D2D Roofing Sales Masterclass: Compilation of My Top Tips

Door knocking doesn't have to suck. A lot of people struggle and meanwhile there's a select few that bring in deals effortlessly. And the difference, those that bring in deals effortlessly, they're prepared and they know what to do and they know what to say. So in this new compilation video, you're going to see some of my best advice over the years to help you dominate at the doors and get more sales. My name is Adam Bensman. Welcome or welcome back. I'm glad to have you here. Now let's get started.

Roofing sales is personal development in disguise and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. You, my friend, are going door knocking for the very first time. So in this video I want to teach you 10 tips to make your first time going door knocking that much easier so you can hopefully get your first appointment or even make your very first sale on day one. Number one, tip for your first day of door knocking. We're going to start easy and then we're going to go deeper. Drive there. I know it sounds nuts, but the hardest part sometimes is actually getting started, getting into your vehicle and knowing where you're going to go. So tip number one, drive there and get your butt there. Tip number two, the hardest door to open. It's not this one, it's not knocking this. The hardest door to open is your own vehicle getting out of your car or your truck. So tip number two is when you're there, don't sit in there waiting. Tip number three, one of the things I learned from interviewing a gentleman named Carl on my YouTube channel is he said he'd go up when he knew no one was home and he would knock that door first. And I loved it. So Carl, thank you. The reason that he shared with me that he knocked a door when no one was home is it allowed him to get that one out of the way so that fear and that tension was gone. So just give yourself an easy pass. It's like training wheels almost right? Tip number four, you want to practice what to say. You'll notice here I slap door. Slap is my slap canvassing formula. Say hi, break the ice, let them know why you're there and make it really familiar to their neighborhood. Ask an open ended question and p present to their answer. Now, the reason that we want to practice this is when you're new in roofing sales going door to door, the most intimidating thing is as we're approaching this door for the very first time.

In our head, what are we going.

To say, and we start to jumble our words and jumble our mind. That anxiety flutters up and it freaks us out. So we just take a deep breath and we just practice what we're going to say. Tip number five. Expect that it will be hard. If people that you've shadowed before have great success at the beginning and they look like a natural, let me just tell you, they didn't start that way. Most likely. Most likely they started just like you did. They were nervous. They expected. They didn't think it would be as hard as it is. There's something really frightening about walking up to a stranger's home and interrupting them in the middle of their day. You have no idea if they're going to come at you. You don't know if they're going to scream at you. It's a whole landscape that plays mind games with you. So just expect that it will be hard. Tip number six, Have a daily goal. I had a young gentleman come up to me one day after training. He goes, adam, how many doors should I be knocking in a day? And I just paused and I said, well, how many are you knocking? And he says to me, five. And I was like, it would take you longer to drive to that neighborhood and drive home than it would knock those five doors.

So have that daily goal.

Hit 60 doors, hit 100 doors. Have that daily goal and stick with it. Tip number seven, you will get people that are going to shout at you. They're going to scream at you, they're going to call you names, and all of a sudden, if you're not, if you don't have an armored mind, you begin to tell yourself those things. And you have to remember in your heart of heart, when you are aligned with the right company that you are offering a valuable service. You are there to help people. You are there to solve one of the most expensive problems that most people will face, which is replacing the roof. Tip number eight, Expect to have some fear. But remember that that fear is between your ears. It's in your head. You can rewrite your mind with this acronym of fear that F, E A R. Feeling excited and ready. Feeling excited and ready. When you feel that fear. Nope. I'm feeling excited and ready. I'm feeling excited and ready. I'm feeling excited and ready. Make that your mantra, because it's all up here. All right? Which brings us to tip number nine. Have fun with it and be energetic, all right? When you're out on the doors, it's easy to get beat down. It's easy to get lethargic. It's easy to feel crummy. Have fun with it, all right? Humor goes a long way. Be you, enjoy it. And even if it's tough, be that person that just rises up to the occasion and maintains that level of enthusiasm and energy. Because again, you are of value and you're being of service to many, many people. And this now brings me to tip number 10. Make a wildly awesome first impression. When that person pulls that door open and looks at you, the first thing that's going through their mind is, oh, are they safe or are they dangerous? Are they a threat or are they a friend? So we need to send the international friend signals right away to disarm people. It's more important, in my opinion, than anything that we could say, scripted, wise, or using a formula, pitching framework, whatever it is. So there you have it. 10 tips to make your very first time door knocking that much more effective. So hopefully you can even get your very first appointment or your first sale on the spot.

To drive your truck to each house or to walk.

