Brooks Pest Control Comprehensive Sales Script and Service Methodology

Physical Posture and Entry Strategy:
- The initial approach involves knocking on the door while standing sideways and looking down at a mobile device (iPhone or iPad).
- The objective of this stance is to appear non-threatening and preoccupied rather than aggressive.
Initial Verbal Opening:
- Greeting: "Hey how’s it going? Sorry to bother you, I’ll be super quick."
- Verification: Immediately establish authority by asking, "You are the homeowner here, correct?"
- Introduction: Explicitly state identity and company affiliation: "My name is ____, I am here with Brooks, it’s just pest control."
- Tone: The salesperson is instructed to present the situation as if it were "no big deal."

Territorial Presence:
- The script emphasizes the proximity of service vehicles: "My trucks are going to be out here in the area all day today and tomorrow."
Social Proof and Named Validation:
- The salesperson references specific local residents to build trust. Examples provided in the script include "the Johnsons next door" or "the McMullins down the street."
- Broad social proof: State that the service is already being provided for these neighbors and "about $25$ others out here in the area."
- The salesperson should physically point to neighboring houses while speaking.
Problem Identification:
- Identify common localized pests: "There has just been a lot of complaints about a lot of the spiders, ants, and cockroaches."
The Scarcity Tactic:
- Frame the offer as a limited opportunity: "I just have a couple more spots left on my route that I am trying to fill."
- Price Incentive: If a homeowner fills a remaining slot, the cost is described as "SUPER CHEAP" or "literally… half off right now!!"

Standard Pricing Model vs. Neighborhood Discount:
- The salesperson transition into price by first establishing the home's size (e.g., "It is about $1900\text{ square feet}$ .").
- Baseline Cost: Normally, the initial service for a house of that size would be $400$ if the customer called the office directly.
- Recurring Cost: The standard every-two-month service fee is $175$ .
- Discounted Offer: By taking the "last spot" on the route, the initial service fee is dropped to $200 \text{ BUCKS}$ .
- Value Emphasis: The salesperson must emphasize that the lower price "IS STILL FOR EVERYTHING!" while transitioning to the service explanation.

The "Soft Close" Technique:
- The script utilizes repeated diagnostic questions (e.g., "You know how you are getting those cobwebs up there?") to elicit a "Yes" response from the homeowner.
- The cumulative effect of these "yeses" throughout the presentation is intended to make the final "hard close" more successful.
Operational Details for Eaves:
- Tooling: Use of a $30\text{-foot}$ webster pole.
- Scope: Technicians address both upper and lower levels of the eaves.
- Action: Knocking down all cobwebs and wasp nests.
- Biological Rationale: To prevent insects and wasps from nesting, laying eggs, and dropping down inside the home.
- Benefits: Results in a house that looks "a lot cleaner" with "a lot less bugs dropping in."

Crack and Crevice Treatment:
- The salesperson points to and squats down to highlight cracks and crevices at the base of the home.
- Rationale: These gaps are the primary entry points for pests into the interior of the home.
Wall Void Explanation:
- Visual/Auditory demonstration: Knocking on the wall and asking, "You know how this sounds hollow?"
- Diagnosis: The hollow space indicates wall voids where bugs enter to lay eggs.
The 6-Foot Barrier Method:
- Upward Application: Treating a full $3\text{ feet}$ up the base of the home.
- Outward Application: Treating a full $3\text{ feet}$ out from the base into the soil/perimeter.
- Total Coverage: Created a total $6\text{ foot}$ protective barrier.
- Chemical Agent: Utilization of a "flushing agent" designed to force pests out of wall voids so they cannot persist or enter for "dinner."

Property Scope:
- Treatment extends from the "front curb all the way to [the] back fence."
- The service is described as a "full, custom yard treatment."
Granular Application:
- Placement: Granules are spread throughout the yard in dirt, grass, and mulch areas.
- Mechanism of Action: The granules are water-activated.
- Biological Focus: They are designed to sink down into the "thatch" of the lawn, which is identified as the primary nesting site for bugs.
Customer Instruction (Assuming the Sale):
- The homeowner is instructed to "flip on your sprinklers" after the technician applies the granules to activate the product and flush pests off the property.
Lifestyle and Safety Benefits:
- Reduction of pests in outdoor living spaces.
- Safety for families and children performing activities such as kicking a soccer ball, having a barbeque, or walking around the yard.
- The goal is for the family to avoid being bitten and for the property to feel "a lot cleaner."

Homeowner Question: "How cheap?"
- Response: The salesperson acknowledges the question as great, then immediately pivots to qualifying the house size ("How big is your house?") to set up the price drop from the standard $400$ price point to the $200 \text{ BUCKS}$ discount.
Homeowner Question: "It is about 1900 square feet."
- Response: The salesperson confirms this is "perfect" and uses it as the basis for the specific price comparison on the price chart.
Homeowner Response to Eaves/Bugs: "Yes."
- Context: The script instructs that if the homeowner does not respond with "Yes," the salesperson must re-ask the questions regarding cobwebs, cracks, and the hollow sound of walls until they get a verbal affirmation to continue the transition toward a sale.