LockDown LIVE: Your RICH Selling Environment To Maximize Roofing Sales

Yo, Adam here. Rich strategist. Hey. For a rich selling environment. And this is the continuation of the Lockdown Live series which I'm going to be doing here daily Monday through Friday. It'll be a different time each day. I'm going to try to set it up in advance on YouTube so you'll see when it's scheduled and you can set that reminder to show up. This time is 100% built around what you guys want to see. So submit questions via email. If you're not on my email list, you can join using the link below to get on the roof. Strategist Insiders email questions in advance. Drop them in the chat. I'm going to have a rough set agenda, so we have some focus for the time. And anything that you guys want, just drop in there. We'll make this time about you. We are in some interesting times right now. This is not all going to be just COVID 19 coronavirus stuff. We're going to use this time to talk about setting you up to succeed in sales. So for today, talking about your rich selling environment. And before I jump in, I want to just share with you what that means and what it'll do for you. And then we'll talk about what it actually is. A selling environment is all about your own environment so you succeed. And I'll give you an example. If you wanted to get really fit, you're not going to go to a junky gym that doesn't have the right stuff that you need, right? Like let's say you wanted to be a power lifter. You're not going to go to a gym that only has like cables and pulleys and machines because you're going to want a weight bar, right? With all the right gear that you need. So you need to be in the right environment to succeed. And so many people in sales don't get themselves set up in the right environment to succeed. So think about creating what you need in your physical environment. So right now in these things, we're sitting at my office and I have everything I need at my disposal to stay focus. I don't have a lot of stuff there. What you don't see behind my computer is some things that inspire productivity. I don't have things that distract me. I keep my notepad right in front of me. I have a six foot whiteboard which you've seen on my videos. I have another small whiteboard here, which you've also seen in my videos. I have all my notes, my planning, like this is my environment to get in here and kick butt. Okay. So Marty, by the way, I do see that question. I'm going to come to that in a minute because I've had that come up a few times. So I just want to acknowledge. I'll turn my attention there in a minute. So anyway, your own environment you need to set up to succeed. So I want to talk about this. There's really three places that you're going to work, right? And here are my notes because I was preparing for this. You have your home office, you have your actual office, and you have your truck. Those are the three places that need to be set up because that's where you're working. Okay. Now I know as it gets busy in the season, you're on the road all the time. I was, I was rarely at the office because it's hard to make money from the office. In fact, you really shouldn't be there until you need to be there. Right. You know, when I was at the office running a large sales team, I didn't like when my sales guys would sit there because I was like, listen guys, if you're sitting here, you're not out making money. So I want to talk about maximizing your environment. These three things, your home for when you are doing work, because it's inevitable. Your physical office. So whatever happens while you're at the office, and then your truck or your car, whatever it is you're running around in, I excitedly have a new Ford Transit all wheel drive van on order. Hopefully going to be here soon. And I'll do a deeper dive video into how I'm going to be setting that up as well, just to have a mobile office. So when you set these things up, you become more productive, you become more efficient, and you earn more money. Because I've said this before, your number one limiting factor when it comes to sales, to roofing sales is going to be time. And it takes time to drive from a customer to another customer, back to the office. So getting it all set up will help you make a tremendous amount of money. So I'm going to start with the third one with your truck. What I did in my truck, I was driving an F150, a newer one, and those rear seats, because it was a four door, the rear seats folded up and I kept only one seat down. All the other seats folded up and I kept my file box, my plastic file box in there. And that way that could go from my truck to my home to the office. And I had all of my customer files. Okay. And I'll share with you kind of how I, how I structured that. But this is a great time since we're all sitting around with a little more time on our hands to get organized and again creating that environment for success. So let's talk truck. I needed a few things. I needed my computer. I needed a hotspot, which back then couldn't tether our phone. So I literally carried a hotspot. Now you can tether your phone. And I needed a printer. So Canon. By the way, anything that I mentioned in this video, I don't get like commissions for selling stuff. I'm not an Amazon affiliate. I had a Canon printer that was designed specifically for transportation. It was really light, super small. It's about this big. And I kept it on top of my file box and I could literally plug it into my computer. Then I went on, I think it was overstocked dot com. And I looked for a dinner tray. You