WEBVTT NOTE This file was generated by Descript 00:00:00.750 --> 00:00:04.800 What if I told you that you had just one second at that door that's 00:00:04.800 --> 00:00:07.530 gonna make or break whether or not you have that conversation 00:00:07.590 --> 00:00:08.820 and you can even start to pitch. 00:00:09.210 --> 00:00:12.960 It sounds pretty crazy, but door to door sales, when we can learn to 00:00:13.120 --> 00:00:15.150 master the initial impression that. 00:00:15.550 --> 00:00:21.287 Split second, the first second at the door, this can lead to having 1, 2, 3, 00:00:21.287 --> 00:00:24.369 4, even 10 more conversations a week. 00:00:24.610 --> 00:00:28.509 That's getting on a lot more roofs and stacking up to probably 5, 00:00:28.509 --> 00:00:32.739 10, 15, 20, even 50 additional sales each and every year. 00:00:32.769 --> 00:00:34.210 And that's the beauty of sales. 00:00:34.210 --> 00:00:37.900 When we master what we say, how we communicate and how we interact 00:00:37.900 --> 00:00:40.930 with others, we can literally begin stroking ourselves 5, 10, 00:00:40.930 --> 00:00:43.390 15, $20,000, uh, a month in. 00:00:44.245 --> 00:00:46.585 All from changing how we communicate. 00:00:46.585 --> 00:00:49.615 And as you know, communication is far more than just verbal. 00:00:49.615 --> 00:00:51.085 It's more than the words we say. 00:00:51.205 --> 00:00:56.275 So in this video, I'm gonna dive deep into giving you a tactical strategy 00:00:56.545 --> 00:01:00.275 to master your very first second at the door to make door knocking. 00:01:00.465 --> 00:01:05.205 Easier and to help you start even more conversations, welcome or welcome back. 00:01:05.235 --> 00:01:07.275 My name is Adam Benjamin, the root strategist, and I'm 00:01:07.335 --> 00:01:08.445 really glad to have you here. 00:01:08.685 --> 00:01:12.195 Everything I do here on this channel and on my podcast is designed to give you 00:01:12.195 --> 00:01:16.635 the tools and resources that you need in order to smash your income goal and give 00:01:16.635 --> 00:01:18.885 every customer an amazing experience. 00:01:18.915 --> 00:01:22.369 And when I got started in this business back in 2000, We 00:01:22.369 --> 00:01:23.330 didn't have stuff like this. 00:01:23.330 --> 00:01:26.119 So I'm just so excited to be able to share this with you. 00:01:26.300 --> 00:01:28.729 What I wish I had to help you fast track your success. 00:01:28.729 --> 00:01:31.309 So thanks for spending your valuable time with me. 00:01:31.460 --> 00:01:34.339 Now, let's get to it your first second at the door. 00:01:34.520 --> 00:01:39.289 First, I want to take you on a, a little journey and exercise to put ourselves 00:01:39.294 --> 00:01:44.240 or to put you in the mind of your customer, because by deeply understanding 00:01:44.240 --> 00:01:46.020 our customer, we can then engage. 00:01:46.115 --> 00:01:49.804 In the best way, knowing what they're thinking to connect more deeply. 00:01:49.804 --> 00:01:50.914 And that's really what it's all about. 00:01:51.185 --> 00:01:53.755 So what is your customer thinking when you show. 00:01:54.840 --> 00:01:56.250 It's six 30 at night and do that. 00:01:56.370 --> 00:01:56.580 All right. 00:01:56.580 --> 00:01:57.600 Now, put yourself in your shoes. 00:01:57.750 --> 00:01:59.280 You just finished dinner with the family. 