Being an "Out of Town Roofer" Costing You Sales? How to Overcome This Objection

So you battling with being called the out of state or out of town roofer and don't know how to overcome the objection. You're in the right place. Because in this video I'm going to give you an entire arsenal of tools to overcome those common objections of you're out of state. I want to go with someone local or what are you doing here? Hey, my name is Adam the roof strategist and I help salespeople and sales teams reach their peak performance. Have fun doing it. And most importantly, smash their income goals. Now let's jump right in. So listen, I'm here in Cheyenne, Wyoming and I found this house. And by the way, I mean look at this. Like there are, there are dog statues on the porch. It's a neat one. And in this little town in Cheyenne, this beautiful little neighborhood, I've seen majority of out of state plates in out of state roofing companies. Cheyenne, Wyoming, most of the plates are northern Colorado. So people must be doing it right now. Listen, I came into this a lot because the company that I used to run and the team I used to run, we operated in an entire state. So we had the entire state of Wisconsin. We also operated in multiple states and then across state lines. And I'd get questions even from 30 minutes away, 40 minutes away, a different area code. People say, well, what are you doing here? I want to use a local company. And here's how to overcome that objection. I always ask them, Mr. Mrs. Homeowner, I totally respect and understand that you want to choose someone local that you trust and ultimately it's about trust, isn't it? And then let them say yes. Now you'll notice that how we overcome these objections, it's first important to hit them head on, meet them where they are, make them feel heard and listened to. And when you say listen, I understand that you want to choose someone and make the right choice and it makes sense, but in today's day and age, I want you to think about something. Do you feel comfortable ordering products on the Internet? Yeah. Well, why is that? Because we expect a certain level of service, being able to have returns and for people to stand behind what they do. Because the world's a small place, people talk, we take care of our people. Alright, so that's one little angle. The other angle is this. And I work with companies in the tri state area who worked in the northeast along different state lines, smaller states. So it's okay to say, listen, our home office, our core office is in XYZ City, right? But we serve the Tri state area, this state, this state, the county, the region, the state, whatever it is. When you explain that your service area is huge, it puts people at ease. Of course, guys, anything I say isn't the, like, magic bullet that's going to let you win all the deals, but what it will do is get people to start thinking. So you have the angle of. Don't you feel comfortable working with most places on the Internet? Well, they're from all over the country, aren't they? But you. You feel safe doing it. Now, listen, the other thing is we serve the entire state of, let's just say Colorado, or we're a northern Colorado company. We serve northern Colorado and southern Wyoming. We had an office in southern Wisconsin and we served northern Illinois through it. We did the same thing. Our service area is 120 miles from our office. Whatever it is. All right, or there's another way you can do this. And the video to reference is up here, and it's how to respond to being called a storm chaser. And another way to handle this is very simple. Mr. And Mrs. Homeowner, due to the volume of homes, which, by the way, you can't see in the screen, but there are homes everywhere here. And the local roofing companies have only so many, so much capability to serve everyone, and chances are, within a few weeks, they are bogged down. Our specialty as an insurance restoration contractor is to facilitate not only the roof repair, because quite frankly, Mr. And Mrs. Homeowner, that's the least significant part of this process. The most significant part is making sure that your claim is assessed properly, handled in full, and that you're made whole again. And the insurance language, the software that the insurance company uses, all that is a very unique process that takes skills and expertise, and that is exactly what we specialize in. Because I'll be frank with you, there are a ton of companies that are really good at installing roofs, and I'd be silly to say I'm better than them. Do I think I am? Of course I do. But installing a roof only takes so much skill. The warranties that we provide, the warranty that another company provide, they're all there to protect you. But what you can't put your finger on is how important it is to handle this claims process to make sure that you are made whole through the process. Because the last thing you want to do is have the insurance company say, hey, we're going to give you X, Y and Z. And then you, the homeowner think, well, I got to work with it. But it's not enough. And then you start scrambling and at the end you're shortchanged. So our company, although it may seem that we are far away, we're really local. You're going to see my yard signs there. You're going to see I'm working with your neighbor here, by the way, name drop if you can and you'll see that we are here. We are in the neighborhood, we are your neighborhood roofer and we stand behind what we do. That's why we've been in business for. And then name how long? 5 years, 10 years, 20 years, 3 years, whatever it is, state your warranty and let them know that you have this service area and you stand behind the products just like every company you've ever ordered from on the Internet. All right? And I even say, listen, I don't care if your home is located in my backyard or across the country or even in Hawaii, we're going to take care of you. But from start to finish, and we stand behind our products. By the way, this is why it's so important to have testimonials