Knock Knock. Who's There? The Canvassing Playbook with Guest Megan Beattie

Megan Beattie grew a West Michigan home improvement company to around $10 million in about four years, building it on door knocking, special events, and a database she mined for everything it had. No inbound leads, no aggregators, no fancy website. The industry calls her the lead queen, and she’s part of Tony Hoty Consulting, who advises more than 500 home improvement companies on building the lead sources most operators have written off.

On this episode of The TruCoach Podcast, Megan joins Brian Gottlieb to break down why canvassing fails and what winners do differently. She names the two things that have to be in place before a single canvasser knocks on a door, why bringing in an outside canvas leader usually backfires, and the 90-day path from entry-level canvasser to van leader to canvas manager. Spoiler alert: a well-run program runs under 10% fully loaded, a packed van writes three to five appointments a day, and one Minnesota client did close to $400,000 in April sales from two canvassers.

There's also call center hours, AI's real role on the phones, hot-setting appointments at shows, DISC testing for new hires, and why the word 'door-to-door' in a job ad scares off the exact people you want to hire. Plus Megan makes the case for canvassing the products everyone else ignores - fences, garage coatings, decks - where the field is wide open.

The TruCoach Podcast with Brian Gottlieb is where you’ll find industry-specific, actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TruCoach is your single source of truth for organizations looking to scale. Brought to you by Truvolv, you’ll get exclusive access to leaders who have been there and done that - and the wisdom that only comes from experience. No fluff, no noise. Just proven strategies for you and your team to implement. Learn more and have your lightbulb moment at truvolv.com.

Transcript

SPEAKER_01 0:01

Welcome to the True Coach Podcast, where you'll find industry-specific actionable methods to help you build a supercharged home improvement or home services business. From leads to leadership, we exist to help you and your team successfully grow. TrueCoach is your single source of truth for organizations looking to scale. Brought to you by TrueVall. You'll get exclusive access to leaders who have been there and done that. And the wisdom that only comes from experience. Proven strategies for you and your team to implement.

SPEAKER_02 0:31

Hi, my friends, Brian Gollipier. Welcome to TrueCoach. We have such a cool guest today. It's one of my favorite people, by the way, Megan Beattie, also known as the lead queen. And if somebody knows something about marketing in this industry, it's Megan. Megan, thank you so much for joining. I appreciate it.

SPEAKER_00 0:46

Thank you, Brian. Thanks for having me.

SPEAKER_02 0:48

Yeah, so maybe you can I think everybody knows you, but maybe if they don't know you, why don't you share with people what you do and and how you got started?

SPEAKER_00 0:56

Yeah, absolutely. So um many years ago, got started uh working with smaller companies. You know, I I came into the industry um in my 20s and uh I got brought into companies to, you know, work on call center processes or, you know, my my company I spent 11 years at all weather seal of West Michigan. I got brought there to start a door knocking campaign. So essentially, um my specialty is pretty much that I grew up in the business learning how to make something out of nothing. And so uh, you know, they said we don't we have nothing and we need leads. So will you please come here and uh make some leads? We need the calendar full. But by the way, we don't have a big budget, you know, like a lot of us start out if we don't have, you know, some sort of uh chunk of money. I know you started in the business very similarly, Brian, many years ago. Um, you know, we've got to work with what we have. And so that's really what I spent a lot of my time doing. So we developed call center processes and campaigns where we were calling old leads out of a database, going out and banging on doors all day long, and then working special events, home shows, strawberry festivals in order to get leads. And so um that company, we spent uh, you know, about four years growing from 1.7 to about $10 million in business with no inbound leads. And, you know, you know, growing from 1.7 to 10 is is one thing, but doing it with with no leads calling you, that's really the part that most people are like, wow, how'd you do that? Most companies are like, was there anything other than inbound leads, right? And so um, no lead aggregators, we didn't even have a website. Like we had a website someone's cousin made. Um, nothing like like True Valve puts together nowadays, which is amazing. Um, but I'll tell you, that was something that taught me a lot of hustle and grit in the industry, and it's led me to become a full-time consultant now. So I left that company in 2021. Um, and now I teach companies all over the country how to streamline their processes, get more out of the leads they already have coming in, um, objection handle at a high level, and really build those same type of departments, including now uh retail lead generation inside of the big stores. So um all of it's very similar process, just depending on if we're face to face or over the phone. Um, but yeah, so I'm been an advisor to over 500 multimillion dollar companies in our industry now. And so I talk through everything from you know lead conversions in the call center and developing more leads to you know cost of marketing. And then I also do um a little bit with sales teams, not a ton, but definitely teaching them uh how our process has to change a little on certain lead types, you know. So um, yeah, all around the business. And now my husband and I own a retail operation. We own a residential fence company in West Michigan. So growing that from zero dollars to this year, we're gonna be doing between 2.7 and 2.9. Awesome. Um, so you know, really, really learning those lessons. And I think that's why the the entrepreneurs kind of can relate to me because I'm in the same boat that they are, right?

