After you finish addressing an objection with a story or information about the industry from the previous section, drop two or three of these value building statements. When done correctly the tone of these statements polarizes the social dynamic just enough so that when you switch up the tone in the next step of the loop, when you ask the closing question, the customer will be drawn into your reasonable suggestion. Value building statements work better when delivered in a specific order; personal, service, then company. These statements should all be delivered with the absolute confidence tone.
Customers need to see value in three categories before they will agree to do business with a company. There are three things they need to know.
1 That they can trust you as an expert who is there to help them.
2 That your service is high quality and solves their problem.
3 That the company is reputable.
Just like with the pitch, switching from one tonality to another is absolutely critical here. You are leading them into a reasonable suggestion, not trying to tell them what to do! Coming from the absolute confidence value building tone into the trusted friend/reasonable man for these closing questions is really powerful!
After you ask the question, shut up and don’t say anything! The first person who talks “loses” and you want to win that moment. What closing question you ask will be determined by the sequence of the conversation that came before. If the customer mentioned they’re looking into fixing their vehicle already, use question #1 since they’re already looking to fix it.
If a customer mentioned they want to get it fixed but can’t afford their deductible, use question #2 since it doesn’t cost them anything.
#3 can be used if a customer mentions how much they hate dealing with insurance stuff.
#4 is more of a last resort/exit strategy closing question
Examples:
Do they not want to get their roof cut off? Since we can save your roof…
Are they worried about how long it will take? Since it only takes a few days…
Are they concerned about insurance rates going up? Since your insurance rates won’t go up…
If you did everything right, at this point the customer should agree and schedule a time in the shop. Then you use the scheduling questions to figure out when the best time is. You don’t want them to cancel because you scheduled them at a bad time and they end up missing their appointment. Make sure they’re not going to be in a rush, or have anything else important thing going on that day. It’s frustrating when you make an appointment with someone and they don’t show up, then when you call them you find out it’s because they had some doctors appointment or were just doing something else and forgot.
Sometimes a customer will agree to use your shop for the repairs, but they won’t want to commit to a time. If you just ask them something like “how is 4 on Monday” and it doesn’t work, they might just give you another objection or tell you they will call you when they are ready to bring it in and you might lose the sale.
It’s better to ask questions like when their next day off is, or if they would prefer morning or afternoon. This way you lead into getting them to commit to a specific time, rather than trying to just go for it immediately after they agree to the sale. It should be more of a collaborative effort where you both arrive at the appointment time together, which lets the customer feel more at ease because it’s like you empowered them to handle their situation as opposed to forced them into doing something.
Chapter 2 of my e-book describes in more detail what PDR is and the logistics of how these businesses operate.
When you meet someone with hail damage, ask them these Questions:
Below is the flyer that I designed for sales reps to give to potential customers. It has all the information people need to know, and this flyer alone has closed countless sales just leaving it on someones car.
Your job is to get this flyer into as many peoples hands as possible.
Write the expiration date and your initials in the PROMO CODE box. The expiration date gives people an incentive to call, and your initials make sure you get the commission! Using good handwriting matters.
These are two videos I made for PDR companies that show dent repair technicians fixing cars, some customers in the shop, and convey the vibe of the company.
Anytime you get a lead (someones phone number), you put it into a form on google, and it sends out an automated text message with all the information, reviews, and videos. That combined with the flyer is really powerful and closes tons of sales for you on the back end after you leave the interaction.
If someone is skeptical or thinks you are shady, giving them one of these flyers usually does the trick.
Chances are there's no other hail repair company in the area that has anything close to this quality of marketing materials. You and your company will stand out because most other PDR companies use small shitty business cards that don't even have any pictures on them, or it's just some generic stuff from google that just looks low quality. A huge benefit you get from my job placement is these great systems that help you close more deals.
This is the app we use for canvassing.
When you go around neighborhoods there are so many cars you need a way to keep track of them so you don't waste time. Hail recon uses GPS and lets you drop "pins" everywhere you see hail damaged cars. You can save customer data into the "pins" or "markers".
There are different colors to easily tell the situation with each vehicle. Grey is a vehicle with a flyer. Red is multi-car deal. Orange means you talked to them but didn't get a lead. Yellow means not interested or not qualifying. Green is a sale.
Closing Question's (If they indicate that they are interested in getting it fixed)
The following pieces of information are needed from every customer
Lay downs only happen once in awhile, usually it will be more difficult and require you to address peoples objections or questions. Every sale will be slightly different because people are all different, but you will notice most people have the same common questions and objections. We go over them all in detail later on.
Some people will refuse to talk to you. Thats ok. Don't let it bother you. Just move on to the next one and keep asking these questions.
Opener - "Hey how are you doing? Just real quick I wanted to ask about your plans about the hail dents all over your car"
Questions - "Have you filed a claim yet? Are you looking to get it fixed?"
Customer responds - (It doesn't matter what they say)
Closing - "Great well would it be alright if I leave you with my information? We will pay for you to get your vehicle repaired."
Customer has objections or questions
You address their objection or question
Closing question - "So, since we pay for you to get it fixed, if you do your research about us and everything looks good, would you consider using us for the repairs?"
Sometimes customers will agree and schedule their car in the shop with you on the spot. Other times you might get their number and follow up later.
This is my basic daily schedule:
8am wake
9-11am flyer 3x weekly
12pm gym
3pm start work
8pm finish work
There are other companies out working and they will take all the "lay down" customers from your hood if you aren't out working. A lot of customers just go with the first salesperson that shows up to their door. Don't waste any time!
People are home at different times. Some work during the day and some work at night, so if you are only in the hood once a day, you will miss out on some potential income.
A good conversation is a qualified customer who seems interested and gives me their phone number. To talk to 1 person I have to knock around 5-10 doors depending on the time of day, and out of 10 people I talk to, maybe 2 of them are what I consider a "good conversation". In the ideal storm situation, I'm having one or two good conversations an hour. About 1 in 5 good conversations turns into a sale. As you become better at sales, that number gets higher.
Not everyone will close right away so you have to keep hustling. Try and build up to 100 leads, shoot for at least 6 to 10 new leads every day. That means getting someones contact information. It could be from knocking a door, approaching someone in a parking lot, talking to people from church or the gym, whatever! 100 leads should convert into a decent amount of sales as the storm goes on.
The amount of sales you get will slow down once you’ve been in the storm for a month or two and sold everyone who was willing to listen to you. Eventually you run out of new people to talk to. It really depends on the size of the area and how many cars are damaged. This is going to be different in every storm.
When you run out of new people to talk to, those leads you got are going to be all that's left.
How do you get fresh leads? Knock fresh doors and talk to vehicle owners! If there's no more houses to knock, some reps get creative and talk to people in the local community to get sales. I've heard stories of guys going to the bar every night of the week and just making friends, and getting cars every night that way. You can do whatever you want, but knocking doors and using my sales system is virtually guaranteed to get you sales.
