Can’t Knock This is brought to you by The Sarris, a Pest Control distributor making a positive impact on young businesses. Along with the broad product portfolio of top brands. We offer exclusives like the intercare mosquito trap, and with the resources like pro training, inventory manager and pest web, and over 65 locations nationwide, we provide the products and insights to grow your business visit go dot vis sarris.com slash knock this to learn more.
Sam Taggart 00:39
Hey, everybody, this is the D2D podcast and I’m here with Parker Langeveld. And he is I just said this on Facebook Live. But if you’re listening to this, he has done something I don’t think anyone in history has done. Have you ever heard of anybody do 120? Nope. 120 so industry news like Pest Control historic sales. Historic news would be he did 120 or 130 Pest Control accounts in a week. 70. Something 1000 Oh, 70,000 70,000 in revenue 130 accounts in one week. Most people do that in a whole summer. So I’m excited to have you on the show. This was literally last week. So talk to me. How are you feeling physically? I’m
Parker Langeveld 01:20
Sure you’re good. I mean, I don’t think I think when you get to a certain extent it’s not really super physically draining. It’s more of a mental grind. Right. But yeah, it wasn’t super hot yet. We’re just in May. We’re 100 out there. It wasn’t like we were pushing 115 or anything. I was in Dallas. Okay. So in that good. I had a good barbecue yesterday with the family. So I’m good there.
Sam Taggart 01:37
Cool. So yeah, to like a cool off Sunday. Monday again. Yeah. Okay, good. So we are literally hot off the press. So I guess I guess the question that everybody’s probably gonna be asking right now is what? What made you first want to do that? I’m sure a lot of people want to do that. But then they this that’s a pipe dream. Like, oh, if I could do 20 every day, but like, where did this whole idea come from?
Parker Langeveld 01:59
Cool. Yeah, I mean, I’ll say I’ll be honest, I mean, for years, I’ve chased as a rep in the industry. Ty Ross Kelly, I’m seeing him put a lot of numbers and I’m like, Yeah, he could do it, I could do it. So it was one two, I got moved into an executive role my company this year where I’ve chief training officer, so I wanted to remind guys, hey, if I’m the one helping do training, I obviously should probably throw down with some of the guys out there and so you know, get out there and grind with it. We had some guys doing some really good week, 7080 weeks and I’m like You know what, I want to push the bar a little higher and show guys that we can do a little more so threw that up. We have a group me and so I threw in the group me Hey, I’m going to come out Dallas, the train a group of rookies, this week, I’m going to knock and I’ll do 120 accounts my first week and everyone was like, No, you’re not gonna do that, you know, throwing it down. I’m like, all right. Don’t pay what I can’t do. Don’t bet me on that because I’ll throw some money on the table if you want to go for it. So, you know, when we kind of had a fun competition with that I made a competition when I said any for veterans, or any six rookies against me and a rookie I trained last year on my other podcast, we talked about him Connor Hill did 640 to get 1000 this year, me and him versus any four other veterans in the company, only 600 veterans in the company. If you can beat us, then there was a $2,000 wager on the line. So Wow. Yeah, we threw that down. We want to make a fun competition for the week. So we threw that down, you know,
Sam Taggart 03:05
so did people take you up on that? Oh, yeah. Did you make some money? Oh, yeah, we beat him. There you go. That’s it. I like to see so little throwdown. So you got some momentum behind you there. And just the fact that people are the naysayer, so I and I’m gonna throw this out there. people listening to this, like, Oh, you can’t do 130 passed, or, oh, how many of those were mosquito or, you know, they’re gonna start to throw rocks. And if you’re doing that right now, I want to invite you to check yourself and say, is this simply just you validating why you suck? How often do we see that?
Parker Langeveld 03:42
No, yeah, I’ve done that for years, dude. I mean, I sit in an audience and you feel bad about yourself, you want to make yourself feel better, and it is a gut check. Or it’s like, Am I gonna suck it up? And do that and be better and realize that I gotta check my ego? Or am I gonna, you know, justify it and say, right where I’m at, and I get sucked in that scene, right?
Sam Taggart 03:56
I mean, I hear Oh, he has people sewing in his name, or Oh, I hear Oh, we just said the golden area. Or I hear, oh, he can charge whatever he wants. Or I hear you know, I mean, I’ve heard every excuse in the book is second, somebody goes and throws in a killer week or day or whatever. Yeah, immediately they go to and I’m like, Well, no, what if he just did it? So let’s talk about that. Let’s see what the week looks like. Right? So let’s look at that. Yeah, break it down,
Parker Langeveld 04:19
Kind of walk it through. For guys that are listening. I did 130 accounts in a week. That was Monday through Saturday, I sold a half day on Saturday, I was done by to my daily schedule was I had the train in the morning around morning meeting. So I’d probably be on the doors about about 1130. Okay, I’d take my lunch for an hour from three to four. And then I would get off there was about 830. That was my daily schedule. within that timeframe. I was closing at the 20 individuals a day and averaging between 22 and 27 deals a day. So I had probably, you know, close to about 20% mosquitoes extend services on top of that. Now I sold in five different neighborhoods with different demographics.