know, like how old people have a microwave dinner. And then the, like seating tray would slide underneath there. I sit on a little bouncy ball so I can bounce around, but it would slide underneath the couch, right? And then the desk part would come here. So I would, I would literally get out of my truck when I was in front of a customer's house or when we were doing commercial projects because I'd sit there all day and I'd. I'd get the desk set up with the legs that scooped under, slide them underneath. Next to me was my file box with my printer set on top, tether my phone. At that point I had a, an old school, like I said, Internet device that I had to pay for separately. But I set that up and there I was in the back seat while I'm waiting for adjusters because sometimes they do that scope on site while I waited so I could sit there and get caught up on emails, follow ups, getting scopes together. I know not everyone's going to have Xactimate on their mobile computer, but I did have our CRM once we went from paper files to a CRM. So whatever CRM you're using, you can get your files uploaded right there. If I needed to print something out for a customer, if I ordered an eagle view, I could literally, literally printed in my truck. I cannot even begin to explain how powerful that was because all that dead time when I showed up early, most importantly, you ever have an adjuster show up late? Oh yeah, right. He says he's going to be there and you're sitting in the driveway for an hour and a half. That's time that I'd rather use towards money making activities or processing all that paperwork and stuff that I had to use that I had to be doing in, you know, to process a job. So getting that truck set up was huge. Whatever it is, use your passenger seat. I experimented with. Shoot. What's that company called? I forget the name. It's like Tough mounts or something, Maybe, I don't know. But they had cup holder mounts, so I'd have. This isn't an iPad. This is a tablet called Remarkable, which I really like. Oops, I lost my notes. There it is. And they have them where you can set up, like to hold this thing inside your cup holder on your truck facing you. So as I'm driving, I could use the app because some of the CRMs have apps and I could access everything. It was huge. When a customer called, did you pull over? Boom. Pull up everything good to go. So that's my first tip for you. And again, I'll be doing a deeper dive on that. Is setting up a mobile office. I call it a mobile command center. So definitely, definitely, definitely think about how you can structure your vehicle to become a mobile office. If you have to say, I have to wait till I get home to do that, think of all those things and eliminate them. Your truck is your sanctuary. When I was interviewing and growing sales teams, I would always stop the interview guys, sales guys listening, giving you a tip. Because this is what I did. I would walk out of the office and I go look through their back window of their car or truck if it was a disaster. I knew they weren't organized. It was a giant red flag. When you looked in my truck when I was selling, it was fricking. It's like militantly organized chair, you know, my one seat down, my desk was set up so I could pull it up, set it up. My printer, my file box, all my sample boards, my cougar paws, my ladder was obviously in the back. But then I had my tape and all that stuff I needed to do my job. Clipboard. Everything was in the backseat. I knew where everything was. So use this time to set it up. So that was the third one. I'm screwing up the order here, but that's okay. We're getting through them all. So setting up your truck. And by the way, Marty, real quick, stick around. I'm going to be doing the Q and A at the end so I can get through these three points. And then we're going to shift to just the interactive stuff at the end here. Now my Office, whether that's, excuse me, my home. And I'm going to talk file box. Because even though most everything we do is paperless or we try to be paperless, there's still things that are paper for our physical files for our customers. I still actually have my file box. Now I use it for different purposes, but my file box I carried with manila folders. I had different sections for each. And I loved this system because it gave me an easy snapshot of what I needed to do. So all of my physical files for the customers would go in this order. I would have prospects. Okay, in the front, I'm sorry, I'd have a special folder called follow up. So that was anyone that was, that was like I was working ahead and closed it. That was absolute priority. And what went in there was the name and address up top. Last name first, then first name, then their address and their phone number on the top of the pad. So let me see if I can sketch this out. I'm going to just quick erase this and then I'll just show you. Since I can't use my whiteboard, we're making do with a whiteboard lookalike and you'll have to excuse me if anything is left on here. So you know you've got those little folders, right, that look like this. And then here's name, Addie phone. Okay, I'm not an artist, guys, but you get the idea, right? That's your. Here's your folder. That's the top tab. That way I could thumb through and I knew exactly who they were. That was my system. Each section, follow up prospects, signed adjuster, build, supplement, and then file for depreciation. So I could cycle every single job physically through that process that kept me so organized to know what exactly I needed to do when and again build could be approved