in revenue. Like you have to tell yourself whether you are Aren’t you that you have to tell yourself you’re the best at this job. I love that.

Sam Taggart 19:36
What what are some things that you found? like did you deal with any kind of hardship in the summer? I think that a lot of people know they think you know, the year I did 400 I broke my ankle like mid summer and a lot of people I know that and I think there’s a lot of reps that are like, Oh, I would have I could have you know my stars weren’t aligned. Yeah. And my my sister died and my cousin got a flat tire. And he needed me to like, help them for a month and, you know, push this car across the country. Yeah. And you’ve heard every story. Right, right. have you dealt with things that came in your way as far as roadblocks or journeys throughout this summer as You guys set on this new journey of a million dollar producers.

Cody Olive 20:19
June was just like a hard month for me like June because May, had a great month came out of the gate hot and like, I wanted to go for the all time record and be you know, Joshua, and I go, you know, respect to you respect, and, but then June hit, and it just like, we moved into Illinois, and just, you know, saturation, my mentality changed, and then had a lot of pet personal things and family things, but it’s just kinda like, you still got to stay steady. It’s not as what I was doing in May, but you still got to stay steady. And then, you know, like, I’m incredibly competitive, and I love Drew, but it’s hard to see him past me and then take over then he dominated for most of the summer. And that was hard for me to but it was just you just keep going. You keep plugging and chugging you keep your goals front and center. And it doesn’t matter if the stars align or it’s the hardest summer like if you will it like you’ll achieve it, you know, I mean of that.

Sam Taggart 21:10
Did you have anything, um.

Drew Hansen 21:11
I think it was in the month of August, either in July or August, but one of my good buddies passed away and I had like, my warm I sold, like I, I still tried to go out and I still sold like five or six that day. And I was like one of my lower days on the summer. But I just had to like edit on myself, like, there’s nothing I could do about it. Like I, I need to lock back in and you stay locked in. Because, you know, I’m out there for a reason. Whatever I’m gonna do, like I’m gonna do it the right way. And so it doesn’t do me any good now to sit here and mope over it. Like, I need to get back to work. And so I went out early the next day, and you know, made up for it.

Sam Taggart 21:43
Isn’t it crazy? Like, I think that it was interesting on this thought the other day where I’m like, bad things happen to the successful people. You don’t hear about it all the time. Yeah. Like, it’s not like, and we could talk about it. But it’s like, that doesn’t serve us that doesn’t. I mean, it, it’s kind of like you just you move on where I feel like those low level reps. It’s constant. It’s Yeah, there’s every day there’s something new. And you’d ask a rep you’d like so how’d you do today? drew and the gal I got like one and but there was this one lady. You know, and I promise I got like, three people are gonna call me and then, you know, oh, but then the cop came by? And it’s like, did you ever have the cops called on you? Lots of times. Do you ever have door slammed on you all the time? Do you ever, you know.

Cody Olive 22:27
Like, I would say like a big thing, right is like, getting sick, right? In the morning. It’s like, Yeah, I don’t think I have the best immune system in the world. But from knocking doors the last three years, like there’s never been one morning that I was too sick to go to morning meeting, right. Like, I there’s, there’s some things that we guys like in the way and I think frankly, like me and Cody Just don’t let that happen. Like, yeah, I’ve never been too sick, you know, quote, unquote, to miss meeting. And I think that’s a huge thing, right? It just defines who you are as a salesman and the person out there.

Sam Taggart 22:55
Cool. So what drives you guys? I mean, there’s got to be. It’s interesting. A lot of people talk about their why a lot of people talk about, like, you know, their goals and their vision. And you just said, hey, my goal is to sell 1000 not to go to 1500, which is kind of cool. So something shifted in the middle of summer. Yeah, to me, that you’re I did 400 hours. My goal is 300. Right? Like, wait a minute, I’m doing better. But I, I guess the question would be, you know, we talked about these wise and these goals and things like that. What was the main thing that actually kept you driving?

Drew Hansen 23:31
For me? Like, I mean, the money is always going to come right. Like, I hope I don’t sound arrogant saying this. Like, I don’t think money will be a problem for me, just because I can always go out make happen, but like, my why was I just want to be the best. Like, I credit. You know, if I wasn’t selling with Cody with, you know, against john Taylor, and what the June like I would have had the summer that I had, like, there’s a reason that we run in pairs, right? There’s two guys Ico shows that a million in revenue. Like there’s a reason we come in twos. And so I would say like, I didn’t want to be second. I didn’t want to be, oh, maybe he’s the best. Like I want it to be the best. Right? And so that was like, that was my biggest why this last year?

Sam Taggart 24:07
I think, do you have something on that?