SPEAKER_02 3:46

Yeah, I think that's great. And congratulations on the business you've built. You know, I recommend you to a lot of people, and everybody always comes back and says, Oh my gosh, thank you so much. She's been terrific, she's made such a difference in our business. So I just want to kind of jump into it. I've got a bunch of questions to ask you. The first question is everybody wants to know marketing, what's working? What resources are working, what's not.

SPEAKER_00 4:06

Yeah, absolutely. Well, you know, Brian, for years we got kind of spoiled. And I think, you know, if you've heard anything in the past couple of years, um, during COVID, right, leads and sales were easy to get. And we rode the coattails of that for about four years. So the last two years, the landscape has changed to where, you know, we kind of have a spoiled industry. If you got in the industry in the last five or six years, you know, you you thought it was a certain way, and now all of a sudden it's getting hard, right? And those of us that were around before that are going, well, no, this is just how it was in 2018. I mean, hell, I knocked doors in 2008 during the housing market crash. So, I mean, it didn't get harder than that. And so, you know, it's it's kind of getting to a point where people have to really think through and make the most out of their leads today because, you know, it's not as easy as it was. You know, we we rode the end of that, like towards the end of 2024, we started to see digital getting more expensive, getting more competitive. And uh, so it's it's forced companies to go back to some of the other lower cost lead sources that you know might not cost money, but oh, by the way, they cost something that's more than money, which is hard work. Um, so you know, the companies that are uh deploying canvassing, the companies that are uh deploying special event programs at a high level, um, the companies that are going into their database and really mining for the gold that they already own for free, right? Those companies uh are really seeing more success nowadays. Even if we're doing a lot of inbound leads and we're doing, you know, some of the lead aggregators, we're doing page search and SEO, um, there's always an advantage to having a healthy lead mix. So, you know, we really see the companies winning nowadays that have that healthy lead mix.

SPEAKER_02 5:39

Yeah, and I kind of want to go there a little bit with you. I want to start with canvassing and face-to-face marketing because look, I've always believed as long as I have knuckles, I'm gonna stay in business. If I can go make a lead every day, I'm gonna have a business, right?

SPEAKER_01 5:51

Yeah.

SPEAKER_02 5:52

But I also know a lot of companies have tried to get a face-to-face team launched and they failed. Where do they go wrong? What are they not doing right? What do you think the biggest challenge is starting it up?

SPEAKER_00 6:02

Yeah, absolutely. You know, it's it's interesting that you ask this. Um, we just uh I just worked with a client in the Minnesota market, small company, you know, a couple of sales reps, uh a couple of canvassers, a couple young entrepreneurial owners that are very excited about canvassing. And they they tried to build one last year, you know, they had some results, but not the results they were looking for. And that's kind of everyone's story. Yeah, we got a couple leads, we got a couple sales, but nothing that's a real program that they could scale and really depend on, you know, as a as a you know, consistent lead source. And so really what we see, Brian, is is when companies are canvassing like this. Hey, we need some leads, uh, get out there and knock on doors. And here's a clipboard and a pencil, and good luck. Um, and then they come back in a couple months and say canvassing didn't work. And uh it's no wonder. It's the same thing that if we try to go out and sell with that methodology of, hey, here's some people that need some windows and we charge the most in our market, but just go out there and sell some. And we don't have any strategy and we don't we don't know anything of 10-step selling or we don't know anything of price conditioning, like of course we're going to fail at at a close rate, right? That we that we want to see. And so with canvassing, it's very much the same thing. Um, we go out there with no strategy, no plan, right? We don't understand the difference between, you know, a canvas team that is a whole bunch of guys that have knocked doors or girls that have knocked doors their whole life and what that kind of dynamic is going to entail, and bringing someone brand new into the business that's never done canvassing before and teaching them the job. And there's two different methodologies there that we have to roll with. And this one has pros and cons, and this one has pros and cons. And usually what we find is just like anything else, human beings as a whole try to take the path of the least resistance. So, what do they do? Well, they go online and they say, I'm looking for someone that's a door-to-door rock star, uh, ignoring the fact that they might not even be an organization that a rock star would want to work for.