The longer you can sustain working and generating leads without stopping or getting lazy, the bigger your “wave” will be for that storm.
Not everyone is going to bring in their car right away. Some people need time to think about it. Some people shop around. Others the timing just isn’t right with family/work/obligations and you have to follow up and close them later.
If you truly knock doors from 4-8pm every day there's no reason you shouldn't be getting at least 3-4 deals a week even as a total beginner.
The first thing you need to learn is how to spot damage and do rough "eyeball" estimates as you look through cars in the neighborhoods.
Dents are really hard to see in pictures, so this is something that will happen once you get out into the field. Don’t worry though, it only takes 5 minutes to learn. Basically you just look a vehicle over for a few seconds and check if it has dents. Sometimes you can see dents from the street, but other times you might need to go up in peoples driveways and scope out their car up close. It’s harder to see damage on white cars, or sometimes cars are covered with tiny dents that you can’t see until you get up close. If it looks like they have damage and It’s a nice car, knock the door and talk to the owner!
You need to find vehicles that look like they are 2012 and newer. Older vehicles won’t qualify because they might total and it’s a waste of everyones time since the shop won't get paid for the labor. Owners of old vehicles also probably don’t have full coverage. If a vehicle is 2012-2015 but has super high mileage it can total if the miles are too high. Trucks hold their value better so even a 2008-2010 truck will probably qualify if it has low miles.
A vehicle will total if the dents are worth more than 60-70% of the total value of the vehicle. So if the average amount of damage is 3500-5000, vehicles need to be worth at least 8-10 grand in order to qualify.
If it looks like an older vehicle, it could still qualify, but you will need to ask the customer about the year and mileage, and run the value in KBB to determine if the car will total based on how much damage it looks like there is. Most people really appreciate when you run the value for them. It shows you’re an expert. I always tell people
If you don't want to run the value with them on the door, the shop will always sort it out when they bring the car in. The shop won’t accept any car that doesn’t qualify, even if you sell that customer, because if it totals the business might lose money paying for the rental car.
The best vehicles to get are the ones obviously damaged, newer models without sunroofs or glass roofs. If a vehicle has a big metal roof, theres more area for dents which means more profit for the company. Vehicles with glass roofs might not have enough damage on the trunk or the hood to even cover the customers deductible. It's not worth doing all the work on the back end with the R&I, dealing with insurance adjusters, and paying for a rental car for that customer, when there is only 1000 bucks that gets split between the dent tech, the owner, and the sales rep. Dent techs aren't going to want to work on a car unless they can make at least $1200 bucks on it. So the cars you bring in need have at least $3000 of damage. That's really just a few dents.
On the other hand if the dents are just really large and the car is absolutely destroyed it will take the tech a week to fix it, so he's not going to want to do that car. Tech's want to fix cars they can repair in 1-2 days, and make $1200-3000+ on. If the damage is too severe and the tech gets "stuck" with that car, they will complain to the owner of the company and may not want to work there anymore if they're getting a lot of those really bad cars.
The vehicles in the middle of the spectrum, with medium damage, are the best ones.
But there is more to identifying if a vehicle is qualified than its value and the extent of damage. Customers can have different situations with insurance, and there are other variables. But the way you figure out if a customer is qualified is by asking intelligence gathering questions to rapidly asses what their situation is, which is part of a different lesson.
When you get out to the storm we do some role-playing in the office before you go out on the streets so you can practice using these loops. Don't worry its really easy!
1 - Customers can basically "lay down" and not have any objections.
2 - Customers can have some objections but you are able to overcome them and close, or at least get a lead.
3 - Customers have objections you can't handle and you abandon the sale.
To make the sale you just follow the steps of the Sales Roadmap to move the sale down the line while remaining in the "green zone".
Deliver the information with the correct tonality in the correct order. It’s easy! Most people will be interested in learning about a free service. If you use this framework to walk them through it, and they are serious about fixing their vehicle, they should either close or be willing to give you their phone number.
Using the vocal tonality and your body language (smile, posture, talking with hands) is what keeps you in the emotional acceptance “green zone”. The sale won't move down the line unless the customer accepts you emotionally as you question them.
Whether or not a customer listens to you is highly variable and can depend on what you look like, your body language, or whatever the customer was doing before you showed up. A big part of this job is luck and catching someone at the right time.
If people are in a bad mood because something in their lives is fucked up, it doesn't matter how good you are. They are not going to want your help, or listen to you at all.
You have about 1 second to make a first impression when they come out after you knock. If you are on point with vocal tonality and body language, it should disarm their emotional objection subconsciously and they will open up to you about their situation.
Jordan Belfort calls preparing for the opening moment being "sharp as a tack." You're also supposed to be "enthusiastic as hell" and ready with all the information instantly because you are an expert in your field. To be an expert you really have to internalize all the industry information in the yellow cards later and be able to talk about it fluidly in response to peoples concerns. You also need to be able to fire off intelligence gathering questions to rapidly asses where the customer is at in their repair process.
A lot of people don't know how the industry works. They don’t know their insurance companies are doing shady stuff to try and screw them over. They don’t know that the place where their insurance sends them will do a terrible job. But you can’t just directly tell them that. Theres a saying that goes, “selling isn’t telling.”
It’s hard to sell someone just by telling them information. You need to ask questions, listen, and respond. As you ask questions the customer opens up, tells you what their concerns are, and only then are they ready for you to give them information to address those concerns. People can digest information much easier in a third person story, so there’s a certain way to frame the explanations when you address peoples concerns or objections.
What I do is before knocking the door is make sure my posture is good, I'm smiling so hard it hurts, and then I knock the door. I may say some affirmations or hum under my breath so I have some kinetic energy already flowing when I start talking. I'll take a few steps back while I wait for the customer to come to the door. I’ll stare off into the distance at something, so if they see me through the door or window it’s slightly less confrontational than just standing right on their doorstep. Everyone has their own way of doing this that works for them. It’s also situational. Sometimes theres a bunch of dogs that bark as the owner comes out of the front door trying to shove them all back in. Other times they are just barking so loud the owner can’t hear you and you have to address the dogs and say something like “oh its ok I LOVE dogs! Whoa he's not gonna eat me is he? What’s his name? Can I say hi?” And this is better than trying to yell over them and pitch the sale. If you play with a customers dogs, they will trust you a lot more. Other times people come to the door with babies, or they barely poke their head out, and sometimes they won’t even open the door.
You only have one chance to make that first impression with your pitch. If you say it immediately but right as you say it the customer turns around and starts yelling at their kid or something inside, and they don't hear you, you can't really deliver it again with the same enthusiasm. So don’t give the pitch until the customer is fully listening to you.
If they come out and right away they are like “whats up, what do you want?” That’s perfect. Go straight into the pitch.