however you want to name it in those different categories to flow through. So I would know I need to follow up. If I had time in the truck. It wasn't me logging into my CRM trying to figure it out. I could literally sit there, grab my file box, plop it on my lamp, open it up, look through, say, okay, in my follow up, I have this name, address and phone. And all I needed to do was dial right off the tab. I didn't need to start freaking cycling through and finding the disaster of paperwork. If your dashboard has papers on it, get rid of it. They need to go into a folder. Okay? So that's how I cycled jobs through. Now the second thing was prospects. I knew I Needed to kind of follow up on those. Those were leads that weren't quite yet closed neighborhoods I was working. Any information I had, any referrals, stuff like that, then obviously signed. We were waiting to get approved, right? So there's contingency. Then once they're approved, they went into that. So I knew in that section I could start working on build orders, anything for supplementing that I needed to handle back at the office or hand off to a supplementing team I had. So here's your next action. Your two action items so far. One is take your truck, think what do you need to go to the office for and try to solve all those problems. Set your truck up for it. Two, set up a file box. Physical files. Keep spare manila folders in the way back so you can write on them. And inside should go your contingency, your version of the copy. Any scope, any, any paperwork, any adjustments, any eagle views, anything for that customer should go in there and then you can cycle them all. Right. Now, the last thing that we were going to hit, so that was our truck and our home is the office. When you go to the office, it's important that you are hyper focused and you minimize time. I would recommend that every time on the way to the office or before you go there, write down a punch list of what needs to get done. Get it done, get out. I know it's easy to get distracted. Wait for a manager to get off the phone, talk with someone, or meet with other guys at the office. It's fun guys or gals. But even though community is so rich and so important that time doesn't make you money, you got to keep staying in front of people. So make that punch list show up. Get it done. Get out. All right, so here's the recap on what it means and then we're going to turn to any questions here. What it means to create a rich selling environment that is structuring the the places that you work to facilitate the highest productivity and highest money making behavior. So number one, truck. Your truck. Set it up. Number two is your file box, okay. So that you can bring to home in the office. And number three is the office. Have a punch list ready. You show up at the office, you get it done, you're out of there. Okay? All right. If you need any recommendations or you have any pictures, send them my way. I'd love to see what you're doing. I searched, I had to. I had pictures set up of my, my old truck. And then I went from that into the super duties. And those seats didn't fold up, so I couldn't run in that same setup. But at any point, let me know kind of what you guys have set up, because I know things have changed. Mobile scanners can be helpful as well, but. Yeah, all right, that's that. Marty, I want to turn my attention to what you had said. One last thing before I forget anyone who I promised this in the last two lives. I finished updating the direct mail letters that are in my marketing battle pack for the time being, to be specific, around COVID 19. Okay. And I've sent those out as a just for free to everyone who's purchased. If you didn't get them yet, just email me. I'll make sure you get them. That went out yesterday and then a follow up today. And then anyone who does purchase at this point during this, it's not in there, but just let me know, I'll send them to you. In fact, I'm going to make a note because I saw a few orders come in today. Send COVID 19 update. I got to do that. All right, Marty, Marty says is it a good time to get into roof sales with all that's going on? The answer depends on where you're at and what your comfort zone is. Everybody is different. I'm going to share my story in a minute, but first, I saw a comment come through on one of my videos on objections saying, adam, this stuff works. I just signed three deals. Even with all this COVID 19 stuff going on, going door to door now, depending on where you are, I am in Colorado. We have stay at home order in the entire state. No one's going door to door. I wouldn't recommend it. Right. We all have a responsibility to be. To be smart because we truthfully can save lives. So I guess that's my disclaimer of going door to door when we, any rookie in this industry, excuse me, might have a little longer time getting traction. However, when this stuff blows over, which if we look at China, we look at Italy, cases are starting to go down, down, things are starting to return to some semblance of normalcy. That could be four weeks, eight weeks, 12 weeks. Okay, I don't know what that is. I'm not working for the CDC and I'm not a doctor. But what I can say is that our selling season is short this year because of all this. The number of roofs that need to get done is not going to change. So as the floodgates open, there's going to be a massive surge to get things done. There will be a built up pipeline and there'll be a lot of pressure to get it in, which is a great freaking problem because that means it's going to be quick. So that's my