How You Can Sell More Roofs Even If You Suck at Selling

Hey, guys. Adam, the roof strategist here. Today we're going to talk about how to sell when you suck at selling. And the reality is, when I got into this field, I really sucked at selling, but I still made six figures. I still sold over a million dollars, 1.4, to be exact, in my first eight months, and after that, have helped produce tens of millions of dollars in sales through my coaching, through working with people. And I've helped even the weakest salespeople make a ton of money. And I want to go through a few things with you on how to do that. First and foremost, we've all had this experience. Walk into the house, and a homeowner offers you a glass of water. What's our instinct? Our instinct is to say, no, thank you, because we think it's polite. But I want you to rethink this. And I know this might sound subtle, but when you say yes, what happened in your relationship and in your customer's mind is they just gave you a gift and you received it. And all of a sudden, there's a different level of rapport that happens now when I sit down and I'm drinking my glass of water that they offered, I say, you know what? That'd be great. It's been hot outside. We all know it's brutal. Hot when you're outside. They now feel like they just served a friend, right? Because just the general service guy that comes in the house, they're all trying to be polite, but the minute that they serve me this water and we're sitting to talk, all of a sudden, the dynamic changes. And it may be subtle, but I want you to say yes. I even said yes, by the way. Consult your boss on this one. I had a guy that wouldn't do business with me until I drank a beer with him, and I said, what the hell? I can have one beer with this guy. I actually earned the business, and it was a great job. So first and foremost, step one, say yes to if they offer you something. If they offer you a snack, say, you know what? That's really kind to you. I'd love that. Thank you. And just be grateful and take it. Another little thing is, once you leave, they're going to think about you when they clean up, and it goes a long way. All right? So that's out of the way. Second thing, when you suck at selling, what's most important? Communication and how you make people feel. Want to tell you the one line I used that helped me transition to closing a ton of business, and you're going to be shocked about it, but it works. Here's how it goes. Mr. Mrs. Homeowner, I want to explain this process to you and how it works. The reality is you can choose anyone you want to do your roof because it doesn't matter who you choose with, ultimately, you're going to pay your deductible. No more, no less. That's it. All right, so let me tell you what's important for you to consider when choosing someone to do your roof. You want someone who is going to educate you in the process, who you trust and believe in, who's going to be there for you not only through the process from start to finish, but afterwards, and someone who you feel has your best interest at heart. Now, I do hope that that's me, but I do want you to know that you can choose everyone, and you don't need to choose based on price. All you need to choose is based on the assessment, because ultimately the insurance company is going to go ahead and set the price, and it's up to the contractor of choice that you choose to go to bat with the insurance company and make sure that the claim is settled in full, appropriately and fully. And that's what my team's here to do for you. So you'll notice that I said that they can choose anyone they want, and the reality is they can. But the minute you bring that up, the minute that trust happens, because they know they literally can choose anyone. And the reality is all of us roofers that are competing against each other, the only people that win are chosen based on who they know like and trust. And if you do that, if you say that line, so you can, you can literally choose anyone and follow it up with, I do hope that that's me, all of a sudden, that homeowner is going to say, hey, this guy is laying it straight to me, right? He's laying it on with honesty and integrity, and he's educating me on the process. So if you're not comfortable selling, which is okay, the job of this channel is to help you get comfortable selling. You want to make sure that they understand the process. So the second step, besides taking up an offer from a homeowner, is to educate them on the process, to say, Mr. Mrs. Homeowner, here's the deal. I want you to feel comfortable in the decision you make. All I'm going to do today is educate you on how that goes. I do hope we're able to do business together, but if not, you're going to be really comfortable with whoever you choose. And even though you're encouraging them in a way to look at other options, which they won't, by the way, when you develop this level of trust, they will turn to you. So the takeaway is the more you educate a homeowner on what's going to happen, the more comfortable they'll be with the process. You'll notice I said with the process. When you're the