But if there is something else happening and they’re looking back into their house or something, make sure you address that and recalibrate before going into the pitch. If they’re not even listening to you for the pitch, you’re probably not gonna sell that one, but you never know. I’ve gotten a lot of sales just handing people flyers before they retreat inside.
When the customer first starts to come out of the door, if I’m standing six to ten feet away looking off into the distance, I'll turn around and smile, give them an enthusiastic as hell “Hey how are you doing?” with a wave right as they first see me. Kind of like one of those cheesy newscaster turns you see on TV.
If you don't read the customer here, and recalibrate yourself to deliver your lines correctly, their emotional objection won't be disarmed. You can still sell them but it will be harder. A really enthusiastic pitch delivered with highly contrasted tone, in one line can close a sale. I've had countless people just be like, "Dang that sounds good, I'm down." Or they just have one or two questions and schedule. This only happens when I’m on point with my enthusiasm and tone though. People are easier to lead through the conversation and give up information more easily if they accept you emotionally.
If they're pissed off coming out of the door, you have to be extra careful to disarm the emotional objection with your reasonable tone. That tone has to be extra reasonable. If they're immediately trying to shut the door without even listening to you, don't even waste your time. You want to get in front of people who will listen to you, so you can deliver the pitch and have it be effective.
If you hesitate, use the wrong tone, say the line too fast, mumble, frown, or break eye contact incorrectly, it can instantly ruin the interaction. You're not sharp as a tack. You're not enthusiastic to meet them on a personal level and help them with their problem. You're not an expert in your field if you are mumbling.
Human interaction is all about frame. Whoever has the strongest frame controls the social dynamics of the sale.
I've noticed through thousands of interactions that if I maintain a huge smile and give them a super friendly "hey how are you doing" right as they first see me as they're coming out the door, it sort of disarms them and lets me gain control over the interaction from the beginning. People are more willing to have a conversation or at least listen to me for 5 seconds so I can deliver my pitch. If I do it right, them boom its on.
When they come out and immediately impose their frame on the situation by saying something like “what the hell do you want?” It’s hard to regain control over that interaction. Instead of them listening to you reasonably tell them about this great offer, now you have to enter their frame under pressure to explain yourself, and do a lot of work to gain emotional acceptance before they will actually trust you and let you help them.
What I try to do is impose my frame first with my friendly “hey how are you doing?” as they are still coming out of the door. The timing of this matters, it has to happen right as they are coming out before they are fully facing me and say anything. That way I’m in control of the conversation first, and the interaction starts off friendly instead of immediately turning sour. It may not seem like a big deal, but that split second when they’re coming out of the door really matters.
The ability to instantly gain emotional acceptance and control the frame of the sale is something that comes naturally to high performers in the industry. The guys who get 10, 20 in a day will tell you. It's part of the "magic" that happens. It’s hard to learn this skill directly because it’s a subconscious thing that’s built on references from experience trying it and failing. You will see what I’m talking about once you get out in the real world and start selling.
If you are truly sharp as a tack and enthusiastic as hell when you deliver the pitch, people will see you as an expert who can help them, and most will at least respect you enough to listen for a few seconds. If you’ve done your pitch right, and you gave it to a qualified customer, they should be curious about your offer.
Right after the pitch you immediately ask an intelligence gathering question with the reasonable man tone. Always ask these questions with the same tone, and just then shut up. Don't say anything else until the customer responds.
When they give you an answer, follow up with 2-3 more questions immediately to figure out where they are in the process of getting their car fixed.
You will ask more of these questions at the end of each loop to jump back into the sale. This is what moves the sale down the line to the close. They have to tell you information to give you something to go on. If you don’t know where they are at in the process, how can you know what to say to help them navigate their situation with a good outcome?
When you ask these questions with the wrong tone people will just tell you to get lost if you don't have good rapport with them, or they will give you some bullshit objection like “I don’t have time” or “I’m not worried about it” or "my friend is taking care of it"
It’s important to recognize which objections are smokescreens. Sometimes customers will give objections because they don't trust you, or just want you to go away, and you need to push through those objections and keep trying to sell them.
Other times objections are legitimate concerns where the customer wants to use your service but they need to know more information before they commit. Whenever there is a pause in the conversation, or you don't know what to say next, always ask an intelligence gathering question!
But there are also a lot of customers out there who just won’t trust you, don’t believe that your offer is real, or are convinced they need to do what their insurance company tells them.
Sometimes customers are not interested for legitimate reasons and you won't be able to be help them, for example
if they don't have full coverage insurance,
their deductible is too high,
their car is too old
they other have preexisting damage and their car will total if they file a hail claim
the hail has cracked their paint and it can't be fixed with PDR
the damage is too severe or not light enough.
That’s why you need to screen vehicles before you even knock on the door so you don’t waste time talking to people you can’t help. Some people think that you should knock every door just to make friends with people in the neighborhood and then try to leverage those relationships for referrals even if you can’t help that particular customer. I personally don’t do that. I try and make the most of my hours on the doors by not wasting time talking to people who don’t qualify.
Most of the time a customers initial objection is just a smokescreen because they want you to go away. They are still reeling from their initial subconscious emotional objection, don't trust you, and are making up an excuse to get you to leave because you haven’t done a good enough job making them feel comfortable. It could also be some variable that’s not even in your control like they just saw something on TV that set them off and they aren’t open to listening to anyone right now.
A lot of customers don't even know they have damage, and once you show them they are grateful and you can can easily sell them. It’s easy to pitch someone on coming down to the shop for a free estimate once they are made aware of damage they didn’t even know they had.
A lot of customers just don’t understand that you really are just giving away a free service. I’ve had a lot of people ask me later on in the sale “So it’s really free?” or “I really don’t have to pay anything?”. Probably the number one most common question is how it can be free and how that works because people think it’s some kind of scam or it’s too good to be true.
Once you show the customer your business information with all the reviews and videos, the social proof should convince them of your company’s legitimacy even if they don’t believe you initially.
A lot of people turn to their friends for advice on problems. With hail damage, normal body shops and collision center just have no clue. People that work for body shops actually prefer to bring their vehicles to us sometimes because we are a retail hail repair only shop.
Ultimately it doesn't matter what the customers objection is, because you just push through it and keep asking questions, delivering information and dropping value builders until you exhaust all the lines in the script. They you can’t close them by then, they are probably not ever going to close. If you get through all the information, and they still don't want to schedule, try to get their information to follow up with them later and move on to the next one.
I’ve been in storms where every local body shop was booked up for months and people can’t even get an estimate. Meanwhile they’re just driving around with a nasty looking vehicle. When I show up and tell them I’ll fix it for free and can get them in immediately, even if I just casually mention it to a stranger at a bar or something, it’s often enough to get people to want to look into using my service.
Sometimes conversations will hit a dead end where you may have asked a closing/scheduling question and the customer says they’re not interested, but doesn’t give a specific reason why. Sometimes you won’t be able to close them on the spot. You want to avoid leaving the interaction with a bad vibe, pressuring the customer too hard can polarize them against you forever. You want to leave the situation open to still be sold in the future. But you also don’t want to just take no for an answer right away. This is where every sale will require you to be sharp as a tack to read that customer and maneuver appropriately.
