Phase 1 notes

1. THE BUSINESS MODEL (Why are you here?)

  • The Concept: Economies of Scale (Chapter 5).

  • The Analogy: Buying toilet paper at CVS (expensive/single roll) vs. Costco (cheap/bulk).

  • The Pitch Logic: "The reason I can give you this massive discount today is because I’m already treating the neighbors. I don’t have to drive out here specially for you, so I pass the savings on to you."

2. THE SCRIPT (Verbatim from Chapter 43)

Do not improvise this yet. Stick to the script.

The Opener:

"Hey, sorry to bug ya! (Smile). I’m sure you saw the white and green trucks buzzing around..."

The Hook (Name Drop):

"I just got done with [Neighbor Name]. It has mainly been a lot of these Ants (Point Down) and quite a few of the Spider Webs up top (Point Up)."

The "Soft" Close:

"I have a little bit of downtime in the next hour, so my boss said if I can squeeze you in with the rest of the neighbors while I’m out here, I can do it for quite a bit cheaper."

Handling "I have a company" / "I do it myself":

"Awesome, most of the neighbors were using Terminix/Orkin (or doing it themselves). We just started doing two things really different that have made a massive difference..." (Pivot immediately to Granulation & Eaves)

3. THE SERVICE (What are you selling?)

From Chapter 6. Know these numbers.

A. The Power Spray (The Barrier)

  • The Stat: We use 90 PSI (Power Rig) vs. the 15-20 PSI hand-pumps competitors use.

  • The Benefit: It penetrates mulch, rock beds, and cracks. Hand pumps just mist the surface.

  • The Coverage: 2 feet up the foundation, 2 feet out (4 ft total barrier).

B. The Eaves (The Visual)

  • The Action: We do not just spray; we sweep (physical removal).

  • The Reach: Up to 20-25 feet (First story eaves/overhangs).

  • The Why: "If you just spray a web, the spider re-uses it. We tear it down so they have to move elsewhere."

C. Granulation (The Secret Weapon)

  • The Product: Water-activated granules (look like sand).

  • The Target: Ants, Crickets, Earwigs (bugs that nest in soil).

  • The Science: Sprays dry up in the sun. Granules sink to the soil level and create a minefield that lasts longer.

D. The Egg Cycle (The Anti-Cancel)

  • The Rule: You MUST explain why we come back in 30 days.

  • The Script: "Pesticides can't kill eggs. The first service kills the adults. The eggs hatch 30-45 days later. We come back then to kill the babies before they lay new eggs."

4. THE MONEY (Closing the Deal)

From Chapter 10.

Anchoring (The Psychology)

  • Rule: Always show the High Price ($350) first.

  • Why: It makes the discounted price ($99/$129) look like a steal. If you just say "$99" immediately, it feels cheap/low quality.

The "Upgrades" Close

  • Visual: Circle the "Add-ons" on the price sheet (Mice, Rats, Eaves, Granulation).

  • Script: "Normally the neighbors pay extra for the mice and the de-webbing. But since I'm here, I'm going to wave the upgrade fees and include them for free."

The Silence Close

  • The Move: State the final price. Look them in the eye. Stop talking.

  • Script: "If I can get you done today, I'll drop the first one to just $99 bucks." ... (Wait. The first person to speak loses.)

5. SAFETY & LOGISTICS (The FAQ)

  • Pets/Kids: Safe once dry. Keep them inside for 30-45 minutes.

  • Rain: Granules are activated by water, so rain is actually good for the service.

  • Termites/Bed Bugs: NO. We do not treat these. Be honest.

  • Warranty: Unlimited free re-services between quarterly visits.