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Welcome back, Diehard.
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Diehard, I m going to throw you a challenge.
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When I say cold calling, what do you think about?
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Is it a positive thought or a negative thought?
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Huge.
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What about door-to-door selling?
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Oh, that s even harder.
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If you add cold calling to door-to-door selling, that s like the biggest turnoff on the planet.
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We re going to call it turn on.
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we re going to be able to open doors with people that love to see you and will accept your message and buy.
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Mitch Matthews, our guest today, former NFL player, is now making more money in a door-to-door business than he made in the NFL.
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And not only is he in the business, he has hired over 100 people to do what he s doing.
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And he s going to tell you how they re generating their success selling door to door and how you can too.
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Take a listen.
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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re gonna help you attract more qualified, unbelievable, ready-to-buy clients.
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We re gonna help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Welcome back to Sell or Die.
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We have a special guest today.
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Who?
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I m not telling.
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No, it s not a secret.
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This guy deals in bugs.
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When he says don t bug me, he s not kidding.
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He is responsible for the death of billions of bugs.
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Yeah, generationally for sure.
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Yeah.
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And the challenge that you have at home diehard, I will guarantee you, you have opened up a cabinet door and seen something swiggle around and you re like, Oh my god, what the hell is this?
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It s a bug.
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And your job is to not have the bugs.
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That s your job.
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But Mitch,
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Mitch Matthews, his job is to get rid of those bugs.
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And he has an enterprise of people who that s all they do.
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They go around and they get customers to take on his exterminating service.
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Do you still call it exterminating?
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That s great.
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Yeah.
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And then he tears it up.
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What I really love most about this besides the bug squashing.
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Cause I not a bug person.
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If you haven t, every time you ve mentioned the word bug, I squirm if you haven t noticed, but what I really love most about this is that you are training young people to make sales and exactly what it takes to have grit and be resilient and just
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Go for it.
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Make sales and earn money.
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Yeah.
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And my business partner, a combination of that is should be able to take anyone who s reluctant to get into selling because they think it s pushy or whatever.
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This is actually a fun job.
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And not only are young people having a great time and making money, but it makes them feel the self-confidence that it breeds when you make a cold call and you make a sale and someone gets benefit as a result of it.
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That s life changing for a young person.
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It s rare to have you take someone s money or they give you their credit card and you say thank you and they say thank you as well.
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It s a good feeling because you really help someone out if both parties are saying thank you.
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And just to briefly talk about what we talked about before, there s two parts of our business.
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There s the operation side.
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They re in charge of the exterminating.
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They re in charge of all the operations of the business.
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And my business partner runs that side of things.
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So if you ask him, we re a pest control company that happens to do sales.
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But if you ask me, we re a sales company that happens to do pest control.
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Right.
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And so that s sort of the swagger our sales guys have.
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And what I instill in our guys is give them any service.
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They can sell vacuums, they can sell solar, they can sell cut cone eyes, whatever.
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But these guys are sales machines and they can sell anything because we teach them the human psychology that s embedded in every type of sale.
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And these guys put it to use.
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Let me tell you.
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So can you tell us your story?
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How did you get into this?
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Totally.
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Yeah.
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Richard Branson said, if you don t know what you re doing, but you get presented an opportunity, just say yes and then learn along the way.
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I m a product of that mindset.
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So I was playing football at Brigham Young University and then played a couple of years in the NFL afterwards.
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And when I got cut from a few teams, I wasn t sure if I was going to continue to play anymore.
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a couple of guys presented this opportunity to me and I said yes without hesitation and I didn t know anything about it.
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I never had done sales but I knew my personality, I knew my energy and I thought it s something that I can make work and so I said yes and then learned along the way and boy am I glad I did it and this is our, we hit our sixth year in business in the next 30 days and it s been fantastic.
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We ll most likely hit the 20 million in revenue mark this year
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And it s been a wonderful thing.
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And that s reoccurring revenue, by the way.
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That s awesome.
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It s customers that are still paying us from years and years ago.
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And it s been a fantastic journey.
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And I m so glad I said yes and had the guts to learn along the way.
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How many young people have risen up the ladder through Anthem?
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Tons, you know, we have divisional managers, regional managers, we have guys that have gone from, I mean, making nothing to, I mean, using their words, sucking, to now they re our corporate sales trainer, and they re over 100 people teaching them how to earn a quarter million, third of a million dollars in five months.
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It s just baffling how well these guys have been able to scale and grow.
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And time with effort is what, you know, we always say is what
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helps young people because it just takes time when you re young you don t have the experience so give yourself three years in this and you ll become somebody by the end of that three years for sure.
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So we have lots of guys.
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The average young person will spend somewhere between thirty and a hundred thousand dollars a year to go to college and graduate with debt.
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They go to work for you
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They start to make money in their first 30 days.
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And by the end of that five-month period of time, they ve retired all of their debt.
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And now they re ready to go out in the world and make something of themselves.
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They re banking money.
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So you re a bank that just happens to be in the exterminating business.
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There you go.
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That s well said.
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And we have guys that are coming home after one summer and paying off all four years of college.
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You know, we have guys that are making 10 grand a week doing this, but they have to be good.
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They have to put in all the hours.
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They have to be really talented and be willing to put in the work.
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One of the things that I love about athletes, just in general, is that they re willing to be coached.
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And you re basically coaching salespeople, not training salespeople, to be able to be a better person than a better salesperson.
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You re training in mindset, and you re training in self-confidence.
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And then they go out and perform the way you asked them to perform.
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And it works, and they make money.
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That s proven.
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Yeah, it works.
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And they make money.
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That s proven.
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Okay.
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And so if you re our listeners are diehards, and so you diehard if you re out there, and you re a college graduate, which we would like you to be, if you have any kind of sales capability, which it doesn t really matter there, we re going to train you from scratch.
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And third, you have the desire to earn.
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And many of our diehards are parents of these young kids looking for an opportunity.