If you feel like the customer has a good vehicle and might still close in the future, but they’re just not listening to you right now, use one of the exit strategies.
If they won’t close, there is only so much you can do. I’ve had some people where I had to come back with a 30 pack of beer and drink with them and hang out with their family at a barbecue before they would trust me. But that was for a 4 car deal. Every situation is different and you have to adapt. Sometimes customers just don’t make decisions based on logic. This is something you will learn to intuitively feel out as you progress and gain experience.
Your job is to find qualified customers, and push past their objections and defense mechanisms to make that sale and earn money. Your job isn’t to be an emotional punching bag for someone, listen to people vent their personal problems, or be overly “nice” and try to explain yourself over and over again when someone has a problem with you. If someone doesn’t close right away but they’re still being friendly and cool with you, it’s possible they might close in the future. But you still need to push them a little bit.
If they just go back inside or slam the door on you, move quickly on to the net one!
Some people will just not trust you, not listen to you, or just disagree with everything you say and theres nothing you can do to win. It's normal.
Some people can also waste your time, because they may start talking to you about personal stuff or the weather, and you may think its going to lead to a sale. Sometimes it does, because there are some people who need to chat with you for awhile on a personal level before they trust you. But those situations can also be a trap because after talking to them for half an hour you figure out some crucial piece of information like their wife makes the decisions and she's not even home.
If it seems like the sale isn’t going anywhere, don’t waste time trying to be “polite” by not interrupting someone if they just start rambling on and on. Just interrupt them and get out of there! You're never going to see them again anyway, so whats the difference between leaving now or after another 10 minutes of them rambling?
During peak knocking hours from 4-7pm, you want to try and hit as many people as you can because thats when everyone is home. If you waste an hour with someone that doesn't lead anywhere, you miss out on potentially talking to a bunch of other people that might schedule. During these hours if it doesn’t seem like someone is going to close, use an exit strategy and just leave them with your info. Let the automated marketing systems close the sale from there.
Customer’s get a text message with social proof, reviews, videos, and basically all the information so they can look over it later. I’ve had countless people call me after just pitching them and using an exit strategy. Just focus on making a really good impression by being friendly, helpful, and encouraging. Remember even if they don’t use you for the repairs, your job is simply just to help them figure out the best outcome! You are their ally. The MVP on their catastrophic restoration team, IF they want your help. You’re not there to pressure them into doing anything if it's not a win-win.
If you’re talking to a customer and find out it’s the wife/husbands car, give them your info and try and figure out a time to follow up later. The significant other doesn't know any of the information, and when your service gets brought up later in conversation, the idea is quickly shot down with no one to advocate for you. I’ve seen it dozens of times. This is how that conversation usually goes. “Hey babe some guy stopped by and asked about our hail damage, said he could fix it for free. Huh, sounds sketchy. yeah I guess. I'm not even worried about it. whatever."
Try to identify if you are talking to the owner of the vehicle early in the conversation, usually people will tell you right away if its not their car, but it isn't always obvious
If a customer isn’t responding you to, it’s probably because you’re a stranger and they don’t trust you! Who the hell are you in their life that they should give a shit what you have to say? They need to connect with you emotionally to trust you, and you need to be in that “green zone” moving the sale down the line to the close.
Hopefully you’ve done a good job with your pitch where this isn’t an issue, but sometimes to connect with people you need to do extra stuff to build rapport before they really open up to you about what's going on with their car. You can try using some of these statements/questions to build an emotional connection with your customer .
The emotional acceptance statements/personal questions give you things to ask the customer to get off the subject of sales. Use these tools when you feel that the customer is reacting to you "coming on too strong" with the sale.
Ideally the sale should move from open to close with minimal personal stuff. You are there on a professional level to help them with their car, not to be their new best friend and chat about life. If you use the tones correctly and are assertive in moving the sale forward, you shouldn’t have to really go out of your way to build rapport.
But for situations where someone isn’t responding to your intelligence gathering efforts or refusing to schedule or give you their information. Instead of exiting, you can talk to them about personal stuff and try to get them to open up to you about their life. Just start asking some of these questions, and then Segway back into intelligence gathering after making small talk with the customer about their personal life. When people open up to you about their life, they will subconsciously trust you, which makes it easier for you to proceed with the sale.
When you ask a closing/scheduling question but the groundwork of giving them all the information/stories and value building hasn't been laid yet, the customer will likely respond with an objection.
A loop happens whenever a customer has an objection. This is the strategy you follow to address that objection and move the energy of the conversation back into the sale.
When customers object it’s often because people are afraid of change and new things, and no one is just going to automatically trust some stranger at their door. They usually give an objection hoping you will just leave, but it's your job to keep the conversation moving forward while maintaining your professionalism, tone, and body language.
When a customer tells you “No” it’s because they don’t “Know” enough information. If they really knew how awesome your free service was, and how going with you for their hail repair is so much better than what they’re already planning on doing, why wouldn’t they want to take advantage of it?
This the real part of making the sale, where you convince someone that they’re better off going with you. Many people are their own worst enemy and think they know everything, so if they tell you they aren’t interested, what they are really saying is “I need to know more about you and your service before I will consider the idea of trusting a stranger with an important decision in my life”.
If you just accept that first NO and leave without even trying to figure out what the customer’s plan is, they could end up going to the dealership and spending $1000 getting their roof cut off and screwing up the exterior of their nice new car, because that’s what they think is a good idea based on what their insurance or their friend told them.
They could have saved that money and went on vacation, got a legit high quality repair, and you could have made commission. If only you had the balls to stand up for yourself and push past their objections to let them know how you provide a better alternative.
If you walk away from the sale because you’re afraid to push someone when they’re obviously giving you a bullshit objection, that’s potentially money being left on the table. Over a year you can have dozens of encounters like this. If you could make an extra 10 grand a year just by being a little more assertive, isn’t that worth it? In a month when you are gone, you are never going to see that customer again in your life. So what if they feel a little “pressured”?
Most people who think they know everything have probably never even seen the inside of a hail repair shop before or know anything about how paint-less dent repair even works. I've had people argue with me that they want to do it themselves because they think they can do a better job, that they have a friend that's going to use dry ice, or they heard the sun just pops out the dents. If those things were true this industry wouldn't exist. Our dent guys wouldn't make $200,000 in 6 months fixing dents if everyone could just do it themselves. It's like tattooing or sculpture, a permanent type of art where the most experienced master craftsmen can achieve levels of quality that a beginner or even intermediate dent guy can't do.
If someone tells you their father in law is an insurance agent and he knows best, or some ridiculous thing where they're trying to pass off the responsibility for making the decision, it could be because they fear you. Maybe they got scammed before so they don't trust anyone now. Sometimes customers will keep objecting but not tell you why, and it could be because they aren't even the decision maker for that vehicle, but they won't tell you that.
