OBJECTION: "If you're a legit roofer, why are you knocking on my door!?" | How to Overcome

If you're a legit roofer, then why are you knocking on my door? Have you heard this one? It often comes straight out of the gate. You do your little pitch at the door and they just jab you with this one or it'll come like a little bit way into your pitch and you're having a conversation. All of a sudden this distrust builds up and the homeowner pumps you with this one. If you're a legit roofer, why are you knocking on my door? And it challenges our integrity. It is a claim that we are illegitimate and it puts us in a bad light and it kind of knocks us down a peg or two. And you know what? It shouldn't have to. Because in door to door sales, we are self made. Almost all of the sales greats of our time started in door to door sales. And you know what? Those folks, they get in their little hamster wheel car and drive to their hamster wheel job and get paid the same hamster wheel wage whether they work hard or not, no matter what. And they're stuck in this rat race. And here we are in roofing sales doing what no one, most anyone else isn't willing to do. That's to face the world, face people, create our own life that we dream of by being of service to others. And it's those customers that shine, that bring us joy. And the more we serve, the more we earn. So don't let it knock you down. So in this video, I'm going to be teaching you how to overcome this objection when you get it. If you're a legit roofer, then why are you knocking on my door? And it's important for us to understand, really break down what objections mean, because the words that you see or hear often different than the meaning behind them. And excuse me, as an example of this, this basically says you're not legitimate. Why are you knocking on my door? Not if you are legitimate, basically claiming that you're not. And it's important for us to face this stuff head on. So I'll be teaching you how in this video. And first things first, if you're new here, I just want to welcome you. My name is Adam Benzeman, the roof strategist. And everything I do here on the podcast on my YouTube channel, which by the way, is all this content, but on the YouTube channel so you can stream it in your truck, is designed for one simple reason. That's to help you smash your income goals. Because that's why you're in roofing sales, is to Use this industry as an opportunity to transform your life to earn an income that most people, even doctors, dream of. And here we are doing it and it's a level playing field for everybody. So thanks for being here and I hope that you can take what you learn in this video and apply it in the field right away to start making even more money and serving even more customers. Now listen, I want to get into a couple things. First, this video was inspired by a YouTube comment. I look at these very closely and I keep my ear to the ground. So if you have watching this video, if you have any questions, drop them. If you're facing an objection right now you need help with, drop a comment. I read and reply to all of the constructive ones and I encourage you to engage in the channel, share these videos and spread the good word. So thanks for being here. Now let's jump into this. When you're challenged with this, I want you to always remember that ARO objection handling formula that I teach. Acknowledge, reassure, overcome. And I want to show you this from a light outside of roofing first. And then we're going to apply it to this particular objection because I want you to see how it feels. Okay? Now, I pride myself on the affordability and the ROI of all my programs, alright? There's links to all of them in the description. Now, I want to throw a scenario out. Let's say you tell me, you say, adam, your programs are too expensive. And I say, what, are you crazy? You're going to make your money back in the very next sale. Now we're arguing, right? You said this. I punch back, it doesn't feel good. But if I instead acknowledge and say, hey, I understand that it appears as if it's a large investment, okay, that's a way of acknowledging your concern. And then I reassured saying, listen, you know, normally if I was spending this sum of money on any sort of expenditure or things that I didn't necessarily need, I might think twice about it. That's reassuring, okay? I'm basically agreeing with you and validating your feelings, then I'm going to overcome with a new angle, say. But here's the deal. In this profession, if you were to apply what you learned, like let's say you got in there and you watch one thing and you pulled out a golden nugget. And then in the very next sale you run, you're able to tweak something or use one of the strategies, or get a call off a direct mail letter, or learn how to close a deal using my closing strategy or Overcome objections even deeper on my objective strategy or knock doors and start conversations easier. If that one little thing helped you land a deal, your very first commission you make would pay 100% of that investment back. And for many of the programs, you would even make a profit. So you're basically borrowing money from yourself for a very, very short period of time. Wouldn't you believe that that'd be a wise investment? So I want you to just feel the difference, okay? Now I do know that if you've enjoyed and you've had breakthroughs and the free stuff, imagine what's inside. That is up to you. This video is not to sell you anything. This video is to give you a direct experience into the difference between a punch back objection in the ARO formula. And now I'm going to give you a real world example of how this applies in this particular objection. If you're. That was a mouthful. If you're a legit roofer, then why are you knocking on my door? Now remember this some foundational stuff before we put this formula together. The reason we're knocking their door is because we are in a service driven business. Our job is to help homeowners providing service and making it easy. Instead of them having to call, make an appointment, us call back to confirm, show up, they got a missed work, we show up, we do it right there, alright? Number two, most homeowners that we serve, or many of them outside of the extreme cases of monster hail or hurricanes, most homeowners don't realize the gravity of the situation or how bad their roof truly is until they work with folks like you and I. And then the third thing is simply convenience. When we show up, we can provide instant gratification. We're here, we can do it, it's free. You don't have to make an appointment, you don't have to wait for someone. We're here now, alright? So now I want to take this objection and give you a bunch of different angles to overcome this. So the very next time you face it, you know exactly what to do and what to say. So here's how I'm going to use the ARO formula. The first go around, I'm going to break it down for you. In the second and third one, I'm going to just go ahead and do off the cuff. But when I say off the cuff, I mean on the fly without interrupting myself. You'll see what I mean. So a acknowledge. Hey Mr. Homeowner, I totally understand, you don't