Truly Figure out What is Your 100% – Josh Zuniga- Pacing 1500 Pest Act 2019 – Owner Urbanex

By The D2D Experts

27 Min Read

Last Updated: June 26, 2019

Speaker 1: (00:02)

Bill, Can I help you?

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Speaker 2:
I’m your host. Sam Taggart, creator of the D2D experts in D2Dcon. Is there a place we can sit down?

Speaker 1:
Well come on in.

Speaker 3:

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Speaker 4: (00:48)
That very special guest. Josh, I see your last name. Zuniga. I didn’t want to butcher it. Zuniga. Yup. What’s that like?

Speaker 5:
Yeah, my dad’s from Sheila.

Speaker 4:

Sheila Zuniga. That’s not even like a Spanish name. It dude, like that’s not even a common one like Hernandez, like no, it’s fine. Yeah. Anyway, so we were with Josh, he’s an owner and partner at Urbanex and he is literally one of the biggest pay setters record breakers, breaking some four minute miles for the industry right now and on track that 1500 is his goal this year.
And most people have their goal to get the golden door award at a thousand and he’s saying why stop at a thousand? Yeah like that’s like not cool. I understand. Breaking industry standard. I want to break new records and do it with the contract value above 500 which is like a double win.

Speaker 4: (01:34)
Yeah cause some people are like yeah I can swing them at three 50 contract values all day but like to go do it at a 500 plus contract value. That’s impressive. So very excited to have him here and big news. Now using this, we are going to start talking about door to door con here and he is our first workshop speaker for 2020 who on here wants to learn from a guy that goes and does industry record breaking things. That’s kind of cool. So 2020 January 16th through the 18th go get your ticket today. Super excited to have him on the show and one of our newest customers at the university. We’re about to go film some contents. You’re going to see him in there anyways, so super excited to have you on the show. Thanks for having me in Oklahoma. We’re here live in your, in your warehouse.

Speaker 4: (02:16)
This is, this is kind of cool. That was the headquarters. So anyway, so tell us a little bit about you. Like you’ve done door to door sales for how long now? So it’ll be my seventh season, seven season and consistently averaged around two 5,300 is, yeah, pretty much. What’s different? Like why, like what like that’s what everyone’s probably wondering. I know your boys with a lot of guys in the industry. Obviously I’ve worked with some of these guys, we’ve done podcasts with and stuff, but all of a sudden it’s like woke up one day and it’s like boom, I’m going to, so like I mean that, that, that’s still relevant. If you’re listening to this and maybe you’ve been that guy in the consistent Rut today, we’re going to talk about what transformed somebody from going from consistent, normal, average guy. Excellent. Like what, like

Speaker 5: (03:00)
what’s shifted. So there’s definitely an endless supply of reps in the industry that can sell 300 accounts and not get 100%. I was one of those for a long time. Um, really my transformational process that my whole, this whole process that I developed really developed in my off season. Um, and it didn’t really have anything to do with sales originally. So my, my story about how everything started to change actually started in a company trip that we went on. It was like our leadership trip. We went to Hawaii and for some of the people that remember me, um, remember me working with them at Alterra a few years back. We all, I also struggled on a hike over there years back. Um, but anyways, this is who I, is that the stairway to heaven Dude, I did not make it, I didn’t make it. I was the only one that didn’t make it up that high.

Speaker 5: (03:57)
The bunch of sweet browse. That’s embarrassing. Yeah, it wasn’t, it wasn’t fine. I made it up about halfway and I got super sick, threw up and was just super disappointed, disappointed in myself, and I just took a really long hard look at my life and just realize how far I’d let myself go. And I made some decisions that I was going to make changes. So at this point in my life, I was about 50 pounds heavier than I am right now. And for some reason in my mind, I had this idea that like as far as being in shape, that part of my life had already kind of passed me. I didn’t believe that I had the self discipline that I needed to get back to get back to get back to my prime essentially. So when I got back, I put myself in a situation where I knew I couldn’t back out.

Speaker 5: (04:46)
I had to burn my bridges. So this was your company trip? That urban, yeah, the company. Urban ex trip. Yeah. Just to like Mike, my team leaders. Um, my business partner, they all made it up to the top and I was the only one who didn’t. And they again, second time, nope. Yeah. So this was the first time, this was like a few years back at I at Alterra but this, yeah. So this happened a second time. Let’s try to hike again. Yeah. But anyways, what was disappointing to me was that there was like old people and mom’s much bigger than me that were making it up there and a I, yeah. But anyways, so when I got back home, I prepaid for a year’s worth of like, um, like for, uh, like a men’s physique trainer. Not that I’m passionate about bodybuilding or anything, but, um, I just want to remove the excuse that I wouldn’t know, like what to do in the gym.