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I got to get my kid a job.
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I got to get my kid.
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You don t have to do that.
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The kid can get themselves a job.
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The question is, is it an opportunity or a job?
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And with Mitch s company, it s an opportunity.
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Yeah, very well said, I would say 18 to post college anybody we have we have people in their 30s doing this and they re still they re fantastic right because if they knew that they could they could structure their life in a way where they could spend four to five months a year, making what it takes everybody 12 months to make, then they d want to sign up right so the best part about this job and just to echo what you were saying is.
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When people have the ability to go out for four months and make $50, $100, $150, $250,000 selling pest control door-to-door, do you know what that does for their ability to take other risks in their life?
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Let me give you an example.
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When I figured out my first year in sales ever, post football, that I could go out and make a $250,000 in my first year in four to five months, what that did for me is, wait a minute,
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I can go be so courageous and bold and attack any dream I want, because if those dreams fail, if I went for this big, hairy, audacious dream and it failed, well, my base is Mitch can go spend five months of his time, make a quarter million dollars.
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So I m going to go chase my dreams every single year.
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And a lot of our sales reps do.
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They go chase their dream the other eight months of the year.
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Because if they fail, they have the skill set that their minimum is always, I can go drum up, walk, use my legs, knock on people s doors.
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And I have the skill set to always protect myself and my family.
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So what it does psychologically for these people is help them really think big because they ve given themselves a skill set to have this baseline of ultra success, which is just amazing for young people s psychology.
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If I decide to become one of your employees and we like each other, explain to me how the training process works.
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So we put you with a sales manager and whatever territory we think would be best for you.
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Maybe you already live in Dallas, Texas, or maybe, you know, you get an interview with me and I think you d be a good fit because each of our teams has different cultures.
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And so maybe you d be a good fit with this team because of your background that we found out.
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And I had you meet one of our managers and you really liked him.
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Then there s an onboarding process, a training process.
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We get housing for these people so that they re, they don t say, oh my gosh, a new city.
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Do I have to buy a car?
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Do I have to do this?
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We pretty much provide everything for them in this city.
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We just want them to come down as a trained sales rep.
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So with the 100 plus training videos on our website and some of those training videos include a hidden camera in a van recording a mic d up me on a door making sales.
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So they get to literally watch semi-live me and some of our top sales reps make sales live and learn this process.
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Feel really comfortable.
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Just arrive in our city as a trained salesperson and we ll take care of you.
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That is phenomenal.
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It s literally a sales mission.
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That is so cool.
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And it s like a game.
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Like we ve gamified this entire thing.
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So Dallas is competing against Houston.
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They have their certain territory.
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They re competing against each other.
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We have incentives all the time.
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Like for example, we have an incentive this year that if you sell 125 K in revenue, if you re a rookie or 150 K in revenue, if you re a veteran that we take you to Dubai on September 15th this year.
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So we ve just gamified it.
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Come on, let s go.
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You re hired.
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So that that s, we gamified this, that people have things to look forward to and that, you know, it makes it really fun for them and they re competing person to person.
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And before they know it, the summer s over, they go back to college and they receive a big paycheck.
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So we just made it really fun.
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And the training is, is, I don t want to say intense, but they have all the tools they need from a mic d up, uh, top sales rep.
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They can learn the pitch and really see it in action.
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So how do you take someone who s never sold before, who s never knocked on doors, and teach them to sell?
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What are the main tenants or elements that they need to even learn?
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Yeah.
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So I believe first got to start with a base, which is memorizing our script.
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Okay.
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So it s a literal script.
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They memorize that word for word and you can memorize the script.
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You can know the words, but if you re stuttering the whole way through it, if your eye contact is not right, if your hands are right, you re still going to suck.
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Right.
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But the fact that you have that, you can at least get through it.
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So if you do knock on someone s door, who s a lay down, we call them.
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You can at least make that sale.
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Right.
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So if that s the base, then you open up our 200 page training manual workbook, and you ve got to complete that before you ever even start with us in the summer.
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And each page has workbook has QR codes to all the videos.
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So there s just levels to this.
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You start with memorization, then you get the training.
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Once you do that with your sales manager, the real way you learn sales, in my opinion, is role-playing.
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If you can perfect role-playing, the doors are actually easier, the actual sales easier, if you re going to perfect
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role playing.
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So that s the final stage role playing.
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And then every single day in the summer, these guys aren t just waking up and stumbling out of bed to their area.
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We meet at 10 30 every morning and we role play for 45 minutes, set goals and they drive to their area and we can track where they re at.
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We can track the pins they lay on top of the houses.
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This is a flat out game.
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This is like technology meets sales meets fun meets Dubai all in one.
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You know, this sounds amazing.
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Have you been to other places besides Dubai?
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Oh, I ve never been there.
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That s this year.
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We just got back from Brazil a few months ago.
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We took our top 25 reps to Brazil this year.
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We re going to Dubai next year and we ll do something even better the next year.
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I m sure.
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Okay.
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So I m a historian of sales.
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I own the history of sales in book form.
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I love it.
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literally more than 3,500 books on the science of selling.
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And cold calling has been one of those enigmas over a period of time because it works for some people, it doesn t work for other people.
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And there s a resistance or a reluctance oftentimes to make that initial call, especially when you re going to someone s home and you see stuff like this on my desk, you walk into someone s door and they have this.
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Oh, we see those every other door.
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No, no salesman.
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No soliciting.
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Yeah.
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Well, I was in Portland, and drove out to the beach.
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And on the way back, stopped at an antique store.
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And I bought $200 worth of antiques in the store.
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And I walk out, I see the sign and I go, dude, I m a salesman.
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Why would you say no to me?
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And so I took the sign.
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Amazing.
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I love that.
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That s awesome.
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It sounds very Oregonian, too, to have that.
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Yeah, very Oregonian.
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There are other elements of the history of cold calls.
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And I think you need to understand those for your people so that they understand it s not a new thing.