Sam Taggart 04:52
That must suck
Parker Langeveld 04:53
Yeah, moving home. Everybody knows that right?
Sam Taggart 04:55
Yeah, I would be like okay, but I did it
Parker Langeveld 04:57
On purpose so that people weren’t like, Oh, we got a lucky hood. No. Some of these people, you know, I’m, for all the viewers out there, there was different races and all the different types of neighborhoods, different income levels. Okay, just so I can show Hey, it’s not it’s not the area that made this happen there. Next thing that happened, I didn’t have any call and sales. We didn’t count any company sales, I had no referrals. Nobody called me on a card. every sale I got was a cold call or that week on purpose. Wow. Okay, other thing that happened, his average contract value was 570. So most of these people that I was, it was all switched over and you got to text anyway, it’s not it’s mostly switchovers. They’re paying 80 $99 a quarter, and I sold them either at 99, then bi monthly, okay, so they’re increasing their past cost by you know, 100 150 200 bucks over the year. The other thing is, is sold mosquito on top of that. Now, when we talk about mosquitoes, I think a lot of times mosquitoes get discredited, right. Here’s my personal opinion, if somebody is paying $400 $500 a year for something, they obviously value that thing to that amount their pay, right? If we mountain bike right now, you know, you just said you got on the road bike, we talked about that before the podcast, Sam, if you’re a brand new road biker, you may not see the value in spending $12,000 on a road bike, okay, you maybe go with the $5,000 bike, so people have a threshold of what they pay for. And if I can walk up and tell you, hey, this road bike is just as good as what you’re paying for. But it’s gonna save you $1,000 that’s an easy sell. I should drop that in the bucket all day long. But if I’m trying to tell you, hey, buy this road bike, and it costs $3,000 more than we’re used to paying. Well, now we got to work it. There’s a sale. Yeah. Now, that’s an actual selling skills, right. And I think sales nowadays with door to door especially with past it’s it’s become a battle of price. You hear these people and it’s like, Hey, I’m doing it for super cheap. I’m cheaper than everyone else. And so it’s like on them. I’ll never say that the pitch ever. You don’t ever hear the word that my mouth hit. I’m doing it for cheap. Right?
Sam Taggart 06:37
It’s training pest training one on one. Hey, we’re doing the neighbors. And we’re gonna do it for half off. Yep, it’s cheap. Yeah. And I’m like, Okay, what if you pitched it the other way? Hey, we’re doing the neighbors. It’s a lot more than what you’re currently paying. But I’m gonna show you why. Yeah. say the same thing. Like,
Parker Langeveld 06:53
yeah. And so it builds value. And the other thing that people think about is you’re like, Okay, well, you can do that on past account. Now you get the mosquito on the end. And it’s easy. It’s like, oh, other thing I got to tell you is we have a, we have a welcome letter as a company, right? So I can’t see anything shady on the doors, there’s no exception, the tech rolls up. And he’ll basically what we have to do in the welcome letter is, hey, you committed to a year long contract, there’s a cancellation fee of this much. These are all your services mapped out cost you this much for the year in full, right. And I tell the customer that so when they do a pest mosquito, they’re paying 11 $100 plus for the year in full. Now imagine taking a customer from a 350 $400 contract to 11 104. And they know that and you just pitch them on him coming out every two months for 8999. And at the end, you’re like, hey, by the way I do mosquitoes, it’s an additional $80 monthly. And so yeah, you got to work through that. And it’s not. You know, I used to think the same thing, but you can’t throw stones, the miscue aspect, anybody that throws those extended services down? It certainly is a different type of a sale. Right?
Sam Taggart 07:43
You get paid on mosquitoes. Oh, yeah,
Parker Langeveld 07:45
Same contract value and same commission, just like you would on a pest.
Sam Taggart 07:49
Why wouldn’t people count? Well, exactly. It’s it blows my mind. Another reason why? Oh, well, I’m going to discredit that. And I go, so people at the golden door have been like, hey, why? Why is it is it 1000 accounts just passed or 1000. And I go, it’s 1000 accounts. However you feel good about that? Or $550,000 contract value, meaning there’s guys out there selling at a $900 contract value that might so 600 accounts, but they now hit the like, you know what I mean to them? I’m like, how do you get paid on contract by? Therefore I care about your bank accounts. Yep. Sorry. So let’s map this out. So you sold in five different neighborhoods. You started Okay. Okay. He calls me guys. I’m throwing this out. So Parker’s in the expert circle. I hear he’s doing this. I call him and I’m like, he texts out dude. I’m frickin it’s at 630. He’s like, I’m at 20. How many were on Monday? 2121 at 630. What did I tell you to keep going? I said keep going.