Cody Olive 24:09
Yeah, for me, I’d say I just my mom always instilled in me like you never want to go back into something or look back at something and have regret or remorse or have shame. So it’s just like, I want to do it the right way. I want to do it the best way. And I just want to leave it all out there. Like I played. I grew up in Southern California. So I played baseball my whole life. And it’s just like, you want to leave it all out there for nine innings and not have any luck, bad luck. You might strike out three times you might drop to dingers. But like you want to at least look yourself in the mirror and be like, hey, did I give him my all today? And that’s very huge for me because time is just so precious. Like we only got 8090 years and whether it’s selling bug juice or being a dad or being a husband or doing this like I think the rigors of like we want to be the best at everything. We do. Love that. And I think is that something that people are born with? Like, were you always that way? Or was this something that you’ve developed over time because, you know, I feel like Like when you say I’m not worried about the money, like, I’m sure did you look at your bank account every Friday? Or was it like? Not? Exactly? Like, you’re like, I hope I’m getting paid like, I don’t care, like All I care about is beating everybody, right? Like, and I think that too many people, they’re not one in an environment where it pushes them, like you just said, you’re in pairs. And I think that that’s so important that people hear that is because you two pushed each other, right? And without each other, you probably would have done 30% less 20% or something, right? The fact that he passed you up almost bugs the crap out of you a day, you’re like, dammit, do I need to go back out? Like, it’s like this, I always want to know, but but at the end of the day, like, I think people underestimate the value of having a competitor having somebody else there spotting you having somebody push you having an environment that calls out the best. I think that was one thing that was really cool about grit is like everyone was doing well, I mean, their top 10, top 1520 looks way better than probably most companies, you know, I mean, it’s like,I think what speaks even louder is like, August is our best month as a company.

Sam Taggart 26:02
Yeah,

Cody Olive 26:03
We’re gonna find that very often. And so like, I think if I, if I learned anything this last year, it’s, you know, you really are the average of the five people you’re on the mouse, like, I don’t care who you are, if you want admit it or not like that. It’s just a fact. And so you got to be with the right guys. Like, obviously, you work hard. But if you’re not plugged in the right system, and it’s hard to do, like from going from doing, you know, 290 grand in revenue to doing over a million, like, if I wasn’t selling, like I said, like I would like for my biggest month by first two summers was 165 accounts in a month. And I did that in my first three and a half weeks, or two and a half weeks along with the grid. My first full month was the month of June. And that’s when I was going head to head with john Taylor. And he did 344. And no one even at the grid knows that I did 300 accounts flat just because like the bar was so much higher, right? Yeah. And then that just fueled me to, you know, pass him in July and then pass myself in August. And so it’s culture environment. It’s like it’s everything.

Sam Taggart 26:56
And I think so many people chase a pay scale, they chase this greener grass, they chase this. I’m the best. And Michael Jordan said it best in last dance. I don’t even know if he said this. He probably didn’t. So I interviewed Tim Grover. This is a fun story. And I don’t think Tim Grover said this behind like it was behind scenes. Tim Grover looks at me, and I was asking him like interesting stories about Michael Jordan. And he goes, one of the weirdest parts about Michael Jordan is there are people that would recruit people from the bowls? Yeah. And he would call up the scout. And he’d say you’re overpaying for this guy. And I was like, really? Like, that’s such a dick move. He’s like, No, I just wanted to like help them see that. If my if this random person that they think is so bad, because they want three titles, goes and plays for you. He’s half as good. him playing for Phil and me. He is twice as good than him playing for you. So you’re you’re way over paying him? Yeah, Michael Jordan would make those phone calls. That’s amazing. Isn’t that interesting school. And because he knew the value of having a good coach, he knew the value of playing on our team with Michael Jordan, right. And he had the balls to say that switch is bad. Isn’t that wild? That’s cool. And you know, Tim, and I agenda on that for a while. And I was like, I thought that was so like, Dick, but also like, helping, he’s like, Hey, I’m not trying to sabotage. I’m not like I have nothing to gain or lose from this. I just want you to know. And I think that that principle right then and there is something that is so discounted in our industry, that people don’t have a tangible value, that they’re able to point at that. But if you look at it, and you say, Okay, take an extra 500 cap pick, you probably made an extra 150 grand just because the guy sitting next to you like yeah, it’s like, You’re welcome. Yeah, high five each other. Yeah, it’s like, yeah. Okay, a couple other questions that I had. And then if we’re on Facebook live, and you guys want to like, I don’t know, ask a question or something. We got a bunch of people in there. I’ll take some questions at the end as we wrap up, but I’ve got a couple more that I know a lot of people probably would ask his objections Do you like I see a lot of pest guys have different dynamics, right? Like you seem very dry very like to the point three minutes sale. I’m like, dude, I can’t even tell a joke in three minutes. Like, I’m, you seem a lot more. I’m kind of bubbly. Yeah, a little bit more personable. Is there like an ideal door to door profile? Or do you feel like anybody could be that? I think it just,