If their objection is reasonable, meaning they are listening to you respond out of genuine curiosity, you can tell a story and reframe the situation to where you are the expert. Hopefully what you say will make them aware that they have a big problem, and generate a subconscious desire in their mind for them to do something about it. You don't want to directly tell anyone what they should or shouldn't do. Don't tell people how to live their lives. Tell a story about someone else who made a mistake, and infer that they seem like a good person and you don't want them to make the same mistake.
Some customers feel like hail damage isn’t a problem. They don’t realize how much it devalues their car. They don’t realize if they get into an accident with hail damage they can easily get screwed by their insurance out of thousands of dollars. Others are afraid to file insurance claims.
The information/stories in the yellow boxes in the following two sections give you stuff to say to address every possible objection. You might have to go through 3-4 loops before the customer will close, so don't just give up after the first objection. Keep going with intelligence gathering. Keep pushing off the pressure to leave and fight for the sale. Remember you're only there to have a conversation about their hail damage, not try to force them into buying anything. You just want to educate them on how the industry works so they don't get fucked over. If they want to use you for the repairs great, its a win win. But if not, thats totally OK too. But together with the customer let's figure out why not, and if it's not a good enough reason, maybe they would be willing to consider something different.
I emphasize how each dent devalues the car by hundreds of dollars and that for every one you can see in the direct sun, there are several more that you can’t see until the car gets pulled indoors under the PDR lights. I tell them it’s important we have the dent repair technicians take a really close look at their car to make sure everything can be fixed flawlessly so we’re all on the same page about what result to expect.
A lot of people just don’t think it’s a big deal, and need you to really point out the damage. Most people just don't notice it until someone points it out. Make sure you really point out the damage well, show them the dents in the moldings, the rails, go over at least 4-5 of the biggest dents on the hood and roof.
Once they start thinking about it, they will start to notice it every time they get in or out of their car. Even if you end up exiting that sale, it’s possible the customer will call in later and schedule once they realize “Actually yeah that looks bad and getting it fixed for free sounds like a good idea.” After they do research and see hundreds of raving reviews, most reasonable people would rather go with the hail damage specialist repair shop because of the higher quality, where they can also avoid paying a deductible worth several hundred dollars.
Theoretically none of these scripts or tactics work if you aren't emotionally accepted by the customer, but in some situations just because you can save them $1000, they tolerate listening to you once they realize you have the plug on a valuable service they need. Even if you have no rapport at all or the customer comes out all pissed off, once they realize you are basically giving them a bunch of money, sometimes they change their attitude. So that's why you should keep fighting for the sale, because people can be really stubborn sometimes and may not even realize why you are there until you explain it several times.
You need to have to have a “poker face” when someone rejects your offer. You can’t let them see that it phased you at all. You have to be totally outcome independent. If the customer disagrees with you and you get butthurt or don’t know what to say, the social dynamic gets polarized and the sale is ruined. You look weak and not like someone who is sharp as a tack and an expert in their field. It will get awkward quick and you will need to use an exit strategy.
Anytime a customer makes an objection you want to agree with them with like its no big deal before moving forward. Whatever their objection was, it’s not a big deal! You can probably still work together. But if not, its no big deal because you’re not even there to sell them anything anyway. You just want to figure out where they are at in the process and try to help them not get screwed. If they use you great, but either way, its no big deal!
Your mindset shouldn’t be to instantly just jump into why they’re wrong and they should use your company. Remember selling isn’t telling! Just calmly brush off the objection. No matter what they say, you’re going to agree with them in the next step anyway.
“Oh ok”
“Oh cool, yeah…”
“Perfect, so…”
If you immediately disagree or tell them some information contrary to what they think is true, they will become defensive and feel like you are challenging them and will instantly hate you. It’s called cognitive dissonance.
Right after you push the objection off, there is a critical moment where you pause for a second. If you jump in too fast you won't seem sincere.
Feel, felt, found.
The agreement brings up a way to casually introduce some new information that may be contrary to what the customer believes, but since you're just suggesting that maybe there's a different idea out there, but It’s totally reasonable for them to have that objection or feel that way and that Tons of people have that same question. But actually, this is how it really works…
By leading into the next information using one of these agreements, they will be more willing to hear you out.
The more dynamic and entertaining you can be with your tonality while delivering these lines the better. It makes you interesting and gives people a reason to listen to you.
There are a lot of these so they will get broken up into two sections.
In the white areas are industry information and stories to tell. Lead the customer through this information. You should be able to jump around, to weave in and out of different stories/information so you can hit the sale from all angles.
This may look like a lot of information, but you might only use 1-5% of it for a sale. Most people can only pay attention for a minute or two anyway, so if you start explaining all kinds of stuff it's not good.
You can "oversell" if a customer is ready to buy and it's time for you to ask a closing question, but you don't read the situation and just keep explaining stuff which it brings up other objections or the customer gets tired of listening to you.
Just one paragraph is enough before going into the next section of the loop. I give you way more than you would ever need here. You can pick and choose what you think is best based on what your customer is like, and which information resonates with you. Not all customers are going to have the same objections, some people will only have 1 objections, others will have multiple and will require several loops. By the end of lesson 8 and 9, you will know everything that will possibly come up in the sale.
Hopefully you did steps 1 and 2 of the loop correctly, brushed off the objection and agreed with the correct tone which lowered the customers defenses subconsciously so they're now listening to you when you tell them how stuff works. If you just jump straight into telling them how things work without the agreement, or without the pause before the agreement after they object, you might come across as desperate, pushy, or trigger people which blows up the sale. But don't be afraid of things blowing up or spiraling out of control. That's part of the fun!
I would rather have someone yell at me to leave or slam the door in my face after at least hearing me out first, rather than just complete apathy from someone who won’t even listen for five seconds and goes back inside without acknowledging me.
You have probably heard it before that communication is 90% how you say things and 10% what you say. Using dynamic vocal tonality, facial expressions, posture, and talking with your hands are all important. When you use a suggestive reasonable tone, it allows customers to feel like you are enabling them to make the decision to buy on their own, as opposed to pressuring them into something. You are merely suggesting that they could take advantage of your service since it's free, as opposed to trying to shove it down their throats.
Really they should be grateful you are there because now they get to save hundreds of dollars! What would you do with an extra $500 or $1000? That's a nice chunk of change for someone who is probably living paycheck to paycheck. You will close countless sales just because people can't afford their deductible and since hail damage is cosmetic, it doesn't affect their car driving them to work and back so it's not a priority. But once customers find out they can save that money, they are super happy about it.
Again, theres a lot more information in the yellow objection and questions boxes than you will need. But you should still try and know all of this information because then you can pick and choose little pieces to talk about in response to what the customer told you after you asked an intelligence gathering question.