Parker Langeveld 08:49
You said Hey, did you 200 a week like Sam 235 a day you’re like, Dude, it’s 630 knock till nine. So I did in the first day. And the reason why is because I had these technicians out there. Which by the way, that’s a different aspect. Probably the hardest part of the week, more than sales, when you get to this level is you got to make sure you have a good service team behind you, right? Because there used to run the eight routes today. And now they’re running 20 routes a day, and they’re burned out and their minimum wage employees and they don’t see the value in that. So I really had to try to incentivize those guys buy him dinner, do stuff like that for him to help make sure they stayed with me six days in a row running something like that. That’s what it was. 630 came around, they were backed up and I’m like, you know what, I’m gonna help them get these services done. I told the customer who bought a night and I want them to see that I’m invested with them. So you’re right. And the next day I didn’t do that. Again. I’m not coming out in the next day. I’m 30 I’m 27 right. But you know, that’s what happened there. Day one. Yeah.
Sam Taggart 09:36
So if you were to go back and do it again, I think this is what’s interesting is we’re like wow 130 accounts in a week and I go, you could have done 180 200 account probably had you plan for another service tech not had to sell your text under 20 in a day. If they would have just had three of them knowing that you’re consistently doing over 20 you have more text to do eight in a day. You Have you know logistics? You go till nine? You don’t stop at Saturday at two. I’m like, Why did you stop Saturday at two?
Parker Langeveld 10:07
Yeah, what’s up? Sorry, two because we have a team activity on the weekend. And I was down there to run that team of rookies in the first place. And so I didn’t want to, like screw out on Yeah, I told him Hey, you guys have a good week. And they threw down a lot of those guys had their best weeks had a rookie, his first week ever. They did 30 out there. And so I’m like, you know what, let’s go to Team dinner. And I wanted to make sure I was there with him on that. It was more of an executive poll than it was Hey, I’m done knocking you know, cool.
Sam Taggart 10:27
Yeah. So so and that’s what I’m saying is is for somebody out there now that the bar has been set. So Parker on our last podcast, you have some person or like weightlifting records, right? Like you’ve, you know, from a young age, you were in weightlifting and powerlifting. And, you know, you look at it and you it’s all about Okay, the most deadlift, the most snatch the most clean, right and weight divisions, and you look at and ask yourself, you listen to this, it’s like, okay, now it’s 130, who’s gonna go look at that market segment?
Parker Langeveld 10:58
Someone’s gonna beat it. Yeah. And then I’ll go out throughout again, it’s just gonna keep getting more and more, pretty soon, the golden there’s gonna be 2000 accounts on 1000 accounts, right? It’s like 20 days on pace for 2000 accounts. And, you know, I probably could have done that. It’s just the aspect of you have the service behind it to be able to maintain something like that in the summertime, what’s your plan your back end plan, plan that out wisely in 100%?
Sam Taggart 11:19
So do you here’s the question, do you? Was it harder? easier, more draining, more straining than doing eight accounts in a day?
Parker Langeveld 11:33
Ah, yeah. Just because you’re moving through that the contract so many times, you’re explaining it to people. And there’s so much more mental fatigue that’s involved in that where it’s like, you know, instead of just going door to door and knocking as many people as I can now, I’m working through real objections, which is something I want to talk about on the podcast today versus, you know, I’m not just giving him a copy and paste response. I don’t like contracts Great. Well, it’s, you know, I give him the copy and paste response, people have to feel hurt. It’s like, you know, a wife or girlfriend situation, if you’re not emotionally engaged, you know, you lose out on people, or they cancel the next day. And so that’s the only thing you know, out of the 100. And so I sold 130 for only four dropped off during the week, right, which is a lot of times when you sling that many accounts, people back out the next day. And so I think one of the biggest things with that is to stay connected with that customer. And a lot of times when we started slinging a lot of past deals Nowadays, people are hard closers, which means they just as cheap and they push people into push people into getting the service done, and just push forward out of hard clothes. Anyone meaning the guy that was shadowing It was funny, because he would look at me and he’s like, dude, you didn’t close? You just looked at him and paused. I’m like, Yeah, because they’re gonna close themselves with the aspect of the way we’re doing. This is the way I’m implementing it. And so that may be sound the answer where, you know, emotionally Sure. Physically No, the same. You’re in the same hours. You’re in the same house.
Sam Taggart 12:47
Yeah, I was like, you’re in the same heat. You’re in the same class different. You probably talked to less people. Yep. So then it’s kind of like, emotionally, maybe you’re like, man, I exalt exerted more emotional energy. Yep. Each person? Yeah. So the question, it’s like, Okay, if that’s all it’s gonna take to go from four to 20 in a day? Why are more people doing that?
