Wave as you walk up, smile, and have fun — do it together. Don't look like the miserable solar guys we run across knocking. You're doing a quick air-pollution survey, not selling anything.

"Hello — don't worry, I'm not selling anything! My name is ______ with ______, and I'm just doing a real quick Air Pollution Survey — four questions and I'll be gone."

Don't ask if they'll do it. Don't pause — go straight into the questions.

The four questions

1. Has the air gotten better, the same, or worse?
2. Is the air worse inside or outside?
3. Is your working environment healthy or unhealthy?Gives insight into the type of work they do.
4. Does anyone in the home have asthma, allergies, or breathing problems?

Enter them & fill out the card

1. Thank them & hand the card"Just for helping with the survey, you're entered in the drawing for one of our $200 air cleaners."
2. Explain the RainMateIt cleans the air using only water — and can also aromatize the home with a fragrance.
3. Get their info"My name is ______. And you are? … and a good number to reach you?" Look down at the card, put pen to paper, and wait.
4. Set the follow-upTell them when the drawing is and to keep the card by the phone — we'll be calling if they're selected for the free air cleaner.

Run it in order — each step builds the value so the close is easy. Times are targets, not limits.

1. Warm-Ups 5 minBuild rapport — what they do, hobbies, kids, recent trips. Read the home (cars, toys, photos). Bank it and refer back all night. Best at the kitchen table.
2. Company Background / RainMate 10 minRexair since 1936. Why you're there: the gift + the referral program. Demo the RainMate fresh-air machine — add a fragrance, show the night light.
3. Front Talk 5 minQuick intro to the Rainbow and the 4 ways to own one — "as little as $100 a month." Plant the seed early.
4. Dust & Dirt / Indoor Pollution 10 minBring out the light. Show the dust in the air, the carpet scrape, the dust mite. Only 6% of what we breathe is visible.
5. Rainbow Intro / Air Wash 10 minFirst look at the product. Clean → sanitize → vaporize → aromatize the air. "Which was your favorite?"
6. Traditional Cleaning / Vac Knock 10 minDry cleaning doesn't work; the vacuum just moves dust. Ask their vacuum history — "how many have you gone through?"
7. Suction vs Airflow / Block-Ups 15 minProve it's airflow, not suction. Run the test cloths through the attachments. "If you had it, would you use it?"
8. Rainbow Demo 25 minDemo everything — each attachment's airflow, the power nozzle, the 52-stroke test, then RainbowMate / RainJet / MiniJet. "Which premium would you benefit from most?"
9. The Close ask for the orderReduction to Ridiculous → pricing → First-Call Special → $500 trade-in → warranty bump → choose a premium. Then go quiet — the customer speaks next.

📄 For the close: the High Five Program flyer — sell 6, earn up to $3,489 back. One of the strongest "own it free" tools you can leave on the table.

Referrals get booked on the spot, from the kitchen table — the customer earns two RainMates for four qualified looks, calls their people from your phone card, and hands you the phone to book. Leave every demo with two or three new demos on the calendar. It pays +$100 per set that sells, plus the $50 lead bonus.

The shape of it:

• RainMate value build → "these retail for $175 — I'd like to help you earn one"
• Four looks earns two machines · couples 21–70 · standalone home
• The walkaway: they write the list while you fetch the SRX — shoot for ten names
• Read the phone card together · the $50 in-store credit
• "Go ahead and make a few quick calls — and if they say okay, let me say hello to them"
• You run the booking call and try for today first

A post from the customer's own account reaches people who already trust them. Run it early — while they're excited, not on the way out.

1. Do it earlySet it up in the first part of the demo, not at the close.
2. Take the pic on their phoneUse the customer's phone so it posts from their account and feed.
3. Text them the scriptSend the approved caption to their phone so they can paste it.
4. Help them post itWalk them through posting to Facebook right there.
5. Explain what happens nextFriends will comment and respond, and the office may follow up — that's the referral program working.

First trip in — the RainMate and your demo bag: fragrances (including the medicated eucalyptus), the hotel certificate, the customer phone card, the appointment form and a pen.

No water travels with you — use the customer's water. Filling the bowl from their tap is part of the show: their water, in their house, washing their air.

The SRX, attachment box and power nozzle stay in the car. That later trip is a working part of the process — carry everything in at once and you've thrown away the walkaway.

1 · Referral warm-up, then the no-pitch opener

“So what did [Referrer] tell you about what I'm going to show you today?” … “Good. And I went to see your sister on Monday — did she tell you she liked hers?”

“First thing I want to let you know, [Name], is I'm not here to give you some long, drawn-out sales pitch. I want to keep it fun, informative, and short and to the point. Is that good with you?”

★ Wait for the yes — it's the first small commitment.

2 · The company, in twenty seconds

“This is Rexair — the machines we've had since 1936. This one in the middle, the SRX, is the one I'll be showing you today. Ninety years, made in the U.S. And we're Environaire — the authorized Rainbow distributor here since 1982. Over 60,000 homes in this area run our machines.”

★ The SRX gets named, pointed at — then set aside for 45 minutes.