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This is the foundation of America was built on cold calls.
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Yeah.
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And the foundation of selling was built on cold calls.
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Right.
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Whether they were selling a cash register or they were selling some home-based product.
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And isn t it really every first transaction in some way a cold call?
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Like if you want to meet that person and you re at that table, the first thing out of your mouth is in a sense a cold call.
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So when people say, oh, I don t like cold calls, I don t do cold calls.
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Well, you probably don t realize you re doing them every single day and you better be dang good at them because that could be the business partner that you need to start that big company that you want to start.
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That s right, because at some point, you didn t know everybody you know.
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Right.
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Yeah, that s very true.
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So you won awards for selling 1,000 homes in under five months.
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Is that right?
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Yeah.
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Which by the way, that record records are meant to be broken.
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That record has been, uh, beat since 10 times over, but that s how it should be.
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So five years, four years ago in my first year in sales, I was bitter.
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I was hurt.
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Uh, I had just recently lost my mom.
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I had, uh, football was, I think I thought football was ending.
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And so I was, I was hurt.
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Right.
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I was looking for my next thing.
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And I remember asking my business partners who had been in this industry for longer than I had, because I came from football.
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I said, what are the records?
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Like, I m breaking them.
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And the record was 1,000 accounts in five and a half months.
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That was the fastest someone had ever sold 1,000 homes.
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And only a few people had ever done that anyways.
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So I said, look, I m beating that.
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I m doing it under five months.
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And I said, has any rookie ever done it either?
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They said, no.
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So those are the two records I went after.
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And I made sure I did it.
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Not because I even know where that money I made four years ago is now, but because if I could be that person who can do that type of thing, I can educate on that type of thing.
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And I can become attractive to potential salespeople who want to learn how to be a great talented rookie, a great talented first year rep and do impossible things in this industry.
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And so that, that was my real drive was for the future of, of the business.
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So when you break it down, how did you do that?
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Like what contributed to that success?
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Cause that s insane.
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Yeah.
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Do you want me to get deep with you here?
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Can we tell you?
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Yeah.
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Listen, our people are leaning forward right now.
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Thousands of listeners are leaning forward.
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They want to know your secret sauce.
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They want to know your, your strategy.
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Yeah.
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So if you don t mind me, I ll ramble through this, but I ll give you the goods and people hope people love it.
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So first things first perspective.
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So my definition of what hard or difficult was, was stronger than I d say most people that I d ever met before.
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A few months before this, I got married.
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My mom had passed away a few days before my wedding.
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So that whole thing, we ll call this thing, this whole event was tough.
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At that time, I was on the Minnesota Vikings.
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So I m playing the highest level of sport.
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No, you re not.
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The Vikings suck.
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You know what?
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Well, I beg to differ, but that s OK.
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You re entitled to have a comeback.
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You know that you know he goes in the Super Bowl, but at the time life was just hard like it was just difficult.
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I ve been slapping the face.
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There you go.
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I like that.
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Rub it in.
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So for me, life was just, was just difficult, tough.
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And I had a duty to do.
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I had a business to run.
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I had a wife to take care of.
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I had a passing best friend, mom, and I had to play sports at the highest level.
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And so you take that perspective, you take that trial and you compare it to people saying no to my pest control.
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One s a lot more difficult than the other.
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Come on.
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Yeah.
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Yeah.
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Yeah.
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To me, it was a perspective.
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It is the perspectives.
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I agree.
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And so not, not only was like a rejection is annoying, but not only was it not tough, it was laughably easy.
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And so if you can get to the point where rejection is laughably easy, who cares if they didn t want it, they missed out.
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It doesn t affect you at all.
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Then right away, your sales skills can be far less than a lot of other people, but you ll still sell more because you can still take.
1
SPEAKER_02
positive energy to the next door.
1
SPEAKER_02
Most people, when they get told no, they take negative energy to the next door.
1
SPEAKER_02
I was able to take positive energy to the next door because it was laughably comically easy to get over that because of what I had just gone through.
1
SPEAKER_02
So I had positive vibes going to every single door.
1
SPEAKER_02
Very healthy.
1
SPEAKER_00
Okay, so I cold called every office in uptown Charlotte, I d go to the top floor and work my way down in the on the fire escape elevators.
1
SPEAKER_00
And I and somebody would say, Well, I m not interested.
1
SPEAKER_00
And I would say, Wow, you re only the second person this morning that said not interested.
1
SPEAKER_00
It usually takes me four people who aren t interested before I find one who is interested.
1
SPEAKER_00
Do you know anybody else that might not be interested?
1
SPEAKER_02
Yeah, there you go.
1
SPEAKER_02
You gamify.
1
SPEAKER_00
Okay.
1
SPEAKER_00
And so I m making that person laugh so that I can go to the next door.
1
SPEAKER_02
Plus laughter gets you an extra, an extra 30 seconds.
1
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Always make some 30 seconds.
1
SPEAKER_02
And if you give me 30 seconds, I m too much energy for you to not give me another minute and a half, you know, that, that positive energy at the next door.
1
SPEAKER_01
is so huge.
1
SPEAKER_01
And this is, diehard, this is something, whether you re selling door to door or call to call or zoom to zoom, taking positive from whatever happened prior is so important.
1
SPEAKER_01
Like when I sold Cutco, if I didn t, my goal, my personal goal was to sell the eight piece block set because that was like the incentive, right?
1
SPEAKER_01
And when
1
SPEAKER_01
a good thing to sell and useful for each person.
1
SPEAKER_01
And if I didn t sell that, I always sold something.
1
SPEAKER_01
But if I didn t sell that, I would be so upset.
1
SPEAKER_01
And I had to call my boss, quote unquote, after each call.
1
SPEAKER_01
And what I didn t realize then, but obviously I get now, is that he was trying to break my state if I was upset.