Parker Langeveld 13:12
I think it’s a mindset thing, right? I mean, it’s hard being the guy that pushes out in front, if I have a guy selling 20, it’s easy for me to get 18 because he set the bar, I’m following it. But if I’m the one charging out and doing what somebody else hasn’t before, maybe it is not possible. I don’t think it’s possible. So we have these thresholds in our head. And I really think that’s probably the only answer out there in the summertime is yes, we become comfortable with.
Sam Taggart 13:33
Yeah. 100% agree. So shift gears to the actual sales technique, the sales tactic, obviously, your ratio has been really good. It’s hard to even talk to 20 homeowners in a day, like sometimes it’s hard to find them. Sure. So let’s actually talk to the sales psychology you kind of started to dip into that you said I’m not just giving the cookie cutter response. Yeah. What sales technique Do you felt like maybe was a different differentiator? What did you do different to get you to average 20 in a day like that? You have made some differences.
Parker Langeveld 14:05
Yeah. So I think the first thing I’ll give five little pro tips but I think the first thing that’s really big is understand the difference between a closing a sale I don’t I don’t think we understand that a lot. We think oh, is sales a deal mill closes a deal, right? And you know, I’m good friends with O’Donnell for the experts circling, we’ve talked a lot with him. He’s a biggie on that where he’s like, you only have a close I don’t just sell grant, Cardone. And all these guys they talk about so what does that mean? Well, I don’t believe that I sold more people in a day than other other reps out there that are doing four or five did Can I think we sold the CML live and as I close to a sold and so aspect number one is you need to realize when someone’s sold, when are they sold as soon as they ask you any form of a question there. So, okay, if they don’t ask you a question. Even even someone like me, I’m not gonna waste my time on them. I think that’s what the pro start to learn is. It’s like if a person is not qualified next door, you can’t tell someone that doesn’t ask you a question. It’s impossible. They have to have some level of interest in one way or another, okay, whether or not doesn’t matter. They got to just express something back to you. So that’s number one is I I qualified very quickly. Okay? Once you transition into a close, okay? You think about all these top closers a close is a conversation, it’s no longer a presentation to sell somebody, my presentation has to be flawless. And I have to think about, that’s another thing that I’ll say is when you think about a presentation, it isn’t just building value we hear a lot of times I tell my guys and train that value is benefits might have costs. Okay, so we think one of the benefits, oh, I’m doing the yard and I’m doing this and then I’m doing these things. Okay. Yes, throwing in the briefings are getting more is a benefit. But a lot of times people don’t sign up, because they don’t trust the back end of it. Okay. I had a funny conversation. And this is a side tangent to that, but I think it’s applicable here is, somebody asked me the question, hey, Grant Cardone got on the doors, and Will Ferrell got on the doors, who would sell better? And I think will fare would sell better? You know, why is because everyone knows will fail. So if wolfer was representing a product just because of who he is, they’re gonna sign up. Does it mean welfare is giving anything more than anyone else? No, but if Will Ferrell is, you know, he’s the face of that, then the back end has to be fine. There’s not scheduling issues. It’s not a shady company, what I’d say is gonna actually be delivered on and so a lot of times, we, you know, we think, Oh, I just haven’t said enough, the person doesn’t see the value. And that’s wrong. The question that needs to be asked is, okay, how much of what I said, Do you actually believe and I’ll use that all the time on the doors, they look at me, they’re like, no one. I’m like, let me ask you this. Do you see value in what I’m doing? Yeah. Well, let me ask you, do you actually believe what I’m saying? You know, I don’t believe this. Great. Let’s work through that. So I think you have to when you’re going through your your selling portion, understand, I got to address the reliability and consistency aspect, not just the value aspect of this. Once you get a good presentation, that’s short and pest control. That probably is two minutes, Max. Yeah. Okay. Now, I’ve now targeted that down at you, that person is going to ask me a question, or give me an objection. Or they’re not, they’re gonna express no interest that there’s no interest. I’m done. I’m gone. If they asked me a question, or give me an objection, now transitioning to the close, what’s the close conversation? Okay, I got to get them to verbalize things. And we’re just talking back and forth at this point. I’m not giving them a scripted response. I’m not blowing into the contract. I’m not trying to force him in anything. I want them to do it on their own. And I’ll say things like this sound of people on doors. I’m like, hey, to be honest with you. If you don’t want to do it, don’t sign up. I don’t care. Right? I don’t know if your neighbors are probably gonna sign up anyway. Here’s the deal. If you feel uncomfortable Anyway, let’s just not do the deal. You maybe you shouldn’t do it. And when I say it like that, all the sudden people are like, you know what, let’s go ahead and sign up. And so I’ve figured out that people only say yes, when they feel like they can say no. And as soon as I make it feel like, Hey, you can say no, I don’t care. Done, they’re gonna you’re opening up the Yes. And you’re opening up into the conversation of the closed portion of that. So as we talk about the clothes, and I give tips on that, I think one tip that I’ve learned and this is what I picked up from Cardon, is