Lenny Gray is the CEO of D2D Millionaire and Rove Pest Control, and the author of Door-to-Door Millionaire: Secrets of Making the Sale. Since 1998, he has been in the pest control & door-to-door industries. From selling door-to-door in college to earn money for tuition, he is now the president of a multi-million-dollar company, training door-to-door sales reps with effective and profitable D2D techniques.

In this episode, we talked about door-to-door sales, team building, sales operations, marketing, entrepreneurship…

Show notes

  • Introducing Lenny Gray. [1:31]
  • The story of Lenny’s professional career. [5:54]
  • How to calculate costs when entering a market with the door-to-door approach. [9:07]
  • How to enter the market and build enterprise value with door-to-door. [13:25]
  • How to come up with a pay structure that makes door-to-door appealing, despite the potential for rejection. [16:19]
  • What customer retention looks like in terms of clients from door-to-door. [18:37]
  • How to prequalify what’s good for door-to-door versus what’s not. [21:31]
  • Understanding the four-month blitz, and why having a summer team works despite the expenses. [23:51]
  • The pros and cons of doing door-to-door. [27:36]
  • How to not piss people off when doing door-to-door and protect the company from negativity. [29:30]
  • The sad tale of the door-to-door business owner, and why the value of door to door sales companies in the eyes of acquirers is lessening. [32:00]
  • How to act like a messenger of good news and not a salesperson. [36:46]
  • What someone would gain from a four-month program of doing door-to-door, and why it’s an environment that encourages learning. [41:07]
  • The most common sales objections in door-to-door selling, and some tried and tested techniques for overcoming them. [44:52]
  • How to get the right people for door-to-door selling. [49:58]
  • How to get more information on Lenny. [56:22]
  • Three books on Lenny’s reading list. [57:13]
  • Lenny’s most important piece of advice to home service business owners. [1:01:00]

Resources And People Mentioned:

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