Grit BootCamp

• "I'm not interested" → "Perfect. That's actually exactly why I'm here." Move on.
• "I already have a company" → Acknowledge and go into service.
• "I'm busy" → "No worries, I'll be quick." Move on.
• "I don't have a bug problem" → "Oh that's perfect, that's actually exactly why I'm here — since my trucks are already out here we're doing a super discount."

• Do hard things daily to callus your brain
• Say your pitch out loud multiple times per day — shower, car, mirror
• Record yourself and listen back
• Positive affirmations — say your goal as if it already happened
• Keep small commitments to yourself — make your bed principle
• Read: Door to Door Millionaire, Sell or Be Sold, Extreme Ownership, Winning (Tim Grover)

• Ask a yes question — something they physically cannot say no to. Never ask questions you lose on.
• Create the need — explain what the bugs are doing. Spend MORE time here than anywhere else.
• Meet the need — what we do today to fix it. Keep this SHORT. Everything is a TODAY thing.
• Benefit — make it emotional. People buy off emotion, not logic. "So that way the bugs don't come back and the home looks nice and pretty."

• Only ask questions you win on every time
• Build a yes train — by the time you ask for the card they've said yes 5–6 times
• Head nod while asking — gets them physically agreeing with you
• Example: "See how you have these overhangs up here?" — they can't say no to that
• Wrong: "Do you have a bug problem?" — they can say no

• Customers don't care about you or the company — they care about not having bugs
• Blow up the problem like a doctor would: "Those spider eggs have 200–300 babies. When it hits 80 degrees Saturday they all hatch and go inside."
• Create urgency: "If you don't get this done today, here's what happens..."
• Sell to the situation — what bugs do they actually have right now, not what bugs do generally

• Move the customer off the porch — motion creates emotion
• Take them to where the bugs actually are
• If they see a wasp nest or spider eggs in person the deal closes itself
• Getting to the backyard = deal is essentially done. You go from intruder to homie.

• Memorize it word for word — same every single door. The intro can adapt. The service can adapt. Pricing and program never change.
• Talk slow and be as clear as possible — after the service, slow way down. The customer needs to absorb it. Slow = confident.
• Avoid decision fatigue — $100 off every single time. Never gauge buying temp and adjust the price. You'll never get it right and you'll lose deals.
• No recap, no loop — program → pricing → warranty → close. Don't go back through the service to build more value. You'll talk yourself out of deals.

This single line pre-overcomes the card objection. It creates urgency. Skyler figured this out and it made the entire company hundreds of thousands of dollars. Save it to your iPad background.

• Always use the physical pricing slick — the digital slick is worse. Slick gives credibility a rep just talking doesn't have.
• Dollars are big, bucks are small — "if you call us later it's $399 dollars" vs "get it done today for just $299 bucks"
• Anchor high — $100 off is law. They're going to say no anyway. Anchor at $299 to give yourself the longest runway to negotiate.
• See it through the homeowner's lens — they pay $270/mo electric, $240/mo landscaping, $6k/mo mortgage. $299 is nothing to them.
• Always end with the warranty before closing — lowers risk, takes their mind off the price right before you ask for the sale.

• Trained 3–5 hours a day, 6 days a week for 4–5 months before his first door
• Pitched coworkers at his retail job — anything to get reps
• Mantra: "I only judge myself based on my inputs"
• Never set a daily goal — just sold as much as he could every day
• Goal of 1.6M next year — "it terrifies me and keeps me up at night"
• Morning routine: scriptures, prayer, Tony Robbins priming, healthy breakfast, no distractions

• Friends are in the backyard — strangers are at the front. When you go yard, walls drop and you can have a real negotiation.
• No door to shut you out. They can't kick you off the porch — they have to walk you out through the front yard, buying you time to keep going.
• You can see more of the property. Wasps don't only nest in the front yard. More bugs = more ammo to twist on.
• Learn about them: do they have kids, dogs, a garden? Find the twists that actually matter to that specific homeowner.
• An expert needs to see everything. If you're quoting without inspecting, you're just swinging and missing.

• "I need to talk to my spouse" → Don't validate it. Resolve ("She doesn't love bugs"), twist, ace, close. Price drop on the second time only.
• "I want to think about it / come back tomorrow" → "I'm here today — that's why the deal exists. My trucks are already here." Good pricing eliminates this before it comes up.
• "We aren't seeing bugs" → Remind them of what you found in the yard. Twist on the consequence.
• "I don't like contracts" → This is in Grit University module 3. Memorize the response cold.

• How to handle: Acknowledge and redirect. Head nod, show you heard them, get right back into the pitch.
• "Hey man I'm really busy" → "Yeah for sure, I'll be quick for you." Back into pitch.
• "I'm not interested" → "Just so you know what's going on..." Back into pitch.
• "Can I get a card?" → "We do three things for you..." Go straight into service.
• Most door to door reps get punted by 1–2 smoke screens and leave. Your job is just to make it further than the last guy.
• Mental trick: "I'm the hammer, not the nail." "It's water, I'm Gortex." "I'm going to get my 30 seconds."

