Tony Hody

So at the front door, we like to start with what we call a public service announcement, which is, hey, just want to apologize for any disruption or commotion we may have caused.

I'm not sure if you saw the trucks in the driveway or the big sign out next door, but we're doing some work for one of your neighbors, blah, blah, blah, you know.

Typically when we are working in the area, we have people stopping by asking for business cards.

We have dog walkers, you know, people peeking through the blinds.

And so as a courtesy to those folks, we're just leaving some information behind.

It's all about disarming.

That's a big part of what I did when I traveled frequently to help people start canvassing programs.

At first, I would help them making the leads, right?

And we would do a good job of that.

However, part two is making sure the call center and the turnover of that lead is handled properly.

And then part three, of course, is the sales reps, right?

Really understanding that this is a more nebulous lead that you might encounter some resistance early on and that you have to learn how to handle that if you're going to convert that type of lead.

So getting the sales teams acclimated to a lead that's manufactured is really important.

a lot of them kind of hit the panic button when they hear things like, well, the only reason we agreed to the appointment was because, you know, the kid at the front door was so pleasant or the, you know, the person at the front door, you know, it was 90 degrees that day.

I felt bad for them, you know, and that really isn't the case.

You know, if they go all the way through the process of confirmation and everything else and, you know, there's some legitimacy there, but it's a matter of,

and turning it into something more.

Yeah, absolutely.

No, it's...

The opportunity is endless, and especially when you're creating your own leads, because there's no limit.