1
SPEAKER_01
So like, if I didn t get the sale I wanted, he would point out the positives, but then he would make me go do something physical, like run around the block five times or sing at the highest volume in my car or, you know, whatever it is.
1
SPEAKER_01
And then to call him back and let him know I was good before I went into the next one.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
And diehard, just take this in mind.
1
SPEAKER_00
We re trying to get everything out of Mitch in terms of how he does what he does.
1
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But we re so excited about how we were rejected that we need to talk about it because it s a foundation for our literally for our success.
1
SPEAKER_00
If I hadn t been told no four out of five times, I d have never been good.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Okay, sorry, keep going.
1
SPEAKER_02
I mean that was that was the book but the last thing I want to say here with that, just to echo you guys is you can t have a mental change, unless you have a physical change first so doing something physical like running on the block you re doing the jumping jacks that s how you get a mental, a mental change, and for young people that we find.
1
SPEAKER_02
The ones that I really lick my chops over when we re hiring them is when I know they ve played college sports or I know they ve gone to a great school or they told me some sort of story or a trial they went through.
1
SPEAKER_02
I m like, wait, you re going to be perfect because I know your perspective already.
1
SPEAKER_02
The last thing, though, that I would say is I knew my numbers.
1
SPEAKER_02
so well right because if I was looking to just go make money out there on the doors well I could have made five sales in a day and I just like I think that s that s good enough like I think it s good enough except I made a couple grand today that that feels good enough but when you know
1
SPEAKER_02
your numbers because they re attached to something very important to you, like breaking records for the future of your company, numbers become really important to you.
1
SPEAKER_02
So I had five months to do this.
1
SPEAKER_02
So I had to sell 211 people exactly per month.
1
SPEAKER_02
I had to sell 8.59.
1
SPEAKER_02
That s the exact number per day.
1
SPEAKER_02
I had to sell 51 people per week.
1
SPEAKER_02
Those numbers are, if you do the math,
1
SPEAKER_02
Those numbers are so ingrained in my mind over 117 days that that spit out 1,004 homes over the course of five months.
1
SPEAKER_02
And it was those four years ago.
1
SPEAKER_02
But those numbers are so ingrained in my mind that it was like it became a need and a must, not a want.
1
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Because my wants change all day long.
1
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They change year by year, season by season.
1
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But my needs don t.
1
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And I needed to do what I did.
1
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So I needed to perform a certain way.
1
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And the numbers were my accountability partner.
1
SPEAKER_00
But keep in mind that the discipline of athletics is foundational for salespeople.
1
SPEAKER_00
You re training, you re learning the plays, you have a playbook, your coach is inspiring to you, encouraging to you, pointing out where you
1
SPEAKER_00
could be better, and then you have game films.
1
SPEAKER_00
And those films are what really teach you where to position yourself, where to be, where you should have been, where you could have been, and what you should have done.
1
SPEAKER_00
The similarity between professional athleticism and selling is undeniable.
1
SPEAKER_00
They are the same to me.
1
SPEAKER_00
The habits, the training winning attitude and the and the desire to be better win more games, set the record, win the Super Bowl, which
1
SPEAKER_02
There you go.
1
SPEAKER_02
How much is on this guy s desk?
1
SPEAKER_02
He s pulling out like everything.
1
SPEAKER_00
First Super Bowl we won and this is a Nick Foles game used Super Bowl.
1
SPEAKER_02
I was teammates with Nick Foles in in Kansas City.
1
SPEAKER_02
He was there for a little bit.
1
SPEAKER_02
Great guy.
1
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Great quarterback.
1
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Great story too.
1
SPEAKER_00
And the Philly special will live in infamy in pro football.
1
SPEAKER_02
Absolutely.
1
SPEAKER_02
The interaction between Coach Peterson and Nick Foles on before the play was actually called is one of my favorite clips.
1
SPEAKER_02
It s great.
1
SPEAKER_00
So, Diehard, we ve determined that even though you may not be a professional athlete, if you have played sports and been coached, then you re a candidate to be a great salesperson.
1
SPEAKER_02
Yeah.
1
SPEAKER_00
Because you re willing to go to win.
1
SPEAKER_00
You want to win the game.
1
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You re not winning for somebody else.
1
SPEAKER_00
This is not win one for the Gipper.
1
SPEAKER_00
That s a movie.
1
SPEAKER_00
You re going to win one for yourself and your family and all the things that Mitch won for his winning in sales.
1
SPEAKER_00
He wanted to set the record so that he could provide for his family and look at himself as a winner.
1
SPEAKER_02
Yeah.
1
SPEAKER_00
And the fact that he did not make it in the pros means nothing compared to the discipline and the lessons that he got while he was playing pro.
1
SPEAKER_02
I agree.
1
SPEAKER_02
And when I when I look for potential salespeople, it s not that I only look for former athletes or former this.
1
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It does perk my ears up to say, well, tell me more about that.
1
SPEAKER_02
I want to know your resiliency.
1
SPEAKER_02
You know what you did.
1
SPEAKER_02
But for anyone listening to me, it s it s when I talk to a potential salesperson or potential business partner, potential anyone that I m going to work with,
1
SPEAKER_02
I want to know their story to see if it aligns with mine.
1
SPEAKER_02
I want to know their story to see if they ve gone through something or gone through that it because if they have then bumps in the road aren t going to throw them off completely because in sales momentum is so key and if you re someone that gets thrown off.
1
SPEAKER_02
like and you re not seen for a week or you re not seen for three or four days or, oh, I had this thing and just boom, gone.
1
SPEAKER_02
I don t want that volatility in my life as a business partner, as salespeople.
1
SPEAKER_02
So those people that look at bumps in the road as opportunities to tell another story about how they overcame that, that s the person I want.
1
SPEAKER_00
Yeah, I totally agree.
1
SPEAKER_00
When I was doing multi-level marketing recruiting, we were given a stack of papers of people that had just moved into the neighborhood, new homeowners.
1
SPEAKER_00
And we had to set five leads for appointments the following day before we could go home.