answer, is it's working? Yes, it can work. Yes. People are still in production. At the same time, I have heard of people having some issues with jobs getting delayed. Watch my. Watch the lockdown live we did yesterday. But I say we, I mean collectively we. Okay. And we will. And you'll see kind of what people are doing. Sorry, I have a hard time reading these comments. As I'm talking. Kevin and Raoul, I'll hit you there in a sec. So do be mindful. Everyone has a different risk threshold. I've always had my greatest success by taking leaps. When I fell into this industry, and I've shared this story before, I was earning about $19,000 a year as a massage therapist and everybody said, Adam, don't go commission only. You've never been in sales. You've never been on. Commission only and you're broke is a joke. And I had to ask my mother in my 20s for $20 to go see family for Easter because I literally could not afford gas to get there. And I knew that I was trying to juggle time as a massage therapist, which was by the way, I was booked during my peak door knocking time. And when I tried to make that, tried to juggle both, I knew that this was a distraction against everyone's better judgment. I left that. I went all in. For me, it paid off. At that point, I was single and I didn't have any responsibilities other than my own self and my, my rent and all that stuff. So manage the risk. Manage your comfort zone, your threshold. If you have a spouse working, they can contribute to the household. Those will factor into your decisions. So I hope that helps. Marty, if not, drop another comment. Kevin says, with your direct letters, do you recommend sending them through the mail or leaving them on the property and if so, where? Great question. So I recommend sending those letters in the mail. There's a few different ways. So I have search the channel. There's an under the radar sales letter video. I do another video on a way to get homeowner data. That's the hard way to do it. There's easier ways. I was just talking with some folks over at spotio and you can get homeowner names and info from their app, which is great. So I'm going to be meeting with them here shortly to learn a little bit more about that. I know that Some of the Helm app solutions that are out there. You guys notice I'm always very, I don't mention companies a lot. I want everybody to find solutions that meet them and everybody's needs are different and there's some good people out there. I've had some bad experiences referring folks in the past that went south. So I don't want, I want everyone to find the best solution for them. So anyway, that information can be found through third party solutions specific to our industry. And you can use county property records as well. So you can type in an address and it will show you the homeowner name. That is a great way, by the way, to get names of property manager, excuse me, of owners of commercial properties and rental properties. So I do recommend mailing them, especially now in the battle pack, I do have letters that are designed to be left behind when you're knocking doors. Multiple approaches, different types of letters work really, really well. I'm just making a note here for the next one more letter. Leave behinds. I call them leave behinds. By the way, it works with the multi touch marketing. I've done a video on that. So that's my recommendation. Kevin. And especially right now with the social distancing, people are relatively wary of folks coming up to your door. And the reason I kept looking that way is UPS was just walking up. So I'm like, what the hell? Who's at my house right now? So anyway, all right, I hope that answers. Raoul, thank you so much for the direct mail. Heads up. During this time I'm in New Mexico, I've used hailrecon for names and emails, et cetera. I also have your marketing package and it works awesome. Raoul, thank you so much for saying that. So yes, hailrecon looks like you can use it. Spotio, you can do it. I don't know about any other platforms off the top of my head. I can start looking into that stuff, but I've been pretty neutral on those things because I don't want, I truly want to provide the most neutral value I can to you, my audience, my fans, salespeople and owners that it's not like, hey, this thing is the greatest thing since sliced bread because everyone's needs are different. Software is constantly evolving. There's great things out there. Use what works. Do I have my own opinions? Yes. But this isn't a platform for me to try to push anything on anyone. It's just information advice. So Raoul, great to hear that they have that information available and that my marketing package has done some good stuff. For you. So unless any other comments come in here, I'm going to try to keep these a little shorter because I realize the last one's come like 30, 45 minutes, which I'm totally okay with. But I want to make it palatable for everybody to watch these replays. So if you have any questions or comments, drop them. Anything in between. I've gotten some emails and Raoul, I'm going to hit that in a sec. I've gotten some emails with questions, people reaching out and here's the consensus that I'm seeing. Construction is continually so far what I've seen from Wisconsin and even Colorado, which even like the state issued state home orders, what's considered essential business is changing. I cannot preach enough that whatever those guidelines are, it is important that we take a high road. We handle things with safety in mind and integrity in mind. Okay. A short delay is not going to break this