SPEAKER_02 7:52

Right, right.

SPEAKER_00 7:52

So we have to first of all, you know, do we have the company culture to support canvassing? Do we have a 10-step selling program that can sell a nebulous lead like a canvassing lead? Because we can get all the leads we want. If the sales team can't close them, we're gonna be up a creek. And so we have to look at those two things. And those are two things foundationally and fundamentally that companies don't always have put in place ahead of time. They don't even know that it's a different type of lead. They just heard door knocking works and it's it's inexpensive, and they try to do it. It can be very inexpensive if done the right way, but you do have to put money into training, you have to put money into finding out what the right process is. We have to understand how our guys should dress at the door, right? The resistance we get door knocking in 2026 is at a much higher level than the resistance we would get door knocking 20 years ago. People are more hesitant today. People are have ring doorbell cameras today. There's several things that have changed. And so we have to be that much better at how we dress, how we look, how we approach the door. And most of the time, like naturally, someone just doesn't know that off the top of their head. So they have to find someone who's done it before, had success, and find out how'd you do that? Right. And so, you know, that's why a lot of uh those of us that are that are consultants that really produce results, right? We have a proven methodology, we have a playbook that we've executed that we know has proven results. So if they follow it, they have success. So anytime somebody says to me, they come up to me in a seminar, oh, we tried chosen events, it didn't work. We tried canvassing, it didn't work, and I say, Well, what do you mean you tried canvassing? Like, tell me more. And uh we find out there was there was very little strategy or plan, and we gave up at the first sign of of resistance. And so that's that's usually what we find.

SPEAKER_02 9:26

Yeah, and and how much of canvassing success comes down to the canvas leader, too, right? Inside of the van. It's a big deal, right? And how do you train that person? Uh, how do you find that person?

SPEAKER_00 9:36

Absolutely. Well, you know, it's always it's always interesting because I get a lot of questions on how do I find a canvas manager, how do I find a call center manager? And look, there are some unicorns out there for sure. There are some people that have canvassing experience that are of good character, that have proven track record of results. And if you are lucky enough to live in a market that they live in or you're gonna relocate them and you can find those people, then absolutely do so. However, they are few and far between. The companies that have success with building large canvassing organizations are ones that learn how to develop people inside the organization. And that's what we see, especially with canvassing, because if you have a canvas team, especially if you have a canvas team already built, I don't know how you build it with no leader, but some companies do it. And then you bring a leader in from outside and they don't have the respect of the team. And so canvassing is really one of those, you know, proud positions that we've learned to make something out of nothing, and we take a lot of pride in that. So when we bring someone in from outside, if they don't have the ability to do the job at the level the marketers do, like that that could really backfire on us. So the best really result is that we bring in, you know, a high-level person, right? And that may not mean they have canvassing experience. That might just mean they have, you know, what we would call the right personality type to become a leader, right? And we teach them the job at the entry level. And we say, hey, we've got a fast track to leadership here. We'd love to put you in leadership. You have a lot of the pieces we're looking for, but we've got to see you can do the job. And we've got to give you a little, you know, a couple extra uh things we want you to do, and we see how they handle it. Maybe we let them drive the van and we say, hey, are when they drive the van, does everyone get a little better? And if they do, you know, we take the next step. So usually what we do is we go from somebody being an entry-level canvasser into a van leader and then eventually to become a canvas manager. If we get the right person, we could fast track that person in 90 days, um, but it has to be the right person. Um, but that is really we want to build something sustainable. We don't want to be victim to the talent pool. And if we build something sustainable, that's when we're promoting from within and we're creating the talent versus being reliant on hoping the right resume stumbles into my inbox, which as you know is not scalable.