one educating this, the more comfortable they are with the process. Hand in hand means the more comfortable they'll be choosing you. So when I sat down with homeowners, I never even asked for the clothes. Now I do and I train people to, but I still made a ton of sales because of the rapport that I built. So if you sit down, you say, let me set the stage, you can choose anyone. Boom. Now their guards down, right? They don't feel like they're being sold. Then you say, here's what you can expect to happen. And I always ask, have you filed a claim on your home before? Most of them are going to say no. Or, you know, maybe they went through a hailstorm way back when. They don't remember it. Say, alright, here's what's going to happen. You're going to file a claim if you haven't already, the adjuster is going to come out. Chances are when they assess your damage, they're not going to do it right the first time. It's not out of negligence. They're not bad people. These guys are doing a lot of homes right now and things get missed. So my job is to review what they do, make sure that everything's written for properly, which by the way, is not a discussion on price. And if any roofer here that you've spoken to or will speak to tells you it's about price, that's a giant red flag that you need to run away. And that right there is a huge competitive advantage you have in your sales. So, Mr. Business Homeowner, I'm going to go through that paperwork and we'll assess the property. I literally plug in my numbers into xactimate. Again, Education, which is the industry software for estimating these things. And all I literally do is type in X number of feet of this and X number of feet of that and it's going to populate the price. I'm not concerned about the price that will get handled through the software. I just want to make sure it's handled properly. Then what we'll do is we're going to sit down, you're going to pick your Roofing, shingles. We'll walk outside, you can look at your neighbor's roof. We'll talk to you about the different options. You pick your shingle and the color. My team's going to show up, we're going to get this done probably in a day, maybe two. Afterwards, we're going to walk through everything, make sure you're satisfied, and you'll leave with a warranty for X number of years, however many years your warranty is. How's that sound? And they say, oh, it sounds great. Chances are no one else has walked through that because everyone's pushing the agreement. Oh no, you don't have to worry about price. All you got to do is sign here on this thing. It's a contingency agreement. I'll go to bat for you and then all you do is your deductible. Maybe I can eat the deductible. But then people get fearful because they don't know what to expect. So the minute you scratch every itch in their mind and they are crystal clear about what this process looks like, they're like, hey, I know what's happening. This guy's got me covered. And you don't even have to be good at selling. Now if you do want to take it to the next level, which I encourage you to, to get comfortable, to flex your sales muscle, so to speak, take a look at my video on how to use the contingency as a sales tool. I'm sitting in this exact seat, by the way, at the kitchen table, which is where sales happen. When you use the transition, the contingency agreement, which again I'm going to save for you to watch that video. You'll walk through that process and you'll get signatures on the spot. And if you don't, don't worry, you can follow up. I have a follow up process that I have aced because I sucked at sales so I had to follow up. And all that is included, by the way, in my roofing sales accelerator marketing pack. There's a link to it below when you download it. It's scripts for email, text messages, phone calls. Hi, how to handle that follow up in a way where you don't feel like you're nagging. I also have a video which we'll link to here on mastering the follow ups. You can watch that video as well. Those are two great videos to supplement this one. So here's the takeaway. If you suck at selling, it doesn't matter. Take people, when they offer you something, kind educate them on the process, answer their questions and make them feel comfortable. If you can do that in this business, you'll be a sales pro. I guarantee it. Alright, if you haven't done so yet, click the link in the description to see what's included in the Roofing Sales Accelerator Marketing pack. You'll instantly get access to download all that material plus a playlist of every. Excuse me. To support every single thing that's in there so you can watch it. You'll know exactly what to do. All you got to do is enter your information, click Print. If you haven't done it yet, please subscribe to the channel. I rely on people like you to inspire these videos and they're all inspired by my followers, my fans and subscribers like you. Click like Drop some comments below. You'll notice I respond to damn near every single one. I want to hear what you have to say, so drop those comments. Thanks for being a part of this channel. We'll see you on the next one.