industry. I want to remind everybody we are in a recession proof business. It will hail no matter what. Whether the economy is up or down. The insurance companies are covering this stuff. They will. That's why people have homeowners insurance. Yes. We have a threat with deductibles changing. I know someone on yesterday's live had mentioned that they had heard through the grapevine that insurance companies are trying some new tactics to potentially and I've verified any of this by the way to potentially reduce the time window that you can file a claim. So we do have things that will impact us. However there are, there are. That's not going to change how this how we do things to a great extent. Okay. Because majority of the claim is being paid for by the insurance company. So we're in a good spot. All right. Raoul says during this time I knock a little at installs and buy appointments. Absolutely. I think that's okay. Again, go by your state in Colorado. I wouldn't recommend it. If you're in an area that doesn't have those restrictions, just abide by them. Be safe, leave a little extra space at the door. I would avoid shaking hands and just being smart for the reason of being smart and safe and secondly to make people feel comfortable because you know, folks have a higher people are aware is all I'm getting at. And you just don't want to make them uncomfortable. But yes. And one thing Kevin mentioned, you know, with the direct mails leaving at the property, if you are doing installs right now and you're alerting the neighbors of the install. Absolutely. Leave a letter on the door. Okay. I have those in the pack. It's a notice to let folks know. I've done a video on it before. It was one of. I've done a couple videos on using those to work the area around of install and my technique of knocking, providing value, letting them know that you're there to just let them know, hey, we're doing Peggy's roof just down there. Wanted to introduce myself and give you my info in case any debris comes in your yard, please call me, let me know. We respect the neighborhood. Turn to walk away. Hey, you know what? While I'm here, I might as well ask, how's the insurance process been for you? Boom. Start that conversation and then you can shift your focus and say, you know what? If you don't have any objection, I'm going to hop on your roof for a complimentary inspection. My ladder is right there. Do you have any objection if I hop on for a quick inspection and then, boom, you can get in the inspection right there. But again, keeping that distance. So, Kevin, that is a time that you can knock doors. Keep a distance, leave the letter. That way there's some space. I think that's appropriate. Again, unless there's a stay at home order or some sort of restriction or regulation, you have to abide by that and respect personal boundaries and health boundaries at this time. Because the last thing. Guys like a lot of people here. From what I'm hearing, we're carriers without knowing it. Younger, healthier people may not show symptoms. And if you show up and you knock the door of someone who's got a respiratory issue, you'd hate to pass something around, right? So we just got to be smart. All right. Travis says, as a person trying to get started in this industry, I'm nervous I'll have a slower learning curve because I can't door knock. Would you recommend I do this part time until I can door knock? In Minnesota, our boss confirmed we cannot knock doors right now per state instructions. So, Travis, that's a great question. Marty had the same question. And I don't know if you just joined, but we did touch on that a bit. Is it a bad time? You might have a little harder time right now without being able to knock doors. However, you can still. And I got this question on yesterday's live, you can still still cold call, you can still use direct mail, you can still network. So for a new person without old past clients, a pipeline in relationships to leverage like people who have been in the industry, it may be a little slower to get started. Whereas those folks have those relationships old Leads, referrals to ask for customers to reach out to insurance agents, realtors and builders to network with to get traction quicker or to maintain traction. So in terms of part time or not, again, use your own discretion, use your own risk tolerance and understand what obligations you have. When I made the leap, I was a young single man with rent. I owned my beat up old truck outright, thankfully. So my bills were pretty minimal. I mean, my rent was expensive. But like, worst case thing that happened, I would have to leave my apartment and sleep on my brother's couch or something who lived around the corner. And at that point in my life, I was okay with it. But if you have a wife and children and other substantial responsibilities, that is a risk for you to manage on your own. And you need to make the judgment. For me, I've always been like, go all in. And when you go all in, great things can happen, but you have to balance again. Everyone's got a different risk tolerance. I'm the kind of guy that likes to build a parachute on the way down. It's like, hey, that looks like a cool place to jump. Let's go do it right. And other people will hit their face on the ground and they're over with. So manage it on your own. And I'm sorry, I can't give you like a black and white. Yes, do it or don't do it. It is a fantastic opportunity. And if you can learn and kind of get your basic knowledge under your belt during this time, dude, hit it. Because then some pressure's off. Keep some