Losing Roofing Sales Jobs? 2 Simple Reasons Why & The Quick Fix to STOP it From Happening

There's nothing quite as bad as losing a deal that you already signed. And it gets even worse when you have the adjuster out. You get it approved and you're ready for bill day and you pull up at that house and one of two dreadful things happen. You see that yard sign sitting in front and you know I lost the deal. Or worse yet, that other roofing company is there when you pull up and you feel like an idiot. This has been coming up more and more in live trainings I've been doing. I've been hearing from reps and an email that I'll be referencing came in yesterday. In this video, I'm going to be teaching you the two simple reasons why this is happening. Because we must start to understand why before we can fix it. And then I'm going to leave you with the easy fix, quick fix to keep this from happening again. Alright? Because the reality is this isn't Christopher, who wrote in and I blurred out all the information for privacy. Isn't the only one going through this. Let me know if this happened to you. Hey, I've been losing some deals, either from another company, having something better than I do, clients moving on bid jobs, getting turned down from the client, or any number of reasons getting ignored, getting hot and cold and the like. The worst part is I don't know where I went wrong. And it's not like the clients are going to tell me even if I asked. Has this happened to you? It's happened to me. These quick fixes and the reasons why are going to help because the truth is this confidence killer destroys us. I've been there, I've been in those shoes. You're furious that you lost your commission because you put in the work. We don't get paid for that. It's, ugh, it irks me. And then we're going to wonder, is it even worth it? Is this going to happen all the time? Can I count on this business? And it gets in our head and believe me, you can and you will. We're going to solve that here in a minute and then question whether sales reps are doing that or better than you. And the reality is they're doing nothing better than you. They're doing shady things, they're signwalkers, they're giving things away and they're doing illegal practices. So that's nine times out of ten. Let's jump in. Alright, at the end of this video, say to the end, I'm going to teach you three things. One is the two simple reasons that you're losing these deals. They're incredibly simple and it's such a quick fix. Everyone I've walked through this, including Christopher in that email. It's like, man, that was the hole in what I did. Then how to stop it from happening. And then again, those quick fixes to start using right now, they're super simple. But hey, listen, if you're new here, welcome. Welcome to the channel. Welcome to the podcast. My name is Adam Bensman, the roof strategist. And everything I do here on these videos and the podcasts and my programs, my services, one on one work are designed to help you smash your income goals. Whether you're an individual sales rep, a sales manager with a team, an owner with ambitious growth goals, you need the personnel to do it. Because growth, growth in this industry is bottom up, meaning starting from the sales rep, boots to the ground, knuckles on doors, all the way up. And that's how we grow. And it's about you winning, materializing your goals, changing your life, having fun, doing it and embracing the challenge. So if you haven't already done it, I'd love to support your journey. And I invite you to head over here to www.theroofstrategist.com to download a free copy of your pitch like a pro roofing sales training video library. It's all the videos I've ever done, organized by category. I'm in office roofing companies and I see the videos playing up on the screen and people are using this as part of their onboarding and training and it's there for you for free. So head on over www.theroofstrategist.com Enter your email, you'll get a free copy sent to you. Now let's hop right back into today's video. We got to get to the root cause of why you're losing these deals in order for you to stop losing them. Reason number one, and I told you the reasons are very simple, they didn't understand the contingency agreement. Now, I know you're probably pushing back, Adam. I'm already going through that. They signed it. It's clear that they understand. Just hear me out because chances are there's something amiss. I've made this mistake. I've made the assumption that they know I'm doing the work. I've pulled up. They're like, oh, I didn't realize you do the work. I'm like, what do you think? I just, like show up here and just do this volunteer stuff? Like, no way, man. So I'm going to Walk through kind of where those holes are and how I present that contingency agreement for you, alright? And then remember this. Okay everybody, I want you to think of this. Last time you watched a movie, did you ever predict what was going to happen? You're watching the movie, you're like, oh, halfway through, you know what's going to happen. The funny part, it doesn't matter if