00:01:59.460 --> 00:02:02.280 You moved over in the living room and you sat down to watch some TV together, 00:02:02.370 --> 00:02:03.960 and then all of a sudden you hear it. 00:02:04.410 --> 00:02:05.400 There's a knock on the door. 00:02:05.580 --> 00:02:07.710 You get up, you turn to your wife and you have that inquisitive, 00:02:07.740 --> 00:02:09.060 inquisitive look like. 00:02:09.060 --> 00:02:09.630 Who is that? 00:02:09.690 --> 00:02:10.650 Are you expecting anyone? 00:02:10.740 --> 00:02:11.490 Am I expecting one? 00:02:11.495 --> 00:02:11.850 No. 00:02:12.030 --> 00:02:13.940 So the two questions go right in your mind. 00:02:13.940 --> 00:02:14.300 Don't thank. 00:02:14.655 --> 00:02:16.484 Who is this and what do they want? 00:02:16.484 --> 00:02:17.385 Why are they here? 00:02:17.625 --> 00:02:19.515 And those two questions are in their mind. 00:02:19.515 --> 00:02:22.725 As they get up off the couch, you get up off the couch and you walk 00:02:22.730 --> 00:02:24.045 to the door and answer the door. 00:02:24.375 --> 00:02:27.285 So we know right away when that door is open, that homeowner 00:02:27.290 --> 00:02:28.484 does not recognize you. 00:02:28.665 --> 00:02:29.655 They don't know who you are. 00:02:30.245 --> 00:02:35.885 And why you're there so immediately there's a flood of distrust, right? 00:02:35.885 --> 00:02:37.774 A flood of wondering who you are. 00:02:37.774 --> 00:02:38.345 Are you safe? 00:02:38.345 --> 00:02:39.035 Are you trustworthy? 00:02:39.035 --> 00:02:40.024 Why are you at my house? 00:02:40.325 --> 00:02:44.975 And our immediate mission is to do these three, these three things. 00:02:45.245 --> 00:02:49.714 Number one is to disarm the customer basically say, no, no, no, it's okay. 00:02:49.714 --> 00:02:50.704 I'm not here to hurt you. 00:02:51.095 --> 00:02:54.995 Because again, I know that's a dramatic explanation, but the truth 00:02:54.995 --> 00:02:56.435 is that's what people are thinking. 00:02:56.524 --> 00:02:56.975 Remember. 00:02:57.390 --> 00:02:59.790 Human human animals by nature. 00:02:59.790 --> 00:03:00.510 We are animals. 00:03:00.510 --> 00:03:00.839 All right. 00:03:00.869 --> 00:03:03.869 We, we lose sight of the fact that we still have these survival instincts and 00:03:03.869 --> 00:03:05.190 safety in our own safety is one of 'em. 00:03:05.190 --> 00:03:06.839 So we have to disarm them and say, Hey, we're good. 00:03:07.049 --> 00:03:10.769 Number two is we have to make them feel comfortable, comfortable with us. 00:03:10.769 --> 00:03:12.929 People are only gonna engage with someone that they're comfortable with. 00:03:13.200 --> 00:03:16.290 And then number three is to begin building trust. 00:03:16.469 --> 00:03:17.609 And these all go hand in. 00:03:18.085 --> 00:03:21.025 By again, understanding what they were thinking at the door, who is this 00:03:21.025 --> 00:03:24.775 and what I want, and then learning to disarm, create comfort and trust. 00:03:24.925 --> 00:03:26.215 Now, how do we do that? 00:03:26.275 --> 00:03:29.305 I'm gonna share it with you in a second, but first before we do, I want 00:03:29.310 --> 00:03:31.585 to cover a few key things not to do. 00:03:31.795 --> 00:03:34.015 Uh, these are some of the biggest mistakes. 00:03:34.495 --> 00:03:34.885 Okay. 00:03:34.915 --> 00:03:36.445 Not to do, do not do this. 00:03:37.200 --> 00:03:39.030 Not to do all right. 00:03:39.030 --> 00:03:43.200 Number one, not to do is, do not tower over everybody. 