It was an honor to be invited, once again, to speak at D2D Con. This time around I wasn’t out of the country so I was glad to do it!
As advertised, the room was packed with eager door-to-door sales reps. I suspect somewhere in the neighborhood of 200 – 250 people filled the room.
I was impressed with those who volunteered to role-play, especially a rookie rep who had never knocked a door! I was equally impressed with the questions that were asked during and after the workshop.
When I asked the group who had read my book, I was surprised to see most hands in the audience raised.
Being able to sign copies of my book and take pictures with attendees was fun too!
Here’s the cliff notes version of what I discussed:
I – Be prepared to have your best day on the door every time you go out to knock. I shared a personal experience from 2002 when I came up 2 sales shy of having my best sales day. In contrast to my best ever day of 23 sales on July 4, 2000, on August 28, 2002 I didn’t start knocking until later in the morning, I took a break for lunch and I was wearing flip-flops all day! 🤣 I ended the day selling 21 accounts with lots of regret.
II – Win every door with: pre-knock observations, authenticity, and a flawless initial approach. Pre-knock observations help to eliminate generic ice breakers and they set you apart from the typical sales rep. People can spot a fake from miles away, so being your authentic-self will assist in building rapport with your potential customers. You cannot make mistakes during your initial approach (the first 30 – 45 seconds of an interaction). Bruce Lee said, “I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced 1 kick 10,000 times.” Your initial approach is your “1 kick.”
III – Why I wrote Door-to-Door Millionaire: Secrets of Making the Sale. First, to shed some light on a mysterious industry. Second, to prove high producers can sell with integrity. Third, nobody else had done it!
IV – Life is about more than making money. The big picture of success includes: Humility – being willing to share what you’ve learned and learning from others. Inspiration – seek direction from a higher power to become the best version of yourself. Your thoughts should be marinated not microwaved. Giving – the more you give, the more you appreciate what you have. There are so many people in the world with basic needs, by giving you find a greater purpose for what you do.