always leave your bill sitting down, and I’ll do it all the time on the doors, I’ll just talk to him about something like he had taught you care by selling your step. Now, as soon as I said, on my step, now, I’m planted there, I’m not moving. So the person is like, why can’t kick this guy off? So I sit every deal. Okay. Next thing that I do is I think it’s extremely important to not give somebody a reason to say yes. And the only con i was there at my lab, one of the biggest things that he said that stuck with me that I’ve repeated probably 1000 times since the con is this sales isn’t that I have to get that person to believe I have to get them to believe that I believe and then transfer belief occurs. So what does that mean? All the time, we think we have to give them a reason to say yes, Hey, I got to be more valuable in this way, I got to be more valuable in this way. The reality of it is, is people like change all the time. They don’t care. So all you got to do is take away all the reasons to say no, and it’s as simple as this. You know, somebody says, I got to talk to my wife. Okay. So when they say I got to talk my wife, what does that mean? Well, there’s three things they can say no to I price, my product, or me? If it’s my wife objection, they can’t say no to me. Why? Because the wife never let me add it to my price for my product. So I say, Sure. You know, I agree, I think you should talk to your wife. And a lot of times I think we invalidate that. As soon as I invalidate their wall goes up. Sales has two aspects of it. Number one, I gotta get them to want to buy number two, I gotta get them to keep their walls down. So sure, I agree to talk to your wife, you know, totally. Let me ask you this. What would she say no to? Okay, there it is simple as that. What would you say? No to? They say they were was it? Well, probably this or I don’t really know. Or they may even say well, she wouldn’t say no, perfect. Let’s
Sam Taggart 19:02
go ahead and move forward.
Parker Langeveld 19:03
Okay. So I was a huge thing for me on there was the aspect of you taking away all the reasons to say no, so they themselves are like, well, there’s no reason not to do this. I guess let’s go ahead and pull the trigger instead of Yeah, but
Sam Taggart 19:14
you know, so you’re kind of pigeon holed?
Parker Langeveld 19:16
Yep. 100% that’s what I call it is pigeon holed and they pigeon holed themselves. Or it’s like, you told me what you wouldn’t say no to let’s just solve that move forward. We’re cool. Love the and i don’t i don’t have to throw free things out like that. Right? I think reps and pest control thing. You know, there’s an objection. What do I have to do? throw something for free price drop? I don’t what would you say no to? Well, to be honest with you. I don’t like the scheduling aspect. Cool. I always call 72 hours before we text an email. Does that work for you? Yeah, I like that cool. Move forward. You’re done. I didn’t throw anything free there. We just move forward. It was how to feel hurt.
Sam Taggart 19:45
I call it the inception shovel. And I teach this technique and it’s it’s it’s different but similar because I love it when they say for example in our research it I’m going to say perfect, so What if you were to go research right now? What would you be researching? Okay, and if you found the information to be relevant and accurate, what you researched? Would you then make a decision? Of course. Okay, so let’s research that and find the accurate you know what I mean? Right? And so their pitch, you know what I mean? I need to talk Dr. If it’s the same kind of concept of like, helping the customer by and helping them like, you know, hey, like, I want to shop around and better, better get a couple other quotes before I buy whatever it’s like, Okay, so what would you be looking for in the other quotes? Okay, and then you tell me, you know, and then it’s like, if I could show you other quotes, and just save you the time, would you do it? Okay. Yeah, whatever. Like, I’m just using these simple little ones. But it’s deeper than that. But it’s pigeonholing the customer in a positive way. And they don’t feel pigeon holed. They just, it’s helping them make a decision to close. Not just be like, Ah, man, give me objections. Let’s just move on to the next Yeah, in a race to the next time. It’s like no, get in the boxing rink with like, get get in the trenches, so that you can actually work it out. And that’s what you say is a little bit more emotionally draining. And it’s interesting, because I’ve had big weeks, big days, things like that. And, and it’s funny when I get home, my wife was always like, dude, like you Okay, I’m like, I just can’t talk right now. I just need to numb out my pencils. slurred. Yeah. I need to numb out to Netflix or something. And just, like, not think, yeah. And sometimes that actually gets you in trouble in a marriage. Because now you’re like, not haven’t saved any in the tech for your wife? Yeah, no. So that’s awesome. So what about like off the door stuff? What did you do to prep? mentally? Or sales wise? How
Parker Langeveld 21:37