00:03:43.590 --> 00:03:43.920 Okay. 00:03:43.920 --> 00:03:45.810 Do not tower over anyone. 00:03:46.410 --> 00:03:49.799 Now, those of you who have met me in person, I'm a, I'm a pretty small dude. 00:03:49.829 --> 00:03:51.179 I'm a small statured guy. 00:03:51.179 --> 00:03:54.000 My wife used to say, Adam, the reason you did well door to door, 00:03:54.000 --> 00:03:55.350 especially with stay at home. 00:03:55.560 --> 00:03:58.560 Uh, wives was they'd answer the door and size up. 00:03:59.080 --> 00:04:01.060 I could take you cuz I'm not that threatening. 00:04:01.330 --> 00:04:05.500 Meanwhile, I was training a guy named Troy who's like six foot six and a monster 00:04:05.680 --> 00:04:07.630 and built like a, like a brick house. 00:04:07.900 --> 00:04:11.980 And when he stood too close to the door, that person who answered, 00:04:11.980 --> 00:04:16.209 felt like they were being towered over and it's again threatening. 00:04:16.209 --> 00:04:16.810 So does that. 00:04:16.810 --> 00:04:21.005 Make people feel comfortable or trustworthy or trust you or disarm them? 00:04:21.065 --> 00:04:24.575 No, in fact it reinforces the safety signal saying I feel threatened. 00:04:24.905 --> 00:04:27.875 So be mindful of your size and in your stature and do not 00:04:27.875 --> 00:04:29.705 tower over anyone at the door. 00:04:30.035 --> 00:04:30.455 Okay. 00:04:30.545 --> 00:04:33.545 Number two is, do not square up now. 00:04:33.545 --> 00:04:34.565 What do I mean by square up? 00:04:34.655 --> 00:04:35.615 I mean, standing square. 00:04:35.615 --> 00:04:37.145 So you see me right now. 00:04:37.160 --> 00:04:40.700 Shoulder to shoulders squared up versus talking to you like this, which is 00:04:40.700 --> 00:04:42.380 feeling more comfortable and friendly. 00:04:42.380 --> 00:04:45.320 If we were to engage, meeting out versus this, we don't go out with our friends 00:04:45.320 --> 00:04:46.580 and grab a beer and stare at each other. 00:04:46.610 --> 00:04:47.630 It's just unnatural. 00:04:47.840 --> 00:04:52.250 So when we square up, it's a very aggressive and forceful 00:04:52.255 --> 00:04:53.330 and not friendly nature. 00:04:53.330 --> 00:04:56.600 So always make sure to have your stance bladed with enough space. 00:04:56.630 --> 00:05:00.020 And then the third thing is, do not talk. 00:05:01.005 --> 00:05:01.755 Instantly. 00:05:02.235 --> 00:05:02.534 Okay. 00:05:02.534 --> 00:05:04.155 Do not just jump right into it. 00:05:04.305 --> 00:05:08.145 Sometimes the minute that door is opening, we are just like, 00:05:08.475 --> 00:05:09.885 we vomiting our pitch to them. 00:05:09.945 --> 00:05:12.225 And I had someone reach out the other day. 00:05:12.230 --> 00:05:13.094 It was a comment. 00:05:13.094 --> 00:05:15.075 I don't, if it was on Instagram, by the way, you can follow at 00:05:15.075 --> 00:05:16.185 Ruth strategist on Instagram. 00:05:16.335 --> 00:05:17.025 Love to see you there. 00:05:17.175 --> 00:05:18.165 And I post little stories. 00:05:18.165 --> 00:05:19.455 We just did it behind the scenes of this video. 00:05:19.455 --> 00:05:22.995 In fact, so someone commented either on Instagram or on YouTube saying, Hey. 00:05:23.604 --> 00:05:25.945 Do you talk first or wait for them to talk? 00:05:26.094 --> 00:05:27.895 And the answer is it kind of depends. 00:05:27.895 --> 00:05:31.405 I give people that little window and this short window that I'll be breaking down 00:05:31.405 --> 00:05:32.935 for you in a second is really gonna help. 00:05:33.385 --> 00:05:33.955 Uh, all right. 