Cody Olive 29:19
I think the cool thing about the go to is it just you just plug it into the system. Like if you are more business like if you are more like you want to be like the bug guy if you want to be more like the neighborhood Pest Control guy like whatever just suits your personality best. Like I’m just more of a straight shooter just like how my parents raised me like my mom is a big real estate lady in Orange County. So it’s, it’s it’s cut and dry. Like let’s get to business unit. I mean, and but if it is a more chatty person, like that phrase, like you You sell people not pest control, like Ben Egan has coined that. So let’s just like if that person is more cut and dry, you’re going to hit that if that person is more like let’s chat a bit a little bit, or let’s talk about your dog and we’re going to talk about your dog. It’s just kind of match them and their profile. So then that way They trust you, then you can build that value, and then you can close hard and get the sale. Cool.

Sam Taggart 30:05
Do you have any two cents on that? Um, no, I

Drew Hansen 30:08
I think i think i would say, there’s not I don’t believe in like a total, like, this is a perfect system. And that’s how you like, get the deal. This is how I view, you know, a plus b, you’re gonna get C, like, I just, I think like, anyone can go and get the deal, they just have to know how to do it, and they don’t know how to do it. They just gotta be with the right people that can train them on how to do it.

Sam Taggart 30:28
Is your mindset more, I’m going to just find people like, I’m just move on to the next as fast as I can so that I can get to as many contacts or is it like, I’m going to spend his most amount of time with this person until they buy? Or what’s kind of the mindset, they’re at the first summer.

Drew Hansen 30:41
I was hiking, pretty much you might laugh, but like, I would even like I would say, and I would preach, and I would believe that like, dude, if they’re on the porch, then they have a buying temperature, and they’re either gonna buy or they’re gonna slam the door on me or yell at me. And then like, as I got better and better throughout the summer, I would try to find, you know, the qualified non qualified, like if I was, you know, pretty much talking to a stone wall, and I would tell him the price, you know, until close within 20 seconds, and I would get out of there after I wasn’t getting anywhere throughout the service. If I was like, so it’s kind of a hail mary. It’s like, yeah, so I get there. Like, just like, if I get to the opener, and I start going through the service, and they’re just not like interacting with me. I’m not getting Yes, this forum from home or Oh, yeah, that makes sense. Okay, like, I’m following you. And I’m like, Look, dude, like, he brings you down and like, I’ll go to the price. And I go to the close. And if I’m just not getting anywhere with them, and I just feel like it’s a waste of time, then I’ll bounce and get on the next person. Cool. So what’s the first summer I was like, you don’t have to sell every single person. But I realized it was smarter to spend time with the right people. Cool. Do you have a similar approach or definitely just sell sellable people like you, I mean, just body language, I mean, just you can clearly tell someone’s like a like, they’re being too polite to say no. Or if you’re talking to a brick wall, it’s just you just kind of read body language and motion. And then if they’re vibing, with you all and now you got the deal on the bag, if they’re kind of on the fence, and you’re going to push a little bit harder. I mean, there’s no point talking to a brick wall. Like you can just, I mean, if you got enough reps, and you kind of just get that sense, you know? And then move on to the next door.

Sam Taggart 32:07
Do you feel like first you rep sometimes over assume the brick wall though? Like, do you find that they’re, they’re assuming that, oh, they’re not gonna buy, they’re not gonna buy when you’re like, dude, they’re like, lay down? How am I looking at the same person? And you’re seeing customer and you’re not seeing guys, we’re like, Do you find that you’ve kind of found a good gauge and take some experience to figure that out? Yeah, if

Cody Olive 32:27
They’re pretty like close to off, but most of times, like, at least for my rookies, I’d be like, you know, push four or five times like push five, six times. She has objections. But like, if you’re getting zip, like drew said, then bounce on to the next door, but like, you know, if after that third, fourth time, they’re breaking a little bit, and you know, that temperature is going up, so stick with it and ride that out and get the deal.

Sam Taggart 32:46
Cool. Now, my last question before I answered your guys’s questions, I’ll jump up. Do you get referrals?