know me, I just showed up, okay? I'M basically acknowledging what they just said. If you're legit wired, knocking my door. Now, I'm going to reassure Mr. Homeowner, we are in fact a legit roofing company. We've been in business for 10 years. I'm a certified installer for two of the largest shingle manufacturers in the world and I've done well over a thousand homes just in the surrounding area. Alright, so that's reassuring them that hey, we are in fact legitimate. It's okay then I'm going to overcome. Now, when I say overcome, this isn't fighting back. Think of overcoming as trying to help them see the situation in a new light. I'm going to show you a fun example, more in a hat. Same hat, different perspective. Okay? So all we're doing is taking this situation and spinning it around so they have a fresh perspective. So here's how it's going to work. Acknowledge Mr. Homeowner. Totally understand. I just showed up, you don't know me. I showed up unannounced. And yes, I am in fact a legit roofing company. We have five star reviews on Google. We've been in business for three years, five years, 10 years, 12 years, however many it is, we've done a number of roofs in the area and I'm sure you're going to do your homework on us as a company so you can make a wise and educated choice in whoever you decide to work with. But the truth is, Mr. Homeowner, the reason I'm here is simple. I've been working with some homeowners here on Lexington Lane and I've been in a number of roofs and I found some pretty significant damage from this year's storm. In fact, I have a customer down the street there, just around the corner on Cherry. I'm working with Peggy here on Lexington and I've spoken with a few other people as well and we're kind of in discussion. And the reason I stopped by is when I left their home, I saw your roof. I said to myself, the roof on this house, about the same age as those other ones, just wanted to stop by and ask how things are going for you. That's it. And when you de escalate the situation and you just simply say, hey, the reason I'm here is simply to ask how the process has been for you. Where are you at in the process? What did the insurance company say when they came out? And if it's retail, when was the last time you had your roof inspected and routine maintenance conducted? So do you see how we by acknowledging them, repeating back, reassuring them that their feelings are in fact normal and overcoming by giving them a fresh perspective on their situation, we are now able to de escalate this combative tension and re engage the dialogue. Almost like some sort of a keto move where they threw this punch and we kind of sidestepped it and brought it back into starting that conversation, which I did that previous video on best versus worst pitches. The best pitch simply starts a conversation. Alright, now many other angles of attack so you can see this come to life. I want to give you a couple other role plays and I'm going to do them as if I was talking with the homeowner because there are lots of different angles you can come at this from. Quick disclaimer. I say this in all the private trainings I do. I'm going to give you the long winded version for educational purposes only. Okay? I want to show you how all these different things I work in in different ways that you can overcome. And it's up to you to pick and choose. Think of it like that big tool belt that you carry. This customer might need a longer explanation. You can read them, right? You've read their body language. This person might just need the short punchy one, the diversion I just gave you. So, disclaimer aside, let's hop in. Hey Mr. Homeowner, listen, I understand you didn't ask me to be here. I showed up. I'm going to go ahead and guess you haven't worked with someone who showed up at your door before and that's okay. Listen, we are in fact a legitimate roofing company. I'm sure you're going to do your homework to validate that. Our office is located about two miles from here. We've done hundreds of homes in the area. Now, the reason I'm stopping by today, when you said, if I'm a legitimate roofer, why am I here? Here's the reason. I'm in the service business. I'm here to make things easy. And many of the customers that we serve, just like a number of customers I've done this year, last year, and even right now around the corner here on Cherry street, most of them didn't even realize that the roof was in the condition it was until I was there. I didn't know if they needed a new roof. I showed up to offer my assistance and to find out if I could help. And I do that by starting off with a complimentary photo and video inspection. We're transparent. I'm going to hop up there, I'm going to show you everything. If your roof checks out and it doesn't need anything, I'll tell you and you're going to see it for yourself. And if it doesn't, I'm going to show you the photos in the videos and I'm going to walk you through your options and let you be the judge whether you work with me or someone else. Do you have any objection if I hop up there for a quick inspection and I'll show you what I find? Okay. You see how we spun that around? So we worked in the convenience piece and the service piece. So by working in all of these angles, you're going to be able to overcome this objection on the fly each and every time that brings this video to a wrap. I hope you learned something. You've got different angles of attack, the ARO objection handling formula to kind of sidestep the objection and then bring it into a conversation starter or face it head on and say, I'm going to overcome this thing. Listen, we're a legitimate roofer. We're in the service business. We want to make things easy. Instead of you having to call, set an appointment, we come out, you have to miss work, schedule the time, miss your weekend. We're here, we do this instant and we help guide you on the process, whether you work with us or someone else. So you have multiple angles of attack on the convenience side and you can even educate the fact educate them in the fact that most of the customers don't realize the condition of the roof before you are involved. So you now have a full tool set and the confidence to deal with this one in the field and I hope you start using it right away. Now do me one favor, if you don't mind, before we wrap up, drop a comment right now. Let me know what other objections top objection you've faced that's hardest for you to overcome because it'll inspire another video. Alright now, thank you for being here and if you want to continue your journey with me overcoming objections, hop into this playlist to learn how to overcome all the top objections I've ever covered. And if you're new here, here's a freebie for you. Click right here to download a free copy of my pitch. Like a pro roofing sales training video library comes to your inbox. It's all my videos organized by category. It's great for new reps, great for seasoned reps looking to polish up and continue learning. And owners, it is a fantastic tool to arm your team and your new hires. Thank you for being here. If you like the video, give it a thumbs up and I will see you on the next one. Thanks.