00:05:33.955 --> 00:05:35.755 So we don't want to talk instantly and we don't want to 00:05:35.755 --> 00:05:36.955 jump right down their throat. 00:05:37.645 --> 00:05:37.974 Okay. 00:05:38.335 --> 00:05:41.935 Now we on the same page ready to move into the tactical pieces. 00:05:42.345 --> 00:05:42.945 Let's do it. 00:05:43.395 --> 00:05:43.605 Okay. 00:05:43.605 --> 00:05:47.385 What you should do, this is how to maximize that one second. 00:05:47.565 --> 00:05:49.005 Your very first second at the door. 00:05:49.305 --> 00:05:52.425 Number one, you're gonna laugh at me for this one is to smile. 00:05:52.755 --> 00:05:57.435 Now, the reason I'm covering this is because it is so critically 00:05:57.435 --> 00:06:01.575 important to F and smile, to be happy to make other people see your joy, 00:06:01.575 --> 00:06:03.135 an authentic smile, not a cheesy. 00:06:04.080 --> 00:06:04.320 Okay. 00:06:04.320 --> 00:06:07.080 That's force, but a real smile that engages your forehead, your 00:06:07.080 --> 00:06:08.940 eyes in the corners of your mouth. 00:06:09.180 --> 00:06:09.570 All right. 00:06:09.870 --> 00:06:13.170 Uh, I cover this because for some reason there's a. 00:06:13.979 --> 00:06:16.620 Someone's gonna hate me for saying this, but I'm say it, sometimes 00:06:16.620 --> 00:06:17.700 men are the worst at this. 00:06:17.789 --> 00:06:20.130 They get too serious and I swear, it's like a comfort thing. 00:06:20.130 --> 00:06:20.909 They'll answer the door. 00:06:21.060 --> 00:06:23.789 They'll this very serious face on like, oh, I'm here for business. 00:06:23.880 --> 00:06:25.919 And I'm here to tell you exactly how I can help you. 00:06:25.919 --> 00:06:28.919 Ma'am and it's gonna be very heavy and straight to the point. 00:06:28.950 --> 00:06:32.729 And it's just like super threatening and not really fun and people again. 00:06:33.109 --> 00:06:36.679 Does that help disarm them when you're the, the straight shooter, serious guy. 00:06:36.799 --> 00:06:38.030 No smile. 00:06:38.030 --> 00:06:38.539 A little bit. 00:06:38.570 --> 00:06:40.219 You have to check up from the neck up. 00:06:40.219 --> 00:06:41.479 Gosh, bill ssom. 00:06:41.484 --> 00:06:44.270 I know that's a, he, he shared that saying with me, and I know, I know that's 00:06:44.275 --> 00:06:46.820 been a saying circulating the world for a while, but I just, I love it. 00:06:46.820 --> 00:06:47.989 And I heard it from him recently. 00:06:48.049 --> 00:06:50.330 And I wanna share it with you, check up from the neck up. 00:06:50.570 --> 00:06:50.870 All right. 00:06:50.875 --> 00:06:54.919 So next beyond smiling is to use the eyebrow flash. 00:06:55.460 --> 00:06:56.630 You've heard me talk about this. 00:06:56.630 --> 00:07:01.190 Hopefully in the, uh, other videos I've done on body language, the eyebrow flash. 00:07:01.530 --> 00:07:01.740 Okay. 00:07:01.740 --> 00:07:02.160 One of those. 00:07:02.160 --> 00:07:06.960 See, my, my forehead, the eyebrow flash is kind of the international signal and 00:07:06.960 --> 00:07:09.000 I, I shouldn't have said international. 00:07:09.210 --> 00:07:11.100 I haven't traveled every country in the world. 00:07:11.100 --> 00:07:13.530 I don't know how they do things there where we're knocking doors. 