Drew Hansen 32:54
By referral? Yeah, I was never a referral guy, like the whole first part of the summer. And then I was like, and I started, I was in these different neighborhoods. And I was in Michigan, and everyone’s really friendly in like the Grand Rapids area. And I started realizing like, dude, if I keep selling, like the soccer moms like, and I just say, Do you know anyone? like they’ll give me like a list of 15 names. Or like in like, you’ll negotiate with, like, you know, Indian people. And like, dude, if you can just give me one name, and you don’t even give him the deal yet. And I’ll give you two three names, right. But I started pushing for referrals at the end of the summer, for just like, sales that were like that really liked me. Like if they really liked me and like, then I would be like, oh, by the way, like after I get done with a deal. I’m like, on my way out my God, do you know anyone that like I could just stop by introduce myself. And if you build like good enough for for them, they’ll give you like, literally 10 names, which I’d never understood before. So I feel like that was a big level up. Yeah, yeah. Cuz you show up. They already know their name. their neighbor sent you over right here already in the mix. Instead of being an outsider. I’m huge on referrals. At the end of every sale, I asked, Do you have any family friends or neighbors any pest control? Do you own any rental properties or businesses? So like, I mean, just today, I had too many people call me for sales, or I have a guy in Chicago that sent me three rental properties that he owns. And then three fold with the Indians. You get in a big whatsapp group. I served my LDS mission and Singapore, Malaysia. So they use WhatsApp. So with the Indians, they’ll use WhatsApp and you find the leader of the group and instead of trying to go through the HOA, you get him to put it in the whatsapp group. So literally, there was like two or three times where I’d get into a whatsapp group where it’s 90% Indians in this development, and they literally just put their name and address and go to their home and sign them up. Do you might think he’s kidding. Like Cody literally sent me a screenshot in like September and he’s like in the whatsapp group. And he’s like, the one like ringleaders like hey, Cody leaving in half hour Can you please send him your email and your or your address and your name and he can come and visit you? Cody? I will be home in 15 minutes as my address Can you come over?

Cody Olive 34:54
Yeah, I’ll be over there.

Drew Hansen 34:55
Cody. I’ll be home in 20 minutes. Can you come over like literally it’s, it’s dialed and I was like, I was like, This is ridiculous. Like, he’s already getting deals left and right and then the right way. That’s funny.

Cody Olive 35:03
And then I’ll go for developers. So like, I’ll go for like here in Utah, the big developers are like every homes and homes. Out in the northeast. It’s like Ryan homes, Dr. Horton homes, put homes and Lennar homes. So especially I knocked a lot of 55 plus communities instead of again, going to the HOA, you get so many where you get on their website, because a lot of 55 Plus you move in there like, okay, who has a good deck guy who has a good landscaping guy who has a bug guy. So I’d always become that person. And then actually, for a lot of those big developers, I’d meet like the VP of sales, or I’d meet the real estate agent on site, and then I’d always leave them behind a brochure. So I’d say, like, I always called it fill your pipeline. So that way, you’re asking for referrals, you’re in a WhatsApp type group, you’re on a website, and then your your plus you have people on the inside too. So when they move into a home, they’re sending you their business.

Sam Taggart 35:50
That’s awesome. And I think a lot of people are like, they don’t try to sue me for a roofing dude. That’s like very normal. Yeah, but I think in the pest control world, it’s not, it’s kind of like, dude, just knock, like put your head down and go do your thing. And I think that it needs a little bit more of like, Hey, we can work smarter, not necessarily harder, and do both, and still sell a lot of accounts. So I’m glad that you said that. Because honestly, for four or five years and alarms, I was like, why would I go waste my time driving around looking for referrals? like yeah, I’m just gonna go next door. And then I started be like, wait a minute. Yeah, if I did this effectively, I can get three or four more extra week just from people texting me and calling.

Drew Hansen 36:29
Oh, yeah. Plus, like, I have a email template. I typed up too, because especially with COVID. They were weird about cards. So if they didn’t want a card, I was just like, well, like let me shoot you an email real quick. And I had literally had like a green next week. And so pests typically mosquito on rodents, so I’d have all three templates typed out my name and number and I follow up on those every weekend too. So between referrals, websites, Indian groups, emails, like on top of knocking from 12 to 930 every day that’s a nice extra five 610 sales every week to

Sam Taggart 36:57
touge that’s huge. Okay, well I’m going to kind of skimming over this Facebook Live thing and we’re going to improv here. So we’ve got like 20,000 people on here so cool. Anyway, I will take a couple questions so drew give Garth a shout out Oh, my guy Garth. g money did he did he do something to you? Okay, we’ll take some questions. I know a lot of these guys are probably like what’s going on and they know you did you guys know your Houston is? Yeah, you see I worked with Houston give them some love dude how Nelson you got go times to love on the on the he’s always gonna love Yeah, you got Josh Nelson out here. When you go golfing skeptical anyway. Um, if you guys want to ask the question we’re on this shoe. You you with Brian Ralph. Oscar holding All right, you guys suck you can’t even like post the question so I’m not gonna answer these guys just have so much to give and you’re not I think we’re gonna film some stuff for DVD if they’re open to it. So get some get some nuggets in the in the old platform so much love Facebook people podcast people

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