LockDown LIVE: Cold Calling Scripts For Roofing Sales Leads During COVID-19

Hey, hey. Adam here, the roof strategist. We're live. New setup two. We got a whiteboard and an agenda to hit. Let's do it. Sorry about the glare. We're gonna do our best with this new operation. All right, again, Adam here, roof strategist. We are back with another episode of Lockdown Live. These are going to be daily at different times throughout the day based on schedule from now until stay at home orders get lifted, which could be a few weeks, could be a little longer. Right now, it's looking like April 30th. Good news. Roofing construction is all considered an essential trade, so we can keep working. What we need to do is get smart about how we do that and how we generate leads. Which brings us to today's topic, which is cold calling for sales during the COVID 19 pandemic. I'm going to be hitting today on where to start, what to say, and how to get those phone numbers. So let's jump in. And by the way, after this, if you have questions as they come up, drop in the chat box. I'll address those as we go. Or if there's enough folks on here that want to jump in with some live Q and A at the end, we can do that as well. Otherwise, we'll wrap up right on time. This will probably be about 20 minutes today unless we go long. So let's jump right in. I just talked with Jim, Jim Allen at Roofer Marketers yesterday on their podcast talking about drumming up business during the COVID 19 pandemic. And the key takeaway was, was that there are things that we can control and we need to focus on that and then doing more of those things. Cold calling is something that will, in my opinion, likely replace door knocking for the foreseeable future, the next month, two months, whatever the case may be. So cold calling, essentially, before we get into it, because I've done other videos on cold calling, I'm talking specific on the COVID 19 pandemic today with cold calling, it was important that. That we take the same concepts of when we're going door to door and applying them to when we're picking up the phone and dialing. Okay, so let's jump right in. Where do you start? Here's what I would do, and I'm going to jump in again on the third piece today on where you can start getting that homeowner data. So where to start? First and foremost, the neighborhoods. You already have traction. If you've done any homes in a neighborhood in the last few months, you Want to hit all of those properties surrounding it. So let's say you do a house on Jackson street, right up here, you do Pam's house, all of Jackson street, you want to get the number, all the house behind it, all the house in front, or all the streets surrounding it. Basically within a couple block perimeter. What you will do by doing that is making your door knocking efforts suck less. Because instead of doing total cold calling, it's somewhat warm. You can mention something specific, a neighborhood and a street name, whatever that is. And I'm going to touch on samples for that. So start with anywhere that you have traction. So that's past customers. Okay. Past current and then in progress. Okay, so maybe deals you've signed, roofs that are scheduled, and then obviously any builds. So that includes builds. Any, any builds that are in there. So I'm going to touch on those scenarios here in just a minute. So that's where you want to start before going cold, cold. All right, so obviously we know where to start. Now let's talk. What do you say? What do you say when you're cold calling? Remember the fundamentals. Excuse me? The fundamentals are all we're trying to do is start a conversation. Don't overcomplicate this, don't try to go in for a hard pitch right out of the gate. Don't be like, hey, my name's Adam, I'm so and so with this company and here's what I can do for you. I'm gonna offer you a free inspection. Right, we gotta pump the brakes. The core objective is to start a conversation. How do we do that? We end with an open ended question. Now I've talked about this in the past. An open ended question requires someone to think. Okay? Now if I said, hey, how you doing today? Knee jerk. Oh, I'm good. Right, that's what everyone says, right? Or show up at the door, hey, can I offer you a free inspection? That's a yes or no. It's a close ended question. Whereas if I dropped by and said, hey, my name's Adam, I was just up the street serving Peggy and we helped her get a roof approved and while I was in the neighborhood, I wanted to stop by and ask, how's the insurance claims process been for you? Boom, open ended question. See how it requires thought and she or he, whoever answers the door is going to give us the information we need to. Oh, I have. What insurance process? What are you talking about? Great, now I know there's no claim and I can pitch to that or hey, the insurance Company was out and we're waiting on the scope. Great. Now we know what to pitch. Or they denied it or didn't pay for it. Okay. Or better case scenario, we have a check in hand, we're ready to rock and roll. So however someone responds will tell you what exactly you need to present. Because reality check, guys, not everybody needs a free inspection, right? I don't need an inspection if I'm already paid in full. If the adjuster's out and waiting on a scope, it doesn't apply. So we want to cater our pitch and then you can reference my video, the four stages claims process to figure out how to handle that pitch. So. All right, before we get any further, just as a heads up, anyone who's purchased a battlepack, these are added to my list. Now all these call scripts, they're getting updated probably by Friday to go out to everyone who's purchased or will purchase during this time free of charge. I'm upload, updating a bunch of, bunch of the material in there to be COVID 19 specific, that is manual. So if you do end up grabbing a copy, just give me a little bit. I'll send that to you asap. All right, so what do you say? Start that open ended. Excuse me? End with an open ended question and start a conversation. So I want to give you a few examples. Past customers. Let's say