SPEAKER_02 11:44

Yeah, I think that's so on point, Megan. So on point, because look, I we had a big Canvas team, right? We had, I don't know, eight fans or something like that running around knocking on doors. And I never had success trying to bring somebody else in from another company. Yeah, they bring their the old they bring their ways, their culture, and all that kind of stuff. Same thing in sales, by the way. Same thing with salespeople, trying to recruit. There was a book written that talks about success isn't portable. Just because somebody was successful in one location, there's no guarantee they're going to be successful with your business. So I I love I love that idea of building people.

SPEAKER_00 12:17

Yeah. And it's it's the way that it works. And look, that person naturally earns the respect of everyone else in the van on the way up because they've seen that person putting in the sweat equity, right? We always have a joke about canvas leaders, which is you can tell how good of a leader they are by if they have a farmer's tan or not. Right? They're in the van driving around and they've got one arm out the window and this arm is tan and this arm is not, then that means they don't get out of the van, Brian. And so we always we always have a good joke about that in in the canvas business where I can tell what kind of leader you are. Pull pull up your sleeves.

SPEAKER_02 12:49

That's great. Yeah, that's great. So what your philosophy, oh, by the way, I just have to have to brag on you for a minute. I have to boast about you. So I've got a friend of mine that wanted to open up a canvassing department inside of his business. And and I you sent him this incredible package that you've put together on how to start a canvassing department. And it was so comprehensive, it was so, it was so powerful, but you also gave him some really great advice on how to position the person he was going to put in that role that was a sales rep that was struggling, maybe couldn't sell a $15,000 shower, but could they sell an appointment? And anyway, you just gave them really tremendous advice. And I just want to thank you for that. It was really good.

SPEAKER_00 13:29

Yes, thank you so much for the connection. I, you know, I the light coming on for companies is really what I do this for. I mean, obviously, you know, I have to earn a living, but the bigger part of it for me is that I want I truly want the company to have success with what we teach them.

SPEAKER_02 13:42

Yeah.

SPEAKER_00 13:43

And there's so much bias to this doesn't work in my market or that doesn't work for us. And, you know, I have never seen it in any market, and I've worked with every single market in the entire country and Canada. Um, and I've never seen it fail when done the way that we tell you. Now, when you want to do it your way or you want to take 50% of my process and 50% of your own process, you're only gonna get 50% of the result if that. And so, you know, I'm really glad that your uh friend found value and and were able to help.

SPEAKER_02 14:10

So yeah, so you and I have a shared friend that we know, somebody that you've mentored in in Michigan that has a business, like 90% of their business comes from face-to-face marketing and canvas. Absolutely. It's really grew up in a business. So so what can a company, when they get it up and rolling properly and following your system, let's say they just say, I'm I'm gonna run your model. I'm not gonna try to reinvent anything. What can a company expect as a fully loaded marketing cost on a well-run canvassing department?

SPEAKER_00 14:38

Yeah, it should be under 10%. Um, now the first couple of months it might be over that because we have all the new hires that aren't producing yet. But I would say by by 90 days, we should have some sort of proof of concept to where the costs we're paying are returning a good return on investment. So we should be able to get that number under 10%. And how far under 10% is really dependent on the leader more than anything else? How efficient can they make each van, right? And and also, you know, if we have four people, and then it's kind of like with what you talk about with sales with squad leaders, right? Um, if we have four people in a van leader, right? Like I want to keep that van packed with four people plus the van leader every single time because that one tank of gas is going to take that many people out to the field. And if they're all hitting 50 to 100 houses per day, they get about 20% of the people answering the door. They should be writing between three and five appointments per day consistently. And we could, you know, at the end of the day, do the math on that. Um, even if they're writing two a day consistently, that's usually enough to build, you know, a sustainable canvassing program where they're getting paid enough to do this job, but also that we're seeing the sales results. Um, I have a client in Minnesota that, again, they tried canvassing last year and they had some mild success with it, but you know, they they just didn't understand that they had to really bring in the young people that had never done this, teach them the job, and then you know, incentivize them. And uh, great news, they they sent me a text and said we did nearly $400,000 uh in April in sales and canvassing from two canvassers.