and reviews. Because nothing is more powerful than what your customers say. And you can say, listen, I have testimonials from all over the state, from the southern part to the northern part, to the eastern to the west to the tri state area to whatever it is. Because guys, I've handled this and overcome this objection. Whether I'm working four states over or literally 30 minutes from the home office just in a different area code, it will come up. You're not going to win every single deal by overcoming it this way. But now you a tool of like an arsenal to overcome them. Alright? And the last one I want to leave with you is this. I'm going to do a recap. When people bring this up, you can say, listen, we serve the entire state, we serve the county. Okay, I mentioned this. Our job is to respond where the greatest need is. And right now the greatest need is here. And I'm sure you're wondering which you got to remember to predict their objections. Well, what happens if the need is the next day over? Majority of our efforts are there. However, we have a seven year warranty, five year warranty, whatever it is, three year warranty, 15 year warranty for a reason. You can verify our reviews on Google, you can verify our reviews on Facebook, on Yelp, HomeAdvisor, wherever they are. And we stand behind what we do for our customers like you. So ultimately, Mr. Or Mrs. Customer, whether you choose us or someone else, what's important is being made whole, working with someone who understands the process and specializes in the insurance restoration process and that you like and trust. Because frankly, guys, I'm going to give you my favorite line. I've said this in other videos, frankly, you can choose anyone that you like and that you trust and it shouldn't matter because the insurance company is going to set the price for what this is going to be done. And my job isn't to negotiate price. My job is to sit there and say, hey, we have to do step flashing along those dormers. I have to make sure that where that flat roof meets the rest of the roof is going to be done right. And if the insurance company didn't cover it right, it's not up to you, Mr. Homeowner, to try to figure out how to do that or work within the budget. My job is to assess this property and say this. It's black and white. Here's what's here. Here's what needs to be done to remedy the situation and to bring you back to pre loss condition, meaning what your home looks like now. And you shouldn't be having to worry about going through the process or fighting with the insurance company because there's nuances to the claim, how the claim is settled, and most importantly the platform or the software that's industry wide and accepted that we have access to, which allows us to prepare and document all the paperwork that they need to say, yes, we understand this can get done. Because the risk that people run without knowing the right way to do it is they hire a truck. In a truck they go with the cheapest option because they think they have to. Or better yet, they just work with the paperwork at hand by using the local roofing company. And at the end of the day they're stuck with a project or a roof that wasn't in the right condition or as good a condition as it was beforehand. And that what leads to problems. So, Mr. And Mrs. Homeowner, that's why it is okay to use me. Even though it might seem that I'm far away. But I'm here, aren't I? Alright, so I want to recap this for you. You can use the analogy of ordering online because there's a different level of trust these days. People stand behind what they do. Whether you're ordering a product that's shipped from a fulfillment center in China or it's shipped out of the warehouse in your neighboring town, it doesn't matter, right? There's a level of trust number two that you service the entire state the entire multi state, tri state border, whatever it is area that you're a company and most importantly that you stand behind what you do. Remember to educate the homeowners. They ultimately can choose anyone because the only thing it's going to cost them whether it's a, I don't know how, I don't know, $40,000 loss, $20,000 loss or a $400,000 loss, their out of pocket expenses are deductible, no more, no less. And it is their best interest to work with a contractor like you, an insurance restoration professional that understands the process, the insurance language and the the software that it takes to get this thing settled up and assessed the right way to make them whole again. So if you liked this video, I recommend a few more. Let's not end our time together. I've done a video on breaking the emotional attachment to money. Put a card right there. Check that one out. Alright. I've done another video on being called a storm chaser and how to overcome that and the difference between assessment, assessing damage and price which is a huge mix up people make. Oh well this guy said it was going to be 15 and he said 17,000. What's the 2,000 doll difference? It's not about money, it's about what they're doing because not all estimates are black and white. So I hope this helps you overcome the objection of are you out of state, what are you doing here? Because here in this town in Cheyenne, Wyoming I am seeing more Colorado companies than Wyoming companies. And that means if these companies can overcome it and I've overcome it, so can you. Thanks for joining me in today's video let's not end our time together. Before you go, click the description here. If you're on mobile, it's a little triangle in the lower right and you can check out my Pitch Like a pro roofing sales training video library for free. Get instant access to all my videos. You can check out my marketing battle pack. It's affordable, for new reps and backed by me, 100% money back guarantee and we can continue our time together in the next video. Check out this playlist. I'm sure it's going to help you smash your income goals, overcome objections, generate leads and pitch like a pro. I'll see you on the next video.