you're going to hit all the homes in a past neighborhood and you might want to start with the earliest and then go later. Okay. So you start, you say, hey, you know, my name is Adam. I wanted to stop by the other day, but due to the obvious that's going on, I want to respect the social distancing and introduce myself. About a month ago we did Peggy's house there on Lexington, and I wanted to drop by and ask how the insurance claims process has been for you. Okay, so again, we're doing something relevant, naming someone or a street, so it's familiar. We want to break that ice. And then end with an opening question. If you're doing retail or you're drumming up retail leads, say, hey, I wanted to stop by and ask, by the way, for retail, this is what I would do, or I do. You ask, when was the last time you had your roof inspected and routine maintenance conducted? Okay. Now most people would say, whoa, right? They're going to think, well, most folks haven't been up on the roof. They have no idea. And most folks don't think of a roof as maintenance. But I doubt that anyone would disagree that a Roof, like anything, needs some semblance of maintenance, right. It's going to be much cheaper than repair. If you see a shiner, caulk it, replace the shingle. If you see a pipe boot failing, you can be proactive and either replace that or repair it before something happens. You can clean out gutters. All these things will increase the longevity of a roof and prevent any major issues from happening. So you can always use those questions to drum up retail leads, right. Or you can say, hey, I wanted to stop by and ask if you have had any trouble or find out how it's been for you through this process and if you've been able to get your insurance company out with all that's going on. Right. So at least getting them to start thinking to answer that question. So that's how you drive up past current customers. So let's say again, we want to use specifics and mention the current state of affairs. So example, I did Jill's house on Asbury. You dial up, which I'm going to get on where to get those numbers here in a minute. You dial up. Hey there, my name is Adam, the roof strategist. I was just leaving Jill's house there on Asbury and I was driving by and normally I'd stop by, but right now with social distancing and the pandemic, I wanted to make sure everyone's safe. And the reason I'm calling is I just helped Jill get her roof fully replaced from the insurance from that hailstorm that just happened and I wanted to stop by and ask how the process has been for you. Okay, boom. Do you see that specific. I used her name, I used a street. I was driving by, I wanted to stop by. However, I want to respect social distancing and keep everybody safe. Okay, so there is what you say to get the conversation going and then the last thing is ending with that open ended question. How has the process been for you? Remember, cater the pitch to their response. All right, so that's an example here for current customers in progress builds. This is a fantastic time. I know we are still going to be doing production and you can call up, you can say, hey listen, my name's Adam the roof strategist. He's about three or four doors down from me there on Milford Lane. And I simply wanted to get my contact information into your hands. Should any debris fly into your yard, please call me, let me know. We respect not only our customers, but the neighborhood at large. And then they're going to respond. Oh, okay, great. Thank you. And I say, hey, you know, while I'm here and in the neighborhood, normally I'd stop by, but right now with the social distancing and the CDC requirements, I want to keep you and everyone safe. So in lieu of that, I'd love to ask you a quick question. How has the process been for you? Okay, so you can see that the fundamentals, if you look at this like a formula, are all the same. And I don't like using scripts in the way that like use this word for word because then you feel like a robot. So instead I like to think of it as formulas. So you have your opener using something relevant, their name and street number. The reason you're calling, okay, because I was leaving their house. We did a home, we're doing a home soon. I just got someone approved then the relevancy, which is what's going on right now. I wanted to stop by, but with all of the stuff that's going on, I want to respect social distancing and keep everyone safe. So there's that. And then the open ended question at the end. How has the process been for you? When was the last time that you had your roof inspected and routine maintenance conducted? Okay, so there's your, your, your, your close, so to speak. I know it's not a close because. But it's an opener, strong opener to get that conversation going. So that is how we address. We already adjust where to start, which is right here. We just had examples of what to say for each of these. Now we want to talk. Before we get into how to get numbers, I want to hit one more thing. Remember, it is so important right now that through that conversation you explain the fact that we are offering no contact service plans or ways to serve them. Okay, I've touched on this in nearly every video, all of this. This concept of the no contact has been updated in all the direct mail letters that are included in my pack. Again, anyone who has purchased, I have sent an email out with updates. If you didn't get it, email me. Adamant Roof strategist. Anyone that does purchase during this, it's included for free. I'm continually making updates. I'm rolling them out and sending them to people. My way of helping out. We're all in this together. So remember, once that conversation goes, when we were talking about what to say, we have the opener now. Now here's what we go into is to doing the inspection and I'm hoping to do a video on this on the lockdown, live. Coming up here in the not too distant future. On how to handle this inspection. I have been doing some research. There's a lot of different programs out there that can help you with virtual presentations. My favorite, I'm guys everything