Everyone runs it a little bit differently. Some guys like to drive their truck.

From house to house.

Other ones say, hey, I'm going to.

Go by foot like I am right now. Whenever I get my inspection, I'll grab my truck, pull it up, hop up on the roof, grab my ladder. I like to be sure to drive my truck to each home.

Why?

I want to build credibility, show that.

I'm serious, and show that I'm prepared the minute I show up.

When that homeowner or that prospect opens the door, I want them to see my company shirt, my logo, and my truck in the background. I'm there with intention. I'm not just a canvasser walking around through the neighborhood and giving away the fact that, hey, you know what? I was about six houses down until I had some luck again getting some business drummed up. So next time you're out canvassing, be sure to drive that truck from house to house. Get your logo of that truck in plain view of the door as soon as you arrive. You're going to watch your closing rate at the door from getting from the door to that kitchen table. Go on. I guarantee it.

I want you to think of this right now.

Do an exercise with me and do me a favor. If you're driving, don't do this. Close your eyes and think of this. It's 5:30 at night. It's Tuesday night. You just got home from work a little early. You grabbed an early dinner with the family. After dinner you sit down on the couch, you're hanging out, and then all of a sudden you hear it rap, rap, rap, rap, rap at your door. What are the two things that come through your mind? Number one, you get up, you look at your wife, your husband, your girlfriend, your boyfriend, kids, and you say, hey, who's that? Is anyone expecting anything? So immediately you think, who is it?

And then as you get up and you walk to go answer that door.

You'Re thinking, what do they want? So now that we know exactly what people are thinking, we can use this to then approach the door in the best way possible. On this door, we've got a big window, which you can see pretty much through the house. We've got a camera up there, so.

We know that that person or homeowners.

And especially look at this walking up to the door, we've got these windows right here. So we know if we pull up or walk into this house, we've got people that could be seeing us here. We're going to be approaching the door and we've got, again, we got the camera, we got the window. So we need to know someone saying, who is it?

What do they want? Now?

Number one, we need to walk up with assertiveness. Write that down. Being assertive, meaning you're showing up on purpose. You're not looking around being like, oh.

Is it okay that I'm here second.

Guessing yourself and looking fishy. You got to show up on a mission, okay? That's number one. Number two, if I walked up to this door as a stranger like this, on a mission, right? I'm here to serve or like this, who's going to feel more welcoming and warm? So remember to just smile. Remember, people are seeing you before you see them. Number three, you want to acknowledge anywhere that they might be looking. So if you see that little thing up there, one of the first things that I'm going to do is acknowledge that camera. I'm going to give it a little wave.

Why? It's going to show that I'm confident.

It's going to show that I'm assertive and that I'm here for a reason. And I acknowledge them. If I see windows, like right here, this little pup staring at me, I'm going to look right in that window and say, hey, you know, hey, maybe someone's coming behind it. People in the house know the dog's at the window, the dog's the door.

Someone might be there.

So I'm going to come in assertively, guess what else is happening as I show up right here. I am now on the front and that camera is right there. The person's phone is likely dinging with.

A human's been noticed on camera, movement detected. So when I see that, and I know that that camera is going to be checked later, if they're not home, I'm going to hold up my little door hanger letter on purpose.

So when I approach the door and.

I tape it to the door, when.

They get home, they saw the video already.

Then they see that there's a higher.

Likelihood of them ringing it.

In this video, I'm going to be teaching you what to do when you see that ring, the nest or some sort of camera at the door. What do I do when I face the ring camera? How do I approach it?

Questions that you might be wondering are.