1
SPEAKER_00
And you had no choice.
1
SPEAKER_00
You set five appointments, dude, that was it.
1
SPEAKER_00
So you had a goal and that goal had no deadline except you couldn t go home.
1
SPEAKER_01
Yeah, but now people would say, oh, there s no work life balance at that company.
1
SPEAKER_01
They don t let you go home.
1
SPEAKER_01
I m not going to work there.
1
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You know, and whereas what what I think when you re selling, and you have five months to make these
2
SPEAKER_03
sales and you own those numbers, no one s telling you, you have to stay.
2
SPEAKER_03
You get to stay.
2
SPEAKER_03
You get to get up earlier.
2
SPEAKER_03
You get to start earlier, get to take a shorter life.
2
SPEAKER_03
Like that s a choice.
2
SPEAKER_00
I have a work-life balance statement.
2
SPEAKER_00
If you re, if you re not working out of balance, your checkbook will be.
2
SPEAKER_03
Mitch, were there ever weeks where you were behind?
2
SPEAKER_03
Like you weren t at your target.
2
SPEAKER_01
Totally.
2
SPEAKER_03
So what did you like?
2
SPEAKER_03
What was, what did that look like?
2
SPEAKER_01
I knew that I was going to fall behind before I fell behind because I was treating people like a number.
2
SPEAKER_01
I was treating people like they were a product of my goal.
2
SPEAKER_01
And I brought selfish vibes to the door.
2
SPEAKER_01
When they give me an injection, I snap, I d be a little more snappy with them.
2
SPEAKER_01
And so those days where I only, I sold half of what I needed to, uh, I would go back and when like, I could calm down and just talk to the spouse, I would say, man, I was just kind of a jerk today a little bit.
2
SPEAKER_01
Not overly rude or anything, but I just wasn t the guy that can go sell high numbers.
2
SPEAKER_01
That person, that Mitch from last week who sold 80 in a week, he was positive.
2
SPEAKER_01
He was incredibly nice and kind and funny and brought such an energy.
2
SPEAKER_01
He introduced himself as the coolest person that they had ever met before he even opened his mouth.
2
SPEAKER_01
That s how strong his vibes and energy were.
2
SPEAKER_01
So I got to get back to that tomorrow.
2
SPEAKER_01
And then I go back tomorrow and I just watch everything start to flow again.
2
SPEAKER_01
I m like, that s it.
2
SPEAKER_01
Wow.
2
SPEAKER_01
Rest as you get tired, as you get grumpy, it just like it s sort of this little wave, right?
2
SPEAKER_01
Yeah.
2
SPEAKER_01
Never like this.
2
SPEAKER_01
They were never huge.
2
SPEAKER_01
They were just little microwaves.
2
SPEAKER_01
I ve had some down days, some big days, but I made sure my vibe was on point with everything I did from habits to self-talk to, uh, um, you know, the way I approach people.
2
SPEAKER_00
Reset your mindset.
2
SPEAKER_00
That s the challenge.
2
SPEAKER_00
Because if you have a no, you almost can t end the day on a no.
2
SPEAKER_00
Sure.
2
SPEAKER_00
You have to end the day on a yes, because that is your own reset for tomorrow.
2
SPEAKER_00
OK, so is there anything else that you want to add?
2
SPEAKER_00
Are there any nuances that you had in your in your quest for doing this?
2
SPEAKER_00
Like at the end of a month, did you celebrate yourself?
2
SPEAKER_00
Did you put yourself in a position where you were giving yourself rewards for having made your numbers?
2
SPEAKER_01
Uh, yeah.
2
SPEAKER_01
So anyone that, um, sells 650,000 in revenue, which is about a thousand homes, we buy them a Tesla.
2
SPEAKER_01
I know it s crazy.
2
SPEAKER_01
It s, it s an open invite by the way.
2
SPEAKER_01
We ve, we ve had six people do this.
2
SPEAKER_01
But as the owner of the company, I didn t even get my own incentive.
2
SPEAKER_01
I started to buy one myself.
2
SPEAKER_01
So that was my thing.
2
SPEAKER_01
You re going to buy yourself a Tesla if you do these numbers and celebrate a little bit.
2
SPEAKER_01
But one thing popped into my mind that I want to share is in this world today that we live in, there are so many distractions.
2
SPEAKER_01
You probably look at someone my age and say, well, you re probably way more distracted than we ever were as a kid.
2
SPEAKER_01
That s probably true.
2
SPEAKER_01
But one thing I think I did to allow myself to have success is I told everybody in my circles, I told everyone that I thought would need me during those four and a half months.
2
SPEAKER_01
I said, guys, this is my goal.
2
SPEAKER_01
This is my journey.
2
SPEAKER_01
Just know if I don t get back to you within five minutes via text, I still love you, but I gotta go hit this goal.
2
SPEAKER_01
And so they turned from potential distraction to biggest cheerleader instead.
2
SPEAKER_01
They text me positive notes, right?
2
SPEAKER_01
Same thing with family, with friends, with my spouse.
2
SPEAKER_01
I said, babe, oh my gosh, those next eight months, I m going to take care of you.
2
SPEAKER_01
But these next four, I got to go for it all.
2
SPEAKER_01
Because what that ll do if I hit that goal is going to change the trajectory of our life.
2
SPEAKER_01
And it did.
2
SPEAKER_01
And so I turned potential distractions
2
SPEAKER_01
into opportunities and my biggest cheerleaders.
2
SPEAKER_01
And so if you re 19, if you re 20, 21, even 25, you have Instagram, like that thing is in my back pocket.
2
SPEAKER_01
Notifications are off.
2
SPEAKER_01
I don t check Instagram during the day.
2
SPEAKER_01
I d maybe do that on Sunday, right?
2
SPEAKER_01
That s just, I ll have someone else run my Instagram for the time being, but I ve got to stay laser focused.