Speaker 5: (05:38)
Then I prepaid for three months worth of food at a meal prep place and it hurt financially. So I knew I wouldn’t be able to Yeah. So they hurt financially. So I knew I wouldn’t be able to, I couldn’t afford to cheat essentially. So anyways, when I first started doing this, I did not have the self belief. I didn’t know that I have, if I would have the discipline to stick to it. Um, so honestly I like I would reach out to people that I was close to for reassurance that I could do this, just, I don’t know, I just knew I needed to make a change. So, um, slowly but surely I told myself that I was gonna give 100% to becoming better and I got my plan for my coach, went to the gym and when I first started going, I was so out of shape that I couldn’t even complete a full workout.

Speaker 5: (06:30)
And I was really disappointed with myself because I was giving 100% and my, I would compare my 100% effort to the 100% effort of other people that I saw in the gym who had been doing it much longer. Yeah, it’s discouraging. It was discouraging because I was comparing my 100% to theirs. Um, so after awhile I got to the point where I could complete a workout without feeling like I was going to die. Okay. How long did that kind of take? Like was it just like a week or three weeks? I got to the points where it was probably like two and a half weeks man. Where it’s just like I finally completed her work at yes, exactly. Okay. Um, it got to the point where I could finally do 45 minutes of cardio without like dying. And I realized to myself that, um, my 100% effort, although it wasn’t what I wanted it to be at first, as I continued to give 100%, that 100% effort got me to where I want him to go.

Speaker 5: (07:30)
So my efforts as I continued to give 100%, it got better, if that makes sense. Yeah. So I kind of thought to myself, wow, there’s a principal there, there’s a principle there that I could apply to other areas of my life. Yes. Because I had never given a 100% in sales and fast, fast forward three to four months later, I’m dropping weight to the point where I’m at right now. I’ve lost 50 pounds over the course of this, this offseason. And essentially what I learned in the off season was that mine, 100% effort is enough. It’s enough to get me to where I want to go. I know that’s kind of a weird back story now what it makes it, it start in sales. Yeah. It didn’t start in sales and there was a whole ton of other things that were peppered like through that I found your podcasts, listening to people that I know, um, do really well and kind of picking their mindsets and just like listening to the podcast, that helps me a lot.

Speaker 5: (08:28)
Um, listening to David Goggins book, I can’t hurt me. That was also a really, really big one. Just talking about how to train and callous the mind. But I learned the importance of being able to keep my word to myself. I told myself I would do something and so I did it and I went and worked out for two hours every day this entire off season. Like it was hardcore and it all, I mean because I have the luxury of not really doing a whole lot. Yeah. You the rest of the year I get 100% of that. Yeah. But anyways, I decided to apply that principle and other areas of my life and um, learning that my 100% was enough is what has really changed my life. And it’s what changed my focus with sales to the point where I didn’t focus as much on the number, but I just wanted to focus on getting a hundred percent and really just becoming the best version of myself that I can possibly be. Interesting. Yeah.

Speaker 4: (09:32)
So is there times where you’ve kind of hit a wall with that in the sense of like complacency or man, I was just kind of coast like I did it or you, you’re almost wanting to go back to the old you like, what’s the, it’s like, think about it. Like it’s easy to put holes in a, in a cup. Right. And it’s like, man, I filled this cup and it starts to drain out real fast and like, oh, okay, that feels good. Like, like is there, is there a time that you always want to go back? Like yes and no.

Speaker 5: (09:58)
There are moments where I will, I’ll find myself taking a step backwards. But no, in a, in a larger sense, because I’ve been there, I’ve been that rep who made excuses. I’ve been that person who made excuses and didn’t go to the gym, didn’t realize that, uh, I don’t know, just like now that I know what my 100% is capable of, I can’t go back. I can never, I can never go back. It’s just like, I can’t essentially now I can never not sell 450 accounts ever, ever again. It’s like you have get a new best tomorrow. It’s an invest. Yeah. I don’t know where the limit is. I don’t know what my, what I honestly, I don’t know where I’ll finish, but I know that my 100% effort is enough to