Check your local rules: some states and cities, including Oregon, require you to stop once someone says no after you've asked if they'd like to hear more. See Know the Law.

• Dropping your pants = anchoring at minimums on the first objection. If you go to $99 round one you have nowhere left to go.
• You should be able to go 11–12 rounds with every customer. Tyson closes most people on round 4–6.
• Always drop the initial price first — protects contract value. Only start dropping recurring after initial is exhausted.
• Always tie a business reason to every price drop: "Because my trucks are already here I'll knock another $100 off."
• Make every ace conditional on signing TODAY: "I can do this just so we can get it done right now."
• Big sudden price drops look sketchy — if you started at $299 and immediately drop to $99, the customer thinks "why didn't you just start there?"

• You don't have to drop price every round — add patio and interior for free
• Add rodent protection, garage treatment, yard extras
• Use the bug sheet add-ons as creative aces to stay in the fight longer

• They're vibing with you — game on, rack them to nothing
• They give you a bug confession — game on immediately
• They know someone in your bandwagon — rack them hard

• Have a company = plus one — ding ding ding. Green light. Attack mode.
• They already hired a pest control company — they chose to pay money for this service
• If it's a door to door company they've already been sold by a rep — even easier
• 90% mentality, 10% pitch — the difference between a 300K rep and a 750K rep isn't the switchover script
• If you dread switchovers they'll feel it on your face and they won't buy
• "I am not leaving until I get that deal."

Intro → Box/Clear Win → Service (We Do They Don't) → Easy to Switch → Program & Pricing → Close → Rack

• Get to the point. Don't play 20 questions. Tell don't ask — you are the expert.
• "Super familiar with those guys. When they come out they just do a base spray, sweep the eaves, you can call them they'll come back for free. Sound about right? Cool. Biggest reason why everyone's been upgrading is because we treat the whole yard which they don't."
• Be the most confident you've ever been when you do the boxing
• Don't ask what their company does — you already know, just tell them. By the time you've played 20 questions you've lost the sale.

• Yes question → what the bugs are doing → what we do that they don't → benefit
• The gap concept: show them the gap between what they have now and what they could have — that's where the urgency comes from
• Build value in the service so you rack downhill, not uphill — ball at the top of the hill just needs a little kick

Two reasons people don't switch: they don't see the value, and they don't want the hassle. The service handles value. This line handles hassle. Always actually cancel their other company before you leave — never leave someone with two pest control companies.

• 98% of Ryan's deals — customer ends up paying MORE than with their previous company
• You are not here to match Bob's Pest Control LLC charging $60 a quarter
• You are a business professional selling a premium service — stand on that
• Ace close — always end with a down tone and close immediately. Don't ramble after the ace.

• 15% attrition on 400K = $170K earned
• 50% attrition on 400K = $140K earned
• That's $30,000 difference from doing the SAME job — just doing it the right way
• Every rep that posts a deal in the summer chat must include the green check = Fab Five done

• Delete all scrolling apps off your phone during summer — you'll sell at least double
• Look at the map before you knock: ponds, woods, fields, fat bandwagon, nearby construction
• Look for pest control flags — they have the company name, date sprayed, and time right on them
• Look for rodent boxes — says the company name on them too
• Nobody else knocking your hood is doing this — they're all on TikTok

• Let them respond to "hey how's it going" — tells you everything about the type of person
• "Good dude what do you need" = way different pitch than "oh sweetie how are you doing"
• Match and mirror the person
• "I like your shirt" — cheat code. Works every single door. People blush. Walls come down instantly. Say it every door.

• Ask it after the eaves, before the base — they need a couple yes questions to warm up first
• Word for word: "In years past what have you mainly noticed?"
• Keep the funnel wide — don't ask "do you see spiders?" — they can say no
• If they don't bite, make it multiple choice: "Raj down the street gets centipedes, Tina gets ants, a lot of people get mice from the construction..."
• Keep going until they latch onto something. Almost never get zero.
• If they give you a bug confession — you should sell that person almost every time.

• Seager said twisting is the most valuable thing he teaches — if you can twist you will sell way better than everything else
• Twist on the bug confession they gave you
• If they give you nothing — twist on the weather pushing bugs inside
• "Unfortunately [fill in the blank] are something that won't go away on their own. You have to get them treated professionally."
• Be BLUNT when you twist — racking becomes way easier. Don't tiptoe. Stand on business as the professional.
• Show them the bug if there is one — Seager will sell a house on one tiny fuzzball in the eave
• "Make him cover the whole field" — use backyards, sideyards, don't stay on the porch all pitch

• Husband sprays / spouse objection — never chase it. Don't ask when he gets home. Empower whoever is at the door to make the decision. Pest control is simple — anyone can sign it.
• New development — hit mice heavy. "Construction workers leave food, attracts mice. People love hating on construction workers — free gas." Twist on that all day.
• Fat bandwagon — you should never get punted in the intro. If someone comes out hot flip your iPad and show them the map. Clicking on neighbor stars stops anyone in their tracks.
• Sandwiched between two customers — "Last thing I'd want is for all the bugs to come right onto your property." "If we get all three on the same schedule it works way better."
• 55+ neighborhood — some of Bennett's biggest days. Twist heavy on weather and "if you've seen them in the past odds are you'll see them this year."

