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Crossover Episode: How to Build a D2D Team That Brings in 100+ Leads/Month (Ft Masters Of Home Service Podcast)

⏱️ 27:47 🎤 Adam Sylvester, Mike Gore-Hickman
AUDIO EPISODE
Crossover Episode: How to Build a D2D Team That Brings in 100+ Leads/Month (Ft Masters Of Home Service Podcast)
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Chapters

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  • 1:54
    Door-to-Door Effectiveness
    Mike Gore-Hickman explains why door-to-door sales are still highly effective for lead generation, especially when compared to digital marketing, if executed correctly.
  • 4:49
    Building a Lead System
    The discussion shifts from individual door-to-door efforts to establishing a system that consistently generates leads without constant personal involvement from the contractor.
  • 6:49
    Warm Calling & Neighborhoods
    Mike introduces 'warm calling' or 'job site marketing' as an easy entry point for door-to-door, focusing on already serviced neighborhoods and identifying ideal areas.
  • 13:09
    Lead vs. Estimate & Pay
    The distinction between generating a lead and booking an estimate is clarified, along with a breakdown of favorable economics for paying door-to-door marketers.
  • 16:59
    Hiring & First Impressions
    Mike advises hiring based on personality, strong first impressions, and financial motivation, rather than prior sales experience.
  • 20:12
    Tools & Professionalism
    Key items for door-to-door marketers are discussed, including professional attire, lanyards, and clipboards, to enhance credibility and approachability.
  • 26:21
    Tracking KPIs & Quality
    The primary KPI (Key Performance Indicator) for marketers, 'estimates per hour,' is highlighted, and the Strava app is recommended for tracking routes and accountability.
  • 44:00
    Culture & Accountability
    Strategies for fostering a successful, performance-driven culture within a marketing team, including competition and personal goal alignment, are explored.
  • 52:19
    The Door-to-Door Script
    Mike provides a concise and effective script for the initial interaction at the door, focusing on a non-threatening, helpful approach.

Speakers

A
Adam Sylvester
Host — Jobbers Masters of Home Service Podcast
M
Mike Gore-Hickman
CEO and founder of paintergrowth.com and host of the Painter Growth Podcast

Key Takeaways

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Implement 'warm calling' by knocking on doors in neighborhoods where you are already working, specifically between 4:00 and 7:00 PM when people are more likely to be home.

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Prioritize hiring door-to-door marketers based on their personality and ability to create a great first impression, as well as their financial motivation, rather than prior sales experience.

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Utilize a base pay plus commission per estimate model for marketers to ensure retention and motivate them towards booking appointments, aligning their incentives with concrete outcomes.

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Equip your door-to-door team with professional branding, including bright-colored, logoed polos, hats, a lanyard with a name tag, and a clipboard or iPad, to enhance credibility and reduce intimidation.

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Track your door-to-door marketers' activity and routes using a free app like Strava to ensure accountability and diagnose performance issues effectively.

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Focus on being the 'big fish in a small pond' by targeting specific neighborhoods multiple times a year (e.g., every three months) to build brand recognition and leverage existing work.

✦

Go out and conduct door-to-door sales yourself initially to understand the process, refine your script, and be able to effectively train and coach your team for success.

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