SPEAKER_02 16:08

Oh, that's fantastic.

SPEAKER_00 16:09

You know, but it did take us about 60 days um between hiring and then training in the office and then training in the field and mentoring um to be able to get that up and going. But you figure now they know that they have a process, Brian, that they can follow. Now we need to wash, rinse, repeat on bringing in more people and fresh flood all the time and continuing to grow that team.

SPEAKER_02 16:27

Yeah, so I have to share with you, I don't know if you know that. I had probably the most sophisticated ways of picking neighborhoods to canvas for our team. What we would do we would go to Google Maps and we would look for the neighborhoods with big trees because we thought big trees meant older homes and old houses.

SPEAKER_00 16:43

Yeah, that's great. Yeah, there you go. There you go.

SPEAKER_02 16:47

So what if so does somebody have to have multiple products in order to canvas, or can somebody canvass effectively if they're just in the shower business, the bath business, or the or they're just doing windows? Can can it still work?

SPEAKER_00 17:00

Yeah, we get this a lot. And you know, they'll say garage floor coatings is another one we get that question on a lot, right? Yep. Um, yes, we absolutely can. Um, here's what I would say when we talk about how many leads they should be writing a day, that's one of the factors we have to consider. If we have one product, if they're getting two to three appointments per day per canvasser, that's what we would look at. If you've got eight products or four products, you better be writing five or six a day because just by the sheer number of things, you will run into houses that need your stuff, right? Um, canvassing for fences, you know, there are very few companies canvassing for fence. There are very few companies canvassing for garage coatings, there are very few companies. There's more canvassing for decks than the than the former two I just spoke of, but um, we only carry one product. We carry fences, right? And uh easy canvassing compared to window siding and roofing that's very saturated, right? So the less you know, the more people think, you know, we we can't canvas for this product, it's probably the more you should because everyone else believes that too. I like to go where everyone else is not. So with canvassing, I you know, I've trained my husband, he owns our fence company with me, and I trained him on canvassing. I had uh Chris Williamson from our team at Tony Hody actually come out here and take Dan in the field and teach him how to canvas. So we had a couple days of training. I mean, he went out and wrote five appointments in two hours for fence, just fence, one product, right? So um totally can be done. We went around an active job site, of course. That's what we always recommend. Um we have a little bit of presence in the neighborhood with job signs and and you know, vehicles and that sort of thing. So definitely want to look at that um as well. But yeah, can totally have success with one product line.

SPEAKER_02 18:32

Yeah, it's interesting because I've got a friend of mine that was opening up a concrete coatings business, right? And and not knowing how to market for that other than social media. Uh let go to what I know, which is door knocking, right? They set up a small team, and these people were bringing back five and six appointments a day per person. It's like incredible. So I I agree with you. I think if if you have a if nobody else is doing it, that's a really good reason why you should do it.

SPEAKER_00 18:57

Absolutely, could not agree more. And look, it's all the same process, different widget. So the only difference between concrete coatings and fences are the need uncovering questions we ask about why they might do a project like this. Same thing with baths, same thing with anything, right? We can go out for kitchens, we can go out for decks. It doesn't matter what it is. The only thing that changes is our canvassers have to understand the main headache points when a project on their home is failing, or the motivation behind building a new deck or building a new fence where there isn't one currently. We understand that it can be done.

SPEAKER_02 19:26

I love it. Okay, so you ready for your rapid fire? I got a bunch of rapid fire questions for you. Okay, rapid fire number one, call center hours.

SPEAKER_00 19:34

Uh, we need to be open till at least seven or eight in the evening. Usually eight in the morning is the time we want to start. And that'd be like Monday through Thursday. Um, Fridays and Saturdays, uh, much shorter hours, late into the evening. Don't get a good contact rate. Uh, people are usually out with their family, so not five o'clock on Fridays, three o'clock on Saturdays.

SPEAKER_02 19:51

Okay. AI agents in a call center?

SPEAKER_00 19:54

Uh can be helpful, but it can't be everything. So, for instance, uh after hours, passive set appointments, we'll take them. Uh, backup when our people can't answer the phone, sure, but it will never take the place of the genuine human experience at scale. Okay.

SPEAKER_02 20:09

Um, how about canvassing hours?