3 · Three reasons, and the non-obligation

“First, I want to say thank you — and we have a nice gift for you. Did you know you were getting a gift today?”

“Second — if you like what I show you today, and you like how I show it, I'd love to share a little of our business with you. If you're interested, or you know anybody looking for a good opportunity, would you let me know at the end?”

“Third, I want your opinions on the Rainbow products. And I do have to warn you: it's really hard not to fall in love with the Rainbow.”

“Now, you're not obligated to buy anything. I hope [Referrer] told you that. Okay — because she didn't. I'm going to tell you that right now. However, when I get done, if you're like, man, I want one — that's where my job kicks in.”

★ “No obligation” points at the purchase only — never at the demo.

4 · The gift, handed over first

“Let's get started with your complimentary gift. Right here is your three-day, two-night hotel stay, just for taking a look at the product… [Name], [Spouse] — you're required to have a good time.”

★ Presented as a $175 value, handed over before any ask. Say “complimentary,” never “free.”

5 · Plant the referral seed

“If you like what I show you today, and you're willing to tell other people about us, our company is going to pay you to do that. Instead of spending money on TV commercials and Google ads, we just pay you directly for your referrals.”

★ One sentence, dropped early, never explained — you come back for it in Beat 12.

6 · Three products they already own, collapsed into one

“People have humidifiers… people use vaporizers… and people always have something to make the home smell good. So what we did is we put all three of those into one design. It's called the RainMate. And you can only get it from Rainbow — you can't buy it at Walmart, Target, or Costco.”

7 · The humidifier (turn it on — it runs the rest of the demo)

“It makes the air feel very soft, very crisp, very airy… This lasts about two days on the same water. Put your good water in here — last resort is the water right out of your sink.”

8 · The vaporizer — medicated eucalyptus

“Put a little squirt in there, sit this on your nightstand — the best sleep ever. It opens up your sinuses, opens up your chest, and you can breathe easier. And — we don't claim it to do this, but we've been told it helps out with snoring.” (pause) “Now, [Name] — why do you look at [Spouse]?”

★ “We don't claim it — but we've been told” is the required shape for every health benefit. A layer that helps, never a cure.

9 · The fragrance, and the stacking trick

“Can you guys start to smell the orange?” (wait — don't talk over it) “…Whatever fragrance goes in the water last, that's the one that comes out. They don't even mix. Last one in is first one out. Do you smell the lemon now?”

★ The only moment in the first 45 minutes where the product does something undeniable in the room. Don't rush it.

10 · The two they don't expect

“It's a sound machine — that tranquil water sound, like rain hitting your windshield. And you can turn the light off or on — it keeps running, keeps the room smelling good, and you've still got the white noise.”

11 · The price anchor, and the pivot — two sentences

“Now, [Name] and [Spouse] — these retail for 175 bucks. But look. My goal today is not to come out here and sell you a RainMate. What I'd actually like to do is help you earn one.”

★ The word is “earn,” and it is doing all the work.

12 · The offer — four looks, one becomes two

“All you've got to do is get four people to sit down and do what you guys are doing right now. Just take a look. They don't have to buy anything. They don't need to be interested. And they get the three-day, two-night stay just for looking, like you did. Now — remember a minute ago I mentioned our company pays you for your referrals? Once I see four people, our company's not going to give you one of these. You're going to get two. Two machines, no charge. You save 350 bucks.”

★ The numbers are exactly as written: four qualified looks → two RainMates ($350 value) + the $50 credit in Beat 18. Say these numbers and no others.

13 · The qualifications — a favor to them, not a rule from us

“In order for me to get credit — and most importantly, in order for you to get credit, so you get the two machines — all four shows have to be qualified. It's simple: couples — married, living together, booed up, whatever you want to call it — age 21 to 70, buying or renting their own standalone home. That's it. Please don't write down anybody in apartments — I'm so sorry, we just don't get the results. And please, no single dudes. A single woman is fine, as long as she's buying her home.”

★ “We just don't get the results” apologizes without retreating. Knowing why the rules exist is what lets you hold them kindly.

14 · The walkaway ★

“I've got to go to the car and grab the other machine. While I'm out there, here's what I want you two to do: brainstorm, start thinking of people, and put their names down. Just put, like, Vicky and Jack — I don't need last names, I don't need addresses, because you're going to talk to them first. Put their number down. Think of at least four, because you need four to get the two-machine package — but let's shoot for ten, that gives you plenty of backups. You guys work on this? I'm going to go get the SRX.”

★ Leave. Actually leave. Nobody writes their friends' names with a salesman watching — an observed list gets shorter. On the way back in: “Is it okay to let myself back in?”

15 · The pen rule ★

Walk in with the SRX, go straight to the living room, start unpacking — one item per trip. Do not check on them. Do not look at the list. The pen going down is the only signal the list is finished. Still writing? Grab one more thing from the car.

16 · The list review — react first, audit second

“Wow — you got ten. Awesome. You've got plenty of backups there.” (then name by name) “Number four says Sheila, and there's nobody next to her — is she living with anybody? … She's single — and is she buying her home? … Fantastic. You must feel really good about her, because you put her down — right?”