you're right or wrong, you believe it. So our human mind must have answers. If there's a story, we fill in the blanks, even if that blank is wrong. So we create our narrative. Any little thing that you might have missed out on that contingency, that homeowner is going to create their own narrative. And if it's a false one, that's when you lose the deal. Number two is someone snaked it from you and you didn't warn them. This is what I call the sign walkers. The sleazy sales guys who are desperate and the companies that are operating unethically and just going through and using the elite or deductible, they're basically buying roofing jobs. And then of course, putting that homeowner and the contractor as willing participants in insurance fraud. Because remember, the only way to legally obtain that depreciation above board is to invoice the insurance company for the dollar amount of the project because the homeowner owes their deductible no matter what. So if they do the project for $10,000 less, and I know that's a big number, I'm just making it up for now, they owe their deductible, period, it doesn't matter, the insurance company is going to release less. So if you come in, I can do $2,000 less. We have to invoice the insurance company. The only way you can do that is to falsify. I did the roof for 20 grand. But homeowner, I'm only charging you 17. That's fraud. Okay? So it's important that we communicate this to our homeowners. Now let's jump into the quick fix. There's three of them I'm going to highlight. Okay, Explain the contingency agreement the right way. Now I'm going to link to a video over one of my shoulders. I don't know what, directions, what. On YouTube, there's a video I've done on how to use the contingency agreement as a sales tool. Highly recommend jumping into there. I'm going to give you those three bullet points right here. In summary, first, hey, Mr. Homeowner, this allows me to Communicate details of the claim or with the insurance company. Now I know certain places like Texas and Florida where there's a little bit stricter guidelines on coming across as a public adjuster. You may have to adjust this language, but in a nutshell, here's how I do it. Mr. Homeowner, this allows me to go to bat for you with the insurance company. As you know, your information is protected by law, right? It's your policy. They're not going to release any details or discuss things with me unless they know we're working together. So this is just our way of saying, hey, we are in fact working together. They're not going to be talking details about your home or your claim with any old truck in a truck, so to speak. Alright, so modify language to fit for you. But this is what I say allows me to communicate with the insurance company or can just say, hey, let's the insurance company know we're working together because you will be working through that process. Number two, gives you my price lock guarantee. Now everyone that's using my marketing battle pack has been raving about this because it shifts the mind in the customer from I have to pay my deductible to I, oh, I only have to pay my deductible. So it's a huge power dynamic. And what I mean by price lock guarantee is, Mr. Homeowner, here's the deal. Working through this agreement, this states that this roof, this project is 100% contingent upon the insurance company coming out to do the roof to, to, excuse me, to cover the roof. If they don't, if they say, hey, there's not enough damage, you don't owe us anything. We don't bill for our time and expertise. The multiple visits out here, our back end office, to help get everything brought up to snuff for you so we can get this roof done the right way. We do not bill for that. Now my price lock guarantee allows us to do the work within the guidelines, what the insurance says. So that protects you, Mr. Homeowner, from the insurance company saying the roof's 15,000 and I'm going to charge you 17. So this price lock guarantee ensures that you pay your deductible, no more, no less. And then you can explain the fine print. Unless there's any rotted decking or elective upgrades that you choose to do and then you can share those pricing details. Okay? But again, some people push back on this, but the companies that are using it have updated almost all their marketing material and they're explaining to the homeowner price lock guarantee. Your deductible is the same whether it's a $2,000 claim or $2,000,000 claim. Number three, if the roof is approved, we become the contractor of choice to do all the work. Remember, Mr. Hoerner, we do not bill for our time and expertise. There's a lot of resources. So for us to do this, we do become the contractor of choice to actually do all the work. Does all this make sense? Yes. Then we go through it. Usually. This piece here, number three, is where we lose homeowners. We just make the assumption, hey, we'll just get the roof approved for you, and then we'll take, you know. And that isn't specifically explained. And I learned this one the hard way, so I ask for agreement. I just want you to know, we do this, we go through this, we