Speaker 4: (10:45)
you get me to where I want to go. And do you break that down when you say, I don’t know or I finish and obviously we talk about 1500 accounts and that’s in the future. So it’s hard to think that. But at the end of the day, like is it just broken down by the day, by the hour? Like how do you, how do you, how do you stay? How do I quantify it? Yeah. Like how do you say like man, what is my 100% like do you have kind of a, I know as long as I’m doing x or I do x every day or two break it. Like how do you break that down? Because like I remember if I were to put the goal of 400 alarms, like a freak me out. Like it was just like, oh that’s like anxiety. Like, well, I say I want to do that, but really I’d rather just finish at three cause I know I’ll hit that, that’s for sure. So, so what do you do? Like kind of almost not working? I understand where you’re coming from with that. I think our industry I had, so

Speaker 5: (11:31)
I personally, I don’t like gold boards, like the daily goal board. Okay. Do you notice? I don’t have one and we don’t, we don’t have one in her office. I placed way more emphasis on closing ratios. Okay. Closing ratios. Because I don’t know the, the idea of 1500 accounts, that does freak me out. Yeah. But when I focus on giving 100% I know that my closing ratio will be the same. So it’s meaning every door I’m focused on making sure I try to do my best. Yeah, for sure. It’s just, I don’t care. Like how many you did. It’s like how many did you focus on? Every frickin door. Yeah, exactly. So how do you track that with your team? So with my team, so I haven’t mastered that yet. I’m doing one thing at a time. I don’t care. I’m trying to master myself.

Speaker 5: (12:14)
Okay. No, that’s why I was like, no, but a, that’s hard. That’s why I’m like, yeah, and that’s an interesting dynamic from a leadership stuff and maybe there’s a way to crack that, but I think you’re onto something in a sense like what’s my closing percentage? So do you know it? Like, do you try sell one out of every three people I talked to? So like qualified buyer or just talk to, just talk to wow. Yeah. That’s pretty impressive. Now it’s not a boring, no it’s not. I’m one of those who look, there’s two types of now because they’re the ones that’ll go through like 150 doors and sell the ones that are, they’ll sell vacate. Yeah, they’ll just hit. But I am a work an entire street just because I don’t let people get away from me. If they talk to me for longer than 30 seconds, then I’m going to make them stand there and talk to me for a while.

Speaker 5: (12:56)
And what do you do to do that? Um, I’ve found, well, surprisingly people don’t get angry at me. I find that building rapport and getting people to like me makes my job a lot more easy and more enjoyable. And they seem to be willing to talk to me a little bit longer. You showed me a sick hack. What’s your hack? Oh my hat. It’s a, yeah. So on my phone I have a picture of my dog. It’s fire guys. This is fire stuff. So a little nugget. Um, the first 30 seconds I’d talk to somebody, I try to make them laugh somehow I tried to connect with them. So for example, for the dog, um, I’ll say like if it’s no matter the size of the dog and this is a super common joke, like dad jokes when in the, in the, in the door to door industry.

Speaker 5: (13:46)
But um, I’ll say something like, oh, so you guys got a to beast in there. Like if they have like a dog, no matter the size of the dot, two two hour. Yeah. And then I’ll say something like, I’ve got one too, but mine to nowhere near as good of a guard dog as yours is. And, um, then like it’s just something, the reason why is because when they opened the door and they see you immediately a wall goes up. Yeah. And you’re just trying to humanize yourself essentially. So that’s why I do that. I do that to humanize myself. And you’re a human, not a random robot that they’re about to slam and just be like this idiotic doors that door. It’s like no, I’m Josh pulled off like I’m a dog parent just like you. Yeah. I’m a dog parent just like you.

Speaker 5: (14:25)
Yeah. And if they don’t have a dog, do you have any other go tos? If most people have kids. So I’d be like, look, I’m not a parent, but I am a dog. Parents. Okay. Oh, everything I use is pet and child friendly. That’s awesome. I’ll always try to find a way to show a picture of my dog. That’s awesome. Your dog. Now is it back home? Back home? That’s a so at least you’re like reminding yourself, yeah, I have this child back. Yeah, exactly. Um, so what do you do? What is your daily now look like? Cause that’s the other thing. Like, yeah, you trained so hard for four months. So during those, during those, uh, during the off season, I started making myself wake up at four 30 in the morning. Oh Wow. Yeah. I don’t, I can’t wake up that early now. I tried and I couldn’t do it because I was too tired.

