OBJECTIONS to The Contingency Agreement? Using "Risk-Reversal" to Close

Contingency fear. Homeowners see the paperwork come out, they freak out. They don't want to be locked in. They're concerned about owing you money. Do I still have to replace my roof? And this contingency fear keeps us from signing on the spot. So in this video, I'm going to be teaching you one of the most powerful sales strategies that pulls the levers of psychology to remove risk. And we call it risk reversal. This means taking all of the worries, the fears and the consequences away to give that homeowner an easy, easy path to saying yes and again, take away all their woes. Hey, have you ever watched a late night infomercial? I know it's been a while, probably many of you probably don't even have television anymore. We don't see infomercials on Netflix. But if you grew up in a time when cable television existed, I'm just kidding around. By the way, you saw those infomercials, and you know what I'm talking about. Order now. And if you don't like your order within the first 30 days, you call us. We'll refund you and keep it free. So this is risk reversal, a money back guarantee, basically providing a path to put people at ease and say, you know what? I really. I have nothing on the line. I've got nothing to risk. And I'm going to be teaching you how to do that using the contingency agreement, because I know it's one of the biggest fears of homeowners. So we're going to get into all the nitty gritty, and I'll be teaching you in this video how to use risk reversal and a very simple strategy to follow to put your homeowners at ease. The truthful and ethical way to earn their business. And you'll notice. I said earn their business. Hey, welcome. Or welcome back. My name is Adam Bensman, the roof strategist, and everything I 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 amazing experiences for customers mean they're comfortable, they're satisfied, and they're excited. And the reality is you can help them feel that way when. When you present the contingency agreement the right way. So right before we get started, I'm going to be covering the contingency agreement fear side. Right now, we're talking about risk reversal. But if you haven't already done this, I've got a lot more videos for you on the contingency agreement that are going to help and they're available right here. So you can go over to the roofstradist.com and download a free copy of my pitch. Like a pro roofing sales training video library. I have an entire playlist inside there on the contingency agreement and how, when used effectively, can be an extremely powerful sales tool. And I shared this ton testimonial channel before, so I'm just going to tell you this story. There's a gentleman that I worked with down in Texas, he was down in Dallas area and he only did the handshake deal. He's like, I don't do contingencies. And after we sat down together, I finally discovered, you know, he wasn't fully truthful. I'm like, man, are you getting cancelled? He said, ah, yeah. Now again, so long and short. We went through the contingency agreement, especially this piece I'm about to teach you. And I met with him on Thursday. That Monday he had signed six 80 square homes over the weekend. Six 80 square. Using the contingency agreement. Now he uses it all the time. So the reason I share this with you is it's all about how it's presented. And the contingency agreement must be presented in a way that is advantageous to the homeowner, meaning in their best interest, not about us, but about them. One of the golden rules of marketing, by the way, is what's in it for me? I and everybody's thinking this, what's in it for me? What's in it for me? So we need to present this information so it's ultra valuable to the homeowner, not about us. So again, if you want to see that playlist, you can head on over to the rooftraders.com right now. Enter your name and email and get instant access to the contingency agreement entire playlist right there. All right, now let's talk contingency agreement. Fear of signatures. First, what we need to do, which by the way, one of the best things that we can learn to do when we're in sales and quite frankly, skill set that I think everyone should develop is to learn how to get out of our own head and get into the mind of another person to know exactly how they're feeling. So I want to ask you this, play along. What are you, the customer feeling when you're faced with signing something? Concern. Fear. Concern. Am I locked in? Do I owe you money? What happens if the roof doesn't get approved? Am I, do I have a contract now to replace my roof? Am I required to use You. These are all of those fears that are running through that homeowner's mind. They're signing something, right? So what we need to do is turn this frown into a smile, their concerns into a path of this is good, this is safe. And we do this with the powerful practice of risk reversal. Okay, are we ready to go? Sorry, my handwriting is horrible. That's not why you're here. At least I hope not. So let's get into it. What is risk reversal? Risk reversal is removing those fears and turning that frown upside down into a smile. So I feel safe signing it. How do we do that? First, what we need to do is highlight the true outcomes. So again, what I'm going to write here is highlight the outcomes. The potential. I'm going to add in the word potential. Highlight the potential outcomes. What does that mean? It means this all goes well, they get a roof. All goes well, they don't. Okay. In fact, I'm going to start here on the worst case. This is worst case. And over here is best case. Okay, let's get to it. So, Mr. Homeowner, worst case scenario, this contingency agreement states that is 100% contingent, meaning only if the insurance company proceeds with replacing the roof. Well, we have the opportunity to do the work for you. So if the roof doesn't get approved, you don't owe us anything. Okay? Now here's the other good news. There's time, energy and effort on our behalf that we don't bill for. Now, what this means by don't bill is that there is value. You're there now. You're there with the adjuster, maybe your team, your supplement team, or whoever you hire for supplements. These are resources used to to get the roof done. The other reality is, Mr. And Mrs. Homeowner, when we do a roof on a cash bid basis, for example, we don't do this work. It is more labor intensive and time intensive and resource intensive for us to go down this path. However, we understand that you're not going through something pleasant and we do this to provide value to you to earn that opportunity. So worst case scenario, you are no worse off because, meaning you're in the same position. So let's go through this, Mr. Homeowner, worst case scenario, the insurance company comes out and they say there's not enough damage to cover it. You don't owe us. We don't bill you for the time and energy and effort to do this because we believe we can truly help you and you're no worse off. No harm, no foul. This agreement is what I call dust in the wind. We all go our merry ways. We did our best. Okay? Now let's talk best case scenario. Best case scenario, you get a new roof. Okay? Which means you're protected under a new material and labor warranty, which means you, your obligation is your deductible and that's it. Now if you are using my all in one sales training, sales strategy and sales system, which includes the battle pack by the way, or maybe you were grabbed a battle pack on its own. You'll see. The language I use in here is the price lock guarantee. Price lock guarantee. And I apologize, my handwriting is getting smaller to make this all fit. So the price lot guarantee states that Mr. And Mrs. Homeowner, your only obligation for this project is your deductible. No more, no less. Unless there's elective upgrades or any rotted decking that may be discovered that the insurance company does not compensate for. Those are the only two exclusions. And by the way, I've been asked this a lot. Yes. If the policy is acv, you don't want to advertise this. So you just need to make sure you have all your ducks in a row. You don't want to go promising something and and then not be able to fulfill upon it. So best case scenario, you get under roof, new warranty deductible and guess what? We offer all of our services to make this happen for you for free. But remember, the only way that we are able to work down this path is by becoming the contractor of choice to do the work. So for this reason, Mr. Mrs. Homeowner, you truly have everything to gain. And guess what? Nothing to lose. This is one of my favorite lines. I break down that worst case scenario and then the best case scenario and I say listen, you have everything to gain and nothing to lose. Does that make sense? And then I hear yes. So excellent. Would you like to move forward on this project with us? And then we can move over for our signature and go in for that. Getting that signature. Closing the contingency agreement. I know that was a lot, but I hope it helps. So let's do this to wrap up. Just because you're on my time, it's about to run out here, doesn't mean it has to. So if you haven't yet done it, you should click here to download a free copy of my pitch like a pro roofing sales training video library entirely free and watch through the using the contingency agreement section because I promise you, it is a more powerful closing tool than you realize. And if you want to continue your journey with me, YouTube thinks you're really going to love this video. We'll see you on the next one.