OBJECTION: "Just email me the estimate..."

Just email me your estimate. These are the worst words to hear because it means that we're not going to have a chance to get in that house and to present, which likely means that we've done all this legwork, the inspection, putting together estimate for a homeowner who's making decisions on what only price and that is it. And you know that if you go ahead and email the estimate, which maybe you're tempted to do because you just want an opportunity to get the deal, homeowner is going to look there, estimate 1, 2 and 3 because that's what they're doing, right, getting three estimates and they're going to pick which one, the cheapest one. Now we must get inside the house in order to present, showcase our value and by following the strategy that I teach you when you face this objection is going to help you close more deals even if your estimate is higher, and I hope it is higher than the competitors. This video was suggested by Kathy who emailed me just the other day saying, Adam, I've been getting this a lot. People are saying just email the estimate or what do I do? And I'm doing this video because I want to help you overcome this because I'm guessing it's going to be more and more common as we shift and our industry is changing and people are collecting estimates, contractors are using lump sum estimates. So this video is going to help you get inside the house. And I'm getting the question a lot, Adam, I see a lot of your videos are focused on storm. Do you do retail? And the answer is 100% yes. My all in one sales training, sales strategy and sales system. There's a link in the video. Description below covers both storm and retail. The battle pack is in storm and retail. My closing strategy, the car park closing formula is in both storm and retail. And I recently trained one of the top producing retail companies on the west coast on my closing strategy. So this will come up both in Storm in a retail and in today's video. I'm going to cover both. So thank you, Kathy for the recommendation. And by the way, if you didn't notice, I'm wearing a belt and tucking in my shirt. Eric called me out. He goes, adam, you don't practice what you preach. You got to have your shirt tucked in that belt, man. Well, guess what, here it is. So let's rock and roll real quick. I want to touch on one thing before we get into today's video. These are the kind of questions that are perfect. The perfect place to ask is inside the Pitch Pro Movement. And this isn't for everybody. It's only for folks who are eager to continually develop their sales skills, their leadership skills, their marketing skills, their roofing knowledge, their claims handling skills and their marketing expertise in order to continually level up so you can enjoy a profitable growth year over year. And love the journey in this whole roofing sales game, whether you're an owner and a manager. So if you have these ongoing questions like Kathy did, you know, I do squeeze them in in a video. But inside the Pitch Pro Movement, you would have access to myself, Daeshaun Bryant, John Cnac, Matt Mulholland and Jim Alleen inside our discussion boards and on our live interactive sessions each and every month, including tuning into those recordings. There is a link in the description to join the Pitch Pro Movement and and we'd be happy to chat with you about it. If you do have questions, you can call 303-222-7133. Phone number is in the description as well. So let's get into today's video. This objection. Just email me. The estimate comes up for both Storm and retail and I'm going to cover both as promised in today's video. The number one thing we need to do is be confident in overcoming this. How do we do that? We understand why the customer is going to bringing this up. Why is it? Well, I teach in my objection handling formula, aro, acknowledge, reassure and overcome. And we're going to bake that in to how we overcome this objection right here, which is just email me the estimate. But first we need to understand what it truly means. What does this mean right here? It means it's a money issue. I teach that all objections fall into three categories. Trust, need, or money. This is clearly what money. Right. They just want the estimate. We know that that homeowner is thinking to him or herself. I am only going to make this decision based on one factor, and that is price. I want to look at the numbers. I don't want a salesperson in my house. I just want to choose in the comfort of my own home. So as we piece this together, whether it's Storm or retail, we are going to follow the same flow. First, we're going to acknowledge the objection. Let's pretend it's Peggy. Do you guys know Peggy by now? By the way, you may know Peggy, but if you don't know me, my name is Adam Bensman, the Roots strategist. Welcome. Or welcome back. And everything we do here on this channel is designed to help you and your team smash your income Goal and give every customer an amazing experience. And that starts with the presentation in the house. And we got to get there. So we're going to acknowledge what this homeowner says. Hey, Peggy, I understand that you want me to email you the estimate. We're going to reassure them. Listen, I'm guessing that you want me to email it to you so you can make a decision in the comfort of your own home without any pressure and find the best value. Is that right? And Peggy is going to agree with