Speaker 5: (15:10)
Um, now I wake up at seven every morning, go to the gym. Um, I’ve found that having a morning routine and getting 100% to that something that’s within my control, giving 100% of that routine, I have something I can check off as a win. It’s kind of predictable then. Yeah, it’s a predictable success. So, um, I go to the gym. I typically lived for 45 minutes and then I do cardio for 45 minutes. So I still work out hard work. Yeah. So I’m still working out for an hour and a half. Like you made it 30 minutes this morning. I am. You may not like look like I’m 50, like I am like a mentally 50 pounds heavier than I probably should be. I was like on the bike this morning for 10 minutes at the hotel and I’m like, I am done. I forced myself to do the stairmaster because I don’t like it. I like that. Yeah. So I don’t like it. I, I found myself gravitating towards the bike, but um, it’s too easy.

Speaker 5: (16:12)
mindlessly to second easiest. Yeah. But the tread, the stereotype, I’m or I don’t like it, so I, I make myself do it. You’d go 45 minutes on the stair master. I do. How many stairs is that? That’s like, um, so the funny thing is, is that the hike that I couldn’t complete, it’s about the same, about the same. So you’re like, I can do a 45 minutes, their master and hi, the stairway to heaven. Yeah. The of the stair, the hike that I couldn’t do essentially. That is awesome. So you kind of even know, it’s like I’m winning that every FEA and that probably gives you a little bit of confidence leading into, oh, and now I gotta to go sell the pass, which is obviously way easier than hiking the stairway to heaven. I’m like, that’s cool. So what, like you’re out there, so you hit the doors, when do you meet?

Speaker 5: (16:59)
When’s your meeting then when you go outdoors? I go home after I’m done working out, I usually finish working, working out around eight 30, come, come home. So, um, shower, and this might be something that most people don’t do, but I, I meal prep and I try to eat two to three meals so I don’t have to take a lunch later. You scarf in the morning. I scarf in the morning. I start from the morning opposite. Intermittent fast I guess you under overwritten fast. Yeah. So my meetings are at 11, so I just kind of like, I’ll try to read. I, I was better at reading in the off season and I have, but now I need to get better at that. And you continued to try to read a little bit more but um, prepare for prepare for like the lessons I’m going to teach, but our meeting is from like 11 till about 12 ish.

Speaker 5: (17:48)
Okay. Um, then the guys will have to go, go have like a quick lunch or whatever. And then we’ll all go out and knock. I’m almost always on the doors by one now. And then I just knocked from one until dark every day dark. What did an off season, cause you started, when did you start summer? So I really started March 4th March 4th okay. Yeah cause everybody’s like, oh if you knock January to January I could do 50 you know what I mean? Everybody’s got tried the dog or whatever, but still like there’s nothing wrong about starting March 4th it’s like it’s going to take extra work. It was before the daylight savings is going to say. So when did you not pass to arc or did you know? I have a weird, I don’t like knocking past dark. Okay. No, that’s why I ask. I tried to get my guys that are as dark, but everybody has their preference like, and I fight it.

Speaker 5: (18:34)
I’m always curious where some other top performers are at, you know what I mean? So you go hard and then you finish it dark. But once dark, here’s the definition of dark. I had this conversation consulting today. Is there a reason? Like, yeah, we don’t sell dark because you can’t get on roofs. So I was like, wouldn’t stark. And they’re like, uh, and I was like, everybody’s definition of talking is different. So what definition? That dark. Okay. So my definition of dark is like maybe 15, 20 minutes past the time that Google says son, like sunsets, it. Now with that being said, I don’t enjoy knocking fresh stores after that. Try to do that. Go there. But I’ll do my callbacks then. Yeah. Smart. So on your doors, do you have like a hourly goal? Mini goal, or is it just like really? Oh, actually I tell myself that I don’t, but if I don’t have at least three or four sales before 3:00 PM, I’m a little bothered inside.

Speaker 5: (19:27)
How long did you ever sell process take? MMM, maybe 15 minutes. I don’t know. It just depends. So average, I don’t really waste my time. Like I don’t, I don’t, uh, like I’m friendly but with a purpose, if that makes sense. Like, I build rapport, but I’m using, but it’s like, you know, I’m here for another reason and not just sit there and talk about dogs for 45 minutes. Yeah, exactly. Yeah. Which there are those reps that’s like where a big problem runs into where guys guys are getting this like rhythm of like, I need to have a 30 minute rapport building session. No you don’t. It’s like, no, you’re not going to sell 15 in a day if you’re having a flirty minute rapport building. Yeah. So like where do you feel like your strong suits are and this whole 15 minutes sales process.