you see with what I do, simple, easy to use and super effective. So I'm going to give you simpler solutions that are turnkey and easy. Can you go above and beyond your technology? Absolutely. But I'm going to give you simple tactics to start. So one, make sure to offer a complimentary inspection to start where you don't need to meet. So you just let me know Mr. And Mrs. Homeowner when to show up. Okay? I'm happy to knock on the door just to let you know I'm here. You don't need to answer it. Otherwise I'll show up at the time. So let's say it's 4:30. At 4:30, what I'm going to do, you'll see me walking around your home and then putting a ladder up and doing my inspection. I'm going to take some pictures and videos and by the way, you can narrate the videos too while you're up there. And what I'm going to do is email them or text them to you, which you prefer. Okay. Then wait for their answer, write it down so their phone number or email. Then when you're done, call them up, say, great, how about we hop on for a quick appointment when works for you? If they want to do it, then do it then. All right. You don't need to set that formal appointment, at least in my opinion. Some people preach going back, but if I did the inspection and I can call them right there and get this stuff handled, knock it out while it's hot, it's fresh and they're available. So we can do it now or we can do it later. You can sit in your truck, tether your phone and use Zoom Us video conferencing or Google Hangouts and conduct your inspection. Excuse me, your presentation at that point, show them the results, show the picture, show them the video. Explain what you found and how you can help. Okay? Be ready to have all of your documents, your contingency agreement available to be executed or autographed, signed electronically. Okay. There's other programs for that. So where to start, what to say? We just hit now how to get phone numbers. There are a few resources. Now I have those pulled up. So I'll be cycling through tabs here on my computer and not really seeing what's going on live. So first, and by the way, quick disclaimer. I'm not affiliated with any of these. This is my own research talking with people and finding ways to help you guys out getting this homeowner data. Because the best way to do it in an ideal world is through some sort of app. That way you can be driving through and scouting those neighborhoods and saying hey, I want that house. Tap on it, get the number or pulling a whole street or a zip code. That is a great way. But ideally the information that you want is a homeowner address, their name and a phone number. That's it. And there are now cell phone number lists available. So let's begin. Interactive Hail maps is one. I've mentioned this before. I was on their website again today. I used to use them all the time because I like the interface on mobile. And it does look like you can tap a house and get homeowner data and call right there. Spotio who I'm speaking with them actually a little bit later today. Spotio offers it as well. So you can be in app, tap a homeowner or an address and get the homeowner information. By the way, if you're using these apps you can be in the field and do it right. You can sit there and say hey, I'm in front of your house. I normally would have called or excuse me, I normally would have stopped by knocking your door. However, with everything that's going on, I want to respect social distancing and that's why I'm calling. All right. The other one are real estate specific services. Jim with Roofer Marketer he told about this called DealMachine. DealMachine.com again not affiliated but pricing looks pretty cheap and specifically for real estate. But all the data and information is the same. Also works on an app. We also have the leads warehouse. They have a whole specific section for homeowner leads including cell phone lists. There's also telephonelist biz and then let's see here we've got listsource.com as well and Data List Leader. Data List Leader. So there's just a few of them anywhere from you know, more of an app type program on the fly subscription service to just single time purchases. Either way it's a very cost effective thing to be doing right now. So here's what I'm going to wrap up with and I'll stick around. If anyone has questions, drop them. Otherwise we'll wrap this up and hop on again tomorrow. So quick summary. Cold calling for leads and sales right now during COVID 19. Can you. Absolutely. Should you? For sure. All right, now where to start past customers, current customers, any in progress builds then go cold from there. Okay, what to say we just touch that. Remember that formula rewind, watch it again if you need to hit it and then how to get numbers. Use those resources I just lifted off. You need to hear them again. You can go ahead and rewind. If you liked the video, I'd love for you to give it a thumbs up. If you have any questions, drop them in the chat or shoot me an email personally. Adamroofstrategist.com I am building these as my inbox is filling up with questions, with requests and all that stuff and I really want to make sure that this valuable time that we have together is catered around helping you guys not only get through this, but succeed, make sales and prepare yourself for when the floodgates open and we return back to some semblance of normalcy. Because we are going to be hot hot hot on a short selling season. So keep it up. Thanks again. If you haven't done so, subscribe the one I'm going to go up if you're subscribed to the channel and you're also welcome to join the Insider so there's a link below. When you join you'll get a free copy of my ebook. I've got a special offer for you if you are interested in the Battle Pack to give you an instant discount on that page which I've been promising to everyone during this and again you will get all the updated COVID 19 material sent to your inbox. Thanks again for joining me for today's live. I will see you tomorrow and I will see you Friday every day except Saturday. Sunday. Be well. Be safe. Go crush it guys. I will see you on the next one.