00:07:13.650 --> 00:07:16.650 We can safely say if the international signal, all right, the international 00:07:16.650 --> 00:07:18.270 signal of safety, your friend walks by. 00:07:18.510 --> 00:07:18.660 Okay. 00:07:18.660 --> 00:07:20.280 If you're in conversation, you see that familiar. 00:07:20.490 --> 00:07:22.770 Some of the background, we kind of just do that little eyebrow flash. 00:07:22.770 --> 00:07:25.620 We see some we know, and it's a signal of, Hey, I see you. 00:07:25.620 --> 00:07:26.190 I'm friendly. 00:07:26.190 --> 00:07:26.700 What's up. 00:07:26.880 --> 00:07:29.520 It's a really inquisitive and inviting gesture. 00:07:29.645 --> 00:07:35.015 That people read and understand, even if it's not conscious. 00:07:35.164 --> 00:07:37.354 So again, person one answers the door with a bur burrow and 00:07:37.895 --> 00:07:39.544 they're serious versus this. 00:07:39.965 --> 00:07:40.805 Who do you like more? 00:07:40.835 --> 00:07:42.724 Duh, we're gonna put this all together here in the end. 00:07:43.055 --> 00:07:44.765 The next thing is the, uh, chin tilt. 00:07:45.195 --> 00:07:45.435 Okay. 00:07:45.435 --> 00:07:49.455 Chin tilt or some people call it the, the, uh, the, um, uh, head 00:07:49.455 --> 00:07:50.864 tilt, but I call it the chin tilt. 00:07:50.864 --> 00:07:51.075 Why? 00:07:51.075 --> 00:07:51.914 Cause the chin comes up. 00:07:51.914 --> 00:07:52.724 So we put it all together. 00:07:52.875 --> 00:07:55.515 Smile, eyebrow flash chin comes up by the way. 00:07:55.515 --> 00:07:56.505 I can't even separate them. 00:07:56.505 --> 00:07:58.065 Cause I just do this naturally all the time. 00:07:58.065 --> 00:08:00.015 It's like my, my instinct when I meet people. 00:08:00.020 --> 00:08:01.155 And the reason I do that is it makes. 00:08:01.245 --> 00:08:02.205 People feel good. 00:08:02.385 --> 00:08:03.675 It puts them at ease. 00:08:03.675 --> 00:08:04.515 It disarms them. 00:08:04.755 --> 00:08:09.315 And you'll be amazed at how much softer and more natural random conversations are. 00:08:09.315 --> 00:08:13.065 Whether it's with a hostess at a restaurant, uh, a server customer service 00:08:13.065 --> 00:08:16.005 checking in, in the airlines, trying to, uh, work your way up into a better 00:08:16.005 --> 00:08:19.575 seat when you're, when you're, you know, uh, about to take off on a flight. 00:08:19.725 --> 00:08:21.615 So all these little gestures really disarm people. 00:08:21.675 --> 00:08:26.055 And then the fourth thing is to, um, blade your stance and leave space. 00:08:26.085 --> 00:08:28.875 So blade, stance, and leave. 00:08:29.245 --> 00:08:31.945 Space and you know what I'm gonna throw in one more. 00:08:32.335 --> 00:08:32.575 Okay. 00:08:32.784 --> 00:08:34.345 This is the one second breath. 00:08:34.615 --> 00:08:35.575 This here. 00:08:35.725 --> 00:08:40.495 This is the beauty, by the way of, uh, doing these videos in one take, 00:08:40.675 --> 00:08:41.965 because they don't always go well. 00:08:41.995 --> 00:08:44.575 So we shot this one and I left this one off and I'm really glad that we 00:08:44.575 --> 00:08:48.145 get a chance to bring this in because this one second breath is what's 00:08:48.145 --> 00:08:52.885 gonna buy that time for you to let this message you sent that homeowner. 00:08:52.945 --> 00:08:55.735 Yeah, I said it, the message, these little, these four little 00:08:55.735 --> 00:08:57.355 body language signals to sink. 00:08:58.275 --> 00:09:01.185 disarm them create comfort and trust before you begin pitching. 