• Bring the fight to people — stop cars pulling out of driveways, talk to people mowing lawns
• The person who applies pressure usually wins — like MMA
• "I'm bringing the fight today" — say it to yourself
• Don't filter — pitch everybody. The moment you think "he wasn't a buyer" you start laydown hunting and sell way less.
• Leave everybody happy — you stay in way higher spirits and sell way more people

• As your skill rises it's tempting to let your will drop because you're getting similar results
• Don't let rising skill compensate for dropping will — that's the summer killer
• The first day you knock doors will be the worst you'll ever be — every day you're better than the day before

Your mind is fertile soil. If you're not deliberately tending it, weeds grow. Pluck the weed AND replace it with a crop — if you just pluck and leave, it grows right back.

• Goals stop being motivating in July when it's 105 degrees and you've been told no 100 times in a row
• Bo's standard: first on the doors, last off the doors, every person on the team would say he worked hardest
• He knew if he held that standard the goal would take care of itself — went out and did 800K when the goal was 650K
• The hardest door is the car door. Once you're out, Dash is open, you hit your first door instantly — no negotiation with yourself

• As real as the law of gravity — if you drop something it hits the ground, every time
• If you go hard in April and May you will reap in June, July, and August. You know it will come.
• Dylan Thompson: 6 accounts in April → 35 May → 52 June → 72 July → 90 August → $100K+
• Don Peterson: same ramp pattern → 750K → greatest rookie ever
• Give yourself enough time for your will and skill to meet at the top — be patient with yourself

• Make a vision board or mission statement before you leave for market
• Write out your standards — not your goals
• Have them memorized so when the Cheshire Cat comes and asks "which way do you want to go?" — you already know
• Read: As a Man Thinketh (James Allen) — 90 pages, $5, listen on the drive out
• Read: Think and Grow Rich (Napoleon Hill)

• Body — always seeking comfort. Works against you.
• Brain — always seeking certainty. Works against you.
• Core / Soul — knows the truth, knows who you really are. Your anchor when everything else is chaos.

When your body hurts and your brain spirals, rely on your core. Create alignment between all three by having a deep enough why.

• Doing anything that aligns with your why or your purpose
• If you don't have a deep enough why, the how and the what become excuses when things get hard
• Sales is a transaction of energy — if that's true, why are we 95% focused on the pitch?
• Flow state = when your body, mind, and spirit work as one. That's when you're selling on a heater.
• Authenticity is the highest frequency state. When you're not aligned you're out of frequency.
• Noah didn't calculate his commission until after he hit his Golden Door — money was never the motive

• The intentional practice of stepping into discomfort and fear while choosing not to run
• The bear analogy: when you run from a bear you tell your brain it's a threat — your brain rewires to treat it as a threat every time you see it
• Every time you skip the Karen doing gardening, sit on the power box, don't get out of the car — you're telling your brain those things are threats
• Scrolling on your phone = the urge to neutralize. You're confirming to your brain that stillness is dangerous.
• Solution: do it when it feels uncomfortable. Whenever you feel fearful, do it. Exposure response prevention reduces symptoms of fear by 50–70%.
• Noah gets out of the car and goes straight to doors. No negotiation. No phone. Every single time.

• Self-compassion is NOT flowers and unicorns — it's a deep commitment to standing up to fear and no longer letting fear make your choices
• The highest form of self-compassion is leaning into your fears. Running from fears hurts you.
• Don Peterson sat with Noah before this summer asking what he needed to beat Seager's record. Answer: more self-compassion. He was living in fear state. Fear = lowest frequency.
• AND statements: "I can be a good rep AND have a bad day." "I can sell elitely AND have hard weeks." All-or-nothing thinking destroys self-compassion.
• Imagine little you following you around all summer — that's who you really are. Make little you proud.
• Tim Grover and Jesus both say the same thing: connect with your inner child. When you were a kid, everything was instinctual. No fear of future or past. You just did and lived.

• The ability to give everything when you feel like you have nothing
• The bucket and the mop — just doing when everything feels dirty, heavy, and scary
• Some days nothing works. No frameworks. No hacks. No therapy fixes it. You just show up for yourself.
• "If it's easy, do it easy. If it's hard, do it hard. Just get it done."
• Some days it's just a bucket and a mop.

He doesn't beat himself up. He has AND statements. He's his own biggest fan. He leans into every uncomfortable thing instead of running. He has intrusive OCD thoughts every second of every door and still never slumps — because he doesn't pile self-criticism on top of hard days.