SPEAKER_00 20:12

Uh, canvassing hours we want to target when we will get the most contact rate. Um, canvassing during the day can be done, but we will get a higher amount of conversations had after 4 p.m., um, all the way up until dark. So, you know, prime hours would be 4 p.m. till about 8 p.m., and then driving back to the office. Saturdays, weekends are great opportunities to get out there early in the day. You know, 9 a.m. is probably the earliest I would hit a door on a Saturday. Um, and then we usually wrap up around three.

SPEAKER_02 20:38

Door knocking after dark.

SPEAKER_00 20:40

Can be done. Did it for years, um, especially daylight savings time comes around in the Midwest, and we can't just wrap up at six o'clock when it gets dark. Um, but we may want to be equipped with a couple things, you know, high visibility vests. Can wear one of those little headlamps? That's always a fun conversation at the door, right? You show up, you look like a minor at their front door. Um, and you know, it's always a fun conversation. So we just have to be equipped.

SPEAKER_02 21:01

We're coming into event season right now as the weather warms up. Food behind a booth at somebody's event.

SPEAKER_00 21:07

Uh, like the person eating food, like the person, yeah.

SPEAKER_02 21:10

Look, you got somebody working your event and they have food behind in their booth.

SPEAKER_00 21:13

Which is unprofessional. Unprofessional. Ridiculous. Um, look, we we should have enough staff to where they can step out and take a break if they'd like to eat, and we should have someone else covering the booth. If we have a sophisticated events department, that should be the case anyway. We should have two people per shift, so there should be no need for that. Um, the last thing the customer wants to do when they walk by, because at a fair festival, you might get one or two people uh in a couple hours, right? Depending on what time you're working. I don't want to blow that opportunity because I'm shoving a uh thing of nachos down my throat at that exact moment.

SPEAKER_02 21:43

Yeah. So, okay, uh, do you believe in hot setting appointments at all events and shows and fairs and festivals?

SPEAKER_00 21:49

100% highest conversion rate. If you're going to work the show and you want to get the ROI, we must strike while the iron's hot. If you bring back leads to the office, can you still set some? Yes, but you will not get the Amount of sets you would get live at the show.

SPEAKER_02 22:01

Do you hot confirm it too, or is that does that happen at a later time?

SPEAKER_00 22:05

Same day and next day, yes. Um, mainly because if it is a Saturday for a Monday, we have very limited opportunity to get a hold of these people in the meantime. So then absolutely. If it's set out more than a couple of days and we have an opportunity to call Monday for Tuesday, not needed so much. But anytime the office talks to it, it becomes real in the customer's mind. So it does make the lead stronger.

SPEAKER_02 22:24

Does that happen at the set? So in other words, a canvasser sets an appointment for and then they pass the phone to Yeah, I'm gonna give the office a quick call, just make sure uh they're gonna ask to talk to you briefly, make sure I did my job.

SPEAKER_00 22:35

I was nice, courteous, took good care of you. Don't tell them I promised you a free car or anything crazy. Okay. Then we hand the phone over and we just we just make sure all the information is correct. They're a homeowner, they've got the time for us, they're both gonna be there, etc.

SPEAKER_02 22:47

That's great. Profile testing, in other words, disc profiles for for for entry-level canvas positions or events people. What's your take on that?

SPEAKER_00 22:55

Yeah, absolutely. We should do it for everybody. Uh, reason being is because it can save you a lot of money long term and payroll, um, because you will find there are certain personality types that shy away from conflict and rejection. And no matter how much you incentivize them, uh, they can't go up against their natural feelings behind, I don't feel good about this, and they become burned out and they won't do the job very long. Uh, second reason is even if you do bring the people on that aren't an ideal profile for a certain position, it tells you their strengths and weaknesses and we know the areas that we need to work on. And look, if we have a transparent conversation about, hey, you know, you're prone to be a chatty Kathy, and that's beautiful in this position. Uh, the issue is that you've got to be able to take control. If you can't take control of the conversation, the customer's gonna run all over you, you won't have success. So let's make sure we're really focused on the process where you're leading the conversation.

SPEAKER_02 23:41

Yeah, I don't know, Megan. I tried doing canvassing, and you know, the problem is I I put out an ad and nobody shows up for the interview. They say they're gonna show up. I have a good phone call with them, and they don't show up the next day. What am I doing wrong?

