KEY POINTS
- Inputs over Excuses: The most successful reps don’t have secret scripts; they simply outwork everyone else by focusing on daily input metrics that actually move the needle.
- Mentorship is a Shortcut: Surrounding yourself with high-standard operators and mentors is the fastest way to compress your learning curve and accelerate your success in D2D sales.
- Recruit or Die: For budding leaders, recruiting is the ultimate growth lever—it raises your personal standards, forces you to become a better teacher, and multiplies your impact.
Is your hard work on the doors not translating into results? It’s a common and frustrating cycle for many reps. When a season feels like a nightmare, it’s tempting to blame outside factors, but the real solution often lies in an internal shift. The most successful sales careers aren’t built on a streak of flawless wins; they’re forged by a relentless focus on the fundamentals after a tough setback.
On this episode of The D2D Podcast, host Hunter Lee talks to James Fraser, a Regional Manager at Avayda Pest Control and the first Canadian to win the Pest Golden Door Award. James’s story serves as a powerful lesson in resilience, explaining how he turned around a brutal first season in a new industry and went on to build a record-breaking career.
His journey is a clear roadmap for reps and leaders who want to learn how to bounce back, keep their focus, and build a system for consistent success. You can watch the full conversation on the D2D Experts YouTube channel or continue reading for a breakdown of his career-defining lessons.
Watch / Listen
Guest: James Fraser, Regional Manager at Avayda Pest Control and Pest Golden Door Winner.
From Scrappy Hustler to Sales Pro: The Importance of a “Cleaner” Mentality
Before joining the D2D world, James was a competitive soccer player and a “scrappy hustler” working six different jobs to make ends meet. While this experience gave him a natural grit, his first summer in pest control was anything but easy. He had a great team but struggled personally, making just “0.5 sales a day” and blaming everything from the market to his circumstances.
His turnaround began when he looked in the mirror and committed to a new mindset. He stopped focusing on excuses and decided to “grind the hours” for the rest of the summer. This commitment resulted in a $200,000 season, proving that consistent, focused action is the most powerful tool in a rep’s arsenal. James, inspired by the book Relentless, calls this the “Cleaner Mentality”—a drive to dominate, not just participate, in the industry.
1. Time on Doors is King
James and Hunter both agree that the single most important metric for success is “time on doors.” The top performers aren’t using secret one-liners; they simply put in the work. James cites other top reps who knock for 12 hours a day and talk to over 75 people, proving that focused input is directly correlated with results.
2. Mentorship Accelerates Growth
James credits his success to the mentors and high-standard operators he surrounded himself with, including Jason Staiger, the Manhas brothers, and others. Their guidance compressed his learning curve and helped him avoid the common pitfalls that plague new reps. As he says, a collaborative environment pushes you to become a better person and a better salesperson.
3. The Power of Recruiting
For leaders in D2D, James emphasizes that recruiting isn’t just about growing the team—it’s a form of personal development. Recruiting others:
- Forces accountability: You’re a “coward” if you don’t grind the hours after you’ve recruited someone into the business.
- Enhances your skills: The best way to learn is to teach, and training new reps makes you better at your own craft.
- Multiplies your impact: By duplicating your efforts, you can build a much bigger business and make a difference in others’ lives.
A Checklist for Reps and Leaders
- Keep the main thing the main thing: Prioritize time on doors over “productive distractions” like endlessly planning your morning routine or sending follow-up texts from a park bench.
- Find a mentor: Don’t try to figure it all out on your own. Find high-standard individuals who can offer guidance and hold you accountable.
- Invest in yourself: As James learned at D2DCon, being in the room and investing in your own growth can change the entire trajectory of your career.
Build Your D2D Empire with Confidence
Ready to turn your potential into profit?