2
SPEAKER_01
And so your ability to protect the chance to be successful by eliminating distractions is what really will make or break you in class, in school, in your
2
SPEAKER_01
especially in sales too, because you have to be primed when you show up to that door or on that call.
2
SPEAKER_00
Can I go a little bit deeper now, historically?
2
SPEAKER_01
Please, do your thing.
2
SPEAKER_00
Who is Alfred Fuller?
2
SPEAKER_00
I don t know.
2
SPEAKER_00
Come on, you need to know this.
2
SPEAKER_00
It s very important.
2
SPEAKER_00
Alfred Fuller is the guy who created Fuller Brush.
2
SPEAKER_00
Okay.
2
SPEAKER_00
And Fuller Brush is the original door-to-door company that sold brooms and brushes.
2
SPEAKER_00
I can t wait to hear about him.
2
SPEAKER_00
This is his autograph.
2
SPEAKER_00
I love it.
2
SPEAKER_00
And his book is called a foot in the door.
2
SPEAKER_00
And he taught his people that when the woman of the house opened up the door, the salesperson would put his foot in the door jam so that they couldn t slam the door on him.
2
SPEAKER_00
Great way.
2
SPEAKER_00
Give them steel toed boots.
2
SPEAKER_00
okay that was in the 1920s and this is a book called the fuller bristler and door-to-door salespeople were called pluggers see the thing there says the plugger because they never quit and this is some this is their yearbook of all the stuff that they did during that year
2
SPEAKER_00
all the fuller brush people around the country.
2
SPEAKER_00
And this is some thoughts inspired by pluggers.
2
SPEAKER_00
And here is a page of pluggers.
2
SPEAKER_00
Look at those guys.
2
SPEAKER_00
It s all men too.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
They had their poems, their songs, all the things that they did to keep their attitude at yes.
2
SPEAKER_00
And they encouraged each other to win.
2
SPEAKER_00
So even though they were not in the same part of the country, they were reunited by similar message and similar thought processes.
2
SPEAKER_00
And at the end of the day, they re writing down their positive things and sharing them with other people.
2
SPEAKER_00
There was no internet.
2
SPEAKER_00
There was no fax machines.
2
SPEAKER_00
There was no computer.
2
SPEAKER_00
There was no AI.
2
SPEAKER_00
There was hardly a telephone.
2
SPEAKER_00
And these guys somehow managed to stay together as a team.
2
SPEAKER_00
And then every once in a while, they would meet.
2
SPEAKER_00
That s amazing.
2
SPEAKER_00
This is a better one.
2
SPEAKER_00
The full squad.
2
SPEAKER_00
There s a camaraderie there.
2
SPEAKER_00
You have brothers and sisters that are out in the field doing the same exact thing.
2
SPEAKER_00
And somebody has a different, better way of doing it.
2
SPEAKER_00
And I want to learn that.
2
SPEAKER_00
If you think you re better than I am, I m not going to be jealous of you.
2
SPEAKER_00
I m going to sit at your feet and listen to what you have to say, because it s going to make me a better person.
2
SPEAKER_00
Yep.
2
SPEAKER_00
That s where we re going with that.
2
SPEAKER_00
And that s, that s how your team wins with the one guys in Houston and one guys in Dallas.
2
SPEAKER_00
Yeah, because inherently, they don t like each other.
2
SPEAKER_00
But if they re the same mission, and you re the you know, obviously, you re mission oriented.
2
SPEAKER_00
This is something that s that is not only bonding.
2
SPEAKER_00
It s a winning formula.
2
SPEAKER_01
Totally.
2
SPEAKER_01
We had a guy, uh, one of our best sales reps.
2
SPEAKER_01
He was the salesman of the year, two years ago.
2
SPEAKER_01
And then he was runner up this last year.
2
SPEAKER_01
We have awards for all this.
2
SPEAKER_01
So the guys are chasing that guys are talking smack already for rookie of the year next year.
2
SPEAKER_01
And we had a guy sell 30 accounts in a day.
2
SPEAKER_01
which blows my mind.
2
SPEAKER_01
I just I don t even get like time must have stopped for him to do that because my best day ever was 17.
2
SPEAKER_01
So he almost double what I did.
2
SPEAKER_01
And what that did for the company was just once again, perspective changer.
2
SPEAKER_01
People just die to hear from him.
2
SPEAKER_01
They begged me to get him on the company-wide Zoom call because they just got to hear from what the heck did he do?
2
SPEAKER_01
What did he say?
2
SPEAKER_01
In Dallas, Texas is a competitive market.
2
SPEAKER_01
That s where he did it at.
2
SPEAKER_01
And people are like, this is just mind-blowing.
2
SPEAKER_01
It s mind-blowing to me, right?
2
SPEAKER_01
I had to call the branch manager and say, did he actually do this?
2
SPEAKER_01
Or is there some foul play here?
2
SPEAKER_01
Sure enough, he did it.
2
SPEAKER_01
He s amazing.
2
SPEAKER_01
He always will be.
2
SPEAKER_01
And exactly what you said, we re able to connect these guys, have them all write a page of ourselves, uh, workbook, have them on the, the, the zoom calls, Mike them up.
2
SPEAKER_01
And we have a hidden camera somewhere in the bushes.
2
SPEAKER_01
So we can just copy what they say and distribute that so that everyone else can say a little bit of what they re doing and just give more of a hope that these types of things are possible.
2
SPEAKER_00
Oh, that s so cool.
2
SPEAKER_00
It s phenomenal.
2
SPEAKER_00
And it, it is part of your work ethic that has created this.
2
SPEAKER_00
You re aware of that, correct?
2
SPEAKER_00
I hope so.
2
SPEAKER_00
I think it s pretty obvious.
2
SPEAKER_00
I think that you combined your family, your ambition, your past history of success, even though you may have gotten cut, that was God s way of telling you football is not for you, but pest control is.