Speaker 5: (20:11)
Do you feel like your skill sets more than close the transition? Objection handling. What makes you different from a sales professional standpoint? I think that me being able to build rapport and make people feel at ease quick. Yeah. Pretty, pretty quick. Um, I’m also really good at transitioning between just the pitch and closes. MMM. Yeah, I dunno. So that’s why I think, I think if you had to put it down to one thing, I would say building rapport. So let’s role play this real quick. I want to run through some example. I’m sure a lot of these people, um, hey am will be our question. I hear guy, cause I’m sure are we getting questions

Speaker 4: (20:48)
and stuff in this as we go check just in case.

Speaker 6: (20:50)
Yeah. And so, um, yeah, I mean no one question out there are people like room for your, then it’s wine guy. Uh, um, like how long have you been out?

Speaker 5: (21:00)
Okay, so since March 4th. So he’s going to go pro is going to first got here. It snowed the first two days. You’re like knocking sound. Yeah, it snowed the first two days and I, I thought to myself like I could have easily just been like, you know what, I’ll just wait until it gets a little bit warmer after these two days. But I like, oh crap. Oh crap. I have to, I have to push through. That’s the stair master knocking. Yeah. That’s the stairmaster. Northern Utah Dude. I mean, yeah. Some guys are in Canada knocking you around indigo mind blowing. So you’ve got a good, at least it’s a little better than probably candidate cold.

Speaker 4: (21:32)
Okay. So let’s go through this role play and, and, and I think this is fun to kind of banter back and forth because I want to be that Dick Customer and I’ll watch how you no, for real though. Like, I mean everybody role plays in their office, in their meetings and stuff and they’re like, oh yeah, come on in. And I’m like, no, that’s not real dude. Like I’ll be real with you. And I want to hear kind of some of your quick lines to overcome the common objections that most door or guys get like busy, not interested. Uh, you have a car, like I already talked to pest dude’s like kind of the basic like go tos and I kinda want to see how you navigate those in your own way. If you’re cool with that. And then, and it, cause I think this is where becoming the master of door to door is that you can win those first 30 seconds to two minutes.

Speaker 4: (22:16)
Like you said, you’re, you’re really good at rapport building. So that’s why I’m like, it’s kind of this, try to find anything I can to connect with that. Yeah. And you can make up, obviously we’re in a role play situation, so, um, anyway, and if you guys want to put a comment on there that’s like, hey, this objection or this objection, comment the objection you want me to role play and Amond right here. It’ll kind of like help us jam on this. So anyway, let’s go through this. So yeah, you’re not, yeah, give me your pitch. Like kind of a basic goto and I’m just giving you the right or do you want to, I’ll just go straight to their objection.

Speaker 5: (22:49)
You do not interested man? No, no, no, no, not, not, not, not, not buying anything. Okay. For sure man. You know, I’m not here to here to bother you. Anything. We’re just taking care of a few of the neighbors here in the area by buddies, Josh. Oh, like, but what are you selling man? Like, so I own a pest control company out here. Yeah, no, not interested in man. Very sure to, you know, do you guys already have the best service? Yeah, we already got like terminate. Okay. Terminate. Yes. No, I had absolutely nothing negative to say about terminex. I’m, I’m nowhere near as big as those guys, aren’t they? I’m just a smaller local company now. I personally, I would go, but we’re like happy with them man. Like we’re again for sure. We’re happy that we’ve had them for like five years. Honestly, I wouldn’t expect you to switch if there wasn’t like, like a reason to the reason why a lot of people in the area or giving me a shot, it’s because of the service that I do is a bit different. So instead of having a national cookie Cutter Service, I’ve designed my service to be a little bit more localized to this area, to Okc. Okay. Cause the bugs here or a little bit different. Yeah. Now, just so you know, we actually, we’re actually busy right now, man.

Speaker 4: (23:46)
Like uh, could you like leave me like a brochure?

Speaker 5: (23:49)
Something? I don’t, I don’t have a brochure. I’m still pretty small. Okay. I don’t, I don’t, but I do have a card if I’m just so crap.