Is it worth even knocking the door? Or what if someone answers through the doorbell app? Or what should I be doing when I see a video doorbell? So you see the ring doorbell, you see a camera. What do you do? First and foremost, do not ring the bell. Knock. Why? You don't want to make it easy. When you ring that bell, it goes straight to their phone. They can answer it. It's easy for them to reject you. And another thing you'll notice here on the screen behind me, I say use a unique knock. Not just da, da, some sort of unique cadence. It doesn't matter. It piques people's curiosity. So knock with a unique knock. Don't ring that bell. That's the first and simplest step of what to do when you approach the door. This brings me to the next one. Smile and be friendly. They may be watching you through the movement notification alert on their phone. If I know the camera's there and the door's here, do I want to stand like this? No. I might just be friendly, wave. Acknowledge it with some semblance of confidence in being friendly. All right? So don't be afraid. Don't try to hide from this camera. All right? Smile and be friendly. Now, what if they answer the doorbell app or the camera app, so they're not at the door, but they answer through the camera, wherever it is. A few fundamentals. Number one, fundamentals don't change. Use that slap formula the same way you would as if they were standing in front of you. Now, a couple other things. We almost need to do the opposite of what we would do if they physically answered the door. When a homeowner physically answers the door, we are very mindful of our space and our body language to make sure they don't feel threatened. But here's the funny thing on the doorbell, we want to create that friendly vibe and remember, they're looking on their little phone. So what do we do instead? We lean in with confidence and clarity and a smile on our face to make it easy for the homeowner to see me as I go through my slap formula and pitch. Now this brings us to a big issue here. Say hey, but. But it makes it so easy for the homeowner to reject me, right? Because they're on the app. Get off my doorstep. The answer is twofold. Yes, it is. And it may happen. This is sales guys and gals. There's no magic bullet. This will come up. But there are a few things you can do because this is why we need to go from what I call cold door knocking to warm door knocking. Now what do I mean by that? Cold is when the, in the homeowner's mind, you, you show up and they say, who are you? These are people that don't know you, don't recognize you. This is what happens when we go through one neighborhood. Knock, knock, knock. Canvas hit this neighborhood, that neighborhood. Every time we're putting ourselves at a disadvantage in climbing a mountain of unfamiliarity. We want to go to warm door knocking where that homeowner sees the logo, sees our face, sees our truck, and they think to themselves, you look familiar. So how do we do that? How do we go from cold to warm from who the heck are you to you look familiar. We do this by working elements of the friendship formula. By the way, Jack Schaefer, I learned this from him and he talks about this friendship formula. It's four things. Proximity, duration, frequency and intensity. So the multi touch approach that I teach, Knock on the door, leave a letter at the door, send a letter in the mail, show back up, work that neighborhood. They see your truck in and out. They see you up on roofs, they might see yard signs. You're starting to get jobs. You have to stick and stay in the same neighborhood. Which brings me to point 2, over and over and over again. Stay in that neighborhood. Neighborhood. Alright. Work those multiple touches that give that person an impression of you. The personal letters, handwritten, excuse me, hand signed, plain paper. And then don't take no as the final no. Listen, the third thing here, don't take no is that final no. I've shared multiple stories of my own of being in neighborhoods, having people say no. And why? Because they said, who the heck are you? The reality is they didn't trust me. But as I was in the neighborhood, and I did his roof and her roof and her roof. They saw me on this one doing an inspection. They saw me meet with the adjuster. This one's getting installed next week. That one got installed two weeks ago. As that traction builds, you will flip those nos into yeses. And the thing that's costing you money is going through different neighborhoods over and over again. So don't let that ring camera do anything to deter you, because when you build that level of familiarity in the neighborhood and you treat that person like a person, even if it's through the lens of the camera, you will turn those nos to yeses. Today we're talking about canvassing and making a strong first impression. Now, all the data shows in market research that we have about seven seconds to make a sound first impression. People are going to judge you based on how you look, how you behave, your body language, even before they open the door. So we're going to talk about today is how to make the best first impression possible. All right, couple things that I want to point out. Number one, my shirt's tucked in. I see this all the time with sales guys across the country and especially canvassers, and especially down south where it gets hot. You're wearing no undershirt, your shirt's untucked, and you look not professional at all. You really want to establish yourself as a professional when showing up for the door. So get clean cut, tuck your shirt in, make sure you're presentable, and you look like you'd want to show up for a job interview. Two other things I want to point out. You'll notice that I have a pen in my shirt. I always, always have this here. I don't know why, but it's always. It's very convenient to have, because if a homeowner gives me their name and I need to write something down, boom, I've got it and I can start writing. The other thing is, it looks professional, it looks prepared. So I'll always have my pen here. The other thing is I always have a clipboard or folio of sorts. The reason I do that is I have something in my hand when I approach the door. I have my literature in there, my information, my business card, everything I might need, and most importantly, an area to write things down. Should I make contact with the homeowner. If I start a conversation, I want to get my pen handy. That way, when I get their name, I write it down and I don't forget, because there's nothing worse in sales than forgetting the name of the person. You're trying to sell to. I can make any notes about where they are in the claims process and anything that might come handy later once I hopefully get past the door and to the kitchen table. So that's what we've got for you in terms of making the best first impression possible when canvassing door to door.

Thanks for watching and don't leave yet. Now it is time to put to use what you just learned, and there's no better way to do that than to practice. So let's practice together, shall we? You can do it with my brand new AI clone 100% free. Click the link in the description and start video chatting with me right now. Click the link and meet my new AI clone. Let's do some roleplay. I'll be seeing you soon.

Sam.