2
SPEAKER_01
Maybe, maybe it s kind of a kind of a dirty trick, but maybe, you know, but look, I think we call it the ball stops for everyone at some point.
2
SPEAKER_01
And so hopefully the lessons you ve learned there are going to parlay you into something.
2
SPEAKER_01
Five things that are, that are better later.
2
SPEAKER_01
So take the learnings, the successes, the failures, and then, and then apply them.
2
SPEAKER_01
And so when you re forties, fifties, sixties, you become better.
2
SPEAKER_01
I had a mentor of mine who did door to door selling vegetables like 30 years ago in Brooklyn.
2
SPEAKER_01
And we ve had some good conversations.
2
SPEAKER_01
When I met him, I was, you know, in my late twenties, he goes, your twenties are awesome, but just wait till your thirties, how much more talented, smart, how much more money you have, take all the learnings and then try to start a business.
2
SPEAKER_01
It ll be better.
2
SPEAKER_01
Then he says, wait till you re 40, wait till you re 50, then wait till you re 60.
2
SPEAKER_01
It just gets better and better and better.
2
SPEAKER_01
as long as you re willing to apply the failures and not look at failures as something that stops you, but something that exalts you.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
I was taught very early on by the late great Glenn Turner, whose company would dare to be great.
2
SPEAKER_00
He said, I m giving everybody here a bag of cement and a bucket of water.
2
SPEAKER_00
And you re either going to make a stepping stone or a stumbling block out of it.
2
SPEAKER_00
It s totally up to you.
2
SPEAKER_00
Very good.
2
SPEAKER_00
That stays with me daily, literally daily.
2
SPEAKER_00
since 1972.
2
SPEAKER_00
Okay, so keep in mind that when you have that message in literally implanted in your mind, green implanted in your mind, you re always looking for the pony inside of a barn full of horseshit.
2
SPEAKER_00
And you re always looking for that outcome that will get you to the next thing.
2
SPEAKER_00
Always never being it may hurt your feelings every once in a while, but it s not going to discourage you.
2
SPEAKER_00
Sure.
2
SPEAKER_00
So Diehard, I m going to tell you, we ve done 1000 podcasts.
2
SPEAKER_00
This is top five, because I think that you have an opportunity to have an understanding of what it s like when someone says no to you.
2
SPEAKER_00
And you look at it as not yet.
2
SPEAKER_00
Right.
2
SPEAKER_00
And when someone says they re not interested, you self-reflect that you were not interesting.
2
SPEAKER_00
And you take on the responsibility of being interesting to go to the next house or the next call, not blaming the other guy for, well, the guy said he didn t have the money.
2
SPEAKER_00
The guy said he wasn t interested.
2
SPEAKER_00
No, I m not interested.
2
SPEAKER_00
I don t know what that guy said.
2
SPEAKER_00
The reason that guy said he was responding to what you said or didn t say.
2
SPEAKER_01
Yep.
2
SPEAKER_01
This is what I taught two days ago at our sales meeting.
2
SPEAKER_01
When you show up to a door, you want to be the best thing that s happened to them that day, that week, that month.
2
SPEAKER_01
And if you re so dang good, potentially that year.
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SPEAKER_01
I m incredibly persistent.
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SPEAKER_01
So are a lot of our sales guys and persistence is inspiring.
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A movie that s riddled with persistence is the one that makes you cry and leave and say, we got to go see that again.
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SPEAKER_01
We got to buy that movie.
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SPEAKER_01
It was so good.
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SPEAKER_01
And so you can actually go to a door and think, well, persistence might bug this person or my persistence can be so inspiring.
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SPEAKER_01
I m the best thing.
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SPEAKER_01
I m the best movie they d seen at their door.
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SPEAKER_01
Right.
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SPEAKER_00
The movie s about a Philadelphia Eagle.
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SPEAKER_00
It s called Invincible.
2
Yeah.
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SPEAKER_01
I was going to say Rudy, but yeah, that s good too.
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SPEAKER_01
I was telling our sales guys a couple of days ago that show up to the door with just a little bit more than what the customer has.
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SPEAKER_01
What I mean by that is just have a little bit more energy.
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So right away they say, wow, I like your presence and you ve already won.
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SPEAKER_01
Be a little bit more knowledgeable on the product.
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So they look at you as a source of knowledge.
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SPEAKER_01
right?
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Be a little bit more in a lot of these categories that look at you and say, you know what, I captain, I trust what you say, because you re just a little bit more put together in this moment right now.
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SPEAKER_01
And you can control all those things.
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You can control your energy, you can control your attitude, you can control how sharp you are, you can control your knowledge on the product, you can control all those things.
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And so
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Blaming it on the guy, I refuse to ever let myself ever hear me say, oh yeah, this guy, this guy said, because I don t want them to ever even think that I m a complainer.
2
SPEAKER_01
I don t want them to think that we ever put blame on somebody else besides ourself, right?
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SPEAKER_01
That person wasn t going to know, like you said, it was just not yet.
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I ll come back and get him.
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As a matter of fact, I put a pin on the app on their house.
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I want you to go back to his house in two months.
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We ll lock him down then.
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SPEAKER_01
That s just a mindset we have and we induce in everybody that comes in is we have complete control.
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We don t have control on whether they say yes or no.
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We have complete control of the outcome, whether it s today or tomorrow.
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SPEAKER_02
Yeah.
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When you have control of yourself, and you discipline yourself to be positive and engaging and gaining the confidence of others, then and only then can you win more often than you lose.
3
SPEAKER_02
Right.
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SPEAKER_00
But so many of those things that you said people don t even.
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SPEAKER_00
just naturally take control for them, right?
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SPEAKER_00
They already blame.
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SPEAKER_00
So when you stop and re-listen to what Mitch just said, listen to all of the things that you actually can control.
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SPEAKER_00
They re not variables.
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SPEAKER_00
They re elements within your control, and that s so powerful.
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SPEAKER_03
Yeah.