Speaker 7: (23:58)
The greatest,

Speaker 5: (24:02)
it’s just kidding. It’s hard when you do it. The spot on the spot. Yeah. Okay. So do you have like a card out of here? Cause this is stuff. Do you get right? Yeah. Give a brochure if you leave me or something. So I don’t really, uh, hide away from, from the car and I’ll say yeah, of course. Of course. I have a garden. I love it. I’m here. I love it here though, to be more than just, uh, an infomercial. So I’ll tell you what, um, just so you know what we do for you guys, what makes my service different? Instead of just treating the inside and along the base, I actually treat out into the yard. Okay. From the front all the way to the very back, every single time. That way we can get rid of the bugs where they’re actually living and breathing and coming from. Okay. Because obviously you don’t want bugs out here.

Speaker 4: (24:42)
Okay. So let’s stop here. Let’s analyze this cause I kinda ran out, look, get it. And then you give us him and you can spit out some objections as we jam. So, um, let’s break this down. So the card one, I think this is a good one and an a in a lot of people dance with this and maybe banter with me. Give me some like a few San, that’s not true. A common or whatever. I don’t care. Uh, you know, why do you say, of course that’ll card. Why is that? Because I think dad’s in Okc or another areas, people are smart enough to realize that, uh, that’s like a quick, it’s a smokescreen. Yeah. I don’t think that they really want my card. That’s cool.

Speaker 7: (25:18)
They’re afraid that dude. Yeah.

Speaker 5: (25:20)
So, but I don’t want to be in the kind of guy that’s kind of like, I don’t want him to think of shady for not having a business card. So I’ll say, sure. You know what, I’ll have either card. I am here to be more than just an infomercial that yeah, yeah. And then I’ll just keep going. So I just treated it like it is, it’s a smokescreen. It’s not a real concern and you keep going. Cause here’s where a lot of people kind of like

Speaker 4: (25:38)
dance around that. I love that. He just like, boom, of course I got a card and I’m sales dude. Like, yeah, I’m not here to be in the infomercial. Know that at the end of the day I know where that goes. Like I love that. So the not interested, uh, what are some go tos? Like I’m not interested. Don’t eat it, not interested. Did,

Speaker 5: (25:55)
um, Eh, I would treat it differently if I heard it at the beginning of the, of the, of the door. Yeah. Cause mine was like right from the get go. Like I was like not understand. Honestly. I think part of the thing, something that’s made in made my, my, uh, something that I’ve realized is that I don’t really try super, super hard with really hard nose. You’re just at the very beginning. My customer like, yeah, he’s just not like a, I just not, not going to really going to waste my time. However, I will occasionally sell those if I can make them laugh. So, you know, like I’m going to try to. Yes. That’s, that’s more my focus rather than talking about trying to sell above. Yeah. Yeah. If they’re saying that they’re not interested, I’m not really trying to say I’m with urban ex pest control.

Speaker 5: (26:36)
That’s the first 30 seconds. I’m trying to make a connection with them about their dog, about like the sports team thing that they had up there. And so this is where everybody goes wrong. I think a lot of people, they want to push harder on those kinds of people, right? The common rookie mistake, they could try to speak really fast and I’m going to like shove it down their throat. Yeah, no, I think that’s, and I think the reason why building report works is because number one, they’re not expecting it. They’re expecting you to speak faster, to um, be really salesy. But if you slow down and connect with them on a human level, those are the one you get the hard nose. That’s how I, that’s how I do it. That’s how I get those things. I don’t know. And I don’t always do it. I don’t always get the sale and you’re just like, yeah, but honestly you don’t really sweat it if, if I don’t get it or not because that’s just the, like, that’s just like one of the one out of the three that I didn’t sell, I’ll sell the next also one of the next two people I talked to. Yeah.

Speaker 4: (27:27)
And I think like you have to kind of be okay with that too. You know what I mean? Um, I think a lot of people think guys like you or, uh, or just kind of invisible. It’s like I’m going to go out and sell and I’m very normal. Yeah. I’m very normal. So here’s the other question. What’s going through your head is people give you objections and nose and do you have kind of any hack to kind of keep yourself motivated? Cause like, I mean, I’m sure you’ve had days where it’s, you blanked in at six o’clock. Like if you had days like that where it’s like, or it’s five o’clock and it’s like, I don’t even have to sell yet. Like,

Speaker 5: (27:56)
um, yes, but when I, so what if I look back at the day, this is something that I’ve learned is held to really true. Um, as I’ve looked back at this, it’s when I, when I look back at it, it’s just usually there’s not enough people home. I haven’t talked to enough people. Yeah. Now with the closing ratios, this is why I focus more on the closing ratios than the numbers because if I had focused on that, which I have in the past, it drives me nuts cause you’re just like closing ratios. The reason why knowing what your closing ratio is is so important. It doesn’t always hold true over the course of hours. It usually holds true over the course of the day, but it will hold true over a week, over a month over the summer. So that just dependent paper, it is on the APP. Um, it’s on the APP.