Did you? Great question. So I always take teach my guys. We always say that summer sales is a marathon, you go out and it’s a marathon, not a sprint. I refute that I disagree on 100%. I think it’s a sprint. But it’s a sprint every day. Okay? I’m gonna run a mare. I’m gonna run a 400 meter sprint and track. I’m going all out. And then what do I do afterwards, I’m gonna lay on the freakin pavement and pass out and I’m gonna act like I’m dead. Okay, so I do the same thing. I tell my guys do the same thing as soon as nine o’clock hits Checkout, okay, I’m not an advocate of saying go home and do an extra hour training every night. You’re just gonna bring stuff out, stop. Okay, so I asked the bare minimum of myself and my guys, but I asked you to give 100% for the bare minimum. And I think if you don’t, Sam, it’s impossible to run a marathon at a sprint pace. It is nobody can do that. Nobody’s ever been able to do that. Right? So I run a sprint at a sprint pace and then recover in between talking about weightlifting, the stronger and stronger you get the more and more emphasis and importance that is on recovery. If you don’t you get hurt. Okay, so it’s the same thing here. So, I’m checking, I’m all in once I wake up, you know, in the morning, I’m checked out, I just get up eat my breakfast, you know, I relaxed talk to my guy, we kind of joke around and you know, I get a lot of anxiety. My first summer I had depression really bad. And I take stuff for that. But so it gets really hard and the anxiety building up. I mean, it’s one thing going out and sending out a selfie, when you have a looming 20 over your head, it’s like, I’m at zero again, let’s go. So you know, I have that kind of mindset. But I’ll get up, eat my breakfast, roll over to the meeting. It helps me to train my guys. And then from there. Alright, now I just got a lock in, put my head down, I understand. This hour, maybe slow the next hour, maybe fast. I can’t get through up on the ups and two down on the down cells. Anything can happen. So I’m just keep going all day long. And as soon as nine o’clock done, I’m done. Okay, I go home, show with my team, call my girlfriend, talk to my dad, run the whole thing. And I’m not thinking about sales again until the next day. Why that recovery time is just as important. You can’t always be in the performance zone, you got to refeed the pink and so that’s what I’ll do just like that. I’m an advocate of skipping lunch. I never have been that’s my own mindset. Some guys can. I don’t because then I my pit starts to just, I’m not as efficient. Right? I’ll take the hour lunch, I’ll relax. get my mind off it. I’m back out there. Okay. And I I’m always an advocate of that. I’m an advocate that efficiency is the winner of the game every single time. And I tell my guys that we’re talking about weekly. That’s what we do in the podcast, right? It’s my sales you can’t a week to do 1000 be a golden door rep winter in the summer, you got to have some grit, you got to have some serious endurance. And that’s the hardest part is not burning out. My professional personal opinion, though, is the biggest indicator of a current talent level of a rep is a weekly. How many can you sell in a week, right? Anybody can get lucky in a day, no matter what. And we can get lucky in two days a month can be affected by rain and things like that there’s there’s things that can happen. A summer is completely endurance. And that’s a different aspect than strength itself. But a week is where you’re at talent was and talent wise directly correlates to how well can I can I can I train or can I not train? If I can only average for a day and I still, you know 12 months to hit 1000 fantastic. I hit it and you have some serious grit. But does it mean that you’re the pro and the principles of the sales? No, not as much as maybe the guy that you got. And I think both aspects are super important. We can’t minimize that. And so I think that too often as veterans, we start to minimize that as rookies. We train and listen to all of our managers and then after year one or after I do really well and I hit three 400 this space drives me crazy sometimes because there’s so many cocky dudes where it’s like, Hey, give me MSS. Maybe You know, this is where I’m like, Hey, you know, why don’t you feel the need to continue training? I’m already good. No, You’re not even that good. Go stand next to Sam go stand next to Grant Cardone, you know nothing compared to what these guys know, put the time in and invested in. I think that’s the biggest thing that happened to me in the offseason is I trained like crazy. I built my own training platform. I went to 10x and invested $4,000 in a ticket to go with Grant Cardone, I joined the experts circle, I’m around that, where it’s like, last time I went from closing 12 to 15 deals, to this summer being able to close 22 to 27 a day and doing it consistently. I know I could do it all summer long. Why? Because I invested the time into it. And I think that, you know, that’s super important to really, really become good is don’t just invest in and say I’m gonna grind next summer. Start right now and get your talent high enough that you can grind. Last thing I’ll say on that with a tangent, there’s a there’s a gym and we’re talking about gyms, right? I love that. It’s called Westside barbell. Okay. It owns 50% of the world records out of one gym out of the whole world, half the world records out of one gym, the man who runs it, he’s 73 years old and deadlift 800 pounds. He’s broken his back three times and come back from that his name is Louis Simmons. He’s a freak. So all the guys that come in there, has a documentary on Netflix called Westside versus world. And one of the really interesting parts to it is there was the biggest raw lifter of all time is guy named Greg Pinera. And he has a 2550 total. What does that mean? His bench squat and deadlift raw no gear out of 2550. So printer would lift with another guy that’s in the gym and both them would lift and they lift the same weights. What Louie comes on the on the you know, documentary and says he says, I noticed that Panera was lifting optimally, and the other guy was lifting maximally, you know what happened? The guy lifting max me got hurt, okay? Why you can’t you cannot give 100% all the time, every single day in everything. It’s not possible. You can’t, you cannot do that it’s the human body won’t run like that man. But you can press your threshold high enough so that my 80 is your 100. And I know I can run at with that endurance over the course of a summer and now I can hit 1000 much easier than just saying no, I just gotta grind and hope it’s gonna happen. No, increase your talent level so that now you can perform optimally instead of maximally hoping that luck gets you there at the end of the day.