Some customers will only need a little bit of this information, while others you will need to talk to for longer. Some people will close if you just talk to them long enough. It’s like they get into a trance from listening to you speak, and then just gradually agree with whatever you say. They become passive and submit to your frame as you gain control over the sale.
You might notice a pattern where everyone in an area has the same objection. So you ask a question which leads into one story, but then you jump into a different story which addresses that objection they might have before it comes up. For example if it seems like everyone you talk to is worried about their insurance rates going up, just bring it up in response to a different objection/question, so that when you ask a closing question, it’s already been addressed.
After you finish addressing an objection with a story or information about the industry from the previous section, drop two or three of these value building statements. When done correctly the tone of these statements polarizes the social dynamic just enough so that when you switch up the tone in the next step of the loop, when you ask the closing question, the customer will be drawn into your reasonable suggestion. Value building statements work better when delivered in a specific order; personal, service, then company. These statements should all be delivered with the absolute confidence tone.
Customers need to see value in three categories before they will agree to do business with a company. There are three things they need to know.
1 That they can trust you as an expert who is there to help them.
2 That your service is high quality and solves their problem.
3 That the company is reputable.
Just like with the pitch, switching from one tonality to another is absolutely critical here. You are leading them into a reasonable suggestion, not trying to tell them what to do! Coming from the absolute confidence value building tone into the trusted friend/reasonable man for these closing questions is really powerful!
After you ask the question, shut up and don’t say anything! The first person who talks “loses” and you want to win that moment. What closing question you ask will be determined by the sequence of the conversation that came before. If the customer mentioned they’re looking into fixing their vehicle already, use question #1 since they’re already looking to fix it.
If a customer mentioned they want to get it fixed but can’t afford their deductible, use question #2 since it doesn’t cost them anything.
#3 can be used if a customer mentions how much they hate dealing with insurance stuff.
#4 is more of a last resort/exit strategy closing question
Examples:
Do they not want to get their roof cut off? Since we can save your roof…
Are they worried about how long it will take? Since it only takes a few days…
Are they concerned about insurance rates going up? Since your insurance rates won’t go up…
If you did everything right, at this point the customer should agree and schedule a time in the shop. Then you use the scheduling questions to figure out when the best time is. You don’t want them to cancel because you scheduled them at a bad time and they end up missing their appointment. Make sure they’re not going to be in a rush, or have anything else important thing going on that day. It’s frustrating when you make an appointment with someone and they don’t show up, then when you call them you find out it’s because they had some doctors appointment or were just doing something else and forgot.
Sometimes a customer will agree to use your shop for the repairs, but they won’t want to commit to a time. If you just ask them something like “how is 4 on Monday” and it doesn’t work, they might just give you another objection or tell you they will call you when they are ready to bring it in and you might lose the sale.
It’s better to ask questions like when their next day off is, or if they would prefer morning or afternoon. This way you lead into getting them to commit to a specific time, rather than trying to just go for it immediately after they agree to the sale. It should be more of a collaborative effort where you both arrive at the appointment time together, which lets the customer feel more at ease because it’s like you empowered them to handle their situation as opposed to forced them into doing something.
When customers bring their car into the shop, in order to take that car, we need them to sign two forms. The two forms are called "Direction to pay" and "Repair Authorization"
When a customer signs the Direction To Pay form, they authorize us to deal with their insurance company and collect payment on their behalf. Without this form, the customers insurance company won't be allowed to discuss the details of their claim with us. The repair authorization form just says they agree to use our shop for the repairs, and they don't owe us anything at the end.
If a customer has already filed a claim thats great, they already have the claim number and insurance adjuster's information in their email somewhere.
You can get customers to file claims on their phones if they have the app from one of the big insurance companies. If they don't have the app, you need to make a phone call.
The customers insurance card will have the claims phone number, as well as their policy number.
The phone call is really easy and only takes about 10-15 minutes. If the customer doesn't have their insurance card, you can just google the claims number of their insurance company, and have the customer service representative on the phone look up their policy based on the customers name, address, telephone, DOB, or other information. Most people have their insurance cards though.
"Hey this is YOUR NAME with YOUR COMPANY NAME and I'm here on speaker phone with your policy holder CUSTOMERS NAME, their vehicle has some hail damage and I'm with the body shop that's going to be fixing it, so I'm just helping them file a comprehensive hail damage claim. They are right here on speaker phone if you need to verify their information."
Every insurance company is different, and every rep is also different. Some of them have filed a lot of claims and know what they're doing, others are brand new just working in some call center and have no idea how it works. Sometimes you can just tell the claims representative the answers to everything up front and they will put it all in the system and give you a claim number within a couple of minutes. Other times they ask you one question at a time and are really slow putting the information in. Occasionally, they might give you an attitude. Basically the insurance claims representative just sits at a desk all day and takes phone calls, then puts information into a computer. It's not the greatest job, so not everyone is going to be friendly with you on the phone and let you take over the conversation and file the claim for the customer. Sometimes they demand to speak to the customer for the entire thing unless the customer expressly gives you verbal permission to file the claim for them. You can hang up on one representative and call again five minutes later, and get someone who's totally different and lets you. Sometimes they will try and end the call without giving you the claim number, so you might have to ask a couple of times for it. Filing a claim is really easy though, once you've done it a couple of times you will be an expert.
It's better to just have the customer use the phone app which takes just a couple of minutes, you get the claim number right away, and don't have to even talk to anyone from their insurance.
Claims representatives will ALWAYS ask the following questions about every single claim:
Date of Storm, how many storms? (ALWAYS SAY 1 STORM so the customer doesn't get charged multiple deductibles)
Was anyone in the car? was anyone injured? Airbags deployed?
Was the car driving or parked during the storm? where was it parked?
Is the car drivable?
What size is the hail damage? (dime, nickle, quarter) What panals (hood, roof, rails, quarter panels, decklid)
Any broken glass?
Any other damage? (ALWAYS SAY NO. They should have filed a claim for pre-existing damage already and if they didn't, it can open a can of worms if you tell them yes at this stage)
Sometimes you will need to meet your customers at the shop when they drop off the vehicle. You might need to give them a ride from the shop to the rental car place to pick up their rental car as well. Also before the customers car gets delivered, occasionally you might need to help clean or vacuum it. Usually the shop takes care of most of those things, but if there are multiple people dropping off vehicles at the same time, it's bad to keep people waiting so you need to be there to help them get in and out fast. Every company is different and some owners will want you to meet every one of your customers. Other owners don't require you to come to the shop at all. I think that the more that you personally deal with your customers, the more easily you can leverage those people for referrals later.
