My first real big boy job and afraid of belly flopping completely on the doors.  

I showed up to the morning meeting and only knew my few friends that came with me.

There wasn’t the slightest clue in my mind of what I was supposed to say or who I was going to say it to.

We got thrown in a car and dropped off in a random neighborhood.

(sound familiar?)

A basic script with a few one-liners scribbled on a piece of paper was all I had to use the entire day.

My manager only knocked on three doors with me.

Two people weren’t home.

The last one was a lady who was about to walk her dogs and screamed at us to go away.

He then turned to me and said, “I’ll see you at dark, figure it out”.

That left me feeling terrified, nervous, and with a rock in my stomach the size of Texas.

There was nothing I wanted more at that moment than to go home and curl up in bed.

It took me a full week before I was able to get out my pitch clear enough to get my first real deal.

I still remember calling my manager and having him walk me through the paperwork.

The customer was so nice to me and felt like a ray of sunshine breaking through the clouds hanging over my head.

It made me feel like I could actually do this.

I called my mom and dad that night and told them “I’m going to make this work and I’m going to be great at it”.

13 years later, I have stuck to that plan, which has completely changed my life.

This helped me discover how to “pass the torch” so to speak, to the next generation of sales reps who were just like me then.

That way sales reps, just like you are now, never have to go through the same struggle that I went through.

It’s possible to master what to say and how to present it when homeowners give you objections.

It took me 3 years to finally get good enough at overcoming objections to consistently close deals every day on a regular basis.

That’s when I realized that the secret to closing more deals on the doors came down to how well I could overcome their objections.

I knew if I made it a constant habit to practice overcoming all the possible objections a homeowner could give me, I’d finally make the kind of money I want and would have all the confidence in the world.