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SPEAKER_03
This isn t a, let me tell you that sales, because you control everything, is so easy you re going to get everyone to tell you yes.
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SPEAKER_03
It s definitely not that.
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SPEAKER_03
I knocked on 11,000 doors to sell 1,000 homes.
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SPEAKER_03
I gave 8,000 pitches and only 1,000 said yes.
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SPEAKER_03
I tracked every single one of my pitches.
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SPEAKER_03
That s a rounded number, but I gave 8,000 pitches.
3
SPEAKER_03
A thousand said, yes, that means 7,000 people told me no, but that s pretty dang good control of the situation to allow me to have ultimate success.
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SPEAKER_03
That s still control.
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SPEAKER_03
That s still a win, right?
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This is a nine times out of 10 people tell you no job, but if you can be a one out of 10 guy in this job, you re going to make a lot of money.
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SPEAKER_03
And that to me is just.
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SPEAKER_03
I don t care about the other nine no s because the one of 10 is the only number I care about.
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SPEAKER_03
As long as I work a full day, the money s going to come in by the end of the day.
3
SPEAKER_00
That s so interesting because when you hear a thousand homes, no one thinks about the seven or eight or 9,000 that said no to you.
3
SPEAKER_00
All they hear is like, whoa, you re so successful.
3
SPEAKER_00
They didn t, they don t, it must ve been so easy.
3
SPEAKER_00
They don t think about, well, actually for everyone, there were nine.
3
SPEAKER_00
No, like it s so, wow.
3
SPEAKER_00
That s cool.
3
SPEAKER_02
I think that there s a strategy for going back and saying, I apologize for not getting my message through.
3
SPEAKER_02
Several people bought today, but you were not among them.
3
SPEAKER_02
And I was wondering if you would give me a second chance.
3
SPEAKER_03
Oh, did that happen?
3
SPEAKER_03
Did that already happen?
3
SPEAKER_03
I have a story.
3
SPEAKER_03
I used to knock a certain area and then three months later, come back.
3
SPEAKER_03
And I said, do you remember me?
3
SPEAKER_03
I m the guy that you said that next time too.
3
SPEAKER_03
And I was uber persistent.
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SPEAKER_03
I wasn t going to let you go then, but you shut the door on my face, but I m back now.
3
SPEAKER_03
And because I didn t leave on a negative note, people bought from me all the time from coming back to their house again, because it wasn t, no, it was just not yet.
3
SPEAKER_03
It was just, I m going to get you next time.
3
SPEAKER_03
I m fine.
3
SPEAKER_03
I ll go sell your neighbors and I ll make sure you miss on the discount.
3
SPEAKER_03
No problem.
3
SPEAKER_03
I didn t tell him that, but I m going to, it s, it s just a matter of time.
3
SPEAKER_03
It s just a matter of time.
3
SPEAKER_00
Yeah.
3
SPEAKER_02
And Mrs. Jones, it may be a bug to you, but it s bread and butter to me.
3
SPEAKER_00
Oh man.
3
SPEAKER_00
Okay.
3
SPEAKER_00
So Mitch, let me ask you if someone wants to come work for you.
3
SPEAKER_03
Yeah.
3
SPEAKER_00
Where do they go?
3
SPEAKER_00
What do they do?
3
SPEAKER_00
How do they apply?
3
SPEAKER_00
What s the next step?
3
SPEAKER_03
Yeah.
3
SPEAKER_03
I mean, first, I m active on my social media.
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SPEAKER_03
Have them shoot me a DM on social media.
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SPEAKER_03
I ll get them in touch with the right manager.
3
SPEAKER_03
So post my Mitch Matthews 10 on social media or follow Anthem Sales on our social media.
3
SPEAKER_03
Send us a DM there.
3
SPEAKER_03
We ll take care of it.
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SPEAKER_03
We ll get you in the funnel.
3
SPEAKER_03
You can go to our website, anthemfestsales.com, and then we ll get you, that ll be the information.
3
SPEAKER_03
But if you want to interact with one of our guys, they re very eager to help teach you
3
SPEAKER_02
So I can imagine, you know, I probably couldn t imagine more eager people on the planet.
3
SPEAKER_03
Right?
3
SPEAKER_03
Yeah.
3
SPEAKER_03
You got, you got a hundred knees out there, uh, ready with open arms to teach people this, uh, life changing job.
3
SPEAKER_03
So I would say the first things for send a, or, uh, Instagram, a DM or me personally, a DM, and then, uh, let s talk.
3
SPEAKER_03
Love.
3
SPEAKER_00
Okay.
3
SPEAKER_00
Awesome.
3
SPEAKER_00
We ll pop all that in the show notes so you can just scroll down, click and and get there.
3
SPEAKER_03
And look at the website if they want to do that way as well.
3
SPEAKER_03
And if you want to do even better, like a Google form.
3
SPEAKER_03
So I know that they came from you guys to show anything like that.
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SPEAKER_03
We can do that.
3
SPEAKER_02
And if you as a diehard are paying attention to this episode and have watched it twice, you will never step on a bug again and not think of Mitch Matthews.
3
SPEAKER_03
I sure hope not.
3
SPEAKER_00
Oh man.
3
SPEAKER_00
Until next time, I m Jen Gittimer.
3
SPEAKER_02
I m Jeffrey Gittimer.
3
SPEAKER_02
Kill the bug, kill the bug, but hire the company that can kill them for you.
3
SPEAKER_03
That s our tagline, copy and paste.
3
SPEAKER_00
Thank you for being here.
3
SPEAKER_00
This was awesome.
3
SPEAKER_00
Thanks for listening to the show.
3
SPEAKER_00
Don t forget to like, share.
3
SPEAKER_00
Yeah, share with both your friends.
3
SPEAKER_00
And subscribe to the podcast.
3
SPEAKER_01
And remember, we have a free 22 day sales challenge.
3
SPEAKER_01
Just go to gator.com slash sales challenge to start you on your way.