Sometimes customers wont be completely sold until they the inside of the shop. They might just want to stop by and get an estimate and check it out first. Totally reasonable! If someone was about to tear my car apart and do a permanent repair on it, I would want to see the inside of their shop for myself too. So they might need you to show them around. The grand tour is basically you walk people around the cars getting fixed, introduce them to a tech if they aren't busy, point out dents that look worse than theirs, get them to hold one of the tools, explain the lights and different techniques to get dents out from different panels, and then finally show them cars that have been finished and are waiting to go out to customers. Usually the owner will be there to help close them too if they're on the fence, but that isn't always the case. After the tour most people are impressed and turn from an "estimate first and we will see" customer to a sale on the spot.
Every company is different and some owners will want you to meet every one of your customers at the shop when they drop off the car. Other owners don't require you to come to the shop at all except whenever it gets too busy for the office to handle everything coming in. But I think that the more that you personally deal with your customers, the more easily you can leverage those people for referrals later if you've had multiple contacts with them throughout the process.
After they drop off their car, you will probably never see them again. Most of the time you're not there when they come pick it up. If it's taking a long time sometimes customers will get frustrated and wonder what's going on because they are tired of being in the rental. They might call you and ask, but really after they drop off their car, the shop deals it from there. I usually tell people that I can get that information, but it's faster for them to call the shop directly and ask someone in the office for an update, and that way if they have any other questions they can ask them directly instead of going back and forth through me and having to wait.
This is the last section of my e-book, but it’s arguably the most important.
I’m going to link some really great resources where you can hear from industry veterans and millionaires who have been in D2D sales for years/decades in different industries and share some of their secrets for being successful long term in D2D jobs.
Everyone has different reasons for getting into D2D sales, but the people who are successful all have one thing in common - they stay working consistently and have a great attitude no matter what happens.
I listened to literally every one of Sam Taggart’s D2D podcasts before I went out to my first storm, and I believe they really helped me with the mindset aspect. If D2D sales doesn’t align with your purpose, you will struggle. You have to have a “why” for doing this job. D2D is a means to an end. If you know what you want out of life, this job can be the catalyst that enables you get there. But it takes grit and determination to keep grinding. If you’re not mentally strong enough to do what you have to do to see things through to the end, you won’t last. But if you truly go all in and embrace this new line of work, it can really pay off big time.
D2D Tribe
Sam Taggart
Jordan Belfort
Grant Cardone
Gary Vanderchuck
Jocko Willink
If you have done your job correctly - asked the right questions and delivered the relevant information, if a customer is really interested in getting their vehicle fixed they should have all the information they need to make a decision by the time you leave that interaction.
They might just completely ignore you after that and never tell you why they aren't interested. I hate it when that happens! It keeps me up at night wondering what went wrong! But all you can do is just focus on what you can control. You can’t control what other people do. But you can control what you do. You can control how much time you spend working. And you can even learn to control your thoughts and emotions with practice, to “brainwash yourself” into a new mindset.
The key to this job is really to work as hard as you can to “build and sustain that wave of customers” so that when people cancel or waste your time (because it does happen), it doesn't hurt as much.
People I've worked with in the past are really into ZipFizz as an alternative to energy drinks. Personally I like zip fizz but I'll still pound a sugar free rockstar right before I go knock sometimes.
If you are getting tired all the time and need to consume a bunch of energy drinks to stay focused, it's probably because your diet isn't good. Sodium and sugar along with processed foods really affect people more than they think. Especially people's energy levels. If it gets to be the late afternoon and you find yourself getting really tired when you are supposed to be killing it knocking doors, it's going to hurt your enthusiasm and cost you sales.
These are some of the supplements I take to keep me performing at my highest level in the gym and on the streets. All of these supplements when taken together are extremely effective. Some people argue that supplements are bullshit, but as a trained biochemist who has extensively researched them, and as an athlete who has been in the gym regularly for more than a decade, I take all this stuff personally and feel amazing all the time.
Huel (1-2x throughout the day in addition to normal meals) (plant based whole food mix of Fat/Protein/Carbs)
Alpha GPC Choline (first thing in the morning, again before starting work) (faster cognition, mental clarity)
Animal Pak vitamin powder (first thing in the morning) (multi-vitamin complex that really "wakes you up")
Animal Cuts (pre-workout) (has caffeine, green/black tea extracts, and gives you sustained energy for hours way better than an energy drink)
Animal Nitro (immediately post workout) (most legit BCAA source that keeps your body in an anabolic mode after working out)
Animal Omega fish oil (taken with lunch usually or biggest meal of the day) (Omegas are used by your body to form hormones that counteract stress)
Every other month I will also take Probiotics, and lately the best thing I have discovered is BPC157.
To perform at a high level also requires resting properly, and doing something to unwind and cope with the daily pressures of work. Just drinking or smoking to deal with stress isn't ideal. Meditate and connect with your inner space. Read and develop yourself. Don't just let your life be going to work and watching TV/scrolling social media.
To enable yourself to work consistently, you need a daily routine that involves healthy habits to support positive mental and physical health. Your routine doesn’t have to be the same as mine, but you need to pick something and stick to it. Have things that you do consistently in your personal life, so that even if you have a bad day knocking doors, you still had some kind of win that day. Maybe it’s killing it in the gym, or accomplishing some personal goal. Have some hobbies. Don’t just fall into the trap of getting wasted whenever you aren’t working because you get bored and it seems like theres nothing to do.
Personal time 6am-10am (meditate, coffee, breakfast, reading, managing stuff online)
Gym, shower, eat 11am-2pm
Flying cars 2pm-4pm
Knocking doors 4pm-8pm or as long as I can go.
Relaxing 8pm-10pm
Things don’t always work out that way. I might have customers coming to the shop in the morning I have to meet. I may sleep in one day. I don’t always work from 2-8. Sometimes it’s more like 5-7. Other days I might work in the morning to try and catch some people home that are never there in the afternoon. If I ever take a day off, I make sure there's cars still flowing into the shop.
Going out and selling is just a natural part of my life now. I enjoy it most of the time. It’s nice working outside and being in the fresh air just riding around on my scooter talking to people making thousands of dollars a week basically just working part time. If I’m not out in the neighborhoods in the afternoon something just feels weird.
Your job is just to stay consistently talking to new people, it doesn’t matter how many customers you already have, or what happened with those customers. Your job is to go find new ones, every day.
Once every storm, there’s usually some crazy person who freaks out and calls the cops or just totally loses it. This can take different forms, but usually it starts when someone gives you a very rude personal objection and you attempt to defend yourself. If someone is a total dick to you, just get out of there as fast as you can!
Some people are antagonistic and will insult you on deeply personal levels just because they are bullies with bad personalities who enjoy making others feel shame or self doubt.
There is no way to "win" these people and ultimately it's a waste of time and energy talking with them. If you give them a flyer they will probably just leave a negative review on the company's page saying you were harassing them. Inevitably there are people out there who are just crazy. They will always find something to complain about, or are always looking for an excuse to start an argument. If you stand up for yourself it can be a liability because you never know what they will do. I've had the cops called on me numerous times when I stood up for myself after being verbally berated, and when the police arrived the customers claimed I was the one "harassing" them! Nothing ever happens with cops, solicitation isn’t illegal.