Speaker 5: (28:39)
I just look, I just know. Okay, cool. Um, but anyways, it’s happened where I sold the first person that I talked to and then I didn’t sell the next like 20. Yeah. And then they would really frustrating. But towards the end of the day, I’ll usually start selling as I, as I continue to give 100% my closing ratio will hold true and I’ll sell like the last seven people. That’s happened like maybe three or four times this summer. It doesn’t usually happen. If I’m giving 100% and there’s people home, usually the closing ratio holds true. It doesn’t always hold true over the course of the day. Usually it doesn’t go. Yeah,

Speaker 4: (29:14)
and I like this whole hundred percent thing. I know we touched on this in the beginning, but it’s, it goes back to the principal at the gym when you said, I’m always giving it my 100% some people’s hundred percent looks like other people’s, you know, 500% and some people’s hundred percent or that they look like they’re giving 100% but they’re only giving their 50% there. 30% cause I’m sure you’re 100% would make other people’s 100% right

Speaker 5: (29:42)
now look shameful. Like dude, you look like to, you know what I mean? See what I’m saying? So it’s like, dude, I could never work that hard. It’s like, well dude, you might be the guy at the gym that could never finish the workout right now. As soon as, I mean I like almost this whole give 100% as you give 100% you’re 100% and gets better. Exactly. That’s what I’m trying to get at. It’s just like, and the cool thing is is that you and I both know there’s a lot of really weird people out there that I can learn how to do this.

Speaker 5: (30:12)
There’s a lot of really weird people out there. If you give 100% there’s no reason why you can’t sell fifth like 150 best control accounts define, so define 100% though. Like here’s the thing, like I look at 100% and it’s like what are the pieces that make up 100% like you think it’s different for each person. I think some people look like my head more natural strengths in one area than another. Some people might be good at building rapport, whereas other ones are really meticulous at memorizing. Different like responses to objections, but I think finding what your weaknesses are and just working on him, like I think that just giving a, for me, giving a hundred percent so for me like the, the building rapport thing is has been a pretty natural thing for me. For me, it’s just the effort level. How hard am I willing to work?

Speaker 5: (30:57)
That’s what my 100% like is focused on where it might be something different. Well, I think it also, it’s like you’re 100% was paying for a nutritionist for a year. You’re 100% was saying, I’m all in and you, you’re the, hey, I don’t mind that. By the way, I know we didn’t talk about this, but I started myself at 19% at the bottom because I also wanted to burn my bridges with this. Really, you said, I will earn my own pay scale. How will earn my own pay scale? I’m the owner, I will pay, I will not, I will not pay myself anything aside from what I’m earning. Right. So awesome. And I think a lot of people run into the problem of I negotiated my percentage and they didn’t earn their trust it therefore they don’t work for their own damn percentage and shame on you.

Speaker 5: (31:44)
If that’s you. I wish I wish you would do or what I’m going to turn this saw you. I think that the industry hurts itself. Yeah. By giving, by giving things out that are earned and unfortunately I was one of those reps who’ve got a really good deal and I can tell you I probably would have pushed harder longer and gotten to this place sooner if I had to continue to earn it. No, got that some, that’s first of all the whole vodcasts. Yeah, I’ll get now for real though. Like I, I literally look at that and I go, I didn’t have some magical sauce that gave me a free pay scale. Like it’s like, no, I fricking had to go fight for it anyways. So here’s a question and we’ve got of got to wrap up due to time. Actually before I ask this question.

Speaker 5: (32:31)
Yeah. Any comments on there that are like, don’t want to get answers and somebody wants to know I’m a renter and the home owner sent down someone who spray my house. How would you overcome that? Objection. Like the homeowner actually paying for somebody to play. He’s a renter, the renter and the landlord calls and have someone do it for them. So I would assume that he’s lying to me and that he’s not. I would assume, I would assume that he’s not telling me the truth about the landlord. I, I would say now, look, man, I, I rent to, in my experience, most landlords are a little bit too cheap and they’re not usually willing to pay for it. So I actually do something a little bit different for renters. Okay. And then I’ll just,

Speaker 4: (33:14)
it’s a special deal. Yeah. Okay. And then you see if you can read out the lie. Yes. Let’s do that to me all the time to essentially like you speak full English. Okay. Darn it. Okay.