income coming in from your other part time opportunity and then as soon as kind of things, you know, start selling, start sending those letters and cold calling and then that way when the, when it's time to make that shift, when the floodgates open and we return back to some semblance of normalcy, you can hit the ground running and you're going to kind of bypass that learning curve. So I hope that helps Travis, and if not, drop another question. Raoul said, thanks so much. Your videos are a great learning tool. Hey, thanks a lot, man. Super appreciated that. Super appreciate that. I am very, very interested in providing the best value I can. Sorry guys, I'm trying to read these comments and talk at the same time. The other two things I wanted to touch on Podcast is up, it's on Spotify. I submitted it to itunes, which there's a little bit of delay and stitcher, and I don't know if it's on stitcher yet, if that's published, but it should be through there shortly. So what I'll be doing is all of these lives, they're going to take some time to get up. But all my regular videos, every Tuesday, they're getting transcribed or not transcribed. The audio is being pulled out and put on that podcast. So, you know, staying motivated. If you need some tips, you want to re. Listen to things. I know a lot of people, which was great. I love getting emails. People were sending me emails of screenshots of their phone saying, hey, I'm literally like, look, I'm listening to this through my Bluetooth and my truck while I'm driving around. But I know you're burning data on YouTube, so I wanted to provide both options. So if you just want to listen at times, you can do that. So, Travis, your feedback was very helpful. Thanks so much. Yeah, dude, my pleasure. Happy, happy to help, but don't quit. Like, balance it and figure it out. Because when it opens, it's going to open hard, I think, because again, the demand's not going to change, in my opinion. And again, many places are considering the construction an essential, essential trade. So might production go slower with less crew on the roof to be safe? Yeah, but it's still going to need to go at some point, right? Like, even if we were in this for eight weeks, it's eight weeks. If it's not going to go two years where we can't do install a roof, like, it's going to need to happen somehow. So that's, that's my thoughts at least. So, Raoul in New Mexico, claim adjusters are not meeting with us at the property. They're asking that we take pictures and send them in. I've been in the business for about two years and have a good rapport with adjusters. That is awesome, awesome, awesome, guys. This, this whole thing is humanizing us, people. I, I have noticed more and more companies are going remote. They're working efficiently, they're working lean. People are just. There's this different level of authenticity and honesty that's, that's occurring in all businesses. Dental practices are doing video consultation. Doctors which have been, you know, they've offered it, but now it's being pushed. My insurance, health insurance company is like, hey, if you have questions, if you need a visit, like, only critical care right now. And we can handle this via a video conference. Like, there's just people arising to the occasion and it's going to happen in the same with adjusters. And this is not a time to do anything more than your best or, excuse me, anything less than Your best. Always do more than your best. Just keeps you push harder and higher up. But yeah, take good pictures, help them out, ask what they need, provide an eagle view. It's going to help everyone. It's going to streamline claims and just be good people. Kevin, that's a great idea. I really appreciate that. My pleasure guys. So everybody, thank you for joining me. I'm sorry for the last email I sent out with the link. My email program automatically added the link to my ebook somehow even though I pasted the YouTube link. So I apologize for that. Normally Alex who handles all of our tech does all this and I've been doing them because I've been doing it on the fly and sometimes I'm a moron. I'm in roofing sales, not technology. So surround yourself with people who are good at what you're not, which is what I have done and what you should do as well. So thank you all for being here. Be safe again. I'll be doing these lockdown lives every day. Not Saturday, Sunday, so just Monday through Friday there can be at various times I'm going to queue them up in YouTube so you can see it'll be like scheduled for live. Then I'll put the time and I'm going to try to send those emails out as well. If you want to join my email list, there's a link in the video description below. And just you know, if you are interested in my battle pack, you're welcome to grab it. If anyone needs any financial assistance, I have a small discount that I'm offering right now. I won't be offering it for forever but if you do need some help I'd like to do what I can to help and email me. I don't have any payment plans. I've had a few people ask for payment plans. My product is only $347 guys and I'm happy to offer you a one time discount to help out. And again, if you didn't get it or if you do purchase, I'm going to send you the updated direct mail letters that adopt what I talked about in the last live on that no contact needed service plan. Just so you have something relevant during these times. So thanks for being here everybody. Appreciate all you guys for making this happen and I will see you on Monday. Have a great weekend. Take care and see you on the next lockdown live.