Most people with a no soliciting sign down even know it's there and I've sold plenty of those customers. However, some people are really serious about it and will come out yelling at you for not respecting their sign.
Technically once a homeowner asks you to leave their property, you have to comply or you could be charged with trespassing. But that’s never happened to any door to door sales rep. Cops generally have way more important stuff to worry about than some entitled asshole homeowner getting pissed because someone came and tried to fix their car for free. They just tell you to leave and avoid the area for a couple of weeks.
It's better just to read the customer right away and if they seem like they are an asshole or aren't interested in your service at all, just leave immediately and move on.
For example if some guy comes out the door screaming at you to get the hell off his property, you might be tempted to try and say something witty to try and save the sale, or you might try and be like, “Well man I’m just here to give away a free service whats the big deal?”
You might think, who in their right mind talks to people like that? But some people are mentally ill. They can be paranoid, schizophrenic, bi-polar, delusional, completely irrational, or just sociopaths where around their family they act one way but they’re a total monster to anyone that knocks on their door.
There are also people out there who like to start fights even if they wont win. If you challenge someone and they attack you, you could easily end up catching a felony assault charge for them just tripping over a curb by accident. You will be at fault since they will claim you instigated it. Who are the cops going to believe, the homeowner, or the sales guy from out of town? It’s better to just walk away from those situations immediately and not even say anything to try and defend yourself to those customers. Those situations will always escalate and end badly.
Focus on positively redirecting that energy into being even more effective at connecting emotionally with the next customer you encounter. This is another reason it’s critical to jump immediately into the intelligence gathering questions after the pitch, because questioning is what makes it clear fast if someone is an asshole or not.
This is some of the stuff people have told me over the past two years.
“What the fuck do you think you are doing here? Get the fuck out of here now!”
“I’m getting my gun! You better get the fuck off my property right now!”
“I told you I wasn't FUCKING interested! Go! NOW!” (Never seen them before)
“Fucking scumbag trying to scam people why don't you get a real job!?”
“Fucking faggot suck my dick bitch “
“Come back here I'll pound your ass into the dirt! Wipe that fucking smile off your face boy!”
Some people can be really nasty, but those people are rare! On the other end of the spectrum a lot customers are wonderful humans and will welcome you with open arms into their homes and treat you like family.
For me, getting yelled at once in awhile is worth making hundreds of dollars an hour. For every couple of assholes, there are going to be 30 other normal people who are grateful to buy from you. Some of them will even become your friends and give you referrals or other stuff!
I’ve learned the hard way after a bunch of times dealing with the cops, that it’s better to leave situations alone and not try to sell customers who don’t respect you. When someone is a total asshole to me, I just laugh at them now because I make so much money. They’re clueless!
Congratulations now you basically know everything! You should be able to go out and start closing deals.
The reason that people trade their time for money is because you need money to live. Most people wouldn't just go do their mundane job every day if they weren't stuck because they have to pay for their life. I wouldn't even do this job if I didn't need money, but as far as jobs go, theres no better way to get as much money as possible in such a short period of time.
My goal with D2D sales is eventually to not work anymore at all, so I can just have fun and explore the world volunteering on cool projects or whatever. But there is a certain amount of money that you need every month no matter what to survive. If you ever run out of money and don't have some kind of safety net, its easy to become homeless and get stuck in a very bad position. Thankfully now that you know this skill of selling PDR, you have really high value to PDR business owners. You can now basically get a job and free housing with any PDR company if you just call them and sell them on hiring you.
Getting back to the subject of passive income. How do you get that money you need to live, without having a job?
If you are like me you want to have a legit strategy for growing your commissions into more money. Starting a PDR business is a great idea if you are willing to spend years to build it from scratch until it runs itself. But there are lots of other ways to create passive income by starting businesses or investing.
Some resources I recommend reading up on are
Bigger pockets - real estate investing strategies
Nomad capitalist - exploiting tax loopholes and transitioning to a lifestyle living in other countries
E-commerce - dropshipping and selling products online
If you work for 5 years and save $50,000 every year, thats $250,000 liquid net worth you will hopefully accumulate. It could even be more once you get really good at selling.
With proper investment strategies you can basically use that money to generate enough passive income to live comfortably on every month. My goal is to get to up to $5000+ in passive monthly income and spend the rest of my life traveling the third world in luxury. Even $2000 USD per month is enough to live a lavish lifestyle in some parts of the world. Some of my more successful friends have multiple real estate properties they manage and just collect rent money from which pays for their nice condo, and then they just do whatever they want all the time because they even don't need to work. Some volunteer, another guy I know is an actor in LA who just spends his time going to auditions and being in independent films. He is free to focus on his passion because he doesn't need to worry about making money.
The point is that passive income is what will allow you to eventually stop needing to work to get money. Because the truth is no one really wants to grind and knock doors forever. It's something you do for awhile to get to where you want to go.
Some people have this psychological thing when they get a lot of money they feel compelled to spend it. Don't be like that! Just save your money and let your checking account grow to 50 and then 100k. Read about investing and come up with a plan to create your own business. Discuss that plan in depth with other successful mentors to make sure you are prepared to succeed.
If you don't have a well defined investment strategy, my advice is don't throw your money at stuff. Just save it all. Also don't invest heavily in anything you can't control, or that you haven't been following for a long time and done a ton of research on. Don't ever lend people money and expect them to pay you back. Be really careful with your personal relationships and significant others, and try not to let people know how much you really have. A very small fraction of the population even has more than a couple thousand bucks in savings. Once you start getting shitloads of money and your lifestyle changes, people are going to get jealous and may even try and target or exploit you.
Coming from an extremely poor background growing up where even 50 bucks was a lot of money, I'm absolutely appalled by some of the stuff I've seen my coworkers do with their commissions. Blowing $20,000 during a single weekend in Vegas. Spending $3,000 on bottle service at some shitty club just because. Going out to the bars three or four nights a week and buying endless rounds of drinks for everybody. Financing a brand new $65,000 BMW. They think it's all good because it's easy to make it back quick. I don't want to try and tell you how to live your life. If you like to throw down or get iced out and that's your thing, then live live your best life my friend! Be happy and do your thing. But if it was me, I would rather live a frugal meager lifestyle for a few years and save as much as I can, because you never know what will happen in the future. I would rather own land and a home somewhere off the grid so if I ever do have to stop working and run out of money, at least I'll have my own place and not have to rely on the government or public services.
The Invisible People
https://www.youtube.com/watch?v=Sy2zQeyfC3s
I watch these videos every day to remind myself that the future is uncertain, nothing is ever secure, that I need to remain constantly grateful for what I have and the opportunity that life has given me.
I hope that PDR sales becomes the mechanism through which you improve your life and become financially free. I hope that you will use the money you make to create something that helps society. If you have read this far you deserve to get rich. Namaste friend. Good luck! 👍 🍀