will be the ones doing your roof. Get crystal clear on that verbally and in writing. This is going to help a ton. All right, then. Number two. And it looks like I threw number three on there on accident. Prepare them for shady contractors, what I call sign walkers. So I let them know when I leave after I sign the deal. Hey, Mr. Homeowner, I just want you to know that because there's a sign in the yard, we're working together. There's some contractors that practice some unethical things. I just want you to be aware of them. If anyone knocks on your door, let them know you're taken care of and you're already working with someone. They're going to try tactics. We're hearing about this. They're using illegal practices by coming through and making some strong claims that they're going to save you all this money. And the reality is they put homeowners unknowingly into a position where they're participating in insurance fraud, and it's no good for anyone. So just, if anyone shows up, let them know you're good. You're taken care of. And by the way, if you wanted to put up a no soliciting sign, now would be a good time to do it. So anyway, that's number two. It's very important that you set those expectations. Remember, if you know, or if there's a risk of someone coming in and doing that and that homeowner doesn't know, now the deal. Sounds sweet, right? Someone showed up. Delete my deductible. They'll do this. But if you say, hey, this will happen, and here are the consequences, they will then say, oh, Adam told me about this. I'm just going to shy Away from these guys because they're not going to want to be receptive. Okay, number two, by the way, I'm going to link to a video here at the end on that one. And then number three is to stay in touch weekly, no matter what. This is huge. I learned this one because it was. You know how this goes. Sometimes things drag on, they take too long. And if they take too long, homeowners drop off. And if they drop off, that's when they're like, hey, I signed this deal with Adam and I haven't heard from him in two weeks. No matter what, stay in touch weekly, even if you have nothing to say. Hey, I just want you to know I haven't forgotten about you. I'm waiting on the insurance. Hey, I just wanted to let you know we haven't forgotten about you. Job still scheduled? We're still on track. How are things going? Stay in touch weekly through this sensitive time between the contingency and getting that initial check collected. Alright, let's jump right into the summary so we know exactly what we covered. You lose deals for two simple reasons. Number one is unclear expectations. Meaning usually you didn't go through the contingency agreement or you didn't let them know that someone, some shady contractor is going to come through and try to steal the deal or snake the deal from you. What I call sign walkers don't do that, by the way. So the quick fixes explain the contingency agreement using those three points that I showed you. Okay. Right here. You can reference this, by the way, if you're not receiving these. I do send these out to everyone on my email list and you can get there at www.the roofstrategist.com. okay. And I send these out with the video so you can use them as a resource to study up and use what you learn in the field. There's links in the description of the podcast and the YouTube channel. Alright, then prepare your homeowners for signwalkers and then stay in touch weekly, no matter what. Alright, our time's about to wrap up, but that does not mean your time here with me has to end. If you want to learn how to keep deals from being taken by competitors, watch this video. I'll put a link to this at the end of the video as well. It's how to properly communicate this to your homeowners. Then if you want to learn how I present, close and protect my deals, you can check out the complete closing strategy. If you have access, jump in there and get after it. If not, there's links in that video description. And then finally, I do have some cool news coming soon on the YouTube channel and the podcast. I'm doing a free three part training called the Roofing Sales Success Formula. It's a phenomenal training for both roofing sales reps, for sales managers, for owners. It applies to everybody in the realm of sales because selling and closing and earning good money in this industry and growing professionally and is truly a formula. And it's in this training that's coming soon. I'll be releasing dates shortly where I will share all the details of what that formula looks like and how you can start using it. So thank you for joining me. Let's wrap this up and get you into some more training to help you close even more deals and smash your income goals. Number one, if you want to learn how to avoid having your deals taken or as I say, snaked by competitors, click here to watch this video and if you haven't yet done so, click here to get a free copy of my pitch. Like a pro Roofing Sales Training Video Library. Send straight to your inbox and you'll start receiving these as well. We'll see you on the next one and talk to you soon.