“Thank you so much for these. Do me a favor — put your name and phone number on the top here.”

★ “You must feel really good about her” qualifies the name and makes the customer defend it in the same breath.

17 · Hand them the card and read it with them

“Let me show you what to say when you talk to your people. It's really simple — I've got a little outline for you, so let's just read it together.” (read the phone card aloud, together) “That's it. Your only job is to get your friends to say okay, they'll look. That's it.”

★ The customer is not being asked to sell, explain, or schedule. One word — “okay” — is their entire job, and the card says so. Print the card below.

18 · The $50 credit, and why it exists

“Our company realizes most people would rather call their referrals first. So we're going to pay you to do that, too. We're going to give you a $50 in-store credit just to get four people to say okay, they'll look. And it's going to come in handy — when you get your RainMate machines, they're not going to have the gooey goodness with them. No smellies. A pack of our fragrances is $25 — based on how many drops you use, that honestly lasts about six months. So the $50 for the four okays? That's like a year's supply of fragrances. I definitely want you to take advantage of that.”

★ Never $50 cash — credit, then the hole it fills, then the math out loud. They're weighing a year of the thing they just fell in love with, not $50 vs. awkwardness.

19 · The close ★ (manufacture a reason to be busy — then leave again)

“I'll tell you what — I've got a few more things to get set up. I've got to get water in the other machine. So [Name], [Spouse] — go ahead and make a few quick calls. Here you go. See if you can get a few people to say okay. And if they say okay — let me say hello to them.”

★ “Let me say hello to them” is the line that turns a lead into an appointment — the customer books nothing; you do. Card into their hands while you say it. Then walk away and go fill the SRX.

20 · “You mean now?”

“You mean now?”

“Yeah. And if they say okay, let me say hello to them.”

★ Same words, same tone, no justification. We'll ask somebody for four grand — but we won't ask them to give their mom a call? It's a demo. Drill this with audio track 2 until it's boring.

The customer's job ended at “okay.” The moment the phone reaches your hand, the referral becomes an appointment — if you run these moves, in order. Drill it with audio track 3.

1. Thank them, through the friendship“Hi, [Friend]! How are you? First of all — thank you so much for helping out [Name].”
2. Kill the two fears“When I come over and show it to you and your spouse, y'all don't need to buy anything. And the show is short and to the point — no long, drawn-out pitch or nothing like that.”
3. Their friend's stake“I'll be showing you two machines that clean and freshen the air in your home. And [Name] is going to get two of them just because you and your spouse are taking a look for her.”
4. Their own gift“And you guys do get the three-day, two-night hotel stay just for your time.”
5. Qualify gently, mid-flowGet the spouse's first name. If “she's single”: “Oh, okay — so it's just you. No problem.”
6. Slot menu → TODAY → choice of two“Mornings, afternoons, or evenings? Mornings we do at 10:00, afternoons at 2:00, evenings 6:00 or 7:00 — which is better?” … “Are you available today at 2:00?” … “No problem — Monday at 2:00 or Tuesday at 2:00, which is better?” Always try for today first.
7. Address, then heat the appointmentGet the street address, spell it back. “Does anybody in your home suffer from allergies, asthma, sinus problems? … Oh wow, you're going to love this. Any pets? Any smokers?” Every yes makes the demo about them.
8. Make it survive“Write this down in your phone, your calendar, lipstick on the mirror — put me down for Tuesday at 2:00, air purifier [your first name]. Let me give you my number — text me if something comes up. And what's your last name?”
9. Plant the NEXT instant set“Last thing — don't call your homeowner friends about this yet, okay? Let's see if you like it first. When I get over there, we'll make a list of four to six people who might help you out, and I'll help you earn two machines for free as well. Looking forward to meeting you!”

“That's one down. Great — call your next one. Let's get you taken care of.”

★ Get one or two booked before you leave — “I always like to get one or two done while I'm here.” Complete the Instant Set Appointment form while you're still in the house. Then, and only then, the SRX.

Some nights the Rainbow doesn't sell. Run the process anyway — the instant sets don't care. A no-sale night with three sets on the board is not a wasted night: three demos nobody had to phone for, each one a future-owner demo that can sell a Rainbow of its own. The no-sale night is where next month's calendar comes from.

1. Spider-ManTake any true fact from your own life and tell it twice — flat, then built. Sixty seconds each. This is the actual skill: whoever can't do it here won't do it in a kitchen.
2. The RainMate block, coldBeats 6–10 start to finish, machine running, real fragrance. Marked on one thing: did the room lean in when the lemon came out?
3. The walkaway, timedDeliver Beat 14, physically leave, stay gone until the pen is down. Most dealers fail by returning early — better to fail it here.
4. “You mean now?”Your partner says nothing but that line, in every tone they can manage. You answer with the same nine words, without flinching, apologizing, or adding a reason. Run it until it's boring — or use audio track 2 solo.

★ One number on the board from day one: new sets per demo run. Two per demo keeps a calendar full with no phone time; three grows the office.