Sam Taggart 27:13
Yeah, I think so many people ask them, you know, ask, oh, did you out early every day? Or did you you know, and it’s funny how you said no, I had 130 accounts. I cut out early on Monday, I went to the team activity on and I was done by 830. It wasn’t like I was done at 10. You know, yeah. But you optimize the time there and you increase your skill level? Not necessarily just the hours. And I think that there’s a balance there. I think a lot of reps, you’ve got to have both. I’m gonna I’m gonna sell more just by increasing hours. I’m like, Yeah, maybe. But what if you just got better? Yeah. 5%, what have you what like, fathom this, and I call it so I do a national sales call every Tuesday morning. And I called everybody out. And I’m gonna call everybody out on this facebook live right now. I have posted a Facebook, multiple Instagrams, I’ve posted multiple messages, I’ve individually invited people to send me their door approach live action, meaning that shadow would have had a little camera like on his phone, upload it to Google Drive, email it to me, and I’ll give it feedback. I will literally pick it apart. And I don’t want to see some years. So like, I’ll pick it apart. I’ll give feedback. I’ll literally assess it. And I’m putting the show together. And I think it’s been interesting out of the 1000s of people that have seen that message. Not one has sent me a video What? Not one, really. I’m like, here’s my email, not blow dry. 1000s of people watch this. So I personally pick apart your door approach live action, no way and not one. And I say why is that and I on my sales call today. I it blew my mind. The last week I’m like, I thought my email would get flooded. I’m like if like if a top rep a top individually said you send me your pitch, I will give you one on one feedback. I charge 1000s of dollars for that. I will do it for free. And I say I’m doing this new thing for the university that I’m going to give you feedback. And not one. And I was like it’s one of two things you’re not working currently. I don’t think it’s one or your ego in your fear of getting one criticized. Or two you think you’re better than everyone? Yep. And I go how often like you said, You’re like that guy of Oh, I’m already a veteran. I’ve been doing this for five years. What else am I gonna learn? And they go, Wait a minute, you just said What did it take for me to go from 15 a week to 20 or 15 a day to 20 a day? Was it you those little things you invest in yourself? You said I’m going to spend more money more time more more.
Parker Langeveld 29:38
So you talking about the little things here’s what it is? It’s maps it’s mental maps people say hey, if I get this snare on the door, what do I do and I’m like why don’t know coming all the background that leads up to that every five seconds I’m taking a turn and I mean you’re taking the wrong terminal the right turn it’s my reads. How do I get reads relentless practice it isn’t too often reps one they hit me up even guys my own company like bro, will you send me a recording of you on the doors and I’m Like, sure you can hear that but understand it’s not a copy and paste. Yeah, you can’t just say oh Parker said this I’m gonna do this and have the same results. No, no, you have to know what all the maps are. Cardon calls it out on Cardone where he’s like, Hey, you want to be a good closer, you got to have 64 different closes, memorized, fathom that 64 How many of you use and I thought about it, and I’m like, I probably have 12 I gotta, I gotta start increasing my different closes and it helps. But we get in this rut. And then we think
Sam Taggart 30:24
we have Yeah, we have like one or two good ones. And it doesn’t work on those one or two. And you’re like, Oh, I’m
Parker Langeveld 30:28
done. I’m doing something for free. I’ll price dropping, I’ll do it for free on the first one. That is the value of your entire product as you throw something out like that. So yeah, it’s all of these maps, it’s all of these consistent and constant reads. It isn’t. A customer says this. So I get a scripted response here. It isn’t just customer says this. So I’m just going to BS with them a little bit and converse with them. Because I’m a people person. No, you build these lines, you build these maps, and then you use you have so many of them that I can now weave them together as I go throughout it. You can only get that from relentless practice. That’s it.