Speaker 5: (33:25)
If they continue to persist that the landlord is actually paying for it, then I just, I don’t care. Cool. I’m not going to try to give it’s a legitimate thing then it’s not a big deal. I’ll just go talk to somebody else. But I assume that it’s a lie. Just like I assume that they need to talk to their spouses a lie. So I ain’t man. You always want to assume that you’re really talking to

Speaker 4: (33:45)
yeah, I use that excuse all the time. No offense Katie, but I probably didn’t need to talk to her.

Speaker 5: (33:50)
It’s just I use, um, I handle, my wife handles all the money, like I have no idea what’s in there. Like such a good one. I’m terrible. What other ones do we got? Y’All do one more as is, how do you stay persistent without being pushy? Okay. Pleasant persistence. I like pleasantly persistent. The key to pleasantly being pleasantly persistent is something I’ve already hit home on and it’s building rapport. Being able to build rapport with somebody will allow you to push a lot harder than you would be able to. Normally I have certain phrases that I use right before I apply a lot of pressure. One of them is like, actually I’d say, hey now, nope, there’s no pressure. But if you’re willing to give it a shot, okay, I love you. I’ll go ahead and then I will ace and then I close. That’s one of my really big ones. I use no pressure that if you’re willing cake. Yeah,

Speaker 4: (34:41)
just as I wrote, I wrote about this in my book. It’s the balloon effect. If I blow up a balloon super fast at pops, if I kind of flex it and deflated a little bit, it can get a little bit more air. And it’s like this whole thing of hey, no pressure. I’m going to deflate your for a second. Go. Yeah. And then, but it’s like let’s go. You know what I mean? So I love that. I love that nugget. Um, okay, so last question I ask everybody as we wrap this up, if you guys liked this one, go get your damn ticket to d econ cause he’s going to speak there. So we’re going to get to like pick his brain for 40 minutes. Number two, uh, yeah, share this, give it, give it to other pet tag, a pest control guy. Right? Like say it doesn’t, he need this or another sales dude, this was fire by the way. Uh, I appreciate you for just sharing so abundantly. I’m excited to keep us jam and after this office,

Speaker 5: (35:33)
if anybody ever wants to like DM me like off of this, like yeah, I’m an open book. So which

Speaker 4: (35:38)
there are no offense to pest guys. All these pest guys are like, I got the secret. I’m like, y’all say that day, same day and shit is like, let’s go. No I’m not. I’m very, very, I’m very normal. I love that I fired in order to this guy. Anyway, if that’s you and you become, you know, hit me up, hit Josh yet we’re all, we’re all willing to share. Of course. Um, so number two, and the last question I always ask everybody is if you could give the industry one piece of advice, like what would you give it?

Speaker 5: (36:12)
I don’t know if I could break it down to one thing, but um, if I could give the industry one piece of advice, I know this might sound biased because I’m an owner now, but stop giving people things that they don’t learn because it’s handicapping all the reps. Yeah. That’s handicapping all the Reps. It’s bad for the industry. It’s bad for the owners. It’s bad for the reps. It’s bad for everybody. Yeah. Things feel better when you’re in them. And I dunno, I just think that like companies that will go out and give a first year rep a ridiculous yeah. Like commission level for no reason whatsoever other than there’s pockets are deeper in there. I think it, I think it poisons the industry that and value your service. Don’t like I, that’s one third and maybe like almost half of my accounts are switched over accounts and I make it a point to not undercut prices.

Speaker 5: (37:08)
I mean occasionally, yeah. Charge, right? Yeah. Don’t charge tagging enterprise for value to fel like there’s a, there’s a company that I won’t name that we talked about that’s trying to bring low Texas prices up to Okc. And I’m not super impressed with it. As somebody who values the service, I’d, I’m trying to make a point that you can sell a thousand accounts above what the contract value above 500. And I think that we should all charge people more, earn the commissions that were, that were going to get and, um, stop devaluing ourselves and our services centrally. Amen. Two nuggets right there. Okay. So appreciate you. Um, honestly, like, look forward to the relationship. Obviously. I’m for sure, man. I’m working together now.

Speaker 4: (37:52)
Um, much love. Love you guys. Thanks guys.

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