SPEAKER_00 23:54

Yeah, great question. Uh, mainly there's a couple things. First of all, the verbiage in the ad, if it says door to door, you're not going to get a lot of show rate because the only people attracted to that type of ad are career canvassers. And so we have to find a different way to word the ad in order to attract and not scare away someone who hasn't done canvassing. But once they come in and they find out about us and find out about why canvassing makes sense, um, they may end up taking the job. But we don't even get the opportunity if we scare them away with words like door to door. They immediately hear vacuum sales when they read it. So unless they've done it before, they're going to be fearful of it.

SPEAKER_02 24:27

Yeah, I love it. Now you have this, you do these monthly webinars. I think they're monthly all the time. You're boot camps. I I talk to us about that. What is that? And how do people sign up for them? I think I think they're I think they're brilliant, by the way. I think they're brilliant. So good for you.

SPEAKER_00 24:42

Thank you. I was trying to find a way to um help a larger group of people. You know, if they if they're not going to do one-on-one consulting with me, sometimes there's a topic, and I found those, you know, 10 or 12 hot topics that really help companies the most. And so we have one coming up next week for shows and events that is specific to like fairs and festivals. Um, and so what we do is it's a 90-minute training where I give you a crash course on how to work the show, exactly what to say. I give you the scripts, I tell you the objections that are gonna come up, and I teach you how to get people in the booth in an inventive way. And so we charge uh $9.98 per company, and we get companies that join and they get all the paperwork, and then they get a 15-minute question and answer at the end with me. So this is a webinar that usually goes an hour and 45 minutes to two hours, but the entire team can join. The owner can join, the entry-level people can join, everyone can join. And um what happens is they leave with at least a blueprint of what they need to do to execute on whatever topic it is successfully. Um, I am confident I have clients that have literally started, they haven't done anything else with us but the boot camps, and they have have had great success with converting leads at home shows, fairs and festivals, canvassing brand ambassador, you know, and also we do a lot for call center sweepstakes campaigns, things like that. So it's just really a way for companies in a in a short time because a lot of times, you know, they don't have the the time to meet with me every week. They can't get the whole team together. However, you know, if we are able to get them a little, you know, condensed training, give them all the tools, it ends up working out. So yeah.

SPEAKER_02 26:06

Yeah, I think it's great. And I think look, I don't it doesn't matter if you're a $2 million company or a hundred million dollar company, getting your whole team on these kind of things, it it ignites them. And it's and they're gonna pick up, they're gonna pick up nuggets and they're gonna be better and they're gonna set one more appointment, they're gonna get one more. All of that stuff really matters. So I really appreciate it. Megan, how do people get a hold of you so that if they want to get more information as if they don't know you already? But go ahead.

SPEAKER_00 26:30

Yeah, you can go to our website, tonyhody.com. Tony Hody is my business partner. So um, in Tony Hody Consulting, if you fill out a form there, um, we'll get back with you within 24 hours. We'll be back in touch. And then uh otherwise you can email me directly, Megan at TonyHode.com. And uh we, if you want to learn more about services, if you just say, hey, I have a few questions I want to ask Megan. I'm not sure if she can help or not, but I'd like to know, you know, what should we do about this? Um, we have three free 30-minute discovery calls. Um, sometimes at the end of those, I find out that the company just isn't ready for me, and I give them some foundational things to go work on, and then say, hey, in a year, you know, you may need me, so come back and we'll talk then, but get these things put in place first. So it's really been a benefit for a lot of people, and then a lot of times there is something I can help with, and we enter into an agreement and we we get their team coached up. So yeah, happy to help anybody that that needs some help. And you know, like I said, sometimes it works out for for us to work with you. Sometimes we it may not be the right fit, but either way, you walk away with a lot of information to execute on.

SPEAKER_02 27:25

Yeah, and any company that's never heard you speak for 25 or 30 minutes, like we just did, now knows why you're called the lead queen. So, Megan, thank you so much for joining us. I really do appreciate it. I'm sure you gave a lot of people great nuggets, actionable things, and what they can do to help grow their business. I appreciate you, and good luck with all you do. Thank you. My friends, have a wonderful day.

SPEAKER_01 27:46

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