you. And if she doesn't, we can carry that conversation forward, because guess what? We're back in conversation. We can overcome it. And now is where we focus on the O, which is over. Acknowledge, reassure, and overcome. And please just tell the homeowner what they're thinking. You know what they're thinking. Don't hide from it. Air it out. It builds trust. So now we move on to overcoming. Excuse me, I was going to say Kathy. Peggy. Unfortunately, that's just not how we do business. Okay. It is okay to do that. You set your own rules. By the way, this affirmative approach is going to establish trust because we're going to qualify. Why we don't do business that way. Say, Kathy, the reason that we don't do it this way is, number one, I want you to understand everything that's in the estimate. And unfortunately, many contractors attempt to dupe homeowners. By the way, it's one of my favorite words, dupe. Because why? Because it piques people's curiosity and no one wants to be duped. And it's also fact they dupe homeowners with an estimate. That's misleading because they don't include itemized estimates to state exactly what they're doing. And then you can bring up some of those examples that are left out. You know, the. The estimate that says, like, remove and replace roof x dollars. Then from here, we explain why we want them to understand so you can feel comfortable moving forward with the right contractor. Key word. We're tuning into their feelings so you can feel comfortable choosing the right contractor. And most of all, we want you to enjoy the experience working with us. We pride ourselves on creating an amazing experience so you can love your new roof for the decades to come. And when we touch on all these key points, we focus on building the trust and getting invited into the house again, whether it's storm or retail. So let's link it all together. Hey, Peggy. Unfortunately, that's just not how we do business. But we do this because we care about you. We want you to fully understand the estimate and what's included because many homeowners are duped by contractors who are using some, in my opinion, unethical and misleading practices to appear to be cheaper or in their minds, a higher value to win the business, which results in some unfortunate things down the road. Our mission is to help you feel comfortable truly understanding everything so you can make the decision that's best for you. So you not only enjoy the experience, but you love your new roof. Not just for a day, not just for a week, but for the decades to come. And then we just go straight into the assumption. So when is a good time for me to come and show you our estimate in person and I'll be happy to compare this side by side with the other estimates that you are gathering. And then we sit there and wait. And I've taught this before and I'm going to say it again. Silence is powerful. Tune your attention. When is the best time for me to come out so we can review this together in person? And you know what you're going to do? You're going to zip your lips and shut up and let the silence build. It does not matter. Let them speak first and before I know you're thinking, well, what if they still won't let me in? Guess what? Do you think? They're a customer. You're going to win. Probably not. It is okay to lean into it and to state that is not how you do business. If they simply just want you to email it, say, unfortunately we're not able to do that, the end. You're not wasting time. Move on. When you do this the right way and you practice, you will get inside that home. You will have an opportunity to continually build trust and showcase your value and win the business. Whether this is for Storm or retail, it doesn't matter. So please use the tips in this video and the very next time you see, just email me the estimate and you will start winning more deals, enjoying the experience and loving the confidence that you build along the way. And if you'd like to continue your journey with me, please do consider if you are someone who is eager about developing your skills and continually leveling up. Just like in the NFL, we don't stop practicing. We don't just show up to game day. We have a dedicated team of coaches and mentors on our area of expertise to practice harder and with more intention and with a clear focus. And that is exactly what you'll be doing with you and or your team inside the pitch pro movement. And I'd love to have you there. We do want to make sure it's a good fit because it is not a good fit for everyone. We have a very strict policy on what's permitted in there. We want a community filled with trust in camaraderie and open sharing in an honest and professional environment. Anyone who violates those terms, sayonara. They will be gone. So if you are interested, please click the link in the description of the podcast or the video or go to www.thepitchpromovement.com and you can call our office at 303-222-7133 and I'd be honored to chat with you about it. Aliya can help get us on the phone to discuss the Pitch Pro Movement and make sure it's a good fit for you. Now, just because this video is about to wrap up does not mean our time has to. So what you're gonna do next? Click right here into this video that I think you're really going to love. Or click here to download a free copy of my Pitch Like a Pro Roofing Sales Training Video Library sent straight to your inbox and I will see you on the next one.