00:09:01.515 --> 00:09:06.465 So I'm gonna first show you what not to do, and then I'm gonna put all five 00:09:06.465 --> 00:09:07.815 of these together so you can see 'em. 00:09:07.965 --> 00:09:08.145 Okay. 00:09:08.145 --> 00:09:12.225 So the first one what's not to do, I'm squared up, I'm straight face 00:09:12.255 --> 00:09:13.875 and I'm too close to the customer. 00:09:14.265 --> 00:09:16.125 And I say, and I start talking instantly. 00:09:16.275 --> 00:09:16.755 Oh, hi there. 00:09:16.760 --> 00:09:17.415 My name's Adam. 00:09:17.420 --> 00:09:18.105 And the reason I'm here. 00:09:18.870 --> 00:09:19.170 Okay. 00:09:19.200 --> 00:09:20.430 So that's the experience. 00:09:20.430 --> 00:09:23.250 Number one, or experience number two, I've created some space. 00:09:23.250 --> 00:09:24.360 I've bladed my stance. 00:09:24.660 --> 00:09:25.620 The door's gonna open. 00:09:25.890 --> 00:09:26.820 I'm gonna smile. 00:09:27.090 --> 00:09:28.410 I'm gonna do a chin raise. 00:09:28.770 --> 00:09:29.220 All right. 00:09:29.490 --> 00:09:30.990 I'm gonna fur, excuse me. 00:09:30.990 --> 00:09:34.080 I'll lift my eyebrow with the eyebrow flash am gonna take that breath 00:09:35.280 --> 00:09:36.270 and then I'm gonna start talking. 00:09:36.270 --> 00:09:37.440 So again, putting it together. 00:09:38.760 --> 00:09:39.390 Hey there. 00:09:39.450 --> 00:09:42.210 Hey, my name's Adam, do you see the difference? 00:09:42.240 --> 00:09:44.610 Do you feel the difference on that one second? 00:09:44.880 --> 00:09:45.360 Now, when you do. 00:09:46.275 --> 00:09:49.964 I very well might feel like an eternity, but I promise you, it really isn't. 00:09:50.354 --> 00:09:52.755 What you've done is disarmed. 00:09:52.755 --> 00:09:55.515 Create a comfort and trust by giving them space and sending the right 00:09:55.515 --> 00:09:57.615 signals to them that they interpret. 00:09:58.095 --> 00:10:00.855 Completely unconsciously and the stuff works magic. 00:10:00.885 --> 00:10:03.465 Now, practice this on the very next door you hit. 00:10:03.525 --> 00:10:07.755 And I promise you it's gonna help you develop confidence, settle into the 00:10:07.755 --> 00:10:10.965 quiet nature and learn how to send those right bodies language signals 00:10:10.965 --> 00:10:14.085 to maximize your very first and most important second at the door. 00:10:14.175 --> 00:10:15.944 Hey, thanks for joining me in today's video. 00:10:15.944 --> 00:10:19.155 If you want to continue our time together, I got a few options for you first. 00:10:19.305 --> 00:10:22.335 If you're interested in learning my complete canvasing strategy and my 00:10:22.335 --> 00:10:25.635 all in one sales training and sales system, it's everything knock to close. 00:10:25.935 --> 00:10:27.194 Uh, I'd love to chat with you. 00:10:27.435 --> 00:10:28.604 There's a link in the description. 00:10:28.604 --> 00:10:29.415 That'll bring you to the website. 00:10:29.415 --> 00:10:31.905 You can learn everything there, but maybe you have some questions. 00:10:32.114 --> 00:10:33.045 Uh, you can call our office. 00:10:33.045 --> 00:10:35.655 This will reach our team and someone on our team will be able to help you out. 00:10:35.655 --> 00:10:38.805 It's 3 0 3 2 2 2 71 33. 00:10:38.895 --> 00:10:40.545 And again, there's links to those in the description. 00:10:40.635 --> 00:10:42.165 I'll say you wanna join me for more videos? 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