Sam Taggart 30:57
Someone will love that. Love that. So invitation, like Parker just said, would be memorize your stinking pitch, build the maps, and then get 64 not 10. Close, you know what I mean? Like go learn, like I wrote a book on there’s I think 40 something in my book, ABC ABC is a closing. I’m like, I want to give you hundreds of clothes I there’s there’s a lot of different closes, but then I even give the word tracks, there’s probably 15 word tracks under each letter. So there’s a lot of closes in there. And it’s interesting, like how often people just think they’re good because they’re working or they’re thrown in for a day. And they’re like, I’m in Florida. And my office does two a day on average, and I’m twice as good as my office. And I go, what about that guy? What about a Parker 120. Like, you want to play in the big leagues? Like there’s a different league brother. And I think the little guy that’s selling, you know, with a five main company, and he’s the hot shot to even the big guys that these big companies and I go, I’m waiting for somebody to go to throw down 2000 then 2500 like I like, you know, and everybody’s like, well, he didn’t do it in the summer I go. None of the other golden doors are limited to summer, right? What if you did a year ago? What if you know what I mean? I just think there’s like, new limits and new lids that I’m waiting to see. Just get on tap. So that’s why I got excited. That’s why I reached out like Parker, get on the podcast. Let’s talk let’s jam. Okay, so let’s kind of wrap this up. What other like advice tips? Oh, we have a question. Okay,
Parker Langeveld 32:27
fire away. Do you go all year? What’s your goal this year? No, I don’t go all year. So last year was a golden door winner did 1003 months, I probably am gonna knock another week this year. Like I said, I’m in an executive position with the company now. Melissa started a couple Valley ranchers on the side that I’m investing my time into. So I don’t have to get on the doors and grind everyday at this point. That’s kind of my answer to that guys.
Sam Taggart 32:51
Yeah, I mean, everybody has seasons in their life. Right. And, you know, it’s cool as he took a path of, you know, the trainer role. And so one of the cool parts of a trainer role is the ability to go in and inspire the ability to say, the reason I’m writing the curriculum, you spent a lot of time indoors or you are Hawkes university or whatever. And building the curriculum. You’ve how many videos do you think you’ve filmed? I’ve seen a bunch 12 hours of content. Yeah, I mean, he’s in the platform, 12 hours of videos and videos, videos and an AI demo. When we demo the thing I’m always like, and check out these guys. Parker has put in massive amounts of energy and effort into the platform to actually invest in his people. So he’s saying, How do I not just do it? But how do I go get many people to do it? And he already has a rep it 600 accounts by June 1. I mean, not many people could be like, Oh, one of my guys that I’m training is already at 600. I mean, you have plenty of reps are thrown down. And it’s like, that probably is the fulfillment track that you’re on right now. 100%. So there’s just different seasons. And it’s like, yeah, I can throw down big numbers. But then there’s like, I want my guys to throw down big numbers. And then there’s like, I want to be the entrepreneur. Right. And that’s a different season. And what’s cool is, you know, your passion for James and weightlifting and supplements and things like that, like you’ve been able to probably take some of this Pest Control money and be able to do some side hustles right. Yep. 100%. So, super awesome. Good. Good question. Any other questions? Great. Okay, you guys, um, one last question I have, and we’ll wrap this up. So if you’re listening to this, I actually have Parker in the university. So we’re going to be you know, if you have the university and are, you know, curious about some better Pest Control training and some better support there. You know, go get a demo set up if you don’t have it. And we have you know, Josh Zuniga, Parker and, and other top top performers that we’ve compiled content together to help help you but like he said, sometimes it’s not like, like, people are like, what’s your pitch? What’s your pitch? And I’m like, it’s the map. It’s not the pitch, you’re asking the wrong question. It’s what’s my map and to me to teach you that in a matter of 12 hours would be tough like 100 Plus, you’re talking A 32 year old lady with three kids and she’s been there how long and then have I sold her neighbors or have I not sold her neighbors and is she high income and she lost her job and is her husband work and her work or just her work? Like I’m talking there’s a map people like, and only like he said, relentless practice experience and paying attention is going to help you.
Parker Langeveld 35:20
So yeah, and tune in, we’re gonna throw I told Sam I’ll be willing to throw some bones on the Hawks here where I’m gonna give a lot of my content out there just for free for you guys to hop on there. If your subscribers the you know, deity you or you can check it out. And I’m talking real, real real, you know, nuggets here, not just a mindset stuff or Hey, this is my pitch. I’m saying like, for example, if a customer has a terminal access pass company, what does that mean? And how is it different than a local mom pop shop? Right? It’s probably not because they’re shopping price it’s some stuff with reliability and consistency and I’m going to give you these things so you can walk in and understand buyer psychology behind every deal that you’re doing and really implemented where you can increase without a walk in the doors we’re gonna try to throw some bones out there like that for you guys. It’s gonna be
Sam Taggart 36:03
on boat. Okay, so let’s wrap this up. Thank you guys so much for being on the show. This has been D to D podcast live with Parker Lang Ravel if you if you haven’t seen Parker he spoke last year DD con fire I’m probably gonna have him doing some other stuff he’s supposed to be in the summit this week but things just schedule didn’t work. You should still just come down to Vegas did it’d be fun? He’s been traveling training and stuff like that busy schedules summer but uh, yeah, if you guys got some value, share and comment on this, give some some love to Parker and I’ll see you guys on the next episode.